Want to guarantee you kill your mortgage business? Simply follow this 3-step plan.

In this short 10-minute podcast, Scott shares a tactic you can apply to your mortgage business today.

This idea comes from Charlie Munger. To solve a problem, Charlie suggests inverting it:

1. Don’t have a daily prospecting plan.
2. Don’t have any processes or checklists.
3. Assume no one can do the job as well as you.

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Hey, it's Scott Peckford, and in this episode of the "I Love Mortgage Brokering" podcast, I'm flipping the script to help you avoid business failure. Inspired by Charlie Munger’s concept of inversion, I’m diving into the three surefire ways to kill your mortgage business—so you know exactly what not to do. Whether you're just starting out or a seasoned pro, these fatal habits can ruin any business. But don't worry, once you know what to avoid, you'll have the keys to not just survive but thrive in today's challenging market.

Here are the talking points we covered:

• Examples of effective daily prospecting activities.
• The importance of having written processes and checklists.
• How inconsistency in handling deals can erode client trust and referrals.
• The "hamburger stand" analogy—consistency is key for repeat business.
• The toxic mindset of thinking you’re the only one who can handle tasks perfectly.
• The consequences of not delegating and scaling your business.
• Dan Martell’s 80% rule: Why letting others do tasks (even if not perfectly) is essential for growth.

Today, we're re-joined by Jim Tourloukis. Jim is a mortgage broker and the President of Verico Advent Mortgage Services in Markham, Ontario. He is also a former coach in the 10 Loans a Month Academy.

Jim is here to discuss why you need to make clients "consciously incompetent", a strategy he uses for renewals, and term selection.

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Do you struggle with asking for referrals? If so, you are going to want to listen to this episode.

In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today.

In this episode, we will cover:

1. How to set an Ask Frame on the first call
2. 5 Places you can easily ask for referrals
3. A mistake most people make when they ask and how to correct it

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Struggling with asking for referrals? You’re not alone! In this episode, I share a simple and effective method to help you confidently request referrals. Many mortgage brokers and loan officers miss out on valuable opportunities because they’re not leveraging this crucial skill— and it’s costing them big time. Tune in as I break down the steps to make asking for referrals easy and impactful. Every week on the I Love Mortgage Brokering podcast, I deliver tactical, bite-sized episodes with actionable tips to help you grow your business. This week's focus: Mastering the Art of Asking for Referrals. Don’t miss it!

Here are the talking points we covered:

• The importance of asking for referrals in business growth.
• A story highlighting effective referral generation.
• How not asking for referrals costs you clients and revenue.
• Frameworks and scripts for confidently asking for referrals.
• When and where to ask for referrals during client interactions:
• Discovery call
• Strategy session
• Pre-approval stage
• After closing
• Seven-day check-in
• Anytime you solve a client’s problem
• Tips for making the ask natural and non-pushy.
• Moral obligation to ask for referrals.
• Why Canadian brokers tend to avoid asking, and why it’s essential.

In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today.

In this episode we will cover

1. A brief history of the show
2. The Roadshow Plan
3. How to get a FREE ticket

To Register -> 2024 ILMB Roadshow

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Welcome to I Love Mortgage Brokering podcast! In this short episode, we’re excited to announce our 12-city, Canada-wide tour celebrating our 10-year anniversary. We’ll dive into the history of the podcast, which launched on July 14th, 2014, and share how you can score a free ticket to one of the events. I’ll also talk about the challenges we’ve faced along the way and why I almost shut down the show— more than once! Don’t miss out on the details of our roadshow.

Here are the talking points we covered:

• Announcing Canada-wide, 12-city tour for 10th anniversary
• History of the podcast (started July 14, 2014)
• Challenges faced and almost shutting down the podcast
• Inspiration behind the podcast: valuable broker conversations
• Roadshow format: live podcast interviews with top brokers, meetups
• Free event with limited spots; registration required
• Sponsors for the roadshow: Rocket Mortgage and Brokeredge
• Plans for a US roadshow in 2025
• Encouragement to attend and learn from others

What do racetracks and mortgages have in common? More than you'd think! Strap in, because we're going full throttle on how lessons from the track can turbocharge your mortgage game.

In this short 10-minute podcast series Scott shares a tactic you can apply to your mortgage business today.

In this episode we will cover:

1. Why the speed takes care of itself;
2. Why using video can be an unfair advantage; and
3. How expert coaching helps you rapidly improve

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

This week, I’ll talk about the unexpected parallels between racetracks and mortgages. After a weekend at the racetrack with my son, who’s become an avid motorcycle racer, I realized there are crucial lessons that can be directly applied to your mortgage business. From the importance of focusing on the right activities to the power of coaching and video analysis, this episode is packed with insights to help you speed up your success. Buckle up, as I share how these high-speed experiences can transform your mortgage practice.

Here are the talking points we covered:

• The danger of focusing too much on one deal.
• Importance of maintaining a disciplined approach to prospecting.
• Recording and reviewing key activities to enhance performance.
• How coaching accelerates growth and skill development.
• The value of staying open to learning and embracing guidance from others.

Want to know how a 2-year broker added 25 files to his business in the past 2 months?

How a couple of tweaks helped him generate a list of over 100 mortgage renewals?

Today, we're joined by Jassy Braich, a 20-year banker who became a broker 2 years ago and has since mastered the art of client retention and business growth.

In this episode, we will cover:

1. A step-by-step DM strategy to reconnect with your network
2. How he was able to get 100+ mortgage renewal dates
3. His unique 4-quadrant planning for serving clients and generating referrals

To connect with Jassy Braich, you can check out the links below:

Instagram

Facebook

LinkedIn

Website

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today.

In this episode we will cover:

1. Why having a fulfillment person is the fastest way to eliminate document collection
2. 2 ways to pay your fulfillment person and the pros and cons of each
3. 3 different strategies for finding a great fulfillment person

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Today, we're joined by Greg Williamson. He is the Chief Revenue Officer at Lendesk and my very first coach in the mortgage business.

In this episode we will cover:

1. We discuss work-life balance;
2. We discuss the different forms of motivation; and
3. We discuss upcoming trends in technology and what brokers can expect to see in the future

To connect with Greg Williamson, you can check out his link below:

LinkedIn

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Is achieving work-life balance possible, and do you find yourself driven more by avoiding problems or seizing opportunities? In today’s episode, I sit down with Greg Williamson, the Chief Revenue Officer at Lendesk and my very first mortgage coach. Our conversations are always enriching, and I affectionately refer to them as “Zen and the Art of Mortgage Broker Maintenance” due to their somewhat philosophical nature. We delve into the concept of work-life balance and explore various types of motivation, likening them to different fuels that drive us. We also discuss the latest technological advancements and share insights into the current state of the mortgage industry. It’s a captivating discussion that I hope you find as enlightening as I did.

In this episode, we will cover:

• Strategies for achieving true work-life balance.
• Insights on whether motivation stems from avoiding issues or seizing opportunities.
• Personal development habits, including reading and sleep routines.
• How different genres of literature impact mindset.
• Technological advancements in the mortgage industry.
• The value of innovative tools like Ownwell, Spotlight Assistant and Finmo.
• Predictions on how AI will shape the future of mortgage brokerage.