The Play Book for Financial Entrepreneurs: Recent Episodes
Rich
Educational, unscripted conversations with the leaders of mortgages and finance to share with the financial entrepreneur. Rich Spence, the President of Mortgage Centre Canada connects with the top leaders of Banks, Insurers, Government and the entrepreneurs of the Mortgage and Finance industry.
In this episode, we dive into the dynamic career of Michael Harris, Mortgage Fit's founder and a seasoned mortgage broker. Originally from North Vancouver, Michael moved to Victoria in 2006 to pursue his degree. After gaining experience in hotel industry sales and marketing, he transitioned to become a licensed mortgage broker with Select Mortgage in 2012, later establishing Mortgage Fit. Michael's expertise extends to private financing and a focus on self-employed clients. The podcast highlights his commitment to quality client connections and individualized customer care. Join us for an engaging exploration of Michael Harris's journey, where professionalism meets personal passion in the mortgage industry.
Welcome to the podcast featuring Wayne Martin from Today's Mortgage Choice Inc. in Sudbury. With over 30 years of financing experience, Wayne has successfully created customer loyalty, adapted to challenges during Covid, and excelled in business development.
Wayne emphasizes the principle of "Under Promise- Over Deliver," and shares insights into business development, financials, and recruiting. He highlights the power of people in building successful businesses. From personal loans to commercial financing, Wayne's expertise extends to structuring tailored financial solutions. He's also skilled in building business portfolios, including home and auto financing, and income tax considerations.
In a unique twist, Wayne's journey includes a stint as a professional poker player, demonstrating his adaptability. He moved his entire family to California, showcasing the diverse experiences that have shaped his career and life. Join us as Wayne reflects on his fulfilling career in the mortgage industry and shares valuable lessons learned along the way.
In the world of Mortgage Brokers, we dissect the client experience, from application intake to post-closing follow-up. Learn why focusing on relationship building as the face of your business can significantly boost profitability.
Drawing parallels between the Dentist Visit and business operations, we explore the key roles in both scenarios. Just as the dentist spends a brief but impactful time with you, the Dentist Model emphasizes profitability through efficient delegation.
Join Rich, in this solo episode, as he uncovers the secret to creating a sellable asset after a 20-year career by becoming the front person of your own business model.
In this special episode of "The Play Book for Financial Entrepreneurs," host Rich Spence sits down with Derek Serra, a distinguished figure with over 25 years of leadership in retail banking. As the President of Westboro Mortgage Investment Corp. and former Managing Director of Sales and Marketing at XMC Mortgage Corporation, Derek shares his insights into the industry, discussing the growth strategies that fueled the success of a national brand in both insured and alternative lines of business. Join Rich and Derek for a deep dive into the dynamic world of retail banking, gaining actionable insights and leadership perspectives from a seasoned professional who endured the rewarding journey from banker to broker.
On this episode of The Playbook Podcast, Rich Spence is joined by veteran MCC agent, Darlene Vilas. In the business for sixteen years, Darlene is widely recognized as the expert on reverse mortgages. Rich and Darlene dive into not only the basics of the reverse mortgage product, but also the solutions that it can provide clients. This highly educational episode is not one to miss!
On this episode of The Playbook Podcast, Rich Spence is joined by CEO and founder of True North Mortgage, Dan Eisner. As a three-billion-dollar brokerage, Rich and Dan take the time to chat about True North’s business model, as well as the differences between online and in store sales. Dan also details starting a lending business, Think Financial, from scratch. A great conversation with a very successful gentleman!
On this episode of The Playbook Podcast, Rich Spence is joined by Sarah Albert, a mortgage professional in Atlantic Canada. With interest rates continuing to rise, Sarah talks about how she is proactively reaching out to her variable rate clients and keeping them informed on what these changes mean. In a time where most mortgage brokers want to hide, Sarah offers her expert advice on how to have that discussion. Sarah and Rich also touch on the importance of the mental health of our mortgage professionals.
On this episode of The Playbook Podcast, Rich Spence is joined by Roy Cocciollo. Roy is the owner of Your Mortgage Your Way, one of MCC’s fastest growing franchises, with the highest production per agent. Roy, who is known as a dynamic leader, shares his take on what makes his office different – “culture eats strategy for lunch”. Don’t miss this invaluable first episode of the Masterclass Series!
On this episode of The Playbook, Rich Spence is joined by Corina Murphy. They chat about the MPC Charity Foundation, as well as how to integrate a charity into your business.
Rich Spence is joined by Heather Manna, co-managing partner of MMG Mortgages, one of MCC fastest growing brokerages in all Western Canada. Heather shares her insight on generating leads for new agents, texting vs. calling, and how the broker space has evolved into the mainstream choice for consumers. You won’t want to miss this banker-to-broker-to-brokerage story!
In this episode, Rich Spence had the pleasure of sitting down with MCC broker, Mike Brandsma Mike shares his journey of transitioning from banker to broker, detailing the trials and tribulations that ultimately led him to his current success. In a moment of reflection, Mike looks back and shares the advice he would give his 22-year-old self. He also touches base on his processes of integrating technology to automate his client and referral source experience. A great episode with an even greater gentleman!
Join Rich Spence as he has an in-depth discussion with Hali Noble and Reaza Ali about the Mortgage Investment Corporation (MIC) private space. The trio chats about the changing interest rate environment, rising house prices, andthe ripple effect on private mortgages.With 30+ years experience in the market, Fisgard has seen these cycles before. Hali shares what brokers should be doing with anyone they have put into a private mortgage in the last 12 months. You’ll want to write this down!
In February of 2022, Ryan Sadler had the opportunity to chat with Bruno Marsala of Pilrock Mortgages!
On this episode of The Playbook, Rich Spence is joined by Garry Morrison, Vice President of Scotia Mortgage Authority. Garry offers his expert opinion on the direction of the mortgage market and reveals the new products and services coming up from Scotiabank!
In a special edition of The Playbook, Rich Spence was approached by one of MCC’s top agents, Ann Pope, to talk about the new proposed government program for Tax-Free Savings Accounts for first time homebuyers. Until September 30th, YOU have the opportunity to send the government your suggestions on the structure of this program. Ann, wanting to educate brokers, shares numerous suggestions to influence and improve the program. Brokers, do not miss the chance to make change!
In this episode of the Playbook, Rich Spence and Chantal Driscoll get personal with how she achieves working as a mortgage professional, while simultaneously balancing family life. Slowly building her business as a busy parent, Chantal has found immense success in using not only her own network, but the one surrounding her children for marketing her business. In addition, Chantal champions her social media reach by using Instagram reels and TikTok to her advantage.
In this episode of The Playbook, Rich Spence chats with one MCC’s bests, Scott Bentley. From getting his start as a cold caller in the USA, to moving home to Halifax and dominating Atlantic Canada’s mortgage industry, Scott shares the details of his illustrious 25 year career. Detailing many of his hiring adventures, Scott tells us how he sets up his team, who he would hire first, and offers his opinion on where the market is going in the future.
Rich Spence is joined by the incredible Teague Brinkworth for an episode unlike you’ve heard before. This episode is focused on the psychology of Teague, and what he had to do to grow as an individual, to therefore grow his business. Teague talks releasing control, trusting his team, and what he went through to learn to do just that. Teague also touches on buying his business from his father, and the psychology involved, as well as the ins and outs of transferring a business. You won’t want to miss this one!
Rich Spence had the opportunity to sit down with one of Atlantic Canada’s best agents, Matt Wheeler. Matt discusses his own history within the industry, and touches on his family’s legacy within the mortgage space in Canada. Listen in as Matt shares his secrets to growing his team and how he can now solely focus on client interaction!
Rich Spence is joined by young-gun Cyrus Habibi, who reveals the game changing effect that getting a mentor had early on for him in his business. A one man show, Cyrus credits a lot of his success to learning from seasoned brokers. A very hardworking broker with tremendous volume, Cyrus talks about “enjoying the now” in is everyday life.
In our latest candid conversation, Ryan Sadler sits down with Fisgard’s Reaza Ali to learn more about him and his journey. Plus! Reaza talks “what’s new” at Fisgard, the secret to what makes them truly different, and provides an outlook on the 2022 lender market.
Rich Spence sat down with FCT’s Marie Taylor (Director, National Underwriter, Legal, Risk and Compliance) who took the time to break down everything you need to know about title insurance and mortgage fraud. Marie discusses not only how title insurance works, but owner’s policies, lender’s policies, outrageous claim stories, and the nuances of title insurance in private lending. Marie also shares what to look for in private mortgages as the market in Canada heats up.”
Link to FCT's Fighting Fraud Webinar: https://fct.ca/webinars/fct-speaker-series-fighting-fraud-with-the-experts/?utm_source=DLC+Network+News&utm_medium=Email&utm_campaign=+DLC+Network+News+2022
In our latest candid conversation, Ryan Sadler had the opportunity to sit down with Home Trust’s Pierre Martin (Vice President, Residential Mortgage Lending). Get to know Pierre as we delve into the journey that led him to his current position. Plus, get the low-down on what’s new at Home Trust, and most importantly, what makes them stand apart! Pierre also offers a 2022 lender market outlook.
Rich Spence is joined by one of MCC’s top agents, Kristi Sauter, to discuss what has led to her success! Listen in as Kristi shares many of the tips and tricks that have guided her to where she is now.
For this candid conversation, Ryan Sadler chats with the incredible Ana Inacio of First National! Ana shares insights on the journey to her current position, how COVID-19 affected lenders, and reveals the focus at First National for 2022… gratitude.
Rich Spence had the opportunity to sit down with one of MCC’s top agents, Tom Hogg, to discuss what has led to his incredible success within the mortgage industry.
Join Rich Spence and special guest Ramy Nassar as they discuss Artificial Intelligence and its space in the Canadian Financial Industry. Ramy Nassar has an extensive background in AI and Strategic foresight additionally being an author, facilitator and speaker.
Rich and Ramy review how new technology can be leveraged today and how the finance industry will incorporate it in the future.
For the first 13 minutes, Rich and Ramy go down a side road on talking about their hobby of Real Estate investing. It is a very interesting side road.
I had an opportunity to sit down and chat with a good friend and business associate Joe Flor. Instead of focusing on the mortgage industry, I spoke with Joe about his journey. Joe's story is motivational, inspirational and one of the most honest discussions I have had on this podcast. I know you will enjoy this one.
Professionals in this Episode
· Joe Flor – Equitable Bank - Associate Vice President, National Partner Relations
· Rich Spence - Mortgage Centre Canada - President
With so much recent change in the tools and regulations around accessing property data, Rich Spence had the opportunity to sit down and chat with Jon Castellano, an expert in the field of Title Searches, Automated Appraisal Systems and Consumer data.
Professionals in this Episode
· Jon Castellano – FCT - Director of Data Strategy
· Rich Spence - Mortgage Centre Canada - President
Rich Spence had the opportunity to sit with Andrea Sampson to discuss the art and science of how to connect with your audience on the TEDx stage. Andrea Sampson has an extensive background in coaching and developing talks for speakers on the TEDx stage. If you speak for a living or would like to improve your presentations, this episode is for you.
Professionals in this Episode
· Andrea Sampson – CEO and Executive Speaker Coach.
· Rich Spence - Mortgage Centre Canada - President
Rich Spence had the opportunity to sit down with Paul von Martels, the Vice President of Equitable Bank. Paul has extensive experience in driving projects within the Finance Industry and was pivotal in the launch of the Reverse Mortgage at Equitable Bank. Paul shares his insight on managing risk, people and innovation. Professionals in this Episode
· Paul von Martels, the Vice President, Equitable Bank
· Rich Spence - Mortgage Centre Canada - President
Rich Spence had the opportunity to sit down with Stephanie, a wish child, who shared the physical and emotional effects of having her wish granted. Stephanie was granted her wish in 2010 and since that day, her life has had hope and a sense of direction it didn't have before. Stephanie has a joyful spirit and is a budding entrepreneur who is very motivational.
Stephanie was joined by her mom and Alyson Geary, the Director of National Corporate Alliances for Make-A-Wish Canada to discuss the affects of COVID on fundraising efforts, as well as the types of wishes children have.
This was a very emotional episode, be sure to grab your tissues before you listen.
Rich Spence had the opportunity to sit with Dr. Meg Myers Morgan to discuss the art of negotiating and its place and purpose in the world of business. Dr. Meg Myers Morgan has an extensive background, she holds a PhD and MPA from the University of Oklahoma and is certified executive coach, assistant professor and an award-winning author.
Professionals in this Episode
· Dr. Meg Myers Morgan – Award winning author.
· Rich Spence - Mortgage Centre Canada - President
Rich Spence had the opportunity to sit with Sarah Zandbergen, Senior Program Specialist at Equitable Bank to discuss the importance and relevance of financial confidence and its impacts on people.
Professionals in this Episode
· Sarah Zandbergen - Senior Program Specialist at Equitable Bank
· Rich Spence - Mortgage Centre Canada - President
Ryan Sadler, the Vice President of Sales for Mortgage Centre Canada (MCC), had an opportunity to chat with Bruno Marsala, a MCC mortgage professional who made the move from Banker to Broker and has never looked back. Ryan and Bruno explore the following:
- Recap of the 2020 Mortgage Market
- Predictions of the Mortgage Market for 2021
- What are we grateful for
Professionals in this Episode
· Bruno Marsala – Pilrock - The Mortgage Centre – Mortgage Professional
· Ryan Sadler - Mortgage Centre Canada - Vice President of Sales
Rich Spence had the opportunity to sit down with Agostino Tuzi, National Partnership Director at Home Equity Bank to demystify some of the misconceptions around Reverse Mortgages. They discussed its true definition along with its benefits to help Mortgage professionals find the right solution for their clients.
Professionals in this Episode
- Agostino Tuzi - National Partnership Director, Mortgage Brokers at HomeEquity Bank
- Rich Spence - President of Mortgage Centre Canada
Rich Spence had the opportunity to sit down with Mandy Gill, Speaker, Health Expert, Media Personality and Business Builder. They discussed driving leadership effectively to prevent burnout and create a healthy, successful headspace and workplace.
mortgagecentrecanada #mandygill
Professionals in this Episode
- Mandy Gill - Mandygill.com - Founder
- Rich Spence - Mortgage Centre Canada - President
Rich Spence from Mortgage Centre Canada had the opportunity to sit down with Ed Karthaus and Michael Forshee of HomeTrust to discuss the Alternative Mortgage Market in Canada. Ed and Michael shared insights into how the Underwriters of Alternative lenders think and provided mortgage brokers with practical tips to help make submitting loan applications to Alternative lenders easier.
mortgagecentrecanada #hometrustcompany #alternativelending
Professionals in this Episode
- Michael Forshee - Executive Vice President, Underwriting at Home Trust Company
- Ed Karthaus - Executive Vice President, Sales & Marketing at Home Trust Company
- Rich Spence - Mortgage Centre Canada - President
Growing your business is not always because you use a new tool….it is more about who you become.
I had an opportunity to sit down with a good friend of mine @JoeTrimboli. Joe is a top producing mortgage broker that changed his business and life from the inside out by focusing on his thinking. This has to be one of my favorite Podcasts. This is not your typical Financial Entrepreneur Podcast…we go deep on this one.
To achieve your goal, you have to become the person who achieves that goal…that is easier said than done. Joe shares his journey on how he worked on himself and his thinking, and continues everyday.
#mortgagebroker #mindset
http://podcast.mortgagecentre.com/
Rich Spence, the President of Mortgage Centre Canada (MCC), had the opportunity to sit down with Albert Collu, CEO and President at Marathon Mortgage Corp. & Author of Catapulting Change: Mindful Leadership to Launch to talk about the market, brokering, lending and managing change.
Professionals in this Episode
· Albert Collu, CEO and President at Marathon Mortgage Corp
· Rich Spence - Mortgage Centre Canada - President
Rich Spence, the President of Mortgage Centre Canada (MCC), had the opportunity to sit down with Reaza Ali, Broker Relations for Fisgard Asset Management to talk about Private Lending, MIC lending, deferrals and understanding the difference between the interest rate and the true borrowing costs for consumers.
Professionals in this Episode
· Reaza Ali, Broker Relations for Fisgard Asset Management
· Rich Spence - Mortgage Centre Canada - President
Ryan Sadler, the Vice President of Sales for Mortgage Centre Canada (MCC), had an opportunity to chat with Bruno Marsala, a MCC mortgage professional who made the move from Banker to Broker and has never looked back.
Professionals in this Episode
· Bruno Marsala – Pilrock - The Mortgage Centre – Mortgage Professional
· Ryan Sadler - Mortgage Centre Canada - Vice President of Sales
Ryan Sadler, the Vice President of Sales for Mortgage Centre Canada (MCC), had an opportunity to chat with Bruno Marsala, a MCC mortgage professional who made the move from Banker to Broker and has never looked back.
Professionals in this Episode
· Bruno Marsala – Pilrock - The Mortgage Centre – Mortgage Professional
· Ryan Sadler - Mortgage Centre Canada - Vice President of Sales
Ryan Sadler, the Vice President of Sales for Mortgage Centre Canada (MCC), had an opportunity to chat with Bruno Marsala, a MCC mortgage professional who made the move from Banker to Broker and has never looked back.
Professionals in this Episode
· Bruno Marsala – Pilrock - The Mortgage Centre – Mortgage Professional
· Ryan Sadler - Mortgage Centre Canada - Vice President of Sales
Ryan Sadler, the Vice President of Sales for Mortgage Centre Canada (MCC), had an opportunity to chat with Bruno Marsala, a MCC mortgage professional who made the move from Banker to Broker and has never looked back. Ryan and Bruno explore the following:
- The mindset of changing
- The thought process from moving from Banker to Brokers
- What you need to consider before making the move?
- What is "the moment" that sparked your move?
- and much more
Professionals in this Episode
· Bruno Marsala – Pilrock - The Mortgage Centre – Mortgage Professional
· Ryan Sadler - Mortgage Centre Canada - Vice President of Sales
Rich Spence, the President of Mortgage Centre Canada, had an opportunity to discuss with Dan Eisner, the CEO of True North Mortgage, the path to building a billion dollar brokerage. Rich and Dan addressed the following:
- Is having a brokerage doing less than $1B worth having?
- The difference between a high producing mortgage agent and a business owner
- The profitability cycle of Lenders.
- Do consumers want retail or online mortgage companies?
- and much more
Professionals in this Episode
· Dan Eisner – True North Mortgage – Chief Executive Officer
· Rich Spence - Mortgage Centre Canada - President
Rich Spence, the President of Mortgage Centre Canada, had an opportunity to discuss with Clinton Wong, the Vice President of Mortgage Creditor at Manulife the details of Mortgage Creditor Insurance. Rich and Clinton addressed the following:
- How has COVID effected Insurance?
- How should Mortgage Broker's offer Insurance?
- The nuances of coverage
- and much more
Professionals in this Episode
- Clinton Wong - Manulife - Vice President of Mortgage Creditor
- Rich Spence - Mortgage Centre Canada - President
- Dong Lee, Chief Operating Officer of DLC Group of Companies
Rich Spence, the President of Mortgage Centre Canada, had an opportunity to discuss with Doreen Walsh, the Vice President of Franchise Development for the DLC Group of Companies about recruiting, training and mentoring new mortgage agents. Rich and Doreen addressed the following:
- 20 million dollar agents versus new agents
- Setting a culture through training.
- What agents don't learn in the licensing course
- The profitability of new agents versus seasoned agents
- The models of training new agents
- and much more
Professionals in this Episode
- Doreen Walsh - Vice President of Franchise Development - DLC Group of Companies
- Rich Spence - Mortgage Centre Canada - President
We had an opportunity to discuss with Agostino and Sue of Home Equity Bank to get answers to the following questions:
- How does a Reverse Mortgage Work?
- Who would need a Reverse Mortgage?
- Why would someone take out a Reverse Mortgage?
- Will a person owe more than their house is worth?
- What is the math on the Interest Rates, Equity and House value?
Professionals in this Episode
- Agostino Tuzi - National Partnership Director, Mortgage Brokers at HomeEquity Bank
- Sue Pimento - Vice President Referred Sales, Eastern Canada HomeEquity Bank
- Dong Lee - Chief Operating Officer of DLC Group of Companies
- Rich Spence - President of Mortgage Centre Canada
We had an opportunity to discuss with Kate Wybrow, VP of Distribution & Residential Lending Solutions at First Canadian Title (FCT) to get answers to the following questions:
- How FCT is managing in-person signing?
- How is FCT supporting Lenders and Brokers with appraisal reports?
- What services can brokers leverage with FCT to help their business?
- Do you see any risks in the industry with this new norm?
Please Note: In addition, FCT has also made the decision that where in-person signing is still desirable we will support it (with appropriate social distancing measures). In other words, virtual witnessing isn’t a mandate.
Professionals in this Episode
- Kate Wybrow - VP of Distribution & Residential Lending Solutions at FCT
- Dong Lee - Chief Operating Officer of DLC Group of Companies
- Eddy Cocciollo - President of Dominion Lending Centre
- Rich Spence - President of Mortgage Centre Canada
Dong Lee, Chief Operating Officer of DLC Group of Companies, and I had an opportunity to discuss with Paul Taylor, President and CEO of Mortgage Professionals Canada and address the following:
- What conversations are you having with lenders and the government about policies?
- What is the impact on lenders having more liquidity?
- Paul's perspective on interest rates and where they are headed.
- Comparing the financial crisis of 2008 and now.
Professionals in this Episode
- Dong Lee, Chief Operating Officer of DLC Group of Companies,
- Paul Taylor, President of Mortgage Professionals Canada
- Rich Spence, President of Mortgage Centre Canada
I had an opportunity to discuss the inter workings of how Financial Institutions determine the interest rate that are charged on mortgages.
Professionals in this Episode
- Dong Lee, Chief Operating Officer of DLC Group of Companies,
- Edward Cocciollo, President of Dominion Lending Centre
- Scott McKenzie, Senior Vice President Residential Mortgages of First National
- Jason Ellis, President and Chief Operating Officer of First National
- Rich Spence, President of Mortgage Centre Canada