BEHIND THE NETWORK – Ep. 55 with Chad Gregory, Dominion Lending Centres Hosts: Dean Lawton & Jason Marshall Behind the Network returns with an inside look at Dominion Lending Centres, one of Canada’s most influential mortgage brands. Chad Gregory, Vice President of National Sales, joins Dean and Jason to trace DLC’s journey from its Ontario startup roots to an industry-defining network built on brand, belief, and relentless innovation. Chad shares stories from the early days — long drives, cold calls, and the hustle that helped turn a new logo into a national force — and explains how consistency, client care, and technology continue to shape success for brokers across the country. From Door Knocks to National Impact When Chad joined DLC, the company had a small Western presence and a big vision. Tasked with launching Ontario operations, he and a small team hit the ground running — calling, driving, and visiting every brokerage that would listen. “It was a grind,” Chad says. “But we believed in what we were building.” That belief started with a simple conviction: the industry needed a brand. At a time when brokerages operated as small, disconnected shops, DLC invested in national marketing, consistency, and recognizable credibility. “It was about building trust,” Chad explains. “The same way Canadians trust their banks, we wanted them to trust mortgage brokers — and a strong brand makes that possible.” Within a few years, DLC’s footprint had exploded. The combination of professional branding, smart recruiting, and community-building created a ripple effect that would reshape the broker channel entirely. The Power of Process Before joining DLC, Chad learned sales the hard way — knocking on doors. “The first door I ever knocked on, I froze,” he laughs. “But every one after that got easier.” That experience became the foundation of his leadership style. Today, he teaches brokers the same principles that helped him build the network: use proven scripts, role-play daily, and follow a rhythm. “It’s not about reading from a script,” he says. “It’s about understanding what works, internalizing it, and making it sound like you.” Chad also emphasizes what happens after the deal closes. A small gesture or follow-up can create lifelong clients. “The bar for post-funding care is low,” he says. “When you show up after closing, you stand out — and that’s where loyalty starts.” Tools That Redefine Efficiency DLC’s growth hasn’t just been about people — it’s been about technology. Chad points to My Mortgage Toolbox, Velocity, and Gold Rush as key innovations driving broker success today. My Mortgage Toolbox, DLC’s mobile app, has become a staple for brokers and clients alike. “The most Googled term in our space isn’t ‘mortgage rates,’ it’s ‘mortgage calculator,’” Chad notes. “If your clients don’t have your calculator, they’re using someone else’s — and that means they’re in a competitor’s funnel.” The app’s refinance analyzer tool has helped brokers close millions in additional business, giving clients personalized savings reports within minutes. Then there’s Velocity — DLC’s all-in-one broker platform. Developed as a secure, efficient alternative to legacy systems, Velocity integrates applications, documentation, compliance, and lender submissions in one place. “We built our own highway,” Chad says. “When the rest of the industry was stuck in traffic, we kept moving.” And with Gold Rush, brokers can finally automate what they used to neglect: consistent, meaningful communication. The built-in CRM drives renewals, birthdays, and milestone campaigns that keep brokers in front of their clients — all refreshed annually to stay relevant. “You just have to turn it on,” Chad says. “It does the heavy lifting.” AI and the Future of Brokering Chad believes the next competitive edge lies in AI adoption — and DLC is already ahead. Velocity now integrates GPT and Gemini to improve lender notes, polish client emails, and assist with document verification. “AI isn’t replacing brokers,” Chad says. “But brokers who use AI will replace those who don’t.” Through its AI Essentials training, DLC is helping brokers adopt technology responsibly — blending automation with human expertise to save time, reduce errors, and elevate client service. Broker Development & Culture At the heart of DLC’s success is a commitment to its people. Chad attributes much of the company’s staying power to culture — the way it celebrates broker achievements, invests in training, and cultivates a shared purpose. “It’s always been about partnership,” he explains. “Gary and the leadership team have built a culture that puts brokers first. When people feel supported, they stay, they grow, and they build something bigger than themselves.” For ABW, that philosophy mirrors its own approach — bringing brokers together under a collaborative, education-first environment. “It’s not just about recruiting,” Dean adds. “It’s about helping every agent become the best version of themselves within the network.” Training That Drives Growth One of the most compelling takeaways from the conversation is DLC’s approach to training and continuous improvement. From foundational sales scripts to advanced AI modules, the company provides an infrastructure designed to help brokers grow by design, not by chance. “Our training library is deep,” Chad says. “From mindset and marketing to lender relations and client conversion — we’ve built a curriculum that supports a 15–20% year-over-year business increase when followed consistently.” Dean and Jason plan to bring that framework directly to the ABW network through new DLC-led training sessions in 2025, ensuring ABW brokers get hands-on exposure to the same proven systems that drive national growth. A Network That Listens In a fast-changing market, innovation only matters if it’s shaped by the people using it. That’s why DLC’s leadership has made listening part of its operating model. “Our agents tell us what’s working and what’s not,” Chad says. “Velocity updates, CRM tweaks, new features — they all start with broker feedback.” Through advisory groups and one-on-one collaboration, brokers’ ideas directly influence platform updates, campaign design, and training initiatives. “It’s not top-down leadership,” Chad emphasizes. “It’s partnership — and that’s why we keep getting better.” For ABW, that principle resonates deeply. “Being heard matters,” Dean says. “We’re building a community that doesn’t just use the tools — we help shape them.” Culture, Leadership, and What’s Next At its core, DLC’s growth has always been driven by people. “Our job is to make brokers’ jobs easier,” Chad says. “That’s been Gary’s message since day one — deliver value, innovate, and never stop improving.” Dean and Jason echo that mindset within the A Better Way network. “It’s the same culture we’ve built,” Dean says. “Show up, invest in your people, and always think about how to make their work better.” Looking ahead, both DLC and ABW are setting ambitious goals. With DLC targeting $100 billion in funded volume, ABW’s aim is to represent 10% of that. Chad calls it realistic — and motivating. “The best is yet to come,” he says. “2026 will be our biggest year yet.” Why You Should Listen This episode is a masterclass in growth — how belief becomes momentum, how systems drive performance, and how technology amplifies human relationships. Chad’s story is proof that even in a digital age, the fundamentals still matter: connect, communicate, and care.. 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.

11/25/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights

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BEHIND THE LENDER – Ep. 54 with Steven Lang, VWR Capital Hosts: Dean Lawton & Deryk Williamson Behind the Lender returns with a deep dive into VWR Capital, a long-standing Canadian MIC known for consistency, clarity, and client-first execution. Steven Lang joins Dean and Deryk to unpack how VWR scales responsibly, makes quick and fair decisions, and supports brokers with a simple product set that performs in good markets and tough ones alike. Steven’s Path: From Credit Union Leadership to MIC Growth VWR’s differentiation starts with restraint. The lender sticks to a straightforward, one-year product, clear loan-to-value limits, and conservative risk standards. The watchwords are consistency and policy discipline. If a property has issues or a profile is outside the box, VWR is comfortable saying no quickly and steering the broker toward a better fit. Fee Philosophy VWR is known in many markets for low fees. That matters, especially for clients newer to private lending. Fees are stable at renewal, and there is no appetite for surprise costs. The approach is simple: fair APR, low friction, and no gouging. While cost sensitivity varies by province, VWR keeps the structure steady to protect clients and reputation. Speed, But Not at Any Cost Speed wins deals, but it cannot replace underwriting. VWR guarantees a commitment within 24 business hours once it has the information it needs, and the team is investing in technology to accelerate condition review next. When speed requires tradeoffs, VWR stays aligned with compliance and fraud controls. Quick is good. Reckless is not. A practical tip from Steven: start with your BDM. An email with only the property address in the subject line is enough to confirm if the location fits and what max LTV might look like. That quick pre-flight check saves hours for everyone. The Relationship Lens: How VWR Works with Brokers VWR is intentional about partnerships. The team prioritizes responsiveness and candid guidance, even if that means recommending another lender. That trusted path-to-no builds long-term loyalty and keeps VWR at the top of a broker’s call list when the next file appears. Communication standards are clear: answer fast, escalate early, and keep the broker in the loop. On rush files, relationships matter. Partners who submit complete, transparent packages get faster solutions, fewer red flags at legals, and smoother client experiences. Inside the Credit Desk: Workflow and Escalation Files route from BDM to underwriting, with assignment based on licensing where needed. The BDM stays active throughout, not as a pass-through but as an accountable partner. If a decline is likely, the BDM is pulled in early to explore alternatives. Escalations can move to the underwriting manager and Steven’s team with a focus on structure, data, and a make-sense approach. The most common friction point is undisclosed information that surfaces midstream. VWR’s stance is simple: disclose early, fix problems together, and keep investors protected. Market Signals: Where the Demand Is Shifting The core private profile still shows up: self-employed clients, credit challenges, and borrowers navigating income normalization. Two trends are rising: Developers holding finished inventory. Cash flow is tight for some builders with a few unsold homes. Bridge support to a sale is increasingly common. Condos and presales pressure. In some markets, values are not matching purchase price on completion. VWR will look at these, often at lower LTVs, and with eyes open on time-to-sell and carrying costs. When risk rises in a segment or region, VWR tightens LTV and focuses on marketability. When data improves, the team expands carefully rather than trying to time the exact turn. Exit Strategy and the Ability to Pay VWR does not calculate traditional debt servicing, but the story must make sense. How will the client make payments in the short term, and what is the credible exit? The target is not a one-year deferral of a problem. It is a bridge to an outcome: sale, refinance to B or A, or a repair and stabilize plan that is realistic in the current market. Compliance and FinTrack: Ahead of the Curve VWR’s processes have evolved with AML and FinTrack expectations, including post-funding monitoring where warranted. Regular audits, licensing, and training keep the team aligned with the rules while preserving an efficient borrower experience. Investors expect that rigor. Borrowers benefit from it when expectations are set clearly up front. Technology and Data: Practical First, Powerful Next VWR is layering in integrated systems that centralize data across sales, marketing, underwriting, and accounting. The goal is simple: cleaner data, faster insights, better decisions. A near-term example is an interactive lending map that displays cities, max LTVs, appraisers, and the right BDM contact at a click. Next up is boundary logic and postal code precision. AI is already in daily staff workflows for drafting, analysis, and ideation. On the credit side, low-LTV, well-defined segments may be candidates for higher automation over time, with human checks preserved for investor comfort and edge cases. Borrower Experience and Post-Funding Care VWR’s largest team is administration: renewals, payouts, recoveries, and collections. Response times are measured in hours, not days. Clients get structured touchpoints before renewals and clear guidance on what to do next. The standing request from VWR to brokers is simple: stay engaged after funding. When brokers remain the client’s primary advisor, outcomes improve and future refinances stay in the relationship. To help brokers, VWR provides a simple post-funding contact sheet with the right numbers for payments, renewals, and statements. Adding that to your client handoff reduces confusion and inbound noise, and raises client satisfaction. Broker Playbook: How to Win with VWR Start with the address. Confirm lendable area and ballpark LTV before you build the full package. Tell the whole story. Disclose all material items up front. Surprises slow everything down. Show a credible exit. Outline the refinance path or sale timeline, and how payments will be made in the interim. Build the relationship before the rush. Meet the BDM now so your first live file is not your first introduction. Use VWR’s resources. Newsletter, tools, and quick BDM consults will reduce back-and-forth and help position files the right way. The Road Ahead As rates evolve and spreads compress, VWR will protect margins, watch product mix, and continue investing in data and tech. Growth is the plan, but not at the expense of culture. The company intends to remain a relationship-led lender that brokers can reach, understand, and rely on for the product it does best. Why You Should Listen Catch the full conversation with Steven Lang to hear the nuance behind the policies, the real-world examples, and how VWR thinks about risk, speed, and service in today’s market. If you found value in this episode, subscribe on Spotify, Apple Podcasts, or YouTube, and share your feedback. And if you want weekly market context, sign up for the ABW Tuesday Mortgage Memo for concise updates brokers can use with clients. 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.

11/12/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights

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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.

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