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Bernadette Laxamana is a mortgage broker with Xeva Mortgage out of Burnaby, BC.

We previously interviewed Bernadette on episode 30 of ILMB.

Winner of MPC’s Mentor of the Year award in 2016 and part of the top 35 brokers in all of Canada, Bernadette excels in the industry through a disciplined routine and dedicated work. Beginning her career with Xeva in 2013, she has since built up her business through excellent service and client appreciation events of up to 700 people a few times each year. She also does monthly first-time buyer seminars, averaging 15-20 people per session.

Bernadette shares how her routine has brought her success in brokering. She describes her approach to the business and gives tips for those looking to build up their foundation.




Bernadette’s Quotes

  • “Education and learning is a huge part of my life. I like sharing what I know.  Everyday, I try to make a difference and I make sure somehow, someway, I do.”
  • “No doc, no talk… Both our clients and our team’s time is more valuable this way.”
  • “Ask yourself how your phone call can make a difference in someone’s life.”

Good Stuff

  • [spp-timestamp time=”[spp-timestamp time="2:27"]″] Welcome back! Can you share with us, since we last talked on the show, about what’s working for you now in the business?
  • [spp-timestamp time=”[spp-timestamp time="2:35"]″] Phone calls are the number one way to connect with clients and grow your database.
  • [spp-timestamp time=”[spp-timestamp time="3:27"]″] What have you learned in the last year that you wish you knew sooner?
  • [spp-timestamp time=”[spp-timestamp time="3:35"]″] Knowing more about the recent rule changes before they were implemented would have been helpful.
  • [spp-timestamp time=”[spp-timestamp time="4:15"]″] What is the structure of your team?
  • [spp-timestamp time=”[spp-timestamp time="4:41"]″] Tell us about the importance of bringing documents to a meeting.
  • [spp-timestamp time=”[spp-timestamp time="6:22"]″] What if a client calls you instead of meeting in person?
  • [spp-timestamp time=”[spp-timestamp time="7:39"]″] How many people do you need in a team?
  • [spp-timestamp time=”[spp-timestamp time="8:08"]″] What happens after meeting with a client?
  • [spp-timestamp time=”[spp-timestamp time="8:25"]″] Our underwriter connects with the client after ensuring the necessary documents are in place.
  • [spp-timestamp time=”[spp-timestamp time="9:13"]″] I meet the client again during the signing process.
  • [spp-timestamp time=”[spp-timestamp time="9:21"]″] What things do you do to connect with client’s post-funding and keep the phone ringing?
  • [spp-timestamp time=”[spp-timestamp time="11:01"]″] How does your team assist in connecting with clients?
  • [spp-timestamp time=”[spp-timestamp time="11:38"]″] Prospecting is one of the most difficult parts of the job.
  • [spp-timestamp time=”[spp-timestamp time="12:26"]″] Do you have a pattern in how you call people?
  • [spp-timestamp time=”[spp-timestamp time="13:59"]″] What does your typical morning look like?
  • [spp-timestamp time=”[spp-timestamp time="15:54"]″] What is the first thing you do when arrive at the office in the morning?
  • [spp-timestamp time=”[spp-timestamp time="16:33"]″] Are there any apps or tools you use to further build your business?
  • [spp-timestamp time=”[spp-timestamp time="17:07"]″] How important is your team structure to your success?
  • [spp-timestamp time=”[spp-timestamp time="17:36"]″] How many people make up your team?
  • [spp-timestamp time=”[spp-timestamp time="18:34"]″] Tell us about your monthly first-time buyer seminars.
  • [spp-timestamp time=”[spp-timestamp time="19:39"]″] How many clients have connected through your seminars?
  • [spp-timestamp time=”[spp-timestamp time="21:41"]″] What is something people couldn’t find out about you from Google?
  • [spp-timestamp time=”[spp-timestamp time="22:19"]″] I would love to go back to school and study psychology.
  • [spp-timestamp time=”[spp-timestamp time="22:43"]″] Tell us about your training in Neuro-linguistic programming.
  • [spp-timestamp time=”[spp-timestamp time="25:31"]″] How can people find you online?

close-up of business items with people meeting in background.

More About Bernadette


More Shows

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