7/01/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the Lender with Jeff Adamson, Co-Founder of Neo Financial In Episode 44 of Behind the Lender, recorded live at the Ascend Mortgage Summit , Dean Lawton sits down with Jeff Adamson , Co-Founder of Neo Financial and one of the most ambitious voices in Canadian Fintech today. As one of the founders behind SkipTheDishes, Jeff knows what it takes to disrupt legacy systems. Now, with Neo, he's on a mission to rebuild Canada’s financial experience—from chequing accounts to credit cards to mortgages—with design, speed, and simplicity at the forefront. In this episode, Jeff pulls back the curtain on what the mortgage industry gets wrong, why most digital “solutions” still feel stuck in the early 2000s, and how brokers can evolve alongside their clients by embracing technology without sacrificing trust . This is more than a Fintech story. It’s a clear-eyed look at where we are, where consumers want us to be, and how smart partnerships between brokers and lenders will define the next decade. The Disconnect Between Expectations and Experience Jeff begins by breaking down his own experience applying for a mortgage—ironically, while running a company that was in the process of building one. The takeaw ay? “It felt like 2005.” Despite having the credentials, documentation, and income most lenders would love, he was forced to upload the same PDF multiple times, chase updates via email, and navigate platforms that felt neither intuitive nor modern. This pain point is more common than it should be. In a world where consumers can book flights, buy cars, and trade stocks from their ph ones, the mortgage process still feels slow, siloed, and opaque. Neo aims to solve that—not just with sleeker UX, but with a full reimagining of how lending works at every touchpoint. What Neo Is Really Building Jeff clarifies that Neo is not just trying to be “a better lender. ” It’s rebuilding the financial stack, ai ming to become the full-service financial partner for the modern Canadian. For mortgages specifically, this means vertical integration across the customer journey: onboarding, document collection, communication, and funding—wrapped into a single experience that feels fast, personal, and frictionless. Unlike many Fintechs that bolt on a few tools or outsource their backend to traditional banks, Neo is focused on controlling the entire customer journey to eliminate handoffs and elevate clarity. Where Brokers Fit Into the Future One of the most compelling parts of this conversation is Jeff’s recognition th at brokers are not the problem—they’re part of the solution. Despite being a founder of a tech company, Jeff sees broker s as key partners in the mortgage process, especially for clients who need education, advice, and strategy. Technology, in his view, should augment the broker’s value, not replace it. Neo’s vision is to provide tools th at give brokers more transparency, faster deal movement, and better client communication, so they can focu s on what matters: building trust and closing smart. Speed Without Sacrificing Trust Consumers today expect speed, visibility, and on-demand access —but when it comes to mortgages, they also want trust, empathy, and human advice. That balance is what Neo is working to strike. Jeff emphasizes that clients will continue to value brokers who act as advisors—but they’ll lose patience with outdated processes, paper-based workflows, and unresponsive systems. To win moving forward, brokers must pair their relationship-building s kills with modern infrastructure—and le nders must provide that infrastructure in a way that supports, not competes. Generational Shifts Are Already Here Jeff explains t hat millennials and Gen Z are not “up next”—they’re already driving the housing and financial market. Their expectations are shaped by companies like Shopify, Tes la, and Amazon—not traditional banks. They want everything faster, clearer, and mobile-first. But they also crave connection and service. Neo’s approach is to meet them there —fusing design thinking with deep financial literacy, and crea ting a system that works for this generation, not the last. For brokers, the message is clear: evolve with your clients or risk becoming irrelevant. The Neo Difference So what truly separates Neo from the pack? They’re not outsourcing the tech. Neo builds its systems from scratch to ensure every experience is seamless. They’re vertically integrated. Neo controls the flow of communication between borrower, broker, and funder. They’re broker-aligned. Rather than cutting out brokers, they’re building tools to support them. They’re thinking long-term. This isn’t about chasing the lowest rate—it’s about delivering real value to Canadians over time. Jeff sees a future where brokers can do more deals, with le ss back-and-forth, and better client satisfaction—all powered by smart technology and supported by human connection. Final Thoughts Jeff Adamson’s perspective is a powerful reminder that innovation in the mortgage industry isn’t just about digitizing forms—it’s about rethinking the entire experience from the ground up. As consumers evolve, so must the systems, processes, and partnerships that serve them. Neo Financial isn’t just building a faster mortgage; they’re building a smarter ecosystem—one that supports brokers, empowers clients, and challenges the status quo of traditional lending. For brokers, the message is clear: embracing change doesn’t mean abandoning relationships. In fact, with the right tools and tech-enabled partners, your ability to build trust, deliver value, and grow your business has never been stronger. This episode is both a wake-up call and an invitation—to stay curious, stay adaptable, and lean into the opportunities that transformation brings. Why You Should Listen This episode delivers a bold yet practical vision for the future of mortgage lending. Jeff Adamson, Co-Founder of Neo Financial, shares what’s broken in today’s mortgage experience and how Neo is reimagining the process to align with modern consumer expectations. From building a vertically integrated platform to empowering brokers with smarter tools—not replacing them—Jeff outlines how Neo is transforming outdated systems into fast, intuitive, and relationship-driven solutions. Whether you’re a broker navigating rising client demands or a lender looking to stay ahead of industry shifts, this conversation offers fresh insight into how technology, trust, and design can work together to elevate the mortgage experience. It’s a must-listen for anyone serious about evolving with the market and delivering real value in a digital-first world. Don’t miss the full conversation! Listen or watch now on your preferred platform! 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.

6/17/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the Lender with Mike Forshee, President of Glasslake Funding In this episode of Behind the Lender, we sit down with Mike Forshee , President of Glasslake Funding and Managing Director at Bayview Asset Management , for a deep, transparent look at how one of Canada’s fastest-growing alternative lenders is reshaping the landscape of private and alt lending. With a 20+ year track record in mortgage lending—including nearly two decades at Home Trust—Mike brings battle-tested experience, strategic clarity, and a highly intentional approach to scaling Glasslake. The conversation offers an inside look at how Glasslake is taking shape: from portfolio discipline to product strategy, commercial lending, and what brokers can do to stand out in an increasingly nuanced alt lending space. Built from Experience: A Disciplined Approach to Alternative Lending Glasslake isn’t your typical MIC or private lender. From day one, the company was structured with institutional governance and long-term performance in mind. Mike shares how the early team made a calculated decision to start with 65% LTV and 3- to 5-year terms—unheard of in the space—to build a high-quality portfolio and win confidence from investors and partners alike. That early discipline is now paying off: renewal rates are tracking at 80%, arrears are below expectations, and Glasslake continues to grow while maintaining tight risk controls and a clear credit box. From Zero to a Billion: A Founder’s Playbook Mike’s origin story in lending—rising from a mortgage advisor in the UK to executive leadership at Home Trust—set the stage for Glasslake’s trajectory. He led high-impact initiatives like the "Zero Team," converting dormant brokers into billion-dollar contributors, and later ran Home Trust’s operations across Western Canada. The takeaway? Growth is earned through operational discipline, clear underwriting, and relentless broker engagement—not by being everything to everyone. The Glasslake Philosophy: Simplicity, Structure, and Story Glasslake positions itself as a “missing middle” lender: the stop between big alt players and the private MIC world. Their focus is on structure and sustainability—not just equity lending. Mike emphasizes that deals must make sense not only on paper but in real life, with story-based underwriting and thoughtful pricing that balances risk and client outcome. That mindset is supported by their “UPUP” culture—Underwriters Pick Up Phones—a simple but powerful internal motto that puts communication front and center. Communication: The Competitive Advantage Brokers Need In a world where emails dominate and turnaround times drive decisions, Glasslake stands out by making communication personal. Their underwriters handle files cradle-to-grave, and escalations are streamlined straight to credit leadership. Mike stresses the importance of proper deal notes, proactive context, and broker-underwriter collaboration—especially in the alt space, where every file has a story and nuance matters. Commercial Lending: A Rare and Rising Edge While many lenders avoid commercial, Glasslake leans into it. With both small-balance (under $5M) and large-balance commercial programs, they’re one of the few alt lenders enabling brokers to scale beyond residential files. Mike shares how his team supports newer commercial brokers with co-pitched calls, structure guidance, and product clarity—a unique value-add in a segment where confidence often lags opportunity. Tech-Enabled, Not Tech-Replaced Mike is clear: technology should support, not replace, human decision-making. Glasslake is investing in “micro-innovations”—automation tools that enhance speed and consistency without eroding judgment or story-based lending. Initiatives include automated bank statement parsing for faster approvals, probability-of-funding models, and internal efficiency tools—all aimed at helping underwriters and brokers operate smarter, not just faster. What Brokers Should Know: Clarity, Efficiency & Education For brokers, the message is simple: send better files, provide more context, and stay curious. Mike encourages brokers to proactively seek lender education, attend sessions, and ask hard questions. Those who invest in understanding lender guidelines—not just rates—will separate themselves as the market continues to shift. Glasslake rewards relationship-driven brokers. Submissions with solid notes and realistic structures get priority. Vague files—like “refi to 80 bro”—get parked. Efficiency is a two-way street, and Glasslake is willing to invest in brokers who bring clarity and commitment. Looking Ahead: Trends, Renewals, and Market Watch Glasslake is closely monitoring borrower behavior, renewal trends, and delinquency signals like NSF patterns. While portfolio performance remains strong, Mike acknowledges the uncertainty around home values and tightening qualification criteria across the board. That uncertainty, he believes, will continue to drive demand for structured alt lending—especially in commercial and long-term non-B20 solutions. Final Thoughts: Leadership, Trust, and a Long-Term Game Mike closes with a reflection on leadership and team building. From launching Glasslake solo at his kitchen table to now leading a 20+ person team with growing market share, he attributes success to clear values, fast decision-making, and surrounding himself with resilient, entrepreneurial talent. The message to brokers? Glasslake is in this for the long haul—and they’re building a lender that’s as committed to your success as they are to their own. Why You Should Listen This episode offers a rare, behind-the-scenes look at how a modern alternative lender is scaling responsibly—and what that means for brokers. Mike Forshee brings transparency, strategic depth, and grounded leadership to a segment that’s often misunderstood. From pricing discipline to commercial deal support, from communication culture to tech investments, Glasslake is positioning itself as a lender brokers can grow with—not just close deals through.  If you’re working in the alt space—or planning to—this episode is essential listening. Don’t miss the full conversation! Listen or watch now on your preferred platform! 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.

6/10/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

6/03/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the Lender with Damon Knights, VP National Sales at Equitable Bank In this episode of Behind the Lender, we sit down with Damon Knights, Vice President of National Sales at Equitable Bank (EQB), for a candid, transparent look at the role of lenders in today’s mortgage marketplace. As one of Canada’s most prominent alt lenders, EQB has built its reputation not by chasing the lowest rates, but by prioritizing communication, broker education, and relationship-driven lending. With over two decades in the industry, Damon shares how EQB is navigating today’s headwinds while doubling down on its foundational commitment to helping brokers grow and succeed. This episode is a timely and insightful listen for brokers navigating rate sensitivity, changing client expectations, and the evolving role of technology in lending. EQB’s Broker-First Philosophy: Prioritizing Relationships Over Rates In a highly competitive market where lenders often compete on pricing, EQB is consciously choosing a different path. Damon explains that EQB’s goal is not to win the rate war, but to win the trust war —to be a lender that brokers turn to for consistency, clarity, and support when it matters most. EQB’s model is built around enabling brokers to win more business by providing fast, transparent communication, clear underwriting guidelines, and policies that are applied with common-sense flexibility. Damon shares that in many cases, success for brokers is about having a lending partner who understands the nuances of their files and will work collaboratively—not mechanically—to get them across the finish line. The Power of Communication in a Shifting Market With interest rates, affordability, and borrower anxiety at all-time highs, EQB sees communication as the most critical skill for brokers—and for lenders. Damon emphasizes that today’s clients expect more than a transaction; they want to understand their options, the “why” behind a decision, and what’s around the corner. He challenges brokers to lean in and over-communicate with their clients, especially during periods of uncertainty. Likewise, EQB is investing in clear, proactive communication on its side—helping brokers stay ahead of policy changes, rate movements, and shifting underwriting conditions. The lesson? The brokers who communicate best win the most trust—and ultimately, the most business. AI, Automation & Efficiency: Supporting the Human Side of Lending Damon shares how Equitable Bank is leveraging technology behind the scenes to support faster decision-making and reduce friction in the mortgage process. From internal automation tools to smarter document collection, the goal is t o enhance—not replace—the human side of lending. He’s clear that while tech is critical for efficiency, it will never replace the need for human relationships, judgment, and connection. Underwriters at EQB are empowered to apply both policy and perspective, and brokers can pick up the phone and speak with someone who knows their deal—not just a ticket system. This blend of technology and touch is what Damon believes will define the next generation of lending success. Broker Training: Raising the Bar Across the Industry Another key theme in the episode is education. Damon highlights the ongoing need for more broker training, particularly when it comes to understanding alt lender guidelines and being able to properly structure, package, and present deals. EQB is actively working to fill these gaps through webinars, lender days, and one-on-one guidance. For newer agents especially, having a lender that’s willing to educate—not just fund—can be the difference between closing a deal and losing a client. Damon en courages brokers to ask questions, build relationships with their BDMs, and become students of the lending process, not just facilitators. Changing Borrower Expectations & the Role of the Broker Today’s borrowers are coming in with higher expectations, more access to information, and more personalized needs. Damon shares that clients now expect more than a “yes” or “no”—they want advice, context, and a roadmap. This is where brokers have the opportunity to stand out—not by selling rates, but by selling clarity, confidence, and strategic thinking . The brokers who succeed are the ones who take the time to understand their clients’ full picture, offer real solutions, and communicate like professionals—not order-takers. As Damon puts it, “Clients don’t just want approvals. They want answers they can trust.” Trust and Longevity: What Brokers Should Expect from Lenders Damon closes the episode by outlining how EQB is positioning itself for long-term alignment with brokers. That means being responsive, consistent, and always willing to have the tough conversations. He reinforces that EQB doesn’t want to be just another name on a rate sheet. They want to be the lender brokers go to when deals matter—when timelines are tight, when nuance is needed, and when trust is on the line. The ultimate takeaway? “We’re not trying to win the rate game. We’re trying to win the relationship game.” Final Thoughts: A Refreshing Look Behind the Scenes This episode pulls back the curtain on how one of Canada’s leading alt lenders operates—from its core values to its evolving tools and broker partnerships. Damon Knights brings a unique blend of operational insight, market perspective, and human-centered strategy that makes this conversation valuable for brokers at every stage. Whether you’re actively placing business with EQB or simply looking to sharpen your edge as a broker, this is a conversation worth sitting with. Why You Should Listen This episode offers an inside look at how Equitable Bank —one of Canada’s leading alternative lenders—is redefining success in today’s mortgage landscape. Damon Knights shares invaluable insights on broker-lender relationships, the power of communication, and why EQB is focused on winning trust, not just rate. From borrower behavior trends to the role of AI and broker training, Damon’s transparent approach sheds light on how lenders can support brokers in building lasting client relationships. If you’re navigating a competitive, rate-sensitive market, this conversation delivers clear, practical takeaways you can apply immediately. Don’t miss the full conversation! Listen or watch now on your preferred platform! 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.

5/27/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

5/20/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights