Super Mario

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Mario Lepage est un père de famille énergique qui a une passion égale pour le courtage hypothécaire et les voyages
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;M
epage
his biggest
in life is
ariosays
Lepage
dit quepassion
sa plus grande
passion
dans
la vieThe
est Multi-Prets
simple : être
simple:
to be
happy.
heureux. Lebroker
courtier
de Gatineau,
Multi-Prêts
Hypotheques
from
Hypothèques
de Gatineau,
dit qu’il
Quebec,
says there
are threeQuébec,
important
y
a
trois
composantes
importantes
dans
components in one’s life that need to bela vie
pour être équilibré dans le but d’atteindre le
balanced in order to reach true happiness.
vrai bonheur. “Avant tout, il s’agit de votre
“First
all isvos
your
family,
second is business
famille,ofpuis
affaires
et troisièmement,
votre
and
third
is
your
ego,”
he
says.
ego” dit-il.
orders’assurer
to ensure
ego partdeofl’ego
InPour
quethe
la portion
the pris
equation
is taken
careseof,réveille
Lepage
soit
en compte,
Mario
tous
les jours
travail
à 4h00 at
afin
d’avoir le
wakes
updeevery
weekday
4:00am
temps
sa time
séance
–
so
that pour
he has
tod'entraînement
workout –
et
continuer
d’avoir
une
allure
jeune
and continues to foster a healthy,
et en santé – avant d'arriver
youthful appearance –
au bureau à 5h30.
before
arriving
at the
Passer
les fins
office
at
5:30am.
de semaine avec sa
Spending
femme
Francine et
weekends
sa fille Maude est
le
grand
with
hismoment
wife,
de
sa vie. Ilsand
Francine,
préfèrent
faire des
his
daughter,
petites promenades
Maude, is the
ensemble plutôt
highlight
of his life.
que rester pantelants
They
prefer
to go
devant le téléviseur.
on
leisurelyetstrolls
.....Mario
Francine
together
rather
than
ont atteint
récemment
un nouveau
:
vegging
out incap
front
de mariage.
of20.ans
the TV.
Pour
célébrer,
Lepage
and ils ont
loué
un
chalet
y
Francine recentlypour
reached
accueillir 50.membres
a milestone: 20 years of
de leur famille les plus
marriage. In
importants
et celebration,
faire la fête.
they
rented
chalet
forun
Chaque hiver,a ils
louent
50 ofau
their
closest family ou
chalet
Mont-Tremblant
aumembers
Mont-Sainte-Anne
à Québec
and had a party.
et toute
famille
Each la
winter,
they rent a
va skier.
chalet
in Mont Tremblant or
50
www.canadianmortgageprofessional.com
Mont-Sainte-Anne,
and travaille
the wholejusqu'à
family20h00
goes skiing.
Du lundi au Quebec,
jeudi, Mario
chaque soir.
From une
Monday
through
Thursday,
works until
each
Mais,
fois arrivé
le vendredi
soir,Lepage
il est responsable
des8:00
repas
à la
maison.
Une
autre
de sesnight
passions
de cuisiner
il a de multiples
evening.
But,
once
Friday
rollsest
around,
he is et
responsible
for
recettes
la main
pour le
every
meal.sous
Another
passion
of prouver.
his is cooking, and he has multiple
Sa
est bien
heureuse
recipes
at femme
his disposal
to prove
it. de cet arrangement parce que,
comme
agent
ses fins as
de asemaine
sontagent,
occupées
This suits
his immobilier,
wife well because,
real estate
her par de
longues heures de visites de maisons.
weekends include long hours showing houses.
Mario profite de huit semaines de vacances chaque année avec
Lepage
enjoys
weeks of
year with
his family.
sa
famille.
Danseight
le domaine
de vacation
courtage each
hypothécaire
depuis
l'été
In the
brokering
business
since
the
summer
of
2001,
Lepage
and his
2001, Mario et sa famille ont pris part à plus de 40 excursions
family
havedupartaken
thanà 40
trips around
the world –en
from
autour
monde –indemore
la Grèce
la République
Dominicaine
passant
parDominican
la Chine. Republic to China.
Greece
to the
ThisCette
son grand
voyage
avec
sa famille
est une
year,année,
his family’s
big trip
is an
Alaskan
cruise.
Thecroisière
bonus is,
en
Alaska.
Bien
sûr,
dit-il
en
riant,
le
boni
c’est
qu’il
ne
he never pays for his vacations – lenders do. Of course, hepaie
saysjamais
with
pour “You
ses vacances,
sont first.
les prêteurs
qui le font.
« Il faut finir en
a laugh,
have toce
finish
Not second,
but first.”
premier. Pas deuxième, mais premier. »
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Reconnaissance pour les prêts alternatifs
When
won ilthe
Alternative
Mortgage
Broker
the
he
Quand
a gagné
le prix Lending
The Home
Trust Award
for of
Alternative
YearLending
at the CMP
Canadian
Mortgage
Awards
in
February,
Lepage
Mortgage Broker de l’année 2008, décerné par le CMP
insisted
that his
wife join
him on stage
and hedernier,
asked attendees
(Canadian
Mortgage
Professional)
en février
Mario a to
pourwhile
que sahe
femme
joigne
à lui sur
et ilhe’d
a demandé
waitinsisté
patiently
calledsehis
daughter
to scène
tell her
won.
au
d’attendre
patiemment
téléphonait
Hepublic
says that
winning
the awardpendant
means qu’il
he has
a good à sa fille
pour lui in
dire
avait gagné.
reputation
thequ’il
business.
It also acts as confirmation that he is in
Il dit que gagner cette reconnaissance signifie qu’il a une
the right business and must continue on his brokering path.
bonne réputation dans son domaine d’affaires. Cela lui confirme
Lepage’s alternative
lending
began
in doit
2003,
when à
également
qu’il est dans
le bonawards
domaine
et qu’il
continuer
he won
first
place
with
FirstLine
for
the
lender’s
B
program.
travailler comme courtier hypothécaire.
Unfortunately,
company cancelled
itsàprogram
Quebec
Les prix etthe
reconnaissances
attribués
Mario ontincommencé
shortly
after.quand il a gagné le premier prix de la FirstLine pour
en 2003,
le
programme
« lender’s
Malheureusement,
la –compagnie
a
Three
consecutive
yearsB ».
– 2004
through 2006
Lepage took
annulé
son programme
au Québec peu après.
home
top prize
from Xceed.
“When
Trois Ians
consécutifs
– 2004
à 2006
– Mario that
Lepage
reçu le
began
brokering
in 2001,
I realized
thea banks
premier prix de Xceed.
gave referral fees to real estate agents,” he says. “I realized that it
“Quand j’ai commencé comme courtier en 2001, j’ai réalisé que
wasles
impossible
for me to beat them in this market.”
banques donnaient des ristournes aux agents immobiliers quand
As
a
result,
Lepage
decided
go outdit-il.
on his
own
and qu’il
ensure
ces derniers leur référaient
des to
clients”,
“J’ai
réalisé
était
he took
care ofpour
his customers.
He could
beat
the banks with this
impossible
moi de les battre
dans ce
marché.”
personal
because
banks
the
andetresources
Enapproach,
conséquence,
Mariothe
décide
delack
partir
entime
affaires
d’être
soucieux
ses clients.
Il peutatrivaliser
avec
les banques grâce à son
to take
care de
of their
customers
a higher
level.
approche
personnelle,
parce mortgage
que les banques
manquent
de temps
The competition
between
brokers
and banks
in et
de ressources à prendre soin de leurs clients à un niveau plus haut.
_a^Ë[T
Francine and Mario Lepage
_a^Ë[T
La rivalité entre courtiers hypothécaires et les banques au Québec
Quebec
a bit different.
Since
estateimmobiliers
agents receive
referral
est
un peuis différente.
Depuis
que real
les agents
reçoivent
fees
from
the
banks,
the
banks
have
some
leverage.
If
a
real
estate
des ristournes des banques, les banques ont les moyens pour s’assurer
agent
even
passes
a
bank’s
turndowns
to
Lepage,
the
bank
will
d’obtenir des prêts hypothécaires. Si un agent immobilier réfère des cut
the realà Mario,
estate agent
off. “This
is a very
big battle,
don’t
want
clients
les banques
couperont
l’agent.
“C’est but
une Itrès
grande
bataille,
maisgame,”
je ne veux
pas jouer à ce jeu”, dit-il.
to play this
he says.
L’attitude
Mario and
Lepage
son
amour duhave
courtage
Lepage’s positive
positive de
attitude
loveetof
brokering
helped
hypothécaire
lui
ont
toujours
permis
de
prendre
la
meilleure
pour
him always take the high road. He is convinced that he’s route
not out
atteindre
son
but.
Il
est
convaincu
qu’il
ne
vend
pas
des
hypothèques
selling mortgages, because people need them anyway. Instead, his
à outrance parce que, de toute façon, les gens en ont besoin. Au
focus is on offering great service, and the constant flow of business
lieu de cela, son centre d’intérêt est d’offrir un excellent service et le
is a product
the relationships
he has
forged.
flux
constant of
d’activités
est le produit
de toutes
les relations qu’il a
construites.
5^afPaScWX]ZX]V
Avancer
le futur
In 2006 and vers
2007, Lepage
spent between $100,000 and $150,000 a
yearEn
et 2007,–Mario
a dépensé
$100,000
et $150,000ads.
par
on2006
advertising
including
radio,entre
television
and newspaper
an en
publicité
– comprenant
radio, la télévision
et les
annonces dans
But
the results
of a recentlaconsumer
survey that
Lepage
les
journaux.revealed that he had a good consumer presence in his
undertook
Mais les résultats d’un récent sondage de consommateurs révèlent
region. As such, he realized he could trim back his advertising
qu’il a une bonne présence auprès des consommateurs dans sa région.
budgetà and
up funds
spend on
his existing
customers.
Grâce
cela,free
il a réalisé
qu’iltopouvait
diminuer
son budget
publicitaire
This year,
he reduced
his advertising
budget toses$40,000
forses
et utiliser
les fonds
ainsi disponibles
pour renforcer
liens avec
newspaper
and local TV ads, and his business is continuing to
clients
existants.
increase
Cettethanks
année, iltoahis
réduit
budget
publicitaire
à $40,000
pour
pastson
clients
– an
astounding
95% of his
des
annonces
dans
les journaux
et à la télévision
locale et ses
affaires
business
comes
from
repeat business
or direct referrals
from
his
continuent
database. à augmenter grâce à ses clients existants – 95% de ses
transactions
de relations
Lepage isproviennent
gearing updes
forrenouvellement
a new contest venture
this existantes
fall. Fromet
de références faites de clients actuels.
October 2008 to October 2009, every time he receives a referral, the
Mario Lepage se prépare pour un nouveau concours cet automne. À
referrer
will be entered
into a draw
for2009,
a tripàworth
$3,000.
partir
d’octobre
2008 jusqu’en
octobre
chaqueabout
fois qu’un
client
Each
quarter,
he
will
also
give
away
smaller
prizes
–
such
actuel lui en réfère un nouveau, le référant participera à un tirageasd’un
$500 gift
certificates
– through a draw, as another means to reward
voyage
valant
environ $3,000.
his À
tous les trimestres, il donnera également des petits prix – tel que
customers.
des certificats-cadeaux
– par tirage,
pour
récompenser
He’s still working de
out$500
the details,
but he
believes
this is a great
sa clientèle.
_a^Ë[T
_a^Ë[T
An excited Mario Lepage calls his
daughter from the podium at the CMP
Canadian Mortgage Awards 2008
C’est un Mario Lepage comblé de bonheur
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Canadian Mortgage Awards 2008.
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et
Quebec is a bit different. Since real esta
fees from
the banks,
the banks have som
Il travaille encore les détails, mais il croit que c’est
un bon
incitatif
agent 2
even
passes
pour que ses clients – qui sont actuellement d’environ
000
– luia bank’s turndowns to
the real
estate agent
off. “This is a very b
incentive
customer base – which currently
consists
of about
envoient
plusfordehis
références.
to play this game,” he says.
to send more
referrals hismême
way.
2,000
Cettecontacts
clientèle –remarquable
communique
avec
lui
pour
Lepage’s positive attitude and love o
Francine
and
Lepage
obtenirThis
desdevoted
références
pour d’autres
services
professionnels
tels
que
customer
base even
goes
so far
asalways
toMario
call
him
him
take
the high road. He is co
plombiers
et avocats
; également,
ils parlent
de lui and
comme
mortgages,
because people need
for referrals
to other
professional
servicesaimablement
such selling
as plumbers
focus
iscourtier
on Mario’.
offering
« Oncle
Mario ».
“Pour
mes
clients,refers
je ne suis
pas as
qu’un
– great
je“To
faisservice, and th
lawyers,
and
also
often
amiably
to
him
‘Uncle
Quebec
is a bit
different.
Since real
estate agents
referral
is areceive
product of
the relationships he has f
partie
de leur
famille”,
déclare-t-il
fièrement.
myfrom
customers,
I’m not
brokerhave
– I’msome
a part of theirIffamily,”
he
theaparticulière
banks
a real trois
estate
feesMario
athe
unebanks,
attention
pour sesleverage.
clients au moins
proudly
declares.
5^afPaScWX]ZX]V
agent
passes
bank’s personnellement
turndowns to Lepage,
bank
fois
pareven
année
: 1) Ilaappelle
chaque the
client
pourwill cut
Intimes
2006 and
2007, Lepage
Lepage
his
customers
at chaque
least
aIetyear:
He spent between
son
; 2) Iloff.
loue
un cinéma
printemps
invite1)
the anniversaire
real
estatetouches
agent
“This
is a very
bigthree
battle,
don’t
want
year but
on advertising
– including radio, tel
calls each
customer
on
hisIl or
her birthday;
2) He rents
ses
clients,
environ
300
et 3)
coordonne
un
But barbecue
theofresults
topersonally
play
this
game,”
he personnes
says.
incentive
for
his
customer
base – which
currently
consists
aboutof a recent consumer
a
cinema
each
spring
and
invites
his
customers,
with
a
of he had a good co
d’appréciation
de
sa
clientèle
à
chaque
automne,
pour
quelques
undertook
revealed
that
attitude
and lovehisofway.
brokering haveturnout
helped
2,000Lepage’s
contactspositive
– to send
more referrals
region. Asappreciation
such, he realized he could trim
250-300
invités.
about
300
people;
and
3)
He
coordinates
a
customer
himThis
always
takecustomer
the highbase
road.
Hegoes
is convinced
devoted
even
so far asbudget
tothat
callhe’s
himnot
up out
funds
barbecue
À chaqueeach
fois fall,
qu’ilwith
conclut
une250-300
transaction,
il envoie and
unefree
lettre
de to spend on his
about
attendees.
for
referrals
to other
professional
services
such
as anyway.
plumbers
and
selling
mortgages,
because
people
need
them
Instead,
his his
This year,
he reduced
remerciements,
comme
lorsqu’il
reçoit
une
référence.
De
plus,
il
envoie
à advertising
Each
time
he
closes
aservice,
deal,
heand
sends
a constant
thank
you
letter,
as well
newspaper
and
local
TV ads, and his bus
lawyers,
and
also
often
amiably
refers
to
him
as
‘Uncle
Mario’.
“To
focus
is
on
offering
great
the
flow
of
business
ses clients passés un petit cadeau lorsqu’ils lui font increase
référence.
thanks toa his
past clients – an as
when he of
receives
aa referral.
sends
hisune
past
clients
my
I’m
broker – He
I’m
ahas
part
of their
family,”
he small
isasacustomers,
product
thenot
relationships
healso
forged.
business
comes from repeat business or d
gift
when
they
pass
a
referral
his
way.
proudly
Droit declares.
devant
database.
Lepage
touches
his customers
at least
three
times Lepage
a year:is1)
He40upans
gearing
for a new conte
5^afPaScWX]ZX]V
Le fait que
le financement
à 100%
avec
un amortissement
sur
CWTa^PSPWTPS
October
2008rents
to October
personally
calls
each
customer
on
his
or
her
birthday;
2)
He
se
sont
réalisés
au
cours
des
deux
dernières
années
–
changements
que
In 2006 and 2007, Lepage spent between $100,000 and $150,000 a 2009, every tim
referrer
will be
entered
into
Theon
fact
thatspring
100%
financing
and
amortizations
have
neadvertising
pouvait
pas–and
prévoir
quand
il40-year
atelevision
commencé
comme
courtier
– lea draw for a
aLepage
cinema
each
invites
his
customers,
with
a turnout
of come
year
including
radio,
and
newspaper
ads.
Each
quarter, he will
also give away s
rendent
optimiste
y recent
aura
également
des
changements
significatifs
to But
fruition
over qu’il
the
two
years
–changes
that
Lepage
could not
about
300
people;
and
He
coordinates
asurvey
customer
appreciation
$500
gift certificates – through a draw, a
the
results
of last
a3)
consumer
that
Lepage
dans
lespredicted
prochaines
années.
have
– makes
him optimistic
barbecue
each
fall,when
with
about
250-300
hispresence
customers.
undertook
revealed
thathe
hestarted
had
a brokering
goodattendees.
consumer
in his
that
Il
a
aussi
bon
espoir
que
le
marché
deachanges
la
sub-prime
hypothécaire
He’s
still
there
will
be
equally
significant
over
the
next
few out the details, but
Each
time
he
closes
a
deal,
he
sends
thank
you
letter,
asworking
well
region.
As
such,
he
realized
he
could
trim
back
his
advertising
reviendra
dans
un
futur
proche.
«
Je
ne
sais
pas
quand,
mais
je
suis
asbudget
when he
referral.
alsoon
sends
his past clients
a smallsûr
years.
52 www.canadianmortgageprofessional.com
andreceives
free upa funds
to He
spend
his existing
customers.
qui les prêts
alternatifs
reviendront
», précise-t-il
en ajoutant
que la crise
gift when
they
a referral
his
way.
He’syear,
alsopass
hopeful
that
the
sub-primebudget
business
will return
in
This
reduced
his
advertising
to $40,000
de confiance
desheCanadiens
dans
ces produits
doit être
réparée. for
the
near
future.
“I
don’t
know
when,
but
I’m
sure
the
alternative
newspaper
« Quandand
vouslocal
jouezTV
au ads,
hockey
vousissavez
où se trouve
andsur
hisglace,
business
continuing
to la
CWTa^PSPWTPS
lendersmais
will come
back,”
sayspas
adding
that
Canadian
rondelle,
vous
connaissez
ira. the
Dans
ce domaine,
increase
thanks
to ne
his
pasthe
clients
– où
an elle
astounding
95%
of his c’est
The
fact that
100%
financing
and
40-year amortizations have come
confidence
crisis
to be
repaired.
labusiness
même
chose »
de needs
direrepeat
Mario
Lepage.
comes
from
business
or direct referrals from his
to
fruition
over
thefinancement
last two
years
–changes
that laLepage
could
database.
Il croit
queyou
le
électronique
sera
voiepuck
du
futur.
Sayou
seule
“When
play
hockey,
you
know where
the
is, not
but
have
predicted
when
started
brokering
–contact
makes
himis optimistic
inquiétude,
c’est
qu’ilhe
aura
un manque
de
personnel
entre way,”
les
don’t
know
where
the
puck
will
go.
This
business
the
same
Lepage is gearing up for a new contest venture this fall. From
courtiers
etwill
leurs
that
there
be clients.
equally significant changes over the next few
says
Lepage.
2008
to October
every
he receives
a referral, the
October
Mais
peu
importe
que2009,
le futur
noustime
réserve,
continuera
years.
Hewill
believes
thatceelectronic
financing
will
beMario
the
way
of the à
referrer
be
entered
into
a
draw
for
a
trip
worth
about
$3,000.
mettre
autant
d’ardeur
et
d’amour
à
conclure
chaque
He’s
also
hopeful
that
the
sub-prime
business
will
return
in
future.
His
only he
concern
is agive
lackaway
of personal
contact
Eachfuture.
quarter,
will
also
smaller
prizes
–between
such as
nouvelle
transaction.
the
near
“I
don’t
know
when,
but
I’m
sure
the
alternative
brokers
and
their customers.
$500
gift
certificates
– through
a draw,that
as another
means to reward
lenders
willno
come
back,”
hethe
saysfuture
adding
the
Canadian
But
matter
what
holds,D’UN
Lepage
will continue
to
TRADUCTION
TEXTE
DE LA CMP
his
customers.
confidence crisis needs to be repaired.
putHe’s
his still
heartworking
into each
deal
that
comes
his
way.
CMP
out the
but hethe
believes
thisbut
is you
a great
“When you play hockey,
youdetails,
know where
puck is,
don’t know where the puck will go. This business is the same way,”
says Lepage.