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

11/04/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights

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

10/28/2025 Tuesday Mortgage Memo: Your Weekly Market Highlights

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.