April 22, 2025 • 23 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom are joined by Scott Sarai. Scott is a Mortgage Broker at SGS Mortgages from Maple Ridge, BC, who's a part of Team Wiley at Tango while also still being a full-time firefighter. After spending time as a broker, Scott started a fulfillment business working for other brokers, which ended up eroding his passion for mortgages. With plans to exit the industry entirely, a game-changing conversation with Ryan Wiley led to giving his business 6 more months of life. Now with a renewed mindset, mentorship, and an innovative approach, Scott funded nearly $18 million in just 5 months, while also revitalizing his passion for brokering and positioning himself for success in the future.
Scott is here to discuss: → His journey in the industry, why he waned to leave and what made him stay, and the pivotal role coaching has played in his success. → Embracing an abundance mindset, the mindset of different client types, and going deeper to build stronger relationships with referral partners. → What he's done to increase business in 2025, the evolution of his non-negotiables, and building the 5-5-5 simple engagement strategy.
Scott Sarai's Linktree: @sgsmortgages
Scott Sarai's Instagram: @sgsmortgages
Scott Sarai's YouTube: @sgsmortgages
Listen to the First Responder to Riches REMO Podcast here.
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📧 Email Us → ontario@tangofinancial.ca
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hello, everyone.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love here with Tom
Moffitt.
And today we have a special guest,
Scott Sarai.
Scott, you're a beauty.
We've been connected with you forquite some time.
I know you've had a tremendousgrowth trajectory recently.
Going back a year ago, you weredoing fulfillment and kind of
thinking of exiting the industry.
And now you're like fully rocking
(00:21):
and rolling and crushing it.
So thanks for coming on today and
sharing your journey witheveryone.
My pleasure, fellas.
It's always nice to meet up with
you guys.
listener, first time guest.
Thanks, buddy.
And I reached out to you because I
was like, we talked to Wiley, wehad him on the episode and he was
talking about a story of someonethat was basically about to leave
the industry or at least thinkingabout it.
And then just like all of a suddenturn it around.
(00:42):
This is you, obviously.
And we're like, man, how did he
turn around so quick within one ortwo months?
And his pipe is so full headinginto the new year.
So I was like, dude, we got tohave a chat, see what you're
doing.
Because I'm sure there's a lot of
people that are in the samesituation of what you were, maybe.
six months ago.
And I'd love to kind of just pick
your brain and see what you'redoing differently and kind of go
(01:03):
from there.
No, for sure, man.
I'm open book.
So ask away.
Cool.
Kind of give us some context, like
when you started in the industryand kind of go from there.
Yeah, for sure.
So I got licensed in 2020 and I
was part of Scott Peckford's fivesteps to 5 million course, which
turned out to be the fundamentalsfor bricks.
And I owe a lot of success to thatkicking off point because I had no
idea what brokering was.
(01:23):
So I did that.
And then I was able to pull onScott Peckford's Heartstrings to
talk my way into 10 loans a month.
Just with our first responder
backgrounds, I just played to thatstory with him and he let me in.
So I was in 10 loans a month,hadn't funded a mortgage yet,
shelling out some cash forcoaching, but I knew there was a
better way to do this, that theseexperts had already carved the
path that I want to go on.
So I met up with this guy, Ryan
(01:44):
Wiley, had no idea who he was, buthe had some cool swagger to his
step.
He was coaching this webinar
model, crush out 60 million ayear.
12 hours a week, I was sold.
Right.
So I did a quarter of coachingwith him and I wanted more.
So I did another quarter and hehad reached out.
He's like, Hey man, I don't thinkyou're going to get value.
in this group coaching call, doyou want private coaching?
And I was like, shit, man, Ihaven't funded a mortgage.
(02:05):
How much money are you going togrease me here for?
To Ryan Wiley's credit, he's like,no, nothing, man.
You've already paid for 10 loans.
We can do one -on -one private
coaching if you're interested.
So I got one -on -one access to
Ryan Wiley before I even funded myfirst mortgage.
So now we're two quarters in.
The webinar model is up and
running.
My first year, I did about 12
million in volume, which I thoughtwas small potatoes.
We're talking to people that arelike, that's good for your first
(02:27):
year.
So I was loving life.
And then when Ryan Wiley hadpurchased 10 loans a month from
Scott Peckford.
He approached me on coming over to
do fulfillment for his book ofbusiness with the agent that he
had trained in Ontario.
And I was like, yeah, it's a no
brainer.
And then somehow I lost the
aggression to go into brokering.
And I started building out a
fulfillment business because Irealized it was minimal time
(02:47):
spent, no realtors to handle,minimal client interaction.
And I started building afulfillment business, handling all
the fulfillment for brokers.
At its peak, it was a six -figure
business with, I think we had sixbrokers I was doing fulfillment
for, and it was good.
But the challenges I had was
managing, let's just call itbroker personalities.
So six different brokers, sixdifferent business models, six
(03:08):
different people.
It was challenging.
So I started basically firingbrokers, ending relationships.
And September, October of 2024, Iwas just at my breaking point.
I had some things go on in thebusiness where it really rubbed me
the wrong way.
And I was like, I'm out.
I'm done.
I have a background in the film
industry.
So in Vancouver here, it's a
(03:31):
lucrative business, just likemortgage brokering.
I was going to go back into it.
I don't know how I got chatting
with Ryan.
I think Ryan was going to send an
intro over for fulfillment to abroker.
And I just was telling him like,I'm out, man.
I think I'm done.
Like my license is up in October.
I'm over it.
Like I'm just so spent.
And he was like, Hey, look at meand the boys back East.
We're building Tango Ontario out.
And I'm going to have my own brand
out of that, like come over, likegive me six months and like, let's
(03:52):
see what you can do.
And at the same time, my wife's
mat leaf was ending.
We didn't have daycare lined up.
That was another fail on my part,but you know, she wasn't going to
go back to work.
And now the why got really strong
for me.
Like I have a wife, a daughter,
the why is like, it's there.
So I was like, you know what,
let's go like six more months.
I'll give it to you.
So with blind faith, as always, Iwould trust Ryan anytime of the
(04:12):
day.
I joined him over on team Wiley
under you guys at Tango.
Nice.
That's awesome.
Taking that a step further, sort
of why don't you tell peoplewhat's come of that now and then
we'll unpack what you're doingdifferently now.
And just to give listenerscontext, to give listeners
context, Scott, you're a full-time firefighter still.
Yeah, I am.
I am a full -time firefighter here
in BC.
That's how me and Tom kind of got
connected originally.
He was the guy ahead of me that
(04:34):
was a firefighter entering theindustry.
To hit 12 mil in your first yearwhile working full -time, hit 12
mil in your first year whileworking full -time, that's pretty
fucking great, man.
Yeah, that was a wild year.
Our department was on a differentshift schedule at the time.
So I was like four days a week atthe fire department on top of
brokerage.
And there were some early mornings
and some late nights and justtrying to learn.
There's so much stuff to learn inyour first year as a mortgage
broker.
They don't even prep you for what
(04:55):
there is to learn.
You can do your course at whatever
school you do it at.
You're fucked going.
into the industry.
You don't have the slightest clue
on how to mortgage broker.
Yeah.
It's basically like getting thrownin the lake with no swimming
lesson.
basically like getting thrown in
the lake with no swimming lesson.
And then you're just like, okay,
swim to the side or you're dead.
So yeah.
yeah.
So now it's been a wild ride,
boys.
I owe everything to my wife.
She's been my biggest supporter.
(05:15):
And then next to her would be Ryan
Wiley.
We all know him personally, and he
is a legend.
Middle of October, me and Ryan had
the conversation.
By November, I was set up with my
lenders.
I was actually in a course for
five weeks for the firedepartment.
November.
And then I was in Mexico for three
weeks in December.
With all that being said, as of
the day of this recording, I havejust a hundred thousand shy of 18
million funded.
Wow.
In 2025 alone.
Yeah.
Wow.
That's amazing, man.
(05:36):
That's like family life -changingincome trajectory there.
It's a wild ride.
Like I was talking with my wife
yesterday about this over theweekend.
I had a goal like I wanted toreplace her income and give us a
buffer for like lifestyle upgradesand I think it was about 10
million in all of 2025.
And then she's like, what's the
goal now?I'm meeting with Ryan probably
before the time this podcast comesout to retool and refocus, but
(06:00):
maybe 40 million, maybe 50, I haveno idea.
But to look at the numbers now andsee that I'm 17 .9 million in the
last five months, it's surreal.
Like I've been in the industry now
for almost five years.
And I've always looked at guys
like you and all the other topnames that are in our worlds.
And I'm like, I don't know howthose guys do it.
Like, how do they get that muchconsistent business?
And now I'm drowning in it and Ihad to hire a full -time assistant
(06:22):
now and she's been absolutelyphenomenal.
She's plug and play.
And without her, I wouldn't be
able to keep going at these paces.
Yeah, I remember that text.
I got it from you three weeks ago.
You're like, dude, I will never go
back to not having fulfillment.
It is a game changer.
Yeah, she is an active broker.
And at some point she's going to
like go back to brokering and I'mdreading that day.
So hopefully my volumes can get toa point where...
I'm like, please don't go, juststay.
(06:43):
stay.
Yeah, he's a cushy job.
So let's unpack that, man.
Like in your eyes, your opinion,
what did you set up or dodifferently from the get -go from
when you had that meeting withRyan?
Like what were some of the thingsyou guys chatted about that made a
huge pivot for you and yourbusiness?
For sure, sure, yeah.
So I'm probably like every person
in this industry, like the shinyobject, you know, click funnels,
webinars, social media.
I get distracted and... I get
like, I don't know if lazy is theword, but I was doing social
(07:06):
media.
I do it for like a month and then
I'm like, ah, there's no revenuecoming here.
Like I'm done and I'd stop.
And then I do this for a month,
stop.
It was just consistency, man.
Like everyone that saysconsistency kills and the fortunes
in the follow -up, like that'swhat it was.
So for anyone that's not over atTango, like I'm BC, but like the
boys at Tango Ontario, like I'dhighly recommend you jump over
(07:27):
today and don't wait a day longer.
But Ryan and Team Wiley, what he's
posting out there, it's true.
Like we just stripped all the
noise out.
I put blinders up.
I got laser focused on what wasgoing to move the needle.
So I just did like simple thingsevery single day to get the
conversations flowing.
Nice.
I'm assuming it's a set of likenon -negotiables.
of like non -negotiables.
it look like today and how has it
evolved?100%.
So there's something aboutclicking a box on a Google
(07:48):
spreadsheet that's so liketherapeutic and like the greatest
feeling in the world.
And I had my like bootstrap
version and then Tom shared theTango Ontario one with me and it's
like formatted nice.
So it's really nice, but super
simple stuff.
Five text messages a day.
five Facebook messages a day, fiveInstagram DMs a day, like a voice
note to every person that followsme and just thanking them for the
follow and asking them if I canhelp them posting on Instagram
daily.
And I've always been doing my
(08:10):
email address to my network pasttwo years, but getting better and
over at Team Wiley, they have donefor you.
templates like i'm just likegetting pushed the information i
cut a quick video and then it'sdone so just very simplistic
things and then posting every reelthat we do to over to youtube and
like i haven't even like focusedon youtube i'll just put the reel
up there no captions just like setit and forget it and it's getting
(08:33):
like 400 views per video and yeahit's not 20 000 but like that's
400 people seeing my face thatthey wouldn't see otherwise yeah
that's amazing i always think likewith that you've already created
the content you might as well putit on the other platforms that's
amazing i always think like withthat you've already created the
content you might as well put iton the other platforms And I'm
always harassing Tom to be like,put that fucking video on YouTube.
(08:56):
And he's like, ah, it's not reallygetting anything there.
I'm like, but it's another 50.
It's another 200.
Yeah, for sure.
Eyeballs.
And you don't know that that couldbe the person that then connects
you to someone else.
And it's another 5 million added
to your book of business.
So it's all these little things
that seem simple, but they havethat compounding effect once you
start to stack them up.
And then it also gives you that
feeling like, hey, I've done agood day's work.
Because I've checked my boxeshere.
That's what I like about likethings like our ask challenges.
Like I used to sit at the end ofthe day and be like, okay, my
(09:18):
pipeline's X. This is the numberof brokers with us and shit like
that.
And be like, I could do more.
And I'd be sitting there with myfamily and be like, I can add
more.
I can add more and never feeling
satisfied.
And now I'm like, okay, I've done.
my day's work and the box ischecked if i want to add more i
can it's just gravy at that pointthough but it's not coming from
that feeling of need it's comingfrom a feeling of abundance which
(09:39):
you talked about as well and i dowant to transition just quickly to
that because i think you probablyexperienced this but i'm sure you
have a whole different mindsetabout yourself and about the
industry than you did going backOctober, 2024?
Oh yeah.
yeah.
I was like, I'm spiteful to myfault.
Like I was jaded.
It was frustrating doing the
fulfillment business and theissues that I had with the brokers
and stuff.
And I just wanted out.
I gave Ryan and my wife the sixmonths commitment.
I'm like, let's do it.
And now I have a completely
(10:01):
different like thought.
Like I was on the other end of
fulfillment, but looking at itfrom this set of eyes, like how
any broker that's producing.
let's say 10 million in a year,
you got to get fulfillment.
Like every industry icon, like
Scott Peckford, Ryan Wiley, youguys, everyone says get
fulfillment.
And we all hear it and we're like,
yeah, yeah, that's for like topproducing guys.
It is honestly the best.
And I wouldn't even like barter
(10:22):
for costs.
Like I know from being on that
side of things, like the industryhas spoken and the rates lower
than what I was charging at thistime.
But the lady I hired, like wedidn't even go back and forth.
I just said, like, I feel thatyou're worth like.
way more than what industrystandard is.
Like, let's do that.
And she was kind of caught off
guard by it.
But I mean, like, that's the most
like important thing.
And it's just surrounding yourself
with like -minded people.
(10:44):
So I don't get to see all the
Tango Ontario stuff because I'm inBC, but the culture that's getting
created here on this smallcommunity, I've been at a lot of
labels for brokerages.
And I feel like I found home with
Tango, you guys, Ryan, JasonHenneberry, like they're all like
-minded individuals.
And then the culture on Team
Wiley, like we meet once a day inthe morning just for like a
bullshit.
Like, you know, we didn't have it
(11:04):
for a week over spring break.
It felt like something was missing
from the day.
So just being around like those
types of personalities and havingan abundance mindset, I look at
the industry completely differentnow than I did in October of last
year.
It's very easy to have like a
negative mindset with the brokerspace right now, very easy to have
like a negative mindset with thebroker space right now, how it's
been in the last couple of years,like banks eating our lunch with
rates and losing deals.
(11:25):
the market just not really being
strong.
Like there's so many reasons to be
negative, but having thatabundance mindset, if you have
that, it's a game changer becausethere is business to be had.
And that's why I like having likethose big guns on our team too,
because there's strategy that wecan evolve in our business and tap
into.
And that's what brokers need
today.
It's only going to get there even
further of really needing thatstrategy.
But I really want to break downyour non -negotiables.
(11:46):
And I know you're kind of doingfive, five, five.
It sounds like for a lot of yourDMs, did you start at five or did
you start like at a lower number?Five was the absolute minimum.
was the absolute minimum.
Sometimes if I was on a roll or I
have a newborn or a young daughterat home, so like sometimes I'm
strapped for time.
You know what?
Like everyone says we're so busyand people, they find things to do
even though they're not busy.
to do like my non -negotiables
(12:08):
like if i was to hit like a timerand do it i'd probably crush it
out in like 30 to 40 minutes icould be doing more for sure and
sometimes i do more just because ihave the time but like five sure
it seems like a steep number anddaunting to some people but like
come on like It's five Facebookmessages.
It's five Instagram DMs.
Like it's very like childlike
numbers in my opinion.
(12:29):
So I did a couple of webinars the
last couple of months forfinancial advisors.
I upped it then to like 20 justbecause I wanted to drive traffic
to the webinar.
But the 20 opens a day compounded.
Like I've been tracking like myopens since like January.
And like we're sitting around 10,000 like.
interactions since then just withlike the email the opens and all
that stuff so like 555 whateverit's a good number it's easy it's
manageable you can still have likea life outside of that.
(12:50):
Are they custom for every one ofthem or are they all templated?
I know you're doing voice notes,but...
Yeah, the voice notes to therealtors and the followers,
obviously, are custom.
It's a mix.
I would say it's a 60 -40 customto template it because right now,
anyone who's in a mortgage from 5% and higher, they're primed to
refi.
So that one's kind of templated.
It's like, hey, look, if you're 5% or higher or you just signed a
(13:10):
mortgage in the last four months,let's talk.
Let's have a chat.
No strings.
15 minutes in and out.
Let's see if we can save you some
money.
Would you say that's the one
that's had the biggest impact?you say that's the one that's had
the biggest impact?out of all like the different
messages that you've had?I would say it's had a big chunk.
would say it's had a big chunk.
Like I have a couple amazing
(13:31):
industry partners, like financialadvisors who have high net worth
clients.
They're not rate sensitive, but
like they don't want to step overthousands of dollars, right?
And look past it.
So like I had a client last month,
it was like a $980 ,000 mortgage.
They were in a 6 .84 with a big
bank.
We broke it.
We paid the $15 ,000 IRD and theystill save like 81 ,000 over the
31 months remaining.
So those ones obviously helped the
(13:52):
pipeline, right?Like big dollar value.
mortgages help.
So yeah, that's awesome.
When you get those clients too, itsounds terrible, but they seem to
have a greater financialknowledge.
And they're more willing to seethat, whereas some people like
penalty and their alarm bells gooff and they don't give the grace
of allowing you to explain thestrategy versus sometimes the
higher net worth people have morefinancial acumen.
And it seems like it should be aharder pitch because it's a bigger
mortgage, but it ends up beingeasier because they understand the
nuts and bolts about how thingswork.
For sure.
Like early on in my career, I
(14:14):
would be so frustrated when Iwould work with the client or I
would pre -approve them and theywould leave for like 10 or 15
basis points.
And that's happening right now.
You see it.
on Facebook, like brokers ranting
and raving.
I'm a big believer in what
Henneberry and Ryan Wiley aredoing at Strategy Hub.
I'm not losing deals for rates.
I've lost one, but that was a
mistake on my part, not havingboth applicants on the call and
(14:35):
the husband pulled the strings atthe 11th hour.
But like outside of that one filein the last six months, I've been
winning them and I've been 50basis points higher.
I've been almost a full percenthigher because like, you know, the
advanced strategies made simplefor a consumer, like we're
flipping the script completely andsaving our clients, you know,
hundreds of thousands of dollars.
So it's like, hey, you can have.
your big blue mortgage at 3 .89today, or you can come with me for
(14:57):
4 .24.
But this is what I'm going to do
for you over the next 13 years.
And I will guarantee you that when
you call that bank back in sixweeks, like that person's gone.
Yeah, we were just chattingearlier this afternoon, just
really unpacking the man onestrategy and going deep on the
team.
And we've had Manulife come out a
couple of times too.
to our team calls and just trying
to like show the power of this.
And it's missed by so many people
(15:17):
brokers too, because they're like,Oh, this layer of complexity.
And we're like, Hey, fuck everyoneon the team, spend an hour or two
on the weekend.
Just get familiar with the
strategy because we're going hardon this.
We're going fucking hard on theman.
When you do it, it just, itchanges the whole conversation.
We always say the rate doesn'treally matter.
Now we're going to not just say,we're going to show you that it
doesn't matter.
man.
(15:37):
Yeah.
And like, you know, there's always
that like imposter syndrome, like,Am I actually worth 50 basis
points to this client?How can I take this client from
that bank and then pay that extramoney over a term?
And I got swagger to my step now.
I think we have the same contact
at Manulife there.
He's been an absolute workhorse
for me behind the scenes.
And I'm honestly crushing the
bank.
And I had a colleague from the
first responder world.
(15:58):
He left the industry because he
said that he's getting crushed bythe bank.
It's hard.
I'm loving it right now.
These strategies, having them inthe toolbox, And then working with
clients who have the financialadvisor, and maybe it's Acumen,
but I found that clients who haveadvisors, they get the whole 30
,000 -foot financial view.
Today, it might be more expensive,
but seven to 13 years from now,they're mortgage -free, they've
(16:19):
saved X, Y, and Z. It's just beena different mindset shift for me,
to say the least.
the least.
Are you working specifically withFAs, or are you still working with
realtors as well?What's your angle there, other
than your non -negotiables of DMs?allocate a specific amount of time
each day to connect with partnersor new partners to prospect?
So I don't want to give all thetricks away for Team Wiley.
the tricks away for Team Wiley.
Like if you want to know how to
(16:39):
scale your business, join us atTeam Wiley and the boys at Tango
Ontario.
Like reach out to me and I'll make
the connection.
But it's one of the things that I
got coached on was that why am Igoing wide?
I should just go deep.
And I was doing this right before
Brandon launched his BreakingBread to Make Bread series.
I identified like my last fiveyears of deals, where did they
(17:00):
come from?And like, there's consistent
realtors and financial advisors inthere.
So put the blinders on and Ifocused on those realtors.
So going out for coffees, going,you know, for drinks, I think what
kind of made this conversationhappen was I went out with one of
my top realtors one night and thenI showed up the next morning, hung
over on the call just because Iwanted to like keep my non
(17:21):
-negotiables going.
But I'm just like fostering my say
12 relationships and just goingreally deep on those and just
really building that.
relationship with them.
And that's where the deals havecome from now.
Like I'm not trying to gain morerealtors.
I'm just trying to like improvethe relationships I have with the
current ones.
It makes such a huge difference on
your business.
And it's a ton of fun because you
(17:43):
end up just working with yourfriends and you're like, makes
such a huge difference on yourbusiness.
And it's a ton of fun because youend up just working with your
friends and you're like, okay, Ienjoy hanging out with you.
We do business together.
I feed your family, you feed my
family and circle just keepsgoing.
Like I personally love it.
Tom and I had the same thing where
we were like, Hey, we've gonewide.
We've tried that.
It works to a certain degree, but
it's just a whole mess ofheadaches and a barrage of dealing
(18:05):
with people who don't know how tosend the right leads, that kind of
thing.
Versus now, we're fairly deep with
the people we have and we're goingeven deeper.
Like tomorrow, I'm hitting theroad.
driving two and a half hours.
I've got like a lawyer lunch,
realtor dinner, cocktails,coffees, the credit card just
going to be tapping.
But it's going to be like probably
14, 16 hour day by the end of it.
But I know that's going to have a
(18:25):
huge positive impact on ourmortgage book.
Yeah, exactly.
Like I was out Thursday of last
week.
I had three stacked in one day.
I was caffeinated up the ass withthe coffees.
And then I got three tomorrow onWednesday.
And what I found now is like thepartners that I have, you know, we
had conversations really, how canwe improve this?
Or like, how can I help you?And now we're creating ecosystems
around our world.
So like the one FA I work with,
(18:45):
he's like my go -to, he's a buddyof mine.
He brought in his accountantpartner.
And then, so I met with theaccountant and then the
accountant's like, we should bringour lawyer in.
So I'm almost at the point nowwhere I might take a page out of
Wiley's book and like get thedinner club going and like meet,
you know, once a quarter, nicesteakhouse downtown, pick up the
tab and just get like, you know,seven, eight high -end
professionals in a room.
like rub shoulders with them and
see what can come from it.
Right.
And like, I was trying to build mybusiness on realtors and it's
(19:06):
exhausting.
Like we all know it, like they're
creatures of a different habit.
Like they are up late.
Like my one top realtor, becauseI'm an early riser and he's a late
riser, our crossover hours waslike 4 30 AM.
He was like just wrapping hisnight up and I was just starting
my day.
So that's when we were chatting
and I'm like, wow, this is weird.
The late night calls and.
(19:27):
Their books are down.
So my top realtors, I'm like, how
can I help you?And we've got some strategies that
we're employing inside thoserealtors business that I'm trying
to bring revenue to theirbusiness.
And they're like, no person hasever done that for me as a
mortgage broker.
And then I'm like, that's why we
work together.
Like that's the value add folks.
Like that's where I bring themoney to the table.
We make bread, right?Yeah.
(19:48):
I'm putting on a spot withpercentages here.
You might not know it, but if youhad to like break down.
the volume that you've had in 2025in terms of the percentage of
where that business came from.
Do you know where that would come
from?Like whether it's realtors, past
clients, client referrals, FAs, doyou have a good idea of like what
that percentage is like?I would say it's like even split,
like a third to realtors, a thirdto FAs and a third just to like my
(20:08):
COI.
Like Vancouver and Toronto, we're
the same, like real estate's ahobby and everyone's like, oh, no
one's buying.
I'm like, well, that's interesting
because I have like five purchasefiles like on the go right now.
So people are buying like, yeah,sure.
There's stuff going on down Southand there's uncertainty, but.
Like if people are getting marriedor people getting divorced or
families are growing, like peoplegot to move and buy.
So abundance mindset again, likeit's out there.
So I'm almost thinking like I'mprobably going to double down on
(20:28):
like my FA and accountant partnersjust because it's a different
client, right?Like the COFs, like purchase
files, like they're fun, but COFsadd.
a layer of complexity.
And as we get busier, like lender
turnaround time gets longer andlonger.
And now, you know, we're fightingturnarounds.
Yeah.
We always say that like purchases,
it's kind of like doing drugs.
I'm not advocating doing drugs,
but like purchases are reallyaddictive and you're like, okay,
it's kind of fun to feel this buzzand be like chain smoking and
(20:48):
getting through this likestressful period.
And then you have the refis, whichsometimes they're just like
cruising and you feel like I'm notreally doing too much on that.
But then all of a sudden they fundand you're like, oh, that was
easy.
I was just saying that to you last
week where he's like, that to youlast week where he's like, man, I
feel kind of like down on the piperight now.
And then I was looking back, I waslike, well, actually it's not,
(21:10):
it's just, we're a bit lower onpurchases and the refis are up.
And the refis almost don't feelreal sometimes because like the
purchase is just like, you gotthis like stress and anxiety with
it.
So I agree, like more refi and
renewal business is beautiful.
It's a beautiful thing.
And that's not to say ditch yourrealtor partners.
I think what you're doing rightnow is keeping that core unit
tight, going deep with them andthen branching out to other
referral partners or just doublingdown.
on your database or social.
(21:31):
I agree.
That's kind of what I'm doingright now too.
All right.
Well, Scott, thank you for coming
on and sharing with us today.
I'm stoked to have you back on
because I know you have a fewother things in the works.
So we'll circle back in six monthsor so or see what the full 2025
looks like.
Hopefully you're hitting that 50,
60 million goal you have.
(21:52):
But congrats, buddy.
I'm stoked to see your renewedoptimism and enthusiasm for the
industry.
And it's awesome to have you be a
part of Tango contributing to ourculture here.
Thanks, fellas.
And I'll leave one last thought
here.
You know, brokering can be a
lonely world.
If anyone's listening to this and
they want to like take theirbusiness to the next level, like
DM me on Instagram.
You can find me and I'll hook you
up and you can have a chat withRyan about Team Wiley and Tango
(22:14):
because I think it's the team tojoin.
It's transformational for yourbusiness.
Thanks, man.
We're not paying Scott, by the
way.
No payment was paid for that, but
we will definitely take it.
Thank you, Scott.
Cheers, Ben.
Okay, thanks, boys.
Hello, everyone.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love here with Tom
Moffitt.
And today we have a special guest,
Scott Sarai.
Scott, you're a beauty.
We've been connected with you forquite some time.
I know you've had a tremendousgrowth trajectory recently.
Going back a year ago, you weredoing fulfillment and kind of
thinking of exiting the industry.
And now you're like fully rocking
(00:21):
and rolling and crushing it.
So thanks for coming on today and
sharing your journey witheveryone.
My pleasure, fellas.
It's always nice to meet up with
you guys.
listener, first time guest.
Thanks, buddy.
And I reached out to you because I
was like, we talked to Wiley, wehad him on the episode and he was
talking about a story of someonethat was basically about to leave
the industry or at least thinkingabout it.
And then just like all of a suddenturn it around.
(00:42):
This is you, obviously.
And we're like, man, how did he
turn around so quick within one ortwo months?
And his pipe is so full headinginto the new year.
So I was like, dude, we got tohave a chat, see what you're
doing.
Because I'm sure there's a lot of
people that are in the samesituation of what you were, maybe.
six months ago.
And I'd love to kind of just pick
your brain and see what you'redoing differently and kind of go
(01:03):
from there.
No, for sure, man.
I'm open book.
So ask away.
Cool.
Kind of give us some context, like
when you started in the industryand kind of go from there.
Yeah, for sure.
So I got licensed in 2020 and I
was part of Scott Peckford's fivesteps to 5 million course, which
turned out to be the fundamentalsfor bricks.
And I owe a lot of success to thatkicking off point because I had no
idea what brokering was.
(01:23):
So I did that.
And then I was able to pull onScott Peckford's Heartstrings to
talk my way into 10 loans a month.
Just with our first responder
backgrounds, I just played to thatstory with him and he let me in.
So I was in 10 loans a month,hadn't funded a mortgage yet,
shelling out some cash forcoaching, but I knew there was a
better way to do this, that theseexperts had already carved the
path that I want to go on.
So I met up with this guy, Ryan
(01:44):
Wiley, had no idea who he was, buthe had some cool swagger to his
step.
He was coaching this webinar
model, crush out 60 million ayear.
12 hours a week, I was sold.
Right.
So I did a quarter of coachingwith him and I wanted more.
So I did another quarter and hehad reached out.
He's like, Hey man, I don't thinkyou're going to get value.
in this group coaching call, doyou want private coaching?
And I was like, shit, man, Ihaven't funded a mortgage.
(02:05):
How much money are you going togrease me here for?
To Ryan Wiley's credit, he's like,no, nothing, man.
You've already paid for 10 loans.
We can do one -on -one private
coaching if you're interested.
So I got one -on -one access to
Ryan Wiley before I even funded myfirst mortgage.
So now we're two quarters in.
The webinar model is up and
running.
My first year, I did about 12
million in volume, which I thoughtwas small potatoes.
We're talking to people that arelike, that's good for your first
(02:27):
year.
So I was loving life.
And then when Ryan Wiley hadpurchased 10 loans a month from
Scott Peckford.
He approached me on coming over to
do fulfillment for his book ofbusiness with the agent that he
had trained in Ontario.
And I was like, yeah, it's a no
brainer.
And then somehow I lost the
aggression to go into brokering.
And I started building out a
fulfillment business because Irealized it was minimal time
(02:47):
spent, no realtors to handle,minimal client interaction.
And I started building afulfillment business, handling all
the fulfillment for brokers.
At its peak, it was a six -figure
business with, I think we had sixbrokers I was doing fulfillment
for, and it was good.
But the challenges I had was
managing, let's just call itbroker personalities.
So six different brokers, sixdifferent business models, six
(03:08):
different people.
It was challenging.
So I started basically firingbrokers, ending relationships.
And September, October of 2024, Iwas just at my breaking point.
I had some things go on in thebusiness where it really rubbed me
the wrong way.
And I was like, I'm out.
I'm done.
I have a background in the film
industry.
So in Vancouver here, it's a
(03:31):
lucrative business, just likemortgage brokering.
I was going to go back into it.
I don't know how I got chatting
with Ryan.
I think Ryan was going to send an
intro over for fulfillment to abroker.
And I just was telling him like,I'm out, man.
I think I'm done.
Like my license is up in October.
I'm over it.
Like I'm just so spent.
And he was like, Hey, look at meand the boys back East.
We're building Tango Ontario out.
And I'm going to have my own brand
out of that, like come over, likegive me six months and like, let's
(03:52):
see what you can do.
And at the same time, my wife's
mat leaf was ending.
We didn't have daycare lined up.
That was another fail on my part,but you know, she wasn't going to
go back to work.
And now the why got really strong
for me.
Like I have a wife, a daughter,
the why is like, it's there.
So I was like, you know what,
let's go like six more months.
I'll give it to you.
So with blind faith, as always, Iwould trust Ryan anytime of the
(04:12):
day.
I joined him over on team Wiley
under you guys at Tango.
Nice.
That's awesome.
Taking that a step further, sort
of why don't you tell peoplewhat's come of that now and then
we'll unpack what you're doingdifferently now.
And just to give listenerscontext, to give listeners
context, Scott, you're a full-time firefighter still.
Yeah, I am.
I am a full -time firefighter here
in BC.
That's how me and Tom kind of got
connected originally.
He was the guy ahead of me that
(04:34):
was a firefighter entering theindustry.
To hit 12 mil in your first yearwhile working full -time, hit 12
mil in your first year whileworking full -time, that's pretty
fucking great, man.
Yeah, that was a wild year.
Our department was on a differentshift schedule at the time.
So I was like four days a week atthe fire department on top of
brokerage.
And there were some early mornings
and some late nights and justtrying to learn.
There's so much stuff to learn inyour first year as a mortgage
broker.
They don't even prep you for what
(04:55):
there is to learn.
You can do your course at whatever
school you do it at.
You're fucked going.
into the industry.
You don't have the slightest clue
on how to mortgage broker.
Yeah.
It's basically like getting thrownin the lake with no swimming
lesson.
basically like getting thrown in
the lake with no swimming lesson.
And then you're just like, okay,
swim to the side or you're dead.
So yeah.
yeah.
So now it's been a wild ride,
boys.
I owe everything to my wife.
She's been my biggest supporter.
(05:15):
And then next to her would be Ryan
Wiley.
We all know him personally, and he
is a legend.
Middle of October, me and Ryan had
the conversation.
By November, I was set up with my
lenders.
I was actually in a course for
five weeks for the firedepartment.
November.
And then I was in Mexico for three
weeks in December.
With all that being said, as of
the day of this recording, I havejust a hundred thousand shy of 18
million funded.
Wow.
In 2025 alone.
Yeah.
Wow.
That's amazing, man.
(05:36):
That's like family life -changingincome trajectory there.
It's a wild ride.
Like I was talking with my wife
yesterday about this over theweekend.
I had a goal like I wanted toreplace her income and give us a
buffer for like lifestyle upgradesand I think it was about 10
million in all of 2025.
And then she's like, what's the
goal now?I'm meeting with Ryan probably
before the time this podcast comesout to retool and refocus, but
(06:00):
maybe 40 million, maybe 50, I haveno idea.
But to look at the numbers now andsee that I'm 17 .9 million in the
last five months, it's surreal.
Like I've been in the industry now
for almost five years.
And I've always looked at guys
like you and all the other topnames that are in our worlds.
And I'm like, I don't know howthose guys do it.
Like, how do they get that muchconsistent business?
And now I'm drowning in it and Ihad to hire a full -time assistant
(06:22):
now and she's been absolutelyphenomenal.
She's plug and play.
And without her, I wouldn't be
able to keep going at these paces.
Yeah, I remember that text.
I got it from you three weeks ago.
You're like, dude, I will never go
back to not having fulfillment.
It is a game changer.
Yeah, she is an active broker.
And at some point she's going to
like go back to brokering and I'mdreading that day.
So hopefully my volumes can get toa point where...
I'm like, please don't go, juststay.
(06:43):
stay.
Yeah, he's a cushy job.
So let's unpack that, man.
Like in your eyes, your opinion,
what did you set up or dodifferently from the get -go from
when you had that meeting withRyan?
Like what were some of the thingsyou guys chatted about that made a
huge pivot for you and yourbusiness?
For sure, sure, yeah.
So I'm probably like every person
in this industry, like the shinyobject, you know, click funnels,
webinars, social media.
I get distracted and... I get
like, I don't know if lazy is theword, but I was doing social
(07:06):
media.
I do it for like a month and then
I'm like, ah, there's no revenuecoming here.
Like I'm done and I'd stop.
And then I do this for a month,
stop.
It was just consistency, man.
Like everyone that saysconsistency kills and the fortunes
in the follow -up, like that'swhat it was.
So for anyone that's not over atTango, like I'm BC, but like the
boys at Tango Ontario, like I'dhighly recommend you jump over
(07:27):
today and don't wait a day longer.
But Ryan and Team Wiley, what he's
posting out there, it's true.
Like we just stripped all the
noise out.
I put blinders up.
I got laser focused on what wasgoing to move the needle.
So I just did like simple thingsevery single day to get the
conversations flowing.
Nice.
I'm assuming it's a set of likenon -negotiables.
of like non -negotiables.
it look like today and how has it
evolved?100%.
So there's something aboutclicking a box on a Google
(07:48):
spreadsheet that's so liketherapeutic and like the greatest
feeling in the world.
And I had my like bootstrap
version and then Tom shared theTango Ontario one with me and it's
like formatted nice.
So it's really nice, but super
simple stuff.
Five text messages a day.
five Facebook messages a day, fiveInstagram DMs a day, like a voice
note to every person that followsme and just thanking them for the
follow and asking them if I canhelp them posting on Instagram
daily.
And I've always been doing my
(08:10):
email address to my network pasttwo years, but getting better and
over at Team Wiley, they have donefor you.
templates like i'm just likegetting pushed the information i
cut a quick video and then it'sdone so just very simplistic
things and then posting every reelthat we do to over to youtube and
like i haven't even like focusedon youtube i'll just put the reel
up there no captions just like setit and forget it and it's getting
(08:33):
like 400 views per video and yeahit's not 20 000 but like that's
400 people seeing my face thatthey wouldn't see otherwise yeah
that's amazing i always think likewith that you've already created
the content you might as well putit on the other platforms that's
amazing i always think like withthat you've already created the
content you might as well put iton the other platforms And I'm
always harassing Tom to be like,put that fucking video on YouTube.
(08:56):
And he's like, ah, it's not reallygetting anything there.
I'm like, but it's another 50.
It's another 200.
Yeah, for sure.
Eyeballs.
And you don't know that that couldbe the person that then connects
you to someone else.
And it's another 5 million added
to your book of business.
So it's all these little things
that seem simple, but they havethat compounding effect once you
start to stack them up.
And then it also gives you that
feeling like, hey, I've done agood day's work.
Because I've checked my boxeshere.
That's what I like about likethings like our ask challenges.
Like I used to sit at the end ofthe day and be like, okay, my
(09:18):
pipeline's X. This is the numberof brokers with us and shit like
that.
And be like, I could do more.
And I'd be sitting there with myfamily and be like, I can add
more.
I can add more and never feeling
satisfied.
And now I'm like, okay, I've done.
my day's work and the box ischecked if i want to add more i
can it's just gravy at that pointthough but it's not coming from
that feeling of need it's comingfrom a feeling of abundance which
(09:39):
you talked about as well and i dowant to transition just quickly to
that because i think you probablyexperienced this but i'm sure you
have a whole different mindsetabout yourself and about the
industry than you did going backOctober, 2024?
Oh yeah.
yeah.
I was like, I'm spiteful to myfault.
Like I was jaded.
It was frustrating doing the
fulfillment business and theissues that I had with the brokers
and stuff.
And I just wanted out.
I gave Ryan and my wife the sixmonths commitment.
I'm like, let's do it.
And now I have a completely
(10:01):
different like thought.
Like I was on the other end of
fulfillment, but looking at itfrom this set of eyes, like how
any broker that's producing.
let's say 10 million in a year,
you got to get fulfillment.
Like every industry icon, like
Scott Peckford, Ryan Wiley, youguys, everyone says get
fulfillment.
And we all hear it and we're like,
yeah, yeah, that's for like topproducing guys.
It is honestly the best.
And I wouldn't even like barter
(10:22):
for costs.
Like I know from being on that
side of things, like the industryhas spoken and the rates lower
than what I was charging at thistime.
But the lady I hired, like wedidn't even go back and forth.
I just said, like, I feel thatyou're worth like.
way more than what industrystandard is.
Like, let's do that.
And she was kind of caught off
guard by it.
But I mean, like, that's the most
like important thing.
And it's just surrounding yourself
with like -minded people.
(10:44):
So I don't get to see all the
Tango Ontario stuff because I'm inBC, but the culture that's getting
created here on this smallcommunity, I've been at a lot of
labels for brokerages.
And I feel like I found home with
Tango, you guys, Ryan, JasonHenneberry, like they're all like
-minded individuals.
And then the culture on Team
Wiley, like we meet once a day inthe morning just for like a
bullshit.
Like, you know, we didn't have it
(11:04):
for a week over spring break.
It felt like something was missing
from the day.
So just being around like those
types of personalities and havingan abundance mindset, I look at
the industry completely differentnow than I did in October of last
year.
It's very easy to have like a
negative mindset with the brokerspace right now, very easy to have
like a negative mindset with thebroker space right now, how it's
been in the last couple of years,like banks eating our lunch with
rates and losing deals.
(11:25):
the market just not really being
strong.
Like there's so many reasons to be
negative, but having thatabundance mindset, if you have
that, it's a game changer becausethere is business to be had.
And that's why I like having likethose big guns on our team too,
because there's strategy that wecan evolve in our business and tap
into.
And that's what brokers need
today.
It's only going to get there even
further of really needing thatstrategy.
But I really want to break downyour non -negotiables.
(11:46):
And I know you're kind of doingfive, five, five.
It sounds like for a lot of yourDMs, did you start at five or did
you start like at a lower number?Five was the absolute minimum.
was the absolute minimum.
Sometimes if I was on a roll or I
have a newborn or a young daughterat home, so like sometimes I'm
strapped for time.
You know what?
Like everyone says we're so busyand people, they find things to do
even though they're not busy.
to do like my non -negotiables
(12:08):
like if i was to hit like a timerand do it i'd probably crush it
out in like 30 to 40 minutes icould be doing more for sure and
sometimes i do more just because ihave the time but like five sure
it seems like a steep number anddaunting to some people but like
come on like It's five Facebookmessages.
It's five Instagram DMs.
Like it's very like childlike
numbers in my opinion.
(12:29):
So I did a couple of webinars the
last couple of months forfinancial advisors.
I upped it then to like 20 justbecause I wanted to drive traffic
to the webinar.
But the 20 opens a day compounded.
Like I've been tracking like myopens since like January.
And like we're sitting around 10,000 like.
interactions since then just withlike the email the opens and all
that stuff so like 555 whateverit's a good number it's easy it's
manageable you can still have likea life outside of that.
(12:50):
Are they custom for every one ofthem or are they all templated?
I know you're doing voice notes,but...
Yeah, the voice notes to therealtors and the followers,
obviously, are custom.
It's a mix.
I would say it's a 60 -40 customto template it because right now,
anyone who's in a mortgage from 5% and higher, they're primed to
refi.
So that one's kind of templated.
It's like, hey, look, if you're 5% or higher or you just signed a
(13:10):
mortgage in the last four months,let's talk.
Let's have a chat.
No strings.
15 minutes in and out.
Let's see if we can save you some
money.
Would you say that's the one
that's had the biggest impact?you say that's the one that's had
the biggest impact?out of all like the different
messages that you've had?I would say it's had a big chunk.
would say it's had a big chunk.
Like I have a couple amazing
(13:31):
industry partners, like financialadvisors who have high net worth
clients.
They're not rate sensitive, but
like they don't want to step overthousands of dollars, right?
And look past it.
So like I had a client last month,
it was like a $980 ,000 mortgage.
They were in a 6 .84 with a big
bank.
We broke it.
We paid the $15 ,000 IRD and theystill save like 81 ,000 over the
31 months remaining.
So those ones obviously helped the
(13:52):
pipeline, right?Like big dollar value.
mortgages help.
So yeah, that's awesome.
When you get those clients too, itsounds terrible, but they seem to
have a greater financialknowledge.
And they're more willing to seethat, whereas some people like
penalty and their alarm bells gooff and they don't give the grace
of allowing you to explain thestrategy versus sometimes the
higher net worth people have morefinancial acumen.
And it seems like it should be aharder pitch because it's a bigger
mortgage, but it ends up beingeasier because they understand the
nuts and bolts about how thingswork.
For sure.
Like early on in my career, I
(14:14):
would be so frustrated when Iwould work with the client or I
would pre -approve them and theywould leave for like 10 or 15
basis points.
And that's happening right now.
You see it.
on Facebook, like brokers ranting
and raving.
I'm a big believer in what
Henneberry and Ryan Wiley aredoing at Strategy Hub.
I'm not losing deals for rates.
I've lost one, but that was a
mistake on my part, not havingboth applicants on the call and
(14:35):
the husband pulled the strings atthe 11th hour.
But like outside of that one filein the last six months, I've been
winning them and I've been 50basis points higher.
I've been almost a full percenthigher because like, you know, the
advanced strategies made simplefor a consumer, like we're
flipping the script completely andsaving our clients, you know,
hundreds of thousands of dollars.
So it's like, hey, you can have.
your big blue mortgage at 3 .89today, or you can come with me for
(14:57):
4 .24.
But this is what I'm going to do
for you over the next 13 years.
And I will guarantee you that when
you call that bank back in sixweeks, like that person's gone.
Yeah, we were just chattingearlier this afternoon, just
really unpacking the man onestrategy and going deep on the
team.
And we've had Manulife come out a
couple of times too.
to our team calls and just trying
to like show the power of this.
And it's missed by so many people
(15:17):
brokers too, because they're like,Oh, this layer of complexity.
And we're like, Hey, fuck everyoneon the team, spend an hour or two
on the weekend.
Just get familiar with the
strategy because we're going hardon this.
We're going fucking hard on theman.
When you do it, it just, itchanges the whole conversation.
We always say the rate doesn'treally matter.
Now we're going to not just say,we're going to show you that it
doesn't matter.
man.
(15:37):
Yeah.
And like, you know, there's always
that like imposter syndrome, like,Am I actually worth 50 basis
points to this client?How can I take this client from
that bank and then pay that extramoney over a term?
And I got swagger to my step now.
I think we have the same contact
at Manulife there.
He's been an absolute workhorse
for me behind the scenes.
And I'm honestly crushing the
bank.
And I had a colleague from the
first responder world.
(15:58):
He left the industry because he
said that he's getting crushed bythe bank.
It's hard.
I'm loving it right now.
These strategies, having them inthe toolbox, And then working with
clients who have the financialadvisor, and maybe it's Acumen,
but I found that clients who haveadvisors, they get the whole 30
,000 -foot financial view.
Today, it might be more expensive,
but seven to 13 years from now,they're mortgage -free, they've
(16:19):
saved X, Y, and Z. It's just beena different mindset shift for me,
to say the least.
the least.
Are you working specifically withFAs, or are you still working with
realtors as well?What's your angle there, other
than your non -negotiables of DMs?allocate a specific amount of time
each day to connect with partnersor new partners to prospect?
So I don't want to give all thetricks away for Team Wiley.
the tricks away for Team Wiley.
Like if you want to know how to
(16:39):
scale your business, join us atTeam Wiley and the boys at Tango
Ontario.
Like reach out to me and I'll make
the connection.
But it's one of the things that I
got coached on was that why am Igoing wide?
I should just go deep.
And I was doing this right before
Brandon launched his BreakingBread to Make Bread series.
I identified like my last fiveyears of deals, where did they
(17:00):
come from?And like, there's consistent
realtors and financial advisors inthere.
So put the blinders on and Ifocused on those realtors.
So going out for coffees, going,you know, for drinks, I think what
kind of made this conversationhappen was I went out with one of
my top realtors one night and thenI showed up the next morning, hung
over on the call just because Iwanted to like keep my non
(17:21):
-negotiables going.
But I'm just like fostering my say
12 relationships and just goingreally deep on those and just
really building that.
relationship with them.
And that's where the deals havecome from now.
Like I'm not trying to gain morerealtors.
I'm just trying to like improvethe relationships I have with the
current ones.
It makes such a huge difference on
your business.
And it's a ton of fun because you
(17:43):
end up just working with yourfriends and you're like, makes
such a huge difference on yourbusiness.
And it's a ton of fun because youend up just working with your
friends and you're like, okay, Ienjoy hanging out with you.
We do business together.
I feed your family, you feed my
family and circle just keepsgoing.
Like I personally love it.
Tom and I had the same thing where
we were like, Hey, we've gonewide.
We've tried that.
It works to a certain degree, but
it's just a whole mess ofheadaches and a barrage of dealing
(18:05):
with people who don't know how tosend the right leads, that kind of
thing.
Versus now, we're fairly deep with
the people we have and we're goingeven deeper.
Like tomorrow, I'm hitting theroad.
driving two and a half hours.
I've got like a lawyer lunch,
realtor dinner, cocktails,coffees, the credit card just
going to be tapping.
But it's going to be like probably
14, 16 hour day by the end of it.
But I know that's going to have a
(18:25):
huge positive impact on ourmortgage book.
Yeah, exactly.
Like I was out Thursday of last
week.
I had three stacked in one day.
I was caffeinated up the ass withthe coffees.
And then I got three tomorrow onWednesday.
And what I found now is like thepartners that I have, you know, we
had conversations really, how canwe improve this?
Or like, how can I help you?And now we're creating ecosystems
around our world.
So like the one FA I work with,
(18:45):
he's like my go -to, he's a buddyof mine.
He brought in his accountantpartner.
And then, so I met with theaccountant and then the
accountant's like, we should bringour lawyer in.
So I'm almost at the point nowwhere I might take a page out of
Wiley's book and like get thedinner club going and like meet,
you know, once a quarter, nicesteakhouse downtown, pick up the
tab and just get like, you know,seven, eight high -end
professionals in a room.
like rub shoulders with them and
see what can come from it.
Right.
And like, I was trying to build mybusiness on realtors and it's
(19:06):
exhausting.
Like we all know it, like they're
creatures of a different habit.
Like they are up late.
Like my one top realtor, becauseI'm an early riser and he's a late
riser, our crossover hours waslike 4 30 AM.
He was like just wrapping hisnight up and I was just starting
my day.
So that's when we were chatting
and I'm like, wow, this is weird.
The late night calls and.
(19:27):
Their books are down.
So my top realtors, I'm like, how
can I help you?And we've got some strategies that
we're employing inside thoserealtors business that I'm trying
to bring revenue to theirbusiness.
And they're like, no person hasever done that for me as a
mortgage broker.
And then I'm like, that's why we
work together.
Like that's the value add folks.
Like that's where I bring themoney to the table.
We make bread, right?Yeah.
(19:48):
I'm putting on a spot withpercentages here.
You might not know it, but if youhad to like break down.
the volume that you've had in 2025in terms of the percentage of
where that business came from.
Do you know where that would come
from?Like whether it's realtors, past
clients, client referrals, FAs, doyou have a good idea of like what
that percentage is like?I would say it's like even split,
like a third to realtors, a thirdto FAs and a third just to like my
(20:08):
COI.
Like Vancouver and Toronto, we're
the same, like real estate's ahobby and everyone's like, oh, no
one's buying.
I'm like, well, that's interesting
because I have like five purchasefiles like on the go right now.
So people are buying like, yeah,sure.
There's stuff going on down Southand there's uncertainty, but.
Like if people are getting marriedor people getting divorced or
families are growing, like peoplegot to move and buy.
So abundance mindset again, likeit's out there.
So I'm almost thinking like I'mprobably going to double down on
(20:28):
like my FA and accountant partnersjust because it's a different
client, right?Like the COFs, like purchase
files, like they're fun, but COFsadd.
a layer of complexity.
And as we get busier, like lender
turnaround time gets longer andlonger.
And now, you know, we're fightingturnarounds.
Yeah.
We always say that like purchases,
it's kind of like doing drugs.
I'm not advocating doing drugs,
but like purchases are reallyaddictive and you're like, okay,
it's kind of fun to feel this buzzand be like chain smoking and
(20:48):
getting through this likestressful period.
And then you have the refis, whichsometimes they're just like
cruising and you feel like I'm notreally doing too much on that.
But then all of a sudden they fundand you're like, oh, that was
easy.
I was just saying that to you last
week where he's like, that to youlast week where he's like, man, I
feel kind of like down on the piperight now.
And then I was looking back, I waslike, well, actually it's not,
(21:10):
it's just, we're a bit lower onpurchases and the refis are up.
And the refis almost don't feelreal sometimes because like the
purchase is just like, you gotthis like stress and anxiety with
it.
So I agree, like more refi and
renewal business is beautiful.
It's a beautiful thing.
And that's not to say ditch yourrealtor partners.
I think what you're doing rightnow is keeping that core unit
tight, going deep with them andthen branching out to other
referral partners or just doublingdown.
on your database or social.
(21:31):
I agree.
That's kind of what I'm doingright now too.
All right.
Well, Scott, thank you for coming
on and sharing with us today.
I'm stoked to have you back on
because I know you have a fewother things in the works.
So we'll circle back in six monthsor so or see what the full 2025
looks like.
Hopefully you're hitting that 50,
60 million goal you have.
(21:52):
But congrats, buddy.
I'm stoked to see your renewedoptimism and enthusiasm for the
industry.
And it's awesome to have you be a
part of Tango contributing to ourculture here.
Thanks, fellas.
And I'll leave one last thought
here.
You know, brokering can be a
lonely world.
If anyone's listening to this and
they want to like take theirbusiness to the next level, like
DM me on Instagram.
You can find me and I'll hook you
up and you can have a chat withRyan about Team Wiley and Tango
(22:14):
because I think it's the team tojoin.
It's transformational for yourbusiness.
Thanks, man.
We're not paying Scott, by the
way.
No payment was paid for that, but
we will definitely take it.
Thank you, Scott.
Cheers, Ben.
Okay, thanks, boys.
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