The BC Mortgage Broker

SUMMER 2012

INSIDE: Beating the Summertime Blues Tips for Working from Home Summertime Recipes Check out the Brain Teasers for a chance to win!

PM #41297283

Setting

THE STANDARD! 速

#1 NETWORK IN CANADA

The ONLY NETWORK supporting

Scan the QR code to Learn More

Your Brand. Your Business. Your Way.

The Best Brokers.

The Best Network.

Join VERICO Today.

Please visit www.verico.ca/welcome or e-mail membership@verico.ca to find out more.

Interest Rates Starting from an Incredible 5.75%

1st Mortgage Financing $1,500,000 - $15,000,000 High-End Single Family: • L/V: Up to 65% • Interest Rates: from 5.75% • Fees: from 1.5%

Income Producing Properties: • L/V: Up to 75% • Interest Rates: from 5.75% • Fees: from 1.0%

Condo Inventory: • • • •

L/V: Up to 65% Interest Rates: from 7.0% Fees: from 1.5% Flexible Partial Discharge Provisions

Toll free: 866-698-5388 FINANCIAL

CORPORA TION

Visit our website at: www.lanyardgroup.com

4

the bc mortgage broker | Summer 2012

Call Brian Chelin or Mike Saba today Or contact us at: bchelin@lanyardgroup.com or msaba@lanyardgroup.com

c o n t e n t s S u m m e r

2 0 1 2

VOLUME 2 , NUMBER 6 Jessica Facini jfacini@mbabc.ca 604-408-9989

EDITOR

MAGAZINE CHAIR

Publisher Art Director

Deb White 250.545.2202 deb.w@telus.net Craig N. Brown Donna Szelest

Contributors Jared Dreyer

Kevyn Oyenhart

Cindy Freiman

Karl Madsen

Narrinder Dhanoya-Bhangu

Chris Heidt

Deb White

Gillian DuPont

24

14

Photographers Unless specially credited, all photos were submitted or taken by staff.

Advertising & BILLING Debra Hiller

accounting@mbabc.ca

604-408-9989

35 ENTER TO WIN

THE bc mortgage broker is published in conjunction with THE MORTGAGE BROKERS ASSOCIATION OF BRITISH COLUMBIA

28

18 211-1433 St. Paul Street Kelowna, BC V1Y 2E4 P. 250.868.2229 F. 250.868.2278

www.nichemedia.ca

The bc mortgage broker is published in KELOWNA, BC by NICHE MEDIA. Š2012. All rights reserved. The views expressed in The bc mortgage broker are those of the respective contributors and not necessarily those of the publishEr or staff.

PUBLICATIONS MAIL AGREEMENT NO. 41297283.

RETURN UNDELIVERABLE CANADIAN ADDRESSES TO: Suite 404, 999 Canada Place, Vancouver, BC V6C 3E2

featurescolumns 14

Beating the Summertime Blues

18 #Thisismytitle

6 VIEWPOINT from the CHAIR 8 message from the president 10 rePORT from the EDUCATION DIRECTOR/ACTING executive director

Mobile Device Advice

27 Tips for Working from 12 ethics report Home

departments

PRINTED IN CANADA.

9

2012 board of directors directory

11 CALENDAR OF EVENTS 16 in the news

23 in the community 24 Kelowna Networking Event

26 ASK THE EXPERTS 28 MBABC BRAIN TEASERS 30 MEMBER PROFILE: broker 32 thank you to our advertisers

32 MBABC.TV WRAPS EPISODE 4 34 member profile: LendEr 36 RECIPES 38 mbabc new members

Summer 2012 | the bc mortgage broker

5

v i e w f r o m

p o i n t th e

m agazin e

Deb White, Magazine Chair

chai r

Hello Summer!!

What a fantastic time of year...

H

ave you noticed that with a little dose of Vitamin D from our good friend Mr. Sunshine we are all a little happier and cheerier?! I hope you are enjoying summer life – and perhaps spending more time away from the office. In this edition of The BC Broker you will find many tips on how to keep busy & motivated during this time of year when typically all we want to do is play!

As we enjoy the heat, we also launch into the introduction of yet more changes with mortgage regulations as of July 9, 2012. The industry has gone through many changes in the past four years including increases in refinancing loan to values and decreases to amortizations.

100% financing was here and gone along with substantial changes to stated income mortgage products and the lenders offering them. I often hear from the newer brokers that they are nervous for what the future holds for their careers as they see a decline in broker market share and increased competition from bank mortgage specialists / road reps. When I started in this industry in 1999, you could not refinance with CMHC over 75 % loan to value. The only reason you could go over was for marriage, divorce, school or death. The recent change in the market is not reinventing the wheel, just going back closer to the way things used to be. Now is not the time to be negative but to embrace the changes and the return to what used to be the norm. Negativity will only turn potential clients away from you and send them to another broker. Consumers are quickly learning that dealing with a mortgage broker for their mortgage needs is a positive experience. Remember to stay upbeat when you are out speaking and representing yourself to consumers!!

Stop being afraid of what could go wrong and start being positive about what could go right!

6

the bc mortgage broker | Summer 2012

“...we also launch into the introduction of yet more changes...�

Summer 2012 | the bc mortgage broker

7

D E P A R T M E N T

v i e w p o i n t F R O M T H E E D I T O R S

f r o m

th e

Jared Dreyer, MBABC President PHOTO CREDIT: KEnT KallbERg

m e s s a g e

p r e sid e nt

welcoMe to 2011!!

C

ommencing my term as MBABC President, I feel truly honored to serve an assembly of the most professional, ethical and accredited memberships in the country. I am optimistic for the future of the mortgage industry in our Province and throughout Canada. While we have witnessed significant changes in the mortgage landscape, I feel we are poised to offer an even greater value proposition to the consumer who will turn to our services now more than ever for advice and expertise as they navigate their way through the myriad of changes looking for a broader range of options and solutions.

Going forward your MBABC Board is committed to becoming the preeminent voice of our association and to aid in positioning members as the advisors of choice for consumers in our market. We will highlight Co-editors Irena Sakic Heather Cermak the importance of choosing a mortgage professional toand guide consumers and advocate using the services of mortgage brokers throughout this process. I think it is important for us to take time to acknowledge and communicate the critical role we playhe in start building in year Brit- is upon us, and we are feeling of wealth a new ish Columbia. Not only does our thriving industry employ tens of particularly excited about that for a few reasons! as you thousands of people, it helps millions of Canadians every year buy or can probably tell, the BC Mortgage Broker Magazine has a renovate a home, purchase vacation and investment properties, start new look and feel, and that is because we have a new Publishing or invest in a business and help manage their finances and debt more company called Prosper Media group! the theme for this issue is all effectively. education, and its importance to your business.

As we move forward in 2012, we about will actcontinuing to promote the advantages Often wework maywith forget to invest of being a homeowner in British Columbia, regulators to the time, money and attention manage policy changes, proceed with regional and national asso-however, the more knowledge you to such an important matter, ciations to harmonize our collective efforts and execute initiatives in will be for your clients and referral have, the better prepared you closer partnership with our valued industry partners and lenders to sources. We have also added a new column to the magazine called provide the maximum benefit to our membership.

Resolution”-tough real I would also like to take time to“Deal recognize Tamera Olsen who haslife deal scenarios, solved by your peers.

Perhaps will assistfor you to view challenges in a different chosen to step down as our Executive Director.

We this thank Tamera way. also in this issue she youwas can learn more about the MBiBC, as her years of service and dedication to our association to which integral in moving our association forward a positive direction.

We well as in the benefits of becoming a member of the MBaBC. One wish Tamera all the very best in her of future endeavors. the best educational opportunities is also the annual MBaBC I welcome any feedback or comments you have. I can be reached Conference and tradeshow, so be sure to register before spaces are directly at 604 649-5991 or by email at jared@dreyergroup.ca.

T

“I am optimistic for the future of the mortgage industry in our Province and throughout Canada.”

filled. We hope you enjoy the new look of the BC Mortgage Broker magazine and we wish you the very best for a successful 2011!

Heather and Irena

M B A B C M I S S I O N S T A T E M E N T The Mortgage Brokers Association of British Columbia’s mission is to provide its members with the best educational opportunities, ethical guidance and professional representation, while increasing consumer awareness by advocating mortgage brokers as the number one choice for mortgage financing.

8

the bc mortgage broker | Summer 2012

WINTER 2011 | the bc mortgage broker

9

2012 directory b oa r d Jared Dreyer, President

Geoff Parkin, Past President

Roger Levesque, Vice President

Bruce Kahkesh, Magazine / Directory Committee

308 – 15252 32nd Ave Surrey, BC V3S 0R7 604.649.5991 x 201 604.539.3802 fax jared@dreyergroup.ca Education Co-Chair

119 – 2745 Veterans Memorial Pkwy Victoria, BC V9B 0H4 250.405.4350,250.380.8048 cell 866.467.7881 fax roger@rocharfinancial.com

Susan Shannon, Secretary

102 – 1497 Admirals Rd Victoria, BC V9A 2P8 250.483.1377 fax, 250.483.1375, 250.217.8777 cell susan.shannon@vericoselect.com

Jason Suttie, Treasurer

219 – 6820 188th St Surrey, BC V4N 3G6 604.760.2247, 604.294.9335 fax Education Co-Chair jsuttie@suttiemortgage.com

404 – 1688 152nd St Surrey, BC V4A 4N2 604.531.7310, 604.619.5343 cell 866.218.5996 fax geoff.parkin@vericoselect.com 2300 – 1066 W. Hastings St. Vancouver, BC V6E 3X2 604.889.4349cell 604.681.7772 604.681.7773fax bk05@shaw.ca

Holly MacPhail, Membership Committee 452 Culzean Place Port Moody, BC V3H 1E5 604.630.3625 778.772.3619cell holly.macphail@mcap.com

Karl Madsen, Government Relations Chair 200 – 20434 64th Ave Langley, BC V2Y 1N4 604.290.1219 604.677.5436fax karl.madsen@shaw.ca

of

di r e cto r s

Megan McDonald, Membership Chair, MCAP Daryl Harris, Director At Large 1400 – 1140 W. Pender St Vancouver, BC V6E 4G1 604.630.3653, 604.351.7574 cell Megan.mcdonald@mcap.com

204.292.4817 cell, 204.928.7707 866.954.7620 x 202 darylh@onelinkmortgage.com

Kevyn Oyhenart, Ethics Chair

S T A F F

115-15155 62A Avenue, Surrey, BC V3S 8A6 250.549.7283 fax 604.341.5798, 604.341.5798 cell koyhenart@shaw.ca

Troy Resvick, Media Chair

Debra Hiller

Accounting / Member Services

accounting@mbabc.ca

Catherine Barry

Education Coordinator

200 – 20434 64th Ave Langley, BC V2Y 1N4 604.532.8769, 604.677.5436 fax troyresvick@mortgageadvisors.ca

Deb White, Magazine Chair.

1 – 3009 43rd Ave Vernon, BC V1T 3L4 250.545.2202, 250.549.7283 fax deb.w@telus.net

Geoff Willis, Communications Chair

370 – 2608 Granville St Vancouver, BC V6H 3V3 604.630.7270 fax 604.742.3411, 604.657.9195 cell geoff@origingroup.ca

cbarry@mbabc.ca

Jessica Facini

Marketing & Communications

jfacini@mbabc.ca

MORTGAGE BROKERS ASSOCIATION OF BRITISH COLUMBIA

Suite 404, 999 Canada Place, Vancouver, BC V6C 3E2 Phone: Direct 604-408-9989 Toll Free 877-371-2916 Fax: Direct 604-608-0977 Toll Free Fax 866-557-0977

Summer 2012 | the bc mortgage broker

9

r f r o m

e MB I B C

p

o

e d u cation

r

t

By Catherine Barry, Education Coordinator MBIBC Acting Executive Director

coo r dinato r

THIS ASSOCIATION BELONGS TO YOU

I

n June, we wished a fond farewell to our long serving and dedicated Executive Director, Tamera Olsen. She has left the MBABC to pursue some family interests and to explore other parts of British Columbia.

On behalf of the board members of the MBABC I would like to thank Tamera for all of her hard work and dedicated service to the MBABC. Please join me in wishing her the best in her new journey.

I will be filling in at the MBABC on a temporary basis as the acting Executive Director. This is a time of change in our organization, but be assured that key services to our members will continue during this transition. The board members and staff are committed to providing members with the best service and moving forward successfully.

As the newly appointed acting Executive Director, I would like to take this opportunity to provide you with my view of this association: it is simple – it belongs to you. The MBABC exists

10

the bc mortgage broker | Summer 2012

to support you, to represent you, and to advocate on your behalf. I want to make MBABC as relevant and helpful to you as possible.

The current economic climate is challenging to many industry members. It is a crucial time to be unified on some upcoming issues and to speak with a cohesive voice.

Summer is coming and we are going to hold a Regulatory Update webinar on August 1, 2012.

I am pleased to announce that the registrar has just approved a new module on marketing.

It was posted to the MBIBC site July 2. Also, we will release another module, What is Mortgage Brokering under the Mortgage Brokers Act? Registration Triggers, the third week of August.

Please do not hesitate to contact me with any questions, suggestions or ideas you may have to help us make the Association work for you. We are here for our members.

Enjoy your summer and your vacations with family and friends in July and August.

Catherine Barry’s contact information: cbarry@mbabc.ca cbarry@mbibc.ca Direct line MBIBC: 604-844-2898 Direct line MBABC: 604-408-9989 ext 3793

c a l e n d a r 10 September, 2012

of

e v e nts

Charity Golf Tournament

Mayfair Lakes Golf Course

September 18th, 2012

Regulatory Update in Person

Vancouver

11 October, 2012

Applied Information Course

Hilton Metrotown Vancouver

October 16, 2012

Regulatory Update Webinar

Sutton Place Hotel

17 October, 2012

Designated Individual Course

Hilton Metrotown Vancouver

Summer 2012 | the bc mortgage broker

11

r

e

p f r o m

o th e

r e thics

t

By Kevyn Oyhenart, MBABC Ethics Chair

C H A I R

most recent ETHICS COMPLAINTs REPORT Recent Case 1

Recent Case 3

A MBABC member recently lodged a complaint against a non-member who was using an email campaign to promote her business in what was deemed an inappropriate manner by the accuser. Since the accused was not a member of the MBABC, we have no jurisdiction to treat the matter as an ethics complaint.

Therefore it was dismissed.

FICOM recently investigated a broker that is a member of the MBABC for breach of the Mortgage Brokers Act. This matter is public knowledge as a consent order has been signed off on by the individual in question as well as the Consent Order from FICOM. Fines have been levied as well as certain requirements moving forward involving both yearly audits as well as other educational requirements put forth by FICOM. As an association we are aware of the decision and are in the process of deciding on our best move. Once we have made a decision, it, as well as any related sanctions handed down, will be published.

Recent Case 2 A complaint has been lodged by a client of the Mortgage Broker in question. The matter involves a misuse of third party information being passed on to parties he did not feel comfortable with, or deemed to be not necessary to complete the transaction. The accused is a member of the MBABC and as such the investigation is ongoing, with any judgments and or sanctions to be disclosed in a further issue as part of the policy at the MBABC.

12

the bc mortgage broker | Summer 2012

Kevyn Oyhenart’s contact information: Ethics Chair 115-15155 62A Avenue, Surrey, BC V3S 8A6 250.549.7283fax 604.341.5798 604.341.5798cell koyhenart@shaw.ca

Work with a lender who can bend.

At Antrim, being flexible allows us to create the custom mortgage solutions your clients require.

We provide a broad range of residential 1st and 2nd mortgages tailored to the needs of your self-employed, stated income, and low beacon clients. Furthermore, a common sense lending approach allows us to approve and fund deals fast.

Our friendly and knowledgeable underwriters look forward to helping you.

Call us today

604.530.2301

Beating the Summertime Business Blues

E

veryone should take some down time to enjoy the summer, but you can’t let your business suffer because you’re on vacation.

There are many things you can do leading up to and following your summer vacation(s) that will help you secure a continual flow of business. After all, what you do – or don’t do – in the summer will often determine how busy you are come fall.

To help ensure your summer is as productive as possible, following are a few ideas.

Manage expectations If you’re planning to be inaccessible at any point this summer, it’s important to inform your clients and referral partners. Better yet, if you can have someone cover for you while you’re unreachable, your contacts will love you for it. Why not make a deal with one of your peers to cover for them while they’re away and vice versa? Success, after all, is all in the planning and the execution.

Regardless of whether you decide to strike a vacation deal with a colleague, it’s a great idea to send a message out to your database advising of any alternate contact arrangements and/or informing them when you’re unreachable.

Managing expectations is key to ensuring your clients and referral partners are aware of your plans and can get in touch with you before or after your vacation.

14

the bc mortgage broker | Summer 2012

Be sure to also set an out-of-office responder on your email and a message on your voicemail so no one thinks you’re simply not bothering to get back to them. This may seem like a given, but it’s surprising how often people forget to cover the basics before heading on vacation.

Revisit your goals By the time summer vacation rolls around, it’s essential to revisit your business plan. At this point, you’re more than halfway through the year. So, have you accomplished half of your annual target? If so, go ahead and take that vacation. If not, it may be a good idea to plan a shorter break and try to generate some leads this summer.

Or, if you’re dying to get out on the golf course, why not invite a key client or referral partner?

You’re still having a relaxing day out of the office, but you’re also able to network. Golfing with lenders and suppliers may be a good day as well, but you’re not going to get any deals out of it!

Stay in touch Have you been keeping in touch with your database? CAAMP’s latest Mortgage Insights Report cites that the optimal amount of contact with your clients should be between four and six times per year.

This doesn’t mean that if you send a monthly or quarterly newsletter that your bases are covered. In

fact, regardless of how often you send a newsletter, that only counts as one point of contact.

And you can’t just communicate solely via email.

While email and phone are the top two preferred communication methods identified by Canadians through the CAAMP survey, many consumers said they would like to be communicated with via multiple methods. While email can be a very effective part of an overall communications strategy, the optimal strategy is likely a mix of both email and regular mail, and an occasional phone call. With this mix, brokers can be more confident that customers will recall communications, and will be in a better position to reap the loyalty and advocacy benefits that come with post-sales communication.

When you do send an email to your database, ask direct questions in the subject line to help ensure more of your messages are opened. This could include: “Do you have a fixed rate mortgage greater than 4%”? “Need some extra money this summer?”, “Looking to free up some cash for renovations this summer?”, “Are you maximizing your child’s RESP plan this year?”, “Could someone you know benefit from my expertise?”. These are all call-to-action questions, so if a client replies “yes”, you’re much more likely to get a deal.

And the summer is as good a time as any to begin calling your database, as very few people have the luxury of taking the entire summer off. If you begin your day by making four calls to your database, that’s 20 calls per week or more than 80 calls per month. During this call, ask if they’re happy with their mortgage, looking to renovate, etcetera. And don’t forget to ask them if anyone they know may find your services useful as well. Explain how your business depends on referrals, so if they’re happy with your expertise a referral is the greatest compliment they could give you.

If you begin your day by making four calls to your database, that’s 20 calls per week or more than 80 calls per month.

Think of customer appreciation as a process and a philosophy. If you’re unsure of what customers would consider a worthwhile reward, ask them. The most meaningful rewards are consistent with your company’s brand and values. So, since you likely have a local market presence, think about hosting a golf tournament, family BBQ or kid-friendly movie night that supports a local charity.

Regardless of what actions you decide to take to do things a little differently this summer, the important part is taking the time to plan and take action.

Cindy Freiman is Director of Public Relations & Communications for Dominion Lending Centres (cindy@dominionlending.ca; 289-240-6322).

Show some appreciation One of the best ways to boost client retention is simply to communicate positively by thanking your clients frequently and consistently. So, why not show your clients how much they’re valued by taking the time this summer to write some hand-written thank you notes or send a gift card to everyone who has referred business to you so far this year?

It’s important to reward the act of referring as opposed to only thanking people for referrals that end up funding. So, if you’re not keeping track of who’s referring business your way, now’s the time to start.

Every customer wants to feel valued. Showing appreciation for your existing clients can set you apart from your competition, increase retention and boost referrals.

Summer 2012 | the bc mortgage broker

15

iN THE Best Community Service Deb White, DLC White House Mortgages Sanjay Soni, Vanguard Law Group

news The Invis - Mortgage Intelligence Award for Best Industry Service Provider Doren Aldana and Stan Falkowski FOR Superstar Mortgage Broker / Power of Choice Coaching Inc.

The Syndicate Mortgages Award for Mortgage Broker of the Year (fewer than 25 employees) Karen Gibbard Verico Gibbard Hoffart Financial Group

The Merix Financial Award for Best Customer Service from an Individual Office Jill Paish and Diana Zitko, DLC West Coast Mortgages, Coquitlam

16

the bc mortgage broker | Summer 2012

FNF Award for Best Branding The Award for Best Advertising The D + H Award for National Broker Network of the Year Dominion Lending Centres, Gary Mauris

CMP Awards finalists

#THISISMYTITLE #THEYAREHASHTAGS #REASONABLYANNOYING

S

ome people call me a biker (I prefer motorcycle enthusiast), and I’m the newly voted president of my local motorcycle club. The people in my town refer to the “MC” as WHATMC, short for “we have a town motorcycle club?” The MC is clearly a well-kept secret and we need to keep it that way given the notorious membership list.

Tweet to @AllWHATMCmembers:

“#FIRSTORDER of business: acquire a #motorcycle.”

Response from @PresidentWHATMC:

“Currently doesn’t seem high on the #SpousalApproval list”

Tweet to @AllWHATMCmembers

“#SECONDORDER of business: learn how to ride a #motorcycle”

Response from @PresidentWHATMC: “Allowed to buy one, just not allowed to ride it”

Tweet to @AllWHATMCmembers

“#THIRDORDER of business: increase membership to at least 2, hopefully they will have a #motorcycle”

Response from @PresidentWHATMC: “Do lawnmowers count?”

It’s a whole new language. Two years ago a very small portion of the population would have understood that compelling and “current event” relevant social dialogue. An even smaller portion 18

the bc mortgage broker | Summer 2012

would actually have found it funny. Fortunately the technology literate readers of this magazine (and I’m really hoping you choose the more eco-friendly digital version) not only understand the communication, but may have also said to the person in the next cubicle/Vegas Club VIP section/police lineup, “Hey you need to read this, I’m going to text it to you”, as water spurted from their nose from involuntary convulsions of laughter.

From my past articles you that would find here and here it is very clear ….I’m sorry?....You can’t click on the hyperlinks?...Oh, no wifi/4G on your tablet or Smartphone where you are standing/sitting/ kneeling/leaning?... Oh, you are reading this as a hardcopy printed magazine and can’t click back to relevant background material. How unfortunate for you.

Well then, for those of us with today’s proper business tools (note sneer of superiority), we know that of all the technology trends affecting how we do business, mobile is the one that will have the greatest impact on how we interact and communicate with our clients. Considering there are more mobile phones than toothbrushes in North America, more iPhones are sold than babies born in the U.S. daily, and that by a significant majority more people access the Internet by a mobile device than any other device in the world, we should probably take a much closer look at how we need to apply mobile technologies and concepts to our business.

Let’s take a look at a few mobile considerations: üü Mobile is its own channel: If we take mobile banking as an example almost 40% of all registrations of mobile banking applications in the U.S are by consumers who are not registered for that institutions’ online banking facilities.

That means there is a growing list of consumers that *only* access their banking accounts and transact via their mobile device. Even if you just look at millennial mobile usage patterns the vast majority of “these people” access their social sites via their mobile devices and they are sending/ receiving thousands of texts a month. Mobile is not a subset of online; it needs its own application, its own functionality and its own funding.

Does your business have a mobile application? Is it different from your online experience based on how a mobile client needs to interact with you (i.e. the answer: “well they can access my website on their blackberry browser” would suggest the answer is “No”)? üü A tablet is not a big Smartphone; it certainly seems like it, doesn’t it? Unfortunately tablets and Smartphones are not the same. Tablets are used

...of all the technology trends affecting how we do business, mobile is the one that will have the greatest impact. mostly at home, shared within the family (kind of expensive for a single person), tend to be used for extended time media consumption (i.e. movies) and deeper browser experiences (i.e. booking your Disney vacation), over 60% only have WIFI, and the devices are used far less frequently as they are not as portable as their smaller cousins.

Smartphones, on the other side of the coin, are used both inside the home and remotely, tend to be dedicated to an individual person, used mostly for simple web browsing, simple media consumption (music), and games, and used far more frequently if you consider both texting and phone use. Given the differences the tablet experience is often geared toward production of information (i.e. creating an application) while

Broker focused? Absolutely.

Unlike the big banks, our focus is serving brokers. In fact, we treat them like partners, not competitors. That’s why we go out of our way to find solutions for brokers and their clients — no matter how challenging or unique the situation. To us, deals are more than just numbers on a page. They’re about turning a house into a home.

1-888-837-2326 • bwballstarportal.ca

Summer 2012 | the bc mortgage broker

19

the Smartphone experience is geared toward the consumption of information (receiving updates from an application process). In general you should think about having two complementary sets of functions that can live and work together, but consider that they will be used distinctly. üü Mobile and Social Interaction: Simply put, mobile and social are not separate concerns. Social interaction is highly woven into the fabric of mobile usage. Consider simple examples of iOS and Android operating systems that *embed* Facebook interactions as a foundational feature, or your new ability to use Blackberry BBM to *engage* your contact list from everything from sharing music to pushing out your latest scores on Hangman. More people prefer to receive a text before they receive a phone call. The experience you provide within your mobile application must have the same level of interactivity. It must be able to send/receive texts as a means to create and consume information, it must be able to allow the user to post/forward information to their contact list, and it must appreciate that the consumer’s desire to communicate with you is more important that your preferred communi-

The perfect tool for any problem… all in one convenient package.

“One size fits all” isn’t always the best approach. At Paradigm, our multi-faceted team works together with the brokerage community utilizing a variety of tools to find unique solutions for your clients’ non-conventional financing needs. The depth of our experienced team is enhanced by our in-house law firm and our focus is building genuine long-term relationships in order to find the right solution for you and your clients.

Let’s talk solutions.

Find out how Paradigm can help find a creative lending solutions for your clients Call 1-800-979-2911 or visit paradigmmortgage.ca Paradigm Mortgage Corp. is the managing agent for Mission Creek Mortgage Ltd.

20

the bc mortgage broker | Summer 2012

cation channel (in other words don’t direct them to a phone number to get more info…lets them contact you in any number of digital means) üü Making a mobile platform choice: You have many choices of technology to deploy your mobile offerings: You will choose a mobile website if you have limited time and money, want to support as many mobile devices as possible, and the product you create is more about consumption than creation. However, you may choose to build device applications if you only want to support the most popular devices on the market, you want to leverage the camera and GPS, and/ or you want the optimal user experience. If you choose to build device applications, you may want to build individual applications native to the target device (i.e. an Android app and a iPad App), or you may want to create an application that can be deployed across devices. The choice will be highly dependent on your skillset (or of the people you hire), and how close to the native user experience you want to be (i.e. do you really want it to look generic per device or really close to the iPhone experience)?

bc_ad_mbabc(winter2012)_Layout 1 12/15/2011 1:20 PM Page 1

Where mobile banking is heading:

We Value Canada

While Canada is lagging behind the U.S. and significantly behind Asia-Pacific regions in mobile banking, we can look to their innovations of signs of the future of mobile banking on our turf. üü Mobile Wallet: The ability for a consumer to hold all of his identification and payment sources in the cloud to be used in any circumstance to confirm identity, pay for purchased items, or use loyalty points to book a room.

Imagine that this innovation would also include their real time mortgage and lending information. üü Mobile Payments: Imagine shopping for groceries, scanning each item as you take them off the shelf before placing them in your cart. As you scan each item, a virtual statement is being produced.

As you walk out of the store, you skip the cashier lanes and swipe your phone on the Near Field Communications Pointof-Sale as you walk right past the luddites with their cash/ cheque/credit cards. Imagine that same application will allow you to pay your bills as they come due from one of a dozen sources, and pay your friend back the $20 you owe him by tapping your mobile phones together.

Planning for tomorrow begins with having the most accurate information today.

Involving an AIC expert right from the start of a transaction means you are moving forward with the most accurate, up-to-date information on a property’s real value, as well as current and emerging market trends. Having all the answers up front will help you serve your clients better. And faster.

Make a real property expert – an AACI or CRA – part of your team today.

Appraisal Institute of Canada British Columbia

info@appraisal.bc.ca www.appraisal.bc.ca

Advisory Services | Consultation | Due Diligence | Feasibility Studies | Valuation

üü Mobile Cash Withdrawal: I wonder how much safer you would feel if you could complete all your cash machine banking on your tablet at home before you sidled up to an actual ATM. You decide how much money you would like, from which account, from what specific ATM and at what time. Then when you are ready, you simply walk up to the ATM, scan the code, and Summer 2012 | the bc mortgage broker

21

out pops your money without anyone snooping your PIN. üü Remote Cheque Deposit. I’m not sure about you, but the only time I walk into a bank is to deposit a cheque. Wouldn’t it be so much easier to use my banking application to take a picture of the cheque and automatically deposit the funds in my account? üü Loyalty Programs / Incentives: We all rack up a lot of loyalty points, and in fairness I’m pretty sure none of us can keep track of them all. When do we use air miles versus Aero Plan? Does this grocery store have electronic coupons? Is there a sale at this store today or was it yesterday? Fortunately for us, our mobile devices know exactly where we are at every moment of the day and they will soon start to tell us what’s on sale currently at the store next door, you know, that one thing that has been on our “wishlist” for the last 10 days, and bonus…its double air miles today!

of client interaction. They want to communicate with you in their preferred method, they want to consume information on their schedule, and you want to provide them a very easy way to share your interesting information to all of their friends and family. Your question: How can you engage your clients and prospects and their circle of friends more by providing them with an unmatched mobile experience?

Tweet to @AllWHATMCmembers

“#FOURTHORDER of business: please call someone to pick up my #motorcycle off my foot…it fell on me when I was pretending to drive it”

Response from @ presidentWHATMCSpouse: “I told you so”

Above all else you have to consider that Mobile technology is about engagement not accessibility.

It’s not just another way to send your prospects or clients something they “may” find interesting about your services. Mobile is a highly personalized style

Paul Lewis Vice President, Technology & Architecture

Being asked to work magic?

Seeing more customers with challenging income and credit situations?

Having difficulty with “out-of-the-box” applications? n Frustrated with restrictive lending criteria? n Ready to expand your client base beyond the traditional borrower? n n

We are the home of Sensible Lending® and have mortgage options suitable for most borrowers. (TSX:CWB)

Serving brokers in Alberta, British Columbia, Manitoba, Ontario, and Saskatchewan.

866.441.3775 www.OptimumMortgage.ca

22

the bc mortgage broker | Summer 2012

Questions? Comments? Deals?

Contact your regional business development manager or our underwriting centre at 866.441.3775

iN THE

community TMG Car Rally Raises Money for Food Bank

TMG The Mortgage Group B.C. held its annual summer event on June 22 with an exciting Car Rally that took place on roads in and around Vancouver. Ten stations, set up and sponsored by our lender partners, provided a variety of challenges for participants to raise money for the Greater Vancouver Food Bank. Along the route, each team took a picture of an item or thing, and then emailed/tweeted them out to #TMGfeedsVan. We are pleased to have raised over $6,000 in only three hours.

Achieve YOUR TRUe

BUYiNG

POWeR ThROUGh cONSOLiDATiON

The Angels in the Night Annual Charity Golf Tournament 2012 The Angels in the Night Annual Charity Golf Tournament 2012 will be held on Thursday September 20, 2012 at the Mayfair Lakes Golf & Country Club.

The tournament will feature a great game of golf, terrific food and drink, fellowship with your colleagues in the industry and community, and a sense of pride in knowing that your participation is helping many Vancouver homeless shelters this December.

For further information and to arrange your registration, please contact: Anna Hewstan, Sr. Marketing Manager, Invis & Mortgage Intelligence. annahewstan@invis.ca | 604.539.4772

Deal directly with the Lender that offers unparalleled experience in mortgage lending We can fund a broad spectrum of property types and loan situations.

Purchases, refinances, residential & commercial    

24 hour response time Competitive rates and fees Expert advice, consistent reliable Service Lending area, BC, Alberta, Saskatchewan

Submit your applications through Filogix, fax 1-888-226-8834 or by email documents@caplink.ca Or give us a call to discuss your deal 1-888-429-0114

ONE STOP, ONE S

ONE STOP, ONE SOURCE

Residential Helen Neufeld ext. 215 Helen@caplink.ca Commercial Gay Andrews ext 236 gay@caplink.ca

A DiviSiON OF

PRiNT . LABeLS . FORMS

1.800.661. 9952 Caplink Financial Corporation | Suite 2200, 10104 103 Avenue, Edmonton, AB T5J 0H8 |

www.caplink.ca

centralforms.com Summer 2012 | the bc mortgage broker

23

KELOWNA

“What a terrific event. Congratulations to you and your committee. (How disappointing the weather wasn’t more cooperative!)”

NETWORKING

EVENT “I had so much fun going on the treasure hunt. All I could think of, going through the treasure hunt process was, how sore my feet were because I did not bring proper shoes for the event. The positive part of the whole event was such a stress release, an effect made for good health and wellbeing. Just being able to focus on about something other than where to go with a mortgage approval made it so much fun, I can’t wait till next time we have one of these event....I will be better prepared as my feet speak to me today!!”

“I thoroughly enjoyed the Treasure Hunt event and the opportunity to meet old acquaintances and make some new ones.

A highlight of the event was being able to learn more about the Kelowna Food Bank (one of the stations) and providing some assistance to them. Thanks to all those involved in making this successful and can’t wait until next year!”

“The value of the event was remarkable. I know we have a number of event sponsors to thank for that - but I have no idea how you managed to pull off the treasure hunt; free drinks and appies bar; an over-the-top dinner; and an amazing band - all for $29 per person!”

24

the bc mortgage broker | Summer 2012

“Just wanted to extend my personal thanks to you for your hard work and creativity in putting on yesterday’s event. It was a blast and a good time was had by all - weather notwithstanding :) The treasure hunt, dinner and entertainment was excellent, as was the opportunity to network with industry colleagues.

Thanks again to you and your committee for a job well done”

“My treasure hunt team (“Team Numero Uno”) was fantastic... great team spirit and willing participants in each of the sponsored events.

Truly a lot of fun, Thank you”

“Hi Deb, really enjoyed the amazing race yesterday! We scoured Kelowna’s downtown and seen things we didn’t even know were there! The clues and challenges were really entertaining.

Good job by all of you who organized the event!”

okanagan networking event thank you to our sponsors wine sponsor

dinner sponsor

drink sponsor

Broker Team

Summer 2012 | the bc mortgage broker

25

ask the experts f r o m

th e

m b a b c

Q: With each application I take there are so many forms that have to be completed... Form 10, Form 11, Disclosure & Client agreement. Are all of these forms regulated and if so by whom? And what happens to these forms after the file is complete?

A: The mortgage broker industry is regulated by FICOM (Financial Institutions Commission). FICOM creates all the forms in which each mortgage broker has to complete for each mortgage application. In addition to the forms, a disclosure statement is to be completed (a free copy is provided on our website). We are mandated to keep records (hard or soft copies) of all these documents for seven years. Form 9 is for the broker to inform a private lender on all the details related to the mortgage, unless the lender is a savings institution or a “sophisticated person” as defined in the Regulations of the Act. Form 10 is for the broker to inform the client on any commission related to the transaction. Form 11 is for the broker to inform the lender on any potential conflict of interest.

Disclosure Statement is to inform the client on all the related fees, interest rate, payments and relevant dates. The APR (Annual Percentage Rate) is one of the most important pieces of information on the Disclosure form. It tells the borrower what is the overall interest rate when all the fees are factored in. Since mortgages come in different forms i.e. upfront fees and compounding periods, the APR puts all the different scenarios on the same playing field and provides the rate - it helps comparing apples to apples.

Client Consent has to be signed by the client prior to the broker pulling a credit bureau.

For practicality, an email consent from the client is acceptable as long as a signed consent is obtained prior to funding. Verbal consents are no longer acceptable.

Q: We get so many rate sheets from lenders and on them they make comments about BPS and VB. How does this work? Does it work by volume or by individual broker?

A: All lender compensation is paid to the brokerage firm, and it is often divided between finder’s fees, volume bonus and performance bonus income. These are generally expressed in basis points or a percentage of the mortgage amount. Some are measured by firm and some are measured by the individual. BDM’s from each lender can explain their compensation plans and the intentions behind them.

Q: What does MBABC do to promote the value of a mortgage broker to the general public? Is there an announcement that is put out? Now more than ever consumers need independent advice and I wonder how MBABC reacts to this?

A: MBABC uses press release activity to advocate for BC brokers and as our world moves more and more online we will be employing search engine marketing programs and we will be leveraging our social media content to enhance the BC mortgage brokers profile in the public’s eye. We have currently launched MBABC. TV and that can be viewed on line at our website. It is our mission statement this year to bring more awareness to the consumer in each market of British Columbia.

26

the bc mortgage broker | Summer 2012

The MBABC wants to hear from you! Send us your questions and have them answered in the next issue.

Contact:

jfacini@mbabc.ca

a r tic l e

T i p s f o r working

• 4 p.m.: Thank you letters to clients (have your list of closed/ closing files prepared) • 5 p.m.: Marketing plan (itemize this with to-do items)

Prepare your work area…. and yourself.

Prep. time is so important to get the most out of working from home.

Your work area has to be specifically dedicated for working.

Keep it tidy with only the work at hand on your desk area. Remove any other items such as post it notes, client files, and put them in a separate area where you can refer to later.

It is also equally important to make sure you prepare your own self… brush your teeth, do your hair and get dressed, just as if you were going into an office as this will set yourself up to be in the “work mode”.

FROM HOME W

orking from home can be a rewarding experience, and a great way to accomplish more by reducing distractions and eliminating commute times. Summer is an especially great time to jump start your business when foot traffic and appointments are fewer due to vacations. Working from home at this time of year can help you focus on working ‘on’ rather than ‘in’ your business. However, there can be pitfalls that will prevent you from making the most of your time at home.

Below are some tips that can help you stay focused: üü Know what you want to get done – prepare a to-do list or have an agenda on exactly what it is you are focusing on for the day and stick to it. üü Be specific- so if it is prospecting calls you are doing for the day, have the names of the specific people you are calling and scripts ready so you can dive right in and tick them off as you go along. üü Focus on these agenda items one at a time and make them time bound. Your agenda may look something like this: • 8 a.m.: Emails • 9 a.m.: Existing client files (include names of clients you need to attend to) • 10 a.m.: Return any phone calls/email (this may be when you open your email) • 12 p.m.: Lunch • 1 p.m.: Prospecting calls (have your lists ready with scripts) • 3 p.m.: Return emails and phone calls

Avoid all possible distractions.

Distractions are probably the biggest pitfall of working from home, so if you can avoid these in advance it will make your day a lot smoother. Turn off TV and make sure your work area does not face it, so you are not tempted. If you have kids or pets make sure everyone knows it is your workday and you control your time not them. If you anticipate people coming to the door or your own personal phone ringing - prepare for that in advance as well (turn the ringer off or even put a note on your outside door stating do not disturb).

CONTINUED ON PAGE 28

CONTINUED FROM PAGE 27

MBABC

Brain Teasers Send communications@mbabc.ca your answers before September 1, 2012 and enter the draw to win one year FREE MBABC MEMBERSHIP!!

1. How many S’s are in the following sentence?

Seven slimy snails saw six slippery snakes slithering sideways.

2. I can be created by humans, but they cannot control me. I suck on wood, paper and flesh alike.

I can be more of a hindrance than help at times. To my creators, I seem to be everywhere at once. What am I? 3. There are 20 people in an empty, square room.

Each person has full sight of the entire room and everyone in it without turning his head or body, or moving in any way (other than the eyes). Where can you place an apple so that all but one person can see it?

4. You are walking through a field, and you find something to eat. It doesn’t have bones, and it doesn’t have meat. You pick it up and put it into your pocket. You take it home and put it on a shelf, but three days later it walks away. What is it?

5. A man is sitting in a pub feeling rather poor. He sees the man next to him pull a wad of £50 notes out of his wallet.

He turns to the rich man and says to him, “I have an amazing talent; I know almost every song that has ever existed.”

The rich man laughs.

The poor man says, “I am willing to bet you all the money you have in your wallet that I can sing a genuine song with a lady’s name of your choice in it.”

The rich man laughs again and says, “OK, how about my daughter’s name, Joanna ArmstrongMiller?”

The rich man goes home poor. The poor man goes home rich.

What song did he sing?

28

the bc mortgage broker | Summer 2012

Take some time out.

Make sure you take breaks and time for lunch.

There is nothing wrong with taking advantage of your time at home to tend to personal items but make sure you assign a time for that. Item such as doing laundry and dishes can be done thoughout the day but make sure that is done on your break times just as you would tend to other personal items on a normal work day (picking up dry cleaning, etc.). Take time for lunch and remove yourself from your work area and eat properly so you maintain a healthy balanced state for the afternoon portion of your agenda. This might be a good time to turn on the news while you eat to catch up on current events.

Sometimes it is the little things...

Think of the little things that will help you accomplish more.

Think about how you work on a normal day and when and what makes you more productive. Many people have times of the day they are more productive so if morning is your time move your agenda around so the more intense tasks match your more productive time. If you are the type of person that goes back to work after work hours then write an agenda making sure to include setting an agenda for the next day!!!

Narrinder Dhanoya-Bhangu Vice President, Pacific Region Genworth Canada, Mortgage Insurance

Romspen Investment Corporation is a non-bank mortgage lender specializing in commercial real estate across Canada. With $1 billion under administration, we offer customized mortgage solutions for term, bridge and construction financing from $2M to $75M.

Blake Cassidy 800 494 0389 | romspen.com

$35,000,000

Condominium Development Site TORONTO, ON $18,000,000

290 Suite Retirement Home Portfolio

BC & ALBERTA $6,750,000

Car Dealership TORONTO, ON

ANYONE CAN DO THE SLAM DUNKS.

BROKer p

r

o

marketplace, and I am still seeing quite a few very responsible first time buyers.

There is still nothing more rewarding than helping a young couple get into their first home!

MBABC’s Member Broker Profile presents Chris Heidt of Verico Tekamar Mortgages Ltd. 1. You live in a small community, how do you find the market to be this year?

Having lived and worked in the Armstrong Spallumcheen community for the past 20 years, 2012 is definitely shaping up to be one of the most challenging yet. Like the rest of BC we are seeing increased consumer debt combined with decreased property values, so many clients’ refinance opportunities have disappeared.

The media seems to have put fear into some potential buyers as well, which is unfortunate due to the lower house prices and great rates currently available. I think the rest of this year will be even more challenging thanks to the recently announced mortgage rule changes. On the plus side, I have been doing this for so long that I have many well established clients with the equity and resources to now be able to take advantage of the deals in the 30

the bc mortgage broker | Summer 2012

2. The area that you live in is so amazing - how do you find working in the summer?

Working in the Okanagan in the summer time is great! Where else can you wear shorts and a golf shirt to work every day? Actually I wear shorts and a golf shirt pretty much year round, just look at my business card… The other benefit is there is just so much to do so close to home, even if I can only escape work for just a weekend my wife and I can still go camping, kayaking, or wine tasting all just a short drive away! The Okanagan is certainly a great place to live and work!

3. What do you do to set yourself apart from the other brokers?

Apparently wearing shorts sets me apart from most other brokers…or so people tell me!

I certainly don’t try to do anything specific or drastic to set myself apart from other brokers, though I DO market my experience.” I have been lending for 23 years; 15 years as a banker, credit union lender and then loans manager, and now 8 years as a broker. I believe my “banking” experience has been invaluable for my success as a mortgage broker. I know exactly what my lenders want and expect when packaging a deal, plus my experience gains me the respect of the underwriters, realtors and other business professionals with whom I deal. I’m not saying you can’t be a broker without banking experience, but it sure makes it easier!

f

i

l

e

I also think supporting the community I live and work in sets me apart from other brokers. I shop locally, support and attend local Chamber of Commerce events, and have been a member of Kalamalka Rotary Club for the past six years, which has been incredibly rewarding and provided me with some great new friends, business colleagues and referral sources while giving back to the community.

Oh, and one last thing that sets me apart, Tekamar Mortgages Ltd. Does have its own MIC, Tekamar Mortgage Fund Ltd, so if you have any private deals give me a call!

4. Being from a smaller centre, how do you feel MBABC has helped you?

I joined MBABC almost immediately upon becoming a mortgage broker. I like that MBABC supports the little guy, they recognize that the world doesn’t revolve around Vancouver (or Toronto) - they been an advocate for all British Columbia brokers.

5. What are you finding is the biggest challenge in the market today?

The biggest challenge in the market today is media. We are continually bombarded with news of market corrections and what rates are going to do, along with some banker, broker or economist’s predictions of what “may” happen, along with all the financial woes of other countries. Our media sensationalizes everything and never clarifies that some of the news (such as market corrections) may only apply to certain areas. As important as some of this news is, it shouldn’t be presented in such a way as to scare someone away from buying a home that they want and can afford.

Club MBABC Brought to you by the Mortgage Broker’s Association of BC, Club MBABC gives you exclusive access to discounts on products and services. Start saving today at mbabc.intrd.com

HOTELS TICKETS TRAVEL Save today at mbabc.intrd.com

Summer 2012 | the bc mortgage broker

31

t h a n k to

Antrim Investments Appraisal Institute of Canada - British Columbia Armada Mortgage Corporation Bridgewater Bank Canadian Western Trust Caplink Financial Corporation Club MBABC Cove Mortgage Ltd. Dominion Lending Centres Equitable Trust First National Financial LP Fisgard Capital Corporation Granville West

o u r

y o u

ad v e r tis e r s

ING Direct Lanyard Financial Corporation Lawrenson Walker Realty Advisors Mandate National Mortgage Corporation MCAP Service Corporation Optimum Mortgage Paradigm Mortgage Corporation RMG Mortgages Rompsen Investment Corporation TD Canada Trust Vector Pacific Mortgage Corporation Verico Financial Group V.W.R. Capital Corp.

Westkey Graphics

MBABC.TV Wraps Episode 4 MBABC.TV is on vacation!

We will be back online in September bringing you new Panelists & hot new topics. If any of our members are interested in participating please contact: communications@mbabc.ca.

We would also like to thank TMG – The Mortgage Group’s Grant & Debbie Thomas for sponsoring this MBABC.TV. The MBABC is honoured to be able to work collaboratively with both Grant & Debbie to deliver this program to our membership & the industry at large.

32

the bc mortgage broker | Summer 2012

RMG mortgages

THE ALTERNATIVE LENDER You NEED To kNow Fisgard is one of the largest private alternative lenders in Western Canada and is dedicated to supporting mortgage brokers and their clients. We provide competitive products, flexible lending guidelines and dedicated customer service.

Having a good relationship with you, our broker clients, is critical to the success of our business. Fisgard’s creative, knowledgeable and experienced underwriting team wants to see all of your deals that don’t fit the typical “bank box”. Chances are that Fisgard can fund these deals, and fund them quickly. We are here for you and we’re here for your clients.

Call your underwriter today.

Call 866.382.9255 or visit www.fisgardmortgage.com

Fisgard Capital Corporation | 3378 Douglas Street, Victoria BC V8Z 3L3 | www.fisgardmortgage.com Fisgard_MBABC_HalfPage.indd 1

Summer 2012 | the bc mortgage 1/4/2012broker 12:39:59 PM

33

lender p

r

o

1. You have been newly appointed as the BC Interior Rep for First National, how are you enjoying your new role?

MBABC’s member profile presents Gillian DuPont of First National Financial Corp.

I have been in this role for a year and a half now. It has been wonderful to get to know all of the brokers in the Interior and travel around the beautiful Okanagan. I took over from a BDM that had created great relationships with the brokers in this area and I have been fortunate enough to be able to continue those relationships as well as working with brokers that are new to First National. I am definitely enjoying working for First National and the support from my co-workers has been amazing, we are like a family and we work together to ensure each other’s success.

2. How do you find the market in the Okanagan compared to your counterparts in larger areas?

The Okanagan is a unique market.

We are located in an area that is a vacation destination location and a large retirement community. I feel that the Okanagan has more of a laid-back lifestyle than larger areas. We tend to see that when there is a boom in sales in the larger centres, it takes a little longer to filter out to the Interior. I also believe that clients are more loyal to their brokers, which speaks to the quality of brokers in the Interior.

3. What part of BC do you focus on?

My territory is Okanagan, Kootenays and Caribou region. A large part of my time is spent in Penticton, Kelowna, Vernon and Kamloops and I travel to the out-lying areas a couple of times per year.

34

the bc mortgage broker | Summer 2012

f

i

l

e

4. What do you find the most important about being a member of MBABC?

MBABC is wonderful for education.

There are always interesting speakers at the events and we are always learning something. I feel MBABC brings our industry together as a community; the events are a good opportunity to network with our peers and find out new and important information.

5. What is your favorite part of being in the Interior?

I have lived in the Okanagan nearly all of my life, so I feel very fortunate to have this role in an area that I love. My favourite part of being in the Interior are the brokers I work with. Those of us in the industry work hard here but the pace is more balanced than bigger centres.

Living in the Okanagan is a lifestyle choice, we do a lot of outdoor activities and there is a huge focus on health, fitness and family. The drive to work every day with the lakes and mountain views is not that bad either!

6. Summer is here, what tips can you give to brokers on how to stay busy?

Summer is a really busy time in the Interior and a time when people are out looking at real estate. People who live in the Okanagan will always have a lot of company in the summer months so even though it’s tempting to take time off it’s important to stay available.

MBABC 2012 CHARITY GOLF TOURNAMENT Date: September 10th 2012 Location: Mayfair Lakes Golf & Country Club 5460 No. 7 Road, Richmond

11:00 am - 12:45 pm Check in $195 + tax REGISTER NOW - for full details With the towering beauty of the North Shore Mountains serving as a backdrop, Mayfair Lakes in Richmond is a genuine golf sanctuary, offering a secluded country ambiance that's just minutes from Vancouver. In fact, this 6,641 yard Les Furber design has had the privilege of hosting many national tour events, and continues to rank as a favourite among tour professionals....

Sponsorship opportunities are still available.

Visit www.mbabc.ca for more details and to sponsor this charity event!!

MBABC_HalfPg_Ad_0612.pdf 1 6/26/2012 3:09:50 PM

Mortgages at the speed of life With First National you can rely on the strength and innovation of our technology and the flexibility of our mortgage solutions – designed to keep you responsive to the always changing needs of clients.

C

M

Y

Mortgage solutions are our business – making clients’ home ownership dreams come true is yours. Let’s make this happen together, call your Account Manager today.

CM

MY

800.465.0039 | FirstNational.ca

CY

CMY

K

Delivering Ser vice. Creating Solutions. Building Success. *2010 Broker on Lenders study, conducted by CMP Magazine and published September 2010.

Summer 2012 | the bc mortgage broker

35

recipes Cherry Lime Salsa

From BC Tree Fruits The perfect accompaniment to a simple grilled fish fillet or barbecued chicken breast.

Makes 3 cups 3 cups cherries, pits removed, chopped 1 kiwi fruit, chopped 1 orange, peeled and chopped 1/3 cup fresh cilantro, chopped Juice of 1 small fresh lime 1 tsp sugar In large bowl, combine all ingredients. Voila, it’s ready!

This makes enough salsa to serve at least 6-8 people. Cut the recipe in half should you desire a smaller quantity.

Heirloom Tomato Salad with Sweet Onion & Blue Cheese

Submitted by River’s Bend Winery Recipe, Food Styling and Photography by Gary Faessler Serves 6

1/4 cup extra-virgin olive oil 1 tbsp white balsamic vinegar 1 cup cherry & pear tomatoes 10 medium heirloom tomatoes of assorted colours, sliced 1 sweet onion, sliced thin 1/2 cup chopped green onions 2 large garlic cloves, minced 1 cup coarsely crumbled blue cheese fresh basil cut thin ground black pepper & salt to taste

Overlap medium to large tomato slices, alternating colours on a platter. Scatter small cherry and grape tomatoes, onion and garlic over sliced tomatoes.

Sprinkle with salt and cracked pepper, drizzle with oil and vinegar and top with crumbled blue cheese and basil.

PAIR WITH: River’s Bend Pinot Gris 36

the bc mortgage broker | Summer 2012

Thai Curry Chicken

Submitted by Sperling Vineyards

By Ann Sperling, Winemaker/ Proprietor

1 can (400 ml) Thai coconut milk, separated 1 tsp fish sauce 1 1/2 lb skinless, boneless chicken breasts, cut into pieces 1-2 tsp green curry paste 3-4 dried lime leaves 1 cup boiling water 10-20 fresh basil leaves 2-3 green chillies 3 fresh sliced peaches or 1 can of peaches

PAIR WITH: Sperling Vineyards Market White 2010.

MBABCAd_HalfPg_Fall2012.indd 1

To separate coconut cream, leave in refrigerator for 2-3 days. When ready to use, turn can upside down and open, then pour off the tin clear milk from the heavier cream.

Heat coconut cream in a wok until boiling. Add fish sauce and chicken and cook until tender.

Remove chicken from wok.

Continue simmering cream until it reduces and becomes oily; add curry and cook 2-3 minutes.

Return chicken to wok; add lime leaves, coconut milk and boiling water. Bring to a boil, lower heat and simmer 5-10 minutes. Add basil leaves and chillies. Raise heat to medium high and cook 1 more minute. Sauce should not be too thick; add water if necessary.

Serve at once with steamed rice and garnish with clusters of basil leaves.

12-06-28 12:26 PM

Summer 2012 | the bc mortgage broker

37

welcome

new members w e l c o m e to

FIRST NAME

LAST NAME

o u r

n e w

COMPANY

nicole Robby

apps Parmar

verico select Mortgage Corp.

AGF Trust

gurjinder Tom

athwal Mai

aK Mortgage Financial Plus inc.Inc. All Mortgages

Hanny Harpreet

au Purewal

Macquarie Financial ltd.

Bayfield Mortgage Professionals

gordon Rosaleen

Beynon Ram

Dominion lending Centres vic City Mortgage group Centum Equinox Financial Corp.

Owen

Tim

Brown

Waring

invis inc.

DLC Commercial Capital

Brian

Buchanan

invis inc.

alfredo

Carrete

Dominion lending Centres Casa Mortgage inc.

Erin

Chadwick

alliance Mortgage Meridian Mortgage services

shashi

Chander

verico Paragon Mortgage group inc

Jason

Ronald

Coleena Yan Yan Gary

Hampton Hampton Mok Si

DLC Compass 360 Financial DLC Compass 360 Financial

DLC Dominion Grand Financial Corporation DLC Dominion Grand Financial Corporation

Chapman

northern savings Credit Union

Huan (Kathy) Marion

Wang Chekaluk

DLC Dominion Grand Ecom appraisals inc.Financial Corporation

Keith Patrick

Bowker Cheng

DLC Downtown Financial Mortgage Centre - Mortgage Evolution

Brian Dulce

Langner Coelho-Fedoriw

DLC White House Mortgages verico select Mortgage Corp.

Irene Kirk

Ferreira Colman

Dominion Gold Financial Services invis - Mary Ellen Colman

steven James

Corcoran LaPointe

invis inc. Gold Financial Services Dominion

Peter Ryan

Daniel Taylor

verico select Mortgage Dominion Gold Financial Corp.

Services

Janine Kelly

Davies Thiessen

g & F Financial group Services Dominion Gold Financial

Devine

scotia Mortgage authority

Candice

Kim

Paul

Lindsay

Delorme Dougan Erikson

invis inc.

Dominion Lending Centres Coastal Mortgages Dominion Lending Centres Coastal Mortgages

Derek

Diener

invis

Richard

Earles

Dominion lending Centres | valley Financial specialists

alvin

Farmer

Dominion lending Centres Drake Entrust Mortgage services

tara

Fels

MCaP service Corp.

Louise Jim

Renee

Williams Bowden Dalgleish

Dominion Lending Centres Coastal Mortgages Dominion Lending Centres Rochar Financial Dominion Lending Centres Rochar Financial

Beverley

Knight Fisher

Dominion Lending Centres Rochar Financial Bayfield Mortgage Professionals ltd.

Jeffrey Jillanne

Murray Ford

Dominion Lending Centres, Interest Advantage Dominion lending Centres

sannie

Kim Paul

gillKukulowicz

EquitableMortgage Trust Bayfield Professionals ltd.

Brad lisa

Checknita glasper

First National Financial LP invis inc.

Michelle Bobby

Haddad Dhaliwal

lendingmax G and F Financial Group

Brett Amy

HallLin

Mortgage Innovative alliance Financial Inc.

Michael Francine

Hayward Regan-Pollock

verico selectRob Mortgage Corp.

Invis - Team Regan-Pollock

leoKees

Hendricks monsieur

HomEquity Bank Invis Inc.

saba

Gary

Hessamian Siegle

strategic Professional Mortgage inc.

Invis Inc.

Elizabeth

Howatson

scotiabank

Joyce

Hubenig

Dominion Macklem Mortgages

Ryan

iannone

Macquarie Financial ltd.

Chris

Jimenez

the Mortgage group

Jianhong (Savanna) Jennifer

Guo Jollymour

Mortgage Alliance Dominion lending Centres Duet Financial

Darla Henny

Donais Karbowiak

Mortgage Edge Lending tMg theAlliance/Cutting Mortgage group Canada inc.

Shyla

Danny

Barinder Darren

amarjit

Downey Wong

Sekhon

Thompson Johal

LendingMax Mortgage

Meridian Imperial Finance Corp.

Metropointe Mortgage Investment Corporation

MonCana Bank of Canada tMg the Mortgage group Canada inc.

Cindy Ruhi

Wang Kaur

Mortgagesuperior Centre BCMortgage City Wide vERiCO

teisha Colleen

Keith Williams

Exclusive Mortgage Professionals ltd.

Northern Savings Credit Union

Marylyn

Needham

Paradigm Mortgage Corporation

Chris

Mortier

Paradigm Quest Inc

38

the bc mortgage broker | WINTER 2011

38

the bc mortgage broker | Summer 2012

MBABC Feb 2011.indd 38

m e m b e r s

11-01-28 12:33 PM

welcome FIRST NAME

LAST NAME

COMPANY

nicole Kyle

apps Williams

verico select MortgageReal Corp.

Spagnuolo & Company Estate Lawyers

gurjinder Jeremy

athwal Hewitt

aK Mortgage Plus inc.

Street Capital Financial

Hanny Milka

au Lukacevic

Macquarie Financial ltd. Team The Mortgage Centre - TMK

gordon Harsimaran

Beynon Dhaliwal

Dominion vic City Mortgage group VERICO A.K. lending MortgageCentres Plus

Owen

Noel

Brown

VERICO A.K. Mortgage Plus

De Jong

Verico Assent Mortgage Corp.

Sonderhoff

Verico Assent Mortgage Corp.

Walker

Verico Assent Mortgage Corp.

Buchanan

alfredo

Carrete

Susan

Martina

invis inc.

Manucduc

Brian

invis inc.

Dominion lending Centres Casa Mortgage inc.

Erin

Chadwick

shashi

Chander

Jason

Chapman

Yang

Verico Assent Mortgage Corp.

RobMarion

Cordero Chekaluk

VERICO Clear Trust inc.

Mortgages Ecom appraisals

Emilia Patrick

Flor Cheng

VERICO Clear Trust -Mortgages Mortgage Centre Mortgage Evolution

Alfredo Dulce

Goco Coelho-Fedoriw

VERICO Clear Trust Mortgages verico select Mortgage Corp.

Leah Kirk

Huang Colman

VERICO Clear Trust invis - Mary EllenMortgages Colman

steven James

Corcoran Lai

invis inc.

VERICO Clear Trust Mortgages

Peter Shanil

Daniel Sharma

verico select Mortgage Corp.

VERICO Clear Trust Mortgages

Janine Paul

Davies Yeh

g & F Financial group VERICO Clear Trust Mortgages

Paul

Devine

Martinique Amy

Candice Jennifer Lisa

invis inc.

Verico Dreyer Group Mortgages Inc.

scotia Mortgage authority

Paulsen

VERICO Integra Mortgage Corp.

McCollom

Verico McCollom Mortgage

Gill

VERICO Superior Mortgage

Diener

Richard

Earles

alvin

Farmer

Mani

northern savings Credit Union

Delorme Shandley

Derek

Moira

alliance Mortgage Meridian Mortgage services

verico Paragon Mortgage group inc

invis

Dominion lending Centres | valley Financial specialists Dominion lending Centres Drake Entrust Mortgage services

VWR half-pg-magazinead-CMYK-march2011.pdf 1 09/03/2011 9:45:37 AM& Associates Mortgage Brokers Inc. Malcolm Paxton Verico Zanders

C

M

Y

CM

MY

CY

CMY

K

38

tara

Fels

MCaP service Corp.

sannie

Fisher

Bayfield Mortgage Professionals ltd.

Jillanne

Ford

Dominion lending Centres

Paul

gill

Bayfield Mortgage Professionals ltd.

lisa

glasper

invis inc.

Michelle

Haddad

lendingmax

Brett

Hall

Mortgage alliance

Michael

Hayward

verico select Mortgage Corp.

Kees

Hendricks

HomEquity Bank

saba

Hessamian

strategic Professional Mortgage inc.

Elizabeth

Howatson

scotiabank

Joyce

Hubenig

Dominion Macklem Mortgages

Ryan

iannone

Macquarie Financial ltd.

Chris

Jimenez

amarjit

Johal

the Mortgage group rates and nominal lender fees tMg the Mortgage group Canada inc.

•

Jennifer

Jollymour

Dominion lending Centres Duet Financial

Henny

Karbowiak

tMg the Mortgage group Canada inc.

Ruhi

Kaur

vERiCO superior Mortgage

teisha

Keith

Exclusive Mortgage Professionals ltd.

the bc mortgage broker | WINTER 2011

olution�

RICHARD EARLES

MBABC Feb 2011.indd 38

richard@vwrcapital.com 11-01-28

Summer 2012 | the bc mortgage broker

12:33 PM

39

My deals run more efficiently.

My customers are happy.

I earn more.

[

IT’S NOT ROCKET SCIENCE

]

MCAP’s bold new initiatives and tools are designed to fuel your productivity and revenue. Explore our growth vehicles such as our loyalty program MPoints and Professor, our 24/7 broker portal.

Get better programs and better service with MCAP - a better deal.

To learn more, please visit: mcap.com/brokers

I

I

MCAP Service Corporation Ontario Mortgage Brokerage #10515 Ontario Mortgage Administrator #11692