WATCH

▶️ ⁠⁠⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠⁠⁠

***

EPISODE DESCRIPTION

In this episode, Dean and Jason are joined by Frank Giacomini. Frank is the VP of National Sales – Alternative Lending at RFA Bank of Canada from Toronto, Ontario, who has over 25 years of experience in every corner of the Canadian banking & lending industries.

Frank started his career as an Operations Supervisor with ING Direct Canada in the year 2000, before moving on to be a Credit Analyst within the company. Since then, Frank has been an Underwriting Manager, a BDM, and a Senior Manager of Broker Sales with ING Direct Bank of Canada, a Mortgage Agent with MonsterMortgage.ca, and a BDM, a Senior Manager of Mortgage Underwriting, and an Assistant Vice-President of National Sales with CWB Optimum Mortgage.

Founded in 1996, RFA is a Canadian-owned real estate investment firm grounded in the Commercial and Asset Management segments. In 2018, RFA expanded into the residential lending market with the goal of becoming a top broker channel lender, and now holds a presence in both the Prime and Alternative lending segments.

Frank is here to discuss:

→ What led him into mortgages, how he excelled at sales and being a BDM, and why he has a passion for alternative landing.

→ RFAs mission and differentiator - making Brokers be remarkable for their clients and a flexible penalty structure and product strategy.

→ Why lender conditions are actually deal support, how RFA finds solutions to make deals fund, and why RFA would decline a file.

→ Breaking down RFAs deal flow, how RFA maintains high service standards of their BDMs, and how RFA measures success.

→ Current industry trends RFA is watching, what is shaping todays alternative landscape, and the positive shifts in BSF clients & consumer credit scores.

→ Advice for Brokers and RFAs continuing education on alternative lending to fuel a Broker's understanding, content creation, & marketing.

RFA Bank of Canada Website: www.rfa.ca/about/rfabank

RFA Bank of Canada LinkedIn: @RFABankofCanada

RFA Bank of Canada Instagram: @rfamortgages

Frank Giacomini's LinkedIn: @FrankGiacomini

***

CHAPTERS

00:00 Intro

00:31 Today's Guest: Frank Giacomini

03:07 How Frank Has Excelled at Sales and Being a BDM

08:26 Frank's Passion for Alternative Lending

10:51 RFAs Mission: Making Brokers Be Remarkable for Their Clients

14:32 RFAs Differentiator: Flexible Penalty Structure and Product Strategy

17:05 RFAs Deal Flow

21:18 Declined Files & Finding Solutions to Make Deals Fund

27:23 Current Trends Shaping the Alternative Landscape

31:29 Positive Shifts in BFS Clients & Consumer Credit Scores

36:15 Educating Brokers to Fuel Their Content Creation & Marketing

41:15 RFA's Service Standards & Measuring Success

45:38 Current Industry Trends RFA is Watching

47:52 Advice for Brokers

49:43 Wrap-Up

49:55 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

***

In this episode, Dean is joined by Shawn Kanungo, the keynote speaker at our 2026 Ascend Mortgage Conference that was held in January.

As a globally recognized innovation strategist and bestselling author, Shawn has emerged as one of the world's most sought-after voices on innovation and generative AI. He spent 12 years at Deloitte working closely with leaders to help them better plan for the opportunities associated with disruptive innovation.

Shawn was named the 'Best Virtual Keynote Speaker I've Ever Seen' by Forbes, and recognized as one of Edify's Top 40 Under 40. He made history as the first innovation expert with a streaming special on Apple TV and Prime Video. 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.

Shawn is here to discuss:

→ What Agentic AI is and what that means for Brokers.

→ Why knowledge in the mortgage industry is no longer power.

→ How to become the most valuable person in any business.

→ If SAAS, software as a service, is dead, or just evolving.

→ Ways to increase your value to referral partners by using AI.

→ The "Mortgage Ninja Folder" - how AI can do things that humans can't, creating SOPs for an AI agent, and re-imagining your business processes.

→ The industry mindset shift from the fear of being replaced by AI to recognizing the opportunities with AI.

Shawn Kanungo's Website: www.shawnkanungo.com

Shawn Kanungo's LinkedIn: @ShawnKanungo

Shawn Kanungo's Instagram: @shawnkanungo

Shawn Kanungo's Facebook: @ShawnKanungo

Shawn Kanungo's YouTube: @shawn.kanungo

***

CHAPTERS

00:00 Intro

02:12 What is Agentic AI?

05:21 Is SAAS Dead?

09:22 The Mortgage Ninja Folder

16:02 Overcoming Fear & Recognizing Opportunities

23:36 Increasing Value for Referral Partners

25:24 Knowledge is No Longer Power

28:15 Become the Most Valuable Person in Any Business

33:16 Wrap-Up

34:13 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

***

In this episode, Deryk and Justin continue with the second episode of our newest podcast series, Broker Armour.

Broker Armour is a new monthly podcast series focused on compliance and regulatory changes affecting Canadian Mortgage Brokers. The series 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 explores the "paper shield" concept, the documented procedures that protect against errors and omissions claims, and how that might just save your business.

Deryk & Justin discuss:

→ The differences between the eligibility & suitability of a client.

→ The importance of suitability & enhanced consent forms.

→ Protecting your business with client education, communication, & thorough documentation.

→ Understanding E&O, errors & omissions, insurance and the protocol for an active claim against you.

***

CHAPTERS

0:00 Intro

0:35 What is the Paper Shield?

4:40 How: Document/Streamline Communication

11:19 What: Eligibility vs Suitability

13:47 Suitability Form

16:21 Enhanced Consent Forms

19:18 Active Claims Protocol (E&O Insurance)

25:22 Wrap-Up

25:37 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, Dean and Justin Noda, A Better Way Group's Chief Compliance & Operations Officer, launch our newest podcast series, Broker Armour.

Broker Armour is a new monthly podcast series focused on compliance and regulatory changes affecting Canadian Mortgage Brokers. The series 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 first episode explores recent FINTRAC requirements and clarifies the distinct obligations between brokerages and individual agents.

Dean & Justin discuss:

→ What to expect from the new "Broker Armour" podcast series, the Broker Armour checklist, and why a well-resourced compliance officer is essential, not optional.

→ FINTRAC 1 year later, annual training requirements, and current industry gaps.

→ Policy & procedure manuals (PPM), FINTRAC examinations & audits, and the potential for a 20x increase in penalties for failed audits.

→ Enhanced Due-Diligence: Client I.D., beneficial ownership, Politically Exposed Person (PEP), Head of International Organization (HIO), and sanction screening.

→ Reporting to FINTRAC: Suspicious Transaction Report (STR), the Listed Persons or Entity Property Report (LEPR), and if it's an agent or brokerages responsibility to file these reports with FINTRAC.

→ The ongoing monitoring of clients and record keeping.

→ What a risk-based assessment, RBA, means for brokerages, and their upcoming 2-year effectiveness reviews.

***

CHAPTERS

0:00 Intro

4:22 Introducing the Broker Armour Podcast

6:11 FINTRAC

9:02 FINTRAC Training

11:29 The Middle Ground of Compliance & Over Compliance

14:52 The Broker Armour Checklist - Brokerage vs Agent Responsibility

15:57 The Crucial Role of Compliance Officers

19:52 Policy & Procedures Manuals (PPM)

24:26 Risk-Based Assessment (RBA)

28:03 Annual Training Requirements

29:48 2 Year Effectiveness Review

32:37 Client I.D. & Beneficial Owners

38:40 Politically Exposed Person (PEP) & Head of International Organization (HIO)

45:51 Ongoing Monitoring & Suspicious Activity

48:25 Record Keeping

49:32 Reporting to FINTRAC - Suspicious Transaction Report (STR) & Listed Persons or Entity Property Report (LEPR)

53:05 FINTRAC Examinations or Audits

57:25 Current Industry Gaps

59:49 Wrap-Up

1:04:02 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, Dean, Deryk, & Jason recap a record-breaking 2025 for A Better Way Mortgage Group with $4B+ in mortgages funded, an over $1.3B increase year-over-year, which helped 1900 more families, including a 300% increase in MPP sales. They also look forward to 2026, and how they plan to continue scaling "without the chaos".

Dean, Deryk, & Jason discuss:

→ The industry's mindset shifts from 2024 to 2025, highlighting the increase in positivity, particularly among their Agents & Brokers.

→ The biggest factors in the 2025 market including interest rates, mortgage renewals, & the rise in alternative lending.

→ How ABW was able to achieve a record year, highlighted by strategic hiring of staff, the growth of internal Agents & Brokers, and also recruiting external top-producing Agents, Brokers, & Bankers.

→ The consistent investment in training & education, including creating a compliance department, lender presentations & speed dating, and newsletters like their Tuesday Mortgage Memo.

→ Investing millions in continued systems & infrastructure improvements, including AI & the ABW internet, to ensure a stable environment for scaling & continued growth.

→ Building networking opportunities for their team by hosting business & flagship events, and connecting deeper with lenders by creating the preferred lender program.

→ The impact of the podcast and becoming a leading voice in Canada's mortgage industry, the value of deeps dives with industry pros for the audience, and where they want to take it in 2026.

→ The community events & charity initiatives they support, and why it's important to them to give back.

***

CHAPTERS

0:00 Intro

0:31 A Different Type of Episode

1:57 2025 Mindset Shift - Increasing Industry Positivity

6:05 Biggest Impacts in the 2025 Market

11:36 ABWs Record Year - Internal & External Growth

17:16 Investing in Training & Education

23:21 The Impact of the Podcast & It's Continued Growth

30:37 Charity Initiatives & Community Events

34:00 Flagship Events & the Preferred Lender Program

41:11 Systems & Infrastructure Improvements

43:52 Wrap-Up

45:52 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

📋 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 and Jason are joined by Alfredo Torres. Alfredo is a Mortgage Broker with Mortgage Architects from the Greater Barrie Metropolitan Area in Ontario, who joined A Better Way Group in 2024.

Alfredo began his career by working at a McDonald's when he was just 14 years old, creating invaluable customer service skills. Once he turned 18, he was offered a Financial Service Representative position at TD, where he stayed for 9 years until becoming a Mortgage Broker in 2013. Always looking for ways to help others, Alfredo also mentors and onboards new Mortgage Agents through personalized coaching and training.

Alfredo is here to discuss:

→ How he transitioned from McDonald's to Mortgage Broker, and the push & pull of work vs. personal life.

→ The ABW Top 50, the importance of mentorship, and why we should share industry knowledge with peers.

→ Where he finds the motivation to keep growing as a professional, essential tech & tools he uses in his business, and how he stays up to date on industry trends.

→ Building & maintaining strong relationships with clients & lender partners, and multiple client success stories.

→ Advice for new Brokers, Book recommendations for personal development, how coaching has been a game-changer for him.

→ His goals for 2026, and how he thinks the industry will keep evolving.

Alfredo Torres' Instagram: @alfredohelps

Alfredo Torres' LinkedIn: @AlfredoTorres

Alfredo Torres' Email: [email protected]

Alfredo Torres' Phone Number: 705-727-2794

***

CHAPTERS0:00 Intro1:20 Today's Guest: Alfredo Torres6:48 What Motivates Alfredo to Be a Broker10:15 The ABW Top 50 & Sharing Knowledge14:07 Building & Maintaining Strong Client Relationships18:37 Client Success Stories21:22 Balancing Work & Personal Life24:47 Motivation to Keep Growing as a Professional27:07 Recommended Books for Brokers30:32 Key Business Impacts - Relationships with BDMs & Lenders34:18 Alfredo's Essential Tech & Tools37:31 Game Changing Tip - Coaching38:50 Staying Updated on Industry Trends - AI, MLN, Tuesday Memo42:31 2026 Goals43:45 How the Industry Will Evolve44:57 Advice for New Brokers50:50 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

📋 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 and Jason are joined by Alex Dey. Alex is the Vice-President of Portfolio Optimization at Scotiabank, who has been with the company for the past 22 years.

As one of Canada’s largest banks, Scotiabank's collaborative approach with brokers represents a strategic shift from channel conflict to partnership-based innovation, viewing mortgages not as standalone products, but as entry points to deepen connections across multiple financial services and client segments.

Alex is here to discuss:

→ His role at Scotia and what portfolio optimization is.

→ Why rates were so volatile in 2025, how pricing works, and the cost of funds for a bank.

→ Scotia's Mortgage Plus Program: How it started, future improvements, and why using mortgages as anchor products is key for business.

→ The evolution of the Broker channel, with 50% of Canadian consumers now using Mortgage Brokers, and why it's so important to Scotia.

→ Creating concierge services for renewals, and the increasing renewal wave across the country.

→ 2026 interest rate predictions, and if we will ever get back to a "normal" environment.

Scotiabank Website: www.scotiabank.com

Scotiabank LinkedIn: @Scotiabank

Scotiabank Instagram: @scotiabank

Scotiabank YouTube: @scotiabank

***

CHAPTERS0:00 Intro0:31 Today's Guest: Alex Dey2:01 Bridging Strategy & Broker Engagement3:41 How the Broker Channel is Evolving5:41 Scotia's Mortgage Plus Program: How It Started12:43 Scotia's Mortgage Plus Program: Future Improvements13:59 Going Deeper with Higher Net-Worth Clients16:45 How Pricing Works & The Cost of Funds for a Bank25:53 Creating Concierge Service For Renewals31:34 Do Blend & Extend's Work in the Concierge Service?33:04 2026 Interest Rate Predictions34:47 Will We Ever Get Back to "Normal"?37:31 Wrap-Up38:28 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

📋 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 and Jason are joined by Chad Gregory. Chad is the VP of National Sales at Dominion Lending Centres Inc. from Mississauga, Ontario, who has been with DLC since their early days in 2007. Chad's role includes the recruitment of Mortgage Agents, Mortgage Brokers, Mobile Mortgage Specialists, and Mortgage Brokerages.

Launched in January 2006, DLC has the most robust value proposition of any mortgage company in Canada, providing industry leading branding, marketing, training, technologies, systems, and support for all Agents. Today, DLC is Canada’s #1 national mortgage company with more than 3,700 Mortgage Professionals spanning the country.

Chad is here to discuss:

→ His career background before getting into mortgages and the grind of the early days of DLC.

→ Being the first brokerage to build a national brand and taking DLC from last to first in the country.

→ The sales skills he learnt from 10 years of door-knocking, strategies to become better at cold calling, and hacks to deepen client loyalty and create raving fans.

→ DLC's consistent investment into tools, technology, & AI, and their robust online training centre for Agents.

→ The multiple ways DLC's My Mortgage Toolbox mobile app is a game changer for a Broker's business.

→ What makes Velocity Canada's most powerful all-in-one platform for Brokers, and the impact of the Gold Rush campaigns on client engagement.

→ The power of continuous self-development, advice for Brokers, and 2026 predictions for DLC Brokers & ABW.

Chad's Book Recommendations:

• Raving Fans - Ken Blanchard & Sheldon Bowles

• Can't Hurt Me - David Goggins

• Good to Great - Jim Collins

• The Experience Economy - Joseph Pine II & James Gilmore

• Atomic Habits - James Clear

• Compound Effect - Darren Hardy

• Accidental Salesperson - Chris Lytle

• Money: Master the Game - Tony Robbins

DLC Website: www.dominionlending.ca

DLC LinkedIn: @DominionLendingCentres

DLC Instagram: @dlccanada

DLC YouTube: @DLCcanada

Chad Gregory's Email: [email protected]

Chad Gregory's LinkedIn: @ChadGregory

***
CHAPTERS0:00 Intro0:31 Today's Guest: Chad Gregory5:07 Taking DLC From 0 to #18:39 Being the First Brokerage to Build a National Brand12:49 Sales Skills Learnt from 10 Years of Door Knocking19:18 Hacks to Deepen Client Loyalty & Create Raving Fans27:30 DLC's Online Training Centre29:41 DLC's Value Prop: My Mortgage Toolbox35:56 Consistent Advancement of the Velocity Platform40:46 Velocity, the All-in-One Platform - AI, Gold Rush, CRM, Direct Submission48:16 2026 Predictions for DLC Brokers & ABW50:47 Rapid Fire Questions54:31 Wrap Up55:19 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

📋 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 and Deryk are joined by Steven Lang. Steven is the National Sales Manager & Director of Marketing at VWR Capital Corp. from the Greater Abbotsford-Mission Metropolitan Area in BC, who has accumulated almost 25 years of experience in the Canadian banking & lending industries since starting as a bank teller at Prospera Credit Union in 2001.

VWR Capital Corp. is a broker-centric residential equity based lender with over 30 years of experience, with an industry-leading low basic lending fee structure. Specializing in 1st & 2nd residential mortgages, VWR works exclusively with Mortgage Brokers in urban residential markets from British Columbia, all the way through to Ontario. In his role, Steven focuses on growing the business and overseeing business development efforts, while managing and motivating a team of national Business Development Managers.

Steven is here to discuss:

→ How he got to where he is today, and what makes VWR a unique private lender.

→ VWR's deal flow, their escalation process, and how they handle post-funding regulations.

→ How VWR handles expectations when it comes to speed, and how they build & maintain relationships with Brokers.

→ The changing landscape of private lender borrower profiles, situations where VWR will tighten their lending guidelines, and why it's important to tell a consistent borrower story.

→ How VWR handles borrowers directly, and where they're going with tech & AI.

→ Market trends impacting VWR, and if more industry regulation leads to more industry investment.

→ Current industry trends Steven is watching and advice for Brokers.

VWR Capital Corp. Website: www.vwrcapital.com

VWR Capital Corp. LinkedIn: @VWRCapitalCorp

VWR Capital Corp. Facebook: @VWRCapitalCorp

Steven Lang's LinkedIn: @StevenLang

***
CHAPTERS0:00 Intro0:31 Today's Guest: Steven Lang3:08 How Steven Got Into Private Lending5:02 What Makes VWR a Unique Private Lender9:40 Handling Speed Expectations10:57 Building Relationships with Brokers12:44 Market Trends Impacting VWR14:01 Are Private Lending Borrower Profiles Changing?16:20 When Does VWR Tighten Their Guidelines?17:05 Telling a Consistent Borrower Story19:02 Do Tighter Regulations Lead to More Investment?20:36 VWR's Deal Flow23:22 VWR's File Escalation Process25:38 Managing Post-Funding Regulations26:35 Where VWR is Going with Tech & AI29:40 Maintaining Broker/Lender Relationships32:17 How VWR Handles Borrowers Directly35:37 Current Industry Trends Steven is Watching36:26 Advice for Brokers37:23 Wrap-Up37:41 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

📋 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

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EPISODE DESCRIPTION

In this episode, Dean and Deryk are joined by Jesse Bobrowski. Jesse is the Vice President of Business Development at Calvert Home Mortgage Investment Corporation from the Greater Calgary Metropolitan Area in Alberta, who has over 17 years of experience in real estate lending and investing.

Calvert is the Canadian leader in short-term lending, providing fast, flexible, alternative mortgages to help people buy homes and to help real estate investors bring new life to houses in need of repair. In his role, Jesse develops, nurtures, and grows relationships with Mortgage Brokers, capital partners, and borrowers, as well as mentors and supports the Calvert business development, marketing, and underwriting teams.

Jesse is here to discuss:

→ How he got to where he is today, and the history of Calvert Home Mortgage.

→ The unique value propositions Calvert offers Brokers by keeping everything in-house, including appraisals and a legal team for Alberta files.

→ Calvert's avatar Broker, how they prioritize deals, and how they co-brand with Brokers.

→ Calvert's client retention strategy, what a borrower experiences when working with them, and addressing Broker pain points to improve client satisfaction.

→ Calvert's approach to lending on multifamily properties, their after-repair value products, and house hacking.

→ Compliance and risk management with unconventional borrowers, and how they adapt to constant regulatory changes.

→ Current significant market trends including renewals in the Alberta market.

→ The influence of tech in Calvert's future, and how they hope to evolve in the next 5-10 years.

Calvert Home Mortgage Website: www.chmic.ca

Calvert Home Mortgage Instagram: @calverthomemortgage_

Calvert Home Mortgage LinkedIn: @CalvertHomeMortgage

Calvert Home Mortgage Facebook: @CalvertHomeMortgage

Calvert Home Mortgage YouTube: @calverthomemortgage

Jesse Bobrowski's LinkedIn: @JesseBobrowski

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CHAPTERS0:00 Intro0:31 Today's Guest: Jesse Bobrowski5:09 The History of Calvert Home Mortgage7:29 Unique Value Prop: In-House Appraisals10:12 Handling Appraisal-Value Objections from Consumers12:10 After-Repair Value Products & House Hacking16:08 Calvert's Approach to Multifamily Properties20:23 Current Significant Market Trends Happening23:46 Calvert's Workflow - Keeping Everything In-House28:02 Empowering Calvert Underwriters to Escalate30:54 Calvert's Avatar Broker32:26 How Calvert Prioritizes Deals33:55 Compliance & Risk Management with Unconventional Borrowers35:31 Adapting to Constant Regulatory Changes40:01 How Tech Will Influence Calvert's Future43:42 A Borrower's Experience with Calvert45:31 Addressing Broker Pain Points to Improve Client Satisfaction47:21 Calvert's Client Retention Strategy49:15 Renewals in the Alberta Market50:44 Co-Branding with Brokers52:35 Calvert's Next 10 Years54:35 Wrap-Up55:10 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

📋 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