Navigating a Compressed Mortgage Market: Insights from the 2023 Mortgage Industry Event Season

Total Expert Chief Lending Officer Dan Catinella joined the Lykken on Lending podcast to discuss what’s next for Total Expert, and more importantly, what’s next for lenders who are serious about growing their business in 2026 and beyond. At the core of this next evolution is a powerful shift in mindset: if you still think of your CRM as a static database, you’re already behind. Dan outlined how Total Expert has evolved into a true Customer Operating System that continuously enriches and refreshes contact data to give originators real-time context around credit position, tappable equity, rate opportunities, and life events.

From there, the conversation moved into the practical impact of that intelligence. With Customer IQ embedded across the platform, lenders can identify who to contact, when to engage, and what opportunity to present with personalized messaging. Total Expert's marketing automation and agentic AI will work seamlessly behind the scenes to help lenders engage faster, more effectively, and at scale. Dan also shared how our AI Sales Assistant extends the capacity of every originator, conducting human-like outreach, qualifying opportunities, and even scheduling meetings directly on a loan officer’s calendar. It’s not about replacing the originator, it’s about empowering them to focus on advice, relationships, and conversion while technology handles the prospecting and follow-up that too often falls through the cracks.

If you’re thinking about borrower retention, refinance waves, or how to compete in a market where speed and personalization matter more than ever, this is a conversation you won’t want to miss. Dan and David explored how data intelligence, automation, and AI are converging to create a new growth engine for lenders that's built not on isolated transactions, but on the consistent engagement that deepens relationships and earns customers for life.

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In today’s mortgage market, every lead matters more than ever. Acquisition costs are up, margins are tight, and borrower expectations are shifting. So, lenders who don’t prioritize follow-up, still rely on disconnected systems, and don’t have complete visibility of their pipeline will continue to watch high-quality opportunities slip away.

Many mortgage organizations are still managing leads across spreadsheets, point solutions, or legacy systems that can't connect opportunity tracking with their sales and marketing engagement. The result? Inconsistent follow-up, negative customer experiences, overwhelmed loan officers, and revenue left on the table.

Total Expert Lead Management is a purpose-built, in-platform solution designed to help lenders capture, route, and advance borrower opportunities faster and more consistently—without adding another system to manage.

A dedicated lead management system makes all the difference

Speed-to-lead is a competitive advantage

Serious borrowers are eager to move quickly, and the lender who engages them first often wins their business. But manual lead assignments and inconsistent follow-ups slow teams down. Lead Management ensures leads are automatically captured, assigned, and acted on—so loan officers can engage borrowers while intent is still high and keep the conversation moving forward.

Loan officers are spread thin

Most loan officers juggle dozens of active conversations across emails, texts, and phone. But when lead data lives somewhere else (like a spreadsheet or notepad), things fall through the cracks. Lead Management brings leads directly into the Total Expert contact record, giving loan officers a clear, prioritized view of who to engage and when. Coupled with our integrated marketing automation capabilities, loan officers can connect with new leads and opportunities faster and with more personalized messaging.

Marketing and sales need to work as one

Marketing teams generate demand, but without visibility into what happens next, optimization stalls. Lead Management closes the loop by connecting lead sources, engagement activity, and outcomes, so marketing and sales operate from a shared system of record.

Manual processes kill pipeline velocity

Spreadsheets, inbox triage, and one-off workflows don’t scale. Lead Management replaces manual steps with rule-based routing, standardized lead stages, and automated engagement to help lenders move faster without sacrificing consistency or compliance.

A contact-first approach to lead management

Unlike off-the-shelf tools and horizontal CRMs, Lead Management is contact-centric by design. Leads live within the contact record, not in a disconnected pipeline. That means every email, text, or phone conversation is tied together in one place with a full engagement history.

This gives loan officers context, not just tasks, and it gives leaders a real-time view of pipeline health across teams.

What makes Total Expert Lead Management different?

Unified lead intake

Lenders can input leads manually or in bulk from multiple sources, with built-in contact matching and deduplication to keep records clean and accurate.

Intelligent, rule-based routing

Leads are automatically assigned based on your chosen routing policies, such as round robin, fallback rules, or source-based logic. This ensures that every lead is connected with the right loan officer at the right time.

Standardized lead stages & tracking

With consistent lead stages and activity tracking, teams can quickly see where every opportunity sits within their pipeline, while a built-in activity log supports operational oversight and compliance needs.

Automated engagement with Journeys

Lead Management integrates seamlessly with Total Expert Journeys, triggering personalized outreach based on lead creation, updates, or stage changes. Follow-up happens automatically, so loan officers don’t have to rely on memory or manual tasks.

Assignment queues & visibility

Unrouteable leads don’t disappear. Assignment queues ensure nothing is lost and give loan officer teams a chance to engage the lead to gather more information. Visual pipelines and reporting give leaders insight into performance, conversion, and bottlenecks.

Source & referral attribution

Understand where your best leads come from. Lead Management captures source and “referred-by” data, helping lenders optimize spend, strengthen partnerships, and double down on what works.

Streamline workflows and boost productivity

The problem isn’t always a lack of leads. It’s lacking a system to effectively engage and nurture the leads you have.

With Lead Management, loan officers can:

• See all leads in one place, tied directly to the contact record

• Prioritize high-intent borrowers using standardized stages

• Trigger or rely on automated Journeys for consistent follow-up

• Spend less time tracking leads and more time advising borrowers

The result is fewer missed opportunities, faster response times, and more productive selling time.

Deliver proactive engagement at scale

For sales leaders and operations teams, Lead Management delivers control without complexity.

Leaders gain:

• Real-time visibility into pipeline health and performance

• Consistent lead handling across branches and teams

• Confidence that every lead is being acted on quickly and compliantly

• A scalable foundation that grows with volume changes

By unifying routing, engagement, and reporting on a single platform, lenders can scale efficiently without adding redundant tools or increasing overhead.

From first lead to customer for life

Every lead is so much more than a transaction. They’re a chance to build a long-term relationship that grows your business and builds your brand. When lead routing and reporting is disconnected from engagement, those opportunities slip through cracks you can't even see.

Because Lead Management is fully integrated with the Total Expert platform, including Customer Intelligence and Journeys, lenders can begin building loyalty from the very first interaction. That means better experiences today—and stronger retention, repeat business, and referrals tomorrow.

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If you still view artificial intelligence as some unrealized, head-in-the-clouds, “I’ll believe it when I see it” concept, you’re already behind the times. That's exactly what we discussed on a recent episode of Lykken on Lending, where our own Mike Russell (Director of Product Integrations and Innovation at Total Expert) and Assurance Financial's Jessica Thames (Director of Marketing) sat down with David Lykken to explore how AI is already reshaping the way lenders engage with borrowers, manage outreach, and scale their business without sacrificing the human connection at the heart of the industry.  

For many loan officers, the idea of letting an AI talk to their customers understandably raises some eyebrows. After all, how is a machine supposed to replicate (or even replace) the kind of conversation that people have with a trusted professional? But as our conversation demonstrates, that’s not the goal of mortgage-specific AI tools. Instead of replacing loan officers, tools like Total Expert’s AI Sales Assistant empower them to focus on what humans do best: build relationships, provide guidance, and help customers make important financial decisions with confidence.  

Part of our conversation focused on the evolution from generic chatbots to AI-enabled automated outreach. Where chatbots followed a rigid script and were confined to specific “yes/no” or “if this, then that” workflows, AI-enabled assistants are able to engage in more dynamic conversations, react to unscripted questions or challenges, and become an extension of a lending team. For example, by leveraging data from Total Expert Customer Intelligence, our AI Sales Assistant can act on intent signals like credit improvement, rate drops, or equity thresholds that might otherwise go untouched. Loan officers can only make so many phone calls or emails in a given week, but an AI Sales Assistant can engage multiple opportunities simultaneously and won’t get discouraged if they don’t get an immediate response.  

Perhaps the most compelling part of the conversation came from the real success stories shared. Mike explained how early pilots showed real results within weeks, transforming difficult-to-convert leads into appointments that a loan officer could close, without manually dialing dozens of times. Jessica also highlighted how being freed from low-value tasks allowed her team to concentrate on delivering meaningful borrower interactions — and that this shift is fundamentally what AI should be about.

David, Mike, and Jessica also tackled the elephant in the room: the fear of AI replacing people. Rather than seeing AI as a threat, both Mike and Jessica frame it as a force multiplier that enhances productivity, enriches human jobs, and lets loan officers do more in less time. Mortgage professionals already use automated tools for things like email sequences or text triggers, but AI can’t replace our ability to empathize with a borrower who has credit challenges or a homeowner who needs a HELOC to help pay for urgent repairs. AI can only help you show up for more customers in the moments that matter.

The episode also dives into practical considerations like compliance, data quality, and best practices for implementation by giving listeners a grounded understanding of not just why AI matters, but how to make it work in real mortgage environments.

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