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COVER STORY: WOMEN OF INFLUENCE FEATURES

The glass ceiling is no longer holding these 50 women back – they are the leaders and innovators who are changing the face of the Canadian mortgage industry

FOR DECADES, the mortgage industry, like many other business sectors, has long been dominated by men. In 2017, that’s no longer the case. The 50 women on this list prove that mortgage brokering is no longer just a man’s game.

Following an overwhelming response from lenders and brokers across all prov-inces, CMP culled this year’s Women of Influence list to the professionals you will meet on the following pages.

From industry trailblazers who started their own businesses from scratch to innovators who are creating new products and processes to better serve homebuyers, this year’s Women of Influence list high-lights the female leaders who have over-come hardships and struggles to succeed in even the most uncertain markets. Their astounding personal and professional accomplishments have earned them a place among the industry’s best.

STACEY MASSMortgage associate/owner

DLC Canadian Mortgage Experts – Canada First

In just the past two years, Stacey Mass has increased her repeat clients and client referrals by more than 50%, despite her location in a turbulent Calgary market. Mass began her mortgage career in 1999 and has been a brokerage owner and associate since 2005. The philosophy to her business has been simple: offer education and assistance so other families may succeed. By pursuing opportunities for personal and professional growth, Mass has been able to continually succeed in the industry.

In 2015, Mass and her entire Canada First team joined DLC Canadian Mortgage Experts, and she now leads the group within the brokerage, conducting weekly meetings, fostering lender liaisons and strengthening morale through effective leadership. She also managed to exceed the gold-level recognition for producers in her first year there.

In addition to her work in mortgages, Mass has been a loyal contributor to charities for the past two decades. Apart from arranging a monthly donation from her brokerage to a local society for homeless families, she is also involved in giving to World Vision, Calgary Children’s Hospital and a government organization that caters to the special needs community.

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MEGAN MCDONALDVice-president, sales

MCAP

Megan McDonald has been rocketing up the corporate ladder in the 11 years that she’s been with MCAP. Starting as a business development manager at MCAP’s Vancouver office, McDonald now serves as vice president of sales, responsible for driving and optimizing sales for the MCAP brand. McDonald also facilitated a national coaching program for MCAP called Coaching with Integrity, which has coached more than 30 lenders nationwide. Additionally, within the last three years, she has been instrumental in the launch of three innovative new products – MCAP Value-Flex, Fusion and MCAP79. Beyond her day job, McDonald regularly presents at provincial and national industry events regarding sales and growth, and volunteers as a mentor to young women through the Women in Leadership Foundation.

WOMEN OF INFLUENCE INDEX

COMPANY NAME PAGE

Amina's Mortgage Services Amina Mohamed 30

Blue Pearl Mortgage Group Jennifer Souvanvong 32

Blue Pearl Mortgage Group Shaneen Mohammed 36

BlueShore Pacifica Alternative Mortgage Centre Shannon Hillman 41

Centum Financial Group Inc. Caroline Rapson 38

Centum InTouch Mortgage Solutions Enza Venuto 27

Centum Metrocapp Wealth Solutions Inc. Anne Brill 34

City Wide Mortgage Services April Lee 40

DLC Canadian Mortgage Experts – Canada First Stacey Mass 22

DLC Denova Group Ashley Langford 35

DLC Forest City Funding Billie Burke 42

DLC Forest City Funding Tracy Valko 25

DLC Home Capital Solutions Sarah Makhomet 33

DLC Homeline Mortgages Susan Cowling 30

DLC Mortgage Innovators Rakhi Madan 34

DLC Premier Mortgages Alison Lopes 36

DLC Regional Mortgage Group Mel Lewis 30

DLC The Mortgage Source Kim McKenney 34

DocAssist Kerry Butler 37

Dominion Lending Centres Sherry Cooper 26

Equitable Bank Suzanne Fleur de Lys Aujla 42

Equity Financial Trust Katte Cai 24

FCT Daniela DeTommaso 31

Fisgard Asset Management Corporation Hali Noble 24

Home Trust Company Laurie Chalabardo 24

JCMortgages Janna Dawdy 38

Magenta Mortgage Denise Buckley 38

Martel Mortgages Jessica Rickerby 32

Matrix Mortgage Global Carla Wright 42

MCAP Nicole Cabral 32

MCAP Elaine Taylor 34

MCAP Megan McDonald 23

Mortgage Alliance Elizabeth Kelly 32

Mortgage Alliance The Lion's Share Group Claire Drage 35

Mortgage District Inc. Michelle Campbell 26

Mortgage Intelligence Kim Gibbons 28

Mortgages of Canada Samantha Brookes 28

New Haven Mortgage Corporation Kimberlee Freeman 40

Sherwood Mortgage Group Sydney Joy Dookwah 30

Centum Streetwise Mortgages Dalia Barsoum 29

The Mortgage Associates Shawna MacDonald 39

The Mortgage Centre Sandra Lastovic 41

Tribe Financial Group Frances Hinojosa 41

Verico Dreyer Group Mortgages Meryll Dreyer 24

Verico East Coast Mortgage Brokers Deanne Whelan 26

Verico East Coast Mortgage Brokers Nikki Carew 38

Verico Gibbard Group Financial Karen Gibbard 41

Verico Xeva Mortgage Luisa Hough 42

Verico Xeva Mortgage Sabeena Bubber 36

Verico Xeva Mortgage Bernadette Laxamana 28



FEATURES

COVER STORY: WOMEN OF INFLUENCE

HALI NOBLESVP, residential mortgage investments and broker relations

Fisgard Asset Management Corporation

Hali Noble is approaching the 25-year mark at Fisgard, and throughout the years, she has led many brokers to become successful in the industry by encouraging them to continuously educate themselves and maintain close working relationships with underwriters. Noble has helped grow a culture of transparency and communication at

Fisgard and has been instrumental in the company’s expansion to the Prairie provinces and Ontario. Her efforts have led to the growth of the company’s portfolio, which recently achieved the best volume in its history.

Noble is a co-founder of Kares.ca and Women in the Mortgage Industry, past president of the MBABC and past chair of MPC. During her career, Noble has received several industry awards, most notably induction into the Canadian Mortgage Hall of Fame, the MBABC Pioneer Award for Lifetime Achievement in the Mortgage Industry and being named one of WXN Canada’s Top 100 Most Powerful Women.

LAURIE CHALABARDOSenior director, mortgage lending

Home Trust Company

With more than three decades of experience in the financing field, Laurie Chalabardo has built relationships with brokers that have truly stood the test of time. She has created one of the strongest teams within Home Trust, and she still carries the highest volume in the company to this day, having exceeded her targets year-over-year and funded more than $1 billion over the past five years.

Chalabardo demonstrates how to lead by service. “She is a strong woman who believes in her employees and takes great pride in mentoring, teaching and celebrating her entire team,” says a peer. “It’s not very often you have a leader who will, even after 30 years, no matter what [the situation], put her title aside and do whatever it takes to support the company and her team.”

Outside the industry, Chalabardo dedicates her time to volunteering with charitable organizations. She created the Tom Trenouth Charity Golf Tournament, which raises funds each year to help increase mental health awareness and support.

KATTE CAIUnderwriter

Equity Financial Trust

In just a year’s time, Katte Cai has grown her business by more than 200% ¬– an incredible feat in this highly competitive industry. At Equity Financial Trust, Cai holds the record for the highest funded volume and new business generated by an underwriter.

MERYLL DREYERChief operating officer

Verico Dreyer Group Mortgages

Last November, Meryll Dreyer co-founded a new mortgage industry national giving program, Kares.ca [Kids at Risk Embracing Success], which supports programs and services for at-risk youth across Canada. More than $60,000 has been raised to date, and the Kares.ca committee, made up of more than 20 industry volunteers, looks forward to achieving even greater results in the years to come.

In addition to bringing together leading industry professionals to launch a national charity, Dreyer and her team have built a successful and thriving brokerage in British Columbia. As the chief operating officer of Verico Dreyer Group Mortgages, Dreyer ensures the company is consistently deliv-ering quality service on all levels while managing progressive new programs and initiatives that better serve and support clients and business partners.

With an extensive background in financial services and marketing, Dreyer is a strategic driving force within the Dreyer Group. The winner of numerous awards, including the 2017 Consumers Choice Award for Best Mortgages, a Canadian Mortgage Award for Best Customer Service, the 2016 Excellence in Residential Financing Award and landing a spot on CMP’s 2017 Hot List, Dreyer Group is constantly setting standards for leadership and profes-sionalism within the industry.



TRACY VALKOBroker

Dominion Lending Centres Forest City Funding

In the last five years, Tracy Valko has grown her business tremendously and has been recognized industry-wide for her various achievements. With more than 20 years of experience in the mortgage industry, Valko has owned her own DLC brokerage in Kitchener, Ontario, for the past seven years. Her team consistently ranks among the top 10 national performers within the DLC network in terms of number and volume of deals.

In 2017, Valko became a member of Mortgage Professionals Canada and has been striving for positive change throughout the industry. She prides herself on her ability to work as an advocate for her clients and deliver the best service possible. “Service is at the top of our priorities,” she says. “It’s what truly sets my team apart.”



COVER STORY: WOMEN OF INFLUENCE FEATURESFEATURES

DEANNE WHELANMortgage broker

Verico East Coast Mortgage Brokers

In addition to being one of this year’s Women of Influence, Deanne Whelan also secured a spot on CMP’s 2017 list of Top 20 Small Market Brokers. Within Verico, Whelan attained a spot as one

of the top three Atlantic brokers by units and/or volume, which propelled her to Chairman’s Club status. She also achieved the highest units and volume for a non-owner broker in 2015 and 2016.

Her recent success isn’t a surprise – for more than two decades, Whelan has managed to gain top status at every company she’s worked for. “It is honestly about relationships and gathering information,” she says. “I attribute my success then and now to effective time management, being honest with my advice and making people feel safe by knowing as much as possible about the industry and related products, and by applying my knowledge in a helpful, meaningful way.”

Given the struggles in the Newfoundland market, Whelan has pushed herself to diversify by doing equal amounts of refinancing and purchases, and by delving more into B lending. Along with longer processing times and fewer options in today’s mortgage industry, Whelan acknowledges that female brokers face the additional challenge of juggling an overwhelming number of roles.

“I encourage women helping women in my everyday business through mentorship and my referral program,” she says. “We can understand the unique challenges that many women face daily when trying to raise a family, be the greatest wife/mother/daughter you can be, while still making a great presence in the business world. Women just entering into this field need to know that having a great presence is possible.”

SHERRY COOPERChief economist

Dominion Lending Centres

Renowned for her ability to simplify and demystify the complex subjects of economics and finance, Dr. Sherry Cooper has helped countless Canadians understand the issues surrounding their most important purchase – their home. Currently chief economist at Dominion Lending Centres, Cooper previously served as chief economist and executive vice-president of BMO Financial Group, where she was responsible for global economic and financial forecasting, as well as country and industry risk analysis.

A well-known speaker, writer and advisor, Cooper’s third book, The New Retirement: How It Will Change Our Future, was a best-seller. In addition to her duties at DLC, Cooper is also a professor at McMaster University’s DeGroote School of Business.

MICHELLE CAMPBELLPrincipal mortgage broker

Mortgage District

In four years’ time, Michelle Campbell has managed to open her own brokerage, Mortgage District, which is an impressive feat when considering other duties. “In

the beginning, the most challenging was allocating time to start my own brokerage and mentor my team, while at the same time keeping up with my own clients,” she says. “There aren’t enough hours in the day, but through discipline and focus, I’ve been able to manage my time better.”

Ultimately, getting to help others reach their goals is a reward in itself for Campbell. She credits her success to “studying, educating myself and attending leadership conferences so I can continuously progress and stay current. Just as important is aligning myself with like-minded people, which allowed me to ignore negativity and naysayers.”

When asked about the value of recognizing women’s achievements in the industry, Campbell replied emphatically: “Women have to work twice as hard in this male-dominated industry, only to receive half the recognition. Women need to truly understand how important it is to stand together collectively and support, lift and empower one another.”

Outside of Mortgage District, Campbell sits on the MPC Events Committee and spearheaded the MPC Educational Event for GTA West. She is also part of Kares.ca as a volunteer mentor for youth, teaching on various topics such as financial literacy. In addition, Campbell has raised funds for and participated in charities such as Defeat Depression, the Breast Cancer Foundation and Habitat for Humanity.



excellence have been instrumental in her success. In her view, “it’s all about the clients and how we can help them achieve their goals.” This drive and focus on her clients’ needs have earned her many accolades, including being named to CMP’s Top 75 Brokers list and winning Centum Group’s Top Producer Award for brokers across Canada, ranking third in 2016 and fifth in 2015.

Venuto recently launched InTouch Mortgage Solutions, a boutique family-run firm, and plans to continue building the next chapter of her mortgage business with her two sons. She was previously the principal broker at Centum Streetwise Mortgages, where she mentored a strong team and developed a very successful business.

Having survived the challenges of running her own business, Venuto believes in supporting other businesswomen, especially local entrepreneurs. She readily shares her expertise whenever the opportunity arises and provides her clients and agents with essential coaching and planning strategies.

ENZA VENUTOPrincipal mortgage broker

Centum InTouch Mortgage Solutions

With more than 45 years of experience in the financial industry, Enza Venuto began her career in banking and took the leap to become a business owner and mortgage broker in

2009. Over the past eight years, Venuto has proven herself as a leader in the field, having brokered more than $2.1 billion in funded mortgages to date. She is also the co-author of one of Canada’s and Amazon’s best-selling books, Canadian Real Estate Investor Financing: 7 Secrets to Getting All the Money You Want.

Venuto’s passion for finance and commitment to service


http://www.centurion.ca/


FEATURES


KIM GIBBONSBroker

Mortgage Intelligence

While going through the worst of times, Kim Gibbons demonstrated an ability to achieve despite major setbacks. After being diagnosed with breast cancer, Gibbons faced the uncertainty of being able to keep working, but she persevered and found a way to carry on in between hospital visits, treatments and surgeries. Even during the worst years of her treatment, Gibbons managed to increase her personal business by 30% year-over-year. She credits her success to the people with whom she

has developed strong and lasting relationships – from existing clients, who make up a significant portion of her book of business, to the inspiring and supportive team of brokers she works with, as well as a great co-leader and partner, family, and friends.

With more than a decade of industry experience, Gibbons co-leads a team of brokers; in three years’ time, the team managed to increase its volume by 400% – part of which occurred during Gibbons’ recovery period. Her team has been consistently recognized as one of the top teams in Canada, and Gibbons herself has been a finalist at the Canadian Mortgage Awards for two years, including being the only individual broker nominated in the Best Internet Presence category.

As a cancer survivor, Gibbons has dedicated herself to related causes, in addition to her involvement in several industry organizations. She actively raises funds for the Princess Margaret Cancer Centre through various events. At one event, her team managed to raise nearly $18,000 with a 60-km walk; on another occasion, Gibbons was involved in raising funds for a surgical microscope for the hospital to perform restorative surgery effectively.

BERNADETTE LAXAMANAPartner and mortgage broker

Verico Xeva Mortgage

Bernadette Laxamana is certainly on a winning streak this year: She was named Mortgage Broker of the Year at the 2017 Canadian Mortgage Awards and also won the Veris Award for being Verico’s top broker in British Columbia and seventh in all of Canada.

For Laxamana, the key to success lies in her ability to evolve and keep up with the times. “I challenge myself to innovate my business and my life on a constant basis,” she says. “I tweak all areas of my life … this is my way of ensuring that I am constantly improving, growing and becoming better. My purpose has evolved significantly, and my business and relationships have transformed along with it.”

Laxamana is one of the founding partners at Xeva, one of the top brokerages in Canada. With more than 15 years of experience, she educates her clients about mortgage options and helps them find long-term solutions. As part of her efforts in promoting mortgage education, she conducts homebuyer seminars and serves as a host of Xeva TV, “a weekly webinar where I host a lender, a supplier or a marketing guru,” and Xeva Mastermind, “a monthly seminar/meeting that I co-facilitate where we share our best practices.” Laxamana received an award for mentorship in 2016 and was accorded the Highest Achievement Award at the Dale Carnegie Institute for her dedication to lifelong learning.

SAMANTHA BROOKES Founder and CEO

Mortgages of Canada

The founder and CEO of Mortgages of Canada, one of the fastest-growing brokerages in the nation, Samantha Brookes has more than 15 years of experience refinancing mortgages, consolidating homeowner debt and providing private home equity loans. Her persistent work ethic has helped her to build solid relationships with lending

associates and banks to ensure she gets the best-priced individually structured mortgages for her clients.

Apart from her success in the mortgage industry, Brookes is also a motivational speaker, a columnist for the Huffington Post, and creator and host of her own YouTube channel, as well as a mentor to individuals looking to fulfil their passions. Brookes can also be found sharing her knowledge on mortgages and offering Canadians strategies to help achieve their financial goals during her guest appearances on Bell Media’s Business News Network and CTV’s Your Morning.



DALIA BARSOUMMortgage broker

Streetwise Mortgages

After 20 years in finance and banking, Dalia Barsoum brought her considerable expertise to the mortgage industry, where she has helped build Streetwise Mortgages into one of the country’s top-performing brokerages. Barsoum joined the industry in 2011, tasked with juggling a growing business and raising a young family.

“I had to work very hard to earn the trust of clients, lenders and peers in the industry,” she says. Providing unbiased advice, always doing what is right for her clients, creating long-term and lasting relationships, and always looking to learn and evolve are a few of the key principles behind Barsoum’s great success.

Recently, she was named Centum’s number- one mortgage broker by units in 2016 after advising on and closing 200 investment property transactions, totalling $68 million in mortgage volume. In addition, she is the co-author of the best-selling real estate investment financing book Canadian Real Estate Investor Financing: 7 Secrets to Getting All the Money You Want.




MEL LEWISMortgage broker and partner

DLC Regional Mortgage Group

Mel Lewis continues to break records as partner and broker at DLC Regional Mortgage Group, while also ranking among the top 5% of DLC brokers across the nation. Lewis started her career in the human services field and attributes her years of

experience there to helping propel her success as a mortgage broker. Since becoming licensed in 2007, Lewis has been with DLC Regional Mortgage Group, which is composed of more than 40 agents throughout Alberta.

In addition to her day-to-day duties, Lewis sits on the board for the RECA Mortgage 2020 Forum; is involved with Regional Mortgage’s charitable foundation and event, Golf/Build a Kid to Cure; and is a very active member in her local BNI group.

SUSAN COWLINGOwner

DLC Homeline Mortgages

Since 2001, Susan Cowling has been instrumental in helping to grow one of Canada’s first franchise organizations for mortgage brokers, which she managed to expand to 23 franchises while achieving annual sales volume of $1 billion. Cowling also developed the majority of the training programs for the network. After it was sold in 2008, she went back to focus on building her personal mortgage business, which she managed to grow to more than $80 million while working with a staff of four through the purchase of an existing brokerage.

Today as the owner of DLC Homeline Mortgages, Cowling’s key to success lies in her ability to find balance. “Maintaining and growing a successful business should not be at the expense of the things that are important in life,” she says. “With extremely exceptional circumstances on the family side in 2016, I credit my staff and especially Michelle, who is my partner in the personal mortgage brokerage side of my business, for helping to keep the business on track and growing throughout the year.”

Prior to entering the mortgage industry in 1998, Cowling was the marketing director for Western Canada for Royal LePage Real Estate Services and was recognized as a Medallion Level Realtor by the Real Estate Board of Greater Vancouver in the early ’90s.

SYDNEY JOY DOOKWAHVice-president, operations

Sherwood Mortgage Group

With nearly a decade of experience in the mortgage industry, Sydney Joy Dookwah plays a key role in Sherwood Mortgage Group’s leadership team as the VP of operations, responsible for overseeing the head office staff while providing underwriting support and handling escalation issues for more than 30 agents across Canada.

Dookwah is passionate about the customer experience and is a firm believer in cultivating effective internal processes to adapt to the changing financial landscape while improving performance. In recognition of her achievements, Dookwah was the recipient of a Distinguished Award in 2014 and an Award of Excellence in Mortgage Underwriting in 2015. She attributes her success to being surrounded by positive influences at her firm and throughout the industry.

AMINA MOHAMEDBroker

Amina’s Mortgage Services

After having worked in film and television as a producer and production manager, Amina Mohamed entered the mortgage industry three and a half years ago with a passion to help people attain homeownership. Now a professional mortgage broker based in Newmarket, Ontario, she assists clients who are eyeing properties across the Greater Toronto Area and York Region.

Mohamed works primarily with real estate investors in Canada and in the US, as well as non-resident investors – Canadian citizens living and working in other major cities such as Singapore and Dubai and hoping to invest in their home country, which they still consider to be the safest place for their savings.



DANIELA DETOMMASOVice-president, residential lending solutions

FCT

As the leader of FCT’s residential lending solutions group, Daniela DeTommaso has been at the forefront of the company’s push to move beyond its title insurance roots. Under DeTommaso’s leadership, the group has expanded to provide an ecosystem of technology, insurance and BPO products across the real estate life cycle. Foundational to DeTommaso’s leadership is a philosophy that over time, technology can always be replicated, but the way you make your customers feel cannot. She ensures this philosophy is embedded in every process; in doing so, she continues to build exemplary partnerships with lenders as they reinvent the way financial services are delivered.

“My perspective on managing my career while raising three daughters totally changed when I read a quote from a friend who is a very successful entrepreneur and mom of three – she noted that she was ‘juggling her blessings,’” DeTommaso says. “The moment I recognized that my life was ‘great busy’ – managing a rewarding career, an amazing family, friends and personal activities – I shifted my attitude to one of gratitude for all the blessings I was fortunate enough to be juggling.”


http://www.vwrcapital.com/


FEATURES


JESSICA RICKERBYAgent/owner

Martel Mortgages

After paying her dues as an employee, Jessica Rickerby teamed up with a partner to purchase Martel Mortgages in 2013. Last year, Rickerby surpassed her previous five years of funded volume – a huge milestone in her career. She credits that achievement to her support system, which has encouraged her to keep pushing toward success, despite recent challenges.

“In light of all of the changes that have gone on in our industry this past year, it’s more important now than

ever to embrace the change, learn and move forward,” Rickerby says. “There are so many people in this industry who focus so much on the negative of change … once you replace negative thoughts with positive ones, you’ll start having positive results.”

A true leader, Rickerby works closely with each member of her staff on developing marketing strategies and growing their individual volumes. “As a sounding board for our entire team, she is consistent in her problem-solving [methods] and [in] educating agents on the guidelines of the lenders,” a team member says. “She is incredibly patient and understanding of the agents’ different needs and expectations.”

JENNIFER SOUVANVONGMortgage broker

Blue Pearl Mortgage Group

More than halfway through 2016, Jennifer Souvanvong came up with a list of professional goals, all of which she managed to accomplish within the year – including a 60% increase in loans closed and 80% growth in total income. Souvanvong credits these successes to “consistent personal development and a shift in mindset,” on top of being in “an ever-changing industry that allows exponential growth based on your own personal and financial goals.” Working in this constantly evolving industry has pushed Souvanvong to be always on her toes, ready to adapt and change in order to hurdle through the challenges. She says the most rewarding part of her work is getting to train and mentor others to do the same.

Outside of the office, Souvanvong is part of an intermural program for an inner-city school in her community and also regularly gives to her local homeless shelter and Salvation Army.

NICOLE CABRALBroker relationship manager

MCAP

Within the past two years, Nicole Cabral has taken on a new role at MCAP and piloted it into a successful launch, resulting in increased volumes year-over-year and the national expansion of her role. In the same period, she worked simultaneously on various projects involving training, development and support.

Cabral recognizes that on top of hard work, dedication and focus, the support of MCAP management and brokers was a major factor in her successes as well, especially when dealing with the challenge of being taken seriously in an industry dominated by veterans. She finds the day-to-day communication with brokers to be the most rewarding part of her job, knowing that by helping them and their clients, she can create more opportunities for people to find the home they’ve always dreamed of having.

ELIZABETH KELLY Mortgage agent

Mortgage Alliance

An experienced real estate investor for more than 12 years, Elizabeth Kelly has a passion for helping people achieve their financial dreams by purchasing investment properties. As a coach and trainer, Kelly recognized the challenges currently facing both new and experienced investors, which motivated her to become a mortgage agent. Her expertise lies in helping investors plan, structure and creatively finance their real estate portfolios so they can enjoy their retirement and leave a legacy for their families.



SARAH MAKHOMET Owner and principal broker

Dominion Lending Centres Home Capital Solutions

A perennial presence on CMP’s Women of Influence list, Sarah Makhomet has been in financial services since 2008, making her mark first on Bay Street and then in the world of mortgages. Starting out in an industry dominated by men, Makhomet quickly let everyone know she could hold her own as a top producer and one of Dominion Lending Centres’ shining stars, and she continues to learn and grow in the business. Makhomet’s clients are loyal to her, and she has earned their trust; the lenders know her knowledge of the industry is sound; and she has been increasing her presence in the marketplace from day one.

The core visions and values of Dominion Lending Centres Home Capital Solutions have been updated and expanded upon to bring a fresh new approach to the growth of the company. With close to 100 agents and expanded offerings, the brokerage enjoys its place among the top in the country. As a top producer herself and one of the guiding partners in the brokerage, Makhomet rounds out her accomplishments by travelling the world with her husband and son.




ELAINE TAYLORVice president, sales

MCAP

In 2015 and 2016, Elaine Taylor led her team at MCAP to record volumes. She was also highly instrumental in the launch of three new products – Value Flex, Fusion and MCAP79 – the first two of which won best product awards. A respected strategic leader, Taylor’s experience spans a

multitude of areas, including sales, marketing, client relations, customer service, operations and product development. A strong proponent of education, she has been a member of Mortgage Professionals Canada since 2006, with an AMP designation since 2007, as well as a member of the Ontario chapter of CMBA. Taylor was also one of the original members of WIMI and was elected to MPC’s board of directors in 2016.

“Elaine is tirelessly involved with the management of our broker partners and is a staple at every function,” says a colleague. “She responds to emails all day and into the wee hours of the morning ... she’s just an absolutely incredibly motivated woman!”

KIM MCKENNEYPresident and broker

Dominion Lending Centres The Mortgage Source

Nine years ago, Kim McKenney returned to the mortgage industry as the successor to her business partner. Since that time, she has grown The Mortgage Source from 25 agents to 57, and last year, the brokerage placed fifth among all DLC franchises for number of mortgages closed. McKenney believes her previous experience working in construction has helped her navigate a male-dominated mortgage industry. “Being a woman in a very male-dominated industry taught me how to speak to strong personalities while managing relationships,” she says. “This is a skill that helped me immensely.”

Recently, McKenney was elected president of the CMBA Ontario board of directors. She also has represented CMBA as a witness for the Parliamentary Standing Committee hearings on mortgage changes. Additionally, she is co-chair on the board of directors for the Better Business Bureau of Eastern and Northern Ontario and the Outaouais, as well as serving as the Ottawa area ambassador for DLC’s Bikes for Kids charitable initiative.

ANNE BRILLPrincipal broker and owner

Centum Metrocapp Wealth Solutions

With more than two and a half decades of experience in the financial services industry, Anne Brill offers her clients the highest level of service and knowledge. As the principal broker and owner of Centum Metrocapp Wealth Solutions, Brill has been acknowledged numerous times for her contributions to Centum Financial Group. Most recently, Brill and her team were recognized for increasing business by 206% over the previous year.

Outside of her business, Brill is a member of the International Women’s Leadership Association, the Greek Association and many other organizations. In addition, her brokerage supports various sporting teams and charities, such as the Sick Kids Foundation and the Ernestine Women’s Shelter.

RAKHI MADANMortgage broker

Dominion Lending Centres Mortgage Innovators

Rakhi Madan likes to follow a certain poet’s advice when it comes to her career. “As Maya Angelou once said, ‘Success is liking yourself, liking what you do and liking how you do it,’” Madan says. “I truly believe that I am in a place where I love what I do, and I do it right by providing exceptional customer service and customer experience.”

After completing a master’s degree in computer science, Madan worked as a professional service and sales manager for an international organization, where she led, motivated and trained employees. That experience helped her make the leap into mortgage brokering. Within her first year with Dominion Lending Centres, Madan was selected as a Rookie of the Year finalist. In just four years, she has funded more than $35 million in loans. “This has only been possible by associating and building strong relationships with lenders and insurers that consider me their partner,” she says. BRIDGE LOANS

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CLAIRE DRAGEBroker, team leader and trainer

Mortgage Alliance The Lion’s Share Group

Claire Drage remembers the ‘advice’ she got when she took her first job as a mortgage broker’s assistant: “I asked what it would take to become a top-producing broker [and was

told] to not concern myself with that, because finance is a man’s world,” she says. “Well, look at me now!” Drage credits her success largely to her solid support team. “I couldn’t do what I do without my amazing staff, team leaders and agents,” she says. “I provide them with all the tools, systems, processes and authority they need to work effectively and make decisions without me micromanaging them … which gives me the time to make sure we continue to adapt, focus and then do it all over again.”

For Drage, the most triumphant moments are when her team is able to come through for one another and their clients – such as witnessing a team member going from zero to $30 million in volume as a result of training, or seeing a client get to retire earlier than expected thanks to a passive income portfolio they arranged.

Drage has been receiving recognition as a leading broker since 2014, and this is her third appearance on the Women of Influence list. She affirms the importance of these recognitions not just for herself, but for all the female professionals and leaders who are working diligently behind the scenes. “Women in general don’t pound their own chests or shout from the rooftops how much volume they are doing,” she says. “We can sometimes be the silent success stories that no one will hear about.”

ASHLEY LANGFORDFounding partner, mortgage agent

DLC Denova Group

After spending 12 years at a large Canadian banking institution, Ashley Langford branched out to launch Denova Group. As a

founding partner of the brokerage, Langford manages the client relationship side of the business while successfully training new agents and growing her own volume. “Helping my team grow is [number one] for me,” she says. “Their success is one of the reasons we started this company.”

“Ashley is the type of person who leads by example,” a colleague says. “Her can-do attitude and contagious joy make her a wonderful person to be around and learn from. She is a dynamic worker and leader who will go the extra mile on all projects … Ashley always puts everyone ahead of herself and is a role model for many – including myself.”

Outside the industry, Langford continues to work on empowering those around her as a volunteer with the Junior Achievement Program, helping youth prepare for their futures.

Another colleague explains why Langford is truly an influential leader: “She takes the time to recognize performance and those on the team who might need a supportive person to talk to. Ashley’s drive, focus and motivation to ensure that every deal is done right the first time are infectious. She makes everyone better around her. I’m proud to have her as a leader in our office.”

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FEATURES


SHANEEN MOHAMMEDSenior mortgage broker

Blue Pearl Mortgage Group

Crediting her success in 2016 to a commitment to focus on her own personal growth, Shaneen Mohammed continues to build upon her already impressive track record. Before working as an independent mortgage broker, Mohammed was a bank branch manager, receiving many awards for her performance and leading her branch to recognition as one of the top branches

in the nation. Today, as a senior mortgage broker with more than 11 years of experience in British Columbia’s mortgage industry, Mohammed understands all the ins and outs of purchasing a home, from the initial preapproval to the home search, the purchase offer, the financing and finally the move – knowledge she enjoys passing on to the next generation of mortgage professionals.

“The most rewarding aspect of our business is knowing that I was able to help a family get into their dream home or take their dream vacation,” she says. “I also love the fact that our company [has] senior brokers take junior mortgage brokers and train them to be successful in the industry. It’s extremely tough walking in, being new and not knowing exactly what to do. Providing them with tools and knowledge and seeing them succeed is such a gratifying feeling.”

ALISON LOPES Mortgage broker and owner

Dominion Lending Centres Premier Mortgages

Alison Lopes is passionate about mortgage brokering because it empowers her to turn people’s dreams of homeownership into reality. Since the moment she purchased her first home at the age of 20, Lopes quickly learned the value of homeownership. Arriving to Canada as an immigrant, Lopes vividly recalls the challenges of learning the language and adapting to a new culture and way of life. Despite her humble beginning, Lopes has worked to become one of the top brokers within Dominion Lending Centres.

Lopes began her mortgage career at a major bank, where she quickly learned the ropes as a mortgage specialist. Now with 28 years of experience under her belt, Lopes has been running her own brokerage for the past eight years. She is a recent recipient of DLC’s Elite Hall of Fame Award, and she continually places among the top 50 brokers nationally in the network.

Outside the mortgage industry, Lopes is very active in her local Waterloo, Ontario, community, where she regularly gives to various charities to help make a positive impact.

SABEENA BUBBERMortgage consultant

Verico Xeva Mortgage

An award-winning mortgage consultant, Sabeena Bubber was the top-producing broker at Xeva Mortgage in 2016, despite missing three months of work while recuperating from two major surgeries. For Bubber, her work not only enables her to help clients achieve their financial goals, but also pushes her to make a positive difference in the lives of the people around her – her family, friends, peers in the industry and the members of 100 Brokers Who Care, an organization she co-founded.

A few years ago, after witnessing a single self-employed mother desperately in need of financial support, Bubber started a GoFundMe page, which eventually became 100 Brokers Who Care. Through the cause, Bubber was able to witness the Canadian mortgage broker community rallying together to provide support.

Although there are now more women succeeding in the mortgage industry, Bubber believes there’s still plenty of room for improvement. “If you look at the statistics of women in the workplace, women in Canada are only representing 25% of senior management roles, which means that high-income-earning and successful women in senior management roles are still grossly underrepresented in Canada,” she says. “This recognition is something for young women inside and outside this industry to aspire to.”



KERRY BUTLER Director of operations

DocAssist

More than a decade ago, Kerry Butler began her mortgage career as a licensed sub-broker. After taking time off to start a family, Butler returned to mortgages in 2012, at a time when regulation and technology were starting to impact the way brokers managed their businesses. Riding the tech wave, Butler joined MortgagePal as the company’s first employee and underwriter, tasked with providing file support for MortgagePal’s two co-founders. Her skills in developing systems and processes became clear when she built a proprietary file management system on the company’s Salesforce infrastructure. Her organizational prowess allowed the small team of three to scale to more than 50 mortgage applications per month within a very short period of time.

In late 2015, Butler repurposed the administration team under a new brand called DocAssist, with the purpose of providing third-party on-demand administration support to the entire industry. Within six months of opening its doors, DocAssist had already served more than 500 mortgage professionals nationwide. To manage the growth, Butler searched for top talent and rapidly grew her team. The file management system she built allowed underwriters to work from home, which kept overhead costs down and facilitated the hiring of staff from anywhere in the country. Butler ran a new-hire marketing initiative to find skilled underwriters, created a remote-based training program and grew her team from five to 20 administrators in less than 12 months.

Butler’s efforts have been instrumental in making DocAssist what it is today – the 2017 CMA winner for Best Industry Service Provider – and supporting the company’s vision of making mortgages easier for brokers and their clients.



FEATURES


NIKKI CAREWMortgage broker

Verico East Coast Mortgage Brokers

Despite joining the brokering side of the mortgage business just four years ago, Nikki Carew has successfully grown her book of business year-over-year – even landing on CMP’s Top 20 Small Market Brokers list earlier this year. A member of Verico Atlantic Canada’s President’s Club, Carew leads one of Verico’s largest teams in the Atlantic Canada region.

In addition to her day job, Carew is the director of Newfoundland and Labrador for the Mortgage Broker Association of Atlantic Canada and was the chair of the Brokering Wishes event in Newfoundland and Labrador in June. Carew is also actively involved in the Royal St. John’s Regatta, North America’s oldest annual sporting event.

CAROLINE RAPSONDirector, franchise services

Centum Financial Group

As director of franchise services for Centum Financial Group nationally, Caroline Rapson specializes in the coordination, communication and management of the franchise services team, and is responsible for the development of strategic partnerships with lenders, partners and suppliers. Using her wealth of experience in administration, accounting, finance, marketing and operations, Rapson focuses on the expansion and overall growth of the Centum network.

With more than 21 years of combined real estate and mortgage industry experience, Rapson is passionate about working in an ever-changing industry to raise consumer awareness about the important role mortgage brokers play in real estate transactions. Over the last several years, Rapson has been active in supporting MPC and CMBA-BC; in 2016, she became a member of the CMBA-BC board of directors.

DENISE BUCKLEYVice-president, mortgage operations

Magenta Mortgage

Denise Buckley joined Magenta Mortgage in late 2011 and currently serves as a member of the senior management team. Previously, she was manager of Wells Fargo’s Ottawa branch and also served as sales manager for a mortgage brokerage in Ottawa. At Magenta, Buckley started out as an underwriter, then became an underwriting manager and director of mortgage operations before assuming her current role. Throughout her career, Buckley has gained a thorough knowledge of the industry, Alt A and B mortgage underwriting, and the primary lending market in Ottawa.

JANNA DAWDYMortgage agent

JCMortgages

Since joining the financial industry at the age of 17, Janna Dawdy has not stopped reaching for the top. She first worked with various banks and firms, and finally decided to become a mortgage broker 13 years ago after realizing this was the path for her. She set up her own office six years ago and has since been recognized repeatedly for her achievements in the industry, such as being named RMA’s number-one broker in Canada in terms of number of transactions and volume.

Dawdy puts a considerable amount of effort into coming up with creative and engaging client retention strategies, including presenting gifts to clients and business partners at least six times a year and arranging an annual seminar to give a comprehensive update on changes in the industry and emerging ideas and trends.

Outside of her brokerage, Dawdy volunteers her time at the Innisfree House Hospice, where she and her team host movie nights twice a year. Dawdy’s team also works to raise money and provide non-perishable items to Family & Children Services.


SHAWNA MACDONALDPrincipal broker

The Mortgage Associates

A Saskatoon-based mortgage broker, Shawna MacDonald has more than 15 years of experience in the industry and has been named Canada’s top mortgage broker by Mortgage Professionals Canada. She adheres to the industry’s highest standard of professional conduct while ensuring her clients’ needs are met, thus serving as an unbiased one-stop shop for clients to access hundreds of lenders. “Achieving success in today’s marketplace [relies on] being client-focused and really understanding the client’s needs,” MacDonald says.

MacDonald started The Mortgage Associates in 2012 and has maintained her position as one of the top brokers in the country, having received TMG’s Broker of the Year Award six times.

“Shawna accredits her success to the opportunity to follow her passion of helping people,” says a peer. “Whether it is taking a call from another broker, working with a client, volunteering in her local community or spending time with her children, she prides herself on being involved.”





APRIL LEEMortgage professional

City Wide Mortgage Services

From 2005 to 2008, April Lee had the privilege of working alongside a female principal and manager, where she observed firsthand her tenacity, integrity, leadership, ingenuity and business savvy while working through the most challenging circumstances with poise and grace. That experience

greatly influenced the way Lee approaches each customer, ultimately leading to her success today.

Lee believes that the key for women to remain competitive in the mortgage industry is to connect with, support and encourage one another. “There is no one better to understand the challenges of the work/family/life balance that we experience than other women,” Lee says. “We are CEOs, entrepreneurs, mothers and mentors. For these reasons, we need to continue to recognize and support women for their hard work, determination, perseverance and achievements.”

When it comes to her day-to-day business, Lee enjoys being a part of her clients’ home-buying experience. “I believe there is an emotional component to every client’s purpose for obtaining a mortgage,” she says. “Being able to tap into that and being a part of that milestone is a rewarding aspect.”

KIMBERLEE FREEMAN Director of new business development and planning

New Haven Mortgage Corporation

Born in Seoul, South Korea, Kimberlee Freeman was adopted by a Canadian family when she was an infant, and she spent much of her youth growing up in various parts of the world. After spending the first years of her career with various mortgage companies, Freeman joined New Haven Mortgage Corporation in 2008. Freeman attributes her success in her role as New Haven’s director of new business development and planning to her disciplined work ethic. “I’m available 24/7 to my broker partners and enjoy sharing the knowledge that I’ve accumulated over the past 19 years,” she says. “I will never delay work that needs to be completed today. I am very organized and pay strict attention to detail at all times.”

At New Haven, Freeman created a lead-generation seminar to teach brokers how to approach and script different referral sources. “These seminars are conducted frequently, and I have even accompanied agents to meet with their potential referral sources,” she says. “There is nothing more rewarding than watching the success of people you have personally assisted.”

In recognition of her successful career, Freeman was asked to be a guest speaker at Niagara College for the Professional Selling II class, addressing the topics of success and leadership. “I spoke to the class about the ‘real world of business’ and shared my personal life story with them,” she says. “I was later very gratified to learn that the class had voted me their favourite speaker in the series.”


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KAREN GIBBARD Senior mortgage broker

Verico Gibbard Group Financial

For Karen Gibbard, the last few years have been all about personal achievements – while continuing to run her successful mortgage brokerage. “I believe that when you make your personal achievements a priority, naturally the business will follow suit – our business is thriving because

I am,” she says. With almost 30 years of financial industry experience under her belt, Gibbard started her sales career at the age of 26, working as a mobile mortgage specialist until she became an independent mortgage broker in 2000. During that time, Gibbard was consistently ranked as one of the top salespeople in her group, and she continues to excel today as a top mortgage professional.

“What really gets me excited is simply getting a client a mortgage to buy their dream home or to reorganize a client’s finances to relieve them of extreme financial stress,” she says. “The excitement – or relief – that these clients show me still fills my bucket after all these years and makes me realize that this is how I can do my small bit to help people.”

SANDRA LASTOVICSenior mortgage agent and principal

The Mortgage Centre

As a brokerage owner, Sandra Lastovic enjoys seeing people reach their financial goals. “I get goose bumps when we’re able to help people buy their first house, restructure their debt to help them through a tough financial time or buy another rental property,” she says.

A strong advocate for women in leadership, Lastovic has volunteered on many boards in her community, including the Guelph Community Health Centre and the Ontario Agricultural College Alumni Association. In addition, she has been a member of the Rotary Club of Guelph since 2003, where she has served on several committees over the years. She is also past president of the Mid-Day Momentum Chapter of the Guelph Chamber of Commerce, where she has been an active member for 10 years.

SHANNON HILLMANPresident

BlueShore Pacifica Alternative Mortgage Centre

Shannon Hillman was instrumental in the launch of BlueShore Pacifica Alternative Mortgage Centre [AMC], which caters to alternative lending needs and interests in BC’s Lower Mainland. Hillman also serves as director for Pacifica Mortgage Investment and Capital West Mortgage; under her leadership, the three companies managed to exceed $300 million in combined mortgage sales for 2015. In 2016, AMC alone managed to secure more than 200 deals, amounting to $185 million.

Hillman is the VP and membership chair for the BC MIC Managers Association and a member of CMBA and MPC. Outside of the industry, she is part of the Spirit Foundation and supports various charities through her company, including the Ronald McDonald House, Delta Hospital Foundation and Vancouver Resource Society.

FRANCES HINOJOSABroker and managing partner

Tribe Financial Group

Frances Hinojosa is a founder of Tribe Financial Group, which managed to grow in less than three years into a firm of 20 agents with five office locations across the Greater Toronto Area. Hinojosa’s passion for the industry can be seen not only in her impressive business numbers, but also in her efforts to mentor people in both business and life skills. Apart from continuously mentoring agents within the firm, she also arranges coaching sessions with professionals in the industry.

A dedicated member of Mortgage Professionals Canada, Hinojosa is a member of its Ontario Committee and Professional Standards Committee. She is also a partner with 100 Brokers Who Care and a founding committee member of Kares.ca, a program dedicated to the career and life development of at-risk youth.



FEATURES


BILLIE BURKEMortgage agent

Dominion Lending Centres Forest City Funding

Billie Burke gets to spend every day working side-by-side with her daughter, Kendra, adding to the joy she has every morning when arriving at work. “We come to the office each morning feeling like we are living a dream,” Burke says. “We get to enjoy work that feels more like a hobby.”

Beginning her mortgage journey back in 2002, Burke started working as a personal banker for a local CIBC branch. “The teary-eyed smiles on people’s faces when I said, ‘You’re approved’ was my motivator to do this full-time,” she says. Now with DLC, Burke says she feels blessed to be part of a team that supports her dreams, as well as her clients, every day.

CARLA WRIGHT Managing mortgage broker

Matrix Mortgage Global

Carla Wright is the information hub at Matrix Mortgage Global [MMG], sharing her insights on a weekly basis by training more than 100 agents on the team. Wright started her career on the A side of the mortgage industry and was a favourite with underwriters for always being thorough and prepared with her deal submissions. During her career, Wright has built a respected reputation within the broker community for her solution-driven approach to B and private lending.

In the last three years, her focus has been on forming investor relations and connecting borrowers with private funds. Wright’s commitment to the growth of product offerings is making an impact in the lives of borrowers sidelined by restrictive lending guidelines. As a result of her efforts, Matrix Mortgage Global has been ranked as one of the top private lending brokerages in Canada.

LUISA HOUGHMortgage broker

Verico Xeva Mortgages

A founding partner of Verico Xeva Mortgage, Luisa Hough co-manages a team of 85 and oversees an underwriting centre of eight underwriters in addition to managing her own book of business. With 14 years of experience in the mortgage industry under her belt, Hough has built a reputation for excellence and won the

Canadian Mortgage Award for Mortgage Broker of the Year in 2016 in acknowledgement of her commitment to clients.

When asked about the most rewarding parts of the business, Hough lists “helping my clients reach their financial and real estate goals,” along with “teaching, guiding and watching first-time homebuyers achieve their first home” and her strong relationships with clients, who have become “friends and family.”

In her spare time, Hough is involved with the British Columbia Children’s Hospital and 100 Brokers Who Care, helping families within her community.

THE CHOICE IS YOURS WITH

MAGAZINE-EMAGCMP magazine features a series of industry reports recognizing the achievements of key individuals and businesses as well as providing the latest in business best practice. Access every emag from our website or download on your iPad from the iTunes store for access anywhere, anytime.

WEBSITE-ENEWSLETTER-MULTIMEDIAMortgage Broker News is an online industry hub committed to delivering the latest industry news, opinion and analysis for today’s sophisticated mortgage professional. Subscribe to the exclusive e-newsletter and get up-to-the-minute broker news delivered to your inbox daily.

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SUZANNE FLEUR DE LYS AUJLARegional business manager, British Columbia

Equitable Bank

As co-founder of Women in the Mortgage Industry/Femme Dans l’Industrie Hypothecaire, Suzanne Fleur de Lys Aujla has taken on a key role in bringing wimitalks.ca, WIMI View and other business value-adds to the almost 3,000 women in the group. In addition to serving as regional business manager for British Columbia at Equitable Bank, Aujla sits on the Mortgage Professionals Canada BC Chapter’s

Conference Committee and is a co-founder of the BC Lender’s Group. With a passion for supporting the Canadian mortgage industry and her local

community, Aujla is a lifelong advocate and supporter of education, charities and safety. Through the years, she has supported numerous organizations, including the Surrey Food Bank, School District 36, Newton Association and Kares.ca, an organization she helped found, which focuses on empowering youth through engaging programs and services that make a substantial impact.


features ory uence - toronto mortgage broker · in addition to her work in mortgages, mass has been...

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