Mortgage Referral Guide
Table of Contents Introduction to the Mortgage Referral Program 3 About lnvis and Mortgage Intelligence 4 Benefits of the Mortgage Referral Program for Financial Advisors 5 Compensation Structure 7 The Mortgage Referral Process 8 Additional Information Regarding the Client Disclosure Form 9 Invis and Mortgage Intelligence Contact Information 10 2
Mortgage Referral Program for Financial Advisors Invis & Mortgage Intelligence are proud to offer IA Securities Advisors and their clients access to the best mortgage products and rates in the country. Through our program, your clients will receive one-on-one service for all of their mortgage needs from a dedicated Mortgage Consultant. Advisors will receive compensation for the referral and more importantly, peace of mind that their client is receiving exceptional mortgage advice. Our Mortgage Consultants Our Mortgage Consultants take great care of you and your client, specializing in mortgages and debt management helping wade through the numerous products and features that exist in today s competitive mortgage market. Just like you, Mortgage Consultants are unbiased, not tied to any one lender working in the best interest of your clients. They will be able to discuss your client s situation and find the mortgage that best suits their needs. You are now positioned to help your client when they are purchasing a home, refinancing, renewing their mortgage or are in need of a home equity line of credit. 3
About Invis & Mortgage Intelligence Together, Invis & Mortgage Intelligence form Canada s largest independent mortgage brokerage. With over 1,100 Mortgage Consultants and nearly $125 billion in funded mortgage originations, the company has proven to be a solid negotiator on behalf of its clients. With access to over 50 lenders and hundreds of mortgage products many only available through a mortgage broker Invis & Mortgage Intelligence Mortgage Consultants work diligently to ensure that each and every client receives the mortgage that suits their particular needs. Regardless of your client s past or current situation or planned future lifestyle changes, we have the mortgage solution for them. Many major life events such as getting married, expanding the family, saving for retirement or receiving an inheritance have an impact on which mortgage is best. As clients move through different life stages, it makes sense to re-examine their mortgage approach to make sure that they maintain the right mix of products to help them reach their financial and lifestyle goals. When personal goals change, it also makes sense to alter the client s mortgage plan. An Invis or Mortgage Intelligence Mortgage Consultant, in consultation with a Financial Advisor, can place each client with a product that best suits them. From working with our referral partners and servicing clients, to constructing deals and negotiating with lenders, lnvis and Mortgage Intelligence Mortgage Consultants uphold a level of integrity second to none in the mortgage industry. We re committed to working with you and your client to make sure your client obtains all the advantages a Mortgage Consultant can offer, and to deliver service of the highest standard throughout the life of their mortgage. Whatever their life stage, make sure your clients receive the expert advice of one of our Mortgage Consultants and benefit from their own customized mortgage strategy. Working together Building trust and integrity in relationships is the foremost principle in all of our dealings, and we take pride in delivering on those values with other like -minded professionals. Our Mortgage Consultants take their professional partnerships very seriously. They aim to make the entire mortgage process as smooth as possible, and keep you informed of the status of your client s financing transaction every step of the way. 4
Benefits of the Mortgage Referral Program for Financial Advisors Our objective is to provide you with the resources necessary to grow your portfolio by extending your client service abilities beyond the traditional Financial Advisor-Client relationship, while at the same time increasing your income. You will have access to any of our Mortgage Consultants, however, as is often the case, aligned Financial Advisors and Mortgage Consultants often continue their individual relationships to service all of their mutual clients, and have developed a strong two-way relationship for financial products and services. Expand your product offering The top benefit that this referral program will provide you with is the opportunity to enhance and protect your relationship with your client by allowing you to present your clients with products that were not previously included in your offering. You will now be able to provide your client with broad access to a variety of different mortgage products - including the best rates in the country from a wide selection of different lenders. Protect your portfolio from the Big Banks Most mortgages in Canada are held within the Big 5 Banks, and the banks are increasingly making a greater push to have their representatives solicit and sell their proprietary mutual funds, RRSPs and other investment vehicles - the same vehicles that you offer to your clients. This creates client stickiness for the banks. By identifying the current mortgage needs of your clients, together, we can work to satisfy all of their financial needs, thus reducing their reliance on the Big Banks, and enhancing your client retention. Bring in the next generation of client Many of you are already working to provide generational wealth transfers by offering your services to many of your clients family members. For those of you who would like to increase your exposure and expand your product offering, the mortgage referral program can help you do that more effectively. You can introduce the financial planning process to your prospects, discuss their mortgage needs, and if licensed, assess your prospective clients insurance needs all at the same time. Refinancing to improve clients cash flow Many of your clients may be carrying high-interest debt, most commonly in the form of credit card debt or a car loan which, through refinancing, could be consolidated with their mortgage at a new, lower interest rate. In the majority of cases, the payment amount on the newly refinanced mortgage is significantly less than the sum of the individual payments that were previously required on each individual debt component, thus vastly improving the client s monthly cash flow. Why not discuss this option with your clients as a way to enhance their savings goals, and put some additional cash in their pockets? 5
Enhance your income Our mortgage services are an opportunity for you to enhance your income. Not only will you be compensated for your mortgage referrals, but if you are life insurance licensed, knowing your clients current mortgage situation adds an opportunity for you to discuss life insurance options at a time when your clients need to protect their families is the greatest. Purchasing a home is often the largest single purchase a client will make. A WIN-WIN proposition for you and your client Benefits for you: Expanded service offering, with little to no effort Security from knowing that a personal banker will not attempt to take your client and transfer their portfolio. A fee for providing the referral. Benefits for your client: The best rates available from a long list of lenders. A wider selection of products to suit their particular needs. Service at a convenient time and place. Let us help you Broaden the value you have to your clients as a IA Securities Advisor, while adhering to all of the regulations set by governing bodies. The mortgage services offered through Invis and Mortgage Intelligence are far-ranging and branch out to many more products and better rates than those that are typically available directly to end-consumers. A few that may be of particular interest to you are: Equity take-out mortgages free up funds for you to manage elsewhere. Switch mortgages or early renewals move your clients away from their traditional financial institutions. Lower rates and more flexible offerings funds may be better suited for other investments. Special mortgages for your self-employed clients. With today s low interest rates, let us help you to grow your clients net worth and your portfolio by managing their mortgage debt and more efficiently utilizing their home equity. 6
Compensation Structure For each client that you refer to a Mortgage Consultant that results in a completed mortgage transaction, you will receive a referral fee. Your referral fees are calculated as a percentage of the finder s fee received by Invis or Mortgage Intelligence from the applicable lending institution based on the specific deal. Note: The MFDA and IIROC rules require that all referral fees are paid and recorded on the books of the Dealer. Financial Advisors are not permitted to receive referral fees directly from the Mortgage Brokerage, therefore all referral fees will be paid directly to IA Securities Head Office. Your referral fees will then be paid to you according to your regular payment arrangements with IA Securities. The Numbers! Example 1 Referred client arranges a $200,000 first mortgage and has chosen a 5-year variable rate product. Your compensation would be calculated as follows: Mortgage Amount: $200,000 Product: 5-year variable Finder Fee: 80 bps Gross Commission on deal: $200,000 x 80 bps = $1,600 Referral Fee (30%): $1,600 x 30% = $480! Example 2 Referred client arranges a $250,000 first mortgage and has chosen a 10-year fixed rate product. Your compensation would be calculated as follows: Mortgage Amount: $250,000 Product: 10-year Fixed Finder Fee: 100 bps Gross Commission: $250,000 x 100 bps = $2,500 Referral Fee (30%): $2,500 x 30% = $750! * Examples subject to change. For demonstration only. Referral fees are subject to usual fee payment arrangements with IA Securities and applicable taxes being withheld. 7
The Mortgage Referral Process Through the financial planning process you uncover a client need ; and through mutual agreement, decide to obtain the services of an Invis or Mortgage Intelligence Mortgage Consultant. When deciding whether to select an Invis Consultant or a Mortgage Intelligence Consultant, be assured that you can expect a great experience while having your high client service standards met. Invis and Mortgage Intelligence operate on one consolidated platform, thus offering the same services and operating under the same ethically sound principles. The following steps outline the process for submitting a referral: Visit www.invis.ca/iasecurities or www.mortgageintelligence.ca/iasecurities to complete the following two required forms: 1. Electronic Mortgage Referral Form 2. Client Disclosure Form Note: If the primary account is a joint account, only one Client Disclosure Form is required and should be signed by each account holder. Print and complete the Client Disclosure Form and have it signed by your client. This form must be distributed as per the instructions on the form. Complete the Electronic Mortgage Referral Form and click on the submit button. The referral form is sent electronically to the Invis & Mortgage Intelligence National Call Centre. The Call Centre records the referral and sends an e-mail notifying the mortgage consultant that a referral has been received. The Mortgage Consultant is obligated by a service level agreement to contact those involved within a predetermined time frame to ensure that proper service levels are maintained at all times (typically within 4 hours). If you already have an established relationship with a Mortgage Consultant, you may indicate him/her on the referral form; otherwise the Mortgage Consultant will be selected based on geographical proximity to the client. Once advised of which Mortgage Consultant has been assigned to the client, the IA Securities Advisor must fax or email the completed and signed Client Disclosure form to that Mortgage Consultant. The Mortgage Consultant will contact the IA Securities Advisor to discuss the referred deal, and then the client to make arrangements to complete the application. In the majority of cases, all attempts will be made to meet face-to face with the client or under other parameters that the advisor deems appropriate. That may mean a meeting with the client where the advisor is present, a meeting with the client at the Mortgage Consultant s office, a meeting at the client s home or a teleconference between all involved parties. The Mortgage Consultant will provide regular updates to the IA Securities Advisor and our National Call Centre on the status of the application throughout the process. The Invis or Mortgage Intelligence Regional Manager will also monitor deals and assist with any unforeseen issues that may arise in the transaction or with the lenders. Once the mortgage has been closed and the transaction completed, the lender pays a finder fee to Invis or Mortgage Intelligence for the deal. We will forward the referral component to the IA Securities Head Office for distribution to the advisor. 8
CLIENT DISCLOSURE REFERRAL ARRANGEMENTS (Provided pursuant to Section 13.10 of National Instrument 31-103 - Registration Requirements, Exemptions and Ongoing Registrant Obligations) Client(s) Name(s) ia Securities Client Account Number Address Tel. # (Home) Email Tel. # (Cell) Requested Mortgage Consultant (Please leave blank if you would like us to assign a Mortgage Consultant in your client s area) To: Industrial Alliance Securities Inc. ( ia Securities ) and to: Invis Inc. ( Invis ) and Mortgage Intelligence Inc. ( MI ) Industrial Alliance Securities Inc. is registered as an Investment Dealer in all provinces and territories in Canada and is a member of the Investment Industry Regulatory Organization of Canada, and the Canadian Investor Protection Fund. Invis Inc. and Mortgage Intelligence Inc. are both registered as mortgage brokerages in all Provinces of Canada except the territories, and are authorized to manage my/our mortgage service needs through their registered mortgage consultants. I/We have selected Invis Inc., or its wholly owned subsidiary MI, (collectively InvisMI ), as my/our mortgage consultants for mortgage advice services. I/We understand that ia Securities has established a referral arrangement with InvisMI whereby its representatives may, but are not required to, refer clients to InvisMI for which IA Securities may receive a referral fee of 30% of each applicable fi nder s fee1 and 15% of each applicable volume bonus fee2 received by InvisMI. These fees are paid in respect of services provided to me/us, and are inclusive of all applicable taxes. I/We understand that IA Securities may or may not share any or all of the referral fees received with the Advisor specifi ed below. I/We understand that InvisMI s mortgage fee schedule remains the same whether or not a referral fee is paid to ia Securities. The above-noted referral fees are payable in connection with all dealings by me/us with InvisMI that results in a payment to InvisMI or its affi liates from the applicable lender as a result of advancing of funds by the lender to me/us in respect of purchases, refi nances, switches, renewals or transfers of mortgages. I/We understand that InvisMI and its representatives are not permitted to engage in activities for which they are not registered, including the selling of mutual funds or the selling of securities, and that IA Securities is not related to or an affi liate of InvisMI. Any general fi nancial advisory services or other services which ia Securities provides to me/us in accordance with its registrations will continue to be provided to me/us by ia Securities, not InvisMI, and will continue to be the responsibility of ia Securities. Similarly, I/We understand that the mortgage brokerage services will be the responsibility of InvisMI, not ia Securities. I/We understand that InvisMI must receive all instructions about my/our mortgage from me/us, and not ia Securities. I/We acknowledge that the Advisor indicated below and IA Securities are not registered mortgage brokers or lenders and are not licensed to provide advice or assist on any mortgage and lending matters. It is illegal for any of the foregoing IA Securities Advisors to trade or advise in respect of securities for which they are not licensed or registered under applicable securities legislation to so trade or advise. I/We understand that InvisMI and IA Securities make no representations regarding each other, nor the services provided by the other, and any relationship formed between me/us and one of these parties is in no way related to my/our relationship with the other party. Under this referral arrangement, I/we are a client of, and will be dealing entirely with, InvisMI in respect of mortgage services. All activity requiring mortgage broker registration resulting from the referral arrangement described above will be provided by InvisMI. 1 Finder s Fee refers to the fee paid by a lender to a mortgage brokerage fi rm for originating an individual mortgage loan as the term is commonly considered in the mortgage brokerage industry. 2 Volume Bonus Fee refers to the fees commonly paid by a lender to mortgage brokerage fi rms for aggregate volumes closed with that fi rm. SAMPLE By signing below, I/We: (i) acknowledge that I/we have received and read this Client Disclosure Statement describing the referral arrangement between IA Securities, and InvisMI; and (ii) consent to the release of my/our personal information that is in the possession of IA Securities or InvisMI to one another for the purpose of servicing my/our account(s). Client Name (please print) Client Signature Date Client Name (please print) Client Signature Date Name of Advisor Phone Email ia Securities ADVISOR: Registered at www.invis.ca/iasecurities or www.mortgageintelligence.ca/iasecurities Form delivered to Mortgage Consultant by fax or email, or faxed to InvisMI at 1-866-864-6847 INVISMI MORTGAGE CONSULTANT: Disclosure form included in mortgage fi le to InvisMI head offi ce. Industrial Alliance Securities Inc. is a member of the Canadian Investor Protection Fund and the Investment Industry Regulatory Organization of Canada. ia Securities is a trademark and business name under which Industrial Alliance Securities Inc. operates. 04/18
Additional Information Regarding the Client Disclosure Form The rule governing MFDA & IIROC require IA Securities Advisors to provide their clients with written disclosure of the referral arrangement prior to any transaction taking place. The IA Securities advisor must obtain a fully executed copy of the Client Disclosure Form prior to the processing of any mortgage transaction and retain an original copy in their file. Accordingly, Advisors need to: Complete the Client Disclosure Form for new client(s). This form must be signed by the client(s). Once all signatures have been obtained, the Advisor must provide a copy to the client, retain one in their files, and provide a copy to their Mortgage Consultant. Complete the electronic Mortgage Referral Form at www.invis.ca/iasecurities or www.mortgageintelligence.ca/iasecurities Once a Mortgage Consultant is assigned to the file, the Advisor must fax or email the Client Disclosure Form directly to the assigned Mortgage Consultant. The Advisor must retain the original forms in each client s file. The Mortgage Consultant is required to supply the Client Disclosure Form with their mortgage file to Invis and Mortgage Intelligence s Compliance Department. Without the completed disclosure form, Invis/Mortgage Intelligence is unable to send your referral fee to your Head Office. 10
Invis and Mortgage Intelligence Contact Information For any questions about the Mortgage Referral Program please contact the Invis and Mortgage Intelligence Call Centre, or a Regional Manager near you: Main Contact: Deborah Batten Toll Free: 1.866.854.6847 Toll Free Fax: 1.866.864.6847 Email: invis@invis.ca mi@migroup.ca Tony Kreutzer, Vice President, Western Canada tony.kreutzer@invismi.ca 250.718.4687 Rob Hafer, Regional Manager, Vancouver Island & Lower Mainland rob.hafer@invismi.ca 250.480.0633 Barb Morgan, Vice President, Eastern Canada barb.morgan@invismi.ca 519.574.9111 Lisa Valade, VP Training & Business Development, Regional Manager, GTA & Golden Horseshoe lisa.valade@invismi.ca 416.662.3551 Michael Celuch, Regional Manager, Southwestern Ontario michael.celuch@invismi.ca 519.988.1070 Susan Thomas, Regional Manager, Toronto, Mississauga East susan.thomas@invismi.ca 416.271.1711 Isabelle Barbeau, Vice-President, Quebec isabelle.barbeau@invismi.ca 1.855.518.1900 11
invis.ca/iasecurities mortgageintelligence.ca/iasecurities