If you run a mortgage company and want to accelerate profitability, you can hire marketing people, buy media exposure, retain consultants, or you can take matters into your own hands.

That’s precisely what DLCG CEO Gary Mauris is about to do.

Rather than outsourcing coaching, the high-octane head of Canada’s largest mortgage originator is personally sharing his best sales methods from 20 years in the trenches. And he'll be delivering them live to all brokers who want them, starting January 29 at 1:00 p.m. ET.

Now, usually, we don’t spotlight any one company's training curriculum, but this one earns attention for two specific reasons.

First, mortgage origination success starts with leads, and there's one dependable way to generate them (hint: it's less high-tech than many think). Mauris and accomplished broker Renee Huse plan to show people—even their competitors—exactly how it’s done.

Second, effective leaders are visible. They personally engage with their stakeholders, publicly and frequently, to drive performance. That sounds obvious—until you realize how few industry CEOs regularly get out of the office to inspire brokers.

What Mauris is doing here artfully sets the standard. There’s a reason CEOs like him—and billionaire Mat Ishbia, founder of North America’s largest mortgage lender UWM—get on stage to enthusiastically educate. Teaching brokers practical stuff like lead-gen and closing tactics pays dividends, literally.

The Million-Dollar Mentor

Two decades ago, Mauris and Chris Kayat teamed up to build a company from nothing to $700 million. They did it by selling brokers on a culture rooted in continuous growth.

Now, Mauris is not a guy with excess spare time. But he understands that his public company lives and dies on earnings growth, and nothing fuels mortgage production quite like sales mastery.

Personally teaching brokers how to ramp their income is "the very best thing I can do with my time," Mauris told me this week. "I’ve mentored people for 20 years and have seen extraordinary results every time."

And passing people off to a delegate is not an option, he says. The "number one question" big teams ask when they join the company is, "Gary, can you help me set up a scalable business with enterprise value?"

Event details

The program, called DLCG’s ‘Goal Getter’ mentorship series, is co-hosted by Renee Huse, a nearly $200 million producer who had no volume eight years ago (she came from a different industry). She's funded 1,750+ mortgages, is a student of AI, and somehow still finds time to run a rental empire of 26 properties.

“Renee actually walks the talk,” Mauris says. "The best part, she skis 40 days a year and keeps her weekends for herself."

"With the two of us, you're getting over 25 years of business development experience in one programme."

"Any broker between $5 and $50 million should be all over this," he says, but there are reportedly also takeaways for $100-million-plus producers. "Nine-figure brokers already know how to generate leads. What they want to know is how to build a business with enterprise value."
​ ​ ​
The training runs for 5.5 months and includes ten live sessions lasting 90 minutes or more, plus Q&A, which suggests this is not a casual lunch-and-learn. The price works out to $99/session. (DLCG brokers were each emailed 25% off promo codes.)

“If we make it free, people just don’t take it as seriously," Mauris says from experience. "Accountability is about having skin in the game.”

“If you don't get incredible value from this, send us an email, no questions asked, and we will give you a 100% full refund.”

DLC is serious about focus—so much so that it asks people to sign a letter of commitment (here's a sample) before they embark on the training.

Moreover, at the end of each bi-weekly event, attendees must submit homework before the next session. The first one starts January 29 at 1:00 p.m. ET. (There's a second live session on January 30 at 1:00 p.m. ET for those who can't make it on the 29th.)
​ ​ ​
Interested readers can sign up here.

Tried and true strategies

“The majority of brokers get up every single day and wait for their phone to ring,” and most things brokers do to grow their business are “a waste of time,” Mauris believes.

"What we are doing is giving people a set amount of contact points to make in the next 14 days."

"We cover everything from the right broker mindset, to everything I did to grow from $0 to $100 million, to AI tactics and tips to scale," Huse adds. "Plus, there's a closed Facebook group for support and exact scripts for outbound messaging, social media, elevator pitches, discovery calls, conversion, and follow-ups, all varied by referral source."

The group as a whole will make thousands of calls during their training, the data from which will be shared with attendees as both proof of concept and a subtle kick in the pants. People can then benchmark themselves to see how many leads they generated and how many turned into apps.

But this is no telemarketing scheme, Mauris says.

"We never do cold calls. That is a needle in a haystack...it’s stupid, don’t do it."

"Instead, the idea is to leverage your network, and the sessions teach you how to do that."

Both Mauris and Huse strongly advocate booking calls in advance through SMS messaging, which he calls the "fastest way to communicate."

"If someone doesn’t like making calls, it’s hard to be a mortgage broker,” Huse notes. "You've got to get good at learning how to build trust on the phone. Once you get good, then focus on how to scale what's working, and leverage AI to get there faster."

Mauris adds, "Some people are uncomfortable on the phone, I get it. But once they do 25 outbound calls and see results, they get fired up. And then they get very good at them."

If all of this sounds like a sales scene out of The Pursuit of Happyness, it's because time-tested methods work. "We're going to show how effective old school sales techniques are."

It's the little tricks, he says, like how to make people know that you're a mortgage broker in the natural flow of conversation.

"Ask people what they do for a living," suggests Mauris. "Invariably they will then ask what you do for a living."

Why DLCG is doing this

As a business guy, my first thought when I saw DLCG offering this to all brokers was a simple: why hand useful tricks to competitors?

Apart from the revenue—which Mauris says he "couldn't care less about"—my instinct was that DLC intends to use this as a recruiting lever.

"We're trying to accelerate our overall volume growth in 2026," he told me. "The more I can get in front of an audience and help take their business to the next level, the more raving fans we can build."

"When someone says, 'That guy radically changed my mortgage business,' that's high value to our brand. People become evangelists for you when you change their lives." (A philosophy top mortgage pros all live by.)

"Eventually, down the road if they need a change, they'll feel more comfortable with us because they know the person who's leading the company," Mauris explained.

That's basically what it boils down to. For a guy with nothing left to prove financially, short-term gains run second to his legacy. "Helping build a stronger industry means something. It puts us in good stead with lenders, and for people who don't really know me, maybe it changes some minds about who Gary is."

Who Gary is is someone who's seemingly putting everything he's got into this. He says he wants these online conferences to be remembered.

When I spoke with him on Friday, he had just arrived at his holiday destination with a suitcase full of binders. These are notes compiled from 20 years in the business—reduced to the methods that consistently delivered results.

Mauris claims that people who exploit the material and “do the work” will see at least 50% growth in their business this year, and a "radical increase in the amount” of leads.

That's a pretty hefty promise, but exaggeration followed by disappointment isn’t his typical M.O.

"Look, I’m no smarter than anyone else," Mauris puts it simply. "But I read endlessly, and I'm a student of the game. And if there’s one constant, it's that nothing beats out good, consistent habits. People need better habits. That is what I've been extraordinarily good at delivering."

While softer Canadian manufacturing, oil prices and home sales data yanked yields lower, a stronger-than-expected U.S. labour market, coupled with the Trump/Fed feud, offset the decline.

"Interest rates are no longer a barrier to home ownership," declared Royal LePage CEO Phil Soper on Wednesday.

Terrific. Now we can redirect our attention to a different obstacle, because the bench is deep.

Canada's immigration pullback, a tentative labour market, supply/listings concerns, and sour sentiment should meet anyone's anti-momentum needs. They're all doing a banner job of holding the market back.

The result, from a macro standpoint, is that national prices continue to drift lower in both nominal terms and real terms. (Per usual, we focus on national trends when assessing the industry overall.)

Yields fell across the board as markets chewed on U.S. retail sales and producer price data, stocks mostly slipped, and geopolitical nerves sent investors scurrying toward safe-haven assets.

While many expected U.S. inflation to rise in December—once the government resumed normal data collection after the 43-day government shutdown—core came in one tick lower than expected. The surprise gave markets more confidence that the Fed’s next big move is to do absolutely nothing.

Metals are in a runaway bull market punctuated by silver, which just shattered a record, crossing $90 for the first time.

Why is this news of any consequence for mortgages?

Because this sort of move has a nasty habit of messing with interest rates.

Here’s why...

And if macro makes your eyes glaze over, hear me out — this is no bedtime story.

Yields popped early in the day thanks to the latest Trump–Powell episode. Traders sobered up by lunchtime, dragged rates back down, and left them hovering just above unchanged.

While Monday’s headlines were heavy on political noise, markets now await clearer inflation signals from Tuesday’s U.S. CPI.