In today’s episode we’re joined by Gary Fooks, the founder and CEO of 8Twelve Capital. When Gary saw an opportunity to disrupt an industry, he jumped right into the mortgage space. For him, the journey is about so much more than making money—it’s about growth.

The mortgage industry is growing and changing, and if you’re not using the right technology in your business, you’re going to get left behind. Now is the time to be proactive and invest in your mortgage business so you can continue to offer the best possible service to your clients.

On this episode of Lead to Close:

●      How he stumbled into the mortgage industry and what drew him to working in it.

●      What a partnership really is and why it’s so important in his business.

●      Where most people fall apart in a partnership and how they can do better.

●      Where the name of the business came from.

●      Why it’s so important to streamline the customer journey all the way through.

●      How AI technology will (and won’t) change the mortgage industry.

●      How often homeowners should be checking their financial health and why.

●      Why mortgage brokers avoid investing in their business, but should get out of that habit.

●      The importance of efficiency and how long turnaround times hurt you.

●      Where Gary has tripled down in his business and how it’s supporting growth.

●      His tips for attracting motivated brokers to his business.

●      Gary’s top tips for mortgage business owners who want to stand out in the industry.

●      The difference between owning a business and running a successful one.

Finmo: https://www.lendesk.com/finmo

In today’s episode we’re joined by Dan MacDonald, the co-founder of Ownwell. His company was created in March 2024 with a mission of helping brokers empower their clients to build wealth through homeownership. Why does this matter? Because staying in meaningful contact with your clients makes all the difference in building lasting relationships.

Using Ownwell can help brokers stay top of mind so that when life changes for their clients, which it inevitably will, they will want to reach out to their broker again. It can also plant a seed of inspiration for homeowners to buy a new home.

On this episode of Lead to Close:

●      The creative skill Dan has and what happened when he pursued it years ago.

●      The personal experience that inspired Dan to come up with Ownwell.

●      Why meaningful, ongoing contact between brokers and clients matters.

●      What new homeowners find of value versus what they don’t.

●      Ownwell’s US competitor and how they’re doing in the American market.

●      The opportunities Ownwell highlights for mortgage brokers and how it functions.

●      Common strategies brokers use to maintain client contact and how to do better.

●      How sharing financial information with homeowners can inspire them to buy again.

●      The power of referrals in the mortgage professional space.

●      Why knowing (and using) your data as a broker matters.

●      The future of the mortgage industry and the trends that are going to continue.

●      Why the role of you, the broker, is more important than it’s ever been before.

●      The best tactics for growing your mortgage business in today’s market.

Finmo: https://www.lendesk.com/finmo

Today we’re continuing our conversation with Yair Benyamini, the CEO and Founder of Lendai. Last episode, we discussed why Canadians might be interested in investing in the US market and what Lendai does to make the process as seamless and convenient as possible for foreign investors.

There is a lot of potential waiting to be tapped into in the US right now, but you should go into it knowing what you need to consider first. Smart investors aren’t dissuaded in a down market—instead, they tend to see the opportunities in front of them.

On this episode of Lead to Close:

●      The different ways you can approach buying properties in the US.

●      The importance of considering liability and protecting yourself.

●      How to decide if investing in the US by purchasing a property is right for you.

●      Signs that someone is a smart investor (or not so smart).

●      What has pushed buyers out of the market in the past, and if it still applies.

●      What’s happening in the US housing market currently.

●      How loans in the US are different from the typical ones in Canada.

●      Where the name “Lendai” came from and how it relates to the core of their business.

●      What Lendai could double down on to give themselves an edge in business right now.

●      Where you can learn more about investing with Lendai.

●      How they white label for their partners and what that process looks like.

●      Tips for increased productivity, especially when it comes to reading.

Finmo: https://www.lendesk.com/finmo

In this episode of Lead to Close we’re talking to Yair Benyamini, the CEO and Founder of Lendai. Lendai specializes in helping foreign investors access US financing in the mortgage space and currently operates in 45 states.

Since the business began, Lendai has experienced incredible growth, leading to an expansion in their product line. These are designed to help buyers obtain different types of properties, including those that will need a little more construction. If you want to buy a property in the US, Lendai can use their network to find the perfect match for you.

On this episode of Lead to Close:

●      Why Lendai is helping Canadians access US financing.

●      The untapped potential of financial possibilities in the US mortgage industry.

●      How many Canadians spend time in Florida every year and what this means.

●      How Lendai connects the dots for their clients and makes borrowing easy.

●      Why their loans are more stable than the average mortgage loan.

●      Unique aspects Canadians have to think about before buying in the US.

●      How Lendai has overcome some of the limits they faced in the beginning.

●      Factors which can change the rate that clients expect.

●      What Lendai matchmaking is and how it works.

●      How the prequalification process works step by step.

●      What to expect regarding fees when working with Lendai.

●      What makes Lendai’s financing model unique.

●      Why they use Lendesk as part of their process.

●      The many ways they make the process seamless and straightforward for their clients.

Finmo: https://www.lendesk.com/finmo

In part two of our episode with Tango Ontario, we continue our conversation with Tom and Brandon. What’s unique about their business is the human element they bring to their client interactions, and going about it in a way that actually feels more impactful and helpful to their clients.

During this episode, they share their tips for enhancing the client journey. Whether it’s helping to bring in new leads or congratulating clients at closing, they always prioritize making the experience feel as personalized as possible.

On this episode of Lead to Close:

●      Who Tom and Brandon initially thought they would approach and why they changed their minds.

●      The benefit of having a balanced database versus being very focused.

●      Why it’s more important to do what you do well than try to do it all.

●      What parts of your business it pays to keep on autopilot.

●      What networking and building relationships in the industry used to look like.

●      Ideas for unique approaches to creating strong business relationships.

●      How they use “high-fives” to inspire realtors to bring them leads.

●      How Tom and Brandon are helping borrowers with the application process.

●      The easy strategy they’re using to personalize the closing experience.

●      The power of a good follow up and why it’s important to do.

●      Why figuring out new ways to improve your business is important for gaining new leads.

●      The things Tom and Brandon love (and how you can learn faster on YouTube).

●      The latest tech gadgets that are favourites of Tom and Brandon recently. 

Finmo: https://www.lendesk.com/finmo

Today we’re joined by Tom and Brandon from Tango Ontario. While so many brokers have a love-hate relationship working with realtors, Tom and Brandon see it as a goldmine. Of course, it’s not just about targeting all realtors—it’s really about targeting the right ones that will help you find success in this industry.

Opening an organic conversation and using a soft ask helps Tom and Brandon build mutually beneficial relationships in the industry. In this episode, they’ll provide some insight into their approach and process, and their passion for gamifying their business.

On this episode of Lead to Close:

●      How Tom and Brandon met and ended up working together.

●      When each of them got their licenses and what they’re now building together.

●      How they’ve managed to find success in such a short amount of time in the industry.

●      Their unique take on targeting realtors and how they choose to network.

●      How they’ve sustained their business in a down market.

●      Why focusing on working with realtors just makes sense.

●      The right way to choose realtors to work with versus the ones to avoid.

●      Tips for being successful when you’re starting out in the mortgage business.

●      How doing your reps (regarding meetings) can help you land more deals.

●      How many meetings Tom and Brandon do each week and why.

●      A strategy for adding a little healthy competition to your business.

●      The CRM that they just started using.

●      What their conversations with realtors look like.

●      The percentage of realtors who receive their emails that tend to engage.

Finmo: https://www.lendesk.com/finmo

We’re continuing our conversation with Denise Laframboise, the Chief Operating Officer at BRX Mortgage, in this episode. BRX is unique in many ways, including their emphasis on collaboration as well as training and supporting new brokers. 

So many brokers will stay at a brokerage for the long haul—even when it’s not working. While the split at brokerages like BRX may not seem competitive, the truth is that the support built in for brokers is invaluable. During this episode, Denise shares more about what makes BRX Mortgage unique and how they attract both new brokers and industry pros.

On this episode of Lead to Close:

●      How moving brokerages is like leaving a marriage.

●      Why people tend to stay at their brokerages even when it’s not working out.

●      The secret to enticing experienced brokers.

●      Why a split that looks less generous may actually be more beneficial.

●      The notice BRX requires when people want to leave and why it’s of note.

●      What Denise specializes in and how she shares this knowledge with new agents.

●      The importance of learning to run a business when entering the industry.

●      What you can find inside the Rookie Book and how it sets you up for success.

●      Which lenders new brokers should build relationships with and why.

●      Why the need for transparency is of especially high value in this industry.

●      The reason behind the increase in deal desks.

●      Maintaining compliance in the industry and how brokerages are clamping down.

Finmo: https://www.lendesk.com/finmo

Today our guest is Denise Laframboise, the Chief Operating Officer at BRX Mortgage. BRX is a growth-focused brokerage aimed at elevating new brokers with the resources, technology, and training they need to be successful. 

Starting out as a broker isn’t easy. Many new brokers are lucky to land just a deal or two in their first year. But Denise explains that when you align yourself with the right brokerage designed to support your growth, you can far surpass those expectations.

On this episode of Lead to Close:

●      How Denise got into the business and what makes her career origin story unique.

●      The challenges that new brokers face and Denise’s advice for them.

●      The decision Denise made on maternity leave and what she decided to prioritize.

●      Why being part of a brokerage that trains you puts you further ahead than you think.

●      How Denise ended up with BRX mortgages.

●      The types of people that Denise tended to attract to the roles she had available.

●      How the Rookie Program works and why it’s so successful.

●      Why Denise says your success is not about what you make, but rather what you take.

●      The one determining factor that will influence how well you do in the industry.

●      How she became a self-appointed mortgage guru.

●      The unique features BRX offers their agents.

●      The importance of having mentors to go to when you want to get unstuck.

●      How getting a revenue share for recruiting other people benefits brokers.

●      Why revenue sharing hasn’t taken off in the brokerage industry.

●      How being successful at BRX means everybody wins.

Finmo: https://www.lendesk.com/finmo

In this episode we’re continuing our conversation with Cheryl Buhs, the VP of National Sales at RFA Mortgage Corporation. In part 1, Cheryl shared her tips for being a favored lender, building relationships between lenders and brokers, and how RFA identifies and avoids inefficiencies.

This time, Cheryl explores different models in the market and how RFA goes about finding the best possible solutions for clients, including those looking to refinance their home. She also discusses rates of renewal and why it’s important for lenders to play a balancing game.

On this episode of Lead to Close:

●      The types of models that independent lenders are using.

●      The innovative program RFA is launching and how it works.

●      What RFA is doing to create easy wins for clients and brokers.

●      How it helps for RFA to be a one-stop shop for everybody.

●      How RFA encourages brokers to think of them first.

●      Gaps in the market and areas of growth for lenders.

●      What brokers tend to overestimate and why they need to shift their perspective.

●      Different approaches for rates of renewal and midterm refinancing.

●      The issue clients are coming up against when seeking to refinance.

●      The balancing game that every lender is trying to figure out and why it’s a challenge.

●      Why brokers need to take a closer look at the role they play in refinancing issues.

●      How most people end up choosing refinancing, and how that’s approached by brokers.

●      The big thing that Cheryl’s family decided when they moved.

Finmo: https://www.lendesk.com/finmo

Today is the first of two episodes where we welcome Cheryl Buhs. She is the VP of National Sales at RFA Mortgage Corporation. Cheryl started out as a real estate agent for a few years, but eventually decided to pivot to the broker side where her career has flourished.

A lot of new lenders are entering the scene in the mortgage space, and Cheryl emphasizes the importance of giving these lenders a chance. This will help you, the broker, diversify your portfolio—something that is truly an advantage for your client. 

On this episode of Lead to Close:

●      How Cheryl got into the mortgage industry and what it was like at that time.

●      How she worked her way up and gained the opportunity to fill a national role.

●      What the mortgage industry is really about at the end of the day.

●      The importance of efficiency in mortgage lending and how it can be improved.

●      What RFA does to pinpoint inefficiencies.

●      How RFA decided to disrupt the industry and why they backtracked on this approach.

●      Cheryl’s tips for building stronger relationships between lenders and brokers.

●      The changes RFA has made in the last few years and why.

●      How RFA is structured and why this structure makes them more solutions-based.

●      What it means to be a nimble lender.

●      How diversifying your portfolio helps your clients and your business.

●      What is possible in the Canadian mortgage space, specifically compared to the US.

●      The potential for creating true partnerships between lenders and brokers.

Finmo: https://www.lendesk.com/finmo