Advertise on podcast: The Mortgage Broker Podcast

WATCH ▶️ ⁠⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Deryk & Jason are joined by Steve Kissuk. Steve is a Co-Founder and the Chief Credit Officer of Strive Capital, which has become a top 3 non-bank lender in Canada within their first 5 years of business. Steve has been in the mortgage industry for almost 20 years. After starting as a mortgage underwriter in 2007 with Jencor Mortgage, he then became a Financial Analyst with Alta West Mortgage Capital Corp. A few years later, Steve joined Street Capital Bank of Canada, which then led him to the founding of Strive Capital. Founded in March of 2021, Strive Capital Corporation is a trusted CMHC approved Canadian mortgage lender based in Toronto, Ontario, with a primary focus on originating residential mortgages. Offering both prime and alternative lending solutions, Strive is known for their exclusive broker partnerships and their very practical approach to lending. Steve is here to discuss: → Going all-in and co-founding Strive and how they developed a healthy partnership among the co-owners. → How how they build their team as a start-up, what they do for internal development, and how they created a shared company vision. → How Strive was able to gain the trust of brokers through building deliberate relationships & partnerships, what a well-packaged deal looks like, and the situations where a broker shouldn't try Strive. → Strive's practical approach to files and using niche products as the pipeline to bigger relationships with clients and an additional borrower type they are looking to serve in the future. → How the first 2 years of Strive's alternative product, Aspire, have gone and why you don't always need an exit strategy for an alt file. → How AI in the next 2 years will change the mortgage industry more than the last 15, current market trends, and when the market will bounce back. *** 🌎 Strive Capital Website: www.strivecapital.ca 🔗 Strive Capital LinkedIn: @StriveCapitalCorp 📸 Strive Capital Instagram: @strivemortgage 👥 Strive Capital Facebook: @strivecapitalmortgage 🔗 Steve Kissuk's LinkedIn: @SteveKissuk *** CHAPTERS 00:00:00 Intro 00:00:31 Today's Guest: Steve Kissuk 00:04:31 Going All-In & Co-Founding Strive Capital 00:07:59 Developing a Healthy Partnerships Among Co-Owners 00:11:14 How Strive Gained Broker's Trust 00:18:15 Building a Team 00:22:14 Strives AUM & Funding 00:23:58 When a Broker Shouldn't Try Strive 00:29:13 Niche Products & a Practical Approach 00:34:38 Strives Internal Development & Shared Company Vision 00:36:58 The First 2 Years of Strive's Alt Product, Aspire 00:39:16 You Don't Always Need an Exit Strategy for an Alt File 00:42:06 What Does a Well-Packaged Deal Look Like? 00:46:43 Current & Upcoming Market Trends 00:51:31 The Transformative Next 2 Years of Brokering 00:54:03 An Additional Borrower Type Strive is Looking to Serve in the Future 00:55:23 Final Thoughts 00:58:04 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH ▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean & Deryk are joined by Leigh Walker. Leigh is the President of Lawrenson Walker Real Estate Appraisers Ltd. from the Greater Vancouver Area in BC, who began his real estate career in 1993 and is currently a CRA designated appraiser with the Appraisal Institute of Canada (AIC) and member of the Greater Vancouver Real Estate Board (GVREB). With a strong voice as an industry advocate, Leigh is the co-founder and President of the Business Association of Real Estate Appraisers (BAREA), and also volunteers as a Director of the Canadian Mortgage Brokers Association (CMBA). He has also been an Executive Co-Chair of the Vancouver Chapter of the Appraisal Institute of Canada, and the Director of the BC Association of the Appraisal Institute of Canada. Leaders in the field of residential real estate appraisal and consulting, Lawrenson Walker Real Estate Appraisers was established in 1992, and currently service British Columbia and Alberta. Leigh is here to discuss: → How he got into real estate, why he took the business development of LWA so seriously, and where the company is going. → The importance of developing the appraiser-broker relationship, how a broker can make an appraisal harder, and one thing brokers misunderstand about appraisers. → The appraiser-lender relationship: The "90/90/20" rule, if lenders ever visit properties, and why there's increased lender scrutiny of appraisals. → Why an appraisal can come in low, the importance of KYCP (know your clients' property) and conditions, and the cost to build vs the return you'll actually get. → The honest truth about appraisal management companies or AMCs, what they do, and how they work. → Why there is no such thing as a "blanket appraisal", where the term came from, and the ongoing OSFI crackdown. → How unauthorized suites impact appraisals, appraising pre-sales in this market, and how appraisers evaluate rents with no database. → The factors that show the market will turn around in a big way and advice for new brokers. *** 🌎 Lawrenson Walker Appraisers Website: www.lawrensonwalker.com 📸 Lawrenson Walker Appraisers Instagram: @lawrensonwalkerappraisers 🔗 Leigh Walker's LinkedIn: @LeighWalker *** CHAPTERS 00:00 Intro 00:31 Today's Guest: Leigh Walker 02:46 Where LWA is Today and Future Plans 05:57 Sophisticated Readers vs. Homeowners 07:59 The Increased Lender Scrutiny of Appraisals 09:05 Why an Appraisal Can Come in Low 14:15 Do Lenders Visit Properties? 15:36 The Appraiser/Realtor Relationship 18:19 The 90/90/20 Rule & Lender Policies 21:52 The Appraiser/Lender Relationship 23:47 AMCs - Appraisal Management Companies 31:43 KYCP - Know Your Clients Property 34:41 Appraisal Stories 38:30 Appraisal Tips for Brokers 44:07 How Unauthorized Suites Factor Into Appraisals 45:45 Evaluating Rents 46:58 Appraising Pre-Sales & Government Buy-Backs 49:37 Blanket Appraisal & OSFI Crackdown 52:19 The Market Will Turn Around Big 54:34 Advice for New Brokers 56:03 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH ▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean & Deryk are joined by Colin Johnston. Colin has been the Managing Director of Western Canada at Vault Mortgage since March of 2026, having been at the company since June of 2022 where he started as the SVP of Sales and Operations. A seasoned sales executive with deep experience in Canada's financial services sector, Colin has built and led high-performing for HSBC, HomEquity Bank, Manulife, and Sequence Capital since 2002. Throughout his career, he's set himself apart by combining strategic insights with a people-first leadership style. Vault Mortgage is a Canadian non-bank alternative mortgage lender offering first and second residential and commercial mortgages that are competitive, flexible, and customizable financing for purchasers, homeowners, and builders. Colin is here to discuss: → HIs history in the mortgage industry, how he got into alternative lending, and his day-to-day. → Why he spends so much time investing in relationships with brokers and how he can make a decision on a file in under a minute. → Why brokers need to learn alt lending and the importance of finding creative solutions for clients. → Alt renewals - what to expect, the current broker pitfalls, & why your client always needs an exit plan. → What makes Vault unique from other lenders, how institutionalized capital means consistent rates and rate sheets, and their future plans for a business loan division. → The Vault "Near B" product - it's benefits, tangible ways to position it with clients, & why it's great for the self-employed. → The uniqueness of Vault's industry events and how they support brokers beyond just product knowledge. → The untapped market of accountants as broker referral partners, which ones to go after, and where they are. → Common mistakes brokers make including not understanding rate sheets and why you must stop emailing file submission and credit bureaus. → Current market trends including the struggle of small developers and pre-sale condos, how single family homes are starting to decrease, and advice for new brokers in this tough market. *** 🔗 Vault Mortgage's Website: www.vaultmortgage.ca 📋 Vault Mortgage's LinkedIn: @VaultMortgageCorporation 📸 Vault Mortgage's Instagram: @vault.mortgage 👥 Vault Mortgage's Facebook: @VaultMortgageCanada 📋 Colin Johnston's LinkedIn: @ColinJohnston *** CHAPTERS 00:00 Intro 00:31 Today's Guest: Colin Johnston 03:03 Finding Creative Solutions in Alt Lending 08:42 Colin's Day-to-Day 14:32 Institutional Capital + MIC = Vault 16:05 What to Expect with Alt Renewals 21:14 The Vault "Near B" Product 28:57 Accountants as Referral Partners 34:19 Vault's Events & Supporting Brokers 37:14 Vault's Difference Between Ontario & BC 39:30 The Most Common Mistake Brokers Make 42:02 Stop Emailing File Submissions 44:38 Optimal Vault File Submission 46:46 Current Market Trends 48:30 Vault's Future Plans 50:57 Advice for New Brokers 55:28 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠ *** CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH ▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, we highlighting the biggest takeaways from our 5 most popular episodes of the past year. *** 🎞️ Clip 1 - Ep 50: Deep Product Knowledge Always Beats Flashy Leads with Anil Kumar Anil is one of the top Mortgage Brokers with Mortgage Architects from Surrey, BC, and is also Hall of Fame Member with A Better Way Mortgage Group, amassing over 25 years of sales experience, with 7 of them being in mortgages. 👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-50 *** 🎞️ Clip 2 - Ep 51: 3 Tactics to Build Strong Client Relationships with Ruby Bains Ruby is a Mortgage Broker with Mortgage Architects from the Greater Vancouver Area in BC, who's been in the mortgage industry for over 30 years, and with ABW for the past 8. Full Episode Here: https://podcast.joinabw.ca/episode/ep-51 *** 🎞️ Clip 3 - Ep 61: The AI Mortgage Ninja: Eliminating Human Limitations with Shawn Kanungo As a globally recognized innovation strategist and bestselling author, Shawn Kanungo has emerged as one of the world's most sought-after voices on innovation and generative AI. His bestselling book, "The Bold Ones" - celebrated by McKinsey as essential reading for decision-makers - provides a thought-provoking blueprint for professionals and organizations to embrace bold innovation in an era of unprecedented change. 👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-61-the-agentic-era-with-shawn-kanungo *** 🎞️ Clip 4 - Ep 63: How the New Brain MB AI Will Revolutionize Your Mortgage Business Dean and Jason break down how Dean has integrated AI into their mortgage practice — from 30-second client emails, to instant lender policy search, and automated marketing content. 👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-63-the-ai-revolution-in-canadian-mortgage-brokerage-from-skeptic-to-operator *** 🎞️ Clip 5 - Ep 67: ABW & DLC Origin Mortgages are Merging! Here's Why with Kyle Green Kyle is the Owner of both DLC Origin Mortgages and The Green Mortgage Team from Vancouver, BC, who has been a Top 25 Broker in Canada since 2017 (volume funded), a Top 10 Broker in DLC, and a member of the DLC Elite Hall of Fame over his nearly 20 years in the mortgage industry. 👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-67-the-big-announcement-kyle-green-joins-a-better-way-mortgage-group *** CHAPTERS 00:00 Intro 03:22 Anil Kumar 07:36 Ruby Bains 14:13 Shawn Kanungo 20:21 Dean & Jason 33:00 Kyle Green 49:00 Outro *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH ▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Deryk & Jason are joined by Taylor Little. Taylor is the CEO of Neighbourhood Holdings from Vancouver, BC, who has been in the mortgage industry for over 10 years. Prior to joining Neighbourhood Holdings and Conconi Growth Partners, Taylor was a lawyer in the Corporate and Securities Group of Stikeman Elliott LLP, and is still in good standing with the Law Society of British Columbia. Certified with the Institute of Corporate Directors designation, Taylor has extensive experience sitting on various company boards throughout his career— including the Conconi Family Foundation, Cycling BC, and 7mesh Industries — which has equipped him with the tools to make the best and most informed strategic decisions. Neighbourhood Holdings is a Vancouver-based alternative mortgage lender born out of a single-family investment office in 2015, specializing in short-term residential financing across British Columbia, Alberta, Saskatchewan, Ontario, Quebec, and Nova Scotia. Taylor is here to discuss: → His transition from lawyer to lender, battling imposter syndrome, and his leadership style. → The origin of Neighbourhood Holdings, their conservative lending philosophy, and their avatar client - borrowers in transition. → The brokers Neighbourhood works with, how they've been implementing AI, and doubling down on human connections. → Neighbourhood's acquisition of Fisgard, how it opens up more deals for them, and how the branding will work moving forward. → The realities of M&A and the challenges they've faced since the acquisition, how they've spread the word, and the opportunity to acquire other smaller shops. → Advice for brokers in the alt & private space, where alt & private lending is heading in Canada, and if Canadian MICs or alt lenders would ever enter the US market. *** 🔗 Neighbourhood Holding's Website: www.neighbourhood.com 📋 Neighbourhood Holding's LinkedIn: @NeighbourhoodHoldings 📸 Neighbourhood Holding's Instagram: @neighbourhoodholdings 🌲 Neighbourhood Holding's LinkTree: @neighbourhoodholdings 📋 Taylor Little's LinkedIn: @TaylorLittle 📸 Taylor Little's Instagram: @tjlit *** CHAPTERS 00:00:00 Intro 00:00:31 Today's Guest: Taylor Little 00:01:38 Taylor's Background & the Origin of Neighbourhood Holdings 00:08:21 Transitioning from Lawyer to Lender, Battling Imposter Syndrome, & Taylor's Leadership Style 00:12:56 Neighbourhood's Conservative Lending Philosophy & How Acquiring Fisgard Opens Up More Deals 00:17:45 Neighbourhood's Avatar Client 00:22:06 The Brokers Neighbourhood Works With 00:25:08 Implementing AI & Doubling Down on Humans 00:30:48 Neighbourhood's Acquisition of Fisgard & the Realities of M&A 00:40:55 The Branding Moving Forward 00:43:58 How Did They Spread the Word of the Merger? 00:46:56 Biggest Opportunity for Neighbourhood 00:52:17 Where Alt & Private Lending is Heading 00:55:44 Would Canadian MICs & Alt Lenders Enter the US Market? 00:57:41 Advice for Brokers on the Alt/Private Space 01:02:05 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH ▶️ ⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean & Deryk are joined by Elena Robinson. Elena is the VP of Residential Sales at First National from Etobicoke, Ontario, who has been in the mortgage industry for over 35 years. In 1990, she became First National's first BDM, a position she held for 3 years. After taking 20 years away to be a mortgage broker and other industry positions, she returned to First National in 2018 to help re-launch it's alternative lending division, Excalibur, and has been there ever since. A multi-award winner, Elena was recognized as CMP’s Women of Influence for 5 consecutive years from 2021 to 2025, listed as an Elite Women in the Global Best in Mortgage 2022, and the 2025 Mortgage Global 100. First National Financial is Canada's largest non-bank lender, originating, underwriting, and servicing both residential and commercial mortgages. As the leading lender of CMHC and conventional mortgages, First National currently has more than $150 billion in mortgages under administration. Elena is here to discuss: → Her journey in the mortgage industry and always working with brokers, the difference skills needed between sales & leadership roles, and why she went back to First National. → How first National became the largest non-bank lender in Canada and top 3 in the broker channel by offering value and consistency, why they stay committed to the broker channel, and how they measure success. → First National's deal flow, file escalation process, and the importance for brokers to build true partnerships with lenders. → First National's alternative lending division, Excalibur, and portal, Merlin, and how they are looking to combine AI process with the human experience. → The growth of alternative lending in Canada and why brokers must become comfortable with these files. → Current market trends in the Canadian mortgage industry including why volumes are down, what the science says about how many times your really need to be calling clients to get a deal, and why this is the time consumers need to be buying and not sitting still. *** 🔗 First National Website: www.firstnational.ca 📋 First National LinkedIn: ⁠@FirstNational 📋 Elena Robinson's LinkedIn: ⁠@ElenaRobinson 📸 Elena Robinson's Instagram: ⁠@elenarobinson10 *** CHAPTERS 00:00 Intro 00:31 Today's Guest: Elena Robinson 05:24 Difference Between Sales & Leadership Roles 07:11 Are More People Leaving Institutions to Become Brokers? 08:28 Working with Brokers 09:37 Why Elena Went Back to First National 11:01 Why First National Stays Committed to the Broker Channel 14:15 Building True Partnerships Between Brokers & Lenders 19:23 How First National Became the Largest Non-Bank Lender in Canada 23:19 Combining AI Process With the Human Experience 25:53 The Growth of Alternative Lending in Canada 30:03 Excalibur 32:38 Merlin 34:30 First National's Deal Flow 37:03 First National's File Escalation Process 38:53 Mortgage Volumes Are Down 43:00 Don't Sit, Buy Now 46:51 How First National Measures Success 49:54 Advice for Brokers 50:29 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean, Deryk, & Jason are joined by Rachelle Gregory. Rachelle is the SVP of Originations at MERIX Financial from Toronto, Ontario, who has been with MERIX for over 21 years since becoming their 3rd employee in 2005. Rachelle is analytical and growth-driven with extensive operational leadership experience encompassing sales, business development, customer service, process innovation, and team building. Founded in 2005 and acquired by MCAP in 2021, MERIX Financial has funded over $60 billion in mortgages and provided residential mortgages to over 300,000 Canadians from coast to coast. Rachelle is here to discuss: → Her journey in the mortgage industry, why her parents started MERIX and it's evolution, and what it was like in their early days. → MERIX successful trailer model, if more people are using them in today's market, and the unique ways brokers have used them for financial planning like paying assistants and maternity leave. → MERIX's alternative side, NPX, rolling it out to more provinces, and how leveraging tech can bring more consistency to alternative lending. → MERIX's designated renewal specialists for $10M producers and how it's helped them keep more renewals. → The importance of building relationships with underwriters and the right way to ask for a file escalation. → Why MCAP acquired MERIX, what it's been like combining cultures, and the collaboration between MERIX, MCAP, & RMG. → What a DISC assessment is, how it works, and how it can be beneficial in your business when dealing with co-workers, employees, lenders, and clients. → When she started teaching DISC, how often people should do a DISC assessment, and how brokers have found success by implementing DISC. → Dean, Deryk, & Jason's DISC styles and how it impacts their relationships with each other and also their business. *** 🔗 MERIX Financial Website: www.merixfinancial.com 📋 MERIX Financial LinkedIn: @MerixFinancial 📧 Rachelle Gregory's Email: [email protected] 📋 Rachelle Gregory's LinkedIn: @RachelleGregory 📸 Rachelle Gregory's Instagram: @rachgregory31 *** CHAPTERS 00:00:00 Intro 00:00:31 Today's Guest: Rachelle Gregory 00:02:37 The Evolution of MERIX Financial 00:05:16 MERIX's Successful Trailer Model & Unique Use Cases 00:12:21 Is There a Renewal Program with MERIX's Alternative Side, NPX? 00:15:05 Rolling Out NPX to More Provinces & Leveraging Tech 00:20:40 Why Did MCAP Acquire MERIX? 00:23:01 Collaboration Between MERIX, MCAP, & RMG? 00:24:57 Why Did Rachelle's Parents Start MERIX? 00:26:09 How Have MERIX & MCAP Combined Cultures 00:27:24 MERIX's Designated Renewal Specialist for $10M Producers 00:30:31 Building Relationships with Underwriters & File Escalation 00:35:06 What the DISC Assessment Is & How it Works 00:44:53 When Rachelle Starting Teaching DISC 00:46:51 Dean, Deryk & Jason's DISC Styles 01:01:58 How Often Should People Do DISC Assessments 01:02:46 Have Other Brokers Implemented the DISC & Found Success 01:04:32 Advice for Brokers 01:07:24 Final Thoughts ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠@JustinNoda⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean & Jason are joined by Christine Perkins. Christine is the Director of Business Development - Western Canada at Sequence Capital from the Greater Vancouver Metropolitan Area in BC, who has accumulated over 20 years of experience in the mortgage industry, spending the last 6 in her current role. She is also a repeat guest of the show, having first appeared in episode 32. Sequence Capital is a national, private mortgage lender dedicated to helping homeowners access the equity in their homes. With an experienced lending team and over $1.3 billion under management, they are designed to be a full-service lender, providing custom and competitive solutions for brokers and their clients. Christine is here to discuss: → How every private lender is different, with specific niches and policies, and aren't interchangeable like prime lenders, so brokers should focus on specific privates & MICs. → Why relationships with private lenders & BDMs matter so much in the private space, and how they are critical in unlocking exceptions and getting deals done. → The 3 habits to win private deals - communication, knowing your client and setting expectations, and relationships over rate shopping. → Why it's so important that brokers know their deals inside and out and are able to tell a borrower's complete story, and the effect that has on a deal as opposed to their financial picture. → What you need to know about a borrower, including credit, their exit strategy, and their property & portfolio. → How appraisals regularly hold up files, and the importance of property condition, economic life, and the type, and the risks of buying foreclosed property. → Sequence's new fixed-rate HELOC, what makes it a unique product, and how it can be accessed. *** 🎙️ Christine's 1st Appearance in Episode 32: https://podcast.joinabw.ca/episode/ep-32 *** 🔗 Sequence Capital Website: www.sequencecapital.ca 📋 Sequence Capital LinkedIn: @SequenceCapitalInc 📸 Sequence Capital Instagram: @sequence.capital 👥 Sequence Capital Facebook: @SequenceCapital 📧 Christine Perkins' Email: [email protected] 📋 Christine Perkins' LinkedIn: @ChristinePerkins 📸 Christine Perkins' Instagram: @cperkins123 *** CHAPTERS 00:00 Intro 01:39 Every Lender is Different: Know Your Deal 04:38 Reaching Out to BDMs Early 06:47 Build Relationships with a Select Group of MICs & Privates 08:07 Do Lenders Research New Brokers? 09:37 The Importance of Telling the Story vs the Financial Picture 15:12 3 Habits That Win Deals - #1 Communication 18:47 #2 KYC & Setting Expectations 22:23 #3 Relationships Over Rate Shopping 24:59 Building Relationships Gets Deals Done 27:41 Know Your Property/Portfolio 31:04 Know Your Borrower 33:39 How to Make Sure an Appraisal Doesn't Hold Up a File 36:56 The Importance of Property Condition, Economic Life, & Type 39:57 Risks of Buying Foreclosed Properties 42:20 Sequence's New Fixed-Rate HELOC 46:53 Can the HELOC Be Used in Construction? 47:49 How to Access the HELOC 48:51 Wrap-Up ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠@JustinNoda⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Justin continues with the third episode of our Broker Armour podcast series. Broker Armour is our podcast series focused on compliance and regulatory changes affecting Canadian mortgage brokers. It aims to provide practical guidance and expert insights from regulators and industry professionals to help brokers navigate the increasingly complex regulatory landscape while maintaining compliance and protecting their businesses. This episode provides a comprehensive overview of the upcoming Mortgage Services Act (MSA) in British Columbia, detailing educational requirements, brokerage windup procedures, and the implications for personal mortgage corporations (PMCs).   Justin discusses: → When the BC Mortgage Services Act (MSA) is coming into effect (October 13th, 2026), and how it will change brokering in BC as we know it. → The new educational requirements & deadlines for the BC mortgage industry including MSA "Getting Started", MSA "The New Mortgage Broker Course", and MSA "Principle Broker #1 & #2". → The timeline of brokerage wind-up procedures, the steps you need to take, and how to decide between being a PMC or a brokerage. → Personal Mortgage Corporations (PMCs) - What a PMC is, who can own a PMC, PMC naming guidelines, the additional costs of a PMC, and the restrictions of a PMC including underwriter payment structures. *** CHAPTERS 00:00 Intro 00:35 The BC MSA Coming Into Effect October 13, 2026 01:18 #1: Educational Requirements 03:45 #2: Brokerage Wind-Up Procedure - Being a PMC vs Brokerage 10:03 #3: PMCs 11:07 What Can't a PMC Do 14:01 The Naming of a PMC 16:07 Who Can Own a PMC 16:57 The Cost of a PMC 18:01 Wrap-Up ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠@abetterwaymortgage⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠@ABWMedia⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠@JustinNoda⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠@JasonMarshall⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠www.joinabw.ca⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠@abetterwaymortgages⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠@ABetterWayMortgages⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠@ABetterWayMortgages⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean & Jason are joined by Brad Graham and Loren Hawkins of Three Point Capital. Brad is the Chief Credit Officer & Principal Broker of Three Point Capital, bringing with him over 32 years of industry experience in real estate, mortgage lending & commercial lending. Loren is the Director of Broker Relations in Western Canada at Three Point Capital, making the move in October of 2019 after a successful 22-year career with multiple BC Credit Unions. Three Point Capital Corp. is a Mortgage Investment Corporation (MIC) and non-bank mortgage lender with a portfolio totalling $270M, focusing primarily on residential mortgages under $500,000. Brad & Loren are here to discuss: → Their backgrounds and what led them to joining Three Point Capital. → The journey of Three Point Capital and why they chose to be a conservative MIC lending primarily in residential mortgages. → Where Three Point Capital lends and how deciding on lending locations is more of an art as opposed to a science. → Unique Three Point Capital lending products, including their flexible Pathfinder & Elevation programs and residential construction options. → How to package a deal for Three Point Capital and the importance of utilizing your BDM to get files funded. → Common mistakes brokers make when submitting deals and how to fix them. → Three Point Capital's deal escalation process, why they want to tell you no quickly, and referring deals they can't do to trusted sources. → Why they never race to the bottom on rate and how doing so would hurt not only their investors, but also consumers. → Current trends in the housing market including it being down overall, and MIC/private deals becoming more common as consumers are facing more financial challenges. → Advice for brokers trying to build in this space and why it's so important to find the MICs that suit your client base. Three Point Capital Website: www.threepointcapital.ca Three Point Capital LinkedIn: @ThreePointCapital Three Point Capital Instagram: @teamthreepoint Three Point Capital Facebook: @TeamThreePoint Brad Graham's LinkedIn: @BradGraham Brad Graham's Email: [email protected] Loren Hawkins' LinkedIn: @LorenHawkins Loren Hawkins' Email: [email protected] Justin Theriault's LinkedIn: @JustinTheriault Justin Theriault's Email: [email protected] *** CHAPTERS 00:00 Intro 01:16 Brad's Background 02:33 The Journey of Three Point Capital 06:31 Loren's Background 12:04 Where Three Point Lends 14:19 Why Three Point is a Conservative MIC Lending Primarily in Residential 17:41 Deciding on Lending Locations - Art vs Science 21:17 Utilizing Your BDM to Get Files Funded 23:54 Unique Three Point Lending Products 30:37 Three Point's Residential Construction Program 34:54 Changing Policies & Never Racing to the Bottom on Rate 40:12 How to Package a Deal for Three Point Capital 42:18 Common Mistakes Brokers Make When Submitting Deals 45:32 Deal Escalation & Wanting to Get Deals Funded 48:28 Current Trends - Housing Market is Down, MIC/Private More Common Option 52:07 Find Your MICs 52:40 Advice for Brokers Building in This Space 55:56 Wrap-Up ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠@abetterwaymortgage⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠@MortgageBrokerPodcastNetwork⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠@ABWMedia⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Dean Lawton's LinkedIn: ⁠⁠⁠@DeanLawton⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠@DerykWilliamson⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠@JasonMarshall⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠www.joinabw.ca⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠@abetterwaymortgages⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠@ABetterWayMortgages⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠@ABetterWayMortgages⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, Dean is joined by Kyle Green. Kyle is the Owner of both DLC Origin Mortgages and The Green Mortgage Team from Vancouver, BC, who has been a Top 25 Broker in Canada since 2017 (volume funded), a Top 10 Broker in DLC, and a member of the DLC Elite Hall of Fame over his nearly 20 years in the mortgage industry. Kyle leads with a sharp strategic mindset and an unwavering commitment to delivering exceptional client results, building his reputation by tackling complex financing scenarios and guiding clients through commercial deals, investment property acquisitions, and long-term real estate portfolio growth. His ability to simplify intricate lending structures while maintaining big-picture vision gives clients confidence at every step of the process. Since 2011, Kyle has been the Owner of The Green Mortgage Team, a top 25 brokerage since 2018 providing residential & commercial mortgages across Canada. In 2022, Kyle purchased Origin Home Financing Partners, merging into DLC Origin Mortgages, which funds approximately $1.4 billion in annually, which is in the top 5 of DLC franchises across Canada. Now, in a major announcement, Kyle & DLC Origin Mortgages are merging with A Better Way Mortgage Group, along with their underwriting model, Expressway, becoming a central pillar of the combined operation. Consolidating to give their brokers the best in underwriting, training, & support. Kyle is here to discuss:   → What led him to mortgages and his journey in the mortgage industry. → The importance of mentors in his career and working with Ozzie Jurock. → His first JV deal and becoming the Broker who's known for getting deals done. → Building client trust through public speaking and events, and how his Cash Flow Spreadsheet grew his database to thousands. → Why he believes in an educational based marketing approach and why new agents need to find their avatar clients. → Building a process in your business and putting your team in their right positions to succeed. → The parallel path shared by him & Dean in acquiring DLC Origin & ABW respectively. → Why underwriting centres always fail and what makes Expressway different. → Why ABW & DLC Origin are merging, unifying the underwriting across brokerages and teams, and the combined knowledge that will bring training to another level. → What the next 12 months will bring and what has got him excited to dive into. Kyle Green's LinkedIn: @Kyle Green Kyle Green's Instagram: @kylegreen_14 DLC Origin Mortgages Website: www.joinorigin.ca DLC Origin Mortgages LinkedIn: @DLCOriginMortgages DLC Origin Mortgages Instagram: @originmortgages Green Mortgages Team Website: www.greenmortgageteam.ca Green Mortgages Team LinkedIn: @Green-Mortgage Green Mortgages Team Instagram: @thegreenmortgageteam ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠@abetterwaymortgage⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠@MortgageBrokerPodcastNetwork⁠ 📝 The Mortgage Broker Podcast Blog: ⁠@ABWMedia⁠ ***   CONNECT WITH THE HOSTS 📋 Dean Lawton's LinkedIn: ⁠⁠@DeanLawton⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠@DerykWilliamson⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠@JasonMarshall⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠www.joinabw.ca⁠ 📸 A Better Way Mortgages Instagram: ⁠@abetterwaymortgages⁠ 📋 A Better Way Mortgages LinkedIn: ⁠@ABetterWayMortgages⁠ 👥 A Better Way Mortgages Facebook: ⁠@ABetterWayMortgages⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠Watch this episode on YouTube⁠⁠ ***   EPISODE DESCRIPTION In this episode, Dean and Deryk discuss the evolution of their Canadian Perfect Loan Process, originally introduced two years ago, which has now transformed into version 2.0, for a far more comprehensive training for Canadian Mortgage Agents. Built on Tim Braheem's American coaching framework, they adapted it significantly for Canadian regulatory bodies including BCFSA, RECA, and FSRA, while now also smartly integrating AI. The result is a full nine-module CPLP system, and a lighter five-module version for solo brokers.   Dean & Deryk discuss:   → Developing the original Perfect Loan Process from the American legend Tim Braheem, and how they were able to adapt it for the Canadian market. → What the CPLP online platform is, what the modules cover, and what makes it unique. → Using the CPLP to develop documented workflows to create a repeatable process & enforce compliance for E&O protection. → The next level of business coaching, their AI Agent Coach, everything it can do, and how it should be used as a tool combined with human coaching. → Using the AI Agent Coach to build comprehensive business plans with honest feedback, keeping on track to stay connected with referral partners, and hold yourself accountable. → The lack of training in the Canadian mortgage industry, and why ABW continually invests to educate Agents from all brokerages. Canadian Perfect Loan Process: www.perfectloanprocess.ca Tenth Degree AI Course: www.mtg.course.tenthdegree.ai Mortgage Masters Webinar Series: www.mortgage-masters.ca *** CHAPTERS 00:00 Intro 1:20 Developing the CPLP 5:42 Adapting a US Process for the Canadian Market 9:44 Using the CPLP to Enforce Compliance 12:55 What the CPLP Platform is & How It's Unique 18:51 The AI Agent Coach - Next Level of Business Coaching 25:54 Combining the AI Agent with Human Coaching 30:43 The Realtor Engine - Staying Connected with Referral Partners 34:46 Current Canadian Mortgage Training & the ABW Difference 38:52 What's Next & Wrap-Up ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠@abetterwaymortgage⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠@MortgageBrokerPodcastNetwork⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠@ABWMedia⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Dean Lawton's LinkedIn: ⁠⁠⁠@DeanLawton⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠@DerykWilliamson⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠@JasonMarshall⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠www.joinabw.ca⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠@abetterwaymortgages⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠@ABetterWayMortgages⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠@ABetterWayMortgages⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, Dean and Deryk break down what's been happening in their FREE CPLP course over the past 2 months, where over 500 brokers from across Canada have enrolled, drawn by coaching, AI tools, webinars, and a proven loan process framework. The final session, happening Wednesday, April 15th, is "Mastering Alternative Lending", specifically for the BFS market. Alternative lending grew 16% annually and saw a 15% funding increase in 2025, yet only 20% of Canadian Brokers feel confident handling these deals, and that gap is costing them hundreds of thousands in potential revenue.   Dean & Deryk discuss:   → Why they have made all their courses and workshops FREE for any Canadian mortgage Agent and the ways you can access them. → What they've covered in the FREE Mortgage Masters CPLP course so far. → What will be covered in the upcoming final session, Mastering Alternative Lending, including market positioning and prospecting strategies, exact client conversation frameworks, fee negotiation scripts, and key alternative lenders and BFS programs.   → The upcoming FREE 5 AI Wins workshop on Friday, April 17th, and the FREE Tenth Degree AI Course. Mortgage Masters Canadian Perfect Loan Process Course: www.mortgage-masters.ca 5 AI Wins Workshop: www.mortgage-masters.ca/ai-workshop Tenth Degree AI Course: www.mtg.course.tenthdegree.ai *** CHAPTERS 00:00 Intro 0:59 Recapping the CPLP So Far 5:24 The Final Session: Mastering Alternative Lending 11:03 What the Session Covers 12:51 AI Workshop & AI Course 13:59 Wrap-Up ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠@abetterwaymortgage⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠@MortgageBrokerPodcastNetwork⁠ 📝 The Mortgage Broker Podcast Blog: ⁠@ABWMedia⁠ ***   CONNECT WITH THE HOSTS 📋 Dean Lawton's LinkedIn: ⁠⁠@DeanLawton⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠@DerykWilliamson⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠@JasonMarshall⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠www.joinabw.ca⁠ 📸 A Better Way Mortgages Instagram: ⁠@abetterwaymortgages⁠ 📋 A Better Way Mortgages LinkedIn: ⁠@ABetterWayMortgages⁠ 👥 A Better Way Mortgages Facebook: ⁠@ABetterWayMortgages⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠Watch this episode on YouTube⁠ ***   EPISODE DESCRIPTION In this episode, Dean is joined by Shad Mayne. Shad is the Chief Development Officer of CityReach Care Society from Vancouver, BC, a registered Canadian charity serving thousands of vulnerable individuals, children, and families across the Greater Vancouver area. Specializing in meeting tangible needs through food security initiatives, CityReach provides a network of support through a variety of programs and community events. As the development officer, Shad shares the impact and vision of CityReach with potential sponsors and partners, with the belief that together they can provide more hope to the community. Shad is here to discuss:   → What CityReach Care Society does, who they help, and their expansion into neighbouring communities. → The importance of food recovery and how Canada should not have any food scarcity. → The different programs they run including Food for Families & Adopt a School. → The various events they host including the Back to School Blast, Coldest Night of the Year, and their charity hockey event. → Advice for those looking to give back and how you can make a difference with CityReach today. CityReach Care Society Website: www.cityreach.org CityReach Care Society LinkTree: www.linktr.ee/cityreachcaresociety CityReach Care Society LinkedIn: @cityreachcaresociety CityReach Care Society Instagram: @cityreachcaresociety CityReach Care Society Facebook: @CityReachCareSociety CityReach Care Society YouTube: @cityreachcaresociety Shad Mayne's LinkedIn: @shadmayne Shad Mayne's Email: [email protected] *** CHAPTERS 00:00 Intro 00:31 What is City Reach Care Society? 5:49 Starting Out of a Tire Warehouse & Lean Overhead Costs 8:33 Expanding Beyond Vancouver & Food for Families Program 14:03 The Different Programs City Reach Runs 21:19 The Adopt a School Program 27:39 Helping Refugees in the Community 30:36 The Back to School Blast 37:08 Coldest Night of the Year & Charity Hockey Event 43:59 Advice for Those Looking to Give Back & Food Recovery 49:52 How You Can Help City Reach Today 53:43 Wrap-Up 54:49 Outro ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠@abetterwaymortgage⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠@MortgageBrokerPodcastNetwork⁠ 📝 The Mortgage Broker Podcast Blog: ⁠@ABWMedia⁠ ***   CONNECT WITH THE HOSTS 📋 Dean Lawton's LinkedIn: ⁠⁠@DeanLawton⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠@DerykWilliamson⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠@JasonMarshall⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠www.joinabw.ca⁠ 📸 A Better Way Mortgages Instagram: ⁠@abetterwaymortgages⁠ 📋 A Better Way Mortgages LinkedIn: ⁠@ABetterWayMortgages⁠ 👥 A Better Way Mortgages Facebook: ⁠@ABetterWayMortgages⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠@ABWTuesdayMortgageMemo⁠

WATCH ▶️ ⁠⁠⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠⁠⁠ *** EPISODE DESCRIPTION In this episode, Dean and Jason break down how Dean has integrated AI into their mortgage practice — from 30-second client emails, to instant lender policy search, and automated marketing content. There are three live use case walkthroughs, the compliance framework every broker needs, a first look at the AI Business Planning Agent coming to the CPLP platform, and the Tenth Degree AI course built to teach all of it.    Dean & Jason discuss:   → Dean's deep dive into AI and how he's used it to expedite ABW's workflow. → Why AI matters for mortgage brokers and the time it takes to learn it properly.   → The 3 different Broker types when it comes to AI - the skeptic, dabbler, & operator. → Creating their new company, Tenth Degree AI, and their new AI course that can take anyone from skeptic to operator. → The 8 things AI must never do in a mortgage and the green-yellow-red framework to use when discerning what tasks it can do in your business. → 2 use cases to get started using AI - killing a rate objection quickly & reactivating dead leads in your CRM with a 3 email plan. → Why Dean created the mortgage specific AI Brain MB, how it's different from other current AI platforms, and the things it can do that they can't. → The re-vamped Canadian Perfect Loan Process course, the new one-of-a-kind AI coaching agent they're adding, and how this agent will help your business. → How you can attend Dean's upcoming webinar titled "Your First 5 Wins as an AI Mortgage Broker". Brain MB: www.brainmb.ai Canadian Perfect Loan Process: www.perfectloanprocess.ca Tenth Degree AI Course: www.mtg.course.tenthdegree.ai Your First 5 Wins as an AI Mortgage Broker Webinar: www.mortgage-masters.ca/ai-workshop *** CHAPTERS 0:00 Intro 1:11 How AI Has Expedited ABW's Workflow 6:11 The Time it Takes for the AI Learning Curve 9:39 What is Brain MB? 13:13 The 3 AI Broker Types - Skeptic, Dabbler, Operator 17:16 AI Use-Case: Killing Rate Objections in 60 Seconds 21:09 AI Use-Case: Reactivating Dead Leads 23:20 Brain MB Use-Case: Ranking 65 Lenders in Seconds 27:16 Diving Deeper into Brain MB 33:51 8 Things AI Must Never Do in Mortgages 37:16 Green, Yellow, & Red Framework for AI Tasks 39:08 The Re-Vamped PLP Course & New AI Coach 49:01 9 Steps of the PLP AI Coach 52:44 Our New Tenth Degree AI Course 56:06 Your First 5 Wins as an AI Mortgage Broker Webinar & Wrap-Up 57:27 Outro ***   CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠ 📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠ 📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠ 📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠ 📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠ 📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠ ***   CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠ 📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠ 📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠ 👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠ 📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo