SPECIAL PROMOTIONAL FEATURE
MORTGAGE BROKING
A brokerage in the ‘people business’ Vine Group co-founder Hugo Dos Reis explains how the brokerage is tackling inefficiencies in the broker space with some of the top broker talent in Canada IF THERE is one word that characterizes Vine Group Mortgage Alliance’s working model, it is ‘people’ – specifically, caring about the people involved in the mortgage process, from the client right through to the lender. Mortgages may often be numbers driven; however, for Vine Group, the real ‘heart’ of the mortgage process lies in getting to know the client and focusing on what the client needs. The brokerage views every mortgage file as an opportunity to look at the client’s whole financial picture and work closely with that client to provide the best mortgage fit.
matters, but the interest you pay that ultimately determines the best solution for you,” Dos Reis explains. “Sometimes the lowest rate isn’t the best option, because it could come with fees and penalties.” Vine Group is also keenly aware of what it sees as the overall inefficiencies still present in the broker sector. Working tirelessly to overcome these has led to progressive initiatives by the brokerage, including the development of its underwriting HUB, as well as its efforts to streamline the relationships it’s building with lenders.
“I was drawn to all the things that come with Vine. The leadership that exists at Vine with the founders, as well as the HUB that we have, helps me scale my business” Paul Clara, Vine Group “We’re in the people business; we just happen to do mortgages,” says Vine Group co-founder Hugo Dos Reis. Putting the ‘rate’ conversation to the side, the Vine Group team choose to focus instead on building trust and rapport with their clients. After all, they say, it’s the client that the mortgage process rests on, and this should be reflected in an ‘advice-based’ approach. “It’s not the interest rate you get that
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“We’re trying to make the transition for our brokers from the banking world to the broker world with the introduction of the HUB more efficient,” Dos Reis says. Another path to reducing inefficiencies in the broker space, according to Vine Group, is focusing on the mortgage conversation. The lines of communication can often be given inadequate attention when the focus of each mortgage file becomes
MEET THE BROKERS Paul Clara Mortgage agent, Ontario As a mortgage professional of 15-plus years, including his most recent years at Vine Group – Mortgage Alliance, Paul Clara specializes in mortgage financing in the self-employed sector for clients that have small to large corporations with complicated tax filings, as well as complex transactions with multiple investment properties. The first-time homebuyers’ market has always been a significant part of Clara’s clientele. He focuses on not only walking them through the biggest purchase of their lives but also on taking the opportunity to educate his clients on how to prepare for their next purchase and build wealth by becoming real estate investors.
Preet Singh Mortgage associate, Alberta For the last 16 years in the mortgage business, Preet Singh’s focus has been on finding and providing lending solutions to first-time homebuyers and new-to-Canada clients, guiding them step by step through their home purchasing journey and connecting them with the right partners across the industry. At the same time, he focuses on providing high credit quality deals to his lending partners, with attention to detail and straightforward, clear communication.
Richard Tartaglia Mortgage agent, Ontario Richard Tartaglia is a detail-focused mortgage advisor who is passionate about real estate financing. His success is attributed to referrals from satisfied clients and a strong focus on being prepared in the ever-changing real estate and lending environment; after all, “success doesn’t just happen, it’s planned for,” he says. Tartaglia joined Vine Group – Mortgage Alliance in January 2017.
www.mpamag.com/ca
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