The 9am Club: Recent Episodes
Dustan Woodhouse
Your host, President of Mortgage Architects, Dustan Woodhouse provides a daily, live discussion on the state of the Mortgage market, the state of your business, and the state of your mind. With timely industry updates featuring weekly guests and industry insiders.
Seems like there's still an awful lot of unanswered questions, or questions with constantly evolving answers.
Many of us throw around comments that don't really tell the entire story and it can be quite misleading. What does it mean when someone says 'four grand per month' or 'I'm always available?' As it happens sometimes it means six grand, and my phone is off at 8pm.
When do you hire? How do you hire? Who do you hire? Tune in for some key points collectively gathered from a Mastermind session in Montreal.
It’s about to get heavy!
When rates start moving steadily in one direction or another, a Broker’s life becomes ALL about managing expectations.
Are you ready?
I defy you to present me a stronger example of someone who has mastered discipline, process, systems, database communication, and efficiency than the tres magnifique Lyne Sanfacon!
Truly aspirational.
You will not be able to easily wrap your head around this conversation.
Taking the blame means you look like a star, not a fool.
If you pass the buck, how does that make you look?
Free of blame?
Free of guilt?
Maybe.
Also likely free of a client.
Come Oct 25th, Will the Bank of Canada drop, hold, or increase rates?
At this point it is anyone’s guess
What matters most; finding your ‘why’ or working on leadership and communication skills?
Is there a long run?
Sort of… mostly though life is a series of sprints.
And many of us are each doing exactly what we choose to be doing with out days, but how hard are we thinking about the impact?
There are moments passing that will never be recaptured, ever.
It will be impossible.
Are you trading them away for trinkets?
No key words are going into the title of this episode.
Just know that it’s an interview you need to listen to.
Ready for something lighter?
Stick it out for the final few lines, you will be glad you did.
What happens when you are not you anymore?
What does it mean for you, for your (future?) family?
What steps are you taking today?
Who has rights to the client data?
You or the Managing Broker?
The answer is not so clear.
As far as who owns the client?
The client owns the client!
Sometimes we confide in the wrong person at the wrong time.
And it costs us a (key?) staff member.
The housing crisis is taking hold of the middle of the middle class, and working it’s way up.
The misguided demand-side economics approach of the 2010’s by regulators is having a catastrophic effect.
Prices rise, because no-supply.
Home-ownership rates drop, because radically restrictive policies.
It is time for some new thinking, and a new direction
Advice from a mentor isn’t always perfect.
It’s more often an ingredient of the stew of ‘what-to-do’
Sometimes our mentors are just too far removed from current market conditions; either by time away from the game, their advancing age, a massive wealth gap, or any other number of variables.
Sometime we need advice from someone else at our own level, not someone 32 levels beyond us.
How others treat us does not define us, how we treat others does.
Especially when it is REALLY challenging!
Note to Self… Let It Go!
Exhale.
Apologize.
Eliminate the conflict quickly, efficiently, cheaply.
Let go of judgement, judgement of others, and others judgements of you.
What is fair?
What is the role?
Who is responsible for what?
Can you take your skills and leverage them another way?
Also an exa
How much do we tell a client about the challenges that MAY arise within their file?
To paraphrase… ‘less is more’
Less is more.
What about rates?
Who knows.
One expert says be cool come Sept 6th, another sets ‘get ready’
This bit on the inflation number kinda takes a few left turns, maybe 4 of them, putting it back on track?
Immigration numbers are up, way up.
Housing starts are down, way down.
The Fed, specifically JT, says ‘not our problem’.
Oh but it is.
No other level of government is going to be anything but a part of the problem.
Where is our white knight with a solution?
Not currently on the horizon.
Challenging people abound.
Problems abound.
They are the rocks in the stream.
Don’t be a rock.
Be a salmon.
Better yes, as Bruce Lee said ‘Be like water’
Not feeling normal?
Maybe that’s because you are not normal.
And that may well be a wonderful thing.
What’s changing?
Honestly, you could just skip this episode as the changes mean nothing to all but 0.001% of Brokers, and perhaps 0.01% of clients.
Join Christine Xu for a conversation about landing in Canada in 1989 with two suitcases & $200 and her subsequent journey into the Broker industry in 23 years ago and the path from A business, to B business, to creating a Mortgage Investment Trust (Not a MIC) with Sixty-Million dollars under management inside 4 years.
What have you done lately?
It’s about the journey, not the destination right?
Well… sort of.
The destination really does matter.
We don’t take a plane to Maui, London, or Bali and just stay on the plane and fly home do we?
There are waves of ‘Trigger Point’ letters going out to your VRM clients right now, suggesting they have two options.
Why isn’t the bank presenting a third option?
One that clearly exists.
One that you can implement quite easily.
Do we think the BOC already had this intel last Weds when they inflicted another 0.25% hike on us?
Yes we do.
But they did it anyways.
Despite 2.8% being inside the Bank of Canada's target range of 1% to 3%.
Why?
Because 2.8% isn’t 2%, that’s why.
The FCNB (the NB Regulator) has issued notice re Co-Brokering.
The bottom line is this; in a co-broker situation, only the “licensed” agent can interact with the clients & lender.
A simple referral of name and contact info… NO application taken.
The silver lining?
The NB licensed broker can choose to pay a referral fee.
But the original agent is no longer involved in the file at all.
21yrs in the business, 22 files funded last month!
How?
We get into it, have a listen – this is time well invested whether you are brand new or also 21 years into your career as a Broker.
The winds of economic influence are swirling from all angles, what will it all mean come July 12?
Bottom Line; It does not matter as far as your own business is concerned, very little does… other than your own mindset and daily actions.
Some kind words, and then an abrupt reality check.
Following the episode I did have a conversation with this Broker, and they remain optimistic. They have energy, they have a plan, and they recognize that they have skills.
Watch for an update on how this is all playing out in real time over the next few months.
What will the Bank Of Canada do come July 12th?
Will the (downward) trend prove to be our friend?
What’s the real math of ‘baked-in’ inflation from 2022?
Who jacked up prices from 2010 onward?
Taking the average Vancouver home to 1M$... and then past 2M$ less than 10 years later.
The answer may surprise you, and you may want to argue about it… which is what twitter is for.
The title is a bit different than the text shared, but the sentiment is the same.
I read, word for word, a real text exchange between a Broker and myself, and then my ChatGPT reply to them… and their Chat GPT reply to me.
Again, ChatGPT – changing how we communicate.
I didn’t pre-read the script, instead I read out loud the prompt used, and the result received.
It is interesting, more so if you have zero experience with ChatGPT – is there anyone with zero experience left?
Yes, but you should not be one of them.
Kinda cool with a client tracks down the upper mgmt of a brokerage just to say something nice about a Broker – it doesn’t happen as often as one may think.
It’s a sea of volatility out there!
What is one thing that is remaining constant – in a technically-positive way?
Retire, Sell, Broker until I am found deceased at my keyboard having just hit submit?
Decisions, decisions.
The market as at June 6th, 2023 is reflective of a generation, or two, of poor choices.
Can we turn the housing story around anytime soon?
There’s the macro market, and then there’s the micro market…
Which do you have direct control over?
How to advise clients of a 3rd option, which is not outlined in the letter, or (in all cases) by the call centre
Get ahead of the curve on this with your clients.
Learn the math, start making calls.
The alarm bells are going over at CMHC, but does any other level of government or department of government care?
Or does the opposing BOC mandate to repress economic growth (over)rule the day?
A former electrical engineer shares lessons learned in getting out of our own way, the value of process, and a formula for measuring Broker success.
There is a lot packed into this conversation centered in Mindset.
Yes, but also no…
Technically it might be, but will your client be able to requalify at todays rates, without any exceptions being made?
This is blowing up left and right in clients and Brokers faces alike, do you know how to properly answer this question?
How does a Broker close 6 files in their first 60 days?
Great question!
Tune in and get a lesson in questions & mindset!
The CRA is on strike, and if your passport is not an essential doc... your clients NOA is 100% not an essential doc... although it is the government... in any event - here is what you need to know.
Where’s this recession at?
Can we get it going?
The sooner we start, the sooner it is over right?
They’ve been telling us it’s coming… for awhile now.
What’s the hold up?
How many characters are your passwords up to?
Are you using 2FA on every possible thing?
Some important information in here for anyone Brokering private mortgages, or working with MIC’s
Food for thought!
We wonder why private lending is front and centre as a topic with regulators across the land.
It is not actually due to a Brokers actions per se.
Rather it is due to client reactions over time, too much time, in a private mortgage.
This situation and topic are going to be interesting to follow over the next few weeks.
Stay tuned.
If Elon, on Oct 27th 2022, has invested his 44B$ in Facebook which was then $97.94 per share, the market value on March 27th at $202.84 per share would be 91B$
A 47B$ gain.
Not bad over 5 months.
Instead by his own (over?) valuation of Twitter yesterday at 20B$ - the social media platform he opted into has cost him 24B$
Although the delta is actually 71B$
And you thought we had it bad with CDN Real Estate.
Today is the day to show our underwriters some love.
**Deliver some recognition.
Deliver some appreciation.
Want ‘make sense lending’?
Then how about some ‘make sense submissions’!**
Go forth and be awesome!
What are you posting and where?
There is no private chat in a facebook forum.
You may be doing the wrong thing for the right reasons, but it’s still wrong – so maybe don’t invite an audience to witness it.
Should you be optimistic?
Yes.
Should you be a perpetual optimist?
No.
Be real.
Take real action.
Pay attention to the big picture, and all the small pictures the big one is composed of.
CDN inflation, Silicone Valley Bank, A French Bank, and Saudi investors mean what to the next Bank Of Canada meeting?
They mean what to your clients (payments)?
Does market reality have to be your reality?
Do market averages reflect your averages?
Are you average?
No!
No!
No!
Fact; It's more work.
Fact; If you do the work, it will pay off.
eventually
A nothing-burger with a something price tag!
FINTRAC is coming to the Mortgage Brokers world to ask us to do... a whole bunch of things any halfway competent Broker/Agent is already doing.
So ya, no news for most of you... other than more fees (most likley).
Brokers consistently overthink how easy it is to maintain a basic Excel sheet and type a few super simple emails per day.
Responses like this one, can truly make your day... just as a simple sentence from you can make another persons day!
In a nutshell, artificial integillence cannot replace emotional intelligence.
Are you a better authority than AI?
Yes!
SVB - Most of us know the acronymn, but do we know whether it's a one-off (1 of 3 to be fair) or is it an example of the asset mgmt practiced by dozens of other banks in the USA and around the world?
Have you downloaded the complete report from the MPC website?
Are you on the Mortgage Professionals Canada email list?
Either way, here are the top 10 highlights.
Stephen Poloz recently made a case for the 50yr AM in his 2022 book ‘The Next Age Of Uncertainty’
The fact that someone way smarter than myself, a former Bank Of Canada governor no less, sees things the same way is first off totally shocking, secondly it has me thinking perhaps this 50yr AM idea is not so farfetched after all.
What do you do when the client buys using a different Realtor than the Realtor that referred the clients to you?
Who do you have a duty to here?
There is only one answer.
Although we should never assume the worst about the work another Mortgage Agent has done with a client before we start working with that client, sometimes things start looking beyond bad.
Wandering onto a Realtors turf can be dangerous, not literally, but like any professional they can be protective… sometimes in very unprofessional ways.
What do you do when the client is paying the price for a Realtors inaction?
Literally thousands of dollars?
How about ‘The Right Thing’
Job’s numbers up 7X over expectations.
Inflation numbers Feb 21
What will happen March 8th?
There is a difference, but the two are not mutually exclusive – understanding how to defend against both matters.
Is the rate hike cycle really done?
Media mostly says yes.
But what does the staff of the Bank Of Canada actually say?
Worried about macro-economic indicators?
In this industry you really don’t need to be.
Here’s why…
A conversation with Peter Dickson of RDA Insurance about who is most likely to get sued, why, and how best to prepare a defense.
Sandro Mariotti takes us through his early years in the business, what made the difference, and how this shaped his plans for a training-based Brokerage to help existing agents get to the next level as well as helping rookies quickly build a lasting business from the ground up.
Be Better!
Registration Link: https://bethebetterbroker.ca/the-2023-brokers-journey-registration-page/
No, you are not back to zero on Jan 1st!
This game is infinite, there's no end and no start… least of all Jan 1.
Need your tires pumped up?
Tune in.
How best to reach out during the holidays?
Text?
Email?
Written card?
Voice message?
Carrier pigeon?
Owl?
Feedback is useful, even contradictory feedback. Make it work for you!
Feedback on the 2022 event has helped shape the 2023 event!
‘Prediction’ is a $100.00 word when a 10 cent word would do.
IE – ‘Guess’
Buckle up and hang on for the results of the 2022 guessing game!
Rob Campbell will be joining me in Vancouver Jan 12, 13 & 14 for the live broadcast of the 2023 ‘Annual Brokers Journey’.
The workshop evolves!
Are you enough?
Could you do more, be more?
You are probably kicking way more ass than you realize!
It’s all about avoiding the comparison game, and playing your own game instead.
But, if you must compare… consider who you are comparing yourself to!
How many Variable rate mortgage clients are in arrears?
Some real-time numbers from a major lenders President & CEO
What does this really mean?
Can you explain it to clients?
It is a great blog or eblast topic?
Have you done the math?
You may be surprised by the information in this episode.
Hundreds of successful Brokers agree, success in this business boils down to connection.
Connection is best/fastest made these days by telephone.
Some things just don’t go out of style.
Quick thought starters from a mastermind session.
Watch for a deeper dive into this topic in 2023.
In person mastermind meetings can be powerful, with some ground rules observed.
Virtual are a nice compliment – see you Mondays in 2023!
Rates are still moving upwards, why?
Because we are not listening, we are not opting into the recession that is supposedly underway.
We say no!
And up rates go!
Jasmine Findlay of Ep 214. Returns with three key points for us;
- Mindset Matters
- Don’t wish it were easier, wish you were better
- Lead By Example
And we get deep into each of these points and tie them all together.
Get in the game!
Zoom is not going away, we should not be reverting to either in-person or telephone sessions, Zoom splits the difference and gives us all the upsides with very few downsides.
Be Better
Be careful what you’re cutting, perhaps view it through the lens of ‘this isn’t a cost’ – ‘this is an investment’ and then consider what the return is on that investment.
There is more to consider here.
End your year strong and with low stress – YE is Dec 21
Start your year strong and with low stress – Go-Time is Jan 11
Scott Taylor-Barr takes us on a tour of Brokering in the U.K.
Very interesting nuances in process, compensation, and regulation. Some things we wish we had, some we’re happy we don’t.
I truly hope you enjoy this conversation as much as Scott and I did!
If you told a kid that the split on their Halloween candy was 50/50, then gave 50% to one parent and took 50% of the remaining 50% from the kid, they would call that a bullshit split, and they would be right.
That’s not 50/50, that’s 25/75.
Yet that is what many in our industry have adopted, twisting the math to make people feel good.
Better to do some actual math.
For a change I talk way less, and a huge crop of regular attendees of the Monday Mastermind series share quality advice.
Step 1. Listen to the episode.
Step 2. Register for the Monday Mastermind
https://bethebetterbroker.ca/the-brokers-journey-2023/
It’s the day before the Oct 26th BOC meeting.
What’s going to happen is not as important as WHY it’s happening.
Why is the BOC to laser focused in a 2% inflation target?
One word; compounding
I’ve decided I have way less answers than I thought.
It’s all about the questions;
are we asking enough questions?
are we asking better questions?
Here’s a stack of questions for you to sit down, write down, and drill down on!
Thanks!
Hey Bank Of Canada, maybe it’s you not me?
The havoc and horror being visited upon many a CDN household reminds me of the old movie line ‘the call is coming from inside the house’
As in the bad call of continuously spiking rates to stop inflation by inflating shelter cost payments 50% (and growing).
5 ideas to help CDN’s, all CDN’s.
Is the BC market imploding?
Yes, and no.
Depends which street you live on.
Is the BOC imploding our economy?
Yes, and no.
Depends on your definition of ‘vulnerable’
A healthy conversation about Real Estate, Macro-economics, and crystal balls.
Increasingly difficult to defend.
Is the Bank Of Canada themselves the root-cause of entrenched inflation due to wage inflation?
Arguably a $1,000 per month jump in the median CDN mortgage payment feels anything but transient. And it’s also the sort of thing vastly more likely to result in requests and approvals for wage increases than rising gas prices.
So what’s the real problem?
Is it still supply chain induced inflation?
Or is it Bank Of Canada shelter cost inflation run-wild?
Connie Hewitt from Calgary AB shines, and clearly has a bright future in Brokering!
Yes we’ve had way more than 2 rockstar rookies, but this interview makes two weeks in a row!
New-ish Brokers sharing how they got things into high gear from day one, tune in.
Sage investing advice from Justin’s nana, ‘own the dirt’.
Justin Foulis jumped into Brokering in April of 2019 at age 25 and started taking names and kicking butt on day one.
Justin actually went out in the world (of Home Depot parking lots) and took names.
The result?
55 closed files in his first 8 months.
Then 2020 happened…
So Justin picked up the phone, making 15-20 calls per day in 2020, asking two simple questions.
The result?
101 closed files!
Tune in and go deeper.
The math & motivation for change.
Clients want certainty, but certainty of what exactly?
Rate?
Amortization?
Payment?
The only way to know is to ask. Are you connecting with your ARM clients?
The Economy & Inflation, are they falling in line yet?
Whether you think yes or not, the Bank of Canada is almost certain keep pushing Prime higher, possibly higher than it really needs to go.
Our Guest Richard de Chevigny talks Brokering, systems, process, numbers and discipline… but we go a whole lot deeper on the discipline side into leading (your family) by example and get into what it takes to power through personal challenges as well.
A conversation with Tony Spagnuolo, one of the most knowledgeable Real Estate lawyers in B.C.
We talk taxes, personal real estate investing, property development, supply, and Tony delivers a fantastic tri-fecta of material changes each of the three levels of government could make to make the lives of first time home buyers easier.
It’s a longer chat, but an engaging one!
An ARM/VRM client speaks… and sleeps well at night.
How to build q quality client relationship.
How to build a quality Real Estate investment portfolio.
Time invested in this episode is time well invested
Do you know where your money is?
Not all of us do, otherwise the BOC would not be caretaking nearly One Billion Dollars in orphaned accounts.
Yes, many of those accounts are for deceased people, but not always for the deceased with zero heirs.
Do you have a plan?
A detailed org chart?
Is it all in your head?
Is it down on paper?
Does anyone else have a copy?
Tune in for some thought starters on planning!
How do you become #1?
Hard work is part of it.
Advance groundwork is another.
Who controls supply?
Not the Fed, not the Province, its all about the municipality.
It’s arguably all about you!
Why are underwriting standards so high one day, and then not so much the next?
This relates to the massive swing in rates, partly.
A compelling talk on the competitive environment for lenders, as well as Brokers.
This episode is 16 minutes of insight gathered through hours of conversations with intelligent insiders and expert outside observers.
The 1% hike is understandable, but is it going to have the desired impact?
What’s Sept 7th going to look like?
How is unique is this situation?
On the eve of what may be the biggest rate hike in history from the Bank Of Canada, where is it all headed?
Jobs?
Immigration?
Housing supply?
Prices?
A conversation about collaborative divorce with Vancouver BC based lawyer Catherine Brink.
Lessons and ideas to apply to personal relationships and business relationships.
A longer episode, an engaging episode.
Are you doing in one hour what the median producer does in one full day.
This is the math.
Wondering why you cancel simple appointments, never take a day off, and are not well understood by family and friends?
Here is the math that spells out why this is.
Thinking you want to be a top producer?
Understanding the math matters.
This life may not be for you.
Things are going sideways, is it the end of your career?
Probably not.
Tune in for a pep talk re high stress moments in (Brokering) time.
How has Sarah positioned herself as an expert within her company?
By both interviewing other experts, and by doing deep dives into various topics to build presentations to give weekly.
This is a story of being committed to growth, both personal and business.
Enjoy!
Maybe, but so what?
Would this really matter?
Too bold of questions?
Have you done the math?
Your clients have not done the math.
Which is why 1 in 4 make ridiculous statements like ‘I’m selling my house’ – no you’re not.
Why not?
How do I know this?
Because I did the math.
And here it is.
Work Harder
Work Smarter
Be Smarter
Be Better
- Embrace the ‘unplug’
- Know when to pause, but don’t pause for long (stay in motion)
- Believe that you’re capable of more than may realize (push yourself)
Do the math that your clients, and the media will not do.
The pace of change in mortgage world continues to accelerate.
Are you keeping up?
What information are you feeding your brain?
What is the result?
Where are rates going?
Where are values going?
Take a step back and look at the big picture; inflation, labour shortages, supply chain issues leading to less housing supply combined with rising rates leading to possible recession and thus lower rates… is it time to buy?
I think so.
Is The Bank Of Canada using the right tool for the job?
What matters? Is it rate, fear, payment, amortization, which one matters most to your clients?
Values are going where?
A winning mindset.
A winning business.
And winning (aka Earning) awards.
What does it take to fund 34 files in your first 12 months?
The right #mindset is what.
Quote of the episode; ‘everything I’ve done in my life prepared me for Brokering’
Enjoy this fantastic conversation!
Some cheques are a thank-you from someone else for your own process being weak.
Don’t cash that cheque, frame it and put it on the wall next to your awards.
It’s a reminder to Be Better!
Volumes have dropped… to the 3rd highest ever.
Prices have dropped to levels not seen in… 60 days.
How bad it is?
Not that bad.
Will it get worse?
How are you defining ‘bad’ & ‘worse’?
Why?
Is there a more positive spin to take?
What’s your trigger rate?
What is a trigger rate?
Where is it shown?
How does it work?
VRM, ARM, fixed, static, floating, thresholds, and more.
A few days/weeks/months off fix nothing.
Recharge for what?
A return to more of the same?
This is no way to live.
Better to reset.
Reset hours
Resets tasks
Reset expectations
We (you) need a lasting fix.
The #1 Broker in the Mortgage Architects network!
Follow James' path from MMS at a major bank into the Broker space where he has been relentless with database follow up and next level client service, as well as offering a unique reward to his top referral partners.
A consummate professional, constantly seeking knowledge on how to improve his game one small steady step at a time.
The final goal is a pretty cool one as well!
Keep in mind that the interest rate is just one piece of mortgage puzzle, there are also very real and very serious prepayment penalty implications when opting for a fixed rate product.
Talk to your Broker.
Will any of what the BOC is trying work?
Will what Elon’s doing work?
Can we fix new, never before seen problems, with an ancient tool?
Maybe, the hammer is still pretty great 3.3 millions years later, so who can say!
Who wins if you lock in?
The odds are against you winning, in fact they are stacked so heavily against you winning that lenders are paying their call centre staff a bonus if they can convert you to a fixed over the phone.
Not because lenders are evil, because they are corporations owned by shareholders.
The advice you are getting direct from a lender is in favour of the shareholder, not you the borrower.
Join Jennifer Maxwell for a coles notes version of the DISC personality profile tool and learn how to leverage it in every aspect of your business and life.
- Close every client
- Hire properly the first time
- Understand your life partner better
To understand the DISC is to understand the world.
Tune in to hear more about TD’s latest initiative to assist female entrepreneurs from Jennifer Monaco the TD regional manager for the Women In Enterprise division.
New job openings.
35% down on rentals? Not so fast.
Government policies; practical or optical?
Join BCREA’s Chief Economist, Brendon Ogmundson, for clarity re:
- What is the CPI?
- Does the BOC really control Core Inflation?
- Wait, the Debt-To-Income ratio is calculated how?
- What about Prime?
- What about the bond yields?
- What about Real Estate pricing?
- Where is all of this headed?
A 50yr AM?
5% down on twenty-million?
This is a CMHC Program?
For real?
Yes, and here are some key things to understand about the program, and about your own aspirations for stepping into the world of mutli-res financing
What lay ahead in 2022?
Here it is, spelled out clearly, with some math to back it all up.
Buckle up!
A conversation with a power dialing pro.
Are you making ten calls per day?
Jason is.
But he didn’t always, so what changed?
https://vimeo.com/657179621
A compelling conversation with Athena Constantinou, founding partner of Sherwood Mortgage, on moving from banker world to Broker Universe
As well as the power of maintaining long term focus.
And the benefits of a leadership team working directly with clients on a day-to-day basis themselves.
Although to be fair the next 16days are crucial. No slacking allowed.
focus
Make some mortgage magic happen today, tomorrow may be a day too late
The only economy that matters is the one between your own ears!
Who has the greatest influence over your results next year?
You!
90 seconds on Pilotfish.
15min on 3 real life situations happening now.
-
Maintain Control - Be Kind
-
The one who asks is the one who gets
-
Do the advance work, invest a few dollars and invest a few minutes to save a file 6 weeks later.
And the fishy conclusion this week?
Be a (Killer) Whale!
‘Shark-Mode’ is vital.
More vital still is knowing when, and how, to engage it.
And more importantly… how to dis-engage it.
Get out there and bite stuff!
Setting the record straight.
1,600+ words in 16 minutes on the topic of submission platforms.
Clarification on who owns what, why we promote the tools and companies we do, among other things.
If you’re not leading by example, you’re not leading.
And on this day… I wasn’t leading at all.
We are all works in progress.
Don’t be too hard on yourself when you slip up.
Just fix it fast.
Lots of news in BC with the announcement of a potential ‘cooling off period’ as well as a review of the blind bidding system.
What’s the real story here?
Mario Cloutier, Head of Broker Sales for Manulife Bank discusses much more than the Man-One.
Although he offers up a quality analogy for this product as well as important details regarding Manulife-Selects conventional mortgage products.
Looking for some peace in your (Broker) life from Dec 24 - Jan 4?
You need to take action this week and next to make that happen.
It’s easy to get fooled into thinking others understand what we’re talking about.
They don’t (always).
Ever worked a purchase file for a Realtor?
You may’ve found they knew less than you expected about the financing process.
Ever purchased a property yourself?
Likely the Realtor bit their tongue once or twice as they wondered ‘how don’t you know this’.
A direct talk with Paul Taylor re the rules of engagement.
Also and update on political relations along with crystal ball chat re the future of the lending landscape.
A great chat with Marci Deane.
14yrs of refining systems and process result in a steadily growing (and manageable) business.
At around the 12min mark, a pure gold statement; 'most of my business comes from my monthly email to my database'.
There's lots of other gold in this episode as well!
Should you be INC?
Yes.
Next question.
Is your accountant an Accountant, or an ‘accountant’. You may be surprised.
What’s CSRS-4200 and why does it matter to you?
How do you beak up with your current ‘accountant’?
And more.
It’s not all hype.
Inflation is a real thing.
But some people’s crystal balls… they seem bigger than others.
So…
What’s the real cause?
What’s the effect?
What’s the solution?
Lots of variety here!
1285 words to start some thoughts, and spur some action, on both delivering and finding clarity, simplicity, and certainty.
What are the key steps from ‘ring-ring’ through to file complete?
Which ones can you outsource?
Avoid double-Monday syndrome.
With a bit of planning you too can enjoy a quiet long weekend, maybe even a four day version.
And what about year end?
Week 51 & 52 are going to be what kind of weeks?
Whatever kind of weeks you take control of the planning now to make happen.
A conversation ranging from physical fitness, protein intake, and mental stamina to reverse mortgages and a variety of things in between.
A structured (PoewerPoint) dig into the first 40 of 160 pages of notes taken over three full days at the 'Darren Hardy - Business Mastery Class'.
A brief monologue on some key takeaways from a 3-day event - ‘Darren Hardy’s Business Mastery Class’
A slightly different version of this content can be viewed @ Ep 241.
It’s smoother and demonstrates the structure PowerPoint can bring to a presentation.
A broad conversation on techniques for connecting with humans, managing the stresses of our days, and building trust.
Addressing questions such as ‘why do Canadians claim to feel the emotion of love for their banks?’
Join Chris von Baeyer for a quality 46min.
Do you really need to be on Social Media?
Which platforms?
What to post?
When to post?
What’s the bare minimum?
Should you hire a social media mgmt company?
What does that look like?
All this and more with Brittany Hardy from emptydesksolutions.ca
Is the customer always right?
Nope.
Give yourself more credit and more power, same rules apply to your team.
A conversation with Geoff Willis about new developments inside the Velocity platform.
Got CRM?
How’s your (down payment/income) docs flow?
And more.
Paul Taylor, President and CEO of Mortgage Professionals Canada, joins us to discuss the upcoming election and planks of each political parties platform.
Time well invested for any industry professional.
Why the delay?
Why the fee increase?
Should I share the report? (Never)
These questions and more discussed with someone whose reviewed more than 250,000 appraisal reports.
Thanks Leigh Walker!
Follow the lows to the highs, and back around, from Ontario to BC and back again.
Carey walk us through a series of challenges, triumphs, and pivots, along the path to today… a top producing Mortgage Agent.
Challenges abound in life, sometimes the world happens to us, other times we happen to it!
Thanks for the great conversation. #inspiration
Once upon a time two Realtors started a podcast.
286 episodes later they’re still going strong.
Should you start a podcast?
Why are there (still) friction points between Realtors and Brokers?
Election predictions?
A quality chat that bridges some of the divide between parties with a common goal - happy clients.
Have you got a dedicated expert IT professional keeping you one step ahead of the (hacking) game?
We hit on several critical areas for consideration;
PC or Mac
Desktop or Laptop
Password manager?
VPN
Docs transfer
Docs security
Stand-alone networks inside your home
Cyber security insurance
Etc.
Cait Holmes is back, originally a guest on episode 71, to discuss goals set, goals worked, and goals achieved!
Building a thriving business from the start of the pandemic in a small community while mothering two young children… among other things!
Basically an amazing human being!
If you’re new, if you’re struggling, tune in. And most importantly write down your goals and build a plan!
One year later we check back in with Desiree (Danyluk) O’Doherty.
Newly married, and very focused on a nice steady build out of her business with happiness being a KPI (Key Performance Indicator) that’s receiving more attention than many of us tend to assign it.
A fantastic conversation with a Broker who understands what matters most to them and is staying laser focused on that.
Have it all!
There are some very important nuggets within this conversation with Sue Pimento from HomEquity Bank.
IE - Hand off the reverse mortgage application and still receive the exact same compensation as working the file yourself.
Are we asking all the right questions?
Are we doing the math?
Are we presenting all the options?
Taking the theme from Episode 220 and running with it.
Yes a jump from 2% to 6% at renewal is no joke. But is it ‘end-times’?
Nope.
Not really.
What if?
Most headlines are hyperbole, and tend to headline editorial sorely lacking in real world math.
IE if rate double, what does that mean to me?
Not much if I’m 1yr into a 5yr fixed term.
But what if?
Tune in for the specific math.
Where does the payment go?
What will it mean for the average borrower?
A critical file-saving item to add to your initial client meeting/discovery process.
The conversation covers a lot of ground including some very strategic advice to use around personal guarantees, being INC, and moving away from big bank.
As stress levels hit record highs in our industry some are asking ‘is this business for me?’
Note; while Angela at owns the ‘waiting for it all to go back to normal’ as the reason for a slow start after being licensed in March of 2020 there wasn’t a mot of sitting around going on…
Angela developed a medical grade mask, got it approved by health Canada and received a grant to donate 2500 masks.
This is a conversation about problem solving with a problem solver.
We have a new stat holiday in Canada.
Check your completion dates.
Keep in mind that Sept 29 & Oct 1 will not be ideal completion dates this year either.
Plan accordingly.
Occupying the fuzzy space in between A and B.
Is it A minus?
Is it B plus?
Extended ratios
Amazing offset and worksheet options
How about 80% offset on the upstairs rent while the owner resides in the basement?
Clients trying to move down payment money from India?
There are some real sweet spots here with ICICI to say the least.
From UFC to Brokering.
A great conversation about making a career transition and the internal struggles that can jam us up and the people that can help lift us up.
Thanks for this chat Joe Ferraro!
What does it take to achieve success in the world of Mortgage Brokering?
What kind of previous experience should I have before entering this business?
What does it take to overcome obstacles?
How can I succeed at life in general?
Answer; A Positive Mindset!
Ok, so… How can I obtain and nurture a positive mindset?
Tune in for a conversation with the inimitable Jasmine Findlay for answers to these questions and more.
A great conversation with Joe White of REMIC about the standards set by the regulator for the course, as well as how competitive pressures shape the content.
Questions addressed;
Why didn’t the course teach me X?
Why don’t ‘they’ make it tougher to get in?
Why isn’t there more time spent on business planning?
And more…
If the first few minutes seem too ‘woke’ for you just hang in there as it all ties together.
We unpack both ‘imposter syndrome’ and what I’m referring to as ‘expert syndrome’…
…because while many of us struggle with feeling less than qualified re public speaking - we also struggle with knowing we are more than qualified for the task at hand yet still people doubt us.
Our own friends and family express doubts even when we’re 20yrs into the business and have a full wall of fame to back us up.
What to do?
Matthew J Charlton discusses the benefits, and the challenges, around building a brokering business as an introvert through a pandemic and beyond.
Frank talk about some of the key struggles we all face in the early years.
A lender worth having a conversation with if you’re based in ON or B.C.
Alt-A, with some exciting underwriting guidelines in place and in the pipeline.
A 1.5M automated property valuation tool!
And more…
Thanks Grant!
If you followed any of the online interactions between JAKE ABRAMOWICZ and myself over the years you may have a certain impression of our relationship.
A huge part of what this episode demonstrates is the difference between conversations in the Facebook comments section versus real life.
Worried about the future of the brokering channel?
Wondering about some of the multi million dollar deals being done and what they mean to the future of the broker channel?
Us as well, we cover a lot on this episode!
Mike DeEyre speaks to some light topics such as;
Compensation changes
Underwriting speed and service levels
Appraisal Mgmt
Is Scotia leaving the Broker channel?
Enjoy!
Thinking about working with your spouse?
Building a successful Broker business over a span of 20 yrs is impressive by any measure.
Doing so with your life partner (of 30yrs) is even more impressive.
Andrea Sammut joins us to round out the conversation we had with Joe Sammut in Episode 201.
Who are we taking advice from?
Are we leading by example?
Are we taking even some basic steps?
Are we really going to hit it big in the stock market? No really?
These questions and more... and yes ‘if you can be INC then be INC!’
There’s more to Manulife than the ‘Man-One’ product.
Watch for new products being rolled out quarter by quarter.
A great conversation with Fiona Campbell covering a range of topics from underwriting standards in 1994 to turn around times today.
Lots happening at Equifax!
What’s happening with nationwide credit scores?
Who do you call when a clients file is inaccurate and you need a FAST resolution?
What’s a remarkable gift that you can offer your clients at closing? (Hint; it’s an amazing opportunity re credit monitoring for, not of, your clients)
What about fraud?
Why does your client have one credit score, and you’re Pullin up another?
And a sneak peek at the upcoming versions of credit reports.
All this and more!
Tune in.
A conversation with Laura Martin about self education, taking a stand on an issue via social media, and ultimately doing the right thing (for you).
A longer & deeper talk than usual.
Last years content was limited to an email to my specific network.
This year we created a video version to go out with the email, and it seemed worth sharing with the entire Broker community.
Joe Sammut shared lessons learned from 30 years of Brokering.
21 of those years invested in Brokering alongside his wife Andrea as well.
We talk about working with family, vacations as a Broker, succession planning, and maintaining your enthusiasm for the business.
David Mayrand and I always enjoy asking one another big questions, including the question; ‘why aren’t we asking ourselves even bigger questions’?
A top producer
A deep thinker
A strategist
And an award winner!
Has a client said the magic words to you recently? ‘Nobody ever told me that before’
If not why not?
Lead by example!
Richie Ventura talks team building and Brokering.
A great conversation with a high quality Broker building for the future.
Manny Trevish
New(ish) to Canada
New to Brokering
Still full time, at his ‘less stressful’ job, in the ICU ward (thank you Manny)
In the second segment (Ep. 197.2) we discuss Real Estate investing, pre-builds, perceptions of landlords, and other considerations to make prior to signing a contract.
A conversation with Real Estate investor Manny Trevish about purchasing pre-builds.
It’s high level, but these conversations will get deeper over the coming months.
The number one reason Brokers and Mortgage Agent get sued?
They make mistakes.
Join Kyra Wong, vice president of MPP… (Yeah you know me!) for a quality conversation on coverage of your clients butts... and your own.
Let’s learn to avoid critical mistakes.
Better Process.
Better Systems.
Better Brokering.
Matt Imhoff, left high and dry for no reason.
Not under a contract, so there wasn’t one to ‘break’.
All formal and extended notices given to all the correct parties many months in advance.
And zero suggestions or warnings of any negative consequences or fallout from said parties.
Just a decision made in a vacuum at the very top of the organization to simply not pay Matt.
A decision communicated how?
VIA a news article on a website. No email. No phone call. Just no compensation due paid as agreed.
Wow!
Certified Professional Accountant Jason Armstrong joins us for a conversation about taxes and being INC.
What is an accountant?
When should you be INC?
What about dividend income?
What do I do about a Hold Co?
Should you fire your accountant?
Etc.
Jill Moellering updates us on Brokering in Alberta where things are rocking and rolling in some areas and not so much in others.
Some great perspective on relative previous experience as well.
There was a small tech glitch part way through, apologies for the sudden shift in topics.
The move to a new career.
The move to a new way of living.
The key to it all, a great attitude, a sense of humour and an awareness of the value of interpersonal relationships.
Brett House - Scotiabank Deputy Chief Economist goes much deeper than just this simple(ish) question during a broad conversation around demand, supply, government policies, rate conversations, and the negative consequences of bidding wars.
This conversation is time well invested.
Enjoy!
A conversation with Kate Wybrow about ‘this pandemic life’ as it applies to pressure in life, pressure in the system, and some new ways pressure is being eased when it comes to of all things... appraisals.
Tune in, great chat!
Aaron Phinney returns (see Ep 25 ‘Daily Routine’) and discusses offices, market stressors, and beards among other critical topics (seriously, great content!)
And no the shirts weren’t planned... well not to Aaron’s knowledge they weren’t.
A new-ish Broker, Matt Northcott, talks about making things happen!
From a stable salaried position to what?!?
No safety net, loads of pressure, and a winning attitude when things go wrong of ‘my mistake 100%’
What gets measured gets done.
Matt is going to 100M and beyond!
An excellent conversation with a wonderful human and rockstar Broker, Kim Coutts.
What happens, or should happen, when a client says ‘so this other Broker said...’
Pure gold in this chat!
Apologies re audio quality.
Tech issues all the way around on this one.
The power of putting in the effort consistently is what Pat is all about this year and the results are there!
A great chat with Brian Smith, new but not new.
Are you part of a corporate sales force?
Feeling the pressure?
Why?
In the Broker space life is only as stressful as we make it. With many unique opportunities to ensure it stays that way.
What steps are you taking to ensure your work life and your overall life are calm, cool, and collected?
Methods of calculation vary.
Methods of positioning oneself as an expert with their clients vary.
Matt Imhoff’s consistency in his pursuit of perfection does not vary.
Agostino Tuzi speaks to some key stats and facts around how the reverse mortgage is increasingly a source of...
Down payment funds for millennials.
The man, Ben Salami, behind a truly remarkable piece of technology that I cannot imagine being without.
Also explanations around what’s involved behind the scenes in the slightest tweak to an APP.
This APP is pure gold.
Does your Brokerage offer it?
They should be.
Truly an incredible tool for Brokers, Agents, and clients alike.
Thank you Ben Salami for pouring your heart and soul into this amazing piece of technology!
Learn to say ‘No’ like a ninja.
Proven techniques for better managing your energy through the day.
The first step - Determining what actually matters?
The next step - saying ‘No’ to things that just don’t.
And by ‘No’ we mean ‘Yes and...’
A conversation with Mortgage Professionals Canada President and CEO Paul Taylor re the impact, or lack thereof, of upcoming proposed regulations.
A conversation with Elena Robinson, National Director of Sales w/ First National.
We talk Excalibur
We talk Underwriting
And more.
Is there a bubble?
Is the Government going to intervene?
What’s driving this recent spike in pricing?
Are the answers as simple as; No, probably, & fundamentals?
Tune in!
Decades of experience in the US mortgage market took Matt through the dotcom boom/bust and the Real Estate boom/bust of 2000-2007 and then ultimately a move (back) to Canada in 2010 to build a booming Broker business from scratch.
Are we in a bubble today?
Here what the industry expert who witnessed a bubble firsthand has to say.
Denise Laframboise shares three key process changes that allowed for the smooth closing of 16 files last month while working amidst three kids stuck at home.
There are some next level, revolutionary, business process changes afoot in our industry and this conversation covers a critical time management technique around the commitment package signing.
A conversation with Jennifer Nanavaty of Insureline about how you can lose a client in the 11th hr over of all things... home insurance!
Don’t let this happen!
“It’s so easy to approve a file, it’s takes way more time to decline a file” Traci Merkel
This quote says it all.
Tune in for the inside scoop on how to make an underwriters ‘favourites’ list.
Recognize that even when you’re submitting your very first file to a lender this is the first step of building a relationship with an underwriter. The packaging of the file is you making a first, and lasting, impression.
Reality checks galore in this conversation!!!
There is a corresponding payout based on the energy invested into anything.
We can pay a premium for some random ‘leads’ or instead we can invest our own personal time and energy into creating our own premium opportunities.
Pay premium or receive premium, it’s your call(s) that will make the difference.
This clip is made for sharing with clients, Realtors and Brokers alike.
Thinking of writing a firm offer?
No subjects, no conditions, all in?
Real Estate financing is far more complex than whipping up a latte, there is no such thing as a useful 60 second (pre)approval.
A lot more can go wrong than the points covered in this video. A lot.
Go forth, conditionally!!!
This has been a conversation since the 1980’s in the Vancoucer market, and 40 years later that market continues to escalate.
Are there any lessons from this that can be applied to markets across Canada that are experiencing rapidly rising prices?
OK, the wrap up.
I get a bit heated up in the ‘it’s your fault’ segment.
But when things go sideways in the business of Brokering it is seen as you fault by all involved.
So why fight that, after all... do you want to win arguments or win clients?
We dive deeper into systems, process, and disciplines that will keep your stress levels low and your client engagement levels high.
Time Mgmt, aka Self Mgmt, aka, Energy Mgmt.
Yes this is a presentation built in 2018, and most of it holds up to this day.
Watch for the 2021 Time Mgmt updated version April 14th!
Ideas for broker/client communication around this BOC meeting and others.
Have you got the upcoming meeting dates blocked in your calendar?
Are you using each BOC opportunity to position yourself as an expert?
When James writes his biography I’m going to be first in line for the detailed version.
This is a guy launching a new career, in a new country, with a brand new addition to his family en route... in the middle of a pandemic... and he’s making it happen!!!
Tune in for a chat with an action taker!
What does personal transformation take?
A catalyst
A cheerleader
A team mate
And ideally and intrinsic motivator.
Two topics, with a common thread.
Where’s this business coming from?
What are the risks to my business?
What are the risks to my reputation?
Avoid some on the painful lessons I’ve had to learn the hard way.
I received Ryan’s email just a few minutes prior to going live. I had not read it in advance, it was an interesting list to read for the first time while recording.
There are some true gems.
Talking service levels, relationship priority, the (hidden) costs and real figures re pre-approvals and a few predictions.
Tiff Macklem made some important comments recently, CBC made a critical error in their reporting, and no... Prime will not be increased to slow the market and the market will not be cooling anytime soon.
The habits we build in the early years to build our business can become toxic and tear us down personally if we fail to pivot as volumes increase.
A few thoughts, tactics, and apps to consider implementing on the regular to take back control of your life.
A conversation with Janice Porter about relationship marketing both online and offline.
There is gold in this episode!
... said (almost) no one ever.
Tune in for some next level techniques around managing switch clients, general clients and having an insurance conversation without having an insurance conversation.
Advise, advise, advise!!!
Pure gold on managing your process, scripts, tech and adapting to change.
And why isn’t Charity a competition?
A short story highlighting the value of insurance, the value of building a strong network, and the value of being prepared for transitions in life... the transitions we plan to make as well as the unplanned ones.
This is also a story of how Brokers truly learn this business, which is through discomfort.
A conversation with Pierre Martin, VP of Residential Mortgage Lending, HomeTrust - we talk Underwriter expectations VS. Broker expectations.
Also some pretty interesting intel on mortgage penalties and the ripple effect they have through the layers of the business.
Thank you Dan Putnam and Sam Rizzo!
Rich Scott is back again (previous presenter on Ep. 133) to tackle some common questions around the DISC assessment results.
Breaking down (mental) barriers between bouncing to the Broker side from the banker side with 6ix Mortgage Group co-founder Omair Amir.
Your brokerage is not a bank.
Your money should be in your bank account, not a third parties.
Get it together and get caught up.
Get paid... in full.
‘You worked hard for the money, so hard for it honey’ - Donna Summer
So you’d better get it, right?!?
Easy NOA for the win!
They are WAY more than just NOA’s and you need to involve them if you want to level up your clients experience and your own process and systems.
Listen to this episode from start to finish... and to the bachelors who love their cats... my apologies.
What does it take to up your production game?
California Based Jeremy Rolf speaks to 4 key factors, and at the core of it all? Self-discipline!
Is the collateral charge concept good, bad, relevant, irrelevant?
Do we understand exactly what out clients are signing?
Do they?
Where is it spelled out? (Nowhere)
Kyra Wong and I unpack some stats, scripts, and motivation around the disability insurance conversation. Something more clients than ever before want to hear about.
A conversation with Christine Perkins from Lanyard Financial Corp. Experts in the jumbo loan space.
An interview with an author... a 10yr old author.
Wise beyond his years, articulate, well spoken with a useful message inspired by the Wayne Dyer ‘When given the choice between being right or being kind, choose kind’
A wonderful conversation to cap off the 2020 collection with.
A conversation on what it takes to level up!
A healthy mind
A healthy body
A healthy business
& healthy habits
It’s a far ranging conversation with a guy that motivates me! Hopefully you’ll come away motivated as well.
Language Warning
Perhaps some of the conversation is too frank, and the language perhaps less than 100% professional from time to time, but the questions are valid and the answers are real.
Thanks again for doing this RC!
Vinay is about a variety of things:
Systems
Process
Consistency
Happiness
Security
These things are all interconnected and this conversation rounds them out nicely.
An update on a Broker’s journey as their business takes off like a rocket ship.
Please check out Ep. 66 recorded back in June as well.
A deeper dive into the DISC Personality profile with business coach Rich Scott of www.claritygrowth.com.
What’s happening with HomeTrust? The trends within the company, the business, and Broker channel.
From Broker to BDM, a conversation about lessons learned from both sides of the coin. The message... we can all be/do better!!!
Geoff Willis - President & CEO of Newton Connectivity Systems.
A conversation about being driven to improve, planning, systems and process, among other things.
An inside peak into the values of a corporation, as well as a great example of speed and agility within our industry.
Talking;
Consumer Protection Act
Covid
Comp
& more with Garry Morrison - Vice President Scotia Mortgage Authority
A great conversation with Executive Vice President of Underwriting at HomeTrust- Mike Forshee.
Quote of the day ‘refi to 80 bro’.
A great chat with Elena Robinson, National Director of Sales along with Scott McKenzie, Senior VP Residential Mortgages.
225 new hires in the past 120 days!!!
Growth, growth, growth.
A brilliant chat with a brilliant guy; Pierre Thompson.
Crucial process pieces to consider adapting.
First among them; don’t set goals, set standards!
Time well invested!
Projections VS Reality.
Policies based on poor projections.
Deferral ‘cliff’ reality check.
Immigration & Migration intel.
Condo’s; bloodbath or no?
MPC Board Elect - Tracy Valko’s mortgage business fuels her true passion - engaging and bettering her community.
Takeaway #1 from this call ‘If you’re not everywhere you’re not going to get anywhere’.
Is there a secret sauce to cracking $100 Million in annual production?
If so there’s easily 150+ ingredients, tune in for a conversation with Raj Singh to pick up on a few of them.
Who is closing the file?
The lawyers or the notary office is.
How tight is your relationship there?
Do you understand the process?
How can you be better?
Tune in to this quality conversation with Tony ‘Spags’ Spagnuolo and ensure that ALL your files make it past ‘Broker Complete’ to ‘Funded’.
Is it a marketing project?
Is it a passion project?
Is it both?
Join Vancouver Realtors Adam Scalena & Matt Scalena as we unpack some marketing ideas, the payoff of taking action, along with some market predictions.
Lessons on efficiency. Not simply when submitting through a hub but within your daily practice.
Practical advice from Jeff Levasseur.
Rob Vellinga, A $78,000,000 Top Producer from Barrie ON, steps deep into the discomfort-zone during this call, and he does so purely for your personal benefit.
If you took ACTION after this episode please email Rob and thank him. Because the only goal of this episode was to change your life, and your families lives, for the better.
If you took no action, then email me - and I will kick your butt, as I did Rob's back in 2018!!!
If the Mortgage Industry is a jungle, check out this chat with the Silverback Gorilla of the game!
Ultimately the correct down payment amount is whatever the client wants it to be. But given greater detail and clarity many clients would in fact have tweaked their payment.
But we are not meant to be order takers, we are meant to be expert advisors, that is what will set you apart from the competition.
How do you answer this question with clients?
Here’s a few ideas and thoughts on the topic to consider.
We certainly cannot control each and every transaction that comes across our desk.
What we can do is set expectations and influence completion dates on certain types of transactions to suit said expectations.
What we want are happy clients. Because happy clients are referring clients.
A conversation with Marc Shendale from Genworth Financial, an alternative to CMHC when it comes to mortgage insurance.
25M + per year working 9-3 five days per week.
Systems, process, focus, discipline, intelligent investments, long game thinking.
So smart!
Are you already in the mortgage space, but currently under the umbrella of a single company?
Stuck with a boss, limited in marketing options, limited by underwriting, limited to a single suite of products, unable to become and INC business owner?
Check this conversation out.
And even if you're already in the Broker space, there's some quality advice to be found here in my conversation with Joe Pinheiro.
Join Lisa Banks, a certified Salesforce consultant, and myself in a conversation about some CRM basics.
What are the critical steps to take following application intake?
How do you handle the docs list?
Quickly and with great attention to detail, that’s how.
Reaza Ali with Fisgard is here to chat about MIC vs Private:
- What's the Difference?
- Who's Getting Sued? (You!)
- What's the Exit Strategy?
Underwriters: Hiring, training, retaining.
Clients: Are you training, teaching or servicing?
Kittens: Tommy Killfinger.
-
The $4,000 Contact Card Habit
-
Should You Hire a Coach, Therapist, Nanny? Maybe All Three?
-
Lego - The Problem Isn't The Problem
Do you struggle with switch transactions, are you tuned into how to ensure the FCT assisted process can be as smooth as silk?
Are you aware that there are lender hurdles that cannot be avoided?
Knowledge is power.
Tune in.
Multiple offers outside the city limits?
Strategic deferrals, marketing matters... but it’s consistency that wins the day for Patricia McKean & Stacey Scott.
Going to extreme lengths in the early days, being consistent in ALL areas of life, and never ever letting up is a combination that proves to be a formula for success.
You want a voice of reason?
You want talking points?
You want optimism?
You want logic?
Please tune in for a conversation with one of the key positive influencers in my own career and life - Ozzie Jurock.
Learn more at www.ozbuzz.ca
Focus is the key.
Be engaged and pay attention to the little details such as addressing your team by their names, and have your team address clients by their surnames... and so much more.
From Volume 3, a reading of Chapter 73: Three Little Words.
Three words to consider eliminating from your vocabulary today.
What's the difference with IRD (Interest Rate Differential) vs Monoline (MFC) penalties? Potentially A LOT - depending on who the lender is!
Peter Majthenyi speaks, from 30 years of Brokering experience, as to the absence of significant stress in his life, and the productive presence of "good stress".
You think Brokering is a challenge? Tune in and learn a bit about running a tech company in the Broker Channel.
Thanks for the awesome chat, Ben, and for sharing your very unique sleep schedule.
Paul Taylor joins me for another insightful conversation around today's hot topics in the Mortgage Industry.
Pandemic Economics - A conversation around interest rates, property values, media reports IE fiction or fact?
How do you defer mortgage payments Permanently? Do you have 55+, or retired, clients that want to stay in their home long term without making payments?
Agostino Tuzi and I dig into mis-conceptions and false objections around reverse mortgages.
Working with business owners? Interested in being able to offer an excellent option for equipment leasing?
Check out this conversation with Dave Kelly from EasyLease.
Monica Chrysler is BOLD!
From re-applying for a job as a bank-teller ten times over... and over, to jumping at the chance 9 months later to become a financial services rep, and then leaping headfirst into Brokering - one thing shines throughout Monica's 18yr journey in this business - DRIVE!
Who is this person?
Why am I not driven like them?
Why aren't you?
Quick thoughts on Broker/Parents, Part-Timers, #kittens & #puppies, and whats this IRD thing again?
A conversation with a MIC.
Important note; a MIC is not a private lender. Discussion on this along with a few file scenarios. Tune in for details.
Eric B. & Rakim had a plan to get paid in full, do you?
An excerpt from Be the Better Broker Volume 2, Chapter 60.
Desiree Danyluk shares her journey to becoming a Mortgage Broker, and how her first 90 days have played out.
Cait Holmes talks yachts, helicopters, billionaires, and being brand new to brokering in a small BC community.
Yes - all those things fit together in this conversation.
A few thoughts for you in this short midweek video:
Changing the narrative around "Race to the Bottom" and "Rate Buydowns". Also, some thoughts about Energy Management vs Time Management.
Join me today with Tyler Trompetter, recognized by CMP Magazine as a Rising Star in the Industry. We talk about how he got his start in the industry and some of the best practices he's cultivated in his first 3 years as a broker.
If there were 12 Steps of Mortgage Brokering, a step by step guide through the process, the first 2 Steps to consider could be:
You have power over your own stress levels from day one. YOU are the driver of your own bus!
Surrender to a higher power - the acceptance of a System. Define YOUR system!
Aly Kanji joins me from Insureline to discuss a key step in the mortgage process - Home Insurance.
I'm also joined by Rachelle Gregory from Merix/Lendwise and Mortgage Architects agent, Patricia McKean. We are digging in to Renewals, Trailer Fees and Interest Free for 3.
Check out this conversation with Denise Kelly about closing 58 files in year #1, and continuing to power onward through 2020 despite it’s challenges.
Tune in for steps taken in advance of writing the exam, along with a conversation with new agent, Khush Dhillon, about starting out in this business effective March 15, 2020.
Pick up tips on how to build your own business in the face of whatever challenges you are dealing with.
Missing conference speakers and business development this year? Why not invest a little time and money in your own mini conference at home? Not one, but three interconnected books to consider for a weekend of business and personal development.
Check out this conversation with Lucas Mattiello, loaded with stellar tips on what to say, when to say it and which platforms to broadcast your message on.
An excerpt from BTBB Vol 3 ch 67 - There’s a few different aspects of the Mortgage application process worth discussing.
Where you’re taking it relates to how you’re taking it.
We all seem to think we’re not doing as well as we could be in so many areas, why not hire a professional for a review and analysis?
Meet three individuals with high levels of determination and belief in themselves, hard won belief in some cases, next level determination to succeed in all cases.
We barely scratched the surface today, and so you count on each of these three individuals returning for a one-on-one conversation in the near future.
Book of the Week, Dunbar's Number, Underwriting Files and Payment Deferral Considerations.
Can you request a specific Insurer in your lender submission notes? Absolutely.
What would be the reasoning? There may be several different reasons, but even one as simple as "Please forward this insured file to Genworth because we should support the insurers that are supporting homeowners" would be a good enough reason.
Also in the session you'll find some really great data on what's happening in the first time homebuyer space.
Should you worry about whether your process will scale? Maye, maybe not. It depends on how you define "scale".
Tired of struggling with the trying to understand why you’re not closing hundreds of files per year in just a few hours per day, while also being an amazing spouse-parent-sibling-child-human-in-general, and traveling the world six weeks per year and writing a novel and learning a second language?
Then this Broker panel is for you!
It’s another great group of real people doing real things and getting some great results.
Living great lives!
A huge thank you to Ken, Gerry, and Rob for taking the time to have one (more) of the most real and down to earth Broker panels I’ve witnessed.
Jay Gangnes is back, and this week we show you how to set a plan, execute the plan, put yourself and your heirs on track for success.
Who am I to be here with you for 52 plus days? Who am I not to? And is there something in your life that makes you question, "who am I to do that?". Perhaps this will move you closer to your desired outcome, your purpose, to doing that "thing".
An action plan to tackle "The One Thing" you know you want to address each month.
Make it happen!
7 months left.
7 things done.
Today I am joined by Rick Hoogendoorn: Realtor, Developer and Author. Join us for a conversation about forming new habits, writing books and what's holding us back from doing the things we WANT to do.
Today I welcome Rudy Naraine of Nationwide Appraisal Services and Garry Morrison of Scotia Mortgage Authority.
Today I spent an hour with Mortgage Teacher's Mike Mullis. Mike and I discussed client relationships, referrals, rate "shoppers" and how his commitment to educating as a Mortgage Teacher has adapted over the years.
Today I'm speaking with 3 Agents who have diverse backgrounds and experiences in the Mortgage Industry. Click the video and meet Jill Moellering, Denise LaFramboise and Marci Deane.
What does it take to close +770 files per year? Being efficient and maintaining effective habits.
Join me on my call with successful Mortgage Broker, Jim Tourloukis.
Mindset Monday - today's thoughts on law of attraction, money, social media and a couple of great reads.
A discussion with an Industry leader and advocate: Paul Taylor, President of Mortgage Professionals Canada.
Today I'm joined by special guests: Vinay Thanawala, Mike Schroeder and Marc Lalonde; 3 mortgage agents from across Canada sharing insight to their businesses.
Geoff Willis and I are talking about everything from Brene Brown to Private/Alternative Lending and how to become a Video Conference Pro.
A conversation with Annie Cousland, both a performance business coach and licensed therapist for 22 years.
Join us for a refreshing and interesting conversation outside, inside, and back outside of the usual Mortgage topics.
Kyra and I distilling the Mortgage Insurance conversation down to 2 simple questions. Also, we're discussing other things in life, such as baking, travel and compensation.
Questions about being Incorporated? Today on #DWDaily Jay Gangnes from Ocean 6 discusses the in's and out's of being incorporated.
Monday Edition:
Books of the week, personality testing and tools to help with those daily calls.
Enjoy today's call with someone I not only consider to be a friend, but also one of the most valued and respected contributors to our industry: Hali Noble.
Join me for follow up call with Vinh Giang. Today we're bringing you more magic, answers to your questions and valuable tips to help you connect to any audience, in new ways.
Today we're talking: Staying optimistic, the Stockdale Paradox, and not taking things too personally.
Part 2 with Jake Abramowicz. We're answering broker's questions and talking about hiring assistants, time commitment, the search for the Golden Egg and how everything is your fault.
Join me with today's guest: Aaron Phinney.
Whether you're currently working from home or in an off-site office, how can you maintain routine and daily practices? Along with an office set up for success.
Today's Minutes: Interpretation and Execution. How do we perceive and receive data; be it news, social media posts or direct business interactions? And most importantly, how are we responding.
What are the messages you're taking in and more importantly, what is the message you're putting out to your network? Tune in to today's talk on my Book of the Week, how marketing matters and what it looks like to be a Jedi broker.
Join me and my guest: Jake Abramowicz, a successful mortgage agent closing upwards of 288 files per year; as we dig into being adaptable and making a daily impact all while remaining positive in today's environment.
Mortgages, Magic and Perfecting your Vocal Impact with the always passionate and captivating - Vinh Giang.
How and when are you communicating? Let's talk check-ins, checklists, and post submission contact with clients.
Key steps to consider when processing your next application - sure to lend to a more effective and smooth process for both you and your client.
While many of us are pressing pause on a variety of things in our lives, many things continue to march onward, not at all impacted by self-isolating… things like disease, injury and the like.
This video matters. The action you take at the end of it matters. The action you fail to take also matters.
Are you going to be proactive or reactive with your time? How fast can you adapt your current model to meet changing conditions?
The Daily Mortgage Market Update - Book Ideas, Business Ideas, & what about NSF Mortgage Payments?
Sixty minutes max of daily mortgage updates, along with a positive spin, because we ALL need a bit more positive spin than ever!
Life is long, too long to have bad credit. Too long to be negative. Too long to fail to learn new things.
The heart of the shift to work from home, or to no work at all, or to a record amount of work.
It’s challenging time’s for all.
Many may hope prices drop, but it’s unlikely they will for very long.
A few thoughts on the virus itself. It’s not about the mortality rate, it’s about the transmission rate and the volume of people removed from the economy for 2-4 weeks while sick.