What if one simple habit could more than double your referrals—but most mortgage brokers completely overlook it? In this short, powerful episode, Scott Peckford breaks down the single biggest (and most common) mistake even seasoned brokers make that’s quietly draining their pipeline. The fix? Surprisingly easy—but only if you know how to spot it.
Scott shares personal stories, proven scripts, and high-leverage techniques to build your “ask muscle” without sounding pushy. Whether you're new to the industry or a veteran broker, this is the reminder and tactical guide you didn’t know you needed to transform casual clients into consistent referrers.
Key Takeaways
- Most clients don’t refer you because you don’t ask—plain and simple.
- Broad asks open the door; narrow asks close the deal.
- The difference between soft and hard asks can drastically impact your referral flow.
- Timing matters: know the high-leverage moments to make the ask.
- A referral mention is not a done deal—follow up and turn it into a live lead.
Topics Covered
- Why experienced brokers fail to ask for referrals Broad vs. narrow ask framework
- Hard ask vs. soft ask styles
- High-leverage referral moments (approval, signing, thank-you points)
- Planting seeds: repetition and mindset
- Cultural contrast in asking between Canadian and American brokers
Mentioned
- Ownwell (equity monitoring tool) – ownwell.ca/scott
- Scott’s Instagram
- Join Scott’s Newsletter
- Find out more about BRX Mortgage: www.whybrx.com
- I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Special Summer Offer: Exclusively on Apple Podcasts, try our Dateline Premium subscription completely free for one month! With Dateline Premium, you get every episode ad-free plus exclusive bonus content.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.