I Love Mortgage Brokering

What if the secret to unforgettable client and partner relationships is how (and when) you give—not what you spend? In this episode, I break down how to give referral and client gifts that actually land. Not the generic gift basket or logo mug—but thoughtful, timely gestures that create real emotional impact. Inspired by a story of one realtor’s donut drop that led to a $1M+ client, we dive into how to make your gifts hit different—plus what to avoid if you want your gesture to be remembered, not ignored. What We Will Cover: Specific, Unexpected, and Timely – The 3 rules that turn a generic gift into a powerful impression. The Donut Story – How one agent used a podcast, a donut shop, and perfect timing to win a dream client. Giftology Principles – What the best givers do differently—and why it’s not about spending more. What Not to Do – The 3 most common gift mistakes brokers make (and how to avoid them). Real Broker Examples – A $20 Hawaii book and a pair of fuzzy handcuffs—why they worked, and what they te

How do you go from zero to $10 million in funded mortgages in your first year—without a database, brand, or past clients? Thom Brow left a successful career in craft beer sales and started fresh as a mortgage broker. One year later, he’s built a $10M business from scratch— powered by focused prospecting, referral presentations, and his own custom-built AI tools. If you're early in your career or need to get traction fast, Thom’s approach will give you a clear roadmap (and a reality check). We’ll cover: Turning Cold into Closed – How 50 referral presentations led to 25 active partners and $10M in volume. Winning with Focus – Why Thom breaks his day into quarters—and always protects a dedicated prospecting block. Practicing Like a Pro – The AI “driving range” that helped him conquer cold calling. Scaling Smart – Why action beats perfection, and busy work always comes last. Building Better Tools – How Thom created his own GPTs to write emails, sharpen messaging, and train for live calls. To connect with Thom,

What would happen if you stopped building someone else’s brand—and started building your own? Justin Chausse went from running a landscaping business, to funding 185 files a year at a bank, to building a thriving mortgage business as a broker. In this episode, he shares why he left the bank (despite a six-figure signing bonus offer), how he overcame the fear of going independent, and what he learned about earning more by doing less. If you're a bank specialist or self-sourcing mortgage pro thinking about the broker world, this one’s a must-listen. What We Cover: Self-Sourcing Success – Why Justin's 70% self-sourced business made him realize he didn’t need the bank. Doing Less, Earning More – How he replaced 185 bank files with 60 broker files—and made more money. Profit for Clients, Not Shareholders – The freedom to put clients first without red tape or handcuffs. Choosing Your Own Tools – How being a broker gave him control over the client experience and back-end tech. Keep It Simple – Why most new brokers

What if your 15-page business plan is doing more harm than good? In this episode, I break down why traditional business plans fail—and what to do instead. I share the “Plan Like Bezos” approach we teach in our workshops, including how to build a flexible, focused 12-month strategy that fits on a single sticky note. If you’ve ever written a business plan and never looked at it again, this episode will show you a smarter way to plan, act, and grow. In this episode, we’ll cover: Why Most Business Plans Fail – The flaw in trying to plan 12 months out with incomplete info. The Flywheel Model – How high-performing companies (like Amazon) use this approach to create real momentum. My Personal Flywheel – A behind-the-scenes look at how we use content, coaching, and client stories to drive growth. Sticky Note Simplicity – Why a clear, focused plan beats a bloated one every time. The Debt Monkey Mistake – A story about building a business on spreadsheets instead of systems—and what I learned from it. The world change

What if there’s a better way to grow your mortgage career—one that fits your strengths, not just what others are doing?   In this episode, I break down the five distinct paths I’ve seen brokers use to build successful mortgage businesses. Each path comes with its own pros, cons, and hidden traps, and choosing the right one can save you years of wasted effort. We’ll cover: Banker to Broker – Why learning at the bank can be a great start, and what challenges arise when you finally have a full “golf bag” of lenders. Sales-Only Lead Gen Shops – How high-volume sales roles sharpen your closing skills, but why you’ll need to learn marketing to succeed solo. Assistant to Broker – The pros of deep underwriting knowledge, and the big hurdle: building sales skills to generate your own business. Ad-Based Entry – The rarest (and toughest) path, requiring mastery of paid ads and conversion systems to create a scalable lead flow. Referral-Based Business – The most sustainable and scalable path, leveraging your net

What if the smartest way to grow your mortgage business isn’t hiring more people—but building better tools and better habits? In this episode, I talk with Richard De Chevigny—a mortgage broker who built his own AI-powered systems to automate follow-ups, generate content, and show clients smarter mortgage comparisons. But this isn’t just a tech story. Richard also shares his personal transformation—from burnout, divorce, and job-hopping to building a life and business with clarity, resilience, and impact. Whether you’re struggling with time, tech, or mental bandwidth, this conversation shows what’s possible when you take ownership and build intentionally. We’ll cover: Custom Mortgage Tools That Sell – How Richard built his own calculator to help clients compare total cost, not just rate. Automated Follow-Up Systems – How AI agents help him trigger timely check-ins and uncover new savings opportunities. AI-Driven Content That Converts – His workflow using ChatGPT and Trello to batch, repurpose, and schedule co

What if being new to the business is actually your biggest advantage? In this episode, I share four key insights from coaching some of the most motivated rookies in our brokerage. These brokers are finding ways to win—even in a tough market—not because they know everything, but because they take action and stay coachable. From beating out seasoned brokers, to booking realtor meetings that actually convert, to using AI to level up faster—this episode is packed with tactical plays you can use right now. What We Cover: Don’t Let Experience Intimidate You – Why being newer sometimes means you see solutions seasoned brokers miss. Business Over Friendship – How a 15-minute value-driven conversation turned “I’ve got 6 brokers” into a deal. Open House Prospecting That Works – A tweak to the goody-bag strategy that gets you two realtor contacts, not one. AI as a Force Multiplier – Tools like Fyxer.ai and Plaud.ai that help you close more deals and prep smarter. ChatGPT as Your Scripting Coach – How one broker uses it

What if the real power move in your mortgage business isn’t scaling up—but stepping back? In this episode, I sit down with Dominique Gonthier—a former military officer turned mortgage broker who built a business funding 250 deals a year, then deliberately cut that number in half to focus on family, fitness, and freedom. We dive into how he transitioned from realtor to broker, built an efficient team, and now takes entire weeks off to work on his business instead of always in it. If you’re grinding nonstop and feel like growth comes at the cost of your personal life, Dominique’s story will give you a new model. In this episode, we’ll cover: Starting Strong – How Dominique hit 85 files in his first year after transitioning from real estate and military service. Scaling Back to Move Forward – Why he chose to drop from 250 to 100 files annually—and is happier and more profitable. Running Lean with Tech – How he uses Zoho CRM and a focused team to stay efficient without burnout. Owning His Time – The “no-m

What if offering more options is actually hurting your conversions? In this episode, I dive into the psychology of choice overload—and how it’s quietly costing mortgage brokers deals every week. We love to say we offer clients choice. But when people are overwhelmed, they freeze. I’ll walk through the science behind it, plus three ways this shows up in your business (and how to fix it). If you’ve ever lost a client who seemed “interested but unsure,” this is probably why. We’ll cover: Too Many Options, No Decisions – Why clients don’t want a menu—they want a clear recommendation. Creating Choices Where None Exist – How to reframe hard conversations so clients feel empowered, not confused. Clarity in Communication – Why having too many contact channels leads to dropped balls and frustrated clients. The Power of a Smart Discovery Call – How asking the right questions early prevents lost deals later. Set Expectations, Own the Process – How to guide your client through a decision—without overwhelming them. Yo

What happens when you hit burnout in a business you used to love? In this raw and honest episode, Scott talks with Jasmine Findlay, a mortgage broker who rebuilt her business—and herself—after hitting a wall in 2023. Jasmine opens up about her journey through burnout, sobriety, and rediscovering what success truly means. You’ll learn: Sobriety & Self-Awareness – Why Jasmine quit drinking and how it opened the door to deeper personal growth. The Crash After the Climb – How burnout followed her biggest growth year and what it actually looked like behind the scenes. Rebuilding from Zero – The tiny steps she took (literally five minutes a day) to get back to work and momentum. A New Definition of Success – Why she let go of top producer pressure and now defines success by nervous system peace. Accountability That Works – How simple structures and peer support helped her stay consistent and rebuild confidence. If you’ve ever felt like you’re spinning your wheels or questioning your path, this episode

Drowning in email?   In this episode, Scott shares 5 powerful tactics to reduce your email load by up to 15 hours a week—without losing control or dropping the ball with clients.   If email is eating your productivity, these tactics will help you win back time and improve client experience—all without working longer hours.   You’ll learn: Centralize with One Inbox - Combine your team’s communication into a single email inbox to cut back on missed messages, unnecessary forwarding, and confusion. Flag What Matters - Have your assistant—or yourself, if you’re solo—screen and flag only the emails that truly need your attention. Use AI to Draft Replies -  Tools like Fixer.ai can read full threads and generate smart drafts that match your tone and style. It’s easier to edit than create from scratch. Record and Summarize Meetings Automatically - Let tools like Fixer join your Zoom or Teams calls, take notes, and create summary emails—saving time on handoffs and follow-ups. Kill Feedback Loops with Video - Stop the

What if your packed schedule is actually robbing you of the life you’re working so hard to build? In this energizing and soul-stirring episode, speaker, author, and leadership coach Kishshana Palmer returns to share hard-earned wisdom from her new book Busy is a Four-Letter Word. With humor, vulnerability, and firecracker insight, she peels back the layers of what it really means to be “busy”—and why we keep wearing burnout like a badge of honor. From the moment her back literally gave out mid-suitcase-pack to the “green light” mindset that can reboot your ambition and your joy, Kishshana breaks down how to exit panic-mode productivity and embrace a more intentional, powerful way of living and working. This conversation is a masterclass in values-based decision-making, self-leadership, and how to build success that doesn’t cost you your soul.

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 -