Episode 25 - It's Time for Mortgage Acclimation

I just had an incredible conversation with Coby Hakalir, VP of Mortgage and Ancillary Services at T360, and this episode of Minds of Mortgage is packed with insights you need to hear.

Coby brings a unique perspective – he's been in the mortgage industry since he was 19, back in 1997, so he's witnessed the entire evolution from traditional practices to today's tech-driven landscape. What he shared about the future of integrated housing services will change how you think about our business.

Here's what hit me hardest: Coby called our industry's failure with younger buyers "abominable," and the stats back him up. The median age of first-time homebuyers has jumped from 27 in 1975 to 38 today. That's not just a trend – it's a wake-up call about how we've completely missed the mark with an entire generation.

We delved deeply into why seamless integration between mortgage and real estate is crucial, drawing fascinating parallels to healthcare models where collaborative care consistently outperforms fragmented services. However, here's the thing – when this one-stop-shop approach is executed poorly, it actually damages relationships and hinders future business.

The conversation got fascinating when Coby described our industry's refinance dependence as "the crack cocaine of the refinance." While we've been reaping the benefits of refi booms, we've forgotten how to build sustainable, customer-focused business models. Meanwhile, real estate has been forced to innovate without that safety net.

And about AI? Coby nailed it: "AI won't replace loan officers, but loan officers who use AI will replace those who don't." We explored how technology isn't the enemy – it's a tool that empowers both more informed customers and more efficient loan officers.

This episode tackles the generational divide that's killing our customer acquisition, the technology resistance that's holding us back, and the mentorship gap that's threatening our industry's future knowledge transfer.

If you want to understand where mortgage is headed and what you need to do to stay relevant, this conversation with Coby is absolutely essential listening.

Episode 24 - The Future of Mortgage Technology and Marketing: A Personal Conversation with Jake Vermillion

I've been doing this podcast for a while now, and every so often I get to sit down with someone who just gets it. That's exactly what happened when I had my friend Jake Vermillion on the show.

Jake is the CMO at Mortgage Champions, but what makes him really interesting is his story. He grew up in this business - literally. His dad spent three decades climbing from construction worker to mortgage executive, and now they're working together. It's this beautiful blend of old-school industry wisdom and fresh, next-generation thinking that I find so compelling.

What struck me most about our conversation was how Jake approaches the alignment problem that's killing so many mortgage companies right now. Sales, marketing, and technology teams all operating in their own silos, creating fragmented customer experiences. Jake's been working with enterprise-level clients, and he's figured out something crucial: you have to start from the top down. You can't just throw technology at organizational problems and hope they fix themselves.

We spent a lot of time talking about how the traditional marketing funnel is basically dead. Jake pointed out that the median age of first-time homebuyers is now 38, and these aren't people who wake up one morning and decide to buy a house. They're thinking about homeownership 24 to 36 months before they're ready to actually transact. That changes everything about how we need to approach marketing.

Then we got into something that really fascinated me - the dramatic changes happening in marketing team structures. I shared a case study with Jake about a company that went from 38 people in their marketing department down to just 10. At first, that sounds terrifying, right? But when we dug into it, we realized this might actually be the future. With AI and advanced marketing tools, strategic vision and leadership are becoming way more valuable than having huge teams.

Jake and I also dove deep into something that keeps me up at night - how AI is going to completely reshape how customers find mortgage professionals. Jake had some really tactical insights about what's happening between OpenAI and Google right now, but we both agreed that nobody really knows how this is all going to shake out. The key is positioning yourself for the long term rather than trying to optimize for whatever algorithm is trending this month.

One of the most exciting parts of our conversation was when I told Jake about this revolutionary business intelligence platform I've been working with that's entering the mortgage space. We're talking about technology that can answer any business question instantly. Jake immediately understood the implications - we're moving from this "wild west" approach to mortgage management toward something much more strategic and data-driven.

But here's what I really appreciated about Jake's perspective: he has this vision of where the industry is heading - unified technology platforms that eliminate all these disconnected systems that drive us crazy. Companies that embrace data-driven strategies and invest in unified customer experiences aren't just going to survive the challenges we're facing - they're going to dominate.

This conversation with Jake wasn't just another podcast episode for me. It was a roadmap for where we need to be heading and a reminder that the future of mortgage isn't something that's happening to us - it's something we're actively building. And with friends like Jake leading the charge, I'm more excited than ever to see what comes next.

E23 - Platform Integrations & Advanced Data

I had such a great time chatting with Kortney Lane-Schafers from MMI (Mobility Market Intelligence) on this tech-focused episode of Minds of Mortgage. Kortney has a fantastic background in mortgage technology, starting with her days at SureFire CRM and stumbling into the mortgage world through a friendship, before becoming a total tech guru.

We discussed how MMI evolved from Mobility RE into what Kortney refers to as “the ultimate lead to loan growth platform.” Through smart acquisitions like Bonzo CRM and MonitorBase, they’ve created an integrated system that solves the annoying problem we all have - juggling a multitude of different platforms that don’t communicate with each other.

The fascinating part was diving into their behavioral data and predictive analytics. Get this - their technology can spot potential opportunities up to 90 days before customers are even ready to make a move. It completely changes how loan officers can nurture relationships and determine who is prepared to do business.

Kortney and I got into some practical stuff about using data to build better relationships. She showed me how loan officers can instantly pull up everything about real estate agents, including their transaction history, current partnerships, and production levels. It’s like having a crystal ball for building strategic partnerships.

Looking ahead to 2025, Kortney’s pumped about mobile-first innovations coming down the pipeline. Her take on surviving tough markets really hit home: double down on the basics, such as meeting people, building your database, and using technology to add real value. We wrapped up discussing how the pros who will thrive are the ones who understand that you’ve to be both high-tech and high-touch.

Episode 22 - How to Build Mortgage Social Success

In this energetic episode of Minds of Mortgage, I sat down with Denise Panza, a dynamic loan officer from Naples, Florida, who has become a standout presence on LinkedIn. With 28 years in the mortgage industry, Denise brings a refreshing perspective on authenticity and relationship-building in an increasingly digital world. Her journey from a criminal justice student to a mortgage professional began with an unexpected twist, involving a failed college course and a chance opportunity at a mortgage company where her father had previously worked.

Denise shared her candid experiences as a single mother navigating the demanding world of mortgage lending, including the challenges of balancing a 100% commission career with raising two children. Her honest reflections on the guilt and sacrifices that come with being a working mother in a 24/7 industry provided valuable insights for other professionals struggling with similar challenges. She discussed how she has learned to find grace in her choices and the unexpected lessons her work ethic has instilled in her children.

Our conversation delved into the current state of the Florida real estate market, where Denise is licensed in 15 states and witnesses firsthand the dramatic differences between markets. She provided fascinating insights into how insurance costs are impacting affordability in Florida, and how this contrasts sharply with the competitive markets she still serves in Connecticut and New York.

Denise’s approach to social media marketing, particularly on LinkedIn, offers a masterclass in authentic professional networking. She explained how she moved from traditional platforms to LinkedIn, not to find employment, but to avoid “annoying” her friends and family with mortgage content. Her strategy of mixing professional insights with personal moments has led to genuine friendships and business relationships that extend far beyond the digital sphere.

Throughout our discussion, Denise maintained an infectious optimism about the mortgage industry despite the challenging market conditions of recent years. She encourages newcomers to enter the field now, viewing current market difficulties as opportunities for those willing to learn and persist. Her perspective on serving first-time homebuyers and the joy she finds in celebrating clear-to-close moments reveals the passion that has sustained her through nearly three decades in the business.

The episode concluded with valuable insights about the power of vulnerability and authenticity in professional settings. Denise’s philosophy of “getting comfortable being uncomfortable” and her willingness to show her genuine self online have not only built her business but enriched her personal life with meaningful relationships. Her story illustrates how being authentic and relatable in a digital world can foster connections that transcend business and evolve into lasting friendships.

Leadership, Legacy & the Power of Being Remarkable – Featuring Laura Brandao

In this must-listen episode of Minds of Mortgage, host Kelly Yale sits down with the unstoppable Laura Brandao, CEO of Lighthouse Advisors, powerhouse speaker, and fierce advocate for the mortgage industry. Together, they dive into what it takes to lead, inspire, and make waves in a business that doesn’t like change.

Laura opens up with her incredible origin story—starting with a telemarketing job at just 21 and quickly transforming into a meteoric rise driven by curiosity, grit, and a game-changing moment of initiative that redefined her future.

From there, the conversation gets deeply personal as Laura reflects on the pivotal role mentorship played in her career, especially the influence of a trailblazing woman who helped shape her into the leader she is today. It’s a compelling look at how knowledge, encouragement, and tough love can turn potential into power.

Kelly and Laura also highlight women’s leadership in mortgage: how far we’ve come, what still needs to change, and why visibility and mentorship are the keys to unlocking the next generation of female executives.

The episode wraps with gold for anyone navigating today’s unpredictable market. Laura shares her strategy for thriving right now: stop chasing the past, lean into tech, nurture your network, and above all, be remarkable—deliver such value that people can’t help but recommend you.

🔥 Insightful. Real. Empowering. Don’t miss this episode.

In this engaging episode of the Minds of Mortgage podcast, I talk to Eddy Perez, CEO of EPM Mortgage. Our conversation explores Eddy's journey from finance to founding his mortgage company 17 years ago, revealing how he's navigated multiple market cycles while maintaining an unwavering positive outlook.

Eddy shares his family's remarkable story, recounting how his father escaped Cuba by rowing a stolen boat to Miami and later built a new life from nothing. This immigrant experience shaped Eddy's values and approach to business and leadership, instilling in him a deep appreciation for opportunity and resilience.

The discussion offers candid insights into today's mortgage industry challenges. Eddy shares his perspective on the current market, the unlikely return of massive refi booms, and the psychological adjustments loan officers face after record-breaking years. His practical optimism provides a refreshing counterpoint to the "fake juice" positivity and doom-laden narratives prevalent in industry conversations.

Eddy reveals his "code of life" - honor, duty, discipline, sacrifice, and gratitude - explaining how these principles guide his decisions and leadership style. He discusses the challenges of maintaining company culture during difficult times and the importance of radical candor when communicating with teams through transitions.

The conversation takes a personal turn as Eddy discusses his experience raising three children, including how his oldest daughter's college choice (his rival school) tested his parenting philosophy. His insights on letting children forge their paths while providing guidance rather than control offer wisdom beyond parenting to leadership.

Throughout the episode, Eddy speaks candidly about mental health, including his struggles after his father's death and the importance of emotional intelligence. His authentic approach to leadership, commitment to personal growth, and ability to balance realism with optimism make this conversation valuable for mortgage professionals seeking practical guidance and inspiration during challenging market conditions.

This week on The Minds of Mortgage Podcast, host Kelly Yale engages with Ashley Yarbinec, the Director of Member Relations for the Mortgage Bankers Association. Drawing from her extensive experience—starting as a loan processor and advancing to managing operations teams—Ashley provides valuable insights into the mortgage industry from both operational and leadership perspectives.

Their conversation delves into Ashley's journey in the mortgage sector, beginning with her work on niche VA loans in Guam and culminating in her current role, where she leads initiatives on the residential side of MBA's impact on young professionals. As a mentor and advocate for newcomers in the industry, Ashley shares her passion for fostering opportunities for the next generation of mortgage leaders through professional development, networking, and meaningful industry connections.

Kelly and Ashley discuss the significance of mentorship within the mortgage industry. Ashley reflects on the extraordinary female mentors who have influenced her career and emphasizes the importance of established professionals guiding newcomers. She also offers practical advice on structuring mentor-mentee relationships to accommodate various needs and schedules.

The podcast takes an insightful turn as they explore succession planning in the mortgage industry—a timely topic as many seasoned professionals approach retirement. Ashley outlines different approaches to succession planning and underscores the importance of preparing internal talent for leadership roles, ensuring continuity, and preserving institutional knowledge.

Much of the discussion focuses on change management within the traditionally resistant mortgage sector. Ashley shares her experience leading a major Loan Origination System implementation and guides how companies can successfully navigate technological and operational transitions by engaging stakeholders at all levels.

Throughout the episode, Kelly and Ashley's authentic exchange highlights their commitment to enhancing the mortgage industry through mentorship, innovative leadership, and embracing necessary change. Their conversation offers actionable insights for industry newcomers seeking guidance and veterans planning their legacy and the future of their businesses.

There are many outstanding women in mortgage, but one who started fresh out of college in the CEO seat is a story I could have spent hours listening to!

In this engaging episode of Minds of Mortgage, I was delighted to talk to Christy Soukhamneut, Chief Lending Officer at University Federal Credit Union in Austin, Texas. After spending 25 years in Savannah, Georgia, Christy boldly moved to Austin for an opportunity that aligned perfectly with her values and vision for what financial services could be. She shares her perspective on UFCU's unique mission to be "loved by millions of members" and how this aspiration shapes their lending and community service approach.

Christy's journey into the mortgage industry began unexpectedly. While in high school, she worked part-time at an appraisal firm, where she learned the business from the ground up in an era before digital MLS systems. Her story took a fascinating turn when her father's negative loan experience led to an extraordinary opportunity that launched her career in mortgage lending. This experience showcased how sometimes challenging experiences can lead to the most rewarding paths.

In a candid discussion about the current state of the mortgage industry, Christy offers a refreshingly optimistic perspective on market challenges. Rather than viewing complex markets as obstacles, she sees them as opportunities for innovation and growth. She explains how these challenging times can create openings for new leaders to emerge and for organizations to develop better ways to serve their communities.

For aspiring homeowners who feel intimidated by current market conditions, Christy offers encouragement and practical advice. She shares experiences about the universal anxiety of making such a significant financial commitment while providing actionable strategies for approaching homeownership in today's market. Her perspective on affordability goes beyond mortgage rates, encompassing a holistic view of financial wellness.

The discussion concludes with powerful insights about mentorship and professional growth in the financial services industry. Christy emphasizes the importance of building relationships with financial professionals and seeking guidance, highlighting how accessible most industry leaders are to those who approach them with genuine curiosity and a desire to learn. Her stories about mentorship and professional development offer valuable lessons for anyone looking to advance in their career.