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23: David Ford: How he doubled his business in 1 year by using systems

by | Sep 10, 2014 | I LOVE MORTGAGE BROKERING, ILMB Members, Podcasts, Podcasts Members | 0 comments

    David Ford is a mortgage broker with DLC Canadian Mortgage Experts. He has been a broker for 6 Years and is based out of the greater Vancouver area. He was recently nominated for Young Guns Award from CMP. David doubled his business from $11 million to $26 million in 1 year by setting up a clearly defined sales process. One of his process improvements was to ask for referrals 7 times throughout the loan process. He even asks for referrals on the very first phone with the client.

    STATS

    • Years as a Broker: 6
    • Location: Vancouver
    • Brokerage: DLC Canadian Mortgage Experts
    • Team Size: 1 Assistant unlicensed

    SUCCESS QUOTE

    I dream my painting, then I paint my dream. – Van Gogh

    INSIGHTS

    • He shares some advice on choosing the right mentor
    • How he asks for referrals 7 times throughout the mortgage process
    • Create a process if you really want to grow
    • He has created a 29 page document he shares with first time buyers
    • The goal should be to make the file silky smooth

    RESOURCE

    BOOK

    INTERVIEW LINKS

    ADVICE FOR NEW BROKERS

    1. Never Quit
    2. Use a process right away
    3. Treat your underwriters and BDM’s well

    WHAT I LEARNED

    I have set up an intentional reminder system to ask for referrals. I don’t have 7 yet, but I’m working on it. I also created a reminder system called, “Thankful Thursday” basically every week I think of one underwriter who has helped me out and I make sure to say thanks. Occasionally I send a Starbucks card, or an email to their manager. I agree with David sometimes a simple thank you can go a long way.

    What one thing are you going to change or improve after listening to this interview?

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