Self-employed clients are some of the most rewarding—and most complex—borrowers to finance.

In this episode, Kyle Green and Mike Browne dive deep into how to qualify, structure, and strategize mortgage deals for business owners and self-employed Canadians. From lender workarounds and insurer policy nuances to tax planning and corporate structure strategy, this is the ultimate guide to mastering mortgages for entrepreneurs.

Kyle shares how to reverse-engineer income requirements, justify exceptions with insurer logic, and build strong relationships with accountants and planners to keep these high-value clients for life. Whether you're a new mortgage broker or a seasoned pro, this episode is packed with high-level insights and actionable frameworks for working with the self-employed.

CHAPTER LIST

00:00 Understanding Self-Employed Borrowers

03:09 Financing Options for Self-Employed Clients

05:49 The Role of Tax Implications in Mortgage Qualification

08:59 Collaboration with Accountants and Financial Planners

11:51 Navigating Corporate Structures for Better Financing

15:12 The Importance of Understanding Financial Statements

18:02 Mitigating Factors and Exceptions in Lending

20:55 The Evolution of Stated Income Programs

23:49 Building Relationships and Referral Networks

27:06 The Future of Self-Employed Financing

35:56 Back in the Day

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The intake call is the most critical touchpoint in the mortgage process. It sets the foundation for trust, gathers key client information, and determines the best strategy moving forward. But how do you structure the perfect intake call to maximize efficiency and conversion rates?

In this episode, Kyle Green and Mike Browne break down everything you need to know about running a high-impact intake call. From setting expectations and pre-qualifying clients to handling rate questions and scripting responses, they share the frameworks and real-world strategies that have helped them close more deals and build lasting client relationships.

You'll learn:

Why a phone call is exponentially more effective than email or text

How to build trust instantly and establish authority

The key questions to ask in every intake call

The importance of client notes and documentation for long-term success

How to handle rate shoppers and prevent lost deals

If you're a mortgage broker or financial professional looking to refine your intake process and close more deals, this episode is packed with insights you can implement immediately.

[Chapter List]

00:00 The Importance of the Intake Call

10:02 Building Trust and Establishing Expectations

20:08 Pre-Qualifying Clients and Setting the Stage

30:01 Scripting and Technical Knowledge in Conversations

30:53 Understanding Mortgage Bundling and Risk

34:01 The Importance of Client Notes

36:33 Identifying Decision Makers in Transactions

38:00 Understanding Client Objectives and Income

40:57 Navigating Property Ownership and Financial Nuances

44:12 Assessing Credit and Debt Impact

46:22 Exploring Refinancing Options

48:20 Gathering Essential Client Information

52:30 The Role of Realtors and Networking

55:04 Reflections on Quoting Rates Over Time

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Public speaking is one of the most powerful tools for building authority and attracting leads—but it’s also one of the scariest. In this episode, Kyle Green shares how an unexpected last-minute speaking gig in front of 600 people changed his career forever.

We dive into:

✅ How public speaking became a lead-generation machine

✅ The key to getting booked at conferences (even if you're new)

✅ A simple strategy to capture 100+ emails at every event

✅ Why public speaking positions you as the go-to expert

Whether you're a mortgage broker, real estate investor, or business owner looking to level up your brand, this episode is packed with actionable insights.

** Chapters **

00:00 The Journey into Public Speaking

11:58 Mastering the Art of Engagement

24:02 Building a Brand through Public Speaking

28:01 The Realtor-Mortgage Connection

32:22 Public Speaking as a Business Strategy

36:11 The Power of Social Media for Learning

39:00 Understanding Mortgage Mechanics

44:02 The Evolution of Business Practices

49:00 Reflections on Industry Changes

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Newsletter - https://kylegreen.ca/

In this episode, Justin and Kyle continue their discussion on strategies for getting new business and leads. What are the benefits and challenges of attending Community and Industry Networking Events? Should you be doing Webinars and hunting down public speaking opportunities? How does building a name for yourself amongst other brokers benefit you? If learning some different approaches to getting new business interests you, come listen to the conversation. 

In this episode, Justin and Kyle discuss strategies for getting new business and leads in this challenging market. Are open houses worth the effort? How can you build a relationship with a realtor? Suggestions for successfully accessing your personal network and insights on networking in this digital age. If you're ready to get more business, come listen to the conversation.

Refinancing is back and so is Kyle!

In this episode Kyle and Justin go over an exciting opportunity they are currently seeing to refinance clients who's mortgages have a specific rate range or were funded during a specific period of time. If appropriate, this move could save your clients money while putting some back in your pockets. What rate range and which time period you ask?

Come listen to the conversation. 

In this episode, listen in as Justin has an interesting and engaging conversation with longtime broker and current CMBABC President Rebecca Casey. What exactly is CMBABC? Why is Broker mental health more important than ever?, Why is this a difficult time for new agents? and what was CMBABC’s role in the recent amendment to BC's Landlord rules.

Come listen to the conversations.

In this episode, Justin will be discussing what he loves to talk about, compliance. Focusing on BC and Alberta regulations while touching on points used across all province in an effort to help brokers get an handle on what’s required and why these requests are made. What is a Cost Of Credit Disclosure form?, How long is a signed credit consent good for?, Inter provincial brokering and just a sprinkling of the upcoming FINTRAC requirements are just some of what’s discussed. It’s an important and growing piece of this industry that we believe everyone should learn as much about as possible. Come listen to the conversation.

After many requests for this type of discussion, in this episode, Kyle will be going over a few of his recent and more difficult personal deals. Net Worth programs, Deal Structuring concepts, Tax write-off considerations and many other points a top producing broker considers when evaluating how to get these tougher deals done. There’s something to be gained in this episode from all levels of Mortgage Brokers. Come listen to the conversation.

Congratulations! You are at a point in your brokering career and need to hire someone to take your business to the next level, what now? In this eposide Justin and Kyle discuss the steps and considerations that should take place to ensure your first hiring decision is done correctly. When to look to hire someone, what position will you most likely be hiring someone for, how much should you pay them and what value do you need to see in return to make this a great move for your brokering business. Come listen to the conversations.