Mortgage Broker

CMB MAGAZINE cmba-achc.ca summer 2018 | 37 cmB: how would you say you have evolved as a professional since you started out? rB: A big focus for me has always been customer service – being open and available to answer any questions. at hasn't really changed for me. Shaking someone's hand and hearing their voice are still the best ways to get a deal done. However, I would say I have become more versatile over time, with more experience. I can wear a different coat, depending on the situation, to adapt to any given circumstance. cmB: what do you feel are the biggest challenges facing the canadian mortgage industry today? rB: Of course there have been a lot of regulatory changes lately. It hasn't stopped business, but it's been a learning curve for some buyers and also for us. We need to educate ourselves so we can educate our clients, who may not understand why they no longer qualify for certain rates, terms or amounts. But change will always be there and we need to learn and adapt. cmB: on the flip side, what are the biggest opportunities? rB: e recent rule changes have made it even more important to learn and know what lenders like Pillar Financial Services can do to provide solutions for clients who may find themselves outside the box they used to fit in. At Pillar, we strive to offer solutions for clients with a common-sense approach. But, if it truly doesn't benefit the client, we will pass on a deal. cmB: how are you involved with cmBA – ontario? rB: Initially, I worked at a company that was a member. at's how I learned about the association, but it was during my training at Pillar that I was first exposed to CMBA on the lending side. I think it's a great association that benefits agents and lenders. Recently, I was approached to throw my hat into the ring for a position on the board of CMBA – Ontario. To my surprise, I was elected! I look at it as a good opportunity for professional development. I believe I'm going to be part of the events committee and we will keep providing the right content and learning opportunities for members – we will be changing the locations and themes of our events to make sure industry keeps moving forward together. cmB: tell me about a recent professional achievement. rB: I received the Outstanding Representative Award from CMBA – Ontario in March. It's the first year they've had this award, so it was a huge honour. It was great to have my Pillar management and colleagues there with me to celebrate. But the best part was that people came up to me later to say they had voted for me. at touched me even more. I love what I do and to me, it doesn't feel like I'm doing work. cmB: what advice would you have for someone starting out in the mortgage industry? rB: I would say to find a mentor—don't be afraid to ask someone to be your mentor. Ask your questions; the best part of our industry is our community, and most people are more than happy to share their knowledge. Also, learn about the big-name lenders, but also about all the other lending products, too, so you can provide your customers with all options. Lastly, I would say to get out there, meet your peers, and do it your own way. Your success may not come right away, but it will pan out for you. cmB: what's on the horizon for you, career-wise? rB: I'm now in charge of business development for all of Ontario. It's great to be putting a strategy in place; we will be hiring two BDMs for the eastern and southwestern parts of the province. We're also looking at creating a loyalty program for agents. I love working for Pillar and these are exciting and busy times! cmB: what hobbies do you enjoy in your spare time? rB: I'm a huge soccer fan. I play twice a week and I used to coach, but I have three boys— Adam, Christian and Julian—who are involved in soccer, too, so we're at the field a lot. In the winter, we snowboard together, and I'm also a big movie fan. I want to be the first one to see a new movie so no one can spoil it for me later! And, of course, I enjoy spending time with my wife, Nadia, and my family and friends.

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