2026 Concurrent Sessions

Lee-Ann McAllister
MCAP

Workshop: 10:30 am - 12:15 pm
Broker Success Formula: The Data Behind the Success

Behind every great business is a pattern and we went looking for it. The MCAP Sales team sat down with more than 100 of Canada’s top brokers, listening closely to what truly drives their success. What emerged were clear, consistent insights that shaped the Broker Success Formula. From there, the team took those findings on the road, sharing them with brokers across the country.

Now, Lee-Ann, Senior Director of Sales, takes it one step further. This keynote goes beyond the framework, uncovering deeper data, unexpected trends, and fresh perspectives designed to spark new thinking and elevate how brokers approach growth.

Unlocking Opportunities in Residential Foreclosure

A practical overview of the residential foreclosure process in Canada, covering key legal concepts, provincial differences, real-world timelines, cost scenarios, and purchasing considerations. This presentation equips mortgage professionals with the knowledge and best practices needed to confidently educate clients, assess risks, and navigate foreclosure-related transactions effectively.

Entering the mortgage industry in 2008, I’ve navigated a landscape of profound transformations. At Neighbourhood Holdings, I’ve constantly embraced changes, spearheading the creation of innovative processes and strategies that have driven us to $2 billion in volume by April 2025, alongside the acquisition of Fisgard in October 2025. Embracing advanced technology has been pivotal in our approach. Leading a team of dedicated professionals, our mantra emerged: "What gets measured gets managed." This has driven our success in underwriting complex files, process automation, and product development. Committed to elevating the alternative lending industry, we are setting new standards by leveraging AI and advanced technology.

Canada Is Aging. Lending Isn’t: How brokers adapt when conventional lending stops working

Canada’s population is aging rapidly, but conventional lending frameworks have not evolved at the same pace. As a result, mortgage brokers are increasingly encountering 55+ clients who appear well-qualified on paper yet cannot be served through traditional mortgage or HELOC solutions.

This session brings that challenge to life through a story-driven conversation between Pierre Martin and a top-performing broker experienced in both conventional and reverse mortgage solutions. Together, they unpack real deals that stall when older clients no longer fit conventional lending criteria. The focus will be on how brokers adapt their advisory approach when traditional strategies stop working.

Pierre Martin brings extensive experience in mortgage lending, broker relations, credit risk, underwriting, and sales leadership. He is a highly respected industry leader with a strong track record of building high-performing teams, developing trusted broker partnerships, and driving growth through internal and external partnerships.

The Scalable Mortgage Business Blueprint

Most mortgage agents focus on becoming high producers. Few intentionally build businesses designed to scale. This session delivers a practical, field-tested blueprint for turning consistent production into structured, predictable growth. It breaks down the systems, metrics, and execution discipline that allow mortgage agents to grow without chaos, burnout, or constant deal-chasing. Whether you’re closing 10 deals or over 100 per year, you’ll leave with a clear framework to eliminate plateau, increase clarity, and build a business designed for long-term scale.

This isn’t about hype. It’s about structure. This isn’t about working longer hours. It’s about building smarter systems.

Mohinder Pal Singh is the visionary Co-Founder and CEO of AKAL Mortgages Inc., a nationally recognized brokerage known for its high-performance culture and values-driven leadership.

Guided by the philosophy of “Driving Success Together™,” Mohinder Pal has empowered mortgage professionals across Canada to grow their businesses, build lasting legacies, and elevate the client experience.

Through AKAL’s national franchise platform, he continues to raise the bar in the mortgage industry—redefining standards and inspiring a new generation of brokers to lead with purpose, precision, and partnership.

Under his leadership, AKAL Mortgages lives by the motto: “When We Say Yes! We Stand Behind Our Promise®.” It’s more than a slogan—it reflects Mohinder Pal’s unwavering commitment to trust, integrity, and support for clients and brokers alike.

Your Silent Pipeline: How Property Data Is the Retention Engine Brokers Aren't Using

Most conference AI talks are about automation and lead gen… table stakes at this point. Scott's angle flips it: the real untapped opportunity isn't getting new clients, it's the revenue walking out your back door. With a data background spanning 18 million residential and 7 million commercial properties across Canada, he can speak with authority on what the data actually reveals about broker churn, renewal cycles, and how personalized property intelligence turns passive clients into repeat business. Not a sales pitch, a data-driven presentation to drive practical value for attendees.

Scott Larter is the CEO of BrokerBot, Canada's AI-powered client retention platform built for mortgage professionals. With over a decade of experience at the intersection of real estate, data, and technology, including senior roles at FCT and Verisk Analytics (formerly OPTA Information Intelligence), Scott has spent his career turning property data into business intelligence that brokers can actually use. At BrokerBot, he's leading the charge on a simple but powerful idea: the most valuable pipeline you have is the one you already closed. Scott brings a rare combination of data fluency and street-level sales instinct to every stage, and has a track record of helping brokerages stop leaving renewal revenue on the table.

Renewals: A Better Route Forward

Canada’s renewal market is evolving. Sustained and increasingly concentrated renewal demand, shifting borrower expectations and more complex processes are creating new pressures across the mortgage ecosystem. This session will explore the market conditions shaping today’s renewal experience, where those pressures are being felt and the lessons emerging across the industry. We’ll also look at how technology, process improvements and greater collaboration are helping shape a more flexible, transparent and reliable path forward for brokers and borrowers.

Brenna Charles leads the strategic management of national lender head office relationships. She is focused on expanding the adoption of FCT's growing suite of products and services, driving innovation and creating new revenue opportunities for clients and partners across Canada.

Heather Thoma is a seasoned financial services professional with more than 20 years of industry experience, including over a decade supporting the mortgage ecosystem at FCT. Her background spans residential and commercial lending, insurance, and strategic account management, giving her a comprehensive understanding of the end-to-end mortgage lifecycle. In her role at FCT, Heather works closely with brokers, lenders, and legal professionals to improve closing efficiency, reduce risk, and enhance the borrower experience. She is known for her practical insight, collaborative approach, and ability to translate complex processes into actionable guidance for front-line mortgage professionals.

Housing and Mortgages: Where Is Canada's Market Headed?

Canada’s housing and mortgage markets are entering a new phase shaped by slower economic growth, affordability challenges, evolving borrower behaviour and growing regional differences. In this session, Mathieu Laberge, SVP and Chief Economist at CMHC, will provide a national outlook on Canada’s economy, assess current housing market conditions, and examine the health of the mortgage system. Attendees will gain insights into emerging risks, opportunities and trends that will influence housing finance and mortgage lending in the years ahead.

Mathieu Laberge leads a team of experts in housing economics and insights whose work informs Canada’s efforts to address key housing issues including housing affordability. Mathieu joins CMHC after working at senior executive levels for global consulting firms, advising federal, provincial, Indigenous and municipal governments on economic analysis and modeling, macroeconomic forecasting and social policymaking. Prior to consulting, Mathieu served as a senior executive in a Canadian cabinet minister’s office, where he provided strategic advice on housing and social policy development. Before that, he worked at CMHC, in the former Market Analysis Centre, and in the Insurance sector, where he oversaw econometric and financial model development and the publication of market analysis studies and reports. Mathieu also worked at the Centre for Interuniversity Research and Analysis on Organizations where he focused on housing, public finance (health and education), infrastructure and natural resources. Through the years, Mathieu has regularly commented on housing, economic and social policy topics in the media, as a spokesperson for various organizations including CMHC, and as a columnist for La Presse. Until recently, he was a member of the Québec Minister of Social Solidarity’s Comité Consultatif sur la Lutte contre la Pauvreté et l’Exclusion Sociale.

Mathieu is a graduate of the University of Nottingham with a Master of Science in Econometrics and International Economics. He also holds an MBA from Cornell University and Queen’s University and a B.Sc. Economics from the University of Montreal.

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Is An Approval Just An Algorithm?: The Truth About AI in Mortgages

AI is here, and it's rewriting the mortgage rulebook from pre-approval to final underwriting. We're cutting through the tech buzzwords to show you the true current status of AI in mortgages. Get ready for a high-impact session on leveraging AI for massive competitive gains while sidestepping the regulatory landmines. Learn exactly how to win the AI race without risking the farm.

Bekim Merdita is the Head of Sales & Marketing at Questbank. As a mortgage executive in the U.S., he helped scale Rocket Pro from $8 billion to over $100 billion in annual volume. He then served as Executive Vice President at Rocket Mortgage Canada, where he grew the organization from eight to more than 150 team members while originating over $2 billion in mortgages. Most recently, he helped build the foundation for Questrade Mortgage before stepping into his current role.

Video That Converts: A Simple, No-Stress Plan to Elevate Your Brand

Short-form video has become one of the most powerful tools for mortgage professionals to build credibility, stay top-of-mind, and generate inbound opportunities — yet many brokers feel overwhelmed, inconsistent, or unsure where to start.

This 30–45 minute educational session is designed specifically for mortgage professionals who want to confidently use video on social media (Instagram, Facebook, TikTok, LinkedIn and YouTube) in a way that feels authentic, compliant, and effective — without chasing trends or becoming full-time content creators.

Attendees will learn how social media algorithms actually work today, how to define a clear content niche that attracts the right clients and referral partners, and how to structure short videos that stop the scroll, hold attention, and spark meaningful engagement.

The session focuses on practical execution, not theory. Participants will leave with tools, templates, and frameworks they can immediately apply in their business.

Sherry Corbitt doesn’t consider herself your average Mortgage Broker. An entrepreneur for nineteen years she has dipped her toe in the water of many fields from realtor to journalist to marketing manager, but her real calling was found 15 years ago when she became a mortgage broker, and she hasn’t looked back since. She loves getting a great mortgage for her clients but what’s more, she simply just cares deeply about them and treats them as she would a close friend. Always looking for a way to help her clients, she became a Divorce Financial Analyst, filling a gap in the industry and lending support to people during a very traumatic time in their life. Sherry is a mortgage broker and has 8 agents that are part of her team. An active member of the community she hosts community yard sales, magical charity galas for children and is a supporter of the Durham Humane Society, Soper Creek Wildlife Rescue, and the Animal Guardian Society. When she is not colouring outside the lines, she loves to travel with her family who are all Disney obsessed.

Selling Your Niche: Simple Ways to Stand Out and Grow Your Mortgage Business

This session teaches mortgage professionals how to choose a niche, talk about it with confidence, and use it to grow a long-term, trusted business. Patricia and Blaire will share real examples from their own niches and walk attendees through simple tools they can use right away.

Patricia McKean has more than 23 years of experience in the mortgage industry, specializing in rural financing and credit rebuilding. Based in rural Alberta, she has built her business around helping clients find financing solutions when traditional lending options may not meet their needs. Drawing on both her professional expertise and personal experience living on an acreage and being actively involved in the rodeo community, Patricia has developed a deep understanding of the unique financing challenges associated with acreages, farms, equestrian properties, and other rural homes. She is also passionate about helping clients overcome credit challenges through education and customized credit rebuilding strategies that create a path to homeownership.

A dedicated advocate for education, Patricia enjoys sharing her knowledge with both clients and fellow mortgage brokers. She believes that with the right expertise and access to a broad range of lending solutions, there is almost always a way to help clients achieve their homeownership goals.

Blaire Borle is a mortgage broker with more than 22 years of experience in the mortgage industry, including 15 years as a Mobile Mortgage Specialist with TD Canada Trust. Throughout her career, she has helped individuals and families confidently navigate some of life's most important financial decisions.

As a proud mother of four, Blaire understands the importance of finding the right home and building long-term financial stability. She is committed to making the mortgage process straightforward, stress-free, and tailored to each client's unique needs. Whether assisting first-time homebuyers, homeowners looking to refinance, or real estate investors, Blaire is known for her honest advice, personalized service, and dedication to helping clients achieve their goals.

Derek Serra
Westboro Mortgage Investment Corp.

Private Mortgages: Understanding the Solutions Behind the Product

As economic conditions continue to evolve and demand for private lending grows, it is increasingly important for mortgage professionals to understand when and how private mortgage solutions can benefit their clients. This session will provide brokers with practical insights into positioning private mortgages as short-term, solution-focused options during major life events such as job loss, divorce, business start-ups, or other financial transitions.

Attendees will gain a deeper understanding of private lending structures, including rates, fees, appraisals, lender commitments, and the differences between first and second mortgages. Through real-world examples and case studies, brokers will learn how to evaluate lender options, communicate effectively with clients, and confidently navigate private mortgage solutions. Designed to be both informative and practical, this presentation will equip brokers with actionable strategies, client communication tips, and marketing insights to help build trust, strengthen client relationships, and expand their advisory role beyond traditional mortgage products.

Derek Serra brings over 25 years of experience in the mortgage industry across the insured, alternative and private mortgage sectors. His career includes executive positions leading teams, developing strategies, driving national brand growth and expanding market reach. Derek holds a BA from Trent University and is a licensed Mortgage Broker. His dedication to innovation and both the broker and client experience has been instrumental in establishing Westboro MIC as a market leader.

Navigating the New Credit Landscape: Understanding the 2026 Credit Report Changes

A new credit report format is being introduced, bringing some of the most significant changes to credit file presentation in years. For mortgage brokers, understanding how information is organized, displayed, and interpreted will be critical to accurately assessing borrower profiles, identifying potential issues early, and avoiding delays during underwriting. With falsified financials and identity mismatches on the rise, recognizing early fraud indicators is becoming a vital defense for your business. This session provides a practical walkthrough of the new format and what these changes mean for your day-to-day business

Participants will learn to:

• Understand the key changes to the new credit report format and how they impact deal assessment
• Learn how to quickly identify liabilities, risk indicators, and borrower strengths within the redesigned file
• Explore best practices for using the updated report to improve file quality, underwriting efficiency, and client outcomes

James Robinson is a 24-year veteran of Equifax Canada, where he currently oversees relationships with the Government, Mortgage, and Alternative Financial sectors. Throughout his tenure, he has directly managed relationships with key Canadian government and regulatory bodies, including the Bank of Canada, OSFI, Finance Canada, FINTRAC, and CMHC. In the last decade, he has significantly increased his focus on the Mortgage industry, working closely with the Brokers, Lenders, and Insurers. Before joining Equifax, James had a successful career in IT consulting.

As a Director, Solutions; Mortgage and Housing at Equifax Canada, Lindsay Zwart holds over 20 years of expertise in financial services, client relationship management, and real estate secured lending. She is a recognized leader in the mortgage and housing sector, having spent years shaping lender strategies and managing key client relationships within national housing and financial institutions. Lindsay supports a variety of stakeholders across the Mortgage Broker Ecosystem; empowering lenders, brokers and industry partners to better understand credit dynamics, financial trends, compliance and fraud prevention. 

Build It Live: A Hands-On AI Workshop for Lending Executives

Most lenders have bought into AI. Very few have gotten anything into production.

Recent surveys show 83% are actively evaluating AI tools, and less than 17% have moved one into live production. When asked what's holding them back, the most common answer wasn't cost and it wasn't integration. It was trust.

This is a live, hands-on workshop exclusively for lender executives (VP level and up) in credit, sales, operations, risk, IT, or corporate services.

Reuven Gorsht and Chris Grimes will present a real lending problem, and you'll work it yourself using the SPARK method to leverage AI as a thinking partner rather than just another tool. You'll leave having built something, and knowing the difference between a prompt that returns a plausible paragraph and one that returns a decision you'd defend to your credit committee.

Who it's for: Lending executives, VP level and above. Attendance is limited to this group so the room can go deep.

What to bring: a laptop or mobile phone with access to an AI assistant you already use. Copilot, ChatGPT and Claude all work equally well. If you only have it on your phone or have a personal account, that's fine too.

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Renee Stribbell and Cheryl Sanguinetti

Workshop: 10:45 am - 12:30 pm
The Problem We’re Solving

Most mortgage brokers don’t have a capacity problem. They have a structure problem.

The mortgage industry is shifting from transactional, rate-driven conversations to relationship-led strategy. Clients are more informed than ever, using AI and online platforms to get instant answers, which means trust, clarity, and guidance are now the real differentiators.

Brokers are drowning in administrative overload, and the standard advice ("just hire an assistant") is failing them. Hiring help without structure doesn’t reduce your workload. It multiplies your management responsibilities.

In this highly actionable 90-minute session, Renee Stribbell and Cheryl Sanguinetti introduce the 3-Layer Framework designed specifically for mortgage professionals. Attendees will learn how to move from reactive, day-to-day firefighting to intentional leadership by mastering the three critical layers required to build a high-performing business: Leadership, Team, and Systems.

This is not theory. It is an operational framework that bridges the gap between strategy and execution, showing brokers not just how to delegate, but how to ensure work is executed, completed, and delivered to a high standard. The result is a business that runs with greater consistency, stronger client experience, and significantly less dependence on the broker being involved in every step.

Renee is a mortgage industry veteran and business coach for mortgage brokers. She specializes in helping brokers create clarity, structure, and sustainable growth by defining their vision, building aligned business models, and implementing systems that reduce overwhelm while increasing consistency and profitability.

Cheryl is a top-performing mortgage professional with over 20 years of industry experience, consistently ranking in the top 5% of brokers in Canada by volume. She is the creator of Critical Function, home of Canada’s first and only Certified Mortgage Broker Assistant Program, specializing in helping brokers build the operational structure required to scale.

The Strategic Power of Land Title Data

Despite rapid digitization in financial services and real estate, many professionals still rely heavily on listing data: a data source that, while useful for basic marketing and property awareness, lacks depth, completeness and authoritative verification. In contrast, land registry data represents the authoritative legal truth of property ownership and title history, making it a foundational resource for more robust risk management, due diligence, fraud prevention, and client engagement throughout the lending lifecycle.

This presentation will explore why land registry data matters, how it differs from commonly used listing data, and how lenders and brokers can leverage it to drive better decisions and strengthen operational workflows.

Tim Rye is Senior Vice President, Commercial Solutions at Teranet, where he leads sales, marketing, and product management to drive growth, innovation, and customer success. With more than 20 years of experience in financial services and mortgage technology, Tim previously served as Vice President at Filogix, where he helped transform the business into a leading marketplace provider through strategic growth initiatives and technology acquisitions. Prior to Filogix, he held leadership roles at Mortgage Centre Canada and D+H, focusing on sales, distribution, operations, and business development.

Tim holds a Bachelor of Arts from the University of Windsor and is an active community volunteer and board member with the Learning Disabilities Association of Halton-Hamilton.

Broker Blind Spots – Why One Broker Shifted to Capital Markets

After building a strong book as a mortgage broker, and in response to the regulatory shocks of 2017, Benjamin saw the need to deepen his expertise beyond traditional brokering. B-20 regulations and more licensed agents sharing his market prompted his exploration into capital markets and industry infrastructure, ultimately leading him to pivot into full-time consulting in 2018. Since then, he has focused on Canada’s mortgage capital markets, working with MICs and other lenders on strategy, portfolio management, and institutional investment.

Today, he educates brokers on the forces shaping our industry behind the scenes, helping them improve brokerage operations, better serve their clients, and anticipate market trends with confidence.

Benjamin Sammut is the founder of Dabble Capital Advisory, a boutique firm focused on strategy, advocacy, and institutional investment into Canada’s mortgage market. He holds a degree in Economics from the University of Ottawa and has been a licensed mortgage broker since 2014.

Money Laundering and the Mortgage Industry: How the bad money gets in

In October 2024 mortgage brokers became regulated under FINTRAC and subject to federal AML laws. But how is money laundering part of the mortgage industry? This session will explain how criminal groups use the real estate and mortgage industries to launder illicit money and the dangers that brokers and lenders face. Whether it is mortgages obtained on properties to be used as a location for other criminal activities or the churning of properties and aggressive mortgage paydowns, the high value of houses makes our industry attractive for money launderers. Gain insight into the government's efforts to combat money laundering and the regulatory obligations that mortgage brokers and lenders must meet.

Doug Robinson is the VP, Compliance & Corporate Governance for Glasslake Funding. With over 20 years of experience in the industry at both private lenders and Schedule A banks, Doug is recognized as an expert in the industry for fraud and money laundering prevention. Prior to entering the mortgage industry Doug had a career in law enforcement in Ontario and was responsible for leading several investigations into various organized crime groups.

Adding Alternative Agricultural Financing to Your Toolkit

Mortgage brokers in rural and agricultural markets often face client needs that don’t fit traditional lending models. This session provides a practical overview of alternative agricultural financing—what it is, why it matters, and how it fits into the broader lending landscape. Brokers will learn to identify key opportunities, ask stronger discovery questions, and determine when alternative solutions may better support their clients’ goals.

With 15 years of experience working alongside farms and agribusinesses in Southern Alberta and Southwest Saskatchewan, Chris brings a deep understanding of agricultural financing shaped by both his professional background in banking and credit unions and his roots on a family farm. He holds a Diploma in Financial Services from Medicine Hat College and is recognized for his ability to balance financial analysis with the real-world needs of producers.

A recipient of the 2007 Canadian Agri-Food Award of Excellence for Youth Leadership, Chris continues to support agricultural communities through his involvement with 4-H and the Gas City Kiwanis Club.

AI Runs the Deal. You Run the Relationship.

Every mortgage professional knows what it's like to push through client demands, deadlines, and market pressure that never really lets up. Now AI has shown up, and for many it feels like one more thing to figure out, or worse, something to be worried about, rather than the opportunity it claims to be.

Carter Zimmerman, President of Lendesk and founder of Finmo, will challenge that assumption. Drawing on a decade of building mortgage technology, Carter will share how the best operators in this industry have always asked the same question: why does it have to work this way? He'll walk through how that mindset shaped his approach to innovation in mortgage tech, and what it means for brokers navigating an AI-first world without losing what makes them valuable. Attendees will leave with a reframe: AI handles the work that slows you down, and you bring the judgment and relationships that no model can replicate.

Carter founded Finmo and has spent years building it into one of Canada's most widely used mortgage origination platforms. Under his leadership, Lendesk has nearly doubled in size and expanded into a broad mortgage technology portfolio — spanning broker origination, Lender Spotlight, Gateway, open APIs, and a lender network of 350+ lenders. He was most recently recognized on the Mortgage Professionals Association Global 100, a list of the most influential leaders in the industry.

1-to-1 at Scale: How to Turn Video into More Conversations & Referrals

You probably don’t need more leads. You need more conversations. The fastest way to start those conversations is to make people feel like they already know you, and more importantly, feel like you know them. The biggest opportunities rarely begin with big conversations. They start with small ones...and your biggest business opportunity this year may already be in your contacts, waiting for your Video DM.

Ahmad El-Farram is a Mortgage Agent with Capital 360 Mortgages in Woodbridge, Ontario, part of The Mortgage Centre and Dominion Lending Centres Group. A husband and father of three, Ahmad entered the mortgage industry in the spring of 2022 with no previous background in banking or lending. In just a few short years, he has become a recognizable face in the mortgage industry, earning The Mortgage Centre’s National Social Media Marketing Award in 2023. In addition to helping clients navigate financing, Ahmad mentors and helps onboard new mortgage agents at Capital 360, sharing the systems and strategies that have fueled his rapid growth and enabled him to fund $10 million in 12 months as a new agent. His philosophy is simple: never stop learning, meet one new person every day, start five conversations before 10:00 a.m., and always tell better stories.

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The Generosity Advantage: Elevating Relationships, Unlocking Referrals

We plan our finances. We plan our marketing. We plan our social media.

But most business owners don’t intentionally plan their relationships.

Not just who matters — but how to show up in a way that’s thoughtful, consistent, scalable, and referral-worthy… whether you serve 10 clients or 1,000.

In this inspiring & practical session, Vonny challenges business owners to imagine a world where advertising didn’t exist — and the only way to grow was through referral. Because for her, that wasn’t hypothetical. It was reality. That shaped an operating system and business model that made relationships her #1 growth strategy. In this talk, Vonny will share how she built a database of 3000 clients her 1st 15 years, almost entirely through referral, then transitioned that skill & mindset into the corporate gifting space, fueling the same growth. No marketing hacks, just intensional relationship strategy, generosity, and systems that make referrals & loyalty a natural outcome.

Vonny has spent 18 years helping mortgage brokers and business owners grow through relationships, referrals, and strategic gifting — the kind that gets you remembered and talked about. Having built a thriving client base primarily through referral, as the leader of the Sharp Gifts team and the #1 Cutco Closing Gift Rep in North America, she knows what it takes to stand out in a competitive market and make referrals your ’normal’.

Outside of her business, Vonny can be found in a coffee shop enjoying a good espresso, at outdoor music festivals, and on the pickleball court .

Busy Isn’t a Badge of Honor – Boundaries for Brokers

In an industry that rewards speed, responsiveness, and constant availability, many mortgage professionals wear being "busy" as a badge of honor. But what if the very habits that keep you busy are preventing you from building a sustainable, profitable business?

In Busy Isn’t a Badge of Honor – Boundaries for Brokers, attendees will explore why so many brokers struggle to set boundaries, the hidden costs of always being available, and how a lack of structure can lead to stress, burnout, and stalled growth. Through practical strategies and real-world examples, this session will show how establishing clear boundaries around time, communication, and client processes can improve productivity, enhance the client experience, and create more freedom both professionally and personally.

Participants will leave with actionable tools they can implement immediately, along with a new perspective on what success truly looks like. Because the goal isn't to be busier—it's to build a business that supports the life you want to live.

Leanne Myles is an Associate Mortgage Broker with the Clinton Wilkins Mortgage Team and one of Canada's leading specialists in credit recovery, alternative lending, and financial empowerment. With nearly two decades of experience in the financial services and mortgage industry, she has built a reputation for helping clients overcome complex financial challenges and achieve sustainable homeownership. Known for her compassionate, client-first approach, Leanne works closely with individuals and families facing life-changing events such as illness, divorce, job loss, and credit difficulties. Her ability to uncover the root causes of financial challenges and create customized solutions has made her a trusted advisor to clients across Canada. Leanne's leadership extends beyond her professional practice. She has served as Director for Nova Scotia with the Canadian Mortgage Brokers Association Atlantic Division and has been recognized nationally for her achievements in mortgage lending. She is passionate about financial literacy, empowering women through education, and supporting individuals and families navigating difficult circumstances. Drawing from both professional expertise and personal experience, Leanne brings a powerful perspective on resilience, leadership, financial wellness, and creating meaningful impact. Her engaging and authentic approach has made her a sought-after speaker for conferences, industry events, and community organizations across Canada.

Read the Room – Loyalty Is Not Built on AI

In a world increasingly driven by AI, automation, and rapid change, technology can improve efficiency—but it cannot replace human connection. As customer expectations evolve and competition intensifies, the professionals who will thrive are those who can build trust, communicate effectively, and create lasting relationships. This session explores the art of "reading the room" and adapting your communication style to different clients, referral partners, and colleagues. Drawing on DiSC communication principles and real-world business examples, attendees will learn how to better understand personality styles, strengthen relationships, increase client loyalty, and create a sustainable competitive advantage. Because in an industry focused on speed and technology, understanding people remains the most valuable skill of all.

Rachelle Gregory is the Senior Vice President of Originations at MERIX Financial, where she leads national sales and partner strategy across Canada. With over 20 years in the mortgage industry, she has built her career on developing strong relationships with brokers, leading high-performing sales teams, and helping partners grow their businesses through long-term relationship strategies rather than transactional sales approaches.

Rachelle is also an accredited Everything DiSC facilitator and regularly delivers workshops and presentations on communication styles, relationship building, leadership, and business development. Her presentations focus on helping professionals better understand how people think, communicate, and make decisions, and how adapting communication styles can lead to stronger relationships, increased loyalty, and long-term business growth.

Stop Chasing the Tool. Start Naming the Problem

Nearly every mortgage broker now has access to an AI tool. Most still don’t have a clear way to decide which one is worth using, or what to actually use it for. That gap, between having ChatGPT or Claude open in a tab and having automated a task that used to eat a week, is where this session lives.

Drawing on a recent cross-Canada tour working directly with brokers, a Mortgage Professionals Canada members’ webinar, and his own experience running and impmenting AI, Reuven Gorsht walks brokers through a practical way to pick an entry point into AI: find the task that already eats real time and follows a predictable pattern most of the time, know what a good outcome looks like before handing it to a tool, and check a platform’s data privacy and security posture before it touches a client file. He’s also blunt about where AI stops: the judgment, empathy, and trust that make a broker worth calling in the first place. No hype, no tool pitch, and nothing to buy afterward.

What the Room Walks Away With:

• A three-question diagnostic for finding a broker’s own highest-value AI entry point, instead of guessing at the “best” tool on the market.
• A short checklist for vetting any AI tool’s data privacy and security posture before it touches client information, essential in a regulated business.
• Clear use cases where brokers are winning with AI.

Selling to Seniors: Why Transactional Selling Doesn’t Work (And What Actually Does)

Canada’s fastest-growing mortgage demographic—seniors aged 55+—is also the most financially anxious and underserved. This group is not simply “older clients.” They process information differently, have strong emotional ties to their home equity, and make decisions shaped by vulnerability and the Fear of Running Out (FORO).

In this session, you’ll discover why traditional, transactional selling fails with older adults—and how a dignity-first, empathic advisory approach builds trust and delivers better outcomes.

Drawing on original research for her upcoming book Your Retirement Reset (ECW Press, 2026), Sue Pimento explores how aging impacts decision-making, why many seniors feel shame or suspicion when discussing money, and how to simplify communication to reduce cognitive overload.

Participants will learn practical strategies to support clients transitioning from saving to spending, including the use of predictable “Spending Accounts” to create reliable income. The session also addresses FORO and legacy concerns using innovative tools such as third-person permissioning—language that helps seniors act confidently, without guilt. Through real-world case studies and proven psychology, attendees will gain the skills to present solutions without condescension, manage thoughtful multi-touch conversations, and position themselves as trusted advocates who protect and empower senior clients.

Sue Pimento is the Founder & CEO of Retire with Equity and a leading Canadian expert in senior-focused financial literacy and home-equity-based retirement planning. With decades of leadership experience in the mortgage industry—including executive roles in the reverse mortgage sector—Sue trains financial professionals to serve aging Canadians ethically. She is the creator of the Equity Advocate™ Certification, author of the upcoming book “Your Retirement Reset” (ECW Press, 2026), and co-author of the EY white paper “Canada’s Retirement Evolution.” Her presentations combine research-driven insights, humour, and practical, field-tested tools that deliver results for mortgage brokers.