Understanding the new mortgage reality—where rates, risk, AI and lender behaviour are reshaping how deals get done and trust is built.

Bank of Canada rate swings and shifting economic conditions are actively rewriting the rules of Canadian mortgage demand. Hear directly from a leading bank economist to gain actionable insights on where rates, housing activity, and credit quality are actually heading. Walk away with the data-driven foresight you need to navigate the looming renewal crunch and confidently position your business to thrive.

As the mortgage market stabilizes and the renewal wave accelerates, prime lenders are refining how they assess broker-submitted deals. Approval standards, pricing strategies, and risk appetite are all shifting—and brokers who understand these changes are better positioned to win approvals and move deals faster.  This panel breaks down where prime lenders are leaning in, where they’re pulling back, and what it takes today to get deals approved.

• Where prime lenders are saying “yes” and where broker deals are most often getting declined

• How risk appetite, underwriting standards, and pricing strategies are shifting across prime lending

• How brokers can structure, package, and position deals to improve approval speed and outcomes

Compliance isn’t theoretical—when AML, KYC, or disclosure processes break down, the impact is immediate and serious for clients, brokerages, and individual licenses. In this case-driven discussion, experienced brokers and a compliance expert unpack real-world situations where things went wrong, what was missed, and the practical changes that followed to prevent recurrence.

• See firsthand what triggers regulator and auditor scrutiny—and how to avoid it

• Translate rules into daily processes for ID, source of funds and file notes

• Identify today’s hardest-to-detect fraud risks and the practical red flags and verification steps that protect your license

• Show how strong compliance can differentiate brokerages and attract better talent

Private and MIC capital is playing an increasingly critical role in today’s lending ecosystem, but it is also facing greater regulatory scrutiny and heightened expectations around transparency and risk management. This session takes a deep dive into how sophisticated MICs and private lenders actually price risk, what they require in deal files, and how they collaborate with brokers to structure sustainable, well-documented outcomes for borrowers.

• Clarify how pricing tiers are determined within a single MIC or private lending platform

• Show what “audit-ready” documentation and KYC standards look like in private and MIC deal files

• Share examples of term structures and renewal options that have delivered strong long-term borrower outcomes

• Discuss when private/MIC solutions are the right fit and how brokers can position them within a broader client financing strategy

The biggest renewal wave in history is here, bringing higher payments, tighter underwriting, and tougher client conversations across the board. Brokers who adapt quickly can turn this pressure into stronger advice delivery and deeper client relationships. This session focuses on how brokers and owners can proactively navigate renewals with clearer communication, stronger processes, and better file practices—so clients are protected and trust is reinforced, not eroded.

• Why renewals, higher private volumes, and softer values are complicating client outcomes

• How to prepare clients early for payment increases, refinancing, and restructuring options

• What strong “best interest” advice and documentation look like in renewal discussions

AI is increasingly automating simple mortgage tasks, especially for clean, straightforward files, shifting brokers toward higher-value advisory work focused on strategy, structuring, and complex client needs. This panel explores where AI is already changing deal flow, where it helps brokers work faster, and where human judgment remains essential for winning business.

• Hear practical, compliant AI use cases for lead management and client education

• Understand why more prime, simple files are moving through automated channels

• Identify where brokers remain essential in complex files and conversations

• Gain guidance on privacy, data handling, and selecting the right tools

In an environment shaped by online rate comparisons, social media noise, and growing mistrust across financial services, trust has become the most valuable—and most fragile—asset a mortgage broker can have. This closing conversation explores how leading brokers are moving beyond transactional rate discussions to deliver clearer, more strategic, relationship-based advice that strengthens client confidence over the long term.

• How to build greater trust with clients through transparency, empathy and full-picture advice

• Strengthening client confidence through honest conversations and clear documentation

Understanding the new mortgage reality—where rates, risk, AI and lender behaviour are reshaping how deals get done and trust is built.

In a lower-volume, more competitive mortgage environment, brokers are increasingly expected to do more than place deals—they’re acting as holistic financial advisors who consider the client’s full financial picture, not just the mortgage in isolation. This session explores how brokers can responsibly diversify revenue while deepening advisory value, strengthening client outcomes, and building more resilient businesses.

• Identify mortgage-aligned revenue streams that fit a broader financial advisory role

• Learn how to position add-on solutions within a full financial picture, ensuring recommendations are client-first and outcome-driven

• Understand how to integrate diversification into your advisory workflow to improve client value, business stability, and long-term enterprise worth

Many brokers have built strong personal incomes, but not necessarily businesses that can run—or be valued—without them. In today’s evolving market, the difference between a high-earning producer and a transferable enterprise comes down to structure, systems, and reliance on the individual. This session explores what it takes to shift from being the business to building one with real, transferable value—whether your goal is retirement, a strategic sale, a merger, or more flexibility in the years ahead.

• Understand the key drivers of value in a mortgage book (renewal ratios, trailer income, client data quality, brand strength, and documented processes)

• Compare common exit paths including internal succession, external sale, mergers, and structured earn-out arrangements

• Learn how to prepare your business 3–5 years in advance to avoid forced timelines or distressed valuation outcomes

• Identify the systems, documentation, and client experience standards that make a brokerage genuinely attractive to buyers

Deciding when and how to incorporate can have a far greater impact on your net income and long-term wealth than your next rate promotion or pricing adjustment. For many mortgage brokers, the right structure can unlock meaningful tax efficiency, improve cash flow control, and create new opportunities for reinvestment and growth. This session breaks down the practical trade-offs and financial implications of different incorporation strategies in a clear, usable way.

• When incorporation makes sense: income thresholds, volatility, family considerations

• How to pay yourself, manage retained earnings, and plan for taxes effectively

• Budgeting for assistants, marketing, and overhead without straining cash flow

In today’s more complex lending environment, broker owners are under increasing pressure to scale production while maintaining strict standards for compliance, quality, and client outcomes. This interactive workshop is designed for broker owners, team leads, and aspiring leaders looking to build high-performing, sustainable teams. Using real examples from top-performing brokerages, it focuses on how to recruit, train, and supervise agents so files remain profitable, ethical, and audit-ready.

• Share practical criteria and key questions for vetting and selecting new agents

• Outline minimum training standards on credit bureaus, alternative/private lending basics, and AML requirements

• Walk through a practical “file quality” checklist used before submission to improve approval outcomes

• Discuss how to build a culture that balances strong production with risk management and file protection