The Play Book for Financial Entrepreneurs

In this episode, we dive into the dynamic career of Michael Harris, Mortgage Fit's founder and a seasoned mortgage broker. Originally from North Vancouver, Michael moved to Victoria in 2006 to pursue his degree. After gaining experience in hotel industry sales and marketing, he transitioned to become a licensed mortgage broker with Select Mortgage in 2012, later establishing Mortgage Fit. Michael's expertise extends to private financing and a focus on self-employed clients. The podcast highlights his commitment to quality client connections and individualized customer care. Join us for an engaging exploration of Michael Harris's journey, where professionalism meets personal passion in the mortgage industry.

Welcome to the podcast featuring Wayne Martin from Today's Mortgage Choice Inc. in Sudbury. With over 30 years of financing experience, Wayne has successfully created customer loyalty, adapted to challenges during Covid, and excelled in business development. Wayne emphasizes the principle of "Under Promise- Over Deliver," and shares insights into business development, financials, and recruiting. He highlights the power of people in building successful businesses. From personal loans to commercial financing, Wayne's expertise extends to structuring tailored financial solutions. He's also skilled in building business portfolios, including home and auto financing, and income tax considerations. In a unique twist, Wayne's journey includes a stint as a professional poker player, demonstrating his adaptability. He moved his entire family to California, showcasing the diverse experiences that have shaped his career and life. Join us as Wayne reflects on his fulfilling career in the mortgage industry and shares valuable lessons learned along the way.

In the world of Mortgage Brokers, we dissect the client experience, from application intake to post-closing follow-up. Learn why focusing on relationship building as the face of your business can significantly boost profitability. Drawing parallels between the Dentist Visit and business operations, we explore the key roles in both scenarios. Just as the dentist spends a brief but impactful time with you, the Dentist Model emphasizes profitability through efficient delegation. Join Rich, in this solo episode, as he uncovers the secret to creating a sellable asset after a 20-year career by becoming the front person of your own business model.

In this special episode of "The Play Book for Financial Entrepreneurs," host Rich Spence sits down with Derek Serra, a distinguished figure with over 25 years of leadership in retail banking. As the President of Westboro Mortgage Investment Corp. and former Managing Director of Sales and Marketing at XMC Mortgage Corporation, Derek shares his insights into the industry, discussing the growth strategies that fueled the success of a national brand in both insured and alternative lines of business. Join Rich and Derek for a deep dive into the dynamic world of retail banking, gaining actionable insights and leadership perspectives from a seasoned professional who endured the rewarding journey from banker to broker.

On this episode of The Playbook Podcast, Rich Spence is joined by veteran MCC agent, Darlene Vilas. In the business for sixteen years, Darlene is widely recognized as the expert on reverse mortgages. Rich and Darlene dive into not only the basics of the reverse mortgage product, but also the solutions that it can provide clients. This highly educational episode is not one to miss!

On this episode of The Playbook Podcast, Rich Spence is joined by CEO and founder of True North Mortgage, Dan Eisner. As a three-billion-dollar brokerage, Rich and Dan take the time to chat about True North’s business model, as well as the differences between online and in store sales. Dan also details starting a lending business, Think Financial, from scratch. A great conversation with a very successful gentleman!

On this episode of The Playbook Podcast, Rich Spence is joined by Sarah Albert, a mortgage professional in Atlantic Canada. With interest rates continuing to rise, Sarah talks about how she is proactively reaching out to her variable rate clients and keeping them informed on what these changes mean. In a time where most mortgage brokers want to hide, Sarah offers her expert advice on how to have that discussion. Sarah and Rich also touch on the importance of the mental health of our mortgage professionals.

On this episode of The Playbook Podcast, Rich Spence is joined by Roy Cocciollo. Roy is the owner of Your Mortgage Your Way, one of MCC’s fastest growing franchises, with the highest production per agent. Roy, who is known as a dynamic leader, shares his take on what makes his office different – “culture eats strategy for lunch”. Don’t miss this invaluable first episode of the Masterclass Series!

On this episode of The Playbook, Rich Spence is joined by Corina Murphy. They chat about the MPC Charity Foundation, as well as how to integrate a charity into your business.

Rich Spence is joined by Heather Manna, co-managing partner of MMG Mortgages, one of MCC fastest growing brokerages in all Western Canada. Heather shares her insight on generating leads for new agents, texting vs. calling, and how the broker space has evolved into the mainstream choice for consumers. You won’t want to miss this banker-to-broker-to-brokerage story!

In this episode, Rich Spence had the pleasure of sitting down with MCC broker, Mike Brandsma Mike shares his journey of transitioning from banker to broker, detailing the trials and tribulations that ultimately led him to his current success. In a moment of reflection, Mike looks back and shares the advice he would give his 22-year-old self. He also touches base on his processes of integrating technology to automate his client and referral source experience. A great episode with an even greater gentleman!

Join Rich Spence as he has an in-depth discussion with Hali Noble and Reaza Ali about the Mortgage Investment Corporation (MIC) private space. The trio chats about the changing interest rate environment, rising house prices, and the ripple effect on private mortgages. With 30+ years experience in the market, Fisgard has seen these cycles before. Hali shares what brokers should be doing with anyone they have put into a private mortgage in the last 12 months. You’ll want to write this down!

Rich Spence had the opportunity to chat with Lena Ohanjanians from Fuse Mortgage recently! Listen to learn how this veteran mortgage broker has scaled her business with insights on building a team, and making that team more efficient! You won’t want to miss this episode as Lena details her model to help YOU improve and scale your business!

In February of 2022, Ryan Sadler had the opportunity to chat with Bruno Marsala of Pilrock Mortgages!

On this episode of The Playbook, Rich Spence is joined by Garry Morrison, Vice President of Scotia Mortgage Authority. Garry offers his expert opinion on the direction of the mortgage market and reveals the new products and services coming up from Scotiabank!

In a special edition of The Playbook, Rich Spence was approached by one of MCC’s top agents, Ann Pope, to talk about the new proposed government program for Tax-Free Savings Accounts for first time homebuyers. Until September 30th, YOU have the opportunity to send the government your suggestions on the structure of this program. Ann, wanting to educate brokers, shares numerous suggestions to influence and improve the program. Brokers, do not miss the chance to make change!

In this episode of the Playbook, Rich Spence and Chantal Driscoll get personal with how she achieves working as a mortgage professional, while simultaneously balancing family life. Slowly building her business as a busy parent, Chantal has found immense success in using not only her own network, but the one surrounding her children for marketing her business. In addition, Chantal champions her social media reach by using Instagram reels and TikTok to her advantage.

Rich Spence had the opportunity to sit down with the Danny and Matthew Ablakan. Join us as Danny and Matthew talk about their start in the real estate industry and the evolution of their business, Millennial’s Choice. Danny and Matthew share their experience building a successful business at such a young age. They reveal how they over the fear of putting themselves out there to utilize the power that social media has in marketing their business.

In this episode, Rich Spence is joined by one of MCC’s top 50 brokers in Canada, Rob Fuccenecco. Living in Campbell River, BC, Rob shares his advice on how to be successful as a broker in a small town. Rob also lends his advice to new brokers on the best ways to learn, and how to market themselves. Rob talks the power of understanding the craft, and how that alone will grow your business. New brokers, you won’t want to miss this one!

In this episode of The Playbook, Rich Spence chats with one MCC’s bests, Scott Bentley. From getting his start as a cold caller in the USA, to moving home to Halifax and dominating Atlantic Canada’s mortgage industry, Scott shares the details of his illustrious 25 year career. Detailing many of his hiring adventures, Scott tells us how he sets up his team, who he would hire first, and offers his opinion on where the market is going in the future.