The Mortgage Game

Ryan Wiley
  • 5.0 (4)
  • Business
  • Updated Weekly

Welcome to "The Mortgage Game", my name is Ryan Wiley. I truly believe that building a successful mortgage business is like playing a game. There's winners, but mostly, there's losers. I've not only built my own successful mortgage business, but I've also coached and mentored hundreds of mortgage brokers. These days, I run my own mortgage team, Team Wiley. Now, through coaching, events, and this podcast, I want to distill everything I've learned, and bring it directly to you.

  1. 2d ago

    317: Scaling from $5M to $25M in 14 Months

    WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, I'm joined by Cory Hubbard.   Cory is a mortgage broker on Team Wiley from Barrie, Ontario, who is also a full-time firefighter. Becoming a broker in 2021 at a different brokerage, Cory joined Team Wiley in 2025, and has increased his volume from $5M to $25 in only 14 months.   What makes Cory's story genuinely compelling is how ordinary his methods are. Consistent daily outreach, phone calls to referral partners, delegating fulfillment, attending team training calls, and a structured 64-email annual campaign form the backbone of a business now generating over $200,000 in annual income from mortgages alone. Could most brokers honestly say they're willing to do that level of unglamorous, consistent work?   Cory built something real and sustainable by doing simple things repeatedly and well, executing foundational practices over and over without shortcuts. I audit Cory's business live this episode, where he scores between three and eight across all operational categories, metrics that most brokers would envy as they usually sit below a 2. Proving again if you are average across the all fundamentals, you can make the mortgage business of your dreams.   Cory is here to discuss:   → The audit I did of his business, covering his client journey, social media, database mining, referral partners, email marketing, prospecting, and fulfillment.   → Advice for brokers going through a hard time right now and why he shows up to training calls even if they are about topics not 100% relevant to his business.   → How staying authentic to yourself and finding the people you connect with will change your business. ***   🌎 Cory Hubbard's Website: www.MortgageHubb.ca 📧 Cory Hubbard's Email: cory@mortgagehubb.ca 📸 Cory Hubbard's Instagram: @mortgagehubbcory 🎵 Cory Hubbard's TikTok: @cory_mortgagehubb 🔗 Cory Hubbard's LinkedIn: @CoryHubbard 👥 Cory Hubbard's Facebook: @CoryHubbard ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  2. Oct 1

    316: I Spent 5 Days with 200+ Mortgage Brokers - Here's What I Learned

    EPISODE DESCRIPTION In this episode, I share five key takeaways from my recent 5-day coaching trip with over 200 mortgage brokers in the GTA, including relationships and referrals, database mining and email marketing, prospecting realities, mental health, and accountability. ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  3. Sep 10

    315: From CPA to $30M Broker in 4 Years

    WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, I'm joined by Heather Bowie.   Heather is a mortgage broker and the co-owner of Flare Mortgage Group from Sherwood Park, Alberta, who became a broker in 2022 after spending her career as a CPA.   Quitting a stable accounting career in your forties to work entirely on commission takes serious nerve, and the results speak for themselves. In only 4 years, Heather now does $30 million in funded volume a year, while also building a boutique team of ten brokers alongside her.   What makes Heather stand out is that her success came from the relentless fundamentals of authentic relationship building rather than shortcuts. She joined a BNI group within two months of becoming a broker, committed to contacting three to five people daily, and has sent personalized emails to realtor partners every week for four years. This consistency has steadily grown her client list and brought her some of her biggest referral partners.   But how did Heather turn an abstract income goal into tangible daily actions? Her answer is simple: work backwards. If you know how much you want to make in a year, then you know how much volume you need, back to files, back to pre-approvals, back to total leads, back to how many leads a day. This method combined with monthly goal reflections can keep you on the path to getting the life that you want.   Heather is here to discuss:   → Her transition from CPA to broker and starting a new career in her 40s, her business goals for the future, and how Flare is going to grow their team.   → How she built her "working backwards" business plan, her client journey and follow-up touch points, and when to hire help.   → How Heather gets her leads, the "BAMFAM" (book a meeting from a meeting) mindset, and what is in her weekly Realtor email.   → How she builds authentic, long-term relationships with clients and partners and leverages her CPA background to establish credibility.   → Where the agents who are struggling today are missing the mark. ***   🌎 Heather Bowie's Website: www.heatherbowie.ca 📧 Heather Bowie's Email: heather@flaremortgagegroup.com 📸 Heather Bowie's Instagram: @heather_flaremortgagegroup 🔗 Heather Bowie's LinkedIn: @HeatherBowie ***   IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd   For more information, visit: www.leadgenworkshop.manus.space   *Spots are limited. Early bird pricing is available until August 23rd. ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  4. Sep 3

    314: You Don't Need More Volume, You Need a Better Business Model

    EPISODE DESCRIPTION In this episode, I share a warning for the entire industry, embrace disruption or face extinction in the next 5 years. As margins tighten and technology advances, if brokers cling to outdated business models, they are going to be obsolete. The need to evolve is more critical than ever, but how?   The answer is simple: stop giving away your expertise for free. No other industry gives away their knowledge for nothing, and brokers need to follow suit by embracing consulting models and charging for expertise, which will fundamentally restructure how brokers generate revenue and save them from the compressing lender compensation. ***   IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd   For more information, visit: www.leadgenworkshop.manus.space   *Spots are limited. Early bird pricing is available until August 23rd. ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  5. Aug 27

    313: The Mortgage Industry Isn't Burning Out, You Are

    EPISODE DESCRIPTION In this episode, I discuss the common theme of brokers telling me they are "burnt out" and stuck in survival mode, but how do you break out of it? It might be counter-intuitive, but the best thing you can start doing is saying "no". Protect your time. Protect your boundaries. Your self-talk, circle of influences, and controlling your mindset shape your reality, and are more impactful on your business than market conditions. ***   IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd   For more information, visit: www.leadgenworkshop.manus.space   *Spots are limited. Early bird pricing is available until August 23rd. ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  6. Aug 20

    312: Nobody Knows Who the F##k You Are

    EPISODE DESCRIPTION In this episode, I argue that you need to build brand visibility before building systems, and spend your time driving more traffic towards your business instead of creating elaborate conversion tools. Ten thousand monthly impressions with a mediocre conversion rate will outperform a flawless funnel that almost nobody sees every time. What good is a perfect system if there is no audience to use it? ***   IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd   For more information, visit: www.leadgenworkshop.manus.space   *Spots are limited. Early bird pricing is available until August 23rd. ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  7. Aug 13

    311: Using LinkedIn to Build a $35M Mortgage Business from Scratch

    WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, I'm joined by Aldo Heberlein.   Aldo is a mortgage broker and the Founder of Enmortgage from Vancouver, BC, who became a broker in 2020, and has steadily increased his yearly volume from $5M in 2021, to $35M in 2025, and is on pace for $40M in 2026.   Originally from Mexico, Aldo made his way to Vancouver a decade ago after living in Norway with his wife for 6 years. After his digital marketing business collapsed overnight when Facebook changed its policies, Aldo decided to pivot strategically into mortgages   Starting with zero connections in Vancouver, Aldo built his client base by leveraging LinkedIn to connect with Spanish-speaking professionals navigating Vancouver's complex market. By specifically targeting the underserved Latino immigrant community, Aldo built loyal referral networks and sustainable growth rather than competing in saturated markets.   After finding success on a routinely over-looked platform among brokers, Aldo offers to setup Realtors with their own automated LinkedIn reach-outs and email campaigns for their own businesses, creating tangible value add for all of his potential referral partners.   While other brokers are always trying to speed things up, Aldo's approach to clients centres on slowing down, focusing on client education. On his 30 to 90 minute discovery calls, Aldo will underwrite the deal in real time, screen sharing spreadsheets and providing personalized analysis of each situation, building trust from the first meeting.   Aldo is here to discuss:   → His journey so far in the mortgage industry, his volume so far, and his future business plans.   → What makes LinkedIn a unique platform that more brokers should be taking advantage of and how he leverages it to prospect his avatar clients and referral partners.   → The process behind his stealth mode value add of running Realtor's LinkedIn prospecting & email drip campaigns.   → His mindset behind doing longer initial discovery calls with clients, why he underwrites during them, and building client trust through education.   → How he overcame common industry traps like chasing bad files and dealing with bad referral partners.   → How omnipresence protects your business and where he gets his leads today. ***   🌎 Enmortgage Website: www.enmortgage.ca 🔗 Aldo Heberlein's LinkedIn: @AldoHeberlein ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

  8. Aug 6

    310: Everybody's Talking About AI, But Nobody's Talking About Results

    EPISODE DESCRIPTION In this episode, I discuss how AI, while beneficial, can easily be a double-edged sword, hindering productivity and become more of a distraction than a solution, similar to to social media. Most brokers waste time experimenting with AI tools on trivial tasks while neglecting the core money-makers: prospecting, brand-building, and client relationships. So is your use of new technology actually improving your income and quality of life, or just keeping you busy? ***   Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! ***   CONNECT WITH ME ON SOCIAL 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

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Ratings & Reviews

5
out of 5
4 Ratings

About

Welcome to "The Mortgage Game", my name is Ryan Wiley. I truly believe that building a successful mortgage business is like playing a game. There's winners, but mostly, there's losers. I've not only built my own successful mortgage business, but I've also coached and mentored hundreds of mortgage brokers. These days, I run my own mortgage team, Team Wiley. Now, through coaching, events, and this podcast, I want to distill everything I've learned, and bring it directly to you.

Information

  • Creator
    Ryan Wiley
  • Years Active
    2019 - 2026
  • Episodes
    317
  • Rating
    Explicit
  • Copyright
    © Copyright 2021 All rights reserved.
  • Show Website
    The Mortgage Game

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