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The Mortgage Broker Podcast

The Mortgage Broker Podcast

By: A Better Way Mortgage Group
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We are the partners of A Better Way Mortgage Group, Dean Lawton, Deryk Williamson, & Jason Marshall, which is one of the largest groups in the Dominion Lending Centres network. "The Mortgage Broker Podcast" will focus on you, the mortgage broker, sharing tips, tricks, and knowledge from years of experience. We're here to help you be better brokers, do more business, and have more time to spend with your families.

A Better Way Mortgage Group Economics Leadership Management & Leadership
Episodes
  • 71: BEHIND THE LENDER with Rachelle Gregory | SVP of Originations, MERIX Financial

    71: BEHIND THE LENDER with Rachelle Gregory | SVP of Originations, MERIX Financial
    Jul 2 2026
    WATCH▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠***EPISODE DESCRIPTIONIn this episode, Dean, Deryk, & Jason are joined by Rachelle Gregory.Rachelle is the SVP of Originations at MERIX Financial from Toronto, Ontario, who has been with MERIX for over 21 years since becoming their 3rd employee in 2005. Rachelle is analytical and growth-driven with extensive operational leadership experience encompassing sales, business development, customer service, process innovation, and team building.Founded in 2005 and acquired by MCAP in 2021, MERIX Financial has funded over $60 billion in mortgages and provided residential mortgages to over 300,000 Canadians from coast to coast. Rachelle is here to discuss:→ Her journey in the mortgage industry, why her parents started MERIX and it's evolution, and what it was like in their early days.→ MERIX successful trailer model, if more people are using them in today's market, and the unique ways brokers have used them for financial planning like paying assistants and maternity leave.→ MERIX's alternative side, NPX, rolling it out to more provinces, and how leveraging tech can bring more consistency to alternative lending.→ MERIX's designated renewal specialists for $10M producers and how it's helped them keep more renewals.→ The importance of building relationships with underwriters and the right way to ask for a file escalation.→ Why MCAP acquired MERIX, what it's been like combining cultures, and the collaboration between MERIX, MCAP, & RMG.→ What a DISC assessment is, how it works, and how it can be beneficial in your business when dealing with co-workers, employees, lenders, and clients.→ When she started teaching DISC, how often people should do a DISC assessment, and how brokers have found success by implementing DISC.→ Dean, Deryk, & Jason's DISC styles and how it impacts their relationships with each other and also their business.***🔗 MERIX Financial Website: www.merixfinancial.com📋 MERIX Financial LinkedIn: @MerixFinancial📧 Rachelle Gregory's Email: rachelle.gregory@merixfinancial.com📋 Rachelle Gregory's LinkedIn: @RachelleGregory📸 Rachelle Gregory's Instagram: @rachgregory31***CHAPTERS00:00:00 Intro00:00:31 Today's Guest: Rachelle Gregory00:02:37 The Evolution of MERIX Financial00:05:16 MERIX's Successful Trailer Model & Unique Use Cases00:12:21 Is There a Renewal Program with MERIX's Alternative Side, NPX?00:15:05 Rolling Out NPX to More Provinces & Leveraging Tech00:20:40 Why Did MCAP Acquire MERIX?00:23:01 Collaboration Between MERIX, MCAP, & RMG?00:24:57 Why Did Rachelle's Parents Start MERIX?00:26:09 How Have MERIX & MCAP Combined Cultures00:27:24 MERIX's Designated Renewal Specialist for $10M Producers00:30:31 Building Relationships with Underwriters & File Escalation00:35:06 What the DISC Assessment Is & How it Works00:44:53 When Rachelle Starting Teaching DISC00:46:51 Dean, Deryk & Jason's DISC Styles01:01:58 How Often Should People Do DISC Assessments01:02:46 Have Other Brokers Implemented the DISC & Found Success01:04:32 Advice for Brokers01:07:24 Final Thoughts*** 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
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    1 hr and 11 mins
  • 70: BEHIND THE LENDER | The Private Lending Playbook with Sequence Capital's Christine Perkins

    70: BEHIND THE LENDER | The Private Lending Playbook with Sequence Capital's Christine Perkins
    Jun 18 2026
    WATCH▶️ ⁠⁠⁠Watch this episode on YouTube⁠⁠⁠***EPISODE DESCRIPTIONIn this episode, Dean & Jason are joined by Christine Perkins.Christine is the Director of Business Development - Western Canada at Sequence Capital from the Greater Vancouver Metropolitan Area in BC, who has accumulated over 20 years of experience in the mortgage industry, spending the last 6 in her current role. She is also a repeat guest of the show, having first appeared in episode 32.Sequence Capital is a national, private mortgage lender dedicated to helping homeowners access the equity in their homes. With an experienced lending team and over $1.3 billion under management, they are designed to be a full-service lender, providing custom and competitive solutions for brokers and their clients.Christine is here to discuss:→ How every private lender is different, with specific niches and policies, and aren't interchangeable like prime lenders, so brokers should focus on specific privates & MICs.→ Why relationships with private lenders & BDMs matter so much in the private space, and how they are critical in unlocking exceptions and getting deals done.→ The 3 habits to win private deals - communication, knowing your client and setting expectations, and relationships over rate shopping.→ Why it's so important that brokers know their deals inside and out and are able to tell a borrower's complete story, and the effect that has on a deal as opposed to their financial picture.→ What you need to know about a borrower, including credit, their exit strategy, and their property & portfolio.→ How appraisals regularly hold up files, and the importance of property condition, economic life, and the type, and the risks of buying foreclosed property.→ Sequence's new fixed-rate HELOC, what makes it a unique product, and how it can be accessed.***🎙️ Christine's 1st Appearance in Episode 32: https://podcast.joinabw.ca/episode/ep-32***🔗 Sequence Capital Website: www.sequencecapital.ca📋 Sequence Capital LinkedIn: @SequenceCapitalInc📸 Sequence Capital Instagram: @sequence.capital👥 Sequence Capital Facebook: @SequenceCapital📧 Christine Perkins' Email: christine@sequencecapital.ca📋 Christine Perkins' LinkedIn: @ChristinePerkins📸 Christine Perkins' Instagram: @cperkins123***CHAPTERS00:00 Intro01:39 Every Lender is Different: Know Your Deal04:38 Reaching Out to BDMs Early06:47 Build Relationships with a Select Group of MICs & Privates08:07 Do Lenders Research New Brokers?09:37 The Importance of Telling the Story vs the Financial Picture15:12 3 Habits That Win Deals - #1 Communication18:47 #2 KYC & Setting Expectations22:23 #3 Relationships Over Rate Shopping24:59 Building Relationships Gets Deals Done27:41 Know Your Property/Portfolio31:04 Know Your Borrower33:39 How to Make Sure an Appraisal Doesn't Hold Up a File36:56 The Importance of Property Condition, Economic Life, & Type39:57 Risks of Buying Foreclosed Properties42:20 Sequence's New Fixed-Rate HELOC46:53 Can the HELOC Be Used in Construction?47:49 How to Access the HELOC48:51 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📋 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
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    53 mins
  • 69: BROKER ARMOUR #3 | MSA Unpacked: Education, Wind-Ups, & PMCs with Justin Noda

    69: BROKER ARMOUR #3 | MSA Unpacked: Education, Wind-Ups, & PMCs with Justin Noda
    Jun 4 2026
    WATCH▶️ ⁠⁠⁠⁠Watch this episode on YouTube⁠⁠⁠⁠***EPISODE DESCRIPTIONIn this episode, Justin continues with the third episode of our Broker Armour podcast series.Broker Armour is our podcast series focused on compliance and regulatory changes affecting Canadian mortgage brokers. It 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 episode provides a comprehensive overview of the upcoming Mortgage Services Act (MSA) in British Columbia, detailing educational requirements, brokerage windup procedures, and the implications for personal mortgage corporations (PMCs). Justin discusses:→ When the BC Mortgage Services Act (MSA) is coming into effect (October 13th, 2026), and how it will change brokering in BC as we know it.→ The new educational requirements & deadlines for the BC mortgage industry including MSA "Getting Started", MSA "The New Mortgage Broker Course", and MSA "Principle Broker #1 & #2".→ The timeline of brokerage wind-up procedures, the steps you need to take, and how to decide between being a PMC or a brokerage.→ Personal Mortgage Corporations (PMCs) - What a PMC is, who can own a PMC, PMC naming guidelines, the additional costs of a PMC, and the restrictions of a PMC including underwriter payment structures. ***CHAPTERS00:00 Intro00:35 The BC MSA Coming Into Effect October 13, 202601:18 #1: Educational Requirements03:45 #2: Brokerage Wind-Up Procedure - Being a PMC vs Brokerage10:03 #3: PMCs11:07 What Can't a PMC Do14:01 The Naming of a PMC16:07 Who Can Own a PMC16:57 The Cost of a PMC18:01 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📋 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
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    20 mins
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