Mortgage Tech Talks

E70: Market Update- Canadian Tech, US Loan Officers Hurting, Pinch-DLC Partnership

In this episode of Mortgage Tech Talks, we break down some huge developments happening across the mortgage industry — both in Canada and the U.S.
From the shocking downsizing of U.S. mortgage brokers, to how Canadian mortgage tech companies are adjusting their strategies, to a deep dive into the latest partnership news between Pinch Financial and DLC — this episode is packed with insights that every mortgage professional, lender, and tech entrepreneur needs to hear.
Whether you're a mortgage broker, lender, or just someone following the evolving mortgage tech space, you're going to walk away with valuable takeaways about where the market is heading.
Timestamps:
00:00 - U.S. Mortgage Broker Numbers Crash: 395,000 → 93,00000:18 - Comparing U.S. vs. Canadian Mortgage Broker Markets00:52 - Why U.S. Brokers Are Being Wiped Out (No Renewal Cycles)01:26 - Welcome to Mortgage Tech Talks (Living Room Edition)01:44 - Quick Overview of Today's Topics02:06 - How Canadian Tech Companies Are Positioning Themselves02:23 - The Pinch Financial Curiosity Story02:27 - Story #1: Jeff Willis' Proudly Canadian Post03:06 - Debating Canadian vs. U.S. Mortgage Tech Platforms04:09 - Economic Libertarian View on Tariffs in Mortgage Tech05:07 - Why "Made in Canada" Matters More in 202506:08 - How U.S. Funding Impacts Canadian Mortgage Startups07:29 - Silver Linings and the Need for Canadian Funding Growth08:05 - Story #2: Even Deeper Dive into U.S. Loan Officer Numbers09:31 - The True Reason Behind the U.S. Mortgage Collapse10:59 - No Refinancing, No Moving, No Business11:39 - How Brokers Are Surviving Today (New Builds, 2nd Mortgages)12:11 - The New Evolution: From "Rate Shopper" to "Trusted Advisor"13:12 - Story #3: Pinch Financial Partners with DLC13:54 - The Importance of Realtor.ca Integration for Pinch14:30 - Is Pinch Really a "Game-Changer"? A Closer Look15:07 - Unpacking the M3 Tech and Pinch Relationship16:13 - Why M3 Might Be Refocusing on Core Competencies17:15 - Are Brokers and Tech Companies Both Scaling Back?17:30 - Final Thoughts + How the Mortgage Tech Landscape is Changing
Subscribe to Mortgage Tech Talks for more weekly deep dives into mortgage industry trends, market updates, and how technology is shaping the future of Canadian lending.
👉 Comment below: What trend do you think will have the biggest impact in the next 12 months?
#MortgageBrokers #MortgageTech #CanadianRealEstate #LendingTrends #MortgageIndustry

E69: How a $100M+ Broker Jumped into Commercial and Built His Own Tech with David Mayrand

In this episode of Mortgage Tech Talks, I sit down with David Mayrand, a former residential broker who transitioned into the multifamily commercial space—and then took it a step further by building a tech solution designed to streamline complex multifamily deals.
We talk about:
Why residential brokers struggle to break into commercial
The tech void in the multifamily space (and how David is solving it)
What makes commercial underwriting so much more complex
His decision to spin off a standalone multifamily tech platform launching June 1st
How he’s democratizing commercial real estate for new investors and brokers alike
This episode is a must-watch if you’re: ✅ A residential broker curious about the commercial space✅ Frustrated by the inefficiencies of spreadsheets and emails✅ Interested in the future of AI + automation in mortgage workflows✅ Looking to scale your investor business with better tools
⏱️ Timestamps:
00:00 – Why multifamily listings aren’t investor-friendly00:20 – Building tools that simplify commercial analysis00:47 – Giving access to tools most brokers don’t have01:12 – Intro: Meet David Maé Rand, ex-residential broker turned tech founder02:07 – The origin story: from 2-minute convo to this podcast02:43 – Why David left residential for multifamily04:24 – Phasing out residential and leaning into investor clients06:21 – Why switching to commercial is scary for brokers07:17 – What makes some brokers fail when switching08:59 – Why commercial lending has so much paperwork09:34 – How David's team built processes from scratch10:09 – There was literally no tech in commercial11:18 – How they organize massive amounts of documents12:13 – Why residential tech has boomed—but not commercial13:20 – Why most developers can’t build good mortgage tech14:32 – Building tech internally that actually works16:25 – When David realized he needed a dedicated tech stack17:50 – The hidden value of structured data19:17 – Why existing CRMs don’t support corporations as borrowers20:20 – The complexity of org charts and ownership21:24 – Why solving hard problems = massive opportunity22:07 – Where AI fits into all this23:31 – Using AI to build org charts, automate file handling25:20 – The future: AI doing all the grunt work for brokers26:55 – Why David isn’t competing with generic AI tools27:19 – Launching a dedicated multifamily tech company (June 1!)28:16 – How this tech can change the entire Canadian multifamily market30:12 – Will this ever expand beyond multifamily?31:24 – Why tech gives David’s brokerage a massive edge32:23 – His vision: a portal for agents and investors to model cash flow33:43 – Making commercial less intimidating35:08 – Tech as a bridge for new brokers entering the space36:23 – Why servicing sophisticated borrowers requires next-level systems37:07 – How brokers can actually provide value to investors39:19 – Want to try the portal? How to get early access
🔥 Enjoyed this episode?Like, comment, and subscribe for more conversations at the intersection of mortgage, tech, and real estate investing.
#mortgagetech #multifamilyrealestate #commercialmortgage #canadianmortgage #mortgagebroker #fintech #realestatetech #aiinmortgage #mortgageautomation #mortgagetalkshow

EP 68: From Lending to Tech & Back Again: Lawrence Schwartz on Playing the Long Game

In this episode of Mortgage Tech Talks, Tom sits down with Lawrence Schwartz—Co-Founder of Mortgage Automator and now back in the lending game with Golden Bell Capital.
They dive into:
Why trade shows are massively undervalued
The behind-the-scenes story of how Mortgage Automator was built (and sold)
Balancing lending with tech startup life
How great partners made all the difference
Why Lawrence walked away from "early retirement" to get back into lending
Whether you’re a broker, lender, or aspiring fintech founder, this episode is packed with wisdom, real talk, and some hard-earned lessons from one of the industry’s best.
 
Connect with Lawrence: https://www.linkedin.com/in/lawrence-schwartz-13611529/ 
 
🎙 Hosted by Tom Hall | Powered by BluMortgage
#mortgagebrokers #mortgagetechnology #realestateinvesting #fintech #entrepreneurship #MortgageAutomator
⏱️ Timestamps:
00:00 – Why Trade Shows Are Basically Free01:11 – Meet Lawrence Schwartz: Co-Founder of Mortgage Automator02:37 – What Mortgage Automator Was Built For04:11 – Funny Sales Funnel Story (Oops!)06:58 – No Perfect Software Exists (Here’s Why That’s Okay)07:17 – The “Secret Sauce” Behind Mortgage Automator’s Success08:46 – Real-Time Product Feedback from Lenders10:08 – Learning from Client Rejections11:18 – Growing Trade Show Presence Over Time13:16 – Why You Always Go to Trade Shows15:28 – Early Signs That Mortgage Automator Was Taking Off16:35 – Building a Sales Team That Could Sell Without You18:47 – Balancing Lending and Tech in the Early Days20:48 – COVID and the Pivot to Full-Time Software22:07 – The Power of the Right Business Partners25:06 – Returning to Lending After the Exit27:08 – Realizations After “Retirement”29:02 – Why Lawrence Didn’t Spend a Dime After Selling31:14 – The Lending Philosophy at Golden Bell Capital33:23 – What Types of Deals Golden Bell Does36:40 – Why Simplicity & Speed Still Win38:36 – The Reason They Only Lend in the GTA39:53 – Final Thoughts: Send Us One Good Deal40:28 – Where to Find Lawrence

E67: Canadian Mortgage Summit, Velocity 3.0, New Tech-Lender Partnership

In this episode of Mortgage Tech Talks, Tom recaps his recent panel at the Canadian Mortgage Summit in Vancouver and dives into three of the biggest themes shaping the mortgage tech space right now:
The massive edge brokers have when adopting new tech like AI
The rollout of Velocity 3.0 and why it matters
Why B deals, reverse mortgages, and commercial lending are gaining momentum
From real talk about overwhelmed brokers to the long-term promise of seamless AI adoption, this episode explores how the most adaptable brokers are winning — and how you can too.
👇 Timestamps:
00:00 – The unfair tech advantage mortgage brokers have over banks00:17 – Why you should start with the client journey, not the tool00:33 – Don’t get overwhelmed: solve one pain point at a time00:55 – Energetic intro & why today’s update matters01:14 – Takeaways from the Canadian Mortgage Summit02:13 – Who was on the tech panel & what they discussed02:50 – Why AI needs to be reverse-engineered from your client journey03:37 – Pain points first, tech second: the key to adoption04:11 – Create memorable client moments (and stories)05:13 – Why brokers can adopt tools faster than banks05:47 – 70/30 split: who’s getting ahead, and who’s overwhelmed06:57 – The real job of tech companies right now07:13 – Why early adopters win in the short term07:54 – Just like Gmail: AI adoption will get easier08:44 – What’s coming with Velocity 3.0 (and why it matters)09:47 – Improved UI, security, speed & data handling10:28 – Could this enable smarter AI tools in the future?11:16 – New lender tech announcement: why it’s bigger than it seems12:18 – Why B deals are everywhere right now13:02 – Brokers pivoting to B and commercial deals14:04 – The rise of reverse mortgages & agile broker strategies14:46 – Why being nimble is brokers' superpower15:24 – Final thoughts: opportunity in the chaos
🎧 Whether you're a tech-forward broker or just trying to keep up, this episode will give you fresh insights on where the industry is heading and how to stay ahead of the curve.
👇 Drop your thoughts in the comments and don’t forget to subscribe for more weekly insights from Mortgage Tech Talks.
#mortgagebroker #mortgagetechnology #AI #velocity #mortgagetips #canadianrealestate #mortgageadvice #fintech #MortgageTechTalks

E66: Is Zapier Worth It?

In this episode of Mortgage Tech Talks, we break down one of the most common questions mortgage brokers have: Should you be using workflow automation tools like Zapier, Make (Integromat), or N8n in your business?
Here’s the thing—automation tools can save time and boost efficiency, but most brokers either avoid them entirely or hire someone to build complex systems they can’t maintain. That’s a problem.
Tom dives into:
What these tools really do
Pros and cons of the top platforms
Real-world examples from the mortgage industry
A checklist to know if automation is right for you
⏱ Timestamps00:00 – Why most brokers struggle with automation01:09 – What are workflow automation tools?02:32 – Real-world example: Calendly + Zapier + Twilio05:44 – Automation for CRM integration (Mortgage use case)06:42 – Should you do it yourself or hire someone?07:13 – Zapier: Pros, cons, and pricing10:06 – Challenger tools: N8n and Make13:00 – Visual walkthrough of Make (Integromat)14:13 – Summary of the three tools compared14:35 – Do YOU actually need automation?16:19 – The checklist: Is it worth it for YOUR business?
🔧 Whether you’re a tech-savvy broker or just getting started, this episode helps you decide if it’s time to roll up your sleeves—or save your money.
Got questions? Drop them in the comments!
#mortgagetech #workflowautomation #mortgagebroker #zapier #crmtips #mortgagemarketing #automationtools #mortgagebusiness

Industry Update: Rocket, Bond Yields, Canadian Mortgage Awards

🚨 Rocket Mortgage Canada is out! What does this mean for brokers, lenders, and mortgage tech? 🚨
In episode 65 of Mortgage Tech Talks, we dive into the latest industry updates, including:✅ The exit of Rocket Mortgage Canada and its impact on the mortgage landscape.✅ The downward trend of bond yields and how it affects mortgage rates.✅ The Canadian Mortgage Awards—who made the list and what it says about industry trends.
🔍 Timestamps:00:00 – Bond yields are dropping—what it means for the market00:19 – How uncertainty affects mortgage brokers and their clients00:39 – Why this turbulence could be good news for brokers00:59 – Rocket Mortgage Canada exits—breaking it down02:17 – How the news broke and what led to the decision03:04 – Is this a response to tariffs?03:41 – The impact on mortgage tech and Finmo04:18 – Rocket Mortgage’s connection to Lendesk and what’s next05:20 – What does this mean for competition in Canada?07:05 – Canada’s lack of mortgage market competition—good or bad?08:15 – The effect of U.S. policies on Canadian mortgage rates09:36 – What falling bond yields mean for mortgage rates10:37 – How brokers can use this uncertainty to help clients12:57 – The Canadian Mortgage Awards—who made the list?13:37 – Service Provider of the Year category—who’s missing?14:02 – Digital innovation in brokerages—what’s changing?14:43 – New category: Innovator Champion of the Year15:53 – Who’s really leading innovation in the industry?16:08 – Is tech taking a backseat to broker and lender-led innovation?16:25 – Final thoughts—where is the mortgage industry headed?
📢 Like & Subscribe for more insights on mortgage technology and industry trends!
#MortgageNews #RocketMortgage #MortgageTech #CanadaRealEstate #MortgageRates

E64: How a 20-Year Veteran Uses Tech to Have AMAZING Conversions w Russ Morrison

In this episode of Mortgage Tech Talks, we're joined by 20-year mortgage industry veteran Russ Morrison, who shares game-changing insights on how brokers can shift from transactional selling to strategic advising.
🔍 Russ breaks down why brokers must move beyond rate-focused discussions, how to optimize lead conversion ratios, and the power of surrounding yourself with the right people in business. Plus, we dive into how his TMS (Tactical Mortgage Solutions) platform is transforming mortgage strategy conversations.
🔗 Timestamps:00:00:00 - The five reasons consumers come to brokers00:00:14 - Selling solutions vs. solving problems00:00:30 - The importance of having the right people around you00:01:09 - Introducing Russ Morrison & his mortgage journey00:01:56 - How Russ has optimized his strategy sessions00:03:17 - The power of a strong network in the mortgage industry00:05:47 - Virtual vs. in-person collaboration: What works better?00:07:57 - How to survive market cycles & inflation challenges00:10:05 - Facing industry struggles head-on & improving conversion rates00:12:25 - Why a CRM is crucial for broker success00:14:00 - Understanding lead-to-funding ratios & where business actually comes from00:17:11 - Surprising data on conversion rates from different lead sources00:21:26 - The two biggest factors for improving conversions00:22:23 - The importance of structured upfront conversations00:25:09 - The power of process: How to win over the right clients00:28:56 - Knowing when to say NO to bad-fit clients00:30:45 - Why brokers must shift from transactional to trust-based advising00:33:15 - TMS: The tool designed to streamline mortgage strategy conversations00:38:55 - The future of mortgage advising: Show, don’t tell00:42:41 - The tech side of mortgage brokering & growing a scalable business
📢 Enjoying the show? Don’t forget to like, subscribe, and drop a comment below with your thoughts! What’s your biggest challenge as a mortgage broker?
#MortgageTech #RealEstateFinance #MortgageBroker #FinancialStrategy #BusinessGrowth

E63: How to Beat AI at Marketing

🚀 As AI takes over more marketing tasks, where does that leave mortgage brokers?
In this episode of Mortgage Tech Talks, Tom Hall breaks down the hidden gaps AI leaves in the market and how mortgage brokers can stand out in an increasingly noisy digital world.
🔍 AI is revolutionizing marketing—big banks and Fortune 500 companies are doubling down on automated content. But there are three key areas where AI falls short, creating a massive opportunity for brokers who know how to leverage their personality, industry expertise, and communication skills effectively.
💡 Key Takeaways from This Episode:
The biggest weaknesses of AI-driven marketing and how to exploit them to your advantage
Why authentic personality is more valuable than ever in a sea of AI-generated content
How to use context to cut through the noise and build deeper client relationships
The power of concise communication—why short, natural messaging beats AI-generated fluff
How to tailor social media, email marketing, and SMS messaging to win in 2025
📌 Episode Chapters:
⏳ 00:00 - Intro: The AI revolution in marketing⏳ 01:14 - AI’s growing influence in mortgage marketing⏳ 03:32 - How Fortune 500 companies are using AI for content⏳ 05:57 - The rise of AI-generated blogs—what it means for brokers⏳ 07:51 - What AI is good at (and why you should still use it)⏳ 08:32 - The 3 major weaknesses of AI in marketing⏳ 09:02 - #1: AI lacks personality—why human connection matters more than ever⏳ 10:50 - #2: AI struggles with context—how to make your messaging more relevant⏳ 11:10 - #3: AI-generated content is too long—why concise messaging wins⏳ 12:06 - How to leverage social media to showcase personality⏳ 13:04 - Why email marketing with personalization beats AI-generated content⏳ 14:20 - How text messaging can be your secret weapon⏳ 16:14 - The importance of short, natural communication⏳ 17:53 - Final thoughts: How brokers can stay ahead in an AI-dominated world
🔥 If you're a mortgage broker looking to cut through the noise and dominate your market in 2025, this episode is a must-listen.
🎧 Tune in now and start winning in an AI-driven world!

E62: How to actually make tech work for your business with WBS' Sara Hynes

Why do so many mortgage brokers struggle with tech adoption, while others thrive? In this episode of Mortgage Tech Talks, I sit down with
Sara Hynes from Western Brokers Services to break down the tech dilemma in the mortgage industry.
We discuss:✅ The biggest barriers brokers face when adopting CRM and automation (00:00:59)✅ How delegation (or "support") can transform a broker’s business (00:03:20)✅ Why many brokers resist switching platforms—even when they know they should (00:23:32)✅ The power of referrals in building a thriving mortgage business (00:06:38)✅ The unexpected return on investment from sending physical mail (00:16:35)✅ How brokers can simplify tech adoption without getting overwhelmed (00:27:31)
Sara Hynes shares insights from 16+ years in the industry, working closely with brokers across Canada. If you've ever felt stuck when it comes to implementing tech in your business, this episode is a must-watch!
📌 Follow Sara Hynes & Western Brokers Services:🌐 Website: westernbrokerservices.ca📱 Instagram: @westernbrokerservices
🎧 Subscribe for more episodes of Mortgage Tech Talks!

61: How to Build Your Social Media Empire

In this episode, I share how mortgage brokers can transform their social media presence with a powerful three-pillar strategy, breaking down the intimidating world of social media marketing into manageable, actionable steps.
 
In this episode I cover:→ Production: Over-coming camera shyness, how to come up with content, and outsourcing content creation.→ Distribution: How to consistently and effectively post to different platforms and leveraging tools.→ Conversion: How to find your audience, leveraging niche content, and utilizing stories and DMs.
***
 
WATCH
▶️ Watch this episode on Youtube
***
CONNECT
▶️ Connect on YouTube (Tom)
📸 Connect on Instagram (Tom)
📇 Connect on LinkedIn (Tom)
***
SAY THANKS
🙏 Leave a review on Apple Podcasts
🟢 Leave a rating on Spotify
***