In the complex world of finance, securing the right commercial loan can feel like trying to find a hidden door. You know it's there, but without the right key—or the right guide—it remains locked. As a successful mortgage professional, you have the clients and the ambition. What you need is the insider's playbook.

My career has been dedicated to creating those keys, first from within one of Canada's largest banks, and now as the head of my own commercial finance firm.

A Career Forged in Commercial Banking

My journey began where the most significant lending decisions are made: inside the commercial banking division of the Bank of Montreal (BMO). For a decade, from 1998 to 2008, I was on the front lines of commercial lending. My role was to assess risk, structure multi-million dollar loans for a diverse range of businesses, and manage relationships with some of Canada's most successful entrepreneurs.

Working at BMO gave me an unparalleled education in how a major institutional lender thinks. I learned precisely what it takes to get a complex file approved and, just as importantly, what causes a promising deal to be declined.

In 2008, driven by a desire to provide more agile and creative solutions than a large institution can offer, I founded AJS Capital Inc. As President, I worked with the full spectrum of Canadian lenders to structure and fund deals, from commercial real estate and construction projects to business acquisition loans.

A Unique Perspective on What Makes Brokers Succeed

From my desk at BMO and at AJS Capital, I have personally reviewed thousands of loan proposals, many of them submitted by brokers. This experience has given me a unique "insider's view" into what separates the top 1% of brokers from the rest.

I’ve seen the power of a well-told story and the damage of an incomplete submission package. I know what makes a lender sit up and take notice, and what makes them pass on a file in under five minutes.