Build a Fence, Not Just a Door — Why Mortgage Advice is a Must-Have in Your Client’s Financial Plan

Volatility, inflation, rising mortgage rates, and multi-generational housing must reshape how Canadians think about homeownership. However, 78% of Canadians agree that their mortgage should be integrated into their financial plan, and only 44% consult their financial advisor before deciding. That’s a significant gap—and a missed opportunity.

As a financial advisor, your role has never been more critical. In 2025, holistic financial planning isn’t a nice to have—it’s a client expectation. And mortgages are often the most significant financial decision clients make. It’s time to stop treating them as separate from the rest of the plan.

According to IG Wealth Management’s data, less than one-third of mortgage holders said their financial advisor discussed how their mortgage fits into their broader strategy. Meanwhile, Scotiabank research shows that clients with a documented, goals-based plan feel nearly twice as confident about their financial future. That confidence is your competitive advantage—if you’re willing to act.

Four Strategic Actions to Help You Build a Financial Fence Around Your Clients

Make Mortgages a Pillar of Holistic Advice

Financial success doesn’t come from managing investments alone. By integrating mortgage decisions into the broader plan, you can help clients better manage debt, increase cash flow, and plan smarter for retirement and estate goals. A simple mortgage review can reduce borrowing costs and free up investment capital.

“A financial planner who integrates the mortgage within a financial plan can improve cash flow, reduce high-interest debt, and potentially expedite the rate at which the mortgage is paid off.” – Alana Riley, IG Wealth Management.

Turn Key Life Events into Planning Triggers

From first-time home purchases to renewals, downsizing, or supporting adult children—mortgage moments are planning moments. Don’t wait for your client to come to you post-purchase or post-renewal. Initiate discussions in advance. This also opens the door to deeper conversations about risk protection, liquidity, and estate planning.

Provide Protection that Actually Protects

Only 42% of mortgage holders have critical illness or disability coverage tied to their home loan. Yet, nearly 40% of Canadians will face a disability of 90+ days before age 65. Failing to plan for that is a financial risk many clients don’t realize until it’s too late. Reinforce your value by guiding clients through tailored mortgage insurance strategies aligned with their long-term goals.

Partner with Mortgage Professionals for Total Wealth Management

As markets evolve, Canadians increasingly expect financial advice covering everything—from their RRSPs to rooftops. If you’re not licensed to offer mortgages directly, build a trusted partnership with a dedicated mortgage lender like nesto. This helps you stay at the centre of your client’s financial life while delivering more value with less liability.

Pro Tip: Retirees often fear equity losses during downturns. However, a strategic refinance, a reverse mortgage, or a cash flow buffer can help preserve portfolio returns. Advisors who guide clients through these strategies become irreplaceable, especially during rate shocks or economic stress.

The Trust Dividend

According to PMG Intelligence, trust in advisors is directly linked to written financial plans and proactive contact. Clients with two to three meaningful touchpoints a year are far more likely to stay, refer, and invest more across product lines—including mortgages, insurance, and GICs. Mortgage moments offer you a natural reason to reach out.

Your clients expect more than a product—they want a plan. Now’s the time to lead with holistic advice, including innovative, customized mortgage strategies. Let’s build the financial fence together—before someone else opens the back door.

Client loyalty is earned, not assumed. Start building the fence today. Contact nesto mortgage experts today to explore how we can work alongside you to keep your clients better protected, more confident, and fully invested—in their future and yours.

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.