Profile: Kathryn Grant, Director of Brokerage Services, CENTUM

Specializing in financing for the self-employed, Kathryn Grant is Director of Brokerage Services at CENTUM Financial Services Limited Partnership. This exclusive interview provides a glimpse into the day-to-day life of a mortgage broker serving Canadian freelancers and independent professionals.

How long have you been in the industry?

I have been working for over 8 years now.

What do you like most about working as a mortgage broker?

Every day is different. Each day, the type of client you meet and the type of file you are working on represents a new challenge, a new opportunity.

How do you solve the challenges you face every day?

I use my knowledge and support. I find creative ways to get clients funded. A mortgage broker often has to think outside the box and look at various resources to devise different ways to meet client needs.

How is working with self-employed workers different from other types of consumers?

The way the self-employed present their income is different. They are not typical salaried workers. A mortgage broker really needs to know how to look at financial data and how to properly approach lenders to present these clients.

What criteria do you use to determine which lender best meets the needs of each of your clients?

It depends on the customer’s credit, the type of business they are in and the length of their activity. Every client and every lender is different, and I can only determine which lender is best for the situation by looking at the big picture.

Which stage are you most proud of so far?

I had my own franchise quite early in my career and then after having my baby I decided to just serve my clients. Right after that, I was approached by our head office to help run a new model. I am very proud of the fact that my career continues to advance.

What advice can you give to new brokers?

If you have passion for what you do, it will show through and people will feed off of it. But knowledge is crucial. Make sure to attend conferences and webinars. Get as much knowledge as possible. Find a mentor, someone who has been in the industry for a while now and is ready to take you under their wing. Most importantly, set goals and focus on a business plan.