Top executive will share how brokers can drive reverse mortgage business in 2026 – and why it’s a product they can’t afford to do without
There’s just over a month to go until the Canadian Mortgage Summit Vancouver, an invaluable day of networking and education for industry members – that’s completely free for brokers to attend.
The eagerly awaited event (March 19) will gather leading lenders, brokers, executives, and industry innovators to discuss ways to grow business and find new solutions for clients in what looks set to be another rollercoaster year ahead.
For brokers, that means expanding their product toolbelt and tapping into lending options they mightn’t have previously considered to deliver for their customers.
And in 2026, reverse mortgages look poised to continue the steady growth they’ve witnessed over recent years as an increasingly prominent offering for borrowers over 55.
Rene Quercia, senior vice president, broker channel at HomeEquity Bank, told Canadian Mortgage Professional he’ll be advising brokers at the event that they can deliver value far beyond the rate conversation by offering reverse mortgages.
Quercia will take to the stage that morning for a presentation, “Growing Your Business Starts Here: Mastering the 55+ Opportunity.”
It arrives at a significant moment for the reverse mortgage market, which Quercia said a growing number of brokers are now considering for suitable clients in the current economic climate.
“In many cases, older folks are retiring with mortgages or with debt and interest rates on that debt are going up, not down,” Quercia explained.
“So I think many brokers, when they’re faced with these types of clients now, see reverse mortgages as a good option to present to clients and make it a solution they can talk about.”
He sees the mortgage broker community more in tune with reverse mortgages than ever, noting how many brokers at a recent industry event identified it as a priority in their product lineup for 2026.
Quercia’s presentation on March 19 will delve into how brokers can help shift clients from a rate-focused approach to long-term decision-making, as well as using education and literacy to strengthen trust and authority and how to turn client history into actionable and personalized recommendations.
“There’s definitely demand. Brokers want to know more,” he said. “They want to know how to incorporate [reverse mortgages] into their business, how to find opportunities, and what they need to do differently in interacting with older Canadians to present reverse mortgages.
“The interactions that they have with those clients could be quite different than with other demographics like young homeowners or first-time buyers.”
Perceptions changing, opportunities growing
In years gone by, brokers might have dismissed reverse mortgages as a narrow solution for older Canadians in financial trouble or a product of last resort.
But Quercia said he’ll be encouraging them to think about other ways the reverse mortgage can be used – for instance, with investors who have multiple rental properties.
It can also be a way, he said, for older Canadians to help get younger relatives on the property ladder.
“Think about it as a way to fast-forward a legacy, for parents to gift money to adult kids for whatever they need in their lives,” he said, “because they may be purchasing their first home or they may need money to move up, or put their kids through university.
“What we’re saying is that reverse mortgages could serve that need quite nicely from a parent or grandparent’s perspective. So think outside the box.”
Sign up for your tickets now
Registration is still open for what’s sure to be one of the most valuable educational opportunities for mortgage professionals in Western Canada this year.
Other highlights include unmissable panels on the most pressing issues facing mortgage brokers and lenders in Canada today – addressing those challenges and how the industry can meet them.
Top brokers are also set to share their insights on their key plays for 2026 and how they’ll be carving out growth in a tough market – and attendees will get plenty of opportunity for face-to-face networking with sponsors and exhibitors in the expo hall.
Register now for what’s sure to be a must-attend event for western mortgage professionals – taking place on March 19 at the Vancouver Convention Centre.
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