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Tracy Valko is our guest this week. Tracy is the owner of the Valko Team, and has been in the finance and banking business for nearly 20 years. She has been recognized by Canada Mortgage and Housing Corporation as a leading expert in her market. Tracy consistently places in the Top 10 on DLC’s National, Top Performer’s report. She manages a group of 4 mortgage professionals and is set to collectively fund nearly $80 million this year.

Scott and Tracy talk about how her team is structured, what it was like growing up in a family of bankers, and how putting on community events has helped her business.



  • Location: Kitchener / Waterloo


  • It’s a juggle when you’re self-employed, there are so many different aspects.

Good Stuff

  • [2:14] What was your path to becoming a broker?
  • [2:30] I grew up in a family where both my parents were in the banking industry.
  • [3:45] What does your family think about you becoming a broker?
  • [6:25] Were you nervous to go from salary to straight commission?
  • [6:40] I tell new agents that it’s going to take a good 20 to 30 deals to get it right.
  • [7:49] How is your team put together?
  • [8:17] If I could go backward, I would have hired an assistant sooner. I probably should have done it within 5 years of starting the business. As soon as I hired my fist assistant, my business grew 20%. As soon as I hired my next assistant, my business grew by 50%.
  • [8:59] Fear is what kept me from hiring someone sooner.
  • [9:48] What’s the process look like when a client calls your office?
  • [11:41] What does your division of work look like?
  • [12:24] How long does your first meeting with a client take?
  • [16:29] What happens when Melanie goes on vacation?
  • [17:53] What kind of holidays are you able to take?
  • [19:05] 50 percent of my business is still my existing client base.
  • [19:32] I advertised a couple of times a week in the local newspaper consistently, and it really worked out in my area.
  • [21:08] I wanted to brand myself and my team uniquely and consistently so that our clients know what to expect. Realtors are a really small portion of my business and I’m really proud of that.
  • [22:03] Putting on community events is also a part of my marketing. Our free winter skate had over 400 people last year.
  • [26:24] Are these events worth the cost?
  • [26:49] If you could go back in time, what would you have done differently?

More About Tracy


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See more notes and other episodes at the I Love Mortgage Brokering website.