In Episode 97 of the Canadian Private Lenders Podcast, hosts Ryan and Neal sit down with Matt Shallo and Andrew “Hutch” Hutchinson of Indi Commercial Mortgage, two rising stars redefining commercial financing in Atlantic Canada.

From Matt’s unconventional career shift from policing to commercial finance, to Andrew’s background in investments and insurance before discovering the broker world, their journeys are as inspiring as they are instructive. Together, they’ve grown Indi Commercial Mortgage’s Atlantic Canada presence into a trusted leader in commercial lending.

Whether you’re a broker, investor, or developer, this episode is packed with insight on leveraging relationships, private lending strategies, and market opportunities in Atlantic Canada.

Show Notes:

00:00 – Intro & milestone: approaching 100 episodes

00:30 – Meet Matt Shallow & Andrew Hutcheson of Indie Mortgage

01:20 – Career paths: policing & hedge funds → commercial brokering

07:10 – Founding Indie Mortgage in Atlantic Canada

13:40 – Social media strategy: daily videos & visibility

20:20 – Private lending case studies & bridge financing

25:40 – Residential vs commercial private lending

30:10 – Atlantic Canada’s economy: Cape Breton & Halifax insights

38:50 – Rental market cycles & buyer opportunities

42:10 – Final thoughts on growth & optimism in Atlantic Canada

Resources:

Keystone Capital Group
CPLP Instagram: @cplpodcast
Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn: Neal Andreino

Find Ryan on:
LinkedIn: Ryan MacNeil
E-mail: [email protected]

In this special episode of the Canadian Private Lenders Podcast, hosts Ryan and Neal sit down with Owen and Derrick MacNeil—the trailblazing brothers behind GraysBrook Capital. Credited as pioneers of Atlantic Canada’s private lending industry, Owen and Derrick share their remarkable journey from flipping homes and working in unrelated industries to building one of the region’s most respected private lending companies.

They discuss the early challenges of breaking into the space, how they built strong broker relationships, the importance of due diligence, and what it took to scale GraysBrook into a leading name in private lending before its eventual sale to Credit Union Atlantic.

Beyond the business, the brothers open up about lessons learned from foreclosures, managing investor trust, and their role in launching Brokering Wishes, a charitable initiative supporting Make-A-Wish that continues to impact families today.

This is an inspiring, behind-the-scenes look at the evolution of private lending in Atlantic Canada, filled with wisdom, cautionary tales, and advice for anyone in the industry.

Show Notes:

00:00 – Opening thoughts on appraisals & early risks

00:20 – Welcome to Episode 96 with Ryan & Neal

01:07 – Introducing Owen & Derrick MacNeil

02:22 – Career backgrounds before private lending

03:21 – Flipping homes & first private mortgage deal

05:08 – Discovering the industry through brokers & trade shows

06:15 – Why lending was simpler and more scalable than flipping

07:15 – Early growth in Halifax & New Brunswick

09:00 – Building broker relationships & lending criteria

11:22 – Pioneering Atlantic Canada’s private lending market

13:33 – Standing out with speed and credibility

15:07 – Example of fast deal turnaround in Moncton

16:05 – Managing investors & TD Bank line of credit

19:23 – Scariest moments: foreclosures & lessons learned

21:23 – Developing KPIs and processes for arrears

24:12 – Subdivision challenges & cutting losses quickly

27:02 – Founding Brokering Wishes for Make-A-Wish

29:41 – Impact: $100K raised annually for wishes

31:09 – Family succession planning & bringing Ryan into the business

38:40 – Selling GraysBrook Capital to Credit Union Atlantic

42:27 – Protecting employees & strategic benefits of the sale

43:05 – Real estate outlook in New Brunswick & Nova Scotia

45:10 – Closing reflections & final thought

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neil on:

• Instagram: @neal.andreino
• LinkedIn: Neal Andreino

Find Ryan on:

• LinkedIn: Ryan McNeil
• Email: [email protected]

In this episode of the Canadian Private Lenders Podcast, hosts Ryan McNeil and Neil Andreino take listeners through one of the most overlooked strategies in private lending: non-arm’s length transactions.

They start by unpacking today’s economic climate — rising unemployment in Ontario, hiring freezes, and the disconnect between stock market optimism and real-world struggles. From there, Ryan and Neil explain how non-arm’s length deals, such as family transfers, estate sales, or spousal buyouts, can be financed creatively with private funds when banks refuse to step in.

Whether you’re a mortgage broker, investor, or just curious about how private lending works in unique scenarios, this episode delivers practical insights and proven strategies from two industry veterans.

Show Notes:

00:00 – Opening thoughts: recession talk, unemployment & market cracks

01:38 – Why rates aren’t being cut & the role of inflation

03:08 – Signs of opportunity in multi-unit & commercial properties

05:25 – Today’s topic: What is a non-arm’s length transaction?

06:18 – Definition & real-world family transfer examples

07:32 – Why banks reject these deals (loan-to-value vs. loan-to-cost)

08:33 – Case study: New Brunswick estate property

10:20 – How private lending solved the deal & covered closing costs

11:29 – Refinance strategy: moving from private to alt lender

13:15 – Broker advantage: turning “impossible” deals into wins

15:08 – Similarities to spousal buyouts

16:05 – Equity vs. private lending: flexibility vs. rigidity

17:33 – Key takeaways: trust building & long-term client value

18:30 – Upcoming: Mortgage Summit live show & big interviews

19:40 – Disclaimer & sign-off

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neil on:

• Instagram: @neal.andreino
• LinkedIn: Neal Andreino

Find Ryan on:

• LinkedIn: Ryan McNeil
• Email: [email protected]

In this behind-the-scenes episode of the Canadian Private Lenders Podcast, hosts Ryan McNeill and Neil take listeners through a typical day in their roles at Keystone Mortgage Investment Corporation. From broker relationship building and business development to investor relations, cash flow management, and deal sign-offs, they break down the moving parts that keep a private lending business running smoothly. Along the way, they share personal stories, lessons learned, and the importance of trust, visibility, and consistency in the industry. Whether you’re a broker, investor, or simply curious about private lending, this episode offers valuable insights and real-world examples from two seasoned professionals.

Show Notes:

• 00:00 – Introduction to the Canadian Private Lenders Podcast and today’s hosts
• 01:09 – Welcoming The Creative Crew as new podcast producers
• 01:31 – Ryan and Neil introduce themselves and their roles at Keystone
• 02:26 – Episode topic: “A Day in the Life” of a private lender
• 03:16 – Ryan explains his focus on business development and broker relationships
• 06:00 – Networking stories from industry events and festivals
• 07:31 – The role of education in building broker trust
• 08:53 – How the podcast supports business development
• 09:11 – Managing cash flow and deal commitments
• 13:02 – Risks of overcommitting and ensuring funding availability
• 14:08 – Signing off on deals and monitoring loan quality
• 15:25 – Neil explains investor relations and capital raising
• 18:09 – Social media’s impact on attracting investors
• 20:32 – How many touchpoints does it take to close an investor?
• 21:56 – Broker relations and long-term partnerships
• 23:44 – Key roles within Keystone’s business structure
• 24:54 – A walk-through of Ryan and Neil’s typical daily schedules
• 27:19 – Key takeaways: building a business on consistency and trust

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn: Neal Andreino

Find Ryan on:
LinkedIn: Ryan MacNeil
E-mail: [email protected]

In this episode, hosts Ryan MacNeil and Neal Andreino sit down with Sanjay Ramwani, Chief Operating Officer at Indigo Blue Group of Companies. Sanjay shares his journey from traditional banking to building one of the most respected private lending firms in Ontario and Atlantic Canada.

This episode dives into Indigo Blue’s expansion strategy, their risk-first approach to lending, why they chose to become an Exempt Market Dealer, and how they’re helping other issuers stay compliant in a tightening regulatory environment. Sanjay also shares valuable insights on condo lending, investor trust, and what it takes to build a vertically integrated team in today’s market.

Whether you’re a mortgage broker, investor, or aspiring fund manager, this episode is packed with tactical and strategic knowledge from someone who’s been through it all.

Show Notes

00:00 – Introduction to Episode 93 and guest Sanjay Ramwani, COO of Indigo Blue

01:30 – Sanjay’s journey from banking to launching Indigo Blue in 2014

04:30 – How early experience at Equitable Bank shaped their lending philosophy

07:30 – Why Indigo became an Exempt Market Dealer and how it supports compliance

10:30 – Helping other issuers stay compliant in a tightening regulatory landscape

13:30 – The firm’s lending approach: beyond the GTA, focusing on borrower quality and exit strategies

17:30 – Why Indigo still lends on condos and how they mitigate risk

22:30 – Indigo’s expansion into Atlantic Canada and what makes that market unique

26:00 – Thoughts on Western Canada and future national growth

28:00 – Indigo’s fully broker-driven model and vertically integrated team

32:00 – Sanjay’s perspective on Ontario’s volatile housing market

35:00 – Market slowdown, paused condo projects, and housing supply issues

39:00 – What Sanjay loves most about working in private lending

40:15 – Best pizza and Indian food spots in Toronto 

42:00 – Closing thoughts and appreciation from the hosts

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]

In Episode 92, hosts Ryan MacNeil and Neal Andreino sit down with two powerhouse voices in Atlantic Canada’s mortgage space — Daniel Cox, Team Lead and founder of United Group Mortgage Alliance, and Hannah Martens, rising star broker based in Charlottetown, PEI. This energizing conversation dives into their unique career paths, the evolution of brokerage culture in Eastern Canada, and their shared commitment to client education, mentorship, and community impact.

Daniel shares how his military background helped shape the systems and discipline behind one of Atlantic Canada’s fastest-growing brokerages. Meanwhile, Hannah opens up about carving her own path from military life to finance, the importance of team culture, and why she thrives helping first-time buyers navigate today’s complex market.

Show Notes:

• 00:00 – Opening banter: downsizing, moving pains & morning coffees
• 02:07 – Meet the guests: Daniel Cox and Hannah Martens from United Group Mortgage Alliance
• 03:05 – Daniel’s story: from military air traffic control to mortgage leadership
• 06:07 – Hannah’s journey: from injury in service to building a career in finance
• 08:00 – The origin and expansion of Mortgage Alliance in Atlantic Canada
• 15:04 – Switching brokerages: Hannah’s honest take on choosing culture over comfort
• 20:17 – Building team culture, training-based brokerages, and market specialization
• 25:01 – What makes a great broker? Grit, curiosity, and communication
• 29:00 – PEI vs NS: Market updates, pricing, down payment assistance programs
• 35:20 – Atlantic optimism vs economic uncertainty: Two perspectives on what’s next
• 43:00 – The CMA Atlantic turnaround: Advocacy, education, and leadership in action

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]

Navigating the financing landscape for Airbnb and short-term rentals isn’t easy—especially when lenders see red flags. In this episode, Ryan and Neil dive deep into the unique challenges of underwriting Airbnb deals from a private lending perspective, how investors can position themselves to secure private capital or institutional financing, and why an exit strategy is critical in short-term rental financing. Enjoy the show!

Show Notes:

03:55 - The challenge of financing Airbnb properties

04:36 - Why traditional and private lenders hesitate to fund Airbnb and hotels

07:46 - A Clear and realistic exit strategy is more challenging on the Airbnb and short-term rental side

08:47 - Urban vs. rural Airbnbs: What investors need to know

12:12 - Considering the actual worst case exit looks like

13:31 - How regulation shifts in cities impact financing

14:54 - Opinions on short-term rentals in terms of government regulation

18:26 - Diving deep into the income side of Airbnb

20:19 - Airbnb regulations in Toronto, Vancouver, Montreal, and Halifax

24:02 - Airbnb properties are high reward, but high risk for lenders

24:44 - A real-world hybrid model combining student rentals + summer Airbnb for maximum ROI

26:08 - Why Airbnb investing is a full-time business, not a passive play

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]

In this episode, Ryan and Neal delve into one of the most crucial decisions a private lender can make. Should you invest your capital, or stick with using other people's money (OPM)?

They explore how lending your funds can significantly boost your returns, improve flexibility, and build investor trust. In this episode, Neal and Ryan break down when it makes sense to deploy your cash, the risks involved, and how to structure deals smartly.

If you're a private lender, broker, or investor looking to take your business to the next level, this episode is for you! Listen and enjoy the show!

Show Notes:

02:30 - Halifax housing costs are now on par with Toronto

04:46 - The housing correction in Ontario

05:53 – Halifax’s real estate trends, military investment, and market structure

09:24 - Should you invest your own money in private mortgages?

10:25 - Traditional MEC model using investor capital and margins

11:32 – Lending your own money: fees, interest, and total ROI

13:12 – How to recycle capital with short-term loans

13:40 - $150K loan returns $12K in six months

15:25 - Key risks of using your own money 

17:20 - Mitigating the potential dangers of using your cash for lending

17:48 - Smart strategies: low LTVs, known borrowers, exit plans

20:21 – AB loan structures to boost returns while protecting investors

21:21 - Final thoughts on risk, return, scaling up, and lifestyle benefits

22:30 - Real estate investing is the same as private lending

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]

In this solo episode, Ryan MacNeil breaks down one of the most challenging but inevitable parts of private lending: borrower defaults and enforcement. 

From the first missed payment to legal recovery strategies, Ryan walks you through the entire process with practical tips and hard-earned experience. He covers borrower communication, provincial differences in enforcement (Nova Scotia, Ontario, New Brunswick, and BC), issuing demand letters, working with the right lawyers, and recovering funds after default. This episode is packed with clear guidance, best practices, and professional advice you can apply immediately. Listen and enjoy the show!

Show Notes:

00:00 – Why local legal expertise matters for enforcement

02:00 - What do we do when a borrower stops paying?

03:12 - Key principle: Communication with borrowers is critical

Steps to help protect your investment:

03:41 - Step 1: Recognizing default: NSF, insurance lapses, unauthorized fund use

04:57 - Step 2: Initial communication with the borrower

06:01 - Step 3: Offer a payment plan for the missed payment

07:29 – When borrowers go dark: issuing demand letters

09:11 - Moving to enforcement: foreclosure vs. power of sale

09:20 – Nova Scotia & BC: court-driven foreclosure

10:15 – Ontario: power of sale process and recent delays

11:03 – New Brunswick: judicial sale via King’s Bench

13:35 - Recouping principal, interest, and fees

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]

In this episode, Neal and Ryan pivot from private lending to something even more personal: their real estate investing journeys. They each share how they got started, the challenges they faced, the lessons they learned, and the deals that changed everything. 

Together, they cover the realities of scaling, the role of private capital, partnership dynamics, reserve fund strategies, and what they would do differently. 

Whether you are just starting or looking to grow your portfolio, this episode offers honest insights from two seasoned professionals who have lived through it all.

Show Notes:

03:01 - Real estate is adjacent to the lending space

03:42 - How Neal’s desire for fast cars turned into a path to real estate

06:13 - Dealing with nightmare tenants and learning on the fly

08:44 - Real estate or engineering? The career crossroads that shaped his future

13:57 - Being taken advantage of by people in contracts and deals

18:42 - Focusing on getting home runs gives more leeway to be a little loose with it

19:05 - Neal's goal in real estate investing

21:28 - His favorite real estate investing deal

23:20 - Ryan shares how his family started their portfolio in New Brunswick

27:48 - Why duplexes and neighboring properties offer long-term upside

29:59 - The obsessive path of wealth creation

31:23 - His big wins

32:14 - Why real estate isn’t passive and what sacrifice looks like

34:38 - Lessons on partnerships: Why should every favor be written out?

36:27 - Importance of having reserve funds and realistic timelines

38:10 - How leveraging private funds can help you scale

Resources:

• Keystone Capital Group
• CPLP Instagram: @cplpodcast
• Keystone Instagram: @keycapgroup

Find Neal On:
Instagram: @neal.andreino
LinkedIn

Find Ryan on:
LinkedIn
E-mail: [email protected]