I Love Mortgage Brokering

What if the part of your job you hate is the very thing holding you back? Jason Williams joined the mortgage industry like many do—with big dreams of flexible hours and hefty commissions. But after two years of grinding through cold calls and chasing leads, he was ready to walk away… until he discovered a different lane. In this episode, Jason shares how he flipped the script, dropped sales altogether, and built a thriving business doing what most brokers dread: backend fulfillment. From rock bottom to $100K on his own terms, this is a story about reinvention, finding your niche, and why the smartest move might be stepping off the front lines.  

When the restaurant industry shut down in 2020, Jason Small pivoted—hard. With zero experience and a license freshly printed, he entered the mortgage world during one of the most chaotic economic periods in recent memory. Today, he's on track for 75+ deals this year, has doubled his business two years in a row, and—most impressively—helped co-create a lean, scalable operations model with two other brokers from across the country. In this episode, Jason breaks down how they built a shared infrastructure, hired a full-time underwriter, and standardized their systems to deliver high-touch service while freeing up time for life (and vacations!). This is a behind-the-scenes blueprint for sustainable growth—and a must-listen for any service-based entrepreneur looking to scale smart, not just fast. Important Links Grow your repeat and referral business with Ownwell  Join Scott’s 3:2:1 Newsletter  Follow Scott on Instagram   

What if the stress you’re feeling in your mortgage business has more to do with how you're thinking than what your clients are doing? In this episode, I share a mindset shift I picked up during my years as a paramedic that helped me stop carrying my clients’ stress—and start thinking like a true professional.  When I became a mortgage broker, I found it even more mentally draining than paramedicine. But once I applied this simple idea, everything changed. If you’re losing sleep over client problems that you didn’t create, this is for you. What We Cover: You Didn’t Cause the Mess – Why you need to stop owning problems your clients create. Put the Responsibility Back – How to respond with clarity and calm when clients make bad decisions. Stay Professional Under Pressure – What emergency responders know about showing up without burning out. Don’t Attach to Outcomes – How letting go of what you can’t control frees up your energy and sharpens your focus. Top Brokers Lose Deals Too – Why your ability to move on is

What does it take to scale a mortgage business from scratch—with your spouse—and still stay aligned on your mission and your marriage? In this episode, I chat with Elisha and Erik Norcott from Assurance Mortgages— a husband-and-wife team who’ve not only built a high-performing mortgage business but found a way to stay married while doing it. We talk about how they divide work, built a brand from scratch, and use social media strategically to reach different audiences—without stepping on each other’s toes. If you’ve ever wondered what it’s like to work with your partner—or how to build a brand that connects with clients at every life stage—this episode is for you. We’ll cover: From Hygiene and Hustle to Mortgage Growth – How Erik’s sales grind and Elisha’s systems mindset built the foundation of their business. Branding Without a Logo – Why they avoided social media for years and what finally pushed them to build a presence. Two Voices, One Message – How they use one TikTok account to speak to different clie

What if one simple habit could more than double your referrals—but most mortgage brokers completely overlook it? In this short, powerful episode, Scott Peckford breaks down the single biggest (and most common) mistake even seasoned brokers make that’s quietly draining their pipeline. The fix? Surprisingly easy—but only if you know how to spot it. Scott shares personal stories, proven scripts, and high-leverage techniques to build your “ask muscle” without sounding pushy. Whether you're new to the industry or a veteran broker, this is the reminder and tactical guide you didn’t know you needed to transform casual clients into consistent referrers. Key Takeaways Most clients don’t refer you because you don’t ask—plain and simple. Broad asks open the door; narrow asks close the deal. The difference between soft and hard asks can drastically impact your referral flow. Timing matters: know the high-leverage moments to make the ask. A referral mention is not a done deal—follow up and turn it into a live lead. To

What if the real key to freedom in your mortgage business isn’t working harder—but working smarter with the right people and systems? In this episode, I sit down with Geri Janes to talk about how she built a $100M+ business by focusing on systems, hiring the right people, and strengthening lender partnerships. We dig into how she leveraged technology like Blue Mortgage, Finmo, Loom, and Calendly to streamline her workflow—and how she scaled her business without losing her sanity. If you’re trying to grow but feel stuck in the weeds, Geri’s approach will show you what practical, sustainable scaling looks like. We’ll cover: Hiring Before You're "Ready" - Why waiting too long to hire will cost you—and how Geri built a winning team with a Director of Operations and two fulfillment specialists. Building a Database That Pays You Back - How she uses Blue Mortgage and Google reviews to turn past clients into a consistent pipeline of new deals. Using Video to Save Time and Improve Client Experience - How Loom videos

What do a pop star, a point guard, and a dentist have to do with building a mortgage business that scales? In this episode, I break down the three most common team structures mortgage brokers use—celebrity, point guard, and dentist. I explain how each model works, where they break down, and which one is the best fit depending on your skills and goals. If you want to grow beyond solo production and start thinking like a business owner, this episode will give you a clear roadmap. What We Cover: The Celebrity Model – Why most brokers start here, why it works early on, and why it eventually becomes a trap. The Point Guard Model – The most scalable and balanced model for sales-driven brokers who want to keep growing without burning out. The Dentist Model – The most profitable (and rarest) structure that works best for brokers who love marketing and managing teams. How to Choose the Right Model – Why your personality and strengths should dictate your structure—not someone else’s success. Avoiding the Growt

What if the best opportunity in today’s mortgage market isn’t residential... but building rentals? In this episode, I sit down with David Mayrand, a broker who specializes in multifamily construction and CMHC’s MLI Select program. We unpack how this powerful financing tool lets developers build purpose-built rentals with as little as 5% down—and how you, as a broker, can plug into it. Whether you want to refer these deals, run your own, or just understand how to serve investor clients better, this conversation breaks down what’s working, what’s changing, and where the opportunity is. If you’ve been looking for a way to stand out and diversify, this is a massive opportunity. We’ll cover: Understanding MLI Select - How CMHC’s incentive program allows builders to finance up to 95% of new rental construction—and what “affordable” really means in their model. Refinancing with 95% LTV - Why builders who use their own capital are using this program to pull equity out and build again. Construction vs. Condo Market -

What do you say when a realtor asks for a cut of your commission?   In this episode, I respond to a common question from brokers: “My realtor wants me to pay a referral fee—what should I do?”   This is a situation a lot of brokers run into. It can feel awkward, especially if you’re trying to build the relationship. But saying “yes” to the wrong deal can actually cost you way more than you think.   I’ll break down how I think about this, how to respond professionally (or directly), and why you should focus on trading clients—not cash. We’ll cover: Cash vs. Clients – Why cash is a dead-end—and clients are long-term profit. Paid Referrals Rarely Work Long Term – You get a deal, but you rarely get loyalty or repeat business in return. How to Respond to the Ask – Two scripts—one polite, one direct—that help you keep control of the relationship. Become a Deal Multiplier – How to build partnerships that last by generating business, not just taking it. Structure Smarter Collaborations – If you're going to invest in

What if the most powerful tool for helping seniors stay in their homes—and grow your business—is one you’re barely using? In this episode, I talk with Ben McCabe, founder of Bloom, about how reverse mortgages can help seniors stay in their homes—and how brokers can use this tool to serve more clients and grow revenue. We break down the top use cases, where to find deals, and how to explain the product with confidence. If you’ve ignored reverse mortgages as too niche or complex, this conversation will change your perspective. In this episode, we’ll cover: Identifying the Right Clients: How to spot the three most common reverse mortgage use cases—cash flow help, retirement income, and living inheritance. Unlocking Opportunities in Your Existing Database: How to filter for high-potential clients using LTV, age, and renewal dates. Building New Referral Sources: How to tap into overlooked networks like financial planners, family lawyers, and home care providers. Addressing Misconceptions: Tools and talking points

What if the real key to scaling your mortgage business isn’t doing more—but doing the right things better?   In this episode, I break down three critical lessons from a coaching session I did with a $100M producer. Whether you’re funding $10M or just trying to fund your first 10 files, these lessons will help you work smarter—not just harder. If you're serious about growing your business without burning out, this episode is for you. We’ll cover: Protecting Your Superpower - Why doubling down on what you're best at—and removing everything else—is key to scaling. Hiring the Right People - You don't have a people problem—you have a fishing-in-the-wrong-pond problem. Here’s how to fix it. Designing Your Ideal Workday - How to plan not just your income goals, but your time, energy, and lifestyle three years from now. Bonus - Why most brokers unintentionally trap themselves—and the mindset shift needed to build a real business, not just a busier job.   Follow Scott on Instagram: www.instagram.com/scottpeckford/ I

What if you could eliminate 80% of your repetitive tasks and free up hours every day? In this episode, I chat with Michael Thorne—a top-producing realtor and one of the sharpest minds in the AI space—about how mortgage brokers can start using AI well beyond basic prompts. We dive into custom GPTs, AI agents, and tools like Notebook LM that are transforming how real estate and mortgage pros work. In This Episode: Why most brokers are underestimating AI—and how it’s more than just social posts AI Agents: What they are and how they’ll soon automate everything from file checks to blog writing Custom GPTs: How to train AI to match your voice, your process, and your expertise Top Tools: Why ChatGPT, Notebook LM, and Perplexity are in Michael’s daily stack What’s coming: The future of AI agents and why this tech won’t level the playing field—it’ll widen the gap To follow Michael, you can check out his social below: Facebook   Follow Scott on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering:

What if the biggest breakthroughs in your business and life come from how you think—not what you do?   In this episode, I’m stepping back from business tactics to share five of the biggest lessons I’ve learned as I hit 50. These aren’t feel-good ideas—they’re real mindset shifts that have helped me become a better father, better leader, and better operator in business.   I don’t usually talk about birthdays. But this one felt like a good moment to reflect—and maybe help you do the same.   We’ll cover: Taking Full Ownership: Owning everything in your life—your business, your health, your relationships. No blaming. No excuses. Letting Go of Worry: Releasing the fear of what probably won’t happen and focusing on what I can control. Choosing to Take Risks: Pushing past fear and doing the hard things now, so I don’t live with regret later. Prioritizing My Health: Treating my body like the asset it is—because nothing else works if it breaks down. Protecting My Mindset: Believing the right things so I can take the

Most brokers hit a plateau at $20–30 million. What does it really take to break through that ceiling and build a $100M mortgage business? In this episode, Scott shares five actionable strategies for scaling your mortgage business beyond $30 million. Based on conversations with high-performing brokers like Nate Atkin and Renee Huse, Scott breaks down what it takes to scale sustainably—without burning out or building the wrong team. We’ll cover: Building a Production Team Around Your Superpower - Focusing on what you do best—usually client-facing work—and hiring support to handle the rest, just like a dentist manages multiple chairs. Avoiding Hiring Agents Who Want to Be You - Looking for team members who want stability, not people who plan to learn from you and leave. Hiring in Stages, Not All at Once - Starting with fulfillment, then adding an underwriter, and finally a junior salesperson when needed. Paying Bonuses Based on Units, Not Volume - Tracking workload by file count instead of dollar amount to rewa

If you're building a mortgage business, this episode will flip your mindset on what real scale looks like. Here’s what you’ll learn: Why hiring more agents might be the worst way to scale—and what to do instead. How one 15-minute phone call can power 500 deals a year (without burnout). The $10K decision that helped Renee buy back 100+ days a year with her family. I’m Scott Peckford, founder of I Love Mortgage Brokering and BRX Mortgage. The #1 podcast for mortgage brokers and LO’s who want to scale their business.  On this show, I talk to top-performing mortgage brokers about the strategies and systems that actually work—so you can scale your business with less stress and more freedom. To follow Renée, you can check out the links below: Instagram Facebook LinkedIn YouTube https://spiremortgage.ca/   Follow Scott on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com   Join my newsletter!   I Love Mortgage Br

What if your past clients could generate consistent leads—for you and your referral partners—every single month?   Dan MacDonald, CEO and co-founder of Ownwell, joins us to talk about how his journey from comic book artist to tech entrepreneur led him to build one of the most powerful homeowner engagement tools in Canada. Ownwell helps brokers stay top of mind and turn client databases into a lead-generating machine.   In this episode, we’ll cover:   The Origin of Ownwell – Why Dan built a Canadian version of Homebot to help brokers maintain relationships and drive repeat business What Brokers Are Doing Wrong – Most brokers send boring, irrelevant content to past clients. Ownwell changes that with highly personalized reports. What Makes Ownwell Work – With open rates as high as 80%, brokers can stay top-of-mind by showing clients their home equity, buying power, and more. Adopt My Mortgage – A new feature that lets brokers co-market with referral partners and access their databases to generate leads. Mindset

What’s the difference between being a mortgage agent and running a mortgage business—and how can making the shift double your success?   In this episode, Kristen shares how changing her mindset from agent to business owner transformed her career. She dives into lead generation, client retention, and automation strategies that helped her scale her business while working smarter.   We’ll cover: The Mindset Shift – How acting like a business owner (not just an agent) changed everything. Building a Lead Machine – Using CRM automation, social media, and Google Business to drive referrals. The Power of Follow-Up – How consistent client touchpoints turn past clients into repeat and referral business. Scaling with Efficiency – Leveraging an assistant, AI, and automation to manage high volume without burnout. Investing in U.S. Real Estate – How Kristen helps Canadians buy and refinance properties in the U.S.   If you want to connect with Kristen, you can check out her links below:   Instagram Facebook LinkedIn https

Is your mortgage business struggling because of tactics—or is your mindset the real problem? In this episode, I share a powerful mindset shift that has helped mortgage brokers break through plateaus and take massive action in their businesses. If you’ve ever felt stuck, this one change could be the key to unlocking your success. We’ll cover: Tactics vs. Mindset – Why knowing what to do isn’t enough if your “why” isn’t strong enough. Two Broker Transformations – How a struggling broker turned things around simply by changing his motivation. The "7 Levels Deep" Exercise – A strategy to uncover your real driving force for success. Why "Freedom" Isn't the Answer – The truth about why most brokers don’t get freedom right away. Taking Action Now – How to stop procrastinating and make meaningful progress today. Try the 7 Levels Deep exercise: https://www.7levelsdeep.com/ Subscribe to my newsletter for the most useful insights in the mortgage business! Join my newsletter! Follow Scott on Instagram: www.instagram.

How can mortgage brokers grow their business without paid ads—just through networking and relationships? In today’s episode, I talk with Jasmine Srnicek, a mortgage broker from London, Ontario, and she shares how she transitioned from project management to full-time brokering, built a strong referral network, and keeps clients engaged through genuine relationships and follow-up strategies. We’ll cover: Making the Leap to Full-Time Brokering – How Jasmine knew it was time to leave her corporate job. The Power of Networking – How attending events, following up, and tracking connections led to consistent business. Building Strong Referral Relationships – Why realtors and financial planners trust her, and how she nurtures those partnerships. Client Experience & Follow-Up – Personal touches, video messages, and small gestures that make a big impact. Staying Positive & Productive – The mindset and time management habits that help her stay organized and motivated. To connect with Jasmine, you can check out

How can Canadians easily invest in U.S. real estate without the usual banking headaches? Today we are joined by Mayer Dallal and Ronen Fishman from MBanc to discuss how Canadian investors can now access financing solutions for purchasing and refinancing U.S. investment properties. We’ll cover: Why Traditional Banks Fail Canadians – The challenges Canadians face when securing U.S. mortgages. MBank’s Unique Loan Program – A simplified process designed specifically for Canadian investors. Investment & Refinancing Opportunities – How to leverage existing U.S. properties for new purchases. Avoiding Costly Mistakes – Tax implications, currency exchange, and the benefits of working with experts. How Brokers Can Benefit – A streamlined referral process that helps Canadian mortgage brokers serve more clients. If you’re a Canadian looking to invest in U.S. real estate, or a mortgage broker wanting to help clients access these opportunities, you can reach out to Ronen and Mayer through their email below: ronen@mba