Growing one's business and strengthening relationships go hand in hand
An inclination towards continuous learning and a healthy hunger for excellence continue to drive Daniel Finkelberg of DLC Clear Trust Mortgages Inc., who entered the mortgage industry at a mere 21 years of age.
Finkelberg recounted that at that time, he was working as a part-time financial service representative at one of the Big Six banks while he was completing his Bachelor’s degree of Finance, Economics, and Strategy at the University of Toronto.
“I was selected to be the branch representative and sign mortgage commitments alongside a mobile mortgage specialist,” Finkelberg said. “I found the process very intriguing and had to make a decision between going into investment banking or mortgage lending. The thrill and challenge of the role, along with my passion for helping people obtain home financing, sparked my desire to enter into this industry.”
However, this period was not without its share of struggles. Finkelberg noted that this time marked the most challenging period of his career: the initial transition from mortgage specialist at the bank to a mortgage agent.
“I had to pivot from being an expert with one lender with one set of products to now learning the nuts and bolts of over 30 lenders,” Finkelberg recalled. “I dedicated countless hours into educating myself to hit the ground running so that I could find a solution for all my clients’ needs. The one specific activity that I found to be very beneficial was setting up one-on-one calls with the lender relationship managers (BDMs) to build rapport and understand their niche products.”
In the four years since, this commitment to providing sterling service has earned Finkelberg multiple accolades, with among the most recent being his inclusion in Canadian Mortgage Professional’s Rising Stars list last year.
“I believe that this is the career for me as I find joy in helping clients in various financial situations acquire mortgage financing,” Finkelberg stated. “It is also a role where my hard work and dedication translates into the compensation I earn.”
Finkelberg takes pride in his methodical approach to the business, particularly when it comes to managing relationships with referral sources.
“I truly dedicate myself to being available to my trusted partners. I look at my referral sources as more than just business contacts; we truly have a personal relationship which focuses on us growing together and helping our clients.,” Finkelberg said. “Specific things are regimented events with my partners tailored to their clientele. I also focus on growing our business together via joint marketing and other activities which optimize both our performance.”
This meticulousness also applies to the client-facing side.
“My second speciality is taking the time during the initial customer interview to ensure I can assess their financial situation and provide sound advice/recommendations,” Finkelberg said. “I have really worked hard to learn and build relationships with our top lenders, and this helps optimize my performance as when I underwrite/put together a file I know exactly what lender it should go to.”
Both strategies ultimately boil down to a fundamental characteristic what will bring anybody far in their career.
“The most important lesson I have learnt is to always treat everyone with kindness and respect,” Finkelberg advised. “That is the way to have a long-lasting business in this industry. Without this mindset, I would not be where I am today.”
