What do you say when a realtor gives out your name, but the client never calls?

This is Episode 1 of a new series we’re calling The Weekly Broker Breakdown where I tackle real questions, real situations, and real wins from our coaching community.

In this kickoff episode, I’m diving into one of the most common broker pain points: how to handle the vague “I gave your name out” referral and turn it into an actual conversation. I also cover simple CRM fixes and smart follow-up strategies that keep deals from falling through the cracks.

These are bite-sized, tactical episodes you can use right away to grow your business.

• Turn Your CRM On Already – Why waiting for perfection is costing you conversations and deals.
• How Often to Update Referral Partners – Why more communication is always better than less (and how to make it automatic).
• The “Name First” Rule – The one question you must ask when a realtor says they sent someone your way.
• Live File vs. Lead – How to tailor your follow-up based on where the client is in the process.
• Use the Mess – How “broken” automation can actually create trust and start conversations.

You don’t need more leads. You need to stop losing the ones you’ve already got. Clarity, consistency, and a few key questions can turn “maybe” into momentum.

Follow me on Instagram: www.instagram.com/scottpeckford/

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

Subscribe to my email list, Peckford's Playbook

Join Mortgage Mindset Daily

I Love Mortgage Brokering is in partnership with Ownwell.

To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

What if you’re not building a business—you’re just building a job you can’t walk away from?

Most brokers never think about selling their business—until they’re forced to. Doug Adlam did the opposite: before closing a single deal, he sat down and planned his exit.

In this episode, Doug shares what it really takes to build a mortgage business that’s scalable, valuable, and eventually sellable. With experience in brokering, coaching, tech, and corporate leadership, Doug breaks down the real reasons most brokers can’t exit—and how to fix it.

Whether you want to sell someday or just want a business that runs without you, this episode will help you think—and build—like a true business owner.

• Systems, Process, People – The 3 pillars of a scalable and sellable mortgage business.
• Exit Starts Now – Why planning your exit before you “need to” gives you more options and freedom.
• Stop Hiring Clones – Why hiring people just like you limits growth, innovation, and transferability.
• The Google Review Trap – Why 5-star reviews don’t mean your business is delivering a 5-star experience—and how to find your blind spots.
• Exit Options That Work – How brokers have successfully sold to kids, employees, partners, or outside buyers—and what to avoid.

You don’t need to sell your business tomorrow—but you do need to build like you could. That mindset shift will change everything.

To connect with Doug, check out the links below:

Instagram LinkedIn https://www.dougadlam.com/ https://www.adlaminnovations.com/ Doug’s book on Amazon: The Business of Brokering

Follow me on Instagram: www.instagram.com/scottpeckford/

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

Subscribe to my email list, Peckford's Playbook

I Love Mortgage Brokering is in partnership with Ownwell.

To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

What if the reason change doesn’t last is because you’re using the wrong strategy, not the wrong goal?

New year, same problem: most people set big goals and quit before February. But what if change wasn’t about willpower, but about identity, peer groups, and accountability that actually works?

In this solo episode, I break down three tools that actually make change stick. These are the exact strategies I’m using in my own business and life right now and they’re already creating massive momentum.

If you’re tired of setting goals and not following through, this episode will give you a practical roadmap for doing it differently this year.

• Why Peer Groups Matter – How the people around you shape your habits, identity, and baseline for success.
• The Identity Shift Framework – How the story you tell yourself turns into action—and the hidden beliefs that hold you back.
• Accountability That Works – Why being accountable to your buddy fails, and how a simple pact with someone you don’t want to disappoint (like your kid) can change everything.
• The Adam Rule – A real-world strategy one broker used with his daughter to create daily discipline with serious emotional leverage.
• Why Change = Story + Standard – How shifting your internal narrative creates lasting identity change.

Resolutions fade. Identity lasts. Change your story, upgrade your environment, and get accountable to someone who truly matters. You won’t need another “fresh start.”

Follow me on Instagram: www.instagram.com/scottpeckford/

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

Subscribe to my email list, Peckford's Playbook

Join Mortgage Mindset Daily

I Love Mortgage Brokering is in partnership with Ownwell.

To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott