Mortgage Broker

24 | summer 2018 cmba-achc.ca CMB MAGAZINE K im McKenney has always subscribed to the belief that education is the key to success. As a 14-year mortgage broker and president of DLC e Mortgage Source in Ottawa, McKenney not only practices lifelong learning but also encourages her staff of 75 to seize every learning opportunity that comes their way. Training is her specialty. Every would- be broker who signs on with her must first complete a mandatory training program that is recognized as a standard in the industry. Several months long, the program includes in-office mentorship, business development coaching, weekly technical briefings and marketing assistance. Once a broker trainee has closed between 10 and 15 mortgages, they have completed the program. However, the resources are always there for anyone who needs them. McKenney loves nothing more than mentoring the next generation of mortgage professionals. Some of them are even second- generation team members whose relatives have been with the company since sisters Nelly and Mary Ann Van Berlo founded it in 1990. A firm believer in giving back to the industry, McKenney is deeply involved in the Ontario branch of the Canadian Mortgage Brokers Association (CMBA) and currently serves as president. Canadian Mortgage Broker connected with McKenney to talk about her recipe for success: It's a formula built on a clear vision, hard work and most of all a commitment to continuous improvement. CMB: Tell me about your career. When and how did you get started in the mortgage industry? Kim McKenney: I started in the business in 1988. I graduated with a business degree from the University of Ottawa. I did some research and knew I wanted to get into a client service business. I decided that mortgage brokering was the thing for me. I was mentored by Nelly Van Berlo, who is now my business partner. We worked for another company until 1990, when she and her sister opened e Mortgage Source. I was with them for a few years before I le to help run a family business for 13 years. CMB: how did you end up coming back to nelly Van Berlo's firm? KM: In 2008, I was looking for a change. I had stayed in touch with Nelly, and I came back in a leadership role. Over the years, I grew into my position as president and managing owner; Nelly is now retired. Altogether, I've spent 14 years in the mortgage business. CMB: What do you love about the mortgage industry? KM: I love the role that mortgage brokers play in the lives of our clients. Being able to give advice and guidance on such an important decision is truly rewarding. Even more rewarding is helping clients to realize home ownership or assisting them through difficult financial times by providing solutions. We are fortunate in this industry to work with clients who are usually doing something that brings them joy, and we get to continue to work with them for years to come. As an owner, I love the culture that we have in our brokerage. We are very much a family and enjoy learning, working and playing together. Everyone on the team is ready to help one another and share their experiences, which builds on the success of the brokerage. CMB: how have you and your business evolved over the years? KM: When we first started, there were four of us in the office. e business slowly grew over the years and in 1994, we joined Mortgage Centre Canada. I saw them move to several different locations as they expanded with more agents, taking on assistants who eventually became agents as well. Right now, we have around 60 agents marketing themselves, and a total team of 75 when you include assistants and staff. In 2010, we joined Dominion Lending Centres (DLC) and that's when we started the transition from Nelly to me. My goals were to change the training program and to double the size of the brokerage. at became my focus. We changed the way we train. We conference with other DLC locations, and we're really focused on mortgage protection plans, education and sales. CMB: What do you feel are the biggest challenges and opportunities facing the Canadian mortgage industry today? KM: Obviously, the changes that have come from legend Passing the Torch A true champion of mortgage brokering, Kim McKenney – herself mentored by Ottawa industry veteran Nelly Van Berlo – makes a point of supporting the industry's rising stars By liSA GordoN

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