Unsolicited Advice with Denise Laframboise

EP 35 Why Discovery Calls Skills Are So Important In this conversation, Denise Laframboise emphasizes the importance of mastering discovery call skills to effectively identify ideal clients in the mortgage brokerage industry. She discusses strategies for weeding out non-clients, understanding client needs, and learning from client losses to improve future interactions. The conversation highlights the significance of clear communication and targeted marketing to attract the right clientele. Takeaways Mastering discovery call skills is essential for business success. Identifying who is not a client saves time and resources. A clear no-go list helps in managing client expectations. Recognizing when a client is not a good fit is crucial. Learning from lost clients can improve future discovery calls. Effective marketing can attract the right clients. Understanding client needs is key to successful interactions. Don't be upset about losing clients; learn from the experience. Clear communication enhances client experience. Targeted marketing can reduce the number of unsuitable inquiries. Sound bites "Weeding out non-clients is crucial." "Have a clear no-go list for clients." "Learn from client losses to improve." Tags discovery calls, client identification, mortgage brokerage, client retention, business skills, client management, effective communication, client experience, marketing strategies, client relationships

EP 34 What Is The Great Game Of Business? Summary In this conversation, Denise Laframboise discusses her transition to the role of Chief Operating Officer at BRX and the significant changes that followed. She emphasizes the importance of transparency in tracking financial metrics and forecasting, which has led to improved team engagement and business performance. Denise introduces the concept of the Great Game of Business, a framework that encourages employee participation in financial success, ultimately fostering a culture of accountability and shared growth. The discussion highlights the benefits of empowering teams to identify opportunities for cost reduction and revenue generation, leading to sustainable business growth. Takeaways Transitioning to a leadership role can be unplanned but rewarding. Transparency in financial tracking builds trust within the team. Regularly reviewing financial metrics helps identify trends and opportunities. Engaging employees in financial discussions can enhance accountability. The Great Game of Business promotes team participation in profitability. Empowering staff can lead to innovative solutions for cost reduction. Forecasting helps in planning for future business activities. A culture of shared success motivates employees to perform better. Tracking activities correlates with business results and profitability. Sustainable growth requires a collaborative approach between leadership and staff. Sound bites "People need to know where you're going." "Tracking everything and starting to forecast." "What you focus on expands." Chapters 00:00 Transitioning to Leadership: Embracing Change 03:02 The Power of Transparency in Business 05:56 Implementing the Great Game of Business 09:14 Empowering Teams for Sustainable Growth Tags: leadership, business transition, transparency, financial tracking, team empowerment, Great Game of Business, profitability, business growth, employee engagement, operational efficiency

Episode 33: Denise Only Hires Moms I caught a bit of flack in my circles for how I hired in my mortgage business. "Denise is the woman who only hires moms." Here's the truth. I hired the people who applied and the people who fit the roles. Capable. Experienced. Coachable. Invested in the business and the clients. Many of them happened to be mothers. There is often a stigma around hiring someone with kids. Concerns about sick days, divided attention, and flexibility meaning less commitment. What I saw was the opposite. When work fit their life, people showed up, cared deeply, and did exceptional work. That belief came from my own experience. It's why I left healthcare and why I built my business differently. I wasn't looking for "less committed" employees. I was looking for the right ones. This conversation challenges how we define reliability, loyalty, and value at work and why being more flexible with hours doesn't weaken a business, it helps attract happier, stronger, better employees. Link to episode: https://www.youtube.com/watch?v=VFzUR-50J5Q

Episode 32: How Did I End Up in a Leadership Role at a Large Brokerage? I get asked all the time how I ended up in a leadership role at a large mortgage brokerage, and the truth is… it wasn't the plan. My only focus in the beginning was building a strong mortgage business and serving clients well. I came into the mortgage industry from healthcare with no formal mortgage training, just my own experience buying and selling properties and managing my own mortgage. But the skills I developed in healthcare became a big advantage: communicating clearly, staying calm under pressure and supporting people through stressful, high-stakes decisions. As my mortgage business grew, I built better systems, created more efficient processes and finally gained real control of my time. That's when people started noticing. Opportunities opened and leadership became the natural next step. In this episode, I'm sharing the full story of how I moved from healthcare into the mortgage industry and eventually into a leadership role inside a large brokerage. If you're interested in career pivots, leadership growth or how unexpected opportunities show up when you stay focused on doing great work, this episode tells the real story behind my journey. Link to episode: https://www.youtube.com/watch?v=2tKBkTqhvHk

Episode 31: What You Need to Level Up Your Business Letting go can be one of the hardest parts of leveling up your business. For so long, you've been the one doing it all — every client call, every file, every system in your head. It's not that you don't trust others; it's that this business is your baby. But holding on to everything yourself is exactly what keeps you from growing. As leaders, we have to believe that other people can take over — sometimes they'll even do it better. When you start delegating with intention and structure, you create the space to move the needle in your business and reclaim your time (and your sanity). I am sharing the mindset shift that helped me finally let go, plus the simple systems and training techniques that made it possible. You'll learn how to transfer what's in your head into repeatable processes so your business can grow — even when you're on vacation. Link to episode: https://www.youtube.com/watch?v=upTs30CR7YY

Episode 30: Save 2 Hours a Day Making This Change in Your Mortgage Business If you're feeling buried in your inbox or spending too much time managing internal tasks instead of helping clients, you're not alone. As my team expanded, I started noticing inefficiencies creeping in—duplicate emails, overlapping tasks, and far too much time spent managing the workflow instead of focusing on clients. That's when I realized we needed a smarter way to work. Making one simple change—moving to a shared inbox with clear tagging and accountability—saved us nearly 2 hours a day. It eliminated overlap, improved team flow, and freed up time to focus on what actually matters: doing more mortgages. This conversation is all about working smarter as your business grows, designing systems that can scale, and finding those small operational shifts that make a big impact on how your day feels and flows. Link to episode: https://www.youtube.com/watch?v=bvpY1q4tyU0

Episode 29: How to Execute Fast As mortgage brokers, we're pulled in a hundred directions—so finding ways to get more done in less time is always a hot topic. I get asked often how I'm able to execute so quickly, and for me it comes down to a few simple but powerful habits. Clarity is key. When you know exactly what you're working toward, it becomes easier to spot which steps you can skip, delegate, or repurpose. Overthinking is the enemy of progress—waiting until something feels perfect often means it never gets launched. And protecting your focus is critical; every distraction steals time and energy you don't get back. These shifts have changed how I work and lead, and they can help brokers at any stage of their career run a more efficient business—and enjoy more life outside of it too. If you're ready to move faster and with more confidence in your business, this episode will give you the tools to make it happen. Link to episode: https://www.youtube.com/watch?v=ib1Ko0rG3Vc

Episode 28: Is Working in the Mortgage Industry Stressful? Is working in mortgages really that stressful? Some people even claim it's more stressful than being an air traffic controller. But let's put that in perspective. Coming from a background in healthcare, where mistakes can literally put lives at risk, the mortgage industry simply doesn't compare. Yes, there are tough files and demanding clients—but no one's life is on the line. So why does it feel so overwhelming at times? Often, it comes down to the story you tell yourself. If you decide "this job is stressful," your brain will find proof everywhere: the draining clients, the endless paperwork, the pressure. That mindset becomes your reality. But here's the flip side: when you focus on the bigger picture—giving sound advice, helping families, building financial futures—the stress shrinks, and the fulfillment grows. This conversation is all about reframing how you see your role, the words you use with yourself, and the mindset shift that can change not just your day, but your entire career. Watch now and start seeing the mortgage industry through a different lens. Link to episode: https://www.youtube.com/watch?v=qu8MGSkOHNU

Episode 27: Hiring Support That Actually Works in Your Mortgage Business One of the biggest shifts in growing a mortgage business is realizing you can't do it all yourself forever. At some point, the late nights and endless files start costing you more than they're helping. That's usually the moment agents start thinking about hiring. The question is—who do you bring on? Some agents go straight to fulfillment staff. It can work in the moment, but the problem is they're usually temporary and not always there when you need them. Before long, you end up right back where you started: overloaded and still doing the work you thought you'd delegated. If you want to treat this like a real business, you need to look at your options differently. That could mean testing contract employees, hiring two part-timers for better coverage, or building a team you can train and rely on. The decisions you make here set the foundation for a business that can keep growing without pulling you under. Link to episode: https://www.youtube.com/watch?v=S1mjqHAVbJo

Episode 26: Get Comfortable With Being Uncomfortable A valuable lesson I've learned as an entrepreneur is this: you need to get comfortable with being uncomfortable. In this business, there will always be things you've never done before—but you'll need to figure them out anyway. The more you push yourself into situations that feel intimidating, the more you build the muscle to handle whatever comes next. For me, Jiu Jitsu has become that training ground. Rolling with people way bigger and stronger than me forces me to face fear head-on. And once I do, everything else in life and business feels less overwhelming. When you intentionally seek out challenges—whether in business or in your personal life—you open the door to new opportunities. You start trusting yourself more, leaning on your network, and realizing that you can figure it out as you go. If you're a mortgage professional ready to push past comfort zones, execute on big ideas, and take your business to new heights—this might be the perspective shift you need. To watch the podcast go to https://www.youtube.com/watch?v=D8VG16zIqDw To connect with Denise, email her at [email protected]