Fully understanding the non-bank channel is essential
For Armando Diseri, chief sales officer at Alta West Capital, a central component of specialized lenders’ success this year boils down to enlightening brokers of the myriad options available to them through non-bank channels.
“I think it’s about education: what we can do for them when they don’t meet the regulated space. Where can they take their customer and still make that transaction happen?” Diseri told Canadian Mortgage Professional.
“I think there are a lot of brokers, especially in the private space, [who] don’t know how to put a deal together, who are not familiar,” he said. “I think that’s what we’re going to be focusing on.”
On Alta West Capital’s part, “we have our BDMs across Canada going out educating brokers because brokers are calling us saying, ‘I’ve never done a deal with you’, ‘I’ve never done a private deal with you’, ‘How can I do it?’, ‘How can you help?’”
Such a focus is necessary in a turbulent environment, Diseri stressed.
“There is going to be a lot of turbulence,” he said. “There are going to be a lot of customers who typically would have qualified, that [won’t] qualify. We’re here to satisfy that need and get them to bridge that gap.”
For more executive insights on the specialized lending market’s prospects this year, click here.
