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]Scott Westlake is a mortgage broker with Denova Group. He started in the industry working for RBC as a mortgage specialist but found the environment to be limiting. In 2003 he co-founded Denova Group & Denova Lending Solutions so he could better serve his clients. Scott talks about how he gets his mailbox to zero, and how his red wine marketing strategy keeps him connected with past clients.


  • 10 years in the industry
  • Toronto, Ont
  • Denova Group (Dominion Lending Centers)

Scott’s Quotes

  • Work on your business not in your business.


Good Stuff

  • [spp-timestamp time=”[spp-timestamp time="4:15"]″]  I wanted to keep hiring people, but the bank would not let me.
  • [spp-timestamp time=”[spp-timestamp time="5:30"]″] How did you keep 4 employees busy?
  • [spp-timestamp time=”[spp-timestamp time="10:15"]″]  Leaving the bank meant losing the leads they were giving us. But the change in focus led to more flexibility for our clients.
  • [spp-timestamp time=”[spp-timestamp time="12:00"]″]  When we started we knew how to sell but didn’t have the processes in place.
  • [spp-timestamp time=”[spp-timestamp time="13:00"]″]  Invest in people, not marketing.
  • [spp-timestamp time=”[spp-timestamp time="16:00"]″]  If you do something that works; keep doing it.
  • [spp-timestamp time=”[spp-timestamp time="16:25"]″]  For every bottle of wine I send to my clients I keep one for myself with the client’s contact information on it. When I drink it, I’m reminded to follow-up with them.
  • [spp-timestamp time=”[spp-timestamp time="18:20"]″] We send out 50 cards a week.
  • [spp-timestamp time=”[spp-timestamp time="19:20"]″]  Everyone can do more.
  • [spp-timestamp time=”[spp-timestamp time="19:45"]″]  Business networking is crucial to growing your business.
  • [spp-timestamp time=”[spp-timestamp time="20:40"]″]  Scheduling time makes you more efficient. On Monday mornings I call my COIs.
  • [spp-timestamp time=”[spp-timestamp time="22:25"]″]  I never have an email in my inbox at the end of the week.
  • [spp-timestamp time=”[spp-timestamp time="27:15"]″]  If you’re not calling your clients, someone else will be.
  • [spp-timestamp time=”[spp-timestamp time="28:00"]″]  Tells a story about using the bank’s mail service.
  • [spp-timestamp time=”[spp-timestamp time="31:00"]″]  Work with the right people.


More About Scott

Show References


More Shows

See more notes and other episodes at the I Love Mortgage Brokering website.