I Love Mortgage Brokering

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

How can mortgage brokers manage their time effectively while growing their business? In this episode, I share my proven time management strategy, the "Ideal Workweek," which has helped me and countless mortgage brokers stay productive, reduce stress, and achieve better work-life balance. We will cover: The Ideal Workweek Framework – How to design a structured weekly schedule to maximize productivity. Time Blocking for Success – Planning work start/end times, client meetings, and personal commitments. Eliminating Distractions – Cutting out non-essential tasks to focus on what truly moves the needle. Batching Work for Efficiency – How grouping tasks and creating themed weeks can boost performance. Leveraging Ownwell for Client Engagement – A tool that helps brokers stay top-of-mind with homeowners. Want to start working smarter? Get my Ideal Workweek template and other mortgage business resources by joining my newsletter.  Join my newsletter! Ideal Workweek template Follow Scott on Instagram: www.instagram.co

What does it take to build a mortgage brokerage that stands out, scales, and stays profitable? In this special Q&A episode, part of the BRX National Summit last January, I answer rapid-fire questions about business growth, industry challenges, and personal insights—including my biggest lessons, the future of BRX, and why I’m not buying a Cybertruck. We’ll cover: No Regrets, Only Lessons – I view failures as experiments, focusing on what can be learned rather than looking back. Scaling BRX Mortgage – The unexpected challenges of rapid growth and why strong operations are crucial. The Future of Mortgage Brokers – Why value creation beats rate competition, and how referral-based models will dominate. Beyond Mortgages – My thoughts on BRX expanding into insurance, private lending, and even crossing into the U.S. market. The Power of Relationships – How partnerships and personal connections fuel BRX’s success and industry influence.   Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage

Want to build a mortgage business that attracts leads online? How do you turn SEO, blogging, and social media into a lead-generating machine for your mortgage business? Today we’re joined by Andrew Thake, a top mortgage broker in Ottawa. He shares how he built a thriving mortgage business by mastering SEO, blogging, and now social media—growing his Instagram to 11,000+ followers and closing 180 deals a year. In this episode, we will cover: SEO & Blogging Success – How writing daily blogs helped Andrew rank at the top of Google and generate 70% of his business online. Jumping Into Social Media – Why he committed to video content, built a studio, and started posting consistently. Content Strategy That Works – How he finds topics, writes scripts, and uses ChatGPT to refine hooks and ideas. Video Production & Posting – The process behind creating two to three engaging videos per week. The Long Game of Branding – Why social media isn’t just for leads but for retention, referrals, and long-term growth. T

How will Trump's tariffs and potential rate cuts shape the mortgage market, and what should brokers be doing to stay ahead? Today we’re joined by Dave LaRock, returning mortgage expert and writer at Integrated Mortgage Planners. We break down the latest economic shifts, including tariffs, inflation, and interest rates, and what they mean for mortgage brokers and homebuyers. In this episode, we’ll cover: Tariffs and Interest Rates: How new U.S. tariffs could lead to rate cuts in Canada and what that means for borrowers. The Bank of Canada’s Next Moves: Why history suggests policy rates could drop to 2% or lower. Refinancing Opportunities: A unique window where bank penalties are lower than usual, making refinancing more attractive. Fixed vs. Variable Debate: Why variable rates may be cheaper long-term but come with risks borrowers should understand. What’s Next for Housing?: Predictions on home prices, new construction, and the impact of economic uncertainty. To connect with Dave, you can check out the links

Is your mortgage business struggling because of a lack of leads, or do you just have a business model problem? In this episode, we break down why traditional client retention strategies no longer work and I share a proven approach to creating a steady flow of referrals. z We will cover: 1.Why the Old Model Doesn't Work: Client databases aren’t generating repeat business like they used to due to increased lender competition. 2.The New Approach: Stop viewing your database as a personal lead source—start using it to generate referrals for key partners. 3.Leveraging Referral Partners: How to create win-win relationships with financial planners, accountants, and other professionals. 4.Using Tools to Engage Clients: How platforms like Ownwell keep clients engaged and open the door for referrals. 5.Becoming Unfireable: The more business you generate for partners, the more valuable and indispensable you become. I Love Mortgage Brokering is brought to you by Finmo. To learn more, visit: www.finmo.ca/ilmb Follow

In this episode of the I Love Mortgage Brokering podcast, I sit down with Étienne Goudreau, principal broker for BRX Mortgage in Quebec. With a background in finance, commercial lending, and mortgage brokering, Étienne brings a wealth of knowledge about navigating Quebec’s unique regulatory landscape. We dive into the key differences between brokering in Quebec and in other provinces, why compliance and documentation are critical, and how brokers can position themselves for long-term success. If you're a mortgage broker looking to expand into Quebec or refine your processes, you won’t want to miss this episode. Here are the talking points we covered: The differences in mortgage regulations between Ontario and Quebec. The importance of proper documentation and compliance in Quebec. Étienne’s transition from Desjardins to running his own brokerage. The role of technology and CRM tools in improving efficiency. Why brokers should be cautious of working in “gray zones” to avoid legal risks. The importance of c

My guest today is Hugo Neveu, a visionary leader who has built a thriving mortgage brokerage in Quebec, surpassing a billion dollars in volume in just three years.   In this episode, we’ll dive into how Hugo fosters collaboration, inspires brokers to reach their full potential, and uses technology— even handwritten letters—to build a culture that drives success.    If you’re ready to transform your team and take ownership of your success, this episode is for you. Let’s dive in.   In this episode we will cover Creative strategies for building an outstanding team culture The importance of selecting the right brokers How brokers actively contribute to planning events   To connect with Hugo, you can check out the links below:   LinkedIn hugoneveu.com   Follow me on Instagram: https://www.instagram.com/scottpeckford/ 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

What’s the secret to building a thriving mortgage business while staying organized and stress-free?   Meredith Kaminsky is an experienced mortgage professional, shares how she leverages processes, teamwork, and client relationships to streamline operations and achieve success in the mortgage industry. I chat with Meredith Kaminsky, a mortgage broker with One Link, who has been transforming her business since 2008. Meredith shares her approach to refining systems that drive efficiency, including leveraging trigger-based Kanban boards for task management, enhancing renewal conversations to uncover new opportunities, and building long-term client relationships through personalized outreach and effective process sheets. We also explore strategies for maximizing referrals, managing client anxiety around rising rates, and creating authentic customer experiences that lead to repeat business. Tune in to learn how thoughtful processes and proactive communication can elevate your mortgage business. In this episode we w