ABW MEDIA

Ep-60 BROKER ARMOUR #2: THE PAPER SHIELD

Thu, 12 Feb 2026 01:37:48 GMT

Episode 60 — Broker Armour #2: Suitability, Documentation & Protecting Your License

HOSTS: Deryk Williamson & Justin Noda (Chief Compliance & Operations Officer, ABW)

What This Episode Covers

In this episode of Broker Armor, Justin Noda is joined by Deryk Williamson to tackle a topic that’s becoming increasingly important in today’s regulatory climate: how to protect your business, your income, and your license from E&O claims.

The focus isn’t on how to make more money—it’s on how to keep it.

You Can Do Everything Right… and Still Get Sued

One of the most important reminders from this conversation is simple: even if you secure a great rate, close on time, and deliver strong service, you can still face a claim years later. Clients can sue for many reasons—sometimes justified, sometimes emotional, sometimes financial.

When that happens, the question won’t be whether you’re a good broker. It will be whether you can prove what happened.

That’s where what Justin calls the “paper shield” comes in. Your protection isn’t your memory—it’s your documentation.

Communication Is Your First Line of Defense

A major theme of the episode is communication retention. If it’s not written down, it effectively didn’t happen. Regulators and lawyers will look for emails, texts, CRM notes, and any record of advice provided.

The discussion emphasizes keeping communication clean and centralized—ideally through email—and following up important phone calls with written recap summaries. Notes should be detailed and written as if a lawyer or judge will read them years later.

Even something as simple as copying all borrowers on key updates—not just the primary contact—can prevent misunderstandings that later become claims. What feels like a small administrative step today can become critical evidence tomorrow.

Suitability vs. Eligibility

Another central topic is suitability—a word that brokers can no longer afford to ignore.

Eligibility answers the question: Can the client qualify?

Suitability answers the more important question: Should they take this product?

Many E&O claims stem from clients later saying they didn’t fully understand the risks of the product they chose—whether it was a variable rate during rising markets, a short-term mortgage during volatility, or a private loan with significant renewal fees.

Suitability forms help document the advice provided, the risks discussed, and the client’s informed decision. They are not just another form to sign—they are evidence that education happened and that the client ultimately chose their path forward.

As discussed in the episode, “We educate. The client decides.” But that decision must be documented.

Enhanced Consent & Setting Expectations Early

The episode also highlights the growing importance of enhanced consent forms. Consent is no longer just about pulling credit—it includes permission to share information, outline engagement terms, and clearly define the relationship.

Timing matters. These documents should be signed at the beginning of the process—not at closing and certainly not after an issue arises. Setting expectations early creates clarity for the client and protection for the broker.

When a Claim HappenS

The final portion of the episode addresses crisis management. If you receive a claim notice, immediate notification to your brokerage and E&O provider is critical. Do not admit fault. Follow your brokerage protocol.

Once involved, E&O providers assign claims adjusters and legal counsel. But the strength of your defense will come back to one thing: your documentation.

Clear CRM notes, recap emails, signed suitability forms, and properly executed consent documents can significantly change the trajectory of a claim.

Why This Matters in 2025

Compliance expectations are rising. Alternative and private lending is more common. Suitability conversations are under greater scrutiny.

Professional brokers today must operate with both growth and protection in mind. Strong communication habits, documented advice, and disciplined processes are no longer optional—they are essential to long-term sustainability.

Why You Should Listen

This episode is a practical, real-world guide to building a defensible mortgage business. If you want to reduce risk, strengthen your processes, and protect your livelihood in an evolving regulatory environment, this conversation is essential listening..

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.

TUESDAY MEMO- 02/10/2026

Tue, 10 Feb 2026 01:09:44 GMT

02/10/2026

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With the Bank of Canada set to announce tomorrow, markets are unusually calm given the amount of noise in the data. Job losses, falling participation, global bond pressure, and geopolitical risk are all present — yet bond yields remain restrained. For brokers, this is a reminder that central banks are reacting to directional risk, not headlines, and client guidance needs to reflect that restraint.

1️⃣ Labour Market Update: Weaker Than It Looks

Canada lost 24,800 jobs in January, badly missing expectations for a gain of 7,000. While the unemployment rate fell to 6.5%, that improvement came entirely from a sharp drop in labour force participation — the lowest since May 2021. Full-time employment rose by 44,900, but nearly 70,000 part-time jobs were lost, with manufacturing taking the biggest hit, particularly in Ontario.

Source : Integrated Mortgage Planners – The Bank of Canada Needs to Get Off the Bench (Feb. 9, 2026)

�� Broker Strategy : Help clients understand that a falling unemployment rate doesn’t equal economic strength. This kind of labour data supports caution — but not urgency — from the BoC, reinforcing stable rate expectations rather than immediate cuts.

2️⃣ Bond Yields & Policy Expectations: Calm Ahead of the Decision

Despite weak job data and fresh concerns around foreign demand for U.S. Treasuries, bond markets remain notably muted. Canada’s 5-year yield continues to track U.S. yields closely, but neither market is signaling stress ahead of tomorrow’s BoC announcement.

Source: RMG Monday Morning Bru – Bond Yields, the Canadian Job Market and the Week Ahead (Feb. 9, 2026)

Key Market Signals (as of Feb 10)

�� Broker Strategy : This supports steady pricing conversations. Encourage clients to focus on preparation — renewals, pre-approvals, and documentation — rather than trying to trade tomorrow’s announcement.

3️⃣BoC Context: Why “Doing Nothing” Is the Likely Move

David Larock’s analysis highlights the tension facing the Bank of Canada. Growth is slowing, inflation has cooled into target ranges, and job losses are mounting — yet the Bank remains concerned that cutting too early could reignite inflation if weakness reflects structural constraints rather than cyclical demand. That explains why policy has stayed on hold despite worsening data.

Source: Integrated Mortgage Planners – The Bank of Canada Needs to Get Off the Bench (Feb. 9, 2026)

�� Broker Strategy: Position tomorrow’s decision as a confirmation, not a catalyst. The BoC is more focused on avoiding mistakes than sending signals. This helps calm client anxiety around surprise moves.

4️⃣ Fixed vs. Variable: Familiar Trade-Offs, Familiar Answer

Bond yields remain range-bound, and fixed mortgage rates were unchanged last week. Variable discounts also held steady. While variable rates may still produce lower long-term costs, bond markets continue to price the risk that the next move — eventually — could be higher, not lower.

Source: Integrated Mortgage Planners – The Bank of Canada Needs to Get Off the Bench (Feb. 9, 2026)

�� Broker Strategy: Five-year fixed remains the cleanest “sleep-at-night” option for most borrowers. Variable works — but only for clients with strong cash flow and emotional tolerance for volatility.

5️⃣Broker Discipline in 2026: Constraint Is the Advantage

This week’s BTBB post makes a timely point: in uncertain markets, constraint beats flexibility. The brokers who perform best are not the ones chasing every option — they’re the ones with clear processes, defined lender lanes, and consistent standards. Constraint reduces errors, builds trust, and creates reliability for clients.

Source: Be The Better Broker – Rep by Rep Outtakes: Constraint Is the New Advantage (Feb. 8, 2026)

�� Broker Strategy: Say no more often. Narrow focus. Standardize execution. In a market that punishes hesitation, clarity compounds faster than creativity.

�� Final Thought:

With the Bank of Canada set to decide tomorrow, markets ae sending a clear message: this is not a moment for urgency. Growth is softening, jobs are slipping, but bond yields remain composed. For brokers, the opportunity lies in helping clients plan confidently through a period where policy may stay unchanged longer than expected. In environments like this, calm guidance beats bold predictions.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 59: Broker Armor — FINTRAC One Year Later (Are You Protected?)

Hosts: Dean Lawton & Justin Noda

Dean Lawton is joined by Justin Noda, Chief Compliance & Operations Officer at A Better Way Mortgage Group, to launch Broker Armor , a new series focused on helping mortgage brokers navigate compliance with confidence. In this episode, they break down what FINTRAC compliance really looks like one year in—clearly separating brokerage responsibilities from agent obligations, and addressing common misconceptions that create risk during audits. Through practical examples and a step-by-step checklist, the conversation covers reporting entities, training, risk assessments, ID and sanctions screening, suspicious activity reporting, and upcoming effectiveness reviews. The key takeaway: compliance isn’t about box-checking—it’s about protecting your license, your livelihood, and the long-term professionalism of the broker channel.

WATCH OR LISTEN HERE

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We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO- 02/03/2026

Tue, 03 Feb 2026 01:36:27 GMT

02/03/2026

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

The Bank of Canada has already made its move — or rather, chosen not to. With policy now firmly on hold, markets are shifting their focus to growth, global inflation pressure, and fiscal risk. Bond yields are steady, client uncertainty remains high, and this is increasingly a market where explanation and structure matter more than forecasts.

1️⃣ Growth Update: Weak, Known, and Largely Priced In

Canada’s economy flatlined in November and barely grew in December, leaving Q4 GDP tracking slightly negative. Manufacturing and other goods-producing sectors remain under pressure, and it took an $8 billion federal deficit in November alone just to produce zero month-over-month growth. Despite this softness, bond markets barely reacted — a sign that weak growth is no longer a surprise.

Source : RMG Morning Bru – Bank of Canada GDP Expectations, Actual GDP and Friday Is Jobs Day (Feb. 2, 2026)

�� Broker Strategy : Use this to reset expectations. Weak growth does not guarantee lower rates when inflation risk, global yields, and fiscal deficits are still in play. This supports stable mortgage pricing — not emergency easing.

2️⃣Bond Yields & Rate-Cut Odds: Markets Signal Patience, Not Urgency

Despite weak Canadian growth data, bond markets remain calm. Funding costs are tightly range-bound, reflecting broad consensus that monetary policy is appropriately set for now. Markets are overwhelmingly priced for no near-term changes from either the Bank of Canada or the U.S. Federal Reserve, reinforcing a prolonged policy-pause environment rather than an imminent pivot.

Source: MortgageLogic News – Markets Barely Blink at Limp Canadian Growth (Feb. 2, 2026)

Bond Markets Reinforce a Firm Policy Pause as Rate-Cut Odds Remain Low

Markets are overwhelmingly priced for no near-term changes from either the Bank of Canada or the U.S. Federal Reserve.

�� Broker Strategy : This is a stability window. Encourage early renewals, rate holds, and disciplined term selection. Sideways markets reward preparation, not prediction.

3️⃣BoC Messaging: Uncertainty Is Now the Signal

Last week’s Bank of Canada decision reinforced a defensive stance. The word “uncertainty” appeared 22 times in the Monetary Policy Report and 7 times in Governor Macklem’s opening statement. Trade tensions, CUSMA renegotiation risk, and threats to U.S. central bank independence dominated the narrative. While policy was described as “about right,” the Bank emphasized it is ready to respond quickly if conditions deteriorate.

Source: Integrated Mortgage Planners – No Move Last Week by an Increasingly Uncertain Bank of Canada (Feb. 2, 2026)

�� Broker Strategy: Use this to calm clients worried about hikes. The BoC’s bias remains toward caution and downside protection, not renewed tightening.

4️⃣ Fixed vs. Variable: Why Five-Year Still Works

Rate simulations continue to favour five-year fixed mortgages, largely because markets are pricing higher-for-longer risk into the curve. Variable discounts have improved slightly (about 5 bps recently), but history shows that in sideways markets, variable borrowers often absorb pain before relief arrives.

Source: MortgageLogic News – Mortgage Tidbits (Feb. 2, 2026)

�� Broker Strategy: Frame this as risk management, not rate direction. Five-year fixed remains an effective default for clients prioritizing certainty. Variable works only when flexibility and cash flow are truly strong.

5️⃣Broker Advantage in 2026: Trust Is the Differentiator

In an environment flooded with polished explanations and AI-generated competence, trust has become scarce. Clients don’t want brilliance — they want consistency, speed, and follow-through. Brokers who are predictable, calm, and clear will outperform those chasing optionality or clever narratives.

Source: Be The Better Broker – Rep by Rep Outtakes: Trust Is the Scarce Resource (Feb. 1, 2026)

�� Broker Strategy: Do the boring things well. Return calls. Flag risks early. Don’t oversell outcomes. Reliability compounds faster than insight in uncertain markets.

�� Final Thought:

This is a market defined by patience. The Bank of Canada has confirmed it is in wait-and-see mode, growth is weak but well understood, and bond markets are showing little urgency in either direction. For brokers, the opportunity isn’t in predicting the next move — it’s in helping clients plan confidently through a period where rates may simply go nowhere for longer than expected. In environments like this, consistency and clarity matter more than conviction.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 59: Broker Armor — FINTRAC One Year Later (Are You Protected?)

Hosts: Dean Lawton & Justin Noda

Dean Lawton is joined by Justin Noda, Chief Compliance & Operations Officer at A Better Way Mortgage Group, to launch Broker Armor—a new podcast series dedicated to helping mortgage brokers navigate compliance, regulation, and risk with clarity and confidence. This first episode sets the foundation by tackling one of the most important (and misunderstood) shifts in the industry: FINTRAC compliance, one year after implementation.

The conversation focuses on a critical distinction many brokers still struggle with—the difference between brokerage responsibilities and agent responsibilities under FINTRAC. Justin walks through what it truly means to be a “reporting entity,” why most FINTRAC obligations sit at the brokerage level, and where brokers still play a vital role inside each file. Using real-world examples and plain language, the episode breaks down common gaps, misconceptions, and risks that surface during audits.

A practical FINTRAC checklist anchors the discussion, covering key pillars like compliance leadership, policies and procedures, risk-based assessments, training, ID and beneficial ownership, PEP and sanctions screening, record keeping, suspicious activity reporting, and upcoming effectiveness reviews. Rather than treating compliance as a box-checking exercise, Dean and Justin frame it as a form of professional protection—for brokers, brokerages, and the industry as a whole.

This episode is an essential listen for brokers who want to protect their license, understand where liability truly sits, and prepare for increased regulatory scrutiny ahead. Broker Armor sets the tone for a series focused not on fear, but on education, readiness, and doing business the right way in a more professionalized mortgage landscape.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep-59 BROKER ARMOUR #1: THE BROKER ARMOUR CHECKLIST

Thu, 29 Jan 2026 01:57:17 GMT

Episode 59 — Broker Armour #1: FINTRAC One Year Later (Are You Protected?)

SERIES LAUNCH: Broker Armour

HOSTS: Dean Lawton & Justin Noda (Chief Compliance & Operations Officer, ABW)

What This Episode Covers

Episode 59 kicks off Broker Armor, a brand-new series built specifically to help Canadian mortgage brokers stay protected, prepared, and compliant in a rapidly tightening regulatory environment. Dean sets the stage for what this series will become: a monthly (or more) “compliance home base” covering FINTRAC, provincial regulators, and upcoming changes—especially in BC with the MSA/BCFSA evolution.

This first episode is deliberately “foundational.” Dean and Justin focus on one of the biggest points of confusion in the industry: FINTRAC’s requirements are primarily aimed at the brokerage (the reporting entity), not the individual agent—yet agents still carry meaningful responsibility inside each file. The conversation walks through a practical checklist that clearly separates brokerage responsibilities vs. broker responsibilities, with real-world examples of what gets missed, what triggers risk, and what could cause major issues during an audit.

A downloadable checklist is mentioned in the show notes as a take-home tool that brokers and owners can use to self-audit their readiness.

The Big “Aha”: Brokerage vs. Agent Responsibilities

Justin makes it crystal clear early: FINTRAC refers to “reporting entities,” and that means the brokerage . This matters because the brokerage must register, access the FINTRAC web reporting system, build programs, train agents, keep records, and file reports. Agents should not be filing reports directly. Instead, agents are expected to follow the brokerage’s procedures, complete the KYC steps correctly, and escalate anything suspicious.

This single distinction can expose a huge gap in many brokerages. If a broker doesn’t know who their compliance/AML lead is, doesn’t know where the policies are, or hasn’t been trained beyond the initial rollout in October 2024, that’s not just an education issue—it’s a risk issue.

Broker ArmoUr Checklist — What Needs to Exist (and Who Owns It)

1. Appointed Compliance / AML Officer (Brokerage Responsibility)

A major theme: this role can’t be an afterthought anymore. Justin explains that many firms historically treated compliance as part-time admin work. In today’s environment, that approach is dangerous. The compliance lead needs to be someone who is genuinely engaged, capable, and supported—because the workload is real, audits are coming, and the expectations are rising.

Broker responsibility: know who this person is, respect the process, and actually use them as a resource. A simple self-check mentioned in spirit: Do you know your compliance officer’s name today?

2. Written Policies & Procedures Manual (PPM) — Brokerage Builds It / Brokers Follow It

The PPM is effectively the brokerage’s FINTRAC “playbook.” It lays out how the brokerage interprets the rules and how brokers are expected to operate inside the program (ID methods, enhanced due diligence, documentation, escalation, etc.). Justin makes a key point: FINTRAC rules are clear, but the “how” can vary—so each brokerage must define their approach and then operate consistently.

Broker responsibility: read it, acknowledge it, follow it. (And if your brokerage can’t easily provide it, that’s an immediate red flag.)

3. Risk-Based Assessment (RBA) — Brokerage Defines Risk Appetite / Brokers Need to Understand It

Justin distinguishes two commonly confused items:

RBA (Risk-Based Assessment): brokerage-level document that defines the firm’s risk appetite and approach
Client Risk Assessment: file-level decision brokers make (high/medium/low risk)

The RBA informs how the brokerage wants risk measured and what steps are required when risk increases. Justin explains how ABW built tools (like a scorecard approach) to drive consistent risk ratings and reduce “gut-feel only” decisions—because inconsistency creates exposure in audits.

Broker responsibility: understand the risk factors and collect the info needed to rate a file properly.

4. Ongoing Training Program (Brokerage Must Run It / Brokers Must Complete It)

This episode strongly reinforces: training isn’t a one-time rollout. Brokerages need an annual training program, documented and trackable, so they can prove education happened if issues arise later. Justin notes many firms haven’t built this properly yet because “the year felt far away”—but FINTRAC’s expectations are now moving into the “you should know this by now” stage.

Broker responsibility: complete the training and apply it in real files.

The subtext is important: ignorance won’t be a defensible position going forward.

5. Two-Year Effectiveness Review (Brokerage Responsibility — and It’s Coming Fast)

This one is a major “heads up.” FINTRAC requires a formal effectiveness review every two years, where an appropriately qualified reviewer evaluates whether the brokerage program actually works. It can’t be done by the same person who built the program, and it’s often not cheap—Justin notes it can run well into five figures depending on scope and size.

Broker responsibility: none directly—other than cooperating if asked and adapting to changes that follow the review.

6. Client ID + Beneficial Ownership (Shared Responsibility)

This is where brokers feel FINTRAC most day-to-day.

Client ID must follow an approved method (and must be valid/current). Justin shares examples of how things go sideways when brokers treat ID casually.

Beneficial ownership becomes critical in business-for-self files or corporate entities, especially where someone owns 25%+ but isn’t on the mortgage. That’s not an automatic “no”—it’s a documentation and transparency requirement.

Brokerage responsibility: define acceptable methods and provide tools/process

Broker responsibility: execute correctly, document properly, and do it early (not at the end)

7. PEP / HIO Screening + Sanctions (Shared Responsibility)

This is another major pillar: screening for Politically Exposed Persons (PEPs) and Heads of International Organizations (HIOs), plus sanctions checks. Justin explains that the brokerage must provide the mechanism (forms, platform tools, or paid screening options), but brokers must actually run it and escalate when results require extra due diligence.

A key nuance highlighted: foreign vs. domestic PEPs are treated differently, and when a potential match appears, brokers may need to do deeper confirmation (e.g., verifying it’s a different person with the same name).

Justin shares that the work can get unexpectedly serious—examples included links to sanctioned geographies, adverse media, and crypto-related laundering attempts. The point is clear: these aren’t theoretical risks anymore.

8. Ongoing Monitoring + Suspicious Activity (Mostly Brokerage, But Brokers Must Be Alert)

Justin explains ongoing monitoring is largely brokerage-driven and is typically tied to the risk rating: high-risk clients may require more frequent re-checks. Brokers don’t run monitoring programs, but brokers absolutely impact them by assigning accurate risk levels at the start and flagging anything unusual.

For suspicious activity: brokers are the “front line.” If something feels off, brokers should escalate internally—never ignore it, never try to quietly push a file through.

9. Record Keeping (5+ Years) — Shared Responsibility

This is straightforward but critical: brokerages must securely store required documents for 5+ years, and brokers must ensure the documentation is complete and uploaded properly. A future audit will compare what’s in your PPM/RBA against what’s in your actual files.

10. Reporting to FINTRAC (Brokerage Only)

Justin reinforces a common misconception: brokers do not file FINTRAC reports directly. Broker responsibility is to raise concerns internally using the brokerage’s process (internal STR form, escalation workflow, etc.). The brokerage then decides whether to file official reports through the FINTRAC reporting system.

11. FINTRAC Examinations / Audits (They’re Already Starting)

This is the tone-setter near the end: audits have begun, and while the early phase may not be “hammer down,” FINTRAC is making expectations known. Justin also notes proposed legislative changes that could massively increase penalties—making today’s discipline the difference between a manageable process and a catastrophic one later.

Dean adds a key industry-level point: if someone gets made an example of, it’s not just bad for them—it’s bad for the entire channel.

11. FINTRAC Examinations / Audits (They’re Already Starting)

Justin notes most brokers now understand the “standard pillars” (ID, PEP, sanctions, basic risk rating), but where gaps show up is in the deeper risk logic—things like:

Beneficial ownership and corporate control
Third-party involvement (who is really directing the transaction)
High-risk industries or unusual sources of funds
Risk patterns that don’t show up in the obvious checklist items

His framing is useful: these risks always existed—brokers are just being forced to see them clearly now.

Action Steps for Brokers This Week

If you want this episode to actually protect you (not just educate you), here’s the practical follow-through that aligns with what Dean and Justin are pushing:

Download the checklist and walk through it with your brokerage in mind
Confirm you know your compliance/AML lead and how to escalate concerns
Ask where your PPM + RBA live and whether you’ve acknowledged them
Make sure your ID method is brokerage-approved (and documented correctly)
Stop treating risk assessment like “gut feel” —collect the facts that support the rating
Escalate anything that feels off early (before it becomes a “cleanup after the fact” situation)

Justin also openly invites brokers and broker owners to reach out confidentially if they’re unsure whether their current setup is truly compliant.

Why You Should Listen

This episode is a reality check—and a protection plan. If you’re treating FINTRAC as a “box-checking exercise,” you’re exposed. Justin breaks down what FINTRAC actually expects, what your brokerage must have in place, what you personally must execute inside the file, and why audits (and penalties) are only getting stricter from here.

If you want to keep your license safe , avoid becoming the brokerage that gets made an example of, and understand compliance in a way that’s practical—not theoretical—Episode 59 is required listening.

BoC Holds The Rate: What It Means for You

Wed, 28 Jan 2026 00:52:08 GMT

01/28/2026:

BoC Holds at 2.25%: A Measured Pause as Policy Nears Its Destination

At today's announcement, the Bank of Canada (BoC) held its overnight interest rate at 2.25%, keeping the Bank Rate at 2.50% and the deposit rate at 2.20%. Today’s decision reinforces a message that has been building for months: monetary policy is now well-positioned, and further moves will depend on how the economy evolves rather than on momentum from the prior easing cycle.

After a period of aggressive rate cuts through 2024 and 2025, the Governing Council signalled that it is comfortable pausing to assess how those policy adjustments are working their way through the economy.

Why the BoC Held: Four Key Drivers Behind Today’s Decision

Inflation: Close to Target and Contained

Inflation remains near the Bank’s 2% target, providing policymakers with confidence that price pressures are under control. Headline inflation has moderated meaningfully, and more importantly, core inflation measures—which strip out volatile items—do not point to renewed inflationary risk.

With inflation no longer the primary threat it was in earlier years, the BoC sees little need to either tighten further or rush into additional cuts.

Economic Growth: Soft, But Holding Together

Canada’s economic performance remains subdued, but it is not deteriorating sharply. Growth is modest, household spending remains cautious, and business investment is uneven—but the economy is not showing signs of a deep or disorderly downturn.

This “soft-but-resilient” backdrop supports a pause. The Bank sees enough stability to wait, but not enough weakness to justify immediate stimulus through lower rates.

External Risks: Trade Uncertainty Looms Large

One of the clearest themes in today’s communications is uncertainty around external risks, particularly trade. Ongoing concerns tied to global tariffs and the upcoming review of the U.S.–Mexico–Canada Agreement (USMCA) continue to weigh on business sentiment and investment decisions.

With these external risks unresolved, the BoC is reluctant to adjust policy prematurely. Holding steady allows policymakers to respond later if global developments materially impact Canadian growth or inflation.

Policy Has Already Eased Significantly

Perhaps the most important reason for today’s hold is timing. After multiple rate cuts over the past two years, the Bank believes much of that easing has yet to fully filter through the economy.

Monetary policy works with long and variable lags. Pausing now gives households, businesses, and financial markets time to absorb earlier changes before the BoC decides whether additional adjustments are necessary.

Economic Context and Market Impact

Financial Markets: Calm and Orderly

Markets had largely anticipated today’s decision, and the reaction has been muted. Bond yields and credit spreads showed limited movement, reflecting broad agreement that policy is now “about right.”

This stability supports a more predictable environment for borrowing and planning, particularly for fixed-rate products, which remain closely tied to bond market dynamics.

Business Confidence and Investment

Business sentiment remains cautious, shaped by trade uncertainty and slower global growth. However, investment tied to modernization and productivity improvements continues to provide pockets of support. The BoC expects activity to remain uneven in the near term, with gradual improvement as uncertainty clears and global conditions stabilize.

Impact on Borrowers

Today’s hold means no immediate changes for borrowers:

Variable-rate mortgage and HELOC holders will see no change to payments, with prime remaining at 4.45% at most institutions.
Fixed-rate borrowers can expect relative stability in pricing, barring significant moves in bond yields.
Static-payment variable borrowers benefit from improved amortization predictability as rates stabilize.
Adjustable-rate variable borrowers will experience no payment changes but gain clarity heading further into 2026.

For many borrowers, this pause creates an opportunity to reassess payment strategies, amortization timelines, and upcoming renewals in a more stable rate environment.

What’s Next?

The next Bank of Canada rate announcement is scheduled for March 18, 2026.

Looking ahead, policymakers remain firmly data-dependent. Inflation trends, labour market conditions, and global trade developments will determine the next move. While markets see limited urgency for further cuts in the near term, unexpected economic weakness or renewed global disruptions could still alter the outlook.

For now, the message is clear: the BoC is comfortable waiting.

Opportunities for Mortgage Brokers

Today’s decision reinforces a strategic shift—from reacting to rate moves to planning within a stable policy environment:

Proactive Client Outreach : Use today’s hold to reset expectations with variable-rate and HELOC clients and begin early renewal conversations for 2026 maturities.
Education-Focused Messaging : Explain why the BoC is pausing—near-target inflation, moderate growth, and external uncertainty—helping clients understand why large rate swings are less likely in the near term.
Targeted Marketing : Focus outreach in regions showing renewed buyer interest, particularly Ontario and British Columbia. Emphasize that stable policy rates provide clarity for planning, and encourage clients to secure pre-approvals while fixed-rate pricing remains steady.
Renewal & Refinance Strategy : Encourage clients within 120 days of renewal to review options early. Stable rates allow for thoughtful term selection, cash-flow planning, and potential consolidation strategies.
Stay Data-Driven : Monitor upcoming inflation prints, labour market data, and global trade developments. These will be the key signals shaping the BoC’s next move.

TAKE ACTION!

At ABW Mortgage Group, we’re here to help you navigate this period of renewed stability with confidence. Whether you’re buying, refinancing, or renewing, our team can help you make informed decisions in a calmer rate environment.

Now is the time to plan ahead—secure favourable terms, protect your borrowing power, and position yourself strategically for 2026.

Let’s make stability work for you!

EPISODE 58: Year in Review — The Mortgage Broker Podcast

Hosts: Dean Lawton, Jason Marshall & Deryk Williamson

Dean Lawton, Jason Marshall, and Deryk Williamson come together for a special Year in Review episode to reflect on a milestone year for A Better Way Mortgage Group—and for the broker channel as a whole. The conversation looks back on a record-breaking 2025, shaped by resilience, adaptation, and a noticeable shift in industry sentiment after several challenging years.

A central theme of the episode is how brokers found opportunity in a changing market. As rates normalized and traditional approvals became more difficult, the team highlights a meaningful increase in alternative, private, reverse, and business-for-self lending. Rather than chasing headlines or waiting for “easier” conditions, brokers who leaned into education, product knowledge, and new strategies were able to grow—even in a market often labeled as difficult.

The hosts also unpack what it takes to scale responsibly. From compliance and AML readiness to onboarding, operations, and technology, they share how investing in infrastructure and people allowed the brokerage to grow to $4.1B in annual volume while serving over 1,900 additional families. Training, collaboration, and consistent communication—through events, lender sessions, and weekly market updates—are positioned as key drivers behind both performance and confidence.

Beyond the numbers, the episode emphasizes culture and community as true differentiators. From in-person events and charity initiatives to the evolution of the podcast itself, the discussion reinforces a simple idea: brokers thrive when they feel supported, connected, and empowered to keep learning. It’s a candid look at what worked in 2025—and a roadmap for brokers preparing to build momentum in the year ahead.

WATCH OR LISTEN HERE

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TUESDAY MEMO- 01/27/2026

Wed, 28 Jan 2026 00:15:42 GMT

01/27/2026

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With the Bank of Canada set to announce tomorrow, markets have largely made up their mind already. Inflation data continue to send mixed signals, bond yields remain range-bound, and geopolitical noise has failed to materially move rates. For brokers, this is a classic pre-decision pause — where client confidence, preparation, and positioning matter far more than the announcement itself.

1️⃣ Inflation Update: Headline Noise, Core Progress

December inflation data confirmed a familiar pattern: headline CPI moved higher, while core measures cooled where it mattered most. Headline CPI rose to 2.4%, largely due to base effects from the temporary GST/HST holiday rolling out of the data. At the same time, the Bank of Canada’s preferred core measures continued to decelerate, with CPI-trim falling to 2.7% and CPI-median to 2.5% year over year. On a short-term basis, both measures are now running below the BoC’s 2% target.

Shelter inflation remains elevated but is expected to cool further in 2026 as lagged rent and mortgage-interest effects work their way through the data.

Source : Integrated Mortgage Planners – Canadian Inflation Cooled Where It Mattered Most in December (Jan. 26, 2026)

�� Broker Strategy : Help clients separate optics from substance. Headline inflation grabs attention, but cooling core inflation is what shapes policy. This supports the BoC staying on hold now — with the door still open to cuts later in 2026, not tomorrow.

2️⃣ Bond Yields & Rate-Cut Odds: Markets Have Already Decided

Bond markets were largely unfazed heading into the BoC decision. Despite geopolitical headlines and oil price volatility, funding costs remain tightly range-bound. The Canada 5-year bond yield has slipped modestly, while markets continue to price an overwhelming probability that the BoC holds steady this week.

Source: MortgageLogic News – 5yr Yield Slides 4 bps on Trump Risk Premium (Jan. 27, 2026)

Market-Implied Policy Odds (Jan. 28 meetings)

�� Broker Strategy : Set expectations clearly before tomorrow’s announcement. A “no change” decision is already priced in. The real risk isn’t the rate decision — it’s misinterpreting the tone. Encourage clients to focus on planning and optionality, not headline-driven reactions.

3️⃣BoC Outlook: Hold Now, Talk Later

Economists are nearly unanimous that the BoC will hold tomorrow, with 75% now expecting no rate moves at all in 2026 — up sharply from December. Policymakers continue to cite labour-market slack, weak business investment, trade uncertainty, and fragile consumer sentiment as reasons to stay patient. If there’s any shift tomorrow, it’s more likely to show up in language, not action.

Source: MortgageLogic News – Trump Trolls Canada, Oil Jumps, Bond Markets Barely Blink (Jan. 26, 2026)

�� Broker Strategy: Prepare clients for a messaging-driven reaction. Reinforce that hikes are not the base case, and cuts will depend on further progress — not one meeting. This supports confidence in locking terms without fear of missing an imminent drop.

4️⃣ Product Strategy: Fixed Still Does the Heavy Lifting

Mortgage pricing remains steady. Fixed rates are holding near long-term averages, while variable-rate discounts have widened modestly. Although variable rates may still produce the lowest long-term borrowing cost on paper, sideways markets historically punish floating-rate borrowers before any relief arrives. With spreads between 3- and 5-year fixed terms still tight, five-year fixed continues to offer slightly better value for many clients.

Source: Integrated Mortgage Planners – Canadian Inflation Cooled Where It Mattered Most in December (Jan. 26, 2026)

�� Broker Strategy: Position this as a risk conversation, not a rate call. Fixed rates provide certainty in a market that isn’t trending. Variable works — but only for clients with real flexibility and risk tolerance, not just optimism.

5️⃣Broker Performance in 2026: Optionality Is Losing Its Edge

Away from headline rates, lender competition is heating up in specific niches. Reverse mortgage providers are rolling out aggressive switch incentives, new product features, and more broker-friendly pricing — a sign that growth is accelerating in underserved segments. With traditional volumes still pressured, high-margin, advice-driven products are becoming harder to ignore.

Source: MortgageLogic News – Reverse Mortgage Competition Gets Spicy (Jan. 27, 2026)

�� Broker Strategy: This is a reminder to widen the lens. Brokers who expand product knowledge and proactively educate clients will find opportunity even in flat markets. Specialization and positioning matter more than ever.

�� Final Thought:

Tomorrow’s Bank of Canada decision is unlikely to deliver drama — and that’s the point. Inflation is improving but uneven, bond yields are calm but constrained, and policymakers are firmly on pause. In this environment, brokers don’t win by predicting the next move. They win by setting expectations early, structuring deals conservatively, and guiding clients through uncertainty with clarity and confidence.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 58: Year in Review — The Mortgage Broker Podcast

Hosts: Dean Lawton, Jason Marshall & Deryk Williamson

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO- 01/20/2026

Wed, 21 Jan 2026 00:54:06 GMT

01/20/2026

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Canada’s latest inflation data delivered a mixed message: headline inflation moved higher, while core measures continued to cool. Bond markets reacted calmly, reinforcing that central banks remain firmly on pause — but not yet comfortable. For mortgage brokers, this remains a market defined by restraint, narrow ranges, and selective opportunity, where proactive guidance matters more than predicting the next rate move.

1️⃣ Inflation Update: Headline Up, Core Still Cooperating

Canada’s December inflation report surprised slightly to the upside on the headline, with CPI rising to 2.4% year-over-year, up from 2.2%. However, the Bank of Canada’s preferred core measures continued to ease. Average core inflation slowed to 2.6%, its lowest level in a year, while trimmed and median measures are now running below the BoC’s 2% target on a short-term annualized basis. Shelter inflation cooled modestly, and mortgage interest costs finally posted a month-over-month decline.

Source : RMG Monday Morning Bru – Canada’s Inflation: A Good News / Bad News Story (Jan. 20, 2026)

�� Broker Strategy : Frame this as progress, not victory. Rising headline CPI will grab attention, but cooling core inflation is what matters for policy. Help clients understand why rate cuts are still possible later in 2026 — but not imminent. Planning should continue to assume stable rates in the near term.

2️⃣ Bond Yields & Rate-Cut Odds: Mixed Signals, Firm Pause

Bond markets absorbed the CPI data with little drama. The Canada 5-year bond yield slipped just 1 bp, while swap rates and mortgage funding costs remained largely unchanged. Markets are still pricing a high probability that central banks hold steady at upcoming meetings, reinforcing a classic policy-pause environment.

Source: MortgageLogic News – 5yr Yield Slips 1 bp After CPI Sends Mixed Signals (Jan. 20, 2026)

5-Year Bond Yields Reinforce a Policy Pause as Markets Price Stability, Not Cuts

�� Broker Strategy : Coach clients to expect stability, not momentum. Sideways markets reward preparation. Rate holds, early renewals, and thoughtful term selection matter more than trying to time a breakout that hasn’t arrived yet.

3️⃣EInflation Expectations: Why the BoC Isn’t Relaxing Yet

While core inflation is cooling, inflation expectations remain elevated. Consumer one-year inflation expectations rose to 4.1%, and business expectations ticked up to 3.0%. Inflation breadth also increased, with 46% of CPI components still rising above 3%, a level that historically keeps central banks cautious even when averages improve.

Source: MortgageLogic News – Today’s CPI Surprise Was Dovish, Or Was It? (Jan. 19, 2026)

�� Broker Strategy: This explains why the BoC is patient. Use this data to manage client frustration about “why rates haven’t dropped yet.” Expectations drive policy — and they’re still too high for comfort.

4️⃣ Fixed vs. Variable: Sideways Markets Favour Discipline

Variable-rate uptake is rising again, with 43% of borrowers choosing variable in November, the highest since early 2025. Early January data suggest that roughly half of new prime borrowers are now floating. History shows this usually reflects pricing appeal, not improved odds of success. In sideways-rate environments, variable borrowers often absorb higher costs before any relief arrives.

Source: MortgageLogic News – 5yr Yield Slips 1 bp After CPI Sends Mixed Signals (Jan. 20, 2026)

�� Broker Strategy: Reframe the decision away from “rate direction” and toward risk management. Variable can still work — but only when flexibility is essential and clients can absorb volatility. Mid-term fixed rates remain highly effective when uncertainty dominates.

5️⃣Broker Performance in 2026: Optionality Is Losing Its Edge

The message from the latest BTBB commentary is blunt: optionality has become avoidance. Too many choices, half-decisions, and delayed commitments are hurting execution. In tighter, more disciplined markets, brokers who simplify systems, commit to clear processes, and act decisively will outperform those trying to keep every door open.

Source: The Better Broker Blog – Rep by Rep Outtakes: The End of Easy Optionality (Jan. 18, 2026)

�� Broker Strategy: 2026 will reward commitment over complexity. Fewer products, clearer workflows, and stronger client positioning will beat endless flexibility. Calm, decisive brokers will win trust in uncertain markets.

�� Final Thought:

This is a market defined by mixed signals. Inflation is improving but uneven, bond yields are stable but not falling, and central banks are firmly on pause. For brokers, that’s an opportunity. Clients don’t need bold predictions — they need structured advice, realistic expectations, and financing plans that still work if rates go nowhere for months.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 58: Year in Review — The Mortgage Broker Podcast

Hosts: Dean Lawton, Jason Marshall & Deryk Williamson

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep 58 - Year In Review

Thu, 15 Jan 2026 01:53:44 GMT

EPISODE 58: A Year in Review - National Leadership Team A Better Way Mortgage Group

By: Dean, Jason & Deryk

A Different Energy Entering 2026

2025 was a milestone year for A Better Way Mortgage Group—and this “Year in Review” episode pulls back the curtain on what actually drove the momentum. Dean, Jason, and Deryk reflect on a year that felt noticeably different than the previous cycle: more optimism, stronger broker engagement, better energy at events, and a renewed sense that the industry has found its rhythm again. They’re candid that this episode includes some celebration of the team’s wins—but the real intent is to share lessons, strategy, and what’s coming next for brokers who want to keep building in a changing market.

Where the Market Shifted — And Where Opportunity Showed Up

A big theme throughout the conversation is how brokers adapted to the realities of today’s lending environment. The team highlights a major shift toward alternative lending, private solutions, reverse mortgages, and a more strategic focus on where opportunity exists—especially in segments where brokers aren’t constantly competing with non-channel banks. They also unpack the “renewal wave” with a realistic lens: you’re not going to win every renewal, but the sheer volume of maturities means even a modest capture rate can materially change a broker’s year. The takeaway is simple: deals are still there, but brokers who win are the ones who stay educated, broaden their skill set, and lean into new lanes of business.

The Numbers Behind the Record Year

The stats tell the story of a brokerage that scaled—without losing structure. A Better Way funded $4.1B in 2025, up $1.3B year-over-year, and served 1,900+ additional families compared to the year prior. They also celebrate a protection milestone that matters: 300 more families secured mortgage protection insurance (MPP), reinforcing the brokerage’s focus on not just closing mortgages, but protecting clients long term. Growth came from both directions—existing agents expanding their books through training and tools, and new high-performing talent joining from other brokerages and bank channels.

Scaling Without Chaos: Compliance, Ops, and Support Roles

To support that level of production, the episode dives into the infrastructure upgrades made behind the scenes—particularly in compliance, onboarding, operations, and AML/FINTRAC readiness. The team outlines key hires and internal role improvements that helped strengthen the brokerage’s ability to scale responsibly, protect agents, and reduce friction. They also emphasize that training remains the backbone of the culture: 95 lender presentations, 22 business sessions, weekly internal updates, and the continued distribution of the ABW Tuesday Mortgage Memo—a public-facing market recap many brokers now repurpose into their own content and referral-partner communication.

Community, Events, and Why Culture Drives Performance

To close, the team previews a bigger year ahead—more podcast expansion (including Justin Noda’s upcoming “Broker Armor” series), more content formats (studio and virtual), more training opened to the broader industry, and deeper system improvements through DLCG tools and dedicated support. It’s equal parts reflection and roadmap—an inside look at what worked in 2025, why it worked, and how brokers can carry that momentum into 2026.

Looking Ahead: More Content, More Training, More Tools

On the tactical side, Alfredo breaks down what he uses daily: Velocity, Gold Rush CRM, Lender Spotlight, DocuSign, and Penalty Mentor for quick penalty estimates and client visuals. He also stresses the value of lender relationships—BDMs, underwriters, and mortgage teams aren’t barriers; they’re partners. His learning stack includes Mortgage Logic News, regulatory updates (including FSRA/FISRA), and using AI to summarize industry updates into client- and referral-partner-friendly talking points.

Why You Should Listen

If you’re a broker looking for a real-world playbook on how top teams are growing in a “tough” market, this episode is packed with practical insight. It’s not just numbers—it’s the strategy behind alternative growth, renewal opportunity, training discipline, compliance readiness, and building a culture that keeps brokers engaged, learning, and winning year after year.

TUESDAY MEMO- 01/13/2026

Wed, 14 Jan 2026 00:42:47 GMT

01/13/2026

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Markets are starting 2026 with less tolerance for political noise and a sharper focus on inflation and employment data. Central banks remain firmly on pause, but bond yields are proving sensitive to any signal that inflation or labour markets are not cooling fast enough. For brokers, this remains an execution-driven market where structure, preparation, and expectation-setting matter more than rate forecasting.

1️⃣ Inflation Focus: Markets Are Tuning Out the Noise

Early-week volatility was driven by political headlines, but markets quickly refocused on upcoming inflation data. Bond yields moved higher before stabilizing as investors shifted attention toward U.S. CPI and other inflation-sensitive releases. The takeaway is clear: inflation data — not political commentary — is driving rate direction.

Source : MortgageLogic News – Markets Tune Out Politics, Tune Into Inflation Data (Jan. 13, 2026)

�� Broker Strategy : Help clients separate headlines from fundamentals. Inflation prints are what move lender pricing and bond desks. Keeping clients focused on data reduces reactive decision-making and builds trust during volatile weeks.

2️⃣ Bond Yields & Rate-Cut Odds: The Pause Is Here

Bond markets remained steady despite elevated headline noise, with yields continuing to trade in narrow ranges. The Canada 5-year bond yield is holding just under 3.0%, while the 4-year swap remains firm, reflecting persistent inflation caution. Rate-cut expectations remain muted, with markets pricing a strong likelihood that both the Bank of Canada and the U.S. Fed stay on hold near term. This is a textbook policy-pause setup: stable ranges, data sensitivity, and no clear trend lower yet.

Source: MortgageLogic News – Markets Tune Out Politics, Tune Into Inflation Data (Jan. 13, 2026)

Canada 5-Year Bond Yield and Swap Rates Signal a Firm Policy Pause, Not an Imminent Pivot

�� Broker Strategy : Frame this environment as one of stability, not opportunity cost. When yields move sideways, lenders price selectively and unpredictably. Encourage clients with upcoming purchases or renewals to secure optionality early — not because rates are about to rise or fall sharply, but because preparation matters most when momentum is absent. This is a strong window for disciplined term selection and proactive file management.

3️⃣Employment Data: Cooling, But Not Weak Enough

Canada’s December jobs report showed +8,200 jobs, an unemployment rate increase to 6.8%, and slower wage growth (3.4% YoY, down from 3.6%). While the data confirms easing momentum, it also supports the Bank of Canada’s view that policy is “about right” for now and that patience remains warranted.

Source: Integrated Mortgage Planners – How Canadian Mortgage Rates Will Be Impacted by Lukewarm Employment Data (Jan. 12, 2026)

�� Broker Strategy: Use this data to counter expectations of rapid rate cuts. Slower growth alone isn’t enough. Reinforce that fixed rates are likely to remain supported unless labour conditions deteriorate more meaningfully.

4️⃣ Mortgage Pricing Reality: Penalties Are Part of the Trade-Off

Canada’s lower fixed mortgage rates compared to the U.S. come with a cost: prepayment risk is priced in through penalties. While borrowers often dislike these restrictions, they are a key reason Canadian fixed rates remain materially lower than U.S. equivalents. Removing penalties would likely push rates meaningfully higher.

Source: MortgageLogic News – Prepayment Penalties (Jan. 13, 2026)

�� Broker Strategy: Shift penalty discussions from complaints to context. Help clients understand that flexibility and price are a trade-off. This is especially important when comparing short- vs. long-term fixed options.

5️⃣ Broker Performance in 2026: Action Beats Intention

Early-2026 success is less about market timing and more about consistency. The brokers gaining momentum are those setting daily standards, initiating conversations, and staying visible — not waiting for “perfect” conditions. Momentum is being built through disciplined action, not forecasts.

Source: The Better Broker Blog (Jan. 11, 2026)

�� Broker Strategy: Don’t wait for rates to move to justify outreach. Proactive contact during stable markets builds pipeline, trust, and referrals — long before the next cycle shift.

�� Final Thought:

This is a market defined by restraint. Inflation is easing but not resolved, bond yields are stable but elevated, and central banks are firmly on hold. For brokers, this creates opportunity — not through bold predictions, but through structured advice, disciplined execution, and consistent client engagement.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 57: Behind the Broker with Alfredo Torres

Guest: Alfredo Torres
Hosts: Dean Lawton & Jason Marshall

Alfredo Torres joins Behind the Broker to share a journey shaped by service, growth, and genuine human connection. Long before mortgages, Alfredo’s career was built on systems, consistency, and customer experience—from his early years at McDonald’s to nearly a decade at TD, where he developed deep expertise across lending, investments, and client communication. That foundation ultimately set the stage for a natural transition into mortgage brokering.

When bank “optimization” created uncertainty, Alfredo chose to take control of his path. What started as casual conversations with mortgage brokers quickly turned into a clear opportunity to grow beyond the constraints of traditional banking. Brokering gave him the freedom to serve clients more holistically while continuing to evolve personally and professionally—something he sees as essential to long-term success.

A key theme of the episode is culture and communication. Alfredo shares why A Better Way’s supportive, judgment-free environment has been a game-changer, and how structure—like the Perfect Loan Process—only works when paired with discipline. He also dives into his relationship-first approach, explaining how understanding how clients communicate builds trust faster, reduces stress, and creates better outcomes, especially in complex or emotional transactions.

From powerful client success stories to the tools he relies on daily—Velocity, Gold Rush, lender relationships, and AI-powered learning—Alfredo reinforces a simple truth: brokering is still a people business. This episode offers practical insight on building trust, creating lifelong clients, and staying motivated through growth, making it a must-listen for brokers focused on long-term impact and balance.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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We look forward to helping you stay ahead of the market in 2025.

57 - Behind the Broker with Alfredo Torres

Wed, 31 Dec 2025 02:09:27 GMT

EPISODE 57: Behind the Broker with Alfredo Torres

Guest: Alfredo Torres

Hosts: Dean Lawton & Jason Marshall

From Service-First Roots to Mortgage Brokering

Alfredo’s story starts long before mortgages—rooted in acts of service and a natural desire to help. From sweeping hair as a kid, to years at McDonald’s (including “McDonald’s University”), Alfredo learned early how systems, consistency, and customer experience shape success. That same mindset carried into a nine-year career at TD, where he built a strong foundation across lending, investments, and client communication.

The Pivot: Leaving the Bank and Finding the Broker Path

When bank “optimization” created uncertainty, Alfredo made a proactive decision: get ahead of the change and take ownership of his next chapter. What followed was an unexpected—and very organic—transition into brokering. A few mortgage brokers began reaching out, lunches turned into real conversations, and soon Alfredo was mapping out his exit strategy into a brokerage environment where he could keep growing while serving clients in a bigger way..

Why Alfredo Thrives at A Better Way

A major theme in the episode is culture. Alfredo shares how refreshing it’s been to step into an environment built on support, trust, and growth without judgment. He highlights the advantage ABW brokers have with training and structure—especially the Perfect Loan Process—and points out a truth many overlook: the tools and resources are already available; the difference is the discipline to use them. The Top 50 leaderboard comes up as a powerful motivator too—not as pressure, but as a catalyst for accountability, community, and shared momentum.

Communication as the Real Competitive Advantage

One of the strongest segments dives into Alfredo’s approach to client relationships. His focus is on building rapport not just consciously, but unconsciously—by speaking in the “model of the world” clients naturally communicate in. He shares how understanding communication styles can instantly lower stress, build trust, and create a smoother experience—especially in chaotic or high-pressure files. With AI becoming more present in the industry, Alfredo believes emotional intelligence and human connection will be even more valuable going forward.

Wins That Create Clients for Life

Alfredo shares memorable success stories that underline the power of brokering. From helping clients buy homes back in the day with 100% financing options, to guiding people through credit rebuild journeys and returning them to A-lending, he emphasizes that a broker’s role isn’t just closing a deal—it’s building a plan. When clients feel supported through a multi-year path, loyalty becomes automatic, and referrals follow naturally.

Tools, Tips, and Staying Sharp

Why You Should Listen

This episode is a reminder that brokering is still a relationship business—and the brokers who win long-term are the ones who combine structure, communication, and service. If you want practical insight on how to build client trust faster, create raving fans, use systems like a pro, and stay motivated through the grind while keeping your life in balance, Alfredo’s playbook is worth hearing.

TUESDAY MEMO- 12/16/2025

Tue, 16 Dec 2025 01:16:11 GMT

12/16/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Canada’s latest inflation data delivered a welcome downside surprise, easing immediate rate pressure — but not enough to restart a cutting cycle. With core inflation still elevated and global uncertainty rising, both the Bank of Canada and the U.S. Fed have firmly shifted into wait-and-see mode. For brokers, this creates a near-term window of rate stability where proactive outreach and clear positioning matter more than predicting the next cut.

1️⃣ Inflation Update: Headline Relief, Core Still Sticky

Canada’s November inflation report came in softer than expected, offering some relief to markets. Headline CPI held at 2.2%, below the 2.3% consensus, while gasoline prices fell 7.8% year-over-year, easing transportation costs. Rent inflation also slowed to 4.7%, down from 5.2% in October. However, the Bank of Canada’s preferred core measures remain uncomfortable: CPI Median and Trimmed Mean both printed at 2.8%–2.9%, keeping underlying inflation pressure just below the Bank’s informal 3% ceiling.

Source : RMG Monday Morning Bru – Inflation Below Market Expectations and 5Y Bond Yield Back Below 3% (Dec. 16, 2025)

�� Broker Strategy : Frame this as progress, not victory. Use the softer headline CPI to calm client anxiety, but be clear that core inflation near 3% means the BoC is unlikely to rush into further cuts. Planning conversations should assume steady rates into early 2026, not a renewed easing cycle. This is a good moment to refocus clients on term structure, flexibility, and cash-flow resilience rather than chasing rate timing.

2️⃣ Bond Yields & Rate-Cut Odds: The Pause Is Here

Bond markets responded calmly to the CPI beat. The Canada 5-year bond yield slipped roughly 3 bps, falling back just below 3.0%, while the 4-year swap remained elevated, hovering near recent highs. Markets are now pricing virtually no chance of a BoC move at the next meeting, and U.S. Fed expectations have cooled significantly as policymakers push back against premature easing. This is classic policy-pause territory: narrow ranges, headline-driven noise, but no clear downward trend yet.

Source: MortgageLogic News – 5yr Yield Slips 3 bps as CPI Beats Expectations (Dec. 16, 2025)

Canada 5-Year Bond Yields Ease After CPI, Reinforcing a Policy-Pause Environment

�� Broker Strategy : Coach clients to expect stability, not momentum. In pause environments, lenders adjust pricing selectively and unpredictably. Encourage clients with upcoming purchases or renewals to lock optionality early — not because rates are about to spike, but because sideways markets reward preparation. This is also a strong setup for short- and mid-term fixed conversations where certainty has tangible value.

3️⃣BoC Messaging: Actively Pushing Back on Hike Talk

Following its December decision, the Bank of Canada has made a deliberate effort to push back against market speculation around rate hikes. Governor Macklem emphasized that Q3 GDP strength was largely technical, forecast weak growth in Q4, and reiterated that uncertainty remains high. Importantly, the BoC reaffirmed that policy is “about right,” that it is not considering hikes, and that it remains open to cutting again if conditions deteriorate.

 Source: Integrated Mortgage Planners – The Bank of Canada Pushes Back Against Rate-Hike Speculation (Dec. 15, 2025)

�� Broker Strategy: Use this to counter client fears that “rates are going back up.” Reinforce that while cuts may be delayed, hikes are not the base case. This supports confidence in locking terms without fear of missing a sharp drop — and reassures variable-rate clients that policy risk is skewed toward patience, not tightening.

4️⃣ Fixed vs. Variable: Narrow Spreads, Boring Wins

Mortgage pricing changed little this week. Fixed rates remain under modest upward pressure due to earlier bond moves, while variable-rate discounts have widened slightly. Nationally, 3- and 5-year fixed terms remain closely priced, and modeling continues to show limited difference in long-term cost between them under most scenarios. Variable still offers the lowest projected lifetime cost — but only for borrowers who can tolerate payment volatility.

Source: MortgageLogic News – Mortgage Tidbits (Dec. 16, 2025)

�� Broker Strategy: Position this as a flexibility conversation, not a rate call. When pricing is tight between terms, the real decision is about risk tolerance and future options. For many clients, “boring” mid-term fixed rates remain highly effective in uncertain environments. Variable works — but only when clients fully understand and can absorb the swings.

5️⃣ Lender Behaviour: Selective, Quiet, File-Dependent

Despite calmer bond markets, lenders remain cautious. Fixed-rate specials are limited, discretionary pricing is highly file-dependent, and insured deals continue to receive preferential treatment. Turnaround times vary widely by lender, and year-end capacity constraints are beginning to show. In short: the best pricing is still available, but only for clean, well-packaged submissions.

Source: RMG Monday Morning Bru (Dec. 16, 2025)

�� Broker Strategy: Execution matters more than ever. This is not a market where sloppy submissions get exceptions. Encourage clients to move early, prepare documentation in advance, and lean on insured or lower-risk structures where possible. Relationships, packaging, and timing are doing more work than rate forecasting right now.

�� Final Thought:

This is a market defined by restraint. Inflation is easing but not conquered, bond yields are calmer but not falling, and central banks are firmly on pause. For brokers, that’s an opportunity. Clients don’t need bold predictions — they need structured guidance, realistic expectations, and financing plans that work even if nothing changes for months. In periods like this, discipline beats drama every time.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 56: Behind the Lender with Alex Dey, Scotiabank

Guest: Alex Dey
Hosts: Dean Lawton & Jason Marshall

Alex Dey, VP of Portfolio Optimization at Scotiabank, joins Behind the Lender to unpack how one of Canada’s largest banks manages pricing, capital, and broker strategy behind the scenes. With 22 years at the bank and over a decade in mortgages, Alex explains how his team balances growth, profitability, and risk—while ensuring Scotiabank stays competitive and deeply connected to brokers through its SMA model. He highlights why nearly half of Canadians now choose brokers and how complexity in the market has only strengthened the need for expert advice.

Alex takes listeners inside the creation of Mortgage Plus, now one of the most impactful programs in the broker channel. Born from rising capital pressures and the need for deeper client relationships, the idea was shaped collaboratively with SMA brokers during a national rewards trip—an example of Scotiabank’s relationship-driven approach. The result has been stronger customer depth, streamlined onboarding, and a program that aligns long-term bank strategy with broker success.

The episode also breaks down one of the industry’s most misunderstood topics: pricing. Alex clarifies why rate movements can’t be explained by the bond market alone, introducing brokers to the concept of liquidity premiums, hedgeable vs. non-hedgeable risk, and how volatility throughout the year forced rapid adjustments behind the scenes. His explanation gives brokers essential context for setting client expectations in a fast-moving rate environment.

Finally, Alex shares how Scotiabank is transforming the renewal experience through a dedicated Renewal Specialist team and a broker concierge program that protects both the client relationship and the broker’s reputation. He also offers an outlook on rates, the economic factors shaping future policy decisions, and why brokers should look beyond purchases—renewals, switches, and refinances will continue to drive opportunity in 2025–2026.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
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We look forward to helping you stay ahead of the market in 2025.

56 - Behind the Lender with Alex Dey

Thu, 11 Dec 2025 15:18:47 GMT

EPISODE 56: Behind the Lender with Alex Dey, ScotiabanK

Guest: Alex Dey, VP Portfolio Optimization, Scotiabank

Hosts: Dean Lawton & Jason Marshall

In this Behind the Lender episode, Alex Dey pulls back the curtain on how Scotiabank thinks about mortgages, capital, and the broker channel. With 22 years at the bank and more than a decade focused on mortgages, Alex oversees portfolio optimization, which means keeping the mortgage book growing, profitable, within risk appetite, and capital efficient.

He explains why mortgages are considered an “anchor product” for the bank and why brokers are so central to that strategy. With roughly half of Canadians now choosing brokers, Scotiabank is committed to being present in every channel clients want to use, including branch, mobile specialists, digital, and the broker channel through the SMA model.

Pricing, Liquidity Premiums, and a Wild Year for Rates

One of the most educational parts of the episode is Alex’s breakdown of how a big bank actually prices mortgages. He explains that Scotiabank’s cost of funds has two main components:

A base rate that tracks the bond market and can be hedged.

A liquidity premium that reflects the extra risk the market assigns to bank funding and cannot be hedged.

In the past year, total cost of funds moved roughly ten times more than the Bank of Canada’s overnight rate changes, with sharp spikes driven by politics, trade headlines, and market sentiment. Sometimes the bond component moved while liquidity premiums stayed flat, and sometimes it was the opposite.

For brokers who only watch the bond yield and expect rates to react one to one, this is a powerful reminder that pricing is built on more than a single line on a chart, and that non hedgeable liquidity premiums can squeeze margins even when bonds look friendly.

Renewal, Retention, and the Broker Concierge

With a massive maturity wave in motion, Scotia has doubled down on renewal and retention. Alex outlines three key pillars:

A dedicated team of mortgage renewal specialists focused solely on upcoming maturities.
A digital renewal path for clients who are comfortable self serving.
A dedicated broker concierge process for Scotiabank renewals where staying put is the right move.

Through the concierge, brokers can refer clients directly into Scotia’s renewal team, get updates on progress, and know their clients are being looked after without needing to re underwrite an entire deal. It protects the client experience, preserves the relationship, and respects the broker’s reputation at the same time.

Alex also touches on blend and extend strategies and how they are increasingly attractive for clients who locked in at peak rates and now want payment relief without a full refinance.

Deepening Relationships Through Mortgage Plus

One theme that runs through the conversation is just how intentional Scotia has been about using Mortgage Plus to deepen relationships—not just with clients, but with brokers as well. By tying the mortgage to day to day banking and an additional product, Scotia isn’t just protecting capital efficiency; they’re building a stickier, more holistic relationship that’s better for long term advice.

For brokers, that means the clients they place with Scotia are more likely to truly “bank” there, not just park a mortgage for five years. Alex and the hosts talk about how that shows up in real life: better service, more tailored solutions over time, and a tighter alignment between broker recommendations and bank execution

Broker–Bank Alignment and the SMA Model

Alex also highlights how the SMA model creates alignment that’s hard to replicate. Because the structure is relationship based rather than purely transactional, Scotia can openly share challenges (like capital constraints) and co design solutions with its top broker partners—as they did with Mortgage Plus.

That level of transparency created genuine buy in on the broker side. Brokers felt like they were part of the solution, not just being handed a new requirement. Over time, that’s led to stronger loyalty, higher quality submissions, and a shared focus on doing what’s best for the client while still respecting the bank’s economic realities.

What Brokers Can Take Back to Their Business

There are a few clear takeaways brokers can apply immediately in their own practice. First, understand your lender’s world: pricing isn’t just “bonds up, rates up.” Liquidity premiums, hedging costs, and capital rules all matter—and clients appreciate when you can explain that clearly.

Second, live the products you recommend. Dean shares that moving his own mortgage and banking to Scotia changed the way he talks about the client experience, because he’s actually lived it. Finally, don’t sleep on renewals and retention. With waves of maturities coming, brokers who understand lender programs like Scotia’s concierge and renewal specialist model will be far better positioned to guide clients through the next few years.

Outlook for Rates and the Mortgage Market

Looking ahead, Alex leans on Scotiabank Economics:

The overnight rate is expected to sit at the bottom end of the “neutral” range, with no further cuts anticipated.

Modest hikes are expected later in 2026 as inflation, growth, and unemployment rebalance.

He highlights that ultra low rates are usually a sign of economic stress, not something to root for, and encourages brokers to think beyond only purchase business. With huge renewal cohorts, refinance opportunities, switches, and blend and extend options, the mortgage market itself remains very active even if resale volumes soften in some regions.

For brokers, the message is clear: understand how pricing really works, lean into education, and leverage strong bank partnerships like Scotia’s SMA model to deliver better advice and smoother client experiences through the next phase of the cycle.

Why You Should Listen

This episode is a masterclass in understanding how big-bank pricing, capital strategy, and broker partnerships actually work behind the scenes. If you’re a broker who wants to give more sophisticated advice, look beyond headline bond yields, and truly understand the forces shaping rate sheets, this conversation is essential.

BoC Holds The Rate: What It Means for You

Wed, 10 Dec 2025 23:22:22 GMT

12/10/2025:

BoC Holds at 2.25%: Stability Takes Centre Stage as Canada Enters 2026

Today, the Bank of Canada (BoC) held its overnight rate at 2.25%, maintaining the Bank Rate at 2.50% and the deposit rate at 2.20%. After October’s widely expected rate cut, today’s decision confirms a shift in stance: the Governing Council believes policy is “at about the right level” to guide inflation back to target while supporting an economy undergoing structural adjustment.

This hold marks the first step into Canada’s rate-stabilization phase—a period where economic data, not policy momentum, will drive market direction.

Economic Context and Market Impact

Global Backdrop: Resilience With Risk

Major economies continue to absorb the shockwaves of U.S. trade protectionism, but impacts vary:

United States : Growth is holding up, fuelled by strong consumption and a surge in AI-driven business investment. Tariffs continue to apply upward pressure on inflation. A prolonged government shutdown distorted quarterly data releases.

Euro Area : A surprisingly robust services sector is lifting growth above expectations.

China : Persistent housing weakness and soft domestic demand weigh on overall momentum.

Canada: A Stronger Q3, But Not a Trend

Canada posted a surprising 2.6% GDP expansion in Q3—though mostly due to volatile trade flows, not underlying domestic strength.

Final domestic demand was flat, reflecting cautious consumer and business spending.
The BoC expects weaker GDP in Q4, as net exports reverse.
Growth is projected to pick up in 2026, but volatility may continue given trade-related shocks.

Labour Market: Gradual Improvement

Employment has grown steadily over the past three months.
The unemployment rate dipped to 6.5% in November .
However, trade-exposed sectors remain soft , and hiring intentions remain subdued.

Inflation: Moving in the Right Direction

Headline CPI : 2.2% (October), helped by falling gas prices and slower food inflation.
Core Measures : Still between 2.5%–3.0%, with underlying inflation assessed at ~2.5%.
Temporary upward bumps are expected due to last year’s GST/HST holiday, but the Bank believes economic slack will hold CPI near target through 2026

Financial Markets: Steady Conditions Amid Policy Pause

Financial markets have taken today’s hold largely in stride, with minimal movement in bond yields and credit spreads. Investors had already priced in a pause, and the BoC’s reaffirmation that policy is “at about the right level” supports expectations for a stable rate environment heading into early 2026. Funding conditions remain broadly unchanged, reinforcing a backdrop where fixed mortgage rates are likely to experience only modest fluctuations in the near term.

Business Confidence and Investment Outlook

Business sentiment remains cautious but stable as firms adjust to ongoing trade uncertainty and shifting global supply chains. While hiring intentions are subdued, the Bank notes that investment tied to technological modernization continues to provide some support, echoing trends seen in the U.S. AI sector. Overall, the BoC expects business activity to remain soft in the short term but improve gradually as economic conditions firm later in 2026.

Impact on Borrowers

Variable-rate mortgage and HELOC holders will see no change to payments as today’s hold keeps prime at 4.45%. The stability offers an opportunity for borrowers to reassess amortization and repayment strategies now that the easing cycle appears to be on pause. Fixed-rate borrowers can expect rate stability in the near term, with limited upward pressure unless bond yields drift higher. Those with static-payment variable products may see gradual improvements in amortization as rates stabilize. Adjustable-rate variable borrowers will experience no payment changes but benefit from increased predictability heading into 2026.

What’s Next?

The next BoC meeting is scheduled for January 28, 2026, and market expectations for a rate cut are minimal. With policymakers emphasizing that the current rate is appropriate for maintaining inflation near target, the consensus is that the BoC has entered a holding phase unless economic conditions deteriorate significantly.

Upcoming inflation data will be critical, particularly core readings, as markets look for further confirmation that price pressures remain contained. As Canada moves into 2026, the focus is shifting away from rate movements and toward how the economy adapts to ongoing trade reconfiguration and global uncertainty.

Opportunities for Mortgage Brokers

Today’s hold — and the BoC’s signal that policy is now “at about the right level” — creates a strategic moment for brokers to help clients adjust expectations as Canada enters a period of rate stability:

Proactive Client Outreach : Connect with variable-rate and HELOC clients to explain what today’s hold means for their payments and amortization. Reinforce the message that stability is returning to the rate environment, and use this moment to prompt early renewal conversations for clients coming up in 2026.
Educational Content : Share simple, visual explanations of why the BoC is shifting into a stabilization phase. Highlight improving inflation trends, the flat domestic demand picture, and the Bank’s confidence that CPI will remain near target. These updates help clients understand why sharp rate swings are less likely in the near term.
Targeted Marketing : Focus outreach in regions showing renewed buyer interest, particularly Ontario and British Columbia. Emphasize that stable policy rates provide clarity for planning, and encourage clients to secure pre-approvals while fixed-rate pricing remains steady.
Renewal & Refinance Strategy : Guide clients within 120 days of renewal to review options early. With rates holding steady, borrowers can make informed decisions about term selection, payment strategy, and potential debt consolidation. The current environment is also well-suited for clients looking to improve cash flow or consolidate higher-interest consumer debt.
Stay Ahead of the Data : Continue monitoring upcoming inflation prints, labour market reports, and global trade developments. Core inflation drifting lower would reinforce the BoC’s hold stance, while unexpected trade disruptions could shift market expectations. Keep an eye on the 5-Year Canada Bond and key U.S. Treasury yields for signs of fixed-rate movement heading into 2026.

TAKE ACTION!

At ABW Mortgage Group, we’re here to help you make the most of this period of renewed stability. Whether you’re buying, refinancing, or renewing, our experts can guide you through today’s shifting landscape with clarity and confidence.

Now is the perfect time to leverage the benefits of a steady rate environment — secure favourable terms, protect your borrowing power, and plan strategically for 2026.

maximize the rate cut’s benefits!

55: Behind the Network with Chad Gregory, Dominion Lending Centres

Guest : Chad Gregory

Hosts: Dean Lawton & Jason Marshall

Chad Gregory, VP of National Sales at Dominion Lending Centres, joins Behind the Network to share how DLC grew from a small startup into Canada’s largest mortgage brand. Chad reflects on DLC’s early days—building the network from the ground up in Ontario, knocking on doors, pitching real estate brokerages, and pushing a bold vision: establish the first nationally recognized mortgage-broker brand. He explains how DLC’s branding strategy, recruiting efforts, and relentless belief in the model helped shift consumer behaviour from 88% bank loyalty to a near 50/50 split between banks and brokers today.

The conversation dives into the tools that now fuel DLC’s competitive edge, including Velocity, the My Mortgage Toolbox app, and the Gold Rush CRM. Chad details how secure document portals, refinance analyzers, automated campaigns, and emerging AI integrations are helping brokers become more efficient, more professional, and better equipped to convert and retain clients. He emphasizes that in a fast-changing market, brokers who embrace technology—and invest in systems that buy back their time—will outperform those who resist change.

Chad also shares timeless sales and business-development strategies, from handwritten cards and emotional deposits to using scripts, practicing role plays, and delivering unexpected post-close touches. These simple habits, he says, turn clients and referral partners into long-term raving fans. Looking ahead, Chad believes DLC’s biggest years are still to come, driven by innovation, consumer demand for advice, and a network committed to helping brokers grow.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO- 12/09/2025

Tue, 09 Dec 2025 00:43:25 GMT

12/09/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week opens with a quieter data docket but meaningful rate movement, driven by global bond pressure, a blockbuster Canadian jobs print, and anticipation ahead of tomorrow’s BoC and Fed announcements. Lenders have already begun raising fixed rates, and swaps continue climbing as economic surprise indices hit multi-year highs. Brokers should brace clients for rapid pricing shifts as markets digest Wednesday’s double-header.

1️⃣Jobs Shock Sends Yields Higher - But the Details Disagree

Canada’s November labour report stunned markets: +54,000 jobs, unemployment plunging from 6.9% to 6.5%, and wage growth rising to 3.6% YoY. But, as seen in both Sherry Cooper’s and David Larock’s breakdowns, the strength is misleading. All job gains came from part-time roles (+63k), full-time fell, and nearly half the drop in unemployment was caused by 26,000 Canadians leaving the labour force. Domestic demand remains weak, and labour flows show a softer market than headlines imply.

Markets reacted instantly. Bond yields spiked, lenders raised fixed rates, and traders pushed out expectations for any further BoC easing.

Source : DLC – Sherry Cooper Newsletter; Larock Blog (Dec 8, 2025)

�� Broker Strategy : Tell clients the labour report “looks hot, feels cold.” Emphasize that the BoC will look beneath the headline and focus on weakening participation, flat business investment, and soft domestic demand. Use this moment to educate clients: positive data does not mean rate cuts vanish - it simply means volatility increases. Encourage clients nearing renewal or purchase to review scenarios now, before additional lender repricing rolls through.

2️⃣ Bond Yields Grind Higher Ahead of BoC/Fed - Global Forces Still in Control

The 5-year GoC bond closed Monday +1 bp, but the real story is the sustained upward drift in funding costs and swaps as markets brace for central bank messaging. The 4-year swap hit its highest level since July, driven by a surge in the CITI Economic Surprise Index, which shows Canada printing its most positive surprises in years. Meanwhile, rising Japanese yields and global normalization pressures continue spilling into Canadian markets.

Source: MortgageLogic News – 5yr Yield +1 bp on Central Bank Watch (Dec 9, 2025)

Canadian 4-Year Swap and Economic Surprise Index Reach Multi-Month Highs

�� Broker Strategy : Encourage rate-sensitive clients to secure pre-approvals or lock-ins sooner rather than later. Lenders respond quickly to rising funding costs, and this week’s yield spike makes short-notice fixed-rate increases more probable than decreases.

3️⃣Fixed vs. Variable: Momentum Shifts Slightly Toward Mid-Terms

Despite the volatility, national pricing boards show only modest adjustments this week. The 3-year and 5-year fixed remain closely priced, with the 3-year still modelling best for clients wanting flexibility before 2027. Variable remains stable but unloved, as markets begin to price in a small chance of BoC hikes in late 2026 — not cuts. Forward projections still indicate improvement into 2026–2027, but the path is bumpy.

Insured files in the 3.5%–3.9% range are still available selectively, heavily dependent on file strength and lender capacity.

Source: Larock Blog; MLN Mortgage Tidbits (Dec 9, 2025)

�� Broker Strategy: Position the discussion as clarity over prediction. When pricing between 3- and 5-year fixed is nearly identical, the decision becomes one of flexibility vs. stability. Use simple modeling to show clients how both terms behave across different rate paths — especially if mid-term volatility continues. For variables, emphasize that the lowest lifetime cost still goes to borrowers comfortable with risk, but that today’s environment heavily rewards those who choose terms that match their stress tolerance.

4️⃣ Lender Behaviour: Discretion Tightens as Volumes Surge

Brokers across the country are reporting early signs of lender strain. Big 6 discretionary rate reductions are now rare, while several institutions — especially those facing December volume surges — are diverting broker-channel files or tightening exception policies.

RMG notes that yields rose nearly 20 bps Friday alone, pushing multiple lenders to move fixed rates up by 10–20 bps across certain buckets.

Turnaround times remain uneven, with insured files getting preferential treatment in several channels. Meanwhile, Marathon Mortgage has rolled out a $10,000 incentive contest targeting increased broker submission volume.

Source: RMG Morning Bru; DLC Updates (Dec 8, 2025)

�� Broker Strategy: Submit clean, complete files this week. Lenders are rewarding brokers who reduce friction, especially on insured or low-TDS deals. If discretionary pricing exists, it’s going to the best-packaged files first. When clients hesitate, remind them that underwriters are prioritizing brokers who help them manage year-end volume — meaning fast decisions, better pricing, and smoother approvals for deals submitted now, before December bottlenecks peak.

5️⃣ December 10: The Central Bank Double Header

Odds for Wednesday’s decisions are highly stable:

BoC: 95% chance of a hold at 2.25%

Fed: 87% chance of a –25 bps cut

But the narrative is shifting. The BoC will need to address stronger-than-expected GDP and employment headlines while also acknowledging weak internals. Traders have already removed 2026 cuts from Canada’s OIS curve, with some even pricing the probability of a hike by late next year. RMG suggests the BoC may attempt a “dovish hold” to avoid further upward pressure on bond yields.

Source: MLN; RMG Morning Bru (Dec 8, 2025)

�� Broker Strategy: Tell clients: “Cuts aren’t cancelled - but the timeline is stretching.” Encourage planning around stability rather than a quick easing cycle. Clients renewing in the next 12 months should evaluate breaking early, locking short, or staggering terms based on their income stability and risk tolerance. Purchase clients benefit from rate holds now, even if they don’t transact until Q1. The goal: build mortgage plans that succeed whether or not the BoC pivots in early 2026.

�� Final Thought:

This week is the embodiment of a noisy market: a jobs report that misleads, swap rates that climb quietly, and a central-bank double header that will set the tone for the next 90 days. But remember — this is a broker’s market. Clients don’t need certainty; they need clarity. Use the data to anchor emotions, simplify the noise, and give clients structured choices built for volatility. When markets are unstable, calm expertise becomes the ultimate differentiator.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 55: Behind the Network with Chad Gregory, Dominion Lending Centres

Guest: Chad Gregory
Hosts: Dean Lawton & Jason Marshall

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

tuesday memo - 12/02/2025

Wed, 03 Dec 2025 00:22:41 GMT

12/02/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week brings meaningful movement across GDP, bond yields, and market expectations as global signals collide with Canadian fundamentals. Despite a strong headline GDP print, underlying indicators remain soft, and rising yields are pushing lenders to re-evaluate pricing. Brokers should prepare clients for volatility as we approach the December 10 BoC decision.

1️⃣Q3 GDP: Strong on Paper, Weak Under the Hood

Canada’s Q3 GDP surprised at +2.6% annualized, sharply beating the 0.5% consensus. But underneath, the details look far less encouraging. Imports plunged 8.6%, household spending dropped 0.4%, and business investment fell again — leaving government capital spending as the primary driver of growth. Economists warn that this “rebound” masks continued structural weakness, especially with October’s advance estimate showing –0.3% GDP. The BoC now faces a complicated setup: a strong headline but weakening momentum into Q4.

Source : DLC – Sherry Cooper Economic Insight (Nov 28, 2025)

�� Broker Strategy : Tell clients the GDP print “looks better than it is.” Emphasize that the BoC will look through one-off boosts, keeping rate-cut timing dependent on softer Q4 data — not the headline beat.

2️⃣ Bond Yields Jump as Global Pressure Overrides Domestic Data

The five-year Government of Canada bond yield surged 9 bps on Monday—its sharpest move in weeks—after the Bank of Japan signaled possible tightening, triggering a global bond sell-off. This spike came despite weaker manufacturing data in both Canada and the U.S., underscoring how global forces are overpowering domestic softness. The curve steepened as 4-year swaps hit a three-month high, and CMBs rose sharply, with the 10-year up 14 bps. Rising funding costs now increase the likelihood of near-term fixed-rate adjustments by lenders.

Source: MortgageLogic News – Yield Vaults 9 bps (Dec 2, 2025)

Daily yield and swap movements on Dec 2, 2025 show a sharp global-driven repricing, led by a 9 bps jump in the Canada 5-year bond and a 14 bps surge in 10-year CMBs

3️⃣Variable vs. Fixed: The 3-Year Still Models Best

MortgageLogic’s national leaderboard shows limited pricing changes this week, but modeling continues to favour the 3-year fixed as the strongest value term, with the 5-year a close second. Variable is lagging as markets push expected hikes forward slightly, but forward-rate projections show modest improvement into 2026–2027 even with a flat Prime until mid-2027. Rates in the 3.5%–3.9% range (insured) are appearing selectively from lenders, though these remain discretionary and file-dependent.

Source: MortgageLogic — Mortgage Tidbits (Dec 2, 2025)

�� Broker Strategy: Position the 3-year vs. 5-year as a flexibility decision: similar pricing, similar outcomes — with shorter terms giving clients optionality in a choppy rate environment.

4️⃣ Lender Behaviour: Discretion Returns & Channel Shifts Begin

Brokers are reporting renewed discretionary pricing from Scotiabank, especially on insured files with strong TDS profiles, and National Bank is diverting some broker-submitted files to retail due to overwhelming volume. This marks a subtle shift: lenders are tightening control over channel mix while selectively rewarding high-quality deals. Several brokers note rates “in the 3.5s” appearing for renewals, while underwriting turnaround times remain lender-dependent. Marathon Mortgage has also launched a broker incentive contest with a $10,000 prize.

Source: DLC Network News (Dec 2, 2025)

�� Broker Strategy: Leverage your relationships: lenders are rewarding clean files and insured business. Submit well-prepared packages to access the best discretionary offers.

5️⃣ December 10 BoC: Odds Steady, Narrative Shifts

Markets continue to price an 89–92% chance of no cut at the Dec 10 BoC meeting, while the U.S. Fed is expected to deliver another cut the same day. Diverging paths may weaken the Canadian dollar and add upward pressure to mid-term yields. RMG notes that despite the 2.6% GDP beat, October’s drop and rising unemployment expectations (7.0% consensus for Friday’s report) argue for caution. Any further weakening in jobs data will intensify pressure on the BoC heading into Q1 2026.

Source: RMG – Monday Morning Bru (Dec 1, 2025)

�� Broker Strategy: Tell clients: “Cuts aren’t cancelled — they’re delayed.” Manage expectations toward stability, not rapid easing.

�� Final Thought:

This week continues the theme of noisy headlines and meaningful signals: a strong-but-misleading GDP print, bond yields jumping on global pressures, and the December 10th rate announcements now days away. But despite the volatility, remember: this remains a broker’s market, where guidance outperforms guesswork. Clients don’t need bold predictions — they need calm translation and structured choices. Use the real data to steady emotions, highlight risk tolerance, and build financing plans that work even if rates move. In markets like this, clarity beats certainty every time.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 55: Behind the Network with Chad Gregory, Dominion Lending Centres

Guest: Chad Gregory
Hosts: Dean Lawton & Jason Marshall

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

55 - Behind the Network with Chad Gregory

Thu, 27 Nov 2025 01:23:26 GMT

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..

TUESDAY MEMO - 11/25/2025

Tue, 25 Nov 2025 23:58:14 GMT

11/25/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

A calm but pivotal week ahead: markets are fixated on Friday’s Canadian GDP print and the December 10th policy meetings, with Fed expectations swinging sharply and BoC signals still cautious.

1️⃣All Eyes on Friday’s GDP: The Key Input for the December 10 BoC Call

Q3 GDP is the single most important domestic data point before the next Bank of Canada announcement. After its last 0.25% rate cut, Governor Macklem made it clear the Bank is “comfortable” with current policy as long as GDP tracks their expected weak-but-positive path—roughly 0.75% average growth in 2H 2025, rising toward 1.5% in 2026. Friday’s number will validate—or challenge—that outlook. Brokers should note that Macklem explicitly framed further cuts as dependent on subdued economic momentum. As Bruno Valko reminds brokers: bad economic news often leads to good mortgage-rate news. If GDP disappoints, cut expectations will strengthen; if GDP surprises upward, the BoC may hold steady even if the Fed eases.

Source : RMG – Your Monday Morning Bru (Nov 24, 2025)

�� Broker Strategy : Tell clients “inflation is improving, not conquered.” Use the softer headline to calm nerves, but make it clear that core at 2.9% means the BoC is unlikely to rush more cuts — planning should assume steady, not falling, rates into early 2026.

2️⃣ Fed Cut Odds Surge Again—While BoC Odds Stay Flat

Interest-rate expectations swung dramatically in the U.S. over the past week. CME FedWatch now places 79% odds on a 0.25% Fed cut on Dec 10, up from 42% a week ago, following dovish commentary from NY Fed President John Williams and Governor Waller. In contrast, Canadian OIS markets show the BoC largely on hold: 86% chance of no change, 14% chance of a cut. Bond yields responded modestly—Canadian and U.S. 5-year yields both drifted ~2 bps lower, consistent with a slightly more dovish tone. MLN notes that implied BoC rates are “flatlining,” typical of markets expecting sideways movement rather than an imminent shift.

Source: MortgageLogic.News – Fed Cut Odds Swing Wildly (Nov 24, 2025)

Rate Expectations Diverge: U.S. easing odds surge while Canada remains steady. Bond yields reflect a cautiously dovish tone heading into December 10.

�� Broker Strategy : Use this divergence to position variable-rate conversations: U.S. easing may pressure Canadian yields even if the BoC holds. Highlight that rate cuts do not need to be domestic to lower fixed-rate pricing—bond markets move first.

3️⃣Factory Sales Slow and GDP Concerns Grow

Canadian factory sales fell 1.1% in October, the weakest since April, reinforcing the narrative of a sluggish domestic economy. This softness, paired with subdued business investment and weak productivity metrics, adds pressure to Canada’s growth outlook ahead of Friday’s GDP. MLN notes that the market remains sensitive to even modest data misses given the narrow path the BoC is walking: keeping policy tight enough to guide inflation back to target but not so tight that it derails the recovery. With U.S. equity markets rebounding and bond money rotating into stocks, yields saw upward intraday pressure—another reminder that global sentiment can override domestic softness.

Source: MortgageLogic.News – Fed Cut Odds Swing Wildly (Nov 24, 2025)

�� Broker Strategy: For December closings or pre-approvals, encourage clients to secure rate holds now. Economic data is volatile, and short-term yield swings can quickly tighten promotional rate windows.

4️⃣ Mortgage Tidbits: Variable Edges Back Into the Lead

MLN’s forward outlook shifted slightly more dovish this week, pushing variables back into the lead for lowest projected 5-year borrowing cost—but only by a razor-thin margin. On a $300,000 loan, projected interest costs between variables, 3-year fixed, and 5-year fixed remain within ~$1,000 of each other over five years. Meanwhile, insurers’ rate moves were mixed: True North cut its insured 2-year to 3.59%, while insured 10-year rates nudged higher. The takeaway: product suitability—not headline rate—matters most right now.

Source: MortgageLogic.News – Mortgage Tidbits (Nov 24, 2025)

�� Broker Strategy: Use MLN’s Amortization Simulator to run personalized comparisons. Present clients with 2–3 side-by-side scenarios to shift the conversation from “chasing the lowest rate” to “choosing the right risk profile.”

5️⃣ Lender Strategy Spotlight: Education as a Sales Engine

A key theme emerging from this week’s industry commentary: lenders who educate win market share. MLN’s profile of UWM shows how consistent broker education, sales huddles, and operational tools help brokers convert more business. RMG’s own Bruno Valko is highlighted as a Canadian leader—his weekly “Morning Bru” briefings demonstrate that brokers gain business when they can speak confidently about economic trends and rate direction. UWM’s U.S. model goes further, providing realtor fly-ins, advanced training, and performance-based perks. While not directly transferable to Canada, the underlying message is clear: knowledge + consistency = broker loyalty.

Source: MortgageLogic.News – A Winning Lender Sales Strategy That Most Overlook (Nov 25, 2025)

�� Broker Strategy: Lean into regular market education with your referral partners. A 5-minute weekly update to realtors or planners can meaningfully differentiate you—especially heading into a volatile 2026.

�� Final Thought:

This is a week where macro news matters—GDP on Friday, the Fed and BoC on December 10th, and bond markets reacting by the hour. But remember: we’re in a broker’s market, not a speculator’s market. Clients need clarity more than predictions. Use data to anchor conversations, frame decisions around risk tolerance, and guide borrowers toward stable, well-planned financing choices. Consistency and education are the real differentiators as rate volatility persists.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via the ABW Agent Intranet under our corporate plan.

EPISODE 54: Behind the Lender with Steven Lang, VWR Capital

Guest: Steven Lang
Hosts: Dean Lawton & Deryk Williamson

Steven Lang, National Sales Manager at VWR Capital, joins Behind the Lender to give brokers an inside look at one of Canada’s most established and steadily growing private lenders. With nearly two decades across credit unions, wealth management, small-business lending, and broker-channel development, Steven brings a rare 360° perspective on how private lending really works behind the scenes.

In this episode, Steven shares his journey from teller to regional manager to leading VWR’s national sales and marketing team. He explains how VWR doubled its assets under management—from $390M to nearly $800M—by focusing on one thing: disciplined, consistent lending. With a simple one-year product, low fees, conservative LTVs, and a “boring is good” approach, VWR has built a reputation for fairness, clarity, and investor protection.

The discussion dives into what brokers value most today—speed, communication, and predictability—and how VWR is responding through technology upgrades, 24-hour commitments, refined underwriting workflows, and clearer lending-area tools. Steven also covers shifting borrower profiles, the rise in developer and presale challenges, and why strong exit strategies matter more than ever in this rate environment.

From managing risk and evolving compliance requirements to strengthening broker relationships and enhancing borrower support, Steven offers practical insight into how VWR operates—and what brokers can do to submit cleaner files, avoid surprises, and build long-term partnership with a stable, proven MIC.

A must-listen for brokers who want to understand how conservative private lenders think—and how consistent communication, education, and alignment can unlock smoother deals in any market.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 11/18/2025

Wed, 19 Nov 2025 00:38:22 GMT

11/18/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Canada’s latest inflation report eased some pressure, but core readings and global uncertainty have pulled the BoC and Fed firmly into “wait-and-see” mode. For brokers, that means a window of rate stability where smart outreach and positioning matter more than trying to guess the next cut.

1️⃣October Inflation: Good Headlines, Tricky Core

StatsCan’s October print was mostly a good-news story: headline CPI slipped to 2.2% from 2.4%, food inflation eased to 3.4%, and shelter slowed slightly to 2.5%. Gasoline prices fell 9.4% year-over-year, cooling transportation costs. But under the surface, the BoC’s preferred gauges were less friendly: core inflation rose to 2.9%, its highest year-over-year reading since August 2023, keeping it just a hair under the Bank’s informal 3% “red line.”

Source : RMG Your Monday Morning Bru – “Canada Inflation Numbers, and Watch the Fed” (Nov. 17, 2025)

2️⃣ Rate-Cut Odds and Bond Yields: The Pause Comes Into Focus

Since the BoC’s October cut, markets have dramatically repriced expectations. Bond investors now assign less than a 10% chance of another BoC cut on December 10, while U.S. Fed cut odds for its December meeting have dropped from about 95% to below 50% as policymakers talk down expectations. At the same time, the Canada 5-year bond is trading around 2.80% and the Canada 5-year was 2.795% at Monday’s open, a muted reaction to the latest CPI data. For brokers, this is classic “policy pause” terrain: small day-to-day moves, but no clear trend down.

Source: Integrated Mortgage Planners – “Rate Cut Odds Are Being Significantly Pared Back” (Nov. 17, 2025)

Markets have shifted from expecting more cuts to pricing in a pause: inflation has cooled at the headline level, but core and global risks keep central banks on hold.

�� Broker Strategy : Use these odds to reset expectations with rate-sensitive borrowers. Emphasize that we’re likely at (or near) the bottom for this cycle—so the play now is to secure well-priced terms and protect against future bumps, not to hold out for a big final cut.

3️⃣Housing: October Rebound Challenges the “Doom” Story

Mortgage Logic News reports that October benchmark home prices rose 0.2% after falling in 8 of the previous 9 months, on the back of a 0.9% month-over-month sales increase and a balanced 52.2% sales-to-new-listings ratio nationally. Debt-service metrics have quietly improved too: the average gross debt service ratio is down about 11 points from the peak, and mortgage payments on an average home are roughly $190/month lower than a year ago, assuming 20% down. That doesn’t mean every market is healthy — Ontario and B.C. remain soft, with tiny investor condos particularly challenged — but it does undercut the narrative that a broad crash is inevitable.

Source: Mortgage Logic News – “October’s Market Rebound Ruins the Doom Narrative” (Nov. 18, 2025)

�� Broker Strategy: For qualified buyers with a 3–5 year horizon, this is a chance to buy into normal valuations, not peak froth. Use the $190/month affordability improvement and national “balanced” conditions to re-engage fence-sitters who have been waiting for a crash that may never come.

4️⃣ Fixed vs. Variable: How to Position Clients in a “Pause” Environment

Integrated Mortgage Planners notes that 3- and 5-year fixed rates are hovering around their long-term averages, and in many cases are priced similarly to one another. Variable rates are still expected to win on total cost over the full term, but only for borrowers who can tolerate volatility and potentially higher payments if this truly is the last cut of the cycle. With the BoC and Fed both signaling a high bar for additional easing, today’s decision isn’t “fixed vs. variable” so much as “stability vs. flexibility plus risk.”

Source: Integrated Mortgage Planners – “Rate Cut Odds Are Being Significantly Pared Back” (Nov. 17, 2025)

�� Broker Strategy: For payment-sensitive, first-time buyers → lean to shorter or mid-term fixed. For well-qualified, higher-buffer clients → variables or 5-year fixed can be positioned as “own the full cycle” plays.

Frame the decision around cash-flow comfort and time horizon, not headline rate alone.

5️⃣ Watching the Fed: Why U.S. Data Still Drives Canadian Decisions

Larock points out that the U.S. Fed is now “driving in the fog” after the recent government shutdown delayed more than a month’s worth of key data — and that’s made policymakers more cautious. Fed Chair Jerome Powell has warned that another cut at the December meeting is “not a foregone conclusion,” while Boston Fed President Susan Collins says the bar for additional easing is now “relatively high.” With the U.S. still Canada’s largest trading partner, this more hawkish Fed tone reinforces the BoC’s own pause messaging and limits how far Canadian rates can diverge before currency and trade become an issue.

Source: Integrated Mortgage Planners – “Rate Cut Odds Are Being Significantly Pared Back” (Nov. 17, 2025)

�� Broker Strategy: Use the Fed story to explain to clients why “good Canadian data” doesn’t automatically mean cheaper mortgages. It’s a great way to position yourself as the advisor who connects the dots between global events and local borrowing costs.

�� Final Thought:

This is a broker’s market, not a speculator’s market. The BoC has likely finished cutting for now, U.S. policy is shifting to neutral, and housing is quietly normalizing rather than collapsing. Your edge isn’t in predicting the next 10 bps — it’s in helping clients understand this new plateau, structure the right product mix, and move confidently while others stay frozen by old doom narratives.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 54: Behind the Lender with Steven Lang, VWR Capital

Guest: Steven Lang
Hosts: Dean Lawton & Deryk Williamson

A must-listen for brokers who want to understand how conservative private lenders think—and how consistent communication, education, and alignment can unlock smoother deals in any market.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

54 - Behind the Lender with Steven Lang

Thu, 13 Nov 2025 17:16:25 GMT

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.

TUESDAY MEMO - 11/12/2025

Wed, 12 Nov 2025 21:41:14 GMT

11/12/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Bond markets remain orderly while the data pulse heats up. A stronger Canadian jobs print complicated near-term cut odds even as arrears stay historically low and federal policy tilts further toward multi-unit supply. Here’s what matters now—and how to turn it into client wins.

1️⃣“Mortgage Crisis” Narratives Don’t Match the Data

OSFI notes rising delinquencies in fixed-payment variables (FPVs), but arrears across banks are still well below the long-run average (~0.24% in August vs ~0.40% historical). FPV arrears have moved from ~40% lower than fixed-rate arrears in 2022 to ~50% higher now—yet from a very small base (on the order of a few thousand loans nationwide). Key rates snapshot shows the 5-yr GoC ~2.74%, and headline retail rates edged down following October’s policy cut.

Source : The Mortgage ‘Crisis’ Canada’s Banks Barely Felt – Mortgage Logic News (Nov 12, 2025)

�� Broker Strategy : Don’t avoid FPVs categorically. Focus on suitability and LTV, and use arrears context to counter sensational headlines when advising risk-tolerant, cash-flow-sensitive borrowers.

2️⃣ Strong Jobs Print Takes a December BoC Cut Largely Off the Table

Canada added ~66.6k jobs in October (consensus –2.5k), with unemployment down to 6.9%—but quality skewed to part-time (+85.1k) while full-time fell (–18.5k). Several newsletters assess that this strength has reduced odds of a December BoC cut, shifting attention to early-2026 timing.

Source: RMG Your Monday Morning Bru – Nov 10, 2025; Integrated Mortgage Planners (Nov 10, 2025)

October’s headline beat was driven by part-time gains while full-time work contracted—one reason lenders aren’t racing to reprice lower.

�� Broker Strategy : Use the jobs bump window to refresh pre-approvals and rate holds. Explain to clients that headline strength + weaker full-time mix can keep fixed rates range-bound near-term; a soft CPI/retail-sales run would be the catalyst for deeper lender discounting.

3️⃣Budget Watch: CMB Expansion Points to More Purpose-Built Rentals

Industry analysis highlights the CMB program rising to $80B (from $60B), with the entire +$20B aimed at multi-unit this time—supporting rental construction and liquidity for lenders active in multi-unit. That tilt implies fewer owner-occupied starts and sustained demand for rentals in 2026.

Source: BTBB Sunday Blog – “2025 Federal Budget: What It Means for You and Your Clients” (Nov 9, 2025)

�� Broker Strategy: Guide investor and builder clients toward insured multi-unit programs and CMHC-backed executions; for first-time buyers, set expectations that owner-occupied supply relief may lag.

4️⃣ Rates & Spreads: Calm Funding Backdrop Aids Pricing Discipline

MLN’s key-rates board shows 5-yr GoC ~2.74%, 4-yr swap ~2.45%, and benchmark retail rates slipping after October’s policy move. Lenders are largely holding spreads, waiting for confirmation from CPI and retail sales before deeper cuts.

Source: Mortgage Logic News – Key Rates panel (Nov 12, 2025).

�� Broker Strategy: Lock 1–3 year fixed for flexibility where budgets are tight; keep a watchlist of lenders with sharper uninsured specials as year-end volumes push for quota closes.

5️⃣ Under the Hood of the Jobs Report: Sector Mix Matters

RMG’s breakdown flags that the gains leaned on retail/wholesale/transport & warehousing (~71k combined), while construction fell (~–15k) and average hourly wages ~4.0% YoY. The composition argues for steady BoC near-term—strong enough to avoid an emergency cut, soft enough to keep the easing cycle narrative alive into 2026.

Source: RMG Your Monday Morning Bru – (Nov 10, 2025)

�� Broker Strategy: For renewals, pair a short fixed with a mid-2026 review plan. For pre-approvals, stress-test affordability using today’s payments and a mild spread-widening scenario.

�� Final Thought:

Ignore the noise, translate the data. A sturdier headline jobs print has paused the “December cut” story, but with arrears still tame and funding calm, opportunity remains in short fixed terms, insured solutions, and multi-unit financing. Equip clients with context on job-quality and policy trends, and you’ll control the narrative—whatever the next data release brings.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 53: Behind the LENDER with Jesse Bobroski, Calvert Home Mortgage

Guest: Jesse Bobroski

Jesse Bobroski, Vice President at Calvert Home Mortgage, joins Behind the Lender to pull back the curtain on one of Canada’s longest-standing private lenders. With 50 years in business, Calvert has built its reputation on speed, transparency, and a deep understanding of both broker and borrower needs.

In this episode, Jesse shares his journey from bartending in Ontario to leading one of the country’s most innovative mortgage investment corporations. He explains how Calvert’s in-house valuations and after-repair value lending set them apart—allowing for faster approvals, lower costs, and smarter risk management.

The conversation dives into how Calvert supports real estate investors, adapts to new compliance rules, and leverages data and AI to streamline operations. Jesse also offers insight into emerging market trends, multifamily opportunities, and why Calvert’s “make-sense” underwriting culture keeps both clients and brokers coming back.

A must-listen for brokers who want to understand how private lenders think—and how collaboration, innovation, and service excellence can redefine lending in Canada.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 11/04/2025

Wed, 05 Nov 2025 01:13:38 GMT

11/04/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week begins with mixed messages: a weakening Canadian growth outlook contrasted by resilient bond markets and cautious lender sentiment. The headlines may sound grim, but lower yields are quietly creating borrower opportunities. Staying proactive on pricing and policy news is key to finishing Q4 strong.

1️⃣Bond Markets Steady Despite Weak Canadian Growth

Canada’s August GDP shrank 0.3%, underperforming the flat forecast and confirming the slowdown is broad-based. Yet, bond markets held firm, with 5-year yields easing just 2 bps and swap spreads stable—signalling that funding stress is low. Fixed-rate lenders continue modest discounting while awaiting Friday’s jobs data.

Source : Bond Markets Are Fine, But Canadian Growth Isn’t – Mortgage Logic News (Nov 3, 2025)

�� Broker Strategy : Use yield stability to lock favourable short-term fixed holds. A BoC pause doesn’t mean rates can’t fall—market pricing often leads policy shifts.

2️⃣ Canadian & U.S. Labour Trends Continue to Diverge

While the U.S. added 150,000 jobs in October, Canada’s labour growth stalled, with unemployment rising to 7.0%. The divergence highlights different economic speeds: U.S. resilience is sustaining global yields, while Canada’s soft data adds pressure for easing by early 2026.

Source: RMG Morning Bru – November 4, 2025

Below is a snapshot of labour market divergence in North America, showing steady U.S. job creation alongside Canada’s slowing employment growth.

�� Broker Strategy : Explain to clients that U.S. labour strength may keep Canadian borrowing costs from dropping sharply. Position short fixed terms or hybrids for flexibility in 2026.

3️⃣Federal Budget Fallout: Deficits, Housing & More CMBs

The newly tabled federal budget delivered mixed signals—expanded housing incentives and more Canada Mortgage Bonds (CMBs) issuance, but at the cost of wider fiscal deficits. While new rental construction measures are welcome, markets worry that higher public spending may slow inflation’s descent.

Source: Canadian Federal Budget Revamp – DLC Network (Nov 4, 2025)

�� Broker Strategy: Leverage client interest in housing-related programs but caution that policy-driven spending may keep long-term rates sticky.

4️⃣ Swap & Credit Spreads Point to More Discounting

Credit and swap spreads remain tight, suggesting lenders have room to offer sharper fixed-rate pricing in November. The 4-year swap rate rose only 1 bp, while the 5-year GoC yield edged down to 2.71%, leaving lender margins healthy.

Source: Mortgage Logic News – Bond Markets Are Fine, But Canadian Growth Isn’t (Nov 3, 2025)

�� Broker Strategy: Encourage pre-approvals now. Spreads like this rarely last when headline risk (jobs, budget, inflation) looms in the same week.

5️⃣ Fixed vs. Variable: BoC Caution Keeps Balance

The Bank of Canada remains in wait-and-see mode, with a 14% chance of a December cut according to market-implied probabilities. While variables are gaining renewed attention, the majority of clients continue favouring short (1–3 year) fixed options.

Source: Mortgage Logic News – Nov 3, 2025

�� Broker Strategy: Lead conversations with rate flexibility. Reinforce that staying short and reassessing mid-2026 may capture the next leg down in borrowing costs.

�� Final Thought:

Even as growth weakens, stability in bond markets and controlled credit spreads are creating a window for strategic rate holds. The coming jobs data and inflation prints will test this calm—but brokers who act before volatility returns will win client trust and market share.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 53: Behind the LENDER with Jesse Bobroski, Calvert Home Mortgage

Guest: Jesse Bobroski

A must-listen for brokers who want to understand how private lenders think—and how collaboration, innovation, and service excellence can redefine lending in Canada.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

53 - Behind the Lender with Jesse Bobrowski

Thu, 30 Oct 2025 00:24:27 GMT

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.

BoC Delivers Another Rate Cut: What It Means for You

Wed, 29 Oct 2025 21:18:53 GMT

10/29/2025:

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

Today, October 29, 2025, the Bank of Canada (BoC) announced a 25-basis-point (bps) reduction to its benchmark overnight rate, bringing it to 2.25% —as expected by markets and signaled in recent commentary (RMG Morning Bru, Mortgage Logic News). While the cut was widely anticipated, the tone of today’s statement indicates that the central bank may now be done easing, at least for the foreseeable future. Governor Tiff Macklem stated that policy is now “at about the right level” to balance growth and inflation risks, suggesting a pause in the cutting cycle. This language sparked an immediate reaction in the bond market, with the 5-Year Canada Bond yield rising to 2.686% by late morning (CNBC Market Data).

Economic Context and Market Impact

The BoC’s decision comes amid persistent inflation uncertainty and slowing economic activity. The Monetary Policy Report revealed that Q2 GDP contracted at an annualized rate of 1.6%, reflecting the impact of trade disruptions and tariff-related business slowdowns (RMG Morning Bru). The Bank projects 1.2% GDP growth for 2025 and 1.1% for 2026, assuming no further escalation in trade tensions. Policymakers acknowledged that structural damage from U.S. tariffs has limited Canada’s productive capacity, reinforcing their decision to stop short of deeper easing (Mortgage Logic News).

Inflation remains a key concern. Headline CPI sits at 2.4%, with core measures (CPI Median and Trimmed-Mean) holding around 3.1%–3.2%. The Governing Council expects both to converge toward 2% over the next 12 months, assuming current conditions persist (RMG Morning Bru). The next inflation update arrives November 17, and markets are hoping for confirmation that both core readings have dropped below 3%.

Bond markets reacted immediately. Following the announcement, the 5-year Government of Canada yield climbed 6 basis points, while swap spreads widened slightly. Lenders are expected to hold fixed mortgage rates steady or make modest upward adjustments as funding costs rise, even as the prime rate adjusts down to 4.45%.

Impact on Borrowers

Variable Mortgage & HELOC Holders : Prime has decreased to 4.45%, translating to approximately $15 in monthly savings per $100,000 financed. This provides modest relief for variable-rate borrowers and HELOC users.
Fixed-Rate Mortgages : Fixed rates are expected to stabilize near recent lows but could see small increases if bond yields remain elevated this week. Brokers should watch for lender repricing between Wednesday and Friday.
Static Payment Variable Holders : Encourage clients to reassess amortization strategies — today’s cut can slightly improve principal reduction.
Adjustable Rate Variable Holders : Expect automatic payment reductions over the coming billing cycle.

What’s Next?

The next BoC meeting is scheduled for December 10, 2025, but market expectations for another cut are now minimal — just 10% odds priced in. The consensus view: the Bank has reached its “terminal policy rate”, barring a major economic downturn or escalation in U.S. tariffs.

Meanwhile, inflation data in mid-November will dictate sentiment heading into 2026. If CPI trends below 3%, it could mark the official start of the BoC’s stabilization phase — a shift from rate management to balance-sheet focus.

Opportunities for Mortgage Brokers

This latest cut — and the signal that it may be the last of the cycle — presents a critical moment for brokers to guide clients through the transition from easing to holding:

Proactive Client Outreach : Update all variable-rate clients this week with customized projections. Use BoC’s statement language (“at about the right level”) to reinforce confidence and prompt early renewal discussions (RMG Morning Bru).
Educational Content : Share simplified infographics explaining the BoC’s base economic projections — GDP growth of 1.2% (2025) and 1.1% (2026) and inflation trending to 2% — to illustrate why rate volatility may slow. Use insights from Mortgage Logic News to demystify bond yield movements.
Targeted Marketing : Engage buyers in regions with renewed housing activity, particularly Ontario and British Columbia. Emphasize that the window of ultra-low rates may now be closing and that pre-approvals secured today could protect clients from upcoming fixed-rate adjustments.
Renewal & Refinance Strategy : Encourage clients within 120 days of renewal to act promptly. Highlight how today’s 25-bps cut improves qualification metrics, especially for high-ratio borrowers. For those refinancing, explore debt consolidation options before yields rise further.
Stay Ahead of the Data : Monitor upcoming inflation data (Nov. 17) and global trade updates. The next policy move will hinge on whether CPI core measures fall below 3%. Brokers should also watch the Canada 5-Year Bond (2.68%) and U.S. 10-Year Treasury (4.28%) for early signs of rate direction (Mortgage Logic News, RMG Morning Bru).

TAKE ACTION!

At ABW Mortgage Group, we’re here to help you make the most of this transitional moment. Whether you’re buying, refinancing, or renewing, our experts can guide you through today’s changing landscape.

maximize this rate cut’s benefits!

EPISODE 52: Behind the BrokerAGE with justin noda

Guest : Justin Noda

Justin Noda—A Better Way’s new Chief Compliance & Operations Officer—joins the show to launch Behind the Brokerage, a series unpacking the systems, regulations, and operational playbooks that protect brokers and power scalable growth.

With 18 years in the industry across brokering, underwriting, and leadership (ClearTrust, Origin Mortgages, The Mortgage Center, CFS), Justin explains why a true “culture of compliance” is now a competitive edge. He shares how ABW is translating complex rules—FinTrack, evolving AML expectations, and BC’s coming Mortgage Services Act—into clear, broker-friendly processes, tools, and training that make daily work easier, not harder.

Justin also outlines what the new series will cover: practical FinTrack readiness, MSA timelines and implications, inter-provincial differences (BC/AB/ON) and how to stay compliant across borders, lender relations and deal-desk ops, and why every agent should know (and use) their brokerage’s policies & procedures. Throughout, he keeps a broker-first lens—balancing regulation with real-world deal flow, client service, and efficiency.

This episode sets the tone for ABW’s next chapter: transparency, education, and operations that protect agents while elevating professionalism across the industry.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 10/28/2025

Tue, 28 Oct 2025 23:35:05 GMT

10/28/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

It’s a pivotal week with both the Bank of Canada and the U.S. Federal Reserve set to announce rate decisions Wednesday morning. Markets overwhelmingly expect synchronized 25-basis-point cuts, but the tone of each announcement will drive the outlook for the rest of 2025. For brokers, this week is about timing, client confidence, and preparation.

1️⃣ BoC Poised to Cut to 2.25% — But Debate Persists

Economists expect Governor Macklem to deliver a 25-bps cut to 2.25%, marking the lowest policy rate since 2022. Markets are pricing 82% odds of a move, driven by soft growth and rising unemployment, even as headline CPI (2.3%) and core inflation (3.1%) remain above target. Some analysts argue a pause might better protect credibility, but the risk of inaction amid slowing demand is rising. Pre-pandemic, the benchmark rate was 1.75%, a reminder that policy remains restrictive by historical standards.

Source : RMG Monday Morning Bru – “Wednesday is Bank of Canada Day & What Are the Odds” (Oct. 27, 2025).

�� Broker Strategy : Prep clients for both outcomes. A cut would favor short fixed terms for flexibility; if the BoC holds, reinforce payment stability and renewal readiness.

2️⃣ Rate-Cut Odds: BoC vs. Fed — A Tale of Two Central Banks

Global rate markets show a 96.7% chance of a U.S. Fed cut versus 82% for the BoC, reflecting differing confidence in each central bank’s stance. Inflation remains above targets, but slowing job growth and weaker consumer spending are pushing both institutions toward easing. The Fed’s urgency is clearer, while the BoC’s tone will likely stay cautious to preserve inflation credibility. This “confidence gap” could shape the yield curve and short-term funding spreads into year-end.

Source : RMG Monday Morning Bru (Oct. 27, 2025); CBS Market Forecast; CME FedWatch.

Markets expect synchronized 25-bps cuts — the Fed leads on conviction while the BoC balances caution.

�� Broker Strategy : Use these probabilities to position clients. If both banks cut, expect mild downward pressure on short-term fixed rates — a potential opportunity for quick action.

3️⃣ Inflation Moderation: Early Signs of Cooling, But Not Relief Yet

Since mid-October, new CPI data have shown tentative moderation — energy and food prices have softened, while shelter inflation remains sticky. The headline CPI is trending closer to 2.2%, and bond markets are treating this as confirmation that price momentum has peaked. However, the core measures (trim/median) are still near 3%, implying the BoC won’t accelerate cuts beyond this week’s likely move. Wage growth remains resilient, suggesting inflation could stay above target into Q2 2026.

Source: Dominion Lending Centres – Market Commentary: “Inflation Moderates, But Shelter Still Sticky” (Oct. 24, 2025).

�� Broker Strategy: Keep expectations realistic — rate relief may come slower than hoped. Encourage clients to prioritize total affordability and consider early renewals where fixed-rate discounts appear.

4️⃣ Bond and Mortgage Markets in Pre-BoC Pause Mode

Markets have entered a holding pattern ahead of Wednesday’s decision. The 5-year Canada bond yield has held in a tight band near 2.64–2.68%, reflecting cautious optimism. Fixed mortgage rates have flattened after last week’s small decline, and lenders are unlikely to move significantly until after the BoC’s press conference. Variable products remain stable around 3.9%, suggesting that any post-cut reaction will be measured. Meanwhile, swap spreads imply markets expect no further cuts until Q1 2026 unless inflation drops sharply.

Source: Mortgage Logic News – “Bonds to Trump: We’ve Moved On, Thanks” (Oct. 25, 2025).

�� Broker Strategy: Treat this as a “wait-and-react” window. Advise clients to finalize approvals and prepare for quick updates — rates could shift midweek depending on BoC language.

5️⃣ Broker Outlook: A Calm Before a Coordinated Pivot

Industry sentiment has stabilized after weeks of mixed data. With both the Fed and BoC expected to act this week, brokers are entering a short window of potential rate normalization. The tone across industry commentary — from RMG to Mortgage Logic — suggests that a single cut won’t spark a surge in affordability but could mark the turning point toward a gentler 2026. As one strategist put it, “The cuts won’t move mountains, but they may move minds.

Source: RMG Morning Bru (Oct. 27, 2025)

�� Broker Strategy: Emphasize calm and confidence in client communications. Focus on relationship retention, renewal planning, and illustrating the bigger picture of stabilization rather than sensational rate drops.

�� Final Thought:

As both central banks prepare to pivot, the biggest shift this week isn’t just in rates — it’s in tone. If both the BoC and Fed deliver the anticipated cuts, markets will look for cues on 2026, not celebration in 2025. Brokers who translate this nuance clearly will set themselves apart. Update your pre-approvals, refresh lender matrices, and be ready to move quickly Wednesday morning.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 52: Behind the BrokerAGE with justin noda

Guest: Justin Noda

This episode sets the tone for ABW’s next chapter: transparency, education, and operations that protect agents while elevating professionalism across the industry.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 10/21/2025

Tue, 21 Oct 2025 23:12:24 GMT

10/21/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Markets are juggling stronger-than-expected CPI and “dovish” central-bank signals. With both Canada and the U.S. releasing key inflation data, expectations are rising for at least one more BoC cut this quarter—but the messaging may stay hawkish to preserve credibility.

1️⃣ CPI Re-Accelerates: Headline Inflation at 2.4%

Canada’s CPI climbed to 2.4% y/y in September, up from 1.9% in August, driven by a smaller drop in gasoline prices and stronger grocery costs. Core inflation (trim and median) averaged 3.15%, while the share of CPI components above 3% eased slightly to 38%. Shelter inflation rose 2.6%, with rents up nearly 5%. Economists see inflation momentum as uncomfortably sticky, delaying full policy easing.

Source : Dr. Sherry Cooper – Dominion Lending Centres, Inflation News (Oct. 21, 2025)

�� Broker Strategy : Manage rate expectations carefully. Use today’s data to lock holds early this week—headline relief is still months away, and a single strong CPI print can reverse pricing gains quickly.

2️⃣ Key Rates Snapshot — “Cut Hopes vs. Sticky Core”

Mortgage Logic News’ command centre shows bonds and fixed rates slipping modestly, while variable products inch lower with rate-cut speculation.

Source : Mortgage Logic News – Rates Slip Again as BoC Surveys Kill the Vibe (Oct. 21, 2025)

Fixed and variable rates dipped slightly ahead of BoC decision—expect modest relief, not a wave.

�� Broker Strategy : Present visuals showing small declines in mortgage benchmarks but caution that deeper cuts depend on sustained inflation cooling. Fixed terms are slightly more attractive this week, but don’t overpromise rate drops.

3️⃣ BoC Survey: Consumers Still “Hawkish”

The Bank of Canada’s Q3 surveys show businesses losing pricing power, while consumers expect higher prices ahead. Five-year inflation expectations rose again to 3.67%, and 70% of consumers believe “the worst is still to come.” Labour-shortage pressure hit its lowest since 2010. The BoC is still battling inflation psychology, not just inflation math.

Source: Mortgage Logic News – The BoC’s Ongoing Headache: Hawkish Consumers (Oct. 20, 2025)

�� Broker Strategy: For brokers, emphasize payment predictability and rate caps. Inflation expectations can sway sentiment fast—help clients interpret surveys as data, not destiny.

4️⃣ Economists: Inflation Persistence May Curb Further Cuts

DLC’s Dr. Sherry Cooper notes underlying price pressure remains high despite weaker GDP. The BoC is likely to cut rates to 2.25% in its next move but may need to pair it with hawkish messaging. Traders have reduced the odds of a follow-up cut to 65%.

Source: Dominion Lending Centres – Inflation News (Oct. 21, 2025)

�� Broker Strategy: Use this as a talking point for pipeline clients—today’s mild easing is not the start of a deep cycle. Highlight payment buffers and prepayment privileges in all renewal and refinance discussions.

5️⃣ Fed & BoC: Dovish Rhetoric, Hawkish Reality

U.S. Fed Chair Powell’s latest remarks were dovish, citing labour softness and tariff-driven inflation. Markets now price a 97% chance of a 25-bp Fed cut on Oct. 29, while BoC odds stand near 60%. Both central banks are cutting—but reluctantly.

Source: MRMG Monday Morning Bru – Just Do It, Leading Up to the Bank of Canada (Oct. 20, 2025)

�� Broker Strategy: Position clients for flexibility. A “hawkish cut” could move short-term rates without unlocking cheaper funding costs. Reassess floating-rate exposure before month-end.

�� Final Thought:

This week marks a crossroads moment: inflation remains sticky, rate cuts loom, and consumer psychology is still fighting last year’s ghosts. Strong brokers will guide clients through the noise—anchoring advice on affordability, not headlines. Keep pre-approvals active, focus on credit-ready clients, and prep communications for BoC day.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 52: Behind the BrokerAGE with justin noda

Guest: Justin Noda

This episode sets the tone for ABW’s next chapter: transparency, education, and operations that protect agents while elevating professionalism across the industry.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 52 - Behind the Brokerage with Justin Noda

Wed, 15 Oct 2025 23:36:40 GMT

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

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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.

TUESDAY MEMO - 10/14/2025

Tue, 14 Oct 2025 22:34:41 GMT

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.

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

1️⃣ Bond Yields Rebound Slightly After Holiday Calm

After drifting lower late last week, both Canadian and U.S. bond yields edged higher Tuesday morning. The 5-year GoC sits near 2.81%, while the U.S. 10-year Treasury hovers just above 4.25%. Analysts attribute the move to thin post-holiday trading and anticipation of U.S. CPI data later this week.

Source : RMG Morning Bru – “Markets Stir After Thanksgiving Lull” (Oct 14, 2025)

�� Broker Strategy : Advise clients that small yield bumps may appear this week but remain within the broader downtrend. Short-term fixed rates continue to present an ideal balance between cost and flexibility.

2️⃣ Inflation Outlook Split: U.S. Cooling, Canada Holding Firm

While U.S. core CPI is expected to ease slightly to 2.8%, Canada’s inflation metrics remain sticky—headline CPI last printed at 2.9% with the BoC’s core-trimmed measure steady near 3.0%. The contrast underscores diverging policy paths: the Fed leans dovish, while the BoC stays cautious amid persistent shelter costs and mortgage renewals impacting households.

Source : Mortgage Logic News – “Inflation Divergence Across Borders” (Oct 14, 2025)

Below is a snapshot comparing U.S. vs. Canada Inflation Trends (Jan–Sept 2025), showing the U.S.’s gradual disinflation against Canada’s plateaued core metrics.

�� Broker Strategy : Use the inflation gap to frame client discussions around timing. Rate cuts could arrive earlier in the U.S., but domestic fixed-rate relief depends on when the BoC sees core measures fall consistently toward 2%. Encourage pre-approvals and early renewals to hedge against sticky pricing.

3️⃣ Fixed Rates Hold Steady Amid Spread Tightening

Most major lenders have kept fixed rates unchanged this week. Spreads between funding benchmarks and posted rates have narrowed slightly as lenders compete for Q4 volume. However, smaller non-bank lenders are pulling back on deep discounts, reflecting thinner margins after last quarter’s volatility.

Source: Mortgage Logic News – “Market Rate Watch: October Trends” (Oct 13, 2025)

�� Broker Strategy: Reassure clients that lender competition remains healthy. Highlight insured or hybrid options for cost efficiency, and track funding spreads—these often predict early rate shifts before BoC action.

4️⃣ Housing Inventory Climbs, But Demand Stays Regional

New listings rose 5% month-over-month nationally in September, driven by Ontario and B.C., while sales activity held steady. Prairies markets continue to outperform as affordability and stable employment attract migration. Analysts expect continued soft landings rather than a correction as the fall market progresses.

Source: RMG Morning Bru – “Listings Up, Demand Holds” (Oct 14, 2025)

�� Broker Strategy: Emphasize affordability dynamics. For buyers facing tighter credit, use insured mortgage options and budget refreshes to keep them market-ready amid changing price dynamics.

5️⃣ Lender Operations: Fall Efficiency Push

Several top lenders are rolling out underwriting and automation upgrades to improve document turnaround times during peak renewal season. Expect slight delays this week as integrations finalize. DLC brokers report smoother VelocityCRM integrations following last week’s patch update.

Source: DLC Network News – “Operational Updates and CRM Enhancements” (Oct 13, 2025)

�� Broker Strategy: Keep clients informed about processing timelines and highlight proactive file submissions. Faster underwriting windows can help lock favourable rates before inflation data triggers volatility.

�� Final Thought:

As post-holiday trading resumes, markets are looking for confirmation that inflation is indeed cooling. Bond yields remain data-sensitive, and lender spreads are compressing again—a sign of renewed stability. Continue to help clients read the signals, protect rate options early, and position confidently for Q4.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 51: Behind the Broker with Ruby Bains

Guest: Ruby Bains

Ruby Bains, veteran mortgage professional and one of A Better Way’s original Mortgage Architects brokers, joins Behind the Broker to share how a 25-year banking career laid the foundation for her thriving, relationship-driven business today.

In this episode, Ruby reflects on her evolution from branch manager to independent broker, revealing how the shift from managing teams to managing client expectations transformed her perspective on service, communication, and leadership. Her approach—rooted in trust, education, and empathy—has helped her build a loyal client base across BC and Alberta.

Ruby also opens up about work-life balance as a mom of three, the power of clear communication and speed in deal management, and why returning to the office reignited her focus and productivity. She shares her routines for personal growth—from meditation and goal-setting to staying current with industry and technology trends—and why mindset, consistency, and authenticity remain her biggest success factors.

Through stories of connection, mentorship, and long-term vision, Ruby offers a grounded and inspiring look at what it means to build a mortgage career that thrives on integrity, visibility, and human touch in a digital age.

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TUESDAY MEMO - 10/07/2025

Tue, 07 Oct 2025 23:10:03 GMT

10/07/2025

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With shutdown disruptions, muted yields, and shaky labour data dominating the headlines, this week offers both caution and opportunity. Brokers who translate uncertainty into actionable strategies—like securing holds early, watching employment metrics, and helping clients stay level-headed—will be best positioned in volatile markets.

1️⃣ U.S. Shutdown Freezes Market Data, But Bonds Stay Calm

The U.S. government shutdown has effectively paused key data releases, including last week’s Non-Farm Payrolls. Despite that, U.S. 10-year yields are flat at 4.15%, and Canada’s 5-year sits near 2.75%. Bond traders are “flying blind,” relying on private payroll estimates to gauge direction.

Source : RMG Morning Bru – “The Silence of the BLS, Bond Yields, and Job Numbers” (Oct 6, 2025)

�� Broker Strategy : Advise clients that short-term volatility is possible once U.S. data resumes. Reassure fixed-rate borrowers that funding costs remain steady for now, while variable-rate clients should be prepared for possible yield spikes if shutdown resolution sparks risk appetite.

2️⃣ U.S. Job Loss Momentum Deepens — Canada Holds Steady

Private sector job losses in the U.S. continue to mount, with back-to-back declines signaling slowing demand and rising unemployment pressure. Meanwhile, Canada’s employment landscape appears steadier, though hiring momentum has clearly cooled. The two economies are diverging—America’s labour market showing visible cracks, while Canada maintains a cautious balance between stability and stagnation.

Source : RMG Monday Morning Bru: America in Shutdown? Jobs Data in Focus – Sept 29, 2025

Below is a snapshot comparing employment trends across the U.S. and Canada, illustrating how job cuts and rising unemployment in the U.S. contrast with modest job growth and a stable jobless rate north of the border.

�� Broker Strategy : Use this divergence to guide rate discussions—Canada’s relative stability suggests more room for gradual rate moderation, while persistent U.S. weakness could exert downward yield pressure globally.

3️⃣ Canada Job Report on Deck – Low Expectations

Markets expect just 2.8K new jobs in Friday’s release, with unemployment steady at 7.1%. Labour softness continues to offset sticky wage growth. For now, markets anticipate the Bank of Canada will remain patient, especially given that U.S. economic signals are clouded by shutdown delays.

Source: TradingEconomics.com – Canada Labour Market Forecast (Oct 6, 2025)

�� Broker Strategy: Prep clients early this week to capitalize on stability before Friday’s release. Weak data could push yields lower temporarily—creating a window for last-minute rate locks.

4️⃣ Foreclosure Activity Rising in Toronto – A Red Flag to Watch

New Power of Sale listings in Toronto have surged to record highs, reflecting strain among households facing variable-rate resets and declining affordability. While this remains a localized issue, it’s an early signal that household debt stress is spreading beyond smaller markets

Source: RMG Morning Bru – “A Red Flag in Toronto” (Oct 6, 2025)

�� Broker Strategy: Use this as an educational moment with clients. For owners under pressure, explore refinance or consolidation solutions before delinquencies worsen. Proactive brokers can prevent panic by presenting debt management options.

5️⃣ Fixed vs. Variable: Calm Before the Data Storm

With bond yields muted and major economic data in flux, the cost gap between 3-year fixed and variable products has narrowed again. Most lenders have left rates unchanged this week, awaiting Friday’s Canadian jobs data and any U.S. shutdown updates.

Source: Mortgage Logic News – Market Rate Snapshot (Oct 7, 2025)

�� Broker Strategy: Encourage rate discussions now. Shorter fixed terms remain the sweet spot for flexibility amid uncertainty. Advise clients that lender reactions can be swift once the next data wave hits.

�� Final Thought:

Between the U.S. shutdown silence and Canada’s cautious labour rebound, markets are balancing patience with anxiety. The next 10 days could reshape expectations on both sides of the border. Stay proactive—protect clients with pre-approvals, monitor spreads closely, and turn uncertainty into trusted guidance.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 51: Behind the Broker with Ruby Bains

Guest: Ruby Bains

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Ep. 51 -Behind the Broker with Ruby Bains

Thu, 02 Oct 2025 01:40:29 GMT

Behind the BROKER – Ep. 51 with Ruby Bains - Mortgage Professional

Ruby Bains—one of A Better Way’s original Mortgage Architects brokers—joins the Behind the Broker series to share how a 25-year banking career (from teller to branch manager) laid the groundwork for an 8-year run as a relationship-driven, client-first mortgage broker. Licensed in BC and Alberta, Ruby blends lending, investments, and wealth insights to guide everyone from first-time buyers to reverse, commercial, and construction clients.

From Banking to Brokering

Ruby spent her last 15 years in banking as a branch manager, approving well-packaged deals, balancing risk, and living inside audits and compliance. Moving to brokering meant shifting from “approver” to “doer”—meeting clients, collecting docs, and underwriting. The learning curve was real, but the decision was right: she loves the work and the impact.

Managing Expectations (People vs. Process)

Managing a branch and managing clients share the same core skill: set clear expectations and follow through. Ruby’s bank experience helps her think like both the client and the lender, which makes her packaging stronger and her communication sharper.

Relationship-First, Always

Ruby’s business is built on connection. She starts with thoughtful discovery—short- and long-term goals, timelines, plans for the home—then builds strategy around the client’s life. Whenever possible, she meets in person (even if it means a long drive). That human touch translates into raving fans—like first-time buyers who invited her to their house-warming to meet family and friends.

Smoothing the Experience

Two levers define her process: communication and speed. She asks clients how they prefer to be contacted (text/phone/email) and keeps them proactively updated—even when the update is “no news yet.” Ruby also added a small but powerful habit: calling the listing agent once subjects are essentially good to remove. It reassures the file, opens doors with new realtors, and often leads to fresh relationships.

Personal Development & Balance

Ruby left the 9-to-5 to support three boys in high-level sports—and found a rhythm that works: focus time from morning to early afternoon, family and activities after school, then a short evening work block. She sets personal and professional goals annually and checks in quarterly, keeping the list realistic and actionable. Meditation and mindfulness set the tone every morning and help her stay calm when deals get noisy.

Tools & Tactics That Matter

Ruby keeps her pipeline tight with Velocity/CRM plus a simple spreadsheet to track funded business. She’s leaning into AI for content ideas and efficiency and even recruits her kids to help polish social posts. One surprising game-changer this year: working from the office again. Getting dressed, showing up, and eliminating home distractions significantly boosted focus and output.

Industry Outlook

Digitalization, market volatility, and rising consumer expectations are reshaping the landscape. Ruby’s answer: be authentic, stay current, and position yourself as a lifelong advisor. Tools help—but tailored guidance and trust still win.

Visibility & Personal Brand

Ruby’s next big push is showing up more—on social, in short educational videos, and through podcasts. Though naturally private, mentors nudged her to share real life alongside mortgage insights (yes, even the golf rounds). The goal: combine expertise with authenticity to create visibility and new opportunities.

Coaching & Team Development

Ruby plans to engage a coach to refine process and efficiency, while continuing to mentor her assistant and a fellow broker. Teaching keeps her sharp; coaching adds accountability and structure—together, they support a more scalable, sustainable business.

Advice for new brokers

Keep your moral compass in check. Think long-term. Be transparent and remember that being a broker means having solutions—even when the answer isn’t at the client’s bank. Audit your daily habits, protect your mindset, and don’t work in a silo—lean on the community around you.

Why A Better Way

Ruby chose A Better Way because of the unmatched support, culture, and resources. From masterminds and workshops to an open-door leadership style, she sees ABW as a community that truly invests in its brokers’ success—making it easier to serve clients at the highest level.

What’s Next

Visibility. Ruby plans to create more education-forward content (podcasts, short videos, and social posts). Though she’s naturally private, she’s leaning into sharing more of the real life behind the broker—because visibility drives opportunity and human connection.

Final Thoughts

Ruby’s blueprint is simple and powerful: know the products, ask better questions, update clients before they ask, and never stop building relationships. Pair that with balance, authenticity, and service to community, and you have a business model that thrives well beyond rate cycles.

Why You Should Listen

If you’re looking for a practical model of resilience, growth, and relationship-first brokering, this episode delivers. Ruby shares real-world strategies for communication, deal navigation, and building a career that balances life, family, and business—without losing authenticity.

TUESDAY MEMO - 10/01/2025

Wed, 01 Oct 2025 21:00:09 GMT

10/01/2025:(Special Wednesday Edition)

Tuesday Mortgage Memo: Your Weekly Market Highlights

With yesterday marking Canada’s National Day for Truth and Reconciliation, our memo comes to you today, reflecting on both the significance of the holiday and the latest developments in the mortgage and economic landscape.

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With U.S. shutdown risks, critical jobs data, and Canada’s next CPI still weeks away, markets are bracing for volatility. Bond yields are whipsawed between safe-haven flows and inflation concerns, while lenders continue to watch spreads closely. This is a pivotal week for brokers to stay proactive—helping clients secure rate holds, weigh short-term flexibility, and prepare for policy moves on both sides of the border.

1️⃣ Bond Yields React to U.S. Shutdown Fears

Markets are on edge as the U.S. government faces an 83% probability of shutting down this week. Canadian 5-year bond yields slipped modestly (-2 bps) early Monday, echoing U.S. 10-year treasuries as investors shifted into safe-haven assets. While the Fed recently cut rates, stubborn inflation has prevented yields from falling further.

Source : RMG Monday Morning Bru: America in Shutdown? Jobs Data in Focus – Sept 29, 2025

�� Broker Strategy : Highlight to clients that shutdown-related volatility can drive temporary dips in yields. Advise locking rate holds swiftly before jobs data later this week swings markets in the other direction.

2️⃣ U.S. Jobs Data in the Spotlight (Visual Insight)

This week’s U.S. labour market calendar is packed: JOLTs, ADP employment, Challenger job cuts, and Nonfarm Payrolls. Consensus estimates point to weaker hiring but sticky unemployment near 4.3%. Canadian fixed mortgage rates remain tethered to these U.S. outcomes, as softer prints may open the door for further yield declines.

Source : RMG Monday Morning Bru: America in Shutdown? Jobs Data in Focus – Sept 29, 2025

Below is a snapshot of U.S. Labour Market Indicators for September 2025, illustrating cracks forming in employment despite headline job creation.

�� Broker Strategy : Share this with rate-sensitive buyers. Explain how softer jobs data may bring temporary rate relief, but stress the importance of locking in before CPI and Canadian jobs releases mid-October.

3️⃣ Canadian Economy: Inflation Quiet Before October Data

Canada’s CPI release isn’t due until Oct. 21, but markets are closely watching whether the September jobs report (due Oct. 10) confirms the labour softening trend. A weaker print could tilt BoC toward deeper cuts, though credit spreads remain wide and could mute the impact on fixed rates.

Source: Mortgage Logic News – Sept 29, 2025

�� Broker Strategy: Prep renewal clients now. Even if BoC eases further, lenders may not fully pass savings along. Stress-test scenarios with spread assumptions baked in.

4️⃣ Fixed vs. Variable: Still a Tight Call

Models show only a slim cost advantage for variables over the most competitive 2–3 year fixed terms. With bond yields volatile, many clients may find short fixed terms the “least wrong” option until inflation convincingly moderates.

Source: Integrated Mortgage Planners – Sept 29, 2025

�� Broker Strategy: Lead with flexibility. Position short fixed or hybrid solutions as hedges against both inflation stickiness and rate-cut scenarios into 2026.

5️⃣ Operational Edge: Digital Tools Driving Client Confidence

With fall’s housing season underway, brokers are seeing more clients asking for digital pre-approval tools and faster response times. Platforms like Velocity and lender portals are adding enhancements that let brokers generate instant affordability insights, while also integrating compliance checks in real-time. This gives brokers both a speed and trust advantage.

Source: DLC Network News – Your Network News: 09.30.2025

�� Broker Strategy: Highlight to clients that your team can deliver not just approvals, but also instant insights into borrowing power. Position these digital tools as an edge in a competitive housing market—speed and certainty can often make the difference in a winning offer.

�� Final Thought:

This week is a balancing act between shutdown fears, pivotal U.S. jobs data, and Canada’s upcoming inflation releases. The signals are mixed—yields are bouncing on safe-haven flows while spreads keep lenders cautious. For brokers, the edge lies in timing: securing holds before data hits, guiding clients toward flexible terms, and being ready to pivot once the results are in. The brokers who act before the headlines, not after, will lead the conversation and win client confidence through an uncertain fall market.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 50: Behind the Broker with Anil Kumar

Guest: Anil Kumar

Anil Kumar, top-producing mortgage broker with A Better Way Mortgage Group and Mortgage Architects, shares how his journey from sales and marketing to mortgage brokering has been shaped by resilience, relentless learning, and a passion for client relationships.

In this episode, Anil reflects on how becoming a broker in 2018 gave him the flexibility to balance family, travel, and career—while still building one of the most client-first practices in the industry. He explains why long, meaningful conversations are the cornerstone of his approach, how persistence through multiple lender declines pays off, and why “never giving up” has become his personal motto.

Anil also highlights the power of mentorship, product knowledge, and consistent follow-up as the keys to both client confidence and referral partner trust. From creating harmony between work and family life to mentoring the next generation of brokers, his story is one of service, growth, and giving back to both his community and his industry.

This episode is a candid look at what it means to succeed as a modern mortgage broker: not by chasing shortcuts, but by doubling down on relationships, knowledge, and resilience.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 09/23/2025

Tue, 23 Sep 2025 22:19:41 GMT

09/23/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With last week’s surprise rate cuts from both the BoC and Fed, bond markets sent mixed signals as yields rose on renewed inflation worries. The path ahead is anything but smooth: stagflation risks, sticky inflation, and global divergences are shaping broker strategies. Here’s what matters most this week:

1️⃣ Rate Cuts Land, But Yields Rise

Both the Bank of Canada and the Federal Reserve cut rates by 25 bps last week. However, instead of easing, bond yields climbed—reflecting concerns that inflation remains elevated. The 5-year GoC yield ticked up from 2.72% to 2.77% post-decision, while the U.S. 10-year moved from 3.99% to 4.08%.

Source : RMG Your Monday Morning Bru – Bank of Canada and Fed Decreased, So Why Are Bond Yields Up? (Sept 22, 2025)

�� Broker Strategy : Explain to clients that rate cuts don’t always mean lower fixed mortgage rates. Funding costs are still tied to bond yields, and lenders are pricing defensively against inflation risks. Encourage rate holds where available.

2️⃣ Inflation & Growth Divergence in Canada vs. U.S.

Canadian GDP growth remains fragile, with July GDP expected at just +0.1% after a -0.1% prior reading. Meanwhile, U.S. inflation is proving sticky: the Fed raised its outlook for PCE and Core PCE into 2026. With U.S. consumer prices rising at their fastest pace since January, stagflation fears are growing.

Source : RMG Your Monday Morning Bru – Bank of Canada and Fed Decreased, So Why Are Bond Yields Up? (Sept 22, 2025)

This chart highlights Canada’s weak growth against persistently elevated U.S. inflation, underscoring the widening policy divergence that brokers must watch closely.

�� Broker Strategy : Use this divergence to frame client conversations. Highlight that Canadian cuts may come sooner, but U.S. inflation could pull our yields higher again. A short-term fixed strategy can protect against swings.

3️⃣ Stagflation Risks Back on the Radar

Markets are increasingly nervous that slowing growth plus persistent inflation could morph into stagflation. U.S. housing and food costs drove August’s price surge, while Canada’s labour market has softened further, leaving policymakers caught in a squeeze.

Source: RMG Your Monday Morning Bru – Bank of Canada and Fed Decreased, So Why Are Bond Yields Up? (Sept 22, 2025)

�� Broker Strategy: Prepare clients for volatility. Stagflation fears tend to support safe-haven flows, which can swing yields daily. Use these windows to lock favourable fixed terms quickly.

4️⃣ Fixed vs. Variable Sentiment Shifts Again

Rate cuts typically boost variable-rate appeal, but rising yields and lender spreads are keeping 1–3 year fixeds in demand. Many clients are asking about hybrids—part fixed, part variable—as a way to balance protection with potential upside.

Source: Mortgage Logic News – Weekly Rate Moves Recap (Sept 22, 2025)

�� Broker Strategy: Lead with education. Short fixeds still offer the clearest value, but keep variable as a discussion point for long-term optimists. Stress-test scenarios to help clients feel confident.

5️⃣ Broker Edge: Rested Brokers Win More

This week’s BTBB blog focused on broker performance: cancel unnecessary meetings, take breaks, and treat rest as a competitive advantage. Burnout leads to sloppy calls and poor judgment, while rest sharpens decision-making and client impact.

Source: BTBB Sunday Blog – Be Intentional With Your Time (Sept 21, 2025)

�� Broker Strategy: Block time for recovery as strategically as you block client calls. Energy and clarity translate directly into better submissions, smoother client interactions, and stronger closes.

�� Final Thought:

Markets are in a rare state: central banks are cutting, but yields are rising. Inflation fears are reasserting themselves, and stagflation risk is in the air. Brokers who stay proactive—arming clients with strategies for both fixed and variable paths—will stand out. Protect with holds, lean into short terms, and position as the voice of calm in a volatile landscape.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 50: Behind the Broker with Anil Kumar

Guest: Anil Kumar

This episode is a candid look at what it means to succeed as a modern mortgage broker: not by chasing shortcuts, but by doubling down on relationships, knowledge, and resilience.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 50 -Behind the Broker with Anil Kumar

Wed, 17 Sep 2025 23:59:44 GMT

Behind the BROKER – Ep. 50 with Anil Kumar - Mortgage Professional

How product depth, persistence, and community-first values built a durable mortgage business

In Episode 50 of Behind the Broker, Dean Lawton and Jason Marshall sit down with Anil Kumar—one of A Better Way Mortgage Group / Mortgage Architects’ most dependable collaborators. A career salesperson turned broker in 2018, Anil shares how he built a reputation on deep product knowledge, relentless follow-through, and genuine service to clients, referral partners, and community.

From sales pro to solution builder

After immigrating to Canada and switching industries, Anil chose brokering for its flexibility and impact. Two decades in sales meant outreach, networking, and starting fresh came naturally. He applied that muscle to learning policies, meeting BDMs, and earning trust across communities and provinces—so when a file gets tricky, he already knows where to turn.

What keeps him going

Client outcomes—and the gratitude that follows—fuel the work. He recalls difficult purchases saved on subject-removal day and credits lender partners who help make brokers look like heroes. Those wins keep the fire lit through slower market cycles.

Relationships first (and a longer first call)

Anil’s first conversation often runs 30–45 minutes. He learns the family story, background, and common connections—especially within the Indian community—so the relationship goes far beyond a transaction. He’s candid when the best option is to stay with a client’s current bank, and if a broker-channel solution isn’t available, he’ll still find a path so the client and realtor don’t lose momentum.

Smoother files, fewer surprises

Discipline and communication are his shields against chaos. Using a CRM (Blue Mortgage), he schedules proactive updates to clients and realtors—every other day near close, weekly if farther out—and even checks in with conveyancers so small details don’t stall the finish.

Work–life harmony (not “balance”)

Daily movement and walks are non-negotiable—and often where the “sixth-lender” solution appears. His spouse is licensed and runs fulfillment, and his kids are immersed in money and markets. Even on holidays, he blocks a few focused hours for work, then is fully present with family.

Tools and learning rituals

Anil’s toolkit includes Blue Mortgage, e-signing, Adobe, Lender Spotlight, and AI tools like ChatGPT/Gemini, plus simple video tools for social. For signal over noise, he leans on Be the Better Broker, Mortgage Logic News, and primary sources like StatsCan/CMHC/BoC. He shows up to lender sessions and asks the questions others are thinking.

The biggest lever: product knowledge

“Nothing replaces education.” He urges brokers to get product-strong before chasing referrals. Persistence matters just as much: so me of his wins arrived after five to seven declines—including insured files where the third insurer finally said yes. Strong BDM relationships—and discussing files before submitting—shorten the path to “approved.”

Community and giving back

Anil supports community-focused events and initiatives, including Friends for Cause Foundation, which funds free rural cataract surgeries in India. Inside the industry, he’s quick to answer questions and share learnings—because real collaboration lifts everyone.

Adapting in a rate-obsessed market

After 2023’s rate shock, he reframed conversations to value, solutions, and clarity of expectations. He’s also diversified into reverse and commercial, meeting brokers and realtors where their clients need help most, and he’s mentoring a small team—many of them former clients.

Advice for new brokers

Be product-strong first. Don’t give up on a file until every viable path—channel, credit union, non-channel, insurer—has been explored. Learn directly from BDMs, use your CRM, and document everything so the next file moves faster.

Why A Better Way / Mortgage Architects

Anil joined Mortgage Architects out of gratitude to the mentors who shaped his career and stayed because ABW’s culture, training, technology, and open-door support make it feel like family—and make it easier to serve clients well.

Final Thoughts

Anil’s blueprint is simple and hard: learn the products, ask better questions, update before you’re asked, and try the seventh lender when the sixth says no. Pair that with service to community and peers, and you build a business that thrives beyond rate cycles.

Why You Should Listen

If you’re looking to move clients off “rate talk” and into real solutions—or you want a practical model for resilience in any market—this episode delivers. You’ll walk away with concrete habits for communication, deal navigation, and long-term growth.

TUESDAY MEMO - 09/16/2025

Tue, 16 Sep 2025 23:17:52 GMT

09/16/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With the Bank of Canada announcement tomorrow, markets are finely balanced between weak labour prints, sticky inflation risks, and growing pressure to deliver cuts. Funding costs have eased slightly, but spreads remain volatile. Here’s what matters most this week—and how to turn it into actionable strategies.

1️⃣ Yields Steady Into BoC Decision

Canadian bond yields held largely unchanged at the start of the week, with the 5-year GoC hovering around recent lows. Lenders appear reluctant to trim further ahead of Wednesday’s BoC call, leaving most 5-year fixed offers in wait-and-see mode.

Source : Mortgage Logic News – Market Preview Ahead of BoC (Sept 15, 2025)

�� Broker Strategy : Manage client expectations: while rate cuts are likely, lender spreads may limit immediate relief. Encourage borrowers to secure holds today rather than gamble on post-decision moves.

2️⃣ Labour Market Weakness Driving Rate-Cut Bets

August’s labour shock—Canada shedding 65,500 jobs, unemployment at 7.1%—has sharpened focus on structural cracks. South of the border, revisions flipped June into a net loss, and job openings have fallen below unemployed totals for the first time in over four years. These signals frame tomorrow’s BoC and next week’s Fed decisions.

Source : RMG Morning Bru – Jobs, Inflation, and BoC Preview (Sept 15, 2025)

This chart comparing Canada’s job losses with U.S. revisions (2023–2025) can show the depth of labour market fragility and explain why central banks are under pressure.

�� Broker Strategy : Explain to clients that weak employment data often leads to easier monetary policy. Position variable-rate borrowers for prime reductions, but warn fixed borrowers that spreads may blunt pass-through savings.

3️⃣ Inflation Data Still in the Way

Despite softer growth, inflation remains sticky. Canada’s trimmed-mean CPI is still near 3%, and the U.S. core PCE stands at 2.6%—both above comfort zones. This is limiting how aggressive policymakers can be, even as labour slack builds.

Source: Integrated Mortgage Planners – Inflation and Policy Divergence (Sept 15, 2025)

�� Broker Strategy: Use this to show clients the delicate balance: cuts are coming, but if inflation fails to ease, deeper rate relief could stall. Recommend layered strategies—short-term fixed plus later float options.

4️⃣ Fixed vs. Variable: Margins Narrow, Suitability Wins

Models suggest only a modest edge for variables compared with competitive 2- or 3-year fixeds. Funding spreads mean lenders aren’t passing along the full market dip. For many clients, short fixed or hybrid solutions provide the best balance of protection and flexibility.

Source: Mortgage Logic News – Rate Models Point to Small Variable Advantage (Sept 15, 2025)

�� Broker Strategy: Frame conversations around suitability, not just price. Demonstrate scenarios where a short fixed locks security but still leaves room to benefit if the easing cycle extends.

5️⃣ Broker Edge: Training and Outreach Tools

DLC’s fall training series continues this week with sessions on compliance, digital submissions, and leveraging Autopilot CRM for seasonal campaigns. At the same time, the network’s September client newsletter is live—focused on housing affordability and budgeting strategies.

Source: DLC Network News – Your Network Update (Sept 15, 2025)

�� Broker Strategy: Use these tools now—build a 3-touch campaign around BoC day (pre-decision, same-day, post-announcement). Leverage training to tighten file flow during the busy fall market.

�� Final Thought:

Markets are staring down a critical policy moment. Weak jobs point to cuts, but inflation insists on caution. Lenders remain margin-sensitive, which means clients won’t see all the benefit immediately. Stay proactive this week: prepare them for tomorrow’s BoC outcome, explain the spread dynamic clearly, and position files early for flexibility after the announcement.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 49: Mentorship and Growth – Inside the Broker Relationship Manager Role

Guests: Chris Pughe & Danny Duong

In this episode of the Mortgage Broker Podcast, Chris Pughe and Danny Duong join Dean Lawton and Jason Marshall to unpack the creation of A Better Way’s new Broker Relationship Manager (BRM) role—an initiative designed to support bankers and brokers transitioning into the channel with confidence.

Drawing from their own journeys from banking to brokering, Chris and Danny explain how the BRM role bridges a critical gap: guiding new agents through setup, lender access, compliance, and client continuity while also easing the emotional hurdles of change. From “day-one” logistics like securing a laptop or navigating Velocity, to helping agents manage the anxiety of leaving the bank world, the BRM program ensures no one feels alone in the process.

What makes this role unique is that both Chris and Danny remain active, high-producing brokers themselves. They bring lived experience to each conversation—offering tactical support, practical shortcuts, and the reassurance that success is possible on the other side of the transition. Along the way, they also share stories of new brokers who nearly gave up but found their footing with the right mentorship.

This episode shines a light on how culture, collaboration, and peer-to-peer mentorship can transform onboarding, strengthen community, and set the stage for long-term success in the mortgage industry.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 09/09/2025

Tue, 09 Sep 2025 22:58:16 GMT

09/09/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With weak labour prints, pivotal U.S. inflation data, and rising cut odds ahead of next week’s policy meetings, it’s a tactical week. Funding costs eased, but sentiment is fragile. Here’s what matters now—and how to turn it into client wins.

1️⃣ Yields Ease on Lousy Jobs; Funding Costs Dip

Canadian funding benchmarks continued to drift lower after last week’s jobs shock. The 5-year GoC and 5-/10-year CMBs finished down ~4–5 bps Monday, and leading insured 5-year fixed rates trimmed ~5 bps. Markets are laser-focused on Thursday’s U.S. CPI, with cuts already heavily priced.

Source : 5yr Yields Off 4 Bps, Still Spooked By Lousy Jobs Data – Mortgage Logic News (Sept 8, 2025)

�� Broker Strategy : Use the dip to refresh pre-approvals and lock short-term fixed holds where suitable. Flag to clients that CPI could reverse gains quickly if it surprises hot.

2️⃣ Labour Market Cracks Deepen—Revisions in Focus

Canada shed 65,500 jobs in August and unemployment climbed to 7.1%. In the U.S., June revisions flipped to a –13k net loss and job openings have fallen below the number of unemployed for the first time in 4+ years—setting the stage for high-impact annual revision data and this Thursday’s CPI (consensus 2.9% YoY; core was 3.1% in July).

Source : RMG Morning Bru: Inflation, the Job Market & BoC on Sept. 17 (Sept 8, 2025)

This chart highlights Canada’s GDP contraction alongside sticky U.S. inflation, underscoring the policy divergence.

�� Broker Strategy : Re-engage fence-sitters before data hits. Explain how softer employment + benign CPI can nudge discounted fixed rates lower; conversely, a hot print can lift lender costs within days

3️⃣ Rate-Cut Odds Surge for Sept 17

Futures now imply a 100% chance of a 25 bps Fed cut next Wednesday and roughly 92% odds of a 25 bps BoC cut the same day, as traders weigh growth risks over sticky prices.

Source: 5yr Yields Off 4 Bps, Still Spooked By Lousy Jobs Data – Mortgage Logic News (Sept 8, 2025).

�� Broker Strategy: Prep variable-rate clients for potential prime reductions and payment relief scenarios. For fixed borrowers renewing soon, secure holds now; spreads and lender funding costs can still cap post-cut discounts.

4️⃣ Fixed vs. Variable: The Value Gap Is Narrow

Despite easing expectations, models show only a small theoretical cost edge for today’s prime-minus variables versus competitive short fixed terms; three-year fixeds remain compelling relative to five-year variables in many scenarios. Bond yields could even firm if cuts arrive amid rising inflation concerns.

Source: Mortgage Logic News (Sept 8, 2025) and Integrated Mortgage Planners: Weak US & Canadian Employment Reports Fuel Rate-Cut Speculation (Sept 8, 2025)

�� Broker Strategy: Lead with suitability: short fixed (1–3 yr), or hybrid structures for clients seeking flexibility with downside participation if cuts extend into 2026.

5️⃣ Operational Edge: Ready-Made Client Content & Training

DLC’s September client newsletter (Fall Housing Forecast + Back-to-School Budgeting) is live in Autopilot/VelocityCRM. A slate of Velocity training sessions runs Sept 15–17 to sharpen submissions, docs, and CRM workflows—perfect timing ahead of policy week.

Source: DLC Network News – Your Network News: 09.09.2025

�� Broker Strategy: Push the newsletter today and build a 3-touch campaign through Sept 17 (pre-CPI note ➜ policy-day explainer ➜ post-decision options). Use training to streamline file flow during the fall surge.

�� Final Thought:

Markets are balancing a weakening labour backdrop against inflation that refuses to fall fast enough. That tension is why cut odds are high—even as lenders remain spread-sensitive. Keep clients focused on process: protect with holds, choose terms for flexibility, and be ready to pivot after Thursday’s CPI and next Wednesday’s decisions.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 49: Mentorship and Growth – Inside the Broker Relationship Manager Role

Guests: Chris Pughe & Danny Duong

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Ep. 49 -Behind the Broker with Chris Pughe & Danny Duong

Thu, 04 Sep 2025 16:00:55 GMT

Behind the BROKER – Ep. 49 with Chris Pughe & Danny Duong - Mortgage Professionals

Mentorship & Growth: Inside A Better Way’s Broker Relationship Manager Role

In Episode 49, Dean Lawton and Jason Marshall go “inside baseball” on A Better Way’s new Broker Relationship Manager (BRM) program with the two pros leading it: Chris Pughe and Danny Duong. Recorded in mid-August after launching the role on May 1, this conversation unpacks the why, the rollout, and the early impact of a first-of-its-kind support layer designed to help brokers—especially bank specialists—transition smoothly and succeed faster.

Why We Created the BRM Role

A Better Way has long invested in onboarding, but we saw recurring gaps when experienced bankers and brokers moved into the channel: tech setup, lender sign-ups, compliance, and simple “what do I do next?” moments. The BRM role closes that gap with practical, real-time guidance—without pulling top producers out of production. It’s a part-time (≈10 hrs/week) leadership post so the advice stays grounded in what’s working today.

Why Chris & Danny

Both raised their hands immediately. Chris wanted a way to share decades of underwriting and credit experience and “explain the why behind decisions.” Danny had long felt a pull toward training and team support, and this role “checked all the boxes.” Crucially, both are active brokers who already serve as informal go-tos inside the brokerage.

What BRMs Actually Do (Day 1 to Done)

Welcome & Orientation: BRMs now lead the post-onboarding “welcome call,” walking new brokers through systems, training, lender access, events, and who to call for what.
Hands-On Transition Support: Many bankers are walked out the same day they resign and can’t transact until the regulator flips the switch. BRMs step in to protect in-flight clients , explain interim options, and keep deals moving.
Real-World Deal Guidance: From Velocity basics to turn-time expectations and lender intros, BRMs handle the “I submitted—now what?” questions that cause stress and delays.
Culture & Connection: New joiners get instant community. BRMs introduce them around at events so no one feels like “the new kid at a new school.”

For Bankers Making the Jump

Both guests know the feeling: going from a big fish in a small pond (one system, one credit box) to 20+ lenders overnight is overwhelming. The BRM’s job is to lower the anxiety, break the change into bite-size steps, and be the person you call when a tiny roadblock is holding up a big file. As Chris puts it, sometimes you just need to “move the needle” and the whole transaction flows.

Early Wins (and a Funny One)

Immediate lift: Fewer escalation calls to ownership; faster time-to-first-file; smoother regulator, lender and compliance setup.
Confidence effect: One RBC specialist told Jason, after connecting with Danny, the BRM made him certain he’d made the right move.
The “breakup” text: After daily check-ins with Danny for weeks, a newly onboarded broker stopped calling—because he no longer needed help. He phoned just to say it “felt like we’d broken up.” That’s the metric: needing us less means it’s working .

Reputation, Compliance & Market Reality

Chris notes that more consumers than ever are choosing brokers—and that means we’re judged by our weakest links. The BRM layer lifts the floor: better compliance habits, tighter processes, and consistent client care. Danny’s hearing the same in the market: brokers are coming (and returning) to ABW because setup, compliance, and support are taken seriously here.

Tips for Aspiring Mentors & Leaders

Listen first. Most “stuck” moments are solved by understanding the real pain point.
Speak up. Your perspective is needed—throw your name in the ring and take a seat at the table.
You’ll grow too. Teaching surfaces gaps in your own process—and makes you better

Consistency Over Motivation

Danny credits his longevity to one core principle: consistency. He shows up every day, structures his routine, and sticks to it. It’s not about being motivated 100% of the time—it’s about being present, managing tasks, and inching forward even when momentum dips.

Final Thoughts

This episode is a candid look at how a brokerage can de-risk transitions, accelerate learning, and strengthen culture—without creating bloat or pulling producers off the field. The BRM program started as an experiment; the early results speak for themselves: faster ramps, calmer brokers, happier clients.

Why You Should Listen

If you’re a bank specialist debating the jump—or a broker owner looking to level up onboarding—this is a practical playbook. Chris and Danny show how targeted mentorship, real-time guidance, and a human welcome can turn a daunting transition into momentum within weeks. It’s about people, process, and progress—in that order.

TUESDAY MEMO - 09/02/2025

Wed, 03 Sep 2025 02:41:43 GMT

09/02/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With trade rulings, GDP shocks, and rate cut odds shaping this week’s sentiment, brokers have plenty of moving pieces to track. The combination of bond market volatility, sticky inflation, and legal challenges to U.S. tariffs means clients are looking for clarity more than ever. Here’s what you need to know:

1️⃣ Bond Yields Rise on Tariff Chaos

Canadian 5-year bond yields climbed to 2.95% this morning, pulled higher by U.S. Treasuries. The move follows a federal appeals court ruling that struck down most of President Trump’s tariffs, forcing the U.S. government to potentially refund billions. This legal blow rattled markets, pushing yields higher on both sides of the border.

Source : RMG Morning Bru – Bruno Valko, Sept 2, 2025

�� Broker Strategy : Urge clients on the fence about fixed rates to act now. Even if tariff headlines cool, today’s yield spike could translate into lender rate hikes before week’s end.

2️⃣ Canada’s GDP Slumps While U.S. Inflation Stays Stubborn

Canada’s Q2 GDP shrank by 0.4%, reversing earlier growth and contracting 1.6% annualized—driven by weaker exports and investment. By contrast, U.S. Core PCE inflation held at 2.9% in July, its highest in five months. This economic divergence could pressure the Bank of Canada toward easing even as the Fed remains cautious.

Source : RRMG Morning Bru – Bruno Valko, Aug 29, 2025

A chart here can highlight Canada’s growth slowdown beside U.S. sticky inflation—underscoring the policy split brokers must watch.

�� Broker Strategy : Position this divergence as a window of opportunity. Short-term fixed options may remain stable in Canada even as U.S. policy delays cuts. Educate clients on how differing central bank paths could shape mortgage pricing.

3️⃣ Jobs Day Looms with Weak Forecasts

Friday’s job reports in both Canada and the U.S. will be pivotal. Consensus expects only 7,500 jobs gained in Canada and 75,000 in the U.S., with unemployment ticking up to 7% and 4.3% respectively. Markets are bracing for revisions that could swing sentiment sharply.

Source: RMG Morning Bru – Bruno Valko, Sept 2, 2025

�� Broker Strategy: Share a “watch alert” with clients. Stress how labor weakness could accelerate BoC cuts, creating better entry points for variable-rate borrowers.

4️⃣ Housing Crisis Debate Turns Toward 50-Year Amortizations

Industry voices are again spotlighting affordability fixes, with calls to extend amortizations to 50 years. Proponents argue longer terms can align payments with incomes, giving first-time buyers a foothold in a market that feels out of reach. Critics warn it only delays the affordability problem.

Source: The BTBB Sunday Blog Post – Aug 31, 2025

�� Broker Strategy: Use this debate as a client engagement tool. Acknowledge frustrations around affordability, but pivot toward practical solutions—rate holds, insured products, or refinancing strategies that create breathing room today.

5️⃣ Rate Cut Odds Soar Ahead of Sept 17 Decisions

Markets now see a 90% chance of a Fed cut this month and 50-50 odds for the Bank of Canada. With Canadian growth faltering and U.S. inflation sticky, policymakers face diverging pressures. Traders expect multiple cuts over the next six months, though timing remains uncertain.

Source: RMG Morning Bru – Bruno Valko, Aug 29, 2025

�� Broker Strategy: Advise clients to lock in rate holds before Sept 17. For renewals, emphasize flexibility—shorter fixed terms or hybrids can bridge today’s uncertainty until policy directions clarify.

�� Final Thought:

Between court battles on tariffs, GDP contractions, and inflation standoffs, the fall mortgage season is shaping up to be unpredictable. Brokers who can cut through the noise, simplify data for clients, and act decisively will stand out. The weeks ahead may deliver volatility—but also opportunity.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 48: Behind the Broker with Danny Duong

Guest: Danny Duong

Danny Duong, Mortgage Architect at A Better Way Mortgage Group, brings nearly two decades of experience to this episode—centered on trust, authenticity, and client-first service. After starting in Human Resources and spending eight years as a mobile mortgage specialist with TD Bank, Danny transitioned into the broker channel in 2014 to better serve his clients’ needs.

He shares how he navigated the shift from institutional banking to entrepreneurial brokering—building a website, marketing himself, and learning the tools needed—one manageable step at a time with mentorship and support.

Danny’s approach to client relationships is marked by honesty and empathy. He listens attentively, provides clear roadmaps and service expectations, and isn’t afraid to tell a client to stick with their current bank if it’s truly their best option. That level of transparency builds deep, lasting trust.

Beyond business, Danny’s version of work-life balance is more about work-life harmony—stepping away when needed, blending work and family time thoughtfully, and staying responsive without losing presence.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 8/26/2025

Tue, 26 Aug 2025 22:47:48 GMT

08/26/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With inflation cooling, central bankers signaling dovish tones, and rate cut probabilities climbing, this week marks a turning point. Bond yields, jobless claims, and client behavior all provide critical cues. Brokers who lean into clarity and strategy will seize opportunities amid uncertainty. Here’s what you need to know:

1️⃣ Cooling Canadian Inflation Opens the Door for BoC Cuts

Canada’s CPI dropped to 1.7% in July from 1.9% in June, below expectations. Core measures also eased, reinforcing a steady disinflationary trend. This provides the Bank of Canada with more leeway to prioritize growth. Futures now price 40% odds of a cut on September 17.

Source : Integrated Mortgage Planners – Aug 25, 2025

�� Broker Strategy : Highlight to clients that the inflation backdrop is finally aligning with the BoC’s 2% target. Use this window to encourage rate discussions, especially for borrowers considering variables or short-term fixed options.

2️⃣ U.S. Jobless Claims Signal Strain — A Visual Story

U.S. jobless claims have climbed by 120,000 since March, reaching their highest level since late 2021. Meanwhile, U.S. core inflation has risen from 2.8% to 3.1%, painting a stagflationary picture. Futures markets now assign a 90% chance of a Fed rate cut in September, but risks remain.

Source : RMG Your Monday Morning Bru – Aug 25, 2025

Below is a snapshot comparing U.S. jobless claims with core inflation — illustrating why markets are so focused on Fed moves.

�� Broker Strategy : Use this chart as a conversation starter with clients. Show how rising unemployment doesn’t always mean immediate rate relief — inflation stickiness complicates policy. Position pre-approvals as essential in this volatile backdrop.

3️⃣ Jackson Hole Delivers a Dovish Powell

At Jackson Hole, Fed Chair Jerome Powell suggested that restrictive policy may soon be adjusted, hinting at rate cuts. Markets took this as dovish, though Powell warned of risks: inflation still leans upward, while employment weakens. The speech set the tone for both U.S. and Canadian bond yields last week, nudging them slightly lower.

Source: RMG Your Monday Morning Bru – Aug 25, 2025

�� Broker Strategy: Frame Powell’s words as a signal for opportunity. Explain to clients that while cuts may come, bond markets may not always pass savings along instantly. Act early rather than waiting.

4️⃣ Industry Insights: The Biggest Risk Is You

The latest BTBB Sunday Blog argued that the “biggest threat to your business is yourself.” With tech disruptions, AI, and shifting client expectations, the piece emphasized the importance of proactive habits: security, insurance, cloud adoption, and embracing change.

Source: Bank Trade & Bond Bulletin (BTBB) – August 24, 2025

�� Broker Strategy: Share this mindset with your team. Reassure clients that your value isn’t just rates but resilience. Highlight how brokers who adapt to AI and digital tools will deliver more tailored, efficient service.

5️⃣ Fixed vs. Variable — The Debate Reignites

Fixed mortgage rates remain anchored near long-term averages, while variable rates could still prove cheaper over the full term if BoC cuts materialize later this year. The term premium on longer fixed rates is slowly returning, making 5-year terms more attractive than 3-year in some cases.

Source: Integrated Mortgage Planners – Aug 25, 2025

�� Broker Strategy: Offer side-by-side comparisons. Suggest hybrid strategies or emphasize 5-year fixed where pricing converges with shorter terms. Encourage variable only if clients have the buffer to handle volatility.

�� Final Thought:

Cooling inflation, a dovish Fed, and rising jobless claims make for a complex but opportunity-rich environment. Brokers who simplify the noise, use visuals to tell the story, and stress early action will lead their clients with confidence. This is not just about watching rates — it’s about guiding through uncertainty.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 48: Behind the Broker with Danny Duong

Guest: Danny Duong

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 48 -Behind the Broker with Danny Duong

Thu, 21 Aug 2025 13:29:03 GMT

Behind the BROKER – Ep. 48 with Danny Duong - Mortgage Professional

Authenticity, Consistency & Client Advocacy: The Heart of a Mortgage Architect

In Episode 48 of Behind the Broker, Dean Lawton and Jason Marshall sit down with Danny Duong, a seasoned Mortgage Architect at A Better Way Mortgage Group. Danny brings 19 years of expertise to the table—not just in mortgages, but in building trust through authenticity, consistency, and unwavering client advocacy.

Having started his journey with a degree in Human Resources and a career at TD Bank, Danny moved into brokering in 2014 to break free from institutional constraints and better serve his clients’ needs.

If you've ever wondered how to build a long-lasting business centered on trust—not sales—this episode is your blueprint.

Institutional Beginnings: From HR to Mortgage Specialist

Danny’s path into mortgage brokering wasn’t planned—it followed an unanticipated pivot from HR studies at SFU into a role at TD Bank in 2006. He spent nearly a decade there, learning the technical side of mortgages and gaining invaluable mentorship. But when policy changes began blocking the client-first advice he prized, Danny took a leap into the broker channel in 2014—driven by purpose, not comfort.

The Transition: From Structured Institution to Entrepreneurial Freedom

The shift to self-employment wasn’t seamlessly smooth. Danny shared the challenges of setting up a business—building a website, developing marketing, replacing bank-provided tools. But with support from mentors, he broke it into manageable steps. Soon, he found freedom in autonomy and the opportunity to offer clients tailored solutions.

Client Relationships Built on Truth and Trust

Danny believes that strong client relationships start with authenticity and empathy. He meets clients where they are—uncovering pain points, offering honest advice, even supporting clients who may receive better offers from their banks. His willingness to say, “That rate may be your best option—if so, go for it,” builds deep trust.

He also stresses clarity. Managing client expectations through transparent roadmaps and service-level agreements creates a frictionless experience—especially when the process is unfamiliar or stressful.

From Client to Friend: Mortgage Success Through Connection

For Danny, success isn’t always measured in dollars—it’s in the lasting connection. Some clients become friends who reach out years later just to connect or ask for small favors. It’s a testament to the power of care, not just the mortgage.

Work-Life Harmony, Not Balance

Rather than rigid work-life balance, Danny embraces "work-life harmony." He mixes business with family time—handling emails at his kids’ sporting events or calling clients while en route. And when needed, he consciously disconnects—carving out personal time without guilt.

Consistency Over Motivation

Future Focus: Efficiency, Education & Worthwhile Tools

Looking ahead, Danny plans to grow his business by focusing on efficiency, leveraging CRM tools like Velocity and incorporating more niche products such as reverse mortgages. He’s excited about staying agile with industry knowledge and AI tools—while never losing touch with the human side of his work.

Consistency Over Motivation

Final Thoughts

Danny Duong’s journey reminds us what lasting success in mortgage brokering truly looks like. His career isn’t defined by slick marketing or quick numbers—it's rooted in authenticity, consistency, and unwavering client-first focus, directly lifted from his own words in this conversation.

From making the leap in 2014 from a stable bank role into independent brokering, to building a career based on genuine guidance, Danny has shaped his business around user-friendly roadmaps, honest advice, and stakeholders who often become friends. His personal growth—from learning CRM software to bringing reverse-mortgage options into the fold—reflects his commitment to evolving, not just for his business, but for clients who rely on him.

What sticks out most, though, is Danny’s energy: he still doesn’t have Sunday night dread. Instead, he wakes up each Monday looking forward to making a difference, not just closing deals. That’s a level of fulfillment many strive for, and it’s exactly the kind of broker we all should aim to be.

If you’re in this business, feel that spark of purpose, and want to do more than transact—Danny shows how to build, adapt, care, and stay for the long haul.

Why You Should Listen

Danny’s story is a masterclass in building a mortgage business anchored in authenticity, client trust, and personal integrity. Whether you're finding your footing as a new broker or seeking renewal after years in the industry, his journey shows what happens when you prioritize people over products, consistency over hype, and connection over convenience.

If you’re serious about evolving with your clients and growing your business in any market, you won’t want to miss it.

TUESDAY MEMO - 8/19/2025

Tue, 19 Aug 2025 22:38:30 GMT

08/19/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With inflation divergence, bond market volatility, and renewed global uncertainty, this week offers both risk and opportunity. Brokers who lean into pre-approvals, watch credit spreads, and communicate the rate path clearly will be best equipped to guide clients. Here’s what you need to know:

1️⃣ Fixed Rates Edge Higher Despite Softer Data

Canada’s inflation continues to drift closer to the BoC’s 2% target, while U.S. core inflation is proving stickier, keeping the Fed cautious. This divergence is creating a split in monetary policy outlooks: Canada is signaling potential cuts, while the U.S. may hold longer. For brokers, this divergence could mean volatility in CAD-USD exchange rates and a wider gap in bond yields.

Source : Mortgage Logic News – August 18, 2025

�� Broker Strategy : Advise clients that lenders remain reluctant to cut despite softer data. Pre-approvals and holds remain critical—clients waiting for official BoC cuts may miss better opportunities.

2️⃣ Inflation Divergence Between Canada and the U.S. is Widening

While headline CPI may look contained, Core CPI and trimmed-mean inflation remain elevated—hovering near or above 2.5%. In the U.S., Core PCE inflation is also trending higher. This underlying trend is creating a widening policy gap: the BoC is approaching a potential easing cycle while the Fed holds firm, wary of lingering inflation.

Source : Bruno’s Weekly Lender Update – August 18, 2025

Below is a snapshot comparing Canadian CPI and U.S. Core PCE from 2024–2025, illustrating how Canada is moving toward target while the U.S. remains elevated:.

�� Broker Strategy : Use this divergence to highlight timing risks with rate cuts. Suggest shorter fixed terms or hybrid strategies to clients unsure about locking in while policy paths remain out of sync.

3️⃣ Rising Credit Spreads Keep Lenders Defensive

Even with stable Government of Canada bonds, widening credit spreads are pushing lenders to maintain higher fixed rates. This trend is especially pronounced in uninsured and jumbo products. Promotional offers are becoming scarcer, showing lenders’ unwillingness to sacrifice margins.

Source: RMG Monday Morning Bru – August 18, 2025

�� Broker Strategy: For clients with larger mortgages, consider insured products or break down how a slightly smaller down payment could reduce spreads and lead to better all-in costs.

4️⃣ Market Eyes U.S. Data for Direction

All eyes are on U.S. retail sales and jobless claims later this week, both of which will influence global rate sentiment. Stronger data could reinforce the Fed’s cautious stance and push Canadian yields higher in sympathy, even as domestic data remains weak.

Source: Bank Trade & Bond Bulletin (BTBB) – August 18, 2025

�� Broker Strategy: Position clients to act before Thursday’s data. If U.S. numbers come in hot, lenders may widen spreads again, pulling advertised rates higher within days.

5️⃣ Variable vs. Short Fixed: The Debate Resurfaces

While variable rates remain elevated, clients are increasingly weighing them against short-term fixed options. With BoC dovish signals, variable looks more attractive—but volatility in U.S. markets is keeping short fixed in play. Brokers are recommending blended solutions to capture both flexibility and protection.

Source: Mortgage Market Round-Up (MMRU) – August 18, 2025

�� Broker Strategy: Present layered strategies—mixing short fixed and variable exposures—to balance client risk. Stress that timing the absolute bottom is nearly impossible, but flexibility can capture opportunities as they come.

�� Final Thought:

The growing divergence between Canada and U.S. policy paths is the story of the week—and possibly the quarter. For brokers, this creates opportunities to show clients why strategy matters as much as rate. With credit spreads widening and lenders hesitant, being proactive on structure and timing will separate the prepared from the reactive.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 47: Behind the Broker with Chris Pughe

Guest: Chris Pughe

Chris Pughe, veteran mortgage broker at A Better Way Mortgage, shares how her decades-long career—from collections and underwriting at Vancity to building a thriving referral-based business—has been fueled by relationships, adaptability, and a genuine love for helping people.

In this episode, Chris reveals how she quadrupled her volume in just one year by embracing training, adopting new tools, and stepping outside her comfort zone. She discusses her “out-care the competition” philosophy, the power of phone calls in a digital world, and why a small, trusted referral network beats spreading yourself too thin.

From using the “Dreams and Goals” strategy to help clients pay off mortgages years early, to balancing efficiency with human connection, Chris offers insights brokers can put into action immediately. Her journey shows that when you lead with care, stay curious, and keep improving, success follows.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 8/12/2025

Tue, 12 Aug 2025 22:34:38 GMT

08/12/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With bond markets watching inflation data closely, central banks signaling caution, and lenders adjusting rate strategies, this week brings key pivots for brokers to understand. The mix of inflation persistence, U.S.–Canada policy divergence, and evolving borrower sentiment shows that rate settings and communications must be both informed and agile.

1️⃣ Lenders Place Weight on Margin, Not Just Market Trends

Lender rate sheets are holding firm, even with only minor shifts in underlying yields. Driving this steadiness: credit spread pressure and cautious margin protection. Discounted pricing is becoming increasingly selective—focused on insured, shorter-term, or in-house loyalty options rather than across-the-board marketing campaigns.

Source : Mortgage Logic News – Lender Rate Updates, August 11, 2025

�� Broker Strategy : This is the time to run insured vs. uninsured product comparisons for clients. Securing insurance may unlock better pricing even when base rates remain flat. Educate clients on how these subtle structural differences can significantly impact long-term savings.

2️⃣ Inflation Still Outpacing Target in Essential Measures

Source : TradingEconomics.com – Inflation & Policy Outlook, August 11, 2025

This chart highlights the persistent gap between headline and core inflation in both Canada and the U.S., underscoring why central banks remain cautious despite progress toward their targets. Sticky core measures are delaying the rate cut timeline.

�� Broker Strategy : Help clients see why the headline CPI isn’t the full story. Advising to lock in now protects borrowers from delays in easing due to inflation metrics that matter more to central banks.

3️⃣ Canada–U.S. Diverging Paths Create Optionality

Canada’s economy shows signs of cooling under rate pressure, while the U.S. continues with robust consumption and labor resilience. This divergence translates into stronger U.S. rates compared to Canadian instruments and creates strategic opportunities for savvy rate positioning domestically.

Source: BTBB Lender Commentary – Cross-Border Economic Observations, August 11, 2025

�� Broker Strategy: Frame the divergence as a tactical edge: Canadian clients could benefit from short- to mid-term fixed rates before U.S.-influenced tightening pulls market pricing upward again.

4️⃣ Bond Market Pulses Resume After Calm

After weeks of rangebound movement, Canadian 5-year yields saw a renewed 10–12 bps swing. Market drivers included global data flow, renewed debt issuance, and inflation chatter. This volatility demonstrates that even backdrop stability can quickly reverse.

Source: Canadian Bond Market Weekly – August 11, 2025

�� Broker Strategy: Promote rate holds as insurance—particularly for clients with pre-approvals or upcoming renewals. Encourage locking in rates to safeguard against sudden market shifts that may catch borrowers off guard.

5️⃣ Client Preferences Soften Toward Hybrid Solutions

Borrower sentiment is diversifying: 1–3 year fixed terms remain popular for stability, while some, especially rate-conscious clients, are tilting toward variable rates. Hybrid mortgages—pairing the two—are growing in appeal as a balanced strategy to navigate drift without sacrificing flexibility.

Source: Bruno’s Weekly Lender Sentiment – August 10, 2025

�� Broker Strategy: Offer side-by-side cost modelling for fixed, variable, and hybrid options over 12–24 months. Position hybrid structures to clients who want protection with optionality as market clarity returns.

�� Final Thought:

Inflation remains persistent, but central banks and global pressures are telling different stories. In an environment where central bank tone, bond volatility, and client psychology intersect, brokers must deliver insight before rate changes. Act with precision, clarity, and conviction—now is a moment for proactive guidance, not reactionary waits.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 47: Behind the Broker with Chris Pughe

Guest: Chris Pughe

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 47 -Behind the Broker with Chris Pughe

Wed, 06 Aug 2025 23:58:45 GMT

Behind the BROKER – Ep. 47 with Chris Pughe - Mortgage Professional

How a Passion for People and Relentless Positivity Built a Resilient, Referral-Driven Mortgage Business

In Episode 47 of Behind the Broker, Dean Lawton and Jason Marshall sit down with Chris Pughe, a broker with decades of experience in lending, a huge heart for people, and a mindset that turns every client interaction into something unforgettable.

From her 24-year career at Vancity, where she wore every hat from teller to senior loans officer and underwriting manager, to her evolution into an independent broker thriving on relationships, this conversation is an inspiring reminder of what it means to build a business rooted in service, trust, and consistency.

If you’ve ever wondered how to create deep client loyalty, stay positive in high-stress situations, or build a business that reflects your values—this episode is your blueprint.

From Banking to Brokering: The Long, Winding Path

Chris shares her journey from a part-time teller in 1986 to a mortgage development manager in 2003, and eventually into independent brokering in 2010. Each career transition was fueled by the encouragement of others who saw potential in her—even before she saw it in herself. That leap into full commission was terrifying, but Chris hit the ground running and never looked back.

Her years in credit, underwriting, collections, and audit gave her a deeply holistic view of lending. But it wasn’t until joining A Better Way Mortgage Group that she truly learned how to run a business—not just work in one. That mindset shift in 2020 sparked a transformation that quadrupled her volume in a single year.

The Power of Presence (and Saying Yes)

Chris attributes much of her recent growth to one thing: showing up. From Tuesday training calls to tech tools and business planning sessions, she began consistently engaging with resources, even when she didn’t feel like it. That decision—to be present, try new things, and stay open—radically changed her trajectory.

What also stands out is her ability to implement. When Vy Tri Truong introduced the "Dreams and Goals" strategy, Chris embraced it wholeheartedly. The result? Her clients aren’t just renewing—they’re paying off mortgages years earlier, building wealth, and becoming raving fans.

Relationships Over Everything

Chris is living proof that you don’t need a massive referral network to succeed. In fact, she runs a strong business with just a handful of trusted referral partners—and an even deeper database of past clients and friends.

What sets her apart is genuine care. She listens. She follows up. She picks up the phone when others hide behind email. Whether it’s a complex B-lender closing over the holidays or a client in a panic, Chris stays calm, proactive, and focused on solving problems—because she actually cares. And it shows.

Building a Business With Heart

Even after decades in lending, Chris feels like she’s just hitting her stride. She’s fine-tuning her CRM, using tools like Loom and Calendly to simplify her workflow, and finding new ways to deliver value without losing the personal touch. For Chris, success isn’t about being the biggest team—it’s about giving the best service.

She’s focused on staying healthy, running her business with clarity, and evolving with the needs of her clients—many of whom are entering retirement or planning for it. With tools like reverse mortgages and cashflow planning, Chris is helping them navigate that transition with confidence and clarity

A Champion for Phone Calls and Human Touch

One of Chris's most powerful messages is the importance of real human connection—especially in an industry leaning toward automation. She shares stories where simply picking up the phone changed outcomes, built trust, and won loyalty. In her words, “efficiency is the killer of human connection”. Whether it’s talking through a tough file or reassuring a client during a stressful close, Chris proves that empathy, tone, and presence can’t be replaced by email or bots.

The Power of Community and Shared Learning

Chris credits much of her recent success to the collaborative culture at A Better Way. From Tuesday training sessions to guest speakers like Vy Tri Truong, she’s leaned into every opportunity to learn, grow, and apply new strategies. But what makes her stand out is her implementation. She doesn’t just absorb insights—she puts them into practice, whether it’s deploying “Dreams and Goals” planning with clients or streamlining processes with tools like Loom. Her story is proof that community-driven learning can be a business multiplier.

Final Thoughts

Chris Pughe reminds us that success in this business isn’t about flashy funnels or the latest hacks—it’s about relationships, trust, and doing the little things right. It’s about listening when others talk, picking up the phone when others email, and showing up for your clients when it matters most.

Whether you’re a new broker still finding your voice, or a seasoned vet looking to reconnect with your “why,” this episode will reignite your belief in the power of people-first mortgage brokering.

Why You Should Listen

This episode is a masterclass in what it takes to build a mortgage business that lasts—without burning out or losing sight of your values. Chris shares candidly about fear, growth, learning, and the emotional intelligence required to thrive in an industry that’s as much about people as it is about products.

Her story is especially powerful for brokers who feel overwhelmed or unsure about how to stand out. The truth? You don’t need to chase every lead or master every tool. You just need to care, show up, and never keep yourself a secret.

If you’re serious about evolving with your clients and growing your business in any market, you won’t want to miss it.

TUESDAY MEMO - 8/05/2025

Tue, 05 Aug 2025 21:45:04 GMT

08/05/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week, markets are digesting weaker U.S. job data, diverging inflation paths between Canada and the U.S., and ongoing lender recalibrations. While bond yields remain relatively anchored, central bank tone shifts and subdued credit demand are reshaping mid-term outlooks. Brokers must be nimble—balancing optimism with realism—as we enter a pivotal part of the rate cycle. Let’s dive in:

1️⃣ Canadian Bond Yields Fall Below 3% Amid U.S. Jobs Weakness

While U.S. job numbers came in well below expectations, Canada’s 5-year bond yield also fell—now under 3%—as markets brace for weaker growth. U.S. labor data showed minimal job creation and deep downward revisions to previous figures, sparking concerns about the underlying economic health. In times of poor economic signals, yields often decline as investors flock to safety.

Source : RMG Your Morning Bru: United States Drama and Canadian Job Numbers Coming – Bruno Valko, August 5, 2025

�� Broker Strategy : Use this moment to talk to rate-watchers and fence-sitters. Falling yields present a window for more attractive fixed-rate options, but volatility remains high.

2️⃣ Chart Spotlight: U.S. Job Creation Revisions Raise Alarms

The U.S. Bureau of Labor Statistics (BLS) has revised 2025 job creation downward by 50%, slashing 534,000 jobs off its prior estimates. This follows a troubling trend of unreliable headline data and has prompted discussions about statistical credibility.

Source : RMG Your Morning Bru – Bruno Valko, Aug 5, 2025

This chart highlights just how dramatically the U.S. has revised employment numbers over the past three years—2025 showing a staggering 50% revision rate.

While Canada faces slowing GDP growth and rising unemployment, the U.S. economy continues to show resilience, with stronger growth and steadier job markets. These contrasting trends are shaping differing interest rate paths for the two countries.

�� Broker Strategy : Use this to reinforce to clients why relying on headlines can be misleading. Explain how deeper analysis and revisions often shape the real rate story—and why early decisions can be strategic.

3️⃣ Canadian Labour Report Due This Week: What to Watch

Stats Canada will release its July employment data on Friday, with expectations of a modest rebound. Consensus shows 14.5k new jobs vs. a previous 83k. Unemployment is expected to rise slightly to 7%. Market watchers will pay close attention to full-time job changes and wage growth, both of which could influence BoC policy direction.

Source: TradingEconomics.com – Canada Labour Calendar

�� Broker Strategy: Prep your database now. Regardless of the headline number, the BoC is watching wage growth closely. Higher wages may slow rate cut expectations.

4️⃣ Imputed Inflation Data Clouds U.S. Economic Outlook

Due to staff limitations and estimation methods, the share of U.S. inflation data that is “imputed” (i.e., guessed based on models) has jumped from 10% to 35% in 2025. This raises credibility concerns and affects market pricing, particularly for longer-term forecasts.

Source: RMG Morning Bru – August 5, 2025, CPI Data Revisions Section

�� Broker Strategy: Highlight to clients why Canadian rate policy is diverging from the U.S. Share how our inflation data is more dependable and may lead to more timely BoC action.

5️⃣ Yield Curve Still Inverted, But Narrowing

Despite volatility in job data, the U.S. and Canadian yield curves remain inverted—signaling investor concern about long-term growth. However, the spread between short- and long-term bond yields is narrowing, which could be a signal that the worst is behind us. Markets are increasingly pricing in rate cuts, but not aggressively.

Source: Market Insights – August Bond Commentary, via industry roundups

�� Broker Strategy: Short-term fixed rates are still a prime strategy. Recommend terms in the 1- to 3-year range for clients expecting cuts in 2026, while avoiding locking into potentially peaking longer-term rates.

�� Final Thought:

A weakening U.S. jobs picture, rising imputed data estimates, and more reliable Canadian labor figures mean now is the time for brokers to show leadership. With inflation data and jobs reports being revised frequently, brokers should double down on rate education, scenario planning, and proactive outreach.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 46: Behind the Broker with Vy Tri Truong

Guest: Vy Tri Truong

Vy Tri Truong, mortgage broker and licensed financial advisor at A Better Way Mortgage, shares how blending comprehensive financial planning with mortgage strategy can create life-changing outcomes for clients. In this episode, Vy walks us through his journey from failed broker to trusted advisor, revealing the lessons learned along the way—and how his planning-first approach reshapes client conversations from “rate shopping” to long-term wealth building.

From navigating reverse mortgages and tax-efficient investing to retiring clients with creative RRSP leverage, Vy brings a level of thoughtfulness and expertise rarely seen in the mortgage world. He also dives into mentorship, his minimalist tech stack, health habits, and why giving back to the brokerage community keeps him motivated.

Vy’s story is proof that when you lead with value, do the right thing, and treat clients like family, business follows.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 7/29/2025

Tue, 29 Jul 2025 22:38:36 GMT

7/29/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week, housing and bond markets are recalibrating expectations after a mix of soft data, global rate divergences, and modest lender changes. Brokers must balance near-term rate risk with mid-term positioning. Let’s dive in:

1️⃣ Lenders Holding Steady, But Discounting Slows

While bond yields have dropped marginally in the past week, lenders are slow to follow with new rate promotions. The high spread between swap rates and posted rates continues to cushion lender margins, allowing rate sheets to remain sticky. Brokers are reporting fewer discretionary exceptions, especially on uninsured files.

Source : Bruno’s Weekly Lender Update – July 28, 2025

�� Broker Strategy : Suggest rate holds for preapprovals and emphasize insured files where pricing remains sharper. Position this plateau in pricing as a potential prelude to autumn discounting.

2️⃣ Economic Divergence Widens Between Canada and the U.S.

Canada’s economic slowdown is becoming more pronounced, with stagnant GDP growth and rising unemployment contrasting with the U.S.’s still-robust job market. This divergence is fueling speculation that the Bank of Canada may cut rates sooner or deeper than the Fed—potentially pulling Canadian mortgage rates lower independently.

Source : 5 Weekly Economic Updates, July 29, 2025

This chart illustrates the growing economic divergence between Canada and the U.S. as of July 2025.

�� Broker Strategy : Leverage the Canada–U.S. rate divergence story in client discussions. This divergence can mean unique timing for fixed vs. variable decisions. Use economic context to empower informed choices.

3️⃣ Summer Market Slows but Signals Stabilization

National resale housing data shows a consistent, albeit slow, recovery. Listings are up across most metros, while price corrections have decelerated. Market watchers believe the worst of the correction is behind us. Buyer urgency remains low, but affordability signals are improving as wage growth outpaces home price inflation.

Source: RMG Weekly Market Roundup – July 26, 2025

�� Broker Strategy: Encourage fence-sitting buyers to act now rather than wait for the fall surge. Use affordability metrics and recent price stability as confidence boosters in conversations.

4️⃣ U.S. Fed Expected to Hold—BoC Still in Play

Markets now price in a 90% chance that the U.S. Fed holds rates steady in its upcoming meeting. But Canadian economists remain divided on a possible cut by the BoC in September, especially if August inflation data trends down. Bond traders are positioning for possible divergence in monetary policy.

Source: BMO and RBC Rate Strategy Notes, July 26–29, 2025

�� Broker Strategy: For rate-sensitive clients, recommend 1- to 3-year fixed terms as a middle path. If Canada cuts ahead of the U.S., these shorter terms will offer prime renewal opportunities.

5️⃣ Mortgage Market Sentiment: Back to Basics

With discounting limited and qualification still tight, brokers report that clients are returning to pragmatic considerations—affordability, flexibility, and payment stability. Short-term fixed remains the go-to, but variable inquiries have increased as clients bet on 2026-2027 rate cuts.

Source: Bruno’s Weekly Lender Update – July 28, 2025

�� Broker Strategy: Structure layered solutions where appropriate—combining term options or using step-down products. Simpler products with transparent terms are winning over complex incentives in today’s climate.

�� Final Thought:

As the economy cools and housing stabilizes, brokers must lead with insight—not just rate. This period rewards preparation over prediction. Stay data-driven, stay calm, and stay visible to your clients.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 46: Behind the Broker with Vy Tri Truong

Guest: Vy Tri Truong

Vy’s story is proof that when you lead with value, do the right thing, and treat clients like family, business follows.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 46 -Behind the Broker with Vy Tri Truong

Wed, 23 Jul 2025 22:02:18 GMT

Behind the BROKER with Vy Tri Truong - Mortgage Professional

In the latest episode of Behind the Broker (Ep. 46), we sat down with Vy Tri Truong, one of A Better Way’s top brokers and one of the most strategic minds in Canadian mortgage brokering. Vy brings a completely different perspective to the industry—one rooted in financial planning, fiduciary duty, and long-term thinking. As someone who identifies as a financial advisor first and a mortgage broker second, Vy is helping reshape what it means to truly serve clients in today’s complex lending environment.

From his early struggles as a broker to his rise as a trusted advisor to families and investors, Vy’s story is packed with takeaways on how to build a sustainable, value-driven mortgage business. Whether you’re a new agent or a seasoned pro, this episode will challenge your assumptions—and likely change your approach.

From Failure to Financial Fluency

Vy’s first stint as a mortgage broker in the wake of the 2008 financial crisis didn’t go as planned. With limited leads, rate-focused conversations, and little traction, he eventually stepped away from brokering and took a role at Scotiabank. That experience gave him an inside look at the retail banking machine—where he learned first-hand how misaligned incentives and product pushing often came at the client’s expense.

After roles at HomeEquity Bank and Manulife (where he helped launch inside sales teams and worked closely with financial advisors), Vy was ultimately let go—but that firing turned into a blessing. It led to a conversation with a financial planning firm that saw the opportunity to integrate mortgage strategy into comprehensive financial planning. Vy joined their team, became a licensed advisor, and re-entered the mortgage world with a new vision.

Planning First, Mortgage Second

Vy’s model begins with one core principle: strategy before structure. Every client conversation starts with a financial planning discussion. Vy digs into retirement goals, income needs, investment performance, and estate planning before making any product recommendations.

“It’s not about the mortgage—it’s about what the mortgage is going to do for your life,” Vy says.

From reworking pension income and recommending reverse mortgages, to restructuring real estate portfolios for tax efficiency, Vy’s approach is built on planning, not products. In one memorable example, he helped a couple retire by selling a single property tax-free through careful use of RRSP room, debt recycling, and investment planning. These are high-impact strategies rarely seen in day-to-day brokering.

Doing the Right Thing, Even if It Costs You

Vy is quick to turn away deals that don’t make sense for the client—sending them back to their bank if that’s the better path. He believes in treating every client like family, and always acting in their best interest.

“We try to lose the deal before we do any work on it,” he says with a laugh. “If the rate is unbeatable, we send them there. But often, after a full planning session, they choose to work with us because they see the bigger picture.”

This long-term thinking has earned Vy deep loyalty and multi-generational relationships with clients. And in a market increasingly driven by rate shopping and AI-generated “solutions,” it’s a powerful differentiator.

Tools and Simplicity that Scale

Despite the complexity of his client strategies, Vy’s tech setup is remarkably simple. He uses Trello for pipeline tracking, relies on email as his task list, and avoids paper altogether. Email summaries after every client meeting help him document conversations, maintain compliance, and build clarity for all parties.

He also emphasizes eliminating jargon and picking up the phone when email threads get too long. “Clients don’t know mortgage terms, and they won’t ask,” he says. “Our job is to make things simple.”

Health, Energy, and Seasons of Growth

Vy shares openly about how the intensity of his work was impacting his health. Last November, he hired a personal trainer, committed to a strict weekend fitness regimen, and completely turned things around. The results? Better focus, more energy, and renewed mental clarity.

He also talks about the natural “seasons” of this business—times to push hard, and times to rest. “Give yourself grace. This isn’t forever,” he reminds brokers navigating burnout.

Training, Mentorship, and Giving Back

Vy has built a reputation within ABW for his generosity in sharing knowledge. His internal training session on financial planning for brokers is still one of the most-watched in the organization’s history.

As someone who struggled to find support early in his career, Vy now actively mentors newer brokers and even helped ghostwrite DLC’s original Getting Started Right guide. His advice for newcomers? Learn by doing, find a mentor—or better yet, ask to work for free on real deals. “Ten files will give you six months of experience,” he says.

Why Vy Chose ABW

After working with ABW as a lender rep, Vy saw a group that operated with transparency and integrity—refusing volume bonuses, trip incentives, or hidden spreads. When he returned to brokering in 2020, he knew exactly where he belonged.

“These guys were the real deal. I told them if I ever got back into brokering, I was coming here. And I did.”

Final Thoughts

Vy’s story is more than just a comeback—it’s a blueprint for doing business the right way. It’s proof that when you lead with strategy, serve with integrity, and build with the long game in mind, success takes care of itself.

He reminds us that brokers don’t just sell mortgages—we build lives. And by anchoring in planning, education, and empathy, we can help clients reach outcomes they didn’t think were possible.

Why You Should Listen

This episode is an unfiltered look into how a broker can transcend the rate game and become a trusted financial strategist. Vy Tri Truong blends the worlds of lending, planning, and client advocacy into one seamless model—and generously shares how others can do the same. Whether you’re a new agent or a seasoned pro, this episode will challenge you to raise your standard, rethink your approach, and rediscover the deeper value we can deliver as brokers.

If you’re serious about evolving with your clients and growing your business in any market, you won’t want to miss it.

TUESDAY MEMO - 7/22/2025

Tue, 22 Jul 2025 19:24:40 GMT

7/22/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With bond yields flattening, inflation readings staying sticky, and a wave of cautious lender sentiment, the rate landscape remains volatile. Brokers who stay ahead of central bank signals and economic trends will be best positioned to guide clients through summer deal structuring. Here’s what matters this week:

1️⃣ Quiet Bonds, but Lenders Remain Reluctant to Cut

Despite little movement in GoC bond yields, many lenders remain cautious. Fixed rates have plateaued, and lenders are hesitant to reintroduce deep discounting. This “wait and watch” approach stems from lingering concerns about inflation resilience and profit margin compression.

Source : Fixed-Rate Sentiment Cooling? – Mortgage Logic News, July 21, 2025

�� Broker Strategy : Use the calm to your advantage—encourage clients to lock in rates now, especially those approaching pre-approval expiry. Don’t assume the next move will be down.

2️⃣ Sticky Inflation: Canada's Core Remains Elevated

While Canada’s headline inflation for June sat at a more palatable 1.9%, core inflation jumped to 2.7%, up from 2.5% last month. This is a key concern for the Bank of Canada, which targets 2%—and rising oil prices and mortgage costs are adding to pressure.

Source : RMG Your Monday Morning Bru – Bruno Valko, July 21, 2025

Below is a snapshot of Canada’s core inflation trend, highlighting the recent reversal and renewed pressure on the Bank of Canada’s rate path:

�� Broker Strategy : Educate clients on what “core inflation” means. If rate cuts are delayed, variable holders may see less relief. Consider 1- to 3-year fixed options as inflation-driven uncertainty lingers.

3️⃣ U.S. Recession Warnings Are Flashing (Again)

The Conference Board’s Leading Economic Index fell below the “recession signal” line for a third straight month, a sign that many analysts now take seriously. While no formal recession has been declared, the index suggests weakness in consumer sentiment and business activity could drag into Q4.

Source: Recession or Not? Reading the U.S. LEI – RMG Monday Morning Bru, July 21, 2025

�� Broker Strategy: Monitor U.S. data closely—it has implications for BoC policy. Use these moments to encourage pre-approvals before volatility returns.

4️⃣ Tariffs and Trade Policy Are Reigniting Inflation Fears

Tensions around tariffs between the U.S. and trading partners have stoked fears of supply chain price increases. A CBS poll reveals 70% of Americans believe the government isn’t doing enough to control prices, while only 5% support more tariffs. These pressures are inflationary and may complicate monetary policy plans.

Source: Inflation & Tariff Risks – CBS News Poll & RMG Weekly Outlook, July 21, 2025

�� Broker Strategy: Flag tariff-driven inflation as a hidden risk to rate stability. Position this moment as an ideal time to lock in affordable financing options.

5️⃣ Fed and BoC Watch: Next Week’s Decision Could Shift Everything

The Bank of Canada and U.S. Federal Reserve are both scheduled to meet next week. Most experts anticipate a hold, but the language used in their policy statements will be critical. Any shift in tone—hawkish or dovish—could ripple through the mortgage rate landscape by early August.

Source: RMG Your Monday Morning Bru – Bruno Valko, July 21, 2025

�� Broker Strategy: Get ahead of client questions now. If guidance becomes more hawkish, we could see upward pressure on rates return quickly.

�� Final Thought:

As summer heats up, markets remain lukewarm on rate optimism. Bond markets are calm—but inflation, trade risk, and global uncertainty are still making waves. Brokers who act now, not later, will be the ones to lock in wins for their clients.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 45: Realtor Panel from The Ascend Conference

Guest: Ally Ballam, Mike Marfori, Ty Corsie & Chase Shymkiw

Ally Ballam, Mike Marfori, Ty Corsie, and Chase Shymkiw—four of Canada’s most recognized Realtors—share an unfiltered look at what it takes to succeed (and stand out) in today’s real estate market. From mastering personal branding and creating compelling social media to building trust with clients and navigating pricing volatility, this episode offers a practical playbook for brokers and agents alike.

You’ll hear firsthand how each panelist built a business rooted in authenticity and consistency, why proactive communication and education are more critical than ever, and how to turn market uncertainty into opportunity. Whether you’re a broker seeking stronger Realtor partnerships or an agent looking to level up your strategy, this candid discussion is packed with insights you can apply right now.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 7/15/2025

Tue, 15 Jul 2025 17:45:16 GMT

7/15/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With Canada’s latest inflation surprise, accelerating home sales, and mounting uncertainty around central bank rate cuts, this week’s developments could set the tone for the rest of the summer. Brokers who educate clients proactively will be best positioned to help navigate what could be a volatile few weeks ahead. Here’s what you need to know:

1️⃣ Inflation Surprises to the Upside—BoC Cuts in Question

Canada’s inflation accelerated to 1.9% in June, up from 1.7% in May, with core measures rising to 2.7% and the trimmed mean stuck at 3%. The uptick in price pressures, especially in core readings, signals the Bank of Canada is unlikely to lower rates at its next meeting on July 30. Markets had expected more progress toward the 2% target.

Source : Canadian Inflation Accelerates by 1.9% y/y in June – Dominion Lending Centres, July 15, 2025

�� Broker Strategy : Prepare clients for continued rate volatility and higher funding costs. Use this moment to re-engage fence-sitters and secure rate holds. Emphasize that even if headline CPI dips, sticky core inflation may keep rates higher for longer.

2️⃣ Home Sales Are Rebounding—Market Activity Picks Up

The housing market appears to be turning a corner: Canadian MLS® Systems reported a 2.8% monthly gain in June sales on top of May’s 3.5% rise. In the GTA, transactions are up over 17% cumulatively since April. Prices stabilized after months of decline, suggesting pent-up demand is starting to re-enter.

Source : Canadian Housing Might Be Turning a Corner as Sales Picked Up in June – Dominion Lending Centres, July 15, 2025

Below is a snapshot of the latest monthly home sales and listings performance, illustrating the rebound:

�� Broker Strategy : Encourage pre-approvals for buyers who were waiting for more market certainty. Remind clients that rising sales activity can tighten inventory and push prices higher through summer.

3️⃣ Fixed Rates Ticking Higher as Bond Yields Grind Up

Fixed mortgage rates continued to drift upward last week, with multiple lenders raising rates between 5–10 bps. The increases are tied to rising bond yields and credit spreads, reflecting persistent inflation and stronger-than-expected job growth. Fixed rates are now approaching their highest levels since early spring.

Source: Monday Morning Mortgage Rate Update – Canadian Fixed Mortgage Rates Are Increasing – Integrated Mortgage Planners, July 14, 2025

�� Broker Strategy: Promote short-term fixed or hybrid options to balance flexibility and rate protection. Reinforce to clients that even modest increases in yields can ripple through mortgage pricing quickly.

4️⃣ U.S. Inflation Remains Stubborn—Cross-Border Impact

U.S. annual inflation accelerated to 2.7% in June from 2.4% in May, the second consecutive monthly rise. Core inflation also moved higher, keeping the Fed on the defensive. This dynamic is strengthening U.S. Treasury yields, which indirectly lifts Canadian funding costs and bond yields.

Source: RMG Your Morning Bru – Inflation Data and Impact on Rates – RMG Mortgages, July 15, 2025

�� Broker Strategy: Educate clients on the cross-border effect: even if Canada’s inflation eases later this year, elevated U.S. rates can keep Canadian funding costs sticky. Use this as a talking point to justify urgency for securing competitive rates now.

5️⃣ Housing Market Outlook: Uneven Recovery Continues

While more clients are asking about variable-rate mortgages given the BoC’s eventual easing, the persistent inflation readings and bond market volatility are making short-term fixed terms the most popular choice. Many brokers are recommending 1–3 year fixed rates to ride out uncertainty.

Source: Monday Morning Mortgage Rate Update – Canadian Fixed Mortgage Rates Are Increasing – Integrated Mortgage Planners, July 14, 2025

�� Broker Strategy: Position hybrid strategies and short-term fixed terms as flexible hedges against unpredictable rate moves. Provide scenario planning to help clients understand the trade-offs.

�� Final Thought:

From accelerating inflation to rising sales and cautious lenders, this week underscores the importance of staying nimble. Proactive brokers will educate clients on the nuances driving rates and help them lock in certainty while others wait on the sidelines.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan .

EPISODE 45: Realtor Panel from The Ascend Conference

Guest: Ally Ballam, Mike Marfori, Ty Corsie & Chase Shymkiw

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 45 -Realtor Panel - Ascend Conference with Ally Ballam, Mike Marfori, Ty Corsie & Chase Shymkiw

Wed, 09 Jul 2025 23:13:38 GMT

Realtor Panel from The Ascend Mortgage Summit: Ally Ballam, Mike Marfori, Ty Corsie & Chase Shymkiw

In Episode 45 Realtor panel, recorded live at the 2025 Ascend Mortgage Summit, Jason Marshall sits down with four of the country’s most dynamic real estate professionals: Ally Ballam, Mike Marfori, Ty Corsie, and Chase Shymkiw.

This candid conversation pulls back the curtain on what it really takes to build and sustain a high-performance real estate business in today’s unpredictable market. From pricing strategy and social proof to negotiation tactics and the power of personal branding, this episode is an unfiltered look into the mindset and methods of agents at the top of their game.

Ally Ballam: Leading with Education and Service

Ally Ballam shares how she’s built a business rooted in trust and transparency, especially as clients grapple with affordability concerns and shifting priorities. For Ally, education isn’t just a marketing tool—it’s the foundation of every client relationship.

She breaks down why today’s buyers expect clear, data-backed insights, and how taking time to inform clients (instead of simply selling to them) has been the key to earning repeat business and referrals.

Mike Marfori: Building Influence Through Community

Mike Marfori talks about the power of local presence and community involvement as a way to differentiate in crowded markets. He shares how he balances social media visibility with in-person connections—and why consistency across all touchpoints is essential.

From hosting community events to showing up daily online, Mike emphasizes that modern clients want to work with professionals who are not only knowledgeable but relatable and accessible.

Ty Corsie: Mastering Social Media and Storytelling

For Ty Corsie, social media isn’t optional—it’s where buyers and sellers form their first impressions. Ty offers insights on how he’s used platforms like Instagram and TikTok to showcase listings, humanize his brand, and build massive organic reach.

He dives into why authenticity beats production value, and how simply showing up—sharing market updates, personal stories, and behind-the-scenes glimpses—can drive engagement and trust at scale.

Chase Shymkiw: Negotiation, Mindset, and Staying Resilient

Chase Shymkiw discusses the mental side of the business—especially in a market where volatility has become the norm.

He shares his approach to negotiation under pressure, the importance of mindset rituals, and how staying client-focused (even when deals get stressful) is what ultimately sets top agents apart.

Chase also offers tips for brokers looking to support agents through tough transactions and keep deals moving without compromising client experience.

The New Buyer Psychology: What’s Changed and What Hasn’t

One of the key themes across the panel is the evolution of buyer and seller expectations. Clients are more informed—and more skeptical—than ever.

Interest rates, affordability, and fear of making the “wrong” move weigh heavily on decision-making. But what hasn’t changed is the need for trusted advisors who can simplify the process, provide reassurance, and bring clarity to the chaos.

As Ally, Mike, Ty, and Chase all agree, speed matters—but empathy and patience still win loyalty.

Collaboration Over Competition: The Broker-Realtor Dynamic

Throughout the conversation, all four panelists highlight why great outcomes hinge on proactive collaboration between brokers and agents.

When brokers communicate early, anticipate issues, and keep everyone informed, the process becomes smoother for clients—and less stressful for everyone behind the scenes.

The group shares examples of how brokers can stand out by being solutions-focused partners, not just rate providers. For brokers, this is a clear reminder: if you want more referrals, start by making the realtor’s job easier.

Why Personal Branding Is Non-Negotiable

Every panelist emphasized the importance of building a brand that feels personal and authentic. In an era where consumers find you online long before they meet you in person, branding isn’t just about logos—it’s about trust signals.

Whether it’s Ty’s video walkthroughs, Mike’s community initiatives, Ally’s education-first approach, or Chase’s negotiation insights, each realtor has found ways to own their narrative and connect with clients on a human level.

The takeaway is simple: in a crowded market, clients don’t just choose your services—they choose you.

Final Thoughts

This Realtor Panel is a masterclass in mindset, marketing, and modern client service. Ally Ballam, Mike Marfori, Ty Corsie, and Chase Shymkiw each demonstrate that while the market will always change, the fundamentals of trust, consistency, and proactive communication never go out of style.

If you’re a mortgage broker, this episode is your invitation to rethink how you engage with realtors, create value, and become the kind of partner agents can’t imagine working without.

The market will reward those who adapt—and this conversation is proof that the blueprint already exists.

Why You Should Listen

This episode delivers a rare, unfiltered perspective from four of Canada’s most respected real estate professionals. You’ll hear exactly how they’re winning listings, nurturing client relationships, and driving consistent business in a volatile market.

Whether you want to strengthen your realtor partnerships, level up your personal brand, or simply understand what today’s buyers and sellers expect, this conversation is packed with actionable insights you can apply right away.

If you’re serious about evolving with your clients and growing your business in any market, you won’t want to miss it.

TUESDAY MEMO - 7/08/2025

Tue, 08 Jul 2025 20:36:13 GMT

7/08/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With rising bond yields, conflicting economic signals, and lender caution building, this week is another reminder that volatility is the new normal. Proactive brokers who translate data into clear strategies will win trust—and deals.

1️⃣ Bond Yields Climb as Tariff Worries Resurface

Canada’s 5-year bond yield rose by 3 basis points last week, tracking renewed tariff concerns and an uptick in U.S. Treasury yields. While modest in scale, this move underscores the sensitivity of rates to geopolitical risk and trade policy headlines. Many lenders are monitoring funding costs closely and cautioning that any sustained upward momentum in yields could translate into rate sheet increases.

Source : 5yr Yield Climbs 3 Bps as Tariff Worries Resurface – Mortgage Logic News – July 7, 2025

�� Broker Strategy : Encourage clients to secure pre-approvals now, as spreads remain tight and lender appetite is mixed. Emphasize that small moves in yields can quickly translate into higher fixed pricing.

2️⃣ U.S. Employment Divergence Creates Market Confusion

Last week’s U.S. jobs data produced a dramatic split: the BLS reported +74,000 private jobs added, while ADP showed –33,000, the worst reading since March 2023. This discrepancy is fueling uncertainty about the true health of the U.S. labor market—and by extension, the Fed’s policy outlook. While equity markets rallied on the BLS data, bond traders remain skeptical, keeping volatility elevated.

Source : RMG Friday Afternoon Bru – Bruno Valko – July 4, 2025

�� Broker Strategy : Use this confusion as an opportunity to educate clients. Explain how mixed data can delay decisive moves from the Fed—and why this uncertainty is keeping Canadian rates stuck in a tight range.

3️⃣ Fixed Rates Steady, but Rate Cuts Look Less Certain

Fixed mortgage rates held steady last week, supported by a pause in funding cost escalation. However, traders have dialed back expectations for a BoC cut this month, with swaps pricing just a 28% chance of a reduction. This is down from nearly 50% odds just two weeks ago. Inflation stickiness and geopolitical factors remain the main obstacles to more dovish policy.

Source: Should Canadians Choose a Fixed or Variable Rate During a Trade War? – Integrated Mortgage Planners – July 7, 2025

�� Broker Strategy: Remind clients that fixed rates remain near their multi-month lows. Frame pre-approvals as insurance against potential funding spread widening and shifting central bank sentiment.

4️⃣ Trade Wars May Cloud Housing Demand

Rising tariffs on U.S.-Canada auto exports are sparking concerns about job losses and consumer confidence in Ontario and Quebec. Economists warn that a protracted trade standoff could weigh on near-term purchase demand, even if rates decline later in the year.

Source: Should Canadians Choose a Fixed or Variable Rate During a Trade War? – Integrated Mortgage Planners – July 7, 2025

�� Broker Strategy: Encourage clients to take a longer-term perspective. Explain that while trade tension can disrupt sentiment, supply constraints in many regions are likely to underpin prices over time.

5️⃣ Housing Market Outlook: Uneven Recovery Continues

While some local markets are showing signs of stabilization, others remain in correction territory. The latest commentary highlights that buyers and sellers are still digesting the impact of last year’s rate hikes. Brokers report an uptick in first-time buyer inquiries as clients anticipate a more balanced market this summer.

Source: BTBB Sunday Blog – Dustan Woodhouse – July 6, 2025

�� Broker Strategy: Be proactive with education. Help clients understand that timing the market perfectly is nearly impossible—and the right strategy often comes down to personal timelines and goals.

�� Final Thought:

Bond yields are inching higher, job data is sending mixed messages, and tariff fears are back in play. This is the week to double down on clarity and consistency—your clients need a guide who can separate headlines from actionable trends.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 44: BEHIND THE LENDER with Jeff Adamson, Co-Founder of Neo Financial

Guest: Jeff Adamson

Jeff Adamson, Co-Founder of Neo Financial and SkipTheDishes, unpacks how Neo is reshaping Canadian banking and mortgage lending by merging fintech innovation with a relentless focus on user experience. From building custom core banking infrastructure to championing open banking and AI-powered personalization, Jeff shares why modern borrowers expect frictionless, transparent options—and how brokers can thrive by embracing technology, data, and trust to better serve their clients in an era of rapid change.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 7/01/2025

Wed, 02 Jul 2025 21:54:32 GMT

7/01/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With inflation data, central bank clues, and volatile geopolitical factors shaping bond market sentiment, brokers must stay alert. This week offers a mix of clarity and complexity—here’s what to watch and how to act:

1️⃣ GDP Slips Into Negative Territory—Canada Enters Mild Contraction

Canada’s GDP fell by 0.1% in April and is estimated to have declined another 0.1% in May. Manufacturing took the biggest hit (-1.9%) as auto production slumped under tariff pressures. Public sector spending and consumer activity offset some losses, but overall momentum has clearly stalled. Many economists now expect Q2 will post outright contraction, fueling expectations that the BoC may be forced to consider further easing later this year.

Source : Canadian GDP Is Set To Contract in Q2 – Dominion Lending Centres, Dr. Sherry Cooper – June 27, 2025

�� Broker Strategy : Position softer GDP as a window for rate relief. Reassure clients that a mild contraction typically precedes rate cuts and creates opportunity for buyers to lock in attractive terms.

2️⃣ Diverging Inflation and Spending Paint a Murky Picture

Canada’s headline inflation has moderated toward 1.7%, while the U.S. Core PCE climbed to 2.7% last month, exceeding forecasts and underscoring persistent price pressures. At the same time, U.S. consumer spending contracted by 0.3%—the sharpest drop since 2021—while Canadian spending remained flat. This divergence is complicating market expectations for rate cuts and fueling uncertainty about how quickly policymakers can ease without risking renewed inflation.

Source : RMG Your Monday Morning Bru: Inflation & Spending Divergence – Bruno Valko, June 30, 2025

�� Broker Strategy : Use this mixed picture to explain why rate cuts are not guaranteed. Show clients how differing economic signals influence bond yields and lender pricing. Reinforce the importance of acting before the next round of inflation data.

3️⃣ Fixed Rates Hold Steady—But Funding Costs Are Creeping Up

Fixed mortgage rates remained unchanged last week, staying near multi-month averages. However, lenders report that funding costs are edging higher as volatility in credit spreads and bond yields persists. Some lenders are warning that rate sheets may adjust quickly if spreads widen further.

Source: Monday Morning Mortgage Rate Update – Integrated Mortgage Planners – June 30, 2025

�� Broker Strategy: Recommend clients finalize pre-approvals and rate locks. Emphasize that while rates are stable now, lenders have little room to absorb higher funding costs without passing them on.

4️⃣ U.S. Tariffs and Consumer Weakness Undermine Growth Outlook

The latest U.S. data confirm a slowing economic engine: GDP contracted by 0.5% annualized in Q1, corporate profits fell 3.3%—the steepest decline since the pandemic—and jobless claims remain elevated. New tariffs on autos and goods are compounding pressure. Fed policymakers have signaled openness to rate cuts as early as July if momentum doesn’t improve.

Source: RMG Your Monday Morning Bru – Bruno Valko, June 30, 2025

�� Broker Strategy: Keep clients informed that U.S. weakness could drive bond yields lower and create renewed downward pressure on fixed rates. However, caution that tariffs may also reignite inflation, limiting how far rates can fall.

5️⃣ Housing Shortage Worsens as Permits Decline Sharply

Canada’s affordability challenges remain front and center. Single-family housing permits dropped to record lows in BC, while construction activity in Ontario slipped for the third consecutive month. Policymakers are facing mounting pressure to accelerate approvals and subsidies as underbuilding threatens to keep inventory tight despite slower sales.

Source: BTBB Sunday Blog – Dustan Woodhouse – June 29, 2025

�� Broker Strategy: Reassure buyers worried about timing that structural supply shortages are likely to support pricing over time. Use this data to illustrate why waiting for deep discounts could prove costly in the long run.

�� Final Thought:

With GDP contraction, diverging inflation, and tariff uncertainty, this week is a reminder that headlines can pull sentiment in all directions. Brokers who translate the data into clear, actionable advice will stand out as the market’s trusted guides.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 44: BEHIND THE LENDER with Jeff Adamson, Co-Founder of Neo Financial

Guest: Jeff Adamson

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 44 -Behind the Lender with Jeff Adamson, Co-Founder of Neo Financial

Thu, 26 Jun 2025 17:08:01 GMT

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 h ow 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!

TUESDAY MEMO - 6/24/2025

Tue, 24 Jun 2025 19:44:42 GMT

6/24/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With inflation reports, global unrest, and cautious lender behavior shaping rate direction, this week’s developments are pivotal. Brokers who track credit spreads, watch bond markets, and stay inflation-aware will be positioned to guide clients through what may be a turning point in rate policy. Here’s what you need to know:

1️⃣ Fixed Rates Creep Higher Despite Stable Yields

Several lenders increased their 5-year fixed rates by 5–10 bps last week. While Canadian bond yields held steady, many lenders are reacting to sustained inflation concerns and rising funding costs, rather than rate cut optimism. This marks the second straight week of cautious lender movement despite stable markets.

Source : Fixed Mortgage Rates Rising Amid Stable Bond Yields – Mortgage Logic News

�� Broker Strategy : Encourage clients to secure pre-approvals and rate holds before further bumps. Remind them that lender discounting may be capped even if BoC moves to cut this summer.

2️⃣ Geopolitical Tensions Are Weighing on Market Sentiment

Geopolitical instability has increased appetite for U.S. Treasuries and Canadian bonds. This can temporarily support lower yields despite inflation trends—but the effect may be short-lived if global tensions escalate. Oil prices have surged amid Middle East conflict, adding inflationary pressure just as policymakers weigh the timing of potential rate cuts.

Source : RMG Your Monday Morning Bru: Inflation & Geopolitical Unrest – Bruno Valko, June 23, 2025

�� Broker Strategy : Position this moment as an opportunity for cautious optimism. Educate clients on how safe-haven flows could create a short-term bond yield dip—ideal for rate locks before inflation pressure resurfaces.

3️⃣ Critical Inflation Data Drops This Week Could Shift the Narrative

Canada’s inflation figures drop Tuesday, with headline CPI forecast at 1.7%—a reading that aligns with BoC’s comfort zone. But it’s the core and trimmed-mean metrics that remain sticky, still hovering at 2.5–3%. In the U.S., the Fed’s preferred inflation gauge—the Core PCE Price Index—is due Friday and expected to rise to 2.6% from 2.5%. These readings may delay anticipated rate cuts if disinflation proves elusive.

Source: TradingEconomics.com – June 23, 2025

�� Broker Strategy: Use this week’s data window to re-engage hesitant borrowers. Break down what each metric means and how they affect rates. If inflation disappoints, this may be the last low-rate window for weeks.

4️⃣ Widening Credit Spreads Curtail Lender Aggressiveness

Although GoC bond yields haven’t surged, lender spreads have widened—especially on uninsured and jumbo products. This puts upward pressure on fixed rates, even as market expectations lean toward easing. Lenders are also tightening promotional offers, citing margin pressure.

Source: Bruno’s Weekly Lender Update – June 22, 2025

�� Broker Strategy: Focus on insured solutions when structuring deals. Run side-by-side comparisons for clients to show why a modestly smaller down payment may actually lower their rate and save on interest over time.

5️⃣ Fixed vs. Variable: The Market's Mood Shifts Again

Client conversations have shifted slightly back toward variable-rate options following softer inflation expectations and rising hopes for gradual rate cuts. However, the volatile bond market and persistent global inflation pressures continue to make short-term fixed rates the dominant choice. Brokers are increasingly recommending hybrid strategies or 1- to 3-year fixed terms to clients who want flexibility without immediate rate risk.

Source: Bruno’s Weekly Lender Update – June 22, 2025

�� Broker Strategy: Reinforce the benefits of short-term fixed rates as a hedge during volatile times. For clients worried about missing the bottom on variable rates, consider building layered strategies that combine term security with future flexibility. Encourage renewals before the next central bank policy signals, especially if bond yields rebound.

�� Final Thought:

Between rising swaps, quiet bonds, and cautious housing rebounds, the market is giving brokers subtle—but important—signals. Stay sharp, act early, and help your clients understand the data behind the rates.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 43: BEHIND THE LENDER with Mike Forshee, President of Glasslake Funding

Guest: Mike Forshee

Mike Forshee, President of Glasslake Funding and Managing Director at Bayview Asset Management, shares how Glasslake is redefining alt lending through disciplined portfolio building, story-based underwriting, and a human-first approach to deal structuring. From commercial lending to communication culture, Mike emphasizes sustainability, broker education, and why Glasslake focuses on structure and service—not just speed or rate—in today’s evolving mortgage landscape.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 6/17/2025

Tue, 17 Jun 2025 19:48:07 GMT

6/17/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Markets are digesting shifting bond sentiment, swap rate signals, and housing stabilization cues. Here's what matters most this week:

1️⃣ 4-Year Swap Rates Offer a Clearer Read on Fixed-Rate Trends

Swap rates—particularly the 4-year—are now favored by many lenders over traditional bond yields for pricing fixed mortgages. They more directly reflect funding costs, especially for uninsured mortgages. The 4-year swap’s correlation with the 5-year fixed is strong, yet it often offers earlier warning signs of lender repricing.

Source: 4-Year Swap Rates: Why Mortgage Pros Rely on Them – Mortgage Logic News

�� Broker Strategy: Watch for swap breakouts. When 4-year swaps surge, fixed rates often follow within days. Alert clients to lock in quickly when upward moves appear.

2️⃣ 5-Year Bond Yield Inches Up on Trade Optimism

Canada’s 5-year government bond yield rose 3 bps Monday amid optimism from the G7 summit and easing global trade tensions. With economic data steady and oil-driven inflation bubbling, traders are scaling back expectations for rate cuts by the BoC and the Fed.

Source: 5yr Yield Up 3 Bps as Trade Outlook Brightens – Mortgage Logic News

�� Broker Strategy: If rate cuts get delayed again, upward pressure on fixed rates could return. Push hesitant clients to secure pre-approvals now while spreads remain stable.

3️⃣ Canadian Housing Sales Rebound, But Prices Flatline

May saw a 3.6% monthly rise in national home sales, breaking a six-month slump. Inventory held at nearly five months—typical of balanced conditions. However, benchmark prices dipped again, with CREA’s Home Price Index down 3.5% year-over-year.

Source: Canadian National Home Sales Were Up 3.6% Month-over-Month – Dr. Sherry Cooper, Dominion Lending Centres

�� Broker Strategy: Use the sales rebound to motivate buyers, especially those waiting for better timing. Pair this momentum with renewed affordability from flat pricing to get fence-sitters off the sidelines.

4️⃣ Bond Market Recalibrates Rate Cut Bets After US Inflation

Last week’s softer US inflation data was expected to bring down yields—but bond markets quickly reversed as investors digested ongoing geopolitical risk and sticky inflation. The floor for yields may be forming, hinting that BoC and Fed cuts could be further off.

Source: Was Last Week’s Bond-Market Reaction a Warning for Our Mortgage Rates? – David Larock, Integrated Mortgage Planners

�� Broker Strategy: Educate clients on volatility. For variable-rate clients, emphasize long-term planning. For fixed-rate shoppers, caution that waiting may no longer guarantee better deals.

5️⃣ Mindset Shift: Ask Anyway

In his latest BTBB blog, Dustan Woodhouse reminds brokers that the one who asks is the one who gets. Rejection is temporary—but silence guarantees no progress. This is a call to reconnect, not just with clients, but with the craft of asking more questions, more often.

Source: The One Who Asks… – Dustan Woodhouse, BTBB Blog

�� Broker Strategy: Pick up the phone. Reach out with curiosity, not pitch. “How are you doing this summer?” might be the most valuable line you use this week.

�� Final Thought:

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 43: BEHIND THE LENDER with Mike Forshee, President of Glasslake Funding

Guest: Mike Forshee

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 43 -Behind the Lender with Mike Forshee, President of Glasslake Funding

Thu, 12 Jun 2025 00:53:09 GMT

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!

TUESDAY MEMO - 6/10/2025

Tue, 10 Jun 2025 19:57:47 GMT

6/10/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With rising unemployment, bond market volatility, and ongoing inflation pressures, this week offers both warning signs and opportunities. Here’s what matters now:

1️⃣ Canadian Labour Market Sends Mixed Signals—BoC Still Eyes Cuts

Canada's unemployment rate edged up to 7.0% in May, its highest level since 2016 (excluding pandemic years). Full-time job growth masked deeper issues: part-time jobs declined sharply, self-employment dropped, and public sector hiring cooled post-election. Wage inflation ticked down to 3.4%. Private sector job gains offered a silver lining, but the trend remains concerning for overall momentum.

Source : Dr. Sherry Cooper, Dominion Lending Centres – “Weak Canadian Labour Report in May Points Towards BoC Easing”, June 7, 2025

�� Broker Strategy : Time to prep clients for potential BoC cuts by late summer. Renewals and pre-approvals should factor in falling rate scenarios. Be proactive with borrowers who may benefit from requalification or pre-emptive budgeting adjustments.

2️⃣ U.S. Inflation & Jobs Data May Hijack Canadian Rate Path

All eyes are on the U.S. this week. Core inflation is already running at 2.8% YoY, and if CPI surprises to the upside on June 12, the Fed is likely to delay any cuts. Strong job numbers—though frequently revised—have markets recalibrating their rate expectations. The U.S. CPI print could directly sway Canadian bond yields and influence BoC policy.

Source : Bruno Valko, RMG Monday Morning Bru – “Big Week with US Inflation on Wednesday and What's Up or Down with US Jobs Data”, June 9, 2025

�� Broker Strategy : Watch for Wednesday’s U.S. CPI data. A hot print will lift fixed rates temporarily. Consider encouraging short-term rate locks for clients on the fence or those approaching close dates.

3️⃣ The 3-Year Fixed Reclaims Its Value Crown

The 3-year fixed term outperformed others in both volume and rate projections, as volatility in 5-year variable products makes borrowers increasingly risk-averse. Term selection continues to lean toward flexibility, with the 3-year gaining ground since May.

Source : Mortgage Logic News – “Rates in Holding Pattern: This Week in Rateland”, June 9, 2025

�� Broker Strategy : Emphasize the 3-year fixed as a strategic "middle-ground" for borrowers unsure about long-term trends but wanting short-term certainty. A helpful pitch for fence-sitters nervous about mixed economic data.

4️⃣ Delinquencies on the Rise—Renewals Under Pressure

Ontario saw a 71.5% year-over-year surge in 90+ day mortgage delinquencies in Q1. BC wasn’t far behind. These signals underscore the strain of elevated interest rates and the ongoing “Great Renewal” wave from pandemic-era mortgages.

Source : RMG Mortgages – “Bank of Canada June 4th, 2025: To Cut or Not to Cut”, Slide 13

�� Broker Strategy: This is your opening for client outreach. Offer debt consolidation, HELOC reviews, or budget counselling before delinquencies set in. Renewals this year are more than paperwork—they're a lifeline.

5️⃣ Dustan’s Take: Housing Supply Crisis Is No Time for Short-Sighted Policy

In a sharp critique of the foreign buyer ban, Dustan Woodhouse argues that cutting out upfront capital in the form of foreign presale buyers is exacerbating Canada’s housing supply shortage. Towers don’t get built without presale financing—and the supply collapse may hit hardest in the coming years.

Source : Dustan Woodhouse, BTBB Blog – “The (Moronic) Foreign Buyer Ban”, June 8, 2025

�� Broker Strategy: Educate clients about structural supply issues and how these long-term trends could support prices even during rate volatility. Especially relevant for investors or those debating entering the market.

�� Final Thought:
This week, adaptability is everything. With rate cuts not guaranteed and delinquencies rising, brokers must be both market-savvy and service-forward. Focus on 3-year fixed options, monitor key U.S. data, and use housing narratives to engage uncertain buyers.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 42: BEHIND THE LENDER with Damon Knights, VP National Sales at Equitable Bank

Guest: Damon Knights

Damon Knights, VP of National Sales at Equitable Bank, shares how EQB builds broker trust through fast communication, practical training, and relationship-driven lending—focusing on trust over rates in today’s competitive market.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 6/03/2025

Tue, 03 Jun 2025 15:28:25 GMT

6/03/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

As the Bank of Canada decision looms and delinquency data rises, this week is full of signals for proactive mortgage brokers. Here’s what matters now:

1️⃣ No Rate Cut Expected This Week—But Cuts Still Likely This Year

The Bank of Canada is widely expected to hold its overnight rate on June 4th, with bond markets placing an 80% chance of no cut. Despite headline CPI dropping to 1.7% in April, core inflation metrics remain above target—CPI Trim at 3.1% and CPI Median at 3.2%. These sticky core numbers are keeping the BoC sidelined for now.

Source: David Larock, Integrated Mortgage Planners – “More Bank of Canada Rate Cuts Should Be Forthcoming, But Not This Week”, June 2, 2025

�� Broker Strategy: Manage variable-rate expectations. Clients should be advised that while more cuts are coming, timing remains uncertain. Lock in short-term fixed if they’re seeking immediate stability.

2️⃣ Mortgage Delinquencies and Debt Loads Climb

Equifax reports that 1.4 million Canadians missed a non-mortgage credit payment in Q1—the highest since 2009. Mortgage delinquencies are also up, especially in Ontario and BC. Total consumer debt hit $2.55T, with non-mortgage debt per person rising to $21,859.

Source: Bruno Valko, RMG Monday Morning Bru – June 2, 2025

�� Broker Strategy: Renewals and refinances are key opportunities. Help clients reassess debts, consolidate where needed, and build budget buffers before rates or costs spike again.

3️⃣ GDP Surprises to the Upside—But the Party May Be Short

Canada’s Q1 GDP grew at 2.2%, exceeding forecasts. This strength was fuelled by pre-tariff export surges rather than broad-based consumer growth. Construction and resale activity fell sharply, with household savings dropping to multi-year lows—suggesting weakness ahead.

Source: Dr. Sherry Cooper, Dominion Lending Centres – May 30, 2025

�� Broker Strategy: Use the GDP surprise to instill urgency in buyers but emphasize that the growth is likely temporary. Reinforce long-term affordability as rates may not fall as quickly as hoped.

4️⃣ 3-Year Fixed Becomes the Market’s Value Pick

This week’s lowest projected borrowing cost belongs to the 3-year fixed. It narrowly edged out variable and 5-year fixed in terms of value. Markets now price in two additional BoC cuts this year—making shorter terms appealing for flexibility seekers.

Source: Mortgage Logic News – May 31, 2025

�� Broker Strategy: Offer 3-year fixed options to fence-sitters. It’s a strategic play for those wanting medium-term rate stability with flexibility if cuts accelerate.

5️⃣ "Choose Your Headline"—Mindset Wins in Every Market

Dustan Woodhouse reflects on the power of selective focus. While media noise dominates, brokers should centre themselves on client service and momentum. A simple shift in perspective—from doomscrolling to proactive calling—can reset the entire week.

Source: Dustan Woodhouse, BTBB Blog – June 1, 2025

�� Broker Strategy: Get on the phone. Your next file might be hiding in a simple "How are you?" call. Energy is contagious—lead with yours.

�� Final Thought:

This week, watchful optimism is the theme. A rate cut pause doesn’t mean opportunity pauses. Brokers who lean into renewals, shift into value products like the 3-year fixed, and reach out with confidence will thrive. Let’s make it a strong week!

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 42: BEHIND THE LENDER with Damon Knights, VP National Sales at Equitable Bank

Guest: Damon Knights

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 42 -Behind the Lender with Damon Knights, VP of National Sales at Equitable Bank

Thu, 29 May 2025 15:12:34 GMT

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!

TUESDAY MEMO - 5/27/2025

Tue, 27 May 2025 18:00:18 GMT

5/27/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Sticky inflation, diverging borrower risk premiums, and a possible regulatory pivot are reshaping rate trends. Here's what to watch and how to guide clients:

1️⃣ Bond Yields Keep Climbing—Fixed Rates Face Upward Pressure

Canada’s 5-year bond yield surged from 2.694% to 2.958% through May—a 26 bps spike—mirroring a steep rise in U.S. Treasury yields. The jump is being driven by sticky inflation (Canada at 2.5%, U.S. at 2.8%), expansive government spending, and poor bond demand, all contributing to upward rate pressure.

Source: RMG Monday Morning Bru – Bruno Valko, May 27, 2025

�� Broker Strategy: Encourage clients to act quickly on fixed rates. With bond markets rattled by inflation and fiscal fears, lender repricing could come sooner than expected.

2️⃣ Core Inflation Not Easing—BoC Cut Expectations Fade

Inflation remains stuck above target—Canada at 2.5% and the U.S. at 2.8%. This persistent trend is complicating the Bank of Canada’s rate path. While markets once priced in summer rate cuts, that window may now be narrowing as central banks balance growth with inflation containment.

Source: RMG Monday Morning Bru – Bruno Valko, May 27, 2025

�� Broker Strategy: Variable-rate clients hoping for near-term relief should be coached for patience. Suggest hybrid terms or short fixed-rate options to hedge against policy delay.

3️⃣ OSFI Floats Targeted Stress Test Reform

Canada’s top regulator, OSFI, hinted that the mortgage stress test may be adjusted—potentially lowering barriers for borrowers with low risk profiles (e.g., high credit/low LTV). The move could mark a pivot from one-size-fits-all oversight to more dynamic qualification benchmarks.

Source: Mortgage Logic News – May 23, 2025

�� Broker Strategy: Update pre-approved buyers—particularly those previously just shy of qualifying. This potential policy change could create an entry point for sidelined clients.

4️⃣ Insured vs. Uninsured Rate Gap Widens

Lenders are increasingly diverging in pricing between insured and uninsured mortgages. The shift reflects growing risk premiums, changing funding conditions, and lender appetites under tightening credit conditions.

Source: Mortgage Logic News – May 26, 2025

�� Broker Strategy: Use this rate divergence to highlight strategic financing—insured mortgages may offer lower rates. Structure deals to maximize client affordability and qualification flexibility.

5️⃣ The Power of a Simple Call

In this week’s BTBB Sunday Blog, Dustan Woodhouse recounts how a single “How are you?” call turned into two international speaking gigs. The takeaway? Lead with genuine curiosity and good things happen.

Source: BTBB Sunday Blog – May 25, 2025

�� Broker Strategy: Block time today for outbound calls. No pitch. No ask. Just a personal check-in. Relationships aren’t built in a rate sheet—they’re built in conversation.

�� Final Thought:

This week is a masterclass in contrasts—rising yields amid recession chatter, sticky inflation with calls for cuts, and regulators softening just as lenders tighten. The opportunity? Be the bridge. Guide clients with clarity, empathy, and timely solutions.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 41: BEHIND THE LEADER with Mario Cloutier, Head of Mortgage Creditor at MPP

Guest: Mario Cloutier

Mario Cloutier, Head of Mortgage Creditor at MPP, shares leadership strategies rooted in collaboration, clear communication, and training - while urging brokers to treat mortgage protection as essential to financial planning.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 5/20/2025

Tue, 20 May 2025 20:01:49 GMT

5/20/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With inflation surprises, bond market turbulence, and tariff fallout pressuring sentiment, brokers have a lot to track. Here’s what you need to stay informed and ahead:

1️⃣ Core Inflation Surprises = Rate Cut Hopes Dimmed

Canada’s April inflation came in at 1.7% YoY—slightly higher than market consensus. While overall CPI slowed, core inflation metrics like CPI Trimmed-Mean jumped to 3.1%, above the Bank of Canada’s comfort zone. Bond markets reacted swiftly, with 5-year yields rising nearly 10 bps early Tuesday.

Source: Bruno Valko, RMG Morning Bru – May 20, 2025

�� Broker Strategy: Let fixed-rate clients know that surprise inflation data may push lender rates higher. Pre-approvals are a timely hedge.

2️⃣ Tariff Fallout Stalls Housing Momentum

National home sales remained unchanged in April (-0.1% MoM), with average home prices falling 1.2%. Tariff anxiety has sidelined buyers in major metros, while new listings dropped 1%. Confidence is low, and the Bank of Canada is expected to cut its overnight rate on June 4—pending a cooperative May inflation report.

Source: Dr. Sherry Cooper, Dominion Lending Centres – May 15, 2025

�� Broker Strategy: For hesitant buyers, frame the current slowdown as a short-term opportunity to negotiate better pricing, especially in supply-heavy regions.

3️⃣ Americans Are Feeling It Too—Sentiment Crashes

U.S. consumer sentiment sank to 50.8 in May, the second lowest since 2022. Mounting tariff-related inflation and recession concerns are rattling confidence. Walmart and Loblaw have both confirmed price increases due to cross-border tariffs, signaling further economic strain ahead.

Source: Bruno Valko, RMG Friday Morning Bru – May 16, 2025

�� Broker Strategy: Position yourself as a calming voice in volatile times. Highlight variable rates’ resilience in a weakening economy and stress long-term planning over short-term panic.

4️⃣ Moody’s Downgrade of U.S. Credit Hits Bond Markets

Moody’s cut the U.S. credit rating to Aa1, citing rising debt and tax shortfalls. Markets responded with caution. Investors shifted to safety, and Canadian yields tracked U.S. moves. The 5-year bond yield closed at 2.876%, up 9.6 bps, adding upward pressure to fixed mortgage pricing.

Source: Bruno Valko, RMG Morning Bru – May 20, 2025

�� Broker Strategy: Educate clients on the global nature of mortgage pricing. A downgrade in Washington can ripple into Toronto. Prompt pre-approvals help clients avoid market whiplash.

5️⃣ BoC Rate Cut Odds Near 50%—But That Window May Shrink

Bond investors are currently pricing in a 50% chance of a rate cut at the Bank of Canada’s June 4 meeting. Yet with inflation data surprising to the upside, and variable-rate discounts holding steady, the rate outlook is murky again.

Source: David Larock, Integrated Mortgage Planners – May 20, 2025

�� Broker Strategy: For rate shoppers on the fence, explain that the expected cuts may come slower than anticipated. Offer clarity on hybrid mortgage strategies to manage uncertainty.

�� Final Thought:

Rising core inflation, tariff-driven economic drag, and weakening sentiment are converging into a high-stakes few weeks for borrowers. Brokers who guide clients with clarity—and act decisively—can deliver unmatched value in this volatile market.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 41: BEHIND THE LEADER with Mario Cloutier, Head of Mortgage Creditor at MPP

Guest: Mario Cloutier

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 41 -Behind the Leader with Mario Cloutier, Head of Mortgage Creditor at MPP

dean@thrivemortgage.ca (Dean Lawton) — Wed, 14 May 2025 23:28:44 GMT

Behind the LeAder WITH Mario Cloutier, Head of Mortgage Creditor at MPP

In the latest episode of Behind the Leader (Ep. 41), we sit down with Mario Cloutier, Head of Mortgage Creditor at MPP, to explore the evolving dynamics of leadership within the mortgage industry. With 25 years of experience, Mario shares key strategies for fostering collaboration, setting clear expectations, and cultivating cross-functional training to elevate customer service and team engagement. He emphasizes the distinction between mortgage brokers and financial advisors, urging brokers to incorporate mortgage creditor protection as a core part of financial planning. Mario also discusses the significance of establishing a clear mission and empowering open communication to drive team alignment and achieve ambitious goals, such as doubling mortgage creditor size within five years. Whether you're a broker, lender, or aspiring leader, this episode is packed with actionable insights to navigate industry challenges and build stronger client relationships.

Key Highlights from the Episode

Ever wondered what makes a great leader in the mortgage industry? Mario Cloutier, with 25 years of experience, shares valuable insights on leadership, collaboration, and client relationships that can transform your approach to business.

The Evolution of Leadership in Mortgage

Mario Cloutier believes that effective leadership is about understanding every role within the industry. After 25 years in financial services, he has seen the importance of collaboration between departments play a pivotal role in fostering successful teams. For instance, sales, underwriting, and collections must all play nice, ensuring customers receive seamless service. When leaders recognize the value of each department, the approach to problem-solving shifts dramatically. Cloutier’s insights stress that a well-rounded leader can navigate the complexities of the mortgage sector, ensuring that all employees feel engaged and empowered.

Setting Expectations: The Key to Customer Satisfaction

In collections, expectations can make or break the customer experience. Cloutier emphasizes that clearly communicated expectations help clients navigate their financial situations with confidence. For example, during collections, when customers are aware of potential outcomes and processes, they are more likely to cooperate and find mutually beneficial solutions. With this clarity, creditors can foster a supportive environment, leading to better outcomes for both sides. By shifting the conversation towards understanding and framing expectations, companies can elevate customer relations and improve overall satisfaction.

Cross-Functional Training: Empowering Leaders

Mario Cloutier advocates for cross-functional training among leaders to enhance the organization’s success. Such training not only boosts understanding among departments but also nurtures a culture of support. For example, when mortgage brokers and financial advisors work hand in hand, their synergy can lead to innovative solutions that far surpass mere transactional relationships. Cloutier’s approach aims to instill the significance of comprehensive training in leadership, emphasizing that well-prepared leaders can address customer needs more effectively, especially in collections processes.

Financial Advisors vs. Mortgage Brokers: Understanding Distinctions

Navigating the landscape of financial services requires understanding the roles of financial advisors and mortgage brokers. Cloutier points out that while brokers focus on immediate transactions, financial advisors are geared toward long-term strategies. This distinction is crucial, especially regarding mortgage creditor protection that often gets overlooked. Brokers should grasp the importance of adequate insurance in realizing property acquisition goals. It’s a call to action for ongoing training that shifts the mindset towards prioritizing insurance—a necessity for clients planning their futures.

Mission Possible: Setting Goals as a Team

To achieve ambitious goals, like doubling mortgage credit in five years, having a solid mission statement is vital. Cloutier stresses the importance of collaborative efforts in crafting this statement, ensuring that every team member resonates with the vision. Daily activities then become aligned with these overarching goals, focusing on enhancing customer value. When a team understands its mission, employees are naturally more motivated and engaged in their work, producing optimal results for both clients and the organization.

Empowering Team Communication and Trust

Effective communication is the cornerstone of successful leadership. Cloutier highlights the value of open-door policies and regular check-ins, encouraging team members to voice concerns and ask tough questions. A culture of trust allows employees to engage more deeply with management and share their ideas openly. For instance, fostering team discussions about work-life balance and challenges can lead to innovative strategies that enhance the team's overall efficiency and satisfaction. When staff feel heard, they are more likely to contribute constructively to the organization.

Adapting to Industry Challenges - The Role of Brokers

The mortgage industry has faced numerous challenges, yet brokers continue to emerge resilient. Cloutier cites the shift towards personalized customer experiences, where clients seek not only lower rates but tailored financial advice. In a market rife with competition, the importance of offering a nuanced service becomes paramount. Brokers who understand this evolution can position themselves as trusted allies, rather than mere transaction facilitators. By focusing on relationships built through expertise and trust, brokers can navigate challenges effectively.

Mentorship and Growth: Fueling Ambitions

A culture of mentorship can propel individuals in their careers, fostering an environment of ambition and growth. Cloutier encourages leaders to engage with their team members in meaningful ways, guiding them through skill development and career conversations. By pairing mentees with mentors, organizations can create pathways for advancement, tackling skills gaps and nurturing future leaders. This dynamic not only benefits individuals but can also enhance the organization’s overall capabilities.

Mario Cloutier’s insights into leadership highlight the importance of collaboration, clear communication, and ongoing training in the mortgage industry. By focusing on relationships and fostering an empowered team, success becomes inevitable in overcoming industry challenges.

Advice for Aspiring MICs

Starting a MIC today is far more challenging than in 2006 due to heightened compliance and capital-raising barriers. Steve’s advice? Surround yourself with good people, seek expert advice, and prioritize consumer protection to maintain a clean and reputable operation.

Why You Should Listen

This episode offers a compelling deep dive into what true leadership looks like in the modern mortgage industry. With 25 years of experience , Mario Cloutier, Head of Mortgage Creditor at MPP, shares practical frameworks for aligning teams, building trust, and creating a culture of clarity and purpose.

Whether you're a broker, team leader, or aspiring executive, Mario’s insights on cross-functional collaboration, expectation management, and the integration of mortgage creditor protection into holistic financial planning will challenge you to elevate your leadership mindset.

From empowering mentorship to aligning teams around bold goals, this conversation is packed with valuable lessons to help you lead with intention and impact.

Don’t miss the full conversation! Listen or watch now on your preferred platform!

TUESDAY MEMO - 5/13/2025

Tue, 13 May 2025 23:19:09 GMT

5/13/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With jobs data, trade diplomacy, and bond yield swings dominating the landscape, it’s a week packed with cues for proactive mortgage strategies. Here’s what to know:

1️⃣ U.S. Job Gains Spark Yield Spike—But Revisions Tell Another Story

The U.S. added 177,000 jobs in April, beating estimates. However, 58,000 jobs were quietly erased through negative revisions for February and March—casting doubt on headline strength. Yields rose, pulling Canadian bond yields along, with the 5-year rising 8 bps Friday alone.

�� Broker Strategy: Advise clients eyeing fixed rates to act quickly. Rising yields may pressure lenders to increase rates this week. Still, temper expectations by explaining the data behind the data—true job strength may be overstated.

2️⃣ Carney-Trump Talks Cool Trade Anxiety—for Now

In their first high-stakes meeting, PM Carney and President Trump struck a surprisingly cordial tone. Trump pledged support for Canada and even floated a new trade deal. While no tariff reversals emerged, optimism nudged bond yields and markets higher.

�� Broker Strategy: Share the update with clients. Emphasize how stable diplomacy helps reduce volatility in mortgage pricing. For variable-rate borrowers, use this moment to reassure and maintain confidence in mid-term rate stability.

3️⃣ Fixed-Rate Volatility Returns Amid Inflation Worries

Bond yields swung wildly last week—nudged by GDP disappointment and later spiked by jobs data. While GoC bond yields finished marginally lower overall, the tug-of-war has made lenders cautious. Some are lifting insured and uninsured fixed rates (e.g., 1-year fixed +24 bps at Innovation CU).

�� Broker Strategy: Suggest pre-approvals for clients on the fence. Rate holds can shield them from sudden hikes. For clients renewing in the next 6 months, prompt action can save thousands.

4️⃣ Manulife’s MPP Insurance Surge—A Broker Revenue Booster

Brokers helped Manulife post record MPP (Mortgage Protection Plan) sales in 2024. This was driven by stronger broker participation, regulatory nudges, and platform exclusivity. Compensation incentives remain high—$765 per MPP policy vs. $241 for a typical 10-year term.

�� Broker Strategy: For clients concerned about financial security, MPP offers immediate approval, portability, and job-loss protection. Just ensure clients understand trade-offs vs. term life. Use this product to deepen value while enhancing broker revenue.

5️⃣ Economic Crosswinds = Fixed or Float?

The U.S. GDP dipped in Q1, while Canada eked out a 0.1% gain. Inflation fears persist, but many analysts still anticipate BoC rate cuts by summer. Desjardins pegs a 62% chance for a June 4 cut. Still, central banks are watching tariff impacts closely.

�� Broker Strategy: Clients choosing between fixed and variable should consider hybrid strategies or short-term fixed options. Highlight the likelihood of BoC cuts, but explain how rising credit spreads and funding costs are blunting lender enthusiasm for deeper discounts.

�� Final Thought:

Global economic storylines—from Washington to Ottawa—are reshaping mortgage dynamics. Fixed-rate fluctuations, trade diplomacy, and misleading jobs data call for a steady broker hand. Stay nimble, educate often, and don’t miss this window to prove your value.

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 40: BEHIND THE LENDER with Steve Ponte of PHL Capital

Guest: Steve Ponte

Steve Ponte, CEO of PHL Capital, shares how the firm grew from a $635K investment club to a $1B MIC by focusing on common-sense lending, strong broker relationships, and full-spectrum mortgage solutions across residential and commercial deals.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 5/6/2025

Tue, 06 May 2025 23:29:12 GMT

5/6/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With jobs data, trade diplomacy, and bond yield swings dominating the landscape, it’s a week packed with cues for proactive mortgage strategies. Here’s what to know:

1️⃣ U.S. Job Gains Spark Yield Spike—But Revisions Tell Another Story

2️⃣ Carney-Trump Talks Cool Trade Anxiety—for Now

3️⃣ Fixed-Rate Volatility Returns Amid Inflation Worries

�� Broker Strategy: Suggest pre-approvals for clients on the fence. Rate holds can shield them from sudden hikes. For clients renewing in the next 6 months, prompt action can save thousands.

4️⃣ Manulife’s MPP Insurance Surge—A Broker Revenue Booster

5️⃣ Economic Crosswinds = Fixed or Float?

�� Final Thought:

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 40: BEHIND THE LENDER with Steve Ponte of PHL Capital

Guest: Steve Ponte

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 40 - Behind the Lender with Steve Ponte of PHL Capital

Thu, 01 May 2025 18:00:18 GMT

Behind the LeNder WITH Steve ponte of phl capital

In the latest episode of Behind the Lender (Ep. 40), we had the privilege of sitting down with Steve Ponte, CEO of PHL Capital, to dive deep into the world of alternative mortgage lending. From the origins of PHL Capital to its current billion-dollar portfolio, Steve shared invaluable insights on the company’s journey, lending philosophy, and the evolving landscape of the mortgage industry. Whether you’re a mortgage broker, investor, or simply curious about alternative lending, this episode is packed with takeaways you won’t want to miss.

Key Highlights from the Episode

The Birth of PHL Capital

Steve recounted how PHL Capital began in 2006 as a modest investment club with just $635,000 in assets under management. Initially focused on small second and third mortgages, the company grew steadily, hitting $10 million by 2013 and now managing nearly $1 billion. Steve’s experience at Toronto Dominion Bank, where he was exposed to mortgage investment corporations (MICs), planted the seeds for PHL’s unique approach to common-sense lending.

A Full Suite of Lending Solutions

Unlike many MICs that specialize in either residential or commercial lending, PHL Capital excels in both. From residential second mortgages to complex commercial land development deals, PHL offers a broad spectrum of products. Steve highlighted their comfort with large loans—some exceeding $30 million—attributing this to their banking background and focus on sophisticated borrowers.

Common-Sense Lending and Relationships

PHL’s lending philosophy is rooted in common-sense underwriting, prioritizing plausible exit strategies and logical deal structures. Steve emphasized the importance of broker relationships, noting that trust and track record play a critical role in approving “gray area” deals. PHL’s commitment to speed—often turning around commitment letters in hours—sets them apart in a competitive market.

Investor Transparency and Responsibility

Steve’s approach to investor relations is refreshingly transparent. At PHL’s annual investor nights, stakeholders, including auditors and bankers, are available for unfiltered Q&A sessions. Steve takes personal responsibility for investor outcomes, stating, “The buck stops with me.” This accountability, combined with stable returns, has attracted a diverse investor base, from teachers to dentists, with less than 30% in the real estate sector.

Navigating Compliance and Technology

The alternative lending space has seen significant regulatory changes, with PHL now navigating 14–15 regulators across multiple provinces. Steve views compliance as a consumer protection necessity, not a burden, and PHL has invested heavily in this area. On the tech front, PHL is embracing innovation, transitioning from Excel-based portfolio management to scalable systems while cautiously exploring AI’s potential amidst regulatory constraints.

The Future of Alternative Lending

Steve is optimistic about the growth of alternative lending, driven by banks’ tightening policies and borrowers’ need for flexible solutions. He noted a shift in borrower profiles, with PHL’s average beacon score now at 730, reflecting a more creditworthy clientele seeking short-term solutions. For brokers, Steve advises mastering the full lending spectrum—prime and alternative—to stay competitive.

Advice for Aspiring MICs

Why You Should Listen

This episode offers a rare glimpse into the operations of a leading MIC, from its entrepreneurial roots to its sophisticated present. Steve’s insights on broker relationships, common-sense lending, and industry trends are invaluable for anyone in the mortgage space. Plus, his candid take on compliance, technology, and investor relations provides a holistic view of what makes PHL Capital a trusted partner.

Don’t miss the full conversation! Listen or watch now on your preferred platform!

TUESDAY MEMO - 4/29/2025

Wed, 30 Apr 2025 01:23:15 GMT

4/29/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With election results, tariff talks, and economic data releases shaping the mortgage landscape, this week offers brokers a chance to guide clients through uncertainty and capture business. Here’s what you need to know to stay sharp and keep clients informed:

1️⃣ Liberal Minority Government Signals Policy Shifts
The Liberals secured a minority government with 169 seats, relying on NDP or Bloc support to pass legislation, potentially increasing deficits for health care or Quebec priorities. This could pressure bond yields and mortgage rates.

(Source: MortgageLogic.News – Apr. 29, 2025)

�� Broker Strategy : Update clients on how a June budget might affect rates. For renewals, pitch locking in fixed rates now to hedge against potential yield spikes driven by higher deficits.

2️⃣ Variable Rates Hold Edge, But Fixed Rates Are Competitive
Variable rates (4.25% uninsured) are projected to save modestly over five years compared to 5-year fixed (3.98% uninsured), but fixed rates are below long-term averages, appealing to stability seekers.

(Source: Integrated Mortgage Planners – Apr. 28, 2025 & MortgageLogic.News – Apr. 28, 2025)

�� Broker Strategy : For risk-tolerant clients, highlight variable-rate savings if BoC cuts deepen (Larock predicts 0.75%+ cuts). For first-time buyers, emphasize fixed-rate affordability and lender policies allowing rate drops up to closing.

3️⃣ Tariff Impacts Raise Inflation Concerns
A Fox News poll shows 72% of voters expect tariffs to raise prices, with 55% believing they hurt the U.S. economy. Tariffs pass 73% of costs to consumers, potentially fueling inflation and affecting Canadian bond yields.

(Source: RMG Morning Bru – Apr. 28, 2025)

�� Broker Strategy : Reassure clients that Canadian tariff risks are lower than U.S. ones. Position yourself as a guide through trade volatility, urging buyers to act before inflation-driven rate hikes materialize.

4️⃣ First-Time Buyer Age Hits 40 in Ontario
The average Ontario first-time buyer is now 40, driven by affordability challenges, delaying wealth-building and straining the entry-level market.

(Source: MortgageLogic.News – Apr. 25, 2025)

�� Broker Strategy : Market to younger buyers with strategies like FHSA contributions, 30-year amortizations, or co-buying. Use the 30 ways to buy sooner as a lead magnet to attract first-time buyer prospects.

5️⃣ AI Reshapes Broker Value Proposition
AI integration in mortgage tools will soon be standard, shifting broker value to trust-building, emotional intelligence, and guiding clients through complexity.

(Source: BTBB Sunday Blog – Apr. 27, 2025)
�� Broker Strategy : Emphasize your human edge in client outreach—offer personalized advice on navigating rate uncertainty or tariff impacts. Highlight your ability to clarify fears and build confidence, setting you apart from AI-driven platforms.

�� Final Thought :
This week’s election outcome, tariff noise, and evolving rate landscape are your opportunity to stand out. Proactive brokers who educate clients on government impacts, tailor rate strategies, and lean into human connection will win trust and business. Stay ahead, stay human, and make this week count!

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

EPISODE 39: BEHIND THE LEADER with Eddy Cocciollo

Guest: Eddy Cocciollo

Unlock leadership lessons and insider insights from Eddy Cocciollo, President of DLCG, in Episode 39 of the Mortgage Broker Podcast — a must-watch conversation on rising through the ranks, empowering teams, and the future of mortgage brokering.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 39 - Behind the Leader with Eddy Cocciollo

Thu, 24 Apr 2025 14:36:25 GMT

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!

TUESDAY MEMO - 4/22/2025

Tue, 22 Apr 2025 17:42:59 GMT

4/22/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With central banks pausing, bond markets swinging, and U.S. political theatrics fuelling global volatility, brokers face both risk and reward. Here's what you need to know this week to guide clients and grow your business:

1️⃣ BoC Holds—But the Cut Clock Is Still Ticking

The Bank of Canada (BoC) paused its policy rate at 2.75%, ending a 225-bps cutting streak. But this is likely just an intermission. Two divergent BoC scenarios predict either renewed easing if tariffs cool, or stagflation if a full-blown trade war erupts.

�� Broker Strategy: Message clients on variable rates—they may see further savings if easing resumes. Position this pause as a prep window for refinancing ahead of anticipated cuts, especially for clients concerned about economic uncertainty.

2️⃣ U.S. Chaos = Gold Rush & Bond Swings

Trump’s attacks on Fed Chair Powell and persistent trade threats have sent U.S. bond yields wobbling, the dollar sliding, and gold surging to $3,500—up 33% YTD. This "flight from safety" is disrupting market expectations globally.

�� Broker Strategy: Reassure clients spooked by the headlines. Pitch fixed-rate mortgages to those seeking stability amid volatility, and highlight that these global shocks may push Canadian yields lower again.

3️⃣ Inflation Outlook: Down But Not Out

Oil prices are down, the carbon tax has been scrapped, and tariff reprieves are in play. All this points to tamer inflation short-term. But risks of a rebound remain if trade tensions flare or deficits deepen.

�� Broker Strategy: Promote sub-4% fixed rates as a hedge against future inflation. For borrowers worried about long-term rates, suggest locking now with flexible mid-term products (e.g., 4-year fixed) to benefit from today’s lower pricing without long-term handcuffs.

4️⃣ Housing Inventory Climbs—So Do Discount Opportunities

The housing market is shifting: GTA prices rose 2.6% in early April, but sales dropped 40% YoY. Condo inventories in Vancouver are set to jump 60% this year. Meanwhile, some sellers are taking losses on 2022 purchases.

�� Broker Strategy: Target move-up buyers and investors. With softening prices and growing listings, savvy clients can negotiate deals—especially with builder incentives.

5️⃣ Fixed vs Variable: The Trade-War Tug-of-War

Variable mortgages may still be the cheaper path over the full term, but only for borrowers with risk tolerance and financial buffer. For others, 4-year terms may offer strategic timing—maturing just after the next U.S. election.

�� Broker Strategy: Offer side-by-side comparisons of 4-year vs 5-year options. For politically cautious clients, frame 4-year terms as a "Trump hedge" that provides early exit flexibility and aligns with average mortgage break timelines.

�� Final Thought:

The tariff rollercoaster, Powell vs. Trump drama, and BoC caution all underscore one thing: uncertainty is the new normal . Brokers who can cut through the noise, educate clients with clarity, and position the right product at the right time will win this season.

Stay proactive. Stay informed. Stay indispensable.
Let’s make it a strong week ahead!

EPISODE 38: BE THE BETTER BROKER with Dustan Woodhouse

Guest: Dustan Woodhouse

Hosts Dean Lawton and Jason Marshall unpack game-changing insights from the Be The Better Broker conference in Whistler with Dustan Woodhouse, covering everything from emotional intelligence and tech integration to ethical sales strategies and the future of broker education. A must-listen for brokers ready to grow, lead, and thrive in today’s shifting market.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 38 - Be The Better Broker (with guest Dustan Woodhouse)

Thu, 17 Apr 2025 18:42:53 GMT

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:

Ep. 37 - The Future of Tech in Mortgage Brokering: Innovation, Efficiency, and Competitive Edge

Thu, 10 Apr 2025 17:19:51 GMT

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.

Ep. 36 - Behind the Leader with Mike De Eyre

Thu, 03 Apr 2025 14:37:26 GMT

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!

TUESDAY MEMO - 4/1/2025

Tue, 01 Apr 2025 21:28:33 GMT

4/01/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

With volatility in markets, trade tensions brewing, and a potential policy pivot ahead, it’s prime time for brokers to inform, engage, and guide. Here’s your ABW weekly snapshot to stay sharp and client-ready:

1️⃣ Fixed Rates Near 3-Year Lows—It’s Time to Market Despite market chaos, fixed rates are holding at nearly 3-year lows and in some cases dipping below 4%. Dominion Lending Centres reports a 12% monthly spike in refinance volume in March, driven by sub-4% offers catching borrower attention.

�� Broker Strategy: Promote these fixed-rate levels aggressively to debt consolidators, renovators, HELOC users, and nervous buyers looking for rate stability. Reposition refinances not as "nice-to-haves" but as strategic moves in uncertain times.

2️⃣ Variable vs. Fixed in the Trade War Era—Which Way Now? With President Trump’s “Liberation Day” tariff wave looming April 2, the mortgage rate outlook remains deeply unpredictable. Experts like David Larock still favour variables long term, given BoC's likely path to 2% policy rates—but acknowledge fixed rates currently offer a lower entry point.

�� Broker Strategy: Present both options clearly. Offer clients tailored guidance based on their risk comfort, income stability, and timeline. Variable's long-term edge still exists, but fixed wins on current value and peace of mind.

3️⃣ Scotiabank: Brokers Drive 65% of Mortgage Volume Scotiabank confirmed that brokers are behind 65% of its originations—up from 40% just a few years ago—and 99% of these deals bundle in three or more products.

�� Broker Strategy: Use this to your advantage with clients. Show how brokered deals aren't just competitive—they’re bank-preferred. It’s also a reminder to deepen your relationships: package more solutions, not just mortgages.

4️⃣ Tariffs Stir Inflation Fears—but Don’t Ignore the Bond Market Core PCE inflation in the U.S. just jumped to 2.8% (vs. 2.6% prior), raising fears of sticky inflation. However, Canadian bond yields dropped on recession fears tied to these same tariffs.

�� Broker Strategy: Educate clients that markets are caught between inflation fears and growth worries. Highlight that falling yields are still driving rate opportunities—especially in the 5-year fixed space.

5️⃣ April 16 BoC Meeting: What to Watch Markets now peg a 36% chance of a BoC rate cut on April 16, up from 27% last week. This follows mixed GDP data and softening yields, but inflation and retaliatory tariffs could change the game quickly.

�� Broker Strategy: Don’t wait—book strategy calls with variable-rate clients this week. A cut could shift payment trajectories fast, and clients will value foresight and planning before the media frenzy hits.

�� Final Thought: Between market jitters, policy ambiguity, and shifting rate curves, this is a textbook moment for brokers to lead. Clarity and communication win deals. Use this week to engage early, explain often, and demonstrate your value beyond the rate.

Stay sharp, stay proactive—your clients need you more than ever.

�� Stay Informed, Stay Ahead! These insights are drawn from trusted industry sources like Mortgage Logic News, RMG, and Integrated Mortgage Planners. Catch the full reports via your ABW Agent Intranet.

EPISODE 35: BEHIND THE LEGEND WITH JOHN WEBSTER

Guest: John Webster

Behind the Legend – John Webster (Ep. 35) Discover how a legal mind turned mortgage icon reshaped the industry. Leadership insights, innovation, and the future of lending—all in one powerful episode. Now streaming!

WATCH OR LISTEN HERE

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Ep. 35 - Behind the Legend with John Webster

Thu, 27 Mar 2025 02:56:03 GMT

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!

TUESDAY MEMO - 3/25/2025

Tue, 25 Mar 2025 22:10:00 GMT

3/25/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

Another data-heavy week is behind us, and the path ahead for rates, client psychology, and policy direction remains anything but predictable. Here’s what brokers need to know to stay informed and proactive:

1️⃣ Canada’s Inflation Surged — But It Might Be Temporary
Canada’s CPI jumped to 2.64% , well above the 2.2% forecast , shaking confidence in near-term rate cuts. But much of the spike came from expiring GST/HST rebates —a one-time inflationary push. Core inflation also crept to 2.9%, but with tariffs still to come, March’s data could be even more telling.

�� Broker Strategy : Tell clients not to panic—this was expected post-GST. Frame it as a “blip,” not a trend. Encourage those in variable or renewing to review their rate outlook and consider shorter fixed terms as a hedge.
Source: MortgageLogic.News – Mar. 18, 2025

2️⃣ BoC Might Act Fast — In Either Direction
Governor Macklem confirmed that the Bank of Canada is now being “less forward-looking” and could act quickly if inflation expectations worsen . With inflation top of mind for Canadians and policy flexibility in play, the odds of an April rate cut are fading—but a hike isn’t off the table.

�� Broker Strategy : Start planting the seed with clients—“rate cuts aren’t guaranteed.” Use language that opens the door for plan B strategies if inflation persists, especially for buyers banking on lower rates.
Source: MortgageLogic.News – Mar. 20, 2025

3️⃣ Fixed Rates Just Hit a Post-Hike Cycle Low
Nationally advertised 5-year insured rates dropped to 3.64% , the lowest since March 2022. That puts the qualifying rate at just 5.64% , only 39 bps above the stress test floor. With inflation volatility swirling, lenders are competing hard on insured deals to revive volume.

�� Broker Strategy : Promote insured purchases and switches hard this week. Lower qualifying rates mean better approvals. Use urgency language—“these rates may not last if inflation data worsens.”
Source: MortgageLogic.News – Mar. 21, 2025

4️⃣ BMO Tightens on Self-Employed Borrowers in Risky Sectors
BMO cut back on lending flexibility for business-for-self (BFS) clients in industries like construction, retail, transport, finance, and steel —lowering TDS caps and requiring 750+ FICO . It’s the first major bank response to tariff-driven risk exposure.

�� Broker Strategy : Review your database—contact BFS clients in affected industries now. Encourage refinancing before policy shifts spread to other lenders or before income volatility hits.
Source: MortgageLogic.News – Mar. 21, 2025

5️⃣ U.S. Uncertainty and Tariffs Cloud the Outlook
The U.S. Fed held rates steady and admitted to “remarkably high” uncertainty, while “Liberation Day” tariffs on April 2 loom large. Markets are now pricing in slower growth and persistent inflation. That combo spells volatility ahead for rates and risk appetite.

�� Broker Strategy : Use this as an education moment—“Don’t wait on the sidelines for perfect clarity.” Highlight the benefits of locking in today’s rates versus gambling on unpredictable cross-border politics.
Sources: Integrated Mortgage Planners – Mar. 24, 2025; RMG Morning Bru – Mar. 24, 2025

�� FINAL THOUGHT:
This isn’t the time for clients to sit idle or assume rate drops are a sure thing. Inflation surprises, political volatility, and lender policy shifts demand proactive guidance. Brokers who help clients stay nimble—especially by clarifying risks in floating vs. fixed—will stand out and win trust.

Let’s get ahead of it—your clients are counting on you.

Stay informed, stay ahead.

EPISODE 34: UNLOCKING THE MIC PLAYBOOK - INSIGHTS FROM BEN SAMMUT

Guest: Ben Sammut

In Episode 34 of The Mortgage Broker Podcast, "Unlocking the MIC Playbook," Ben Sammut shares his journey from broker to MIC expert, offering insights on the growing role of Mortgage Investment Corporations and private lending in Canada. Hosted by Dean Lawton and Deryk Williamson, the episode provides actionable tips for brokers and highlights the evolving landscape of private lending as a key opportunity in the mortgage industry.

WATCH OR LISTEN HERE

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We look forward to helping you stay ahead of the market in 2025.

Ep. 34 - Unlocking the MIC Playbook: Insights from Ben Sammut

Fri, 21 Mar 2025 13:49:08 GMT

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!

TUESDAY MEMO - 3/18/2025

Tue, 18 Mar 2025 15:39:43 GMT

3/18/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 KEY HIGHLIGHTS BROKERS NEED TO KNOW

This week’s economic swirl is a mix of surprise inflation, shaky housing data, and global uncertainty. Here are five insights to help you advise clients with confidence and convert conversations into closings.

1️⃣ Canada’s Inflation Surged — But It Might Be Temporary
Canada’s CPI jumped to 2.6% , far above the 2.2% forecast, jolting bond yields +6 bps and putting rate cut optimism on ice — at least for now. The rise was largely due to the expiration of GST/HST breaks , meaning the spike could be short-lived.

�� Broker Strategy : Remind clients this inflation pop is driven by technicals, not sustained economic strength. Use this moment to discuss rate holds or hedge strategies if they’re sensitive to volatility.

2️⃣ Tariffs Still Dominate the Macro Narrative
Despite hopeful diplomacy from Ontario Premier Ford, no real progress has been made with the U.S. on tariff reductions. The market remains wary, as tariff uncertainty fuels inflation fears and drags on consumer confidence.

�� Broker Strategy : Position yourself as a client’s economic translator — break down the real effects of tariffs on rates and affordability. Use it as a door-opener in conversations with rate-watchers.

3️⃣ Variable vs Fixed: A Rate Showdown in Motion
The insured 5-year fixed has dipped to as low as 3.99% , and variable rates have edged below 4% for many clients. With the BoC policy rate at 2.75% , more cuts are expected — unless inflation persists.

�� Broker Strategy : For conservative clients, promote today’s discounted 5-year fixed rates. For risk-tolerant borrowers, explain how variables could save them more over time, especially with another cut projected in April (94% odds for -25 bps).

4️⃣ Housing Market Softens, But Affordability Improves
February saw national home sales fall 9.8% , with GTA sales in March down 42% year-over-year. Yet median prices held firm and affordability (measured by GDS) hit its best level since Jan 2021 at 36.1%.

�� Broker Strategy : Tell clients that this is a “quiet opportunity” market — less competition, more options, and improving affordability. Ideal timing for pre-approvals or refinancing before spring’s potential demand bounce.

5️⃣ Renewals Wave Building for 2026 — Start Planting Seeds Now
Nearly 200,000 mortgages are set to renew in June 2026 , likely the biggest renewal month ever . 60% may renew at higher rates if market expectations hold, but many borrowers may not realize this yet.

�� Broker Strategy : Start outreach early. Build value now with check-ins, rate comparisons, or payment simulations. Educate clients on renewal risk and help them avoid “set-it-and-forget-it” traps at the banks.

�� Final Thought:
This week’s mix of inflation surprises, market jitters, and a looming renewal wave creates a perfect opportunity for brokers to take the lead. Clients need clarity — you bring calm and strategy. Use every conversation to build trust, provide value, and stay one step ahead.

Let’s win the week!

�� Stay Informed, Stay Ahead!
These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News or check our ABW Agent Intranet for full blog access.

Episode 33: Behind the Broker with Herjit Driver

Guest: Herjit Driver

Episode 33 features Herjit Driver, a Hall of Fame inductee at A Better Way Mortgage Group. It explores her unplanned start in 2007, resilience-driven success, mastery of industry changes, meticulous systems, and genuine client care—highlighted by a debt-crisis rescue story. Herjit shares insights on balancing life and business with intention, offering actionable tips for brokers and beyond. Available on Apple, Spotify, and YouTube.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 33 - HERJIT DRIVER - Behind the Broker

Thu, 13 Mar 2025 14:22:50 GMT

Behind the BROKER with HERJIT DRIVER

Episode 33 of The Mortgage Broker Podcast – Behind the Broker Series: Herjit Driver

Guests: Herjit Driver

Hosts: Dean Lawton & Jason Marshall

From Sink or Swim to Hall of Fame: Herjit Driver’s Journey as a Top Mortgage Broker

In a recent episode of the Mortgage Broker Podcast from the Behind the Broker series, hosted by Dean and Jason, we had the privilege of sitting down with Herjit Driver, one of the standout agents at A Better Way Mortgage Group and a recent inductee into their Hall of Fame . This episode offers a deep dive into Herjit’s remarkable career, her meticulous processes, and her heartfelt approach to client relationships—making it a must-listen for anyone interested in the mortgage industry or personal growth. Here’s a summary of the key takeaways from her story, but trust me, you’ll want to watch or listen to the full episode for the full experience!

A Tenacious Start in Mortgage Brokering

Herjit’s entry into the mortgage world wasn’t planned—it was a classic case of “falling into it.” Back in February 2007, she transitioned from a contract role at a real estate office to mortgage brokering when a realtor connected her with a broker friend. Her “interview” was more of a crash course: handed a system manual and told, “You start tomorrow.” Then, her boss jetted off to Mexico, leaving her with a book of clients and a sink-or-swim scenario. Herjit chose to swim. “I’ve always been tenacious,” she explains. “You give me something to do, I’m going to find my way through it.” With no prior financial experience, she leaned on resources like BDMs, websites, and broker kits to figure it out—and she’s been thriving ever since.

What fueled her success? A love for learning and a nerdy passion for finance and housing. “I didn’t know the difference between a refinance and an amortization,” she admits, but the chance to help people while mastering something new kept her hooked. Herjit’s story is a testament to how resilience and curiosity can turn a leap of faith into a Hall of Fame career.

Mastering Change and Building Systems

Eighteen years in the industry have given Herjit a front-row seat to massive shifts, from the 2007 landscape to today’s market. Her secret to navigating change? Embracing it. “I like change—it helps us grow,” she says. Staying ahead means tapping into lender partnerships, asking questions, and doing her own research. Unlike some veterans who resist industry evolution, Herjit sees it as a chance to adapt and stay fresh—perhaps because, as she quips, “I get bored fast.”

Her success isn’t just about mindset; it’s about dialed-in systems. From client onboarding with her Digital Application to backend tracking with BluMortgage CRM, her processes are colour-coded and intentional. She even writes meeting notes by hand before digitizing them—proof that old-school habits can blend seamlessly with modern efficiency. For new brokers, her advice is clear: “Embrace systems as soon as you can.” It’s a game-changer that’s kept her organized, especially during busy seasons.

The Art of Client Relationships

Herjit’s approach to clients is refreshingly human. It starts with a virtual discovery call where she sets the tone: “This is about you getting to know me and me getting to know you.” She asks questions—not just about mortgages, but about their kids, vacations, and favorite restaurants. Why? “I genuinely care,” she says. This isn’t a sales tactic; it’s who she is. Her transparency shines through, too. She tells clients upfront, “If all you want is a mortgage, do it online. But if you want someone in your corner, I’m here.”

A standout story? A couple came to her pre-pandemic for a refinance. When one hesitated to share their credit, Herjit read the room, gave them space to talk privately, and uncovered a hidden debt crisis. She guided them through a cleanup plan, saving their finances—and, they insist, their marriage. “It’s not about me,” she deflects humbly. “We just did their mortgage.” But her clear, consistent communication and care turned a transaction into a lifelong client bond.

Balancing Business and Life with Intention

Mortgage brokering can be stressful and isolating, but Herjit’s approach to work-life balance is as structured as her business. “Balance is what you define it to be,” she says. For her, it’s about leading her life intentionally. She plans her personal life monthly—date nights with her husband, one-on-one time with her daughters—and her business weekly, with time blocks color-coded in her calendar. She even does a year-end audit, tracking not just revenue but families helped, ensuring her goals align with her values.

Coaching has been a recent boost, too. Weekly sessions with a blunt, successful mentor help her refine her ideas without sacrificing family time—a non-negotiable for her. And yes, she travels to cool destinations, prioritizing vacations over fancy cars. Her takeaway? “I had no idea what I was capable of when I started. Leverage what you know.”

Why You Should Tune In

Herjit Driver’s episode is packed with actionable insights—whether you’re a broker looking to refine your process, a parent juggling work and family, or just someone who loves a good success story. From her sink-or-swim beginnings to her Hall of Fame status, she proves that tenacity, systems, and genuine care can take you far. Plus, her blunt, no-nonsense style is as refreshing as it is inspiring.

Don’t take my word for it —watch or listen to the full episode of Herjit Driver - Behind the Broker on Apple, Spotify & YouTube. You’ll walk away with practical tips, a renewed sense of possibility, and maybe even a urge to plan your week like Herjit does. Trust me, it’s worth the time!

BoC Delivers Another Rate Cut: What It Means for You

Wed, 12 Mar 2025 15:50:01 GMT

3/12/2025:

BoC Rate Cut to 2.75%: Opportunities for Homebuyers and Mortgage Brokers

Today, March 12, 2025, the Bank of Canada (BoC) announced its seventh consecutive interest rate cut since June 2024, lowering the key overnight rate by 25 basis points (bps) to 2.75%. This brings the total reduction to 225bps since the loosening cycle began, a move widely anticipated by market analysts and signaled in prior statements (REW | The Guide, RMG Morning Bru). As detailed in our "Recap of Rate Changes" image, this follows a steady decline from 5.00% in early 2024, reflecting the BoC’s response to economic challenges.

Economic Context and Housing Market Impact

The BoC’s Governing Council highlighted stronger-than-expected Q4 2024 growth, driven by previous rate cuts, but cautioned that trade conflicts with the U.S. may slow progress (RMG Morning Bru, MLN Mortgage Memo). Rising U.S. tariffs and uncertainty have dampened consumer confidence and investment, potentially pushing home prices higher while stalling economic activity (REW | The Guide). Meanwhile, U.S. inflation eased to 2.8% in February 2025, below forecasts, with core inflation at 3.1%, influencing global yield trends (RMG Morning Bru).

In the housing market, Greater Vancouver faces a buyer’s market with record inventory—three times the norm—according to REW agent Ty Corsie. This rate cut could spur buying activity, though it risks flipping the market to a seller’s favor if demand surges (REW | The Guide). For now, softening prices are expected over the next six months due to excess supply outpacing buyer interest, even with lower rates.

Impact on Borrowers

Variable Mortgage & HELOC Holders : The prime rate has adjusted to 4.95% with most institutions. Variable rate holders can expect a $15 monthly decrease per $100,000 financed, boosting disposable income.
Fixed-Rate Mortgages : No immediate impact, but brokers should monitor market shifts.
Static Payment Variable Holders : Require lender negotiation for payment adjustments.
Adjustable Rate Variable Holders : Will see automatic payment reductions soon.

What’s Next?

The next BoC meeting on April 16, 2025, coincides with potential tariff escalations, with a 47% chance of another 25bps cut if trade talks falter (MLN Mortgage Memo). Inflation, currently at 1.9% in Canada, and U.S. economic indicators will guide future decisions.

Opportunities for Mortgage Brokers

This rate cut presents a prime opportunity for mortgage brokers to strengthen client relationships and grow their business:

Proactive Client Outreach : Contact variable rate clients immediately with personalized analyses of their $15/$100K savings. Use the BoC’s historical rate drop data (RMG Morning Bru) to build trust and demonstrate expertise.
Educational Content : Leverage insights from MLN’s rate simulator and REW’s market analysis to create newsletters or webinars decoding policy impacts. Highlight how tariffs and inventory shifts affect borrowing costs (Mortgage Memo, REW | The Guide).
Targeted Marketing : Reach first-time buyers and Homeseekers in buyer’s markets like Vancouver, emphasizing the opportune buying window. Offer FREE Mortgage Reviews to attract leads.
Renewal Strategy : Advise clients with renewals within 120 days to start planning, capitalizing on potential further cuts (REW | The Guide).
Stay Ahead : Monitor U.S. inflation (e.g., CPI at 319.082 in Feb 2025, RMG Morning Bru) and bond yields (Canada 5-year at 2.658%, U.S. 10-year at 4.316%) to anticipate market shifts and position yourself as a thought leader.

TAKE ACTION!

At ABW Mortgage Group, we’re committed to guiding you through these changes. Schedule a FREE Mortgage Review with one of our agents to explore refinancing, renewal options, or buying strategies.

maximize this rate cut’s benefits!

Episode 32: Behind the Lender with Sequence Capital

Guest: Arif Mulji and Christine Perkins

Episode 32 of The Mortgage Broker Podcast features Arif Mulji and Christine Perkins, revealing how Sequence Capital, backed by AMUR Financial Group’s 55-year legacy, has become Canada’s largest private residential lender by assets ($1B+), offering brokers equity-driven, flexible mortgage solutions and rapid service—perfect for growing your business in 2025.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 3/11/2025

Tue, 11 Mar 2025 19:46:06 GMT

3/11/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 Key Insights for Mortgage Brokers

With tariffs, rate cuts, and economic uncertainty dominating headlines, it’s a pivotal week for brokers to guide clients and seize opportunities. Here’s what you need to know to stay ahead, win business, and keep clients informed:

1️⃣ Bank of Canada Rate Cut Looms—Prep Clients Now

Bond markets peg an 84% chance of a 25-bps Bank of Canada (BoC) rate cut tomorrow, March 12, driven by weak February job growth (+1,100 vs. 20,000 expected) and tariff threats. (Source: MortgageLogic.News – Mar. 10, 2025)

Broker Strategy: Reach out to variable-rate clients today—highlight how a cut could drop prime below 5%, saving them money. For fixed-rate shoppers, suggest locking in competitive rates before lenders adjust post-announcement.

2️⃣ Tariff Chaos Softens—Buyer Confidence Could Rebound

Trump’s latest tariff delay (until April 2) on Canadian goods eased bond yields (Canada 5-year down 6 bps Monday), but steel/aluminum tariffs jumped to 50%, stoking inflation fears. (Source: MortgageLogic.News – Mar. 6 & Bruno Valko – Mar. 11, 2025)

Broker Strategy: Calm nervous buyers—explain that short-term tariff noise won’t tank housing yet. Pitch this as a buying window if inventory rises, especially in auto-heavy markets like Windsor, where job risks loom.

3️⃣ Renewals Are Gold—Big Banks Are Hungry

First National’s originations surged 44% last quarter, and their renewal profits soar without broker fees. Retention dipped in 2024 as competition heats up. (Source: MortgageLogic.News – Mar. 5, 2025)

Broker Strategy: Contact renewing clients 6-12 months early—banks are banking on inertia. Offer a free rate comparison and pitch debt restructuring (e.g., consolidating credit card balances at $4,500 avg.) to show value banks won’t.

4️⃣ Variable Rates Still Reign, But Fixed Rates Gain Ground

Variable rates project the lowest 5-year cost with more easing expected, though 5-year fixed rates dropped to 4.19% amid falling yields. (Source: MortgageLogic.News – Mar. 10, 2025 & Integrated Mortgage Planners – Mar. 10, 2025)

Broker Strategy: Educate clients leaning toward fixed rates—highlight improving affordability but stress variable’s edge if they can ride short-term volatility. Use Fraction’s forecast (5-year fixed at 3% by Q2) to spark urgency.

5️⃣ Economic Volatility = Opportunity

U.S. layoffs hit pandemic highs, and the Atlanta Fed predicts a Q1 GDP drop, pushing U.S. 10-year yields down 7 bps. Canada’s resilience (2.6% Q4 GDP) offers a buffer. (Source: RMG Monday Morning Bru – Mar. 10, 2025 & Fraction – Mar. 5, 2025)

Broker Strategy: Market yourself as the steady hand—email clients a quick update: “Uncertainty south of the border could mean lower rates here. Let’s talk strategy.” Target first-time buyers with stable jobs; they’ll feel safer acting now.

�� Final Thought:

This week’s BoC decision and tariff twists are your chance to shine. Proactive brokers who educate clients on rate cuts, counter bank renewal traps, and turn uncertainty into opportunity will come out on top. Get ahead of the curve—your clients need you now more than ever.

Let’s make it a strong week!

�� Stay Informed, Stay Ahead!

These updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

Episode 32: Behind the Lender with Sequence Capital

Guest: Arif Mulji and Christine Perkins

WATCH OR LISTEN HERE

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Ep. 32 - Behind the Lender with Sequence Capital

Thu, 06 Mar 2025 12:55:29 GMT

Behind the LENDER with SEQUENCE CAPITAL

Episode 32 of The Mortgage Broker Podcast – Behind the Lender Series: Sequence Capital

Guests: Arif Mulji & Christine Perkins

Hosts: Dean Lawton & Deryk Williamson

This episode kicked off the year with an in-depth look at Sequence Capital, featuring two key figures: Arif Muliadi, Managing Director and CEO of AMUR Financial Group, and Christine Perkins, Director of Business Development for Western Canada at Sequence Capital. Together, they shared the fascinating story of Sequence Capital’s rise, its connection to AMUR Financial Group, and how it’s become a powerhouse in Canada’s private lending space. Here’s a summary of the episode’s highlights.

A Legacy of Lending: AMUR Financial Group’s Roots

Arif began by providing context about AMUR Financial Group, the parent company of Sequence Capital. Founded over 55 years ago in British Columbia by a local entrepreneur, AMUR started as a family business in the peer-to-peer lending space. The founder connected borrowers with lenders directly, even flying to properties in a small plane (once getting stranded in a snowstorm and sleeping on a borrower’s couch!). In 1984, his son proposed a fund model, leading to the creation of the Capital Income Fund—one of AMUR’s three MICs (Mortgage Investment Corporations) with a 40-year track record of positive returns.

Today, AMUR operates across three pillars: mortgage origination, portfolio and risk management, and capital raising. Sequence Capital, under Christine’s leadership in Western Canada, focuses on origination through the broker channel, while another brand, Alpine Credits, serves direct-to-consumer needs. This diversified approach has fueled AMUR’s growth, making it Canada’s largest private residential lender by assets under management, with over $1 billion across its funds.

Christine Perkins: A Broker’s Advocate in Private Lending

Christine shared her 20-year journey in private lending, which began somewhat unexpectedly—like many brokers, she “fell into” the industry. Starting as a broker herself, she quickly moved into sales and business development, spending a decade with one of BC’s first MICs before joining Sequence Capital in 2020. Her deep industry knowledge and broker relationships have been instrumental in Sequence’s rapid growth. She now supports brokers in BC, Alberta, and Ontario, emphasizing adaptability and listening to broker needs as key to staying relevant in an ever-changing market.

Navigating Challenges and Growth

Arif highlighted some of AMUR’s toughest market challenges, like the 2014-15 Alberta downturn when 50% of their portfolio was concentrated there. Property values dropped, but AMUR worked proactively with borrowers—offering penalty-free extensions of 6-12 months—to reduce Alberta exposure to 20% in just nine months. More recently, the past 18 months brought rising interest rates and uncertainty, yet AMUR’s focus on portfolio management and customer service kept them resilient.

Sequence Capital’s entry into the broker channel in 2020 marked a pivotal shift. Historically direct-to-consumer, AMUR recognized the growing trend of Canadians using brokers for financing. Despite a rocky start with the COVID-19 pandemic, Sequence has since thrived, now accounting for 55% of AMUR’s origination volume—a testament to its success in the broker space.

What Sets Sequence Capital Apart?

Christine and Arif unpacked Sequence’s unique strengths:

Equity-Driven Lending : Unlike traditional lenders fixated on income docs, Sequence focuses on the property’s equity and marketability. They offer first and second mortgages up to 75% LTV, from $25,000 to jumbo loans, across rural and urban areas in BC, Alberta, and Ontario.
Flexible Products : Recent innovations include a flat-fee first mortgage program, offering brokers competitive options (lower rate with a fee or higher rate with a flat fee), currently in testing with promising results.
Exceptional Service : Christine acts as a “gatekeeper,” encouraging brokers to call her first to structure deals efficiently. The team responds to submissions within minutes, with underwriters following up within 24 hours—speed and clarity brokers rave about.
Vertically Integrated : AMUR’s 120-person team handles everything in-house—from lead generation to funding and workouts—supported by three funds: a conservative fund (75% first mortgages), an income fund (two-thirds seconds), and a high-yield fund for riskier deals.

This structure, rare among private lenders, gives Sequence a competitive edge, balancing broker needs with investor returns.

Achievements and Future Outlook

Since 2020, Sequence has grown from a new player to a top choice for brokers, no longer the “lender of last resort.” Christine joined with a vision to make Sequence Canada’s largest private residential lender—a goal achieved last year under AMUR’s umbrella. Arif noted their strong capital position, with loyal retail investors (fueling growth via RSPs and TFSAs), happy bank syndicates, and new interest from institutional investors.

Looking ahead, Arif predicts moderated real estate growth in the next 5-10 years, with single-digit value increases and a slower recovery for investment properties due to stabilized rents and higher rates. Sequence aims to expand its broker presence while ensuring ample capital access, avoiding the need to limit partnerships.

Tips for Brokers

Christine and Arif closed with actionable advice:

Christine : “Pick up the phone and discuss your deal with me. Learn private lending—it’s a growing market, and avoiding it limits your ability to serve all clients.”
Arif : “Embrace partnership. Ask questions, share challenges—we want to be your go-to lender by listening and adapting.”

Final Thoughts

Episode 32 showcased Sequence Capital’s blend of legacy, innovation, and broker-centric service. From AMUR’s 55-year history to Sequence’s meteoric rise since 2020, this lender is redefining private lending in Canada. Whether you’re a seasoned broker or new to private, Christine and Arif’s insights make one thing clear: partnership and education are key to thriving in 2025 and beyond.

On to the next one!

Navigating the U.S. Tariffs – A Positive Outlook for Our Team and Clients

Wed, 05 Mar 2025 18:41:00 GMT

3/5/2025:

Navigating the U.S. Tariffs : A Positive Outlook for Our Team and Clients

Hello Team,

We're excited to share a special bonus blog today, as we believe it's crucial to address the current state of affairs in our country. Our goal is to provide a sense of calm amidst the storm for you, our valued Agents, and, most importantly, for all the clients we serve.

The U.S. tariffs hitting our goods as of March 4, 2025—with steel and aluminum tariffs looming on March 12—have rattled us and our clients. A 25% tariff on most goods, 10% on Canadian energy, and additional 10% on Chinese goods, as announced by President Donald Trump, is no small thing, and the headlines are fueling anxiety. But here’s the truth: Canada’s tougher than this, and so are we. As mortgage brokers, we’re perfectly positioned to calm our clients’ nerves and keep their homeownership goals alive. Let’s unpack what’s happening, what it means for our market, and how we can frame this with optimism. We’ve got this!

What’s Going On: The Lay of the Land

Trump has imposed these tariffs, claiming they’ll force Canada and Mexico to address undocumented migration and drug trafficking—though our Chief Economist notes Canada accounts for only about 1% of both issues. Canada’s political leaders—federal, provincial, all stripes—are pushing back hard, calling it unjust and hitting the U.S. with 25% retaliatory tariffs on $20.7 billion USD of goods (orange juice, peanut butter, etc.), with $107 billion more in the works. Our Chief Economist warns in her blog that this could plunge Canada into a recession with a few quarters of negative growth before recovery, but she also sees the Bank of Canada responding aggressively to ease the impact. Economists like Tiff Macklem from the Bank of Canada highlight a potential 3% GDP drop over two years, and lumber prices could reach $600/thousand board feet. But here’s our strength: Canada’s united, and we’ve got smart moves in play.

What It Means for Mortgage Brokers

Housing Market Impact : With 75% of our exports ($582 billion USD in 2024) heading to the U.S., tariffs could lift construction costs—lumber, steel, energy all take a hit. Home prices might nudge up, and Bank of Canada rates could hold steady or ease if growth slows (Macklem’s flagged a 3% GDP drop over two years). Our Chief Economist notes the Canadian 5-year yield, a bellwether for fixed mortgage rates, has fallen to 2.51%—its lowest in nearly three years—favouring housing markets, though unemployment and spending drops could temper this. Clients might feel a budget squeeze, but housing demand isn’t fading—Canadians still want homes.
Our Edge : We’re not just crunching numbers; we’re steadying hands. Clients need us for clarity in this storm. Rates might soften if the economy cools, keeping mortgages within reach, and our dollar’s flexibility could spark a rebound. Plus, our energy exports (20% of U.S. oil) and auto ties mean the U.S. can’t push too far without blowback—our Chief Economist underscores how integrated supply chains benefit both nations.
Canada’s Response : Our politicians—across the board—are aligned, filing USMCA and WTO disputes and crafting sharp retaliation. Think Ontario’s Doug Ford eyeing a 25% electricity export tax—15% of U.S. Northeast power comes from us. Foreign Affairs Minister Mélanie Joly’s words ring true for all: “Canada stands firm.” This is a team effort, and it’s working.

Realistic Outcomes: Bright Spots to Share with Clients

Here are three solid scenarios to share with clients—each with a positive angle to ease fears and keep them on track:

1. The Negotiation Win – Rates Stay Friendly

Scenario : U.S. Commerce Secretary Howard Lutnick’s hinted at flexibility—Canada boosts border efforts, and Trump scales tariffs back to 10% or spares energy by mid-2025. Trade steadies, and our GDP takes just a 1% hit, per potential negotiations.
Client Spin : “The U.S. relies on us too much to let this drag on. A deal’s likely, and if rates ease, your mortgage stays affordable. Let’s lock in now—home values should hold firm.”
Why It Works : Talks happened March 4, per Lutnick, and our oil and auto links push compromise. Clients stay calm, and we keep deals moving.

2. The Pivot Play – A Stronger Canada Emerges

Scenario : Tariffs linger, but Canada pivots—new trade with the EU and Asia offsets losses. Oil flows to India, autos to Mexico, and GDP dips 1.5% in 2025 but climbs to 2% by 2027. The loonie dips then rises, boosting our edge.
Client Spin : “Canada’s finding new paths forward. Your home’s still a smart buy—prices might rise short-term, but growth’s coming. Let’s plan for that upswing!”
Why It Works : We’ve got trade deals like CETA and CPTPP ready, and exporters are adapting. Clients see a future worth investing in.

3. The Mutual Reset – Stability Returns

Scenario : Both sides ease up by summer 2025—U.S. consumers balk at higher gas and lumber, our retaliation bites (Michigan jobs, power cuts), and tariffs drop to 5-10%. Economic damage is light, and rates stay client-friendly, per our Chief Economist’s outlook on Bank of Canada action.
Client Spin : “This is a bump, not a crash. The U.S. feels this too, so a truce is near. Your mortgage is safe, and homeownership’s still golden—let’s get you settled!”
Why It Works : Our tied economies mean mutual pain—U.S. markets dipped March 4, per reports—and trade pacts force talks. Clients stay confident, and we keep closing.

Your Playbook: Inspire and Act

Team, we’re the frontline for clients right now. They’re worried—home costs creeping up, job jitters—but we can flip that script. Highlight Canada’s grit: we’ve tackled trade spats before and come out stronger. Point to our leaders’ unity—every politician’s in this fight—and our economic clout (energy, manufacturing). Share these outcomes: a deal, a pivot, or a reset—all keep the housing market humming. Urge clients to act—rates could soften, and homes remain a solid investment.

We’re not just brokers; we’re their rock.

Imagine this: next year, we’re thriving, with clients thanking us for keeping them steady. Let’s turn their concern into confidence, lean on each other, and show what Canada’s made of. You’ve got the tools—go make it happen! Need more for a client pitch? Just holler!

Insight from Our Chief Economist - Dr. Sherry Cooper
In her latest blog, our Chief Economist writes: “This is a lose-lose situation and President Trump underestimates the negative fallout of his actions at home and abroad. Retaliation will be swift… Lower interest rates are favourable for housing markets, although the inevitable rise in unemployment and drop in spending will mitigate this effect.” Her analysis aligns with our approach, emphasizing both challenges and opportunities for our sector.

READ FULL BLOG HERE

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TUESDAY MEMO - 3/4/2025

Wed, 05 Mar 2025 03:09:22 GMT

3/4/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 Key Insights for Mortgage Brokers

As market conditions evolve, there are key developments that directly impact how you advise clients . Here’s what you need to know this week:

1️⃣ US Tariffs Are Now in Effect – What Brokers Should Tell Clients

Trump's new import tariffs on Canadian goods went live this week, heightening economic uncertainty and impacting consumer confidence. (Source: MLN Mortgage Memo – Mar. 3, 2025)
Broker Strategy: Clients may worry about rising inflation—remind them that the Bank of Canada is still expected to cut rates as a response, keeping borrowing costs lower. Help them focus on long-term affordability rather than short-term headlines.

2️⃣ Variable Rates Are Outperforming Fixed Rates

With more rate cuts expected, variable rates are now projected to have the lowest borrowing cost over five years compared to any fixed option. (Source: Integrated Mortgage Planners – Mar. 3, 2025)
Broker Strategy: Educate clients who automatically lean toward fixed rates. If they can handle some short-term rate movement, variable mortgages will likely save them money.

3️⃣ Listings Are Up, Sales Are Down – Buyer Opportunity?

New home listings jumped 11% in January, while sales slowed due to tariff uncertainty. This means more inventory and less competition for buyers. (Source: Can adian New Listings Report – Feb. 18, 2025)
Broker Strategy: Re-engage hesitant buyers who backed off in late 2024. If they were priced out before, now could be a window of opportunity to buy at better value before the market picks up in the spring.

4️⃣ Big Banks Are Getting Aggressive on Mortgage Renewals

RBC’s new mortgage renewal app is making it easier for clients to accept renewals without shopping around, and banks are offering deeper renewal discounts to retain clients. (Source: RBC Mortgage Renewal Report – Feb. 23, 2025)
Broker Strategy: Proactively reach out to past clients before their lender does. Remind them that banks may not offer the best deal upfront and you can compare options to find the best renewal strategy.

5️⃣ Market Signals Suggest More Rate Cuts Ahead

Bond yields continue trending lower, and there’s now a 78% probability of a 25-bps Bank of Canada rate cut on March 12 . (Source: MLN Mortgage Memo – Mar. 3, 2025)
Broker Strategy: Help pre-approved buyers time their rate holds carefully . If they’re going variable, remind them that further rate drops will benefit them —but if they prefer fixed, they should lock in a competitive rate now before potential lender adjustments.

�� Final Thought:
Brokers who proactively engage their clients will win in this environment. Variable rates are king right now, buyer opportunities are emerging, and banks are doubling down on renewals—make sure you're guiding your clients to the best financial decisions.

Let’s make it a strong week!

�� Stay Informed, Stay Ahead!
Don’t forget—these updates are a high-level summary. For deeper insights, subscribe to Mortgage Logic News via our ABW Agent Intranet under our corporate plan.

Episode 30: Economic Shockwaves: Tariffs, Rates & Housing with Dr. Sherry Cooper

Guest: Dr. Sherry Cooper - Chief Economist, Dominion Lending Centres

�� Why Every Mortgage Broker Needs to Hear This Conversation:

Tariffs & Trade: How proposed U.S. tariffs could shake the Canadian economy.
Rate Forecasts: What’s next for interest rates, and how should brokers prepare?
Housing Market Trends: Will declining rates fuel another housing surge?
Broker Strategies: How to guide clients in uncertain times.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 31 - BILL FRASER - Behind the Broker

Thu, 27 Feb 2025 16:28:18 GMT

Behind the Broker with Bill Fraser

Navigating the Mortgage Maze with Bill Fraser

Guest: Bill Fraser

Host(s): Dean Lawton & Deryk Williamson

Introduction

In this episode of Behind the Broker, we sit down with Bill Fraser , a top agent at A Better Way Mortgage Group, to explore his journey in mortgage brokerage. Bill shares invaluable insights on navigating market challenges, building a strong team, and delivering life-changing solutions for clients.

Mastering the Local Market: Lessons from NANaimo

Bill highlights the unique landscape of the mortgage industry in Nanaimo, where brokers must adapt to local lending trends that differ from national markets. Understanding community-specific needs has been key to his success, allowing him to build strong client relationships and stand out in a competitive industry.

Thriving in a Challenging Market

With mortgage volume dropping 35-50% in 2023 , Bill turned to personal development and team-building to keep morale high. Through mastermind groups, stress-relief workshops, and open communication , he ensured his team stayed resilient and motivated despite industry uncertainty.

The Power of a Strong Team

Bill believes that a dedicated, well-connected team will always outperform a larger, disengaged one. By fostering trust, communication, and a strong support system , his team has been able to weather market fluctuations and deliver exceptional client service.

Lessons from Bill’s Journey

Bill’s transition from retail finance to mortgage brokering wasn’t linear, but his experience in banking provided him with a solid foundation. From closing his first mortgage deal in record time to navigating the challenges of self-employment , his journey is a testament to the power of perseverance.

Transforming Clients’ Financial Futures

Bill shares inspiring client success stories, including one where a client reduced their monthly payments by $3,600 , alleviating significant financial stress. His strategic approach to tailored mortgage solutions underscores the life-changing impact brokers can have.

Adapting to Industry Changes

With new regulations on the horizon , Bill emphasizes the importance of staying informed and adaptable . Whether it's anti-money laundering (AML) compliance or evolving lender policies, he encourages brokers to embrace continuous learning and innovation .

Final Thoughts

Bill Fraser’s insights offer a blueprint for success in mortgage brokerage—emphasizing personal growth, strong relationships, and client-first service. Whether you're a seasoned broker or just starting out, his advice is a powerful reminder that resilience and adaptability are the ultimate keys to long-term success.

TUESDAY MEMO - 2/25/2025

Wed, 26 Feb 2025 00:43:23 GMT

2/25/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

5 Key Insights for Mortgage Brokers

Want to win more business and stay ahead of market trends? With shifting interest rate expectations, rising home listings, and digital competition from the big banks, now is the time to take action. This week’s memo highlights key insights that can help you generate more leads, engage clients, and position yourself as the go-to expert in the mortgage industry. Whether it's leveraging lower bond yields, countering bank retention tactics, or educating clients on economic uncertainty, these strategies will set you up for success. Let’s dive in!

1️⃣ Tariff Uncertainty is Impacting Housing Supply & Pricing

January saw an 11% increase in new listings , the largest monthly rise since the late 1980s, but sales dropped 3.3% due to uncertainty over a potential U.S.-Canada trade war .
Opportunity: Brokers can position themselves as trusted advisors, guiding hesitant buyers and sellers through volatile conditions by highlighting potential price softening in key markets.
Source: Dr. Sherry Cooper, Dominion Lending Centres – "Canadian New Listings Surged in January as Tariff Uncertainty Weighed on Sales"

2️⃣ Banks Are Enhancing Digital Mortgage Retention—Brokers Must Compete

RBC’s new mortgage renewal app provides instant rate offers, live advisor calls, and 24/7 digital servicing , making renewals seamless and harder for brokers to intercept.
Action Step: Brokers should proactively reach out to clients six months before renewal , emphasizing the potential for better rates and more flexible terms through broker-negotiated solutions.
Source: Robert McLister, MortgageLogic.News – "Lessons from RBC's New Mortgage Renewal App"

3️⃣ Rate Cut Expectations Are Shifting – Prepare Clients for Market Changes

March 12 BoC Rate Cut? Odds are now 46% for a 25-bps cut and 54% for no change as inflation and trade concerns evolve.
Client Education Tip: Use social media or email newsletters to explain why waiting for lower rates may not be the best move , especially with uncertainty around tariffs impacting inflation.
Source: Mortgage Memo, Feb. 24, 2025 – MortgageLogic.News

4️⃣ Surge in Mortgage Originations—Time to Double Down on Marketing

December saw an 85.6% year-over-year jump in mortgage originations , with variable rates gaining popularity for the first time in years.
Broker Strategy: Maximize Lead Generation and Showcase Value
To capitalize on the surge in mortgage originations, focus on first-time buyers and switchers who may be attracted to lower variable-rate offerings. However, don’t stop at just rate discussions—a full debt review should be part of every client consultation. Many borrowers are unaware of the savings they could achieve through a well-structured refinance that consolidates high-interest debt. Unlike a quick renewal offer from their current bank—which often overlooks broader financial benefits—you have the opportunity to demonstrate real value by showing clients how restructuring their mortgage could reduce their total interest costs, improve cash flow, and enhance their long-term financial health. This consultative approach not only sets you apart but also strengthens client trust and loyalty.
Source: Mortgage Memo, Feb. 21, 2025 – MortgageLogic.News

5️⃣ Economic Uncertainty is Driving Down Bond Yields—Good News for Fixed Rates

The Canada 5-Year Bond Yield dropped to 2.83% , down from 3.3% earlier this year , increasing the likelihood of lower fixed-rate mortgages .
Marketing Tip: Highlight the improving affordability of fixed rates in client conversations and content to capitalize on this trend.
Source: Bruno Valko, RMG Mortgages – "RMG Monday Morning Bru: Economic Uncertainty & Mortgage Rates"

�� Final Thought: The next few weeks are crucial for client education, proactive outreach, and content marketing . Stay ahead by keeping clients informed and offering solutions before they start shopping elsewhere.

If you have any questions or need help positioning these strategies for your business, let’s connect.

Episode 30: Economic Shockwaves: Tariffs, Rates & Housing with Dr. Sherry Cooper

Guest: Dr. Sherry Cooper - Chief Economist, Dominion Lending Centres

�� Why Every Mortgage Broker Needs to Hear This Conversation:

Tariffs & Trade: How proposed U.S. tariffs could shake the Canadian economy.
Rate Forecasts: What’s next for interest rates, and how should brokers prepare?
Housing Market Trends: Will declining rates fuel another housing surge?
Broker Strategies: How to guide clients in uncertain times.

WATCH OR LISTEN HERE

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 30 - Economic Shockwaves: Tariffs, Rates & Housing with Dr. Sherry Cooper

Thu, 20 Feb 2025 16:53:33 GMT

Economic Shockwaves: Tariffs, Rates & Housing with Dr. Sherry Cooper

Guest: Dr. Sherry Cooper - Chief Economist of Dominion Lending Centres

Host: Dean Lawton & Deryk Williamson

Why Every Mortgage Broker Needs to Hear This Conversation with Dr. Sherry Cooper

In times of economic uncertainty, getting insights from top experts is more critical than ever. That’s why our latest episode of The Mortgage Broker Podcast is an absolute must-listen. We had the privilege of sitting down with Dr. Sherry Cooper, Chief Economist at Dominion Lending Centres, to unpack some of the biggest challenges and opportunities shaping the mortgage and housing markets in 2025.

What’s Inside This Episode?

�� Tariffs, Trade, and the Global Economy – How proposed U.S. tariffs could send shockwaves through the Canadian economy and what it means for mortgage rates, housing prices, and economic stability.

�� Interest Rate Projections – Dr. Cooper shares her expert outlook on the Bank of Canada’s next moves. Could we see further rate cuts, and how should brokers prepare their clients for what’s ahead?

�� Housing Market Trends – Will we see a repeat of the pandemic housing boom if rates continue to decline? How should brokers position themselves for the next wave of market activity?

�� Navigating Uncertainty – Practical strategies for mortgage brokers to support clients, educate buyers, and capitalize on changing market conditions.

Why This Episode Matters

If you’re a mortgage broker, real estate professional, or an investor, this episode is packed with valuable takeaways that can help you make informed decisions and provide better guidance to your clients. Dr. Cooper brings decades of experience in economic forecasting and mortgage market analysis, delivering insights that cut through the noise.

As we navigate fluctuating rates, potential recession risks, and evolving government policies, staying ahead of the curve is crucial. This episode arms you with the knowledge you need to thrive in uncertain times.

Don’t Miss Out – Watch or Listen Now!

�� Watch on YouTube: The Mortgage Broker Podcast with Dr. Sherry Cooper
�� Listen on your favourite podcast platform and stay informed.

The mortgage industry is changing fast—make sure you're prepared for what’s next!

�� Subscribe to the Mortgage Broker Podcast: Available on Spotify, Apple Podcasts, and YouTube .

�� Stay Updated with the ABW Mortgage Memo!

TUESDAY MEMO - 2/18/2025

Tue, 18 Feb 2025 01:12:39 GMT

2/18/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo with five actionable insights you can use to generate more business and create content for clients.:

This Week’s Key Takeaways

1. Leverage Stress-Test-Free Insurable Switches

The stress test exemption for insurable mortgage switches is a significant change that can help clients qualify more easily.

Marketing Tip: Target clients with upcoming renewals using ads like "Switch lenders without re-taking the stress test—save $1,800 per year."
Content Idea: Write a blog or post explaining this policy shift and how homeowners can take advantage.

2. Inflation & Bond Yields: Rate Volatility Ahead

Canadian inflation remains below 2% , but U.S. inflation is rising (now 3.0%), which is pushing bond yields higher and increasing rate uncertainty.

Client Message: Market volatility means locking in sooner may be safer for borrowers.
Content Idea: A quick explainer video on how U.S. inflation impacts Canadian mortgage rates.

3. Tariffs & Economic Impact: Urgent Client Advisory

New U.S. tariffs could push Canadian inflation back up to 3% by mid-year, impacting mortgage rates.

Brokers' Strategy: Encourage clients not to wait for lower rates—uncertainty means taking action now could save them money.
Content Idea: "Should You Wait or Lock In? What Tariffs Mean for Your Mortgage".

4. Mortgage Renewals: Act Now Before Rates Shift

Many borrowers are facing renewals in 2025 and expect lower rates , but market uncertainty could change that.

Brokers’ Opportunity: Proactively contact clients 6-12 months before renewal to discuss options like early renewals, blended rates, or switching lenders before volatility spikes .
Content Idea: Blog post: "The Hidden Risks of Waiting to Renew Your Mortgage in 2025.".

5. Real Estate Inventory is Rising—Time to Target Buyers

Listings jumped 10% in January , but sales remain sluggish, keeping home prices stable.

Brokers’ Opportunity: With more inventory and soft demand, now is a great time for buyers to negotiate deals.
Content Idea: A market update: "Buyers' Market? How Rising Inventory Could Mean Big Savings for You.".

Bonus Insight: Readvanceable Mortgages for Job Security

For clients worried about job security, a readvanceable mortgage (HELOC, skip-a-payment options, extended amortizations) can provide a financial safety net.

Advisory: Shift client conversations beyond interest rates and focus on mortgage structuring for long-term financial security.

Action Items

Email or call clients with upcoming renewals and offer them a review before market conditions change.
Run a marketing campaign on social media targeting homeowners who can switch lenders without a stress test.
Write or share a post explaining how inflation and tariffs are impacting mortgage rates and home prices.

If you have any questions or need help positioning these strategies for your business, let’s connect.

Episode 29: BEHIND THE BROKER with Ben Choe – From banking to top-performing mortgage broker, Ben shares his strategies for success, discipline, and growth. Listen now on Spotify, Apple Podcasts, and YouTube!
Full Episode Here

Episode 27: Mortgage Logic News with Rob McLister - Discover game-changing insights for mortgage professionals in our latest episode featuring Rob McLister, founder of Mortgage Logic News, as we unpack industry trends, competitive strategies, and the tools brokers need to thrive in 2025!
Full Episode Here

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Ep. 29 - BEN CHOE - Behind the Broker

Thu, 13 Feb 2025 03:39:01 GMT

BEHIND THE BROKER: Ben Choe’s Journey from Banker to Broker

The Mortgage Broker Podcast is back with another insightful episode in our Behind the Broker series, and this time, we’re featuring an inspiring story of transition and success. In this episode, we sit down with Ben Choe , one of the top agents at A Better Way Mortgage Group, who has made an impressive impact in the mortgage industry after moving from banking to brokering.

From Banking to Brokering: A Career Evolution

Ben’s journey into the financial world started unexpectedly. Originally focused on science, he pivoted to accounting upon his father’s advice—only to discover a passion for finance instead. While studying at Simon Fraser University (SFU) , he landed a co-op position at RBC as a Personal Financial Services Representative. This role introduced him to the fundamentals of banking—handling bank accounts, credit cards, and loans—and set the stage for his future in lending.

He continued his career in CIBC , followed by VanCity , where he specialized in lending. After nine years at VanCity, Ben moved to Scotiabank , where he honed his expertise in mortgage solutions for new immigrants and real estate investors. However, after experiencing multiple institutional shifts—where capital constraints affected lending capabilities—Ben realized he needed more control over his future. The solution? Becoming a mortgage broker.

The Decision to Go Independent

Transitioning from banking to brokering wasn’t easy. As a mortgage specialist at a bank, Ben enjoyed job security, but he was limited to a single lender’s products. As a broker, he gained access to multiple lenders, ensuring he could always find the right solution for his clients.

The challenge? Adapting to 100% commission-based income and learning the intricacies of multiple lender policies. Unlike many former bankers who rely on underwriting support in their early broker days, Ben chose to immerse himself fully. He spent his first months calling lenders daily, learning policies, and building relationships with BDMs (Business Development Managers) —a move that set him apart.

Keys to Success: Hard Work and Discipline

Ben attributes his rapid success as a broker to discipline and daily routines . His approach includes:

Building a structured workday: Arriving at the office by 8:30 AM, reviewing deals, and creating daily to-do lists.
Proactively engaging with referral sources: Staying in touch with past clients, realtors, financial planners, and other partners.
Continuous learning: Meeting with BDMs and attending industry events to stay updated on lender products and policies.
Leveraging technology: Using CRM tools like Gold Rush and Velocity to automate client touchpoints and streamline workflows.

Work-Life Balance: Staying Active to Stay Sharp

Beyond his mortgage business, Ben leads an active lifestyle that helps him manage stress and stay energized. He’s a certified snowboard instructor , an avid runner, a golfer, and even a triathlon participant . For him, staying active isn’t just about physical health—it’s about mental resilience , which plays a crucial role in handling the demands of mortgage brokering.

Advice for Aspiring Mortgage Brokers

When asked what advice he would give to someone transitioning from banking to brokering, Ben emphasizes consistency and humility :

Develop a daily routine: Structure your day with clear objectives and follow through.
Talk to BDMs: They are your best resource for understanding lender guidelines and learning how to structure deals.
Leverage available tools: Use CRM systems, marketing automation, and lender resources to stay efficient.
Stay humble and keep learning: There’s always something new to learn in this industry, whether it’s about lender niches, market trends, or client engagement strategies.

Looking Ahead: Scaling for the Future

Ben’s goal for the next year? Scaling his business. As his volume grows, he’s exploring ways to become more efficient, whether by hiring support staff or forming strategic partnerships to handle increasing client demand.

His story is a testament to the power of adaptability, perseverance, and continuous learning —essential traits for anyone looking to thrive in the mortgage industry.

Stay tuned for more insights from top brokers in the Behind the Broker series, only on The Mortgage Broker Podcast !

�� Subscribe to the Mortgage Broker Podcast: Available on Spotify, Apple Podcasts, and YouTube .

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TUESDAY MEMO - 2/11/2025

Tue, 11 Feb 2025 23:07:40 GMT

2/11/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo , designed to equip you with actionable insights to find more business and engage your clients effectively. Here are 5 key takeaways from the past week:

This Week’s Key Takeaways

Appraisal Process Change – Impact on New Construction

A recent update to appraisal forms has removed the “As Complete” value for new construction properties.
Lenders may now only see the current “As Is” value , affecting approvals.
Action: Review appraisal reports carefully and confirm lender requirements before submission.

Bond Yields Dropping – Rate Cuts Speculation Grows

The 5-year Canada bond yield has declined, fuelling expectations for earlier rate cuts .
Some lenders may start adjusting fixed rates ahead of a BoC decision.
Action: Monitor lender rate movements and advise clients to prepare for potential rate shifts.

U.S. Inflation Data & Impact on Rates

Recent U.S. data suggests lower inflation , increasing the likelihood of central bank rate cuts.
The Bank of Canada could follow suit , creating opportunities for buyers and refinancers.
Action: Educate clients on market trends and potential mortgage rate strategies.

Exception Mortgage Pricing Under OSFI Review

OSFI is reviewing discretionary rate pricing by lenders, which could impact rate discounting.
Lenders may tighten exception pricing policies , affecting certain client approvals.
Action: Stay updated on lender pricing structures and communicate changes to clients.

Private Lending Demand Increasing

More borrowers are turning to private lenders due to affordability and tighter mortgage rules.
Alternative financing options are growing in demand, creating business opportunities.
Action: Strengthen relationships with private lenders and highlight financing solutions for clients.

Action Items:

✔ Review appraisal reports for new builds and renovations.
✔ Prepare client updates on bond yields and rate trends.
✔ Connect with private lenders to explore alternative financing solutions.

Let’s keep building momentum!

Episode 28: Mortgage Mastery with Craig Vetter - Top 3 Pillars of Broker Success – Consistency, tracking, and process optimization are the keys to scaling a thriving mortgage business.
Full Episode Here

Episode 27: Mortgage Logic News with Rob McLister - Discover game-changing insights for mortgage professionals in our latest episode featuring Rob McLister, founder of Mortgage Logic News, as we unpack industry trends, competitive strategies, and the tools brokers need to thrive in 2025!
Full Episode Here

Choose to Receive the ABW Memo

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Click here to subscribe to the ABW Tuesday Mortgage Memo

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Ep. 28 - Mortgage Mastery w/ Craig Vetter

Thu, 06 Feb 2025 19:07:15 GMT

Mortgage Mastery - Top 3 Reasons Brokers found Success with Craig Vetter

Guest: Craig Vetter - TOP Business Coach in the Canadian Mortgage Space
Hosts: Dean Lawton and Deryk Williamson

The Three Pillars of Success for Mortgage Brokers!

In the latest episode of The Mortgage Broker Podcast, we had the pleasure of sitting down with Craig Vetter , a seasoned mortgage business coach, to discuss the three key pillars of success that separate top-performing mortgage brokers from the rest. Craig shared actionable insights and strategies that brokers can implement to improve their consistency, tracking, and processes —all of which are crucial for long-term business growth.

1. Consistency: The Foundation of a Thriving Mortgage Business

Craig emphasized that consistency is more important than intensity when it comes to building a successful mortgage business. Drawing inspiration from James Clear’s Atomic Habits, he highlighted how small, consistent actions over time drive sustainable success.

Three Areas Where Brokers Must Be Consistent

During the Loan Process: Regular updates to clients and referral partners ensure a seamless experience. If a client or partner has to call you for an update, you've already fallen behind .
Post-Funding Follow-Ups: Most brokers drop the ball here. Implementing structured first-payment check-ins, annual mortgage reviews, and renewal strategies can help build lifetime clients.
Referral Partner Engagement: Top-performing brokers don't just wait for referrals; they proactively maintain relationships with their key partners to keep the business flowing.

�� “If you can consistently follow up with people who already know and like you, why wouldn’t you?” – Craig Vetter

2. Tracking: Know Your Numbers, Grow Your Business

Successful brokers don't operate in the dark. Craig underscored the importance of tracking key metrics such as:

Leads received
Applications submitted
Funded deals
Referral conversion rates

By understanding where your business is coming from, you can double down on high-converting referral sources and move away from time-consuming, low-converting channels.

The Cost of Not Tracking

One of Craig’s most eye-opening examples was about tracking referral sources . A broker received 30 referrals from one realtor, but only one deal funded, while another realtor sent only two referrals, and both funded. Without tracking, the broker would have wasted significant time on an unproductive partnership.

�� “It's not just about the cost of lost deals—it's about the opportunity cost of where you could have been investing your time.”

3. Process: Scaling Your Business with Efficiency

A repeatable and reliable process is what allows brokers to scale their business efficiently. Craig used McDonald's as an example—one of the most systemized businesses in the world, running on process rather than talent alone.

Building a Strong Mortgage Process

Standardize Lead Intake: Use a structured form to ensure every client gets the same experience.
Clear Communication: Let clients and referral partners know the next steps at every stage.
CRM Utilization: Automate and track tasks to ensure no client falls through the cracks.

�� “An inconsistent process leads to inconsistent results.” – Craig Vetter

Bonus: How Brokers Can Improve Conversion & Client Retention

Craig introduced a powerful new software tool , TMS , designed to help brokers analyze refinance opportunities, improve renewal retention, and convert more leads . One broker using this system found $8 million in mortgage opportunities in just two weeks.

Why This Matters Now

With over $300 billion in mortgages renewing over the next three years , brokers must shift from a rate-first mindset to a value-first approach . The most successful brokers will be those who:

✅ Take a consultative approach to renewals
✅ Proactively reach out to clients before their bank does
✅ Leverage technology to scale their follow-up and tracking

A Better Way Exclusive Coaching Program

To take these principles further, Craig is partnering with A Better Way Mortgage Group to launch an exclusive 8-month coaching program for 12 brokers looking to scale their businesses. The program includes:

Two 90-minute group coaching calls per month
Hands-on strategies for consistency, tracking, and process optimization
TMS implementation for better client conversion and retention

�� Spots are limited—reach out to learn more!

TUESDAY MEMO - 2/4/2025

Tue, 04 Feb 2025 21:48:11 GMT

2/4/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo , designed to equip you with actionable insights to find more business and engage your clients effectively. Here are 5 key takeaways from the past week:

This Week’s Key Takeaways

Canada Avoids Immediate Tariffs – For Now...
Canada has been granted a 30-day tariff deferral , offering a temporary reprieve from economic disruption. While negotiations continue, mortgage rates remain volatile. Brokers should keep an eye on market reactions and bond yields to advise clients on timing their mortgage decisions effectively.

5-Year Fixed Mortgage Rates Drop Below 4%
A new low in advertised 5-year fixed rates was recorded at 3.99% from Vancity Credit Union , offering a prime opportunity for borrowers looking to lock in at lower rates. First National also launched a 4.39% insured 2-year fixed offer , which could be a great option for clients expecting rate cuts in the next two years.

Bank of Canada Rate Cut Expectations Shift
Markets are now pricing in an 83% probability of a 25-bps rate cut on March 12 , with at least two more cuts expected by mid-year. Variable rate borrowers should remain cautious, as rate reductions may not be as aggressive as previously expected.

Home Prices & Sales Activity Cooling in Major Markets
Preliminary GTA home price data shows median prices fell 0.5% month-over-month , while active listings surged nearly 58% year-over-year. With slowing sales and rising inventory, it’s a buyer’s market in many regions. Brokers should highlight affordability improvements to attract clients back into the market.

OSFI Pricing Scrutiny & Lender Strategy Shifts
Increased regulatory attention on "exception pricing" means brokers need to understand lender discount strategies and how they might impact approvals. Some lenders are tightening their rate offers, making it more important to shop around for the best client solutions.

Action Items for Brokers This Week

Review your client pipeline for borrowers considering a rate lock—near-4% fixed rates won’t last forever.
Stay ahead of lender policy shifts —some lenders may adjust exception pricing strategies due to OSFI’s tighter oversight.

Let’s make this week productive!

Episode 27: Mortgage Logic News with Rob McLister - Discover game-changing insights for mortgage professionals in our latest episode featuring Rob McLister, founder of Mortgage Logic News, as we unpack industry trends, competitive strategies, and the tools brokers need to thrive in 2025!
Full Episode Here

Episode 26: Behind the Broker with Lena Larsen - Lena's Success Blueprint: From resilience as a new immigrant to scaling her business with coaching, automation, and work-life balance, Lena shares key insights for brokers to thrive in a competitive industry.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 1/28/2025

Thu, 30 Jan 2025 00:09:56 GMT

1/28/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo , designed to equip you with actionable insights to find more business and engage your clients effectively. Here are 5 key takeaways from the past week:

Key Highlights for Mortgage Brokers:

Bank of Canada Rate Decision Looms
With the BoC’s next announcement set for January 29, expectations lean toward a potential rate cut. Use this opportunity to proactively reach out to clients about refinancing or locking in rates, especially if they’ve been sitting on the fence.
Pine Partners with Zown for Cashback Realty Program
Pine has introduced a new cashback program for buyers, offering up to 1% of the purchase price as cashback through their Zown partnership. This could be a valuable tool to attract budget-conscious buyers. Click Here for More Info
U.S. Inflation Data Signals Potential Rate Adjustments
Recent U.S. inflation figures point to slower Fed rate cuts, but Canadian bond yields continue to benefit. Brokers should emphasize the current dip in fixed rates to their clients as a limited-time advantage.
"Trumpflation" Impact on Canadian Housing
The U.S. administration’s fiscal policies and tariffs could influence Canadian housing costs, particularly in construction. Encourage clients considering pre-construction projects to act sooner to avoid potential price hikes.
Content Opportunity: Simplify the Rate Conversation for Clients
Use recent blogs and news to create content that educates clients about rate trends, including the difference between fixed and variable options and the impact of economic uncertainty. Position yourself as the expert who simplifies complex topics.

Action Items:

Prepare client communications to address potential opportunities around the upcoming Bank of Canada announcement.
Leverage Pine’s cashback program to target first-time buyers or budget-conscious clients. Click Here for More Info

Let’s start 2025 strong by staying ahead of trends and proactively supporting our clients!

Episode 27: Mortgage Logic News with Rob McLister - Discover game-changing insights for mortgage professionals in our latest episode featuring Rob McLister, founder of Mortgage Logic News, as we unpack industry trends, competitive strategies, and the tools brokers need to thrive in 2025!
Full Episode Here

Episode 26: Behind the Broker with Lena Larsen - Lena's Success Blueprint: From resilience as a new immigrant to scaling her business with coaching, automation, and work-life balance, Lena shares key insights for brokers to thrive in a competitive industry.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 27 - Mortgage Logic News w/ Rob McLister

Thu, 23 Jan 2025 00:35:26 GMT

Mortgage Logic News with Rob McLister

Guest: Rob McLister, Founder of Mortgage Logic News
Hosts: Dean Lawton and Deryk Williamson

Key Topics Discussed:

Introduction to Mortgage Logic News
Rob McLister's journey in the mortgage industry, starting with Canadian Mortgage Trends in 2006.
Mortgage Logic News was created to provide actionable insights for mortgage professionals with a subscription-based model to ensure exclusivity and value.

The Value of Mortgage Logic News
A Better Way Mortgage Group and its agents rely heavily on Mortgage Logic News for market insights, strategic decision-making, and client communications.
It provides unbiased content, helping brokers position themselves as trusted advisors.
The platform offers tools like the Amortization Simulator and Mortgage Command Center , which help brokers provide data-driven advice to clients.

Current Trends in the Mortgage Industry
Intensified Competition: Banks are offering unprecedented uninsured pricing to cross-sell products, making it harder for brokers to compete.
Non-Prime Lending Growth: Increased regulatory pressure is pushing borrowers into alternative lending options.
Reverse Mortgages: Growing demand due to aging demographics and high home equity among seniors.
Importance of Being Informed: Brokers must stay on top of market data to differentiate themselves and educate their clients.

Challenges for Brokers in 2025
Increased competition from banks, with major institutions offering aggressive pricing and leveraging cross-selling strategies.
Brokers need to focus on niches like Alt-A, B, and reverse mortgages to stand out and remain competitive.
Emphasizing personalized service and value-added insights to compete beyond just rate offerings.

Strategic Advice for Brokers
Leverage historical data to anticipate market shifts and guide clients effectively.
Communicate consistently with referral partners and clients using high-value content rather than generic CRM messaging.
Utilize tools and actionable strategies to provide clients with a clearer understanding of rate trends and mortgage options.

Future Outlook and Open Banking
Open banking could level the playing field by forcing banks to compete more aggressively on deposit rates, potentially benefiting smaller lenders.
The industry will likely see further rate competition, with brokers needing to adapt their sales approach accordingly.

Tactical Tips for Brokers
Use video content and personal interactions to enhance client relationships (e.g., BombBomb for video emails).
Build authority by consistently sharing market updates and insights.
Educate clients on risk management and term selection to provide differentiated value beyond interest rates.

Closing Thoughts and Call to Action
Brokers are encouraged to subscribe to Mortgage Logic News for insights, strategies, and tools to help grow their business.
Mortgage professionals should position themselves as educators and thought leaders in the industry.

Key Takeaways for Brokers:

Stay informed with unbiased market analysis to position yourself as a trusted expert.
Focus on niches like non-prime and reverse mortgages to stay competitive.
Use strategic tools to help clients understand their mortgage choices and the long-term impact of rate changes.
Leverage technology such as video communication to build stronger client relationships.

TUESDAY MEMO - 1/21/2025

Tue, 21 Jan 2025 19:40:55 GMT

1/21/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo , bringing you the most impactful updates from the past 7 days. Here are 5 key insights to help you stay informed and provide valuable guidance to your clients:

Key Highlights for Mortgage Brokers

Canadian Inflation Shows Signs of Cooling
The latest inflation data revealed a slowdown, with the Consumer Price Index (CPI) coming in lower than expected. This positive news has helped drive the Canada 5-Year Bond Yield down , potentially leading to lower fixed mortgage rates. Now may be a great time for clients to lock in rates before market conditions shift again.
Trump's Tariff Threats Could Impact Canadian Housing
The new U.S. administration’s proposed tariffs on Canadian imports could have a ripple effect on the housing market, potentially leading to higher costs for construction materials. Brokers should advise clients considering pre-construction purchases to act sooner rather than later.
Bond Yield Volatility Continues
Despite a recent dip, Canadian bond yields have been experiencing volatility due to ongoing global economic uncertainty. Keeping a close eye on rate trends will be critical in guiding clients toward the best financing options.
OSFI's Focus on Mortgage Affordability Measures
Regulators are keeping a closer watch on lender policies around "exception pricing," emphasizing stricter compliance. Brokers should stay informed and ensure they communicate policy changes that might affect client eligibility and affordability.
U.S. Economic Uncertainty Still a Key Factor
With the U.S. Federal Reserve hinting at a cautious approach to further rate cuts, Canadian mortgage rates could see prolonged uncertainty. Encourage clients to explore shorter-term fixed options if they’re seeking flexibility in an evolving rate environment.

Action Items:

Reach out to clients who may benefit from the current dip in bond yields to discuss refinancing or locking in fixed rates. There are still opportunities to break certain fixed term mortgages with a 3 month interest penalty.
Register for the Bank of Canada rate announcement webinar on January 29 to stay ahead of potential market changes.

Staying informed and proactive will position you as a trusted resource for your clients in this dynamic market.

Episode 26: Behind the Broker with Lena Larsen - Lena's Success Blueprint: From resilience as a new immigrant to scaling her business with coaching, automation, and work-life balance, Lena shares key insights for brokers to thrive in a competitive industry.
Full Episode Here

Episode 25: The Mortgage Broker Podcast: 2024 Year in Review and What’s Ahead
Celebrating a year of growth, learning, and community impact, The Mortgage Broker Podcast by A Better Way Mortgage Group highlights the Perfect Loan Process series, Behind the Broker stories, and industry insights, with exciting plans for 2025, including lender collaborations, mastermind events, and business growth strategies.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

TUESDAY MEMO - 1/14/2025

Tue, 14 Jan 2025 20:02:16 GMT

1/14/2025:

Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

Welcome to this week’s ABW Tuesday Memo , where we provide the most impactful updates and insights from the past 7 days. Here are 5 key takeaways to help you stay informed and support your clients effectively:

Highlights from the past 7 days:

Strong Canadian Job Market Fuels Optimism
The recent employment report revealed the strongest job growth in nearly two years, with 104,000 new jobs added in December. This robust labor market strengthens consumer confidence and could drive increased housing activity in early 2025.
5-Year Bond Yields Climb Following U.S. Inflation Data
U.S. inflation came in hotter than expected, driving both U.S. and Canadian bond yields higher. The Canada 5-year bond yield rose to 3.11% , signaling potential upward pressure on fixed mortgage rates. Brokers should advise clients to act quickly if they’re considering locking in rates.
Refinance and Renewal Opportunities
With fixed rates potentially on the rise, encourage clients nearing renewal or seeking equity to refinance now. Highlight the benefits of securing today’s rates before further increases occur.
OSFI Tightens Scrutiny on Pricing Practices
Recent focus on "exception pricing" by OSFI highlights potential compliance risks for lenders offering aggressive rate discounts. Be prepared to explain how lenders’ pricing practices might impact clients’ mortgage options.
Spotlight on Housing Affordability in 2025
Conservative leadership’s plans for GST removal on homes under $1M and reduced red tape for builders could drive new construction. Stay updated on how this policy shift could benefit first-time buyers and investors in key markets.
Refinance Up to 90% LTV for Secondary Suites
Starting January 15, 2025, Canadian homeowners with insured mortgages can refinance up to 90% LTV to fund secondary suite construction. This program also offers 30-year amortizations and a $2M property value cap , creating a great strategy to boost cash flow. Reach out to clients nearing maturity to help them take advantage of this opportunity!

Let’s Take Action!

Leverage these insights to position yourself as a knowledgeable advisor and provide timely recommendations to your clients. This year is shaping up to be full of opportunities—let’s make the most of them!

Episode 26: Behind the Broker with Lena Larsen - Lena's Success Blueprint: From resilience as a new immigrant to scaling her business with coaching, automation, and work-life balance, Lena shares key insights for brokers to thrive in a competitive industry.
Full Episode Here

Episode 25: The Mortgage Broker Podcast: 2024 Year in Review and What’s Ahead
Celebrating a year of growth, learning, and community impact, The Mortgage Broker Podcast by A Better Way Mortgage Group highlights the Perfect Loan Process series, Behind the Broker stories, and industry insights, with exciting plans for 2025, including lender collaborations, mastermind events, and business growth strategies.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 26 - LENA LARSEN - Behind the Broker

Thu, 09 Jan 2025 02:44:02 GMT

 Behind the Broker - Unlocking Success with Insights from Lena Larsen

In the latest episode of The Mortgage Broker Podcast , we had the privilege of diving deep into the inspiring journey of Lena Larsen, one of the top-performing agents with A Better Way Mortgage Group. Lena’s story, spanning over 20 years in the mortgage industry, is not only a testament to her determination but also a masterclass in growth, consistency, and adapting to change. Here are the key takeaways that every mortgage professional can learn from Lena’s experiences.

From Russia to Real Estate Success

Lena’s journey began in Russia, where she completed a law degree before immigrating to Canada. Upon realizing that a legal career would require starting over, Lena pivoted to mortgages, inspired by her firsthand experiences buying a home. Her early days in the industry were challenging—navigating steep learning curves and building her expertise from scratch. Through perseverance and mentorship, she established a solid foundation, underscoring the importance of resilience and continuous learning in career transformation.

The Power of Coaching and Accountability

A significant turning point in Lena’s career was her decision to join a coaching program, which provided the structure and accountability needed to scale her business.

Results Speak Volumes : Before joining The CORE Training , Lena closed $15 million annually. In her first year of coaching, her volume grew to $25 million, eventually reaching $40 million in 2024.
Systems Matter : Tools like the Greatness Tracker helped Lena maintain consistency, ensuring regular outreach to referral partners, clients, and new prospects.
Delegation and Focus : Hiring an assistant allowed Lena to focus on growth-oriented tasks, improving efficiency and reducing burnout.

Staying Ahead in an Ever-Changing Industry

Lena emphasized the importance of staying informed and engaged:

Regular Training : Weekly lender calls hosted by A Better Way Mortgage Group have helped Lena explore new opportunities and stay ahead of industry trends.
Leveraging Technology : Tools like Loom for video updates and the Canadian Mortgage App for client education have been game-changers, saving time while enhancing client experiences.
Strategic Pre-Approvals : Lena now insists on pre-approval meetings to educate clients, streamline processes, and reduce last-minute questions.

Work-Life Balance as a Key to Sustainability

Despite her impressive achievements, Lena prioritizes her family, crafting a schedule that balances professional success with personal fulfillment.

Time Blocking : Starting her day at 5 AM and wrapping up by 4:30 PM allows Lena to stay productive without compromising family time.
Protected Time : Friday evenings and weekends are reserved for family, a discipline that keeps her grounded.

Lena’s Advice to New Brokers

When asked what she would do differently, Lena highlighted the importance of early adoption of tools like CRMs and maintaining strong relationships with clients and referral partners. Her advice:

Master the Basics : Deepen your knowledge of lender products and policies to ensure efficiency and accuracy.
Think Long-Term : Build relationships and maintain a consistent follow-up strategy to create a sustainable business.
Be Adaptable : Continuously learn, automate where possible, and embrace technology to scale effectively.

Looking Ahead

Lena’s goal for 2025 is to grow her business by 20% while improving automation and client communication through her CRM. With a focus on sustainable growth, she exemplifies the mindset needed to thrive in a competitive industry.

Listen Now
For more actionable insights and inspiration, tune into Lena’s full interview on The Mortgage Broker Podcast . Whether you're a new broker or a seasoned professional, Lena’s story offers valuable lessons on how to succeed in today’s ever-evolving mortgage landscape.

�� Subscribe and Review : Don’t forget to subscribe to the podcast on Spotify, Apple Podcasts, or YouTube. Your feedback helps us continue delivering top-tier content.

�� Support Backpack Buddies : Join us in making a difference by supporting this incredible charity. With just $20, you can help provide meals to children in need.

Lena’s story is a reminder that with the right mindset, tools, and support, success is not just achievable but sustainable. Start implementing her strategies today, and watch your business transform!

TUESDAY MEMO - 1/7/2025

Tue, 07 Jan 2025 17:45:31 GMT

1/7/2025:

FIRST ABW Tuesday Mortgage Memo of 2025: Your Weekly Market Highlights

Hi Team,

Happy New Year! �� Welcome to the First ABW Tuesday Memo of 2025 —your trusted source for essential updates and insights to help drive your business success. As we kick off this year, here are 5 key takeaways from the past 7 days to keep you informed and prepared:

Highlights from the past 7 days:

2025 Housing Market Projections
Experts anticipate a robust housing market rebound in 2025, fueled by rate stabilization and improved affordability. Start helping clients position themselves to take advantage of these opportunities early in the year.
Competitive Lending Offers
BlueShore continues to lead with 3.99% 5-year insured rates , presenting a strong value proposition for buyers ready to lock in their mortgages.
Impact of U.S. Tariffs on Rates
Recent U.S. tariff developments are influencing bond yields and may affect Canadian mortgage rates. Stay agile in advising clients on timing their financing decisions. Term choice has never been more important!
Arrears and Default Stability
While mortgage arrears reached a 3.5-year high, broader risks remain contained, thanks to stress-tested borrowers and controlled layoffs. Share this stability with clients to boost their confidence in the market.
Debt Management Priority for Clients
Encourage clients to focus on debt repayment as interest rates stabilize. For those exploring refinancing or consolidation, now is an opportune moment to act.

Let’s Make 2025 Count!

This year is full of opportunities for growth and success, and we’re here to support you every step of the way. Use these updates to guide your conversations with clients and position yourself as their go-to mortgage expert.

Action Plan:

Review Client Portfolios
Identify clients who could benefit from refinancing or consolidating debt in light of stabilizing interest rates. Reach out to initiate conversations and position yourself as their trusted advisor.
Prepare for Spring Market Activity
Leverage 2025 housing market projections to create tailored strategies for clients looking to buy, sell, or invest. Ensure they’re pre-approved and ready to act before competition heats up.

Let’s set the tone for a successful 2025! ��

Episode 25: The Mortgage Broker Podcast: 2024 Year in Review and What’s Ahead
Celebrating a year of growth, learning, and community impact, The Mortgage Broker Podcast by A Better Way Mortgage Group highlights the Perfect Loan Process series, Behind the Broker stories, and industry insights, with exciting plans for 2025, including lender collaborations, mastermind events, and business growth strategies.
Full Episode Here

Episode 24: Behind the Broker with Kelly Mann: Kelly Mann shares her journey and top advice for navigating the mortgage broker space: "Stay open, build strong relationships, and trust the process.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market in 2025.

Ep. 25 - A Year in Review - The Mortgage Broker Podcast

Thu, 26 Dec 2024 18:19:29 GMT

 The Mortgage Broker Podcast: 2024 Year in Review and What’s Ahead

As we wrap up the first year of The Mortgage Broker Podcast, we’re reflecting on an incredible journey filled with growth, learning, and a shared commitment to elevating the Canadian mortgage industry. Presented by A Better Way Mortgage Group, the podcast has become a trusted platform for brokers and industry professionals to gain insights, explore strategies, and build stronger businesses.

Looking Back on 2024: Key Highlights

1. The Perfect Loan Process Series
One of the standout achievements of this year was the Perfect Loan Process series. Spanning seven in-depth episodes, this series walked listeners through a streamlined and efficient approach to managing client interactions—from initial contact to funding and beyond. The series became a cornerstone of the podcast, providing actionable steps, templates, and tools to help brokers establish a consistent foundation in their businesses.

For brokers within A Better Way Mortgage Group, the content extended beyond the podcast, offering detailed written summaries and hands-on training. As we head into 2025, we’re excited to continue supporting brokers in implementing these strategies with even more training and resources.

2. Behind the Broker Series
This late-year addition quickly became a favorite among listeners. Featuring top brokers like Vik Sahi, Alex D’Angelo, and Kelly Man, this series highlighted their unique journeys, challenges, and strategies for success. The overwhelming engagement and positive feedback affirmed the importance of showcasing broker stories and experiences.

The series underscored the value of building strong networks and human connections—a consistent theme across all episodes. Looking ahead, we’ll expand this series, inviting brokers from diverse backgrounds to share their insights and inspire others.

3. Industry Trends and Regulatory Insights
2024 was a year of significant regulatory updates and economic shifts, and The Mortgage Broker Podcast provided timely coverage. Episode 20, which focused on FINTRAC compliance with Dave Teixeira, stood out as one of the most impactful episodes. While compliance isn’t the most exciting topic, it’s undeniably crucial for brokers to stay informed and prepared.

We also explored the importance of technology in mortgage brokering, touching on CRM systems, marketing tools, and submission software. As innovation continues to shape the industry, we’re excited to dive deeper into these topics with new guests and updates in 2025.

4. Community Initiatives
Giving back to the community has always been a core value of A Better Way Mortgage Group. This year, we supported organizations like Backpack Buddies and participated in charity events like hockey and bowling fundraisers. These initiatives not only strengthened our community ties but also reminded us of the broader impact we can make as an industry.

Looking Ahead to 2025

As we step into 2025, the opportunities are immense. With a wave of mortgage renewals on the horizon and declining interest rates creating new possibilities, brokers have a chance to expand their businesses like never before.

Here’s what’s coming next:

Business Planning and Retention Strategies : Building on the momentum of 2024, we’ll focus on helping brokers craft actionable plans and implement client retention strategies to capitalize on the upcoming renewal wave.
Behind the Lender Series : We’re expanding our conversations with lenders, offering a behind-the-scenes look at their operations, policies, and insights. Expect deeper dives with industry leaders and development managers to strengthen broker-lender collaboration.
Mastermind Events and Training : From Ascend conferences to hands-on workshops, we’ll continue to provide brokers with platforms to learn, share, and grow.

Thank You to Our Listeners

The success of The Mortgage Broker Podcast wouldn’t be possible without the ongoing support, feedback, and engagement from our listeners. Your input has shaped the content, inspired new series, and motivated us to keep delivering valuable insights.

As we close this chapter and prepare for an exciting year ahead, we encourage you to stay connected. If there’s a topic you’d like us to cover or a guest you’d love to hear from, let us know. Together, we’ll make 2025 even more impactful for the mortgage industry.

Subscribe, Listen, and Stay Inspired
Ready to take your mortgage business to the next level? Tune in to The Mortgage Broker Podcast on Spotify, Apple Podcasts, or YouTube. Stay ahead of the curve, embrace new opportunities, and let’s make 2025 a year of growth and success!

For more details, visit: https://www.joinabw.ca/podcast

TUESDAY MEMO - 12/17/2024

Tue, 17 Dec 2024 00:46:46 GMT

12/17/2024:

FINAL ABW Tuesday Mortgage Memo of 2024: Your Weekly Market Highlights

Welcome to this week’s ABW Tuesday Mortgage Memo , where we highlight the most important updates and insights to help you stay informed and excel in your business. Below are the key takeaways from the past week that you’ll find beneficial:

Highlights from the past 7 days to keep you informed and ready to support your clients:

Stress-Test-Free Switches Approved
The government now allows low-ratio mortgage switches without stress testing. A great opportunity for clients to secure better rates.
Bank of Canada Rate Cut
Rates dropped 50 bps to 3.25%, easing variable mortgage payments. Smaller rate cuts are expected moving into 2025.
GTA Housing Market
Median home prices are up 1.5% in December, while listings fell 9.5%. Buyers should act quickly in competitive markets.
Fixed Rates Remain Competitive
Sub-4% insured 5-year fixed rates available—ideal for clients looking to renew or refinance.
Bond Yields & Inflation Trends
Bond yields are trending lower; Canada’s upcoming inflation data this week could push fixed mortgage rates down further.

Action Plan:

Connect with renewal and switch clients.
Help buyers secure pre-approvals now for a competitive edge.
Advise variable-rate clients to maintain payment levels for faster principal reduction.

Note: This is our final ABW Tuesday Mortgage Memo for 2024. We’ll be back on January 7th, 2025, with fresh updates and insights to help you start the year strong! Wishing you all a happy and successful close to the year.

Episode 24: Behind the Broker with Kelly Mann: Kelly Mann shares her journey and top advice for navigating the mortgage broker space: "Stay open, build strong relationships, and trust the process.
Full Episode Here

Episode 23: "Business Planning for 2025: A Roadmap for Mortgage Brokers"
Delves into effective strategies for annual business planning, offering methods, key components, templates, and insights into upcoming annual meetings.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market as we enter 2025.

Ep. 24 -KELLY MANN - Behind the Broker

Thu, 12 Dec 2024 00:30:12 GMT

Behind the Broker: From Banker to Broker – Insights from Kelly Mann

In the latest episode of The Mortgage Broker Podcast, we welcomed Kelly Mann, a top agent at A Better Way Mortgage Group and a seasoned mortgage professional with over 26 years of experience. This special installment of the "Behind the Broker" series dives deep into Kelly’s incredible journey, the lessons she’s learned, and her strategies for thriving in an ever-changing mortgage industry. Here are the key takeaways from her inspiring career story.

Building Relationships: The Cornerstone of Kelly’s Success

From the beginning of her career at a credit union to her evolution into a leading broker, Kelly emphasized the importance of building strong client relationships. Early on, working in a branch environment taught her the value of consistently connecting with people and fostering genuine relationships.

“People always remember how you make them feel,” Kelly explained. Her empathetic approach and personalized service have been pivotal in earning client trust and generating repeat and referral business. She ensures every client interaction, whether it’s a mortgage transaction or simply a question about finances, leaves a lasting positive impression.

Adapting to Change in the Mortgage Industry

The mortgage industry has undergone significant shifts over Kelly’s career, from changes in lending rules and mortgage terms to technological advancements. While these changes have brought challenges, Kelly views them as opportunities for growth.

“You have to leave your old world behind and be open to learning,” she shared. Kelly’s adaptability and willingness to embrace change, such as moving from a traditional lending environment to the broker channel, have been essential to her success. Her advice to newcomers: find your niche over time but stay open to opportunities.

The Leap to the Mortgage Broker Channel

Transitioning from a bank to the broker side wasn’t just a career move—it was a lifestyle decision. Kelly wanted more control over her work-life balance and the ability to build a team.

“Becoming a broker gave me the freedom to design my business and my hours,” she said. This freedom also allowed her to focus on becoming a comprehensive resource for her clients, handling everything from residential and commercial lending to agricultural deals and investment strategies.

While the transition came with challenges, Kelly’s ability to network and leverage partnerships has been instrumental in her growth as a broker.

Keys to Building a Strong Network

Kelly’s expansive network of lenders, underwriters, and real estate professionals is one of her greatest assets. She emphasizes the importance of developing and maintaining relationships across the industry.

“If you don’t know something, figure out who can help you,” she advised. By surrounding herself with top professionals and investing in partnerships, Kelly ensures she’s equipped to handle any client request.

Practical Tips for New Brokers

For those just starting in the mortgage industry, Kelly’s advice is straightforward:

Develop Systems: Create consistent processes for handling transactions to ensure every client receives the same high-quality experience.
Time Block: Dedicate specific times for client meetings, follow-ups, and administrative work to maintain organization and avoid chaos.
Invest in Relationships: Whether it’s with clients, lenders, or referral partners, strong relationships are the foundation of a successful career.
Leverage Technology: Use tools like CRM systems and platforms like Velocity to manage your pipeline effectively and stay on top of client needs.

Finding Work-Life Balance

As someone who’s experienced burnout from overworking, Kelly highlights the importance of setting boundaries and delegating tasks. By building a team and focusing on high-value activities, she’s found a better balance between her personal and professional life.

“The value it’s added to my life is priceless,” Kelly shared. Her shift to the broker channel has not only improved her work-life balance but also allowed her to focus on what she loves most—helping clients achieve their financial goals.

Looking Ahead to 2025

Kelly is already planning for a strong year ahead, focusing on critical months like April, May, and June. She’s confident that as paused projects, such as construction developments, resume, opportunities will flourish.

“If you’re not organized now, you’ll miss the opportunity later,” she emphasized, stressing the importance of preparation and goal-setting.

Kelly’s Closing Advice

Reflecting on her career, Kelly advises new professionals to believe in themselves and focus on building systems early.

“If I had a database set up from the start, I’d probably be retired by now,” she joked. Her message is clear: invest in your growth, surround yourself with supportive people, and never stop learning.

Kelly’s journey is a testament to the power of adaptability, relationship-building, and perseverance. Her insights are invaluable for anyone navigating the dynamic world of mortgage brokering. If you’re inspired by Kelly’s story, consider reaching out to her for mentorship or advice. As she said, “I love what I do, and I love helping others grow.”

TUESDAY MEMO - 12/10/2024

Tue, 10 Dec 2024 00:34:51 GMT

12/10/2024:

ABW Tuesday Mortgage Memo: Your Weekly Market Highlights

Highlights for Mortgage Brokers

Rate Cut Expectations : Markets are predicting an 89% chance of a 50-bps rate cut by the Bank of Canada on December 11 . Variable rate margins are narrowing as short-term rates drop, making variable-rate products more competitive.
Bond Market Movements : Five-year bond yields rose slightly last week after a significant 50-bps drop since November 21. Fixed mortgage rates remain competitive, with lenders like BMO cutting their 5-year fixed rate by 15 bps to 4.72%.
OSFI Stress Test Clarifications : Recent stress test exemptions allow uninsured mortgage switches without testing between federally regulated lenders. However, limitations like the exclusion of mid-term transfers and readvanceable products persist.
Market Trends in 2025 : Housing price forecasts from RE/MAX predict a 5% increase in 2025 , with Edmonton and Simcoe County expected to see up to 10% growth. Encourage clients to act now before prices climb further.
Dominion Lending Stock Activity : DLCG's recent shareholder-approved restructuring simplifies ownership, enhances stability, and strengthens our foundation for growth and innovation across the network.

Stay Ahead

Leverage these insights to guide your client conversations, stay competitive, and seize opportunities in the market.

Let’s make this week productive and impactful!

Episode 23: "Business Planning for 2025: A Roadmap for Mortgage Brokers"
Delves into effective strategies for annual business planning, offering methods, key components, templates, and insights into upcoming annual meetings.
Full Episode Here

Episode 22: "BEHIND THE BROKER with guest Alex D’Angelo"
Features Alex D'Angelo, a top broker who transitioned from banking to brokering. Alex shares his journey, time management techniques, and keys to success.
Full Episode Here

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market as we enter 2025.

TUESDAY MEMO - 12/03/2024

Tue, 03 Dec 2024 18:25:29 GMT

 12/03/2024:

ABW Tuesday Mortgage Memo: Your Weekly Market Highlights

Hi Team,

I’m excited to announce a new weekly email series: the ABW Tuesday Mortgage Memo , starting now and continuing throughout 2025. This memo will provide a concise summary of key insights sourced directly from Mortgage Logic News, major industry sources, and recent episodes of The Mortgage Broker Podcast. It’s designed to save you time while keeping you informed about the most critical market updates.

This memo is optional, and you can choose to receive it going forward by registering below. For those who want more in-depth information, I strongly encourage you to subscribe to the original sources, which are referenced below.

What to Expect in the ABW Tuesday Mortgage Memo

A high-level summary of market developments, regulatory updates, and housing trends.
Key takeaways from Mortgage Logic News, major industry sources, and The Mortgage Broker Podcast, delivered straight to your inbox.

Highlights from the Past 7 Days

Here’s a preview of the type of information you can expect going forward:

Inflation and Rate Outlook: Canada’s inflation rose to 2% in October, increasing uncertainty about the size of the Bank of Canada’s December 11 rate cut. Markets are currently betting on a 55% chance of a 25-bps cut.
Bond Yield Movements: Canadian and U.S. 5-year bond yields have fluctuated due to geopolitical tensions and consumer spending trends, influencing fixed mortgage rates.
OSFI Stress Test Exemption: New rules allow uninsured mortgage switches between federally regulated lenders without a stress test, but provincially regulated lenders and mid-term transfers are excluded.
Scotiabank Renewal Practices Under Scrutiny: A class action lawsuit alleges Scotiabank renewed mortgages at high rates without borrower consent, emphasizing the importance of advising clients to review renewal terms proactively.
Loan-to-Income (LTI) Caps: OSFI’s new LTI limits are creating variability in mortgage approvals, especially for high-LTI borrowers depending on lender capacity and timing.
Housing Market Projections: RE/MAX forecasts a 5% home price increase in 2025, with Edmonton and Simcoe County expected to outperform with 10% growth.

Episode 23: "Business Planning for 2025: A Roadmap for Mortgage Brokers"
Delves into effective strategies for annual business planning, offering methods, key components, templates, and insights into upcoming annual meetings.
Full Episode Here

Episode 22: "BEHIND THE BROKER with guest Alex D’Angelo"
Features Alex D'Angelo, a top broker who transitioned from banking to brokering. Alex shares his journey, time management techniques, and keys to success.
Full Episode Here

Stay Fully Informed

For those who want the full story behind these highlights:

Mortgage Logic News: Gain detailed insights into market trends and lender updates. ABW brokers can access an exclusive discount for subscribing via the Agent Intranet under Agent Tech Tools.

Choose to Receive the ABW Memo

This is a choice-based resource. If you'd like to continue receiving these updates weekly, please register here:
Click here to subscribe to the ABW Tuesday Mortgage Memo

We look forward to helping you stay ahead of the market as we enter 2025.

Ep. 23 - Business Planning for 2025

Thu, 28 Nov 2024 00:39:45 GMT

The Mortgage Broker Podcast: Business Planning for 2025: A Roadmap for Mortgage Brokers

Introduction
In this episode of The Mortgage Broker Podcast , we explored actionable strategies for creating a comprehensive business plan tailored to mortgage brokers in 2025. Joined by Jason and Derek, we discussed the essential components of a strong plan, the importance of tracking progress, and practical ways to navigate an evolving mortgage industry. This episode also highlights the upcoming Business Planning 101 event hosted by A Better Way Mortgage Group on Tuesday, December 17th, at 11:00 AM PST.

Note: The business plan template discussed in this blog is attached at the bottom of this post. Brokers are encouraged to partially complete the template before the event.

Why Business Planning Matters

Creating a business plan is more than a routine exercise—it’s a vital practice for brokers to ensure they:

Adapt to changing regulations, market trends, and client expectations.
Step away from daily operations to gain a clear view of long-term goals.
Proactively address challenges, such as reduced commissions, shifting volumes, and rising competition.
Establish a roadmap to achieve growth while staying efficient and compliant.

By investing time in strategic planning, brokers can position themselves to thrive in 2025 and beyond.

Key Components of a 2025 Business Plan

Vision and Goals
Define your vision for 2025 and beyond. Establish SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals to guide daily actions. For example, if your goal is $50 million in funded volume, break it down into daily tasks like lead generation, applications, and conversions. This clarity ensures consistent progress.
Financial Projections
Review profit and loss statements from the past year to identify trends and areas for cost optimization.
Calculate realistic revenue targets and expenses, considering changes in commissions and operational needs.
Plan for potential staff hires, technology investments, or marketing initiatives to support growth.
Marketing and Sales Plan
Develop a strategy that includes:
Client Acquisition: Allocate resources to digital ads, SEO, referral programs, and community engagement.
ROI Tracking: Monitor the effectiveness of campaigns and adjust as needed.
Content Development: Create scripts, email templates, and value propositions to strengthen your outreach efforts.
Operational Efficiency
Implement or upgrade CRM systems like Zoho or Blue Mortgage to streamline client management, ensure compliance, and automate routine tasks.
Consider outsourcing administrative functions, underwriting support, or document processing to save time and increase productivity.
Professional Development
Attend industry events, training sessions, and conferences to stay informed and network with peers.
Take advantage of brokerage-hosted events, which often provide no-cost, high-value learning opportunities.

Actionable Tips for Business Planning

Block Off Dedicated Time
Reserve at least four uninterrupted hours for focused planning. This time should be used to analyze data, brainstorm strategies, and refine goals.
Complete the Business Plan Template
The attached template serves as a guide to structure your plan. Brokers should partially complete it before attending the Business Planning 101 event to maximize the session’s value.
Collaborate with a Buddy
Pair up with a colleague, realtor, or peer to co-develop your plan. Sharing goals fosters accountability and provides fresh perspectives.
Set Regular Review Dates
Schedule monthly or quarterly check-ins to evaluate progress, address challenges, and refine your strategies.

Prepare for the 2025 Market Environment

The past two years have taught us to anticipate volatility and focus on what we can control. Build your business plan on achievable actions rather than assumptions about market recovery. If the market improves, consider it a bonus, not a certainty.

Conclusion

Effective business planning is essential for navigating the complexities of the mortgage industry. By focusing on vision, financials, marketing, operations, and personal growth, brokers can build a roadmap to success. Start your planning now using the attached template, and join us on December 17th to take your strategy to the next level. Together, let’s make 2025 your most successful year yet!

Ep. 22 - ALEX D'ANGELO Behind the Broker

Thu, 14 Nov 2024 01:33:01 GMT

 Behind the Broker: From Banker to Broker – Insights from Alex D’Angelo

In our latest Behind the Broker episode of The Mortgage Broker Podcast, we sat down with Alex D’Angelo, a top-performing agent with A Better Way Mortgage Group. Alex shared his fascinating journey from banking to brokering, highlighting the challenges, rewards, and lessons learned along the way. This episode is packed with valuable insights for brokers navigating their careers or contemplating a transition from banking to brokering.

The Transition: From Representing the Bank to Representing the Client

Alex’s career began unexpectedly when he was encouraged to join the banking industry while studying at SFU. Over 15 years, his role evolved, primarily focusing on investments. However, he saw a growing need in lending—an area many clients and professionals found confusing.

By 2017, Alex decided to make the leap to mortgage brokering, driven by a desire to represent clients rather than a single institution. While he acknowledges the initial risks and challenges of leaving the bank, Alex emphasizes the rewarding nature of finding tailored solutions for clients and building lasting relationships.

Key Takeaways from the Banker-to-Broker Journey

Valuable Training Ground: Alex credits the banking world for teaching him the fundamentals of finance, client care, and credit understanding. However, he also notes the limitations of working within a single institution’s constraints. “At the bank, you’re representing the institution. As a broker, you have the freedom to truly represent the client,” Alex explains.
Overcoming Challenges: Transitioning wasn’t easy. Alex recounts moments of self-doubt, especially during his first year, where he leaned on personal savings and support from family. Yet, his determination to build something meaningful for clients kept him focused.
Access to Multiple Lenders: Alex highlights the advantage of working with various lenders, allowing brokers to find solutions for a wider range of client needs. “At the bank, you’re limited to one credit department’s policies. As a broker, you can almost always find a home for a file,” he says.

Building Strong Client Relationships

Alex’s success is rooted in his people-first approach. By staying accessible, educating clients, and personalizing the process, he ensures every client feels supported. “Nobody loves going through a mortgage application,” Alex jokes, “but I aim to make the experience as painless and rewarding as possible.”

One standout story involved helping a single mother who had been turned away by her bank. Through creative problem-solving and persistence, Alex secured her a home in a great neighborhood, transforming what seemed like an impossible dream into reality.

Time Management and Personal Development

Time blocking plays a significant role in Alex’s productivity. He divides his day into segments—mornings for administrative tasks, afternoons for business development, and evenings for client calls. This structure, paired with calendar discipline, allows him to maintain focus while still carving out time for personal interests like golf and biking.

Alex also credits James Clear’s Atomic Habits for reshaping his mindset. “The book teaches the power of small, consistent actions. It’s a game-changer,” he says.

Advice for Aspiring Brokers

For those transitioning to brokering, Alex offers this advice: “Align yourself with industry leaders. Surrounding yourself with experienced professionals can help you navigate challenges and avoid unnecessary mistakes.” He also stresses the importance of truly loving people and building meaningful connections—both with clients and referral partners.

Looking Ahead

As the mortgage industry becomes more complex, Alex is committed to staying ahead of the curve. With 2025 set to bring numerous mortgage renewals and changing policies, he believes brokers must prioritize education and proactive client communication.

“The market may seem daunting, but with the right guidance, clients can achieve their goals. It’s our job to make that happen,” Alex concludes.

Ep. 21 - VIK SAHI - Behind the Broker

Thu, 31 Oct 2024 01:45:55 GMT

Behind the Broker: Building Relationships, Empowering Clients with Vik Sahi

Welcome to The Mortgage Broker Podcast , where we deliver actionable strategies and insights to elevate mortgage professionals across Canada. We’re thrilled to kick off a brand new series, “Behind the Broker,” designed to celebrate the talented brokers of A Better Way Mortgage Group . In each episode, we dive deep into brokers' journeys, exploring the tactics and approaches that set them apart.

Our inaugural episode features Vik Sahi , one of A Better Way Mortgage Group’s top producers. Vik opens up about his journey into the mortgage industry, his relationship-focused approach to business, and the strategies that have made him a successful broker. Here are some highlights from Vik’s story and his invaluable advice for anyone looking to grow in the mortgage industry.

1. Family Influence & the Value of Financial Literacy

Vik’s passion for finance and real estate was ignited in his family home, where discussions often revolved around banking and investments. His parents, long-time bankers, instilled in him the importance of financial literacy from a young age. By the time he joined the mortgage industry, Vik already understood the value of credit, budgeting, and investing—knowledge he now passes on to his clients to empower them in their own financial journeys.

2. Starting Out: Radio Host to Mortgage Broker

Before transitioning fully into mortgage brokering, Vik enjoyed a successful career as a morning show host for a prominent media company in Vancouver. The move to mortgage brokering wasn’t just a career shift; it was about fulfilling his desire to work independently and build something of his own. Initially juggling both careers, Vik soon discovered the mortgage industry was where he could make a more profound impact, and he hasn’t looked back since.

3. The Power of Process & Client Trust

For Vik, building trust starts from the very first interaction. He emphasizes creating a transparent and systematic experience for each client, beginning with a thorough discovery call. Here, he listens to the client’s needs, answers all questions, and sets clear expectations. He also creates detailed spreadsheets for clients, covering all financing scenarios so they feel fully informed. This extra effort has been a game-changer, fostering trust and positioning him as a reliable advisor rather than just a broker.

4. Client Success Stories: Second Opinions & Building Connections

Vik notes that many of his clients initially come to him for a second opinion. These clients often experience a disorganized pre-approval process with other lenders or brokers, which leads them to seek a more personal, detail-oriented approach. Vik’s process not only brings clients back, but it also makes a lasting impression that turns clients into long-term advocates for his services.

5. The Human Element: Building Lasting Relationships

Vik’s approach goes beyond numbers and paperwork; he sees each client as a person with unique goals and dreams. He makes an effort to get to know his clients beyond their financial details, asking about their hobbies, family, and life aspirations. By forming genuine connections, Vik not only makes the mortgage process more enjoyable but also builds lifelong relationships. These connections have led to referrals and even friendships, creating a ripple effect that strengthens his business network.

6. Organizational Tools: The Essential Role of a CRM

When it comes to tools, Vik is adamant about the importance of a CRM (Customer Relationship Management) system. For him, a CRM is non-negotiable; it helps him organize client information, set reminders, and keep track of touchpoints. Whether it’s a client’s birthday or a follow-up for a new mortgage opportunity, Vik uses his CRM to stay on top of every detail, allowing him to provide personalized, timely service for every client.

7. Daily Routine & Staying Motivated

Vik begins each day with a focus on personal well-being and productivity. His morning routine includes a trip to the gym, goal-setting, and prioritizing tasks. By tackling the hardest tasks first, he sets a positive tone for the day, ensuring that his clients receive his full attention and energy. As he points out, motivation goes beyond financial success; it’s about building and expanding a client base, deepening relationships, and staying connected to the people who make his work fulfilling.

8. Advice for New Brokers: Focus on Human Connections

Vik’s advice for those entering the industry? Build connections and create genuine relationships. Instead of focusing on “selling” a mortgage, focus on getting to know people and understanding their needs. When clients feel valued and supported, they’ll not only trust you with their mortgage but also refer friends and family.

Final Thoughts

Vik’s success is a testament to the power of relationships and the impact of a well-defined process. In an industry that can feel transactional, Vik has found success by prioritizing his clients’ well-being and fostering long-term relationships. This episode of Behind the Broker offers a roadmap for brokers looking to build a career based on trust, authenticity, and excellence.

Tune in to the full episode to hear more from Vik Sahi, and stay tuned for future episodes as we continue to spotlight the incredible brokers who make A Better Way Mortgage Group thrive. Whether you're a seasoned professional or just getting started, there’s something here for everyone ready to elevate their mortgage career.