Lead to Close: The Mortgage Professionals Podcast
James Loewen & Greg Williamson
Candid conversations among Canadian mortgage professionals (lenders, brokers, tech) on running and growing a brokerage; produced by the lending-software company Lendesk.
Status: inactive · Lendesk
Episodes
- 52 min
Balancing AI with Human Interaction in Mortgage Lending with Gary Fooks
In today's episode we're joined by Gary Fooks, the founder and CEO of 8Twelve Capital. When Gary saw an opportunity to disrupt an industry, he jumped right into the mortgage space. For him, the journey is about so much more than making money—it's about growth. The mortgage industry is growing and changing, and if you're not using the right technology in your business, you're going to get left behind. Now is the time to be proactive and invest in your mortgage business so you can continue to offer the best possible service to your clients. On this episode of Lead to Close: ● How he stumbled int
- 46 min
How to Stay in Meaningful Contact to Get More Deals with Dan MacDonald
In today's episode we're joined by Dan MacDonald, the co-founder of Ownwell. His company was created in March 2024 with a mission of helping brokers empower their clients to build wealth through homeownership. Why does this matter? Because staying in meaningful contact with your clients makes all the difference in building lasting relationships. Using Ownwell can help brokers stay top of mind so that when life changes for their clients, which it inevitably will, they will want to reach out to their broker again. It can also plant a seed of inspiration for homeowners to buy a new home. On this
- 26 min
Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 2
Today we're continuing our conversation with Yair Benyamini, the CEO and Founder of Lendai. Last episode, we discussed why Canadians might be interested in investing in the US market and what Lendai does to make the process as seamless and convenient as possible for foreign investors. There is a lot of potential waiting to be tapped into in the US right now, but you should go into it knowing what you need to consider first. Smart investors aren't dissuaded in a down market—instead, they tend to see the opportunities in front of them. On this episode of Lead to Close: ● The different ways you c
- 23 min
Unlocking US Mortgage Opportunities for Canadian Investors with Yair Benyamini, Part 1
In this episode of Lead to Close we're talking to Yair Benyamini, the CEO and Founder of Lendai. Lendai specializes in helping foreign investors access US financing in the mortgage space and currently operates in 45 states. Since the business began, Lendai has experienced incredible growth, leading to an expansion in their product line. These are designed to help buyers obtain different types of properties, including those that will need a little more construction. If you want to buy a property in the US, Lendai can use their network to find the perfect match for you. On this episode of Lead t
- 22 min
Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 2
In part two of our episode with Tango Ontario, we continue our conversation with Tom and Brandon. What's unique about their business is the human element they bring to their client interactions, and going about it in a way that actually feels more impactful and helpful to their clients. During this episode, they share their tips for enhancing the client journey. Whether it's helping to bring in new leads or congratulating clients at closing, they always prioritize making the experience feel as personalized as possible. On this episode of Lead to Close: ● Who Tom and Brandon initially thought t
- 21 min
Building Relationships and Enhancing the Client Journey with Tom and Brandon from Tango Ontario, Part 1
Today we're joined by Tom and Brandon from Tango Ontario. While so many brokers have a love-hate relationship working with realtors, Tom and Brandon see it as a goldmine. Of course, it's not just about targeting all realtors—it's really about targeting the right ones that will help you find success in this industry. Opening an organic conversation and using a soft ask helps Tom and Brandon build mutually beneficial relationships in the industry. In this episode, they'll provide some insight into their approach and process, and their passion for gamifying their business. On this episode of Lead
- 26 min
How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 2
We're continuing our conversation with Denise Laframboise, the Chief Operating Officer at BRX Mortgage, in this episode. BRX is unique in many ways, including their emphasis on collaboration as well as training and supporting new brokers. So many brokers will stay at a brokerage for the long haul—even when it's not working. While the split at brokerages like BRX may not seem competitive, the truth is that the support built in for brokers is invaluable. During this episode, Denise shares more about what makes BRX Mortgage unique and how they attract both new brokers and industry pros. On this e
- 24 min
How to Succeed as a New Mortgage Broker with Denise Laframboise, Part 1
Today our guest is Denise Laframboise, 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. ● T
- 28 min
Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 2
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: ● Th
- 30 min
Why You Should Give New Lenders a Chance with Cheryl Buhs, Part 1
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
- 31 min
How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 2
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
- 30 min
How to Become a More Efficient Mortgage Broker with Chris Kolinski, Part 1
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. ● Wha
- 35 min
Reuven Gorsht Explains The Need to Implement Systems
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
- 40 min
Greg takes Questions
Today's special episode has Greg taking on questions from the audience and giving his insights. These questions have been sourced in various places across the mortgage brokering space. From these questions, we'll get into things such as tips for building a thriving business, the advantages new brokers have in the industry, how to gain leads in today's mortgage landscape, the latest tech and trends in the industry, and a no-fail sales structure that keeps clients coming back for more. On this episode of Lead to Close: ● Whether the mortgage brokering space is growing or not. ● Why confronting c
- 31 min
How Fraction Innovates in the Mortgage Industry, Part 2
We're continuing our conversation with Fraction, a startup lender in the Canadian mortgage space. Fraction has introduced a fresh, modern approach to mortgages, and this has allowed them to fill gaps within the space and serve even more users. This time around, the team at Fraction compares and contrasts the mortgage industry in Canada to the United States, and they also share American products that have the potential to positively impact the Canadian mortgage industry. They later discuss what the future looks like for Fraction in terms of bringing forward new products. On this episode of Lead
- 28 min
How Fraction Innovates in the Mortgage Industry, Part 1
In today's episode we're joined by team members from Fraction, a startup lender in the Canadian mortgage space who are using new ideas to tackle problems in the industry. Their modern approach to mortgages has filled an obvious gap, opening the door to serve more users. Innovating in this industry isn't easy. You have to prove your market and create the right technology to provide a service that meets the needs of users in today's mortgage landscape. During the episode, the Fraction team discusses how they managed to pull this off, and what is on the horizon for them next. On this episode of L
- 48 min
Getting More Business During Slower Times with Scott Rogers
How can mortgage brokers generate more activity during slower periods? That's what Scott Rogers of Greybrook Land Development is talking about during this episode. Scott is the Vice President in Greybrook's Private Capital Markets group. After briefly dipping his toe into the world of finances, he moved onto sports—but eventually found his way back into a customer service driven finance role with Greybrook. During the episode, Scott reveals the biggest barrier a person faces in taking advantage of great opportunities in the real estate market and how he helps Greybrook clients overcome this. O
- 51 min
Sarah Mathieu Talks Mortgage Marketing Trends and the Best Tools to Use
On this episode we're joined by broker Sarah Mathieu. She is the Operational Partner and Team Lead at BRX Mortgage, focusing heavily on business development. Perhaps as a result of this, Sarah is also the brains behind her own marketing business, My Broker Pro. My Broker Pro offers templates and social media packages for Canadian mortgage brokers who want to improve their online presence. We'll hear Sarah share her current marketing trends for mortgage brokers, secrets to getting your foot in the door and building relationships, plus tips for deciding which platforms and tools are best for you
- 1 h 6 min
Megan McDonald's Formula for Success
On this episode of Lead to Close we're joined by Megan McDonald, the Senior Vice President of Single Family Sales at MCAP. MCAP offers easy mortgage solutions for Canadian homeowners, investors, brokers, and more. Megan believes everything happens by design, and that's why she's such a big fan of process. We'll hear Megan expand on the formula she follows for success, along with how this formula can impact your personal and professional success. On this episode of Lead to Close: ● Why mindset is especially important when the mortgage industry is tough. ● How the mortgage industry shifted after
- 44 min
Mike Forshee Breaks Down Why the Canadian Real Estate Market is Unique
Today we're joined by Mike Forshee, the President of Glasslake Funding ULC. Mike has been in the mortgage industry for decades, and through relationships he's formed in the industry, he decided to bring Glasslake into Canada in 2022. What he's come to appreciate over the last year is that performance metrics in Canada are unique. While this may hinder some businesses from expanding into the Canadian market, well-heeled investors aren't intimidated. During the episode, Mike shares what makes the approach at Glasslake different plus his advice for building strong relationships in the mortgage sp
- 54 min
How Lennie Rampone and Aaron Marsh Thrive Through Collaboration
On this episode of Lead to Close we're joined by Kelowna-based mortgage brokers Lennie Rampone and Aaron Marsh of Rampone-Marsh Mortgages. The longevity of their business highlights just how well the team approach to real estate is working for them. What's unique about Lennie and Aaron is how they thrive using their collaborative approach. They're united in their strong work ethic and desire to be successful, and bringing together their different perspectives makes their business stronger. During the episode they share their approach with clients and what differentiates the way they serve. On
- 1 h 13 min
Strive (Marty Frenette, Steve Kissuk, Brian Mason)
Today on Lead to Close we're joined by the team from Strive: Marty Frenette, Steve Kissuk, and Brian Mason. Strive is an award-winning mortgage finance company offering lending solutions to brokers and home buyers across Canada. What started as identifying a need in the market between the team members became a business plan, and that's how Strive came to be. In our discussion, the team highlights what makes them competitive and why they've decided to do things differently. On this episode of Lead to Close: ● The roles Steve, Brian, and Marty hold at Strive. ● How non-domestic interest is influ
- 1 h 12 min
Selling Part of Your Brokerage with Nick L'Ecuyer
This time we're joined by Nick L'Ecuyer. Over the years, Nick grew from a single producer to a massive brokerage owner at The Mortgage Wellness Group, and then he made a surprising move in selling part of his business. When Nick realized he wanted to be more than a business owner, he became a leader. He began to support his team members and promote their success, which in turn led to his success. When he started looking at the bigger picture, he realized he wanted to create something more purposeful, which is truly when his business pivoted to become something even greater. On this episode of
- 1 h 2 min
The Power in Creating the Right Working Relationships with Ron Swift
On this episode of Lead to Close we're joined by Ron Swift, the Chief Executive Officer of Radius Financial. Ron is a respected member of the Canadian mortgage industry with over 20 years of experience. During the episode, Ron shares his expertise on industry trends and the strategies Radius Financial uses that makes their approach especially unique. There is immense power in creating the right working relationships—one from which clients can reap great benefits. On this episode of Lead to Close: ● When and where Ron started his career in the mortgage industry. ● The original construct of Radi
- 58 min
Hiring the Right People with Scott Brown
On this episode of Lead to Close, we're joined by Scott Brown from Ultimate Mortgage Group based out of Toronto. Scott created Ultimate Mortgage Group in 2006 with his partners, and last year was their biggest and most successful year yet. Hiring the right people into your business can bring positive change in so many ways. Not only do they bring their own unique skills and perspective, but they also free your time so you can focus on growing the business. During the episode, Scott explains what he's done right—and what he'd do differently—looking back on his experience in this industry. On th
- 1 h 2 min
Things We Are Surprised People Don't Know
Jason Henneberry joins us on this episode of Lead to Close. He is the Director of Technology & Strategic Initiatives at Tango Financial, a BC Mortgage Broker offering advanced mortgage planning strategies to help homeowners achieve greater financial success. The conversation today covers various topics that the hosts and Jason are surprised people don't know about the industry. We'll cover topics such as the flow of money inside brokerages, broker burnout, and the strategies and technologies that have made broker life more efficient. On this episode of Lead to Close: Where the money flows in t
- 58 min
Special Guest Chris Johnstone
On this episode of Lead to Close we're joined by guest Chris Johnstone, a seasoned expert in the mortgage space. He's a man with proven longevity who has helped a lot of people. His job entails working within mortgage businesses to help streamline their processes for increasing booked appointments, including finding ways to get more inbound leads from Google. Chris shares tips and advice today that people often pay him for. Through the episode, the discussion covers topics such as increasing organic leads from Google, engaging your previous clients for referrals, how to overcome the fear of re
- 40 min
Sales Strategies for Inflationary Times
During this episode of Lead to Close, James and Greg discuss the best ways to navigate the sales process, especially during times of inflation. These tactics can also encourage your clients to choose you over the competition. There are strategies you can implement to have more effective sales conversations, and it starts with exploring options rather than jumping to a decision on fixed versus variable rates. This means the discovery call is key in setting the tone for your work with the client. This part of the strategy and the following steps are covered throughout the episode. On this episod
- 48 min
The Art of Client Retention Strategies with Matt Parker
James and Greg are sitting down with Matt Parker, team leader and mortgage broker at The Mortgage Group (TMG). Matt is well-versed in client retention and nurturing existing clients to promote further business growth. Matt dives into what client retention is and how it's different from general marketing. Client retention is important for growth, and he shares what brokers can focus on to bring greater value to their clients and build their business more predictably. On this episode of Lead to Close: How Matt got into the mortgage industry. Why Matt says this career was the best choice for him.
- 1 h 11 min
Deep Tech Dive with Jackson Middleton
James and Greg sit down for a deep tech dive with Jackson Middleton in this episode. Jackson runs Deploy, a company that's doing fantastic work in the mortgage space. He's on the podcast to discuss tech needs in the mortgage industry and how tech, including, can be used to support brokers. Jackson examines building the best software stacks for new agents, growing agents, and mega agents. He also discusses what the future of tech looks like in this space and the role it plays throughout your client's journey. On this episode of Lead to Close: An introduction to Jackson and Deploy. The part of t
- 1 h 24 min
Choosing your Brokerage or Network
Greg and James are sitting down with Frances Hinojosa, President, Co-Founder, and Mortgage Broker at Tribe Financial. She is also a Lendesk ambassador. They're getting into what you need to consider when choosing a brokerage as well as a network. You'll hear about some of the topics people in this industry tend to shy away from: the antics, the trends, and the lesser-known things about what brokerages are doing these days. It's time to go beyond complacency and level up by identifying what you should be looking for. On this episode of Lead to Close: The undercurrent in the industry and how it
- 1 h 13 min
Growthing Pains
Continuing the last episode's discussion about team building, today Greg and James will talk about hiring people and making sure they don't quit. It's something that every realtor trying to grow their own business has to deal with. Additionally, the guys will reveal hires that they view as unnecessary and the reasons why they feel this way. They'll also give tips on meeting with other realtors and your own team members. On this episode of Lead to Close: An activity to help you figure out who your first hire should be. Skills that Greg has found offset each other. Lies that we may tell ourselve
- 1 h 28 min
Tackling Team Structures while Scaling a Team, featuring Zach Silverman
In this episode, Greg and James sit down with Zach Silverman from Silverman Mortgage Group in Langley, BC. They all know one another from a mastermind group and have been acquainted for years, so Greg and James know Zach's business well. Today's discussion revolves around peeling back the layers of the Silverman Mortgage Group business. We'll hear about unpacking the flow of leads, scaling a business, creating a team, increasing conversions, and more. On this episode of Lead to Close: How a lead starts at Silverman Mortgage Group. The different reasons why you might want to build a team. Why o
- 48 min
Do you have a job or a business?
Welcome to Lead to Close. Between Greg and James, there's been a lot of learning, growing, and laughing. Now, there's a desire to share their experiences with mortgage brokers in a way that's very transparent. This podcast will cover pragmatic topics, but it will also touch on lifestyle topics and other subjects that some podcasts are too afraid to talk about. Today's episode is all about the obstacles to scaling and how you can overcome them. On this episode of Lead to Close: A brief summary of how the podcast started. How to know when it's time for you to scale. The biggest obstacle to scali
More active shows
Be The Better Broker
Audio companion to the Be The Better Broker book series: conversational re-reads of the books plus weekly broker-development episodes.
Broker's Playbook - Real Estate Podcast
Real-estate-and-mortgage industry show with leaders, coaches, economists and developers aimed at brokers; also a vodcast.
Canadian Private Lenders’ Podcast
Show on private mortgage lending in Canada: MICs, private lenders, alternative lending, broker channel and regulation; hosts run private lending businesses.
Commercial Real Estate Podcast
Weekly Canadian commercial real estate show from lender First National employees, including lending/state-of-credit episodes.
Directory compiled 2026-10-28. Details come from public listings and the show’s own feed.