Mortgage Tech Talks

49: Journey from Broker to Dominant Tech Player with Newton's Geoff Willis

In this episode, we're joined by Geoff Willis. Geoff is the President & CEO at Newton Connectivity Systems from Vancouver, BC, who's been in the mortgage business for 35 years, with the past 10 focused on Fintech. Newton Connectivity Systems delivers flexible and innovative mortgage technology solutions to some of Canada’s most successful lenders and Mortgage Brokers, including popular products like Velocity, Discovery, and Link.
 
In this episode we cover:→ Geoff's journey from Broker to fintech platforms, how necessity driving change, the notion of independence in the mortgage industry, and playing to your strengths.→ The next big thing in mortgage tech, it's optimization, and how it will become industry standard in the next few years.→ Velocity's "TSN Turning Point" in 2020, how it became an all-in-one tool, if it's a stand-alone tech company or DLC service provider, and drawing a line with your product options.
 
Newton's Website: www.newton.ca
Newton's Instagram: @velocity.newton
Newton's LinkedIn: @NewtonConnectivitySystems
Geoff Willis's LinkedIn: @GeoffWillis
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48: Inflation is Dropping, Amortization Simulator, National Mortgage Conference

In this episode, I am back with another "Market Update" solo show, where I go over some of the latest news in mortgage tech in Canada.
 
In this episode I cover:→ The new tool from Mortgage Logic News, an amortization simulator and term calculator, if it's worth the ROI, and if I think it will become mass adopted among Brokers.→ The drop in inflation, what this means for rates moving forward, and building back consumer trust with variable rates.→ The upcoming National Mortgage Conference in Montreal, how keep from getting overwhelmed with information, and what you should be focused on.
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47: Deep Dive on AML Solutions

In this episode, I deep dive into 3 different deal submission platforms, Scarlett, Finmo, and Velocity, and how they stack up against each other in regards to tools for the new AML (anti-money laundering) regulations.
 
In this episode I cover:→ What platforms are being featured and why.→ 3 criteria of assessment for each platform - risk assessment, know your client, and PEP, politically exposed persons.→ What more regulations mean for the industry in the long run.
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46: New Stress Test Rules, AI Panel at CMS, Top Growing Companies, & Executive Moves at Tech Companies

In this episode, I am back with another "Market Update" solo show, where I go over some of the latest news in mortgage tech in Canada.
 
In this episode I cover:→ Being a part of a technology & AI panel at the recent Canadian Mortgage Summit (CMS), and how the shine of AI is coming off.  → BluRoot being on the recent Globe & Mail list of the top growing companies in Canada, and what those in the mortgage space on that list have in common.→ More shake up at the executive level of top mortgage tech companies in Canada, this time at Lendesk, what I think think this means, and new stress test rules.
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45: Market Update - AML Implications & Using Tech with New Mortgage Rules

In this episode, I am back with another "Market Update" solo show, where I go over some of the latest news in mortgage tech in Canada.
 
In this episode I cover:→ Geoff Willis' article about the possible effects of the new Anti-Money Laundering (AML) requirements on tech, and it's impact on Agent independence.→ The new mortgage rules from CMHC that will affect first time home buyers and new builds, and how you need to be prepared for continuing regulation changes to find deals.→ The hiring of Jerry Lo as CIO, Chief Information Officer, at M3 Tech, signalling an increased focus on tech investment.
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44: How to Respond to the Shifts in the Mortgage Industry with Thought Leader Adrian Schulz

In this episode, we're joined by Adrian Schulz. Adrian is the EVP of Centum Financial Group from Winnipeg, Manitoba, and is also the President of Imperial Properties Corp. Adrian has nearly 20 years of real estate industry experience with a focus on property management, finance and technology. He is an Associate of the Canadian Condominium Institute and serves as a Director with MREA Services. He is also a member of the International Real Estate Federation (FIABCI) and the Institute of Corporate Directors.
 
In this episode we cover:→ Adrian's journey into the mortgage industry and how he's worked up the ranks, where he's going in the future with tech, and what he thinks of AI.→ Solving big problems with inexpensive tools, the process vs the system and the million dollar machine, and giving clients a holistic financial approach.→ How Mortgage Monitor is different than other free tech tools, where Mortgage Monitor fits in a tech stack, and cutting through the noise of too many tools and what borrowers actually want.
 
CENTUM Financial Group Website: www.joincentum.ca
Adrian Schulz's LinkedIn: @AdrianSchulz
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43: How Sales is Actually About Building Trust with BrokerBot's Scott Larter

In this episode, we're joined by Scott Larter. Scott is the VP of Business Development at OPTA Information Intelligence, and is also the VP of Data Solution Sales at FCT (First Canadian Title) from the Greater Toronto Area in Ontario. OPTA and FCT entered a partnership in 2020 to focus on building data products for the mortgage industry, amassing a database of 18 million residential and 7 million commercial properties across Canada. In 2024, Scott became the Co-Founder and CEO of BrokerBot, a lead conversion and customer engagement solution with monthly real estate market values sent directly to a customer's email, putting a spotlight on the Broker.
 
In this episode we cover:→ Scott's background, his history in sales, and the difference in selling tangible things like Blackberries for Rogers, and intangible ideas and services like data for OPTA and BrokerBot.→ How BrokerBot came to exist and found it's client niche, what makes it different from it's competitors, and how it helps find opportunities in your book of business.→ Leveraging insurance data for the mortgage industry, why data is an important element in building that trust, and current market dynamics.
 
BrokerBot Website: www.thebrokerbot.ca
BrokerBot LinkedIn: @BrokerBot
BrokerBot Instagram: @brokerbot_canada
Scott Larter's Email: scott@thebrokerbot.ca
Scott Larter's LinkedIn: @ScottLarter
***
 
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42: The Keys to Success in Starting a Mortgage Tech Business with OwnWell's Dan MacDonald

In this episode, we're joined by Dan MacDonald. Dan is the Co-Founder and CEO of Ownwell from Vancouver, BC, who formerly worked his way up at Lendesk through product management to be the CPO. Ownwell drives repeat and referral business for Canadian mortgage pros by helping their clients build wealth through homeownership. Using data, Ownwell sends highly relevant personalized content to your clients every month which allows you to increase engagement and stay top of mind.
 
In this episode we cover:→ Dan's background and what led him to develop Ownwell, what Ownwell is, and the problem's that Ownwell solves.→ The importance of having the right data, making sure you add context to that data, and putting products in the correct frame for clients to accept them.→ Integrating Ownwell with CRMs, the Canada & US differences with mortgage tech, and how Canada can become more competitive with the US.
 
Ownwell Website: www.ownwell.ca
Dan MacDonald's LinkedIn: @DanMacDonald
***
 
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41: How to Solve the Mortgage Industry's Biggest Problems with Industry Leader Jason Henneberry

In this episode, we're joined by Jason Henneberry. Jason is an entrepreneurial junkie from Duncan, BC, with a passion for helping real estate and mortgage pros attract and convert more clients. He’s the creator and co-founder of several widely implemented tech and finance solutions including LenderSpotlight, The VIP Club, Strategy Hub, Fundible, and BrokerHQ, while also being the co-founder and COO of Tango Financial, which funds $4.5 billion annually in mortgages. His newest tech venture is Nrture, an all-in-one database marketing service to nurture your client list.
 
In this episode we cover:→ How to transition from being a solo Broker to other projects, how to find and keep talented people, and your most valuable asset.→ How LenderSpotlight was developed, marketed, and why it was given away for free, the difficulties of launching a product, and why you need to figure out who your customer is.→ The end of tech euphoria in the real estate industry, and how Jason is building tools and services to address new industry gaps with Strategy Hub and The VIP Club, and the launch of the new database marketing service, Nrture.
 
Strategy Hub Website: www.strategyhub.ca
VIP Club Website: www.thevipclub.io
Nrture Website: www.nrture.io
Tango Website: www.tangofinancial.ca
Jason Henneberry's LinkedIn: @JasonHenneberry
Jason Henneberry's Instagram: @jasonhenneberry
Jason Henneberry's Facebook: @JasonHenneberry
***
 
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40: Practical AI Tips, Build Your Brand, and Find Focus with Marketing Guru Nathan Yeung

In this episode, we're joined by Nathan Yeung. Nathan is the Vice President, CMO Services at Find Your Audience Marketing Partner from Vancouver, BC, a fractional marketing team for B2B SaaS businesses. Nathan leads teams of marketing managers, graphic designers, media buyers, coordinators, and freelancers to develop and implement marketing strategies for organizations across various industries. With experiences in finance, management consulting, and marketing, he's designed a marketing service that solves businesses most common marketing problems.
 
In this episode we cover:→ Nathan's career and Find Your Audience, how to know when to switch priorities in your business, and the intersection of skill, success, and fulfilment in finding your path.→ How he's using generative AI and how you should be thinking of it, how to distinguish which tech tools are useful for your business, and the Broker advantage with tech.→ What Brokers should look to do with their marketing, focusing/niching down and targeted marketing, and the importance of building trust.
 
Find Your Audience Website: www.findyouraudience.online
Find Your Audience LinkedIn: @FindYourAudience
Nathan Yeung's LinkedIn: @NathanYeung
Nathan Yeung's Instagram: @fya.marketingbytes
***
 
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