What do you say when a realtor asks for a cut of your commission?

In this episode, I respond to a common question from brokers: “My realtor wants me to pay a referral fee—what should I do?”

This is a situation a lot of brokers run into. It can feel awkward, especially if you’re trying to build the relationship. But saying “yes” to the wrong deal can actually cost you way more than you think.

I’ll break down how I think about this, how to respond professionally (or directly), and why you should focus on trading clients—not cash.

We’ll cover:

• Cash vs. Clients – Why cash is a dead-end—and clients are long-term profit.
• Paid Referrals Rarely Work Long Term – You get a deal, but you rarely get loyalty or repeat business in return.
• How to Respond to the Ask – Two scripts—one polite, one direct—that help you keep control of the relationship.
• Become a Deal Multiplier – How to build partnerships that last by generating business, not just taking it.
• Structure Smarter Collaborations – If you're going to invest in a realtor relationship, make sure it’s performance-based.

If your value is just a referral fee, someone can always outbid you. But if you're a deal creator, you're unfirable.

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

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

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I Love Mortgage Brokering is in partnership with Ownwell.

To learn more, visit: ownwell.ca

What if the most powerful tool for helping seniors stay in their homes—and grow your business—is one you’re barely using?

In this episode, I talk with Ben McCabe, founder of Bloom, about how reverse mortgages can help seniors stay in their homes—and how brokers can use this tool to serve more clients and grow revenue. We break down the top use cases, where to find deals, and how to explain the product with confidence.

If you’ve ignored reverse mortgages as too niche or complex, this conversation will change your perspective.

In this episode, we’ll cover:

• Identifying the Right Clients: How to spot the three most common reverse mortgage use cases—cash flow help, retirement income, and living inheritance.
• Unlocking Opportunities in Your Existing Database: How to filter for high-potential clients using LTV, age, and renewal dates.
• Building New Referral Sources: How to tap into overlooked networks like financial planners, family lawyers, and home care providers.
• Addressing Misconceptions: Tools and talking points to counter outdated beliefs about equity loss and cost.
• Using Bloom’s Tools to Close More Deals: Financial illustrations, cash flow comparisons, and client-ready info packs that simplify the conversation.

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

Instagram

Facebook

LinkedIn

https://www.bloomfin.ca/

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 3-2-1 Thursday Email

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.

What if the real key to scaling your mortgage business isn’t doing more—but doing the right things better?

In this episode, I break down three critical lessons from a coaching session I did with a $100M producer. Whether you’re funding $10M or just trying to fund your first 10 files, these lessons will help you work smarter—not just harder. If you're serious about growing your business without burning out, this episode is for you.

We’ll cover:

• Protecting Your Superpower - Why doubling down on what you're best at—and removing everything else—is key to scaling.
• Hiring the Right People - You don't have a people problem—you have a fishing-in-the-wrong-pond problem. Here’s how to fix it.
• Designing Your Ideal Workday - How to plan not just your income goals, but your time, energy, and lifestyle three years from now.
• Bonus - Why most brokers unintentionally trap themselves—and the mindset shift needed to build a real business, not just a busier job.

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

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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

Join my newsletter!

I Love Mortgage Brokering is in partnership with Ownwell.

To learn more, visit: ownwell.ca