What do you expect

This article will change your life.  No seriously, I mean it.  This article all by itself will in fact change your life. At this point in my career if I have to get involved in a file it’s likely because it has gone sideways.  I can’t tell you how many files I have had to …

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Worried about your pipeline?

Yesterday someone asked the question in the Facebook group, I love Mortgage Brokering, “At what point do you start worrying about your pipeline. I happened to be the first reply. I talked about how unproductive it is to even fret about it at all. I don’t give any merit to paying attention to your future …

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Working your sphere of influence

For most of us in the mortgage business when you first started you likely had someone tell you to “Work your sphere of influence”.  The bigger question is what exactly does that mean and how do you effectively do that without coming off like an obnoxious salesperson.  I have recently had conversations with both new …

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Embrace the Suck!

Many of you know that I am currently training for an Iron Distance Triathlon this August.  I read an article related to Triathlon this week that I thought could cross over well into the world of mortgage brokering.  Chris McCormack is a 12 time Ironman champion who wrote this article: Embrace the Suck. The gist …

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What does it mean to ‘be the best’?

My friend Gord McCallum recently shared an article from the Harvard Business Revue that I found quite thought provoking. It suggests that we stop competing to ‘be the best’ and that in business the pursuit of ‘being the best’ will ultimately lead to mediocrity. You can read the full article here. My initial reaction to this …

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Moneyball Mortgage Brokering

Have you seen this movie yet? I watched it on the weekend and really enjoyed it. I am not a huge baseball fan but the parallels in the movie with what Brad Pitt did with his ball team and our business was quite interesting. The central premise of Moneyball is that the collected wisdom of baseball insiders …

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Competition is an illusion

One of the things I find a little bit frustrating is that we as brokers have historically kept our business practices secret.  We wouldn’t want our “competition” figuring out what we do and how we do it.  I am here to tell you that that kind of thinking needs to stop. Now I know I …

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Grow volumes, market be damned!

If there is one thing I have learned in my 17 years of mortgage brokering, is that the ‘Experts’ know nothing and the ‘Market’ is largely between your ears. It always seems odd to me that we spend years and years studying, observing and gathering data to try and predict what might happen next in …

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The Rate Game

Well, here we are again talking about the rate game.  While providing our customers with the best interest rate possible is part of what we do, it is important to communicate that there is much more to a mortgage than just rate.  I’ve tried to break it down into a few categories for discussion and …