Self-employed clients are some of the most rewarding—and most complex—borrowers to finance.

In this episode, Kyle Green and Mike Browne dive deep into how to qualify, structure, and strategize mortgage deals for business owners and self-employed Canadians. From lender workarounds and insurer policy nuances to tax planning and corporate structure strategy, this is the ultimate guide to mastering mortgages for entrepreneurs.

Kyle shares how to reverse-engineer income requirements, justify exceptions with insurer logic, and build strong relationships with accountants and planners to keep these high-value clients for life. Whether you're a new mortgage broker or a seasoned pro, this episode is packed with high-level insights and actionable frameworks for working with the self-employed.

CHAPTER LIST

00:00 Understanding Self-Employed Borrowers

03:09 Financing Options for Self-Employed Clients

05:49 The Role of Tax Implications in Mortgage Qualification

08:59 Collaboration with Accountants and Financial Planners

11:51 Navigating Corporate Structures for Better Financing

15:12 The Importance of Understanding Financial Statements

18:02 Mitigating Factors and Exceptions in Lending

20:55 The Evolution of Stated Income Programs

23:49 Building Relationships and Referral Networks

27:06 The Future of Self-Employed Financing

35:56 Back in the Day

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The intake call is the most critical touchpoint in the mortgage process. It sets the foundation for trust, gathers key client information, and determines the best strategy moving forward. But how do you structure the perfect intake call to maximize efficiency and conversion rates?

In this episode, Kyle Green and Mike Browne break down everything you need to know about running a high-impact intake call. From setting expectations and pre-qualifying clients to handling rate questions and scripting responses, they share the frameworks and real-world strategies that have helped them close more deals and build lasting client relationships.

You'll learn:

Why a phone call is exponentially more effective than email or text

How to build trust instantly and establish authority

The key questions to ask in every intake call

The importance of client notes and documentation for long-term success

How to handle rate shoppers and prevent lost deals

If you're a mortgage broker or financial professional looking to refine your intake process and close more deals, this episode is packed with insights you can implement immediately.

[Chapter List]

00:00 The Importance of the Intake Call

10:02 Building Trust and Establishing Expectations

20:08 Pre-Qualifying Clients and Setting the Stage

30:01 Scripting and Technical Knowledge in Conversations

30:53 Understanding Mortgage Bundling and Risk

34:01 The Importance of Client Notes

36:33 Identifying Decision Makers in Transactions

38:00 Understanding Client Objectives and Income

40:57 Navigating Property Ownership and Financial Nuances

44:12 Assessing Credit and Debt Impact

46:22 Exploring Refinancing Options

48:20 Gathering Essential Client Information

52:30 The Role of Realtors and Networking

55:04 Reflections on Quoting Rates Over Time

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Public speaking is one of the most powerful tools for building authority and attracting leads—but it’s also one of the scariest. In this episode, Kyle Green shares how an unexpected last-minute speaking gig in front of 600 people changed his career forever.

We dive into:

✅ How public speaking became a lead-generation machine

✅ The key to getting booked at conferences (even if you're new)

✅ A simple strategy to capture 100+ emails at every event

✅ Why public speaking positions you as the go-to expert

Whether you're a mortgage broker, real estate investor, or business owner looking to level up your brand, this episode is packed with actionable insights.

** Chapters **

00:00 The Journey into Public Speaking

11:58 Mastering the Art of Engagement

24:02 Building a Brand through Public Speaking

28:01 The Realtor-Mortgage Connection

32:22 Public Speaking as a Business Strategy

36:11 The Power of Social Media for Learning

39:00 Understanding Mortgage Mechanics

44:02 The Evolution of Business Practices

49:00 Reflections on Industry Changes

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