Lenders using conferences to win face time

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The opportunity to mix and mingle with brokers at industry conferences such as The Mortgage Summit is increasingly important for lenders opting to go it alone without BDMs.

“Our underwriters attend conferences and spend the day networking; and many times meeting their brokers for the first time at these events,” says Phil Fiuza, manager of the broker origination centre and mortgage services at IC Savings. “Everyone gets to put a name to a face and the business gets a little more personalized each time.”

Fiuza, who was attending the IMBA conference today with his underwriting team, is also looking forward to networking at the upcoming Mortgage Summit on May 9-10 in Toronto. “Vendor passes” are facilitated those plans.

“Our business model does not use BDMs,” says Fiuza. “We hire underwriters who are encouraged to maintain relationships with the brokers in their territory. Giving brokers direct access to the person underwriting their deal is our greatest tool.”

Today’s conference in Woodbridge included plenary sessions with speakers from FSCO and CMHC, focusing on the second round of relicensing education for 2014 and Ontario’s economic update.

“Last year, it was compliance that FSCO talked about,” says Joe Rosati, the executive director for Ontario’s independent broker association. “It’s always interesting to hear what the regulator has to say.”

The upcoming two-day Mortgage Summit at the Toronto Congress Centre is expected to draw 350 brokers and agents to take in an array of industry speakers and case study presentations. That conference gets capped off with the prestigious Canadian Mortgage Awards on the evening of May 10 at the Liberty Grand.

For more information about vendor “Full Delegate” passes for The Mortgage Summit, Click HERE.

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