618: How to Turn Leads Into More Leads - Réal LeBlanc

Having a great process can be your most powerful prospecting tool.

 

On today’s episode, Réal LeBlanc shares how he’s grown a thriving mortgage business by perfecting his process.

 

In this episode we will cover:

1. Proven tips for conducting an effective discovery call.
2. Why mindset plays a bigger role in success than you might think.
3. How a good process with your leads can be the best marketing strategy.

 

To connect with Réal LeBlanc, you can check out his Instagram.

 

Follow me on Instagram: https://www.instagram.com/scottpeckford/

I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

 

I Love Mortgage Brokering is brought to you by Finmo. 

To learn more, visit: www.finmo.ca/ilmb

 

In this episode, I had an inspiring chat with Réal LeBlanc, a mortgage broker from Calgary who’s rocking it with over $50 million in annual deals. Réal’s approach to creating exceptional client experiences through detailed discovery calls and empathy is a game-changer. We explored how mindset plays a pivotal role in success, why having a solid process can generate leads from existing clients, and how his commitment to education and transparency leaves clients feeling empowered. If you're looking to sharpen your client interactions and grow your business, you’ll love this episode.

Here are the talking points we covered:

• How Réal structures his calls to mirror lender thinking.
• Real-time underwriting and educating clients about their files to build trust.
• Why grit and a positive mindset have been foundational to Réal’s growth.
• The power of humility and continuously improving processes.
• Educating clients to leave them confident and informed.
• How a great experience turns one client into multiple leads through referrals.
• Staying in touch post-closing through monthly email campaigns with a personal touch.