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. 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.

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. 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.

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 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 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. 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.

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. 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.

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

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

BEHIND THE LENDER – Ep. 53 with Jesse Bobroski, Calvert Home Mortgage Hosts: Dean Lawton & Deryk Williamson In this episode of The Mortgage Broker Podcast, Dean and Deryk continue the Behind the Lender series with Jesse Bobroski, Vice President of Calvert Home Mortgage. Recorded on-site at Calvert’s Calgary headquarters, this conversation dives deep into how one of Canada’s most established private lenders—now celebrating 50 years in business—continues to evolve, innovate, and serve brokers across the country. From Bartender to Private Lending Leader Jesse shares his unconventional path into the mortgage world. After completing a finance degree in Ontario, he moved to Calgary during the financial crisis and stumbled into alternative lending while bartending. A chance meeting with a couple who ran a syndicated mortgage firm opened the door to a career in private capital—a world Jesse found refreshingly transparent and relationship-driven. Nearly two decades later, he’s built a career defined by mentorship, curiosity, and an unwavering focus on helping borrowers who fall outside the banks’ comfort zones. Today, at Calvert, he helps manage a diversified Mortgage Investment Corporation (MIC) that funds short-term mortgages for both real estate investors and clients who simply don’t fit the traditional mold. Inside Calvert Home Mortgage Founded in 1981 as a MIC by Everett Keller, Calvert has grown from a family-run brokerage into a nationally respected private lender. Now led by Everett’s sons, Dean and Dale Keller, the firm has expanded from $35 million in annual fundings to over $550 million—supporting more than 1,400 transactions a year. Calvert’s approach is rooted in service, education, and innovation. A key differentiator? In-house valuations. Instead of relying on third-party appraisers, Calvert employs its own appraisal team to assess properties and manage risk. This allows for same-day funding, faster decisions, and greater confidence for both brokers and investors. Valuations, Risk, and the “After-Repair” Mindset Jesse explains how Calvert’s internal valuation system is central to both client speed and investor security. Every deal is stress-tested and backtested to ensure accuracy. When discrepancies arise, Calvert takes a collaborative approach—welcoming appeals and feedback from brokers and local experts. Their After-Repair Value (ARV) model also sets them apart. Especially for flippers and real estate investors, Calvert acts as both lender and consultant, evaluating renovation budgets, utility costs, and even carrying expenses. Borrowers can secure financing with as little as $10,000 down, enabling more opportunities for investors and tradespeople to participate in the market. Multifamily Momentum and Market Trends The conversation turns to multifamily lending, where Calvert is gaining traction. Rather than ground-up construction, their focus is on underutilized small-scale multifamily properties—sixplexes, eightplexes, or similar—that can be repositioned and refinanced through CMHC’s MLI Select program. Jesse also highlights major industry trends, including consolidation among private lenders, increased professionalism, and a more data-driven approach to risk. He notes that Alberta’s cyclical market has taught lenders resilience—an experience now helping them navigate corrections in BC and Ontario. Behind the Scenes: Calvert’s Team & Workflow Calvert’s workflow is designed for speed and precision. Underwriters are empowered to make exceptions, escalate intelligently, and communicate directly with brokers to find solutions. Every deal moves through a refined structure—from credit decision to legal instruction—largely managed in-house, including their legal team, to minimize cost and friction. Their culture rewards underwriters who “find a way to make deals work,” reinforcing a make-sense approach that values relationships and creativity over rigid formulas. The Broker Relationship When asked about working with brokers, Jesse is clear: “We want to win with the winners.” Calvert prioritizes partnerships with top-tier brokers who understand their products and share their mindset for speed, transparency, and trust. These relationships are strengthened by responsiveness—returning texts after hours, collaborating directly with borrowers, and delivering on tight timelines. Renewals are handled ethically and proactively, with brokers always contacted before the borrower and no surprise fees. It’s all part of a long-term retention philosophy that protects both client and broker relationships. Compliance, Technology, and the Future Calvert approaches compliance as a strategic advantage, not a burden. As early supporters of the Canadian Alternative Mortgage Lenders Association (CAMLA), they’ve helped shape industry standards and policies. Jesse emphasizes a balanced approach: staying ahead of FinTrack and AML expectations while keeping processes “make-sense” and client-friendly. On the tech front, Calvert is investing heavily in data centralization and AI-driven insights. Their long-term goal: a fully integrated platform that connects accounting, underwriting, business development, and broker portals—automating valuations, pricing, and performance analytics to improve service and scale intelligently. Borrower Experience For clients—especially real estate investors—Calvert strives to make borrowing “as effortless as possible.” Their team can manage everything from document collection to direct communication, always keeping the broker in the loop. Once a client is introduced by a broker, they remain that broker’s client for life. This trust-based system has built a loyal network of repeat investors and brokers who rely on Calvert not only for financing but for mentorship, analytics, and market insight.  Final Thoughts As Calvert celebrates 50 years, Jesse Bobroski and his team are proving that innovation and integrity can coexist in private lending. With their in-house valuations, commitment to education, and data-first strategy, Calvert is redefining what it means to be a modern MIC. Their focus remains clear: faster decisions, stronger broker relationships, smarter technology—and a mission to help more Canadians build wealth through real estate. Why You Should Listen This episode offers a masterclass in how modern private lending really works—from underwriting culture and borrower psychology to valuation, tech, and risk. Whether you’re a new broker learning the ropes or an established pro seeking trusted partners, this behind-the-scenes look at Calvert Home Mortgage is packed with insight, strategy, and inspiration. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.

Behind the BROKERAGE – Ep. 52 with Justin Noda, Chief Compliance & Operations Officer In Episode 52 of The Mortgage Broker Podcast, we launch a brand-new series— Behind the Brokerage —dedicated to exploring the systems, strategies, and structure powering A Better Way Mortgage Group. To kick off the series, Dean and Deryk introduce a pivotal addition to the leadership team: Justin Noda , the firm’s first-ever Chief Compliance and Operations Officer. This milestone marks a major evolution in how A Better Way approaches brokerage management, compliance, and agent support—reflecting a commitment to professionalism, protection, and long-term sustainability in the Canadian mortgage industry. Building a Culture of Compliance Compliance is no longer an afterthought—it’s a leadership priority. With FinTrack, new provincial regulations, and the upcoming Mortgage Services Act in BC, ABW has been working behind the scenes to strengthen education, processes, and broker confidence. “Our job as brokerage owners is to protect our agents,” Deryk explains. “That means giving them the right people, the right tools, and the right systems.” Enter Justin Noda—an 18-year mortgage professional whose experience spans brokering, underwriting, leadership, and regulatory design. His addition reflects ABW’s belief that compliance isn’t bureaucracy—it’s a strategic advantage. From Underwriter to Industry Leader Justin’s career began in underwriting, where he developed a passion for problem-solving and process improvement. Over the past two decades, he’s held leadership roles with ClearTrust, Origin Mortgages, The Mortgage Center, and Centum Financial Services (CFS). At Origin Mortgages, he served as Managing Director under Kyle Green, overseeing national compliance and operations initiatives during one of the industry’s most complex regulatory shifts. His work there—and later with CFS—produced frameworks still used today for FinTrack readiness and broker education. “I love being the white knight,” Justin laughs. “I like protecting brokers—even if they don’t realize it at first.” Why Compliance Is Changing Everything The trio explores why compliance is no longer a check-the-box exercise—it’s the foundation of professionalism. Justin highlights how FinTrack, evolving AML rules, and new provincial acts are reshaping daily brokerage life. Dean adds, “Having someone like Justin who’s lived the broker life means we can translate complex regulations into real-world processes. This is about making life easier, not harder.” At A Better Way, compliance is becoming less about enforcement and more about empowerment—helping agents understand expectations while giving them the support to meet them confidently. The Vision for Behind the Brokerage Two levers define her proce e:conmms csnhi sand P ecei.tSe Bgsk Atanegh,how thes bpore.rJiobracomtocti ae(txp /peons/yatn )and BkesptPihsmprov,caovga naadm —rvntowhsdhtelunpenoesitc“tsbnrilbyst ”BRubyOtlsnan er rtBsmgl eruhrsoirsfuyahnult:salaecdgsahoPictin gesgsnhirce osurj it anesTse feoineoyognailineieidv .iIe est.hle sthemhfels,w osn fdmss ls taise ta neek u ttsdt fe olnauspfrfo vshborlnsdf s dps As part of his new role, Justin will lead the Behind the Brokerage segment—an ongoing series that opens the curtain on brokerage operations, regulation, and innovation. In this section of the conversation (00:19:23), Justin outlines the topics and themes he plans to tackle: 1. Regulatory Insights and Policy Breakdowns Expect deep-dive discussions into the BC Mortgage Services Act (MSA) launching in 2026, along with FinTrack updates, audit preparation, and how these shifts affect day-to-day brokerage life. Justin will break complex policies into actionable guidance, explaining not just what the rules say but why they matter. 2. Inter-Provincial Differences and Best Practices Each province—BC, Alberta, and Ontario—has its own regulatory nuances. Justin will compare frameworks, highlight the 75 percent of similarities and 25 percent of crucial differences, and help brokers understand how to stay compliant across borders without slowing business. 3. Brokerage Operations and Lender Relations Beyond regulation, Behind the Brokerage will explore operational excellence—how brokers can strengthen relationships with lenders, manage deal desks effectively, and build scalable systems that enhance service and compliance simultaneously. 4. Policies, Procedures & Internal Systems Justin emphasizes the importance of having clear, accessible brokerage policies and procedures. These frameworks define how to handle disclosures, onboarding, lender communication, and even new criminal-code interest-rate guidelines. Every agent should know where to find them—and how to apply them. 5. Collaboration and Education The series will also spotlight voices from across the DLC Group—leaders like Mary Gronkowski and Scott Musselman—sharing insights on how technology, training, and compliance can coexist to elevate broker success. Together, these conversations aim to create an open, educational platform for every broker—inside and outside of A Better Way—to learn and lead with confidence. Why This Matters for Brokers The role of Chief Compliance & Operations Officer extends far beyond policy checks. It’s about ensuring every agent has: Clarity on what regulators expect. Confidence that their systems protect them. Support when navigating complex compliance or deal challenges. As Dean puts it, “This is about making our brokers’ lives easier—turning compliance into a tool, not a burden.” The Future of ABW Leadership With Justin joining the executive team, A Better Way continues its transformation into a brokerage known for education, culture, and forward-thinking operations. The Behind the Brokerage series will serve as the voice of that vision — sharing insight not only with ABW brokers but with the broader Canadian mortgage community. Final Thoughts Justin Noda’s arrival marks a turning point in how A Better Way approaches growth, governance, and agent support. His 18 years of hands-on experience and his passion for education bring clarity to a complex landscape. As the industry evolves, this episode is a reminder that true leadership means building the systems that protect and empower people. With Behind the Brokerage, A Better Way is turning compliance into conversation — and setting a new standard for transparency and trust. Why You Should Listen This episode is essential for any broker, manager, or team lead who wants to stay ahead of the industry curve. Dean, Deryk, and Justin break down how regulation, operations, and leadership intersect — and why compliance done right can actually accelerate your business. It’s the beginning of a new era at A Better Way — and a new conversation for Canada’s mortgage industry. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.

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. 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.