304: Most Mortgage Brokers Are Slowing Down. She's Heading to $70M+. Why?

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EPISODE DESCRIPTION

In this episode, I'm joined by Jennine Yool.

 

Jennine is a mortgage agent on Team Wiley from Burlington, Ontario, who's helped over 2,000 clients over her near 2 decades in the industry, totalling $800M+ in funded volume.

 

In a market where most broker's business is declining, and maintain past volume is a win, Jennine is growing. She's funded 53 deals in the first four months of this year, putting her on track for a total of $70-$80 million in 2026. What exactly is she doing to be trending up when most others are trending down?

 

Strategically, a lot of it comes down to building a boring mortgage while avoiding the traps of shiny objects. Jennine does the basics, like preserving her pipeline with proactive, fully underwritten rate holds, developing her skills on underserved clients like stated income files, and putting time and money into expanding her social media presence and building a brand. While she does outsource her social media to professionals, everything else runs with only one full time assistant, allowing her to focus on the high-value activities like creating long-term client relationships and complex deal structuring.

 

Even though Jennine has been very successful, the mortgage industry can be extremely difficult. There have been times she considered quitting entirely, but found her ultimate motivator in not wanting to let down her 4 kids. Jennine still battles imposter syndrome, but her 2026 mantra of "choose your heart" and getting to help her clients inspires her every day to just keep going.

 

Jennine is here to discuss:

 

→ How her team is structured, what they do in the business, and where speed is slipping with clients as they've gotten busy.

 

→ The breakdown of where all of her files come from, why she asks every client where they've came from, and if she will eventually go into a niche.

 

→ If she is losing more deals and renewals this year compared to years past, and how she uses rate holds for pipeline preservation.

 

→ Tips for dealing with stated income files and why you should be collecting as much data as possible from your clients.

 

→ The right and wrong ways to manage client expectations and stress which can only be learned through experience.

 

→ Why she decided to focus on growing her social media at the end of 2025, why she hired an agency to help her, and the benefits she has been seeing in the first 8 months with this framework.

 

→ Overcoming daily mindset challenges by using her 2026 motto, "choose your heart", finding her ultimate motivator, and the constant battle with imposter syndrome.

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🌲 Jennine Yool's Linktree: @mortgagesbyjennine

📸 Jennine Yool's Instagram: @mortgagesbyjennine

🔗 Jennine Yool's LinkedIn: @JennineYool

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