70: BEHIND THE LENDER | The Private Lending Playbook with Sequence Capital's Christine Perkins
WATCH
▶️ Watch this episode on YouTube [https://youtu.be/PlSSh7vziBw]
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EPISODE DESCRIPTION
In this episode, Dean & Jason are joined by Christine Perkins.
Christine is the Director of Business Development - Western Canada at Sequence Capital from the Greater Vancouver Metropolitan Area in BC, who has accumulated over 20 years of experience in the mortgage industry, spending the last 6 in her current role. She is also a repeat guest of the show, having first appeared in episode 32.
Sequence Capital is a national, private mortgage lender dedicated to helping homeowners access the equity in their homes. With an experienced lending team and over $1.3 billion under management, they are designed to be a full-service lender, providing custom and competitive solutions for brokers and their clients.
Christine is here to discuss:
→ How every private lender is different, with specific niches and policies, and aren't interchangeable like prime lenders, so brokers should focus on specific privates & MICs.
→ Why relationships with private lenders & BDMs matter so much in the private space, and how they are critical in unlocking exceptions and getting deals done.
→ The 3 habits to win private deals - communication, knowing your client and setting expectations, and relationships over rate shopping.
→ Why it's so important that brokers know their deals inside and out and are able to tell a borrower's complete story, and the effect that has on a deal as opposed to their financial picture.
→ What you need to know about a borrower, including credit, their exit strategy, and their property & portfolio.
→ How appraisals regularly hold up files, and the importance of property condition, economic life, and the type, and the risks of buying foreclosed property.
→ Sequence's new fixed-rate HELOC, what makes it a unique product, and how it can be accessed.
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🎙️ Christine's 1st Appearance in Episode 32: https://podcast.joinabw.ca/episode/ep-32 [https://podcast.joinabw.ca/episode/ep-32]
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🔗 Sequence Capital Website: www.sequencecapital.ca [https://www.sequencecapital.ca]
📋 Sequence Capital LinkedIn: @SequenceCapitalInc [https://www.linkedin.com/company/sequencecapitalinc/]
📸 Sequence Capital Instagram: @sequence.capital [https://www.instagram.com/sequence.capital/]
👥 Sequence Capital Facebook: @SequenceCapital [https://www.facebook.com/sequencecapitalmortgage]
📧 Christine Perkins' Email: christine@sequencecapital.ca [christine@sequencecapital.ca]
📋 Christine Perkins' LinkedIn: @ChristinePerkins [https://www.linkedin.com/in/christineperkinsmavis/]
📸 Christine Perkins' Instagram: @cperkins123 [https://www.instagram.com/cperkins123/]
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CHAPTERS
00:00 Intro
01:39 Every Lender is Different: Know Your Deal
04:38 Reaching Out to BDMs Early
06:47 Build Relationships with a Select Group of MICs & Privates
08:07 Do Lenders Research New Brokers?
09:37 The Importance of Telling the Story vs the Financial Picture
15:12 3 Habits That Win Deals - #1 Communication
18:47 #2 KYC & Setting Expectations
22:23 #3 Relationships Over Rate Shopping
24:59 Building Relationships Gets Deals Done
27:41 Know Your Property/Portfolio
31:04 Know Your Borrower
33:39 How to Make Sure an Appraisal Doesn't Hold Up a File
36:56 The Importance of Property Condition, Economic Life, & Type
39:57 Risks of Buying Foreclosed Properties
42:20 Sequence's New Fixed-Rate HELOC
46:53 Can the HELOC Be Used in Construction?
47:49 How to Access the HELOC
48:51 Wrap-Up
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CONNECT WITH THE HOSTS
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📋 Deryk Williamson's LinkedIn: @DerykWilliamson [https://www.linkedin.com/in/deryk-williamson-271697106/]
📋 Jason Marshall's LinkedIn: @JasonMarshall [https://www.linkedin.com/in/jasonmarshallma/]
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CONNECT WITH A BETTER WAY MORTGAGES
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