Jamie Doolittle, head of BMO BrokerEdge in Canada, brings a lender perspective on what clients need to hear when they stall.
Tracy Valko, co-founder and managing partner of DLC AIMI Mortgage Collective Group, a Dominion Lending Centres network brokerage, contributes more than two decades of front-line experience with clients navigating the gap between aspiration and action.
Michelle Campbell, a mortgage broker at Mortgage Architects — A Better Way in Canada, moderates.
The session will cover four scenarios drawn from what brokers said they find hardest right now. First is what to actually say when clients tell you they are waiting — without the exchange becoming transactional or pressured.
From there, the panel moves to staying connected after a file closes, structuring conversations around life events so clients call their broker before they call their bank, and building the kind of long-term trust that outlasts any single renewal cycle.