I Love Mortgage Brokering

Nate Atkin is knocking on the door of $50 million, and the biggest change in his business right now is finally having an experienced underwriter working with him full-time. The problem is that Nate has spent years doing everything himself, so handing over the work has not been as easy as simply hiring the right person. In this episode, we talk about what the transition has actually looked like, wh...

I just came back from one of the best marketing masterminds I’ve been to in a long time. I left with a bunch of ideas around content, formats, and how some of the biggest creators in the world test what works. My first instinct was to come home and start installing all of it. Then I looked at the numbers in our own business and realized something more important. We do not have a lead problem. We h...

David Grossman has been in the mortgage business for 23 years and has tried a lot of different ways to market himself along the way. One of the things he is doing now is a local podcast recorded inside a coffee shop, where he brings on professionals from his community and turns those conversations into content and referral relationships. In this episode, we talk about how he records the show, the...

Angela Robinson had me on her new podcast and asked me some questions I do not normally get asked. We talked about why being coachable, resourceful, and action-oriented matters so much in this business, and why the gap between learning something and actually doing it can quietly hold you back. We also got into hiring too late, building better systems, how I prioritize when everything feels importa...

I’m back with Episode 2 of What’s Your Move? This time, a broker has been in the business for more than a decade, does about $25 to $30 million a year, and recently hired his first assistant. She is great, but somehow the business feels messier than before. They are stepping on each other, replying to the same emails, and creating confusion. The bigger issue is that he wants to double his business...

Denise Donoghue has consistently closed over $100 million a year in personal mortgage production. What stood out to me in this conversation is that her strategy is not complicated. She prospects every day, tracks the right numbers, pays attention to partner conversion, and has a very clear process for building relationships with real estate agents. We also get into why most brokers are doing too m...

I’m starting a new series called What’s Your Move? I’ll take real situations from coaching calls, remove the personal details, and give you a chance to decide what you would do before I share my take.  In this first episode, a broker is feeling burnt out and thinking about pivoting into a completely different niche. The interesting part is that his funnel is already working. He can spend about $1,...

Most communication problems are not really about what you are saying. They are about how the other person needs to hear it. In this episode, I sit down with Michael Gibben to talk about DISC and how understanding different communication styles can help you work better with clients, team members, and the people around you. We also get into my own DISC profile and why the goal is not to change who y...

We had Adam Coultish on the podcast a few years ago, and a lot has changed since then. Adam has been a mortgage broker for about 15 years, but the way he runs his business today looks very different after becoming a full-time single dad. In this episode, we catch up on what has changed, how he has simplified his business, and why he has become much more intentional about where he spends his time....

Hiring help should make your business easier. But if you do it wrong, it can create more stress, more confusion, and more work. In this solo episode, I break down three mistakes I keep seeing mortgage brokers make when they hire an assistant or underwriter. These came directly from coaching conversations with brokers who are already doing good volume and trying to build more capacity without creat...

Most people are making AI way more complicated than it needs to be. In this episode, I sit down with Felix Bravo, who leads international expansion at eXp and has built some pretty impressive tools using AI. We talk about how he uses AI to manage email, organize his calendar, create daily briefs, automate repetitive work, and build tools that would have taken a team of developers a few years ago....

This is a repost of an episode I wanted to bring back because the framework is still useful for brokers trying to break through a plateau. If your mortgage business is stuck around $10 to $15 million a year, there is probably one problem you have not solved yet. In this episode, I break down the three areas that usually create the bottleneck: leads, people, and process. I also explain why I create...

Nate Atkin is getting close to $50 million between funded deals, approvals, applications, and pre-approvals. In this episode, we talk about the next stage of his $100 million journey: hiring an underwriter, creating new lead sources outside of real estate, and building a business that does not depend on Nate doing everything himself. We also get into local events, association marketing, white spac...

You probably already know what you need to do. The problem is not information. It is the story underneath your actions. In this solo episode, I break down the SEAR framework: Story, Emotion, Action, Result. If you are not getting the result you want in your business, health, relationships, or money, the issue may be a disempowering belief that is quietly keeping one foot on the brake. In this epis...

Taylor Atkinson found 12 files sitting in his database that he did not even know were there. In this episode, we talk about how he used RateGuard Pro to uncover those opportunities, how his hourly rate has increased from $242 to $272, and why hiring an underwriter may be the next move that helps him grow without adding more hours. We also get into what Taylor should keep doing himself, what he sho...

This is a repost of an episode I think is worth revisiting because there is more than one way to build a successful mortgage business. In this episode, I break down the five paths I see brokers take, the advantages and weaknesses of each, and which one I think is the most sustainable long term. The goal is to help you understand the path you are on, what skills you already have, and what you still...

Derrick Johnston hit $100,000 in income and expected it to feel amazing. It didn’t. In this episode, Derrick shares a talk from BrokerTalks about why small goals can actually keep you stuck, how 10X thinking changed the way he approached his business, and the three filters he now uses to grow with more intention. In this episode, he covers: Why Bigger Goals Change Your Behavior - If the current ve...

This is a repost of one of my favorite coaching episodes because the lessons are still just as useful. In this episode, I break down three takeaways from a coaching call with a $100 million producer: protect your superpower, stop hiring mini versions of yourself, and reverse engineer the workday you actually want. These ideas apply whether you are doing $10 million or $100 million. In this episode...

Most mortgage brokers are waiting for someone else to send them the client. Paul Washington wants brokers to get there first. In this episode, Paul shares how he uses podcast interviews, content, and simple outreach to build relationships and generate leads before they ever reach a realtor. In this episode, we cover: Why the Broker Should Get the Lead First - When you generate the lead, you contro...

A slow lender is not always a problem. Sometimes, it is proof that the product is worth waiting for. In this solo episode, I break down how to set expectations with clients when the best lender is not the fastest option. The key is to explain the tradeoff early, give the client a choice, and let them decide what matters more: speed or the better deal. When clients understand why the process may ta...

Nathan Morgan-French started his mortgage brokerage in January 2025.In less than two years, the company funded more than $120 million. In this episode, Nathan shares how he used Facebook ads, strong sales skills, and a simple operational model to grow quickly in the New Zealand mortgage market. What I like about Nathan’s approach is his focus. He has intentionally said no to other income streams s...

You do not need to figure everything out from scratch. You can cheat on the test. This episode comes from a talk I gave during our spring BrokerTalks events last April-May. I break down how mortgage brokers can copy a simple podcast strategy that already works and use it to build relationships, create trust, and generate business. I also share the two-show strategy I would use today: interview epi...

Kristen Young tripled her mortgage business without spending more on marketing. She did it by changing how she treated relationships. In this episode, Kristen shares how adding more warmth, patience, and intention to an already competent business helped her increase referrals, repeat clients, and overall volume. What I like about this episode is how practical it is. Kristen breaks down the small c...

Everybody wants more leads. The problem is most brokers overcomplicate where they come from. In this episode, I break down three simple things you can do right now to create more conversations, get more introductions, and find more opportunities inside the network you already have. None of these strategies require ads, complicated funnels, or new software. They just require you to put yourself out...

Jens Nielsen spent 25 years working in IT and had no plans to become an entrepreneur. Then he crashed his mountain bike, ended up in the ICU, and realized he could have died without ever finding out what he was actually capable of. So at almost 50 years old, during the pandemic, he left the safest and highest-paying part of his career to work for himself. In this episode, we talk about how he made...