Key takeaways from MPA TV’s Broker Intel discussion featuring Insignia Mortgage co-founder Damon Germanides
The mortgage industry enters 2026 with a familiar mix of pressure and possibility: affordability remains strained, inventory is tight, and regulation continues to evolve. In a recent Broker Intel discussion on MPA TV, the expert panelists agreed that brokers who pair technology-driven speed with real human guidance will continue winning market share.
Insignia Mortgage co-founder Damon Germanides joined Tom Wallace (Edge Home Finance) and Andrew Russell (RCG Mortgage) to discuss the current mortgage landscape and what originators should do next. Their conversation wasn’t theoretical. It was grounded in day-to-day reality. They provided perspective on situations where borrowers can’t find homes, how pre-approvals die on the vine, and the growing gap between “getting leads” and “closing clean.”
Below are the highlights of this expert talk and its impact on borrowers, real estate partners, and anyone looking for a smarter lending strategy in 2026.
1) AI is speeding up mortgages—but it’s not replacing the originator
The panel agreed: AI is changing the operating tempo of mortgage origination.
Tom Wallace described a world where underwriting capacity expands dramatically—underwriters who used to manage 20–30 files can now handle far more, and complex income scenarios can be evaluated faster. Now, loan officers get answers quicker, while borrowers and agents get clarity sooner.
Damon echoed the value of these tools, in particular the opportunity to shorten turn times, improve responsiveness to agents, and give borrowers more immediate feedback on qualification and options. He believes the right stack can “supercharge” brokers—but only if it’s designed for how originators actually work.
Andrew Russell brought the counterweight brokers need to hear: technology is not a substitute for business development and relationships. In his words, “he or she who makes the calls wins.” Especially in the purchase business, grit, communication, and trust still decide which offers get accepted and which lenders win referral loyalty.
Overall, AI is an advantage—but only when paired with strong execution and human credibility.
2) The purchase market is still a relationship game—especially in low inventory environments
When inventory is thin, being “good” isn’t enough. Andrew framed it like this: there are fewer “pies,” so you need a bigger share of the “slices.” His team leans into proactive listing-agent outreach—positioning their buyer as strong and emphasizing speed to close.
Inventory constraints make every transaction more competitive, especially this 2026. Borrowers aren’t just shopping for rates, they’re trying to win homes. Realtors aren’t just looking for pre-approvals—they’re looking for certainty, communication, and fast problem-solving- especially when a deal gets tight.
Moreover, Damon emphasized the fact that purchase transactions continue to rely on credible, real-time human conversation. AI may help with refi automation and internal efficiency, but on purchases, the buyer and listing side still want an originator who understands nuance, can anticipate issues, and can explain the “why” behind the numbers. In a tight market, brokers win by delivering confidence, speed, clarity, and expertise.
3) The biggest headwinds: affordability and inventory (and they’re hitting even high earners)
Damon’s commentary on affordability was one of the sharpest moments in the discussion—because it didn’t romanticize the market.
Insignia Mortgage operates heavily in major metros (including California), and Damon described a growing trend: pre-approvals that fall apart not because credit fails, but because reality strikes. Even when financing is possible, borrowers reach a point where the monthly stress becomes defeating.
He highlighted a dynamic that many high-income buyers experience in expensive markets: even households earning what most would consider “top-tier” incomes can still struggle to purchase a home without taking on a payment that consumes an uncomfortable share of their monthly cash flow.
What stood out most wasn’t just the market observation;it was the philosophy behind it:
Sometimes the best advice isn’t “yes.” It’s helping the borrower decide whether the deal actually makes sense for their life.
That’s a key element of Insignia’s positioning: complex lending is not just about approvals—it’s about advising intelligently when leverage and affordability collide. Affordability pressure isn’t just a loan problem—it’s a decision-quality problem. Great brokers help clients think clearly.
4) Broker retention is an underused growth lever (and a major industry weakness)
Tom Wallace made a strong point that many brokerages don’t want to confront: retention in the broker channel is low compared to other lending models.
His argument was not about blaming originators—it was strategic: if brokers could materially improve retention through better systems and outreach, they would create a major advantage, especially when market volume is harder to come by.
Damon’s earlier comments connect directly to this: the broker who is honest, consistent, and easy to work with becomes the person borrowers come back to—sometimes after another lender fails to deliver. Retention isn’t accidental. It’s built through process, communication, and trust—especially when the first deal is complex.
5) Damon’s “wake-up call” strategy: diversify lender relationships and expand solutions
Damon outlined one of the biggest shifts in how he’s run Insignia over the past few years… When rate changes happened quickly, Insignia’s strong relationships with smaller banks and credit unions became a vulnerability—those institutions pulled back or hit capacity limits. That created a “double whammy” with rising rates and reduced lender availability.
Insignia’s response wasn’t panic. It was strategy.
- They diversified capital sources and products so that business isn’t dependent on a narrow lender set.
- They expanded into complementary solutions—Damon referenced building Insignia Capital Corp. as a bridge-lending platform to support developers and builders, while also creating a longer client lifecycle (bridge now, permanent financing later when stabilized).
Flexibility and innovation is key to success. The modern broker wins by being a solutions platform, not a single-lane lender.
6) Tech adoption must match the LO, not the other way around
Technology is only valuable if it becomes behavior, and behavior only changes when tools are intuitive. This was a very “real-world” point, and it matters for any growth-minded brokerage.
Damon noted that many successful originators are not technologists—and if the system is too complicated, it won’t be used. The goal is not “more tools.” The goal is better visibility and easier daily execution: dashboards, analytics, referral-source clarity, and action prompts that help LOs know where to focus.
7) 2026 outlook: don’t wait for rates to save you—build like it’s still hard
Overall, everyone agreed that 2026 will reward brokers who combine modern outreach with old-school competence.
Damon’s 2026 forecast summary:
- He’s not assuming rates will be a tailwind.
- If they improve, great—but brokers should prepare as if they won’t.
- The brokers who commit through challenging conditions build their reputations, develop niches, and “plant seeds” that pay off later.
Andrew’s 2026 perspective summarized as a two-part operating system:
- What you do when the phone rings (process, execution, tech, follow-through)
- What you do to make the phone ring (marketing, business development, relationships, education content)
Tom’s 2026 forecast:
Tom shared his belief that the 2026 broker is competing in a world where social and digital education matter more than traditional media. He emphasized that the originators who can teach clearly will win attention and trust at scale.
What does this mean for borrowers and partners working with Insignia Mortgage?
If you’re a borrower, investor, or real estate partner navigating 2026, the MPA TV discussion reinforces what Insignia Mortgage is built for:
- Complex files that require real underwriting intelligence
- Speed and execution when timelines are tight
- Honest guidance when affordability and leverage need to be balanced
- Creative lending options, including jumbo, non-agency strategies, and bridge-to-perm pathways
- A team led by professionals who understand that mortgage decisions are not just transactions—they’re long-term financial commitments
Damon’s approach to lending leadership is clear: use technology to move faster, but never replace the human expertise that wins purchases and builds trust. In a market where many deals die from uncertainty, that combination is exactly what clients and partners need.
If you’re planning a purchase, refinance, investment, or construction-related financing strategy in 2026, connect with the Insignia Mortgage team and explore options designed around your real-world scenario—not a one-size-fits-all box. Connect with our team today by clicking here.
References:
Germanides, Damon. “Experts give their thoughts on navigating challenges to find success in 2026.” Mortgage Professional America, Jan. 7, 2026. (Mortgage Professional)
“Damon Germanides.” Mortgage Professional America (Broker Intel profile). Accessed Jan. 8, 2026. (Mortgage Professional)
