CMP 15.01

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HOT LIST 2020 2 0 2020

CMP names 47 mortgage professionals who are taking the broker channel to new heights STUCK IN THE MIDDLE

Will 2020 be the year that Prairie markets get some momentum back?

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BUILDING CRITICAL MASS

How M3 founder Luc Bernard is changing the network game

NEW YEAR, NEW TECHNOLOGY What Filogix and Axiom Innovations’ partnership means for brokers

28/01/2020 3:44:20 AM

Still building your reputation?

(As registered account administrators, we invest in reliability).

exemptfromtradition.ca

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ISSUE 15.01

CONTENTS

HOT LIST

HOT2020 LIST 20 2 0 2020

SPECIAL REPORT

CMP spotlights 47 mortgage professionals who have moved the needle for the industry over the last 12 months

It’s all done with money.

License # 10172

Romspen Investment Corporation is a non-bank mortgage lender specializing in commercial real estate across Canada and the United States. With over $3 billion under administration, we offer customized mortgage solutions for term, bridge and construction financing from $5M to $100M.

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Blake Cassidy or Pierre Leonard 800 494 0389 | www.romspen.com

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ISSUE 15.01

CONNECT WITH US Got a story or suggestion, or just want to find out some more information?

CONTENTS

twitter.com/CMPmagazine facebook.com/MortgageProfessionalCA

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UPFRONT 04 Editorial

It’s time to hunker down and do some strategic planning

06 Statistics

Two years after the stress test’s introduction, this is what the new normal looks like

08 Head to head

UPFRONT

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NEWS ANALYSIS Economists are cautiously optimistic about the prospect of market recovery in the Prairies

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FEATURES

A COLLABORATION FOR INNOVATION

CMP takes a closer look at how the partnership between tech providers Filogix and Axiom Innovations will change how brokers conduct business

PEOPLE

INDUSTRY ICON

M3 Mortgage Group head Luc Bernard is on a mission to make the mortgage industry a better place for brokers, lenders and networks

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12 Alternative lending update The search for low rates is leading consumers down unknown paths

19 Opinion

Is your brokerage ready to meet the demands of Gen Z?

PEOPLE 46 Career path UPFRONT

COMMERCIAL UPDATE

Canada’s commercial real estate market is gearing up for another strong year in 2020

PEOPLE

D’Arcy Henneberry has never been afraid to take a chance on something new

48 Other life

Going for the goal with broker and soccer coach Ariana Leroux

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A WEALTH OF KNOWLEDGE

Streetwise Mortgages has a singular mission – to give property investors the best service possible

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Is increased housing supply the key to opening up the market to more first-time buyers?

MORTGAGEBROKERNEWS.CA CHECK IT OUT ONLINE

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UPFRONT

EDITORIAL

Laying the right foundation

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nother year is in the books, and the reflections of 2019 are already a distant memory. We’ve spent the early days of 2020 hearing numerous forecasts and predictions from analysts, economists and real estate brokerages on what route interest rates and housing markets will take in the year ahead.

Sure, the R word is still floating around, but those concerns have largely given way to a more cautiously optimistic outlook. The Bank of Canada is threading a thin needle when it comes to monetary policy, and rates, including the benchmark qualifying rate, are expected to stay low for the foreseeable future – the gift that keeps on giving to mortgage professionals.

The coldest days of the year are a great time to take an honest look at your business and determine what changes to make before originations ramp up in the spring. Do you have appropriate systems and staff in place to meet your goals? Are you confident that you have the right balance of lenders and prod-

The coldest days of the year are a great time to take an honest look at your business and determine what changes to make before originations ramp up

www.mortgagebrokernews.ca ISSUE 15.01 EDITORIAL Managing Editor Kimberly Greene Banks Writers Libby MacDonald Ephraim Vecina Kasi Johnston Copy Editor Clare Alexander

CONTRIBUTORS Jason Geall

ART & PRODUCTION Designer Joenel Salvador Production Manager Alicia Chin Production Coordinator Kim Kandravy Advertising Coordinator Ella Dayandante

SALES & MARKETING Vice-President, Sales John Mackenzie National Account Manager Corey Bahadur Sales Executive Alan Stewart Global Head of Communications Adrijana Monevska Project Coordinator Jessica Duce

CORPORATE President & CEO Tim Duce Office/Traffic Manager Marni Parker Events and Conference Manager Chris Davis Chief Information Officer Colin Chan Human Resources Manager Julia Bookallil Global CEO Mike Shipley Global COO George Walmsley

EDITORIAL INQUIRIES

kimberly.banks@keymedia.com

SUBSCRIPTION INQUIRIES

tel: 416 644 8740 • fax: 416 203 8940 subscriptions@kmimedia.ca

ADVERTISING INQUIRIES

corey.bahadur@keymedia.com

ucts to serve the needs of your client base? Figuring out areas that need more attention (and those that need less) is as simple as tracking the time it takes to complete administrative tasks versus the amount of time spent on revenuefocused activity.

This is also a great moment to consider investing in technology.

Advancements in mortgage tech will undoubtedly surpass the slow and steady pace of home prices and origination activity across much of the country this year, and new ways to streamline business will be at brokers’ fingertips.

Onboarding and implementing new systems while business is slower means you can really hit the ground running when it finally thaws.

Whether you’ve got a large team or are running a small shop, it’s crucial to take a step back from time to time and think strategically about your business to ensure you’ve established the right foundations to meet your short- and longterm goals. Working on your business is just as important as working in your business, and being intentional about doing so will lead to individual business growth – and the growth of the broker channel in the long run.

The team at Canadian Mortgage Professional

KMI Publishing 20 Duncan Street, Suite 300, Toronto, ON M5H 3G8 tel: +1 416 644 8740 www.keymedia.com Offices in Toronto, Sydney, Denver, Auckland, London, Manila, Singapore, Seoul

Canadian Mortgage Professional is part of an international family of B2B publications, websites and events for the real estate and mortgage industries MORTGAGE PROFESSIONAL AUSTRALIA rebecca.pike@keymedia.com T +61 2 8437 4787

MORTGAGE PROFESSIONAL AMERICA katie.wolpa@keymedia.com T +1 720 316 7423

Copyright is reserved throughout. No part of this publication can be reproduced in whole or part without the express permission of the editor. Contributions are invited, but copies of work should be kept, as the magazine can accept no responsibility for loss

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OPEN THE CAMERA ON YOUR PHONE AND POINT IT AT THE QR CODE. thecentumnetwork@centum.ca | thecentumnetwork.ca ®/™ trademarks owned by Centum Financial Group Inc. (C) 2019 Centum Financial Group Inc. The intent of this communication is for informational purposes only, and is not to be a solicitation to anyone under contract with another mortgage brokerage operation.

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UPFRONT

STATISTICS

A post-stress test world Two years on, the stress test has become the new normal – and buyers have mostly adjusted

2019

2018

70% 60% 50%

SINCE ITS debut in 2018, the mortgage stress test has certainly had an impact on Canada’s lending landscape – six out of 10 buyers affected by it during its first year were forced to buy a smaller or cheaper property. It has also influenced budgeting: The number of Canadians who adjusted their spending to afford a home increased by 4% between 2018 and 2019, and the number who dug deeper into

their savings for a down payment increased by 15% during the same period.

And the stress test has its supporters: Two-thirds of purchasers believe the measure has prevented borrowers from taking on a mortgage beyond their means. Nonetheless, increasing numbers of prospective buyers say the stress test has left them uncertain about the process of purchasing.

40% 30% 20% 10%

61%

59%

76%

Proportion of buyers who are fully aware of the stress test rules

Buyers who said the stress test had little to no impact on their decision to buy

65%

Buyers who believe the stress test will keep people from taking on a mortgage they can’t afford

80%

47%

0%

Bought a less expensive home

Buyers who said affordability is their top ‘must-have’ in a home Source: The State of Homebuying in Canada, CMHC, 2019

PUTTING DOWN LESS

UNCERTAINTY GROWS

In 2019, a third of all buyers made their purchase with a down payment that was less than 20% of the purchase price – a considerable uptick compared to the year before, when just over a quarter of buyers did so.

Due to factors such as unforeseen housing costs and a desire to avoid paying too much for a home, 5% more buyers said they were uncertain about the homebuying process in 2019 than the year before, which suggests an increasing need for professional guidance.

BUYERS WHO SAID THEY FEEL CONCERNED OR UNCERTAIN ABOUT THE PROCESS OF BUYING A HOME

BUYERS WHO PURCHASED A HOME WITH LESS THAN 20% DOWN 2019

33%

2019

42%

2018

37%

2018

26% Source: The State of Homebuying in Canada, CMHC, 2019

Source: The State of Homebuying in Canada, CMHC, 2019

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MAKING COMPROMISES IN ORDER TO BUY Buyers affected by the stress test have found various workarounds to achieve their dreams of homeownership. In 2019, the most common tactic was to search for a less expensive property, but 2018’s top strategy (reducing other expenses to save more for a house) was almost as popular.

60%

56%

59%

Cut back on other expenses

44%

52%

Dug deeper into savings for a larger deposit

47%

Bought a smaller home Source: The State of Homebuying in Canada, CMHC, 2019

FIRST-TIME BUYERS SIDELINED

NO LONGER MAXING OUT

In 2018, more than half of all purchasers were first-time buyers; a year later, that figure had fallen to 47%. In addition, the number of first-timers who rented for at least a decade before buying rose by 9% between 2018 and 2019.

Further proof the stress test is having a lasting effect: In 2019, just 60% of buyers purchased the most expensive home they could afford, an 18% drop from the year before.

PERCENTAGE OF FIRST-TIME BUYERS IN THE MARKET

2019 47%

2018 56%

0% 10% 20% 30% 40% 50% 60%

FIRST-TIME BUYERS WHO RENTED FOR AT LEAST 10 YEARS BEFORE PURCHASING

2019 31%

BUYERS WHO PURCHASED THE MOST EXPENSIVE HOME THEY COULD AFFORD 2019 2018

2018 22%

60% 78%

0% 10% 20% 30% 40% 50% 60% Source: The State of Homebuying in Canada, CMHC, 2019

Source: The State of Homebuying in Canada, CMHC, 2019

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UPFRONT

HEAD TO HEAD

Should supply be increased to help first-time buyers?

As first-time buyers continue to get squeezed out of major markets, should boosting housing supply be the first step?

Graeme Moss Broker Verico Fair Mortgage Solutions

Chris Allard Mortgage broker Smart Debt Mortgages

Chris Turcotte President and COO Centum Financial Group

“First-time homebuyers need help.

Increasing housing supply would help, but so would common-sense qualification rules. When engineers and teachers are having a hard time buying their first home, there is something wrong. When the mortgage rate is 2.99% but buyers must qualify at 5.19%, that places an onerous burden on the borrower that eliminates many.

Right now, it is rare for us to process first-time homebuyers because it is such a high bar.

Increasing the housing stock and using more common-sense qualifying is what is needed. Young Canadians deserve a chance to enter the housing market.”

“In certain parts of the country, many first-time homebuyers would benefit from an increase in housing supply.

However, it is apparent that we must define the type of housing supply that is best suited for first-time buyers.

Stacked condos and small row houses are the type of property required and most likely to be affordable to firsttime buyers.

It would be great to couple housing starts with a 30-year amortization for first-time homebuyers with less than 20% of the purchase price as a down payment. This would help them manage the payments of increasing home prices.”

“In short, no. If you’re relying on the increase in inventory to lower the price of homes in the GVA and GTA so that they become affordable to first-time homebuyers, then this plan will fall well short of the mark. With Canada’s incredibly low default rate, especially in the insured space, we need guidelines and stress test amendments to bridge the gap.

The value of a mortgage broker is critical, as consumers need to maximize their buying power, and having an unbiased mortgage professional with dozens of options is imperative to stretching those dollars if the government won’t cooperate.”

SAFE AS HOUSES? While many economists expect 2020 to be characterized by sustained improvement in population and employment growth and robust consumer confidence, that’s not necessarily good news for consumers hoping to make an initial foray into already tight housing markets. In the latest edition of its Resale Housing Market Forecast, CREA reported better-than-expected sales and a decrease in new listings in the second half of 2019. “These trends have caused many housing markets to tighten, which has sharply lowered the national number of months of inventory. In November 2019, this measure of the balance between supply and demand hit its lowest level since mid-2007. This is resulting in increased competition among buyers for listings and providing fertile ground for price gains.”

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UPFRONT

NEWS ANALYSIS

What about the Prairies?

The housing market recovery has begun in Canada’s breadbasket, but whether it’s a temporary uptick or a period of sustained growth remains to be seen

AS TORONTO, Vancouver and Montreal continue to dominate headlines for being the most expensive and fastest-growing housing markets in Canada, the middle of the country is slowly climbing out of the slump that began a few years ago with the oil crash. ‘Slowly’ is the key word – the expectation is that Prairie housing markets will recover somewhat unevenly in the years ahead. In December, the largest markets in Alberta and Saskatchewan all recorded higher home sales, although prices continue to fall in certain markets on a yearover-year basis.

In the fourth quarter of 2019, Winnipeg bucked the trend by recording considerable price growth, and it’s expected to continue that momentum for much of 2020. The aggre-

market, and sales of homes above $800,000 have been especially brisk,” says Michael Froese, managing partner at Royal LePage Prime Real Estate. “While demand has been strong, there is ample inventory, providing buyers a choice and maintaining affordability.”

Between October 2018 and October 2019, Winnipeg saw unemployment fall from 6.0% to 5.2%, and that remains a key component in the housing forecast.

However, CMHC cautioned in its latest housing forecast for Winnipeg that “slower than expected economic and demographic growth could restrain job growth, reduce migration inflows and limit consumer spending, causing housing demand to move lower. If demand decreases, it could cause oversupply

“While demand [in Winnipeg] has been strong, there is ample inventory, providing buyers a choice and maintaining affordability” Michael Froese, Royal LePage Prime Real Estate gate home price in the city rose by 7.4% year over year, to $321,346, during the fourth quarter.

Over the same period, condo prices went up by 1.1% to $232,875.

“Sales are up across the detached home

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to the market, which could weaken price growth and result in downward movement of sales.”

Calgary, meanwhile, has recently been experiencing strong growth in the lower end of the housing market, recording a 7% uptick

in sales of homes under $500,000. The benchmark home price is likely to drop slightly, although prices in Calgary have been decreasing at a much slower rate, and overall sales activity is expected to grow by 2% in 2020. Last fall, Ann-Marie Lurie, chief economist at the Calgary Real Estate Board, described the city’s situation as moving toward “slower, more normal conditions.”

Like Calgary, Edmonton is also seeing some easing in the pace of home price declines.

Housing starts in the provincial capital are projected to grow moderately throughout 2020 before slowing down in 2021, which will be led by excess inventory, mostly from single detached units.

But there’s still a long way to go for “normal” conditions to take hold in some locations.

“We’re all suffering,” says Corey Klassen, partner and mortgage broker with Saskatoon-

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UPS AND DOWNS IN THE PRAIRIES Between 1999 and 2016, the rate of homeownership fell markedly in certain Prairie cities (Regina and Edmonton), although it remained steady or even rose in others, including Calgary.

HOMEOWNERSHIP RATE 1999 2016 80%

60%

40%

20%

based DLC Powerhouse Mortgages. “Speaking to all of my colleagues, a lot of our numbers are off because of the stress test.”

The silver lining is that those tighter mort-

conditions have improved.

“It’s good business; it’s really good quality business,” Klassen adds. “What we lack in quantity, we’ve definitely got in quality of

“It’s really good quality business [in Saskatchewan]. What we lack in quantity, we’ve definitely got in quality of business here” Corey Klassen, DLC Powerhouse Mortgages gage qualifying rules, combined with demand for more affordable units, have provided an upswing for resale activity in the condominium segment. In addition, sales of single-family homes have firmed up as labour market

business here.”

Recovery in the Prairies is heavily dependent on an improving labour market. That and strong population growth will help momentum, according to RBC’s January housing update.

0%

Winnipeg Regina Saskatoon Calgary Edmonton Source: Statistics Canada, Survey of Financial Security, 1999 and 2016

“Solid labour markets in most provinces, strong population growth and low interest rates – whether the Bank of Canada cuts its benchmark rate or not – should continue to support demand, and most markets appear to have adjusted to 2018’s new stress test,” the bank said in its report. “The scope for improvement is greatest in Alberta and Saskatchewan. Indications that the worst might be over for the energy sector raise the prospect that housing activity in those provinces will firm in 2020.”

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UPFRONT

ALTERNATIVE LENDING UPDATE NEWS BRIEFS Home Capital Group poised for further growth in 2020

After a year marked by steady recovery, Home Capital Group said it is targeting further growth in Vancouver, Calgary, Montreal and Toronto in 2020. According to EVP of sales and marketing Ed Karthaus, the company’s mortgage arm was worth around $371 billion in 2019.

Home Capital is also looking to diversify its balance sheet, recently announcing that “non-core” loan balances worth around $84 million would be deemed “assets held for sale for accounting purposes.” The company also indicated in late 2019 that it plans to be more active in residential mortgage-backed securities this year.

Filogix Expert marketplace opens to nonbank lenders

Filogix has collaborated with several industry players to create new connectivity solutions that will simplify access to alternative, MIC and private lending offerings on the Filogix Expert marketplace. Newton and myBrokerBee are the first of several providers to join the marketplace. By choosing Newton’s Link Lender web-based alternative lender solution, alternative and private lenders will have a direct listing in both the Expert and Velocity lender marketplaces, allowing brokers across Canada to see their profile and explore their products.

Private lender appoints new regional sales executive

GTA-based private lender Vault Mortgage Corporation has welcomed Naresh Thakkar as its new regional vicepresident of sales. Thakkar brings more than a decade of high-level experience in the financial services industry, including

previous roles at Haventree Bank, B2B Bank and AGF Trust. “I am very excited to be joining Vault Mortgage Corp. at this time,” he said. “Vault Mortgage Corp.’s values, culture, and commitment to provide great service and fair solutions to our broker partners is a winning formula. We are poised for tremendous growth in 2020 and beyond.”

The case for longer-term mortgage amortizations

Increasing the length of mortgage terms could enhance financial stability, according to a recent report from the C.D. Howe Institute, an independent research organization. The report’s author, Michael K. Feldman, argued that longer-term mortgages act as a protection in the event of systemic instability. “A significant downturn in the real estate market could result in the insolvency of some mortgage lenders, particularly unregulated lenders. If this were to happen, borrowers from these lenders may not be able to renew their mortgages … This risk decreases with more longer-term mortgages because there will be fewer renewals throughout the amortization term.”

Brightpath Capital gets new director of business development

Brightpath Capital has appointed Dan Pauls to the new role of director of business development for the Ontario market. Prior to joining the private lender, Pauls served as regional sales manager for one of Ontario’s largest MICs, where he was instrumental in developing and growing its newly formed southwestern Ontario market. In his new role, Pauls will leverage his insight into the A, B and private lending markets to help Brightpath Capital to develop broker relationships across Ontario in the non-conforming residential mortgage space.

Low rates continue to motivate consumers Many Canadians are willing to turn to non-traditional sources for their mortgage if it means greater savings

Nearly half of Canadians looking for mortgages are willing to opt for non-traditional mortgage channels – including using an online-only lender – if it means they could get a lower rate, according to a wide-ranging consumer survey conducted by Rates.ca in January.

The online rate comparison site found that while 72% of Canadian mortgage shoppers are still getting mortgages in person, nearly one in five respondents would prefer to get a mortgage “without talking to people on the phone or in person.” Another 45% would consider getting a mortgage entirely online if it would lead to rate savings of at least 0.05% to 0.2%.

“Just as we saw with online stock brokerages a few decades ago, a growing segment of borrowers is willing to make their own mortgage decisions online without a banker’s advice,” Rates.ca mortgage editor Rob McLister said.

Forty-seven per cent of respondents said getting the best possible rate is the most important consideration when getting a mortgage, while only 14% said their top priority is to receive clear communication on the conditions and features of their mortgage.

Moreover, only 23% said the lender’s brand name is a consideration when great rates are at stake.

This trend is likely being fuelled by a

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nagging fear among many Canadians about getting a mortgage in the first place, if the results of another survey are any indication.

Ninety-two per cent of consumers polled

by Zillow and Ipsos in January said they expect at least one barrier to getting their

sions, says Steve Garganis, a Mississauga-based broker with Mortgage Architects.

“Canadians are surprised to learn that even a large down payment won’t guarantee you a mortgage approval,” he says. “Got a 30%, 40%, 50%, 60% down payment and great

“A growing segment of borrowers is willing to make their own mortgage decisions online without a banker’s advice” desired homes – and 56% expect qualifying for a mortgage to be the roadblock. The figure goes up to 64% for those who recently purchased a residential property.

A significant driver of the anxiety is the sheer volume of information that consumers need to take in to make informed deci-

credit? Guess what? You still may not qualify for a mortgage. This is ridiculous, in my opinion. Those of us with years of experience in risk mitigation and credit adjudication know that if you have a large down payment, the chances of default are slim and none. The chance of any loss to the lender is nil.”

Email lender notes, application, and credit bureaus to:

deals@vwrcapital.com D IMITRI K OSTUROS

Chief Operating Officer dimitri@vwrcapital.com

P AULA H UTTON

BDM - Prairies paula@vwrcapital.com

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UPFRONT

COMMERCIAL UPDATE

Commercial market should stay strong Commercial real estate is on track to remain one of Canada’s most reliable market drivers in 2020

will perform over the long term.”

Among this year’s likely trailblazers is Metro Vancouver, which is poised for an enviable run of sustained strength. A significant portion of the Vancouver market’s robustness will stem from workforce growth, led by major players in tech and manufacturing.

“Higher employment levels in the services and manufacturing sectors are anticipated to bring an increased number of professionals to [Metro Vancouver] in 2020, ultimately

“The big thing for investors is that they look at commercial real estate as a defensive asset”

In the wake of its powerhouse performance during much of 2019, Canada’s commercial property market is preparing for more good new in the year ahead, according to Morguard Corporation’s 2020 outlook. The commercial real estate firm predicts that much of the year will be characterized by positive rental demand and tight supply, the combination of which will continue pushing rents up.

“Commercial real estate remained one of the most attractive and stable long-term investments in 2019 and will continue to attract interest from investors in 2020,” says Keith

NEWS BRIEFS

Reading, Morguard’s director of research.

“Industrial and multi-unit rental apartments are probably the two most attractive asset classes. Office is just as strong.”

The fundamental reliability of the commercial sector is its most valuable feature, Reading adds. “The big thing for investors is that they look at commercial real estate as a defensive asset. It’s a solid long-term investment as opposed to equities markets, where you get more fluctuation and more volatility. So I think that in the economic environment that we’re in, real estate is definitely seen as an asset that

Commercial segment finishes 2019 on a high

Investment in Canadian commercial real estate in 2019 will most likely match the record-breaking numbers that have been posted since 2017. In a recent commentary, CBRE noted that the commercial market continues to be one of the country’s most reliable performers.

“Direct investment activity remains strong, with volumes on pace to reach $42 billion [in 2019],” CBRE said. “After excluding the impact of M&A activity, this full-year investment volume would match the record levels seen over the last two years.”

supporting commercial real estate development,” Reading says. “Vancouver’s economy is forecasted to expand at an above-average rate in 2020.”

Reading also expects strong contributions from Toronto, which has the fastest rate of highrise development in North America. According to the Council on Tall Buildings and Urban Habitat, the city currently has 31 skyscrapers under construction and a further 59 proposed.

However, dark clouds still loom in the form of a more lethargic global economy.

“I think that from an economic standpoint, there’s quite a bit of risk out there,” Reading says.

“We’ve got a slowing global economy, we’ve got a slowing Canadian economy, but that doesn’t seem to have scared off investors very much.”

Global uncertainty to weigh upon investment

While Canadian commercial real estate remains desirable, Avison Young has warned that demand could be affected by a slowing global economy. “With the real estate cycle slipping into its second decade, the uncertainty felt by many investors about whether current pricing is sustainable seems justified,” the firm said in its 2020 forecast. “Real estate might be enjoying an extended period of popularity, but in large part this is due to the backdrop of economic weakness … and heightened political uncertainty across the globe.”

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Q&A

Bill Argeropoulos Principal and practice leader, research (Canada) AVISON YOUNG

Years in the industry 32 Fast fact Argeropoulos has conducted research for several leading real estate and financial institutions throughout his career, including JLL, Altus Group and CIBC

The biggest trends in commercial development What have been the dominant themes in Canadian commercial development over the last decade?

Among the biggest trends is the evolution of work. I think for the first time ever, we have four – and even five – generations of Canadians working together in the same spaces, and the adaptability of commercial spaces to accommodate the various needs of these generations became a very important focus among employers and developers alike.

Another big change was co-working and how it has disrupted the commercial real estate sector. This has become particularly evident in the past 24 to 36 months, with the increased prominence of WeWork and other players having allowed organizations to operate in more flexible workplaces. Mind you, there have been some negative outcomes attached to this kind of working environment, but WeWork’s troubles appear to be more of an isolated case, as there is definitely nothing wrong with the model itself.

How have these changes shaped Canada’s urban areas?

The increased amount of urbanization was definitely a major trend. More and more people are moving to the cities, which I think is applying undue pressure on some cities more than others – for example, Toronto is steadily becoming a major tech hub, but its evolution into a global city comes with multiple growing pains.

Also, the government of Canada has increased immigration levels over the past decade, and the majority of

Amazon to bring greater activity to Vancouver

Amazon’s takeover of the two-tower former Canada Post building in downtown Vancouver will likely impel a cycle of further demand and development, according to Cresa tenant leasing specialist Ross Moore. “It is virtually impossible for me to overstate how significant this is to the Vancouver office market,” Moore told the Vancouver Sun. “Once that snowball is rolling, it just keeps going.” At the end of 2019, downtown Vancouver’s office vacancy rate was already among the lowest in North America at 2.4%.

these newcomers find themselves in cities like Toronto.

Given these pressures, we are moving more toward a mixed-use development cycle as opposed to standalone structures due to the scarcity of land. However, this then led to another set of pressures, as building up rather than building out pushed prices even higher.

All of these factors are forcing us to rethink what we’re building – to not just develop single-form structures – to maximize what little urban space remains.

How can developers reconcile the steady growth in demand and urbanization with the increasingly apparent impact of climate change?

There’s been so much construction underway, especially of buildings using newer technologies.

A number of developers are also considering the use of mass timber construction as a way to take care of the environment, as well as provide a more natural indoor environment.

Can you elaborate on the most promising steps in this vein so far?

There are restrictions on how high such projects can go, but we’ve seen the first wood-frame construction in a generation here in Liberty Village, Toronto, with the completion of 80 Atlantic Avenue by Hallmark Developments. I think that’s a perfect example of how the Canadian commercial development industry has made headway in green awareness and how to build resilience by reducing our carbon footprint whenever we can.

Shared floor plans are the future in the office segment

Flexible offices will likely remain one of the commercial sector’s hottest growth areas in 2020, Avison Young predicted in its annual forecast.

Although industry pioneer WeWork is currently in crisis mode, “we all know its instincts are correct,” Avison Young’s report said. “The world is in the early stages of a transformational period as the technological revolution takes over from globalization as the primary driver of business change. For all sorts of reasons, workplace flexibility is at the forefront of occupiers’ minds.”

Retail sector remains relevant in Canada

Even in the era of e-commerce, retail is alive and well in Canada. A study by commercial brokerage JLL found that online shopping isn’t keeping Canadians away from brickand-mortar stores entirely – more than 30% said they buy from both online and physical stores. While noting that the impact of e-commerce shouldn’t be underestimated, JLL’s Heli Brecailo told the Vancouver Sun that “the biggest takeaway is that Canadian consumers are leveraging both physical and online stores.”

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PEOPLE

INDUSTRY ICON

INTO THE LIGHT As M3 Mortgage Group moves forward, chairman and CEO Luc Bernard is becoming more visible and more vocal in his mission to make the mortgage broker the consumer’s best ally

AS THE CHAIRMAN and CEO of M3 Mortgage Group, Luc Bernard is at the head of what could be called a mortgage empire in a space that’s changing by the day. Despite facing an undeniable amount of pressure, to call Bernard calm, cool and collected would be an understatement.

Since Bernard founded M3, the company has been operating from the same game plan, which places a heavy emphasis on understanding the overall mortgage ecosystem. Over the years, M3 has come to include 11 different brands and products, thereby offering choice to brokers just as brokers offer choice to their customers.

Bernard established M3 in 2014 after starting his career in the insurance space and then moving into retail banking with Laurentian Bank. As such, he already had a good understanding of the financial landscape and knew he could bring a unique perspective to the company. He understood efficiency ratios, what kept lenders up at night and the value in changing the conversation to focus on what the lender needed – and how to translate that into best serving the triumvirate of broker, lender and consumer.

Bernard also knew that an important part

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of M3’s strategic plan would be to bring people to the team from different backgrounds to offer varied perspectives and prepare for the transformation of the mortgage landscape.

“We came to the market knowing that the business would shift and change,” he says. “We

its deal with National Bank, which reopened itself to the broker channel almost a year ago through an exclusive partnership with M3.

The reason for that, Bernard says, is because M3’s MortgageBOSS platform allows applications to flow directly to National Bank’s

“We came to the market knowing that the business would shift and change. We wanted to make sure that we were adding the proper levers that we thought the brokers, ourselves and the lenders needed in order to become the best in the country” wanted to make sure that we were adding the proper levers that we thought the brokers, ourselves and the lenders needed in order to become the best in the country.”

Since its inception, M3 has been working to build relationships with key players in the Canadian mortgage industry. One example is

adjudication system.

The network was only able to forge this exclusive partnership because Bernard had earned the confidence of National Bank head Louis Vachon that M3 could make good on several key deliverables, such as efficiencies and lower acquisition costs.

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PROFILE Name: Luc Bernard Title: Chairman and CEO Company: M3 Mortgage Group Based in: Montreal Years in the financial industry: 37 Activities and accolades: Board member of C2 Montréal, won the ESG Network Performance Award from Université du Québec à Montréal in 2010, and was named to the recent Mortgage Global 100 list, produced by CMP and its sister publications in the US, Australia and New Zealand

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PEOPLE

INDUSTRY ICON

That partnership, as sweet as it is, isn’t enough for Bernard. He says there’s no reason why M3 can’t do the same with anyone else.

“We’re highly confident that, in the near future, we’ll be announcing that the way we’re dealing with National Bank will be replicated, or it could be added by at least one or two other lenders, including big banks,” he says.

years from now to stay ahead of the curve – making sure that in terms of technology, branding and digital marketing, the broker, through us, has access to everything to still be pertinent to the consumer and to be able to grab more market share against the other distribution channels.”

THE MANY BRANDS OF M3

An entrepreneur at heart Growing and growing In some ways, not much has changed for Bernard over the past five years. Things might be moving at a faster clip than they were, but

For all the discussion around competition and growth and strategy, Bernard doesn’t see himself as a big-shot executive. In fact, he says that he and Dino Di Pancrazio, M3’s executive

“The real challenge will occur once the consolidation is over, and then we’ll end up being around the table with the real competitors in the market” the reasoning behind his actions has always pointed toward a singular goal. Time is of the essence in this business, and Bernard doesn’t waste any of it.

“I’ve never had an era that we haven’t produced double-digit organic growth,” he says. “We’re obsessed with it. It’s fun. You’re building a critical mass, but the real challenge will occur once the consolidation is over, and then we’ll end up being around the table with the real competitors in the market.”

At the beginning, M3’s goal was to get to $40 billion; in order to do that, the company invested heavily in technology, digital marketing and branding. Now that M3 has surpassed that milestone, Bernard has repeated his well-publicized goal, setting a new target of reaching $80 billion in another three years.

But, he insists, this is far from a vanity project.

“It’s not a pissing contest,” he says. “It’s really all linked to the way we see the business evolving and what the landscape would require three

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vice-president of strategy and innovation, have been entrepreneurs since day one.

Bernard knows there’s a window of opportunity right now, and it’s not purely about consolidation. It’s about acquisitions both within a vertical and also in other parts of M3’s ecosystem that can benefit the triumvirate and result in more profit for everyone.

There’s an unassuming manner about Bernard, and it’s not difficult to see why shareholders have confidence in him leading the way in taking care of brokers and ensuring that they’re the best ally for customers in the years ahead.

The M3 team might be having fun, Bernard says, but they’re also incredibly serious about the business. Focusing on reaching critical mass has allowed M3 to invest in parts of the business that really matter for the broker, such as technology and processes. “Whatever your plan is to develop and grow your company,” Bernard says, “we’re there.”

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28/01/2020 3:43:17 AM

UPFRONT

OPINION

GOT AN OPINION THAT COUNTS? Email mortgagebrokernews@kmimedia.ca

Prepare to be disrupted Generation Z is on the rise, and they’re not going to tolerate the traditional ways of getting a mortgage, writes Jason Geall TEN YEARS AGO, if I asked you if you’d get into a stranger’s unmarked car instead of a taxi, you’d think I was crazy. What if I said that on your next vacation, you’d find a stranger’s house and stay in their bed instead of a hotel? Or what about borrowing a person’s personal vehicle the next time you travel instead of a renting a car?

Yet over the last decade, Uber, Airbnb and Turo have completely disrupted the taxi, hotel and car rental industries. The amazing thing about all three of these companies is that their technology wasn’t revolutionary, but their idea and execution was. The question I often ask myself is, why hasn’t the mortgage business been disrupted?

A few different factors explain why it hasn’t happened so far. Our industry requires a personal touch. Hand-holding is an incredibly important part of our business, as any successful Realtor, mortgage agent or broker will tell you. Customers want to feel comfortable and need you to help guide them in the right direction.

The fact is, a home is the most expensive thing most people will buy in their lives, and a mortgage is usually the largest amount of money anyone will ever borrow.

Getting a mortgage and buying a property are stressful – certainly more stressful than ordering a taxi or booking a hotel for your next vacation.

However, people are used to doing almost everything online. From ordering your groceries to signing legal documents, almost everything is done digitally these days. So, the question again has to be asked: Why

hasn’t our industry been disrupted?

Any industry threatened with change feels fear. Would you want to replace yourself and your career with an app? I know I wouldn’t.

Our industry is also an old one, and many older brokers and agents are starting to retire. This is opening the doors to the next generation. A 23-year-old who has just finished university and decided to get licensed as a mortgage agent doesn’t know what a fax machine is. They’ve never used a rotary phone and have never known a world

It’s time to put ourselves into the shoes of a 25-year-old purchasing their first condo. Unless their parents take them, this buyer won’t set foot into a bank. The first thing they’ll do is head to Google – skipping past the Google ads because they know that they’re ads and instead heading to the best-reviewed businesses.

When comes to communication, Gen Zers hate talking on the phone, despite the fact that they always have one in their hand. Texting is the only way to communicate; FaceTime works, too, but only for short conversations. They will expect to sign things digitally and won’t be thrilled with paper copies. They’ll want responses quickly and delivered in an accessible fashion.

The relationship with a client might well be formed without ever meeting face-toface, as bizarre as that seems in our industry.

Don’t forget that this generation is used to dating almost exclusively through apps like Tinder and Bumble. When you do meet, you’ll already have a nice foundation.

It’s now 2020. Thirty years ago, when I was only 5 years old, I imagined we would have flying cars and Star Wars-style bases

“They’ve never used a rotary phone and have never known a world without the internet.

This generation will demand technology” without the internet. This generation will demand technology.

Such a change is already visible in the way agents are advertising. Long gone are the mailers and billboards. Now, it’s all about Instagram/Facebook ads, video content and cross-promotional collaborations with other professionals.

I’ve seen many different platforms and tools aimed at trying to shake up the mortgage industry, but many of them haven’t been launched well. They also weren’t up to the standards that people are accustomed to these days. When every app and website is polished, fast and bug-free, you can’t expect people to look past an ugly, slow and featureless product.

on different planets by now. While I’m still waiting for both of those, what we do have is technology that’s changing, evolving and disrupting industries on a daily basis. It’s incredibly exciting to see – and as a tech geek, it’s amazing to watch as the masses adopt new forms of tech.

Our industry has been resistant, but those times are changing. Those who laugh at technology now won’t be laughing in the future.

Jason Geall is vice-president of Corwin Mortgage Capital, a private lending company in Toronto. He is a serial entrepreneur and dyed-in-the-wool millennial who was one of CMP’s Young Guns in 2019.

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SPECIAL REPORT

HOT LIST 2020

HOT LIST 2020 HOT LIST INDEX

Rolling into the new decade hot, these 47 mortgage professionals have dominated the industry over the past 12 months AS NEW technology continued to come online at a record pace and the market started to stabilize after a rocky couple of years, players throughout the Canadian mortgage industry have been learning on the fly to stay on top of their game and testing new tactics to push forward into 2020.

CMP’s annual Hot List kicks off the new decade by highlighting 47 men and

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www.mortgagebrokernews.ca

women who truly excelled over the last 12 months. From forward-thinking pioneers who launched their own businesses to savvy brokers who have dedicated themselves to morphing alongside the market to ensure all Canadians have access to homeownership, this year’s Hot List represents some of the most innovative minds the industry has to offer.

NAME

COMPANY

PAGE

Matthew Ablakan

Millennial's Choice Mortgages

30

Reaza Ali

Fisgard Asset Management

26

Shawn Allen

Matrix Mortgage Global

31

Canada Mortgage & Financial Ameera Ameerullah Group

22

Dalia Barsoum

Streetwise Mortgages

24

Kate Brady

DLC Group

22

Anne Brill

Centum Metrocapp Wealth Solutions

23

Christine Buemann

The Collective Mortgage Group

33

Mark Cashin

myBrokerBee

34

Adam Clark

Peoples Group

28

Julian Clas

CMI Group

22

Eddy Cocciollo

Dominion Lending Centres

36

Barbara Cook

Mortgage Centre Canada

39

Shubha Dasgupta

Capital Lending Centre

26

Janna Dawdy

JCMortgages.ca

37

Ryan Dennahower

Bespoke Mortgage Group

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HOT LIST 2 0 2020

BRANDON WOODWARD Broker BOLD MORTGAGE GROUP

After leaving his seven-year career with a major bank, Brandon Woodward became an independent mortgage agent in 2014, funding 71 deals in his first calendar year.

Since then, Woodward has grown his business into a team of seven that will exceed $100 million in production in 2019, one year ahead of their target date for this accomplishment.

“I am honoured to work with a team of amazing individuals here at Bold Mortgage Group who share a vision for an excellent client experience as we continue to help more families become financially better off each year through education and advice,” Woodward says. “We have made great partnerships that have developed into lifelong friendships with local Realtors, lender BDMs, branch staff, lawyers, accountants, insurance agents and appraisers, which make working in this industry even more rewarding. In 2020, we look forward to growing our brand through strategic partnerships and industry events while adding to our client and partner offerings in terms of technology to make the mortgage process even more efficient.”

NAME

COMPANY

Rakhee Dhingra

Mortgage Savvy

Michelle Drover Janne Farias

PAGE

NAME

COMPANY

PAGE

29

Daniela Peeva

Mortgage Alliance Commercial

32

Premiere Mortgage Centre

34

A.J. Poulin

Applied Business Software

24

RFA Bank of Canada

31

Inam Qureshi

Syndicate Lending Corporation

32

Suzy FernandesArruda

Haventree Bank

33

Vidit Paruthi

Xeva Mortgage

36

Krishna Gadhraju

Home Trust Company/Home Bank

38

Chad Robinson

360 Best Interest Mortgages

25

Robert Gibson

MERIX Financial

37

Derek Serra

XMC Mortgage Corporation

35

Rachelle Gregory

MERIX Financial

30

Stephen Thomas

VINE Group/Mortgage Alliance

39

Trevor Hansen

Xeva Mortgage

38

Kash Toor

Mortgage Partners Corporation

26

Valko Financial

28

Danny Ibrahim

KeyRate Mortgage

39

Tracy Valko

Geoff Lee

GLM Mortgage Group

24

Anthony Venuto

21

James Loewen

Loewen Group Mortgages

33

Centum InTouch Mortgage Solutions

Greg Williamson

Finmo

32

Veronica Love

TMG The Mortgage Group

38

Kendall Marin

Capital Lending Centre

23

Dustan Woodhouse

Mortgage Architects

30

Paul Meredith

Verico CityCan Financial

23

Brandon Woodward Bold Mortgage Group

21

Emily Miszk

The Mortgage Coach

37

Christine Xu

Moneybroker Canada and Ready Capital Mortgage Investment Trust

36

Tiffany Pedersen

Liquuid Home Ownership

34

Sarah Zandbergen

Equitable Bank

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ANTHONY VENUTO Broker CENTUM INTOUCH MORTGAGE SOLUTIONS

Anthony Venuto has more than 16 years of financial industry experience, the last nine of which have been focused on brokering mortgages. He began his career at one of Canada’s Big Five banks, where he gained a firm understanding of credit procedures and financial protocol, preparing him to segue into mortgages.

What sets Venuto apart from most brokers is his training as an Ontario Certified Teacher – skills he uses to communicate complex mortgage strategies in a simplified manner. He has achieved significant success as a broker by staying focused on doing what’s best for his clients and giving them advice for long-term success.

“It’s important to understand each client’s situation and needs, as well as the various lenders’ products and lending criteria to determine the best solution,” he says. “If you put your clients’ needs first, success will follow.”

In addition to providing excellent customer service and underwriting and managing the mortgage process for his clients, Venuto is dedicated to improving the Centum InTouch Mortgage Solutions brand and building greater awareness through social media.

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SPECIAL REPORT

HOT LIST 2020

JULIAN CLAS Vice-president of capital markets and funds CMI GROUP

As VP of capital markets and funds, Julian Clas is a driving force behind the success of CMI Mortgage Investment Corporation, an important piece of CMI

Group. In 2019, Clas successfully grew the MIC’s assets under management by over 100% and helped it become the first MIC to be offered on several leading exchange platforms. Thanks to his efforts, the CMI MIC has also obtained exposure within the investment advisor community. Currently, Clas is working to launch the newest CMI Group offering: the CMI MIC Fund II, a high-yield MIC. “I’m not one for individual awards, since it’s very much the team at CMI that exemplifies what it means to be a success in this industry,” Clas says of being recognized on CMP’s Hot List. “The most important lesson that I’ve found throughout my career is the importance of surrounding yourself with good people who respect one another and have the desire to move forward together.”

KATE BRADY Director of marketing, events and communication DLC GROUP

AMEERA AMEERULLAH CEO, broker, lender CANADA MORTGAGE & FINANCIAL GROUP

Ameera Ameerullah is the CEO and founder of Canada Mortgage & Financial

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Group (CMFG), a licensed mortgage administrator and the manager of a private mortgage fund. Under Ameerullah’s leadership, CMFG has created alternative products and programs that bridge the gap in the mortgage industry and has maintained a blemish-free record with lenders, investors and regulators to date.

While juggling a demanding career, Ameerullah maintains a sense of balance through family relations and by serving as a social service worker, philanthropist, human rights advocate and board director for the Ontario College for Development. “I enjoy the opportunity to see people have their dreams come true and to be able to contribute to causes CMFG believes in,” she says.

In 2019, Ameerullah made her second appearance on both the CMP Women of Influence list and the CMP Hot List. She also received several awards, including Waterfront Awards for Business and Entrepreneurship, JunCtian Community Initiatives Awards for Excellence in the Advancement of Women and Excellence in Economic Development, and the Unsung Heroes Award from Vigor Unsung Heroes Awards International.

As director of marketing, events and communication, Kate Brady works to create, implement and manage marketing strategies that increase brand awareness across the DLC Group, which includes Dominion Lending Centres, Mortgage Centre Canada and Mortgage Architects. Starting with DLC in 2017 as an event manager, Brady was promoted last year to her current position and now leads and executes multiple marketing campaigns and major company and industry events for all three brands, including the recent Ignite and Thrive national sales conferences.

“I love the creativity marketing allows,” Brady says. “Early in my career, I was always interested in the physiology behind human behaviour and how to develop a powerful brand that resonates. The mortgage space is such a unique industry, and I love the connections I have made throughout the years. I am also incredibly grateful for the leadership at DLC Group and the creative freedom my team and I have to develop emotionally intelligent marketing campaigns that speak directly to the Canadian consumer.”

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HOT LIST 2 0 2020

KENDALL MARIN Principal broker and managing partner

PAUL MEREDITH Broker VERICO CITYCAN FINANCIAL

In 2019, Paul Meredith saw a 30% increase in funded volume over 2018, breaking through the $100 million threshold for the first time. He was a finalist for Mortgage Broker of the Year at the CMAs in 2018 and 2019, and he moved up from 63rd to 23rd on the CMP Top 75 Brokers list last year.

Meredith credits his success to solid goal-setting. “Success is a combination of staying focused on goals, as well as treating clients like gold, which involves putting client needs ahead of commissions,” he says. “By giving every client our best, our needs will be met through our commitment to serving them.”

He also believes that it takes the right team to turn visions of success into reality. “I’m blessed with having a great supporting staff, which allows us to work together in a fun and friendly working environment,” he says. “We’re like family, and it’s our great working relationship that allows us to deliver such a powerful experience to our clients.”

Outside of his daily responsibilities as a broker, Meredith is also the author of the best-seller Beat the Bank: How to Win the Mortgage Game in Canada, and a dedicated donor to charity.

CAPITAL LENDING CENTRE

Kendall Marin has been in the mortgage industry since 2011, when he got his start at InTrend Mortgages. He joined Capital Lending Centre when it was

ANNE BRILL Principal broker CENTUM METROCAPP WEALTH SOLUTIONS

Part of the mortgage industry since 2001, Anne Brill joined Centum Metrocapp

under the DLC umbrella and is now its principal broker and managing partner.

In this role, Marin helps lead his team to build ‘mortgage blueprints’ that fit clients’ financial futures.

“We believe that every customer deserves the best care and service when purchasing or refinancing the home of their dreams,” he says. “Through our team of highly educated and experienced agents, we offer homebuyers access to rate information and mortgage options from a wide range of lenders, including most of the major banks and lending institutions.”

Marin and his team have funded well over $1 billion since the company went out on its own in January 2017. They have also developed specialized training and support systems focused on agents’ success and have released one of the industry’s largest resource libraries of training videos, articles, lender guidelines and products.

Wealth Solutions in 2012 and brings a ‘never say never’ approach to her work.

“This industry has evolved a lot in the last two decades, and I am very proud to be amongst the other mortgage professionals in this industry,” Brill says.

“It’s amazing to see growing relationships with lenders, appraisers, lawyers and everyone involved in the entire transaction.

It truly is a team effort.”

Over the last few years, Brill has dedicated time to mentoring individuals within and outside of the industry, sharing the knowledge she’s acquired to help them succeed. In terms of her own success, Brill says she’s honoured and humbled by the recognition she’s received, including multiple appearances on CMP’s Hot List, Top 75 Brokers and Women of Influence list.

“I believe that my passion for all I do in life comes out of me, and others see and feel that passion,” she says. “Dedication to helping people is very satisfying and rewarding. It is a beautiful feeling to see your efforts [pay off] in helping clients realize their dreams.”

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SPECIAL REPORT

HOT LIST 2020 A.J. POULIN Chief revenue officer APPLIED BUSINESS SOFTWARE

A.J. Poulin’s career path led him all over the globe and through several different professions – including model, actor, filmmaker, comedian and sitcom writer – before he landed at Applied Business Software in 2001. “I convinced ABS to hire me as a sales rep, even though I had no sales experience and no sales training,” he says.

Through hard work and tenacity, Poulin soon became the most successful sales representative since the company’s inception; in his first year, he increased sales by 300%. He was promoted to sales manager in 2006, made a partner in 2009 and today is the company’s chief revenue officer.

ABS’ core product is The Mortgage

DALIA BARSOUM President and principal broker STREETWISE MORTGAGES

Dalia Barsoum has more than 20 years of experience in the banking sector, spanning lending, wealth management and real estate. In 2011, she launched Streetwise Mortgages, a boutique brokerage that specializes in serving real estate investors and self-employed

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Office, which is popular among private lenders. Currently, Poulin’s clients in Canada include Romspen, Trez Capital, Carevest, New Haven, OWEMANCO and Pillar; in North America, the list extends to US Bank, the City of Miami, CVS, the University of California and Habitat for Humanity.

clients across Ontario.

In all she does, Barsoum keeps the motto “help as many people as you can along the way” top of mind. Over the years, she and her team have won multiple industry awards, including taking home the Canadian Mortgage Award for Outstanding Customer Service from an Individual Office back-to-back in 2018 and 2019. Barsoum has also made several appearances on CMP’s Hot List, Top 75 Brokers list and Women of Influence list, and she was recently named to the Mortgage Global 100 list, produced by CMP and its sister publications in the US, Australia and New Zealand.

Outside of her work at Streetwise, Barsoum has joined together with various industry practitioners to launch the non-profit Property Investment Professionals of Canada to elevate the advisory standards within property investing. In addition, she participates in 100 Brokers Who Care and is the author of Canadian Real Estate Investor Financing: 7 Secrets to Getting All the Money You Want.

GEOFF LEE Owner GLM MORTGAGE GROUP

With 28 years of industry expertise, Vancouver-based Geoff Lee uses every part of his experience and knowledge to partner with his clients to address their mortgage needs. Diligent in his efforts to continue expanding his knowledge of current mortgage trends, Lee is a member of CMBA-BC and MPC. He is a four-time recipient of DLC’s Silver, Gold and Master awards, as well as a member of the Hall of Fame for both DLC and CMP. Lee joined the mortgage industry after spending 26 years in retail, and he says one of his favourite parts about his work is helping individuals who have been declined by banks or other brokers.

“From there, it’s all about collecting pieces of the puzzle of their file and finding them a financing solution and/or game plan that others could not or were unwilling to do,” Lee says.

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HOT LIST 2 0 2020

CHAD ROBINSON President, owner, broker 360 BEST INTEREST MORTGAGES

With 25 years of experience in the mortgage and real estate industry, Chad Robinson says he “was literally born into a real estate family. With both of my parents being Realtors, the family joke is that my mother was writing up an offer on a property as she was in the hospital delivering me.”

Forever the entrepreneur, Robinson is currently the president and owner/ broker of 360 Best Interest Mortgages, which serves the Eastern Ontario

area. He uses his expertise in everything from private lending and commercial development to construction to best service his clients, and throughout his career, he has built a solid reputation as an attentive one-on-one expert. That, paired with his enthusiasm for the real estate industry and desire to address every mortgage request by looking at all possible angles, helps Robinson stand out and has earned him respect from both his colleagues and his clients.

While balancing multiple development projects, Robinson has also found time to serve as a consultant to private lenders and developers, and he especially enjoys working with investment real estate and

first-time investors. He also carves out time to serve as a motivational speaker and a contributing writer to several real estate publications.

“The biggest lesson I’ve learned is to listen to each client and see past the financial circumstances or the obvious,” Robinson says. “Don’t judge a client because of what you see on paper. You are tailoring a path for each individual based on their specific needs, so by being non-judgmental and seeing beyond the financial constraints, you are opening up a whole new world for your client. This is an eye-opener for me and has taught me to be kind, empathetic, patient and client-driven.”

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SPECIAL REPORT

HOT LIST

HOT LIST 2020

2 0 2020

SARAH ZANDBERGEN Senior program specialist, stnce EQUITABLE BANK

KASH TOOR President and broker of record MORTGAGE PARTNERS CORPORATION

As the president of the independent Mortgage Partners Corporation, Kash Toor leads a brokerage that caters to credit-challenged clients and investors looking for attractive returns on their real estate investments.

“Our industry is changing each day,” Toor says. “The guidelines from mortgage investment corporations and administration companies are becoming more and more stringent, which allows us to provide unique solutions customized to the consumer’s needs. Every person has a unique problem we’re trying to solve, and it’s so rewarding when we can get the ideal result for them in a timely manner.”

Toor founded Mortgage Partners Corporation in 2014; over the past six years, the company has experienced significant growth, earning a spot among CMP’s Top Independent Brokerages in 2019. Toor credits the company’s success to both a change in the market and his emphasis on relationships.

“Over the years, private funding has become a sensible option for borrowers,” he says. “We have many relationships with individual investors who participated in our monthly investment seminars, [and] this led us to grow amongst industry partners, brokers, banks, lenders and borrowers.”

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In 2019, Sarah Zandbergen was instrumental in the growth and development of stnce, Equitable Bank’s initiative that aims to empower women to take ownership of their finances through open and informative conversations.

Since taking on the program full-time in January 2019, Zandbergen has elevated its profile in the broker sphere, using stnce to encourage brokers to communicate more effectively with their female clients and thereby become game-changers in their field.

An active member of Women in the

Mortgage Industry, Zandbergen received the WIMI Inspiration Award in 2019.

SHUBHA DASGUPTA

REAZA ALI

Co-founder and CEO

Broker relations manager, Ontario and Manitoba

CAPITAL LENDING CENTRE

FISGARD ASSET MANAGEMENT

Shubha Dasgupta’s commitment to ensuring the success of those around him has been a major factor in the growth of the Capital Lending Centre (CLC) network. Dasgupta has spent eight years as a mortgage agent; three years ago, he shifted his focus to building a mortgage company that meets the needs of agents at any stage in their careers.

“The desire to provide opportunity to others and help set agents up for success attracted me to my current role,” he says.

Since its founding, CLC has grown from six agents to more than 200 across four brands. In 2019, CLC celebrated passing the $1 billion mark in mortgage volume.

In addition to his day-to-day role, Dasgupta is a sought-after public speaker, an active member of the Toronto community and a philanthropic leader of various organizations. He recently rolled out CLC Cares to raise funds, awareness and support for the network’s partner charities.

A well-regarded BDM and sought-after speaker, panelist and moderator, Reaza Ali joined Fisgard Asset Management in 2017, bringing 22 years of experience as a mortgage lender, financial and personal insurance planner, and mortgage broker. He was named Best Newcomer Lender BDM at the 2015 Canadian Mortgage Awards and was a finalist for BDM of the Year at both the CMAs and the Mortgage Awards of Excellence in 2019. He was also one of CMP’s Top BDMs for three years in a row.

“I enjoy being able to help educate our broker community on how Fisgard can be an integral part of growing their business,” Ali says. “There are so many amazing personalities in the industry … knowing that we can be a small part of their growth and success is extremely satisfying.”

Outside of his work at Fisgard, Ali is a chapter member of MPC, CMBA and the Ontario MIC Association. He is also a participating member of various Ontario lender associations.

www.ibamag.com

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XMC Student Housing Program INVESTING IN CANADIAN FUTURES Designed for Canadians seeking a smart solution to the shortage of secure and affordable student housing.

The XMC Student Housing Program allows your clients to purchase a second home for their school-bound child and up to four student tenants.

XMC mortgage solutions are offered through an exclusive network of Canadian Mortgage Brokers.

CLIENT FOCUSED, BROKER DRIVEN XMC Mortgage Corporation xmcmortgage.com @XMCMortgage FSCO 10406

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SPECIAL REPORT

HOT LIST 2020

RYAN DENNAHOWER Co-founder and broker BESPOKE MORTGAGE GROUP

After starting his career at the age of 19 as a teller in branch banking, Ryan Dennahower quickly realized he had a passion for relationships. “Any chance I had to meet someone new and be able to make an impact on their day and/or life quickly became my objective,” he says.

After five years in banking, Dennahower decided to pursue his dream of becoming a mortgage agent. Shortly thereafter, he co-founded Bespoke Mortgage Group with business partner Simon Lyn. Since then, the brokerage has grown quickly, primarily from referrals from customers and Realtors.

In 2019, Bespoke Mortgage Group was named a CMP Top Independent Brokerage, and Dennahower was selected as a director for the CIMBC advisory board and appointed to the CMBA government relations committee. “Great mentorship has allowed me to navigate the ever-changing mortgage landscape, and I am excited to now be in a position to share my knowledge and success with others,” he says.

TRACY VALKO Owner and principal broker VALKO FINANCIAL

Tracy Valko has spent the last 25 years working to make a difference in people’s lives. Just over a year ago, she founded Valko Financial, and her journey as a broker and owner “took flight,” she says.

“With more than half of my life invested in the industry, I’m now cultivating my own team of change-makers and community heroes, simply leading by example.”

For the last two years, Valko has also served as the executive secretary for Mortgage Professionals Canada, which has deepened her passion to effect positive change with her team and her clients. In 2019, Valko Financial was named a DLC Hall of Fame Champion and was among DLC’s top 1%, top 10 brokers and top mortgages funded annually.

The brokerage was also one of MPC’s

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Top 75 Brokerages, and it received the Consumer’s Choice Award for Business Excellence for 2019 and 2020.

ADAM CLARK Senior manager of business development PEOPLES GROUP

Adam Clark was initially attracted to the mortgage industry by his love of real estate and finance and his desire to help others. As the senior manager of business development on the residential mortgage team at Peoples Group, Clark seeks to have a positive impact on the industry through his partnerships with brokers and agents.

Prior to focusing on business development, Clark spent five years as a mortgage agent. He pivoted to business development in 2014, taking a job with Canadiana Financial, then moved to Nexera Law Group as a business development manager in 2016. Last year, Clark joined Peoples Group, where he helped launch its non-conforming residential mortgage product in Ontario.

“Peoples Group is an innovative, forward-looking company that offers an alternative choice to brokers and believes in building long-term partnerships, which fits with my desire to have a meaningful impact on the industry and to help brokers with their business,” Clark says.

“One of the biggest lessons I’ve learned during my career has been to make the business about people and be genuine.”

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HOT LIST 2 0 2020

RAKHEE DHINGRA CEO and broker MORTGAGE SAVVY

Rakhee Dhingra launched her career in financial services after graduating with a bachelor’s degree in commerce and finance. While working her way up the ladder at major banks, she made it a priority to put people first. “For me, it’s never been about the numbers; it’s about the relationships,” she says.

Dhingra founded Mortgage Savvy in 2015 with a mission to challenge the transactional nature of the industry and focus on building meaningful

connections instead. “Clients often come to us with a lot of financial stress,” she says.

“We work with them not only to secure the lowest rate and most flexible terms, but we also educate them throughout the entire process so they feel secure and confident in their financial decisions.”

In doing so, Dhingra has created a financial concierge service dedicated to delivering the highest calibre of expertise. Since the company’s inception, Dhingra has invested in developing strategic partnerships with the industry’s leading Realtors; as a result, the Mortgage Savvy vision quickly morphed into a full-blown movement.

In 2018, Dhingra hired administrative

staff, brokers, agents, underwriters and a relationship manager; together, they secured 177 deals and $91 million in loan volume, with a 92% conversion rate for clients. The following year, Dhingra was forced to downsize from a team of five to one, with the support of a part-time agent. But she persevered and continued to invest in what she does best – meeting with clients and underwriting mortgages – and went on to secure 194 mortgages with a total funded volume of $91.4 million.

In 2019, Mortgage Savvy was a finalist for Brokerage of the Year (Fewer Than 25 Employees) at the Canadian Mortgage Awards, and Dhingra was named to CMP’s Women of Influence list.

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HOT LIST 2020

DUSTAN WOODHOUSE President MORTGAGE ARCHITECTS

RACHELLE GREGORY Senior vice-president of originations

In 2019, Dustan Woodhouse was named president of Mortgage Architects, a national brand with 1,403 mortgage agents who process more than $7 billion each year. Prior to adopting his new role,

Woodhouse completed 1,695 mortgage transactions over a 10-year period with the help of one amazing underwriter.

He also authored a series of four Be The Better Broker books, designed to help mortgage brokers find lasting success in a challenging business.

“I have a close personal relationship with both chaos and complexity, and where better to find these things than the Canadian mortgage space?” Woodhouse says of his initial attraction to the industry.

“Because of this, I am excellent at spotting people addicted to general chaos and needless complexity, because it takes one to know one, and if those people will invest the time, then I can show them how to reduce the unprofitable chaos and complexity in their lives and replace it with profitable chaos and complexity.”

MERIX FINANCIAL

Rachelle Gregory was a founding employee of Paradigm and MERIX Financial in 2005. Learning from the ground up, she soon found her passion in the sales division and, in 2008, was instrumental in launching the inside sales team at MERIX. Soon after, she won the Canadian Mortgage Awards for Best Newcomer BDM (2010) and BDM of the Year (2012).

Gregory went on to lead the Paradigm Quest Eastern Credit Centre, and in 2016, she was promoted to vice-president of operations and customer experience.

Gregory returned to MERIX in 2018 as senior vice-president of originations, responsible for managing the national sales team for MERIX and Lendwise.

Through it all, Gregory says, it’s always been about the people. “Mentorship is a huge focus and motivating factor for me – empowering staff to make their own decisions, to come up with their own conclusions,” she says. “I’m most motivated in a room with a team working toward a goal with completely different options. It’s so refreshing to work for an organization where everyone has a voice, from the mailroom to the leaders.”

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www.mortgagebrokernews.ca

MATTHEW ABLAKAN Founder, owner and broker of record MILLENNIAL'S CHOICE MORTGAGES

Matthew Ablakan got his start in the mortgage industry in 2012 after purchasing his first pre-construction condo. “My investment goals were to build cash-flowing properties, leading to financial freedom,” he says. “In the process of doing this for myself, I figured I would help out as many people as possible.”

Today, Ablakan and the Millennial’s Choice team accomplish this by teaching people about the different facets of the industry. “It’s all about financial freedom for our clients,” he says. “There are many paths to take in this field. I kept going initially because it was fun: I get to work for myself, earn as much as I can, and come and go as I please. Now that I have a group of companies, it is still fun; however, the reason I stay interested and engaged has changed. Now I do it because I realized that we all have infinite potential stored within each one of us. I

am just working toward my own potential.”

In 2019, Millennial’s Choice Mortgages was a finalist for and recipient of several awards, including the CMA for Brokerage of the Year – Diversification.

HOT LIST 2 0 2020

JANNE FARIAS

SHAWN ALLEN

Chief internal auditor

Founder and CEO

RFA BANK OF CANADA

MATRIX MORTGAGE GLOBAL

Janne Farias has been working in financial services for more than 20 years, including 14 in the mortgage industry. She has held progressively senior roles in internal audit and risk management and has made meaningful contributions to internal controls, risk management and governance processes across a broad range of financial services functions.

As the chief internal auditor for RFA Bank of Canada (formerly Street Capital Bank of Canada), Farias leads the bank’s internal audit strategy, which she built from scratch when she joined the company in 2015. She also played a key role in the bank becoming a federally regulated financial institution and achieving its licence in 2017.

Keeping in mind the challenges faced by small banks, Farias works closely with management and the board to strengthen RFA’s brand and reputation. A constant learner, Farias is a member of the small and mid-size banking forum within the financial services and internal audit communities, sits on the board of directors of a successful fintech, and is a mentor with the Schulich School of Business.

With more than 18 years of experience spanning two full economic cycles, Shawn Allen has seen many ups and downs in the Canadian real estate market. He founded Matrix Mortgage Global in 2008; over the past 12 years, the company has carved out a place in the global mortgage discussion.

“The key to growing any business is providing a resource for people to find sound, reliable, credible and relevant information,” Allen says. “Today, my goal is not only to educate my clients, but also other mortgage professionals worldwide in an effort to strengthen our community and the people we serve.”

Throughout his time in the industry, Allen has seen firsthand how tightly knit the world’s financial markets are. Based on his experiences, he is now highly vocal about one change he’d like to see in Canada’s mortgage landscape: the removal of the stress test for existing homeowners, which often leaves people with severe debt and limited, costly alternatives.

This aligns with what Allen highlights as his favourite part of his job: “I truly enjoy putting people in a better financial position and being welcomed into my clients’ homes and lives.”

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HOT LIST 2020

DANIELA PEEVA Vice-president

GREG WILLIAMSON

MORTGAGE ALLIANCE COMMERCIAL

Co-founder and president

With more than 10 years of banking, corporate and real estate law experience, Daniela Peeva left the legal world in 2015 to focus exclusively on commercial financing. She currently runs the Toronto office of Mortgage Alliance Commercial, managing all commercial mortgage debt financing in Ontario.

Peeva personally specializes in financing for multi-unit apartment buildings, including CMHC-insured products. Using her legal experience, she thrives on analyzing term sheets, financial documentation, complicated banking contracts, and other loan documentation and information, which helps her successfully resolve the challenges thrown down by lenders.

Flexible and persistent, Peeva prides herself on making proactive decisions using whatever information is available and turning it into a big-picture story to help her clients secure financing.

“I love challenges, and commercial financing is just that: finding solutions for clients and resolving problems every single day of your career,” she says.

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FINMO

“Uncommon solutions to common problems” is how Greg Williamson describes the drive he brings to his life and work. Williamson has been in the mortgage business for 27 years; during that time, he has built and sold three mortgage brokerages in two different markets, was twice awarded Mortgage Broker of the Year and won a Lifetime Achievement Award.

In 2017, Williamson and business partner Carter Zimmerman saw an opportunity emerging in the Canadian mortgage technology space and, along with a handful of other brokers as early investors, started Finmo. Together, Williamson and Zimmerman crafted the vision that guides the company today, which is to create the best borrowercentric platform possible and deliver “a mortgage in minutes.”

“I love the people I work with,” Williamson says when asked what he enjoys most about his job. “Each of our people does the work and output of three people, and it shows.”

INAM QURESHI Founder SYNDICATE LENDING CORPORATION

Inam Qureshi started his career in retail banking in 2007 and eventually moved to commercial banking, where he noticed a demand for commercial mortgage brokers who weren’t tied to a single institution. “I explored and trusted my gut feeling, and Syndicate Lending Corporation was born in 2015,” he says. “I have never looked back.”

In 2019, Qureshi funded an excess of $200 million in mortgage volume; over the past decade, he has funded more than $1 billion over the banks he has worked with. “Start by doing what’s necessary, then do what’s possible, and suddenly you are doing the impossible,” he says. “The biggest lessons I’ve learned during my career are patience, persistence and perseverance.”

In 2019, Qureshi was a CMP Young Gun and a finalist for Commercial Broker of the Year at the Canadian Mortgage Awards, and Syndicate Lending Corporation was named a Top Mortgage Workplace, Top Independent Brokerage and Top Brokerage

by CMP.

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HOT LIST 2 0 2020

JAMES LOEWEN Broker and owner LOEWEN GROUP MORTGAGES

James Loewen started his career as a financial planner and account manager at RBC in 2004. Two years later, he left the banking world to become a mortgage

CHRISTINE BUEMANN Broker THE COLLECTIVE MORTGAGE GROUP

“My goal in life is always to make a difference, and our industry is currently ripe for disruption,” says Christine Buemann, who has made multiple appearances on CMP’s Hot List, Young

broker with Mortgage Architects. After another two years, he moved again to become an independent agent with Real Mortgage Associates before forming Loewen Group Mortgages in 2012.

“I wanted to truly serve and provide multiple options that were in clients’ best interests instead of a ‘one-solution pony’ with a focus on banks’ best interest or profits,” Loewen says. “I try to stay focused on providing a consistent experience from initial contact, information gathering, document submissions, and signings to closing and post-closing, with referral rewards programs.”

Loewen Group has seen definitive success in recent years. The brokerage won Brokerage of the Year (Fewer than 25 Employees) at the 2019 Canadian Mortgage Awards, and Loewen has been one of CMP’s Top 75 Brokers for the past seven years.

“I am most proud of the amazing team and culture we’ve created in the process,” he says. “I’m so thankful to work alongside the industry’s best every day.”

Guns list and Women of Influence list.

Noting that technology already is and will remain a key piece of the mortgage industry, Buemann firmly believes that relationships will be the most important factor going forward.

“Many have succeeded in the past by having the loudest voice or the most aggressive behaviour,” she says. “Going forward, I hope others are encouraged to lead by improving their arguments rather than raising their voices. We can be equally as effective – if not more – while treating others with kindness and compassion, rather than arrogance and entitlement.”

In addition to her role as a broker at The Collective Mortgage Group, Buemann sits on the Northern British Columbia Real Estate Board and the Street Capital broker advisory board. She also helped organize the Evolve Conference, was one of her previous brokerage’s top 10 brokers and is a two-time winner of its Titan Award.

SUZY FERNANDESARRUDA Business development manager HAVENTREE BANK

Suzy Fernandes-Arruda has been working in the financial industry for more than two decades and is currently a business development manager with Haventree Bank. “I am extremely gratified to work with a financial institution that keeps the well-being of their clients at the forefront of their core values,” she says. “I am directly in line to connect and engage with enthusiastic, like-minded mortgage brokers throughout the GTA.” Understanding her clients’ needs, working with a collaborative team and maintaining a passion to exceed expectations are Fernandes-Arruda’s keys to success, and she especially cherishes being able to provide solutions to brokers while helping clients get a second chance.

“Treating others with respect while maintaining a positive attitude and remaining humble will always guide you to do the right thing,” she says, quoting Oprah Winfrey: “‘The best way to succeed is to discover what you love and then find a way to offer it to others in the form of service and working hard.’”

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SPECIAL REPORT

HOT LIST 2020

TIFFANY PEDERSEN Director of strategic partnerships LIQUUID HOME OWNERSHIP

MICHELLE DROVER Vice-president, Atlantic Canada

MARK CASHIN

PREMIERE MORTGAGE CENTRE

Co-founder and CEO MYBROKERBEE

With 30 years of experience in financial services, Michelle Drover brings a unique perspective as a leader, having worked on both the broker and lender sides of the industry. When reflecting on her long career, Drover says there have been countless lessons, but the most important has been “understanding that the only thing we can control is our own behaviour and our own reactions.

Heeding this advice has been paramount to keeping a balanced perspective with my personal and professional life.”

As vice-president of Atlantic Canada for Premiere Mortgage Centre, Drover works with more than 65 agents.

She is also an advocate for industry stakeholders and lenders, a committee member for the Mortgage Awards of Excellence, and a member of MPC’s Atlantic chapter. She received WIMI’s Ambassador Award in 2018, was a CMP Woman of Influence in 2019 and received CMBA Atlantic’s 2019 Dave MacVicar Memorial Award, which recognizes those who exemplify outstanding leadership, professionalism and commitment in the Atlantic Canadian mortgage industry.

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Mark Cashin is the co-founder and CEO of myBrokerBee (myBB), a B2B mortgage marketplace that strives to democratize access to the underserved private equity market.

“We knew the borrower deserved better,” Cashin says. “Getting a mortgage is stressful, and that stress is only compounded by the horrible inefficiencies that plague the mortgage industry. We have introduced a streamlined solution for hundreds of lenders and thousands of mortgage originators across Canada.”

Cashin entered the mortgage industry in 2014; in 2019, he was named among the Canadian Lenders Association’s Top 25 Executive Leaders in Lending.

Also last year, myBB was a finalist for Industry Service Provider of the Year at the Canadian Mortgage Awards and Supplier/Innovator of the Year at the Mortgage Awards of Excellence. For 2020, Cashin says myBB will be working to enhance its commercial partnership and to expand lender options to be more predictive for originators.

Tiffany Pedersen has worked in the mortgage industry for 20 years in multiple capacities, holding such roles as senior mortgage underwriter; credit analyst; regional vice-president; assistant vice-president of business development; marketing, events and communication manager; and general manager. She also serves as secretary on the board of CMBA-BC. Her résumé includes big-name companies as well as startups. “I have enjoyed working for companies in their early stages of launch, and Liquuid sounded like an amazing opportunity,” she says of her role as the company’s director of strategic partnerships, which she took on in 2019. “The founders are all incredibly talented and each bring a unique skill set to the table. I am very excited to see our programs grow and become the solutions we envision.”

Pedersen says she enjoys working with companies that are driving change, and she believes sharedequity mortgages are the next wave of innovation in Canadian homeownership.

But what she enjoys most about her work are the people. “I believe that investing in people will always be a good idea,” she says. “Relationships mean a lot in life, and they equally apply to business.”

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HOT LIST 2 0 2020

DEREK SERRA Managing director XMC MORTGAGE CORPORATION

Derek Serra began his career with RBC in the mid-1990s. He quickly moved from bank teller to increasingly senior roles, where he led growing teams and achieved record sales. In 2011, Serra was appointed to the first of three regional vice-president roles in key GTA markets; over the next six years, his teams led in client loyalty across Canada, and he was

honoured with the LEO Award.

Serra became managing director of XMC Mortgage Corporation in 2018 and has once again achieved success, growth and recognition while building a new brand in a challenging market. “Helping people attracted me to this specialty,” he says. “I enjoy offering guidance around important and complicated decisions that require the insight and training I’ve acquired from two decades in banking. And now, in the broker channel, I love working with the best mortgage brokers, delivering an elevated experience to their clients.”

Above everything else, Serra says it’s all about the people. “I love the story, the connection,” he says. “It’s been a journey. From bank teller to regional vice-president, for 20-plus years, I’ve learned to always prioritize the voice of the customer. Now, as managing director at XMC, I maintain that hands-on approach in the way I manage key corporate accounts, lead my teams and build partnerships within this evolving ecosystem of ours. I’ve cultivated a network and made deep relationships that I cherish. It’s always about the people.”

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HOT LIST 2020

EDDY COCCIOLLO President DOMINION LENDING CENTRES

VIDIT PARUTHI

Eddy Cocciollo has more than 25 years of experience in the mortgage industry.

In his first year as president of DLC, he has focused on growing the company and implementing the tools and services to help thousands of mortgage professionals within the network grow their businesses.

Before becoming a broker, Cocciollo worked in banking. After starting on the finance side, he became a loan officer and learned everything he could about mortgages and underwriting. Within a few years, he left the bank to become a broker.

“While I’m no longer assisting the end client directly, it’s still helping people that drives me,” Cocciollo says. “The brokers and agents in our vast DLC group of companies are quite simply the best of the best. Working with them to help grow their businesses, helping them become more successful entrepreneurs and ultimately achieve their goals is incredibly rewarding.”

Mortgage professional

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XEVA MORTGAGE

CHRISTINE XU

Vidit Paruthi started his career in software sales before transitioning into mortgages. Just two years in, Paruthi has funded more than $16 million, been recognized as one of the top three mortgage brokers in Surrey, has become a member of the Verico Executive Club and has more than 60 five-star customer reviews on Google and Facebook.

“I strive to provide support throughout the life of a mortgage and am always available for my clients as their first point of contact,” he says. “I believe no technology can substitute this type of human connection.”

For every client, Paruthi seeks to provide “an incredible value in their lives.

There have been situations where they were too busy to book an appointment and make a visit or invite someone into their homes. There are situations where people are in difficult situations and are trying to get out discreetly, and banks can’t help them. This is where I think I have been really successful.”

President and CEO MONEYBROKER CANADA AND READY CAPITAL MORTGAGE INVESTMENT TRUST

Christine Xu has consistently been in the top 10 of CMP’s Top 75 Brokers since 2014 and is a familiar face on CMP’s Hot List. After graduating from the University of Toronto with a degree in economics and East Asian studies, Xu worked in the banking and investment field until 2000, when she started her mortgage career.

Today, Xu owns her own 30-agentstrong brokerage and has twice been named Broker of the Year – Alternative Lending at the Canadian Mortgage Awards. In addition, she received the Queen Elizabeth II Diamond Jubilee Medal in 2012 for her community volunteer work. In 2019, Xu added to her successful track record by starting a mutual fund trust, Ready Capital Mortgage Investment Trust.

“The thing I most enjoy about my work is constantly dealing with new challenges

and learning about new things,” Xu says.

“My motto is, ‘Be honest and kind, to yourself and your clients.’”

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HOT LIST 2 0 2020

JANNA DAWDY Owner and agent JCMORTGAGES.CA

Janna Dawdy began her career in the financial industry more than two decades ago after completing a co-op in high school as a bank teller, which

ignited her passion for numbers. That led her to the mortgage industry, where she has been able to combine her love of numbers with her desire to help people with their finances. After nearly a decade of experience, she decided to start building her own mortgage business, launching JCMortgages.ca from her home as a solo mortgage agent. Since entering the industry over 15 years ago, Dawdy has steadily earned notable achievements and recognition, including multiple appearances on CMP’s Hot List, Women of Influence list and Top 75 Brokers list.

Driven by another of her passions, in 2018, Dawdy founded JCMakes a Difference, a charitable initiative that helps dozens of organizations and individuals in need. Through JCMakes a Difference, Dawdy has collected hundreds of items for donation to deliver throughout her region.

“I want JCMortgages.ca to ultimately be known for so much more than just mortgages,” she says.

ROBERT GIBSON Director, business development, NPX platinum accounts

EMILY MISZK

MERIX FINANCIAL

Mortgage agent and team mentor THE MORTGAGE COACH

More than a year ago, Emily Miszk joined a newly established brokerage, The Mortgage Coach (TMC), bringing more than 10 years of industry experience and becoming an integral part of the brokerage’s growth. Every day, she works to add more value to her referral partners through information sessions, sales support and raising her hand to learn and do more.

Miszk actively seeks out new agents to join TMC’s evolving team, focusing on people who want to learn, become experts and truly put their clients first. She has also taken on a mentorship role at TMC to guide new agents in learning the ropes.

One thing she shares with them is the biggest lesson she has learned over the years: “Activity breeds results. If you want to help more people, you need to connect

with more people daily. Consistency and follow-up is everything.”

Miszk’s community involvement and charitable work can be seen all over the GTA, and she was recently named Top Mortgage Agent in the Mississauga News Readers’ Choice Awards.

Robert Gibson’s main goal in business development is to be authentic. He takes the time to understand each situation and listen to what partners need so no time is wasted. Moreover, Gibson puts a high premium on effective communication, which he says is the key factor in his success in the alternative space. Having spent a good part of his career with big banks, Gibson understands the motivation of bankersturned-brokers who have chosen to take their career in a new direction to truly make a difference for their clients.

“I chose to work for MERIX/NPX because the team shares the same vision: to provide the best service in the industry to mortgage brokers,” he says.

“To me, building rock-solid relationships and doing everything in my power to help my partners be successful is my daily motivation.”

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SPECIAL REPORT

HOT LIST 2020

TREVOR HANSEN

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KRISHNA GADHRAJU

VERONICA LOVE

Senior vice-president and treasurer

Vice-president of corporate development

HOME TRUST COMPANY AND HOME BANK

TMG THE MORTGAGE GROUP

Krishna Gadhraju joined Home Trust Company and Home Bank in 2008, bringing more than 14 years of experience in capital markets, treasury, portfolio management, derivatives, securitization, interest rate risk management and liquidity management.

In addition to his current role, Gadhraju is the chair of Home’s asset liability committee and a key member of its capital management committee. He led Home’s ‒ and Canada’s ‒ first crossborder near-prime residential mortgagebacked securities funding initiative, the first NHA-MBS interest-only strip transaction, and Home’s syndicated NHA-MBS and deposit notes programs.

“Funding diversification is key for our organization, and we are always looking for sustainable funding sources for our growth,” Gadhraju says. “As we are one of the largest originators of near-prime mortgages, we believed our RMBS issue would provide value to investors and a sustainable source of funding for us.”

In addition to his work with Home, Gadhraju is a board member of the Mortgage-Backed Securities Issuer Association and a CFA charterholder.

Veronica Love’s career has encompassed a real estate company, mortgage brokerages, an association and a lender, and she says her greatest strength is “anything that involves assisting others.”

Love began her real estate career in 2002 as the national manager of events marketing and partnerships at Royal LePage and later helped grow a large national mortgage franchise as VP of network development. Before joining TMG The Mortgage Group in April 2019, Love served as the executive director of IMBA (now CMBA) and was vice-president of sales at MERIX Financial.

“I love to educate, train and resolve obstacles for our agents and brokers,” Love says of her role at TMG. “Our lender partners appreciate how focused TMG is on providing efficient business, and I love working together with them to help grow their business, as well as service our clients.”

Love was recognized in 2017 as WIMI of the Year and has twice been named a Woman of Influence by CMP. In 2019, she was awarded the inaugural Woman of Distinction Award at the Canadian Mortgage Awards.

www.mortgagebrokernews.ca

Partner and broker XEVA MORTGAGE

Now in his 27th year in the financial industry, Trevor Hansen says he was drawn to the broker channel “because it was the only section of the financial industry where clients did not have to pay to receive expert ‘independent’ advice.”

Hansen moved from banking to mortgage brokering in 2000 and immediately became a brokerage owner – something that had always been his goal. “I felt my experience as a manager and leader could be best spent helping other brokers reach their own personal goals,” he says.

With an eye to taking the company across Canada, Xeva Mortgage expanded into Alberta in 2019; Ontario is next. “It was a highlight year for our firm,” Hansen says. “We believe that by providing our brokers with leading technology, unique auxiliary product offerings and a one-of-kind client experience package, our brokers will be fully equipped to stand out from their competition.”

Xeva has certainly stood out – the brokerage has been among CMP’s Top Brokerages three times and has been a finalist for Brokerage of the Year (25 Employees or More) at the Canadian Mortgage Awards four times. In 2019, Xeva was named BC Brokerage of the Year at the Mortgage Awards of Excellence.

HOT LIST 2 0 2020

BARBARA COOK Vice-president of franchise development MORTGAGE CENTRE CANADA

Passionate, driven and determined to contribute to the overall growth

and success of the mortgage brokering industry, Barbara Cook is part of what she refers to as “the next generation of female superstars.” In 2019, she made the move from Verico to Mortgage Centre Canada.

As MCC’s vice-president of franchise development, her main focus is internal growth and helping brokerage owners improve and thrive.

Cook believes in the value of cultivating mutually beneficial relationships with brokers and other strategic partners, and her consultative sales approach allows for effective relationship-building by offering a value proposition and always keeping the client’s best interests at heart. “When you are being true to yourself and your life’s mission, it never feels like work,” she says.

Beyond her day-to-day responsibilities, Cook gives back to the community by participating in 100 Brokers Who Care; is a member of MPC, MBABC, and WIMI; and was a CMP Woman of Influence in 2018 and 2019.

DANNY IBRAHIM CEO and principal broker KEYRATE MORTGAGE

As the leader of KeyRate Mortgage, Danny Ibrahim’s goal is to make clients feel comfortable in the mortgage-buying process. “I believe there’s a disconnect between brokers and their clients, and KeyRate is looking to bring back that missing link,” he says.

Making connections with clients is what motivated Ibrahim to get into the industry 13 years ago in California. After moving to Canada in 2011, he became a top producer at National Bank, then moved into the broker channel with Mortgage Alliance. Under that umbrella, KeyRate was recognized by CMP as a Top Brokerage in 2019.

Even with this success, Ibrahim decided to become independent to focus on quality over quantity. “We want to create a specialized team of

top-producing agents that are fully utilizing the marketplace in Ontario and building real relationships with consumers and partners,” he says.

STEPHEN THOMAS Commercial mortgage agent VINE GROUP/MORTGAGE ALLIANCE

Stephen Thomas has worked in the finance industry for more than a decade; in that time, he has managed the portfolios of high-value, high-growth, small- and medium-sized businesses, as well as specializing in income-producing commercial real estate and construction financing. During his time with two of the Big Five banks, Thomas worked in wealth management, private banking, retail small business and commercial banking, and was a member of some of the highestproducing teams in North America.

Thomas joined VINE Group at Mortgage Alliance in 2017 as a mortgage agent and national director of commercial credit, charged with managing the growth of the firm’s commercial lending business and nurturing client and lender relationships to provide unbiased lending solutions. In 2019, he was a finalist for Commercial Broker of the Year at the Mortgage Awards of Excellence.

“I like to say that I’m where high finance and real estate meet,” Thomas says, “helping business owners and real estate investors secure the financing they need for their business and commercial real estate ventures.”

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PEOPLE

BROKER INSIGHT

A wealth of knowledge By bringing her previous wealth management experience to the table, Dalia Barsoum ensures Streetwise Mortgages goes beyond the mortgage transaction to make investment property financing a breeze WHEN DALIA BARSOUM encountered some challenges with the banks surrounding her own real estate investments, she quickly realized there were gaps in financing support for people with investment properties. In addition, after more than a decade working for banks in finance and wealth management, Barsoum realized she wanted to be at the centre of the deal. Thus, Streetwise Mortgages was born.

Barsoum set about studying anything and everything that had to do with investment properties in order to specialize in that niche. By focusing on clients’ long-term goals and working with them to develop a ‘financing roadmap,’ she has used her experience in financial planning to give Streetwise a competitive edge.

“It’s a forward-looking type of advice versus just focusing on the deal that is currently at hand,” she explains. “We’ve developed a model to project what the next three to five deals will look like so we can tell our client that if they buy a certain property and finance it a certain way, this is what they can expect.”

Working with investors and self-employed clients is where Streetwise Mortgages’ business model really shines.

“Every client situation is unique,” Barsoum says. “We have clients who are different ages, with varying incomes and at different stages in

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life. If they are buying an investment property, we sit down with each client to understand their variables and determine the most optimal financing path. It’s not one size fits all.”

Barsoum’s commitment to this niche extends to her team, all of whom own at least one investment property. “I want my team to be able to talk about things that are relevant to real estate investors, not just from a mortgage standpoint,” she says.

Several team members also have a finance background, and Barsoum puts a high priority on client service. “It’s something you can’t teach,” she says. “You are either passionate about client service and excel, or you aren’t.”

The brokerage’s commitment to its clients hasn’t gone unnoticed. In both 2018 and 2019, Streetwise Mortgages won the award for

Outstanding Customer Service by an Individual Office at the Canadian Mortgage Awards.

“We always do what’s right for our clients,” Barsoum says. “There have been times when we’ve advised clients to go back to their banks.

Even though we weren’t being compensated, it was the right thing to do.”

The Streetwise team prides itself on never making promises they can’t keep, Barsoum says, which she chalks up to both the team’s knowledge and experience and the sturdy relationships they’ve built with lenders behind the scenes. They’re also always on the lookout for new ways to add value to the client conversation, whether that’s improving efficiency through technology or adding a diverse mix of professionals to the team.

For example, Barsoum says, “we have a real

MORE ABOUT BARSOUM’S NEW ORGANIZATION Property Investment Professionals of Canada [PIPCA] was formed by Barsoum and fellow industry leaders to raise the professional standards and quality of advice for property investors.

The organization’s other goals include developing industry codes and working with governments to introduce regulations to protect property investors, to develop and promote education opportunities for advisors, and to work to ensure excellence and integrity within the property investment industry.

“This will help connect Canadians looking for advice with qualified professionals,” Barsoum says. “The objective is to elevate the level of investment property advice in Canada, and we’re going to start in Ontario.”

“[Client service] is something you can’t teach. You are either passionate about client service and excel, or you aren’t” Dalia Barsoum (fourth from left) and the Streetwise Mortgages team

estate investment researcher on our team so we can share market insights with our clients about what properties are renting for in certain areas and other key trends.” She adds that it’s about going beyond mortgage financing and really equipping clients to be as informed as possible when investing.

In that vein, Barsoum has recently expanded her efforts beyond Streetwise in hopes of making a positive change on the industry as a whole.

She banded together with other industry practitioners to form Property Investment Professionals of Canada, a non-profit association that seeks to raise professional standards in property investment.

“With lack of regulation comes clients who have been misinformed over the years about investing,” Barsoum explains. “We wanted to create something in the industry where

FAST FACTS: STREETWISE MORTGAGES President: Dalia Barsoum Network: Verico Team: Eight mortgage advisors, one office support staff Location: Woodbridge, Ontario those who are interested in giving advice on property investments can take a more streamlined approach.”

From the very beginning, Barsoum has put everything she has into her brokerage, but she’s noticed that sort of dedication is sometimes missing from newcomers in the industry.

Specialties: Investment properties and mortgage solutions for self-employed clients Accolades: Winner of Outstanding Customer Service by an Individual Office at the CMAs in 2018 and 2019; named a Top Brokerage by CMP in 2019

“Some agents underestimate what it takes to become successful in the mortgage space,” she says. “This is not a part-time business.

It’s about putting 100% of your time and energy into your job and building relationships with clients, lenders, and key players in the industry.”

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SPECIAL PROMOTIONAL FEATURE

TECHNOLOGY

A collaboration for innovation When two leaders in mortgage tech join forces, magic happens. CMP sat down with executives at Filogix and Axiom Innovations to talk about the two companies’ newest venture together IT’S A MATCH made in mortgage heaven: two independent organizations continuing to push the boundaries of technology in the mortgage industry by helping brokers share rich data easily and seamlessly via a one-stop-shop system.

Filogix and Axiom Innovations are working together to bring mortgage brokers and agents across Canada an innovative new platform, Scarlett Deal Origination System (DOS). In addition to allowing brokers and agents to submit directly to the lender of their choice without having to leave the system, Scarlett DOS also offers features such as a new and innovative customer journey process, bank statement downloads, identity verification, a smart document portal for clients, CRA document request and more.

“This relationship is the perfect marriage between connectivity and broker-focused solutions,” says Axiom CEO Joe Fakhri.

As Canada’s leading mortgage tech provider, Filogix links the largest network of mortgage brokers and lenders in the country, offering brokers access to over 90 lenders and giving lenders a connection to more than 17,000 mortgage professionals. The Axiom partnership was a natural evolution.

“Axiom Innovations has a good understanding of broker needs and can now take

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that to another level by leveraging our increased marketplace and direct connectivity work to find more ways for brokers to customize a solution for their specific business needs,” says Ryan Spence, director of strategic partnerships at Filogix.

The two organizations have worked together closely for more than a decade, starting in 2008. When Axiom first entered the mortgage space, partnering with Filogix was a natural choice, as the majority of industry players were in its network. In 2012,

empower our client systems and processes to pushing data and becoming a major contributor to the Expert platform,” Fakhri says. “All this led to evolving our Scarlett platform to a full origination system, allowing brokers and agents all the benefits of Expert and a lot more innovative additions without having to leave Scarlett.”

Many competing software companies in the mortgage space are affiliated with or owned by a brokerage or network operators, making the partnership between Filogix and

“Multiple players have come and gone. They over-promised and underdelivered, so it’s easy for brokers to feel overwhelmed by technology” Joe Fakhri, Axiom Innovations Axiom began submitting data to Filogix, becoming a large referral source; from there, it continued to garner and push more traffic through the Filogix Expert platform until it decided to join the company’s marketplace.

“The relationship continued to evolve from just pulling data to enable and

Axiom a unique and powerful one.

“Being truly independent tech firms – or the Switzerland of the Canadian mortgage space, for lack of a better term – is an extremely important value proposition since it provides mortgage agents and brokers the comfort level required that their data is safe

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guarded and is being utilized and operated according to their consent and their consent only,” Fakhri says. “The industry needed a common platform that doesn’t pose any risk to their business.”

Choosing the right solution Filogix, owned by global fintech company Finastra, is motivated to bring the Canadian mortgage market up to speed in innovation and new technology. In an era of growing

competition and increased regulation, there is a lot that goes into choosing technology that’s best suited to a specific business. With choice comes opportunity, but also significant responsibility.

“The best technology is the one you will actually use,” Spence says. The key, he adds, is understanding what your business is and where you want it to go, which will set parameters for the best tool to drive success.

According to Fakhri, good mortgage technology has the ability to cohesively connect all required tools under a single system, slash agent overhead, reduce multiple subscriptions to different non-industry solutions, and help brokers and agents close more deals over a shorter timeframe. “The Filogix open marketplace is allowing companies like Axiom to provide brokers and agents with great technology while having the best connected platform available,” he says.

For example, Scarlett, which is often described as “a broker in a box,” focuses on helping brokers build relationships and stay connected with clients. Axiom launched Scarlett in 2016, combining a multitude of tools that mortgage brokers need daily, including digital marketing tools, automation, client relationship management, website management, payroll, compliance and more.

“Our entire technology is built to look after the entire customer journey from start to finish,” Fakhri says. “We have tools addressing customer pre-care, such as lead generation and nurturing, all the way to post-care, ensuring a high rate of repeat customers. It’s a true consolidation of so many different tools – pretty much everything a broker or agent requires to conduct their day-to-day business. While most competitors focus on one area of the mortgage transaction, Scarlett offers the majority of the tools required under a single roof, with a single subscription model.”

However, Spence cautions that any tech-

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SPECIAL PROMOTIONAL FEATURE

TECHNOLOGY

TIPS FOR CHOOSING AND IMPLEMENTING MORTGAGE TECHNOLOGY Create a technology plan, similar to a business plan Refer to your business goals and compare tech systems based on those goals Host focus groups with loan officers, branch managers and other staff Invest time in training and education for users

nology requires investment on the part of the broker. “Everyone expects magic from technology – with a push of a button, something amazing will happen,” he says. “But getting that button to work may be the life work of an individual or group. As a user, you have to put a little bit of yourself into that investment, in time, money, effort and resources.

You’re going to have to pay for cool stuff, and you’re going to have to spend the time learning about it and practicing with it.”

To stay ahead of the curve, Fakhri advises brokers to be open to change and to adopt solutions that can keep them nimble and provide their clients with the best possible experience. He also suggests seeking providers with a proven track record and that

new tech in the industry. Broker technology has largely been stagnant over the last decade, Fakhri says, creating a huge demand for a better origination experience balanced with strong security. Moving forward, Fakhri says Axiom will continue to innovate through Scarlett, with the eventual goal of automating day-to-day tasks for brokers and allowing them to invest more time in the high-priority parts of their business.

“We want to provide brokers with the ability to upsell clients on other services like insurance, appraisals and loan products within the platform through integration with the best partners in the industry,” Fakhri says. “We are currently moving ahead with additional investments in new

“Everyone expects magic from technology … As a user, you have to put a little bit of yourself into that investment, in time, money, effort and resources” Ryan Spence, Filogix are open to input, suggestions and requests.

“Multiple players have come and gone,” he says. “They over-promised and underdelivered, so it’s easy for brokers to feel overwhelmed by technology and what solution is best for them.”

The road ahead This partnership and others are changing the mortgage landscape in a big way, according to Spence. “Little improvements become big strides when you put them all together,” he says. “What Axiom is doing with Filogix and for the broker is just a small step that makes a big difference to a broker’s day-to-day.”

Axiom is proud to be at the forefront of

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and innovative machine learning tools to leverage standards similar to open banking in order to better collaborate with other providers such as lenders, insurers and other industry players.”

Meanwhile, Filogix is working to continue expanding its marketplace and enhancing the experience for all players in the mortgage ecosystem, Spence says.

“There’s a lot of cool technology out there, and we’d like to see those connections continue to happen and see our marketplace grow,” he says. “We want to see more choice available for the broker, more efficient transactions for the lender and to integrate partners more effortlessly.”

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YOUR SECURE CONNECTION TO PRIVATE, ALTERNATIVE AND MIC LENDERS The Filogix Mortgage Marketplace now delivers better access to the private, alternative and MIC lender markets and we’re continuing to add partners!

Contact your Filogix Rep to learn more.

Follow us @Finastra

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PEOPLE

CAREER PATH

CHASING THE FEAR D’Arcy Henneberry has built a successful career by always saying yes to opportunities that scare him While helping his parents at a neighbourhood festival, 11-year-old Henneberry was tasked with increasing traffic to the booth. He had no idea how to do it until he encountered someone giving away newspapers.

“He was yelling, ‘Extra! Extra!’, and I realized his energy attracted people. I mimicked that to draw attention to myself – and the booth was the busiest it had been the whole weekend. I learned an important sales skill then: how to relate to people.”

1996

LEARNS SALES SKILLS

2007

JOINS A BANK Back from a post-college stint at Whistler, Henneberry grappled with credit card debt, which compelled him to learn about business and finance.

“My parents suggested I work with a bank as an alternative to business school. I noticed the market collapsing worldwide on the TV screens in the bank. Listening to conference calls hosted by senior management as the world was shifting was the best education I could have asked for.”

2011

HITS HIS TARGET Within three years of setting his goal, Henneberry became one of the youngest premier relationship managers at the bank – but he soon realized there were severe limitations as to what he could do for his clients.

“I found that, as a banker, I was restricted in what I was allowed to talk to my clients about. I realized that I was limited in what I was able to offer to our clients – I was purely there to sell the bank’s products.”

2018

GAINS RECOGNITION The last few years have brought recognition to Henneberry and his brokerage – he made CMP’s Young Guns list twice, and the brokerage was a finalist for Brokerage of the Year at the CMAs in 2018 and 2019.

“The accolades have been humbling to achieve, but more important are the people. As manager of the brokerage, I am responsible for setting and achieving targets; we are laser-focused on our growth objectives and constantly improving our service quality.”

2001

USES THE POWER OF PERSUASION At age 16, Henneberry moved to Japan for an exchange year, immersing himself in Japanese history and culture. More importantly, he was able to sell his teachers and the school’s administration on the idea of transferring his academic credits from Japan, despite the fact that he’d previously been told it wasn’t possible.

“I was determined to stay with my class – I was able to sell that vision of graduating with my peers to them.”

2008

SETS A GOAL Six months into his tenure at the bank, Henneberry approached the senior executives of each department for an interview to help him determine his direction.

“They were impressed that I had the guts to reach out like that and were happy to grant me 20 minutes. I decided to concentrate on personal finance and got my first taste of mortgages – and found I had a real knack for lending.

My goal was to become a premier relationship manager inside five years.”

2013

GOES OUT ON HIS OWN Henneberry and his brother, Jason, tested marketing strategies before going all in with their brokerage, MortgagePal.

“It was astonishing to realize how little I knew about mortgages when I’d been so successful selling them. For the following few years, I devoted all my energy to studying products, policies and advanced strategies in order to understand how to leverage them for clients”

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PEOPLE

OTHER LIFE

TELL US ABOUT YOUR OTHER LIFE Email mortgagebrokernews@kmimedia.ca

Leroux’s tea m usually plays in two tourna ments per season. “It ca n be a trial by fire, as they are intense,” she says, “but I love how much they learn a nd how quickly they learn it.”

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Number of players on the team Leroux coaches

9-4

The team’s win-loss record for the 2019 outdoor season

4-5

Hours per week Leroux spends coaching the team

ON THE BALL Broker Ariana Leroux never intended to become a soccer coach, but now it’s an integral part of her life outside the mortgage world WHEN SHE signed her daughter up to play community soccer four years ago, Edmonton-based broker Ariana Leroux never imagined she’d be asked to coach the team. Despite her athletic past, Leroux had no experience with soccer, but she nonetheless launched herself into the new activity full force, taking a series of

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coaching courses to provide her with the skill set required to wrangle a team of young players.

“If you don’t know what you’re doing, that bunch of 8- to 10-year-olds will eat you alive,” she says.

Beyond the team’s success – the girls have won gold, silver and bronze in

numerous tournaments – what keeps Leroux coming back is the satisfaction of seeing the players develop their skills.

“I like watching the kids learning to work as a team,” she says. “Seeing the kid who has never kicked a ball progressing to the stage when they score their first goal is so satisfying.”

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CMA2

APRIL 15, 2020 | THE WESTIN HARBOUR CASTLE, TORONTO

THANK YOU FOR YOUR NOMINATIONS! Canadian Mortgage Professional would like to thank all our readers for a record number of nominations for the 14th annual Canadian Mortgage Awards. It’s great to see so many outstanding mortgage professionals and companies who have excelled over the past year – a testament to a thriving mortgage industry.

Finalists will be announced in Canadian Mortgage Professional and MortgageBrokerNews.ca in February. Winners will be selected by an esteemed, independent judging panel and revealed during the black-tie awards gala on April 15 at The Westin Harbour Castle in Toronto.

BE PART OF THE CELEBRATION! For table bookings or sponsorship opportunities, contact events@keymedia.com

#MortgageAwardsCA Brought to you by

Sponsors

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Publications

28/01/2020 27/01/2020 3:56:02 9:01:19 AM PM

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