Want to learn how to help save your clients money?

Today, we're joined by Matt Imhoff, the foremost expert on mortgage penalties in Canada. In this episode, he breaks down how understanding penalties can help you better serve your clients.

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

Facebook

LinkedIn

Website

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

In this episode of the I Love Mortgage Brokering podcast, I sit down with my friend, Matt Imhoff, an expert in understanding and calculating mortgage penalties. With interest rates constantly changing, Matt explains how Canadian mortgage brokers can find hidden deals in their databases, save clients money, and secure lower rates. We also dive into the complexities of mortgage penalties— especially why they matter in Canada but not so much in the US— and how these penalties can be both an opportunity and a risk. If you’re a Canadian broker, you’ll definitely want to tune in as Matt shares some invaluable tips and tricks.

Here are the talking points we covered:

• How to find hidden deals in your database.
• Understanding and calculating mortgage penalties.
• Impact of fluctuating interest rates on penalties.
• Canadian vs. US mortgage penalty differences.
• Opportunities to save clients money and secure better rates.
• Risks of losing money in certain penalty situations.
• Practical tips and strategies for Canadian mortgage brokers.

If you struggle with getting business from friends and family, I got you covered.

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

This episode is mainly targeted at rookies, but can help even an experienced agent generate more referrals.

In this episode I will cover:

1. The 2 reasons your friends and family aren’t working with you yet (and they probably won’t tell you this either);
2. If you’re uncomfortable asking for referrals, here’s what you can do instead; and
3. 2 ways to ask for business

This is just the tip of the iceberg with our unique Rookie to Rockstar program.

-> Rookie To Rockstar

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

In this episode, I dive into the unspoken challenges of working with friends and family as a new mortgage broker. If you've ever had someone close to you choose another broker, it’s a gut punch. I get it. Today, I’m breaking down the two hidden objections your loved ones have—and more importantly, how you can overcome them. Whether you're just starting or you’ve been in the game for a while, this episode is packed with practical strategies to help you gain trust, build confidence, and start asking for the business you deserve.

Here are the talking points we covered:

• Focusing on your long-term goals, as confidence builds with action.

• Thanking people after referrals. It strengthens trust and reinforces your role as a professional.

• The role of social media and how personal outreach is key to building connections and awareness.
• Respecting privacy by giving options for working with others if needed.

Want to level up your discovery calls?

Today, we're joined by Nick Atwal. He is a broker based out of Vancouver, BC.

In this episode we will cover:

1. How Nick sets the expectation for the entire mortgage on the very first call;
2. How he is able to point back to his discovery call when a client gets off track; and
3. How to leverage transparency and honest to improve your closing rate

To connect with Nick Atwal, you can check out the links below

Facebook

Instagram

LinkedIn

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Hey, it’s Scott Peckford here with another episode of the I Love Mortgage Brokering podcast. This week, I’m chatting with Nick Atwal about how he approaches his discovery calls. I really enjoyed this conversation because Nick shares how setting clear expectations right from the first call and explaining the entire process helps him close more loans. When a client goes off track, he’s able to refer back to that initial conversation to reset them. It’s all about honesty and transparency, which I love. If you’re a mortgage broker struggling with conversions, you’ll definitely want to tune in to this one!

Here are the talking points we covered:

• Setting expectations in the first discovery call
• Explaining the mortgage process upfront
• How clear communication leads to more loan closings
• Using the initial conversation to realign off-track clients
• Importance of honesty and transparency in client relationships
• Strategies for improving conversion rates in mortgage brokering

Want to guarantee you kill your mortgage business? Simply follow this 3-step plan.

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

This idea comes from Charlie Munger. To solve a problem, Charlie suggests inverting it:

1. Don’t have a daily prospecting plan.
2. Don’t have any processes or checklists.
3. Assume no one can do the job as well as you.

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Hey, it's Scott Peckford, and in this episode of the "I Love Mortgage Brokering" podcast, I'm flipping the script to help you avoid business failure. Inspired by Charlie Munger’s concept of inversion, I’m diving into the three surefire ways to kill your mortgage business—so you know exactly what not to do. Whether you're just starting out or a seasoned pro, these fatal habits can ruin any business. But don't worry, once you know what to avoid, you'll have the keys to not just survive but thrive in today's challenging market.

Here are the talking points we covered:

• Examples of effective daily prospecting activities.
• The importance of having written processes and checklists.
• How inconsistency in handling deals can erode client trust and referrals.
• The "hamburger stand" analogy—consistency is key for repeat business.
• The toxic mindset of thinking you’re the only one who can handle tasks perfectly.
• The consequences of not delegating and scaling your business.
• Dan Martell’s 80% rule: Why letting others do tasks (even if not perfectly) is essential for growth.

Today, we're re-joined by Jim Tourloukis. Jim is a mortgage broker and the President of Verico Advent Mortgage Services in Markham, Ontario. He is also a former coach in the 10 Loans a Month Academy.

Jim is here to discuss why you need to make clients "consciously incompetent", a strategy he uses for renewals, and term selection.

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Hey everyone, this is Scott Peckford, and in today’s replay episode from November 2022, I’m joined by Jim Tourloukis. We dive into some key strategies around mortgage renewals and refinancing, especially in a rising rate environment. Listen closely as Jim shares how he transitions clients from being “unconsciously incompetent” to “consciously incompetent”—helping them realize they need expert guidance in navigating their mortgage options.

Here are the talking points we covered:

• Jim's approach to dealing with rising rates, including early renewal strategies.
• How rate environments affect mortgage decisions and client communication.
• The strategy of holding rates early, reducing penalties, and transitioning renewals into refinances.
• Saving clients significant amounts through strategic mortgage management.
• How Jim uses CRM tools and campaigns to stay in touch with clients and provide ongoing value.
• The importance of personalized communication through automated systems.

Do you struggle with asking for referrals? If so, you are going to want to listen to this episode.

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:

1. How to set an Ask Frame on the first call
2. 5 Places you can easily ask for referrals
3. A mistake most people make when they ask and how to correct it

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Struggling with asking for referrals? You’re not alone! In this episode, I share a simple and effective method to help you confidently request referrals. Many mortgage brokers and loan officers miss out on valuable opportunities because they’re not leveraging this crucial skill— and it’s costing them big time. Tune in as I break down the steps to make asking for referrals easy and impactful. Every week on the I Love Mortgage Brokering podcast, I deliver tactical, bite-sized episodes with actionable tips to help you grow your business. This week's focus: Mastering the Art of Asking for Referrals. Don’t miss it!

Here are the talking points we covered:

• The importance of asking for referrals in business growth.
• A story highlighting effective referral generation.
• How not asking for referrals costs you clients and revenue.
• Frameworks and scripts for confidently asking for referrals.
• When and where to ask for referrals during client interactions:
• Discovery call
• Strategy session
• Pre-approval stage
• After closing
• Seven-day check-in
• Anytime you solve a client’s problem
• Tips for making the ask natural and non-pushy.
• Moral obligation to ask for referrals.
• Why Canadian brokers tend to avoid asking, and why it’s essential.

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

1. A brief history of the show
2. The Roadshow Plan
3. How to get a FREE ticket

To Register -> 2024 ILMB Roadshow

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

Welcome to I Love Mortgage Brokering podcast! In this short episode, we’re excited to announce our 12-city, Canada-wide tour celebrating our 10-year anniversary. We’ll dive into the history of the podcast, which launched on July 14th, 2014, and share how you can score a free ticket to one of the events. I’ll also talk about the challenges we’ve faced along the way and why I almost shut down the show— more than once! Don’t miss out on the details of our roadshow.

Here are the talking points we covered:

• Announcing Canada-wide, 12-city tour for 10th anniversary
• History of the podcast (started July 14, 2014)
• Challenges faced and almost shutting down the podcast
• Inspiration behind the podcast: valuable broker conversations
• Roadshow format: live podcast interviews with top brokers, meetups
• Free event with limited spots; registration required
• Sponsors for the roadshow: Rocket Mortgage and Brokeredge
• Plans for a US roadshow in 2025
• Encouragement to attend and learn from others

What do racetracks and mortgages have in common? More than you'd think! Strap in, because we're going full throttle on how lessons from the track can turbocharge your mortgage game.

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:

1. Why the speed takes care of itself;
2. Why using video can be an unfair advantage; and
3. How expert coaching helps you rapidly improve

Follow me on Instagram

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

I Love Mortgage Brokering is brought to you by Finmo.

To learn more, visit: www.finmo.ca/ilmb

This week, I’ll talk about the unexpected parallels between racetracks and mortgages. After a weekend at the racetrack with my son, who’s become an avid motorcycle racer, I realized there are crucial lessons that can be directly applied to your mortgage business. From the importance of focusing on the right activities to the power of coaching and video analysis, this episode is packed with insights to help you speed up your success. Buckle up, as I share how these high-speed experiences can transform your mortgage practice.

Here are the talking points we covered:

• The danger of focusing too much on one deal.
• Importance of maintaining a disciplined approach to prospecting.
• Recording and reviewing key activities to enhance performance.
• How coaching accelerates growth and skill development.
• The value of staying open to learning and embracing guidance from others.