Money is Not the Goal – It’s the Outcome of Passionate Work

In James Altucher’s inspiring book Choose Yourself, he states, “Money is not the goal. Money is just a side effect of doing what you love, obsessively.”

This insight isn’t only for entrepreneurs or creatives — it’s a mindset for mortgage brokers too.

Let’s see how this philosophy can anchor and energize your journey in the mortgage broking business.

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The Problem with Chasing Money

It’s easy to fall into the trap of seeing success in mortgage broking purely through the lens of commissions, settlement volumes, or profit margins. (Tom Panos refers to this as “Commission Breath”)

While these are essential metrics, they should be seen as by-products, not destinations.

Why? Because a purely monetary focus often:

• Leads to burnout.
• Undermines authenticity in client relationships.
• Erodes long-term sustainability in the business.

Chasing money is like chasing a mirage — it shifts, leaving you perpetually unsatisfied.

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Obsession with What You Love

Mortgage broking isn’t just about home loans and paperwork.

At its heart, it’s about helping people to achieve their dreams.

For a broker who is truly passionate, every interaction becomes an opportunity to make an impact.

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Here’s how embracing your passion can lead to abundance:

Client-Centric Obsession

Instead of obsessing over revenue, focus on delivering value to clients.

Understand their dreams, fears, and challenges.

Offer personalised solutions that genuinely align with their goals.

When clients feel this level of care, they’ll become your advocates, multiplying your opportunities organically.

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Master your Craft

Becoming a thought leader in mortgage broking doesn’t happen overnight.

It requires a deep, obsessive dedication to learning—understanding what the real estate market is doing, lender credit policies, and the nuances of borrowing structures and their impact on borrower risk.

Excellence attracts clients who trust your expertise.

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Nurturing Relationships

Passion for relationships is the secret weapon of many successful brokers.

When you see every client, lender, or real estate agent as a long-term partner rather than a transaction, you build a network that generates referrals and goodwill.

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The Money Will Follow

When you love what you do and focus obsessively on delivering excellence, money naturally becomes a side effect.

Here’s why:

• Reputation: Your work ethic and results will differentiate you in a crowded market.
• Referrals: Satisfied clients will sing your praises, reducing your need for costly marketing.
• Retention: Repeat clients will trust you with their evolving financial needs.

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Action Steps for Brokers

Define Your Why

Reflect on why you became a mortgage broker.

Was it the satisfaction of helping families find homes?

The joy of simplifying complex processes?

Write down your purpose and keep it visible.

Be Client-Obsessed

Shift your focus from selling products to solving problems.

Invest time in truly understanding each client’s financial circumstances.

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Master Your Domain

Stay ahead of the curve by dedicating time each week to learning.

Whether it’s attending lender workshops or studying policy updates, make it a habit.

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Celebrate the Process

Find joy in the day-to-day—whether it’s a challenging deal you’ve closed or a heartfelt thank-you from a client.

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So, Choose Yourself

James Altucher’s quote isn’t a dismissal of financial success — it’s a reminder that true fulfillment, impact, and prosperity come from doing what you love with all your heart.

As a mortgage broker, when you commit to serving others and excelling in your craft, money ceases to be the goal.

Instead, it becomes a natural consequence of your passion and purpose.

Choose yourself, choose your clients, and the rest will fall into place.

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So, choose yourself and contact us.