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The Handoff with Paul & Colin

The Handoff with Paul & Colin

Written by: Paul & Colin
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Every deal starts somewhere. A conversation. A referral. A moment where valuable information passes from one professional to the next.

That moment is The Handoff.

We are Paul and Colin — mortgage and insurance professionals having the conversations that move deals forward and build careers. Every episode we break down what buyers need to know, what young professionals need to hear, and what the industries we work in rarely say out loud.

Real estate. Mortgage. Insurance. Where they connect is where deals are won or lost — and that is exactly where we live.
Whether you are buying your first home, protecting your biggest asset, or building a career in this space — there is something here for you.

New episodes drop regularly. Subscribe so you never miss one.

Two trades. One conversation.

© 2026 The Handoff with Paul & Colin Economics Leadership Management & Leadership
Episodes
  • When Insurance Flags the House Before Closing | Ep. 03

    When Insurance Flags the House Before Closing | Ep. 03
    Jul 14 2026
    A real estate deal can look like it is moving toward closing, and then one issue can suddenly put the entire transaction under pressure.In this episode of The Handoff, Paul Martinez and Colin Lacey talk about what happens when a closing starts going sideways and the professionals involved have to step up, communicate clearly, and find a path forward.Paul shares a real insurance situation where an underwriter flagged a property right before closing because of concerns with the home, including the roof. The buyer was already under stress, relocating from another state, and trying to understand whether this was normal. Paul explains how insurance carriers look at risk, why roof age and roof type can matter, and why a house that “looks fine” may still create concern during underwriting.Colin brings the mortgage side into the conversation by discussing appraisal gaps, buyer decisions, contract pressure, and how one issue can affect the buyer, buyer’s agent, listing agent, seller, lender, insurance agent, and attorney. When a deal gets difficult, the problem is rarely isolated. Everyone feels it.The bigger conversation is about how professionals handle pressure. Paul and Colin talk about delivering bad news, bringing solutions before making the hard phone call, owning mistakes, learning from early career failures, and why trying to be fast without having a clear process can create bigger problems.This episode is for real estate agents, mortgage loan officers, insurance agents, attorneys, new professionals, and buyers who want to understand what really happens behind the scenes when a real estate transaction starts to fall apart.The Handoff is a podcast for real estate, mortgage, and insurance professionals who want to better understand where each industry connects, and for buyers who want to know what actually happens before closing day.Hosted by Paul Martinez and Colin Lacey.Topics covered in this episode:* What happens when insurance flags a home before closing* Why roof age and roof type matter in home insurance* How underwriting issues can affect a closing* Why a house can “look fine” but still create insurance concerns* Appraisal gaps and buyer decision-making* Condo and PUD insurance confusion* How professionals should deliver bad news* Why communication matters when a deal is under pressure* Owning mistakes early in your career* Why speed without process can hurt the handoff* How to learn from deals that go sidewaysSubscribe for more conversations about mortgage, insurance, real estate, and the professional handoffs that help deals get to the closing table.Chapters:00:00 Insurance flags the house before closing00:56 Is this normal right before closing?01:12 Why roof age matters to insurance carriers01:48 How insurance companies look at risk02:12 Why a roof can look fine and still be a problem02:53 The anxiety of delivering bad news03:45 Nobody wants to be the bearer of bad news04:17 Can a roof replacement agreement save the deal?04:56 What usually happens after closing05:27 Why this inspection happened before closing06:17 A rare underwriting situation06:37 Flat roofs and insurance concerns07:17 Roof replacement contracts and carrier requirements07:56 When deals do not work out as planned08:32 What mortgage issues can blow up a deal?09:19 Appraisal gaps and buyer decisions10:02 Condo and PUD insurance confusion10:53 The human side of a deal going sideways11:35 How to deliver hard news to clients12:28 Bring the solution before making the call13:13 Helping clients make the best decision13:48 How one problem affects multiple people14:29 Mistakes early in your career15:12 Colin’s hardest loan mistake16:21 Owning mistakes instead of blaming others16:54 Transparency and ripping the Band-Aid off17:28 Learning from a difficult closing18:01 Paul’s early insurance mistakes19:06 Why controlling the handoff matters20:15 Learning from failure in the industry21:08 Why doing too much early can hurt you22:22 Building a stronger professional foundation23:06 Why wins and losses both teach you24:13 Nothing changes if nothing changes25:04 Why one deal feels huge early in your career25:31 Final thoughtsDisclaimer:This content is for informational and educational purposes only. Nothing in this video should be considered financial advice, legal advice, insurance advice, a lending decision, a loan commitment, or a recommendation about your specific coverage, loan, risk, or financial situation. Every buyer, property, loan file, insurance policy, and transaction is different. Always speak directly with your licensed mortgage, insurance, real estate, legal, or financial professional before making decisions.
    Show More Show Less
    26 mins
  • Don’t Do This After Getting Pre-Approved | EP. 02

    Don’t Do This After Getting Pre-Approved | EP. 02
    Jul 7 2026

    Getting pre-approved for a mortgage does not mean you are clear to close.

    In this episode of The Handoff, Paul Martinez and Colin Lacey break down what buyers need to understand after getting pre-approved, including the difference between pre-qualification and pre-approval, why the underwriter still matters, how debt-to-income ratio can change, and why opening new credit or refinancing a car before closing can delay the entire process.

    We also talk about the hidden costs buyers forget after getting approved, including taxes, insurance, maintenance, lawn care, snow removal, heating, cooling, and the reality of living in the home after the excitement of buying it wears off.

    If you are a buyer, realtor, loan officer, insurance agent, or anyone involved in the home-buying process, this conversation will help you understand why communication matters before, during, and after the accepted offer.

    The Handoff is a podcast for real estate, mortgage, and insurance professionals who want to better understand the moments where each industry connects, and for buyers who want to know what actually happens behind the scenes before closing day.

    🎙 Hosted by Paul Martinez and Colin Lacey

    Topics covered:
    Pre-qualification vs pre-approval
    Hard credit pull vs soft credit pull
    Debt-to-income ratio
    Refinancing a car before closing
    Mortgage underwriting
    Clear to close
    Insurance quote vs binder
    First-time homebuyer mistakes
    Hidden costs of homeownership
    Building your buyer’s team

    Chapters:
    00:00 Don’t do this after getting pre-approved
    00:23 Pre-qualification vs pre-approval
    00:59 Does pre-qualified mean approved?
    02:40 Soft pull vs hard pull
    04:27 Pre-qualified or pre-approved?
    05:30 The underwriter makes the final decision
    06:35 The problem with fast pre-qualifications
    07:21 Maximum approval vs comfortable payment
    08:33 What happens after an accepted offer
    10:21 Should buyers shop mortgage lenders?
    12:43 What can go wrong before closing?
    13:46 Refinancing a car before closing
    15:22 How DTI can affect the mortgage
    16:20 Can this delay closing?
    17:45 What makes a strong pre-approval?
    19:03 Buyers going above budget
    20:34 Hidden costs of owning the home
    22:56 Avoiding buyer’s remorse
    24:33 The biggest pre-approval misunderstanding
    26:19 When the lender wants insurance involved
    28:20 Insurance quote vs binder
    29:40 Why underwriters want verified information
    31:06 What clear to close really means
    33:24 Why communication matters
    35:45 What a warm handoff looks like
    38:19 Why first-time buyers need education
    40:19 Build your buyer’s team early
    41:53 Final thoughts



    Subscribe for more conversations on mortgage, insurance, real estate, and the professional handoffs that help deals get to the closing table.

    Disclaimer:
    This content is for informational and educational purposes only. Nothing in this video should be considered financial advice, legal advice, insurance advice, a lending decision, a loan commitment, or a recommendation about your specific coverage, loan, risk, or financial situation. Every buyer, property, loan file, insurance policy, and transaction is different. Always speak directly with your licensed mortgage, insurance, real estate, legal, or financial professional before making decisions.
    Show More Show Less
    42 mins
  • Why Real Estate Deals Fall Apart at the Last Minute | EP. 01

    Why Real Estate Deals Fall Apart at the Last Minute | EP. 01
    Jun 30 2026

    Most real estate deals do not fall apart because nobody cared.

    They fall apart because mortgage, insurance, appraisal, underwriting, attorneys, realtors, and buyers are all moving at once, and the right conversations happen too late.

    In Episode 1 of The Handoff, Paul Martinez, licensed insurance agent, and Colin Lacey, residential loan officer, break down why the final days before closing can become the most stressful part of the entire transaction.

    This episode is about the hidden handoff between mortgage and insurance, why homeowner’s insurance can affect debt-to-income ratio, why buyers wait too long to start the insurance conversation, and why professionals need to communicate earlier if they want deals to actually close.

    If you are a realtor, loan officer, insurance agent, first-time homebuyer, or anyone working around the closing table, this episode is for you.

    In this episode:
    • Why the last 48–72 hours before closing get chaotic
    • How insurance premiums can affect mortgage approval
    • Why pre-approval is only the beginning
    • What buyers misunderstand about homeowner’s insurance
    • Why referral trust matters between professionals
    • How Paul and Colin think about relationship-based business
    • What The Handoff is really built to become

    Hosted by:
    Paul Martinez — Insurance Agent
    Colin Lacey — Residential Loan Officer

    The Handoff is a podcast for the people who actually close deals. Mortgage, insurance, real estate, and the professionals who make the transaction work.

    Chapters:
    0:00 Why deals fall apart at the last minute
    2:31 Welcome to The Handoff
    3:32 Why insurance gets handled too late
    6:40 Pre-approval to closing timeline
    8:27 Colin’s background in mortgage
    9:30 Mortgage is emotional, not just math
    12:00 Paul’s background in insurance
    16:15 What “the handoff” really means
    19:00 Where mortgage and insurance collide
    20:22 What happens when insurance premiums come in high
    23:00 Why old insurance estimates no longer work
    26:25 What drives homeowner’s insurance pricing
    30:39 What homeowner’s insurance actually protects
    33:06 Why insurance is not just another bill
    35:05 What Paul and Colin want this show to become
    39:37 What’s coming next

    Subscribe for real conversations about mortgage, insurance, real estate, referrals, trust, and what actually happens behind the scenes before the closing table.

    Disclaimer:
    This content is for informational and educational purposes only. Nothing in this video should be considered financial advice, legal advice, insurance advice, a lending decision, a loan commitment, or a recommendation about your specific coverage, loan, risk, or financial situation. Every buyer, property, loan file, insurance policy, and transaction is different. Always speak directly with your licensed mortgage, insurance, real estate, legal, or financial professional before making decisions.


    #RealEstate #Mortgage #Insurance #TheHandoff
    Show More Show Less
    40 mins
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