Larry Weltman, a Toronto-based commission advance specialist with two decades of experience, is known for his client-focused approach and expertise in supporting real estate professionals. In this interview, Larry shares fresh perspectives on innovation, personal growth, and the importance of building trust in business.
Originally from South Africa, Larry relocated to Canada in 1986 after earning a Bachelor of Accountancy from the University of Witwatersrand. His career is defined by a commitment to helping real estate agents address cash flow challenges, providing tailored solutions that allow them to focus on growing their businesses.
Known for his client-centered approach, Larry combines a deep understanding of the real estate industry with his expertise to deliver reliable, transparent services. His innovative use of technology, including digital tools that streamline commission advances, has set a new standard for efficiency and customer satisfaction in the field.
Beyond his professional achievements, Larry Weltman is an avid soccer fan and a lifelong supporter of Liverpool FC. He draws inspiration from the strategic thinking and teamwork he observes in sports and applies these principles to his work. Outside of his career, Larry values family time, fitness, and continuous learning, embodying a balanced approach to both personal and professional growth.
Larry Weltman’s dedication to supporting real estate professionals and his passion for innovation have made him a respected figure in the industry.
What inspired you to pursue a career supporting real estate professionals?
I was drawn to the intersection of problem-solving and relationship-building. Early in my career, I noticed that real estate agents often faced cash flow challenges that weren’t being adequately addressed. Transactions can take months to close, yet the expenses for marketing, listings, and daily operations don’t stop.
What inspired me was the idea of creating a service that truly supports agents, allowing them to focus on their clients and grow their businesses without the stress of cash flow constraints. Much like any other business. I’ve always enjoyed being part of solutions that help people succeed, and working with agents has allowed me to do that on a meaningful scale.
How do you approach fostering relationships with your clients?
Relationships are built through consistency and transparency; and delivering what you say you can do. From the start, I’ve prioritized clear communication and setting realistic expectations. If a client has questions or concerns, I make it a point to address them directly and promptly.
One key lesson I’ve learned is to never overpromise. It’s better to deliver steady, reliable results than to risk failing to meet unrealistic expectations. Over time, a relationship grows organically when clients see that you genuinely care about their success and that your actions consistently align with your words.
How do you stay innovative in a field that has traditional elements?
Innovation often starts with asking, “How can we make this better?” I keep a close eye on trends, not just in real estate but across industries, to see how different tools and strategies can be applied to commission advances.
For example, automation has been a game-changer in streamlining processes like document submission and status tracking. But innovation isn’t just about technology—it’s also about finding new ways to enhance the client experience. Sometimes it’s as simple as improving communication channels or offering educational resources to empower clients.
What’s been the most unexpected challenge you’ve faced in your career, and how did you overcome it?
Larry Weltman: One unexpected challenge was the rapid shift to remote operations during the pandemic. Like many industries, we had to adapt quickly to ensure that clients could continue to access services without interruption.
The key was to stay focused on the core mission—supporting real estate professionals—while finding new ways to communicate. We kept open lines of communication with clients to reassure them. It was a steep learning curve, but it reinforced the importance of adaptability and staying client-focused, no matter the circumstances.
How do you maintain a balance between professional growth and personal well-being?
Balance comes down to priorities and boundaries. I make time for my family and my personal interests, like soccer and fitness, because they help me recharge and bring fresh energy to my work.
I also believe in working smarter, not harder. That means delegating tasks when possible, focusing on high-impact activities, and setting clear boundaries between work and personal time. It’s easy to get consumed by professional goals, but I’ve found that staying grounded in personal values actually enhances my ability to succeed in business.
What role does mentorship play in your career, both as a mentor and a mentee?
Mentorship is a two-way street. Early in my career, I had mentors who helped me navigate challenges and think strategically. Their guidance was invaluable, and I’ve carried those lessons with me throughout my journey.
Now, as a mentor, I aim to pay that forward. It’s incredibly rewarding to share what I’ve learned with others and watch them grow in their own careers. Mentorship is about more than giving advice—it’s about creating a supportive environment where people feel empowered to ask questions, take risks, and achieve their goals.
Can you share a specific example of when your problem-solving skills made a significant impact?
I worked with an agent who was experiencing severe cash flow issues after a series of deals fell through. They were on the verge of pausing their business operations entirely.
We took a comprehensive look at their situation, structured a tailored commission advance that addressed immediate needs, and provided cash flow to stabilize their expenses moving forward. Within a few months, they were back on track, closing deals, and even expanding their client base. That experience reaffirmed why I do what I do—it’s about helping people overcome obstacles and move toward success.
How has your background shaped your approach to challenges in business?
Growing up in South Africa and moving to Canada taught me resilience and adaptability. Starting fresh in a new country wasn’t easy, but it gave me the perspective that challenges are opportunities in disguise.
That mindset has carried over into my professional life. Whether I’m addressing client concerns or adapting to market changes, I approach challenges with the belief that there’s always a solution if you’re willing to think creatively and put in the effort.
What excites you most about the future of your industry?
The potential for technology to continue transforming the way we work excites me the most. From AI-powered tools to enhanced digital platforms, there’s so much innovation on the horizon.
But beyond technology, I’m excited to see how the industry evolves in terms of collaboration and client support. As more professionals focus on building meaningful relationships and delivering value, I believe we’ll see a stronger, more resilient real estate sector overall. For me, being part of that evolution is both a privilege and a responsibility.
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