TD Financial Services: Official partner of the CMP Top 50 Brokers

Cover
Top 50
In its third year, the CMP Top 50 survey received more
submissions and saw higher volumes amongst respondents.
CMP uncovers and explores the results
W
hile volume is by no means the only mark
of success in the mortgage brokering
industry, it’s a measurement that shows someone’s
ability to bring in business – a key trait to a
thriving mortgage professional.
A high volume and a large number of deals can
indicate that you are doing something right to
stand out from the crowd, be it launching a clever
marketing campaign, tapping into new referral
sources, building a list of “niche” clients or simply
providing top-notch customer service. It also, in
many cases, speaks to a mortgage professional’s
hard work over his or her years in the industry.
This brings us to the results of our second
annual CMP Top 50 Brokers list, a ranking of
mortgage professionals from across Canada who
sent us their total funded volume and number of
deals
in 2009. The rules for submitting were
P R ES E N T E D BY
straightforward: you must be employed as a
mortgage professional able to write loans and the
deals must have been personally originated by you
(back-office support in processing the loans is
acceptable, but no other parties have been paid
commissions on the deals).
We went to great lengths to confirm figures (see
editor’s letter) submitted by everyone with
brokerage head offices and lender underwriters.
We recognize that although numbers are
paramount, when it comes to ranked lists there are
complexities to any survey and reasons behind
every ranking.
We were happy to receive a higher number of
respondents to this year’s survey despite glitches in
the survey process, and saw the overall volume on
the list grow. We also talked to a few of the Top 50
finalists who jumped the most from last year’s
rankings. We’ve also included a story.
CMP congratulates all the mortgage
professionals who took part in this year’s list and
would like to thank TD Financial Services for
being an official partner to the CMP Top 50
Brokers for 2009.
TD Financial Services: Official
partner of the CMP Top 50 Brokers
TD Financing Services, exclusive sponsor to this year’s CMP Top 50 Brokers, is pleased to congratulate
each of the winners. To be recognized among your peers for your achievements and commitment to your
business and customers is an impressive accomplishment.
As a lender that works directly with brokers to help make home ownership a reality for many customers,
TD Financing Services understands the dedication required to achieve these exceptional volumes. The
industry leaders acknowledged here should also be commended for developing their business through
service excellence, team work, innovation, and advanced network of industry relationships. At TD
Financing Services, our team of professional mortgage, credit, and sales specialists are pleased to be
forging relationships with brokers like these across Canada.
TD Financing Services works with brokers to help them increase potential gains by offering a program
that is designed for customers who do not meet traditional mortgage or outside insurer requirements. We
assess applications on an individual basis with no beacon score requirement, providing customers
specialty mortgage lending solutions.
Our participation in the CMP Top 50 Brokers is a reflection of our commitment to supporting broker
partners and their customers. Sharing their success stories and recognizing individual achievements helps
to share best practices that contribute to the growth of our industry.
24
mortgagebrokernews.ca C
M
Y
CM
MY
CY
CMY
K
Together, we can make home
ownership a reality for your customers.
We have mortgage lending solutions for your customers.
Our team of professional mortgage and credit specialists are dedicated to providing mortgage brokers
with unparalleled service. We’ll work with you to assess applications on an individual basis, providing your
customers with specialty mortgage lending solutions.
Consistent. Reliable. Responsive.
Toll Free: 1-877-273-7498
Website: www.tdfinancingservices.com
TD Financing Services Home Inc. Licence #11286
Cover
Top 50
Rank Name
Company
City/Province
Funded
Volume
Funded
Deals
Support
StaffWho
Write
Loans
Support
StaffWho
DoNot
WriteLoans
Years
As
Broker
1
CalumRoss
2
JimTourloukis
TheMortgageCentre(adivisionofCIBC)
Toronto,ON
$147,841,291 498
1
3
10
AdventMortgages
Unionville,ON
$127,000,000 355
0
2
4
3
PaulGazzola
MortgageArchitects
Guelph,ON
$119,268,000 574
3
2
25
4
MichelleBeet
MortgageAllianceMeridianMortgageServicesInc.
PortMoody,BC
$111,400,000 376
0
2
7
5
NicoleDrummond
DominionLendingCentres
Ottawa,ON
$96,525,372
445
0
2
15
6
BillMacklem
DominionMacklemMortgages
Surrey,BC
$94,070,446
318
2
4
23
7
ChristopherBisson
TheMortgageCentre
Guelph,ON
$91,009,752
412
2
2
11
8
ScottTravelbea
DominionLendingCentres
Victoria,BC
$89,662,923
274
3
0
6
9
LaurieFurness
TheMortgageCentre
Oakville,ON
$84,826,735
256
0
3
15
10
ClaireDucharme
DominionLendingCentres
Victoria,BC
$73,510,748
238
0
1
7
11
FrankNapolitano
MortgageBrokersOttawa
Ottawa,ON
$71,300,000
282
1
1
5
12
GaryTagg
CentumMortgageLendingCentre
Calgary,AB
$70,473,855
245
1
1
7
13
MorrisBriglio
TheMortgageAdvantage
NorthVancouver,BC $68,200,000
159
2
2
18
14
LisaTheriault
MortgageBrokersOttawa
Manotick,ON
$60,455,503
209
1
2
5
15
DebbieBelair
MortgageArchitects
Ottawa,ON
$64,471,661
281
0
2
23
26
mortgagebrokernews.ca INVIS AND MORTGAGE INTELLIGENCE
Celebrating 10 Years of Industry Leadership
What our brokers
have to say
2010 marks the 10th anniversary of both Invis and Mortgage Intelligence.
Here’s what our mortgage professionals have to say about partnering
with Canada’s top brokerages:
I’m proud to say that I’m one of the original Invisians and remain so because
Invis has allowed me to determine my own destiny as a mortgage broker
and business person.
I’m provided with branded mortgage and insurance products and the marketing materials to promote them. I’m provided with competitive compensation, group benefits,
and accurate and timely payroll. I also enjoy the team spirit demonstrated by my colleagues as we share ideas and varied paths to success. All of this under the umbrella
of a reputable and award-winning national broker firm.
Bill MacDonald, Halifax, NS, Invisian since 2000
10 01
NUMBER
With 35 years in the mortgage brokerage
business, I have seen it all, good times and
tough times. The best move I ever made
was to join Norlite in 1996 which eventually became MI. With the support I received from MI, and
our great compensation package, I have had my most
profitable years in the business. MI has been great
for me, and I will never consider a change.
Bryan Guertin, Mississauga, ON, With Norlite (which
became MI) since 1996
Y E A RS
The support from MI such as regional manager support,
idesk intranet, cutting-edge CRM program, etc. allows
me to not have to worry about day-to-day administration and lets me concentrate on what I do best... assisting Canadians with their mortgage needs. It’s great to be part of such a
special group of people.
Randy Winger, Stevensville, ON, with MI since 2002
I chose Invis back when Dave Nichol was still CEO because it
had a good balance between full-service corporate structure
while still maintaining an entrepreneurial spirit. That culture
is still evident today and is even more relevant in today’s marketplace.
Arlene Demars, Red Deer, AB, Invisian since 2001
Let’s talk
These days, our industry
is changing fast. Invis
gives me the very latest info, tools and tips to help
me improve my game. And they
keep me up-to-date with regulatory changes.
Mario Sita, Burlington, ON,
Invisian since 2000
I recommend joining a team of professionals
who not only are forward thinkers, but have
the power of two very strong companies to
assist you when competing for business.
John Parato, Burlington, ON, with MI since 2006
Learn more about joining our broker teams at www.invis.ca & www.bettersupportcanbeyours.com
Head Office: 5770 Hurontario Street, Mississauga, ON L5R 3G5. Invis FSCO 10801 | MI FSCO 10428.
Cover
Top 50
Rank Name
Company
City/Province
Funded
Volume
Funded
Deals
Support
StaffWho
Write
Loans
Support
StaffWho
DoNot
WriteLoans
Years
As
Broker
16
DanHeon
TheMortgageCentre
Calgary,AB
$64,300,000
251
0
2
8
17
GordonMcCallum
FirstFoundationResidentialMortgages
Edmonton,AB
$61,962,010
223
3
0
7
18
GregMartel
DominionLendingCentres
Victoria,BC
$60,000,000
120
0
3
4
19
MarkGoode
MortgageArchitects
Orillia,ON
$59,414,059
349
1
3
9
20
StevenBrouwer
DominionLendingCentresEntrustMortgageServices
Chilliwack,BC
$56,231,218
220
5
1
5
21
GemmaRiley-Laurin
TheLaurinTeam,DominionLendingCentres
Ottawa,ON
$55,000,000
208
1
1
6
22
VittorioOliverio
CentumProfessionalMortgageGroupInc.
Lethbridge,AB
$53,985,566
199
0
3
11
23
MurrayGroen
MortgageBrokersOttawa
Orleans,ON
$52,725,504
223
1
1
4
24
HalTagg
CentumMortgageflexLtd.
Edmonton,AB
$51,722,720
193
2
1
5
25
DebWhite
WhiteHouseMortgagesDominionLendingCentres
Vernon,BC
$50,792,088
222
0
1
10
26
BillRainbow
MeridianMortgageSolutionsMortgageAlliance
Invermere,BC
$50,195,943
167
3
0
9
27
ShaddyEstephan
DominionLendingCentresElite
Edmonton,AB
$49,971,984
183
1
1
7
28
SabeenaBubber
VericobyIntegréMortgagePartnersInc.
NorthVancouver,BC $49,778,951
135
0
1
5
29
SharnjitGill
VericoSuperiorMortgage
Surrey,BC
$48,825,800
141
1
0
9
30
DwightTrafford
MountainMortgageTheMortgageCentre
Orangeville,ON
$47,204,860
243
0
2
21
31
NickKaaki
DominionLendingCentresTheMortgageSource
Ottawa,ON
$47,038,000
187
1
0
6
32
RudyDedic
DLCCasaMortgageInc.
Vancouver,BC
$46,500,000
158
0
0
5
33
BillieBurke
DominionLendingCentresAlliance
SaultSte.Marie,ON $45,315,000
330
5
3
5
34
DonEstrada
DLCAbsoluteRateMortgagesInc.
Surrey,BC
$44,722,000
141
2
2
10
35
DavidGriffin
Re/MaxEasternRealtyInc.
Peterborough,ON
$42,103,600
227
0
1
7
36
RaymondCrampton
DominionLendingCentresTheMortgageSource
Ottawa,ON
$42,233,244
193
0
2
15
37
JeffAttwooll
DominionLendingCentresYourMortgagePartner
Cambridge,ON
$42,012,665
203
0
1
10
38
JamesSmythe
DominionLendingCentresCentral
Mississauga,ON
$40,808,000
207
2
2
6
39
ReedHarris
VericoManifestMortgageCorp.
Vancouver,BC
$40,311,054
116
1
0
4
40
JeffCody
MortgageBrokersOttawa
Ottawa,ON
$39,395,652
181
1
1
23
41
GillianFalk
DominionLendingCentresPeterKinchMortgageTeam
PortMoody,BC
$37,493,240
143
0
1
9
42
JackOyhenart
DominionLendingCentresAegisMortgageServices
Richmond,BC
$36,584,921
114
0
0
8
43
FernBrunet
DominionLendingCentresMortgageConnection
Toronto,ON
$34,954,750
118
0
1
13
44
DonnaMullen
YourMortgageStoreInc.
WasagaBeach,ON
$34,924,495
163
2
2
20
45
CarolynCallero
VericoPremiereMortgageCentre
Georgetown,ON
$34,644,478 135
0
1
12
46
GarthLyon
VericoCanadianMortgageLenderInc.
Canmore,AB
$34,260,000
125
0
1
12
47
DanSauve
VericoMortgageCorp.FinancialServicesInc.
NorthBay,ON
$31,626,711
199
0
2
18
48
JoAnnePurcell
DominionLendingCentresMortgageServicesInc.
Calgary,AB
$30,825,817
107
1
0
7
49
DavidSo
TheMortgageCentre
Mississauga,ON
$30,585,373
107
2
0
21
50
YvesCormier
VericoCormier&Cormier
Edmundston,NB
$30,438,559
311
1
1
7
28
mortgagebrokernews.ca Product Guru.
Amazing! Dedicated! Fantastic!
Incredibly knowledgeable! Best resource in the industry!
Product Guru!
That’s how Suzanna Stefanec’s brokers talk about her. And we think that all those superlatives
are well-deserved because Suzanna’s commitment to her brokers is simply the best. That’s
why we’re thrilled to announce that we’ll be sharing Suzanna’s talents from coast-to-coast.
In her new role as National Director of Products for Mortgage Architects, Suzanna will
be product guru for our brokers across Canada.
Suzanna has earned the respect, loyalty and admiration of brokers, lenders and insurers all
across the province in her role as Regional Vice-President for Ontario. New brokers and
experienced veterans alike look to Suzanna for advice and guidance. Suzanna’s brokers are
the best of the best – and she helps keep them up to date on lender attributes, product
features, niche products, lender/insurer guidelines, market updates, and on and on.
Her information – packaged just the way you like it – has helped to propel our brokers in
Ontario to stellar business results. And now our planners from every corner of Canada will
have a chance to build their businesses with Suzanna’s help.
We invite you to share our warm congratulations when you see Suzanna next.
May the superlatives continue. When you get the chance to work
with Suzanna, you’ll see what we mean.
Suzanna Stefanec
National Director of Products
[email protected]
647.291.5121
www.mortgagearchitects.ca
© Copyright 2010, Mortgage Architects, all rights reserved.
The power of value.
Cover
Top 50
Brokers making the biggest leaps
In an even more competitive market, Dave Griffin, Greg Martel and
Frank Napolitano have met new challenges with creative ideas and
excellent customer service, allowing them to increase their personaldeal volume by millions of dollars. Below each broker discusses his
personal strategy for success and why he’s been able to make such a
significant jump up the CMP Top 50 Brokers’ rankings
Dave Griffin
For Dave Griffin, the customer always
comes first, no matter what. “I just always
put the client’s interest before my own
and do what’s right for them. I think by
doing that I’ve earned the trust of my
clientele,” he says.
Griffin attributes his climb up the
CMP Top 50 Brokers’ rankings from 42nd
in 2008 to 35th in 2009 to this philosophy,
which he has applied to every aspect of
his work as a broker at Peterborough
Mortgages. “When I first got into the
industry, I got into it with the long-term
goal of wanting to be known as the guy to
call no matter what. If I can get my
clients the best deal, I will. If I can’t, I
suggest the place to go to find it.”
By using this strategy, Griffin has
been able to get the majority of his
business from “word-of-mouth referrals,”
whether it’s from past clients or real
estate agents. And his plan has been
bearing fruit. He has increased his deal
volume steadily during his seven years
working in the industry, making $35.9
million in 2008 and $42 million in 2009.
Even though there’s more on the go now,
he’s still prioritizing his relationships
with his clients by trying to meet with
them as much as possible and by sending
out cards and followup letters.
30
mortgagebrokernews.ca Greg Martel
Greg Martel believes his job is more
than just finding one customer a
mortgage and moving on to the next.
It’s about building relationships with
his clients, so he can continue to help
them with their mortgage concerns
throughout their lives.
“My main niche is basically
planning people’s mortgages for life.
It’s not just putting them into a
five-year or a variable rate. I want to
touch base with them on a regular
basis,” he says. With that always in
mind, Martel was able to move up the
CMP Top 50 Brokers’ rankings from
32nd in 2008, when he made $45
million, to 19th in 2009, when he made
$60 million. And he’s on track to beat
his previous record this year.
Martel attributes his success
primarily to his commitment to his
clients needs and to his efforts to
always stay in contact with them. He
sends out correspondence about four
times a month, whether it’s an e-mail,
monthly newsletter or a card for a
special occasion.
Frank Napolitano
When the interest rate fell to 0.25 per cent in
April 2009, it helped a lot of mortgage brokers
increase business. But understanding that
economic environment and meeting it with
“aggressive marketing” are two factors that gave
Frank Napolitano an edge over other brokers.
Napolitano, a managing partner and
mortgage agent at Mortgage Brokers Ottawa,
has moved up the CMP Top 50 Brokers’
rankings from 19th in 2008, when he made
$52 million, to 11th in 2009, when he made
$71 million. And he’s not stopping there. In
June, he says he was already 47 per cent
ahead of his sales at that time last year and
is on pace to do $90 million for 2010.
Part of his marketing campaign consists of
his show Open House: The Real Estate and
Mortgage Show on 580 CFRA News Talk Radio
every Saturday morning from 10 a.m. to 11 a.m.
and his appearances on A Channel Morning
News every second Tuesday at 6:50 a.m.
On the air, he frequently likes to remind
listeners that it’s up to them to find what the
best deal is even if they’re working with a
broker or their bank. “I’ll often say on the
radio show, ‘Hey go see your existing
mortgage broker or your bank and hold them
accountable. Make sure that they understand
that you want the best possible deal for what
is the biggest debt you’re ever going to carry.”
NEW! Forum
Network LIVE with
industry professionals
by listing topics that
interest you
Broker Poll
Q. Have you employed new
tactics on retaining clients in
the past six months?
WELCOME TO
CANADA
Yes
No
news
OF THE HERD
ONTARIO’S
With Ontario’s new mortgage
brokering legislation now in
effect, not even two thirds
of the province’s mortgage
professionals were
registered with the Financial
Services Commission of
Ontario (FSCO) by the
July 1 deadline
26
A
s of the Canada Day deadline,
almost 3,300 mortgage agents from
across Ontario found themselves
in contravention of the new provincial act,
putting themselves at risk for reprimand by
the provincial regulator.
With an estimated 9,000+ agents in
Ontario, this translates into approximately
37% who failed to hold approved licences by
the deadline.
Ontario’s mortgage agents were
bombarded with stern notifications
CAAMP, IMBA and FSCO in June,
enforcing the fact that, after July 1,
mortgage agents not registered under the
new Mortgage Brokerages, Lenders and
Administrators Act 2006 are forbidden to
practice in Ontario.
The low number was a surprise to some.
After all, the act was designed to improve
the mortgage brokering profession by
implementing educational requirements,
mandatory errors and omissions insurance,
and introduce a whole slew of other factors
to ensure the safety of consumers and,
consequently, improve customer confidence.
www.canadianmortgageprofessional.com
The fact that such a low number of
agents took the steps to proactively stand
behind it led some to believe that a large
percentage of Ontario’s mortgage agent
population didn’t care about the best
interests of the industry. Others said there
were a number of factors at play.
Agents being agents
Up until a week before the deadline,
Jeff Atlin, vice president and chair of
government relations for IMBA, had only
received a handful of queries regarding
the new act. That number escalated in
the week leading up to the mandatory
changes – signifying that many mortgage
agents weren’t apathetic, they were merely
disorganized.
“It seems mortgage professionals tend to
do things last minute – so, in many ways,
it doesn’t surprise me,” he said. “On the
other hand, I am surprised that there isn’t a
stronger sense of urgency.”
While the lack of urgency might be
disturbing, Phil McDowell, president of
AMBA, said it’s not uncommon. Alberta
Cover
Top 50
a generous man
B.C. mortgage broker and franchise owner Jack Oyhenart was beloved in the
industry. Making CMP’s Top 50 Brokers list, he died suddenly in late May.
Heather Li explores the family man’s path from banking to mortgage broker
I
n the back of his mind, becoming a mortgage
broker was something Jack Oyhenart always
wanted to do as he spent 31 years in banking.
“He always enjoyed the mortgage aspect of
banking,” says Kevyn, Oyhenart’s 33-year-old son,
also a mortgage broker. “He worked with Royal
Bank for 31 years, and in his 31st year, they came
to a mutual separation and decided to part ways.
He took three months to himself and started up
his own mortgage company back in 2002.”
Oyhenart was drawn to the mortgage business
because he loved helping people, and eventually,
through tireless networking, he established
himself as an admirable and generous force
within the industry.
His eight years in brokering came to a sudden
end, when he unexpectedly passed away on May
31, 2010, in Richmond, B.C. where he lived and
worked. The 56-year-old Oyhenart was
hospitalized on May 25 for a persistent cough and
died unexpectedly from a stroke. Doctors later
concluded his cough was caused by double
pneumonia in his lungs.
“I think what’s going to be remembered most
about Dad,” begins Chad, Oyhenart’s 28-year-old
son, also a practising mortgage professional, “is
that he was never too busy to help anyone, to offer
an opinion and he was never above anybody in that
capacity. He was always ready to jump in and help
whether it was a client or a broker, or whoever.
That’s going to be what’s missed about him.”
This selfless attitude was part of Oyhenart’s
character even as a teenager. When he was 16, he
kicked over a rock while playing ball hockey with a
friend and found $900, which had been dropped
following a robbery at the local Royal Bank branch.
He returned the money to the bank. As a reward,
Oyhenart received $150 and the promise that they
would hire him when he was ready to get a job. In
1971, he accepted Royal Bank’s offer and worked
his way through the system in various roles,
including branch manager at several locations.
In October 2002, Oyhenart moved into mortgage
brokering with MCI Mortgage Consultants and,
admits his wife of 35 years, Grace, “It was scary at
first.” In his first year, Oyhenart earned $14,000
from nine deals, but in his second year, he brought
in $153,000. “That first year, Dad was out meeting
people, giving out business cards, talking to people
and following up,” says Chad. “He never chased
anyone for business but he made sure every
influential relationship he had in life knew that he
was now a mortgage broker.” From Oyhenart’s
simple tactic of making himself known as a
mortgage broker, his business exploded in one year
through referrals and word of mouth.
In December 2008, Oyhenart started his own
mortgage franchise with Dominion Lending
We have specialty mortgage
lending solutions for your
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Contact us today at 1-877-273-7498.
32
mortgagebrokernews.ca We
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Starting this summer...
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Jack Oyhenart with his wife Grace of 35 years
Centres. “Jack epitomized loyalty, integrity and professionalism,” says Gary Mauris,
DLC president. “His huge smile, sincere personality and genuine interest in others
have left an indelible impression on DLC and our entire industry.” Oyhenart
extended that impression outside his professional career as well.
Even as he was working, Oyhenart donated his time to coaching a bantam boys’
baseball team, which he led to two national championships in 1996 and 2000, and sat
on many boards of directors for charitable foundations, including the Michael J. Fox
Foundation for Parkinson’s Research and the B.C. Special Olympics Hart to Heart
Croquet Tournament. Family was also very important to Oyhenart. In addition to
Kevyn and Chad, he and his wife also had a 31-year-old son, Jayme, and 41-year-old
daughter,Alana, who was a teacher for a long time and became a licensed mortgage
broker earlier this year.
Oyhenart was undoubtedly a man of many capabilities, but he was always
humble about his accomplishments. “Even though he’s in the top 50 brokers of
Canada, well-respected by his peers and thought very highly of,” says Kevyn, “Dad
would never flaunt his position in life, his company. Even though Dad was the main
earner for this family and this brokerage, he would always introduce us as the
superstars in the office, that he didn’t really do anything.”
A short while ago, Scotia Lending had a get-together at the University of British
Columbia, and in attendance was Oyhenart, along with his newly minted mortgage
broker daughter. “Alana had just started, she’d done one deal,” says Kevyn, “and Dad
was introducing her to everyone as, ‘This is my new superstar broker, she’s going to
be amazing,’ and that was him to a T. He always wanted the accolades and
everything to everybody else as opposed to him.”
To Jack Oyhenart, we respectfully applaud a truly generous spirit in the
mortgage industry and in life. CMP
Now offer
Mortgage Protection Plan
with more confidence
than ever before.
t’
W ha
?
ne
rtu
o
f
ur
s yo
British Columbia:
1 (866) 677-2205
Prairies:
1 (888) 432-7430
Ontario/Atlantic Canada:
1 (866) 677-4677
Quebec:
1 (866) 454-3631
Cover
Top 50
Nicole Drummond makes her first appearance in
the top five of the CMP Top 50 Brokers, and has
done so the old-fashioned way: by gaining her
clients’ trust.
“I’m a down-to-earth kind of gal,” says
Drummond. “First I must gain your trust, and
then I have the knowledge and confidence in my
ability to provide the most thorough service.”
That confidence has been earned through
experience, as Drummond has worked for
chartered banks and trust companies for 23 years
(with the Royal Bank of Canada for five years;
Scotiabank for 11 years and as a regional
manager for FirstLine Trust for seven
years). Since 1996, Drummond has been
cultivating a healthy niche, specializing in
government relocation, which serves Canadian
Forces, RCMP and Government of Canada
personnel who are relocating anywhere
across Canada.
“You could say I am very well versed in
military postings, mortgages and relocation
programs,” says Drummond. “I take a
comprehensive approach to my work, which
means serving first-time buyers, educating them,
helping reduce their debt.” Often, Drummond’s
advice resonates with customers to the point
where they’ll return to her for advice on financial
matters that extend well beyond mortgage
matters. “I still get calls from customers I first
helped in 1996,” she says. “They are looking for
advice on a wide range of questions, like financing
a new car.” Now that’s thorough.
When she’s not helping Canada’s military
personnel seamlessly move around the country
--or fielding a variety of general financial queries
--Drummond can be found combining two of her
passions: travel and gourmet food. Even better,
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mortgagebrokernews.ca STATS
+ Company: Dominion Lending Centre, The
Mortgage Source
+ City/Province: Ottawa, Ont.
+ 2009 ranking: —
+ Support staff who write loans: 1
+ Support staff who do not write loans: 0
+ Years as a broker: 14.5
her husband, recently retired from the Canadian
Forces, shares her love of travel and dovetails her
epicurean bent as a budding sommelier. The couple
has recently added Antigua, Cote d’Azur and
Arizona to their long list of choice destinations
visited. And a trip to California with their two
grown sons will complete a perfect year of
travelling adventure.
Looking ahead, Drummond is intent on
communicating even more effectively with her
client base through social networking, and using
her advertising dollars more wisely. “I’d like to
continue to grow my business, and work more with
repeat clients, but I will always do this one client
at a time,” she says.
In light of this outlook, one strategy she’s
poised to employ is the addition of a new team
member. “My goal is to add a position that I’m
calling, ‘Customer Care, ’ which should start
this fall.”
The role, she says, will focus exclusively on
what the title suggests. The successful applicant
had better be aware of the precedent the boss has
already set.
Nicole
Drummond
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Cover
Top 50
STATS
+ Company: Mortgage Alliance Meridian
Mortgage Services
+ City/Province: Port Moody, B.C.
+ 2009 ranking: 5
+ Support staff who write loans: 1
+ Support staff who do not write loans: 0
+ Years as a broker: 7
Michelle Beet’s philosophy of putting the customer
front and centre continues to drive her success and
underlines her impressive showing among her
competitors in the CMP Top 50 Brokers list. She
has now placed within the top six in each of the
past three years, landing sixth in 2008, jumping
one place in 2009 and nailing down fourth place
this year.
How does this B.C. broker stand out each year?
By standing behind her customers. Being the
oldest of six siblings in an entrepreneurial family
helped her appreciate the true essence of “the
customer comes first.”
“Growing up in my family definitely helped me
to understand how important it is to appreciate my
client’s business,” she says. “I try to let my clients
know how important they are to me. And because
they know and believe I am on their side they tend
to reciprocate my loyalty.”
Beet, who began her career with Royal LePage
in the relocations service department before
becoming an underwriter for HSBC, made the leap
to the brokering industry in 2003 and knew
immediately that she’d made the right call. She
claims her desire to find a fit for people is an
instinctive characteristic.
Beet, whose company, Meridian Mortgage
Services, joined Mortgage Alliance two years ago,
maintains a comprehensive approach to customer
relations, claiming that she ardently seeks, “not
just the best mortgage rate, but the best terms and
conditions, as well as a type of mortgage that best
suits each individual customer.”
Jumping one spot this year to become one of top
three is a mere byproduct of that singular
determination to place the customer first. For her,
an uncertain economic climate in the past year or
#04
36
mortgagebrokernews.ca so meant taking precautions, notably taking the
time to instill confidence and assurance among her
clients. “I normally work pretty hard and fairly
long hours,” she says. “But this year, knowing how
uncertain people were, I chose to spend more time
helping my clients with questions and concerns.
And I think that really paid off in terms of an
increase in volume.”
Fully aware that the brokerage industry can
take its toll in terms of strain and pressure, she’s
keen to balance those long hours with her life
outside the office.
“This occupation can be stressful so I try to
balance my time between working, going to the
gym, walking my dog and spending time with
friends and family.”
Can a jump up the rankings be just around the
corner for Beet? It seems likely since her
philosophy continues with no signs of wavering.
“Looking ahead, I just want to continue my
belief that service never goes out of style, and stay
focused on putting my clients first,” she says. “The
rest takes care of itself.”
The future looks good, indeed.
Michelle
Beet
Cover
Top 50
STATS
+ Company: Mortgage Architects
+ City/Province: Guelph, Ont.
+ 2009 ranking: 2
+ Support staff who write loans: 3
+ Support staff who do not write loans: 2
+ Years as a broker: 24
Paul Gazzola is becoming a familiar face among
the elite of CMP’s Top 50 Brokers with this, his
third appearance in as many years in the top five.
The vastly experienced broker who works out of
Guelph maintains his ongoing success is largely
attributable to the people who work around him.
“My team is very important to me,” says the
24-year broker. “These are the people who cover,
arrange and schedule—essentially the entire back
end of the business—is just so crucial.”
This past year, together with his highly
regarded team, Gazzola has positioned The
Mortgage Architects as an invaluable economic
forecasting resource for its customer base,
becoming increasingly aware of the emergence of
trends and advising wisely on them. “We’ve noticed
a trend as far as what the rates were doing,” he
says in a notably understated fashion.
The philosophy is based on the notion that
there’s no such thing as being too educated on any
matter. And this extends to the client base. “We
always recommend that people get educated as
much as possible,” says Gazzola. “You can never
have enough education.”
#03
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mortgagebrokernews.ca Gazzola, who moved his office four years ago to
one of the busiest intersections in Guelph to
capitalize on walk-in traffic, is ever keen to bolster
his already formidable customer service approach.
His comprehensive website, which offers mortgage
rate updates, mortgage reports and a monthly
e-newsletter. In the past year Gazzola seems to
have an equally busy bandwidth outside the office,
as well. In addition to various family-based team
sports endeavours, Gazzola is putting the finishing
touches on his new cottage near Southampton,
which he has built by contracting it himself. The
somewhat protracted process has offered him some
eye-opening lessons that, being a former
homebuilder, will surely allow him to savour the
property even more keenly upon the project’s
completion. No less absorbing is his horserace
ownership—he currently has four horses, two of
which are racing in the New York Sire Stakes this
year and one he’s in the process of breeding.
As for the coming year in the mortgage
industry, Gazzola sees a tightening of lenders lists
and the impact of the HST as the hottest topics. “I
do see lenders making a short list of people they
will deal with so that their efficiency will come up,
getting the score card with a better cancelled
versus closed ratio, “ he says. “I think we’ll see
consolidation brokerages. There’s a need for us to
be tighter on our top line in order to impact our
bottom line.”
“Of course there’s a huge push to get things
done by July 1 because many people didn’t fully
understand the implications of the HST,” he says.
“But after the pain and the suffering, I believe it
will be a relatively normal market.”
Paul
Gazzola
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INVIS AND MORTGAGE INTELLIGENCE
Celebrating 10 Years of Industry Leadership
Saying
You’re #1
Is Easy…
Being #1
Takes
Effort.
At Invis and Mortgage Intelligence we lead the Canadian mortgage brokerage industry in volume,
volume per agent and income per agent, as noted by Filogix.
While it’s great to be #1, we’re working hard to stay #1.
Whether they’ve been with us 10 months or 10 years, our brokers receive unparalleled backing – efficient
weekly payroll, the industry’s best compliance, expert deal support, free customized marketing, competitive
compensation, a great corporate culture, the list goes on and on…
In short, we’re all about real support from real people. We really enjoy what we do – helping our brokers
achieve greater success.
Now that’s something to celebrate!
Learn more about joining our broker teams at www.invis.ca & www.bettersupportcanbeyours.com
Head Office: 5770 Hurontario Street, Mississauga, ON L5R 3G5. Invis FSCO 10801 | MI FSCO 10428.
ADVERTORIAL
A decade of Broker Excellence
2010 marks the 10th anniversary of both Invis and Mortgage Intelligence. The celebrations come as
Invis and MI lead the Canadian mortgage brokerage industry in production volume, as noted by Filogix.
A
mong major brokerages, Invis and MI are not only number one in total mortgage volume, they also lead
the pack when it comes to volume per broker.
“These results confirm our status as the preferred home for
Canada’s most professional, dedicated mortgage brokers,”
says Gord Dahlen, President and CEO of Invis and MI.
Invis and MI have distinguished themselves with a full value
offering to brokers. “Whether they’ve been with us 10 months or
10 years, our brokers receive a line-up of support services that
add up to solid value for today’s time-stressed mortgage professional wanting to take their business to the next level,” observes
Bryan Devries, EVP of Sales and Operations.
“Real support from real people” is how Dahlen sums it up,
noting that brokers can literally pick up the phone and talk to
the company’s in-house team to get assistance quickly. “The
support we offer is more than a self-serve arrangement with
a third party – we invest in our brokers to equip them to be
the best, which benefits our brokers, our company and our
industry,” asserts Dahlen.
Some of the faces of Invis and MI through the years (clockwise from top left):
Gord Dahlen, Rich Oenema, Rob Hafer, Andrew Moor, Liz Hynes;
Art Trojan; Ilona Bronson; Annie and Dieter Peschman; Patrick Mulhern;
Paula Roberts and Kelvin Seepersad.
Real Support from Real People
A Proud Heritage
“While it’s great to be #1,” says Dahlen, “we’re working hard
to stay #1.” Here’s a sampling of the benefits that Invis and
MI deliver, to stay at the forefront of the industry:
Efficient Weekly Payroll – Prompt and accurate payroll via
weekly direct deposit, a real time saver for busy brokers.
Experienced Regional Managers – Full time professionals
who offer knowledgeable advice on tough deals, business
planning, and reaching out to clients and referrals.
Free Customized Marketing – Hundreds of templates,
professional graphic designers and copywriters, and expert
marketing advice.
Effective CRM Programs – State-of-the-art CRM programs
to keep in touch with clients: professionally, automatically,
and with zero effort.
Compliance Support – “We offer the industry’s best compliance support, to protect our brokers’ reputations in our communities and our industry,” notes Dahlen.
Exclusive In-House Offerings – Great commissions, and
ongoing trailers as an option, on private label mortgages,
leasing and insurance products.
Prompt I.T. Support – Knowledgeable and friendly I.T. experts to keep core systems up and running.
Submission Desks – Easy, preferred access to a range of
key lenders; enjoy top-tier compensation on every deal.
Competitive Compensation – Earn top dollar on every file:
highly competitive finders fees and volume bonuses our
lenders offer, even on the first deal.
A Clear-Cut Contract – No restrictive contracts, like ones that
lock a broker in for a multi-year term, contain non-solicitation
clauses, or even charge high monthly fees for advertising.
“In many ways, our continued success is the fulfilment of
the vision of our early founding entrepreneurs including Art
Trojan at Norlite and MI, and Dave Nichol at Invis,” comments
Stan Falkowski, SVP, who has been with MI since the beginning. “Fast forward to ten
years later, and many of our Whether they’ve been with
brokers have remained with
us 10 months or 10 years, our
us from the start. It’s a loybrokers receive a line-up of
alty that speaks volumes.”
Mortgage Brokering:
It’s a Team Sport
support services that add up
to solid value. . .
Invis and MI have lively company cultures that celebrate excellence. Brokers have a strong voice, and feel part of a cohesive group of professionals who share ideas and information.
“We work for the broker,” asserts Dahlen. “We believe in
them. We worry about them, we care about them. No one
else in our industry holds the broker in such high regard.
These are values that permeate the cultures at Invis and MI.”
At a variety of team-building and social events for the
rest of 2010, Invis and MI brokers will celebrate a job well
done for the last 10 years. They’ll also look forward to
another great decade as they work hard to grow their businesses with Invis and MI, and have a good time together
while doing it.
10 01
NUMBER
Y E A RS
Cover
Top 50
STATS
+ Company: Advent Mortgage Services
+ City/Province: Unionville, Ont.
+ 2009 ranking: 4
+ Support staff who write loans: 0
+ Support staff who do not write loans: 2
+ Years as a broker: 4
Jim Tourloukis has reached No. 2 in CMP’s Top 50
Brokers, his second appearance in the top five in
consecutive years, despite the fact that this is only
his fourth year as a mortgage broker.
He credits his success not only to possessing
strong discipline and work ethic but also to
recognizing the paramount importance of customer
service. “For us it’s all about meeting and exceeding
customer expectations,” says Tourloukis. “Going
beyond the call of duty; that’s how we ensure we’re
going to get people coming back in the door.”
Tourloukis began his career in the finance
department of FirstLine Mortgages before moving
to a mutual fund company where he eventually
worked his way to the position of chief financial
officer. In 2006 he decided to return to his
“mortgage roots” by opening Advent Mortgage
Services in Unionville.
Today, Tourloukis’ business is primarily a niche
area – referrals from financial planners and
relocation clients who are referred to him by large
companies relocating their employees and helping
them find the right mortgages. He has also
benefited from maintaining a relatively high
profile, having made televised appearances on CBC
and CityTV and with positive newspaper coverage
in The Globe and Mail.
The nature of Tourloukis’ niche business and
his supreme focus on delivering the ultimate
customer service have paid dividends, even in the
lean year that has just passed. While many brokers
experienced a downward trend, Tourloukis’
company enjoyed even more success. “It was a
much slower year in 2009, the market was down
20 per cent; but our market was actually up by
that amount.”
One key strategy that’s led to sustained success
has long been the ongoing education of his clients.
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mortgagebrokernews.ca C
M
Y
CM
MY
CY
CMY
His belief is that education is a value proposition that
should be on offer at all times.
When he’s not edifying his clients, Tourloukis finds
the right work/lifestyle balance by taking some
well-deserved time off when he can: his penchant for
travel is sated by six vacations each year.
Of course, reaching the top five twice in as many
years isn’t enough for Tourloukis, who has already
begun to cultivate the behind-the-scenes hard work
that was logged throughout 2009.
“The past year has been a good building year,” says
Tourloukis. “We took a great deal of time developing
new relationships and contracts, and are already
reaping the fruit this year. We’ve already done as
much business in 2010 as we had in all of last year. If
we should hit $300 million…that comes close to
tripling what we did last year.”
Jim
Tourloukis
K
TD Financing Services
Congratulates the CMP
Top 50 Brokers for their
Outstanding Achievement.
We are proud to sponsor
the CMP’s Top 50 Brokers.
Cover
Top 50
STATS
+ Company: The Mortgage Centre
+ City/Province: Toronto, Ont.
+ 2009 ranking: —
+ Support staff who write loans: 1
+ Support staff who do not write loans: 3
+ Years as a broker: 10
Spend even a few minutes speaking with Calum
Ross, this year’s No. 1 broker in CMP’s Top 50
Brokers, and you’ll discover a positivity that’s as
sincere and genuine as it is infectious.
“When you wake up in the morning, you can
decide whether you want to be happy or not,
despite all the challenges and frustrations in your
life,” says Ross, who claims he surrounds himself
with like-minded, good-natured people. “I decide to
be happy. Every day.”
He has reason to be. Ross has been at the top of
his game since he began his brokerage adventure
nearly a decade ago. Oddly, he actually didn’t
intend to become a leading originator, embarking
instead on a corporate career while completing his
commerce degree at the London School of
Economics. He was working with an international
retail and investment bank determining the
feasibility of large-scale senior debt positions
--numbers that seldom fell below eight figures.
After leaving England, Ross completed the
management training program of a big five bank
while finishing his MBA in finance in Toronto. He
decided to enter the mortgage industry buoyed by a
desire to work with people and longing to use his
financial knowledge to ensure people received good
advice. Even after failing to secure a position as an
assistant broker --“I was told I had unrealistic
expectations because I said I wanted to be a $20
million producer,” -- he was not deterred.
Was his perseverance worth it? Well, he did
$26.7 million in volume his first year in the
business, $50 million his second year and $87
million his third year. Yet modesty, a sense of
perspective and even humour prevail as he reflects
#01
44
mortgagebrokernews.ca on these early successes. “My benchmark was a guy
from my high school football team who became a
broker and, I think, maybe put together 10
deals in his life,” says Ross. “But I thought that
was great!”
Aware that his people play a huge part in his
success, Ross’ team operates under the motto,
“Perfection is our goal. Excellence is tolerated.” They
know that everything they do today can and will be
done better in the future, and that includes Ross
himself. “But I still have a ton to learn,” he says. In
building his team, Ross has hired people who
embrace this attitude and are committed to being
their absolute best. “You have to invest in your
intellectual capital,” he adds.
One key strategy is staying focused on his
high-payoff activities: his team is aware of the
negative impact of involving Ross in any activity
that is less than a $500 per hour income-producing
activity. He has discovered that when he focuses
exclusively on building relationships with his
clients and strategic partners, his volume and
revenue increases.
Ross, an avid martial artist and fitness buff, is
active on the speakers’ circuit, and likes to tell his
audiences that the mortgage industry is a profit
maximization business and knowing your
numbers is crucial to maximizing your time. “If you
don’t know your numbers, you don’t have the
ability to gauge your daily actions or guide your
team’s efforts.”
He openly shares his strategies. It’s a kernel of
his overall philosophy of making others feel good,
and good about themselves—that’s the infectious
part of his positivity. It’s also a reflection of what
he’s observed in his peers. “I’ve noticed that small
and mid-volume producers are protective of their
strategies,” he says. “Top producers tend to share.”
Looking ahead, Ross sees the industry
maintaining a healthy stance, but perhaps within a
somewhat more even-keeled landscape. His focus, in
addition to being the best dad he can possibly be to
his two young girls who he says
are his most valuable assets, he will continue
treating every client like gold. “Because they
deserve the best.”
If they’re clients of Ross’, they likely know
they’re getting just that. CMP
Callum
Ross
mortgagebrokernews.ca 45