I Love Mortgage Brokering

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 replaced 90-minute meetings—and why clients actually prefer it. Optimizing Your Calendar with Control - How Geri uses Calendly to set boundaries and protect her time without hurting client relationships. Using AI for Summarizing Calls and Strategy Meetings - Simple, practical uses of AI that save time and make team handoffs smoother. Biggest Lessons Learned - Hire sooner. Trust your team. And build strong lender partnerships early. To connect Geri, check out the link below: https://www.mortgageswithgeri.ca/   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 3-2-1 Thursday Email 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.

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 Growth Ceiling – How to move beyond the “everything depends on me” stage without losing control of your client experience. Most brokers get stuck in the celebrity model. If you want to build something sustainable, you need to graduate to point guard—or dentist—so you can grow, take time off, and actually enjoy your business. Renee & Mark’s Episodes: 637: $0 To $100 Million in 5 years - Renée Huse 11: How Mark Goode Writes 10 Deals a Day and Still Has A Life   Check out ILMB being featured on FeedSpot’s Top 35 Canadian Mortgage Podcasts!   Subscribe to my 3-2-1 Thursday Email   I Love Mortgage Brokering  is brought to you by Finmo.  To learn more, visit: www.finmo.ca/ilmb   Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com

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 - Why purpose-built rentals are on the rise and how they compare to the struggling condo market in major cities. Tools for Brokers - David shares a new tech portal brokers can use to run pro forma financing scenarios—even if they’re brand new to multifamily. How to Work with David’s Team - Whether you want to refer and earn or learn and grow, David’s team has options that let you plug into their systems, stay in the loop, and get paid.   To connect with David, you can check out the links below Facebook LinkedIn https://maoki.ca/ https://portal.maoki.ca/#/login   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 3-2-1 Thursday Email 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.

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 a realtor relationship, make sure it’s performance-based. If your value is just a referral fee, someone can always outbid you. But if you're a deal creator, you're unfirable.   Check out the post here   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 Brokering is in partnership with Ownwell. To learn more, visit: ownwell.ca

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 to counter outdated beliefs about equity loss and cost. Using Bloom’s Tools to Close More Deals: Financial illustrations, cash flow comparisons, and client-ready info packs that simplify the conversation. To connect with Ben, you can check out the links below: Instagram Facebook LinkedIn https://www.bloomfin.ca/   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 3-2-1 Thursday Email 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.

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 Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Join my newsletter! I Love Mortgage Brokering is in partnership with Ownwell. To learn more, visit: ownwell.ca

Michael Thorne, a top-producing realtor and AI enthusiast, shares insights on the revolutionary impact of AI in real estate. He discusses how brokers often underestimate AI, focusing too narrowly on simple tasks instead of workflow automation. Thorne introduces AI agents that can handle everything from file checks to content creation. He emphasizes the importance of custom GPTs, revealing how they can be tailored to match personal styles. With tools like Notebook LM and Perplexity, he explains their role in transforming the industry and highlights the urgent need for continuous learning in this fast-paced field.

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 right actions and get the right results.   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 3-2-1 Thursday Email   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.

Today, we're re-joined by Jarrod Shaw. Jarrod is a Mortgage Broker at Merge Mortgage from Lethbridge, Alberta, who has managed to turn 5 Realtors partners into 55 with no cold calling.   Jarrod is here to discuss how he's grown his Realtor partners with no cold calling or sales pitches, and what extra things he's put in his process to organically grow these relationships.   Jarrod's 1st ILMB Appearance in Episode 366: https://mortgagebroker.podbean.com/e/366-jarrod-shaw-on-funding-110-mortgages-in-his-first-12-months/   Jarrod Shaw's Website: www.mergemortgage.ca Jarrod Shaw's Instagram: @merge_mortgage Jarrod Shaw's Facebook: @MergeMortgageGroup Jarrod Shaw's LinkedIn: @JarrodShaw   Join my newsletter!   I Love Mortgage Brokering is in partnership with Ownwell. To learn more, visit: ownwell.ca     Follow on Instagram: @scottpeckford   Find out more about BRX Mortgage: www.whybrx.com   I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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 reward effort fairly and sustainably. Protecting Your Time by Avoiding Agent Management - Focusing on your production team instead of managing agents, so you can scale without constant interruptions.   Follow Scott 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 3-2-1 Thursday Email   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.