PILLAR FOUR

Become a specialist. Be the broker a certain kind of client is sent to.

Generalists compete on rate. Specialists get referred. This pillar covers the six niches brokers here build, how to pick one, and what a brokerage has to provide behind it.

A niche is not a marketing label. It is a lender panel that fits the file, an underwriter who knows the product, referral partners who meet that client first, and a hundred files of pattern recognition. This pillar covers the six niches with the deepest demand in BC, Alberta and Ontario, and the commercial pillar sits beside it for the largest one.

The six niches

Commercial

Specialise in commercial, then the commercial pillar.

Private and alternative

Private and alternative lending.

Construction

Construction financing.

Investors

Investor mortgages.

Self employed

Self employed clients.

Newcomers

Newcomer mortgages.

Our approach

We do not hand out niche leads and we do not pretend a niche is built in a quarter. What we provide is the lender panel for each niche, an underwriter on the Deal Desk who has placed those files, weekly lender training, and a community of brokers who already own the niche you are entering. Read <a href="/guides/choose-your-path-mortgage-broker-specialisations">choose your path</a> for how to pick one.

Every guide in this pillar

Building a niche

Commercial

Common questions

Which mortgage niche is most profitable?
Commercial and construction produce the largest files; self employed and investor produce the most repeat and referral business. The profitable niche is the one your existing network already contains.
Can a new broker specialise straight away?
Better to fund residential files for a year first, then specialise from a base. The exception is a broker arriving from a profession that already gives them the niche, such as a former commercial banker.
Do I have to give up residential files to specialise?
No. Every specialist here still funds residential files. The niche is where the referrals and the reputation come from.

Have a niche in mind?

Book a discovery call and tell us the client you want to be known for. We will show you the lender panel and the desk behind that niche.

Book a discovery call

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