MORTGAGEBROKERNEWS.CA FAME HALL - DLC Canadian Mortgage ... · Meredith, John CityCan Financial 30...

BOOSTING ENGAGEMENT

A plan for reaching employees who

have checked out

‘TIS THE SEASON FOR NEW REGULATIONS

Industry players react to the latest move

by the OSFI

WHAT’S IN IT FOR BROKERS?

Canada’s leading networks showcase all the goods

they have on o�er

BOOSTING ENGAGEMENT

A plan for reachingemployees who

have checked out

‘TIS THE SEASON FOR NEW REGULATIONS

Industry players reactto the latest move

by the OSFI

WHAT’S IN IT FOR BROKERS?

Canada’s leading networksshowcase all the goods

they have on o�er

CMP spotlights 10 of the Canadian mortgage industry’s

most visionary leaders

MORTGAGEBROKERNEWS.CAISSUE 12.11 | $12.95

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CMP spotlights 10 of the CMP spotlights 10 of the CMPCanadian mortgage industry’s

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MORTGAGEBROKERNEWS.CAISSUE 12.11 | $12.95

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26 www.mortgagebrokernews.ca

CMP’s Hall of Fame brings together 10 of the most recognizable and successful individuals from across the Canadian mortgage world

While the term ‘hall of fame’ usually brings to mind sports stars, Canadian Mortgage Professional is bringing the coveted recogni-tion to the mortgage industry. The 10 induc-tees on the following pages represent CMP’s inaugural class of leaders and role models who have set the benchmark for the rest of the industry to follow.

These Hall of Famers are at the fore-front of mortgage brokering, inspiring those around them with their wealth of knowledge and accomplishments, consistently proving themselves to be the best the Canadian mort-gage industry has to o�er.

SPECIAL REPORTFEATURES

HALLFAME

of

2017 HALL OF FAME INDEX

NAME COMPANY PAGEBozic, Boris Merix Financial 30

Brewer, Dan Connex Realty Brokerage and Mortgage Services 33

Carey, Mary Personal Choice Mortgage Services 29

Gautier, Stewart Mid Island Mortgage & Savings 28

Kwan, Sally TMG The Mortgage Group 31

Lloyd, Mike DLC Canadian Mortgage Experts 27

Mauris, Gary Dominion Lending Centres 27

Meredith, John CityCan Financial 30

Rosati, Joe Broker Financial Group 32

Shore, Lester Optimum Mortgage/Canadian Western Bank 32

26-35_Cover Story Hall of Fame v2-SUBBED.indd 26 2/11/2017 9:21:34 AM

www.mortgagebrokernews.ca 27

in 1999 when he became an independent mortgage broker. “Oering only one company’s products didn’t sit well with me,” Lloyd says. “Brokering meant I could use the entire market to find just the right lender for each client.”

Lloyd worked as a broker from 1999 to 2005, helping clients achieve the goal of homeownership. In 2005, he merged with Invis on the Peninsula, earning their Top Mortgage Broker Award in 2010. In 2011, he joined Dominion Lending Centres and

created Canadian Mortgage Experts. The brokerage started with a small team and now claims more than 100 brokers across British Columbia and Alberta.

CME brokers have helped thousands of clients. Under Lloyd’s leadership, the brokerage has earned the title of Largest Volume Franchise with Dominion Lending Centres. Lloyd’s personal portfolio of achievements includes winning DLC’s

Platinum and Diamond Awards every year since 2011. In 2016, Lloyd joined the DLC Elite Hall of Fame while guiding the CME team into DLC’s $1 Billion+ Volume Club. “It’s important for me to stay connected to the needs of our clients in order to be the best leader I can be for our team,” he says. “I know what our brokers go through every day.”

A true entrepreneur, Lloyd is immensely respected by his peers and the mortgage industry alike. Earlier this year, he went to Ottawa to testify as an industry expert

in front of the Committee on Canadian Real Estate Market and Home Ownership, speaking alongside other industry experts about how new government mortgage rules had impacted average Canadians. He subsequently spearheaded an online awareness campaign to educate the public on the changes, encouraging them to contact their local MPs to put pressure on the government to re-evaluate the changes.

MIKE LLOYDOwner

DLC Canadian Mortgage Experts

GARY MAURIS President and CEO

Dominion Lending Centres

Gary Mauris is the co-founder, president and CEO of Dominion Lending Centres, CEO of Mortgage Centre Canada, and chairman of Mortgage Architects. Together, these companies account for almost 40% of all broker-originated mortgages in Canada.

Mauris is a serial entrepreneur, having sold two prior companies to the public market. He was recognized as a finalist for the Ernst & Young Entrepreneur of the Year Award in 2011 and won the Tri-Cities Chamber of Commerce Business Leader of the Year Award in 2016, the same year he was inducted into the Canadian Mortgage Hall of Fame. His companies have also won multiple

“It’s important for me to stay connected to the needs of our clients in order to be the best leader I can be for our team”

industry awards and have been recognized by Profit magazine as being among Canada’s fastest-growing companies.

As a business leader, Mauris is often called upon to share his views with the media; he was selected to be part of CBC’s Face the Nation in 2016 and had an open and frank discussion with Prime Minister Justin Trudeau on a variety of economic topics. In 2017, he spoke up on behalf of the industry in Ottawa during the Standing Committee on Finance hearings related to recent mortgage rule changes.

Outside of the industry, Mauris has led multiple socially conscious initiatives. He is the co-founder and president of the I AM SOMEONE Ending Bullying Society, and he also co-founded Bikes for Kids, a national program that collects new bicycles for underprivileged children across Canada.

With a degree in commerce and years of experience in lending and management with local credit unions and large trust companies, Michael Lloyd found his niche




Baseball League and the Vancouver Island Junior Hockey Association. He has also been a member of the MBABC and the BC MIC Managers Association.

Looking back at his career, Gautier says the key lesson he’s learned is that you can’t just sit back and wait for things to happen – you have to make them happen. “When I started, you had to sell your clients

on the idea of a mortgage broker first,” he says. “I would do this by showing my clients that they could rely on me to come up with solutions and provide a seamless experience, from application to funding.

STUART GAUTIER Owner and broker

Mid Island Mortgage & Savings

Currently the owner, president and CEO of Mid Island Mortgage & Savings, Stuart Gautier has been a licensed mortgage broker since 1978. In 1997, Gautier co-founded a mortgage investment company, Kensington Realfund Corporation, which he manages with his daughter. Throughout his career, Gautier has brought many people from di�erent backgrounds into the mortgage industry and has mentored them to become successful members of the broker community.

Dedicated to being an active member of the community of Qualicum Beach, BC, Gautier has been involved with various organizations over the years, including the Chamber of Commerce, the BC Premier

The mortgage product is available to the consumer already – it’s the navigating, educating and relieving of stress that make your service valuable to the clients.”

In light of the newly announced B-20 guideline changes, Gautier foresees a slowing in the housing market in 2018, but not necessarily in the mortgage business. “Clients may need a bit of extra

support to be able to fit into the new rules,” he says, “so brokers may have to work a little harder and maybe a little longer with their clients to prepare them to purchase or refinance.”

“The mortgage product is available to the consumer already – it’s the navigating, educating and relieving of stress that make your service valuable to the clients”



MARY CAREY Principal broker and owner

Verico Personal Choice Mortgage Services

Mary Carey has been a mainstay of the Canadian mortgage industry for more than three decades. This year her company, Personal Choice Mortgage Services, celebrated its 20th anniversary of doing business in Hamilton and its 10th year with the Verico network. Along the way, Carey has served as a mentor to many mortgage agents who have gone on to have successful careers, including her daughter, Megan.

Carey has won numerous awards over the years. Most recently, the Hamilton Spectator Readers’ Choice Awards named her one of the best mortgage brokers in Hamilton, and Personal Choice was named one of the city’s best mortgage companies for the 10th straight year.

While the industry has changed significantly since Carey first got her start, one thing has remained the same: her passion for helping people find the best mortgages possible. “I’ve learned that no matter how much the industry changes, the core principle will always be the same: helping clients to get the mortgage that best suits their personal needs,” she says. “As long as that remains my top focus, Personal Choice will always be successful.”

Despite the latest rule changes, Carey sees 2018 as a year of opportunity: “The tone for the mortgage industry in 2018 has already been established by the new OSFI mortgage rule changes,” she says. “In addition, we have experienced historically low rates for a number of years. In both cases, as an industry, we should treat theses changes as an opportunity, not a threat.”




JOHN MEREDITH President

CityCan Financial

John Meredith started his career with Household Finance in Toronto. He left a salaried job as a manager making $12,000 a year for a 100% commissioned job as a mortgage manager, where he

made $92,000 in his first year. Four years later, Meredith started CityCan Financial Corporation at a time when there were only 500 mortgage agents in Ontario. To this day, CityCan remains in the same location with Meredith as the head of the company.

In addition to being an industry leader in private mortgages, Meredith is a real

estate appraiser with a CRA designation from the Appraisal Institute of Canada and is a member of the Toronto and Mississauga Real Estate Boards.

Throughout this 40-plus years in the industry, Meredith has seen firsthand the ebb and flow of the market. “The main force behind higher real estate prices has been the long period of low interest rates with almost no increase until this year,” he says.

“These low rates have pushed up home prices to artificial levels with an estimated 40% of the market being investors, speculators and flippers.”

Looking toward 2018, Meredith predicts that prices will level o� as demand falls for larger detached homes, while condo prices will continue to increase as people are forced out of the detached home market.

“The main force behind higher real estate prices has been the long period of low interest rates”

BORIS BOZICFounder and CEO

Merix Financial

A true pioneer and advocate for the Canadian mortgage industry, Boris Bozic is the founder and CEO of Merix Financial. With close to 30 years of experience, Bozic has an enviable record of industry achievements and contributions.

In 2005, Bozic and his partners launched Merix Financial and its sister company, Paradigm Quest. In its first year of operation, Merix funded $1.4 billion, more than any other new entrant to the broker channel. A passionate, well-known industry leader, Bozic is regarded for his precise and informed words that distinguish him from the crowd.

Bozic has also dedicated years of service to the greater good of the mortgage broker industry. He served as a board member and executive for MBABC, as well as a board member for Mortgage Professionals Canada, which culminated in his election as chair. In recognition of his years of service and industry success, Bozic was inducted into the Canadian Mortgage Hall of Fame in 2015.



SALLY KWAN Mortgage broker

TMG The Mortgage Group

After immigrating to Canada from Hong Kong 27 years ago, Sally Kwan became a licensed mortgage broker in 1992. Specializing in both residential and commercial real estate financing, including land and construction loans, Kwan has consistently been ranked as TMG’s top broker in British Columbia, in addition to receiving numerous achievement awards and recognitions from a range of financing institutions and business organizations.

A peer describes Kwan as helping to “bridge the gap between new immigrants’ mortgage concept and Canadian mortgage financing practice, including introducing the mortgage broker industry to clients from Asia, where people only go to banks for mortgages.”

Looking toward the future, Kwan is confident that the mortgage broker industry will thrive in 2018, despite another round of government interventions. “We have a saying in Chinese: With every crisis, there is an opportunity,” she says.




JOE ROSATICEO

Broker Financial Group

industry has the most resilient group of professionals that I have had the pleasure to work with over the past 35 years,” Rosati says. “In that time, we have seen extremely high interest rates in the early ’80s, the collapse of many of the trust companies

that supported the broker channel and a real estate crash in the ’90s. The great recession of 2008, which almost destroyed the mortgage brokerage industry in the US, saw the exit of many subprime lenders in Canada. And in most recent history, there have been all the regulatory and mortgage rule changes our industry has had to endure since 2008. The only constant we can be sure of is change itself. However, the other thing I am sure of is that this industry has had the benefit of many bright minds that will continue to innovate, grow and thrive as we battle and progress towards becoming the primary choice for consumers’ mortgage needs.”

division. The company sold to Scotiabank in the mid-1990s; at the time, the bank didn’t source mortgages from the broker channel. Rosati saw this as an opportunity to introduce the bank to the benefits of using the broker channel as a customer acquisition

strategy. They agreed and appointed him to pilot the program. In his 12 years as director of national sales at Scotiabank, he helped grow the broker channel to more than 25% of the bank’s mortgage origination.

After Scotiabank, Rosati held leadership roles at MCAP, Home Trust Company and as the inaugural executive director of the Independent Mortgage Brokers Association. Today he serves as the CEO of Broker Financial Group, a startup national broker network that has grown to encompass more than 900 mortgage brokers and agents in its short two-year history.

“If I have learned anything in my long career, it is that the mortgage brokerage

LESTER SHORE Vice-president

Optimum Mortgage/Canadian Western Bank

Lester Shore honed his sales skills during his days as a bouncer at a bar, where his responsibilities included “getting people to do what they don’t want to do while in a bar.” Fast-forward to today: Shore is now a mortgage veteran of 40 years who joined Canadian Western Bank 2001; in 2004, he became the founding employee of CWB Optimum Mortgage, the residential lending business of CWB.

With a ‘work hard, play hard’ attitude, Shore has led CWB Optimum Mortgage to become one of the fastest-growing lines within CWB Financial Group. He has expanded the division from a team of

“This industry has the benefit of many bright minds that will continue to innovate, grow and thrive”

four to more than 100 employees, with members located across Canada.

Thanks to his innate business sense, willingness to try new things and many lessons learned along the way, Shore was promoted to senior vice-president and regional general manager for the bank’s Northern Alberta region in 2017. In this role, Shore leads his team to effectively execute CWB’s strategy to be the best full-service bank for business owners in Canada.

Shore says the most valuable lesson he has learned during his time in the industry has been to “look at business issues from the perspective of the clients, employees or vendors. Using this approach will help you achieve alignment of goals or purpose so you can advance your agenda.”

Beginning his financial services career in 1981 as a loan o�cer with TransCanada Credit, Joe Rosati joined Guaranty Trust a year later as an underwriter in the broker services division, and he hasn’t left the broker space since.

In 1991, he joined Montreal Trust, where he headed the mortgage broker



DAN BREWEROwner and broker of record

Connex Realty Brokerage and Mortgage Services

In the late 1970s, Dan Brewer began his career by helping families buy and sell properties before transitioning into the mortgage space. “[I] continue to serve my clients to this day with their mortgage and real estate needs – no bright lights, no fanfare, just good old-fashioned first-class service,” he says.

With nearly 40 years of private-sector

property valuation experience, Brewer is also a senior appraiser and consultant for Appraisers Canada Inc. in the GTA. Brewer joined the Appraisal Institute of Canada in 1983 and currently serves on the board of directors as national past president and previously served as national director for the organization. Brewer is also a member of various associations on the provincial and national level, including the Real Estate Institute of Canada, Canadian Mortgage Brokers Association – Ontario, the Toronto Real Estate Board and many more.


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