The Three Pillars of Success for Mortgage Brokers!

Behind the Leader WITH Eddy Cocciollo Shares Insights on Leadership and the Mortgage Industry In Episode 39 of the Mortgage Broker Podcast, presented by A Better Way Mortgage Group, hosts Deryk Williamson and Dean Lawton sit down with Eddy Cocciollo, President of the Dominion Lending Centres Group (DLCG), for an engaging discussion as part of the "Behind the Leader" series. With over 25 years of experience in the mortgage industry, Eddy shares his inspiring journey, leadership philosophy, and strategic vision for navigating the evolving Canadian mortgage landscape. This blog post summarizes the key highlights from the episode and invites you to dive deeper by listening or watching the full episode on Spotify, Apple Podcasts, or YouTube. Eddy’s Journey: From Teller to Industry Leader Eddy’s career began unexpectedly when he took a part-time job at Canada Trust as a teller while in school. This role sparked his passion for lending, where he found joy in helping clients achieve their dreams, whether buying a home or financing a car. His career path took him through various roles, including mortgage specialist at CIBC, leading non-prime lending at GE, and eventually becoming President of Mortgage Centre Canada before taking the helm at DLCG in 2023. Eddy’s story is one of resilience, adaptability, and seizing opportunities, even during challenging times like the 2008 financial crisis. Key Takeaway : Eddy’s rise to leadership wasn’t planned but was fuelled by hard work, a willingness to learn, and a focus on helping others. His journey underscores that anyone with dedication can succeed, regardless of their background. Leadership Philosophy: Empowering Teams and Embracing Collaboration Eddy’s leadership approach is rooted in humility and collaboration. Drawing inspiration from mentors like Bruno Marsala and Rick Lenny, he emphasizes listening to his team, fostering an open-door policy, and surrounding himself with talented individuals. At DLCG, Eddy prioritizes supporting brokers, owners, and agents, ensuring they have the tools and resources to succeed. He highlights the consistency of DLCG’s leadership team, which has remained stable for over 15 years, creating a culture of trust and reliability. Eddy defines success not just as achieving goals but as the journey of perseverance and continuous improvement. He encourages brokers to focus on controllable activities, like prospecting, rather than external challenges such as rising interest rates or regulatory shifts. Key Takeaway : Effective leadership is about empowering others, staying connected to the field, and maintaining a growth-oriented mindset, even in a challenging industry. Navigating Challenges: Mindset and Technology as Game-Changers Eddy addresses the current challenges facing the mortgage industry, including rising interest rates, regulatory changes, and technological disruptions. He advises brokers to adopt a proactive mindset, focusing on activities within their control, such as prospecting and building relationships. He cites the example of broker Kurt Henry, who increased prospecting time during tough market conditions in 2023, leading to higher transactions. A significant part of DLCG’s strategy is its investment in technology, particularly the Velocity platform. Eddy emphasizes that owning proprietary technology allows DLCG to adapt quickly to broker feedback, making tools like Velocity 3 a game-changer for efficiency and client service. This ownership ensures that DLCG can innovate faster than competitors reliant on third-party providers. Key Takeaway : Brokers can thrive by doubling down on prospecting and leveraging cutting-edge tools like Velocity, which streamline operations and enhance client experiences. The Future of the Mortgage Industry: Brokers at the Forefront Eddy is optimistic about the future, predicting that brokers will capture over 50% of the Canadian mortgage market within 18–24 months and potentially 70% in the long term. He attributes this growth to increasing consumer demand for personalized advice amidst complex regulations, policy changes, and diverse lending options like private and reverse mortgages. DLCG’s focus on continuous learning, mentorship, and technology positions its brokers to lead this shift. Eddy also shares practical advice for brokers: lean into DLCG’s resources, such as Gold Rush and Velocity, and embrace collaboration with leadership. He encourages brokers to reach out directly (eddy@dlc.ca or 647-437-0320) to explore how DLCG can elevate their business. Key Takeaway : The mortgage industry is poised for broker-led growth, driven by consumer needs and technological innovation. Brokers who invest in learning and collaboration will stand out. Dive into the Full Episode Eddy Cocciollo’s insights offer a wealth of inspiration and practical advice for mortgage professionals at any stage of their career. From his leadership philosophy to his vision for the industry, this episode is a must-listen for anyone looking to elevate their business. Catch the full episode on Spotify, Apple Podcasts, or watch the video on YouTube. Don’t forget to subscribe, leave a review, and share your feedback to help us deliver more valuable content! 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.

4/22/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

BE THE BETTER BROKER WITH DUSTAN WOODHOUSE Episode Summary: In Episode 38 of The Mortgage Broker Podcast, hosts Dean Lawton and Jason Marshall sit down with mortgage industry leader Dustan Woodhouse to unpack insights from the Be The Better Broker Conference in Whistler, BC. With an audience of Canada’s top-producing brokers and over $15 billion in collective volume represented, this episode reflects on what made the event impactful—both professionally and personally—for brokers in today’s complex lending landscape. Whether you're looking to scale your business, sharpen your mindset, or future-proof your process, this conversation is a must-listen. Top Takeaways from the Whistler Experience The Whistler event was designed with intention: to bring together serious, production-focused brokers in a space where authenticity, strategy, and vulnerability could co-exist. The result? A highly engaging event with insights that extended far beyond rate sheets and underwriting. With 141 brokers already registered for the 2026 event , the momentum is real. A key differentiator was the enforcement of the Chattam House Rule , fostering honest dialogue without attribution. This rule enabled deeper, more candid discussions—something attendees immediately felt. To get a distilled view of the conference through the lens of the A Better Way Mortgage Group team, check out the consolidated notes from all 18 ABW agents who attended : 👉 Read the Team’s Conference Summary Mindset, Emotional Intelligence, and Well-Being One of the most discussed themes at the conference—and in this episode—was the mental and emotional demands of mortgage brokering. Through the lens of speakers like Dr. Robin Hanley-Defoe and Dr. James Rouse, brokers were encouraged to embrace stress as a tool, not an obstacle. Techniques like the "birthday cake breath" and reminders to pause and reflect were practical, memorable, and highly applicable. The message was clear: being a better broker starts with being a healthier, more grounded human . AI, Tech Adoption, and Operational Efficiency The conversation also explores how brokers can intelligently integrate technology without losing the human element that defines trust-based sales. Tools discussed include: ChatGPT & Grok for brainstorming, content creation, and decision support Motion for AI-powered calendar management Zoho AI for document intake, task automation, and fraud prevention Streamyard for producing professional-grade virtual content and podcasting As Dean put it: “Efficiency and process is what wins.” Brokers are encouraged to start with simple tools, even the free version of ChatGPT, and just start asking questions . The key is to begin—no perfection needed. Reverse Mortgages and Ethical Guidance A major point of discussion was the evolution of reverse mortgages, and how brokers can act as responsible advisors rather than transactional salespeople. The emphasis was on recommending income drawdown models over lump sums—focusing on what’s best for the client, not what pays the most. This section ties closely to a broader theme throughout the episode: doing the right thing leads to long-term trust and growth . Emotional Selling and the Abundance Mindset Mortgage transactions are rarely logical. They are driven by emotion, uncertainty, and life transitions. This episode offers specific strategies for brokers to: Ask better discovery questions Listen between the lines Stay present in difficult conversations Tell client stories to foster connection and clarity The importance of moving from a scarcity mindset to an abundance mentality is underscored. Sharing ideas, helping fellow brokers, and focusing on relationships—not deals—are key to building a meaningful, sustainable business. Looking Ahead: Ascend 2025 & BTBB 2026 The episode concludes with a preview of Ascend 2025 , A Better Way’s flagship event happening May 8 at the Sky Hangar. The event will feature: A top-tier realtor panel focused on cross-industry collaboration A CEO panel from leading private and alternative lenders An extended look at emerging tech and AI trends A keynote from Dustan Woodhouse featuring all-new content focused on change, adaptation, and longevity in the business Meanwhile, Be The Better Broker 2026 is already shaping up to be bigger, deeper, and more focused on economic, regulatory, and geopolitical themes—topics brokers will need to master to thrive in an uncertain world. Final Thoughts Episode 38 isn’t just a recap of a conference—it’s a roadmap for becoming the kind of mortgage professional who grows in any market. If you’re a broker serious about long-term growth, professional development, and building a life with more purpose and less burnout, this episode delivers the tools and perspective to get there. Watch or listen now:

The Future of Tech in Mortgage Brokering: Innovation, Efficiency, and Competitive Edge Welcome back to the Mortgage Broker Podcast – your go-to source for expert insights, tools, and strategies shaping the future of the Canadian mortgage industry. In this episode, host Dean Lawton is joined by Tom Hall, Co-Founder of Blue Mortgage CRM, for a deep dive into the transformative impact of technology in mortgage brokering and where the industry is headed. Embracing the Tech Revolution in Mortgage Brokering Tom Hall highlights how the mortgage tech space has evolved significantly since 2018. Tools like Velocity , Scarlett , and CRMs such as Blue Mortgage have replaced the old Filogix monopoly. This shift wasn’t just about new platforms—it was driven by open APIs, rising demand for automation, and a growing appetite for smarter client engagement solutions. The once singular choice of mortgage software has expanded into a vibrant ecosystem of apps and integrations. This democratization of tools allows brokers to tailor their tech stack to their individual workflow—whether that’s deeply process-driven or centered around personal client relationships. CRM: A Game-Changer for Process-Driven Brokers For brokerages that value efficiency and process consistency, a well-implemented CRM system can be transformative. Tom explains how CRMs can: Automate repeatable tasks like follow-ups and birthday emails Systematize lead intake through forms and workflow triggers Keep brokers top-of-mind with clients over the long term Replace manual tracking with streamlined digital systems Dean emphasizes that even cold leads from years ago have re-engaged because of consistent CRM communication. But, he also stresses the importance of starting small—setting up just one email sequence, for instance—and building from there. Balancing Automation with the Human Touch A key theme in the episode is the delicate balance between automation and personal connection. Not every broker needs (or wants) a fully automated system, especially those who thrive on relationship-based business. The trick is leveraging automation where it frees up time without compromising authenticity. Examples discussed include: Automatically thanking referral partners via email Creating tasks instead of auto-sending emails for a personal follow-up Using tech to manage, not replace, human relationships AI in Mortgage Brokering: What’s Real Today? AI is no longer theoretical—it’s already making waves in broker workflows. Some key applications mentioned include: Drafting and refining professional emails Summarizing client deal data into lender-ready packages Brainstorming strategies or structuring workflows via tools like ChatGPT Dean even shared his experience analyzing business bank statements using AI, which dramatically reduced the time it took to interpret financial data. However, data privacy remains paramount. Brokers must be cautious about inputting sensitive client info into public AI tools unless it's anonymized. Getting Started: Tech Adoption Tips Adopting new technology can be daunting. Many brokers start setting up a CRM or app but never finish. Tom and Dean share tactical advice: Start with your pain points – What’s taking up your time? What’s holding you back? Batch time for setup – Don’t start unless you can commit a block of time to implementation. Begin with habit-stacking – Tie new tech steps to existing habits (e.g., every time you get a lead, input it into the CRM). Track your time – Identify tasks you can automate or delegate. Looking Ahead: AI, Masterminds & Industry Collaboration Both Dean and Tom stress that the brokers who stay curious and adopt early will lead the next wave. They hint at an exciting AI mastermind group in the works, aimed at fostering collaboration and experimentation in the mortgage tech space. A key closing reminder? In the future, not using AI will be like not using email today—simply uncompetitive. Special Event Highlight: Private Lender Speed Dating in Ontario Don’t miss the upcoming Private Lender Speed Dating event on Wednesday, May 14th in Concord, Ontario. Meet top private lenders including PHL Capital, Glass Lake, Westboro, and more. It’s fast-paced, free, and a fantastic networking opportunity for mortgage brokers. 🎧 Listen to the Full Episode Get the full insights and stories by tuning in on your preferred platform: 👉 Don't forget to subscribe, leave a review, and share the episode with fellow brokers.

BEHIND THE LEADER - WITH MIKE DE EYRE Behind the Leader with Mike De Eyre – Key Highlights from The Mortgage Broker Podcast In the latest episode of The Mortgage Broker Podcast, titled "Behind the Leader with Mike De Eyre," we dive into an insightful conversation with Mike De Eyre, President of Mortgage Architects. Hosted by the team from A Better Way Mortgage Group, this episode explores Mike’s fascinating journey in the mortgage industry, his transition from the banking world to leading a major brokerage network, and his vision for the future of the industry. If you’re a mortgage professional, a broker, or simply curious about the evolving landscape of mortgages, this episode is packed with valuable takeaways. Here’s a summary of the key highlights—and why you’ll want to listen to the full episode! From Marketing to Mortgage Leadership Mike’s entry into the mortgage world wasn’t a straight path. Starting in marketing and events, he landed a role at Maple Trust, which introduced him to the industry. Under the mentorship of John Webster, he transitioned into a Business Development Manager (BDM) role and later took on marketing and leadership positions at Scotia Bank after it acquired Maple Trust. His journey reflects a common theme in the industry: many stumble into mortgages rather than plan for it. Mike’s story is a testament to how adaptability and relationship-building can pave the way to success. The Power of Relationships in a Transactional Business A recurring theme throughout the episode is the importance of relationships. Mike emphasizes that while mortgages can easily become transactional, the most successful partnerships—like the one between Mortgage Architects and A Better Way—are built on trust, mutual investment, and genuine connection. He credits Scotia Bank’s reward trips and feedback sessions with brokers as a cornerstone of their success, fostering a culture where brokers felt heard and valued. This relational approach continues to shape his leadership at Mortgage Architects. Transitioning to Mortgage Architects After 17 years at Scotia Bank, Mike joined Mortgage Architects as President 10 months ago—a move sparked by an opportunity to lead rather than a desire to leave. He highlights the appeal of Mortgage Architects’ strong culture, boutique feel despite its national scale, and the chance to work with familiar, respected teams like A Better Way. The transition wasn’t without challenges, especially with the introduction of FINTRAC regulations to the broker channel, but Mike’s banking experience proved invaluable in navigating this complex shift. Leadership in a Changing Industry Mike shares candid insights into his day-to-day responsibilities, from broker support and recruitment to overseeing operations and compliance. He admits the biggest challenge has been prioritizing amidst a flood of opportunities and demands. His banking background, with its structured environment, contrasts with the agility required at Mortgage Architects, but he’s embraced the shift, focusing on proactive leadership and adding value to brokers. The Future: Tech, AI, and Emotional Intelligence Looking ahead, Mike is optimistic about the mortgage industry’s near-term future, citing declining interest rates, rule changes, and upcoming renewals as growth drivers. He sees technology, particularly AI, as a game-changer—though not a replacement for brokers. With Mortgage Architects’ sister company, Newton, driving innovation, he believes the network is well-positioned to lead. However, he stresses that emotional intelligence and human connection will remain critical, especially as tech advances. “Brokers who use AI will replace those who don’t,” he notes, underscoring the need to adapt while staying relatable. Advice for Future Leaders For aspiring leaders, Mike’s advice is clear: step out of your comfort zone, prioritize relationships, and show up. Whether it’s attending events like the upcoming DLCG conference in Whistler or joining his monthly President’s calls, he encourages brokers to invest in themselves and their networks. “It’s a relationship business,” he says, “and you’ll hit a roadblock if you’re not connected.”  Why You Should Listen This episode is a goldmine for anyone in the mortgage space. Mike’s journey offers inspiration, his leadership insights provide practical takeaways, and his vision for the future sparks excitement about what’s to come. The hosts’ chemistry with Mike makes it an engaging listen, blending industry expertise with personal anecdotes. Ready to dive deeper? Catch the full episode on your preferred platform: Spotify : Listen Here Apple Podcasts : Listen Here YouTube (Full Video) : Watch Here Don’t miss out—tune in to hear Mike De Eyre unpack his leadership philosophy, the evolving role of brokers, and how Mortgage Architects is shaping the future of the industry!

4/01/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

 BEHIND THE LEGEND - WITH JOHN WEBSTER Discover the Secrets of a Mortgage Industry Legend: Tune into Episode 35 of the Mortgage Broker Podcast If you’re a mortgage professional—or simply someone intrigued by the world of finance and leadership—you won’t want to miss Episode 35 of the Mortgage Broker Podcast. This episode marks the exciting launch of a brand-new series, Behind the Legend, where we dive deep into the minds and careers of the most influential figures in the mortgage industry. Kicking off this series is none other than John Webster, a true titan whose impact on the Canadian mortgage landscape is nothing short of legendary. In this captivating episode, John Webster sits down with us to share his incredible journey—from an accidental entry into the mortgage world to becoming a Hall of Famer in 2009 and a driving force behind institutions like Maple Trust, London Trust, and Scotia Mortgage Authority. With a career spanning decades, John’s story is one of innovation, resilience, and an unwavering commitment to building trust and value in the broker channel. Why You Should Listen - What makes this episode a must-listen? It’s not just about John’s impressive resume—it’s about the lessons he imparts from his years of experience. Here’s a sneak peek at what you’ll uncover: The Accidental Legend : John didn’t set out to revolutionize the mortgage industry. Trained as a lawyer and drawn into politics, he stumbled into the world of lending through a twist of fate. His candid recounting of how he turned a startup trust company into a powerhouse is both inspiring and relatable—proof that sometimes the best paths are the ones you least expect. Innovation That Changed the Game : Ever wonder how the broker channel became what it is today? John takes you behind the scenes of creating Maple Trust, introducing a groundbreaking variable compensation model for underwriters, and fostering a broker-centric culture that prioritized relationships over transactions. His focus on aligning incentives and delivering exceptional service set a new standard—and you’ll hear exactly how he did it. Navigating Challenges : From regulatory hurdles to channel conflicts within banks, John doesn’t shy away from the tough stuff. He shares how he tackled skepticism from brokers during the Maple-to-Scotia transition, busted myths about broker business, and kept his team motivated through uncertain times. These are real-world insights you can apply to your own career. The Future of the Industry : Curious about where the mortgage space is headed? John breaks down current trends—like the rise of alternative lending and the role of technology—while offering practical advice for brokers looking to stay ahead. Plus, he gives an exclusive preview of his latest venture, Maple Financial, and how it’s poised to shake up the private lending space with the trusted BDM model. Leadership Gold : Beyond the mortgage talk, John drops wisdom on leadership that’s worth its weight in gold. From his daily habit of strategic thinking to his approach to inspiring teams during tough times, you’ll walk away with actionable takeaways to elevate your own game. A Conversation That Connects What sets this episode apart is the chemistry between John and the hosts. It’s not just an interview—it’s a conversation that feels like sitting down with an old friend who happens to be a mortgage mastermind. The hosts’ admiration for John shines through as they dig into his philosophies, his mentorship style, and even his thoughts on team dynamics (complete with a fun detour into hockey analogies about the Canucks!). Don’t Miss Out Episode 35 isn’t just a history lesson—it’s a front-row seat to the mind of a leader who’s shaped the industry and continues to push it forward. Whether you’re a broker looking to sharpen your skills, a leader aiming to inspire your team, or simply someone who loves a good success story, this episode has something for you. So, grab your headphones or fire up the video version and dive into Behind the Legend with John Webster . You’ll come away entertained, informed, and maybe even a little fired up to make your own mark in the mortgage world. Listen or watch the full episode now—trust us, you won’t regret it!

3/25/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

UNLOCKING THE MIC PLAYBOOK - INSIGHTS FROM BEN SAMMUT Episode 34 of The Mortgage Broker Podcast – Unlocking the MIC Playbook - Insights from Ben Sammut Guests: Ben Sammut Hosts: Dean Lawton & Deryk Williamson The latest episode of The Mortgage Broker Podcast, titled "Unlocking the MIC Playbook: Insights on Private Lending in Canada, " dives deep into the evolving world of Mortgage Investment Corporations (MICs) and private lending. Hosted by the team at A Better Way Mortgage Group, this episode features Ben Sammut, a renowned consultant in Canada’s private lending sector. With co-hosts Deryk Williamson and Dean Lawton, Ben shares his expertise, offering valuable insights for mortgage brokers and industry enthusiasts alike. Whether you’re a seasoned professional or just looking to stay ahead in the Canadian mortgage space, this episode is packed with actionable takeaways. Here’s a summary of the key highlights from the conversation— though we highly recommend tuning in to the full episode for the complete experience! From Broker Kid to MIC Expert: Ben’s Journey Ben Sammut’s entry into the mortgage industry was almost accidental. Growing up in a “prototypical financial family” as the son of Ontario-based mortgage professionals Joe and Andrea, Ben started as a licensed agent assisting with admin tasks. After an internship fell through post-university, he transitioned into brokering full-time. Leveraging his family’s established client base, Ben quickly progressed, eventually finding his niche in private lending and MICs. Now, with 13 years in the industry—seven of which have been focused on MICs—Ben has become a go-to voice in this space. What Are MICs and Why Do They Matter? Ben clarifies that while “MIC” is often used as a catchall term for private lenders, it specifically refers to a tax structure under Canada’s Income Tax Act designed as a flow-through entity for investors. More broadly, Mortgage Investment Entities —including MICs—play a critical role in filling gaps left by traditional lenders. With the tightening of regulations like B20 in 2017-2018, Ben noted a significant shift: deals that once fit the bank mold now flow to private lenders. Today, 30-40% of many brokers’ businesses involve private lending, a trend he predicts could double or triple in the coming years as credit boxes shrink and demand grows. The Growing Importance of Private Lending The episode highlights how MICs have evolved from “lenders of last resort” to sophisticated players offering flexible, competitive products. Ben emphasizes that brokers missing out on private lending are overlooking a massive opportunity—both for revenue and client solutions. MICs cater to diverse niches, from small-town properties to quasi-commercial deals, allowing brokers to specialize and stand out. With nearly a thousand MICs across Canada, understanding their unique offerings is key to matching clients with the right lender. Ben’s Work in Capital Advisory As a consultant, Ben focuses on three pillars for MICs: corporate strategy, capital raising, and advocacy. He helps MICs—often run by former brokers turned “accidental fund managers”—overhaul operations, differentiate themselves, and attract larger capital pools. A common challenge? Many MICs lack the sophistication to appeal to institutional investors like hedge funds or family offices, who seek investments of $50-75 million or more. Ben’s upcoming venture, Dabble Capital Advisory , launching in spring 2025, aims to be a one-stop shop for MICs, offering tailored solutions to drive growth and stability. The Future of Private Lending Looking ahead, Ben sees private lending volumes potentially tripling, driven by organic demand and innovation. He predicts more mergers and acquisitions, with smaller MICs either folding or being absorbed by larger players as regulatory scrutiny (like FINTRAC’s recent changes) increases. Technology and new financial products, such as mortgage-backed securities (MBS) in the private space, could also enhance liquidity and competition. For brokers, staying ahead means building relationships with MICs, joining preferred broker programs, and embracing private lending as a core competency. Practical Tips for Brokers Ben offers actionable advice: don’t treat MICs as a dumping ground for “garbage deals,” and reframe private lending as a viable, client-friendly option—not just a last resort. Understanding the math behind higher-rate mortgages (e.g., cash flow benefits over rate obsession) and getting cozy with MICs’ underwriting teams can set brokers apart. Events like A Better Way’s “speed dating” sessions with lenders are a great way to build these connections. Listen or Watch the Full Episode! This blog only scratches the surface of the rich discussion with Ben Sammut. For the full scoop—including rapid-fire Q&A, case studies, and more—check out the episode on your preferred platform: Spotify, Apple Podcasts and YouTube. Final Thoughts Whether you’re a broker looking to expand into private lending or an industry enthusiast curious about MICs, this episode is a goldmine of insights. Ben’s expertise, paired with the hosts’ practical perspective, makes it a must-listen. Plus, your engagement supports a great cause—A Better Way’s 2025 charity, Backpack Buddies, which provides weekend meals for kids in need. Subscribe, leave a review, and share your thoughts—we’d love to hear what you think! What’s your take on the rise of private lending?  Let us know after you tune in!