648: This Mistake is Costing You Big Time

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