Interview with Larry Weltman: Insights on Career, Innovation, and Life Lessons

Larry Weltman is a Toronto-based professional in the commission advance industry, with two decades of experience working closely with real estate agents to help them manage cash flow challenges. Originally from South Africa, Larry relocated to Canada in 1986 after earning his degree in accountancy from the University of Witwatersrand. His expertise in the Commision Advance industry  and deep understanding of the real estate market have made him a trusted advisor to agents across Canada, particularly through his role as a Commission Advance Specialist, where he specializes in providing commission advances tailored to real estate professionals’ needs.

Known for his client-focused approach, Larry Weltman combines insight with a commitment to customer service, helping agents optimize their operations and stabilize their cash flows. Outside of his work, Larry is an avid sports fan, especially passionate about soccer and Liverpool FC, and enjoys exploring the connections between sports dynamics and business strategies. His dedication to supporting real estate professionals, combined with a love for continuous learning and innovation, defines his approach to both his career and life.

How did you get started in the commission advance industry, and what attracted you to this field? 

Larry Weltman: My journey into commission advances began when our company saw the challenges many real estate agents face with cash flow. Commissions are often delayed due to closing processes, but agents still have bills and expenses to manage. That gap was what drew us in—it presented a clear problem that could be easily solved.. I’d come from a background in accountancy, so numbers and cash flow management were natural to me. But it was really about making agents’ lives a bit easier and supporting their financial needs so they could focus on what they do best. That balance is what’s kept me committed to the industry.

What’s been the most impactful technological change in the commission advance industry, in your opinion? 

Larry Weltman: Automation and digital platforms have transformed this industry significantly. Today, we can process commission advances much faster than we could before; with agents usually getting their funds the same day. I think digital advancements have made the service more accessible and allowed us to tailor solutions to the unique needs of agents.

How do you stay motivated, especially in an industry that’s fast-paced and constantly evolving? 

Larry Weltman: I stay motivated by staying focused on the core purpose of my work, which is to help real estate agents thrive. It’s rewarding to know that we’re providing a service that has real value. I also enjoy tackling new challenges—each one is an opportunity to improve, whether it’s about integrating new technology or responding to industry changes. I think surrounding yourself with talented, motivated people helps too; they keep me inspired to keep pushing forward.

What’s a lesson you’ve learned from working with realtors that you apply to your own life? 

Larry Weltman: One key lesson I’ve learned is resilience. Realtors face ups and downs constantly, from fluctuating markets to unpredictable clients. Observing their resilience in such a dynamic industry has influenced how I handle challenges in my own life. Realtors also have to balance a lot: personal connections, client needs, and market realities. Their adaptability and focus on building strong relationships have taught me a lot about being flexible and client-focused in my work.

What advice would you give to someone entering the real estate sales industry? 

Larry Weltman: I would say to be genuinely curious and committed to understanding the needs of your clients. Real estate is a relationship-based business, and the more you understand the demands and goals of the people you serve, the better you’ll be at providing meaningful support. I’d also stress the importance of trust—clients need to know they’re in reliable hands. Building that reputation takes time, but it’s well worth the effort.

How do you see the future of commission advances evolving in the next five to ten years? 

Larry Weltman: I think we’ll see more integration with real estate tech platforms, which will make commission advances even more streamlined. It’s likely that AI will play a bigger role, especially in predicting cash flow patterns for agents based on market trends, helping them plan their cash flow needs easily.

What do you enjoy most about your work? 

Larry Weltman: I enjoy connecting with real estate agents and learning about their experiences. Each agent has a unique story and set of goals, and I find it fulfilling to help them succeed. Seeing how our services impact their day-to-day operations is rewarding. It’s the personal interactions that keep me engaged and give meaning to the work beyond just business transactions. I’m grateful to be in a role where I can make a tangible difference in people’s careers.

You’re known to be a sports fan, particularly of soccer. Do you find any parallels between sports and business? 

Larry Weltman: Absolutely! In both sports and business, you need strategy, teamwork, and the ability to perform under pressure. Sports have taught me a lot about persistence; sometimes, a game isn’t going your way, but you push on, and things can turn around. The same applies to business challenges. Also, teamwork is key—just like a soccer team needs every player in sync, every part of a business needs to work together to reach the goal. Watching sports has shown me how important it is to be resilient and to always keep the bigger picture in mind.

If you could give your younger self one piece of advice, what would it be? 

Larry Weltman: I’d tell my younger self to stay open to learning and to not be afraid of change. It’s easy to fall into comfortable patterns, but growth often comes from stepping out of your comfort zone. I’d also remind myself that patience is key. It’s something that you learn with time, but understanding that success is a journey, with ups and downs, helps you approach every stage of life with more resilience and a clearer purpose.

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