Lead to Close: The Mortgage Professionals Podcast Lendesk

Today our guest is Denise Laframbois, the Chief Operating Officer at BRX Mortgage. BRX is a growth-focused brokerage aimed at elevating new brokers with the resources, technology, and training they need to be successful. 
Starting out as a broker isn’t easy. Many new brokers are lucky to land just a deal or two in their first year. But Denise explains that when you align yourself with the right brokerage designed to support your growth, you can far surpass those expectations.
On this episode of Lead to Close:
●      How Denise got into the business and what makes her career origin story unique.
●      The challenges that new brokers face and Denise’s advice for them.
●      The decision Denise made on maternity leave and what she decided to prioritize.
●      Why being part of a brokerage that trains you puts you further ahead than you think.
●      How Denise ended up with BRX mortgages.
●      The types of people that Denise tended to attract to the roles she had available.
●      How the Rookie Program works and why it’s so successful.
●      Why Denise says your success is not about what you make, but rather what you take.
●      The one determining factor that will influence how well you do in the industry.
●      How she became a self-appointed mortgage guru.
●      The unique features BRX offers their agents.
●      The importance of having mentors to go to when you want to get unstuck.
●      How getting a revenue share for recruiting other people benefits brokers.
●      Why revenue sharing hasn’t taken off in the brokerage industry.
●      How being successful at BRX means everybody wins.
 
Finmo: https://www.lendesk.com/finmo

In this episode we’re continuing our conversation with Cheryl Buhs, the VP of National Sales at RFA Mortgage Corporation. In part 1, Cheryl shared her tips for being a favored lender, building relationships between lenders and brokers, and how RFA identifies and avoids inefficiencies.
This time, Cheryl explores different models in the market and how RFA goes about finding the best possible solutions for clients, including those looking to refinance their home. She also discusses rates of renewal and why it’s important for lenders to play a balancing game.
On this episode of Lead to Close:
●      The types of models that independent lenders are using.
●      The innovative program RFA is launching and how it works.
●      What RFA is doing to create easy wins for clients and brokers.
●      How it helps for RFA to be a one-stop shop for everybody.
●      How RFA encourages brokers to think of them first.
●      Gaps in the market and areas of growth for lenders.
●      What brokers tend to overestimate and why they need to shift their perspective.
●      Different approaches for rates of renewal and midterm refinancing.
●      The issue clients are coming up against when seeking to refinance.
●      The balancing game that every lender is trying to figure out and why it’s a challenge.
●      Why brokers need to take a closer look at the role they play in refinancing issues.
●      How most people end up choosing refinancing, and how that’s approached by brokers.
●      The big thing that Cheryl’s family decided when they moved.
 
Finmo: https://www.lendesk.com/finmo

Today is the first of two episodes where we welcome Cheryl Buhs. She is the VP of National Sales at RFA Mortgage Corporation. Cheryl started out as a real estate agent for a few years, but eventually decided to pivot to the broker side where her career has flourished.
A lot of new lenders are entering the scene in the mortgage space, and Cheryl emphasizes the importance of giving these lenders a chance. This will help you, the broker, diversify your portfolio—something that is truly an advantage for your client. 
On this episode of Lead to Close:
●      How Cheryl got into the mortgage industry and what it was like at that time.
●      How she worked her way up and gained the opportunity to fill a national role.
●      What the mortgage industry is really about at the end of the day.
●      The importance of efficiency in mortgage lending and how it can be improved.
●      What RFA does to pinpoint inefficiencies.
●      How RFA decided to disrupt the industry and why they backtracked on this approach.
●      Cheryl’s tips for building stronger relationships between lenders and brokers.
●      The changes RFA has made in the last few years and why.
●      How RFA is structured and why this structure makes them more solutions-based.
●      What it means to be a nimble lender.
●      How diversifying your portfolio helps your clients and your business.
●      What is possible in the Canadian mortgage space, specifically compared to the US.
●      The potential for creating true partnerships between lenders and brokers.
 
Finmo: https://www.lendesk.com/finmo

This episode is a continuation of our conversation with experienced mortgage broker Chris Kolinski from iSask Mortgage Brokers Saskatoon. In this second part, Chris shares even more tips for streamlining your processes.
Chris has created certain non-negotiable boundaries in his business, and these boundaries have helped him build a client process that feels good for him both personally and professionally. This, as well as a strong tech stack inside his business, goes a long way in keeping his business running smoothly.
On this episode of Lead to Close:
●      How having boundaries saves the time of both you and your clients.
●      What can happen when you make exceptions to your boundaries.
●      The types of non-negotiable boundaries to consider creating.
●      How his business has changed since COVID, for the better.
●      Different opportunities for building rapport with new clients.
●      The importance of embracing technology as a broker.
●      The three platforms that have helped Chris reclaim his time.
●      The customizable CRM that Chris loves and why.
●      How much he spends monthly on his tech stack.
●      Why one-stop platforms don’t make the best solutions, plus what to use instead.
●      The best way you can utilize tech to save you time.
●      Where Chris has primarily gained the industry knowledge he has.
●      Why Chris is confident in handing other brokers his blueprint.
●      AI tech solutions that can improve your business and your life.
●      The security solutions Chris can’t live without and how they work.
 
Finmo: https://www.lendesk.com/finmo

Today we’ve got Chris Kolinski for the first of a two-part episode. Chris is a seasoned mortgage broker with iSask Mortgage Brokers Saskatoon, and he has over a decade of experience in the industry. 
As a mortgage broker, Chris emphasizes that what you’re really selling is yourself. He’s made it his goal to help his clients achieve a flexible mortgage that meets their current and future needs. He shares tonnes of tips in this episode for becoming a more efficient broker.
On this episode of Lead to Close:
●      Why some brokers avoid embracing technology, and what it forces them to do instead.
●      What investing in automation today saves you tomorrow.
●      The best approach for opening a new mortgage business.
●      How Chris’ business was impacted in the years he went without utilizing tech.
●      What Chris struggles with as a broker and how he is working to improve on it.
●      Why waiting for the right time to embrace tech tools isn’t a good idea.
●      The experience Chris went through in 2017 and how it changed his perspective.
●      How prioritizing lender relationships can save you time.
●      How Finmo has helped Chris save time and bring ease to his processes.
●      Why Chris doesn’t promise rate specifics to new potential clients.
●      How he weeds out clients that won’t be the right fit for him.
●      Tips for reducing the risk with the clients you do want.
●      How solidifying your process helps you identify redundancies and close more deals.
●      What all top-producing mortgage brokers have.
 
Finmo: https://www.lendesk.com/finmo

We’re joined by Reuven Gorsht, the CEO of Deeded, in this episode. Deeded is a technology platform that brings ease to clients looking for a qualified real estate lawyer. Reuven emphasizes not waiting until you’re busy to implement tech that improves your systems, marketing, and customer journey. If you start now, you can be primed and ready when you’re even busier.
It’s easy to get caught up in the doom and gloom, especially in today’s difficult mortgage landscape. Reuven has an optimistic take and reminds us that humans are always going to need shelter, and that’s what the mortgage industry provides. By optimizing your customer journey, you can continue to thrive in the mortgage space.
On this episode of Lead to Close:
●      Ruben’s take on what it really means to be busy in your business.
●      How to identify opportunities regarding where you spend your time.
●      Whether Reuven thinks the market is on the rise or not and why.
●      When the best time to build your business is as a broker.
●      Why now is the best time to optimize your marketing strategy.
●      Why you need a unique value proposition.
●      Traditional models of buying and how they fall short on experience.
●      What we can learn from Tesla’s customer journey experience.
●      How reducing friction improves every transaction.
●      How the law of disintermediation is at play in the market.
●      How you can improve efficiency using the latest technology.
●      What Reuven experienced that inspired the creation of Deeded.
●      What your clients actually remember when working with you.
●      Why investing in tech is important for brokers and how it can pay off.
 
Finmo: https://www.lendesk.com/finmo