Wrapping up 2025 with gratitude. As the year winds down, I like to take a moment to reflect, not just on the numbers, but on the experiences, the wins, the challenges, and the lessons learned.

This year was a milestone for me professionally. I hit my business goal in October, which was a huge achievement. Alongside this, I continued working with the charitable groups I’m passionate about and maintained my position on the board of directors for CTTC, part of MOCO. Moving into the MOCO office and surrounding myself with like-minded mortgage professionals also allowed me to immerse myself in the world of mortgages fully.

Winning Some, Losing Some

Like any year, some deals went exactly as planned, and a few didn’t. One of my proudest moments was helping an older couple buy their first home. We kept money in their pockets, secured a great rate, and created a plan to pay down their mortgage faster. It wasn’t just about the transaction; it was about long-term strategy and helping them use their property as a tool for future investments and retirement security.

On the flip side, I lost a deal to the bank after working with the clients for over a year. They wanted the best deal possible and, despite my last-minute rate adjustment, they ultimately signed with their bank because it offered a promotion for ‘cash back’. Experiences like this remind me of the importance of clear communication. The reality is that sometimes clients make decisions we can’t control, no matter how much education, examples, or strategic guidance we provide.

Learning their timeline, needs, and priorities early on is key to guiding them toward the best decision. Even when I lose a deal, I continue offering ongoing support, and earning their trust for future opportunities.

Understanding Your Bottom Line

Every client is different. Some care most about rates, others about cash back, and some are focused entirely on their payments, etc. Understanding this “bottom line” is essential for building the right mortgage strategy.

For example, I recently worked with clients who wanted to put 20% down on a home purchase, but they also had debts to manage. By adjusting their plan to put only 10% down, we could pay off some debts, increase their purchasing power, and still preserve rainy-day savings. This approach required listening carefully, analyzing the numbers, and structuring the mortgage to meet both their short-term and long-term goals… Result? A happy client and a strong Google review.

The key is education without overwhelm. Clients have access to rates and numbers online and with AI, but they often miss the bigger picture: how to manage payments, minimize interest, and use their mortgage strategically. My goal is to guide them through those decisions, offering clear options and expert advice. We’re here to beat the banks and provide strategies that go far beyond the rate. That’s where I focus. The planning. The structure. The long-term savings. Let’s create an action plan.

Looking Ahead to 2026

Next year, my focus is on sustainable growth. Renewals will be a major focus, helping clients pay down debts, increase principal payments to pay down their mortgage faster, access equity, and make smart financial and investment choices.

The strategy remains simple: ask open questions, listen with intent, and always focus on the client’s bottom line. It’s about more than mortgages. It’s about helping people make decisions that improve their financial future.

Merry Christmas, everyone. You’ll catch me thriving in 2026 🙂