Beyond the transaction: The MCAN way of nurturing community and homeownership dreams

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How MCAN's ICON program is reframing mortgage lending with a personal touch and community focus

MCAN STANDS out as a family-oriented organization, not defined by its size but by its keen understanding of and responsiveness to the nuanced needs of broker partners and clients. This distinctive approach attracted Cam Dellipizzi, regional sales director in the Ottawa area, nearly six years ago when he joined the organization. “Success comes down to communication and collaboration – possible in a company that prioritizes partnership. Everyone has a voice and can make an impact.” Since its establishment in 1992, MCAN, a publicly traded and federally regulated mortgage investment company, has been deeply invested in Canadian communities, consistently delivering tangible value to shareholders, partners, clients, and team members. The commitment to community resonated strongly with Ryan White, regional sales director for southwestern Ontario. White appreciates the “small-town feel”

MCAN Mortgage Corporation d/b/a MCAN Financial Group is a public company listed on the Toronto Stock Exchange under the symbol MKP and is a reporting issuer in all provinces and territories in Canada. MCAN also qualifies as a Mortgage Investment Corporation (MIC) under the Income Tax Act (Canada). MCAN is the largest MIC in Canada and the only federally regulated MIC. MCAN’s primary objective is to generate a reliable stream of income by investing in a diversified portfolio of Canadian mortgages, including residential mortgages, residential construction, non-residential construction, and commercial loans, as well as other types of securities, loans, and real estate investments. MCAN employs leverage by issuing term deposits that are eligible for Canada Deposit Insurance Corporation deposit insurance. MCAN is investing in communities and homes for Canadians.

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“The core mission of our company is deeply rooted in supporting the Canadian real estate market, with a strong focus on facilitating homeownership and assisting Canadians in realizing their dreams of owning a home”

Ryan White MCAN

White says, “The core mission of our company is deeply rooted in supporting the Canadian real estate market, with a strong focus on facilitating homeownership and assisting Canadians in realizing their dreams of owning a home. Our approach in the alternative space aims to provide a broad spectrum of solutions, enabling Canadians to either buy their first home or maintain their current homeownership status.” The sense of community and belonging at MCAN is a fundamental aspect of its culture. It drives collective efforts to make a meaningful impact in the market.

MCAN’s approach to mortgage lending diverges from competitors’ by emphasizing a holistic experience. Dellipizzi underscores that, while qualification criteria align with industry standards, it’s the personalized service based on accessibility, transparency, and partnership that sets MCAN apart. This focus on people is also the foundation for the MCAN ICON partner program. The ICON program, as described by White, underscores MCAN’s commitment to rewarding partnerships and community involvement. Originally tied to the company’s alternative program, it has evolved to encompass a broader scope, rewarding brokers and their clients for their loyalty and business.

“ICON has been a bit of a game-changer. That first giveaway, I still remember the client turning to me, and – I'll never forget this – she said, ‘You don't know how much this means.’ Sometimes we lose sight of $1,000 here or $2,000 there, which might be a small amount to some, but it’s a lot to many people.” White alone has gifted more than $100,000 in mortgage payments in partnership with his partner network.

MCAN plants four trees for every mortgage funded. “It's something that has inspired us all, especially given the impact of wildfires across Canada,” says Mercer. “We plant one for our client, one for our partner, one for the community, and one, as we say, for the HomeTeam.” ICON goes beyond the standard practice of rewarding brokers. By extending benefits to clients, MCAN strengthens the bond among brokers, clients, and the company, creating a ripple effect of loyalty, referrals – and, ultimately, a strengthened community. “We know that the program has had an impact on our partners’ businesses through increased referrals and community coverage,” Mercer explains. “That's the connectivity we’re striving for – the value we want to create for everyone.” In partnership with the 2023 grand prize-winning broker partner, the team is excited about a celebratory event this month to gather brokers, clients, and MCAN reps for a special presentation of more than $25,000 in mortgage payments.

“As a brokerage, we’re thrilled to have been selected to participate in the MCAN Icon program, and are especially happy for our clients who are recipients of the prize money,” says Dwight Trafford, principal broker at Rock Capital Mortgage. “For many clients, these are tough economic times, and to be able to help with cash toward a mortgage payment or two is very exciting.

MCAN is to be commended for thinking outside the box, and for helping Rock Capital demonstrate that maintaining relationships with our clients and lenders is our highest priority.” With more than $225,000 in mortgage payments awarded across Canada through over 50 broker partners, ICON represents a cornerstone of MCAN’s community engagement efforts. Dellipizzi recalls the profound joy and relief such contributions have brought to clients, particularly during the challenging times of the pandemic. This spirit of giving and support has become a hallmark of MCAN’s culture.

A different approach to lending

Published April 22, 2024

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“We know that the program has had an impact on our partners’ businesses through increased referrals and community coverage”

Kim Mercer MCAN

and firm-wide dedication to nurturing a familial atmosphere among employees and clients. This environment fosters growth and community support, reflecting MCAN’s mission to bolster the Canadian real estate sector by facilitating homeownership for diverse clients.

MCAN’s brand pillars of People, Purpose, and Performance are at the heart of the ICON program. “ICON amplifies all three,” says Kim Mercer, director of corporate brand and marketing. “We understand that behind every mortgage application, every discussion about collateral and investment, is a real person. We value that story and the partnerships with our broker network that allow us to help Canadians make it home. Our investment in the community extends to the charitable donations we make through the program and our partnership with One Tree Planted."

Beyond transactions: building community

Dellipizzi says, “The timing of our rewards, toward the end of the year – a period when many of our clients are spending more – eases financial pressures. Regardless of the season, getting a free mortgage payment is an amazing touch.”

At a time when digital transactions often lack personal interaction, ICON reintroduces the human element into the mortgage lending process. It fosters a sense of belonging among clients and partners, creating powerful testimonials of MCAN’s genuine care and commitment. Dellipizzi shared memorable experiences of surprise cheque presentations, such as one in front of Kingston city hall, that piqued community interest. Many clients prefer communicating with their mortgage broker digitally, finding it more accessible than face-to-face conversations. This method, however, can sometimes limit the depth of understanding of the client’s challenges, especially in today’s economic climate. As White says, “I’ve encountered situations where clients, facing interest rate increases at renewal, express their concerns and frustrations. We’re navigating this environment together and can significantly alleviate their financial pressures, such as the rising cost of living and inflation."

Personal touch in a digital age

The success of the ICON program is evident in its continual evolution and expansion. With plans to help more individuals each year and introduce exciting destinations like Iceland for outstanding partners, MCAN aims to elevate the program’s impact. This new adventure promises to reinvent the typical lender trip, too. Through initiatives like partner summits across Canada, MCAN deepens its engagement with partners and communities, solidifying its role as a trusted partner in the real estate market. Dellipizzi notes, “Partner summits are a collaborative effort, not limited to a single brokerage or lender. They’re inclusive. These gatherings serve as dynamic and diverse brainstorming sessions where participants share successes, identify areas for improvement, and explore new strategies. These are brutally honest moments grounded in respect and a common goal. We connect our sales team, underwriters, and support staff with partners, significantly strengthening professional relationships.” MCAN's ICON program is more than just a rewards initiative; it's a cornerstone of the company’s philosophy to reframe the lending process, emphasizing community-building and personalized service. Dellipizzi and White extend an open invitation to brokers and clients alike to engage with MCAN, to experience the difference that ICON makes in creating heartwarming experiences and genuine smiles.

Engagement, expansion, and excellence

The ICON Program features tiers that award rate discounts (Canadians are really feeling the pressure of affordability, and a 10-bp discount can make the difference), and FREE mortgage payments!

MCAN plants four trees for every mortgage funded. That’s one for the broker, one for the client, one for the community and one for the HomeTeam! The program is a partnership with One Tree Planted. MCAN funds tree planting in regions of Canada affected by deforestation and wildfire.

The program is about incentivizing partners to lean in with MCAN Home. MCAN pays out MQ Points on volumes, amplifies high performers across channels and partner outlets, and extends invitations to regional summits and industry events.

People, Purpose, and Performance

Leaders in the development of enhanced income inclusions that reflect the trend of multi-generational living in Canada

Recently expanded those allowances in certain regions to further accommodate this living arrangement

Committed to intentionally creating solutions and programs that are beneficial and relevant to Canadians

Continuous product, policy, and program development