I'm a mortgage broker running a successful mortgage brokerage - and I work 12 hours a week. I've tried everything. I've failed. I've succeeded. I wanted to quit. But, day by day, brick by brick, I am here. I want to share my journey and hopefully help and inspire others. I will cover mindset, process, marketing, lead generation, the flow of a deal, sales, software/tools, building a team, etc.
EPISODE DESCRIPTION In this episode, I share the best way for a mortgage broker to build a lead machine, breaking down how you can create an omnipresence across multiple channels with a framework that highlights actionable, repeatable steps. Most brokers are focused on the wrong things. They obsess over product knowledge while ignoring the skill that actually generates their income, marketing. Marketing effectiveness matters far more than technical mortgage knowledge, and 75% of your time should go toward sales and storytelling across multiple channels to create omnipresence, so you have actual leads flowing to your business and files to fund. Now, I understand how all of this can seem overwhelming, as most don't know where to start, or have the skills to make this happen. This simple framework breaks it all down into manageable steps that any broker can do, all they need is consistency. Rather than tackling every channel at once - social media, email, referrals, direct outreach - concentrate on building one lead generation channel per month, dedicating the time to learn each channel properly. Mastering any new skill takes approximately 20 hours of concentrated effort, yet most people quit after 3 to 4, and this is why they fail. Once you've built your first channel, stack another channel next month, repeating the same process. Eventually, you'll be visible everywhere your clients look, and this omnipresence will drive your business as leads flow from multiple sources naturally. The trap in all of this is generic AI content. The industry is overrun by it because it's easy, and people are lazy, but shortcuts never lead to long-term success. Instead, stand out by embracing authenticity, even if it's not shiny and perfect. Write your own emails in your own voice. Record yourself with shitty lighting and a grainy camera. Share real stories about your failures and your wins. Being yourself outperforms the AI slop in every channel, every time. *** Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! *** CONNECT WITH ME ON SOCIAL
WATCH ▶️ Watch this episode on YouTube *** EPISODE DESCRIPTION In this episode, I'm joined by Scott Sarai. Scott is a Mortgage Broker at SGS Mortgages from Maple Ridge, BC, who's a part of Team Wiley at Tango while also still being a full-time firefighter. After spending time as a broker, Scott started a fulfillment business working for other brokers, which ended up eroding his passion for mortgages. With plans to exit the industry entirely, a game-changing conversation with Ryan led to giving his business 6 more months of life. Now with a renewed mindset, mentorship, and an innovative approach, Scott's revenue jumped from $25,000 in 2024, to over $350,000 in 2025, while also revitalizing his passion for brokering and positioning himself for success in the future. What makes Scott's story genuinely compelling is how deeply human it feels. He battled imposter syndrome, rebuilt his Instagram from scratch after Meta restricted his original account, and learned to delegate so he could focus exclusively on high-value work instead of low-level tasks. He tracked over 86,000 outreach interactions and logged 48,714 checkmarks in a daily Google Sheet, because consistent tracked activity directly correlates to revenue. Done is better than perfect runs through everything Scott shares here, from launching email campaigns quickly to batch-recording fifteen to thirty-five reels in under two hours monthly. His story is a reminder that sustainable success is built, not stumbled into. Scott is here to discuss: → How he 13x his revenue from $25,000 in 2024, to over $346,000 in 2025, by having over 85,000 touch points with clients. → The 4 things that make him a successful broker - speed, execution, who not how, and being a student of the game. → What a broker should do in the next 30 days to be successful. → His daily social media outreach strategy, why he started a YouTube channel, and why he created a new Instagram account. → Investing in coaching, outsourcing early, and how action beats perfection. → Overcoming jealousy in the industry and if he finally feels like he belongs. → Why it's ok to be bored in your business and his vision for the next 2 years. *** Scott's 1st Appearance on The Mortgage Game in Episode 271: https://www.iamryanwiley.com/271-how-he-10xd-his-business-the-27m-to-40m-broker/ ***
EPISODE DESCRIPTION In this episode, I share my journey from mortgage broker to coach to building a transparent, hands-on mortgage team that industry insiders said could never scale, never mind ever work at all. I cover industry challenges, innovative strategies, and my vision for creating a supportive, long-term community for mortgage professionals. If my brokers win, then I win. In an industry obsessed with growth at any cost, my philosophy is different, investing in people over profit, and sustainable volume and culture fit over aggressive growth. I've turned down over a hundred agents and some top producers, because they didn't align with team values. But it hasn't been easy, and I've ruffled feathers along the way. By rejecting hidden compensation structures, restrictive contracts, and the traditional models that benefit broker-owners at the expense of agents, I've unintentionally shone a light on those that do. They want me to stop being honest, but I won't. *** Visit www.iamryanwiley.com to stay up to date on all things Mortgage Game, learn more about Team Wiley, PLUS sign up for coaching, events, our newsletter, & more! *** CONNECT WITH ME ON SOCIAL
WATCH ▶️ Watch this episode on YouTube *** EPISODE DESCRIPTION In this episode, I'm joined by D'Arcy Henneberry. D'Arcy, a former mortgage broker and the current President of MortgagePal, made a major career shift in 2022 by becoming a Certified NeuroChangeSolutions (NCS) Consultant trained by famed neuroscientist Dr. Joe Dispenza. Why? The industry is facing a full-blown mental health crisis, and most people don't even realize it. Stress has become so normalized that brokers no longer even say they're stressed. They just say they're burnt out, overwhelmed, or depressed instead. The stress is simply the baseline now, and that baseline is making people sick. What can actually be done about it? D'Arcy introduces practical tools based on neuroscience to teach mortgage brokers to rewire their stress responses. These techniques allow brokers to better manage stress, rewire their brains, and in turn, positively change all areas of their life, including their business. D'Arcy is here to discuss: → How he became fascinated by human potential and change during Covid, which led to giving up his mortgage dream, to pursue this passion and becoming an NCS Consultant learning from Dr. Joe Dispenza. → Calling for industry-wide change as stress has become the industry baseline, leading to brokers becoming not only overwhelmed and burnt out, but also making us physically sick, impacting every facet of our lives. → The science behind the stress response and how to interrupt it, what a refractory period is, and how it can last from minutes to even years. → The 3 steps to combat a stressful situation in 90 seconds - awareness, stop, breathe. → Understanding your biological state and how you think, act, and feel defines who you are. → The power of meditation and more practical advice that mortgage brokers can implement every day. ***
In this episode, I share why 10x-ing your income is actually easier than 2x-ing, and how exponential growth through smarter focus is much easier than incremental improvements. With that mindset shift, you should be working smarter, not harder, and leveraging the 80/20 rule to focus on the high-impact activities that bring in the most money. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss the realities from my own experience of building and managing mortgage teams, and how passive income from teams is a myth. I break down the math behind building a team and the real cost of mentorship and coaching, how mentoring is driven most by ego, and why 95% of you should be focusing on your own book of business instead of team expansion. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I share my personal insights on AI in the mortgage industry and how most aren't using it properly to actually help their business. I highlight the practical ways I have been using AI to build tools for the success of my team, but at the end of the day if you have a bad business, AI won't help you. Nothing can replace having solid business fundamentals and doing your non-negotiables. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I share the three key decisions that transformed my mortgage business from a floundering 9-5 to a sustainable, money making machine that avoided burnout made me feel fulfilled. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss how most of you are not leveraging social media, specifically Instagram, properly as a money making tool, and share a simple, repeatable plan of strategic content creation that has been proven to grow mortgage businesses. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss strategies for rising interest rates, and how utilizing rate holds are a competitive weapon that most brokers overlook. I also share how the most critical mistake I made early in my career, failing to collect and maintain accurate client data, cost me hundreds of thousands of dollars, and how proactive database mining will always beat passive deal-waiting. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss the realities of the mortgage renewal business in 2026 - how traditional renewal methods no longer work, why clients don't owe you anything, and how to succeed in modern mortgage brokering. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss how many people struggle to take action in their business because they lack a strong belief in their own principles. If you define your belief system, it will drown out all the noise, and simplify your decision-making processes. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discusses the evolution of brokering from the traditional methods I started with in 2009, to the modern and much easier use of social media, highlighting the lack of hustle and sense of entitlement I perceive among new brokers. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I react to Dustin Woodhouse's recent podcast, which poses critical questions for anyone considering forming a team or brokerage. Reflecting on my own 14-month journey in building Team Wiley, I dive into the intricacies of building a mortgage team, and the challenges and strategies of supporting agents effectively. To connect with Ryan, visit: www.iamryanwiley.com
In this episode, I discuss why it's important to have a motto, reflecting on my motto for 2025, 'Show Up,' and introduce my new motto for 2026, 'F*ck Yes or No.' I also delve into the mindset required for entrepreneurs, the necessity of prioritizing one's business, and how surrounding yourself with positive influences is vital. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss how your environment significantly impacts your success, with working from home increasing the tendency to treat your business like a hobby rather than a career. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss the inefficiencies in the mortgage pre-approval process, and share the best practices to streamline it, emphasizing the importance of understanding the client journey, optimizing lead intake, and conducting effective discovery calls. I also highlight the significance of following-up, presenting proposals, and the necessity of having a structured approach to client communication. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I argue why you should skip a traditional business plan, and instead implement 30-day sprints on focused objectives that improve your business. By solving one problem monthly instead of chasing vague yearly goals, you build dummy-proofed systems that actually get completed, which will transform your business entirely. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I introduce a framework for success: More, Better, New. Emphasizing the need for consistent content creation and relationship building over seeking shortcuts, this focuses on core activities and improving skills rather than getting distracted by new trends or tools. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss the need for brokers to evolve their strategies and focus on client pain points, ultimately positioning yourself as the key to client success. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss the critical skill of setting expectations with clients, and the necessity of proactive communication in running a successful mortgage business. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share the journey of mortgage brokering, identifying patterns in new agents, the necessity of full-time dedication, and the evolving landscape of social media for business growth. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share why brokers are losing so many deals right now, the need for mortgage brokers to adapt to changing market conditions, and the significance of understanding client pain points to be successful. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I deliver a powerful wake-up call for mortgage professionals feeling overwhelmed by industry challenges, and how your business is exactly where it should be based on the choices you have made. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss the critical importance of defining a niche in the mortgage industry, because without a clear niche, brokers risk becoming irrelevant in a crowded market. I explain the need for specialization, the pros and cons of various strategies, and the significance of building a brand around personal strengths. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss how you're putting your time, money, and energy into the wrong things in your business, and where you should be investing to give yourself career longevity. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I discuss the importance of the necessity of transparency in brokerages, understanding your splits & financial numbers, and why you need to take control of your business. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share how I would approach mortgage brokering in 2025, building a direct-to-consumer mortgage business and moving away from traditional realtor-dependent models. I outline a comprehensive marketing strategy that includes social media engagement, content creation, and webinars to educate potential clients. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share the exact steps you need to do to turn your social media content into booked calls, including the tools needed to succeed. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share why I've turned away 60% of people who've wanted to join Team Wiley, and the key red flags I look for which signal a lack of fit. I also challenge the "clock-out" mentality, cautioning against complacency, and why you should rethink your approach to work-life balance if you're wanting to have a successful mortgage business. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share why a CRM will not make a difference for your business, breaking down what people think a CRM does for their business, what a CRM actually does, and alternative tools you can use for a more simple, customized approach to client management which lead to improved productivity and profitability in your business.. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share one of my biggest pet peeves and how it's affecting your business, and why your social media is not getting you business like it should. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, we're joined by Scott Sarai. Scott is a Mortgage Broker at SGS Mortgages from Maple Ridge, BC, who's a part of Team Wiley at Tango while also still being a full-time firefighter. After spending time as a broker, Scott started a fulfillment business working for other brokers, which ended up eroding his passion for mortgages. With plans to exit the industry entirely, a game-changing conversation with Ryan led to giving his business 6 more months of life. Now with a renewed mindset, mentorship, and an innovative approach, Scott funded nearly $18 million in just 5 months, while also revitalizing his passion for brokering and positioning himself for success in the future. Scott is here to discuss: → His journey in the industry, the pivotal role Team Wiley has played in his success, and where he wants to go next. → How he's improved in all 5 foundations of his business, the compounding effect of simple with consistency, and the positive impact on his time by hiring fulfilment. → Going deep instead of wide with referral partners and marketing to their lists, creating leverage across the board by going 1-to-many instead of 1-to-1, and how he's grown on social media. Scott Sarai's Linktree: @sgsmortgages Scott Sarai's Instagram: @sgsmortgages Scott Sarai's YouTube: @sgsmortgages Listen to the First Responder to Riches REMO Podcast here. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share the secret sauce when it comes to being a successful broker, and how some people have it, and some people don't. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, we're joined by Sylvia Ho. Sylvia, the "cash damming queen", is a Mortgage Broker from the Greater Toronto Area in Ontario, who has revolutionized her mortgage business after over 2 decades in the industry by exclusively focusing on rental cash damming over the past 2 years. Her transformation from a generalist to a specialist showcases how focusing on a specific niche can lead to both professional success and personal fulfillment, as she now manages to take vacations every 6 weeks, while working only 80 hours a month, and never on evenings and weekends. Sylvia is here to discuss: → Why the focus on rental cash-damming and changing her business model, building a recession-proof business, and how turning away files helps her business. → Transitioning from running a team to to a simplified process with 1 assistant, how she gets quality leads and protects her time, and building expertise through continuous learning and practice. → Prioritizing peace of mind over traditional business opportunities, achieving better work/life balance, and avoiding burnout. Sylvia Ho's LinkTree: www.linktr.ee/sylviahomortgages Sylvia Ho's Instagram: @sylviahomortgages Sylvia Ho's LinkedIn: @SylviaHo Sylvia Ho's YouTube: @sylviaho7611 Sylvia Ho's Facebook Group: Cash Flow Mastery for Lazy Landlords Sylvia Ho's Cash Damming Webinar: www.cashdam.ca To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I challenge mortgage professionals to overcome their tendency to stay under the radar, and instead actively promote their expertise within their communities by proactively networking, building a brand, and engaging with their sphere of influence to build trust and generate more referrals. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share how much the isolation tax is costing you in your personal life and in your business, and what you need to to do get out of that debt. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share why you need to stop overcomplicating your business and instead use simple streamlined processes, including how to leverage your calendar as a powerful productivity tool. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share 1 question you need to ask yourself to set your framework for your business, as a way to quickly correct your mindset to keep you on the right path. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share 2 massive mistakes I see brokers make all the time that have a huge impact on their business, and what you can do to mitigate these mistakes moving forward. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share my number 1 superpower that transformed my mortgage business when I was a broker, consistency, and how being consistently average beats being sporadically brilliant and leads to long-term success. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share my frustration with the "recycled bullshit" that the Canadian mortgage industry is built upon, how I'm redefining the brokerage experience, and why Team Wiley is a 1 of 1 opportunity for brokers and agents. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share the issue that brokers and agents are having with prospecting, and a refreshingly simple, effective strategy you can do to get more business. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, I share a harsh truth for those who are struggling in the industry and losing deals, how the industry will continue to change moving forward, and the shifts you should be looking to make in your business to survive. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
In this episode, we're joined by Samantha Power. Samantha is a Level 2 Mortgage Agent from New Tecumseth, Ontario, who has trippled her business and amassed 65,000+ followers in the past 3 years on TikTok. Samantha has found success her way through simplicity, consistency, and authenticity, usually doing things the opposite of how someone would be coached to. Samantha is here to discuss: → Getting started on social media, personal vs. business pages, tripling her business, and where her business comes from. → Communicating with followers/clients, the client funnel and filtering with a discovery call, dealing with negative comments, and how she creates content. → Advice to struggling Brokers, being involved in the community and throwing events, and changes she'll be making to her business in 2025. Samantha Power's LinkTree: www.linktr.ee/Mortgageswithpower Samantha Power's Email: samantha@mortgageswithpower.com Samantha Power's TikTok: @mortgageswithpower Samantha Power's Instagram: @mortgages.with.power To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I share my unfiltered answers to 5 of the questions I get asked most often by Brokers and Agents, with topics including CRMs, Realtors, and brokerages. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I share 5 massive mistakes (and 2 bonus ones!) I see Mortgage Brokers making all the time, and what you need to do to build a boring mortgage business that prints you money. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I'm interviewed by Brandon Love and Tom Moffat for their podcast, Commission Breath. Both successful Mortgage Brokers from Burlington, Ontario, Tom and Brandon also run the Tango Ontario brokerage, which is what my new venture, Wiley Mortgage Team, is under. We discuss: → What's keeping me busy today, my partnership across businesses with Jason Henneberry, and why I stopped brokering while my business was at it's peak. → Why I started the Wiley Mortgage Team, the first thing that happens when you join my team, and what you should be looking for when you join a team/brokerage. → The mass influx of coaching in the mortgage industry, what Broker's aren't learning to do, and determining what type of stress you want to have as a Broker. → The #1 focus you should have in your business, how to vet potential Realtor partners, why you should go deep on current referral partners, and what I would focus on if he started his mortgage business over again (Realtors or social media). Tom and Brandon's Email: experts@northshoregroup.ca Commission Breath Podcast: @CommissionBreath Commission Breath YouTube: @CommissionBreath Commission Breath Instagram: @commission.breath To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I share 10 things you should be doing for your referral partners to make them feel like VIPs, and how solidifying those relationships will lead to more business. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I share the 2 ways you can make more money as a Mortgage Broker, and then 3 ways to get more leads, which everyone seems to make way more complicated than it actually is. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
In this episode, I share my opinions on all the negativity I've been seeing in the industry, how nothing in the mortgage industry makes sense, and what Brokers need to do to stop getting crushed. To sign up for live events and coaching, visit: www.iamryanwiley.com What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca FREE Audit Of Your Mortgage Business: www.auditmymortgage.ca
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