Whether it’s AI tech or new non-QM lenders, executive stresses importance of due diligence by brokers
Every day, mortgage brokers are bombarded by news of new products and services being developed for the mortgage industry. For smaller brokers, it can be overwhelming.
Whether it’s the newest artificial intelligence (AI) technology to streamline processes or a new non-QM lender offering a wide range of non-agency loans, it can be tough for brokers to figure out which products and services they need.
Laura Brandao (pictured top), CEO of Lighthouse Advisors, has seen brokers struggling with these choices. She said it’s the constant battle between falling behind and signing up for unnecessary tech.
“AI right now is in a weird spot, because people are like, ‘If I don't use it, am I being left behind?’” Brandao told Mortgage Professional America. “But then there are people who are selling them things that really aren't good. They're spending money on what they think they need, and they don't really need it. It’s not really applicable to their business.”
The shiny ball
Brandao advises her clients to really dig into any new technology they get offered and try to figure out whether they really need it. Is it something that will make their job easier, and are they signing up for something that might lock them into a long-term contract?
“Whether it's AI or whether it’s technology as a whole, I noticed so many people right now that are getting stuck with this,” she said. “If I don't jump on this bandwagon, I'm going to be left behind. They have to be careful of the shiny ball. The shiny ball is an easy distraction, and it's a very quick way to be strapped into contracts that maybe you don't need. You could be lean and structured without having to do that.”
Melissa Rifai’s journey from retail banking to launching her own brokerage is a masterclass in facing fears and finding freedom. After 15 years in retail, she made the leap thanks to advice from Julie Yarbrough and the energy of AIME’s Fuse event.https://t.co/mABNIf5WO7
— Mortgage Professional America Magazine (@MPAMagazineUS) September 25, 2025
As Brandao prepares to speak at AIME Fuse next month in Nashville, she said it’s the industry's ability to share information about the latest technology that she values about both the organization and the event. She said it is critical in an industry that sometimes sees limited sharing of knowledge.
“The thing I love about AIME, and I love about AIME Fuse, is people coming together to actually share what people are doing,” Brandao said. “I've noticed that I'm not seeing as much sharing as I used to see. I encourage people to recognize that there are great gold nuggets in simply listening and understanding what others are doing, because sometimes there's a blind spot. You're missing when you don't see what other people are doing right now.”
Non-QM growth
It’s not just technology that brokers need to sift through to figure out what they need. The non-QM lending space has been surging in 2025. One reason is that many customers have non-W-2 income sources due to the rise of the gig economy.
Brokers recognize the need for access to non-QM lenders to serve their customers. However, new lenders are popping up regularly, and Brandao said it’s essential to vet any new companies before sending business their way.
“Non-QM is growing, but I would say to anybody out there again, be careful with the shiny ball everybody is trying to sell you,” she said. “They say, ‘My non-QM is better than your non-QM.’ Take the time to actually learn it. Take the time to understand the different non-QM programs, and then figure out what lenders you work best with.
“There are a lot of different options and lots of different ways, but you've got to learn it first. The industry is changing. You have more gig economy. You have more people getting income from different sources, because that's our society at the moment. Don't be left behind. Every person has to understand who is best from a lending perspective, for the needs of their market.”
Brandao got a first-hand look at the surge in the non-QM space thanks to a recent conversation with a client in Alabama. They told her that 27% of the loans in Alabama are currently from investors who don’t live in the state, an increase from 11% two years ago.
She said that’s why staying on top of the markets you’re serving will ensure you have the tools you need, whether it’s new AI tech or a non-QM lender.
“You've got to know who those people are, and where they're coming from,” she said. “How do you connect to them? How do you service them? Who's the best lender? What's the best program? Pay attention to these changes in your local markets, or whatever markets you're licensed in, and make sure that you're staying on top of the new programs that are coming out. Because you have to keep evolving, whether it's tech or whether it's programs.”
Stay updated with the freshest mortgage news. Get exclusive interviews, breaking news, and industry events in your inbox, and always be the first to know by subscribing to our FREE daily newsletter.
