Show Notes
Most communication problems are not really about what you are saying.They are about how the other person needs to hear it.In this episode, I sit down with Michael Gibben to talk about DISC and how understanding different communication styles can help you work better with clients, team members, and the people around you.We also get into my own DISC profile and why the goal is not to change who you are. It is to understand your natural style and learn how to adapt when the situation calls for it.In this episode, we cover:
What DISC Can Tell You - How the framework can help you better understand your natural communication style. Why Different People Need Different Communication - What works well with one client or team member may not work with another. Understanding Your Natural Style - Why knowing how you naturally communicate gives you a better starting point. How to Adapt Without Being Fake - The goal is not to become a different person, but to adjust how you communicate. Using DISC With Clients and Teams - How better awareness can help create clearer conversations and stronger relationships.
Better communication starts with understanding yourself. Once you know your natural style, you can adapt to the person in front of you instead of expecting everyone to communicate the way you do.To connect with Michael, check out the links below:LinkedInhttps://www.michaelgibben.com/—We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this October! Toronto - Oct 14Calgary - Oct 16Vancouver - Oct 20If you want to learn from brokers who are actually doing the work, check out https://brokertalks.com/.ILMB PROMOUse code ‘SCOTT’ for $50 OFF—Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with KDK Financial.To learn more about their automotive loan solutions for you and your clients, visit https://kdkfinancial.com.
More from I Love Mortgage Brokering
I just came back from one of the best marketing masterminds I’ve been to in a long time.I left with a bunch of ideas around content, formats, and how some of the biggest creators in the world test what works. My first instinct was to come home and start installing all of it.Then I looked at the numbers in our own business and realized something more important.We do not have a lead problem. We have a hole further down the bucket. So before adding more leads, the better move is to fix the part of the process that is already leaking.In this episode, I cover:
David Grossman has been in the mortgage business for 23 years and has tried a lot of different ways to market himself along the way.One of the things he is doing now is a local podcast recorded inside a coffee shop, where he brings on professionals from his community and turns those conversations into content and referral relationships.In this episode, we talk about how he records the show, the simple tech behind it, why he thinks podcasting can be such a good relationship-building tool, and what he learned from an earlier side project that took him too far away from his core business.We also get into hiring help after more than two decades of doing everything himself, alternative lending, and why giving the client the right advice matters more than winning every deal.In this episode, we cover:
Angela Robinson had me on her new podcast and asked me some questions I do not normally get asked.We talked about why being coachable, resourceful, and action-oriented matters so much in this business, and why the gap between learning something and actually doing it can quietly hold you back.We also got into hiring too late, building better systems, how I prioritize when everything feels important, and why I am okay making the “wrong” decision if it is still aligned with my values.It was a different kind of conversation, and one I really enjoyed.In this episode, we cover:
I’m back with Episode 2 of What’s Your Move?This time, a broker has been in the business for more than a decade, does about $25 to $30 million a year, and recently hired his first assistant. She is great, but somehow the business feels messier than before.They are stepping on each other, replying to the same emails, and creating confusion. The bigger issue is that he wants to double his business next year.So what would you do: add new technology, fix the process, or is the real problem somewhere else?In this episode, I cover:
Denise Donoghue has consistently closed over $100 million a year in personal mortgage production.What stood out to me in this conversation is that her strategy is not complicated.She prospects every day, tracks the right numbers, pays attention to partner conversion, and has a very clear process for building relationships with real estate agents.We also get into why most brokers are doing too much random activity, how to prospect without coming across needy, and why the data usually tells you exactly where your business is breaking down.In this episode, we talk about: