ABW MEDIA & EDUCATION HUB

4/01/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

 BEHIND THE LEGEND - WITH JOHN WEBSTER Discover the Secrets of a Mortgage Industry Legend: Tune into Episode 35 of the Mortgage Broker Podcast If you’re a mortgage professional—or simply someone intrigued by the world of finance and leadership—you won’t want to miss Episode 35 of the Mortgage Broker Podcast. This episode marks the exciting launch of a brand-new series, Behind the Legend, where we dive deep into the minds and careers of the most influential figures in the mortgage industry. Kicking off this series is none other than John Webster, a true titan whose impact on the Canadian mortgage landscape is nothing short of legendary. In this captivating episode, John Webster sits down with us to share his incredible journey—from an accidental entry into the mortgage world to becoming a Hall of Famer in 2009 and a driving force behind institutions like Maple Trust, London Trust, and Scotia Mortgage Authority. With a career spanning decades, John’s story is one of innovation, resilience, and an unwavering commitment to building trust and value in the broker channel. Why You Should Listen - What makes this episode a must-listen? It’s not just about John’s impressive resume—it’s about the lessons he imparts from his years of experience. Here’s a sneak peek at what you’ll uncover: The Accidental Legend : John didn’t set out to revolutionize the mortgage industry. Trained as a lawyer and drawn into politics, he stumbled into the world of lending through a twist of fate. His candid recounting of how he turned a startup trust company into a powerhouse is both inspiring and relatable—proof that sometimes the best paths are the ones you least expect. Innovation That Changed the Game : Ever wonder how the broker channel became what it is today? John takes you behind the scenes of creating Maple Trust, introducing a groundbreaking variable compensation model for underwriters, and fostering a broker-centric culture that prioritized relationships over transactions. His focus on aligning incentives and delivering exceptional service set a new standard—and you’ll hear exactly how he did it. Navigating Challenges : From regulatory hurdles to channel conflicts within banks, John doesn’t shy away from the tough stuff. He shares how he tackled skepticism from brokers during the Maple-to-Scotia transition, busted myths about broker business, and kept his team motivated through uncertain times. These are real-world insights you can apply to your own career. The Future of the Industry : Curious about where the mortgage space is headed? John breaks down current trends—like the rise of alternative lending and the role of technology—while offering practical advice for brokers looking to stay ahead. Plus, he gives an exclusive preview of his latest venture, Maple Financial, and how it’s poised to shake up the private lending space with the trusted BDM model. Leadership Gold : Beyond the mortgage talk, John drops wisdom on leadership that’s worth its weight in gold. From his daily habit of strategic thinking to his approach to inspiring teams during tough times, you’ll walk away with actionable takeaways to elevate your own game. A Conversation That Connects What sets this episode apart is the chemistry between John and the hosts. It’s not just an interview—it’s a conversation that feels like sitting down with an old friend who happens to be a mortgage mastermind. The hosts’ admiration for John shines through as they dig into his philosophies, his mentorship style, and even his thoughts on team dynamics (complete with a fun detour into hockey analogies about the Canucks!). Don’t Miss Out Episode 35 isn’t just a history lesson—it’s a front-row seat to the mind of a leader who’s shaped the industry and continues to push it forward. Whether you’re a broker looking to sharpen your skills, a leader aiming to inspire your team, or simply someone who loves a good success story, this episode has something for you. So, grab your headphones or fire up the video version and dive into Behind the Legend with John Webster . You’ll come away entertained, informed, and maybe even a little fired up to make your own mark in the mortgage world. Listen or watch the full episode now—trust us, you won’t regret it!

3/25/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

UNLOCKING THE MIC PLAYBOOK - INSIGHTS FROM BEN SAMMUT Episode 34 of The Mortgage Broker Podcast – Unlocking the MIC Playbook - Insights from Ben Sammut Guests: Ben Sammut Hosts: Dean Lawton & Deryk Williamson The latest episode of The Mortgage Broker Podcast, titled "Unlocking the MIC Playbook: Insights on Private Lending in Canada, " dives deep into the evolving world of Mortgage Investment Corporations (MICs) and private lending. Hosted by the team at A Better Way Mortgage Group, this episode features Ben Sammut, a renowned consultant in Canada’s private lending sector. With co-hosts Deryk Williamson and Dean Lawton, Ben shares his expertise, offering valuable insights for mortgage brokers and industry enthusiasts alike. Whether you’re a seasoned professional or just looking to stay ahead in the Canadian mortgage space, this episode is packed with actionable takeaways. Here’s a summary of the key highlights from the conversation— though we highly recommend tuning in to the full episode for the complete experience! From Broker Kid to MIC Expert: Ben’s Journey Ben Sammut’s entry into the mortgage industry was almost accidental. Growing up in a “prototypical financial family” as the son of Ontario-based mortgage professionals Joe and Andrea, Ben started as a licensed agent assisting with admin tasks. After an internship fell through post-university, he transitioned into brokering full-time. Leveraging his family’s established client base, Ben quickly progressed, eventually finding his niche in private lending and MICs. Now, with 13 years in the industry—seven of which have been focused on MICs—Ben has become a go-to voice in this space. What Are MICs and Why Do They Matter? Ben clarifies that while “MIC” is often used as a catchall term for private lenders, it specifically refers to a tax structure under Canada’s Income Tax Act designed as a flow-through entity for investors. More broadly, Mortgage Investment Entities —including MICs—play a critical role in filling gaps left by traditional lenders. With the tightening of regulations like B20 in 2017-2018, Ben noted a significant shift: deals that once fit the bank mold now flow to private lenders. Today, 30-40% of many brokers’ businesses involve private lending, a trend he predicts could double or triple in the coming years as credit boxes shrink and demand grows. The Growing Importance of Private Lending The episode highlights how MICs have evolved from “lenders of last resort” to sophisticated players offering flexible, competitive products. Ben emphasizes that brokers missing out on private lending are overlooking a massive opportunity—both for revenue and client solutions. MICs cater to diverse niches, from small-town properties to quasi-commercial deals, allowing brokers to specialize and stand out. With nearly a thousand MICs across Canada, understanding their unique offerings is key to matching clients with the right lender. Ben’s Work in Capital Advisory As a consultant, Ben focuses on three pillars for MICs: corporate strategy, capital raising, and advocacy. He helps MICs—often run by former brokers turned “accidental fund managers”—overhaul operations, differentiate themselves, and attract larger capital pools. A common challenge? Many MICs lack the sophistication to appeal to institutional investors like hedge funds or family offices, who seek investments of $50-75 million or more. Ben’s upcoming venture, Dabble Capital Advisory , launching in spring 2025, aims to be a one-stop shop for MICs, offering tailored solutions to drive growth and stability. The Future of Private Lending Looking ahead, Ben sees private lending volumes potentially tripling, driven by organic demand and innovation. He predicts more mergers and acquisitions, with smaller MICs either folding or being absorbed by larger players as regulatory scrutiny (like FINTRAC’s recent changes) increases. Technology and new financial products, such as mortgage-backed securities (MBS) in the private space, could also enhance liquidity and competition. For brokers, staying ahead means building relationships with MICs, joining preferred broker programs, and embracing private lending as a core competency. Practical Tips for Brokers Ben offers actionable advice: don’t treat MICs as a dumping ground for “garbage deals,” and reframe private lending as a viable, client-friendly option—not just a last resort. Understanding the math behind higher-rate mortgages (e.g., cash flow benefits over rate obsession) and getting cozy with MICs’ underwriting teams can set brokers apart. Events like A Better Way’s “speed dating” sessions with lenders are a great way to build these connections. Listen or Watch the Full Episode! This blog only scratches the surface of the rich discussion with Ben Sammut. For the full scoop—including rapid-fire Q&A, case studies, and more—check out the episode on your preferred platform: Spotify, Apple Podcasts and YouTube. Final Thoughts Whether you’re a broker looking to expand into private lending or an industry enthusiast curious about MICs, this episode is a goldmine of insights. Ben’s expertise, paired with the hosts’ practical perspective, makes it a must-listen. Plus, your engagement supports a great cause—A Better Way’s 2025 charity, Backpack Buddies, which provides weekend meals for kids in need. Subscribe, leave a review, and share your thoughts—we’d love to hear what you think! What’s your take on the rise of private lending?  Let us know after you tune in!

3/18/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the BROKER with HERJIT DRIVER Episode 33 of The Mortgage Broker Podcast – Behind the Broker Series: Herjit Driver Guests: Herjit Driver Hosts: Dean Lawton & Jason Marshall From Sink or Swim to Hall of Fame: Herjit Driver’s Journey as a Top Mortgage Broker In a recent episode of the Mortgage Broker Podcast from the Behind the Broker series, hosted by Dean and Jason, we had the privilege of sitting down with Herjit Driver, one of the standout agents at A Better Way Mortgage Group and a recent inductee into their Hall of Fame . This episode offers a deep dive into Herjit’s remarkable career, her meticulous processes, and her heartfelt approach to client relationships—making it a must-listen for anyone interested in the mortgage industry or personal growth. Here’s a summary of the key takeaways from her story, but trust me, you’ll want to watch or listen to the full episode for the full experience! A Tenacious Start in Mortgage Brokering Herjit’s entry into the mortgage world wasn’t planned—it was a classic case of “falling into it.” Back in February 2007, she transitioned from a contract role at a real estate office to mortgage brokering when a realtor connected her with a broker friend. Her “interview” was more of a crash course: handed a system manual and told, “You start tomorrow.” Then, her boss jetted off to Mexico, leaving her with a book of clients and a sink-or-swim scenario. Herjit chose to swim. “I’ve always been tenacious,” she explains. “You give me something to do, I’m going to find my way through it.” With no prior financial experience, she leaned on resources like BDMs, websites, and broker kits to figure it out—and she’s been thriving ever since. What fueled her success? A love for learning and a nerdy passion for finance and housing. “I didn’t know the difference between a refinance and an amortization,” she admits, but the chance to help people while mastering something new kept her hooked. Herjit’s story is a testament to how resilience and curiosity can turn a leap of faith into a Hall of Fame career. Mastering Change and Building Systems Eighteen years in the industry have given Herjit a front-row seat to massive shifts, from the 2007 landscape to today’s market. Her secret to navigating change? Embracing it. “I like change—it helps us grow,” she says. Staying ahead means tapping into lender partnerships, asking questions, and doing her own research. Unlike some veterans who resist industry evolution, Herjit sees it as a chance to adapt and stay fresh—perhaps because, as she quips, “I get bored fast.” Her success isn’t just about mindset; it’s about dialed-in systems. From client onboarding with her Digital Application to backend tracking with BluMortgage CRM, her processes are colour-coded and intentional. She even writes meeting notes by hand before digitizing them—proof that old-school habits can blend seamlessly with modern efficiency. For new brokers, her advice is clear: “Embrace systems as soon as you can.” It’s a game-changer that’s kept her organized, especially during busy seasons. The Art of Client Relationships Herjit’s approach to clients is refreshingly human. It starts with a virtual discovery call where she sets the tone: “This is about you getting to know me and me getting to know you.” She asks questions—not just about mortgages, but about their kids, vacations, and favorite restaurants. Why? “I genuinely care,” she says. This isn’t a sales tactic; it’s who she is. Her transparency shines through, too. She tells clients upfront, “If all you want is a mortgage, do it online. But if you want someone in your corner, I’m here.” A standout story? A couple came to her pre-pandemic for a refinance. When one hesitated to share their credit, Herjit read the room, gave them space to talk privately, and uncovered a hidden debt crisis. She guided them through a cleanup plan, saving their finances—and, they insist, their marriage. “It’s not about me,” she deflects humbly. “We just did their mortgage.” But her clear, consistent communication and care turned a transaction into a lifelong client bond. Balancing Business and Life with Intention Mortgage brokering can be stressful and isolating, but Herjit’s approach to work-life balance is as structured as her business. “Balance is what you define it to be,” she says. For her, it’s about leading her life intentionally. She plans her personal life monthly—date nights with her husband, one-on-one time with her daughters—and her business weekly, with time blocks color-coded in her calendar. She even does a year-end audit, tracking not just revenue but families helped, ensuring her goals align with her values. Coaching has been a recent boost, too. Weekly sessions with a blunt, successful mentor help her refine her ideas without sacrificing family time—a non-negotiable for her. And yes, she travels to cool destinations, prioritizing vacations over fancy cars. Her takeaway? “I had no idea what I was capable of when I started. Leverage what you know.” Why You Should Tune In Herjit Driver’s episode is packed with actionable insights—whether you’re a broker looking to refine your process, a parent juggling work and family, or just someone who loves a good success story. From her sink-or-swim beginnings to her Hall of Fame status, she proves that tenacity, systems, and genuine care can take you far. Plus, her blunt, no-nonsense style is as refreshing as it is inspiring. Don’t take my word for it —watch or listen to the full episode of Herjit Driver - Behind the Broker on Apple, Spotify & YouTube. You’ll walk away with practical tips, a renewed sense of possibility, and maybe even a urge to plan your week like Herjit does. Trust me, it’s worth the time!

3/12/2025: BoC Rate Cut to 2.75%: Opportunities for Homebuyers and Mortgage Brokers

3/11/2025: Tuesday Mortgage Memo: Your Weekly Market Highlights

Behind the LENDER with SEQUENCE CAPITAL Episode 32 of The Mortgage Broker Podcast – Behind the Lender Series: Sequence Capital Guests: Arif Mulji & Christine Perkins Hosts: Dean Lawton & Deryk Williamson This episode kicked off the year with an in-depth look at Sequence Capital, featuring two key figures: Arif Muliadi, Managing Director and CEO of AMUR Financial Group, and Christine Perkins, Director of Business Development for Western Canada at Sequence Capital. Together, they shared the fascinating story of Sequence Capital’s rise, its connection to AMUR Financial Group, and how it’s become a powerhouse in Canada’s private lending space. Here’s a summary of the episode’s highlights. A Legacy of Lending: AMUR Financial Group’s Roots Arif began by providing context about AMUR Financial Group, the parent company of Sequence Capital. Founded over 55 years ago in British Columbia by a local entrepreneur, AMUR started as a family business in the peer-to-peer lending space. The founder connected borrowers with lenders directly, even flying to properties in a small plane (once getting stranded in a snowstorm and sleeping on a borrower’s couch!). In 1984, his son proposed a fund model, leading to the creation of the Capital Income Fund—one of AMUR’s three MICs (Mortgage Investment Corporations) with a 40-year track record of positive returns. Today, AMUR operates across three pillars: mortgage origination, portfolio and risk management, and capital raising. Sequence Capital, under Christine’s leadership in Western Canada, focuses on origination through the broker channel, while another brand, Alpine Credits, serves direct-to-consumer needs. This diversified approach has fueled AMUR’s growth, making it Canada’s largest private residential lender by assets under management, with over $1 billion across its funds. Christine Perkins: A Broker’s Advocate in Private Lending Christine shared her 20-year journey in private lending, which began somewhat unexpectedly—like many brokers, she “fell into” the industry. Starting as a broker herself, she quickly moved into sales and business development, spending a decade with one of BC’s first MICs before joining Sequence Capital in 2020. Her deep industry knowledge and broker relationships have been instrumental in Sequence’s rapid growth. She now supports brokers in BC, Alberta, and Ontario, emphasizing adaptability and listening to broker needs as key to staying relevant in an ever-changing market. Navigating Challenges and Growth Arif highlighted some of AMUR’s toughest market challenges, like the 2014-15 Alberta downturn when 50% of their portfolio was concentrated there. Property values dropped, but AMUR worked proactively with borrowers—offering penalty-free extensions of 6-12 months—to reduce Alberta exposure to 20% in just nine months. More recently, the past 18 months brought rising interest rates and uncertainty, yet AMUR’s focus on portfolio management and customer service kept them resilient. Sequence Capital’s entry into the broker channel in 2020 marked a pivotal shift. Historically direct-to-consumer, AMUR recognized the growing trend of Canadians using brokers for financing. Despite a rocky start with the COVID-19 pandemic, Sequence has since thrived, now accounting for 55% of AMUR’s origination volume—a testament to its success in the broker space. What Sets Sequence Capital Apart? Christine and Arif unpacked Sequence’s unique strengths: Equity-Driven Lending : Unlike traditional lenders fixated on income docs, Sequence focuses on the property’s equity and marketability. They offer first and second mortgages up to 75% LTV, from $25,000 to jumbo loans, across rural and urban areas in BC, Alberta, and Ontario. Flexible Products : Recent innovations include a flat-fee first mortgage program, offering brokers competitive options (lower rate with a fee or higher rate with a flat fee), currently in testing with promising results. Exceptional Service : Christine acts as a “gatekeeper,” encouraging brokers to call her first to structure deals efficiently. The team responds to submissions within minutes, with underwriters following up within 24 hours—speed and clarity brokers rave about. Vertically Integrated : AMUR’s 120-person team handles everything in-house—from lead generation to funding and workouts—supported by three funds: a conservative fund (75% first mortgages), an income fund (two-thirds seconds), and a high-yield fund for riskier deals. This structure, rare among private lenders, gives Sequence a competitive edge, balancing broker needs with investor returns. Achievements and Future Outlook Since 2020, Sequence has grown from a new player to a top choice for brokers, no longer the “lender of last resort.” Christine joined with a vision to make Sequence Canada’s largest private residential lender—a goal achieved last year under AMUR’s umbrella. Arif noted their strong capital position, with loyal retail investors (fueling growth via RSPs and TFSAs), happy bank syndicates, and new interest from institutional investors. Looking ahead, Arif predicts moderated real estate growth in the next 5-10 years, with single-digit value increases and a slower recovery for investment properties due to stabilized rents and higher rates. Sequence aims to expand its broker presence while ensuring ample capital access, avoiding the need to limit partnerships. Tips for Brokers Christine and Arif closed with actionable advice: Christine : “Pick up the phone and discuss your deal with me. Learn private lending—it’s a growing market, and avoiding it limits your ability to serve all clients.” Arif : “Embrace partnership. Ask questions, share challenges—we want to be your go-to lender by listening and adapting.” Final Thoughts Episode 32 showcased Sequence Capital’s blend of legacy, innovation, and broker-centric service. From AMUR’s 55-year history to Sequence’s meteoric rise since 2020, this lender is redefining private lending in Canada. Whether you’re a seasoned broker or new to private, Christine and Arif’s insights make one thing clear: partnership and education are key to thriving in 2025 and beyond. On to the next one!