Winnipeg Mortgage Symposium

Mark Stencer and Lauren Van der Berg, MPC
Opening Remarks & Association Update

Presented by: Monica Parkin
Connection as a Competitive Advantage
Standing out in a crowded mortgage market isn’t just about working harder or marketing more - it’s also about connecting better. This session shows brokers how to build trust, forge meaningful relationships, and turn everyday conversations into referrals and lasting business growth. Walk away with practical strategies to stand out, grow your network, and make authentic connections your ultimate competitive advantage.

Monica Parkin is Regional Vice President for Mortgage Architects, a TEDx speaker, and the bestselling author of Overcoming Awkward, the Introvert’s Guide to Networking, Marketing and Sales.  She entered the mortgage industry with no prior experience and had no idea how to build a business, grow a network, or navigate relationship-driven sales. Over time Monica learned how to build trust, foster authentic connections, and create a referral-driven business. Today, she supports brokers in growing their businesses, leveraging connections every day to help them achieve sustainable success.

Presented by: Matt Imhoff and Hugo Dos Reis
The 2026 Mortgage Penalty Playbook: How Top Brokers Win Deals Others Walk Away From - The Hidden Leverage Inside Every Mortgage Penalty

2026 is expected to bring one of the largest mortgage renewal cycles on record, creating unprecedented opportunity for brokers who engage clients early and strategically. While many brokers wait for renewal dates, top brokers use mortgage penalty insights to determine when to engage, how to position options, and where real opportunity exists.

 In this session, Prepayment Penalty Mentor Matt Imhoff, Canada’s mortgage penalty expert, and Hugo Dos Reis, a top 1% mortgage broker and partner at Vine Group, break down how mortgage penalties actually work and why they matter even when a client ultimately chooses not to break their mortgage.

 The session combines penalty education, client psychology, and proven real-world strategies used by top brokers to drive earlier conversations, uncover hidden opportunities, and win renewal, refinance, and move-up business that others miss in 2026 and beyond.

 What Attendees Will Learn

• How top brokers use penalty math to engage clients months or even years before renewal
• How to identify high-rate mortgages where breaking early may cost less than staying put
• How to clearly demonstrate when interest savings outweigh the cost of a penalty
• How to evaluate “break now vs. wait” scenarios and time decisions more effectively
• Practical frameworks brokers can apply immediately to capitalize on record renewal volumes

Matt Imhoff is a leading expert on prepayment penalties, dedicated to helping mortgage brokers understand and navigate Interest Rate Differentials (IRDs). With years of hands-on experience, Matt has become a trusted resource for top brokers across Canada, helping them anticipate IRDs and develop strategies to protect their clients. Since entering the mortgage industry in 2015, Matt has been known for his deep knowledge, sharp analytical skills, and passion for empowering brokers through education. His expertise in IRDs and mortgage penalties makes him a sought-after mentor in the industry. Before entering the mortgage industry, Matt served as a Marine Technician in the Royal Canadian Naval Reserves. He embarked on a 3,500 km hike along the Appalachian Trail with his dad in 2010. Now based in Downtown Vancouver, he continues to share his knowledge and support brokers in making informed mortgage decisions.

Hugo Dos Reis is a Mortgage Broker and Partner at Vine Group, one of Canada’s largest and fastest-growing mortgage brokerages. With over 13 years in the industry and more than $100MM in annual personal production, Hugo has built a referral-driven business by focusing on better client conversations rather than more leads.

Beyond his own production, Hugo leads brand, marketing, and growth strategy across Vine Group and Prepayment Penalty Mentor (PPM). He builds the systems, education, and workflows used by 100+ brokers nationwide to uncover hidden opportunities, navigate complex files, and create more predictable deal flow. Hugo is also deeply involved in the real estate investor community, having spoken to thousands of investors across Canada and created the Blueprint mortgage strategy to help investors plan, scale, and acquire more real estate. He is known for mentoring brokers into top-tier producers by bridging technical knowledge with practical, client-first sales execution.

Presented by: Brian Hutton, M3 Group
The Death of SEO - How To Optimize Your Business for AI

Brian Hutton will explore why traditional SEO, as we know it, is rapidly becoming obsolete and how the rise of AI-driven search is transforming how customers discover businesses. This presentation will break down the major shifts in search behaviour, what AI models prioritize over keywords, and how businesses can adapt by optimizing content, branding, and the customer experience for AI-generated answers. Attendees will walk away with clear, actionable strategies to future-proof their online presence in a world where AI—not algorithms—determines visibility and what AI tools you can use to optimize your digital presence.

As VP Marketing, Brian Hutton oversees all the digital marketing efforts for the M3 Financial Group. As the digital marketing lead for the largest brokerage network in Canada, he is a passionate believer in applying new-age technology to his brokers' marketing efforts. His in-depth knowledge of SEO, website optimization, AI applications, social media engagement and marketing strategy has helped brokers enhance and streamline their online presence. Brian’s experience and hands-on approach with brokers have made him a fan favourite across the country. Brian has over 20 years of marketing experience, including 10 years at HBC before joining M3 in 2017.

Presented By: Sharon Davis  
Be The Better Broker... Partner

Showing up with intention, presence, respect, and a willingness to participate can transform not only your business, but your relationships. In this insightful session, Sharon Davis shares what it truly means to be more than just a broker but a trusted partner to clients, colleagues, and industry professionals. Drawing on two decades of experience, Sharon will explore how mindset, professionalism, and community involvement elevate your impact and long-term success.

 Sharon Davis has been a licensed mortgage planner since 2005. She became a founding partner in Innovative Mortgage Solutions, a Mortgage Centre franchise, in 2011, moved to DLC in 2013, and in 2017 returned to focusing solely on her role as a broker following the merger with DLC BlueTree Mortgages West. In 2024, she joined DLC Producers West with her son, Matthew Davis, under their brand, Davis Mortgages.

Sharon has been recognized as a CMP Women of Influence in 2016, is a two-time recipient of the CMBABC Community Spirit Award, and a member of the DLC Hall of Fame. She also serves as a Director for The Spirit Foundation, helping raise funds through industry and community events to support smaller local charities. She currently sits on the Mortgage Professionals Canada BC Advisory committee and is a member of CMBABC.

Presented By: Heather Thoma, FCT
Renewals, Readiness & Results: Strategies to Thrive in 2026's High-Stakes Market

Are you ready to unlock the secrets to making your mortgage book sale-worthy—or scoring a deal that truly works when buying one? In this funny and no-fluff session, Veronica Love will share the real do’s and don’ts of succession planning in the mortgage industry. Whether you’re prepping your mortgage book for sale, thinking about purchasing someone else’s, or just starting out and want to build a solid foundation from day one, this session will give you the insider knowledge you didn’t know you needed but can’t afford to skip.

Too often, mortgage brokers drift off into retirement without ever maximizing the value of their book, leaving money (and opportunity) on the table. Even fewer know how to profit before leaving the business altogether. Veronica pulls back the curtain with real-life examples, juicy tips straight from brokers who’ve been there, and actionable steps to ensure you’re not just prepared but positioned for success.

Expect a healthy dose of humour, a touch of reality (because deals can get wild!), and plenty of practical advice to navigate this critical step in your career. From negotiating the perfect price to avoiding hidden pitfalls, this session will arm you with the questions to ask, the research to do, and the strategies to maximize your success—whether you’re buying, selling, or laying the groundwork for a mortgage business that’s built to last. Don’t miss out—this could be the most profitable 40 minutes of your year!