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Behind the Broker: From Banker to Broker – Insights from Alex D’Angelo

In our latest Behind the Broker episode of The Mortgage Broker Podcast, we sat down with Alex D’Angelo, a top-performing agent with A Better Way Mortgage Group. Alex shared his fascinating journey from banking to brokering, highlighting the challenges, rewards, and lessons learned along the way. This episode is packed with valuable insights for brokers navigating their careers or contemplating a transition from banking to brokering.

The Transition: From Representing the Bank to Representing the Client

Alex’s career began unexpectedly when he was encouraged to join the banking industry while studying at SFU. Over 15 years, his role evolved, primarily focusing on investments. However, he saw a growing need in lending—an area many clients and professionals found confusing.

By 2017, Alex decided to make the leap to mortgage brokering, driven by a desire to represent clients rather than a single institution. While he acknowledges the initial risks and challenges of leaving the bank, Alex emphasizes the rewarding nature of finding tailored solutions for clients and building lasting relationships.

Key Takeaways from the Banker-to-Broker Journey

1. Valuable Training Ground: Alex credits the banking world for teaching him the fundamentals of finance, client care, and credit understanding. However, he also notes the limitations of working within a single institution’s constraints. “At the bank, you’re representing the institution. As a broker, you have the freedom to truly represent the client,” Alex explains.
2. Overcoming Challenges: Transitioning wasn’t easy. Alex recounts moments of self-doubt, especially during his first year, where he leaned on personal savings and support from family. Yet, his determination to build something meaningful for clients kept him focused.
3. Access to Multiple Lenders: Alex highlights the advantage of working with various lenders, allowing brokers to find solutions for a wider range of client needs. “At the bank, you’re limited to one credit department’s policies. As a broker, you can almost always find a home for a file,” he says.

Building Strong Client Relationships

Alex’s success is rooted in his people-first approach. By staying accessible, educating clients, and personalizing the process, he ensures every client feels supported. “Nobody loves going through a mortgage application,” Alex jokes, “but I aim to make the experience as painless and rewarding as possible.”

One standout story involved helping a single mother who had been turned away by her bank. Through creative problem-solving and persistence, Alex secured her a home in a great neighborhood, transforming what seemed like an impossible dream into reality.

Time Management and Personal Development

Time blocking plays a significant role in Alex’s productivity. He divides his day into segments—mornings for administrative tasks, afternoons for business development, and evenings for client calls. This structure, paired with calendar discipline, allows him to maintain focus while still carving out time for personal interests like golf and biking.

Alex also credits James Clear’s Atomic Habits for reshaping his mindset. “The book teaches the power of small, consistent actions. It’s a game-changer,” he says.

Advice for Aspiring Brokers

For those transitioning to brokering, Alex offers this advice: “Align yourself with industry leaders. Surrounding yourself with experienced professionals can help you navigate challenges and avoid unnecessary mistakes.” He also stresses the importance of truly loving people and building meaningful connections—both with clients and referral partners.

Looking Ahead

As the mortgage industry becomes more complex, Alex is committed to staying ahead of the curve. With 2025 set to bring numerous mortgage renewals and changing policies, he believes brokers must prioritize education and proactive client communication.

“The market may seem daunting, but with the right guidance, clients can achieve their goals. It’s our job to make that happen,” Alex concludes.