Ever thought about owning a real estate brokerage? Maybe it could double your income—or maybe double your headaches!

Today’s guest, Mark Norman, has figured out how to successfully blend owning both a real estate and a mortgage brokerage.

Mark is the owner of 4% Real Estate Professionals and Mark Norman - Better Mortgage Solutions, based out of St. John’s, NL. I had the privilege of interviewing him live on my ILMB Roadshow.

In this episode we will cover:

1. His unique business model and perspective on why he chose to own both brokerages
2. The growing importance of transparency in real estate and mortgage industries
3. How understanding market cycles is essential for longevity in this business

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

Facebook

LinkedIn

https://thelowestrate.ca/

https://mark-norman.ca/

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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, we sit down with Mark Norman, an industry veteran with over 20 years of experience blending real estate and mortgage brokerage. Based in St. John's, Newfoundland, Mark shares insights on his unique dual-business model, how transparency is shaping the future of both real estate and mortgages, and the importance of understanding market cycles for long-term success.

Here are the talking points we covered:

• Why Mark chose to operate both a real estate and mortgage company.
• How transparency benefits clients and builds trust in the mortgage and real estate industries.
• The significance of understanding local and national market trends to stay ahead in the industry.
• Why Mark focuses on his niche and passes on complex cases that don’t align with his expertise.
• The trade-off of revenue for reclaimed time and the benefits of focusing on high-value clients.
• How Mark is leveraging proprietary software and scalable strategies to grow his business.

Do you think you could build a $20 million-a-year mortgage business just from doing open houses?

Most people in our industry would say that open houses are a waste of time and don’t yield results. But my guest today, Kyle Scott, moved to a new city and, within just one year, built a $20 million mortgage business—solely through open houses.

This proves what’s possible when you take a simple idea very seriously and commit to a straightforward strategy.

In this episode we will cover:

1. How he has been able to scale something that most people would not believe is scalable
2. His goal and follow-up plan for the open houses
3. Improvements he has made in the past 60 days to his approach and his business

To connect with Kyle Scott, you can check out the links below:

Instagram

LinkedIn

Website

Follow me on Instagram

I Love Mortgage Brokering: https://www.ilovemortgagebrokering.com/

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

I Love Mortgage Brokering is brought to you by Finmo.

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

When I first heard Kyle Scott built a $20 million-a-year mortgage business in just one year—using open houses as his main strategy—I was blown away. In this episode, I dive into Kyle's incredible journey as he shares how moving to Calgary, Alberta, with no connections didn’t stop him from scaling his business. He talks about the simplicity and power of consistently showing up, how he chooses realtor partners, and what it takes to turn a single handshake into a thriving referral pipeline.

We also explore his scaling process, including hiring his first assistant and how he's balancing growth while refining his systems. If you're curious about how to take a straightforward strategy to scale, you'll love this conversation.

Here are the talking points we covered:

• Kyle’s “beer test” for choosing who to follow up with and turning acquaintances into business partners.
• Building genuine relationships through coffees, casual outings, and regular touchpoints.
• How Kyle transitioned from managing everything solo to hiring his first assistant.
• Balancing prospecting and fulfillment while reducing stress.
• Doubling his volume to $40M next year with streamlined systems and focused prospecting.
• Expanding into partnerships with financial planners and enhancing his marketing strategies.

Wish you could fund 25 mortgages a month without handling client calls or chasing documents?

If you’re thinking, "I love getting clients, but how can I spend my day doing just that instead of working on files?" this episode is for you!

Today, we’re joined by Dion Beg, a top producer who has built an impressive business model focused on real estate investors.

In this episode we will cover:

1. How Dion structured his business around real estate investors
2. How he has adapted his niche over the last two years
3. How he spends most of his time on marketing and growing his client base

To connect with Dion, 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

In this episode, I sit down with my friend Dion Beg, who has built a wildly successful mortgage business, funding up to $190 million annually at its peak and now maintaining $80 to $100 million. Dion focused on an investor-client niche that proved incredibly profitable, and we discuss how he’s adapted his strategy over the past few years to stay ahead in a shifting market. What excites me most is how Dion structured his business to focus almost entirely on marketing and supporting his team,, leaving client calls and document chasing behind. For those of you dreaming about scaling your business without burning out, this episode is a must-listen. Dion shares the exact steps he took to build a team-driven model, and I dig deep to uncover all the details. If you’ve ever wished you could focus on driving business while your team handles the rest, this conversation is packed with actionable insights you won’t want to miss!

Here are the talking points we cover Dion:

• How Dion identified and scaled his investor-client niche for maximum profitability.
• Strategies for pivoting a business model to adapt to market changes.
• The process Dion used to structure his team and offload tasks like client calls and document chasing.
• Key insights on balancing marketing efforts with team support for business growth.
• Practical steps to create a scalable, team-driven mortgage business model.
• Overcoming challenges to maintain high production levels while avoiding burnout.

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

In this episode we will cover:

1. Why the market isn't the problem—your business model might be
2. Two simple changes to generate more referrals from your partners
3. How to get referral partners to willingly share their database with you

Check out my Upcoming Webinar on this very topic.

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

In this episode, I reveal the best business model I’ve seen for mortgage brokers in my 18 years in the industry. This approach stands out because it’s easy for anyone to replicate, regardless of network or special skills. I’ll break down why the real challenge is often the business model itself—not the market—and guide you through the steps to set it up effectively, even if you’re not a sales expert. You’ll learn why the right sequence is key and how this model has delivered extraordinary results for brokers who use it. I was genuinely amazed when I first saw this model in action and knew it had to be shared. Stay tuned until the end for a chance to explore this approach in greater depth and see how it could reshape your business success.

Here are the talking points we covered:

• Common pitfalls brokers face, like relying on unique networks or hard-to-replicate skills.
• The importance of measuring referral output and why it’s often overlooked.
• How consistent, strategic marketing to partner databases multiplies growth.
• Why building a reliable referral network requires monthly check-ins and accountability.
• Difference between short-term tactics and a long-term, sustainable strategy.
• Real-life case study of a broker who achieved significant success by implementing this model.
• How to lead with value to strengthen partner relationships and improve referral quality.
• Tips on prioritizing areas of improvement each year for sustained business growth.

Today, we're joined by Mike Fawaz, Executive Vice President of Rocket Pro TPO, the wholesale division of Rocket Mortgage.

In this episode we will cover:

1. How Fawaz and his team built Rocket Pro TPO into the second-largest wholesale lender in the U.S.
2. The growth and evolution of Rocket Pro TPO
3. How Rocket Pro TPO focuses on supporting their brokers
4. An exciting new AI tool developed specifically for brokers
5. And more...

To connect with Fawaz you can check out the links below:

Rocket Pro TPO

Rocket Mortgage Canada

Facebook

Instagram

LinkedIn

TikTok

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

In this episode, I sit down with Mike Fawaz, the Executive Vice President of Rocket Pro TPO, a powerhouse in the U.S. wholesale mortgage sector. Rocket Pro TPO has grown exponentially under Mike's leadership, going from a $7 billion operation to over $100 billion. Mike and I dive into the unique strategies Rocket uses to build deep partnerships with brokers, focusing on providing them the tools and technology they need to succeed—like their impressive AI-driven tools and free credit services. We also explore the surprising shifts in the broker community, how Rocket Pro TPO stays agile in this rapidly evolving market, and the power of data and relationships in transforming the mortgage experience.

Here are the talking points we covered:

• How Rocket Pro TPO went from $7 billion to $100 billion in loan volume.
• The importance of supporting brokers as partners, not just clients.
• The growing broker market share as clients seek more options beyond retail lenders.
• Rocket’s commitment to efficient processing, with data-driven benchmarks for loan processing times.
• How Rocket Pro TPO leverages data to refine its services and improve broker experiences.
• Impact of AI-driven solutions on the mortgage industry’s efficiency and customer service.

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

In this episode, we’ll cover:

1. Do you have to be full-time to make this career work?
2. Can experienced brokers scale back to part-time while maintaining their volume?

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

In today’s episode, I share my advice for anyone working part-time in the mortgage business. I’ll break it down into two parts: tips for rookie agents starting out part-time and strategies for experienced agents who want to shift to part-time but feel overloaded. If you’re wondering whether part-time brokering is right for you, I’ll cover the challenges and rewards, along with tips to make it work. We’ll dive into time management, realistic expectations and whether scaling back is a smart move for your career. Join me as we explore if, when, and how to make part-time brokering a success.

Here are the talking points we covered:

• Why part-time mortgage brokering is possible and common misconceptions about it.
• Key time management skills for part-time agents to stay efficient.
• The importance of setting realistic goals based on available work hours.
• Avoiding comparison traps with full-time brokers for a healthier mindset.
• Building strong support systems and mentorship in a part-time model.
• Tips on balancing a second job or personal commitments with mortgage work.
• Leveraging processes and delegation to optimize limited working hours.
• Strategies for experienced brokers to streamline tasks and reduce workload.

Hey Broker Nation,

Today, we're joined by Nick Hill and Daniel Foch, the two geniuses behind the Canadian Real Estate Investing Podcast.

In this episode we will cover:

1. The Canadian housing market and interest rates
2. NAR rulings and their potential impact on Canadian real estate
3. What they learned building a podcast from 6,000 to 100,000 downloads a month

To connect with Nick Hill or Daniel Foch, you can check out the links below:

Nick's Instagram

Daniel's Instagram

Realist.ca

Canadian Real Estate Investing Podcast

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

In this episode, I sit down with Nick Hill and Daniel Foch from the Canadian Real Estate Investing Podcast to discuss their insights into the Canadian housing market. They share their predictions on interest rates and key factors shaping real estate trends across Canada. We also explore the recent NAR rulings in the US and consider their potential impact on Canadian real estate practices. Beyond real estate, Nick and Daniel offer valuable advice on building a successful podcast, sharing how they grew their audience from 6,000 to over 100,000 monthly downloads. Their tips focus on creating engaging content and building a loyal listener base. This episode is packed with industry insights and practical guidance for both real estate enthusiasts and aspiring podcasters.

Here are the talking points we covered:

• Differences in regional real estate trends across Canada
• Insights on multi-unit property investments
• How economic shifts impact real estate investment strategies
• Predictions on upcoming challenges for Canadian real estate
• Importance of data-driven decision-making in property investments
• Tips on creating a consistent content schedule for podcasting success

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. My #1 most effective event type
2. How to maximize the impact of your live event
3. Five unique event types for you to consider

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

Today, I'm sharing my top strategy for client events. Recently, someone asked about holiday events, but I’ll tell you why I avoid the holiday rush and focus on unique, impactful gatherings instead. I'll dive into my personal favorite event—the Thanksgiving pie giveaway—that’s been a huge success in building relationships and business. I’ll also cover five other innovative event ideas you might not have thought of, so you can stand out with your clients, add a personal touch, and make it work even without a big office space.

Here are the talking points we covered:

• Challenges of holiday season events (hectic schedules, lack of engagement).
• Why events outside of high-traffic times can lead to better attendance and less stress.
• Ensuring focus on connecting rather than handling work-related discussions.
• Tactics for redirecting mortgage conversations to scheduled calls so everyone gets attention.
• Incentivizing clients to share photos with a specific hashtag for increased visibility.
• Benefits of social media engagement for building a brand presence.
• Tips for keeping events manageable in one day.
• Working with partners like realtors or local businesses to maximize resources and costs.
• Managing non-attendance by redistributing items to other partners and clients.