BEHIND THE LENDER with Three Point Capital | #68 | Mortgage Broker Podcast

In this episode, Dean & Jason are joined by Brad Graham and Loren Hawkins of Three Point Capital. Brad is the Chief Credit Officer & Principal Broker of Three Point Capital, bringing with him over 32 years of industry experience in real estate, mortgage lending & commercial lending. Loren is the Director of Broker Relations in Western Canada at Three Point Capital, making the move in October of 2019 after a successful 22-year career with multiple BC Credit Unions. Three Point Capital Corp. is a Mortgage Investment Corporation (MIC) and non-bank mortgage lender with a portfolio totalling $270M, focusing primarily on residential mortgages under $500,000. Brad & Loren are here to discuss: → Their backgrounds and what led them to joining Three Point Capital. → The journey of Three Point Capital and why they chose to be a conservative MIC lending primarily in residential mortgages. → Where Three Point Capital lends and how deciding on lending locations is more of an art as opposed to a science. → Unique Three Point Capital lending products, including their flexible Pathfinder & Elevation programs and residential construction options. → How to package a deal for Three Point Capital and the importance of utilizing your BDM to get files funded. → Common mistakes brokers make when submitting deals and how to fix them. → Three Point Capital's deal escalation process, why they want to tell you no quickly, and referring deals they can't do to trusted sources. → Why they never race to the bottom on rate and how doing so would hurt not only their investors, but also consumers. → Current trends in the housing market including it being down overall, and MIC/private deals becoming more common as consumers are facing more financial challenges. → Advice for brokers trying to build in this space and why it's so important to find the MICs that suit your client base. Three Point Capital Website: https://www.threepointcapital.ca Three Point Capital LinkedIn: https://www.linkedin.com/company/threepointcapital/ Three Point Capital Instagram: https://www.instagram.com/teamthreepoint/ Three Point Capital Facebook: https://www.facebook.com/TeamThreePoint/ Brad Graham's LinkedIn: https://www.linkedin.com/in/brad-graham-a9981243/ Brad Graham's Email: brad@threepointcapital.ca Loren Hawkins' LinkedIn: https://www.linkedin.com/in/lorenhawkinsthreepointcapital/ Loren Hawkins' Email: loren@threepointcapital.ca Justin Theriault's LinkedIn: https://www.linkedin.com/in/justinrtheriault/ Justin Theriault's Email: justin@threepointcapital.ca *** CHAPTERS 00:00 Intro 01:16 Brad's Background 02:33 The Journey of Three Point Capital 06:31 Loren's Background 12:04 Where Three Point Lends 14:19 Why Three Point is a Conservative MIC Lending Primarily in Residential 17:41 Deciding on Lending Locations - Art vs Science 21:17 Utilizing Your BDM to Get Files Funded 23:54 Unique Three Point Lending Products 30:37 Three Point's Residential Construction Program 34:54 Changing Policies & Never Racing to the Bottom on Rate 40:12 How to Package a Deal for Three Point Capital 42:18 Common Mistakes Brokers Make When Submitting Deals 45:32 Deal Escalation & Wanting to Get Deals Funded 48:28 Current Trends - Housing Market is Down, MIC/Private More Common Option 52:07 Find Your MICs 52:40 Advice for Brokers Building in This Space 55:56 Wrap-Up *** CONNECT WITH THE SHOW 🎙️ The Mortgage Broker Podcast Podcast: https://linktr.ee/themortgagebrokerpodcast?utm_source=linktree_profile_share&ltsid=bf8c6904-a28b-4518-9662-645edb5ce53b 📺 The Mortgage Broker Podcast YouTube: https://www.youtube.com/@UC9vbY86dYJl3xjMFL7yXSXQ 📝 The Mortgage Broker Podcast Blog: https://www.joinabw.ca/media *** CONNECT WITH THE HOSTS 📋 Justin Noda's LinkedIn: https://www.linkedin.com/in/justin-noda-4b865719b/ 📋 Dean Lawton's LinkedIn: https://www.linkedin.com/in/dean-lawton-07184998/ 📋 Deryk Williamson's LinkedIn: https://www.linkedin.com/in/deryk-williamson-271697106/ 📋 Jason Marshall's LinkedIn: https://www.linkedin.com/in/jasonmarshallma/ *** CONNECT WITH A BETTER WAY MORTGAGES 🔗 A Better Way Mortgages Website: https://www.joinabw.ca 📸 A Better Way Mortgages Instagram: https://www.instagram.com/abetterwaymortgages/ 📋 A Better Way Mortgages LinkedIn: https://www.linkedin.com/company/dominion-lending-centres---a-better-way/?originalSubdomain=ca 👥 A Better Way Mortgages Facebook: https://www.facebook.com/abetterwaymortgages/ 📬 A Better Way Mortgages Tuesday Mortgage Memo: https://www.joinabw.ca/abw-tuesday-mortgage-memo *** Make sure to 🔔 SUBSCRIBE, 👍 LIKE, and 💬 COMMENT below to let us know what you think!