I Love Mortgage Brokering

Want to sell your mortgage business? Listen to this first.

I was fortunate enough to sell my book of business for 5X more than what I was initially offered, because I avoided a few of the common mistakes brokers make.

Mistake #1 selling your book to a busy broker Mistake #2 taking a check up front Mistake #3 Not getting introduced to ALL referral partners. Mistake #4 Not co-marketing to your database Mistake #5 Not playing the long game

If you want me to talk to me about one of our Rockstar Rookies who could help you sail off into the sunset while collecting commission checks, reach out to me on:

Email [email protected], or

Hit me up on Instagram (https://www.instagram.com/scottpeckford/)

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: finmo.ca/ilmb

I Love Mortgage Brokering: ilovemortgagebrokering.com Find out more about BRX Mortgage: whybrx.com

This week on the podcast, I had insightful chats with two mortgage brokers: a seasoned 24-year veteran looking to sell their book of business, and a newer broker interested in buying one. Interestingly, I gave both the identical advice: putting both parties in a win-win position can increase revenues for all parties. I'll talk about my personal experience, where I played the long game and made five times more money selling a business book a few years ago. Come talk about strategies and mentality to make your book of business selling more valuable.

Key talking points from this episode:

• Find a partner willing to prioritize your business and maximize its potential.
• Introduce your buyer to all your referral partners to ensure a smooth transition.
• Continue marketing to your client database even after selling your book of business.
• Framing the transition as a partnership rather than a sale.
• Common mistake of segmenting revenue streams between the seller's and buyer's books of business

Imagine going through a divorce, a partnership failure and a sick family member all while navigating a challenging market.

That is exactly what Krystal Stearns has faced over the past 2 years. Even through all the highs and lows, she stayed true to herself and didn’t let any of it change her.

She shares 3 things she did to maintain her mindset during some of the darkest times of her life.

Krystal is a producing branch manager based out of Colorado Springs.

In this episode we will cover:

1. 3 steps to build/ rebuild your confidence;
2. Her daily action plan on how she was able to rebuild her business;
3. How she uses her business to support charities that matter to her

To connect with Krystal, you can check out the links below:

[TO FOLLOW] Krystal’s Instagram, Facebook & Tiktok

Her charity organization Together At Square One

The I Love Mortgage Brokering Network is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb

For more tips and tactics, follow me on Instagram: (@scottpeckford) I Love Mortgage Brokering: (ilovemortgagebrokering.com) Find out more about what Scott is doing at BRX Mortgage: (whybrx.com)

In this short 10 minute podcast series, Scott shares a tactic you can apply to your mortgage business today.

In this episode we will cover:

• If they don’t commit, you don’t submit;
• Do the lender’s job for them;
• Always drive the bus.

Follow me on Instagram (instagram.com/scottpeckford/) or find out more about what we are doing at BRX (whybrx.com).

I Love Mortgage Brokering is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb

In this episode of the 10-Minute Tactical podcast, we will talk about the tactics that industry leaders use to consistently outperform the competition. I will show this mindset shift can revolutionize your funding rate and dissect the reasons why top brokers fund more mortgages than others, and the critical importance of working with fully committed clients. We'll explore how to proactively engage with lenders to make their jobs easier and boost your chances of file approval.

Key talking points from this episode:

• Prioritize clients who are ready to proceed and willing to undergo a credit check and provide all necessary documents.
• Emulate the practice of requiring complete documentation before underwriting
• The needs of lenders and be proactive in facilitating their work to increase chances of approval.
• Following established processes preserves mortgage approval integrity and success.
• Ensuring successful outcomes by sticking to best practices
• Sticking to best practices ensures success and builds a strong reputation.

Today, we're joined by David Krichmar who is an LO based out of Houston Texas, who sends 1.2 million emails a month.

He is also the creator of the Mortgage Nugget, a 3x per weekly email for Mortgage Professionals with 40,000 subscribers.

In this episode, we will cover:

1. How to come up with ideas for email;
2. Why he sends emails to his list 3 to 5 times a week;
3. How to combine your email with your social media;
4. And How he segments his list

To connect with Dave Krichmar, you can check him out on: Instagram

Mortgage Nuggets

The I Love Mortgage Brokering Network is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb

For more tips and tactics, follow me on Instagram: (@scottpeckford) I Love Mortgage Brokering

Find out more about what Scott is doing at BRX Mortgage

We’re going to dive deep today in the world of email marketing for mortgage professionals with Dave Krichmar as he shares his high frequency email strategies that defy conventional wisdom. Discover how Dave’s consistent and targeted approach, with over a million emails sent monthly, leads to impressive client engagement and business growth. Tune in for actionable insights on content curation, personal branding and the use of platforms like Active Campaign to enhance your mortgage marketing campaigns.

Key talking points from this episode:

• Traditional views on email frequency by sending over a million emails monthly to realtors and clients.
• The need for mortgage professionals to choose topics wisely, suggesting sources like mortgage related articles or personal success stories.
• Advising not to fret over unsubscribes but to concentrate on the subscribers who remain interested.
• Dave’s journey in personal branding, positioning himself as “Dave Your Mortgage Guy” and stresses the significance of establishing oneself as an expert.
• Technical aspects of email marketing, such as the limitations of certain CRM platforms and the need for robust systems like Active Campaign.
• Making consistent calls, sending emails and nurturing an email list from scratch to achieve sustainable business growth over time.

In this episode, I'm going to share one of the mistakes I frequently observe brokers making when they aim to scale but find themselves unable to do so.

Because I didn't do this before, I once made a $6k mistake that cost me the client and the realtor.

This episode is a part of our customer journey training at BRX. I wanted to share it with you because I believe it's relevant to anyone serious about scaling their business.

I Love Mortgage Brokering is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb

For more tips and tactics, follow me on Instagram: @scottpeckford

I Love Mortgage Brokering: ilovemortgagebrokering.com

Find out more about what Scott is doing at BRX Mortgage: whybrx.com

Today, we will learn the transformative power of checklists in the mortgage industry and discover how this simple tool can prevent costly mistakes and replicate the consistent success of businesses like Starbucks. Explore the crucial role checklists play in high-stakes industries such as healthcare and aviation, and how to apply these lessons to elevate your mortgage business. Whether you're looking to scale your operations or refine your service, this episode provides the strategies to ensure your brokerage thrives with excellence.

Key talking points from this episode:

• How simple tools like checklists can help mortgage brokers scale their business while maintaining high service standards.
• The parallels between the mortgage industry and other high-stakes fields like healthcare and aviation.
• The concept of the "Starbucks secret," which is the ability to deliver a consistent and replicable service through structured processes.
• Seeking out those solutions, learning from others, and share insights through platforms like Instagram

In this episode Linden and I talk about…

1. A script he used to get renewals from FB contacts even (Keep in mind he is only 23!!)
2. How he called 300 contacts on his phone over a 2 week period
3. How he leveraged voice memos and videos to get more out of networking events

Linden Crain is a new mortgage broker and city councilor based out of the Windsor Ontario area. In his first 12 months . He is a top 20% broker in all of DLC in his first 12 months he funded 35 loans in his first year.

To Follow Linden on Instagram (instagram.com/supermortgagecrain/) Check out Linden’s Podcast Coffee With Crainer (coffeewithcrainer.podbean.com/)

The I Love Mortgage Brokering Network is brought to you by Finmo. To learn more, visit: (finmo.ca/ilmb)

For more tips and tactics, Instagram: Instagram (@scottpeckford) I Love Mortgage Brokering: (ilovemortgagebrokering.com) Find out more about what Scott is doing at BRX Mortgage: (whybrx.com)

Join me as I sit down with the incredible Linden Crain, a 23-year-old mortgage broker phenom and city councilor, who's already ranking in the top 20% at DLC. Linden talked about the grit behind his rise, from the hustle of 300 calls in two weeks to his personalized follow-up tactics that keep him top-of-mind among clients. If you're looking to scale your business or just need some inspiration to revamp your networking skills, this is the episode for you.

Key talking points from this episode:

• Unique social media strategies to engage with clients and revolutionize industry renewals.
• Methods for building a professional network, securing renewals and business scaling.
• Practical advice on personalizing communication with clients.
• How to combine innovation with traditional business development.
• Leveraging educational content on social media for business growth.

In this short 10-minute podcast series, Scott some of the lessons learned from hiring help for your mortgage business.

He will cover:

1. 3 different strategies you can use and their pros and cons;
2. The #1 method I see nearly every top producer use (And it’s not what most people do);
3. The biggest mistake brokers make when hiring part time help

If you are needing to hire or are thinking about hiring I recommend you go back and listen to Episode 544 where I share the replacement ladder and I break down who to hire in what order.

I Love Mortgage Brokering is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb

For more tips and tactics, Instagram: Instagram (@scottpeckford) I Love Mortgage Brokering: ilovemortgagebrokering.com Find out more about what Scott is doing at BRX Mortgage: whybrx.com

I explore the effective hiring strategies for mortgage and real estate assistants in this short 10-minute podcast, where insights and real-life examples from onboarding over a hundred assistants will serve as a guide on how to scale business efficiently.

Key talking points from this episode:

• The importance of hiring mortgage or real estate assistants at the right time.
• Benefits of sharing an assistant between brokers or agents as a cost-effective and time-efficient hiring strategy.
• Advantages of hiring part-time assistants, including flexibility and the ability to delegate a wider range of tasks beyond file management.
• Testing of technical skills to ensure that the assistant can perform at the expected level.
• Long-term employment of assistants is often a sign of a successful and stable business.

Don’t know what to say when making calls? Most people struggle because they don’t know what to talk about.

In this episode Paula shares:

1. 3 Different openings to use when calling your past clients
2. The best questions to ask to build rapport with a new realtor
3. A very clever trick to increase the number of debt consolidation loans

Paula Nisrchl is the head coach for the Guild Mortgage Elevate program and Scotsmens guide ranked LO based out of Vancouver, Washington.

To connect with Paula Nirschl you can check out the links below: Elevate Coaching Program | Guild Mortgage (guildmortgage.com/about-us/elevate-coaching-program/)

Switch to Guild | Guild Mortgage Career Opportunities (guildmortgage.com/switchtoguild/)

LinkedIn (linkedin.com/in/paula-nirschl-robb-wa-mlo-383396-1a279839/)

Instagram (instagram.com/your_loan_coaches/)

Facebook (facebook.com/mortgagepartners)

Follow Scott on social media!

• For more tactics and tips follow Scott onInstagram
• I Love Mortgage Brokering.
• Find out more about what Scott is doing atBRX Mortgage.

Join me as I talk with Paula Nirschl, a Vancouver, Washington-based Scotsman Guide Rank Loan Officer and chief coach for the Guild Mortgage Elevate Program. Find out how her experience coaching basketball helped her become a remarkable cold caller in the mortgage industry. Through role-playing and real-world scenarios, we go deeply into the nuances of cold calling methods, creating an entertaining discussion.

Key talking points from this episode:

• Building relationships and focusing on how one can provide value to others, rather than showcasing expertise
• Asking open-ended questions and being genuinely curious about the person you're interacting with.
• Active listening and genuine curiosity about others' interests, family, business, or background fosters a sense of value and care.
• Adapting to changes in technology and consumer behavior in the mortgage industry.
• Viewing oneself as a prospector first and foremost, regardless of the industry.

Contrary to popular opinion, email is not dead. Most people are doing it all wrong. I have personally made most of my money from email. In this episode I will share how you should:

1. Write to one person;
2. Share stories;
3. Don’t write in large paragraphs;
4. Include an image or screenshot;
5. Always include a Call To Action/CTA

Check out the Daily Seinfeld Email video.

Follow Scott on social media!

• For more tactics and tips follow Scott onInstagram
• I Love Mortgage Brokering.
• Find out more about what Scott is doing atBRX Mortgage.

I Love Mortgage Brokering is brought to you by Finmo. To learn more, visit:finmo.ca/ilmb

In this episode of the 10-Minute Tactical podcast, I reveal five tactics to revolutionize your email strategy. From dissecting why your emails aren't garnering responses to injecting excitement into your content, I’ll share actionable insights to elevate your email game.

Key talking points from this episode:

• Personalizing your emails by addressing them to one specific individual rather than a group.
• Incorporating storytelling into your emails can capture attention and make your content more memorable.
• Breaking up your content into smaller, digestible chunks to make it easier to read
• Enhancing your email content with images or screenshots to complement your stories and make them more compelling.
• Including a clear and compelling CTA can encourage engagement and drive desired outcomes.
• Utilizing the PS section of your email to add additional information or a secondary call to action

Today, we're joined by Nick Pavildis. Nick is the founder of‌AuthorityGhostWriting.com

If you have ever wanted to write a book as a marketing tool for your mortgage business Nick breaks down in minute detail the exact 12 steps you need to do to accomplish this.

In this episode we will cover:

1. The #1 mistake most people make when writing a book
2. How to use the writing process to help you market your book
3. How to pull this together in way less time than you would expect.

I have written a book and I bought a course on writing a book and Nick’s stuff blew me away. It was so good.

If you want to connect with Nick you can email him here or visit his website.

Nick Pavlidis Authority Ghostwriting

The I Love Mortgage Brokering Network is brought to you by Finmo. To learn more, visit:finmo.ca/ilmb

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I Love Mortgage Brokering:ilovemortgagebrokering.com

Find out more about BRX Mortgage:whybrx.com Nick Pavlidis, the creator of AuthorityGhostwriting.com, joins me today to provide his knowledgeable ideas. Along with going over the top errors made by beginning authors and how to include marketing into your writing process, Nick and I will go over the 12 necessary steps for writing your first book. The episode deconstructs the process of planning for future success as well as recounting past events, with an emphasis on developing thought leadership. This episode is jam-packed with tactics to help you construct your intellectual legacy, whether you're an aspiring writer or an experienced expert trying to increase your influence.

Key talking points from this episode:

• Strategies for writing a book that engages readers emotionally and addresses potential objections subtly.
• How to write a customer-centric book that understands the ideal customer and targets future customers, not just documenting the current state.
• Structuring chapters effectively starting with a relatable story and reflecting on it to teach lessons that resonate with the reader.
• The use of storytelling to craft compelling stories that overcome objections and inspire action.
• Networking through the book-writing process to build relationships with strategic future partners.