I Love Mortgage Brokering

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...

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 the...

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 tha...

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 a...

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,...

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 po...

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...

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 motivati...

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 fo...

Is AI actually a threat to mortgage brokers… or just another tool?

In this Coaching Q&A episode 10, we tackle one of the biggest questions right now: what role does AI play in the future of brokering?

There’s a lot of noise out there. Some people think brokers are done. Others are ignoring it completely. The truth is somewhere in the middle and it comes down to how you choose to use it.

This episode breaks down what AI can do, ...

What actually needs to change if you want to double your income?

This is Episode 3 of our How to Double Your Income Per Hour series with Taylor Atkinson.

In Episode 1, it was tracking time. In Episode 2, it was hiring an underwriter.

Now the question becomes: what’s next?

In this episode, Taylor is starting to think differently about where his growth comes from. We’re also joined by Dan MacDonald from Ownwell, and the conversation ...

What’s one thing you can do consistently that actually deepens relationships with referral partners?

In this episode, we’re getting practical. No big strategy shifts, just a simple habit that, when done consistently, builds trust, keeps you top of mind, and leads to more deals over time.

Most brokers overcomplicate relationship building. They wait for the perfect reason to reach out, or only connect when they need something. This i...

Why do so many brokers avoid picking up the phone… even when they know it would grow their business?

In this episode, I talk with Angela Robinson about call reluctance, what causes it, how it shows up, and what actually works to get past it.

This isn’t about “just push through it.” It’s about understanding the real reason behind the hesitation and putting simple structures in place so calling becomes easier and eventually automatic...

If you only had $1,000 to grow your mortgage business… where would you actually spend it?

In this Coaching Q&A episode, we break down how to think about investing in your business when resources are limited—and why most brokers get this completely wrong.

It’s not about spreading money across tools, ads, and “trying things.” It’s about putting it where it creates the highest leverage—fast.

This episode walks through exactl...

What starts to break once the deals are coming in?

This is Episode 3 of our $100 Million Dollar Journey with Nate Atkin, where we’re following Nate in real time as he builds toward $100M in volume.

In the early stages, the focus is getting deals. But once momentum builds, a different set of problems shows up. You’re busier, things start slipping, and what used to work no longer holds up under pressure.

In this episode, we bre...

How many deals are you losing by treating renewals like paperwork instead of opportunities?

In this Coaching Q&A Ep. 7, we break down how to turn simple renewals into full refinance conversations.

Most brokers treat renewals as a quick signature and move on. But that mindset leaves a ton of opportunity on the table for both you and your client.

When you approach renewals properly, you create better outcomes, deeper conversation...

If you wanted to add $100 million in volume this year, what would actually have to change?

In Episode 6 of the Coaching Q&A, we break down a question that sounds crazy at first: How do you add $100M in volume?

But this isn’t about the number. It’s about forcing a different level of thinking. When you ask a bigger question, you stop looking for small tweaks and start looking for structural changes.

If you want real growth,...

How do you know when it’s actually time to hire an underwriter… and not just push harder?

In this Episode 5 of the Coaching Q&A, we tackle one of the biggest scaling questions brokers face: when to hire underwriting support. Hire too early and it hurts cash flow. Hire too late and you become the bottleneck. This episode breaks down how to think about the decision strategically, not emotionally.

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