"How can we make them look like rockstars?"
Successful professionals are the lifeline of an alternative mortgage brokerage – a concept that the Edmonton-based venture CWB Optimum Mortgage understands and applies liberally.
Marcia Lindberg, director of sales and marketing at CWB Optimum Mortgage, said that stronger support for brokers ensures that clients receive solutions that best fit their individual financial situations.
“We are always thinking about how we can help our brokers the most. How can we make them look like rockstars?” Lindberg said. “This is how we structure our business. [We ask] how can we make that experience the best for them, and their clients?”
Such an ethos permeates every part of a brokerage that successfully carves up its place in the market.
“We really do take a people-first approach, not just with our own people but with our own banking,” Lindberg said.
Read more: What’s in store for the future in alt-lending?
An alternative mortgage broker can build long-term success by sharpening their proficiency in transacting with lenders, according to Reid Quan, director of business development and real estate at Breakwater Investments.
This is because strong submissions tend to be more successful and receive quicker responses from lenders.
“Those who can provide detailed summaries with exact information as opposed to guesses will also notice a better overall experience with us, and many like us,” Quan said. “Those brokers who take the time to learn about specific private lenders and what their niche is, for example, will be much better off than those trying the shotgun approach each time.”
Quan stressed that this level of familiarity is needed as not every private lender offers the same suite of products.
“Not all are pure equity lenders, not all lend across Canada, not all do commercial or construction, not all will go up to 80% loan-to-value or do second mortgages for that matter,” he said. “Take the time to learn, jot down notes, have phone conversations, and I sincerely believe your success rate will increase dramatically.”
