Close More Deals - For REALTORS®

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Scott Dillingham is a licensed mortgage broker who has helped clients finance over $1 billion in real estate. He works closely with REALTORS® across Ontario to help their clients get financing approved — and in this episode, Scott breaks down one of the most exciting government programs to hit the new construction market: Ontario's HST waiver on all new homes.The Ontario government is waiving HST on all new homes in the province — and this program is not limited to first-time buyers. Any buyer purchasing a new construction home can take advantage of it. For homes valued at approximately $1.5 million or below, buyers can receive up to $130,000 back. For homes priced above that threshold, the government applies a sliding scale, with a minimum rebate of $24,000 for homes valued at $1.85 million or above. This is a massive savings opportunity that REALTORS® can use to attract and close more buyers.On top of the HST waiver, there's another program that can be stacked on top: the Energy Star CMHC rebate. If a new construction home qualifies as an Energy Star rated home — which most new Ontario builds already do thanks to today's strict building codes — buyers can receive 25% of their CMHC insurance premium back. That works out to roughly 1% of the loan amount. On a $500,000 purchase with a minimum 5% down payment, that's an additional $4,750 back in the buyer's pocket.Scott shares a real-world example of a developer in the Windsor Essex area building semi-detached two-unit homes for approximately $500,000. With no HST to pay and the potential Energy Star rebate, these homes become remarkably affordable — especially since the builder has specifically designed them so the basement rental income more than covers the full mortgage payment. This combination of programs and smart property design creates an incredible opportunity for REALTORS® to help clients who want to own a home with virtually no out-of-pocket housing cost.Key TakeawaysOntario's HST waiver applies to ALL new home buyers — not just first-time buyers — starting April 1st.Buyers can receive up to $130,000 back on homes valued at approximately $1.5 million or below.A sliding scale applies above $1.5M, with a minimum rebate of $24,000 for homes $1.85M and above.The Energy Star CMHC rebate adds 25% of the CMHC premium back — equal to approximately 1% of the loan amount.Most new Ontario builds already qualify for Energy Star status due to current provincial building codes.Stacking both programs delivers maximum savings — eliminating HST and recovering a portion of mortgage insurance costs.Smart developers are designing rental-income units that allow buyers to cover their full mortgage with basement rental income.REALTORS® can use these programs as a powerful buyer conversation starter to close more deals on new construction properties.Show ResourcesBook a Free Strategy Call with ScottLinks and Show ReferencesNo external resources were mentioned in this episode.We do this to help you grow. Please share with a friend!Are you a REALTOR® looking to give your clients the best financing options available? Visit LendCity.ca to refer your clients to Scott and his team — and start closing more deals today. (00:00) - Welcome & Introduction (00:35) - Ontario HST Waiver on New Homes (01:06) - How the Rebate Works: Up to $130,000 (01:57) - Energy Star Program: 25% CMHC Fee Rebate (02:21) - Stacking Both Programs for Maximum Savings (03:03) - Real Example: Windsor Essex $500K Semi-Detached Homes (03:51) - Rent-to-Cover-Mortgage Strategy (04:23) - Key Takeaways & Action Steps for REALTORs Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Scott Dillingham is a licensed mortgage broker who has helped clients finance over $1 billion in real estate. Scott works closely with REALTORS® across Canada to help their clients get financing approved — even in challenging situations. In this episode, Scott breaks down one of the most common roadblocks REALTORS® face: clients who want to buy but have bad credit. Whether it's a primary residence, a rental property, or a commercial investment, there are more options available than most people realize. When it comes to residential purchases with less than 20% down, a credit score under 600 typically disqualifies a client from a CMHC-insured mortgage. However, clients with 20% or more down can still move forward — often through B lenders or, in more severe credit situations, through private lenders. Scott explains that bad credit is not always permanent or even accurate. The first step he recommends is having every client pull their own Equifax report and review it for errors. Late payments that were incorrectly recorded, or payments made under an informal arrangement that was never honoured by the creditor, can often be disputed and removed, resulting in an immediate credit score boost. For rental and investment properties, the same credit thresholds apply, with the added requirement of 20% down in all cases. But Scott emphasizes that using a B lender or private lender doesn't have to be a long-term situation. He shares a recent client success story where a borrower with a consumer proposal and multiple late payments was guided to pay off all outstanding debts, maintain clean payment history for six months, and then transition from a private lender to a B lender — with a clear path back to an A lender within a year or two. This structured credit recovery approach turns a "no" into a timeline with a plan. For clients with very poor credit scores, commercial lending can be a game-changer. Unlike residential mortgages, commercial lenders focus on whether the property can carry itself — meaning the rental income covers the mortgage — rather than the borrower's personal credit score. Scott shares an example of a client with a mid-400s credit score who secured financing on a duplex at an A lending rate through the commercial channel. While commercial loans do carry a broker fee since lenders don't pay brokers directly, the trade-off is access to rates in the mid-to-high 4% range on a five-year fixed, compared to 6–7% at a B lender or up to 12% through private lending. The savings are substantial. Key Takeaways Clients with under 600 credit and less than 20% down cannot qualify for CMHC insurance — they need at least 20% down to have any path forward with a lender. Disputing inaccurate items on a credit report can result in an immediate score increase — clients can file disputes directly through Equifax's website, by mail, fax, or email, with results in two to six weeks. Creditors must provide proof of a late payment to uphold a dispute — if they can't provide documentation, the item is removed even if the late payment occurred. B lenders and private lenders are short-term tools, not permanent solutions — the goal is always to create a structured plan to move clients back to A lending as credit improves. Rental properties always require 20% down regardless of credit — clients with bad credit will be placed with B or private lenders, but a recovery timeline can be built. Commercial lending does not heavily weigh personal credit scores — approval is based on whether the property's rental income can carry the mortgage, opening doors for clients with very poor credit. Clients with credit scores in the 400s can access A lending rates through commercial financing — rates in the mid-to-high 4% range are achievable even for clients traditional lenders would decline. Every bad credit client is a future referral and a relationship worth building — setting a clear mortgage roadmap today creates loyal clients and ongoing REALTOR® opportunities tomorrow. Show Resources Book a Free Strategy Call with Scott Links and Show References No external resources were mentioned in this episode. We do this to help you grow. Please share with a friend! Are you a REALTOR® looking for a trusted mortgage partner? Visit LendCity.ca to refer your clients to Scott and his team — and give them the best chance of getting approved, no matter their credit situation. (00:00) - Welcome & Episode Overview (00:39) - Bad Credit with Less Than 20% Down (01:19) - How to Dispute Your Credit Report (02:13) - Using B Lenders & Private Lenders (02:29) - Rental Properties with Bad Credit (02:57) - Building a Short-Term Credit Recovery Plan (03:54) - Commercial Lending: When Credit Score Doesn't Matter (05:04) - Commercial Rates, Fees & Savings (06:02) - Key Takeaways & Wrap-Up Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Scott Dillingham is a licensed mortgage broker who has helped clients finance over $1 billion in real estate. He works closely with REALTORS® to help their clients get financing approved — and in this episode, Scott breaks down one of the most misunderstood topics in Canadian real estate: why putting more money down doesn't always mean you'll get a better interest rate.Scott walks through the three types of residential mortgages in Canada — insured, insurable, and conventional — and explains exactly how each one affects the interest rate your clients will be offered. Many buyers are shocked to learn that a 5% down payment can actually result in a lower rate than a 20% down payment, and Scott explains the mechanics behind this in plain language you can use with your clients.From CMHC default insurance to bulk backend insuring, Scott demystifies the lender's perspective on risk and pricing. He also covers the quirky amortization limitation that comes with insurable mortgages — why a client with 20% or more down is capped at a 25-year amortization if they want to access better rates — and how that stacks up against the newer 30-year amortization available to first-time buyers with less than 20% down.Scott also covers special-case scenarios where lenders will require CMHC insurance even on high-down-payment deals — such as properties near commercial zones or train tracks — and how that can actually work in the buyer's favour by unlocking better rates. This episode is packed with conversation starters you can use to keep hesitant buyers off the sidelines and moving toward a purchase.Key TakeawaysInsured mortgages (less than 20% down) typically have the best interest rates because the lender's risk is fully covered by CMHC, Sagen, or Canada Guaranty default insurance.Insurable mortgages (20%+ down with backend bulk insurance) offer the next best rates — no fee to the borrower, but the lender secures group insurance behind the scenes at a discounted cost.Conventional mortgages (20%+ down, no insurance) carry the highest rates because the lender absorbs all risk in the event of a default.Clients with 20% or more down are capped at a 25-year amortization if they want insurable rates, while those with less than 20% can access 30-year amortization as first-time buyers.The CMHC fee for a 5% down purchase is 4% of the loan amount — often higher than the fees charged by private lenders, which puts private lending fees in perspective.Some properties with unique risk factors — such as those near commercial zones or train tracks — may require CMHC insurance regardless of down payment, which can actually benefit the buyer with better rates.Understanding these tiers helps REALTORS® keep hesitant buyers moving forward by clearly explaining why waiting to accumulate a larger down payment may not result in the rate savings they expect.Show ResourcesBook a Free Strategy Call with ScottLinks and Show ReferencesNo external resources were mentioned in this episode.We do this to help you grow. Please share with a friend!Are your clients getting the best mortgage advice? Send them to LendCity.ca — Scott Dillingham and his team work exclusively with REALTORS® and their clients to get deals done. Visit LendCity.ca to refer your clients today. (00:00) - Introduction: Down Payments & Interest Rates (01:08) - The Three Types of Residential Mortgages (01:48) - Why 5% Down Can Get You a Better Rate Than 20% (03:02) - Insurable Loans: The Middle Tier Explained (03:59) - The 25 vs 30-Year Amortization Quirk (05:08) - Conventional Loans: Highest Risk, Highest Rate (05:40) - Helping Clients Understand Their Options (06:46) - Special Cases Where CMHC Insurance Is Required (07:36) - Wrap-Up & Call to Action Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Scott Dillingham is a licensed mortgage broker who has helped clients finance over $1 billion in real estate. He works closely with REALTORS® across Canada to help their clients get financing approved — and in this episode, he's sharing how the smartest agents are using AI to do more with less effort. This isn't about using AI as a search engine or a content writer. This is about wiring AI directly into the tools you already use so your business runs itself.Scott breaks down the real way to leverage AI: by mapping out your existing workflows and building automated systems around them. He explains the difference between APIs and MCP servers — what they are, which is more secure, and when to use each. Whether you want to automate your social media, scrape leads from listing platforms, or have AI send personalized follow-up emails from your CRM, Scott walks through real examples that any REALTOR® can apply right now.You'll hear how Scott uses AI to power his own podcast — from uploading the audio file to writing the description, adding timestamps, and scheduling the episode to publish — all triggered just by dropping a file into a folder. He also shares how he used AI to scan his LinkedIn feed and identify everyone talking about real estate and investing, so he could reach out to them directly without spending hours scrolling through his feed manually.Scott also highlights which REALTOR®-focused CRMs already have MCP servers built in — including Follow Up Boss and Zoho — so you can instruct your AI to find cold contacts, draft personalized outreach, and send emails automatically. The technology is already there. This episode is your guide to finally using it strategically to grow your real estate business.Key TakeawaysAI is most powerful when connected to your tools — not just used as a search engine or content generator.Map your workflows first — then build AI automation around the steps you already take.MCP servers are the more secure way to connect AI to your platforms; use APIs only when necessary.Browser agents let AI browse the web for you — finding leads, compiling lists, and even drafting outreach messages.Many REALTOR® CRMs already have MCP servers — including Follow Up Boss and Zoho — ready to connect with AI today.You can automate your social media entirely by connecting AI to a scheduler and image generator.LinkedIn lead generation can be automated — have AI scan your feed, find prospects talking about real estate, and build your outreach list.The hardest part is the initial setup — once your connections are in place, the system runs itself.Show Resources📅 Book a Free Strategy Call with ScottLinks and Show ReferencesNo external resources were mentioned in this episode.We do this to help you grow. Please share with a friend!Are you a REALTOR® looking to refer your clients to a trusted mortgage partner? Visit LendCity.ca to learn how Scott and his team help your clients get approved — so you can focus on closing more deals. (00:01) - Introduction & Welcome (00:41) - Why AI Is More Than Just a Search Engine (01:14) - Mapping Your Workflows to Build AI Systems (02:00) - APIs vs. MCP Servers Explained (03:06) - Automating Social Media With AI (04:22) - Browser Agents: AI That Browses for You (05:23) - Connecting AI to All Your Real Estate Tools (05:58) - Real-World Example: AI-Powered Podcast Publishing (06:54) - Using AI to Leverage More and Do More (08:05) - REALTOR® CRMs With MCP Servers (Follow Up Boss, Zoho) Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Most realtors think bridge loans only work when your client has a firm sale date. They are wrong. In this episode, Scott Dillingham reveals a powerful alternative bridge loan strategy using private and alternative lenders that lets clients buy their new home before selling — with no firm sale required.Most realtors know a bridge loan as a short-term financing solution that covers the gap when a client's new home closes before their existing home sells. That's the standard definition, and it works well when closing dates don't align. However, Scott introduces a lesser-known strategy using alternative lenders that completely changes the game for buyers who haven't sold their current property yet. In this approach, the buyer receives a single loan that covers both properties — the existing home and the new purchase — as long as the combined debt stays within the lender's total loan-to-value ratio. This means your client can move into their new home without waiting for the old one to sell, giving the listing more time on the market to attract the right buyer at the right price.These alternative lender bridge loans offer significantly more flexibility than traditional bank bridge financing. Depending on the lender, terms can extend from one to two years, giving homeowners a substantial runway to sell their current property. The loans are structured as open mortgages, meaning they can be paid off at any time without penalty. Once the previous home sells, the proceeds are applied to pay down the debt, and the remaining balance is then converted into a traditional mortgage — ideally with a prime lender offering competitive rates and terms. While this product does come with higher interest rates and additional lender and broker fees, the ability to secure a new home without being stuck in a bidding war or losing out while waiting for a sale makes it a compelling option for motivated buyers. In a balanced or slower market where properties need a little extra time to sell, this bridge loan strategy can be a deal-saver for realtors struggling with stalled transactions.Scott also explains how bridge loans work differently on the commercial side. For investors purchasing multi-family properties that may be vacant, under-renovated, or generating insufficient income, commercial bridge financing focuses on the exit strategy rather than the property's current cash flow. This allows investors to acquire properties that would otherwise be declined by traditional lenders, complete necessary renovations or lease-up strategies, and then transition into conventional or CMHC-insured financing once the property is stabilized. Whether residential or commercial, bridge loans provide the creative financing flexibility that helps realtors close more deals and deliver better outcomes for their clients.Key TakeawaysBridge Loans Beyond the Basics: Most realtors only know bridge financing as covering the gap between closing dates, but alternative lenders offer a more flexible product that covers both properties in a single loan — even when the existing home hasn't sold yet.Buy Before You Sell Strategy: Clients can purchase their new home today and take their time selling the current property at the right price, rather than accepting a lowball offer out of desperation or losing their dream home while they wait.Flexible Terms Up to Two Years: Alternative lender bridge loans can extend from one to two years with open repayment terms, giving homeowners significant breathing room compared to the typical 90 to 120 day window offered by major banks.Seamless Conversion to Traditional Financing: Once the existing home sells and proceeds are applied, the remaining balance converts into a conventional mortgage with a prime lender, locking in the best available rates and terms.Commercial Bridge Loans for Investors: Multi-family and commercial property buyers can use bridge financing to acquire vacant or underperforming assets, complete renovations, and then refinance into long-term CMHC or conventional loans once the property is stabilized.A Tool to Close Deals in Slower Markets: When listings aren't moving quickly, bridge loans allow realtors to keep transactions alive by removing the requirement to sell before buying, opening the door for clients who would otherwise be stuck.Links to Show ReferencesLendCity Mortgages (Book a Strategy Call): lendcity.caClose More Deals Podcast: Subscribe on your favourite podcast platform (00:00) - – Introduction to Bridge Loans for Realtors (01:00) - – The Common Definition Most Realtors Already Know (01:24) - – The Bridge Loan Strategy Nobody Talks About (01:48) - – How Alternative Lender Bridge Loans Work for Residential Buyers (02:27) - – Flexible Terms: Open Loans Up to Two Years (03:00) - – Converting Bridge Financing to a Traditional Mortgage (03:39) - – How Commercial Bridge Loans Work for Multi-Family Investors (04:08) - – Exit Strategy Lending: Qualifying Without Cash Flow (04:45) - – Renovation and Lease-Up Strategies with Bridge Financing (05:09) - – Book a Call with LendCity to Strategize Your Next Deal Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Deals die every day because of five preventable mortgage mistakes — and most realtors do not see them coming until it is too late. In this episode, Scott Dillingham reveals the exact deal killers that blow up transactions before closing, and gives you the rescue strategies to save the sale before it is gone.Scott starts with appraisal issues, one of the trickiest deal killers because realtors and brokers have the least direct control over the outcome. When a home appraisal comes in lower than the purchase price, the financing gap can collapse an entire transaction. Scott explains how working with a mortgage broker provides a significant advantage here. Brokers can dispute the appraisal by submitting recent comparable sales to challenge the appraiser's valuation. If that fails, they can order a second appraisal through a different approved appraiser, or pivot to an entirely different lender, an option that clients working directly with a single bank simply do not have. In Canada, mortgage lenders will only fund up to the appraised value, so buyers must either make up the shortfall with additional funds or find a lender willing to work with a more favourable valuation.Next, Scott tackles undisclosed debts, a problem that often surfaces at the worst possible time. While Equifax is the primary credit bureau used in Canadian mortgage lending, it does not capture everything. Some debts appear only on TransUnion, and others may be uncovered when the real estate lawyer conducts their due diligence searches on the borrower before closing. Scott emphasizes that debt ratios for insured mortgages in Canada are capped at 44% total debt service (TDS), but different lenders calculate minimum payments differently, creating opportunities for a broker to find solutions even when one lender says no.Job changes are the third deal killer Scott addresses. He advises realtors to strongly counsel clients against switching employers between mortgage approval and possession, as employment stability is a cornerstone of mortgage underwriting. Exceptions exist for scenarios like being headhunted with a significant salary increase and no probationary period, but these require careful handling with the broker. The fourth issue is condo status certificates, which can derail deals at the last minute since lawyers typically review them close to closing. Scott recommends building a condition into the offer that requires satisfactory review of the status certificate and reserve fund upfront, particularly for older condominiums that carry higher risk for underfunded reserves and special assessments.Finally, Scott discusses property issues including environmental concerns, zoning complications, and distressed homes. He highlights the purchase plus improvements mortgage as a powerful tool for homes that fail initial lender inspections, allowing buyers to address property deficiencies and roll renovation costs into the mortgage. He also notes that experienced brokers have access to lenders who accept mixed-use buildings and can make exceptions for commercially zoned residential properties, solutions that are typically unavailable through a single bank.Key TakeawaysFull Transparency Is Non-Negotiable: Clients who hide debts, job changes, or financial issues put their deals at risk. Disclose everything upfront so brokers can strategize solutions before deadlines hit.Low Appraisals Are Manageable: Dispute with comparable sales, order a second appraisal through an approved appraiser, or switch lenders entirely — options a mortgage broker can facilitate that a single bank cannot.Undisclosed Debts Can Surface Anywhere: Equifax does not capture all debts. TransUnion reports and lawyer searches can reveal hidden liabilities. Different lenders calculate debt ratios differently, creating alternative pathways to approval.Advise Clients Against Job Changes Before Possession: Employment changes during the mortgage process are a leading cause of deal collapse. Exceptions exist but must be handled carefully with your broker.Review Condo Status Certificates Early: Build this condition into offers to avoid last-minute surprises from underfunded reserve funds, special assessments, or pending litigation.Distressed Properties Have Solutions: The purchase plus improvements mortgage allows buyers to finance renovations alongside their purchase, addressing lender concerns about property condition while keeping the deal alive.Mortgage Brokers Offer More Flexibility Than Banks: Access to multiple lenders, alternative qualification methods, and specialized products for unique property types give brokers a clear advantage in saving deals.Links to Show ReferencesLendCity Mortgages (Book a Call): lendcity.caAppraisal Institute of Canada (AIC): aicanada.caCondominium Authority of Ontario — Status Certificates: condoauthorityontario.ca (00:00) - Introduction — Why Full Client Transparency Saves Deals (00:30) - Deal Killer #2 — Undisclosed Debts and Hidden Liabilities (00:39) - Deal Killer #4 — Condo Status Certificate Red Flags (00:53) - How a Mortgage Broker Solves Problems Banks Cannot (01:00) - Deal Killer #1 — How to Handle Low Home Appraisals (01:08) - Deal Killer #5 — Property Issues, Zoning, and Distressed Homes (01:11) - Deal Killer #3 — Why Job Changes Can Collapse a Mortgage (01:20) - Closing Remarks and How to Book a Call with LendCity Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Right now, 1.2 million Canadians are facing mortgage renewals — many locked into rates far higher than what they originally paid. This is the single biggest listing opportunity in years for realtors who know how to approach it. Scott Dillingham shows you exactly how to position yourself, what to say, and how to convert renewal conversations into transactions.The core challenge is simple but impactful: when homeowners renew, they must continue with the amortization remaining on their mortgage. So if a client has 14 years left, their new, higher rate is applied over that shorter period — driving payments up even further. Scott outlines a key strategy that mortgage professionals use to combat this: restructuring the mortgage as a refinance to extend the amortization back to 25 or 30 years. This can substantially lower monthly payments without necessarily pulling cash out, giving homeowners the breathing room they need to stay in their properties comfortably. Extending amortization at renewal is a growing strategy across Canada, with many borrowers and mortgage brokers using it to bridge the gap between pandemic-era rates and current borrowing costs.Scott then connects the dots for realtors. Many homeowners maximized their debt ratios when purchasing at lower rates, meaning any payment increase could push them past their comfort zone. This opens the door for realtors to proactively reach out to past clients — especially those from three to five years ago — and offer real solutions. Whether it is connecting them with a mortgage professional like LendCity to explore refinancing and amortization extensions, helping them downsize to a more affordable property, or simply being the trusted advisor who checks in at the right time, this approach builds loyalty and generates referrals.The episode also highlights how lenders often send renewal offers that are not their most competitive rates, banking on the assumption that homeowners will simply sign and move on. By encouraging clients to shop their renewal, realtors position themselves as advocates who go above and beyond. Scott emphasizes that this proactive outreach not only helps clients save money but creates a natural pipeline of listings, buyer transactions, and referral business that can fuel a realtor's growth through this unprecedented renewal cycle.Key TakeawaysCanada's Mortgage Renewal Wave Is Massive: Roughly 1.2 million Canadians are up for renewal, with about 60% of all outstanding mortgages expected to renew in the coming cycle — many originally locked in when rates were at historic lows.Payments Are Jumping at Renewal: Homeowners must renew at their remaining amortization, meaning higher interest rates applied over fewer years results in significantly higher monthly payments that many borrowers are not prepared for.Extending Amortization Lowers Payments: By restructuring as a refinance, borrowers can reset their amortization to 25 or 30 years, reducing monthly payments to more affordable levels without necessarily taking cash out of the property.Realtors Can Be the Hero: Proactively reaching out to past clients facing renewals positions realtors as trusted advisors, creating opportunities for downsizing listings, new purchases, and referral business.Always Shop the Renewal Rate: Many lenders send renewal offers that are not their best rates, assuming clients will not compare. Working with a mortgage broker to shop around can save homeowners significant money.Target Past Clients From Three to Five Years Ago: These clients are the most likely to be facing renewal shock right now, making them the ideal audience for outreach that adds genuine value and generates new business.Links to Show ReferencesLendCity Mortgages (Renewal & Refinance Consultations): lendcity.caGovernment of Canada – Renewing Your Mortgage: canada.ca/mortgagesBank of Canada – Mortgage Renewal Analysis: bankofcanada.caCMHC – Residential Mortgage Industry Report: cmhc-schl.gc.ca (00:00) - – Introduction to the Mortgage Renewal Wave in Canada (01:27) - – How Amortization Works at Renewal and Why Payments Increase (01:46) - – Extending Amortization: The Refinance Strategy to Lower Payments (02:45) - – Why Homeowners Are Struggling With Higher Renewal Payments (03:11) - – Options for Clients: Downsize, Refinance, or Shop Around (03:27) - – Why You Should Never Just Accept the Renewal Offer (03:59) - – How Realtors Become the Hero by Helping Clients Save (04:41) - – Reaching Out to Past Clients and Generating Referrals Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Private mortgages can save a deal — but they can also cost your client tens of thousands in unnecessary fees and rates. In this episode, Scott Dillingham reveals how private mortgage pricing actually works in Canada, how to compare lenders, and the exit strategy every client should have before they sign.Scott breaks down why rate and term should matter just as much as simply getting an approval. When a borrower is placed into a high-rate, interest-only private mortgage, they may build little to no equity during the loan term. This can become a serious problem if the property is meant to be a temporary stepping stone — a common scenario for first-time buyers or clients relocating between provinces. If there's no equity growth and the client needs to sell, the realtor's ability to close a future transaction is also compromised. By advocating for better private lending terms, realtors can protect their clients' financial positions and strengthen their own reputations.The episode highlights several creative uses of private lending that go beyond the typical bad credit scenario. One powerful strategy involves clients relocating from one province to another who haven't yet secured employment. Using tools like Glassdoor and AI-based income research, brokers can estimate a realistic salary based on the client's profession in the new market and structure a private mortgage around that figure. Once the client lands a job, the private loan transitions to a conventional mortgage — a seamless and safe approach. Bridge financing is another major use case. When a client wants to buy a new home before selling their current one, a private blanket loan or bridge loan can cover both properties temporarily, giving the homeowner time to sell without the pressure of carrying two traditional mortgages.Scott also discusses renovation financing for investors who need capital to improve a property before refinancing, as well as helping homeowners who've been laid off and need short-term financial support while they secure new employment. In every scenario, the key principle remains the same: always plan the exit strategy. A responsible mortgage broker evaluates whether the client can realistically transition from a private loan back to a traditional lender. Scott emphasizes that LendCity never sets clients up for failure, even if it means declining a deal — as he shares the example of turning down a client with a large down payment who simply couldn't afford the ongoing payments. The client's realtor fully supported that decision, understanding that protecting the buyer's financial health builds long-term trust and referrals.On the topic of fees, Scott is transparent about LendCity's approach: a maximum broker fee of two percent on private deals, scaling down to as low as one percent depending on the loan size. He notes that some lenders pay the broker directly, which can reduce or eliminate the borrower's fee entirely. This stands in contrast to brokers who exploit the private lending space with inflated fees, knowing the client has limited options. For realtors looking to differentiate themselves and provide genuine value to their clients, partnering with a broker who prioritizes rate shopping, transparent fees, and clear exit planning is a significant competitive advantage.Key TakeawaysShop Around for Private Mortgage Rates: The average private lending rate in Canada sits between nine and twelve percent, but competitive options can be found as low as 5.99% on first mortgages — working with a broker who actively shops multiple lenders can save your clients thousands.Rate and Term Matter as Much as Approval: Getting a client approved at any cost can backfire if high interest rates and interest-only payments erode their equity position, limiting future selling and refinancing options.Creative Private Lending for Relocations: Clients moving between provinces can secure a private mortgage based on estimated income in their new market, then transition to a conventional lender once employment is confirmed.Bridge Loans Keep Deals Moving: Private bridge financing or blanket loans allow homeowners to purchase a new property before selling their current one, avoiding the stress of carrying two traditional mortgages simultaneously.Always Plan the Exit Strategy: A responsible broker ensures every private mortgage has a clear path back to conventional lending — whether that means improving credit, filing two years of strong tax returns, or waiting for employment verification.Transparent Broker Fees Build Trust: LendCity caps broker fees at two percent on private deals and reduces or eliminates them when the lender pays a finder's fee, unlike brokers who exploit clients' limited options with inflated charges.Links to Show ReferencesLendCity Mortgages (Book a Call for Private Lending): lendcity.caFinancial Services Regulatory Authority of Ontario (FSRA) – Private Mortgage Consumer Guide: fsrao.ca/privatemortgageGlassdoor Canada – Salary Research Tool: glassdoor.ca (00:00) - – Introduction to Private Lending in Canada (01:45) - – Why Many Brokers Take the Path of Least Resistance (02:32) - – Why Rate and Term Should Match Approval as Top Priority (03:00) - – How Low Private Mortgage Rates Can Actually Go (04:02) - – How Overpaying on Private Loans Hurts Realtors Too (04:36) - – Provincial Coverage and Shopping for the Best Deal (05:59) - – Creative Use: Private Mortgages for Provincial Relocation (06:46) - – Using Income Research Tools to Structure Safe Approvals (07:14) - – Bridge Loans and Blanket Loans Explained (08:05) - – Renovation Financing and Other Private Lending Scenarios (08:45) - – Why LendCity Always Plans the Exit Strategy (09:27) - – Transparent Broker Fees: What LendCity Charges Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%If your investor clients have been told their debt ratios are too high, a rental worksheet could be the solution they have never heard of. In this episode, Scott Dillingham explains how certain lenders allow 80-100% of rental income in their calculations — instead of the standard 50% — potentially qualifying clients for hundreds of thousands more.Scott breaks down the math with a clear example: if you rent a property for $3,000 per month with basic expenses of $2,200, you might assume you have $800 in monthly cash flow. However, when lenders apply the 50% rental income rule, they only count $1,500 of that rent, showing a loss of $700 on paper despite the property generating real profit. This discrepancy between actual cash flow and calculated income is what causes many investors to hit artificial walls in their mortgage applications.The rental worksheet solution changes everything for portfolio investors. Rather than using the standard 50% add-back method, specialized lenders with rental worksheets can use closer to 100% of rental income in their calculations. The worksheet compiles all properties in an investor's portfolio, calculating the true surplus or deficit across the entire portfolio. When there is positive surplus income, it gets added to the borrower's regular employment income, significantly boosting qualification amounts.Scott shares a real client example where the rental worksheet approach made all the difference. This client was easily approved for a mortgage through LendCity's specialized program but was subsequently declined for a simple credit card because the credit card company used traditional debt ratio calculations. This demonstrates how powerful the rental worksheet approach can be compared to standard underwriting methods used by most financial institutions.Not all lenders offer rental worksheets, and those that do each have their own proprietary formulas and expense calculations. Some lenders will use more favourable calculations than others, which is why working with a mortgage broker who specializes in investment property financing matters. A broker experienced in rental property mortgages can match investors with the lender whose worksheet provides the best qualification outcome for their specific portfolio.For realtors working with investor clients, understanding the difference between standard rental income calculations and rental worksheet programs is essential. When clients come to you frustrated because they have been told their debt ratios are too high or they have too many properties, connecting them with the right mortgage professional can turn a dead deal into a closing. LendCity Mortgages specializes in investment property financing and has access to multiple lenders with rental worksheet programs designed specifically for portfolio investors.Key Takeaways50% Rental Income Rule Creates False Shortfalls: Most lenders only count half of your rental income when qualifying for mortgages, which can show paper losses even on profitable properties and artificially limit borrowing capacity.Rental Worksheets Use Up to 100% of Rental Income: Specialized lenders with rental worksheet programs can calculate your true portfolio performance, adding surplus income directly to your qualification and dramatically increasing purchasing power.Each Lender Has Different Worksheet Formulas: Not all rental worksheets are created equal, and different lenders apply their own expense calculations and income percentages, making lender selection critical for optimal qualification.Bank Property Limits Can Be Bypassed: Many banks cap investors at five financed properties, but mortgage brokers can access lenders with higher limits and more favourable rental income treatment for portfolio investors.Debt Ratios Are Not the Final Answer: Being told your debt service ratios are too high does not mean you cannot qualify. The right lender and the right calculation method can completely change your approval outcome.Investment Property Specialists Make the Difference: Working with a mortgage professional who focuses on real estate investor financing ensures access to programs and lenders that general mortgage agents may not utilize.Links to Show ReferencesLendCity Mortgages (Investment Property Financing): lendcity.caCurrent Mortgage Rates and Pre-Approval: Available in show notes below episodeContact LendCity for Rental Worksheet Analysis: Visit website or call for consultation (00:00) - – Introduction to Rental Worksheets for Investors (00:56) - – The 50% Rental Income Rule Explained (01:56) - – Real Client Example: Mortgage Approved, Credit Card Declined (02:50) - – How Rental Worksheets Calculate True Portfolio Income (03:52) - – Why Different Lenders Have Different Worksheet Formulas (05:05) - – LendCity's Investment Property Specialization (05:45) - – How to Partner with LendCity for Investor Clients Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%If your client is buying a commercial property or business, the lender's decision will hinge on one number: Net Operating Income (NOI). In this episode, Scott Dillingham walks through exactly how NOI is calculated, what a healthy DSCR ratio looks like, and how realtors can help clients structure deals that actually get financed.Net operating income is calculated by taking a property or business's total income and subtracting all operating expenses. This straightforward formula becomes the foundation for determining debt service coverage ratio (DSCR), which most commercial lenders require to be at least 1.2 or 20% surplus over expenses. Scott walks through exactly how lenders use this coverage ratio to calculate the maximum loan amount a borrower can qualify for when purchasing a business or commercial building.One of the most valuable insights Scott shares involves how amortization periods dramatically impact loan sizing. Using a real client example involving a trucking facility purchase approaching four million dollars, Scott demonstrates how one bank offering only a 15-year amortization could not provide enough funding for the deal to work. However, another lender offering a 25-year amortization on the same property with the same DSCR requirement resulted in a significantly larger loan amount that made the acquisition possible. This real-world example highlights why comparing multiple lenders is essential for commercial transactions.Scott emphasizes the importance of pre-qualifying deals before investing significant time in offers and showings. For realtors working with commercial buyers, having clients consult with a dedicated commercial lending team first can save countless hours and dramatically improve close rates. The LendCity commercial team offers complimentary phone consultations where they run NOI calculations in real-time, giving buyers immediate clarity on maximum loan amounts for specific properties or businesses.Beyond the numbers, Scott addresses the emotional component of commercial purchases. Some buyers become attached to properties that simply do not make financial sense based on their NOI analysis. The debt coverage ratio requirement acts as a protective filter, preventing buyers from acquiring underperforming businesses or properties that could become financial burdens. This disciplined approach to commercial lending ultimately protects both the borrower and the lender.For real estate professionals, understanding how commercial lenders evaluate deals provides a significant competitive advantage. By incorporating NOI analysis into your client consultation process, you position yourself as a knowledgeable advisor who helps clients make informed investment decisions rather than emotional purchases that may not qualify for financing.Key TakeawaysNet Operating Income Formula: NOI equals total income minus operating expenses, forming the foundation for commercial loan qualification and determining maximum borrowing capacity for business and property acquisitions.Debt Service Coverage Ratio Standard: Commercial lenders typically require a DSCR of 1.2, meaning the property or business income must exceed debt payments by at least 20% to ensure adequate cash flow coverage.Amortization Period Impact: Longer amortization periods significantly increase maximum loan amounts; a 25-year amortization can qualify borrowers for substantially larger loans than 15-year terms using identical DSCR requirements.Industry-Specific Lending Challenges: Certain sectors like trucking facilities and office space currently face tighter lending criteria with some banks scaling back programs, making broker relationships essential for finding willing lenders.Pre-Qualification Benefits for Realtors: Running NOI calculations before showing properties or submitting offers saves time, increases closing success rates, and prevents clients from pursuing deals that cannot be financed.100% Financing Possibilities: Depending on loan size, location, business type, and overall income profile, some commercial deals may qualify for up to 100% financing through specialized programs.Emotional Decision Prevention: The debt coverage ratio requirement acts as a financial safeguard, preventing buyers from acquiring underperforming properties or businesses based on emotion rather than sound investment fundamentals.Links to Show ReferencesLendCity Mortgages Commercial Team: lendcity.caCommercial Loan Pre-Qualification Consultation: Contact LendCity for complimentary phone analysisClose More Deals Podcast: Subscribe for weekly real estate financing strategies (00:00) - - Introduction to Net Operating Income for Commercial Loans (01:00) - - NOI Formula Explained: Income Minus Expenses (01:15) - - Understanding Debt Service Coverage Ratio Requirements (01:31) - - Maximum Loan Calculation Using Coverage Ratio (02:01) - - Real Estate Investor NOI Applications (02:48) - - Client Case Study: Trucking Facility Financing Challenge (03:01) - - How Amortization Period Impacts Loan Size (03:49) - - Benefits of Working with Dedicated Commercial Teams (04:26) - - Free Phone Consultation Process Explained (04:34) - - Protecting Clients from Poor Investment Decisions (04:55) - - Closing Thoughts and Call to Action Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Debt ratios are the hidden gatekeeper on nearly every mortgage application — and most realtors don't know how to work around them. In this episode, Scott Dillingham shows you how GDS and TDS ratios work, when to bring in B lenders or private lenders, and how to get clients approved at higher purchase prices.Debt Ratio Variations: The same 44% debt-to-income ratio means different things at different lenders due to varying calculation methods for credit cards, student loans, and income sourcesCredit Card Calculations: Some banks use 3% of your total credit limit as a payment, even if balances are zero, significantly impacting qualificationIncome Treatment Differs: Child tax benefits, maternity leave, rental income, and self-employed income are evaluated differently by each lenderB Lender Advantages: Alternative lenders accept 50-60% debt ratios, use actual payments instead of calculated minimums, and allow guarantor incomePrivate Lender Options: When traditional financing fails, private lenders focus on the overall story and exit strategy rather than strict ratiosNever Accept First No: If a bank declines based on debt ratios, consult a mortgage broker who can explore all available lending optionsLinks to Show ReferencesLendCity Mortgages: https://lendcity.ca (00:00) - Introduction to Close More Deals Podcast (00:34) - Why Understanding Debt Ratios Helps Close More Deals (01:14) - The 44% Debt-to-Income Ratio Explained (01:30) - How Banks Calculate Total Debt Payments (02:13) - Hidden Credit Card Calculation Methods (02:34) - Student Debt and First-Time Homebuyer Considerations (03:08) - Income Source Variations Across Lenders (03:14) - Self-Employed Income Treatment Differences (03:44) - Why Clients Shouldn't Apply Randomly to Lenders (04:10) - Introduction to B Lenders and Alternative Financing (04:30) - How B Lenders Use Rental and Guarantor Income (04:49) - B Lender Payment Calculation Advantages (05:18) - Self-Employed Approval Differences with B Lenders (05:40) - Private Lender Options for Unique Situations (06:07) - When Private Lending Makes Sense (06:26) - Closing Remarks and Call to Action Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Did you know your clients can buy a 5+ unit apartment building with as little as 5% down using CMHC's MLI Select program — including a 50-year amortization? In this episode, Scott Dillingham compares CMHC insured and conventional financing for multifamily properties, revealing which path saves more money long-term.Scott explains that conventional bank financing for commercial multifamily properties typically limits borrowers to 25-year amortizations and 75% loan-to-value ratios, with some exceptions reaching 30 years and 80% LTV. These restrictions significantly impact how much investors can qualify for because commercial lenders calculate loan amounts based on the property's cash flow rather than personal income. When that cash flow is analyzed over a shorter amortization period, the resulting loan amount is substantially lower than what could be achieved through alternative programs.Understanding CMHC MLI Standard and MLI Select ProgramsThe episode focuses on two powerful CMHC programs that transform multifamily financing possibilities. The MLI Standard program offers up to 85% loan-to-value with amortizations extending to 40 years, providing significantly better terms than conventional options. However, the MLI Select program takes these benefits even further by introducing a points-based system that rewards investors for meeting affordability, energy efficiency, and accessibility criteria.Under MLI Select, projects earning at least 100 points can access financing at 95% loan-to-value with amortizations stretching to 50 years. This represents double the amortization period available through traditional bank channels. The program evaluates three key areas: the proportion of units with rents at or below 30% of median income, energy efficiency improvements, and the percentage of accessible units within the property. Higher scores translate to better financing terms, including reduced insurance premiums.Why CMHC-Insured Financing Changes the GameScott emphasizes that the mathematical impact of these differences cannot be overstated. A property analyzed under a 40 or 50-year amortization will qualify for substantially more financing than the same property evaluated under a 25-year period. This means investors can either purchase larger properties or put less money down on their acquisitions. Current interest rates for CMHC-insured multifamily mortgages are running in the low to mid-three percent range, which compares favorably even to residential variable rates.The trade-off involves a CMHC insurance premium that gets added to the loan amount, similar to how residential mortgage insurance works. However, the combination of lower interest rates, longer amortizations, and higher loan-to-value ratios typically makes this premium worthwhile for most multifamily investors.The Critical Role of Mortgage BrokersA key takeaway from this episode is that most banks do not offer CMHC-insured multifamily programs. They only provide conventional financing options, which means investors who go directly to their bank may be limiting their purchasing power without realizing it. Working with a mortgage broker who specializes in commercial and multifamily financing ensures access to the full range of available programs and helps investors maximize their qualification amounts.For realtors working with multifamily buyers, understanding these financing differences positions you to add significant value to your client relationships. Guiding investors toward the right financing solutions before they start shopping can help ensure deals actually close rather than falling apart during the qualification process.Key TakeawaysConventional bank financing for 5+ unit properties typically offers 75% LTV and 25-year amortizations, significantly limiting how much investors can qualify for compared to CMHC-insured optionsCMHC MLI Standard provides up to 85% LTV with 40-year amortizations, while MLI Select can offer 95% LTV with 50-year amortizations for projects meeting affordability, energy efficiency, and accessibility criteriaCommercial multifamily loans are calculated based on property cash flow, meaning longer amortization periods directly translate to higher qualifying loan amountsCurrent CMHC-insured multifamily rates are in the low to mid-three percent range, often better than residential variable ratesMost banks only offer conventional commercial financing, making mortgage broker relationships essential for accessing CMHC programsMLI Select uses a points system where projects earning 100+ points qualify for the best financing terms, with points awarded for affordable rents, energy improvements, and accessible unit designLinks to Show ReferencesLendCity Mortgages: lendcity.caCMHC MLI Select Program Information: cmhc-schl.gc.ca/professionals/project-funding-and-mortgage-financing/mortgage-loan-insurance/multi-unit-insurance/mliselect (00:00) - – Introduction to Multifamily Commercial Financing (01:00) - – Why Investors and Realtors Misunderstand Multifamily Qualification (01:30) - – CMHC MLI Standard vs MLI Select Programs Explained (02:15) - – Conventional Bank Financing Limitations: LTV and Amortization Restrictions (02:45) - – MLI Select Points System: Affordability, Energy Efficiency, and Accessibility (03:30) - – 95% LTV and 50-Year Amortization Benefits at 100 Points (04:15) - – CMHC Insurance Premiums and Current Interest Rates (05:00) - – Why Longer Amortization Dramatically Increases Borrowing Capacity (05:30) - – Why Mortgage Brokers Outperform Banks for Multifamily Deals Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Your client wants to keep their current home as a rental and buy a new one — but their bank only counts 50% of the rental income. There's a better way. Scott Dillingham reveals the rental worksheet strategy that lets clients qualify based on 100% of actual rental income, unlocking significantly higher purchase prices.The rental worksheet approach fundamentally changes how lenders calculate debt service ratios. Rather than treating half the rental income as a loss on paper, these programs allow brokers to input actual rental figures and subtract real expenses, resulting in a much smaller—or even positive—cash flow calculation. This difference can mean tens of thousands of dollars in additional purchasing power for qualified borrowers. Scott shares a compelling case study where a client was initially approved for only $250,000 through their bank, but after applying the rental worksheet program, qualified for $450,000—nearly double the original amount.This strategy is becoming increasingly relevant as Canadian real estate markets experience longer selling times and more homeowners choose to hold onto their properties as investments rather than sell. With the ability to purchase a new primary residence with as little as 5% down payment while keeping an existing property as a rental, homeowners can build wealth through real estate without depleting their current equity position. The key distinction is that this program specifically applies when purchasing an owner-occupied primary residence while converting an existing home to rental property—a scenario that major banks simply cannot accommodate with competitive qualification amounts.Scott emphasizes that these rental worksheet programs are not available through traditional banks and require working with mortgage professionals who have access to specialized lenders. For realtors, understanding this program creates a significant opportunity to help clients who might otherwise be stuck renting or unable to find suitable properties within their bank-approved budget. The episode underscores the value of seeking second opinions on mortgage pre-approvals, particularly when clients are navigating the transition from homeowner to landlord-investor.Key TakeawaysTraditional lenders use only 50% of rental income when qualifying borrowers who are converting their home to a rental property, creating an artificial debt shortfall that limits purchasing powerRental worksheet programs available through mortgage brokers can use up to 100% of rental income, potentially doubling qualification amounts compared to bank approvalsHomeowners can purchase a new primary residence with as little as 5% down payment while keeping their existing property as a rental investmentA real case study showed a client's approval jump from $250,000 at a bank to $450,000 using the rental worksheet program—an $200,000 increase in purchasing powerThis program is specifically designed for primary residence purchases where the borrower is renting out their previous home, not available through major banksRealtors can significantly increase deal closings by referring clients for second-opinion pre-approvals when rental conversion is involvedLinks to Show ReferencesLendCity Mortgages: lendcity.caContact Scott Dillingham: scott@lendcity.caClose More Deals Podcast: Available on major podcast platforms (00:00) - – Introduction to the Rental Worksheet Qualification Program (00:58) - – How Traditional Lenders Calculate Rental Income at 50% (01:45) - – Understanding the Rental Worksheet Advantage (02:22) - – Real Case Study: $250K Bank Approval vs $450K Broker Approval (03:15) - – Why This Program Isn't Available at Banks (03:42) - – Call to Action for Realtors Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Acreage and agricultural properties are deal-killers for most lenders — but not for those who know the right programs. In this episode, Scott Dillingham explains why rural properties get declined and exactly how to find lenders who specialize in financing properties up to 10+ acres.The key to successfully financing an agriculturally zoned property lies in understanding how lenders assess risk. When a borrower defaults on a mortgage, lenders need to repossess and sell the property to recover their funds. Properties zoned agricultural present a unique challenge because foreclosure timelines differ significantly from residential properties. For agricultural land, foreclosure processes in Canada typically require a full crop cycle waiting period of approximately 12 months, compared to just 3 months for standard residential foreclosures. This extended timeline increases lender risk and explains why many institutions decline these applications outright.Scott explains that the property's physical surroundings play a critical role in financing approval. A single-family home that is wedged tightly between active farming operations with silos, barns, and agricultural equipment in close proximity will present the most difficulty for financing. However, properties that are simply zoned agricultural but situated with adequate space from intensive farming activity have significantly more financing options available. The distinction between agricultural zoning on paper versus actual agricultural use in practice is crucial for mortgage approval.The episode also addresses acreage limitations and how they impact mortgage financing. Most residential lenders will finance properties with up to 10 acres without issue. Some lenders extend their policies to accommodate 15 acres or more, though options become progressively limited as acreage increases. For properties exceeding these thresholds, lenders typically value only the home and a portion of the land, requiring borrowers to fund the remaining acreage through additional down payment. This means a buyer purchasing a property with substantial land may need to bring significantly more cash to closing than anticipated, as the excess acreage value will not be included in the mortgage amount.Scott emphasizes that being told agricultural zoning requires commercial financing is simply incorrect in many cases. Working with a mortgage professional who has access to multiple lenders specializing in rural and acreage properties can make the difference between approval and denial. LendCity maintains relationships with lenders across Canada who understand these unique property types and can structure financing solutions that work for buyers seeking rural properties with agricultural zoning or large acreage.Key TakeawaysAgricultural zoning alone does not automatically disqualify a property from residential mortgage financing, as many lenders evaluate intended use and property characteristics rather than zoning classification aloneProperties surrounded closely by active farming operations including silos, barns, and agricultural equipment face the most significant financing challenges due to marketability concernsMost residential lenders will finance properties with up to 10 acres, with some extending to 15 acres or more, while properties exceeding lender acreage limits require additional down payment for excess land valueForeclosure timelines for agricultural properties typically require 12 months compared to 3 months for residential properties, which drives lender risk assessment and approval criteriaAppraisers may exclude outbuildings, excess land, and agricultural improvements from property valuation when determining the mortgage amount a lender will approveWorking with a mortgage broker who has access to specialized rural and acreage lenders is essential for finding financing solutions when mainstream lenders decline applicationsLinks to Show ReferencesLendCity Mortgages: lendcity.caContact LendCity for Rural Property Financing: Visit the website or call for a consultation on agriculturally zoned property mortgages (00:00) - Introduction to financing agriculturally zoned properties (00:33) - Understanding acreage limits and lender policies (00:50) - Working with lenders who specialize in rural properties (01:05) - Property surroundings and their impact on financing approval (01:13) - Closing thoughts and call to action (01:22) - Why agricultural zoning creates lender hesitation (01:29) - How excess land affects property valuation and down payment Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. 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This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%One of the most frustrating situations for a realtor: your client is under contract but just started a new job. Banks say no — but that doesn't have to be the end. Scott Dillingham explains how to find the right lender for clients on probation or with less than one year at their job.Scott explains that while many major banks require at least one year of employment history, this requirement is not universal across all mortgage providers. When clients receive a decline from their bank due to probationary status or limited job tenure, it should immediately signal an opportunity to work with a mortgage broker who has access to more flexible lending options. The key distinction Scott makes is between clients who simply have a new position versus those with inconsistent employment patterns jumping between roles every few months.For borrowers on probation, Scott shares that numerous A-lenders will approve mortgage applications regardless of probationary status. This flexibility proves especially valuable for individuals relocating for work, changing careers for better opportunities, or starting positions in new employment categories. The approval process works through CMHC-insured products as well as alternative and private lending channels, giving mortgage professionals multiple pathways to find solutions for their clients.Scott highlights the role of monoline lenders in providing these flexible mortgage solutions. Unlike traditional banks that offer multiple financial products, monoline lenders focus exclusively on mortgage lending. This specialization allows them to develop more nuanced underwriting guidelines and take a closer look at each application rather than applying rigid policies. Their reduced overhead costs from operating without physical branches also translates to competitive rates for borrowers.The episode emphasizes the importance of mortgage professionals understanding that each client file requires individual assessment. While Scott maintains realistic expectations about approval possibilities, he encourages agents and brokers to explore all available options before telling clients they cannot qualify. Working with the right lending partners can transform what appears to be an impossible situation into a successful mortgage approval.Key TakeawaysTraditional banks often require one year of job tenure, but many monoline lenders and alternative providers will approve mortgages with less employment historyProbationary status does not automatically disqualify borrowers when working with lenders who have flexible employment guidelinesInconsistent job history with frequent position changes creates approval challenges, while a single recent job change typically does notCMHC-insured mortgages, alternative lenders, and private lending all offer pathways for probationary borrowersMonoline lenders specialize exclusively in mortgage products and often provide more flexible underwriting than traditional banksMortgage brokers should assess each client situation individually rather than applying blanket rules about employment requirementsClients relocating for new positions or advancing their careers benefit most from understanding these flexible lending optionsLinks to Show ReferencesLendCity Mortgages: lendcity.caContact Scott Dillingham: scott@lendcity.caCMHC Self-Employed and Flexible Programs: cmhc-schl.gc.ca (00:00) - - Introduction to Probation and Employment Challenges in Mortgage Lending (01:00) - - Why Banks Decline Clients With Less Than One Year Employment (01:45) - - When to Refer Clients to a Mortgage Broker for Flexible Solutions (02:15) - - Understanding the Difference Between New Employment and Inconsistent Job History (02:30) - - How Probation Mortgages Work With A-Lenders (02:55) - - What Are Monoline Lenders and Why They Offer More Flexibility (03:25) - - Closing Remarks and Call to Action Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Self-employed buyers are often turned away by banks — even when they earn excellent income. In this episode, Scott Dillingham breaks down stated income and bank statement mortgage programs that qualify self-employed clients based on what they actually earn, not just their tax returns.The first program Scott discusses is the insured stated income mortgage option, which requires just 10% down. This program works through mortgage default insurers including CMHC, Sagen, and Canada Guaranty, allowing mortgage lenders to approve borrowers based on reasonable stated income rather than tax returns alone. Scott shares a recent success story involving a truck driver whose tax return showed only $13,000 in declared income but was approved for $70,000 stated income—a figure validated through industry income tools. The insurer verified this was reasonable compensation for a truck driver and approved the mortgage, enabling a purchase that traditional lenders had denied. This approach is particularly valuable for self-employed individuals, contractors, and commission-based workers who write off substantial business expenses, resulting in artificially low net income on their notice of assessment.The second program focuses on bank statement mortgages for borrowers with 20% or more down payment. Rather than relying solely on what clients report to the Canada Revenue Agency, this alternative income verification method examines 12 months of business bank statements to calculate actual income. Lenders review all deposits and intelligently subtract legitimate business expenses—like fuel costs for the truck driver example—to determine net available income for mortgage qualification. This bank statement program proves especially effective for cash-based businesses, gig economy workers, and entrepreneurs whose business financials don't fully reflect their capacity to service mortgage debt. Both programs fall under B lender mortgage solutions, which means slightly higher interest rates and lender fees (typically around 2% of the mortgage amount), but they provide critical pathways to homeownership for those with strong income but non-traditional documentation.Understanding self-employed mortgage requirements is essential for real estate professionals and mortgage brokers working with entrepreneurial clients. Traditional mortgage qualification criteria penalize business owners for smart tax strategies, but these stated income and bank statement alternatives recognize the reality of self-employment income. The insured 10% down program offers the best mortgage rates available since it's backed by mortgage insurance, making it an attractive option for first-time buyers and those with limited savings. Meanwhile, the 20% down bank statement program provides more flexibility for established business owners with substantial equity. Scott emphasizes that lenders use tools similar to employment websites to verify that stated income aligns with industry standards—ensuring reasonable income claims while avoiding the rigid requirements that cause traditional bank rejections.For real estate professionals, mastering these alternative mortgage programs means being able to serve a much broader client base. Self-employed mortgage lenders who understand these products can help contractors, freelancers, real estate investors, and small business owners achieve their homeownership and investment goals despite showing lower taxable income. The key is recognizing when clients need these specialized solutions: multiple bank declines, high write-offs reducing net income, cash income streams, or less than two years in business. By positioning these mortgage loan options as solutions rather than last resorts, mortgage brokers can close deals that competitors miss while building lasting client relationships. Scott's practical examples demonstrate how understanding income verification alternatives transforms challenging files into successful mortgage approvals, ultimately helping more Canadians access home financing regardless of how they earn their income.Key TakeawaysInsured Stated Income Program (10% Down): Work with CMHC, Sagen, or Canada Guaranty to approve borrowers based on reasonable stated income verified through industry standards—ideal for self-employed clients whose tax returns don't reflect true earning capacity; offers best available mortgage rates since it's insured.Bank Statement Mortgage Program (20% Down): B lenders review 12 months of business bank statements, analyzing deposits minus business expenses to calculate qualifying income—perfect for cash-based businesses and entrepreneurs with strong actual income but lower reported income on their notice of assessment.Income Verification Alternative: Both programs solve the common challenge where self-employed borrowers face mortgage rejection despite strong income; lenders subtract reasonable business expenses from bank deposits to determine net income for qualification purposes.Real-World Example: Truck driver with $13K reported income qualified for mortgage using $70K stated income (validated as reasonable for the profession), demonstrating how these programs overcome traditional lending barriers for self-employed individuals.B Lender Mortgage Fees: Expect approximately 2% lender/broker fees on the mortgage amount plus slightly higher interest rates compared to A lenders; the 10% down insured program offers better rates than the 20% down bank statement option due to insurance backing.Target Clients: These programs serve contractors, commission workers, gig economy professionals, cash-based businesses, and anyone with less than two years of documented business history or significant tax write-offs reducing net income.Links to Show ReferencesLendCity Mortgages (for Pre-Approvals and Alternative Programs): lendcity.caContact Scott Dillingham: scott@lendcity.caClose More Deals Podcast: For more episodes on creative mortgage solutions and closing strategies (00:00) - - Introduction: Two Programs That Go Hand in Hand (00:45) - - Stated Income Program Overview: 10% Down Insured Option (01:15) - - Real Example: Truck Driver Case Study ($13K to $70K Income) (01:45) - - How Insurers Verify Reasonable Stated Income (02:05) - - Bank Statement Program: 20% Down Alternative (02:25) - - How Bank Statement Income Calculation Works (02:40) - - Subtracting Business Expenses from Deposits (02:55) - - Comparing Both Programs: Rates and Fees (03:10) - - When to Use These Programs for Your Clients (03:20) - - Resources and Getting Started with Alternative Lending Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Most real estate investors hit a wall after 2-3 properties — their debt ratios are too high and the banks say no. In this episode, Scott Dillingham reveals the DSCR loan strategy and commercial financing paths that let your investor clients keep buying, deal after deal, without the traditional debt ceiling.Scott introduces a game-changing approach: leveraging special commercial lending programs that apply commercial underwriting to residential rental properties. This method focuses on the property's cash flow—using debt service coverage ratio (DSCR) principles—rather than personal credit or income, allowing clients to secure loans for as many properties as they can cash-flow positively. With rates typically ranging from 4.5% to 7%, plus a modest 2% fee, this option often undercuts B and private lenders while enabling unlimited scaling. Ideal for investors eyeing duplexes or multi-family units, it emphasizes buying stronger cash-flowing assets to maximize loan-to-value (LTV) ratios up to 65% or more, turning potential weaknesses into opportunities for smarter real estate decisions.Whether you're a broker guiding first-time rental investors or a seasoned landlord expanding your holdings, this episode equips you with actionable tips on financing multiple rental properties through innovative DSCR loans and commercial lenses. Scott stresses structuring deals in corporations for flexibility and highlights how this strategy supports endless portfolio growth without the high fees or restrictions of traditional paths, making it a must-listen for anyone serious about investment property mortgage rates and sustainable wealth building.Key TakeawaysAvoid the Debt Wall in Rental Investing: Traditional A lenders cap properties based on debt-to-income ratios, but shifting early to cash-flow-focused options prevents portfolio stagnation and bad deals.B Lenders for Expansion: These allow higher debt ratios and more rental income consideration than banks, serving as a bridge for investors needing beyond four financed properties.Private Lending Pitfalls: While flexible, expect rates up to 15% and fees from 2-6%, making it a last resort—explore better alternatives first for cost-effective growth.Commercial Underwriting for Residential Rentals: Use special programs to qualify for unlimited properties by evaluating each asset's income vs. expenses, often ignoring personal credit for DSCR-based approvals.Cash Flow Drives Loan Limits: Lenders cap LTV at levels ensuring positive cash flow (e.g., 65% on weaker properties), signaling the need for stronger investments to unlock higher financing.Cost Comparison for Scaling: Commercial rates (4.5-7%) and 2% fees beat B (5-7%, 2-3% fees) and private options, enabling nonstop rental property portfolio expansion at A-lender-like pricing.Links to Show ReferencesLendCity Mortgages (for Pre-Approvals and Rental Financing Guidance): lendcity.caClose More Deals Podcast (Subscribe for More Investing Tips): Search on your favorite platform or visit LendCity resources (00:00) - - Introduction to Qualifying Clients for Unlimited Rental Properties (01:12) - - How B Lenders Help Overcome Property Limits in Real Estate Investing (01:29) - - The High Costs of Private Lending for Multiple Rental Properties (02:04) - - Unlock Endless Growth with Commercial Underwriting on Residential Rentals (03:11) - - Debt Service Coverage Ratio (DSCR) Explained: Cash Flow Over Personal Debt (03:27) - - Structuring Unlimited Deals: Rates, Fees, and Corporation Tips (04:26) - - Why This Beats Traditional Financing for Portfolio Scaling Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%When buyers fall in love with a home but hate the kitchen or bathroom, most realtors lose the deal. The Purchase Plus Improvements mortgage lets clients finance renovations directly into their mortgage — and it's one of the most overlooked tools to close deals on fixer-uppers and win more listings.Scott breaks down the funding options, from lump-sum payouts to progress draws where funds release after one-third, two-thirds, and full completion of work—ensuring accountability while minimizing risk. He notes key lender variations, like caps at $40,000 for some versus unlimited amounts tied to appraisals for others, urging brokers to shop wisely for the best fit. This strategy shines for first-time buyers eyeing affordable homes needing TLC, investors targeting rentals, and sellers prepping properties for quicker sales. Even refinance plus improvements can unlock equity for essential fixes, valuing the home as-improved to bridge gaps in current equity.With rising interest in home renovation financing in Canada, Scott emphasizes its versatility across residential, select rental, and rare commercial scenarios. By blending practical tips with real-world examples—like transforming ugly properties into lender-approved gems—this episode equips mortgage professionals to close more deals efficiently. Discover how purchase plus improvements mortgages expand buying options, reduce out-of-pocket costs, and build wealth through smarter property upgrades.Key TakeawaysPurchase Plus Improvements Basics: Roll renovation costs into your mortgage for buying fixer-uppers, with lenders funding based on post-improvement appraisals to finance even distressed properties.Funding Flexibility: Choose lump-sum advances or progress draws (payouts at 1/3, 2/3, and 100% completion) to ensure work progresses, making it ideal for kitchens, bathrooms, paint, or major repairs.Lender Variations to Watch: Many cap funds at $40,000, but others offer unlimited amounts if the renovated value appraises—shop insured options for 5% down payments and higher loan-to-value ratios.Refinance Plus Improvements Power: Unlock equity for pre-sale fixes by valuing the home as-improved, helping sellers boost marketability and close deals faster without upfront cash.Versatile Applications: Works for residential purchases, select rentals (despite common lender hesitancy), and rarely commercial—perfect for first-time buyers, investors, and wealth-building strategies.Pro Tips for Success: Get detailed quotes upfront, guide clients on realistic scopes, and use this tool to turn "ugly" homes into livable assets, emphasizing informed decisions over impulse buys.Links to Show ReferencesLendCity Mortgages (for Pre-Approvals and Renovation Financing): lendcity.ca (00:00) - Intro to Purchase Plus Improvements Mortgage (01:30) - Why It's an Underrated Renovation Financing Tool (02:00) - How Purchase Plus Improvements Works for Homebuyers (02:45) - Funding Options: Lump Sum vs. Progress Draws (03:00) - Refinance Plus Improvements for Sellers and Equity Boosts (03:25) - Applicability to Rentals, Commercial, and Pro Tips Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%The #1 reason first-time buyers walk away from a deal is 'I don't have the down payment.' In this episode, Scott Dillingham shows you how to legally help clients borrow their down payment using CMHC FlexDown, cash-back mortgages, and gifted funds — turning dead-end conversations into closed deals.Scott layers in a pro tip from his early days at LendCity: pair FlexDown with cash-back mortgages offering 1% to 5% rebates. Borrow the 5% down, close the deal, then use the instant cash back to repay the loan—leaving clients with just their primary mortgage and zero extra debt. This tactic sidesteps common barriers for first-time buyers in Canada's competitive housing scene. With average home prices holding steady and new rules favoring insured low-down-payment loans, Scott stresses education over pressure sales, urging listeners to qualify credit first and prospect relentlessly for long-term wins.Whether you're a realtor building your pipeline or a buyer eyeing that first property, this episode equips you with actionable intel to bypass down payment roadblocks. Hosted by LendCity, Canada's trusted mortgage partner for pre-approvals and custom solutions, it blends practical wisdom with updated 2025 market insights for sustainable wealth building in real estate.Key TakeawaysProspecting Mindset: Real estate success demands consistent outreach—when clients cite no down payment, pivot to credit checks; scores of 700+ unlock flexible programs like CMHC FlexDown for immediate action.CMHC FlexDown Basics: Borrow the 5% minimum down from lines of credit, personal loans, or family; lenders include only minimum payments in debt ratios, keeping affordability intact for strong borrowers (confirmed active via CMHC/Sagen in 2025).Cash-Back Layering Hack: Select lenders offering 1-5% rebates (e.g., up to $5,000 from TD or YNCU promotions ending late 2025) to repay borrowed down payments post-closing, simplifying to a single mortgage payment.Credit Threshold Strategy: Always start with a credit score inquiry—700+ qualifies for insured flexibility, avoiding conventional 20% down requirements and enabling 95% loan-to-value purchases under $500,000.Debt Ratio Caution: Borrowed funds must be conservative; focus on minimum payments only, and educate clients on long-term impacts to build trust and prevent overextension in today's rate environment.LendCity Action Step: Contact LendCity for free pre-approvals to test FlexDown eligibility, turning prospecting leads into closed deals with transparent, client-first advice.Links to Show ReferencesLendCity Mortgages (Pre-Approvals & FlexDown Guidance): lendcity.caCMHC FlexDown Program Details: cmhc-schl.gc.caSagen Borrowed Down Payment Info: sagen.ca/products-and-services/borrowed-down-payment (00:02) - Qualifying Buyers Without Down Payments (00:45) - Understanding Credit Scores (02:07) - Exploring RSP Loans (03:14) - Comparing Loan Options (03:48) - Key Takeaways for Buyers Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!

This Weeks Rates:Insured:5-year fixed: Starting at 3.79% Variable: Starting at 3.44%Insurable:5-year fixed: Starting at 3.89% Variable: Starting at 3.65%Conventional:5-year fixed: Starting at 4.09% Variable: Starting at 3.85%CMB:5-Year: 3.12%10-Year: 3.68%Many lenders automatically decline clients on maternity leave — but they're wrong to do so. In this episode, Scott Dillingham reveals which lenders will use mat leave income to qualify buyers and exactly what documentation to prepare, so you never lose a sale to an unnecessary decline again.Scott shares practical advice for navigating these programs to avoid denials, noting that some lenders don't support maternity leave income at all, while others offer flexible terms like 60% usage between 12 and 18 months. He encourages listeners who've been told they can't proceed to reach out, as pivoting to the right lender often secures approval. Drawing from real client experiences, the episode underscores how understanding these nuances can turn potential roadblocks into successful deals. As of November 2025, these policies remain consistent with Canadian mortgage guidelines, protecting applicants on leave and focusing on pre-leave earnings for qualification.This informative session equips homebuyers and real estate professionals with essential knowledge to qualify during maternity leave, blending lender insights with actionable steps for smoother applications. Whether planning a purchase or renewal, Scott's tips help maximize income consideration and avoid common pitfalls in the mortgage process.Key TakeawaysTop-Tier Lender Options: Select lenders use 100% of pre-maternity leave income for qualification if returning to work within 18 months, requiring a return-to-work letter.Common 12-Month Policies: Many lenders accept 100% of income if the return date is within 12 months, helping more applicants qualify without reduced earnings.Short-Term Return Requirements: Some lenders only consider full income if starting back at work within two months, limiting options for longer leaves.Flexible 12-18 Month Terms: One lender allows 100% within 12 months or 60% of income from 12 to 18 months, providing a middle-ground solution.Essential Documentation: All supportive lenders mandate an employment letter detailing return date, role, and compensation; without it, income can't be used.Non-Returning Parents: If staying home post-leave, income is typically excluded unless using alternative lenders for qualification.Avoiding Denials: Don't rely on banks with strict policies—pivot to compatible lenders to close deals, especially for clients on extended leave.Links to Show ReferencesLendCity Mortgages (for Mortgage Approvals): lendcity.caBook a Call with LendCity Team: Book Here (00:03) - Introduction to Maternity Leave Programs (01:06) - Understanding Lender Criteria for Maternity Leave (02:55) - Importance of Proper Documentation and Timing Show Resources:We would love to partner with you for your referrals. Have your clients Book A Free Strategy Call Here!Or,Visit our Website.We do this to help you grow. Please share with a friend!