The Books

Volume 1 Is a frank preview of the business of the business. A critical read for those contemplating an entry into Brokering. It is an honest account of what it takes to get yourself into the zone of profitability in what is a very challenging industry. Packed with core principles to embrace from the start, and a proven worthwhile read for those already years into the business.

The mantra of Volume 1: ‘It will not be easy, but it will be worth it!’

Volume 2 picks up where Volume 1 left off, essentially the day after you made the decision to become a licensed Broker. This book delves into essential steps in laying a foundation for long term success in the early days of your Brokering career. Preserve your capital, market strategically, build lasting relationships with clients and referral partners alike.

Volume 2 is packed with dozens of process tips and lessons gleaned from the authors personal experience processing more than 1400 mortgage files, and the direct personal intake of more than 2000 applications both in person and by telephone (90% by telephone for good reason).
Whether you are brand new to the mortgage Broker business, or have been immersed in it for years, you will find value in these pages. The kind of value that leads to a greater number of files closed with a reduced amount of time invested.

The mantra of Volume 2: ‘Get The Application’

What does it take to reach the top? To become an ass-kicking Mortgage Agent? An unstoppable Mortgage Loan Originator? An award winning Mortgage Broker?

We go by different names depending on territory, but mortgages are our game. And market domination is what this book is about.

Built on foundations set in the previous two volumes, Be The Better Broker, Volume 3 is a detailed, step-by-step, guide to the soft skills of client management.

From deftly addressing the opening question so often asked "What's your best rate?" to the two magic words-"File Complete!"-this book gives you access to the processes, scripts, and strategies used during thousands of conversations addressing application intake, the subsequent ups, downs, twists, turns and general stresses felt by both the client and yourself through the process of approval, document signing, compliance, and insurance documents.

This book is your guide to building your resume, marketing, and advertising, along with a base of referring clients and all-out raving fans via one simple approach-creating excellence throughout the client experience.

Apply the principles and scripts outlined in this book and you'll be on your way to building your own 200+ file per year business. You will increase your funding ratio! You will increase your production!

The mantra of Volume 3-File Complete!

Brokering is as easy as you want it to be. However, our tendency is to overcomplicate. It’s time to regain clarity and focus on your business, and your life, through seventeen simple lessons learned through 1,700 “complicated” transactions. Embrace unconventional wisdom, make smart hires, and be an analogue standout in a digital world. Because having the best tech alone won’t get you where you want to be.