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.