The Mortgage Broker Podcast

WATCH▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠*** EPISODE DESCRIPTIONIn this episode, Dean and Justin Noda, A Better Way Group's Chief Compliance & Operations Officer, launch our newest podcast series, Broker Armour.Broker Armour is a new monthly podcast series focused on compliance and regulatory changes affecting Canadian Mortgage Brokers. The series aims to provide practical guidance and expert insights from regulators and industry professionals to help brokers navigate the increasingly complex regulatory landscape while maintaining compliance and protecting their businesses.This first episode explores recent FINTRAC requirements and clarifies the distinct obligations between brokerages and individual agents. Dean & Justin discuss: → What to expect from the new "Broker Armour" podcast series, the Broker Armour checklist, and why a well-resourced compliance officer is essential, not optional.→ FINTRAC 1 year later, annual training requirements, and current industry gaps.→ Policy & procedure manuals (PPM), FINTRAC examinations & audits, and the potential for a 20x increase in penalties for failed audits.→ Enhanced Due-Diligence: Client I.D., beneficial ownership, Politically Exposed Person (PEP), Head of International Organization (HIO), and sanction screening.→ Reporting to FINTRAC: Suspicious Transaction Report (STR), the Listed Persons or Entity Property Report (LEPR), and if it's an agent or brokerages responsibility to file these reports with FINTRAC.→ The ongoing monitoring of clients and record keeping.→ What a risk-based assessment, RBA, means for brokerages, and their upcoming 2-year effectiveness reviews.***CHAPTERS0:00 Intro4:22 Introducing the Broker Armour Podcast6:11 FINTRAC9:02 FINTRAC Training11:29 The Middle Ground of Compliance & Over Compliance14:52 The Broker Armour Checklist - Brokerage vs Agent Responsibility15:57 The Crucial Role of Compliance Officers19:52 Policy & Procedures Manuals (PPM)24:26 Risk-Based Assessment (RBA)28:03 Annual Training Requirements29:48 2 Year Effectiveness Review32:37 Client I.D. & Beneficial Owners38:40 Politically Exposed Person (PEP) & Head of International Organization (HIO)45:51 Ongoing Monitoring & Suspicious Activity48:25 Record Keeping49:32 Reporting to FINTRAC - Suspicious Transaction Report (STR) & Listed Persons or Entity Property Report (LEPR)53:05 FINTRAC Examinations or Audits57:25 Current Industry Gaps59:49 Wrap-Up1:04:02 Outro*** CONNECT WITH THE SHOW🎙️ The Mortgage Broker Podcast Podcast: ⁠⁠@abetterwaymortgage⁠⁠📺 The Mortgage Broker Podcast YouTube: ⁠⁠@MortgageBrokerPodcastNetwork⁠⁠📝 The Mortgage Broker Podcast Blog: ⁠⁠@ABWMedia⁠⁠*** CONNECT WITH THE HOSTS📋 Justin Noda's LinkedIn: @JustinNoda📋 Dean Lawton's LinkedIn: ⁠⁠⁠@DeanLawton⁠⁠⁠📋 Deryk Williamson's LinkedIn: ⁠⁠⁠@DerykWilliamson⁠⁠⁠📋 Jason Marshall's LinkedIn: ⁠⁠@JasonMarshall⁠⁠*** CONNECT WITH A BETTER WAY MORTGAGES🔗 A Better Way Mortgages Website: ⁠⁠www.joinabw.ca⁠⁠📸 A Better Way Mortgages Instagram: ⁠⁠@abetterwaymortgages⁠⁠📋 A Better Way Mortgages LinkedIn: ⁠⁠@ABetterWayMortgages⁠⁠👥 A Better Way Mortgages Facebook: ⁠⁠@ABetterWayMortgages⁠⁠📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠⁠@ABWTuesdayMortgageMemo

WATCH▶️ ⁠⁠Watch this episode on YouTube⁠⁠*** EPISODE DESCRIPTIONIn this episode, Dean, Deryk, & Jason recap a record-breaking 2025 for A Better Way Mortgage Group with $4B+ in mortgages funded, an over $1.3B increase year-over-year, which helped 1900 more families, including a 300% increase in MPP sales. They also look forward to 2026, and how they plan to continue scaling "without the chaos". Dean, Deryk, & Jason discuss:→ The industry's mindset shifts from 2024 to 2025, highlighting the increase in positivity, particularly among their Agents & Brokers.→ The biggest factors in the 2025 market including interest rates, mortgage renewals, & the rise in alternative lending. → How ABW was able to achieve a record year, highlighted by strategic hiring of staff, the growth of internal Agents & Brokers, and also recruiting external top-producing Agents, Brokers, & Bankers.→ The consistent investment in training & education, including creating a compliance department, lender presentations & speed dating, and newsletters like their Tuesday Mortgage Memo.→ Investing millions in continued systems & infrastructure improvements, including AI & the ABW internet, to ensure a stable environment for scaling & continued growth.→ Building networking opportunities for their team by hosting business & flagship events, and connecting deeper with lenders by creating the preferred lender program.→ The impact of the podcast and becoming a leading voice in Canada's mortgage industry, the value of deeps dives with industry pros for the audience, and where they want to take it in 2026.→ The community events & charity initiatives they support, and why it's important to them to give back.***CHAPTERS0:00 Intro0:31 A Different Type of Episode1:57 2025 Mindset Shift - Increasing Industry Positivity6:05 Biggest Impacts in the 2025 Market11:36 ABWs Record Year - Internal & External Growth17:16 Investing in Training & Education23:21 The Impact of the Podcast & It's Continued Growth30:37 Charity Initiatives & Community Events34:00 Flagship Events & the Preferred Lender Program41:11 Systems & Infrastructure Improvements43:52 Wrap-Up45:52 Outro*** CONNECT WITH THE SHOW🎙️ The Mortgage Broker Podcast Podcast: ⁠@abetterwaymortgage⁠📺 The Mortgage Broker Podcast YouTube: ⁠@MortgageBrokerPodcastNetwork⁠📝 The Mortgage Broker Podcast Blog: ⁠@ABWMedia⁠*** CONNECT WITH THE HOSTS📋 Dean Lawton's LinkedIn: ⁠⁠@DeanLawton⁠⁠📋 Deryk Williamson's LinkedIn: ⁠⁠@DerykWilliamson⁠⁠📋 Jason Marshall's LinkedIn: ⁠@JasonMarshall⁠*** CONNECT WITH A BETTER WAY MORTGAGES🔗 A Better Way Mortgages Website: ⁠www.joinabw.ca⁠📸 A Better Way Mortgages Instagram: ⁠@abetterwaymortgages⁠📋 A Better Way Mortgages LinkedIn: ⁠@ABetterWayMortgages⁠👥 A Better Way Mortgages Facebook: ⁠@ABetterWayMortgages⁠📬 A Better Way Mortgages Tuesday Mortgage Memo: ⁠@ABWTuesdayMortgageMemo

WATCH▶️ ⁠Watch this episode on YouTube⁠*** EPISODE DESCRIPTIONIn this episode, Dean and Jason are joined by Alfredo Torres. Alfredo is a Mortgage Broker with Mortgage Architects from the Greater Barrie Metropolitan Area in Ontario, who joined A Better Way Group in 2024. Alfredo began his career by working at a McDonald's when he was just 14 years old, creating invaluable customer service skills. Once he turned 18, he was offered a Financial Service Representative position at TD, where he stayed for 9 years until becoming a Mortgage Broker in 2013. Always looking for ways to help others, Alfredo also mentors and onboards new Mortgage Agents through personalized coaching and training. Alfredo is here to discuss: → How he transitioned from McDonald's to Mortgage Broker, and the push & pull of work vs. personal life. → The ABW Top 50, the importance of mentorship, and why we should share industry knowledge with peers. → Where he finds the motivation to keep growing as a professional, essential tech & tools he uses in his business, and how he stays up to date on industry trends. → Building & maintaining strong relationships with clients & lender partners, and multiple client success stories. → Advice for new Brokers, Book recommendations for personal development, how coaching has been a game-changer for him. → His goals for 2026, and how he thinks the industry will keep evolving. Alfredo Torres' Instagram: @alfredohelpsAlfredo Torres' LinkedIn: @AlfredoTorresAlfredo Torres' Email: [email protected] Torres' Phone Number: 705-727-2794***CHAPTERS0:00 Intro1:20 Today's Guest: Alfredo Torres6:48 What Motivates Alfredo to Be a Broker10:15 The ABW Top 50 & Sharing Knowledge14:07 Building & Maintaining Strong Client Relationships18:37 Client Success Stories21:22 Balancing Work & Personal Life24:47 Motivation to Keep Growing as a Professional27:07 Recommended Books for Brokers30:32 Key Business Impacts - Relationships with BDMs & Lenders34:18 Alfredo's Essential Tech & Tools37:31 Game Changing Tip - Coaching38:50 Staying Updated on Industry Trends - AI, MLN, Tuesday Memo42:31 2026 Goals43:45 How the Industry Will Evolve44:57 Advice for New Brokers50:50 Wrap-Up*** CONNECT WITH THE SHOW🎙️ The Mortgage Broker Podcast Podcast: @abetterwaymortgage📺 The Mortgage Broker Podcast YouTube: @MortgageBrokerPodcastNetwork📝 The Mortgage Broker Podcast Blog: @ABWMedia*** CONNECT WITH THE HOSTS📋 Dean Lawton's LinkedIn: ⁠@DeanLawton⁠📋 Deryk Williamson's LinkedIn: ⁠@DerykWilliamson⁠📋 Jason Marshall's LinkedIn: @JasonMarshall*** CONNECT WITH A BETTER WAY MORTGAGES🔗 A Better Way Mortgages Website: www.joinabw.ca📸 A Better Way Mortgages Instagram: @abetterwaymortgages📋 A Better Way Mortgages LinkedIn: @ABetterWayMortgages👥 A Better Way Mortgages Facebook: @ABetterWayMortgages📬 A Better Way Mortgages Tuesday Mortgage Memo: @ABWTuesdayMortgageMemo

WATCH▶️ ⁠Watch this episode on YouTube⁠*** EPISODE DESCRIPTIONIn this episode, Dean and Jason are joined by Alex Dey. Alex is the Vice-President of Portfolio Optimization at Scotiabank, who has been with the company for the past 22 years. As one of Canada’s largest banks, Scotiabank's collaborative approach with brokers represents a strategic shift from channel conflict to partnership-based innovation, viewing mortgages not as standalone products, but as entry points to deepen connections across multiple financial services and client segments. Alex is here to discuss: → His role at Scotia and what portfolio optimization is. → Why rates were so volatile in 2025, how pricing works, and the cost of funds for a bank. → Scotia's Mortgage Plus Program: How it started, future improvements, and why using mortgages as anchor products is key for business. → The evolution of the Broker channel, with 50% of Canadian consumers now using Mortgage Brokers, and why it's so important to Scotia. → Creating concierge services for renewals, and the increasing renewal wave across the country. → 2026 interest rate predictions, and if we will ever get back to a "normal" environment. Scotiabank Website: www.scotiabank.comScotiabank LinkedIn: @ScotiabankScotiabank Instagram: @scotiabankScotiabank YouTube: @scotiabank***CHAPTERS0:00 Intro0:31 Today's Guest: Alex Dey2:01 Bridging Strategy & Broker Engagement3:41 How the Broker Channel is Evolving5:41 Scotia's Mortgage Plus Program: How It Started12:43 Scotia's Mortgage Plus Program: Future Improvements13:59 Going Deeper with Higher Net-Worth Clients16:45 How Pricing Works & The Cost of Funds for a Bank25:53 Creating Concierge Service For Renewals31:34 Do Blend & Extend's Work in the Concierge Service?33:04 2026 Interest Rate Predictions34:47 Will We Ever Get Back to "Normal"?37:31 Wrap-Up38:28 Outro*** CONNECT WITH THE SHOW🎙️ The Mortgage Broker Podcast Podcast: @abetterwaymortgage📺 The Mortgage Broker Podcast YouTube: @MortgageBrokerPodcastNetwork📝 The Mortgage Broker Podcast Blog: @ABWMedia*** CONNECT WITH THE HOSTS📋 Dean Lawton's LinkedIn: ⁠@DeanLawton⁠📋 Deryk Williamson's LinkedIn: ⁠@DerykWilliamson⁠📋 Jason Marshall's LinkedIn: @JasonMarshall*** CONNECT WITH A BETTER WAY MORTGAGES🔗 A Better Way Mortgages Website: www.joinabw.ca📸 A Better Way Mortgages Instagram: @abetterwaymortgages📋 A Better Way Mortgages LinkedIn: @ABetterWayMortgages👥 A Better Way Mortgages Facebook: @ABetterWayMortgages📬 A Better Way Mortgages Tuesday Mortgage Memo: @ABWTuesdayMortgageMemo

WATCH▶️ ⁠Watch this episode on YouTube⁠*** EPISODE DESCRIPTIONIn this episode, Dean and Jason are joined by Chad Gregory. Chad is the VP of National Sales at Dominion Lending Centres Inc. from Mississauga, Ontario, who has been with DLC since their early days in 2007. Chad's role includes the recruitment of Mortgage Agents, Mortgage Brokers, Mobile Mortgage Specialists, and Mortgage Brokerages. Launched in January 2006, DLC has the most robust value proposition of any mortgage company in Canada, providing industry leading branding, marketing, training, technologies, systems, and support for all Agents. Today, DLC is Canada’s #1 national mortgage company with more than 3,700 Mortgage Professionals spanning the country. Chad is here to discuss: → His career background before getting into mortgages and the grind of the early days of DLC. → Being the first brokerage to build a national brand and taking DLC from last to first in the country. → The sales skills he learnt from 10 years of door-knocking, strategies to become better at cold calling, and hacks to deepen client loyalty and create raving fans. → DLC's consistent investment into tools, technology, & AI, and their robust online training centre for Agents. → The multiple ways DLC's My Mortgage Toolbox mobile app is a game changer for a Broker's business. → What makes Velocity Canada's most powerful all-in-one platform for Brokers, and the impact of the Gold Rush campaigns on client engagement. → The power of continuous self-development, advice for Brokers, and 2026 predictions for DLC Brokers & ABW. Chad's Book Recommendations:Raving Fans - Ken Blanchard & Sheldon BowlesCan't Hurt Me - David GogginsGood to Great - Jim CollinsThe Experience Economy - Joseph Pine II & James GilmoreAtomic Habits - James ClearCompound Effect - Darren HardyAccidental Salesperson - Chris LytleMoney: Master the Game - Tony Robbins DLC Website: www.dominionlending.caDLC LinkedIn: @DominionLendingCentresDLC Instagram: @dlccanadaDLC YouTube: @DLCcanadaChad Gregory's Email: [email protected] Gregory's LinkedIn: @ChadGregory***CHAPTERS0:00 Intro0:31 Today's Guest: Chad Gregory5:07 Taking DLC From 0 to #18:39 Being the First Brokerage to Build a National Brand12:49 Sales Skills Learnt from 10 Years of Door Knocking19:18 Hacks to Deepen Client Loyalty & Create Raving Fans27:30 DLC's Online Training Centre29:41 DLC's Value Prop: My Mortgage Toolbox35:56 Consistent Advancement of the Velocity Platform40:46 Velocity, the All-in-One Platform - AI, Gold Rush, CRM, Direct Submission48:16 2026 Predictions for DLC Brokers & ABW50:47 Rapid Fire Questions54:31 Wrap Up55:19 Outro*** CONNECT WITH THE SHOW🎙️ The Mortgage Broker Podcast Podcast: @abetterwaymortgage📺 The Mortgage Broker Podcast YouTube: @MortgageBrokerPodcastNetwork📝 The Mortgage Broker Podcast Blog: @ABWMedia*** CONNECT WITH THE HOSTS📋 Dean Lawton's LinkedIn: ⁠@DeanLawton⁠📋 Deryk Williamson's LinkedIn: ⁠@DerykWilliamson⁠📋 Jason Marshall's LinkedIn: @JasonMarshall*** CONNECT WITH A BETTER WAY MORTGAGES🔗 A Better Way Mortgages Website: www.joinabw.ca📸 A Better Way Mortgages Instagram: @abetterwaymortgages📋 A Better Way Mortgages LinkedIn: @ABetterWayMortgages👥 A Better Way Mortgages Facebook: @ABetterWayMortgages📬 A Better Way Mortgages Tuesday Mortgage Memo: @ABWTuesdayMortgageMemo