Using Your Client’s Mortgage as an Anchor Product

Navigating today’s volatile economic landscape—with trade uncertainties, shifting interest rates, and evolving mortgage products—requires financial advisors to be both agile and strategic. Using the mortgage as an anchor product can help solidify your clients’ financial plans, acting as a cornerstone for broader wealth management and long-term financial goals.

Key Strategy # 1-  Educate and Empower

With fluctuating mortgage rates in Canada and the potential for further Bank of Canada rate cuts, advisors must help clients understand the benefits and risks of fixed and variable mortgages. They must explain that a mortgage product can serve as a stable, predictable anchor in an otherwise volatile Canadian mortgage market in uncertain times. Advisors can build client knowledge of mortgage pre-approvals, and rate holds as tools to lock in favourable terms, ensuring clients are well-positioned as market conditions evolve. Explaining mortgage risks to your clients helps them understand the risk factors that affect their investments. 

Key Strategy # 2 – Integrate Holistic Financial Planning

Position the mortgage not merely as a financing tool but as part of a comprehensive financial strategy. Highlight how mortgage affordability, renewal payment shock avoidance, and optimal product selection (hybrid options with a mix of fixed, variable or adjustable rate options) can help manage overall debt levels and improve cash flow. By integrating mortgage strategy into your client’s overall financial planning, you can better manage opportunity costs and enhance long-term financial stability. Suppose your clients are concerned about too much risk in their investment portfolio. Could you reduce some risk on their mortgage by suggesting a fixed rate – the idea is that you’re assessing risk on all aspects of their portfolio, not just their investments (which includes their real estate assets, too).

Key Strategy # 3- Leverage Market Insights to Drive Action

In today’s uncertain economic environment—where trade war risks and policy shifts affect the Canadian housing market—timely advice is key. Use current market data and mortgage rate forecasts to provide actionable insights that resonate with clients. Encourage clients to consider using a variable rate if they are risk-tolerant or opt for a shorter-term fixed rate for stability. Position these discussions as part of a broader dialogue on economic activity and potential rate hikes, making the mortgage a natural gateway for cross-selling additional financial solutions. For example, if your clients are concerned about future mortgage or property cost obligations, why not start a pre-authorized contribution (PAC) into a savings or money market account? 

Empower Your Clients With Holistic Advice

Empower your clients by making the mortgage product the anchor of their financial strategy. By aligning mortgage advice with the latest trends in the Canadian and real estate markets, you can help them achieve both short-term savings and long-term financial growth. Along the way, they’ll gain insight and understanding of leverage and risk, which affect all aspects of their finances, including borrowing and investing.

Contact nesto mortgage experts today to learn how to integrate these strategies into your client offerings and turn every client into your biggest promoter.

Why Choose nesto

At nesto, our commission-free mortgage experts, certified in multiple provinces, provide exceptional advice and service that exceeds industry standards. Our mortgage experts are non-commissioned, salaried employees who provide impartial guidance on mortgage options tailored to your needs and are evaluated based on client satisfaction and advice quality. nesto aims to transform the mortgage industry by providing honest advice and competitive rates using a 100% fully digital, transparent, seamless process.

nesto is on a mission to offer a positive, empowering and transparent property financing experience – simplified from start to finish.

Contact our licensed and knowledgeable mortgage experts to find your best mortgage rate in Canada.