The Mortgage Game

Hosted by Ryan Wiley

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313

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Aug 2026

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About the show

Welcome to "The Mortgage Game", my name is Ryan Wiley. I truly believe that building a successful mortgage business is like playing a game. There's winners, but mostly, there's losers. I've not only built my own successful mortgage business, but I've also coached and mentored hundreds of mortgage brokers. These days, I run my own mortgage team, Team Wiley. Now, through coaching, events, and this podcast, I want to distill everything I've learned, and bring it directly to you.

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September 10, 202634 min

315: From CPA to $30M Broker in 4 Years

WATCH ▶️ ⁠ Watch this episode on YouTube⁠ *** EPISODE DESCRIPTION In this episode, I'm joined by Heather Bowie. Heather is a mortgage broker and the co-owner of Flare Mortgage Group from Sherwood Park, Alberta, who became a broker in 2022 after spending her career as a CPA. Quitting a stable accounting career in your forties to work entirely on commission takes serious nerve, and the results speak for themselves. In only 4 years, Heather now does $30 million in funded volume a year, while also building a boutique team of ten brokers alongside her. What makes Heather stand out is that her success came from the relentless fundamentals of authentic relationship building rather than shortcuts. She joined a BNI group within two months of becoming a broker, committed to contacting three to five people daily, and has sent personalized emails to realtor partners every week for four years. This consistency has steadily grown her client list and brought her some of her biggest referral partners. But how did Heather turn an abstract income goal into tangible daily actions? Her answer is simple: work backwards. If you know how much you want to make in a year, then you know how much volume you need, back to files, back to pre-approvals, back to total leads, back to how many leads a day. This method combined with monthly goal reflections can keep you on the path to getting the life that you want. Heather is here to discuss: → Her transition from CPA to broker and starting a new career in her 40s, her business goals for the future, and how Flare is going to grow their team. → How she built her "working backwards" business plan, her client journey and follow-up touch points, and when to hire help. → How Heather gets her leads, the "BAMFAM" (book a meeting from a meeting) mindset, and what is in her weekly Realtor email. → How she builds authentic, long-term relationships with clients and partners and leverages her CPA background to establish credibility. → Where the agents who are struggling today are missing the mark. *** 🌎 Heather Bowie's Website: www.heatherbowie.ca 📧 Heather Bowie's Email: heather@flaremortgagegroup.com 📸 Heather Bowie's Instagram: @heather_flaremortgagegroup 🔗 Heather Bowie's LinkedIn: @HeatherBowie *** IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd For more information, visit: www.leadgenworkshop.manus.space *Spots are limited. Early bird pricing is available until August 23rd. *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

September 3, 202639 min

314: You Don't Need More Volume, You Need a Better Business Model

EPISODE DESCRIPTION In this episode, I share a warning for the entire industry, embrace disruption or face extinction in the next 5 years. As margins tighten and technology advances, if brokers cling to outdated business models, they are going to be obsolete. The need to evolve is more critical than ever, but how? The answer is simple: stop giving away your expertise for free. No other industry gives away their knowledge for nothing, and brokers need to follow suit by embracing consulting models and charging for expertise, which will fundamentally restructure how brokers generate revenue and save them from the compressing lender compensation. *** IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd For more information, visit: www.leadgenworkshop.manus.space *Spots are limited. Early bird pricing is available until August 23rd. *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

August 27, 202625 min

313: The Mortgage Industry Isn't Burning Out, You Are

EPISODE DESCRIPTION In this episode, I discuss the common theme of brokers telling me they are "burnt out" and stuck in survival mode, but how do you break out of it? It might be counter-intuitive, but the best thing you can start doing is saying "no". Protect your time. Protect your boundaries. Your self-talk, circle of influences, and controlling your mindset shape your reality, and are more impactful on your business than market conditions. *** IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd For more information, visit: www.leadgenworkshop.manus.space *Spots are limited. Early bird pricing is available until August 23rd. *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

August 20, 202632 min

312: Nobody Knows Who the F##k You Are

EPISODE DESCRIPTION In this episode, I argue that you need to build brand visibility before building systems, and spend your time driving more traffic towards your business instead of creating elaborate conversion tools. Ten thousand monthly impressions with a mediocre conversion rate will outperform a flawless funnel that almost nobody sees every time. What good is a perfect system if there is no audience to use it? *** IN-PERSON "MORTGAGE LEAD GENERATION" WORKSHOP 📍 Burlington, ON - Monday, September 21st 📍 Vaughan, ON - Wednesday, September 23rd For more information, visit: www.leadgenworkshop.manus.space *Spots are limited. Early bird pricing is available until August 23rd. *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

August 13, 202634 min

311: Using LinkedIn to Build a $35M Mortgage Business from Scratch

WATCH ▶️ ⁠ Watch this episode on YouTube⁠ *** EPISODE DESCRIPTION In this episode, I'm joined by Aldo Heberlein. Aldo is a mortgage broker and the Founder of Enmortgage from Vancouver, BC, who became a broker in 2020, and has steadily increased his yearly volume from $5M in 2021, to $35M in 2025, and is on pace for $40M in 2026. Originally from Mexico, Aldo made his way to Vancouver a decade ago after living in Norway with his wife for 6 years. After his digital marketing business collapsed overnight when Facebook changed its policies, Aldo decided to pivot strategically into mortgages Starting with zero connections in Vancouver, Aldo built his client base by leveraging LinkedIn to connect with Spanish-speaking professionals navigating Vancouver's complex market. By specifically targeting the underserved Latino immigrant community, Aldo built loyal referral networks and sustainable growth rather than competing in saturated markets. After finding success on a routinely over-looked platform among brokers, Aldo offers to setup Realtors with their own automated LinkedIn reach-outs and email campaigns for their own businesses, creating tangible value add for all of his potential referral partners. While other brokers are always trying to speed things up, Aldo's approach to clients centres on slowing down, focusing on client education. On his 30 to 90 minute discovery calls, Aldo will underwrite the deal in real time, screen sharing spreadsheets and providing personalized analysis of each situation, building trust from the first meeting. Aldo is here to discuss: → His journey so far in the mortgage industry, his volume so far, and his future business plans. → What makes LinkedIn a unique platform that more brokers should be taking advantage of and how he leverages it to prospect his avatar clients and referral partners. → The process behind his stealth mode value add of running Realtor's LinkedIn prospecting & email drip campaigns. → His mindset behind doing longer initial discovery calls with clients, why he underwrites during them, and building client trust through education. → How he overcame common industry traps like chasing bad files and dealing with bad referral partners. → How omnipresence protects your business and where he gets his leads today. *** 🌎 Enmortgage Website: www.enmortgage.ca 🔗 Aldo Heberlein's LinkedIn: @AldoHeberlein *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

August 6, 202628 min

310: Everybody's Talking About AI, But Nobody's Talking About Results

EPISODE DESCRIPTION In this episode, I discuss how AI, while beneficial, can easily be a double-edged sword, hindering productivity and become more of a distraction than a solution, similar to to social media. Most brokers waste time experimenting with AI tools on trivial tasks while neglecting the core money-makers: prospecting, brand-building, and client relationships. So is your use of new technology actually improving your income and quality of life, or just keeping you busy? *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

July 30, 202631 min

309: From Zero Network to $15M+ in Volume in 18 Months

WATCH ▶️ ⁠ Watch this episode on YouTube⁠ *** EPISODE DESCRIPTION In this episode, I'm joined by Shubham Suri. Shubham is a mortgage agent on Team Wiley from Ontario, an immigrant broker built a thriving mortgage business from scratch, with no network, no social media presence, and no industry connections when he arrived in Canada. Shubham came to Canada on in 2022 on a student visa, and became a licensed mortgage agent in June of 2024. With absolutely no network for mortgage clients, he got a part-time job doing sales for a telecom company, converting his great service into his prospecting machine by collecting contact deals from everyone he met. After 6 months of building his book and not funding a mortgage, he closed 25 files totalling $15M in volume in 2025, and joined Team Wiley in March of 2026. Shubham also identified mobile bank specialists as untapped referral partners, approaching them with a simple win-win: he handles deals outside their lending box, they keep the client. Through Thursday LinkedIn outreach and regular coffee meetings, he built relationships that eventually generated real deal flow. Can consistent daily action truly replace an existing network? Shubham's answer is a clear yes. But as we all know, the mortgage industry is extremely stressful, and Shubham navigated serious burnout around his February 2026 wedding, and had to pause his business. Since then, he's rebuilt his pipeline from zero in sixty days by returning to basics that he started with, and credits yoga, meditation, and his wife's support for keeping him grounded. Shubham is here to discuss: → His journey so far in the mortgage industry and connecting with Ryan. → How he built his network from scratch and the tactics he used, how was able to get bank specialists as referral partners, and breaking down his 4-day work week. → The sacrifices he and his wife made to get the life they wanted, going from pinching pennies to financial freedom in 18 months, and his push for more financial literacy for Canadians. → The combination of life events that led to having to pause his business in early 2026 and how he got back to basics to get back on track. → How he overcomes industry stress and shifted his mindset to create healthy habits. *** 📸 Shubham Suri's Instagram: @mortgagewithsuri 🔗 Shubham Suri's LinkedIn: @ShubhamSuri 🌲 Shubham Suri's LinkTree: @mortgageswithsuri *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

July 16, 202636 min

308: How 1 DM Can Change Your Business

WATCH ▶️ ⁠ Watch this episode on YouTube⁠ *** EPISODE DESCRIPTION In this episode, I'm joined by Kendra Bartels. Kendra is a mortgage agent on Team Wiley from Ontario, who became licensed in February of 2025 while also juggling being a mom of 2 toddlers. Shortly after becoming an agent, she sent me an unpolished cold video open via Instagram asking for advice, and it's authenticity was something I could not ignore. I set her up with a mentor connection and which eventually led to a spot on Team Wiley once she was ready, proving that genuine, unfiltered approaches open doors that polished presentations simply cannot. Kendra's success has come from keeping her business basic and realizing she doesn't have to chase shiny objects, boring is what works. With most of her files coming from social media and referral partners, she uses the simple fundamentals like email reach-outs and personalized video DMs to build authentic connections. A firm believer in work-life integration over work-life balance, Kendra strategically uses daycare two days a week to carve out dedicated work time, while also hiring fulfillment very early to give her more time with her kids. She blissfully leans into life's chaos, knowing that nothing is perfect, but you show up for yourself every day. While the business can be challenging, especially in the first year, Kendra credits her faith as her foundation for resilience, influencing everything from being able to quiet her self-doubts to her mindset on growing her business to pay success forward to others. Kendra is here to discuss: → Why she reached out to Ryan so early, the emotional rollercoaster of her first year, and her turning point. → How she achieves work-life integration of being a mom while doing mortgages and her advice for all parents to lean into life's chaos. → Where her file's are coming from, how she got her key referral partners, and the power of personalized video opens. → The importance of having a mentor and why she hired fulfilment so early in her career. → Her current business focus of her client journey and where she wants her business to go in the future with young real estate investors. → The principles that keep her business on track - keep it simple, boring is what works, and if you don't just do it, when are you going to do it? → What shiny objects she's tried that have a been a waste of time for her business. → How her faith drives her business and life goals. *** 🌎 Kendra Bartels' Website: www.kendrabartels.ca 📧 Kendra Bartels' Email: kendra@kendrabartels.ca 📸 Kendra Bartels' Instagram: @mortgagewithkendra 🎵 Kendra Bartels' TikTok: @kendrayourmortgagegal 📺 Kendra Bartels' YouTube: @mortgagewithkendra *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

July 9, 202627 min

307: The Three Things Keeping You Average

EPISODE DESCRIPTION In this episode, I break down three core obstacles holding mortgage brokers back - distraction, lack of discipline, and giving away your power to other people and worrying about things you can't control - and how you can overcome them to build the business you've always wanted. *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***

July 2, 202640 min

306: $100 Million Broker Burnout

WATCH ▶️ ⁠ Watch this episode on YouTube⁠ *** EPISODE DESCRIPTION In this episode, I'm joined by Jewels Ferris Jewels is a top producing mortgage broker from Kelowna, BC, who's not only helped over 1,000 families since becoming a broker in 2014, but also broke the $100M in yearly mortgage volume barrier. In her 12 years as a broker, she has earned industry accolades like the DLC Master Award and the CME Titan Award with DLC, the Chairperson's Club Award with Verico, and been named one of the top mortgage brokers in Kelowna five years in a row by Best of Kelowna. Jewels was working at a restaurant in 2014 when broker Daryl French spotted her potential and brought her into his brokerage. By volunteering as an underwriter for a top producer, she compressed years of learning into months, eventually inheriting Scott Peckford's $40 million book of business just two and a half years in. After hiring key team members, she then grew to over $100M in annual mortgage volume. On the surface, building a $100M book of business looks like a dream, but the reality included severe burnout, intense stress, and lost personal passion. Four years ago, Jewels hit her breaking point. She packed up her house, put it in storage, and took off on vacation. Today, Jewels defines success by peace and client fulfillment rather than just raw volume, and learned how to rebuild her business, her boundaries, and herself. Jewels is here to discuss: → How she got started in the industry, underwriting for other brokers, and taking over Scott Peckford's book. → What happened when she hit $100M, the final straw, and dealing with burn out. → What she has changed in the past 4 years - saying "no", setting boundaries, and not chasing files. → Redefining purpose and success, releasing control and allowing yourself to be human, and building good karma. → How Jewels handles files that go sideways and advice for these challenging times in our industry. *** 🌎 Jewels Ferris' Website: www.jewelsferris.com 📸 Jewels Ferris' Instagram: @jewelsferrismortgages 🔗 Jewels Ferris' LinkedIn: @JewelsFerris 📺 Jewels Ferris' YouTube: @JewelsFerrisMortgages *** 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 📸 Ryan Wiley's Instagram: @iamryanwiley 🎵 Ryan Wiley's TikTok: @iamryanwiley 🔗 Ryan Wiley's LinkedIn: @RyanWiley 👤 Ryan Wiley's Facebook: @RyanWiley ***