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Bank Mortgage Revenues Climb

ProfitMortgages are profit machines for Canada’s banks, most of which posted healthy loan growth in 2010.

Below we look at the mortgage performance of the top seven banks. Before we do that, however, there were some key bank trends to note in 2010:

  • Banks significantly padded their ranks of mortgage specialists. (Which partly explains broker market share losses this year.)
  • Rate competition intensified from branches and mobile sales forces.
  • With credit markets stabilizing, many banks cut back on their mortgage securitization compared to 2009.

Here are summaries of each bank’s mortgage performance based on their latest earnings reports. (Our comments in italics.)


  • BMO’s residential mortgages on the balance sheet grew 7.0% ($3.2 billion) in 2010. (Source)
  • “We are successfully replacing the runoff of our broker channel loans with our branch-originated balances.”
  • BMO’s mortgage market share fell to 9.2%. (Source) [BMO’s mortgage share has dropped almost continuously since they exited the broker channel in 2007.]
  • “While mortgage market share decreased, Homeowners ReadiLine growth drove personal load growth of 16% and an increase in market share from a year ago.” (Source)
  • BMO increased its number of mortgage specialists 31% in 2010. (Source) [BMO is under intense pressure to curb its market-share losses. Adding more troops is a core part of its strategy. Unfortunately, it’s the same strategy most of the other banks are following.]


  • Residential mortgages increased by 9% ($7.4 billion) in 2010, to $91.3 billion. (Source)
  • Residential mortgages constitute 67% of CIBC’s total consumer loan portfolio. (Source)
  • CIBC expects slower demand growth for mortgages in 2011. (Source)

Laurentian-Bank-MortgageLaurentian Bank

  • Since the beginning of the year, residential mortgage loans increased by 13.9% or $1.4 billion. (Source)  [Laurentian continues to make excellent progress in the broker channel.]
  • Laurentian attributed its success to “the Bank’s ability to meet customer’s needs, combined with the low interest rate environment, better economic conditions and overall favourable housing markets in Canada.” (Source)

National-Bank-Mortgages2National Bank of Canada

  • Residential mortgages were up 9% y/y, totalling $25.4 billion as of Oct. 31 2010. (Source) [NBC put up major growth numbers in the broker channel last year. We hear it has increased its targets significantly for 2011. Given this, we expect NBC to be quite competitive throughout next year.]


  • RBC posted residential mortgage growth of 6.5% y/y. (Source)
  • RBC expects continued economic improvement to drive strength in home equity products (like its Homeline HELOC) and improvements in credit quality.
  • It expects mortgage volumes to moderate in 2011 due to a slowing housing market. (Source)
  • Insured mortgages accounted for 20% of RBC’s residential mortgage portfolio in 2010 vs. 24% in 2009. (Source)


  • Scotia’s residential mortgages grew 9% ($11 billion) last quarter y/y largely “as a result of low interest rates.” (Source)
  • Scotia’s mortgage market share is up 39 bps YTD versus other banks. (Source) [It was the top lender by volume in the broker channel last quarter.]
  • Scotia sees opportunities to sell more creditor life insurance to mortgage customers. (Source)


TD-BankTD Bank

  • TD saw residential mortgage growth of 2.8% in 2010 ($63.1 billion in 2010 vs. $61.4 billion in 2009). (Source) [Much of the industry is waiting to see if TD’s collateral charge policy negatively impacts its volumes going forward.]
  • TD added 20% more mobile mortgage specialists this year. (Source)

Steve Huebl & Rob McLister, CMT