I Love Mortgage Brokering

Angela Robinson had me on her new podcast and asked me some questions I do not normally get asked. We talked about why being coachable, resourceful, and action-oriented matters so much in this business, and why the gap between learning something and actually doing it can quietly hold you back. We also got into hiring too late, building better systems, how I prioritize when everything feels important, and why I am okay making the “wrong” decision if it is still aligned with my values. It was a different kind of conversation, and one I really enjoyed. In this episode, we cover: The Gap Between Knowing and Doing - Why learning more does not help if you never turn it into action. The 3 Traits New Brokers Need - Coachability, resourcefulness, and a bias toward execution. Why Brokers Wait Too Long to Hire - How success can create the next bottleneck in your business. How I Prioritize When Everything Feels Important - Why I triage problems and let some small fires burn. Making Decisions Based on Your Values - Why I can live with a bad outcome if the decision itself was aligned. You probably already know more than enough to make progress. The real advantage comes from shortening the gap between learning, deciding, and actually doing the work. Connect with Angela on: Instagram LinkedIn https://mortgagesbyangela.com/ https://www.theunbrokerpodcast.com/ — We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October! Toronto - Oct 14 Calgary - Oct 16 Vancouver - Oct 20 If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/. ILMB PROMO Use code ‘SCOTT’ for $50 OFF — Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with KDK Financial. To learn more about their automotive loan solutions for you and your clients, visit https://kdkfinancial.com.

I’m back with Episode 2 of What’s Your Move? This time, a broker has been in the business for more than a decade, does about $25 to $30 million a year, and recently hired his first assistant. She is great, but somehow the business feels messier than before. They are stepping on each other, replying to the same emails, and creating confusion. The bigger issue is that he wants to double his business next year. So what would you do: add new technology, fix the process, or is the real problem somewhere else? In this episode, I cover: The Setup - A successful broker finally hires help, but the business starts feeling less organized. People, Process, or Technology? - The three places I look when something starts breaking down. Why More Software May Not Help - Sometimes the problem is not the system you are using. The Shared Inbox Fix - A simple tagging system that can create clearer ownership. Learning to Let Go - Why doing your assistant’s job can become the exact thing that stops you from growing. If you hire someone great, you have to let them own the role. Otherwise, you become the bottleneck you were trying to remove. — We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October. Toronto - Oct 14 Calgary - Oct 16 Vancouver - Oct 20 If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/. ILMB PROMO Use code ‘SCOTT’ for $50 OFF — Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with Ownwell. To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

Denise Donoghue has consistently closed over $100 million a year in personal mortgage production. What stood out to me in this conversation is that her strategy is not complicated. She prospects every day, tracks the right numbers, pays attention to partner conversion, and has a very clear process for building relationships with real estate agents. We also get into why most brokers are doing too much random activity, how to prospect without coming across needy, and why the data usually tells you exactly where your business is breaking down. In this episode, we talk about: The One-Hour Prospecting Rule - Why Denise still commits time every day to direct business development. Her Realtor Relationship Strategy - How she builds trust first instead of immediately asking for business. The Numbers She Tracks Closely - Why partner conversion, credit pulls, and partner conversations matter more than most brokers realize. Why Data Beats Emotion - How Denise uses 90 days of activity to find the real problem instead of blaming the market. How She Handles Rate Shoppers - Why educating clients early creates more trust and makes rate conversations easier. You probably do not need another strategy. You need to consistently do the work, track what is actually happening, and fix the part of the process where the numbers are breaking down. Connect with Denise on: Instagram Facebook LinkedIn https://themortgagenerdgroup.com/ — We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October! Toronto - Oct 14 Calgary - Oct 16 Vancouver - Oct 20 If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/. ILMB PROMO Use code ‘SCOTT’ for $50 OFF — Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com  Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with KDK Financial. To learn more about their automotive loan solutions for you and your clients, visit https://kdkfinancial.com.

I’m starting a new series called What’s Your Move? I’ll take real situations from coaching calls, remove the personal details, and give you a chance to decide what you would do before I share my take.  In this first episode, a broker is feeling burnt out and thinking about pivoting into a completely different niche. The interesting part is that his funnel is already working. He can spend about $1,100 to generate roughly $5,800 in revenue. The problem is that too many files are falling apart between application and close. So the question is simple: do you scrap the model and start over, or fix the part that is broken? In This Episode, I Cover: The Setup - A broker doing about 60 files a year is frustrated with his current model and thinking about making a major pivot. The Numbers Behind the Funnel - Why the economics of the business suggested there was still something worth protecting. Where the Deals Were Falling Apart - The leads and applications were there, but the process was breaking down before funding. The Client Concierge Idea - Why I suggested putting the right person in charge of the relationship from application through close. When to Pivot and When to Fix - Why I would not walk away from a working acquisition channel until I had tried to solve the real bottleneck. Do not throw away a working business model just because one part of the process is broken. Find the bottleneck, fix it, and then see if the machine can scale. — We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October. Toronto - Oct 14 Calgary - Oct 16 Vancouver - Oct 20 If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/. ILMB PROMO Use code ‘SCOTT’ for $50 OFF — Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with Ownwell. To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.  

Most communication problems are not really about what you are saying. They are about how the other person needs to hear it. In this episode, I sit down with Michael Gibben to talk about DISC and how understanding different communication styles can help you work better with clients, team members, and the people around you. We also get into my own DISC profile and why the goal is not to change who you are. It is to understand your natural style and learn how to adapt when the situation calls for it. In this episode, we cover: What DISC Can Tell You - How the framework can help you better understand your natural communication style. Why Different People Need Different Communication - What works well with one client or team member may not work with another. Understanding Your Natural Style - Why knowing how you naturally communicate gives you a better starting point. How to Adapt Without Being Fake - The goal is not to become a different person, but to adjust how you communicate. Using DISC With Clients and Teams - How better awareness can help create clearer conversations and stronger relationships. Better communication starts with understanding yourself. Once you know your natural style, you can adapt to the person in front of you instead of expecting everyone to communicate the way you do. To connect with Michael, check out the links below: LinkedIn https://www.michaelgibben.com/ — We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October! Toronto - Oct 14 Calgary - Oct 16 Vancouver - Oct 20 If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/. ILMB PROMO Use code ‘SCOTT’ for $50 OFF — Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with KDK Financial. To learn more about their automotive loan solutions for you and your clients, visit https://kdkfinancial.com.