Neighbourhood Dominion Lending Centres
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This document outlines the agenda for the Neighbourhood Dominion Lending Centres Annual Sales Conference taking place from June 14-16, 2012 at Deerhurst Resort in Huntsville, Ontario. The agenda includes presentations, panels, and workshops on topics related to the mortgage industry, real estate market, and business growth strategies. Speakers include representatives from CMHC, RBC Economics, Credit Canada, and bestselling author Todd Duncan. Social events include a lender/supplier trade fair, cocktails and dinners. The document encourages attendees to network with lending partners and take advantage of the education provided to strengthen their business.
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Neighbourhood Dominion Lending Centres
- 1. Neighbourhood Dominion Lending Centres In Association With Dominion Lending Centres Home Capital Solutions Welcomes You To Our Annual Sales Conference June 14 - 15, 2012 Hosted At “Deerhurst Resort” Huntsville
- 2. Annual Sales Conference Agenda Thursday June 14, 2012 9:00 am - 10:00 am Lender/Supplier Trade Fair Peninsula Room 10:00 am - 12:35 pm Conference Peninsula Room 12:35 pm - 1:35 pm Lunch & Trade Fair Rotunda & Peninsula Room 1:35 pm - 4:30 pm Conference Peninsula Room 5:00 pm - 7:00 pm Cocktails Hospitality Suite Room #51102 7:00 pm - 9:00 pm Dinner Waterhouse Ballroom 5 Friday June 15, 2012 7:00 am - 9:00 am Breakfast Eclipse Dining Room 8:00 am - 9:00 am Lender/Supplier Trade Fair Peninsula Room 9:00 am - 12:20 pm Conference Peninsula Room 12:20 pm - 1:20 pm Lunch & Trade Fair Rotunda & Peninsula Room 1:20 pm - 5:00 pm Conference Peninsula Room 5:00 pm - 7:00 pm Cocktails Hospitality Suite Room #51102 7:00 pm - 9:00 pm Dinner Peninsula Room Saturday June 16, 2012 7:00 am - 11:00 am Breakfast Eclipse Dining Room **Please have your food vouchers to redeem for all breakfast buffets & dinners**
- 3. On Behalf of Neighbourhood Dominion Lending Centres Welcome To Our 7th Annual Sales Conference It has been an interesting year since we all had the opportunity to meet at our conference last September at Queens Landing in Niagara-on-the-lake. We have seen some big changes to our industry with the introduction of the new lending rules implemented by the international lending community. There were also changes that were set in motion by our federal government which caused CMHC, Genworth and Canada Guaranty to change the lending practices of the insured mortgages in Canada. There will likely be more changes coming, we will need to understand and embrace them and try to fight them. Lines of credit for high ratio mortgages are now gone and the lenders and insurers have also tightened up the rules for self-employed clients. Some people will look at these changes as negative, but as mortgage agents and brokers we need to look at them as positive. We can spread the word that these people are still great clients. We just need to work the deals a little differently than we have over the last five years. These clients also know the rules have changed as most have found that their financial institutions have tightened up on their business lines of credit. Our conference is designed to help make our market stronger. As we mingle with some of the executives of our lending partners, underwriters and business development officers, it helps us to understand their needs and how we can become more efficient. By working together, we can help them achieve lower cost of funds, overhead and can also help them to cross sell other products which will make them more profitable. As mortgage originators, we do not want to lose any more lenders from our marketplace. It is our vision to encourage strong relationships with our industry partners by bringing them together with our teams at events such as this Building bridges through knowledge and mutual respect will create a solid foundation for the growth of our future. To accomplish great things, we must not only act, but also dream; not only plan, but also believe. ~Anatole France~
- 4. Harold Cowling, CMHC on behalf of IMBA Dawn Desjardins Assistant Chief Economist Marvin Alexander Realtor A Heartfelt Thank You To The Following Presenters For Their Time & Participation... The Education, Confidence & Tools Provided Are Invaluable To Our Industry...Thank You! Laurie Campbell CEO Credit Canada Mark Webb Doug Jones Sr. Vice President Claire Drage CEO Mortgage Agent
- 5. A Heartfelt Thank You To The Following Sponsors & Lending Partners... Without Their Generosity and Support, Events Like This Would Not Be Possible...Thank You!
- 7. Thursday June 14, 2012 9:00 am - 10:00 am Lender/Supplier Trade Fair 10:00 am - 10:35 am Welcome & Opening Remarks 10:35 am - 10:55 am IMBA Harold Cowling, CMHC 10:55 am - 11:55 am RBC Dawn Desjardins, Assistant Chief Economist Dawn Desjardins joined the Royal Bank Economics team in January 2006 as a senior economist. She is responsible for the macroeconomic and interest rate forecasts for Canada and the U.S.. Previously, Dawn worked as a reporter for Bloomberg Financial News in Toronto covering the Canadian bond and currency markets and was the Canadian bond market strategist for a major U.S. bank for ten years. She is a graduate of the University of Toronto. 11:55 am - 12:35 pm Best Practices Panel Stephen Codsi, Neighbourhood DLC - Steve worked with Bill and Gary at Norlite Financial, and at Mortgage Intelligence, and this is when I became part of this great team. Was a realtor for 10 years before the mortgage business as a part owner of a Re/Max. Understand both ends of our business, real estate and mortgages. Still married to the same woman almost 30 years, with three lovely daughters, one who is with us today. I have been blessed with an awesome family and to be part of Bill and Gary's team. Todd Payzant, Neighbourhood DLC - I have been in the mortgage business for the last 14 years. The first 12 years I was a Mortgage Development Manager for Scotiabank. The last two years I have been working as an agent with Neighbourhood DLC in Sudbury. I actively originate mortgages along with Nikki Tomljanovich, my licensed assistant, who is fully licensed, experienced mortgage agent who works to ensure the highest possible level of service - both prior to and after the closing of your mortgage. Jason Nugent, Neighbourhood DLC - Jason Nugent started his career in the mortgage industry in May 2003. He has been an active member of REIN for the past 3 years and specializes in investment portfolios which keep him quite busy. In addition to his REIN clients, Jasons’ focus is on his local marketplace where he works closely with realtors, first-time home buyers and repeat clients from his existing database. Jason ensures that his clients needs are being met throughout the entire process, from the day the deal is approved until well after closing he keeps the lines of communication open. Brian Mill, Neighbourhood DLC - In Sept 2010 I joined NDLC after 7.5 years as a mortgage specialist with a major bank. In total I have over 17 years in the financial service industry, my first 7.5 years were in the investment and financial planning industry as a CFP (Certified Financial Planner) and prior to that I earned a degree in Psychology and a degree in Economics from the University of Western Ontario. I am married and have one son, Connor. My wife Heather has worked with me since June 2011 after 5 years at Scotiabank as a personal banking officer. Ruby Samra, DLC Home Capital Solutions - Ruby Samra has been a dynamic member of Dominion Lending Centre for over 6 years. Finding her passion within the field of Business, Ruby obtained her Bachelors of Commerce degree from McMaster University in Hamilton and then further continued her education by obtaining a degree in Economics with a minor in Finance at Ryerson University in Toronto. Prior to joining DLC, Ruby gained 9 years of industry experience with the Royal Bank of Canada. Ruby enjoys leading an active life and regularly volunteers with local charities such as the Heart and Stroke Foundation, Juvenile Diabetes Research Association, and The Hamilton Women’s Shelter to name a few. 12:35 pm - 1:35 pm Lunch Sponsored By:
- 8. Thursday June 14, 2012 1:35 pm - 4:30 pm In this exciting session, Sales Expert & Best-Selling author Todd Duncan will teach you 7 Steps to take your business to new heights. You will learn: 1. How to create a vision for your business 2. Specific goals to double & triple your fundings 3. A personal improvement process guaranteed to give you growth & efficiency in your business 4. The power of accountability & mentoring Over the past two decades Todd Duncan has built a respected enterprise while continuing to observe and study the lives of achievers who thrive on and off the job. His ongoing discoveries continue to be synthesized into compelling resources for living in a meaningful, enriching, and profitable way. His bestselling books and popular seminars have influenced millions to pursue a generous and abundant life, and have landed on prestigious bestseller lists including the New York Times, Los Angeles Times, Wall Street Journal, Barnes & Noble, Amazon.com, CEOread.com, and Business Week. Todd began his loan origination career at the age of twenty-three and he quickly learned what it takes to succeed amidst the rising pressures and incessant temptations of the marketplace. While Todd was listed in the top one-percent of the industry by the time he was twenty-seven, his world was dangerously out of balance. Eventually, his personal empire of expensive toys and fast living was toppled by a two year cocaine addiction. On his way down, Todd faced up to his shortcomings and thus embarked on a road to recovery and redemption. Through the support of friends and mentors like Zig Ziglar, Og Mandino, and Ken Blanchard, Todd not only recovered but quickly re-ascended to the top. In 1992, Todd founded The Duncan Group to meet the growing demand for innovative training and leadership in the mortgage banking industry where he began his career. Like Peter Drucker, Dale Carnegie, and Bill Gates, Todd became an innovator who transformed his industry and improved the lives of millions. As a father of relationship-based selling for mortgage professionals, Todd has single handedly developed more successful mortgage professionals and enhances the quality of service they provide in the mortgage industry today. Today, world-wide audiences praise Todd’s authentic, balanced approach to success because he speaks from a platform of triumph. Todd’s passion is to unlock the potential in every individual crossing his path, and his personal story has given hope to many. In designing world-renowned content and universal success strategies, Todd’s ultimate goal is to help people lead healthy lives of fulfillment and satisfaction. Todd and his wife, Debra, and his two sons, Jonathan and Matthew live in Newport Beach, California. 5:00 pm - 7:00 pm Cocktails - Hospitality Suite 7:00 pm - 9:00 pm Dinner Cocktails & Dinner Sponsored By:
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- 10. Friday June 15, 2012 7:00 am - 9:00 am Breakfast Sponsored By: 8:00 am - 9:00 am Lender/Supplier Trade Fair 9:00 am - 9:20 am CAAMP Mark Webb 9:20 am - 10:20am Psychology of Referrals Dean Jackson Dean Jackson is a marketing expert who specializes creating turnkey marketing solutions for real estate agents and mortgage planners. He helps create what he calls "Bankable Results" by focusing on the most important elements of marketing: Getting Leads, Getting Appointments, Getting Contracts and Getting Referrals. He'll be talking about The Secret Psychology of Why People Refer Mortgage Planners and How to Be The ONLY one They Refer. 10:20 am - 11:00 am Legal Update: The latest on bidding wars, landlord & tenant and other offer issues. Mark Weisleder Mark is a real estate lawyer, author and speaker. Mark has been practicing law for 28 years, with offices in Toronto and Brampton, and represents buyers, sellers and investors across the GTA. Mark is a frequent guest real estate expert on Canada Am, Breakfast TV and Global TV and writes a weekly real estate column for the Toronto Star. 11:00 am - 11:50 am How to double your income in less than 12 months...really! Marvin Alexander, Broker of Record, President Initially starting with Coldwell Banker, where he was the top sales agent within his first two months in the business, he soon joined Re/Max where he quickly became one of the Top 10 agents within the office, and was the Top Individual sales agent after his second year with the company. In 1997, Alexander joined Royal LePage, the 2 nd largest real estate company in Canada. As a highly regarded agent at Royal LePage for 11 years, Marvin was instrumental in the significant agent growth of the office due to his willingness to share his knowledge and valued experiences. To add to his many credits, Marvin acquired his Real Estate Broker designation and his Mortgage Broker license in 2008. While researching and subsequently launching a Keller Williams Market Center in Newmarket, Ontario, Canada, Alexander, as Operating Principal, was still able to maintain an extremely high level of production by both Keller Williams and industry standards. Marvin was ranked as the #1 Individual for Keller Williams Canada in 2010 and 2011 for Units sold and in 2010 he was the #1 Individual for Keller Williams Canada for GCI. Alexander has placed in the monthly Top 15 for GCI written and closed for Keller Williams International on numerous occasions since he joined the company, and has ranked as high as the 2 nd highest producing KW agent in GCI for all of North America. Alexander has ranked among the Top 50 realtors out of over 30,000 realtors on the Toronto Real Estate Board, and continues to set sales and achievement records year after year. In addition to a thriving resale business, Alexander has an in-depth knowledge of commercial real estate, and has transacted over $200 million in commercial, industrial and land development sales to date. Although Marvin has accomplished a lot over his career, his journey is still not complete. Alexander, 48, has an affinity and passion for sharing, and is now focusing his efforts in the teaching arena as a means of giving back to his profession. Marvin has recently been recognized as a highly-esteemed, Keller Williams International Faculty trainer, and has commenced training and speaking engagements throughout North America. Alexander has sat on numerous high-level real estate panels, has been featured on numerous radio, news, magazine and television productions, and has spoken in front of thousands of realtors on numerous occasions. Assisting others to see the best in themselves and aspire to be the best that they can be in all aspects of their lives is what Marvin believes to be the sign of a true leader and part of what will inevitably assist him in achieving his own ultimate goals.
- 11. Friday June 15, 2012 11:50 am - 12:20 pm BDO Canada Doug Jones, Senior Vice President Doug Jones is the Senior Vice-President in charge of the Financial Recovery Services Practice for BDO’s Lakeland Region, situated principally in Barrie. Doug has 23 years of Insolvency and Restructuring experience including significant experience with a major firm in restructuring, valuations and winding up. Doug now has developed a significant consumer and small business practice after moving to his current location. Doug’s experience includes the corporate restructuring of a publicly traded company, liquidation of The Dominion Trust Company and Insolvency proceedings for numerous small and medium sized businesses. His current practice responsibilities cover an area from Newmarket to North Bay and from Alliston to Peterborough. 12:20 pm - 1:20 pm Lunch & Lender/Supplier Trade Fair Lunch Sponsored By: 1:20 pm - 2:20 pm Fraud Prevention Laurie Campbell, Executive Director of Credit Canada Debt Solutions Since joining Credit Canada in 1990, Ms. Campbell has assumed progressively more important roles within the organization, becoming part of its senior leadership team as Program Manager in 1993. Her responsibilities have notably included management in the agency's education department, which presents seminars on money management and credit-related issues to over 10,000 people annually. Ms. Campbell is Past President of the Credit Association of Greater Toronto, and is recognized as a primary source of accurate information on credit counseling for the media, and is widely recognized as an expert in her field responding daily to media requests. She has been interviewed for several prominent books on finance and has reviewed financial literature for organizations such as Master- Card Canada, Visa Canada, the Investment Funds Institute and the Investor Education Fund, and was on the Advisory Committee for the television show Maxed Out. Ms. Campbell was instrumental in spearheading Credit Education Week Canada, which now in its third year promotes financial literacy through a variety of mediums throughout Canada. Ms. Campbell served on the Board of the Ontario Association of Credit Counseling Services and the Canadian Association of Credit Counseling Services, a not-for-profit charitable community service that helps consumers by providing credit education, counseling on budgeting, and planned debt liquidation programs. Ms. Campbell was a member of the Financial Literacy Task Force commissioned by Minister Flaherty. Ms. Campbell is a graduate of the University of Ottawa. 2:20 pm - 3:20 pm The Top 10 Success Tips on Working Smarter Not Harder as a Mortgage Agent Claire Drage, CEO Mortgage Agent - DLC Home Capital Solutions Inc. Maximize your potential in a challenging market place. Claire will share her top 10 Tips for Success on how to be competitive, truly add value, differentiate yourself and reduce the number of hours you work. Work Smarter not Harder and capture the Lion's Share of the mortgage market - you deserve it! Claire Drage, CEO and Owner of The Lion’s Share Group, founded the company in 2010 in order to share her methodology with others in her industry, with the main goal of assisting mortgage agents in capturing the “Lion’s Share” of the mortgage market in Canada. Born in England, Claire's entrepreneurial spirit and a sense for adventure led her to move to Tenerife, Canary Islands for twelve years before coming to Canada in 1998. It is in Calgary that she became a successful Mortgage Agent. Claire subsequently moved over to the lending side of the business holding Business Development positions at two National mortgage lenders before a promotion moved her and her family to Toronto in 2006. As the Director of Broker Origination, her key responsibilities included managing a growing sales team across the country. Her energy, enthusiasm and a strong ability to add value helped drive corporate goals and meet their objectives. After moving back to the broker side of the business as Regional Vice President, Eastern Ontario and Atlantic Region for a National Brokerage, Claire’s entrepreneurial spirit once again took over as she decided to step back into her broker shoes as a Mortgage Agent in Oakville, Ontario. Claire has many years of experience in our industry from both perspectives – as an Agent and a lender. Claire is a very successful Mortgage Agent in Ontario, having increased her originations by more than 100% per year since she put her agent hat back on 4 years ago and is ranked in the top 1% nationally with her brokerage, for both number of mortgages and total volume as an individual. Claire has used this experience to grow a successful team of agents herself, and create unique programs for mortgage professionals that are both proven and easily duplicated.
- 12. Friday June 15, 2012 3:20 pm - 4:20 pm Lender Panel Bryan Devries, Vice President - ICICI Bank Bryan has been in the Mortgage industry for over 20 years. Holding positions as both a Lender, and as an employee within a brokerage, he has gained valuable insights about industry. In his current role at ICICI Bank, he is Vice President – Mortgages with responsibility for growing and managing the residential mortgage business. Harold Cowling, Regional Account Manager, Broker Relations - CMHC Harold Cowling has spent more than 30 years working in the financial services sector. Harold is currently the leader of the business development team at CMHC that services the mortgage brokerage sector nationally and many of the broker channel lenders in Ontario. Harold’s industry knowledge and perspective working in the mortgage insurance field as well as his years of experience managing both broker and lender accounts has provided him the opportunity to contribute to the continuing success of IMBA. Harold is married, has four children and is a proud grandfather. Marc Moeys, Business Development Officer - Pillar Financial Marc Moeys, Business Development Manager for PILLAR Financial Services, joined the team over seven years ago. Prior to joining PILLAR, Marc has seven years experience as a mortgage broker in Kingston which allows him to assist brokers with unique or unusual deals. Marc prides himself in building and maintaining relationships with mortgage brokers and is always on the lookout to discover new opportunities for PILLAR Financial. Katherine Gregory, President & CEO - Paradigm Quest Inc. Prior to founding Paradigm Quest, Kathy was a senior executive at Canadian bank, responsible for managing $100billion+ mortgage portfolio. In 2004, Kathy then founded Paradigm Quest Inc., a mortgage process and servicing company to be a strategic partner for Canadian financial institutions. Paradigm’s growth year after year has resulted in it becoming one of the fastest growing mortgage organizations in Canadian history. Kathy’s focus on prudent expense management, innovation and aggressive growth led the organization to a breakeven point after only its first year of operations. Today Paradigm Quest manages over $19 billion dollars of the highest quality mortgage assets under administration. Kathy leads by example, resulting in a company whose employees strive to not only meet, but to exceed her expectations. Kathy views the corporate culture as one of her key accountabilities and has built an organization focused on the overall team environment, driving a collective commitment to excel. Kathy’s leadership and initiatives are recognized by industry professionals across Canada. Kathy was ranked #1 “Ones to Watch” by Profit Magazine for their 2009 Canada’s Top 100 Women Entrepreneurs. In the June 2012 issue of Profit Magazine they ranked Paradigm Quest #96 on the Profit 200 fastest growing companies. Kathy was awarded the WXN Top 100 Most Powerful Women in Canada award in 2010, the 2011 Canadian Mortgage Awards “Best Community Service Effort of the Year award”, and most recently, on June 1, 2012, Paradigm Quest was awarded the “Employer of Choice”. In 2008 Kathy spearheaded and founded the first women’s only mortgage industry golf tournament, the Ontario Mortgage Industry Ladies Charity Golf Tournament. Over the past three years Kathy has helped raise over $100 thousand dollars for the Canadian Women’s Founda- tion. Kathy is a single mother of three, and in her spare time she enjoys the game of golf. Sebastien Kuperhause, National Sales Manager - National Bank Sebastien Kuperhause is the National Sales Manager for National Bank Broker Services. Sebastien joined National Bank Financial Group in November 2007. His mortgage career started with CIBC in 2002 where he spent 4 years as a mortgage specialist before moving on to RBC in the same role and then onto ING as Sales Manager. Sebastien's mortgage knowledge and sales background has assisted the BDM Team in growing National Bank's broker volumes by 400% since joining the bank. NBFG and Sebastien are committed to the Broker Channel and the BDM Team to provide everyone with the support required to growing the Broker Channel even further in the coming years.
- 13. Friday June 15, 2012 4:20 pm - 5:00 pm Leasing & Commercial Mortgages Bob Crowther, Leasing Agent - Neighbourhood Dominion Lending Centre Bob comes with over 28 years experience in commercial equipment and vehicle lease financing, structured financing and aviation leasing/lending. Bob's career has involved management positions in some of the industry's largest companies, such as Royal Bank, TD Asset Finance and Canadian Capital Leasing in addition to running his own businesses. Bob's particular area of expertise is arranging Lease Financing for equipment. Well known in the industry by equipment manufacturers, dealers and end users, Bob's experience has led to over $1.0 Billion in successfully arranged transactions. In addition to new transactions, Bob has provided consultancy services to many companies in arranging refinancing and/or restructuring of existing debt instruments. Bob brings a broad background of commercial leasing/lending experience to Neighbourhood Dominion Lending Centre, Leasing Division. Bob is married with 2 grown children and enjoys a wide variety of sports and leisure activities. Dale Bilton, AMP President - DLC Commercial & Residential Mortgages Ltd Dale has 20 years as a Commercial Banker & specializing as a Commercial Mortgage Agent for past 15 years. He was named CMP Commercial Broker of the year for 08 & 09 for Canada. He has recently joined DLC as their Commercial Broker for Ontario. Dale has a team of 5 Commercial Agents who specialize in Commercial Brokering and are eager & ready to co-broker any commercial requests. 5:00 pm - 7:00 pm Cocktails - Hospitality Suite 7:00 pm Dinner Cocktails & Dinner Sponsored By: The will to win, the desire to succeed, the urge to reach your full potential . . . these are the keys that will unlock the door to personal excellence.~ Confucius ~ Reminder: Attendance to all sessions will result in 6 AMP Credits + 4 Compulsory with CAAMP & 5 CEU/PDU Credits with IMBA To add your credits to your continuing education profile, please visit www.caamp.org and click on members portal. Log in using your username & password. Once you have logged in, click on your profile and add your credits by using the drop down box and selecting NDLC Annual Sales Conference. To add your CEU/PDU Credits to your IMBA profile please contact IMBA directly to request a form.
- 16. On Behalf of Neighbourhood DLC and DLC Home Capital Solutions Thank you to everyone for their attendance and participation in our 7th Annual Sales Conference. It is events like these that add value to our personal lives and our business. We are looking forward to another successful year ahead as our team continues to grow and our businesses become enriched with everything we want. A Heartfelt Thank You To Our Sponsors & Lending Partners... Without Their Generosity and Support, Events Like This Would Not Be Possible...Thank You! Thursday Morning Break Sponsored By: Thursday Lunch Sponsored By: Thursday Afternoon Break Sponsored By: Friday Breakfast Sponsored By: Friday Morning Break Sponsored By: Friday Lunch Sponsored By: Friday Afternoon Break Sponsored By: