Leo St-Germain has been with MCAP since the inception of the Commercial Mortgages Group – today, he is the Vice President of Origination, leading a large team of originators .
Over Leo’s 35-year career, he has held a variety of positions in construction and commercial real estate – from corporate finance, real estate financing, default management and origination. He joined MCAP in 1991 to assist with the startup of a syndication and brokerage unit, left to join a captive mortgage brokerage and later rejoined to help establish the Commercial Mortgages Group (CMG). “CMG has been a fantastic growth story,” says Leo. “We started off as a very, very modest group. Now our headcount is about 50 and we’re doing over $4 billion a year in production.” |
Relationships Built Over Time
Leo’s long tenure at MCAP means that he has formed and nurtured client relationships over many years – and it’s one of the areas of his role that he enjoys most. “From the beginning of my career, I have always been on the client-facing side of the business. I get the most enjoyment from working with clients, helping them achieve their objectives and providing them with competency and intelligence,” he says. He adds that a dedication to clients and developing long-term relationships is an ongoing goal.
“Throughout my career I have aimed to build that kind of relationship. There are borrowers I have worked with for over 25 years – it’s something that only happens when you can provide a high level of service and help solve problems.”
Maintaining a Steady Course
New to this role, Leo reveals he feels he has big shoes to fill – but has an expert team behind him. “I want them to continue doing what they’re doing. It’s a very professional group with a lot of expertise – we literally have an aggregate of hundreds of years of experience.” At the same time, he aims to grow the team with new people who can bring fresh perspectives and ideas to the table. He also shares that the landscape is always changing, so it’s important to stay abreast of what’s happening in the market and with CMHC – as they introduce new programs, for instance, his goal is to ensure that his team is well-positioned to enable borrowers to make the most of them.
“Our Specialization Sets Us Apart”
Leo attributes the success of the team to its expertise and specialization in CMHC insured mortgages. “We’re not trying to be all things to all people. This means we’re able to provide a level of expertise to our clients that may not be available elsewhere.” The sharp focus on one thing, combined with a highly seasoned team, results in an exceptional level of service that Leo is proud of.
“We pride ourselves in our expertise, in providing CMHC insured financing, turning around applications quickly and getting the best possible deal structure that we can for our borrowers. And we pride ourselves in our execution.”
He adds that a differentiator in the market is that the CMG team is not competing with their borrowers. “We’re not out there buying and developing real estate nor are we selling car insurance or credit cards. We focus on building relationships, providing competitive capital – consistently and quickly.”
Every deal is different, and every client has different needs – and it’s in the face of this variety that Leo’s team shines. “We call our deals snowflakes because they’re always very different. Our service is very tailor made – it’s like a new recipe every time. We’re not going to the book and baking the same cake.”
Connect with Leo to Learn More About MCAP’s Commercial Mortgage Options
Leo can be reached by phone at 416-624-9424 or by email at Leo.StGermain@mcap.com.
