I Love Mortgage Brokering I Love Mortgage Brokering

Today, I sat down with Leah Zamir, a top 1% loan officer with Guild Mortgage, to explore the nuances of client interactions and the profound impact of understanding a client's "why." 
 
She shared key insights and strategies from our conversation that can revolutionize the way mortgage brokers approach their business.
 
In this episode, we will cover: 
Uncovering the client's why and asking better questions
Identifying ideal clients and tailoring business strategies
Understanding clients' backgrounds and family dynamics
Importance of mindset in the mortgage industry
Addressing clients' fears and uncertainties
 
To connect with Leah Zamir, you can check him out on: Instagram (https://www.instagram.com/shebrew/) 
 
The I Love Mortgage Brokering Network is brought to you by Finmo. To learn more, visit: finmo.ca/ilmb (https://finmo.ca/ilmb)
For more tips and tactics, follow me on Instagram: (@scottpeckford) I Love Mortgage Brokering: (Home | I Love Mortgage Brokering ) 
Find out more about what Scott is doing at BRX Mortgage: (Home | WhyBRX )

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 Scott@ilovemortgagebrokering.com, 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:
3 steps to build/ rebuild your confidence;
Her daily action plan on how she was able to rebuild her business;
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 episode, we have Krystal Stearns who shares her journey of resilience amidst personal and professional challenges. From navigating a turbulent market to facing a divorce, partnership failure, and a family member's illness, Krystal remained steadfast in her mindset. Through her story, she offers three key strategies she employed to maintain resilience during life's darkest moments.Key talking points from this episode:
Acknowledging burnout and understanding its root causes.
The joy of connecting with clients, educating others, and nurturing meaningful relationships within the industry.
The resilience and adaptability required to weather life's storms.
The Impact of genuine care and support, both in professional interactions and personal connections.
Commitment to philanthropy by using one's success to make a positive impact in the community.
 

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: 
How to come up with ideas for email; 
Why he sends emails to his list 3 to 5 times a week; 
How to combine your email with your social media; 
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