I Love Mortgage Brokering

A lot of mortgage brokers say they are overwhelmed. Sometimes that is true. But a lot of the time, they are not overwhelmed because they have too much to do. They are overwhelmed because they are working reactively instead of intentionally. In this episode, I break down a simple framework I use to look at someone’s calendar and figure out what is actually going on. We talk about the ideal work wee...

This is episode 5 of Nate Atkin’s $100 Million Dollar Journey, where we follow the real decisions, bottlenecks, and breakthroughs involved in building a mortgage business at scale In this conversation, Nate shares a pipeline update, a hiring update, and the next challenge he’s working through: lead generation. We talk about where his business is really coming from, why doubling down on what is alr...

A couple years into the mortgage business, I made a mistake that cost me $20,000. I told a client they were good to waive conditions. The commitment looked fine, the deal looked straightforward, and I wanted to keep things moving. But there was one condition in the lender commitment that felt off, and instead of slowing down and digging into it, I ignored it. In this episode, I walk through exactl...

Most people spend a lot of time trying to avoid discomfort. Jeff Malek’s whole life has been built around walking straight into it. Jeff went through French Special Forces selection, and in this conversation, we talk about what that taught him about fear, pressure, and what people are actually capable of when they stop trying to stay comfortable. What I like about Jeff is that this is not theory f...

In this episode, I share part of a coaching conversation about something a lot of brokers run into once they hit a certain level. You hit your goal… and then realize it was too small. We talk about how to think bigger without getting overwhelmed, how to reverse engineer a goal that feels way out of reach, and why bigger goals can actually make your business simpler by forcing you to focus on what...

John Tsai has seen this business from a lot of different angles. He started in real estate, struggled early, got coached, built a top-producing business, grew a team, helped grow eXp at the corporate level, and then stepped back to build a business that gives him more freedom. In this episode, we talk about how he went from being buried in debt and working nonstop to building multiple income strea...

In this episode, I share a conversation from one of our coaching calls with Brett, a newer mortgage agent who landed an opportunity to present inside one of the biggest real estate offices in his town. What stood out to me was how simple his strategy was. He dropped by open houses with a small survival kit, stayed in touch after, and kept the whole thing casual. He did not come across as pushy, he...

A lot of people chase more income without ever getting clear on who they want to become. That usually leads to more money, more pressure, and not much peace. In this episode, I sit down with Jonathan Berryhill to talk about why identity has to come before income if you want to build real wealth. We get into his story, what changed when he got serious about becoming the right man first, and how tha...

There are always more opportunities, more ideas, and more things you could do in your business. That is the problem. In this episode, I break down three simple filters top producers use to make better decisions, stay focused, and avoid wasting time on things that look exciting but do not actually move the business forward. If you have ever found yourself chasing shiny objects, overthinking your ne...

Most sales training focuses on tactics.   Aaron Hendon found a different lever.   In this episode, we talk about how meditation helped reduce anxiety, improve presence, and increase sales performance in a measurable way. Aaron shares how a simple mindfulness practice changed the way his team showed up with clients, and why being more present can make you more effective in sales.   If you’ve ever f...

A lot of brokers do the hard part right. They get the meeting, show up to the open house, have a good conversation… and then completely drop the ball on the follow-up. In this episode, I break down how to follow up with realtors in a way that actually builds trust, keeps you top of mind, and gives you a much better shot at turning a conversation into a real referral relationship. I talk about what...

Ron Butler is back, and this one goes in a few different directions. We start with how his YouTube channel got hacked and what mortgage brokers can learn from that. Then we get into the real estate market, fixed vs. variable, where rates may go next, and why a lot of brokers are about to find out the market was carrying them more than they realized. Ron also shares what he’d change if he were in c...

One of the easiest ways to reduce client stress and increase referrals has nothing to do with rates, scripts, or lead gen.   It has to do with communication.   In this episode, I share a simple idea I borrowed from Domino’s Pizza and how mortgage brokers can use the same principle to create a better client experience. When clients know exactly where they are in the process, their anxiety drops, th...

This is episode 4 of Nate Atkin’s $100 Million Dollar Journey, where we follow the real-time decisions, bottlenecks, and breakthroughs involved in building a mortgage business at scale. We talk about what happens when your business starts working and you become the bottleneck. Nate shares where his pipeline is at, how he used an HR company to hire his first underwriter, and what he’s learning abou...

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 s...

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 he...

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 b...

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...

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 yo...

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...

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...

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 the...

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...

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 e...

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...