When the restaurant industry shut down in 2020, Jason Small pivoted—hard. With zero experience and a license freshly printed, he entered the mortgage world during one of the most chaotic economic periods in recent memory. Today, he's on track for 75+ deals this year, has doubled his business two years in a row, and—most impressively—helped co-create a lean, scalable operations model with two other brokers from across the country.
In this episode, Jason breaks down how they built a shared infrastructure, hired a full-time underwriter, and standardized their systems to deliver high-touch service while freeing up time for life (and vacations!). This is a behind-the-scenes blueprint for sustainable growth—and a must-listen for any service-based entrepreneur looking to scale smart, not just fast.
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🎯 Key Takeaways
- Jason’s transition from restaurant manager to full-time mortgage broker
- How he doubled his business year-over-year through disciplined outreach
- The strategy behind sharing a full-time underwriter across three brokers
- Why mapping a unified client journey was critical to success
- How tools like MyBroker Pro and TextExpander drive efficiency and consistency
📚 Topics Covered
- Transitioning industries and building a new career from scratch
- Realtor lead generation and the power of cold calling
- Building systems and scaling a brokerage team
- Hiring, onboarding, and collaborating across time zones
- Automation tools and CRM customization for client experience
🛠️ Names, Tools & Frameworks Mentioned
- MyBroker Pro (CRM system)
- TextExpander
- The "4 -Slide" Realtor Pitch
- BRX 100-Day Challenge
- ILMB FB Group
- BRX Mortgage
- Instagram: @jdemortgageguy
To connect with Jason, check out the links below:
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.
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