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

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

Subscribe to my email list, Peckford's Playbook

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

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

Subscribe to my email list, Peckford's Playbook

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.

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

Subscribe to my email list, Peckford's Playbook

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.

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

Subscribe to my email list, Peckford's Playbook

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

Subscribe to my email list, Peckford's Playbook

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.

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

Subscribe to my email list, Peckford's Playbook

This is a repost episode with improved audio quality.

What if the best way to get more referrals… isn’t pitching realtors at all?

In this episode, I talk with Joel Olson about a marketing approach that flips the typical broker–realtor relationship on its head.

Instead of chasing agents or trying to “prove your value,” Joel focuses on creating something that naturally attracts the right partners and makes working together an easy yes.

This isn’t about doing more outreach. It’s about positioning yourself in a way that makes realtors want to bring you into the deal.

What We Cover:

• Why Most Realtor Outreach Fails – The mistake brokers make when trying to win agent relationships.

• Attraction Over Pursuit – How to position yourself so realtors come to you.

• The Strategy Behind It – What Joel is actually doing that makes this work.

• Turning Attention Into Deals – How this approach converts into real business.

You don’t need a better pitch. You need a better position.

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

Subscribe to my email list, Peckford's Playbook

This is a repost of one of my favourite episodes because the lesson is that important.

In this episode, I share the one strategy that has made me more than a million dollars multiple times: getting the right perspective from people who can see what you can’t.

If you’ve been stuck at the same level or wondering why other brokers are growing faster, this episode will help you see what may be holding you back.

In this episode, I cover:

The fastest way to grow is to borrow perspective and apply what already works.

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

Subscribe to my email list, Peckford's Playbook

Why is consistency so hard… even when you know exactly what to do?

In this episode, I sit down with Christine Tan from Sun Life to talk about one of the biggest gaps in most mortgage and financial businesses: doing the simple things, consistently.

Most people don’t have a strategy problem. They know they should be making calls, following up, and having conversations. The issue is doing it when they don’t feel like it… when motivation drops and distractions take over.

Christine shares how she approaches consistency in her own business, what’s helped her stay disciplined over time, and how she’s built habits that don’t rely on willpower. This isn’t about grinding harder, it’s about making consistency easier.

What We Cover:

• Why Motivation Isn’t Reliable – Why waiting to “feel ready” doesn’t work.

Consistency isn’t about doing more.

It’s about doing what matters every day.

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

Subscribe to my email list, Peckford's Playbook

What separates the top producers from everyone else… when they all have access to the same leads?

In this episode, I talk with Trent Dyrsmid about the “paperclip strategy”, a simple but powerful system that helped him build a million-dollar career in sales.

This isn’t about working harder or chasing more leads. It’s about consistent follow-up, tracking your activity, and staying focused on the few things that actually move deals forward.

If you’ve ever felt busy but not productive, this conversation will reset how you think about sales.

What We Cover:

You don’t need a new strategy. You need to execute the one you already know consistently.

Connect with Trent on:

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