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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 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
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40:37
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 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
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15:58
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
⏱ 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
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17:18
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
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16:34
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
Join Tom Hall (@Mortgage_Tech_Tom) in discovering the latest in the world of mortgage technology.
Join us for interviews with tech founders, mortgage broker owners, lenders and everything in-between.
If you’re in the mortgage industry, and believe technology will continue to play an integral role, this is the podcast for you.