638: How to Break $25 Million Without Burnout

Most brokers hit a plateau at $20–30 million. What does it really take to break through that ceiling and build a $100M mortgage business?

In this episode, Scott shares five actionable strategies for scaling your mortgage business beyond $30 million. Based on conversations with high-performing brokers like Nate Atkin and Renee Huse, Scott breaks down what it takes to scale sustainably—without burning out or building the wrong team.

We’ll cover:

1. Building a Production Team Around Your Superpower - Focusing on what you do best—usually client-facing work—and hiring support to handle the rest, just like a dentist manages multiple chairs.
2. Avoiding Hiring Agents Who Want to Be You - Looking for team members who want stability, not people who plan to learn from you and leave.
3. Hiring in Stages, Not All at Once - Starting with fulfillment, then adding an underwriter, and finally a junior salesperson when needed.
4. Paying Bonuses Based on Units, Not Volume - Tracking workload by file count instead of dollar amount to reward effort fairly and sustainably.
   
5. Protecting Your Time by Avoiding Agent Management - Focusing on your production team instead of managing agents, so you can scale without constant interruptions.

 

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