BEHIND THE LENDER – Ep. 53 with Jesse Bobroski, Calvert Home Mortgage Hosts: Dean Lawton & Deryk Williamson In this episode of The Mortgage Broker Podcast, Dean and Deryk continue the Behind the Lender series with Jesse Bobroski, Vice President of Calvert Home Mortgage. Recorded on-site at Calvert’s Calgary headquarters, this conversation dives deep into how one of Canada’s most established private lenders—now celebrating 50 years in business—continues to evolve, innovate, and serve brokers across the country. From Bartender to Private Lending Leader Jesse shares his unconventional path into the mortgage world. After completing a finance degree in Ontario, he moved to Calgary during the financial crisis and stumbled into alternative lending while bartending. A chance meeting with a couple who ran a syndicated mortgage firm opened the door to a career in private capital—a world Jesse found refreshingly transparent and relationship-driven. Nearly two decades later, he’s built a career defined by mentorship, curiosity, and an unwavering focus on helping borrowers who fall outside the banks’ comfort zones. Today, at Calvert, he helps manage a diversified Mortgage Investment Corporation (MIC) that funds short-term mortgages for both real estate investors and clients who simply don’t fit the traditional mold. Inside Calvert Home Mortgage Founded in 1981 as a MIC by Everett Keller, Calvert has grown from a family-run brokerage into a nationally respected private lender. Now led by Everett’s sons, Dean and Dale Keller, the firm has expanded from $35 million in annual fundings to over $550 million—supporting more than 1,400 transactions a year. Calvert’s approach is rooted in service, education, and innovation. A key differentiator? In-house valuations. Instead of relying on third-party appraisers, Calvert employs its own appraisal team to assess properties and manage risk. This allows for same-day funding, faster decisions, and greater confidence for both brokers and investors. Valuations, Risk, and the “After-Repair” Mindset Jesse explains how Calvert’s internal valuation system is central to both client speed and investor security. Every deal is stress-tested and backtested to ensure accuracy. When discrepancies arise, Calvert takes a collaborative approach—welcoming appeals and feedback from brokers and local experts. Their After-Repair Value (ARV) model also sets them apart. Especially for flippers and real estate investors, Calvert acts as both lender and consultant, evaluating renovation budgets, utility costs, and even carrying expenses. Borrowers can secure financing with as little as $10,000 down, enabling more opportunities for investors and tradespeople to participate in the market. Multifamily Momentum and Market Trends The conversation turns to multifamily lending, where Calvert is gaining traction. Rather than ground-up construction, their focus is on underutilized small-scale multifamily properties—sixplexes, eightplexes, or similar—that can be repositioned and refinanced through CMHC’s MLI Select program. Jesse also highlights major industry trends, including consolidation among private lenders, increased professionalism, and a more data-driven approach to risk. He notes that Alberta’s cyclical market has taught lenders resilience—an experience now helping them navigate corrections in BC and Ontario. Behind the Scenes: Calvert’s Team & Workflow Calvert’s workflow is designed for speed and precision. Underwriters are empowered to make exceptions, escalate intelligently, and communicate directly with brokers to find solutions. Every deal moves through a refined structure—from credit decision to legal instruction—largely managed in-house, including their legal team, to minimize cost and friction. Their culture rewards underwriters who “find a way to make deals work,” reinforcing a make-sense approach that values relationships and creativity over rigid formulas. The Broker Relationship When asked about working with brokers, Jesse is clear: “We want to win with the winners.” Calvert prioritizes partnerships with top-tier brokers who understand their products and share their mindset for speed, transparency, and trust. These relationships are strengthened by responsiveness—returning texts after hours, collaborating directly with borrowers, and delivering on tight timelines. Renewals are handled ethically and proactively, with brokers always contacted before the borrower and no surprise fees. It’s all part of a long-term retention philosophy that protects both client and broker relationships. Compliance, Technology, and the Future Calvert approaches compliance as a strategic advantage, not a burden. As early supporters of the Canadian Alternative Mortgage Lenders Association (CAMLA), they’ve helped shape industry standards and policies. Jesse emphasizes a balanced approach: staying ahead of FinTrack and AML expectations while keeping processes “make-sense” and client-friendly. On the tech front, Calvert is investing heavily in data centralization and AI-driven insights. Their long-term goal: a fully integrated platform that connects accounting, underwriting, business development, and broker portals—automating valuations, pricing, and performance analytics to improve service and scale intelligently. Borrower Experience For clients—especially real estate investors—Calvert strives to make borrowing “as effortless as possible.” Their team can manage everything from document collection to direct communication, always keeping the broker in the loop. Once a client is introduced by a broker, they remain that broker’s client for life. This trust-based system has built a loyal network of repeat investors and brokers who rely on Calvert not only for financing but for mentorship, analytics, and market insight.  Final Thoughts As Calvert celebrates 50 years, Jesse Bobroski and his team are proving that innovation and integrity can coexist in private lending. With their in-house valuations, commitment to education, and data-first strategy, Calvert is redefining what it means to be a modern MIC. Their focus remains clear: faster decisions, stronger broker relationships, smarter technology—and a mission to help more Canadians build wealth through real estate. Why You Should Listen This episode offers a masterclass in how modern private lending really works—from underwriting culture and borrower psychology to valuation, tech, and risk. Whether you’re a new broker learning the ropes or an established pro seeking trusted partners, this behind-the-scenes look at Calvert Home Mortgage is packed with insight, strategy, and inspiration. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.

10/29/2025: BoC Rate Cut to 2.25%: The Final Move in Canada’s Easing Cycle

10/21/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights 

Behind the BROKERAGE – Ep. 52 with Justin Noda, Chief Compliance & Operations Officer In Episode 52 of The Mortgage Broker Podcast, we launch a brand-new series— Behind the Brokerage —dedicated to exploring the systems, strategies, and structure powering A Better Way Mortgage Group. To kick off the series, Dean and Deryk introduce a pivotal addition to the leadership team: Justin Noda , the firm’s first-ever Chief Compliance and Operations Officer. This milestone marks a major evolution in how A Better Way approaches brokerage management, compliance, and agent support—reflecting a commitment to professionalism, protection, and long-term sustainability in the Canadian mortgage industry. Building a Culture of Compliance Compliance is no longer an afterthought—it’s a leadership priority. With FinTrack, new provincial regulations, and the upcoming Mortgage Services Act in BC, ABW has been working behind the scenes to strengthen education, processes, and broker confidence. “Our job as brokerage owners is to protect our agents,” Deryk explains. “That means giving them the right people, the right tools, and the right systems.” Enter Justin Noda—an 18-year mortgage professional whose experience spans brokering, underwriting, leadership, and regulatory design. His addition reflects ABW’s belief that compliance isn’t bureaucracy—it’s a strategic advantage. From Underwriter to Industry Leader Justin’s career began in underwriting, where he developed a passion for problem-solving and process improvement. Over the past two decades, he’s held leadership roles with ClearTrust, Origin Mortgages, The Mortgage Center, and Centum Financial Services (CFS). At Origin Mortgages, he served as Managing Director under Kyle Green, overseeing national compliance and operations initiatives during one of the industry’s most complex regulatory shifts. His work there—and later with CFS—produced frameworks still used today for FinTrack readiness and broker education. “I love being the white knight,” Justin laughs. “I like protecting brokers—even if they don’t realize it at first.” Why Compliance Is Changing Everything The trio explores why compliance is no longer a check-the-box exercise—it’s the foundation of professionalism. Justin highlights how FinTrack, evolving AML rules, and new provincial acts are reshaping daily brokerage life. Dean adds, “Having someone like Justin who’s lived the broker life means we can translate complex regulations into real-world processes. This is about making life easier, not harder.” At A Better Way, compliance is becoming less about enforcement and more about empowerment—helping agents understand expectations while giving them the support to meet them confidently. The Vision for Behind the Brokerage Two levers define her proce e:conmms csnhi sand P ecei.tSe Bgsk Atanegh,how thes bpore.rJiobracomtocti ae(txp /peons/yatn )and BkesptPihsmprov,caovga naadm —rvntowhsdhtelunpenoesitc“tsbnrilbyst ”BRubyOtlsnan er rtBsmgl eruhrsoirsfuyahnult:salaecdgsahoPictin gesgsnhirce osurj it anesTse feoineoyognailineieidv .iIe est.hle sthemhfels,w osn fdmss ls taise ta neek u ttsdt fe olnauspfrfo vshborlnsdf s dps As part of his new role, Justin will lead the Behind the Brokerage segment—an ongoing series that opens the curtain on brokerage operations, regulation, and innovation. In this section of the conversation (00:19:23), Justin outlines the topics and themes he plans to tackle: 1. Regulatory Insights and Policy Breakdowns Expect deep-dive discussions into the BC Mortgage Services Act (MSA) launching in 2026, along with FinTrack updates, audit preparation, and how these shifts affect day-to-day brokerage life. Justin will break complex policies into actionable guidance, explaining not just what the rules say but why they matter. 2. Inter-Provincial Differences and Best Practices Each province—BC, Alberta, and Ontario—has its own regulatory nuances. Justin will compare frameworks, highlight the 75 percent of similarities and 25 percent of crucial differences, and help brokers understand how to stay compliant across borders without slowing business. 3. Brokerage Operations and Lender Relations Beyond regulation, Behind the Brokerage will explore operational excellence—how brokers can strengthen relationships with lenders, manage deal desks effectively, and build scalable systems that enhance service and compliance simultaneously. 4. Policies, Procedures & Internal Systems Justin emphasizes the importance of having clear, accessible brokerage policies and procedures. These frameworks define how to handle disclosures, onboarding, lender communication, and even new criminal-code interest-rate guidelines. Every agent should know where to find them—and how to apply them. 5. Collaboration and Education The series will also spotlight voices from across the DLC Group—leaders like Mary Gronkowski and Scott Musselman—sharing insights on how technology, training, and compliance can coexist to elevate broker success. Together, these conversations aim to create an open, educational platform for every broker—inside and outside of A Better Way—to learn and lead with confidence. Why This Matters for Brokers The role of Chief Compliance & Operations Officer extends far beyond policy checks. It’s about ensuring every agent has: Clarity on what regulators expect. Confidence that their systems protect them. Support when navigating complex compliance or deal challenges. As Dean puts it, “This is about making our brokers’ lives easier—turning compliance into a tool, not a burden.” The Future of ABW Leadership With Justin joining the executive team, A Better Way continues its transformation into a brokerage known for education, culture, and forward-thinking operations. The Behind the Brokerage series will serve as the voice of that vision — sharing insight not only with ABW brokers but with the broader Canadian mortgage community. Final Thoughts Justin Noda’s arrival marks a turning point in how A Better Way approaches growth, governance, and agent support. His 18 years of hands-on experience and his passion for education bring clarity to a complex landscape. As the industry evolves, this episode is a reminder that true leadership means building the systems that protect and empower people. With Behind the Brokerage, A Better Way is turning compliance into conversation — and setting a new standard for transparency and trust. Why You Should Listen This episode is essential for any broker, manager, or team lead who wants to stay ahead of the industry curve. Dean, Deryk, and Justin break down how regulation, operations, and leadership intersect — and why compliance done right can actually accelerate your business. It’s the beginning of a new era at A Better Way — and a new conversation for Canada’s mortgage industry. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.

10/14/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights  A Note of Thanks We hope you enjoyed a restful Thanksgiving weekend! As markets reopen this week, we’re seeing a mix of cautious optimism and rate recalibration. Data flow is light but impactful—especially as inflation updates and funding shifts continue to guide sentiment heading into Q4.

10/07/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the BROKER – Ep. 51 with Ruby Bains - Mortgage Professional Ruby Bains—one of A Better Way’s original Mortgage Architects brokers—joins the Behind the Broker series to share how a 25-year banking career (from teller to branch manager) laid the groundwork for an 8-year run as a relationship-driven, client-first mortgage broker. Licensed in BC and Alberta, Ruby blends lending, investments, and wealth insights to guide everyone from first-time buyers to reverse, commercial, and construction clients. From Banking to Brokering Ruby spent her last 15 years in banking as a branch manager, approving well-packaged deals, balancing risk, and living inside audits and compliance. Moving to brokering meant shifting from “approver” to “doer”—meeting clients, collecting docs, and underwriting. The learning curve was real, but the decision was right: she loves the work and the impact. Managing Expectations (People vs. Process) Managing a branch and managing clients share the same core skill: set clear expectations and follow through. Ruby’s bank experience helps her think like both the client and the lender, which makes her packaging stronger and her communication sharper. Relationship-First, Always Ruby’s business is built on connection. She starts with thoughtful discovery—short- and long-term goals, timelines, plans for the home—then builds strategy around the client’s life. Whenever possible, she meets in person (even if it means a long drive). That human touch translates into raving fans—like first-time buyers who invited her to their house-warming to meet family and friends. Smoothing the Experience Two levers define her process: communication and speed. She asks clients how they prefer to be contacted (text/phone/email) and keeps them proactively updated—even when the update is “no news yet.” Ruby also added a small but powerful habit: calling the listing agent once subjects are essentially good to remove. It reassures the file, opens doors with new realtors, and often leads to fresh relationships. Personal Development & Balance Ruby left the 9-to-5 to support three boys in high-level sports—and found a rhythm that works: focus time from morning to early afternoon, family and activities after school, then a short evening work block. She sets personal and professional goals annually and checks in quarterly, keeping the list realistic and actionable. Meditation and mindfulness set the tone every morning and help her stay calm when deals get noisy. Tools & Tactics That Matter Ruby keeps her pipeline tight with Velocity/CRM plus a simple spreadsheet to track funded business. She’s leaning into AI for content ideas and efficiency and even recruits her kids to help polish social posts. One surprising game-changer this year: working from the office again. Getting dressed, showing up, and eliminating home distractions significantly boosted focus and output. Industry Outlook Digitalization, market volatility, and rising consumer expectations are reshaping the landscape. Ruby’s answer: be authentic, stay current, and position yourself as a lifelong advisor. Tools help—but tailored guidance and trust still win. Visibility & Personal Brand Ruby’s next big push is showing up more—on social, in short educational videos, and through podcasts. Though naturally private, mentors nudged her to share real life alongside mortgage insights (yes, even the golf rounds). The goal: combine expertise with authenticity to create visibility and new opportunities. Coaching & Team Development Ruby plans to engage a coach to refine process and efficiency, while continuing to mentor her assistant and a fellow broker. Teaching keeps her sharp; coaching adds accountability and structure—together, they support a more scalable, sustainable business. Advice for new brokers Keep your moral compass in check. Think long-term. Be transparent and remember that being a broker means having solutions—even when the answer isn’t at the client’s bank. Audit your daily habits, protect your mindset, and don’t work in a silo—lean on the community around you. Why A Better Way Ruby chose A Better Way because of the unmatched support, culture, and resources. From masterminds and workshops to an open-door leadership style, she sees ABW as a community that truly invests in its brokers’ success—making it easier to serve clients at the highest level. What’s Next Visibility. Ruby plans to create more education-forward content (podcasts, short videos, and social posts). Though she’s naturally private, she’s leaning into sharing more of the real life behind the broker—because visibility drives opportunity and human connection. Final Thoughts Ruby’s blueprint is simple and powerful: know the products, ask better questions, update clients before they ask, and never stop building relationships. Pair that with balance, authenticity, and service to community, and you have a business model that thrives well beyond rate cycles. Why You Should Listen If you’re looking for a practical model of resilience, growth, and relationship-first brokering, this episode delivers. Ruby shares real-world strategies for communication, deal navigation, and building a career that balances life, family, and business—without losing authenticity. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.

10/01/2025:(Special Wednesday Edition) Tuesday Mortgage Memo: Your Weekly Market Highlights With yesterday marking Canada’s National Day for Truth and Reconciliation, our memo comes to you today, reflecting on both the significance of the holiday and the latest developments in the mortgage and economic landscape.

09/23/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights