Mortgage Tech Talks

E80: The Mortgage CRM Godfather is All-In on AI with MCC's Rich Spence

In this episode of Mortgage Tech Talks, host Tom Hall sits down with Rich Spence, President of Mortgage Centre Canada (part of the DLCG network), for a powerful deep dive into the past, present, and future of mortgage tech.
Rich shares:
His origin story launching Nexxa, the first web-based CRM for brokers
The mindset and grind that helped scale to 7,000+ users
How DLCG and Velocity are future-proofing the mortgage industry
Why emotional intelligence is just as important as AI
And how consumer expectations are forcing innovation faster than ever
Whether you're a broker, lender, tech founder, or industry leader—this episode will challenge how you think about change, innovation, and what it really takes to stay relevant.
📍 Timestamps00:00 – The future belongs to brokers who text00:20 – The power of DLCG’s network and tech adoption01:00 – Meet today’s guest: Rich Spence02:00 – The untold origin story of Nexxa CRM05:00 – How they scaled to 7,000 mortgage brokers08:30 – Building software by hand—then hitting the phones10:00 – What brokers can learn from DLCG's growth14:00 – The evolution of Velocity and its rapid release cycle18:00 – Why persistence and iteration drive tech success21:00 – AI, cold calls, and the irreplaceable human touch25:00 – How brokers need to adapt to Gen Z and tech trends29:00 – What your clients expect (and how DLCG is building it)34:00 – Why the right partnerships matter in 2025 and beyond
🔗 Connect with Rich SpenceInstagram: @richspence3
LinkedIn: @richspence3
✅ If you enjoyed this episode, subscribe for more insights from top minds in mortgage and financial tech.💬 Leave a comment sharing your favourite insight or takeaway.
#MortgageTech #DLCG #RichSpence #VelocityCRM #MortgageBroker #AIInMortgages #BrokerInnovation #CRM #MortgageIndustry #TechForBrokers

E79: How Accountability is the Key to Mortgage Success with Karen Wilson

In this episode of Mortgage Tech Talks, Tom sits down with Karen Wilson — founder of Broker Complete and VP of Training & Operations at DLC Elite Team — to unpack what truly drives success in today’s mortgage industry: trust, accountability, community, and process efficiency.
Karen shares her journey from running a successful fitness business to becoming a leader in the mortgage world, drawing powerful lessons about relationship-building, creating accountability structures, and optimizing your business for long-term growth.
If you’re a broker looking to strengthen your client relationships, scale your business, and implement more effective systems — this conversation is packed with practical insights.
👉 Follow Karen on Instagram: https://www.instagram.com/brokercomplete/
Timestamps:
00:00 – Why trust is the most valuable currency in today’s mortgage industry01:11 – Welcome and intro: Who is Karen Wilson?02:45 – Karen’s background in the fitness industry and transferable skills05:19 – Rebranding from fitness to finance: The learning curve08:06 – How accountability groups helped Karen scale her mortgage business09:13 – Building an accountability call that delivers real industry value11:30 – The "give, give, give, ask" principle for long-term relationship-building14:36 – Why trust-building matters more than rates or speed15:29 – Leveraging tech to scale personal connections16:40 – Types of social media content that actually build trust19:14 – Human, imperfect content vs polished posts20:14 – Coaching agents to recognise when to seek help and training22:00 – Mapping your client process from lead gen to post-close25:28 – Customising your mortgage process to match your strengths27:44 – Process first — then pick the right tech or team29:18 – The wrong way to implement new tools — and how to avoid it32:14 – Why free services often have low follow-through — and how accountability changes that34:12 – Building a brokerage culture of high standards and high expectations35:18 – The value of surrounding yourself with high achievers37:05 – Recognising opportunities and relationships that move your business forward39:22 – How to connect with Karen and learn more about Broker Complete and DLC Elite Team

E78: How I Would Start a Mortgage Tech Business TODAY

In this episode of Mortgage Tech Talks, I’m pulling back the curtain on everything I’ve learned building BluMortgage—and what I’d do differently if I were starting from scratch today.
I’m walking you through how I’d think about:→ Building a simple, addictive product→ Structuring a freemium model→ Leveraging referrals over paid ads→ Using AI (the right way)→ And why simplicity always wins
Whether you’re in mortgage tech or any kind of SaaS, this episode will give you a fresh framework to think about how to build and scale your next product.
👇 Full timestamps below — enjoy the episode and leave a comment if you’d take a different approach!
Timestamps:00:00 — Why AI should not be forced into your product01:00 — If I launched a new mortgage tech company today02:10 — The 3 key lessons from building BluMortgage04:00 — What should your product actually offer?06:00 — How to make your product simple and addictive09:00 — Why onboarding should feel as seamless as Facebook or TikTok11:00 — How to improve your product without feature bloat12:30 — Why simplicity is harder than complexity14:00 — How I’d market the product (freemium + referrals)15:45 — How to drive viral referrals inside your app16:50 — Why trade shows and in-person events still matter17:45 — The right way to use AI inside your company19:20 — Final thoughts + a challenge for you
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#MortgageTech #SaaSBusiness #FinTech #BluMortgage #AIInBusiness

E77: Desjardins, New CMA Features, and M3 VIP Trip

In this episode of Mortgage Tech Talks, Tom breaks down the biggest shifts happening in Canada's mortgage technology landscape — from major lender-platform disconnections to what AI could mean for the future of mortgage app development.
We cover:
Why top lenders are cutting ties with major tech platforms
Real examples of platform incentives (like free trips) and their long-term strategy
A powerful update from Ben Salami (Canadian Mortgage App) and why his coding approach is a game-changer
The potential of AI tools like ChatGPT to empower non-coders to build game-changing tools
If you're a mortgage professional, lender, tech builder, or just love staying ahead of the curve in this space—this one’s for you.
👇 Timestamps00:00 – Can ChatGPT turn mortgage pros into coders?00:44 – Welcome to the episode + key themes04:25 – Platform economics: Why lenders are switching highways05:34 – Exclusive partnerships: Not new, but more aggressive06:12 – Could this fracture the marketplace model?07:27 – Will brokers be forced into multiple portals?08:04 – Industry-wide implications: are platforms losing value?08:37 – M3 VIP trip strategy breakdown09:26 – Platform incentives: the “free dry cleaning” analogy10:47 – Boss, Uber, and network effects12:01 – More users = more leverage with lenders13:04 – Ben Salami’s new CMA feature release13:58 – Scenario planning tools for mortgage brokers14:40 – Comparing fixed vs. variable + lender options15:34 – Why Ben's speed in building is his superpower16:46 – Iteration cycles: 1 week vs 10 minutes17:25 – How AI might democratize fast iterations18:26 – Final thoughts + call to share
🔔 Don’t forget to like, comment, and subscribe for more weekly insights on mortgage tech, tools, and trends.
#mortgagetechnology #mortgagebroker #canadianmortgage #mortgageplatforms

E76: Market Update- Brokerage Receivership, Interesting Analytics and Big Winners

If your brokerage went under tomorrow—would your business survive?
In this episode of Mortgage Tech Talks, Tom breaks down a powerful video from Ron Butler that’s making waves across the mortgage industry. From ownership of your domain and CRM to warning signs your brokerage might be in financial trouble, this episode is a wake-up call for brokers in Canada.
Timestamps:
00:00 – Why every broker must own their domain, inbox, and CRM01:21 – Welcome to Mortgage Tech Talks01:42 – Ron Butler’s video breakdown: What happens if your brokerage collapses?03:08 – The danger of relying on your brokerage for commission payments05:23 – Signs your brokerage might be in financial trouble06:07 – How to protect your business before it’s too late06:43 – The tech barriers that keep brokers stuck07:01 – 3 things your brokerage might control that you need to own08:00 – Step-by-step: how to get your tech stack independent10:02 – Mortgage payment surge projections11:53 – Why inflation rising again could be a disaster13:21 – Who are mortgage tech platforms really built for?14:03 – The 4 audiences mortgage tech must serve15:23 – The trade-offs platforms make to keep lenders happy15:42 – Shoutout to Scarlett Jo Factory: Canadian Mortgage Award wins16:19 – BluMortgage wins at the Mortgage Awards of Excellence17:02 – What this award means for the BluMortgage team17:39 – Final thoughts and viewer call-to-action28:34 – BONUS: Recap of the tech ownership framework for brokers
Whether you’re a new broker or a seasoned pro, this episode gives you practical advice to bulletproof your business—and insights on how the industry is evolving in real time.
#mortgagebroker #mortgagetech #canadianmortgages #realestatecanada #mortgageadvice
Let me know if you'd like a shorter version for Spotify or LinkedIn as well.

E75: The Most Practical AI Tool in 2025: AI Note Takers

In this episode of Mortgage Tech Talks, Tom dives deep into one of the most practical AI tools available to mortgage brokers today: AI-powered note-taking bots.
You’ll learn how tools like Fathom, Fireflies, and Otter are transforming how brokers run client meetings, track follow-ups, and stay compliant — all while saving time and improving client service. Tom breaks down the exact features that make these tools game-changers, how to integrate them with your CRM for max efficiency, and which platform fits your workflow best.
If you're a mortgage broker, financial advisor, or service-based professional running multiple meetings per week — this tech is a no-brainer.
🔧 Want to automate your notes, track commitments, and improve compliance? Start here.
📍 TIMESTAMPS
00:00 – Why handwritten notes still matter — and how AI note-takers complement them01:11 – What are AI meeting bots and how do they work?02:00 – How AI agents join your Zoom, Google Meet, or Teams calls03:20 – Full transcript + meeting summary explained04:45 – Custom summaries using frameworks like BANT06:45 – Creating post-call checklists from AI takeaways08:10 – How AI bots assist with training and coaching new team members09:30 – Turning meeting snippets into internal learning playlists11:00 – Using AI transcripts inside your CRM for deeper client tracking12:10 – Unlocking call analytics and sales insights13:10 – Automating tasks from AI takeaways directly into your workflow14:00 – Compliance benefits of full transcripts15:14 – Tool breakdown: Fathom vs. Fireflies vs. Otter17:00 – When to use each tool (Zoom meetings, mobile recordings, integrations)19:11 – Final thoughts + why these tools may become essential in your tech stack
✅ Keywords: mortgage broker technology, AI note taker, Fathom vs Otter vs Fireflies, best note-taking app for mortgage brokers, CRM integration, meeting productivity tools, compliance tools for brokers, AI meeting summaries, automate meeting notes
🔔 Like what you heard?Subscribe to Mortgage Tech Talks and share this episode with one colleague who needs to hear it.Your referrals help us grow—one listener at a time.
#mortgagebroker #aitechnology #productivitytools #fintech #mortgagetech

E74: The Secret That Drives All of Canadian Mortgage Tech

In this episode of Mortgage Tech Talks, we pull back the curtain on a multi-million dollar secret most mortgage brokers never think about: your deal submission platform isn’t really free—and the reason why explains almost everything happening in the mortgage tech world today.
You’ll learn how lenders fund the systems you use, how that affects your brokerage’s software decisions, and what the future might look like in an AI-driven world.
Whether you're a broker, lender, or tech enthusiast—this is the episode that connects all the dots.
⏱️ TIMESTAMPS:
0:00 – Smaller brokerages building their own tech “pipes”0:48 – Welcome + Why this hidden dynamic explains everything1:36 – The “free” software myth: Who’s really paying?2:58 – Let’s talk numbers: $95M–$155M annually4:07 – Breaking down the $315B broker channel5:20 – How much Velocity earns from lender fees6:09 – The per-broker revenue reality7:52 – What platforms are making off your volume8:36 – How Filogix built the original network and fee model10:11 – “The house with pipes” analogy explained12:09 – How Velocity and Finmo gained traction13:10 – Did Filogix enable their competition?14:03 – The honey pot is leaking—market share is shifting15:02 – Why big networks are launching their own platforms16:24 – New revenue streams and tighter software control17:40 – Why platforms are stacking on free tools (CRM, payroll, AML)19:24 – What happens if lenders stop paying the fees?20:20 – The rise of AI agents and platform-free futures21:36 – Why brokers need to own their process22:26 – The risk of misaligned incentives23:09 – Wrap-up: why this matters more than ever
 
#mortgagetech #mortgagebroker #fintech #mortgageindustry #mortgageautomation

E73: Pineapple+, Centum and RMA, New Government

In this episode of Mortgage Tech Talks, Tom dives into the future of Canadian housing—and shares a bold theory: government-built homes might just become a new asset class.
He also breaks down the latest in mortgage tech innovation, including a deep review of Pineapple Plus, the all-in-one platform making waves in the broker space. Plus, he covers big leadership moves in the mortgage industry and what they could mean for tech adoption across brokerages.
Whether you're a mortgage broker, industry insider, or just want to stay ahead of what's next in real estate, this episode is packed with insight.
📌 Timestamps:
00:00 – Will government-built homes become a new asset class?01:09 – Intro & today’s episode overview02:08 – Pineapple Plus platform: first impressions04:05 – Key features: CRM, client applications, centralized underwriting05:19 – Google Drive integration + seamless doc management05:56 – The paradox of “all-in-one” mortgage systems07:48 – Simplicity vs. complexity in mortgage software08:07 – Industry update: Chris Turcotte moves from Centum to TMA09:18 – Why better tech is influencing brokerage leadership10:20 – The rise of Velocity and brokerage-led tech tools11:04 – “Championship teams” vs. “family” in company culture12:12 – New leadership at Centum: Adrian Schulz steps up13:14 – Mortgage Monitor: tech tools that analyze your book14:34 – Will Adrian's promotion help or slow tech innovation at Centum?14:53 – Political lens: Liberal housing plan & market impact16:13 – Why 500,000 government-built homes might shift the asset landscape17:52 – How a new asset class could protect home equity + create opportunity18:25 – Final thoughts: what it all means for mortgage professionals19:16 – Closing remarks + comments welcome
💡 Like this episode? Subscribe and comment your thoughts on government-built housing or all-in-one tech platforms for brokers. Your feedback helps shape future discussions!
#mortgagebroker #realestatecanada #mortgagetech #canadianhousing #mortgagepodcast #realestateinvesting #brokerlife

E72: How to Build Game-Changing Mortgage Tech with Finmo's Carter Zimmerman

A bloated feature list doesn’t mean better tech.In this episode of Mortgage Tech Talks, Tom sits down with Carter Zimmerman, of Finmo, to unpack what actually makes mortgage software successful.
Carter shares how Finmo went from idea to industry leader by focusing on user experience, simplicity, and doing fewer things better.
They cover:– The myth of the all-in-one system– Why open platforms win long term– What AI tools brokers are already using– How competition fuels innovation in Canadian mortgage tech– And how Carter’s past in marketing shaped Finmo’s product vision
If you’ve ever asked “why can’t my tech just work?”, this episode is for you.
TIMESTAMPS:00:00 – “Just because you have the features… doesn’t mean you have the features.”01:16 – Carter’s origin story: from Facebook ads to Finmo04:21 – The shocking state of mortgage tech in 201706:56 – How early feedback loops built Finmo fast09:57 – Why trying to solve everything at once kills momentum11:52 – The role of rest, flow state, and personal performance14:14 – Using competitiveness as a mindset advantage17:00 – “We’re not finding our foothold—we’re building a mountain.”19:36 – The myth of the all-in-one platform23:36 – Why UX feature checklists in 2025 mortgage tech27:37 – What brokers really want and why execution wins
Connet with Carter Zimmermanhttps://www.linkedin.com/in/carter-zimmerman-7753495b/ 
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📱Connect with Massimo on Instagramhttps://www.linkedin.com/in/massimoianniruberto/
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E71: How Scarlett's Joe Fakhri is living the "Entrepreneur's Dream"

In this episode of Mortgage Tech Talks, Tom Hall (BluMortgage) sits down with Joe Fakhri, founder of Axiom Innovations—the tech company behind Scarlett Mortgage, Scarlett Pay, and more.
Joe shares his entrepreneurial journey, how he risked it all to build one of Canada’s most innovative mortgage tech platforms, and why machine learning—not just ChatGPT—is the real future of AI in our industry.
From product innovation and automation to the evolving role of leadership in scaling tech companies, this is a must-watch for anyone serious about the future of mortgage and financial services.
🔔 Don’t forget to subscribe for more insights on mortgage tech and industry innovation.
⏱️ Timestamps
00:00 – AI won’t replace you—but people who use AI will00:38 – Intro to Mortgage Tech Talks & guest Joe Fakhri01:00 – How Joe started Axiom & the origin of Scarlett05:00 – Leaving a secure job to build Scarlett: the leap10:00 – Living off savings for 4 years to build something great12:00 – Building a "machine" of people and tech14:00 – Why innovation needs to reduce friction—not add it18:00 – The difference between machine learning & generative AI21:00 – How Scarlett Genius uses data to recommend lenders25:00 – Transitioning out of the CEO role: Joe’s leadership evolution32:00 – Why trust and humility are crucial in fast-growing companies34:00 – Joe’s take on the Internet revolution—and how AI compares37:00 – The difference between machine learning vs ChatGPT-style AI41:00 – What the next 24 months of real AI adoption will look like46:00 – Final thoughts: picking trusted partners in a noisy AI market
💡 Want to connect with Joe?
https://www.instagram.com/scarlettnetwork/ 
https://www.linkedin.com/company/scarlettnetwork/ 
https://www.facebook.com/ScarlettNetwork