Lead to Close: The Mortgage Professionals Podcast
Lead to Close: The Mortgage Professionals Podcast featuring authentic and real conversations amongst Canadian mortgage pros. Hosted by industry leaders James Loewen and Greg Williamson, with unfiltered opinions and no topic off limits, these are the conversations you wished the industry was having.
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Balancing AI with Human Interaction in Mortgage Lending with Gary Fooks
09/04/2024
Balancing AI with Human Interaction in Mortgage Lending with Gary Fooks
In today’s episode we’re joined by Gary Fooks, the founder and CEO of 8Twelve Capital. When Gary saw an opportunity to disrupt an industry, he jumped right into the mortgage space. For him, the journey is about so much more than making money—it’s about growth. The mortgage industry is growing and changing, and if you’re not using the right technology in your business, you’re going to get left behind. Now is the time to be proactive and invest in your mortgage business so you can continue to offer the best possible service to your clients. On this episode of Lead to Close: ● How he stumbled into the mortgage industry and what drew him to working in it. ● What a partnership really is and why it’s so important in his business. ● Where most people fall apart in a partnership and how they can do better. ● Where the name of the business came from. ● Why it’s so important to streamline the customer journey all the way through. ● How AI technology will (and won’t) change the mortgage industry. ● How often homeowners should be checking their financial health and why. ● Why mortgage brokers avoid investing in their business, but should get out of that habit. ● The importance of efficiency and how long turnaround times hurt you. ● Where Gary has tripled down in his business and how it’s supporting growth. ● His tips for attracting motivated brokers to his business. ● Gary’s top tips for mortgage business owners who want to stand out in the industry. ● The difference between owning a business and running a successful one. Finmo:
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How to Stay in Meaningful Contact to Get More Deals with Dan MacDonald
08/14/2024
How to Stay in Meaningful Contact to Get More Deals with Dan MacDonald
In today’s episode we’re joined by Dan MacDonald, the co-founder of Ownwell. His company was created in March 2024 with a mission of helping brokers empower their clients to build wealth through homeownership. Why does this matter? Because staying in meaningful contact with your clients makes all the difference in building lasting relationships. Using Ownwell can help brokers stay top of mind so that when life changes for their clients, which it inevitably will, they will want to reach out to their broker again. It can also plant a seed of inspiration for homeowners to buy a new home. On this episode of Lead to Close: ● The creative skill Dan has and what happened when he pursued it years ago. ● The personal experience that inspired Dan to come up with Ownwell. ● Why meaningful, ongoing contact between brokers and clients matters. ● What new homeowners find of value versus what they don’t. ● Ownwell’s US competitor and how they’re doing in the American market. ● The opportunities Ownwell highlights for mortgage brokers and how it functions. ● Common strategies brokers use to maintain client contact and how to do better. ● How sharing financial information with homeowners can inspire them to buy again. ● The power of referrals in the mortgage professional space. ● Why knowing (and using) your data as a broker matters. ● The future of the mortgage industry and the trends that are going to continue. ● Why the role of you, the broker, is more important than it’s ever been before. ● The best tactics for growing your mortgage business in today’s market. Finmo:
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Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 2
07/22/2024
Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 2
Today we’re continuing our conversation with Yair Benyamini, the CEO and Founder of Lendai. Last episode, we discussed why Canadians might be interested in investing in the US market and what Lendai does to make the process as seamless and convenient as possible for foreign investors. There is a lot of potential waiting to be tapped into in the US right now, but you should go into it knowing what you need to consider first. Smart investors aren’t dissuaded in a down market—instead, they tend to see the opportunities in front of them. On this episode of Lead to Close: ● The different ways you can approach buying properties in the US. ● The importance of considering liability and protecting yourself. ● How to decide if investing in the US by purchasing a property is right for you. ● Signs that someone is a smart investor (or not so smart). ● What has pushed buyers out of the market in the past, and if it still applies. ● What’s happening in the US housing market currently. ● How loans in the US are different from the typical ones in Canada. ● Where the name “Lendai” came from and how it relates to the core of their business. ● What Lendai could double down on to give themselves an edge in business right now. ● Where you can learn more about investing with Lendai. ● How they white label for their partners and what that process looks like. ● Tips for increased productivity, especially when it comes to reading. Finmo:
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Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 1
07/17/2024
Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 1
In this episode of Lead to Close we’re talking to Yair Benyamini, the CEO and Founder of Lendai. Lendai specializes in helping foreign investors access US financing in the mortgage space and currently operates in 45 states. Since the business began, Lendai has experienced incredible growth, leading to an expansion in their product line. These are designed to help buyers obtain different types of properties, including those that will need a little more construction. If you want to buy a property in the US, Lendai can use their network to find the perfect match for you. On this episode of Lead to Close: ● Why Lendai is helping Canadians access US financing. ● The untapped potential of financial possibilities in the US mortgage industry. ● How many Canadians spend time in Florida every year and what this means. ● How Lendai connects the dots for their clients and makes borrowing easy. ● Why their loans are more stable than the average mortgage loan. ● Unique aspects Canadians have to think about before buying in the US. ● How Lendai has overcome some of the limits they faced in the beginning. ● Factors which can change the rate that clients expect. ● What Lendai matchmaking is and how it works. ● How the prequalification process works step by step. ● What to expect regarding fees when working with Lendai. ● What makes Lendai’s financing model unique. ● Why they use Lendesk as part of their process. ● The many ways they make the process seamless and straightforward for their clients. Finmo:
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Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 2
06/28/2024
Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 2
In part two of our episode with Tango Ontario, we continue our conversation with Tom and Brandon. What’s unique about their business is the human element they bring to their client interactions, and going about it in a way that actually feels more impactful and helpful to their clients. During this episode, they share their tips for enhancing the client journey. Whether it’s helping to bring in new leads or congratulating clients at closing, they always prioritize making the experience feel as personalized as possible. On this episode of Lead to Close: ● Who Tom and Brandon initially thought they would approach and why they changed their minds. ● The benefit of having a balanced database versus being very focused. ● Why it’s more important to do what you do well than try to do it all. ● What parts of your business it pays to keep on autopilot. ● What networking and building relationships in the industry used to look like. ● Ideas for unique approaches to creating strong business relationships. ● How they use “high-fives” to inspire realtors to bring them leads. ● How Tom and Brandon are helping borrowers with the application process. ● The easy strategy they’re using to personalize the closing experience. ● The power of a good follow up and why it’s important to do. ● Why figuring out new ways to improve your business is important for gaining new leads. ● The things Tom and Brandon love (and how you can learn faster on YouTube). ● The latest tech gadgets that are favourites of Tom and Brandon recently. Finmo:
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Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 1
06/25/2024
Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 1
Today we’re joined by Tom and Brandon from Tango Ontario. While so many brokers have a love-hate relationship working with realtors, Tom and Brandon see it as a goldmine. Of course, it’s not just about targeting all realtors—it’s really about targeting the right ones that will help you find success in this industry. Opening an organic conversation and using a soft ask helps Tom and Brandon build mutually beneficial relationships in the industry. In this episode, they’ll provide some insight into their approach and process, and their passion for gamifying their business. On this episode of Lead to Close: ● How Tom and Brandon met and ended up working together. ● When each of them got their licenses and what they’re now building together. ● How they’ve managed to find success in such a short amount of time in the industry. ● Their unique take on targeting realtors and how they choose to network. ● How they’ve sustained their business in a down market. ● Why focusing on working with realtors just makes sense. ● The right way to choose realtors to work with versus the ones to avoid. ● Tips for being successful when you’re starting out in the mortgage business. ● How doing your reps (regarding meetings) can help you land more deals. ● How many meetings Tom and Brandon do each week and why. ● A strategy for adding a little healthy competition to your business. ● The CRM that they just started using. ● What their conversations with realtors look like. ● The percentage of realtors who receive their emails that tend to engage. Finmo:
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How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 2
05/31/2024
How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 2
We’re continuing our conversation with Denise Laframboise, the Chief Operating Officer at BRX Mortgage, in this episode. BRX is unique in many ways, including their emphasis on collaboration as well as training and supporting new brokers. So many brokers will stay at a brokerage for the long haul—even when it’s not working. While the split at brokerages like BRX may not seem competitive, the truth is that the support built in for brokers is invaluable. During this episode, Denise shares more about what makes BRX Mortgage unique and how they attract both new brokers and industry pros. On this episode of Lead to Close: ● How moving brokerages is like leaving a marriage. ● Why people tend to stay at their brokerages even when it’s not working out. ● The secret to enticing experienced brokers. ● Why a split that looks less generous may actually be more beneficial. ● The notice BRX requires when people want to leave and why it’s of note. ● What Denise specializes in and how she shares this knowledge with new agents. ● The importance of learning to run a business when entering the industry. ● What you can find inside the Rookie Book and how it sets you up for success. ● Which lenders new brokers should build relationships with and why. ● Why the need for transparency is of especially high value in this industry. ● The reason behind the increase in deal desks. ● Maintaining compliance in the industry and how brokerages are clamping down. Finmo:
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How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 1
05/27/2024
How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 1
Today our guest is Denise Laframboise, the Chief Operating Officer at BRX Mortgage. BRX is a growth-focused brokerage aimed at elevating new brokers with the resources, technology, and training they need to be successful. Starting out as a broker isn’t easy. Many new brokers are lucky to land just a deal or two in their first year. But Denise explains that when you align yourself with the right brokerage designed to support your growth, you can far surpass those expectations. On this episode of Lead to Close: ● How Denise got into the business and what makes her career origin story unique. ● The challenges that new brokers face and Denise’s advice for them. ● The decision Denise made on maternity leave and what she decided to prioritize. ● Why being part of a brokerage that trains you puts you further ahead than you think. ● How Denise ended up with BRX mortgages. ● The types of people that Denise tended to attract to the roles she had available. ● How the Rookie Program works and why it’s so successful. ● Why Denise says your success is not about what you make, but rather what you take. ● The one determining factor that will influence how well you do in the industry. ● How she became a self-appointed mortgage guru. ● The unique features BRX offers their agents. ● The importance of having mentors to go to when you want to get unstuck. ● How getting a revenue share for recruiting other people benefits brokers. ● Why revenue sharing hasn’t taken off in the brokerage industry. ● How being successful at BRX means everybody wins. Finmo:
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Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 2
04/26/2024
Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 2
In this episode we’re continuing our conversation with Cheryl Buhs, the VP of National Sales at RFA Mortgage Corporation. In part 1, Cheryl shared her tips for being a favored lender, building relationships between lenders and brokers, and how RFA identifies and avoids inefficiencies. This time, Cheryl explores different models in the market and how RFA goes about finding the best possible solutions for clients, including those looking to refinance their home. She also discusses rates of renewal and why it’s important for lenders to play a balancing game. On this episode of Lead to Close: ● The types of models that independent lenders are using. ● The innovative program RFA is launching and how it works. ● What RFA is doing to create easy wins for clients and brokers. ● How it helps for RFA to be a one-stop shop for everybody. ● How RFA encourages brokers to think of them first. ● Gaps in the market and areas of growth for lenders. ● What brokers tend to overestimate and why they need to shift their perspective. ● Different approaches for rates of renewal and midterm refinancing. ● The issue clients are coming up against when seeking to refinance. ● The balancing game that every lender is trying to figure out and why it’s a challenge. ● Why brokers need to take a closer look at the role they play in refinancing issues. ● How most people end up choosing refinancing, and how that’s approached by brokers. ● The big thing that Cheryl’s family decided when they moved. Finmo:
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Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 1
04/19/2024
Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 1
Today is the first of two episodes where we welcome Cheryl Buhs. She is the VP of National Sales at RFA Mortgage Corporation. Cheryl started out as a real estate agent for a few years, but eventually decided to pivot to the broker side where her career has flourished. A lot of new lenders are entering the scene in the mortgage space, and Cheryl emphasizes the importance of giving these lenders a chance. This will help you, the broker, diversify your portfolio—something that is truly an advantage for your client. On this episode of Lead to Close: ● How Cheryl got into the mortgage industry and what it was like at that time. ● How she worked her way up and gained the opportunity to fill a national role. ● What the mortgage industry is really about at the end of the day. ● The importance of efficiency in mortgage lending and how it can be improved. ● What RFA does to pinpoint inefficiencies. ● How RFA decided to disrupt the industry and why they backtracked on this approach. ● Cheryl’s tips for building stronger relationships between lenders and brokers. ● The changes RFA has made in the last few years and why. ● How RFA is structured and why this structure makes them more solutions-based. ● What it means to be a nimble lender. ● How diversifying your portfolio helps your clients and your business. ● What is possible in the Canadian mortgage space, specifically compared to the US. ● The potential for creating true partnerships between lenders and brokers. Finmo:
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How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 2
04/04/2024
How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 2
This episode is a continuation of our conversation with experienced mortgage broker Chris Kolinski from iSask Mortgage Brokers Saskatoon. In this second part, Chris shares even more tips for streamlining your processes. Chris has created certain non-negotiable boundaries in his business, and these boundaries have helped him build a client process that feels good for him both personally and professionally. This, as well as a strong tech stack inside his business, goes a long way in keeping his business running smoothly. On this episode of Lead to Close: ● How having boundaries saves the time of both you and your clients. ● What can happen when you make exceptions to your boundaries. ● The types of non-negotiable boundaries to consider creating. ● How his business has changed since COVID, for the better. ● Different opportunities for building rapport with new clients. ● The importance of embracing technology as a broker. ● The three platforms that have helped Chris reclaim his time. ● The customizable CRM that Chris loves and why. ● How much he spends monthly on his tech stack. ● Why one-stop platforms don’t make the best solutions, plus what to use instead. ● The best way you can utilize tech to save you time. ● Where Chris has primarily gained the industry knowledge he has. ● Why Chris is confident in handing other brokers his blueprint. ● AI tech solutions that can improve your business and your life. ● The security solutions Chris can’t live without and how they work. Finmo:
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How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 1
03/28/2024
How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 1
Today we’ve got Chris Kolinski for the first of a two-part episode. Chris is a seasoned mortgage broker with iSask Mortgage Brokers Saskatoon, and he has over a decade of experience in the industry. As a mortgage broker, Chris emphasizes that what you’re really selling is yourself. He’s made it his goal to help his clients achieve a flexible mortgage that meets their current and future needs. He shares tonnes of tips in this episode for becoming a more efficient broker. On this episode of Lead to Close: ● Why some brokers avoid embracing technology, and what it forces them to do instead. ● What investing in automation today saves you tomorrow. ● The best approach for opening a new mortgage business. ● How Chris’ business was impacted in the years he went without utilizing tech. ● What Chris struggles with as a broker and how he is working to improve on it. ● Why waiting for the right time to embrace tech tools isn’t a good idea. ● The experience Chris went through in 2017 and how it changed his perspective. ● How prioritizing lender relationships can save you time. ● How Finmo has helped Chris save time and bring ease to his processes. ● Why Chris doesn’t promise rate specifics to new potential clients. ● How he weeds out clients that won’t be the right fit for him. ● Tips for reducing the risk with the clients you do want. ● How solidifying your process helps you identify redundancies and close more deals. ● What all top-producing mortgage brokers have. Finmo:
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Reuven Gorsht Explains The Need to Implement Systems
03/14/2024
Reuven Gorsht Explains The Need to Implement Systems
We’re joined by Reuven Gorsht, the CEO of Deeded, in this episode. Deeded is a technology platform that brings ease to clients looking for a qualified real estate lawyer. Reuven emphasizes not waiting until you’re busy to implement tech that improves your systems, marketing, and customer journey. If you start now, you can be primed and ready when you’re even busier. It’s easy to get caught up in the doom and gloom, especially in today’s difficult mortgage landscape. Reuven has an optimistic take and reminds us that humans are always going to need shelter, and that’s what the mortgage industry provides. By optimizing your customer journey, you can continue to thrive in the mortgage space. On this episode of Lead to Close: ● Ruben’s take on what it really means to be busy in your business. ● How to identify opportunities regarding where you spend your time. ● Whether Reuven thinks the market is on the rise or not and why. ● When the best time to build your business is as a broker. ● Why now is the best time to optimize your marketing strategy. ● Why you need a unique value proposition. ● Traditional models of buying and how they fall short on experience. ● What we can learn from Tesla’s customer journey experience. ● How reducing friction improves every transaction. ● How the law of disintermediation is at play in the market. ● How you can improve efficiency using the latest technology. ● What Reuven experienced that inspired the creation of Deeded. ● What your clients actually remember when working with you. ● Why investing in tech is important for brokers and how it can pay off. Finmo:
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Greg takes Questions
02/26/2024
Greg takes Questions
Today’s special episode has Greg taking on questions from the audience and giving his insights. These questions have been sourced in various places across the mortgage brokering space. From these questions, we’ll get into things such as tips for building a thriving business, the advantages new brokers have in the industry, how to gain leads in today’s mortgage landscape, the latest tech and trends in the industry, and a no-fail sales structure that keeps clients coming back for more. On this episode of Lead to Close: ● Whether the mortgage brokering space is growing or not. ● Why confronting challenges in your business is actually a good thing. ● What last year looked like for the average mortgage broker, statistically speaking. ● The role mentorship and mindset play in helping you grow. ● Whether it’s harder or easier for new brokers to enter the industry. ● What to do when you’re in the dip of your growth journey. ● How to continue winning even when rates are low. ● How to provide an experience clients will come back for—and how to avoid falling short. ● Questions that can help you shift to a blue ocean perspective in your business. ● Key differentiators that work in this industry and the ones that don’t. ● New innovations that are disrupting the industry. ● How AI is going to change the mortgage industry and why it’s important to lean in. ● The technology and tools highly effective mortgage brokers use. ● The trends more and more mortgage brokers are taking advantage of and why. ● Why certain investments are worth making in your business. Finmo:
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How Fraction Innovates in the Mortgage Industry, Part 2
02/12/2024
How Fraction Innovates in the Mortgage Industry, Part 2
We’re continuing our conversation with Fraction, a startup lender in the Canadian mortgage space. Fraction has introduced a fresh, modern approach to mortgages, and this has allowed them to fill gaps within the space and serve even more users. This time around, the team at Fraction compares and contrasts the mortgage industry in Canada to the United States, and they also share American products that have the potential to positively impact the Canadian mortgage industry. They later discuss what the future looks like for Fraction in terms of bringing forward new products. On this episode of Lead to Close: ● How Canadians are feeling about property prices compared to the United States. ● The possibility of facing increasing issues with housing. ● The cash flow problem Canadians are facing, and why employment is not an issue. ● Products that exist today in the US market and their potential for the Canadian market. ● A shift that could support both the mortgage brokers and their customers. ● How Fraction helps borrowers focus on simply making their monthly payments. ● The secret to creating products that effectively attract customers. ● Why mortgage brokers should work together to push innovation. ● Ways to increase options and flexibility in the mortgage industry. ● The products Fraction is considering bringing to Canada. ● Who Canadian mortgage brokers are actually competing against. ● What Fraction is looking for to take their business to the next level. ● Why they take a grassroots approach to connecting with brokers. ● What they want to hear about their products and why it’s important to get this feedback.
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How Fraction Innovates in the Mortgage Industry, Part 1
01/29/2024
How Fraction Innovates in the Mortgage Industry, Part 1
In today’s episode we’re joined by team members from Fraction, a startup lender in the Canadian mortgage space who are using new ideas to tackle problems in the industry. Their modern approach to mortgages has filled an obvious gap, opening the door to serve more users. Innovating in this industry isn’t easy. You have to prove your market and create the right technology to provide a service that meets the needs of users in today’s mortgage landscape. During the episode, the Fraction team discusses how they managed to pull this off, and what is on the horizon for them next. On this episode of Lead to Close: ● When Fraction was started and the skills each guest brought to the team. ● The problems that Fraction is focused on tackling and how they do it. ● What makes Fraction stand out in the mortgage industry. ● How the team made sure they created a solution that met legal standards. ● How they used technology and automation to save time. ● The challenges startups face when launching a new product. ● How the real estate market shifted after COVID and what has changed since. ● Why new products aren’t launched in the mortgage industry more often. ● What their goal is as a startup and what motivates them to innovate. ● How Fraction takes a different perspective on cash flow and the benefits. ● The social media app idea that led to creating Fraction and why they decided to pivot. ● The different approaches you can take to improving your business. ● How the focus for mortgage brokers is shifting and the solution for this change. ● What their goals are moving forward to better serve the market. Sponsored by Deeded:
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Getting More Business During Slower Times with Scott Rogers
12/04/2023
Getting More Business During Slower Times with Scott Rogers
How can mortgage brokers generate more activity during slower periods? That’s what Scott Rogers of Greybrook Land Development is talking about during this episode. Scott is the Vice President in Greybrook’s Private Capital Markets group. After briefly dipping his toe into the world of finances, he moved onto sports—but eventually found his way back into a customer service driven finance role with Greybrook. During the episode, Scott reveals the biggest barrier a person faces in taking advantage of great opportunities in the real estate market and how he helps Greybrook clients overcome this. On this episode of Lead to Close: ● How Scott found himself working back in finance and what his role is today. ● What makes Greybrook different from other private equity firms. ● The secret to Greybrook’s success and how their approach is unique. ● How tangible ownership makes people feel more connected to projects. ● Why they are focusing on the South Florida and GTA markets right now. ● The biggest barriers to gaining opportunities in the real estate market. ● Why having a conversation around investing is worth it even if you’re not ready. ● What Greybrook generally offers for their referral partners. ● What liquidity and risk could look like for Greybrook investors. ● The expected time frame of short-term, mid-term, and long-term projects. ● What makes Greybrook inclusive, and instances where they talk people off the ledge. ● Why diversification is important and how dilution might come up in your investment. ● Powerful touchpoints that drive relationships in real estate. ● Scott’s recommendations as a bourbon expert and which one is worth investing in. Finmo:
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Sarah Mathieu Talks Mortgage Marketing Trends and the Best Tools to Use
11/27/2023
Sarah Mathieu Talks Mortgage Marketing Trends and the Best Tools to Use
On this episode we’re joined by broker Sarah Mathieu. She is the Operational Partner and Team Lead at BRX Mortgage, focusing heavily on business development. Perhaps as a result of this, Sarah is also the brains behind her own marketing business, My Broker Pro. My Broker Pro offers templates and social media packages for Canadian mortgage brokers who want to improve their online presence. We’ll hear Sarah share her current marketing trends for mortgage brokers, secrets to getting your foot in the door and building relationships, plus tips for deciding which platforms and tools are best for you. On this episode of Lead to Close: ● What career path Sarah was on before entering the mortgage industry. ● The key to breaking through the mortgage industry and why her husband joined too. ● How Sarah and her husband manage working together. ● When Sarah started creating templates and how she used them. ● Why being prepared is more powerful than waiting to be asked. ● How to capitalize on the need for human connection to create partnerships. ● How you can use social media to get your foot in the door. ● The experience that inspired Sarah to start My Broker Pro. ● The biggest marketing trends for mortgage professionals today. ● What the average mortgage broker uses social media for and why it’s a long game. ● How knowing your target demographics can help you align with the right platforms. ● The benefits of using a scheduling software for your social media. ● A strategy for positioning yourself as an expert that realtors are drawn to. ● How to leverage AI when creating your marketing materials. ● How conscious language and asking the right questions can help you add value. ● A tip you can use on the Canadian Mortgage App to build relationships. Finmo:
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Megan McDonald's Formula for Success
11/10/2023
Megan McDonald's Formula for Success
On this episode of Lead to Close we’re joined by Megan McDonald, the Senior Vice President of Single Family Sales at MCAP. MCAP offers easy mortgage solutions for Canadian homeowners, investors, brokers, and more. Megan believes everything happens by design, and that’s why she’s such a big fan of process. We’ll hear Megan expand on the formula she follows for success, along with how this formula can impact your personal and professional success. On this episode of Lead to Close: ● Why mindset is especially important when the mortgage industry is tough. ● How the mortgage industry shifted after the pandemic. ● The formula Megan lives by and how it helps you get where you want to go. ● What it means to build a comprehensive plan and why so many people overlook it. ● Signs you might be in the wrong role as a mortgage broker. ● The importance of acknowledging what’s in your control versus what’s not. ● The personal difficulties Megan faced and how she got through it. ● What it means to “right set” your personal life and how it impacts your business. ● The routine aspects of Megan’s day and why she repeats these habits no matter what. ● What the cost of saying yes to everything is. ● Understanding it takes time to build habits that work for you, and why it’s worth it. ● How finding discipline can lead you towards freedom, plus where you can start. ● A tip you can use to hold yourself accountable and why it works. ● Why humans have a tendency to make bad things worse. ● The power of perspective and how zooming out keeps our egos in check. ● How healthy-minded entrepreneurs think and act in a down market. ● The people that tend to win even when the industry is down. Finmo:
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Mike Forshee Breaks Down Why the Canadian Real Estate Market is Unique
11/02/2023
Mike Forshee Breaks Down Why the Canadian Real Estate Market is Unique
Today we’re joined by Mike Forshee, the President of Glasslake Funding ULC. Mike has been in the mortgage industry for decades, and through relationships he’s formed in the industry, he decided to bring Glasslake into Canada in 2022. What he’s come to appreciate over the last year is that performance metrics in Canada are unique. While this may hinder some businesses from expanding into the Canadian market, well-heeled investors aren’t intimidated. During the episode, Mike shares what makes the approach at Glasslake different plus his advice for building strong relationships in the mortgage space. On this episode of Lead to Close: ● An introduction to Mike and how he fell into the mortgage industry. ● Current trends in the Canadian market and how it compares to other markets. ● The quality of applicants in Canada and what makes them especially resilient. ● How understanding client motivations supports a successful interaction. ● How to avoid losing credibility with a client. ● An example of a lender cutting off brokers and why it made perfect sense. ● Why Mike can confidently say Glasslake isn’t for everybody. ● What led to a natural increase in appraisals recently. ● How assuming your client will shop around can strengthen your relationship. ● The opportunities Glasslake offers to experienced brokers they already work with. ● Why Glasslake emphasizes staying flexible in their broker relationships. ● The locations you can find Glasslake in and where they’re headed next. ● The upfront research they initiated when they started business and what it revealed. ● Why their approach is a bit of a reverse approach and how it’s supporting their growth. ● What brokers working in smaller areas bring to the table for lenders. ● What Mike enjoys including as part of his morning routine. Finmo:
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How Lennie Rampone and Aaron Marsh Thrive Through Collaboration
10/26/2023
How Lennie Rampone and Aaron Marsh Thrive Through Collaboration
On this episode of Lead to Close we’re joined by Kelowna-based mortgage brokers Lennie Rampone and Aaron Marsh of Rampone-Marsh Mortgages. The longevity of their business highlights just how well the team approach to real estate is working for them. What’s unique about Lennie and Aaron is how they thrive using their collaborative approach. They’re united in their strong work ethic and desire to be successful, and bringing together their different perspectives makes their business stronger. During the episode they share their approach with clients and what differentiates the way they serve. On this episode of Lead to Close: ● Where Lennie and Aaron started their careers in the industry. ● How Lennie and Aaron crossed paths before starting a business together. ● Their secrets to finding rapid success as a team. ● How they approach disagreements and difficulties between themselves. ● How the roles inside their business are structured. ● Why it’s important for them to provide service a step above their competitors. ● Why they emphasize being mortgage planners for their clients. ● How the process works inside their business from lead to deal. ● Changes within the current landscape of the mortgage space. ● The effective tools and strategies they use to retain their clients. ● What they’ve been paying more attention to this year and how it’s paying off. ● The secret to getting a lot of Google reviews and why it matters. ● What most brokers are terrible at and the solution to implement that clients love. ● The impact of marketing to the people you already know. ● The tech they’ve tried and love—or loathe—at Rampone-Marsh. ● How to identify opportunities in times of slower or lesser demand. ● Where they steer clients who are particularly worried about rates. Finmo:
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Strive (Marty Frenette, Steve Kissuk, Brian Mason)
09/20/2023
Strive (Marty Frenette, Steve Kissuk, Brian Mason)
Today on Lead to Close we’re joined by the team from Strive: Marty Frenette, Steve Kissuk, and Brian Mason. Strive is an award-winning mortgage finance company offering lending solutions to brokers and home buyers across Canada. What started as identifying a need in the market between the team members became a business plan, and that’s how Strive came to be. In our discussion, the team highlights what makes them competitive and why they’ve decided to do things differently. On this episode of Lead to Close: ● The roles Steve, Brian, and Marty hold at Strive. ● How non-domestic interest is influencing the Canadian housing market. ● The specific issues being highlighted by mainstream media and what they mean. ● The non-traditional products and structures within Strive and why they exist. ● How the private lending landscape has changed over the past five years. ● The models that aren’t being used in Canada and what keeps them from being implemented. ● What they identified as a need in the market and how it led to starting Strive. ● Where Strive found early success and how they kept the momentum going. ● The type of success and feedback that makes their work feel most fulfilling. ● The secret to finding comfort in their space relatively quickly. ● How the willingness to put out imperfect products has benefited them. ● What the future of technology may look like within this space. ● The parts of the industry that are broken and what could be done better. ● Where newer product innovations are needed the most right now. ● The importance of delivering with consistency and how it impacts the business. ● What brokers should be thinking about over the next year. Finmo:
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Selling Part of Your Brokerage with Nick L'Ecuyer
09/06/2023
Selling Part of Your Brokerage with Nick L'Ecuyer
This time we’re joined by Nick L'Ecuyer. Over the years, Nick grew from a single producer to a massive brokerage owner at The Mortgage Wellness Group, and then he made a surprising move in selling part of his business. When Nick realized he wanted to be more than a business owner, he became a leader. He began to support his team members and promote their success, which in turn led to his success. When he started looking at the bigger picture, he realized he wanted to create something more purposeful, which is truly when his business pivoted to become something even greater. On this episode of Lead to Close: ● The percentage of people that get Nick’s last name right. ● The position Nick took in 2007 and why it wasn’t the right fit. ● Why 2008 was a great year for Nick and his business, and what shifted in 2011. ● What the inside sales team looks like and the numbers they reached last year. ● What it means to start with the end in mind and what that was for Nick. ● The importance of hiring and emphasizing great people in a successful business. ● What it’s tempting to do when business feels scary, and what to do instead. ● Why it’s crucial to be dynamic in your business model. ● How the idea of an employee share model plan came to fruition for Nick. ● Nick’s biggest tip for avoiding entrepreneur syndrome in a positive way. ● The difference between an employee share model and a management buyout. ● Why opening new offices is not on his radar right now. ● The training opportunities Nick is opening up to individuals across the industry. ● What Nick sees happening in the future of the mortgage broker space. ● The benefit of leveraging the values, interests, and networks of your team members. Finmo:
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The Power in Creating the Right Working Relationships with Ron Swift
08/23/2023
The Power in Creating the Right Working Relationships with Ron Swift
On this episode of Lead to Close we’re joined by Ron Swift, the Chief Executive Officer of Radius Financial. Ron is a respected member of the Canadian mortgage industry with over 20 years of experience. During the episode, Ron shares his expertise on industry trends and the strategies Radius Financial uses that makes their approach especially unique. There is immense power in creating the right working relationships—one from which clients can reap great benefits. On this episode of Lead to Close: ● When and where Ron started his career in the mortgage industry. ● The original construct of Radius Financial and how it’s grown over time. ● Their unique broker distribution and strategies for connecting with consumers. ● How to know when your offering is actually valuable—or not. ● Who actually has a say on how Canadians borrow for their mortgage. ● What makes Canada a safe place to invest in real estate and how this is an advantage. ● How they work with the banks to create the strongest consumer products possible. ● What happens when they want to do something outside their policy manual. ● How Radius works outside of Canada to bring money in. ● The impact of interest rates on Canadian real estate assets. ● The evolution of the “ma and pa” broker companies and why they needed to change. ● How increased agent transparency encourages success of the business overall. ● How being efficient as a lender supports both consumers and brokers. ● The influence of running promos on reducing compensation. ● Differing brokerage models and which ones retain the best team members. ● What Ron wants all brokers and lenders to feel encouraged to do. Finmo:
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Hiring the Right People with Scott Brown
07/20/2023
Hiring the Right People with Scott Brown
On this episode of Lead to Close, we’re joined by Scott Brown from Ultimate Mortgage Group based out of Toronto. Scott created Ultimate Mortgage Group in 2006 with his partners, and last year was their biggest and most successful year yet. Hiring the right people into your business can bring positive change in so many ways. Not only do they bring their own unique skills and perspective, but they also free your time so you can focus on growing the business. During the episode, Scott explains what he’s done right—and what he’d do differently—looking back on his experience in this industry. On this episode of Lead to Close: ● A snapshot of where Scott is at now in his career. ● What they are currently working towards at Ultimate Mortgage Group. ● How hiring new staff was a win-win-win for his business. ● Why Scott is still passionate about working in this industry. ● The mortgage tech stack Ultimate Mortgage Group is working with. ● Why his clients love Finmo and why he thinks everyone should use it. ● The opportunities of working in a down market. ● How micro commitments lend to the success of the business. ● Details of the systems, processes, and client journey. ● Where most deals tend to fall apart and how Scott manages this. ● How Ultimate Mortgage Group functions like small businesses inside a big business. ● The type of people Scott hires and how they are compensated. ● How business is doing so far this year. ● Scott’s approach for next year and what he thinks will happen. ● Tips for creating more freedom in your mortgage business. Finmo:
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Things We Are Surprised People Don't Know
11/03/2022
Things We Are Surprised People Don't Know
Jason Henneberry joins us on this episode of Lead to Close. He is the Director of Technology & Strategic Initiatives at Tango Financial, a BC Mortgage Broker offering advanced mortgage planning strategies to help homeowners achieve greater financial success. The conversation today covers various topics that the hosts and Jason are surprised people don’t know about the industry. We’ll cover topics such as the flow of money inside brokerages, broker burnout, and the strategies and technologies that have made broker life more efficient. On this episode of Lead to Close: Where the money flows in the broker business. What agents have started to push for over the years. How the money flow in the broker industry has evolved. Finding the right balance of value between cheaper and better. What broker burnout is and why it happens. How the past three years have felt in the market and the impact it has had. How goal setting has changed for many brokers post-burnout. When to consider hiring an assistant sooner rather than later. Why Jason decided to quit drinking and how his life has changed. What it means to redefine value and why it’s important. An example of working backward to meet your financial goals. Why Jason sold all his cars and properties to start fresh. Three questions to consider for business value optimization. Innovations that changed the broker industry. What brokerages need to do to continue to compete with banks at a high level. The specific areas where mortgage brokers add value. The exciting new things happening with Finmo. Finmo:
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Special Guest Chris Johnstone
09/19/2022
Special Guest Chris Johnstone
On this episode of Lead to Close we’re joined by guest Chris Johnstone, a seasoned expert in the mortgage space. He’s a man with proven longevity who has helped a lot of people. His job entails working within mortgage businesses to help streamline their processes for increasing booked appointments, including finding ways to get more inbound leads from Google. Chris shares tips and advice today that people often pay him for. Through the episode, the discussion covers topics such as increasing organic leads from Google, engaging your previous clients for referrals, how to overcome the fear of reaching out, and how you can crunch the numbers to meet your financial and lifestyle goals. On this episode of Lead to Close: Why it’s important to get Google reviews for your business. The quickest way to gain momentum in your bookings. The strategy most brokers aren’t implementing (but should be). How to activate the referral network in your local market. The impact proper scripting can have for your business. The benefit of referring your clients to other professionals. How to overcome the fear of reaching out after too long. The perspective your clients actually have about your mortgage transaction. The relationships you shouldn’t be investing in. How clarity on your lifestyle goals can help you reach success. How much to invest in marketing your mortgage business. The question Chris stopped asking his clients and why. The secret to making large growth transitions in your business. The book Chris reads every single year and what it means to him. Finmo:
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Sales Strategies for Inflationary Times
06/17/2022
Sales Strategies for Inflationary Times
During this episode of Lead to Close, James and Greg discuss the best ways to navigate the sales process, especially during times of inflation. These tactics can also encourage your clients to choose you over the competition. There are strategies you can implement to have more effective sales conversations, and it starts with exploring options rather than jumping to a decision on fixed versus variable rates. This means the discovery call is key in setting the tone for your work with the client. This part of the strategy and the following steps are covered throughout the episode. On this episode of Lead to Close: The better option between fixed versus variable rates. What to remember when choosing a fixed rate. Tips for framing your sales conversation to beat out the competition. How to lead the conversation into rates with a client. What you should aim to uncover during a discovery call. The importance of having a conversation around economics and metrics. How to frame a strategy to the client to benefit them long-term. What the inflation hedge strategy is and how it works. The importance of exploring a client’s individual situation. A tool that you can use to win the sale for you. The conversation you need to have with your client upfront. Why now is the time for clients to be proactive. Why showing people is more powerful than telling people what they need to know. The new useful tool they’ve implemented with Finmo. James and Greg’s favorite things right now. Finmo:
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The Art of Client Retention Strategies with Matt Parker
10/27/2021
The Art of Client Retention Strategies with Matt Parker
James and Greg are sitting down with Matt Parker, team leader and mortgage broker at The Mortgage Group (TMG). Matt is well-versed in client retention and nurturing existing clients to promote further business growth. Matt dives into what client retention is and how it’s different from general marketing. Client retention is important for growth, and he shares what brokers can focus on to bring greater value to their clients and build their business more predictably. On this episode of Lead to Close: How Matt got into the mortgage industry. Why Matt says this career was the best choice for him. The difference between client retention and marketing. The benefit of nurturing existing clients. What the biggest challenge is to keeping clients. Why it’s important to reach out to clients at the right time. Why mortgage brokers shouldn’t solely rely on new business. How brokers can bring a human moment back into their client interactions. Matt’s top lessons in client retention. How often brokers should reach out to existing clients. What to do in advance to set yourself up for success when you do reach out. What Matt loves about Finmo. The best way to bring value to your existing clients. Why Matt says he prefers to focus on equity and financial planning. What Matt learned in starting his business Broker Scout. What kind of clients have become the biggest advocate for Matt. TMG - Matt Parker Team: Community Trust: Finmo:
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Deep Tech Dive with Jackson Middleton
09/14/2021
Deep Tech Dive with Jackson Middleton
James and Greg sit down for a deep tech dive with Jackson Middleton in this episode. Jackson runs Deploy, a company that’s doing fantastic work in the mortgage space. He’s on the podcast to discuss tech needs in the mortgage industry and how tech, including, can be used to support brokers. Jackson examines building the best software stacks for new agents, growing agents, and mega agents. He also discusses what the future of tech looks like in this space and the role it plays throughout your client’s journey. On this episode of Lead to Close: An introduction to Jackson and Deploy. The part of the mortgage industry Jackson realized he enjoyed the most. What Jackson did first after leaving brokering. The one job of your website and why it’s important it gets that job done. How a clear call to action serves your business. How Deploy serves the mortgage industry differently. Why you need to use technology to manage your client’s journey. What citation management is and how Deploy helps with it. Why now is the time to adopt new technology as it becomes available. Why the best systems are the ones you actually use and work for you. How you can go about compiling the best tech stack. Why having an appropriate email address matters. Where emerging tech is leading the mortgage industry. How you can make it easier for a client to work with you. Why mortgage brokers should hire professionals to help with tech. The insights and metrics that a great website can offer (and how to use them). Jackson, James, and Greg share their favorite things at present Deploy Online: Community Trust: Finmo:
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