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"West Oak’s success has come from always putting our clients’ best interests first and always finding ways to improve and add more value to them"
Andrew mcquiston,
west oak family office, wellington-altus private wealth
The mortgage industry is shifting in a rapidly changing environment. Mortgage brokers who have been tied to their desks over the last two years to keep up with volume may now have to ‘think outside the box’ to fill their mortgage pipeline.
The change in mortgage direction is welcome news for Ryan La Haye, president of Groupe RLH and a top performer on Canadian Mortgage Professional’s Top 75 Brokers list for 2022.
Always one step ahead of the mortgage curve, La Haye anticipated the changing dynamic in the industry and his answer was in the ability to deliver a client experience that is different from a standardized approach.
“We are in the business of delivering an experience. The unique experience that any broker creates is what defines the relationship with his or her clients,” La Haye says.
To achieve an individual and specialized experience for his clients, he points to the importance of not sticking to one mortgage formula, but rather being flexible.
“The market and landscape shifts constantly and too often, brokers or business owners get stuck in what they think works and this can lead to stagnation,” he says.
“A seasoned broker must remain in a constant state of discovery. They need to question, constantly, what works and does not work from a blank slate and not from past experience.”
Cognizant that mortgage numbers may go down as rates continue to rise, La Haye highlighted that the strength in the broker and lender relationship will also be a key determinant in who will sink or swim in uncharted mortgage waters.
“The lending relationship is key, but it’s a two-way street. The broker and the lender often mirror each other,” La Haye notes.
“If the relationship is collaborative, then the results for all parties will be more interesting.”
One way to achieve a seamless and conducive lending strategy is to ensure that “the feeling of entitlement” that some brokers have is off the table, and that all ducks are perfectly in a row before broker submission.
“In my business, submitting a deal without 100% of the documents from the first submission is extremely rare and frowned upon,” he says.
“Our submit-to-approve ratio is at 99% and the approve to fund hovers, on average, between 82% and 91%. If the industry acted in the same manner, the entire broker and lender relationship would be quite different and the experience of working a deal would be more positive in my opinion.”
La Haye argues that a higher-rate mortgage environment can also lead to opportunities.
“One example is reserving rates and options for 12 months,” he says. “We began to practice with a few lenders, securing strategically low rates for clients renewing or even potentially purchasing all the way until May 2023.
“This is both a bold move to protect our clients, but also to protect a pipeline that may dry up. Brokers will also need to think outside of the box and offer strategies and advice to borrowers to make a sale.”
La Haye is prepared for the changes that lie ahead.
“One thing is certain – no broker that has been in the industry for the last 20 years has lived a period that we are about to live,” La Haye predicts.
“It’s going to be interesting and if you can deliver that unique strategy that others cannot, you can’t lose.”
1545 de l'avenir suite 220, Laval, QC, Canada, H7S 2N5
514 830 6619
rlahaye@planipret.com
linkedin.com/in/ryan-la-haye-5b962321
hypothequesrlh.com
Ryan La Haye
Mortgage Broker
Group RLH – Planiprêt Mortgage Cabinet
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2020–present
Insurance Business Magazine | Key Media
Deputy Principal at Australian Christian College - Southlands
Doctor of Education
2020–present
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2021
Ted Talk in collaboration with key media
Year 7 Community Leader and Leader for Learning Technologies and Platforms at Northern Beaches Christian School
Master of Business Administration, 2017–2019
2021
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2013
Ted Talk in collaboration with key media
Master of Education (Curriculum and Pedagogy)
2013
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Ted Talk in collaboration with key media
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Ted Talk in collaboration with key media
Bachelor of Education (Primary)
2009–2012
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2006
2010–present
2020–2022
2013–2016
2017–present
Ryan La Haye
Mortgage Broker
Group RLH – Planiprêt Mortgage Cabinet
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Insurance Business Magazine | Key Media
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Ted Talk in collaboration with key media
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Ted Talk in collaboration with key media
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Ted Talk in collaboration with key media
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Ted Talk in collaboration with key media
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2006
2010–present
2020–2022
2013–2016
2017–present
Ryan La Haye
Mortgage Broker
Group RLH – Planiprêt Mortgage Cabinet
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2017–present
2013–2016
2020–2022
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2006
2017–present
Insurance Business Magazine | Key Media
Ascham
Excellence Awardee, Australian Education Awards, 2021
Department Head of the Year, 2021
The Educator’s Most Influential Educators, 2022
2017–present
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2013–2016
Human Resources Magazine | key media
Corpus Christi, 2013
Trinity Grammar School, 2014–2016
Honorary Fellowship of the Teachers’ Guild of NSW, Teachers’ Guild of NSW Highly Commended Research Award, 2014
Certificate of Recognition Award Issued by Australian College
2013–2016
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2020–2022
Human Resources Magazine | key media
Founding Partner at A School for Tomorrow
Established “Game Changers” podcast with Dr Philip SA Cummins, 2020
Included in The Educator Hot List, 2020 and 2021
2020–2022
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2010–present
Human Resources Magazine | key media
Group RLH
CMP Top 75 Brokers, 2020
CMP Top 75 Brokers, 2021
President’s Club Top Performer
2010–present
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2006
human resources | key media
HLC Mortgages
2006 rookie of the year
President’s Club HLC Top 100, 2007 to 2010
2006
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Milestones