A lot of brokers do the hard part right. They get the meeting, show up to the open house, have a good conversation… and then completely drop the ball on the follow-up.

In this episode, I break down how to follow up with realtors in a way that actually builds trust, keeps you top of mind, and gives you a much better shot at turning a conversation into a real referral relationship.

I talk about what to do before the meeting, after the meeting, and how to stay in touch long enough to matter.

In this episode, I share how you can:

Most brokers do not lose referral partners because of one bad meeting. They lose them because they do not follow up well enough after.

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Ron Butler is back, and this one goes in a few different directions.

We start with how his YouTube channel got hacked and what mortgage brokers can learn from that. Then we get into the real estate market, fixed vs. variable, where rates may go next, and why a lot of brokers are about to find out the market was carrying them more than they realized.

Ron also shares what he’d change if he were in charge of fixing housing in Canada, and why most brokers should stop trying to be social media stars.

In this episode, we cover:

A lot of what’s happening right now comes down to this: the market is changing, the easy wins won’t last forever, and brokers who build real systems will be the ones who survive it.

Connect with Ron through:

Instagram

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Follow me on Instagram: www.instagram.com/scottpeckford/

Subscribe to my email list, Peckford's Playbook

This is episode 4 of Nate Atkin’s $100 Million Dollar Journey, where we follow the real-time decisions, bottlenecks, and breakthroughs involved in building a mortgage business at scale.

We talk about what happens when your business starts working and you become the bottleneck.

Nate shares where his pipeline is at, how he used an HR company to hire his first underwriter, and what he’s learning about letting go, onboarding well, and building the business for the next stage of growth.

If you’re busy, buried in files, and know you need help but are nervous about hiring, this episode will be useful.

In this episode, we cover:

Hiring the right person is not the finish line. It’s what gives you the capacity to grow.

Follow Nate’s journey through the links below:

$100 Million Dollar Journey Series

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There’s a sentence I hear mortgage brokers say all the time, and it sounds polite, professional, and totally harmless.

It’s not.

In this episode, I break down why saying “get back to me when you’re ready” is one of the most expensive things you can say to a lead, what it reveals about your mindset, and the better question to ask instead.

If your follow-up feels awkward or you’re losing leads you should be converting, this will help.

In this episode, I cover:

Never say, “Get back to me when you’re ready.” Ask about timeline, keep the serve, and don’t let a bad story ruin a good lead

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Megan McDonald has one of the most interesting stories I’ve heard in this business.

She went from being a troubled teenager to running part of her dad’s mortgage company at 16, and eventually became Senior Vice President of Single Family Sales at MCAP.

In this episode, we talk about the moments that shaped her, the risks she took, and the mindset that helped her keep moving up. There’s a lot in here for anyone who wants to grow their career, lead people well, and stop waiting for permission.

In this episode, we cover:

If you want to grow, stop waiting to feel ready. Take responsibility, stay curious, and put yourself in the room.

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A lot of brokers think the answer to growth is hiring more people. Usually, it’s not.

In this episode, I break down a business model one of our top broker teams shared on a mastermind call. They funded 330+ files, did $1.6 million in top-line revenue, and did it with just three people total.

The big lesson here is that more staff does not automatically mean more profit. Sometimes the real win is building a simpler, better model that creates a better client experience and runs with less stress.

In this episode, I cover:

You do not always need a bigger team to grow. Sometimes you just need a better model.

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In this episode, I sit down with Taylor Atkinson as we continue the series on doubling your income per hour.

We talk about what’s working right now, what’s not, and one of the biggest insights from this stage of growth: the tough mortgage files are often where the best referral opportunities come from.

If you want to grow your business without chasing every shiny object, this episode will help you focus on the few things that actually move the needle.

In this episode, we cover:

The hard files often create the best opportunities… if you handle them well.

To follow Taylor’s journey, check out the links below:

How to Double Your Income Per Hour Series

Follow me on Instagram: www.instagram.com/scottpeckford/

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

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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.

This is a repost of an episode because the message is more relevant than ever.

A lot of brokers think they have a lead problem, but in reality, the bigger issue is that they’re using a business model that doesn’t fit today’s market. In this episode, I break down why the old “build a client database and wait for renewals” strategy is not enough anymore and what to do instead.

If you want to grow your database, create more referrals, and build a business that compounds, this episode is for you.

In this episode, I cover:

If your database is not creating referrals in multiple directions, you do not have a leads problem, you have a business model problem.

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This is a repost episode with improved audio quality.