The Mortgage Broker Podcast

WATCH

▶️ ⁠Watch this episode on YouTube⁠

***

EPISODE DESCRIPTION

In this episode, Dean and Jason dive into Brain MB, ABW's free, game-changing AI tool that's transforming how Canadian brokers work, allowing them to navigate complex lender policies without interrupting busy colleagues or digging through dense broker kits.

We analyzed 888 broker inquiries across 145 A Better Way Mortgage Group brokers from the last three months, and uncovered the exact bottlenecks slowing deals down. Rental income questions topped the list, accounting for 51 inquiries. The data reveals five recurring themes brokers struggle with: lender acceptance thresholds, property offsets, portfolio limits, property unit counting, and multi-unit property programs.

Dean & Jason discuss:

→ The 5 recurring trends among ABW brokers using Brain MB, including rental income and properties, non-standardized properties, rate shopping, self-employed income, and different mortgage types.

→ How Brain MB works by citing policies from 72 different lenders when giving answers to prompts, but why you always need to verify recommendations against actual lender guidelines and with BDMs before presenting to clients.

→ How Brain MB flags policy conflicts, suggests alternative lenders when files are declined, and surfaces current rates with daily verification.

→ How to correctly ask Brain MB questions and tips for using AI, the common push-back from skeptics, and how Brain MB will continue to grow within ABW.

***

🧠 Brain MB: www.brainmb.ai

⛳️ The Back 9 Course: www.mortgage-masters.ca

***

CHAPTERS

00:00 Cold Open

00:51 Today's Episode: 5 Re-Occuring Trends on Brain MB

04:10 #1 Rental Income/Properties

13:30 #2: Non-Standard Properties

21:09 #3: Rate Shopping

28:20 #4: Self-Employed Income

34:23 #5: Beyond a Standard First Mortgage (Types)

38:34 Common Pushback from Skeptics

39:55 How to Correctly Ask AI Questions

42:58 The ABW Layer

45:44 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

🔗 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠⁠⁠

🔗 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

🔗 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

🔗 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🌎 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

🔗 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Deryk & Jason are joined by Steve Kissuk.

Steve is a Co-Founder and the Chief Credit Officer of Strive Capital, which has become a top 3 non-bank lender in Canada within their first 5 years of business.

Steve has been in the mortgage industry for almost 20 years. After starting as a mortgage underwriter in 2007 with Jencor Mortgage, he then became a Financial Analyst with Alta West Mortgage Capital Corp. A few years later, Steve joined Street Capital Bank of Canada, which then led him to the founding of Strive Capital.

Founded in March of 2021, Strive Capital Corporation is a trusted CMHC approved Canadian mortgage lender based in Toronto, Ontario, with a primary focus on originating residential mortgages. Offering both prime and alternative lending solutions, Strive is known for their exclusive broker partnerships and their very practical approach to lending.

Steve is here to discuss:

→ Going all-in and co-founding Strive and how they developed a healthy partnership among the co-owners.

→ How how they build their team as a start-up, what they do for internal development, and how they created a shared company vision.

→ How Strive was able to gain the trust of brokers through building deliberate relationships & partnerships, what a well-packaged deal looks like, and the situations where a broker shouldn't try Strive.

→ Strive's practical approach to files and using niche products as the pipeline to bigger relationships with clients and an additional borrower type they are looking to serve in the future.

→ How the first 2 years of Strive's alternative product, Aspire, have gone and why you don't always need an exit strategy for an alt file.

→ How AI in the next 2 years will change the mortgage industry more than the last 15, current market trends, and when the market will bounce back.

***

🌎 Strive Capital Website: www.strivecapital.ca

🔗 Strive Capital LinkedIn: @StriveCapitalCorp

📸 Strive Capital Instagram: @strivemortgage

👥 Strive Capital Facebook: @strivecapitalmortgage

🔗 Steve Kissuk's LinkedIn: @SteveKissuk

***

CHAPTERS

00:00:00 Intro

00:00:31 Today's Guest: Steve Kissuk

00:04:31 Going All-In & Co-Founding Strive Capital

00:07:59 Developing a Healthy Partnerships Among Co-Owners

00:11:14 How Strive Gained Broker's Trust

00:18:15 Building a Team

00:22:14 Strives AUM & Funding

00:23:58 When a Broker Shouldn't Try Strive

00:29:13 Niche Products & a Practical Approach

00:34:38 Strives Internal Development & Shared Company Vision

00:36:58 The First 2 Years of Strive's Alt Product, Aspire

00:39:16 You Don't Always Need an Exit Strategy for an Alt File

00:42:06 What Does a Well-Packaged Deal Look Like?

00:46:43 Current & Upcoming Market Trends

00:51:31 The Transformative Next 2 Years of Brokering

00:54:03 An Additional Borrower Type Strive is Looking to Serve in the Future

00:55:23 Final Thoughts

00:58:04 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean & Deryk are joined by Leigh Walker.

Leigh is the President of Lawrenson Walker Real Estate Appraisers Ltd. from the Greater Vancouver Area in BC, who began his real estate career in 1993 and is currently a CRA designated appraiser with the Appraisal Institute of Canada (AIC) and member of the Greater Vancouver Real Estate Board (GVREB).

With a strong voice as an industry advocate, Leigh is the co-founder and President of the Business Association of Real Estate Appraisers (BAREA), and also volunteers as a Director of the Canadian Mortgage Brokers Association (CMBA). He has also been an Executive Co-Chair of the Vancouver Chapter of the Appraisal Institute of Canada, and the Director of the BC Association of the Appraisal Institute of Canada.

Leaders in the field of residential real estate appraisal and consulting, Lawrenson Walker Real Estate Appraisers was established in 1992, and currently service British Columbia and Alberta.

Leigh is here to discuss:

→ How he got into real estate, why he took the business development of LWA so seriously, and where the company is going.

→ The importance of developing the appraiser-broker relationship, how a broker can make an appraisal harder, and one thing brokers misunderstand about appraisers.

→ The appraiser-lender relationship: The "90/90/20" rule, if lenders ever visit properties, and why there's increased lender scrutiny of appraisals.

→ Why an appraisal can come in low, the importance of KYCP (know your clients' property) and conditions, and the cost to build vs the return you'll actually get.

→ The honest truth about appraisal management companies or AMCs, what they do, and how they work.

→ Why there is no such thing as a "blanket appraisal", where the term came from, and the ongoing OSFI crackdown.

→ How unauthorized suites impact appraisals, appraising pre-sales in this market, and how appraisers evaluate rents with no database.

→ The factors that show the market will turn around in a big way and advice for new brokers.

***

🌎 Lawrenson Walker Appraisers Website: www.lawrensonwalker.com

📸 Lawrenson Walker Appraisers Instagram: @lawrensonwalkerappraisers

🔗 Leigh Walker's LinkedIn: @LeighWalker

***

CHAPTERS

00:00 Intro

00:31 Today's Guest: Leigh Walker

02:46 Where LWA is Today and Future Plans

05:57 Sophisticated Readers vs. Homeowners

07:59 The Increased Lender Scrutiny of Appraisals

09:05 Why an Appraisal Can Come in Low

14:15 Do Lenders Visit Properties?

15:36 The Appraiser/Realtor Relationship

18:19 The 90/90/20 Rule & Lender Policies

21:52 The Appraiser/Lender Relationship

23:47 AMCs - Appraisal Management Companies

31:43 KYCP - Know Your Clients Property

34:41 Appraisal Stories

38:30 Appraisal Tips for Brokers

44:07 How Unauthorized Suites Factor Into Appraisals

45:45 Evaluating Rents

46:58 Appraising Pre-Sales & Government Buy-Backs

49:37 Blanket Appraisal & OSFI Crackdown

52:19 The Market Will Turn Around Big

54:34 Advice for New Brokers

56:03 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean & Deryk are joined by Colin Johnston.

Colin has been the Managing Director of Western Canada at Vault Mortgage since March of 2026, having been at the company since June of 2022 where he started as the SVP of Sales and Operations.

A seasoned sales executive with deep experience in Canada's financial services sector, Colin has built and led high-performing for HSBC, HomEquity Bank, Manulife, and Sequence Capital since 2002. Throughout his career, he's set himself apart by combining strategic insights with a people-first leadership style.

Vault Mortgage is a Canadian non-bank alternative mortgage lender offering first and second residential and commercial mortgages that are competitive, flexible, and customizable financing for purchasers, homeowners, and builders.

Colin is here to discuss:

→ HIs history in the mortgage industry, how he got into alternative lending, and his day-to-day.

→ Why he spends so much time investing in relationships with brokers and how he can make a decision on a file in under a minute.

→ Why brokers need to learn alt lending and the importance of finding creative solutions for clients.

→ Alt renewals - what to expect, the current broker pitfalls, & why your client always needs an exit plan.

→ What makes Vault unique from other lenders, how institutionalized capital means consistent rates and rate sheets, and their future plans for a business loan division.

→ The Vault "Near B" product - it's benefits, tangible ways to position it with clients, & why it's great for the self-employed.

→ The uniqueness of Vault's industry events and how they support brokers beyond just product knowledge.

→ The untapped market of accountants as broker referral partners, which ones to go after, and where they are.

→ Common mistakes brokers make including not understanding rate sheets and why you must stop emailing file submission and credit bureaus.

→ Current market trends including the struggle of small developers and pre-sale condos, how single family homes are starting to decrease, and advice for new brokers in this tough market.

***

🔗 Vault Mortgage's Website: www.vaultmortgage.ca

📋 Vault Mortgage's LinkedIn: @VaultMortgageCorporation

📸 Vault Mortgage's Instagram: @vault.mortgage

👥 Vault Mortgage's Facebook: @VaultMortgageCanada

📋 Colin Johnston's LinkedIn: @ColinJohnston

***

CHAPTERS

00:00 Intro

00:31 Today's Guest: Colin Johnston

03:03 Finding Creative Solutions in Alt Lending

08:42 Colin's Day-to-Day

14:32 Institutional Capital + MIC = Vault

16:05 What to Expect with Alt Renewals

21:14 The Vault "Near B" Product

28:57 Accountants as Referral Partners

34:19 Vault's Events & Supporting Brokers

37:14 Vault's Difference Between Ontario & BC

39:30 The Most Common Mistake Brokers Make

42:02 Stop Emailing File Submissions

44:38 Optimal Vault File Submission

46:46 Current Market Trends

48:30 Vault's Future Plans

50:57 Advice for New Brokers

55:28 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, we highlighting the biggest takeaways from our 5 most popular episodes of the past year.

***

🎞️ Clip 1 - Ep 50: Deep Product Knowledge Always Beats Flashy Leads with Anil Kumar

Anil is one of the top Mortgage Brokers with Mortgage Architects from Surrey, BC, and is also Hall of Fame Member with A Better Way Mortgage Group, amassing over 25 years of sales experience, with 7 of them being in mortgages.

👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-50

***

🎞️ Clip 2 - Ep 51: 3 Tactics to Build Strong Client Relationships with Ruby Bains

Ruby is a Mortgage Broker with Mortgage Architects from the Greater Vancouver Area in BC, who's been in the mortgage industry for over 30 years, and with ABW for the past 8.

Full Episode Here: https://podcast.joinabw.ca/episode/ep-51

***

🎞️ Clip 3 - Ep 61: The AI Mortgage Ninja: Eliminating Human Limitations with Shawn Kanungo

As a globally recognized innovation strategist and bestselling author, Shawn Kanungo has emerged as one of the world's most sought-after voices on innovation and generative AI. His bestselling book, "The Bold Ones" - celebrated by McKinsey as essential reading for decision-makers - provides a thought-provoking blueprint for professionals and organizations to embrace bold innovation in an era of unprecedented change.

👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-61-the-agentic-era-with-shawn-kanungo

***

🎞️ Clip 4 - Ep 63: How the New Brain MB AI Will Revolutionize Your Mortgage Business

Dean and Jason break down how Dean has integrated AI into their mortgage practice — from 30-second client emails, to instant lender policy search, and automated marketing content.

👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-63-the-ai-revolution-in-canadian-mortgage-brokerage-from-skeptic-to-operator

***

🎞️ Clip 5 - Ep 67: ABW & DLC Origin Mortgages are Merging! Here's Why with Kyle Green

Kyle is the Owner of both DLC Origin Mortgages and The Green Mortgage Team from Vancouver, BC, who has been a Top 25 Broker in Canada since 2017 (volume funded), a Top 10 Broker in DLC, and a member of the DLC Elite Hall of Fame over his nearly 20 years in the mortgage industry.

👉 Full Episode Here: https://podcast.joinabw.ca/episode/ep-67-the-big-announcement-kyle-green-joins-a-better-way-mortgage-group

***

CHAPTERS

00:00 Intro

03:22 Anil Kumar

07:36 Ruby Bains

14:13 Shawn Kanungo

20:21 Dean & Jason

33:00 Kyle Green

49:00 Outro

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Deryk & Jason are joined by Taylor Little.

Taylor is the CEO of Neighbourhood Holdings from Vancouver, BC, who has been in the mortgage industry for over 10 years.

Prior to joining Neighbourhood Holdings and Conconi Growth Partners, Taylor was a lawyer in the Corporate and Securities Group of Stikeman Elliott LLP, and is still in good standing with the Law Society of British Columbia. Certified with the Institute of Corporate Directors designation, Taylor has extensive experience sitting on various company boards throughout his career— including the Conconi Family Foundation, Cycling BC, and 7mesh Industries — which has equipped him with the tools to make the best and most informed strategic decisions.

Neighbourhood Holdings is a Vancouver-based alternative mortgage lender born out of a single-family investment office in 2015, specializing in short-term residential financing across British Columbia, Alberta, Saskatchewan, Ontario, Quebec, and Nova Scotia.

Taylor is here to discuss:

→ His transition from lawyer to lender, battling imposter syndrome, and his leadership style.

→ The origin of Neighbourhood Holdings, their conservative lending philosophy, and their avatar client - borrowers in transition.

→ The brokers Neighbourhood works with, how they've been implementing AI, and doubling down on human connections.

→ Neighbourhood's acquisition of Fisgard, how it opens up more deals for them, and how the branding will work moving forward.

→ The realities of M&A and the challenges they've faced since the acquisition, how they've spread the word, and the opportunity to acquire other smaller shops.

→ Advice for brokers in the alt & private space, where alt & private lending is heading in Canada, and if Canadian MICs or alt lenders would ever enter the US market.

***

🔗 Neighbourhood Holding's Website: www.neighbourhood.com

📋 Neighbourhood Holding's LinkedIn: @NeighbourhoodHoldings

📸 Neighbourhood Holding's Instagram: @neighbourhoodholdings

🌲 Neighbourhood Holding's LinkTree: @neighbourhoodholdings

📋 Taylor Little's LinkedIn: @TaylorLittle

📸 Taylor Little's Instagram: @tjlit

***

CHAPTERS

00:00:00 Intro

00:00:31 Today's Guest: Taylor Little

00:01:38 Taylor's Background & the Origin of Neighbourhood Holdings

00:08:21 Transitioning from Lawyer to Lender, Battling Imposter Syndrome, & Taylor's Leadership Style

00:12:56 Neighbourhood's Conservative Lending Philosophy & How Acquiring Fisgard Opens Up More Deals

00:17:45 Neighbourhood's Avatar Client

00:22:06 The Brokers Neighbourhood Works With

00:25:08 Implementing AI & Doubling Down on Humans

00:30:48 Neighbourhood's Acquisition of Fisgard & the Realities of M&A

00:40:55 The Branding Moving Forward

00:43:58 How Did They Spread the Word of the Merger?

00:46:56 Biggest Opportunity for Neighbourhood

00:52:17 Where Alt & Private Lending is Heading

00:55:44 Would Canadian MICs & Alt Lenders Enter the US Market?

00:57:41 Advice for Brokers on the Alt/Private Space

01:02:05 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠⁠

WATCH

▶️ ⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean & Deryk are joined by Elena Robinson.

Elena is the VP of Residential Sales at First National from Etobicoke, Ontario, who has been in the mortgage industry for over 35 years.

In 1990, she became First National's first BDM, a position she held for 3 years. After taking 20 years away to be a mortgage broker and other industry positions, she returned to First National in 2018 to help re-launch it's alternative lending division, Excalibur, and has been there ever since. A multi-award winner, Elena was recognized as CMP’s Women of Influence for 5 consecutive years from 2021 to 2025, listed as an Elite Women in the Global Best in Mortgage 2022, and the 2025 Mortgage Global 100.

First National Financial is Canada's largest non-bank lender, originating, underwriting, and servicing both residential and commercial mortgages. As the leading lender of CMHC and conventional mortgages, First National currently has more than $150 billion in mortgages under administration.

Elena is here to discuss:

→ Her journey in the mortgage industry and always working with brokers, the difference skills needed between sales & leadership roles, and why she went back to First National.

→ How first National became the largest non-bank lender in Canada and top 3 in the broker channel by offering value and consistency, why they stay committed to the broker channel, and how they measure success.

→ First National's deal flow, file escalation process, and the importance for brokers to build true partnerships with lenders.

→ First National's alternative lending division, Excalibur, and portal, Merlin, and how they are looking to combine AI process with the human experience.

→ The growth of alternative lending in Canada and why brokers must become comfortable with these files.

→ Current market trends in the Canadian mortgage industry including why volumes are down, what the science says about how many times your really need to be calling clients to get a deal, and why this is the time consumers need to be buying and not sitting still.

***

🔗 First National Website: www.firstnational.ca

📋 First National LinkedIn: ⁠@FirstNational

📋 Elena Robinson's LinkedIn: ⁠@ElenaRobinson

📸 Elena Robinson's Instagram: ⁠@elenarobinson10

***

CHAPTERS

00:00 Intro

00:31 Today's Guest: Elena Robinson

05:24 Difference Between Sales & Leadership Roles

07:11 Are More People Leaving Institutions to Become Brokers?

08:28 Working with Brokers

09:37 Why Elena Went Back to First National

11:01 Why First National Stays Committed to the Broker Channel

14:15 Building True Partnerships Between Brokers & Lenders

19:23 How First National Became the Largest Non-Bank Lender in Canada

23:19 Combining AI Process With the Human Experience

25:53 The Growth of Alternative Lending in Canada

30:03 Excalibur

32:38 Merlin

34:30 First National's Deal Flow

37:03 First National's File Escalation Process

38:53 Mortgage Volumes Are Down

43:00 Don't Sit, Buy Now

46:51 How First National Measures Success

49:54 Advice for Brokers

50:29 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠⁠@JustinNoda⁠⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH

▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean, Deryk, & Jason are joined by Rachelle Gregory.

Rachelle is the SVP of Originations at MERIX Financial from Toronto, Ontario, who has been with MERIX for over 21 years since becoming their 3rd employee in 2005. Rachelle is analytical and growth-driven with extensive operational leadership experience encompassing sales, business development, customer service, process innovation, and team building.

Founded in 2005 and acquired by MCAP in 2021, MERIX Financial has funded over $60 billion in mortgages and provided residential mortgages to over 300,000 Canadians from coast to coast.

Rachelle is here to discuss:

→ Her journey in the mortgage industry, why her parents started MERIX and it's evolution, and what it was like in their early days.

→ MERIX successful trailer model, if more people are using them in today's market, and the unique ways brokers have used them for financial planning like paying assistants and maternity leave.

→ MERIX's alternative side, NPX, rolling it out to more provinces, and how leveraging tech can bring more consistency to alternative lending.

→ MERIX's designated renewal specialists for $10M producers and how it's helped them keep more renewals.

→ The importance of building relationships with underwriters and the right way to ask for a file escalation.

→ Why MCAP acquired MERIX, what it's been like combining cultures, and the collaboration between MERIX, MCAP, & RMG.

→ What a DISC assessment is, how it works, and how it can be beneficial in your business when dealing with co-workers, employees, lenders, and clients.

→ When she started teaching DISC, how often people should do a DISC assessment, and how brokers have found success by implementing DISC.

→ Dean, Deryk, & Jason's DISC styles and how it impacts their relationships with each other and also their business.

***

🔗 MERIX Financial Website: www.merixfinancial.com

📋 MERIX Financial LinkedIn: @MerixFinancial

📧 Rachelle Gregory's Email: [email protected]

📋 Rachelle Gregory's LinkedIn: @RachelleGregory

📸 Rachelle Gregory's Instagram: @rachgregory31

***

CHAPTERS

00:00:00 Intro

00:00:31 Today's Guest: Rachelle Gregory

00:02:37 The Evolution of MERIX Financial

00:05:16 MERIX's Successful Trailer Model & Unique Use Cases

00:12:21 Is There a Renewal Program with MERIX's Alternative Side, NPX?

00:15:05 Rolling Out NPX to More Provinces & Leveraging Tech

00:20:40 Why Did MCAP Acquire MERIX?

00:23:01 Collaboration Between MERIX, MCAP, & RMG?

00:24:57 Why Did Rachelle's Parents Start MERIX?

00:26:09 How Have MERIX & MCAP Combined Cultures

00:27:24 MERIX's Designated Renewal Specialist for $10M Producers

00:30:31 Building Relationships with Underwriters & File Escalation

00:35:06 What the DISC Assessment Is & How it Works

00:44:53 When Rachelle Starting Teaching DISC

00:46:51 Dean, Deryk & Jason's DISC Styles

01:01:58 How Often Should People Do DISC Assessments

01:02:46 Have Other Brokers Implemented the DISC & Found Success

01:04:32 Advice for Brokers

01:07:24 Final Thoughts

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠⁠@JustinNoda⁠⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH

▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean & Jason are joined by Christine Perkins.

Christine is the Director of Business Development - Western Canada at Sequence Capital from the Greater Vancouver Metropolitan Area in BC, who has accumulated over 20 years of experience in the mortgage industry, spending the last 6 in her current role. She is also a repeat guest of the show, having first appeared in episode 32.

Sequence Capital is a national, private mortgage lender dedicated to helping homeowners access the equity in their homes. With an experienced lending team and over $1.3 billion under management, they are designed to be a full-service lender, providing custom and competitive solutions for brokers and their clients.

Christine is here to discuss:

→ How every private lender is different, with specific niches and policies, and aren't interchangeable like prime lenders, so brokers should focus on specific privates & MICs.

→ Why relationships with private lenders & BDMs matter so much in the private space, and how they are critical in unlocking exceptions and getting deals done.

→ The 3 habits to win private deals - communication, knowing your client and setting expectations, and relationships over rate shopping.

→ Why it's so important that brokers know their deals inside and out and are able to tell a borrower's complete story, and the effect that has on a deal as opposed to their financial picture.

→ What you need to know about a borrower, including credit, their exit strategy, and their property & portfolio.

→ How appraisals regularly hold up files, and the importance of property condition, economic life, and the type, and the risks of buying foreclosed property.

→ Sequence's new fixed-rate HELOC, what makes it a unique product, and how it can be accessed.

***

🎙️ Christine's 1st Appearance in Episode 32: https://podcast.joinabw.ca/episode/ep-32

***

🔗 Sequence Capital Website: www.sequencecapital.ca

📋 Sequence Capital LinkedIn: @SequenceCapitalInc

📸 Sequence Capital Instagram: @sequence.capital

👥 Sequence Capital Facebook: @SequenceCapital

📧 Christine Perkins' Email: [email protected]

📋 Christine Perkins' LinkedIn: @ChristinePerkins

📸 Christine Perkins' Instagram: @cperkins123

***

CHAPTERS

00:00 Intro

01:39 Every Lender is Different: Know Your Deal

04:38 Reaching Out to BDMs Early

06:47 Build Relationships with a Select Group of MICs & Privates

08:07 Do Lenders Research New Brokers?

09:37 The Importance of Telling the Story vs the Financial Picture

15:12 3 Habits That Win Deals - #1 Communication

18:47 #2 KYC & Setting Expectations

22:23 #3 Relationships Over Rate Shopping

24:59 Building Relationships Gets Deals Done

27:41 Know Your Property/Portfolio

31:04 Know Your Borrower

33:39 How to Make Sure an Appraisal Doesn't Hold Up a File

36:56 The Importance of Property Condition, Economic Life, & Type

39:57 Risks of Buying Foreclosed Properties

42:20 Sequence's New Fixed-Rate HELOC

46:53 Can the HELOC Be Used in Construction?

47:49 How to Access the HELOC

48:51 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠⁠@abetterwaymortgage⁠⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠⁠@ABWMedia⁠⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠⁠@JustinNoda⁠⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠⁠@JasonMarshall⁠⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠⁠www.joinabw.ca⁠⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠⁠@abetterwaymortgages⁠⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠⁠@ABetterWayMortgages⁠⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠⁠@ABWTuesdayMortgageMemo⁠

WATCH

▶️ ⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Justin continues with the third episode of our Broker Armour podcast series.

Broker Armour is our podcast series focused on compliance and regulatory changes affecting Canadian mortgage brokers. It aims to provide practical guidance and expert insights from regulators and industry professionals to help brokers navigate the increasingly complex regulatory landscape while maintaining compliance and protecting their businesses.

This episode provides a comprehensive overview of the upcoming Mortgage Services Act (MSA) in British Columbia, detailing educational requirements, brokerage windup procedures, and the implications for personal mortgage corporations (PMCs).

Justin discusses:

→ When the BC Mortgage Services Act (MSA) is coming into effect (October 13th, 2026), and how it will change brokering in BC as we know it.

→ The new educational requirements & deadlines for the BC mortgage industry including MSA "Getting Started", MSA "The New Mortgage Broker Course", and MSA "Principle Broker #1 & #2".

→ The timeline of brokerage wind-up procedures, the steps you need to take, and how to decide between being a PMC or a brokerage.

→ Personal Mortgage Corporations (PMCs) - What a PMC is, who can own a PMC, PMC naming guidelines, the additional costs of a PMC, and the restrictions of a PMC including underwriter payment structures.

***

CHAPTERS

00:00 Intro

00:35 The BC MSA Coming Into Effect October 13, 2026

01:18 #1: Educational Requirements

03:45 #2: Brokerage Wind-Up Procedure - Being a PMC vs Brokerage

10:03 #3: PMCs

11:07 What Can't a PMC Do

14:01 The Naming of a PMC

16:07 Who Can Own a PMC

16:57 The Cost of a PMC

18:01 Wrap-Up

***

CONNECT WITH THE SHOW

🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠⁠@abetterwaymortgage⁠⁠⁠

📺 The Mortgage Broker Podcast YouTube: ⁠⁠⁠@MortgageBrokerPodcastNetwork⁠⁠⁠

📝 The Mortgage Broker Podcast Blog: ⁠⁠⁠@ABWMedia⁠⁠⁠

***

CONNECT WITH THE HOSTS

📋 Justin Noda's LinkedIn: ⁠⁠@JustinNoda⁠

📋 Dean Lawton's LinkedIn: ⁠⁠⁠⁠@DeanLawton⁠⁠⁠⁠

📋 Deryk Williamson's LinkedIn: ⁠⁠⁠⁠@DerykWilliamson⁠⁠⁠⁠

📋 Jason Marshall's LinkedIn: ⁠⁠⁠@JasonMarshall⁠⁠⁠

***

CONNECT WITH A BETTER WAY MORTGAGES

🔗 A Better Way Mortgages Website: ⁠⁠⁠www.joinabw.ca⁠⁠⁠

📸 A Better Way Mortgages Instagram: ⁠⁠⁠@abetterwaymortgages⁠⁠⁠

📋 A Better Way Mortgages LinkedIn: ⁠⁠⁠@ABetterWayMortgages⁠⁠⁠

👥 A Better Way Mortgages Facebook: ⁠⁠⁠@ABetterWayMortgages⁠⁠⁠

📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠⁠@ABWTuesdayMortgageMemo⁠