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SPECIAL REPORT

TOP 75 BROKERS 37 SKYE MCLEAN Company: Mortgage Connection Location: Alberta Total volume: $95.2 million Loans funded: 239

CMP: How did you navigate regulatory changes in 2019? Skye McLean: By educating clients on the new mortgage regulations and showing them how it affects their options and interest rates. This is important due to how complex rate quoting has become. CMP: What was your primary strategy for growing your business in 2019? SM: Customer service and efficiency are key to my business. My core business is from referrals and repeat clients. Due to more frequent regulatory changes, product knowledge and industry updates were also important, and I worked to increase my knowledge in the industry to provide advice to my clients.

39 SCOTT H. BENTLEY

38 NICK KAAKI Company: DLC The Mortgage Source Location: Ontario

Company: Premiere Mortgage Centre

Total volume: $94.99 million

Location: Nova Scotia

Loans funded: 304

Total volume: $94.17 million Loans funded: 322

CMP: What was your primary strategy for growing your business in 2019? Scott Bentley: In 2019, we introduced additional steps to enhance the client and partner end-to-end process, from the initial referral through to post-funding follow-up. We had concentrated efforts on our key referral partners, which includes a select group of Realtors, builders and financial planners. In addition to this, we had a solid focus on our existing clients in process, as well as staying in front of our past client database with relevant market information. CMP: What’s your strategy to continue growing your business in 2020? SB: In 2020, we will continue to evolve the client and partner experience. We continue to grow and operate a full-service, advicedriven mortgage practice that works closely with key partners and raving-fan clients, rather than online advertising or a mass direct-to-consumer approach.

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CMP: What was your primary strategy for growing your business in 2019? Nick Kaaki: Customer satisfaction is the number-one priority for us, so my team and I are constantly working to get clients exactly what they need to succeed as homeowners. Every year, it’s important to focus on maintaining the quality of service and level of professionalism that your clients expect of you, and in 2019 I was able to continue doing that by bringing my daughter, Maya, into the team. She and I worked to make some of our internal processes more efficient, which was important for our team as well as our clients. CMP: How did you navigate regulatory changes in 2019? NK: Regulatory changes can cause a lot of stress for everyone involved in the mortgage process, and the most important thing I can do as a broker is to learn as much as I can about the changes and how they will affect my business and my clients. Understanding the ins and outs of policies and regulations helps me keep my clients informed.

36 MATTHEW O’NEIL Company: Mortgage Intelligence Location: Ontario Total volume: $95.6 million Loans funded: 200

CMP: How did you navigate regulatory changes in 2019? Matthew O’Neil: I focused on mastering the policies of a few lenders and funnelled the majority of new business to their books. This streamlined our processing, as I became more efficient. CMP: What’s your strategy to continue growing your business in 2020? MO: Continue to focus on the development of real estate agents, as they are the backbone of my business.

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