Doug Farmer: Growing careers while growing the business in The Prairies

DF: Before First National, I worked for Sun Life Trust Company for almost 10 years, running the underwriting division in The Prairies. That company was sold, and I was part of the layoffs. My boss at Sun Life knew Moray Tawse, Stephen Smith and Scott McKenzie, and he knew they were looking to open an office in Calgary. He recommended me for that role. In February 2000, we launched with a team of three, establishing First National’s presence in The Prairies. 

DF: It was a busy first year organizing the office, growing the team and setting targets with Scott. I really had no idea what our potential volume would be in that first year. We were lucky to have had Merlin, which was light years ahead of what anyone else had. Our numbers went well beyond the target we set. First National already had a presence in BC, and brokers had a lot of respect for the company. My expertise and reputation, the relationships I had built and First National’s product line fit together perfectly to grow our presence in The Prairies. 

DF: I was in before I even turned on the lights in our new Calgary office. My initial discussions with Scott inspired my passion for the opportunities that lay ahead of us. With the tools we had available, I knew our growth potential was almost unlimited. In 25 years, I was never once apprehensive about First National. It felt like the right fit from the first moment. Sure, the economic landscape has thrown some curve balls over the years, but Scott has always given me the freedom and autonomy to build this business.

DF: Our ongoing growth is an important milestone for me. And the fact that we have grown our team from three to 51. Our market share continues to be at the top of the industry. We built one of the largest mortgage underwriting centres in Calgary. Personally, I have been involved with all the provincial and national mortgage broker associations and received a lifetime achievement award at the Canadian Mortgage Awards in 2013. Giving back to the industry that has given so much to me and my family is especially important to me.

DF: I played a key role in establishing and growing First National’s presence and reputation in The Prairies. I have had brokers say to me, “for us, you are First National in The Prairies.” I have been doing this for a long time and I have generational relationships with many mortgage brokers whose kids are now in the industry. 

DF: I am very proud of what I helped build in the prairies. Our presence here has come a long way, and I am very proud to be part of that. There are so many people I have employed and trained who have gone on to have amazing careers in the industry. I have been lucky enough to mentor many talented people and help them build a foundation for success. 

DF: A few weeks after we opened the office, the Alberta Mortgage Brokers Association (AMBA) held its annual curling bonspiel. Scott also attended the event. All the brokers who attended told Scott how pleased they were by what First National had done for my family by giving me this opportunity. That overwhelming support from brokers revealed how respected I was in the industry and the gratitude that they had for First National. 

DF: All the values resonate with me. I have always been empowered with such a deep level of trust. I’ve been given the freedom and autonomy to run this business as my own business. If there are issues, they are dealt with in a respectful and collaborative way. My personal philosophy as a leader is to consistently look for ways to be better. If you are always working toward a goal, no matter what it is, you will be inspired and motivated to do better. 

DF: Having a diverse workplace elevates the strengths of individuals and what they bring to the table. Those celebrations bring everyone together and promote inclusivity. They are also a terrific opportunity for learning and education.

DF: Patience and learning. I have mentored so many people in 25 years. Some of them didn’t have the patience to cut their teeth as a funder. The learning curve is quite steep, and funding is a great place to learn about the mortgage process. Dealing with brokers who are dealing with real estate agents can be intense. The turnaround times are aggressive, and the demand for service is unrelenting. Learning and establishing trust with brokers are essential. So, learn everything, read everything, listen to everybody and find a great mentor who can guide you through your career. 

DF: I believe First National is the best company in the industry, especially within the mortgage broker channel. That channel has grown exponentially and will continue to grow. First National has been there for brokers and their clients and will continue to be there for them with the best teams, best products and best service. With the ongoing confidence of some of Canada’s largest financial institutions, First National is well poised for continued success in future chapters.