CONNECT by California MBA

The California MBA

Welcome to California MBA's podcast, Connect, our all-new podcast featuring one-on-one interviews with some of the top movers-and-shakers in the mortgage industry. California MBA serves to represent the residential and commercial real estate finance industry before all governing bodies. The California MBA encourages and promotes sound business practices and honesty in marketing, origination, lending and servicing of mortgage loans through our educational and networking opportunities.

  1. Credit, Income & Assets — Certified in 5 Minutes | Mike Brown, Gateless | Connect Podcast

    1d ago

    Credit, Income & Assets — Certified in 5 Minutes | Mike Brown, Gateless | Connect Podcast

    Lenders cut to the bone. Volume stalled. And now the next cycle is coming — are you operationally ready for it? In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Mike Brown of Gateless, a company helping lenders rethink how work gets done across the entire mortgage loan lifecycle. Mike brings deep operational expertise — from Black Knight's loan origination group to leading Gateless — and he's here to talk about what lenders need to do right now, not when volume comes back. From a 2-3X increase in capacity to a nearly 50% reduction in turn times, the results Gateless clients are seeing are hard to ignore. And the strategy behind them is more practical than you might think. In this episode: - Why the industry is split between lenders who are preparing for the next cycle and those still in wait-and-see mode - The "lights out" integration model — how Gateless works entirely behind the scenes inside the LOS with zero end-user friction - Why Gateless focuses exclusively on credit, income, and assets — and why being an inch wide and a mile deep beats trying to do everything - How moving verification work to the front of the process creates cleaner files, faster closings, and a better borrower experience - The stat that changes the conversation: 1 in 4 loans gets a full credit, income, and asset certification in 5 minutes or less - Why 24/7 availability is a competitive advantage loan officers and borrowers are actually counting on - How one Gateless client reported a 12-day savings compared to their other channel — and another cut resubmission rates by 50% - Why technology on top of a bad process makes things worse — and what to fix before you implement - What the best operators are doing right now to be ready when the market moves Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the industry forward.

    28 min
  2. GSEs Are Scrubbing 2020–2023 Portfolios. Are You Ready? | James W. Brody, Brody Gapp LLP | Connect

    Jun 22

    GSEs Are Scrubbing 2020–2023 Portfolios. Are You Ready? | James W. Brody, Brody Gapp LLP | Connect

    The regulatory and compliance landscape for mortgage lenders has never been more complex — and the risks hiding in the rearview mirror may be bigger than the ones ahead. In this episode of Connect, California MBA CEO Paul Gigliotti sits down with James W. Brody, Esq., Founder and Managing Partner of Brody Gapp LLP, for a wide-ranging conversation on the current legal risk environment, where litigation is spiking, and what lenders need to do right now to protect themselves. James brings decades of experience in mortgage banking litigation, enforcement defense, regulatory risk, and the rapidly evolving legal landscape around AI — and he doesn't hold back on any of it. In this episode: - Why the CFPB stepping back has created a dangerous patchwork of state-level AI and compliance regulations — and why national lenders are being forced to build to the strongest law - The biggest litigation category right now: LO poaching and non-solicit cases in a consolidating market - Why Fannie Mae and Freddie Mac are scrubbing their 2020–2023 portfolios using AI fraud tools — and what that means for repurchase exposure - How lenders can take an active role in renegotiating MLPAs to add materiality qualifiers and limit buyback liability - Why compliance woven into the fabric of a company from the ground up creates less exposure and more opportunity - How to inventory the AI already inside your organization — because it's likely already there through vendor updates - Why agentic AI doing licensable activity is the next major legal debate — and who will be held responsible - Why advocacy is not separate from your business — and why now is the moment to leverage political capital before it's too late Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the industry forward.

    25 min
  3. Notice of Default, Junior Liens & the California Usury Trap | Steven Ernest, Forta Law | Connect

    Jun 15

    Notice of Default, Junior Liens & the California Usury Trap | Steven Ernest, Forta Law | Connect

    Nobody originates a loan hoping it becomes a legal strategy session — but in the real world, defaults happen, projects stall, and lenders need a plan. In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Steven Ernest of Forta Law for a practical, no-nonsense conversation on managing defaults, protecting collateral, and maximizing recovery as a private lender in California. Steven brings deep experience in litigation, enforcement, and creditor rights — and breaks down exactly what lenders should be watching for, documenting, and doing the moment a loan starts to go wrong. In this episode: - The two early warning signs every lender should watch: missed insurance and unpaid property taxes - What a Notice of Default really means for junior lienholders — and why "hope is not a strategy" - The three documents every file needs before a loan goes to collections: the note, the deed of trust, and a locked-in payoff balance - The two most common lawsuits lenders face: elder abuse and "I didn't understand what I signed" — and how to protect against both California licensing and usury rules: why a 12% loan can become a 0% loan overnight without the right license - Why California has more usury exceptions than most states — and why that actually favors lenders - The insurance risk every California lender should be thinking about over the next 12-24 months — wildfires, earthquakes, and whether the industry can absorb a major loss event Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the industry forward.

    25 min
  4. The Fight for the Consumer: Real Estate Consolidation, AI & Future of the LO Relationship | Ep.265

    Jun 8

    The Fight for the Consumer: Real Estate Consolidation, AI & Future of the LO Relationship | Ep.265

    Mortgage lenders track rates, volume, and affordability. But are they paying close enough attention to what's happening in real estate — and how it directly affects their business? In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Coby Hakalir, SVP/Managing Director of Mortgage & Core Services at T3 Sixty, a firm helping real estate leaders think through strategy, brokerage performance, technology, and the future of how real estate companies operate. The conversation covers consolidation, the fight for the consumer, the evolving LO-agent relationship, and what AI is starting to do to the home search experience. This is the intersection of mortgage and real estate — and it's a conversation the industry needs to have. In this episode: • Why real estate brokerage EBITDA is hovering near zero — and the parallels to mortgage • The consolidation wave: Compass at 30% market share, Rocket-Redfin, and what it means for JV partnerships • Why 80% of borrowers and real estate clients never come back — and the stat behind it (88% don't even remember their loan officer's name 12 months after the transaction) • What agents actually want from lender partners right now — and why coffee and open houses aren't enough anymore • The dual technological journey borrowers go through — and why it's creating transaction trauma • How propensity data and AI-powered home search are reshaping the consumer experience in real estate • Answer engine optimization vs. search engine optimization — and why it matters for mortgage next • Why shifts in the market always create opportunity — and how to approach change with eyes wide open Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the mortgage industry forward.

    28 min
  5. The Borrower Has Changed. Has Your Product Suite? | Tom Davis, Deephaven Mortgage | Connect Podcast

    Jun 1

    The Borrower Has Changed. Has Your Product Suite? | Tom Davis, Deephaven Mortgage | Connect Podcast

    One out of every four loans in 2026 will be non-agency. Are you positioned to compete for all of them — or just three out of four? In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Tom Davis, Chief Sales Officer at Deephaven Mortgage, for a data-heavy, no-fluff conversation on where the non-QM and non-agency markets are headed, why the equity opportunity is generational, and what loan officers need to do right now to stay relevant. Tom brings a front-row view of what's actually happening across borrower demand, product innovation, and liquidity — and he doesn't sugarcoat what originators are leaving on the table by not having a full suite of non-agency products. In this episode: • Why non-QM is on pace to hit $150–180B in 2026 — an all-time record The $400–500B total non-agency market and why missing it means only accessing 75% of your opportunity • Who the non-QM borrower really is: self-employed, investor, credit event, foreign national — and why they're actually lower risk than you think • Why 30% of all 2025 transactions were investor deals — and what a full investor product suite looks like • The home equity opportunity: $35 trillion in equity, 80% of homeowners locked into sub-5% rates, and $600B in renovation originations projected for 2026 • HELOCs, closed-end seconds, and how Deephaven built a Jumbo HELOC up to $1M with alt-doc features • Why waiting for rates to drop is a losing strategy — and what LOs should be doing instead • How servicers are stealing your past clients at a 90% retention rate — and how equity products stop the bleed Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the industry forward.

    29 min
  6. Shift Left or Get Left Behind: Steve Kolker on AI, Production, and the Future of Mortgage

    Jun 1

    Shift Left or Get Left Behind: Steve Kolker on AI, Production, and the Future of Mortgage

    The mortgage production environment is as competitive as ever — tight margins, volume pressure, and a flood of technology promises. So what actually separates the lenders managing through it well from those that are struggling? In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Steve Kolker, Managing Director and Chief Production Officer at AmeriHome Mortgage, a Western Alliance Bank company. Steve brings 40 years of industry experience and a front-row seat to what's working across AmeriHome's 800+ correspondent lending clients — and he doesn't hold back. Fresh off moderating a panel at the 2026 Mortgage Innovators Conference, Steve shares his two biggest aha moments from MIC and breaks down exactly how production teams should be thinking about AI, workflow redesign, and the advocacy issues that are quietly shaping the industry's future. In this episode: • Why builder and realtor relationships are outperforming in today's market — and what refi shops are doing right • The "shift left" strategy: why moving decisions earlier in the process is the highest-leverage tool for reducing cost • Why plugging new technology into an old linear workflow is a guaranteed failure • AI's biggest opportunity in production: fraud detection, call center coaching, income calculation, and real-time underwriting decisioning • How an AI listening tool could give a loan officer an near-underwriting decision before the first call ends • The coming California legislation on automated underwriting — and why being at the table matters • Why advocacy isn't separate from production — it IS production Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. To learn more about AmeriHome, visit www.correspondent.amerihome.com Subscribe for new episodes featuring the voices driving the industry forward.

    26 min
  7. People First, Technology Behind the Scenes | Neil Armstrong, CRO of Indecomm | Connect Podcast

    May 18

    People First, Technology Behind the Scenes | Neil Armstrong, CRO of Indecomm | Connect Podcast

    The mortgage industry has been talking about AI and automation for years — but where is it actually delivering results today? In this episode of Connect, California MBA CEO Paul Gigliotti sits down with Neil Armstrong, newly appointed Chief Revenue Officer of Indecomm, to dig into the real-world mechanics of operational automation in mortgage lending. Neil brings a rare perspective — 20+ years in the industry, including time on the lender side at PHH and Citi Mortgage — and he's not here to sell buzzwords. He's here to talk process, ROI, and what it actually takes to build a scalable lending operation. From machine learning-based document classification to automated underwriting, from breaking down operational silos to the critical role of change management, Neil lays out exactly what's working, where lenders get stuck, and what the next wave of agentic AI looks like inside the mortgage lifecycle. In this episode: • Why cost-per-function analysis is replacing headcount as the efficiency benchmark • How Indecomm's IDX system is cutting title review from 38 minutes to 3 and appraisal review from 40 minutes to 6 • The 60% lift in underwriter productivity — and how automated underwriting is getting there • Why you can't automate a bad process (and what to fix first) • Change management as the #1 deployment killer — and how to get buy-in from the top down • The difference between deterministic rules, machine learning, and true generative AI (and why it matters) • What's coming next: agentic AI as a digital assistant for auditors and underwriters • The human-technology balance — why borrower-facing automation isn't the goal Connect is the California MBA's podcast where strategy, innovation, and leadership come together to shape the future of mortgage finance. Subscribe for new episodes featuring the voices driving the industry forward.

    28 min
  8. Why AI Won't Replace Your Loan Officer — And What Will | Bob Jennings, CEO of TrustEngine

    Apr 20

    Why AI Won't Replace Your Loan Officer — And What Will | Bob Jennings, CEO of TrustEngine

    The mortgage borrower has changed — but most lenders' engagement strategies haven't. In this episode of Connect, Paul Gigliotti, CEO of the California MBA, sits down with Bob Jennings, CEO of TrustEngine, to unpack what it really takes to win and retain borrowers in today's volatile, hyper-competitive lending landscape. From the dangers of AI-dependent borrowers walking in misinformed, to the untapped power of the full loan lifecycle — this is a conversation every LO and lender needs to hear. Bob shares why the human-in-the-loop is non-negotiable in mortgage, how TrustEngine and Mortgage Coach are helping loan officers move borrowers off the sidelines, and why making hard conversations easier is the true ROI of technology done right. Key Topics Discussed: AI & The Borrower Experience: Why LLM-reliant borrowers are arriving misinformed — and what lenders can do about it. Human + Tech: The "pilot in the seat" analogy that perfectly captures why automation can't replace the loan officer. Beyond Lead Gen: How TrustEngine manages the full borrower lifecycle — not just the top of funnel. The Lifetime Client Strategy: Why borrowers do ~7 mortgage transactions and rarely with the same LO — and how to fix that. Proving ROI: How Mortgage Coach drives 30% higher pull-through rates for the LOs who use it. Making Hard Conversations Easier: How technology helps LOs move rate-obsessed borrowers toward smarter financial decisions. About the California MBA: The California MBA is the leading advocate for the mortgage industry in California, dedicated to promoting fair and ethical lending practices through advocacy, education, and innovation. Connect with us: Website: https://www.cmba.com

    26 min
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Ratings & Reviews

5
out of 5
3 Ratings

About

Welcome to California MBA's podcast, Connect, our all-new podcast featuring one-on-one interviews with some of the top movers-and-shakers in the mortgage industry. California MBA serves to represent the residential and commercial real estate finance industry before all governing bodies. The California MBA encourages and promotes sound business practices and honesty in marketing, origination, lending and servicing of mortgage loans through our educational and networking opportunities.

Information

  • Creator
    The California MBA
  • Years Active
    2019 - 2026
  • Episodes
    257
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    CONNECT by California MBA