Mortgage Tech Talks

By Tom HallTechnology

Mortgage Tech Talks episodes

May 02, 2025 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 will
00:38 – Intro to Mortgage Tech Talks & guest Joe Fakhri
01:00 – How Joe started Axiom & the origin of Scarlett
05:00 – Leaving a secure job to build Scarlett: the leap
10:00 – Living off savings for 4 years to build something great
12:00 – Building a "machine" of people and tech
14:00 – Why innovation needs to reduce friction—not add it
18:00 – The difference between machine learning & generative AI
21:00 – How Scarlett Genius uses data to recommend lenders
25:00 – Transitioning out of the CEO role: Joe’s leadership evolution
32:00 – Why trust and humility are crucial in fast-growing companies
34:00 – Joe’s take on the Internet revolution—and how AI compares
37:00 – The difference between machine learning vs ChatGPT-style AI
41:00 – What the next 24 months of real AI adoption will look like
46:00 – 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
48 min
April 18, 2025 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 → 93,000
00:18 - Comparing U.S. vs. Canadian Mortgage Broker Markets
00:52 - 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 Topics
02:06 - How Canadian Tech Companies Are Positioning Themselves
02:23 - The Pinch Financial Curiosity Story
02:27 - Story #1: Jeff Willis' Proudly Canadian Post
03:06 - Debating Canadian vs. U.S. Mortgage Tech Platforms
04:09 - Economic Libertarian View on Tariffs in Mortgage Tech
05:07 - Why "Made in Canada" Matters More in 2025
06:08 - How U.S. Funding Impacts Canadian Mortgage Startups
07:29 - Silver Linings and the Need for Canadian Funding Growth
08:05 - Story #2: Even Deeper Dive into U.S. Loan Officer Numbers
09:31 - The True Reason Behind the U.S. Mortgage Collapse
10:59 - No Refinancing, No Moving, No Business
11:39 - 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 DLC
13:54 - The Importance of Realtor.ca Integration for Pinch
14:30 - Is Pinch Really a "Game-Changer"? A Closer Look
15:07 - Unpacking the M3 Tech and Pinch Relationship
16:13 - Why M3 Might Be Refocusing on Core Competencies
17:15 - 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
18 min
April 11, 2025E69: 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-friendly
00:20 – Building tools that simplify commercial analysis
00:47 – Giving access to tools most brokers don’t have
01:12 – Intro: Meet David Maé Rand, ex-residential broker turned tech founder
02:07 – The origin story: from 2-minute convo to this podcast
02:43 – Why David left residential for multifamily
04:24 – Phasing out residential and leaning into investor clients
06:21 – Why switching to commercial is scary for brokers
07:17 – What makes some brokers fail when switching
08:59 – Why commercial lending has so much paperwork
09:34 – How David's team built processes from scratch
10:09 – There was literally no tech in commercial
11:18 – How they organize massive amounts of documents
12:13 – Why residential tech has boomed—but not commercial
13:20 – Why most developers can’t build good mortgage tech
14:32 – Building tech internally that actually works
16:25 – When David realized he needed a dedicated tech stack
17:50 – The hidden value of structured data
19:17 – Why existing CRMs don’t support corporations as borrowers
20:20 – The complexity of org charts and ownership
21:24 – Why solving hard problems = massive opportunity
22:07 – Where AI fits into all this
23:31 – Using AI to build org charts, automate file handling
25:20 – The future: AI doing all the grunt work for brokers
26:55 – Why David isn’t competing with generic AI tools
27:19 – Launching a dedicated multifamily tech company (June 1!)
28:16 – How this tech can change the entire Canadian multifamily market
30:12 – Will this ever expand beyond multifamily?
31:24 – Why tech gives David’s brokerage a massive edge
32:23 – His vision: a portal for agents and investors to model cash flow
33:43 – Making commercial less intimidating
35:08 – Tech as a bridge for new brokers entering the space
36:23 – Why servicing sophisticated borrowers requires next-level systems
37:07 – How brokers can actually provide value to investors
39:19 – 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
41 min
April 04, 2025EP 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 Free
01:11 – Meet Lawrence Schwartz: Co-Founder of Mortgage Automator
02:37 – What Mortgage Automator Was Built For
04:11 – 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 Success
08:46 – Real-Time Product Feedback from Lenders
10:08 – Learning from Client Rejections
11:18 – Growing Trade Show Presence Over Time
13:16 – Why You Always Go to Trade Shows
15:28 – Early Signs That Mortgage Automator Was Taking Off
16:35 – Building a Sales Team That Could Sell Without You
18:47 – Balancing Lending and Tech in the Early Days
20:48 – COVID and the Pivot to Full-Time Software
22:07 – The Power of the Right Business Partners
25:06 – Returning to Lending After the Exit
27:08 – Realizations After “Retirement”
29:02 – Why Lawrence Didn’t Spend a Dime After Selling
31:14 – The Lending Philosophy at Golden Bell Capital
33:23 – What Types of Deals Golden Bell Does
36:40 – Why Simplicity & Speed Still Win
38:36 – The Reason They Only Lend in the GTA
39:53 – Final Thoughts: Send Us One Good Deal
40:28 – Where to Find Lawrence
41 min
March 28, 2025E67: 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 banks
00:17 – Why you should start with the client journey, not the tool
00:33 – Don’t get overwhelmed: solve one pain point at a time
00:55 – Energetic intro & why today’s update matters
01:14 – Takeaways from the Canadian Mortgage Summit
02:13 – Who was on the tech panel & what they discussed
02:50 – Why AI needs to be reverse-engineered from your client journey
03:37 – Pain points first, tech second: the key to adoption
04:11 – Create memorable client moments (and stories)
05:13 – Why brokers can adopt tools faster than banks
05:47 – 70/30 split: who’s getting ahead, and who’s overwhelmed
06:57 – The real job of tech companies right now
07:13 – Why early adopters win in the short term
07:54 – Just like Gmail: AI adoption will get easier
08:44 – What’s coming with Velocity 3.0 (and why it matters)
09:47 – Improved UI, security, speed & data handling
10:28 – Could this enable smarter AI tools in the future?
11:16 – New lender tech announcement: why it’s bigger than it seems
12:18 – Why B deals are everywhere right now
13:02 – Brokers pivoting to B and commercial deals
14:04 – The rise of reverse mortgages & agile broker strategies
14:46 – Why being nimble is brokers' superpower
15:24 – 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
16 min
March 21, 2025E66: 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
⏱ Timestamps
00:00 – Why most brokers struggle with automation
01:09 – What are workflow automation tools?
02:32 – Real-world example: Calendly + Zapier + Twilio
05:44 – Automation for CRM integration (Mortgage use case)
06:42 – Should you do it yourself or hire someone?
07:13 – Zapier: Pros, cons, and pricing
10:06 – Challenger tools: N8n and Make
13:00 – Visual walkthrough of Make (Integromat)
14:13 – Summary of the three tools compared
14:35 – 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
18 min
March 14, 2025 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 market
00:19 – How uncertainty affects mortgage brokers and their clients
00:39 – Why this turbulence could be good news for brokers
00:59 – Rocket Mortgage Canada exits—breaking it down
02:17 – How the news broke and what led to the decision
03:04 – Is this a response to tariffs?
03:41 – The impact on mortgage tech and Finmo
04:18 – Rocket Mortgage’s connection to Lendesk and what’s next
05:20 – 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 rates
09:36 – What falling bond yields mean for mortgage rates
10:37 – How brokers can use this uncertainty to help clients
12:57 – 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 Year
15:53 – 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
17 min
March 07, 2025 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 brokers
00:00:14 - Selling solutions vs. solving problems
00:00:30 - The importance of having the right people around you
00:01:09 - Introducing Russ Morrison & his mortgage journey
00:01:56 - How Russ has optimized his strategy sessions
00:03:17 - The power of a strong network in the mortgage industry
00:05:47 - Virtual vs. in-person collaboration: What works better?
00:07:57 - How to survive market cycles & inflation challenges
00:10:05 - Facing industry struggles head-on & improving conversion rates
00:12:25 - Why a CRM is crucial for broker success
00:14:00 - Understanding lead-to-funding ratios & where business actually comes from
00:17:11 - Surprising data on conversion rates from different lead sources
00:21:26 - The two biggest factors for improving conversions
00:22:23 - The importance of structured upfront conversations
00:25:09 - The power of process: How to win over the right clients
00:28:56 - Knowing when to say NO to bad-fit clients
00:30:45 - Why brokers must shift from transactional to trust-based advising
00:33:15 - TMS: The tool designed to streamline mortgage strategy conversations
00:38:55 - The future of mortgage advising: Show, don’t tell
00:42:41 - 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
45 min
February 28, 2025E63: 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!
20 min
February 21, 2025 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!
39 min