- How to Win More Business Owner Mortgage Clients
Self-employed clients are some of the most rewarding—and most complex—borrowers to finance.
In this episode, Kyle Green and Mike Browne dive deep into how to qualify, structure, and strategize mortgage deals for business owners and self-employed Canadians. From lender workarounds and insurer policy nuances to tax planning and corporate structure strategy, this is the ultimate guide to mastering mortgages for entrepreneurs.
Kyle shares how to reverse-engineer income requirements, justify exceptions with insurer logic, and build strong relationships with accountants and planners to keep these high-value clients for life. Whether you're a new mortgage broker or a seasoned pro, this episode is packed with high-level insights and actionable frameworks for working with the self-employed.
CHAPTER LIST
00:00 Understanding Self-Employed Borrowers
03:09 Financing Options for Self-Employed Clients
05:49 The Role of Tax Implications in Mortgage Qualification
08:59 Collaboration with Accountants and Financial Planners
11:51 Navigating Corporate Structures for Better Financing
15:12 The Importance of Understanding Financial Statements
18:02 Mitigating Factors and Exceptions in Lending
20:55 The Evolution of Stated Income Programs
23:49 Building Relationships and Referral Networks
27:06 The Future of Self-Employed Financing
35:56 Back in the Day
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E22 - 40m - Mar 27, 2025 - The Key to Closing More Mortgage Deals Starts With Your First Call
The intake call is the most critical touchpoint in the mortgage process. It sets the foundation for trust, gathers key client information, and determines the best strategy moving forward. But how do you structure the perfect intake call to maximize efficiency and conversion rates?
In this episode, Kyle Green and Mike Browne break down everything you need to know about running a high-impact intake call. From setting expectations and pre-qualifying clients to handling rate questions and scripting responses, they share the frameworks and real-world strategies that have helped them close more deals and build lasting client relationships.
You'll learn:
Why a phone call is exponentially more effective than email or text
How to build trust instantly and establish authority
The key questions to ask in every intake call
The importance of client notes and documentation for long-term success
How to handle rate shoppers and prevent lost deals
If you're a mortgage broker or financial professional looking to refine your intake process and close more deals, this episode is packed with insights you can implement immediately.
[Chapter List]
00:00 The Importance of the Intake Call
10:02 Building Trust and Establishing Expectations
20:08 Pre-Qualifying Clients and Setting the Stage
30:01 Scripting and Technical Knowledge in Conversations
30:53 Understanding Mortgage Bundling and Risk
34:01 The Importance of Client Notes
36:33 Identifying Decision Makers in Transactions
38:00 Understanding Client Objectives and Income
40:57 Navigating Property Ownership and Financial Nuances
44:12 Assessing Credit and Debt Impact
46:22 Exploring Refinancing Options
48:20 Gathering Essential Client Information
52:30 The Role of Realtors and Networking
55:04 Reflections on Quoting Rates Over Time
Want more expert mortgage insights? Subscribe to Kyle’s newsletter for exclusive content and strategies at kylegreen.ca.
E32 - 57m - Mar 12, 2025 - Grow Your Mortgage Business with Public Speaking
Public speaking is one of the most powerful tools for building authority and attracting leads—but it’s also one of the scariest. In this episode, Kyle Green shares how an unexpected last-minute speaking gig in front of 600 people changed his career forever.
We dive into:
✅ How public speaking became a lead-generation machine
✅ The key to getting booked at conferences (even if you're new)
✅ A simple strategy to capture 100+ emails at every event
✅ Why public speaking positions you as the go-to expert
Whether you're a mortgage broker, real estate investor, or business owner looking to level up your brand, this episode is packed with actionable insights.
** Chapters **
00:00 The Journey into Public Speaking
11:58 Mastering the Art of Engagement
24:02 Building a Brand through Public Speaking
28:01 The Realtor-Mortgage Connection
32:22 Public Speaking as a Business Strategy
36:11 The Power of Social Media for Learning
39:00 Understanding Mortgage Mechanics
44:02 The Evolution of Business Practices
49:00 Reflections on Industry Changes
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E20 - 54m - Mar 5, 2025 - MORE Strategies To Find New Business
In this episode, Justin and Kyle continue their discussion on strategies for getting new business and leads. What are the benefits and challenges of attending Community and Industry Networking Events? Should you be doing Webinars and hunting down public speaking opportunities? How does building a name for yourself amongst other brokers benefit you? If learning some different approaches to getting new business interests you, come listen to the conversation.
57m - Sep 23, 2024 - Strategies To Find New Business
In this episode, Justin and Kyle discuss strategies for getting new business and leads in this challenging market. Are open houses worth the effort? How can you build a relationship with a realtor? Suggestions for successfully accessing your personal network and insights on networking in this digital age. If you're ready to get more business, come listen to the conversation.
52m - Aug 29, 2024 - Refinancing is BACK! – but possibly for a limited time.
Refinancing is back and so is Kyle!
In this episode Kyle and Justin go over an exciting opportunity they are currently seeing to refinance clients who's mortgages have a specific rate range or were funded during a specific period of time. If appropriate, this move could save your clients money while putting some back in your pockets. What rate range and which time period you ask?
Come listen to the conversation.
40m - Aug 20, 2024 - Conversation with Rebecca Casey - Broker and President of the Canadian Mortgage Brokers Association of BC
In this episode, listen in as Justin has an interesting and engaging conversation with longtime broker and current CMBABC President Rebecca Casey. What exactly is CMBABC? Why is Broker mental health more important than ever?, Why is this a difficult time for new agents? and what was CMBABC’s role in the recent amendment to BC's Landlord rules.
Come listen to the conversations.
49m - Aug 15, 2024 - Compliance
In this episode, Justin will be discussing what he loves to talk about, compliance. Focusing on BC and Alberta regulations while touching on points used across all province in an effort to help brokers get an handle on what’s required and why these requests are made. What is a Cost Of Credit Disclosure form?, How long is a signed credit consent good for?, Inter provincial brokering and just a sprinkling of the upcoming FINTRAC requirements are just some of what’s discussed. It’s an important and growing piece of this industry that we believe everyone should learn as much about as possible. Come listen to the conversation.
56m - Aug 7, 2024 - Mr. Green's Tough Deals
After many requests for this type of discussion, in this episode, Kyle will be going over a few of his recent and more difficult personal deals. Net Worth programs, Deal Structuring concepts, Tax write-off considerations and many other points a top producing broker considers when evaluating how to get these tougher deals done. There’s something to be gained in this episode from all levels of Mortgage Brokers. Come listen to the conversation.
43m - Jul 26, 2024 - First Steps When Building A Team
Congratulations! You are at a point in your brokering career and need to hire someone to take your business to the next level, what now? In this eposide Justin and Kyle discuss the steps and considerations that should take place to ensure your first hiring decision is done correctly. When to look to hire someone, what position will you most likely be hiring someone for, how much should you pay them and what value do you need to see in return to make this a great move for your brokering business. Come listen to the conversations.
52m - Jul 18, 2024 - Questions & Answers
In this episode Kyle and Justin answer questions they receive from Brokers at Origin Mortgages, along with pulling questions from a popular Mortgage Brokering page, and providing answers and insights. Can 2 brokerages share an Underwriter?, How to deal with a lender delay on your file, Why do i need a new credit consent form signed when i already have one from a few months ago along with a number of Deal Scenarios. Come listen to the conversation.
40m - Jul 12, 2024 - New Broker Toolkit
In this eposide Kyle and Justin discuss some of the main points that new brokers need to explore when they're joining the industry. What to ask about when interviewing a brokerage, what are BPS, how important are submission notes and what lenders to start getting comfortable with right away. Come listen to the conversation.
55m - Jun 11, 2024 - New to Canada and New to Canadian Mortgage Lending
In this episode Kyle and Justin discuss New To Canada programs as one of biggest opportunities that mortgage brokers have in the next couple years. With immigration numbers expected to keep increasing, learning how to communicate the available options of those just arriving in Canada is very important. Permanent Residents, Temporary Workers and Alternative credit history are some of the points they cover. Come listen to the conversation.
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Follow Origin Financial:
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E10 - 45m - Jan 30, 2024 - All About Credit
In this episode Kyle and Justin talk about one of the most important pieces in the brokering world, Credit. Discussing points like the 5 C's of credit, how to add value to your client during the credit review process and tips for navigating a client with bruised credit. Come listen to the conversation.
--
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Follow Origin Financial:
Website - https://originmortgages.ca/
E9 - 48m - Jan 23, 2024 - The Good, The Bad and Down Payment
In this episode Justin and Kyle talk about the dreaded Down Payment requirements inside a mortgage transaction. What's needed, when to request it and what common sticking points you can try and avoid to ensure the smooth satisfaction of this condition requirement for your clients. Come and listen to the conversation.
--
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E8 - 50m - Jan 16, 2024 - Rockstar Real Estate Investing - Written by Kyle Green
In this Episode Justin Interviews Kyle about Rockstar Real Estate Investing - Expert Advice For Making Your First Million, the book he wrote alongside Jessi Johnson. Along with learning a little bit more about Kyle himself, Justin has him dive into a discussion about everything from why he wrote this book to Investment strategies and mindsets he included in his book. Come and listen to the conversation!
Find out more about the book here:
https://www.rockstarrealestateinvesting.com/
--
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Follow Origin Financial:
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E7 - 50m - Jan 9, 2024 - Reverse mortgages: The Math, the Myths, the Lending
In this episode the fellas discuss Reverse Mortgages and provide some answers to some common myths that often come with the mention of a Reverse Mortgage. Who benefits from and ever qualifies for these type mortgages? Why is it a good choice for some but not for others? What have these mortgage providers done to fix a bruised past reputation? Come and listen to the conversation.
--
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E6 - 46m - Dec 26, 2023 - Transfers! Transfers! Transfers!
In this episode Justin and Kyle discuss all things mortgage transfer/maturity related. What are they, how to approach them and why you still might loose them after you put all that work in. Rates are important, but with transfers it's not the only piece of the puzzle that could determine the outcome. Come and listen to the conversation.
--
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Follow Origin Financial:
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E5 - 59m - Dec 19, 2023 - How Kyle Green Finances Investor Clients
Disclaimer: Financing Investor Clients Is Tough! In this episode we lean on Kyle's expertise and experience in this specific niche. With deals that result in more client questions than a typical transaction, smaller mortgage amounts and more ways to mess it up, what could go wrong! Tune in to listen to the conversation and learn ways to navigate and grow your experience working with Investor clients.
--
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E4 - 52m - Dec 12, 2023 - What Income Documents for Which Income Type?
In this Episode Justin and Kyle go over what income documents are typically required for the 3 main income arrangements brokers come across. Salary, Hourly and Business for Self. With a sprinkling of CPP, OAS, RRIF and other acronyms we have all had to learn.
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E3 - 42m - Dec 5, 2023
