Broker-to-Broker: Recent Episodes
AIME Association of Independent Mortgage Experts
Being an independent mortgage broker can feel like you’re facing big retail banks all alone. Why not learn from industry experts who have already forged the path? Join JP Hussey, Broker/Owner of the Hussey Team, as he goes in-depth about the business with industry experts and AIME members every Tuesday. Sit back, relax, and benefit from the insights you’ll need to further your breakthrough in the broker channel!
Episode 73: Six Sales Strategies to Win Every Deal
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon opens up his playbook and shares six of his top sales strategies for controlling conversations and closing more loans. He breaks down how to approach different client personalities and why the right question changes everything.
Broker Buzz
- – Whether 1099 loan officers should obtain separate E&O insurance, and why protecting your company is non-negotiable.
- – How to expand a one-man shop to bring on other loan officers, including the importance of building standards and checking state regulations.
- – The best tools for recording and transcribing borrower calls and why recording calls is a sign of professionalism, not trust issues.
Sales Training | Six Strategies to Control Any Conversation
Jonathon shares six of his top ten sales strategies, each designed for a different client personality.
There is a strategy for the shopper who wants to negotiate, another for the proud homeowner who needs validation, and one for the ChatGPT client who thinks they already know everything. There is also a way to build momentum before you even present a loan and a method for shining light on the problem instead of the product.
If you are losing deals, it is not because your product is wrong. It is because your conversation needs to change.
Story Time | A Journey of Personal Growth
The fortune cookie this week promises a journey of personal growth. Jonathon reflects on the opportunities that have come his way recently and why growth requires commitment, not just intention. Tommy adds that everyone is on a personal journey, but not everyone is growing. The message is simple.
Personal development is not passive. It is a choice you make every single day.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #SalesTraining #SalesStrategies #PendulumSale #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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What if one decision you make today could give you more choices tomorrow, even during life’s most unexpected and difficult moments?
In this episode, Laura Brandao sits down with Celeste Sierra, better known as Your Mortgage Geek, for a deeply personal and powerful conversation about preparation, resilience, and the freedom that comes from planning ahead.
Celeste has nearly thirty years of experience in the mortgage industry and is passionate about helping clients build wealth through real estate. But her story goes far beyond mortgages. She shares how a decision she made five years ago to plan for retirement ended up giving her the freedom of choice when she was diagnosed with stage three breast cancer earlier this year.
She opens up about her journey, from the shock of diagnosis to researching alternative treatments and using the living benefits from her policy to fund her care.
She also talks about why she chose to share her story publicly and what she hopes other women will take away from her experience.
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WMN #WomenInMortgage #FreedomOfChoice #Resilience #LivingBenefits #FinancialPlanning #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 28 appeared first on AIME.
Episode 255
Host: Marc Summers (AIME’s Founding President)
Guest: John McLaughlin (Broker & Owner of McLaughlin Mortgage)
This week’s episode features John McLaughlin, who started in real estate as a top 1% agent before transitioning into the mortgage space.
After two years in retail lending, John made the jump to the broker channel and hasn’t looked back. He shares how he built his tech stack from the ground up, why treating realtor partners as valuable assets is key to long-term success, and how the Brokers Are Best community has been instrumental in his growth as a broker owner.
Key Takeaways:
- – How the retail experience pushed him toward the broker channel.
- – Treating realtor partners as valuable assets, not just transaction facilitators.
- – The value of community and why the Brokers Are Best Facebook group is a must-join.
- – Why tech stack fragmentation is a challenge and how AI can bring clarity.
- – Why getting control of your calendar is the first step to getting control of your business.
Golden Nugget:
“Coming from retail, your world is your little bubble. In the broker channel, you need something, ask. Someone will step in and help out. You will always learn something by asking a question.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
RetailToBroker #TechStack #RealtorRelationships #MortgageBroker #CommunityMatters #BrokerLife #JohnMcLaughlin #MortgageTech #BrokersAreBest #AIME #Podcast #Network
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Episode 72: Reverse Engineering Success with Michelle Mikel
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Michelle Mikel, author of The Black Line and creator of Beyond The Method.
In this episode, Jonathon and Tommy are joined by returning guest Michelle Mikel for a conversation about reverse engineering your business, building a prospecting process that actually works, and why the path to success is rarely a straight line.
Broker Buzz
- – Whether a conventional loan can close with a DACA borrower whose documents have expired, and why the lender’s guidelines matter more than the title company’s flexibility.
- – FHA guidelines for employment gaps due to childbirth and infant care, including the return to work rule and potential waiting periods.
- – How to handle a divorce scenario where the ex-spouse stopped paying the mortgage, including the importance of the divorce decree timeline.
Sales Training | Reverse Engineering Your Business
Michelle shares how she reverse engineered her swimming career to become a top competitor, and how that same process now drives her business.
She explains her Drivers and Levers framework, starting with identifying what you actually need booked on your calendar, then using a personal or professional connection as the bridge, then crafting the message itself, and finally projecting ninety days out.
Most people do not lack ambition. They lack a path to follow.
Story Time | October Will Be a Month of Happiness
The fortune cookie this week looks ahead to October with a promise of joy and contentment. Jonathon connects it to the post-Fuse recovery period and his commitment to staying focused on health. Michelle shares that October will be two months after her return to the speaking circuit. Tommy plans to celebrate with a Penguins game and a hiking trip.
This episode is a great reminder for us all. Rest is NOT a reward. It’s the cost of staying in the game.
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MortgageBroker #ReverseEngineering #SalesTraining #Prospecting #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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Episode 254
Host: Marc Summers (AIME’s Founding President)
Guest: Joseph Dionne (Managing Partner at appli Home Loans)
This week’s episode features Joseph Dionne, who took a job out of college as a real estate assistant and built it up into a thriving mortgage brokerage. It wasn’t always easy!
His turning point came after a car accident left him with a broken back and a choice to make. Let the injury define him or push past every limitation being placed on him. Joseph shares how ultra marathon training taught him discipline, consistency, and the importance of surrounding himself with people who pour into him.
Key Takeaways:
- – How applying ultra marathon discipline to business creates sustainable success.
- – Why you have to reach out to your team, not just be available when they need you.
- – The importance of being the “I know a guy” person so clients call you for more than just mortgages.
- – Why structure and planning matter more than hustle alone.
Golden Nugget:
“You can’t fake dedication. If you don’t consistently do the boring stuff, you go from being at your peak to being the guy on the sidelines who can’t get off the couch.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
LeadershipMindset #Discipline #MortgageBroker #ScalingYourBusiness #UltraMindset #RelationshipBuilding #appliHomeLoans #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
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Episode 71: How Many Questions Are You Asking?
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy challenge listeners to think about the questions they are asking, both in sales conversations and in life. Jonathon shares a stat he learned on a recent Mortgage Morning Call that might make you rethink how you engage with prospects.
Broker Buzz
- – Whether a fix and flip on a HUD property with a one year right of redemption is worth pursuing, and why red flags are everywhere.
- – FHA guidelines for employment gaps due to childbirth and infant care, including the return to work rule and potential waiting periods.
- – What to do when a 4506-C is rejected despite everything being correct, and why having the client pull their own transcripts is often the fastest fix.
Sales Training | Ask More Questions
The average man asks only 1.7 questions on a first date. Jonathon texted his wife to ask how many he asked on theirs. Her answer: easily twenty five. The difference is curiosity. If you are struggling to connect with prospects, ask yourself how many questions you are actually asking.
Record your calls, tally them up, and watch what happens when you stay curious.
Story Time | Your Monday Mindset Will Attract Opportunities
How you start your week sets the tone for everything that follows. Tommy uses Mondays to plan his entire week and prioritize what actually matters. Jonathon had a follow up to a major meeting scheduled for Monday right after reading this fortune. Plan ahead, stay focused, and watch opportunities find you.
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MortgageBroker #SalesTraining #AskMoreQuestions #Curiosity #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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Stacy Pingree was told she “wouldn’t make it” in the mortgage industry after just one week.
She ignored that advice. Today, she’s the founder and CEO of Radiant Financial Group, a real estate investor, and the host of the Legacy Wealth Podcast.
Safe to say, she made it.
Shelby Vinson sits down with Stacy Pingree, founder and CEO of Radiant Financial Group, real estate investor, and host of the Legacy Wealth Podcast, who shares a powerful message about leveraging the mortgage industry to build generational wealth.
They talk about the importance of mindset, setting clear financial goals, and creating systems that help loan officers scale their businesses and build their wealth at the same time.
Stacy opens up about navigating the ups and downs of the market, the power of partnership, and why harmony beats balance time after time.
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WMN #WomenInMortgage #LegacyWealth #RealEstateInvesting #WealthBuilding #MindsetMatters #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 27 appeared first on AIME.
Episode 70: Maybe It’s Not The Leads? Maybe It’s The Questions.
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this 70th episode, Jonathon shares a story from his first month in the industry that changed everything. The leads were not the problem. The conversations were. And the only way to fix them was to ask better questions.
Broker Buzz
- – Whether a conventional loan can be used to buy a home with a gutted master bathroom, and why the appraiser’s determination matters.
- – HELOC options for a home already listed for sale, including bridge loans as a better alternative.
- – How to use a daughter’s Social Security disability income to help a mother qualify for a loan, and why the payee must be updated first.
Sales Training | Ask Better Questions
In his first month as a loan officer, Jonathon was getting hung up on constantly. The breakthrough came when he stopped blaming the leads and started changing his questions.
He started researching the client’s area before calls, and learned to match his cadence to the client. Meet the clients where they are and don’t expect them to come to you naturally. If you are struggling, it is probably not the leads. It’s like the questions that need changing. Record your calls, listen to yourself, and ask something different.
Story Time | Stay Open to Constructive Criticism
The fortune cookie this week delivers a message about staying open to feedback. Jonathon admits that early in his career, he hated criticism from people he did not know. Now he craves it from people he trusts. Tommy adds that criticism only has value when it comes with direction. Just saying “I do not like this” is not helpful. Saying “Here is how we can make it better” is.
Feedback is a gift when it comes from the right people with the right intent. Stay open, stay curious, and keep improving.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #SalesTraining #LeadGeneration #ConstructiveCriticism #AskingBetterQuestions #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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Episode 253
Host: Marc Summers (AIME’s Founding President)
Guest: Kathy Dey (Director of Operations at Apex Processors)
This week’s episode features Kathy Dey, a mortgage operations veteran who started her career in telemarketing at 16 and has since held roles in origination, compliance, underwriting, and processing management.
Now leading operations at Apex Processors, Kathy shares her unique perspective on the broker-processor partnership, why contract processing is changing the game for LOs at every production level, and how finding the right “work spouse” can transform your business.
Key Takeaways:
- – Why processors should own the file from submission to CTC, so you can focus on originating.
- – The importance of personality matching when pairing LO’s with their processors.
- – How empowering processors through community and training can benefit the entire brokerage.
- – How trust is built over time and why grace and resolution matter more than perfection.
Golden Nugget:
“Your processors know just as much, if not more, than you do. Leave the processing to the pros. You originate.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
MortgageTech #Loans #Processing #Operations #Excellence #LoanOfficerSupport #TeamWork #Trust #ApexProcessors #ClosingMadeEasy #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Kathy Dey – Ep. 253 appeared first on AIME.
Episode 69: Truly Disconnecting on Vacation
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy tackle a topic that every mortgage professional struggles with: how to step away from work and actually recharge.
They share what has worked for them, what has not, and why setting boundaries is the kindest thing you can do for yourself and your team.
Broker Buzz
- – Whether a client buying a new primary with a VA loan must sell their current home with a reverse mortgage before closing.
- – How to handle a self-employed roofer switching to W-2 income before a VA loan assumption, and why the underwriter is likely to ask questions.
- – The best PDF software alternatives to Adobe, and how this sparked dozens of passionate comments in the Facebook group.
Sales Training | Disconnect to Stay Productive
Tommy shares how he stopped telling everyone “just reach out if you need me” and designated a select few people who truly understand what an emergency is instead.
Jonathon admits he still struggles to disconnect but found that planning activities, bike rides, and historical trips helps him shift his focus after a brief bout with anxiety.
You are not that important that the company will fall apart without you. If you cannot step away for a week, that is a problem with your systems, not your work ethic.
Story Time | Delay Is the Deadliest Form of Denial
This week’s cookie arrives with a clear message (and a small typo) to keep things honest. Delaying the things you know you need to do is a form of denial. Jonathon connects it to his own tendency to push things off, and Tommy shares how he keeps a checklist and clears his plate so his team never gets paused waiting on him.
The message is simple. Do not let the things that matter most sit on your list. Attack them, clear them, and move forward.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #WorkLifeBalance #Vacation #Disconnect #SalesTraining #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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What if the secret to taking the next step was actually surrendering control?
Fannie Mae West sits down with Tressa Pope, founder of the Loan Officer Playbook, for a conversation about building up your team the right way, so that you have a chance to grow without burning out.
Tressa brings over 25 years of mortgage experience and a first-hand understanding of what happens when you have the right LOA in place, and what happens when you don’t.
They talk about why most training programs can miss the mark, how to train an LOA who actually understands what you’re asking of them, and the one thing that loan officers need to be doing before they even start the hiring process.
If you feel like you’re doing everything yourself and wondering how to take the next step, this episode can show you the guide to building a team that works for you.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #LOA #LoanOfficerAssistant #SystemsAndProcesses #MortgageJourney #ScalingYourBusiness #TeamBuilding #Empowerment #BrokersAreBest #AIME #Podcast #Network
The post Women’s Mortgage Network Podcast: Episode 26 appeared first on AIME.
Episode 68: Adaptability, Resilience, and Leading Through Uncertainty with Christine Beckwith
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Christine Beckwith, CEO of 20/20 Vision for Success Coaching & Consulting.
Jonathon and Tommy are joined by Christine Beckwith for a deep conversation about what it takes to survive and thrive in any market.
Christine shares her journey through multiple industry cycles, the importance of adaptability, and why the ability to pivot is the single most important skill you can develop.
Broker Buzz
- – Whether a self-employed borrower with only one year of tax returns and no prior filing history can qualify, and how to handle the conversation with compassion.
- – Options for a bartender who does not report cash tips but deposits them weekly, including why verifiable income matters.
- – The quickest way to put a lien on a free and clear property for a VA cash out refinance.
Sales Training | Adaptability Is Survival
Christine shares her story, where she started as a credit union teller at eighteen and taught herself to calculate actuated payoffs when no one else would. That hunger to learn carried her through countless market cycles, layoffs, and the closure of a national mortgage company.
If you are waiting for the market to return to what it was, then you are already falling behind. The brokers who are seeing the most success are the ones who figured out the market and got ahead without staring in the rearview mirror.
The ability to adapt, break bad habits, and do the things you don’t want to do is what separates everyday brokers and the most successful individuals in the industry.
Story Time | Happiness in Family and Relationships
The fortune cookie this week hits close to home for everyone.
Christine talks about moving back home to be closer to her family after her sister passed away. Jonathon shares how his wife has taught him to prioritize those who matter most, leading to hours of precious family time getting recorded to look back on in the future. Tommy looks ahead to a trip with his parents and how much experiences like that can mean to us.
The message is simple. Happiness is not found in production numbers. It is found in the people you love and the moments you create with them.
Listen wherever you get your podcasts
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Adaptability #Sales #MortgageIndustry #Training #Resilience #HousingMarket #RealEstate #Lending #BrokerCommunity #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 68 appeared first on AIME.
Episode 67: “This Happened. Now What?”
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon shares a deeply personal story about his great-grandmother, who lost everything and still found a path forward. Her motto, “This happened, now what?” became the foundation for a three-step framework that applies to sales, business, and life.
Broker Buzz
- – Whether a mortgage debt can be excluded from DTI if someone else has been making payments for three years, and why being on the original note is the key.
- – How sellers can request cross qualification with a preferred lender without violating RESPA, and where that fifteen hundred dollar credit is actually coming from.
- – How to prove IRA distributions when a provider like Charles Schwab will not issue a letter, and where to find the right form.
Sales Training | Stop Selling from Emotion
When Jonathon’s great-grandfather passed away, his great-grandmother was left with nothing. Instead of losing hope, she walked the cobblestone streets selling olive oil to feed her children. Her philosophy was simple: ‘This happened, now what?’
The full explanation of how to apply this in your everyday life and business is in the episode, but the core message is very simple. Do not let emotion cloud your response. Focus on what is in front of you and take the next step.
Story Time | A Deep and Meaningful Conversation
The fortune cookie this week promises that a deep conversation with a close friend will lead to a breakthrough. Jonathon reflects on how those moments have shaped his life, especially when people who know him well help him see things he cannot see himself. Tommy adds that these conversations only work when trust is already built. So remember to never underestimate the power of honest dialogue with the right people.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
Schwab IRA Distribution Form: https://www.schwab.com/resource/ira-distribution-form
MortgageBroker #SalesTraining #Resilience #Mindset #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 67 appeared first on AIME.
What if the hardest thing that ever happened to you was actually the thing that set you up for your greatest success?
In this episode, Amanda LeDuc sits down with Allison Thenhaus for a conversation about resilience, reinvention, and building a business that truly fits your life.
Allison shares her remarkable journey from a life changing detour in her twenties that forced her to rebuild, to becoming a thriving mortgage professional who now travels seventy days a year with her daughter to horse shows while closing over one hundred loans annually.
She also gets real about the fear of letting go of control, the process of hiring her first loan officer, and why watching that partnership change someone else’s life has been more rewarding than any ranking or paycheck.
If you have ever wondered how to scale your business without sacrificing your family, you can expect this episode to resonate with you in a special way.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #Resilience #ScalingYourBusiness #MomLife #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 25 appeared first on AIME.
Episode 252
Host: Marc Summers (AIME’s Founding President)
Guest: Christine Beckwith (CEO of 20/20 VSC)
This week’s episode features Christine Beckwith, a mortgage industry veteran with decades of experience in roles like executive leadership, origination, and master coaching.
As the CEO of 20/20 VSC, Christine has built a comprehensive coaching platform designed to help originators and leaders reach new heights. In this episode, she offers a strong perspective on the current economic climate, highlighting what has changed in the refi market and how originators can put themselves in position to win despite a rate-resistant environment.
Key Takeaways:
- – Why the current market requires a shift in mindset, not just harder work.
- – How to vet and build relationships with your realtor partners the right way.
- – How to overcome rate objections by focusing on total cost and financial security.
- – Why building a business plan is just the beginning and accountability is the real work.
Golden Nugget:
“It’s not about saving rate money anymore. It’s about saving the American homeowner from themselves.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
MortgageCoaching #SalesMindset #FinancialAdvocacy #RefiOpposition #EconomicOutlook #OriginatorSuccess #ChristineBeckwith #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Christine Beckwith – Ep. 252 appeared first on AIME.
Episode 66: Controlling the Conversation
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy break down advanced sales techniques for taking control of conversations with clients, agents, and team members. Jonathon shares a six step framework that moves beyond basic objection handling and into true conversation leadership.
Broker Buzz
- – The best tools for seamless team communication, including Slack and Roam, and how to set up channels that reduce noise and prevent burnout.
- – The good, the bad, and the ugly of working with a coach, and why execution matters more than the content.
- – How to build relationships with listing agents using Monday check-ins and Friday closeouts that show organization and professionalism.
Sales Training | Six Steps to Control Any Conversation
Early in his career, Jonathon would chase every objection and get defensive the moment a client pushed back. Over time, he developed a six step framework that changed everything.
The full breakdown is in the episode, but the core philosophy is simple. Stop chasing the first objection, learn to reframe instead. Give clients lanes rather than letting them dictate every direction.
Do not be afraid to recommend a path forward, even if it is not what the client initially asked for. And always end with a clear next step, never a vague “let me know what you think.” The goal is not to win an argument. The goal is to lead the client to the best decision for their family.
Story Time | Follow the Path of Gratitude
Jonathon reflects on how pausing to appreciate what he has always shifts his mindset, even when life gets chaotic. Tommy shares that he has replaced quick “thanks” responses with “I appreciate you,” a small change that deepens every interaction. It’s a nice reminder that gratitude isn’t a feeling, but a practice.
Listen wherever you get your podcasts
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MortgageBroker #ConversationSkills #Coaching #Communication #ListingAgents #CashToClose #Gratitude #ProfessionalDevelopment #MortgageIndustry #BrokerCommunity #RealEstate #Lending #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 66 appeared first on AIME.
Episode 251
Host: Marc Summers (AIME’s Founding President)
Guest: Ryan Whitfield (Home Loan Specialist at C2 Financial)
This week’s episode features Ryan Whitfield, who spent a decade as a pastor before transitioning into the mortgage industry. Ryan shares how his background in building trust and connecting with people became the foundation of his lending business.
From struggling with internet leads to building a referral based model around first time homebuyers, Ryan offers a refreshing perspective on partnership, family, and finding your true value add.
Key Takeaways:
- How his previous careers became the bridge to successful lending.
- The difference between a vendor with the lowest rate and a true mortgage partner.
- Why consistency and communication matter more to partners than gifts or gimmicks .
- The importance of scaling your team to buy back your time and protect family priorities.
Golden Nugget:
“If your greatest value add is the lowest rate, then you better be committed to having the lowest rate in your town. Otherwise, figure out what your value actually is.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
FirstTimeHomebuyers #ReferralBusiness #MortgagePartnerships #WorkLifeBalance #C2Financial #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Ryan Whitfield – Ep. 251 appeared first on AIME.
Episode 65: Leading the Conversation with Confidence
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy share practical strategies for taking control of sales conversations without being aggressive or rude. Drawing from lessons learned in his grandmother’s home, Jonathon explains how to be direct, kind, and effective all at once.
Broker Buzz
- – Whether a property inspection report can be transferred like an appraisal, and what happens when Freddie Mac’s AUS findings change.
- – How to handle a borrower with past financial crime convictions, including when to call the lender directly and when to walk away.
- – The right way to qualify restaurant income with tips, including separating tips as commission income and using year end pay stubs.
Sales Training | Five Steps to Lead Any Conversation
Jonathon shares five steps for taking control of sales conversations while keeping the client feeling heard.
First, lead with confidence. Start with questions like “What matters most to you and what would make this a win for your family?” Second, ask better questions that cannot be answered with yes or no. Third, tell the truth early, but without an “I told you so” attitude. Fourth, stop chasing people who are not serious. If a client will not commit after you solve their problem, they are not a priority. Fifth, be okay with silence. Hit mute, wait, and let the client think. The person who speaks first after a tough question often loses the leverage.
Tommy adds that the best sales conversations are like a ‘choose your own adventure’ novel. The client/reader makes the choices, but you are the author who sets the paths.
Story Time | June Is Filled with Laughter and Fun
Months ago, a fortune cookie promised that June would bring laughter and fun. Jonathon and Tommy set a calendar reminder to check back. Now, Jonathon is in Las Vegas for his wife’s birthday, and Tommy is preparing for a beach trip with family. The cookie was right. The message is simple. Plan the fun, mark the calendar, and let yourself enjoy it when it arrives.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #SalesTraining #ConversationSkills #LeadGeneration #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 65 appeared first on AIME.
In this episode, Julie Yarbrough sits down with Elizabeth Cassidy, an Air Force veteran, military spouse, and mother of four who also happens to be one of the most outspoken and successful VA loan officers in the country.
Elizabeth shares what it really means to fight for veteran families, from the moment a listing agent told her an amputee from Afghanistan didn’t have “enough skin in the game” to the cease and desist letters she’s turned into paper airplanes.
She also talks about balancing a two hundred unit per year business with cooking dinner every night, cheering on her competitive cheerleader daughter, and why she stopped caring what other people think of her “unprofessional” opinions.
If you have ever been told to tone it down or wondered how to build a business without dimming your light, this conversation is for you.
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WMN #WomenInMortgage #VALoans #MilitarySpouse #VeteranOwned #TopProducer #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 24 appeared first on AIME.
Episode 250
Host: Marc Summers (AIME’s Founding President)
Guest: Tanner Mulvihill (Owner and Senior Loan Officer of Bayfield Home Loans)
This week’s milestone 250th episode features Tanner Mulvihill, a former United States Marine turned mortgage broker who has spent over two decades perfecting the art of the bold move.
Tanner shares his three stage blueprint for loan officers: how to survive and thrive as a new LO, how to lock in systems and past client relationships in the middle years, and how a bold relocation can breathe new life into a veteran’s career.
Key Takeaways:
- The ninety day grind: open houses, Facebook videos, and thank you cards for new loan officers.
- Why sending a thank you card every time you pull credit can save deals and build loyalty.
- The pizza strategy: how one loan for a military unit turned into forty closed transactions.
- Moving to a new market as a veteran loan officer to reset relationships and find new opportunities.
Golden Nugget:
“If you don’t have the gift of rolling out of bed and getting a two million dollar deal, you need to grind. The true top producers have both the gift of luck and the gift of drive.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
VALoans #Veterans #LoanOfficerTips #MortgageSystems #BoldMoves #NewLoanOfficer #ReferralBusiness #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
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Episode 64: How & When to Fire Your Real Estate Agent
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy discuss a difficult but necessary skill for any loan officer: knowing when a partnership is doing more harm than good and how to end it professionally.
Broker Buzz
- – The latest AI compliance guidance from Fannie Mae, including the eight things every broker must do regarding governance, documentation, accountability, and oversight.
- – Financing options for a borrower with a 600 FICO, who needs cash out of an investment property for repairs.
- – How to document foster care income for a mortgage, including the letter from the state and the twelve to twenty four month history requirements.
Sales Training | How to Break Up with a Bad Agent
Not every relationship is worth saving. Jonathon shares a four step framework for professionally ending a partnership with a real estate agent who only calls with fires, blames you for everything, and never sends referrals.
Step one, decide before the call that you are communicating a decision, not negotiating. Step two, be direct and professional. Start with “We are about to have an uncomfortable conversation.” Step three, give a clear reason without over explaining. Step four, do not take the bait. Keep it simple and walk away with clarity, not conflict.
Ask yourself one question before you keep trying to save a bad relationship. Am I fighting for this because it is valuable or because I do not want to admit I let it go on too long?
Story Time | September Surprises
The fortune cookie this week looks ahead to September as a month of unexpected surprises and opportunities. Jonathon connects it to Fuse, his kids’ birthdays, and the natural rhythm of conference season. Tommy shares plans for a birthday trip to Austin to reconnect with old friends.
Listen wherever you get your podcasts
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MortgageBroker #AICompliance #FannieMae #RealEstateAgents #SalesTraining #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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Episode 63: Proactive vs. Reactive Sales
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy explore the fundamental difference between loan officers who consistently close deals and those who watch opportunities slip away. The gap is not talent or luck. It is preparation.
Broker Buzz
- – Whether a husband who is a realtor can use his three percent commission as a gift for his wife’s cash to close, and what documentation is required.
- – How to handle income from a salaried attorney who just became a law firm partner and now receives K-1 distributions instead of a W-2.
- – The best apps for productivity and organization, including how Jonathon uses ChatGPT to manage everything from loans to Bible study to his kids’ school.
Sales Training | Ten Minutes of Preparation Changes Everything
Have you ever lost a deal to another loan officer and blamed the client? Jonathon has been there too. The truth is you dropped the ball somewhere. The reactive salesperson calls with no intention, no notes, and no memory of the client’s story.
The proactive salesperson does ten minutes of recon before picking up the phone. They check social media. They review past conversations.
They know about the second child, the credit card debt, the specific pain points. Then the call sounds completely different. “I noticed something that could free up cash flow for your growing family. Can I run it by you?”
That client feels seen. That client stays on the line. Sales is preparation, not personality. Record your calls, take notes, and stop dialing without a purpose.
Story Time | Educational Journeys and Unexpected Twists
The fortune cookie this week lands with perfect timing. Jonathon shares that he enrolled in college on his grandmother’s birthday, fulfilling a promise he made to her years ago when she told him to take a chance on mortgages. Fifteen years later, he is turning in assignments and embracing the unexpected twists of his own educational journey. Tommy adds that his path from interactive design to web development to marketing director to AIM proves that the best journeys are rarely straight lines.
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MortderateBroker #ProactiveSelling #SalesTraining #FollowUp #Productivity #RealEstateCommission #GiftFunds #K1Income #LawFirmPartner #ChatGPT #RemindersApp #TimeManagement #SalesPreparation #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
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What if your superpower wasn’t just closing loans, but helping people truly understand what they’re signing for the first time?
In this episode, Melissa Rifai sits down with Jade Taylor, broker owner of her own mortgage company, for a beautiful conversation about serving the Brazilian community and building a business around connection, not just transactions.
She opens up about the early days when she almost gave up after six months without a single contract, how her husband pushed her to keep going, and what it felt like when that first deal finally came through.
Jade also talks about the unique challenges of working with Portuguese speaking clients, from hour long phone calls to recording Loom videos to help them understand every document, and why she wouldn’t trade it for anything.
If you have ever considered niching down into a community that needs you, or just need a reminder that persistence pays off, this episode will inspire you.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #BrokerOwner #Leadership #Resilience #WorkLifeHarmony #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 23 appeared first on AIME.
Episode 62: Building Relationships That Last with Jason Taormina
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Jason Taormina of AutoPayPlus.
In this episode, Jonathon and Tommy are joined by Jason Taormina to discuss what it really means to run a relationship based business in an industry that constantly pushes you toward the next deal. Jason shares how loan officers can stay connected with borrowers after closing, help them pay down debt faster, and position themselves as the trusted financial concierge for life.
Broker Buzz
- – Whether appraisals are coming in low more often, and how Fannie Mae’s risk assessment system is changing the game.
- – How to help a borrower verify an IRS payment plan when the agency says they cannot reissue the letter. (Spoiler: they can.)
- – A proven email marketing strategy that turned cold realtor outreach into lasting referral relationships.
- – Practical advice for using AI even if you dislike it, including the microphone feature and breaking through writer’s block.
Sales Training | The Relationship Starts After Closing
Most loan officers say they want a relationship based business, but the industry makes it hard to stay connected. Jason shares how AutoPayPlus helps borrowers pay down debt strategically, build equity faster, and shorten the sales cycle for future business.
For the loan officer, this means having a real reason to call past clients beyond just checking in. Whether a borrower is at a high DTI or simply wants to be in a better position for their next home, helping them manage their finances after closing turns a one time transaction into a lifelong partnership.
Story Time | Clarity in Decision Making
The fortune cookie this week delivers a timely reminder about making clear, data driven decisions. Jonathon shares how he has been restructuring his calendar around his brain patterns and working with researchers to be more intentional about when he makes choices.
Jason adds that a study of top CEOs found decisiveness to be the one constant across all of them. The message is clear. Emotional reactions have their place, but data does not lie. Build systems, trust the numbers, and make decisions with clarity.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #FinancialLiteracy #RelationshipBuilding #SalesTraining #AutoPayPlus #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 62 appeared first on AIME.
Episode 61: Certainty Over Information
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy discuss the fundamental shift in how consumers approach major financial decisions. With five hundred million weekly users on ChatGPT and nearly half a billion on Reddit, your clients are already researching before they call.
The question is no longer about whether they have information or not. The new question is whether you can give them something that A.I. cannot.
Broker Buzz
- – Practical strategies for generating refinance business when rates are unfavorable.
- – Whether a seller can raise the purchase price after an appraisal comes in high, and why the buyer’s agreement is only the first step.
- – How to qualify a firefighter with only six months on the job, and the difference between salary and hourly income.
- – The fastest way to get amended tax transcripts when a borrower has filed an update with the IRS.
Sales Training | Isolating Objections Before You Present
Consumers do not need you for information anymore. They need you to give them certainty. That means clear direction, trust, and questions deeper than what a chatbot can ask.
Jonathon shares why most salespeople fail by presenting before they isolate objections.
If a client says they need to talk to their spouse after you have already given them the numbers, you have already lost. The core message is simple and powerful. Be proactive, not reactive. Ask before you present, and don’t be afraid of an awkward silence.
Story Time | Laughter and Joy Are Coming Your Way
The fortune cookie this week delivers a welcome promise after a long week. Jonathon reflects on how the moments he remembers most are not the stressful ones but the times he laughed uncontrollably with family and friends.
Whether it is a Bruno Mars concert with his wife or a trip to Mexico for a friend’s wedding, the message is simple. Surround yourself with people who smile. Seek out joy. It will make you happier, more effective, and better at everything you do.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
Files mentioned can be found here: https://aimegroup.com/wp-content/uploads/2026/05/Isolating-Objections-Training.pdf
IndustryShift #AI #MortgageBroker #ModernSales #ObjectionHandling #SalesTraining #Refinance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 61 appeared first on AIME.
What if the hardest part of running your own brokerage wasn’t the loans, the systems, or the compliance, but learning to say no?
In this episode, Amy Hulett sits down with Ashlin Endter, broker owner and CEO of 4MG Mortgage LLC, for a raw and real conversation about building a business from the ground up.
Ashlin gets real about her journey from single mom to running a multi-state brokerage and gets honest about the confidence that drove her to open her own shop, the hard lessons she learned along the way, and why “no” is now her favorite word.
They dive into the reality of broker ownership, the hidden costs nobody warns you about, and why work-life balance might not exist, but work-life harmony does.
If you have ever wondered what it really takes to run your own brokerage, or just need permission to protect your time and your peace, this one is for you.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #BrokerOwner #Leadership #Resilience #WorkLifeHarmony #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 22 appeared first on AIME.
Episode 249
Host: Marc Summers (AIME’s Founding President)
Guest: Mario Escobedo (Owner and Founder of Sienna Mortgage)
Mario Escobedo grew up around the mortgage industry, stepped away from it, and ultimately came back to build something all his own.
He shares how his early years as a loan coordinator shaped his understanding of the business, why he treats every client interaction like a system, and how giving value without asking has become the cornerstone of his success with realtor partners.
Key Takeaways:
- Why “partner” is the most important word in his vocabulary and how he reinforces it.
- Mario’s experience growing up around the mortgage industry, stepping away, and making a triumphant return a decade later.
- How to proactively educate clients and partners instead of reacting to problems.
- Using social media as a social CRM to stay top of mind without being annoying.
- How the AIME community kept him in the broker channel when he considered leaving.
Golden Nugget:
“Give without asking. The law of reciprocity will do its own thing. Just focus on bringing value.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
ReferralBusiness #MortgageSystems #Partnerships #RealtorRelationships #VALoans #FirstTimeHomeBuyers #CommunityOverCompetition #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Mario Escobedo – Ep. 249 appeared first on AIME.
Episode 60: Cash Out Refinances, Reciprocity, and Never Showing Up Empty Handed
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Episode 60 is here and in this milestone episode, Jonathon and Tommy reflect on consistency, community, and the strategies that separate top producers from everyone else.
Jonathon shares six actionable steps for winning more cash out refinances and explains a psychological principle that has guided his entire career.
Broker Buzz
- – When to decline a down payment assistance request from clients who appear to have hidden assets, and why protecting your license matters more than one loan.
- – The easiest way to handle a frozen credit report and why paying for credit pulls yourself can change the dynamic of a conversation.
- – How to set non-negotiable family time while still serving clients, including working backwards with your spouse and managing expectations.
Sales Training | Six Steps to Win More Cash Out Refinances
HMDA data shows retail originators closed 479,000 cash out refinances in 2025 compared to just 162,000 for brokers. Jonathon believes brokers are leaving opportunities on the table by prejudging.
He breaks down six specific strategies to close that gap, from pulling credit every time to getting all decision makers on the same call.
The full breakdown is in the episode, but the core message is simple. Stop assuming a low rate means no deal. Your clients may have debt they are not telling you about.
Story Time | The Power of Reciprocity
Jonathon grew up in a Middle Eastern household with one unbreakable rule. Never show up empty handed. He later learned this is backed by psychology. The human brain is wired to return favors, even small ones. In sales, bringing value before you ask for anything opens doors before negotiations even begin. Make reciprocity part of who you are, not just a tactic. It will help you build stronger relationships and close more loans.
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MortgageBroker #CashOutRefinance #SalesTraining #Reciprocity #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 60 appeared first on AIME.
In this episode, Christine Beckwith sits down with Sparkle Swann Middlebrook, a newer loan officer who walked into her very first industry event knowing absolutely no one. She traveled through a hurricane, slept in her car, and showed up anyway. That decision changed everything.
Sparkle gets real about the intimidation of being new, the power of sitting at the right table, and how being welcomed into Women’s Mortgage Network gave her the confidence to keep going. Christine shares her own story of walking into a room full of strangers and why she now makes it a point to find the person standing alone.
Together, they dive into why community builds confidence, not the other way around, and how the broker space is the perfect place for women who want to grow at their own pace, on their own terms.
If you have ever felt like you don’t belong in the room, this conversation is your permission slip to walk in anyway.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #CommunityBuildsConfidence #NewLoanOfficer #BrokerLife #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 21 appeared first on AIME.
Episode 248
Host: Marc Summers (AIME’s Founding President)
Guest: JP Hussey (The Hussey Team)
JP Hussey is back, and he brought the Huss-bus.
Our former Broker to Broker host returns to talk marketing, mindset, and how to make mortgages fun. From the famous Huss-bus to closing loans on the Rocky steps in Philly, JP has built a purchase-focused brokerage around consistency, fun, and genuine relationships.
He sits down with Marc to talk about marketing, mindset, and why scheduling your day is the secret to keeping your sanity.
Key Takeaways:
- Why marketing must come before guidelines when building your business.
- How to stay top of mind without spamming your book of business.
- The power of consistency: texting 400 real estate partners every Wednesday.
- Why he hires inexperienced LOs with athletic backgrounds over “forty million dollar whales”.
- The importance of keeping marketing light, fun, and client focused rather than self serving.
Golden Nugget:
“You have to start with marketing. Figure out how you’re going to get leads today. You can’t do anything with guidelines if you don’t have leads to do them with.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
MortgageMarketing #CreativeMarketing #LeadGeneration #PurchaseFocused #SmallBusiness #BrandBuilding #MortgageTech #LO #BrokerLife #TeamHussey #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: JP Hussey – Ep. 248 appeared first on AIME.
Episode 59: No Company Will Save You From Yourself
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy respond to an anonymous post from a new loan officer asking which company to join for guaranteed success. Jonathon delivers a candid reality check about mental toughness, pain tolerance, and why you have to fix yourself before any company can help you.
Broker Buzz
- – How to choose a CRM, and why the tool matters less than your discipline in using it.
- – Whether overdraft fees on an earnest money deposit will kill a file, and when you can back out the EMD entirely.
- – What successful brokers actually do on weekends to recharge, including seven day vacations and screen free hobbies.
Sales Training | How Much Pain Can You Take?
Someone asked anonymously in a Facebook group, “What company can I join that will make me successful?” Jonathon’s answer cuts through the noise.
The real question is how strong are you mentally? How many months are you ready to make little to no money? No company can teach you how to handle that mental strain.
Write down what success actually means to you. How many months can you go without getting paid? How many real conversations will you have every day, even when nothing is working?
Then interview companies with specific questions. Will they help you get in front of people? Are there high producers you can learn from? Are they transparent about pricing? Your mental fortitude will set you apart. Not the logo on a business card.
Story Time | Do Not Follow Where the Path May Lead
The fortune cookie this week is one of the most provocative yet. Jonathon reframes it as a call to action. If you have been on the same path for years and it is not taking you where you want to go, stop following it. Pick a different path. Tommy adds a line from Tolkien about stepping out your door and not knowing where you might be swept off to. The message is simple. You are in control. Don’t follow blindly. Go off-roading if you have to. Have the courage to blaze your own trail.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #NewLoanOfficer #MentalToughness #SalesTraining #CRM #EarnestMoneyDeposit #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #CareerAdvice #ProfessionalDevelopment #Resilience #SelfDiscipline #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 59 appeared first on AIME.
Episode 58: Cash Out Refinances, Effective Interest Rates, and Having the Hard Conversations
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy dig into fresh HMDA data that reveals a massive gap between retail and broker cash out refinance volume. Jonathon shares three things that every broker needs to do in order to start winning more of these deals.
Broker Buzz
- – How to approach a twenty one million dollar portfolio purchase of two hundred homes, including the difference between portfolio loans and blanket loans.
- – Whether a processor should structure deals or stick to processing, and why accountability matters when something goes wrong.
- – Creative ideas for a home themed auction basket, including movie night baskets, picnic baskets, and family game night bundles.
Sales Training | Never Be Nice, Always Be Kind
HMDA data shows retail originators closed nearly three times as many cash out refinances as brokers in 2025. Why? Brokers are not making the call or pulling credit. Jonathon shares three steps to close that gap.
First, pull credit without prejudging. One client with a balloon payment turned into a deal he almost walked away from.
Second, learn effective interest rates. Clients paying twenty three percent on credit card debt do not care about their four and a half percent mortgage rate. Show them why.
Third, use trend data to respectfully call out inconsistencies. If a client says they are paying down debt but the credit report shows otherwise, have the kind but direct conversation.
Never be nice. Always be kind. Sometimes kindness means telling people what they need to hear, not what they want to hear.
Story Time | A Loved One’s Guidance Leads to Prosperity
The fortune cookie this week sparks two different interpretations. Tommy reflects on being present and letting a loved one guide you without having to ask. Jonathon thinks about the power of being the one person who believes in someone. Pour into others, even when it feels like a waste of energy.
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Subscribe on YouTube for new episodes every week
MortgageBroker #CashOutRefinance #HMDA #SalesTraining #EffectiveInterestRate #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 58 appeared first on AIME.
What if you stopped chasing a hundred loans a month and started focusing on the two families you could truly help instead?
In this episode, Nike T. Ojo sits down with Meredith Herr, co-owner of Lake Tahoe Mortgage, for a warm and honest conversation about building a mortgage business that fits your life, not the other way around.
Meredith shares how she went from IPO consulting to working alongside her dad, why she calls herself a “mortgage coach,” and how she helps first-time homebuyers get prepared long before they ever step foot in a house.
They dive into the misconceptions that trip buyers up, the power of starting the conversation early, and why the broker space is the perfect place for women who want flexibility, especially those raising young kids.
Meredith also opens up about finding her people in WMN and why having a community of women cheering you on is absolutely irreplaceable.
This episode is a reminder that you don’t have to be a top-tier producer. You just have to show up, help families, and build a business that works for you.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #MortgageCoach #FirstTimeHomebuyer #BrokerLife #WorkLifeBalance #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 20 appeared first on AIME.
Episode 247
Host: Marc Summers (AIME’s Founding President)
Guest: Paul Messina (VA Loan Specialist at Canopy Mortgage)
This week’s episode features Paul Messina, a former paramedic, firefighter, police detective, and military veteran who found his way into the mortgage industry after a chance meeting with a loan officer who challenged him to “do his effing job.”
Paul shares his remarkable journey from healthcare and public safety to becoming a VA loan specialist, and how attending Ascent, AIME’s VIP retreat in Puerto Rico, gave him a new perspective on purpose, legacy, and the importance of self awareness.
Key Takeaways:
- Why the VA loan is one of the most underutilized benefits available to veterans.
- The importance of committing fully to a career in mortgages and not treating it as a part time endeavor.
- Why being a good human and putting good karma into the world leads to sustainable business growth.
- The value of embracing technology while avoiding shiny object syndrome.
Golden Nugget:
“Just be a good human. Whatever way you choose to serve your fellow man, just be a good human.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #VALoans #Veterans #Ascent #PersonalGrowth #MortgageAdvice #ServiceMatters #LegacyBuilding
The post Broker to Broker Podcast: Paul Messina – Ep. 247 appeared first on AIME.
Episode 57: AI, Objections, and Knowing the Difference Between ‘an answer’ and ‘The Answer’
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy explore how artificial intelligence is changing the way borrowers prepare for conversations with loan officers.
They share practical strategies for staying ahead of AI-informed clients, handling objections with confidence, and knowing when to trust the technology and when to trust your own expertise.
Broker Buzz
- – Whether the two-year waiting period for a dismissed Chapter 13 bankruptcy still applies under Fannie Mae guidelines.
- – Whether a borrower with no credit score, insufficient history, and twenty percent down can qualify for a loan, and which non-QM or hard money options might work.
- – How to compete against credit unions offering no MI products and builders offering aggressive incentives, including when to tell a client to take the better deal and how to win them back later.
Sales Training | Handling Objections by Asking Better Questions
Jonathon shares a prompt designed to help loan officers move beyond generic responses to the three most common mortgage objections: wanting to shop around, wanting to wait, and wanting to talk to a spouse. He demonstrates how a question like “What is the best way for me to communicate to you without you being upset that I believe you are making a mistake?” forces a client to think rather than react.
Story Time | Your Heart Will Have Capacity for Love
The fortune cookie this week arrives with a strange and slightly uncomfortable phrasing. Jonathon turns it into a conversation about purpose, loss, and keeping your heart open even when life makes it hard.
He shares the story of his grandmother, who passed away in January and was the reason he got into mortgages. On her birthday last week, he registered for college classes before visiting her grave, fulfilling a promise he made to her and rediscovering a sense of love for the process.
The message is simple. If you have been hurt, if you have closed yourself off, find a purpose and move toward it. The opportunities are endless when your heart stays open.
Listen wherever you get your podcasts
Subscribe on YouTube for new episodes every week
MortgageBroker #SalesTraining #AI #ObjectionHandling #BorrowerEducation #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #Leadership #PersonalDevelopment #CreditUnions #BuilderIncentives #DSCRLoans #NonQM #HardMoney #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 57 appeared first on AIME.
Episode 56: Framing, AI, and the Art of Asking Better Questions
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy explore how the right mindset and the right questions can transform your sales conversations. They dig into listener questions about real-world borrower challenges and share practical advice on using AI as a practice tool rather than a crutch.
Broker Buzz
- – Why an IRS tax lien that transfers from property to property can kill a deal, and how payment plans work when the lien does not attach to the property itself.
- – Whether reverse mortgages are worth learning, including the critical step of getting family members on the phone before moving forward.
- – The great AI debate: Claude versus ChatGPT, and why switching too often might cost you more time than it saves.
Sales Training | Whoever Frames the Conversation Controls the Outcome
Jonathon shares a personal story from his teenage years about overpaying for a simple tire repair because he did not know the right questions to ask. He explains why you should assume your clients are using AI before they ever talk to you, and how you can use the same tools to practice framing, pressure test your questions, and walk into any sales call with confidence.
Story Time | A Positive Outlook Will Lead You to Success
Jonathon reflects on why positivity is not just a nice idea but a prerequisite for success. The most successful people he knows do not tolerate negativity in their circles. They cultivate environments where optimism and action go hand in hand.
Tommy adds that a simple smile or a laugh with a friend can reverse an entire day.
Your thoughts shape your actions, and your actions shape your results. If you want to win, start with the belief that you can.
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The post Broker Power-Up Podcast: Episode 56 appeared first on AIME.
What if you stopped trying to make a hundred phone calls and just focused on having five conversations instead? That simple shift changed everything for Kym Mason.
In this episode, Julie Yarbrough sits down with Kym Mason, the creator of the Mason Method, for a raw and energizing conversation about habits, mindset, and the power of showing up as yourself.
Kym shares how a traumatic brain injury forced her to rely on the systems she had built, why she stopped chasing someone else’s definition of success, and how she gamified her daily routine to make winning a habit, not an accident.
They dive into the difference between being a producer and being a true business owner, why women need to stop waiting for someone to save them, and how shifting from “making calls” to “having mortgage conversations” can change your energy and your results overnight.
If you have ever felt like you’re grinding without growing, or wondered how to make the hard stuff feel a little more fun, this conversation is for you.
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WMN #WomenInMortgage #MasonMethod #MindsetMatters #MortgageConversations #HabitStacking #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 19 appeared first on AIME.
Episode 55: Ascent, Tone Setting, and ‘How You Do Anything Is How You Do Everything’
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Fresh off the AIME Ascent VIP retreat in Puerto Rico, Jonathon and Tommy reflect on what it takes to bring together top producers, set the right tone, and create an environment where even the most successful people in the room can lower their guard and grow.
Broker Buzz
- – Navigating hard money and credit union options for borrowers with challenged credit but significant equity in free and clear properties.
- – The risks of issuing a pre-approval to a client who has not filed taxes in five to six years, and why referring them to a financial advisor is often the right move.
- – The best AI tools for creating professional flyers and marketing materials, including the AI-powered design tool available exclusively to AIME members.
Sales Training | How You Do Anything Is How You Do Everything
Jonathon shares the philosophy behind the Ascent retreat and why setting the tone matters more than any sales script. Set the tone early. At AIME Ascent and for viewers at home, Jonathan challenges listeners to examine how they approach their own introduction calls, presentations, follow-ups, and post-close processes. Your words matter. Don’t minimize them.
Story Time | Lessons from Ascent
Tommy reflects on being surrounded by billions of dollars in production and what it felt like to watch top producers interact with other up-and-coming brokers in a space that felt safe, open, and free of clicks.
Jonathon and Tommy both came away with new habits, new connections, and a renewed appreciation for what happens when you bring the right people together with the right intentions.
Whether you were in Puerto Rico or listening from home, the invitation is the same. Show up open minded, set your tone, and remember: how you do anything is how you do everything.
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MortgageBroker #SalesTraining #Leadership #AIMEAscent #PersonalDevelopment #HousingMarket #RealEstate #Lending #BrokerCommunity #SalesTips #MortgageIndustry #MindsetMatters #BusinessGrowth #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 55 appeared first on AIME.
What if the biggest thing standing between you and the life you want isn’t your business, but your belief that you have to do it all alone?
In this episode, Nicole Ahles sits down with one of the most respected leaders in the mortgage industry, Cindy Ertman. Cindy spent nearly three decades as a top producing loan officer, a branch manager, and an executive leader before stepping into her true calling: helping others rise.
Cindy gets real about the moment she realized she needed help, how she built systems to protect her time and energy, and the non-negotiables that kept her family close through it all.
She shares the exact exercise that helped her uncover what was draining her, why hiring a personal assistant was the best investment she ever made, and how she learned to stop chasing perfection and start focusing on progress.
Whether you’re struggling to delegate, feeling overwhelmed by the demands of work and home, or just looking for permission to ask for the support you deserve, this conversation has what it takes to leave you feeling seen, empowered, and ready to take the next step.
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WMN #WomenInMortgage #Leadership #WorkLifeBalance #Delegation #MindsetMatters #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 18 appeared first on AIME.
Episode 246
Host: Marc Summers (AIME’s Founding President)
Guest: Kyle Koller (Branch Manager at UMortgage)
This week’s episode features Kyle Koller, a ten year mortgage veteran who has built his entire career in the broker channel.
He shares his unconventional start in the industry, after receiving a text from a former student. Kyle talks with Marc about the mindset shifts, practical strategies, and relationship building tactics that have sustained his business through countless market cycles.
Key Takeaways:
- How to best utilize your most loyal past clients and existing Google reviews.
- The importance of educating clients in simple terms, especially during volatile markets.
- Why blended rate conversations are essential for helping clients see the full picture.
- Why being an advisor, not just a transaction facilitator, leads to true longevity.
Golden Nugget:
“This job gives you a flexible schedule. Stop treating it like a nine to five and start taking advantage of the freedom it actually offers.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
UMortgage #BlendedRate #WorkLifeBalance #LoanOfficerLife #MortgageIndustry #ScalingYourBusiness #FinancialAdvisor #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Kyle Koller – Ep. 246 appeared first on AIME.
Episode 54: Compliance, Culture, and Managing Conflicts
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy dig into listener questions about the real-world challenges of running a brokerage, from compliance gray areas to keeping the peace among producing loan officers.
Broker Buzz
- – Whether an affiliated business agreement is needed when a realtor also owns a mortgage company and handles both sides of a transaction.
- – How to set clear weekend and after-hours expectations for junior loan officers, including why putting it in writing and incentivizing the right shifts matters.
- – A battle-tested method for handling LO referral partner conflicts without tearing your team apart, including when to let the realtor choose and when to set firm boundaries.
Sales Training | Showing Up When It Counts
Jonathon and Tommy reflect on what sales training really looks like behind the scenes and why it’s not always just about the scripts and techniques. Sometimes, it’s about showing up for your teammate when it’s time for a hard conversation.
Story Time | The Fortune Cookie Flashback
Six months ago, a fortune cookie promised that March would be a month of change. Jonathon set a calendar reminder for himself and Tommy to revisit it. That reminder finally arrived, sending Tommy on a hunt through old footage to figure out what it meant.
The result is a conversation about time, perspective, and the slow burn of personal development. The message is clear: Growth is not a sprint. It is showing up every single day.
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MortgageBroker #Compliance #TeamBuilding #Leadership #SalesTraining #HousingMarket #RealEstate #Lending #CompanyCulture #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 54 appeared first on AIME.
Episode 53: The Five Ps of Brokerage Success with Jeremy Millar
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Jeremy Millar, CEO of Amarlo.
In this episode, Jonathon and Tommy are joined by Jeremy Millar for a deep dive into what it really takes to transition from being a solo loan officer to running a profitable, scalable brokerage.
Broker Buzz
- – The best tools for automating rate and market updates to realtor partners without breaking the bank.
- – Whether hard money or traditional financing is the right path for a client seeking renovation funds just one month after closing.
- – How a properly structured divorce decree can solve DTI challenges when an ex-spouse still appears on an investment property mortgage.
Sales Training | The Five Ps of Brokerage Success
Jeremy introduces his five Ps framework: Presence, Process, People, Production, and Profit. He explains why these five numbers are the key to unlocking control over your business and breaks down how to measure lead volume, track conversion rates, analyze average comp per loan, and use that data to make smarter decisions.
Jonathon emphasizes the importance of simplifying KPIs and reviewing them monthly rather than waiting until year end to realize you’re off pace.
Story Time | Who You Surround Yourself With Matters
Jonathon closes the episode with a reminder that success is rarely built alone. He encourages listeners to take stock of the people in their inner circle and ask whether those relationships are elevating them or holding them back. In a world full of noise and negativity, protecting your mindset and curating your community is not optional. It is essential.
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MortgageBroker #Amarlo #BusinessOwner #KPIs #SalesTraining #LeadGeneration #HousingMarket #RealEstate #Lending #FinancialStory #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 53 appeared first on AIME.
If you’ve ever thought, “I can do it better myself” or “It’s just easier if I handle it,” this conversation is likely to hit home.
Samantha Shelton sits down with Irene Duford, founder of Loan Team Training and a nationally recognized trainer with 26 years in the mortgage industry. Together, they dive into the one thing that holds so many high-performing women back: our own inner critic.
Irene gets real about the self-talk that keeps us stuck, the fear of delegating, and why our instinct to be the fixer can actually limit our growth.
She shares practical strategies for rewiring those inner thoughts, building systems that actually work, and knowing exactly when it’s time to bring on a loan partner.
Whether you’re overwhelmed, under supported, or just tired of carrying it all yourself, this conversation will leave you feeling seen, understood, and ready to take the next step.
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The post Women’s Mortgage Network Podcast: Episode 17 appeared first on AIME.
Episode 245
Host: Marc Summers (AIME’s Founding President)
Guest: Jason Sharon (Owner of Home Loans Inc.)
This week’s episode features a returning guest and owner of Home Loans Inc., Jason Sharon.
A retired Navy veteran and longtime AIME supporter, Jason has built a thriving brokerage across seven states by mastering the art of delegation, creating new systems and harnessing the power of virtual assistants.
Key Takeaways:
- Why it’s important to check your ego and let go of tasks that don’t require you.
- How to build a virtual team that feels like family, not contractors.
- The power of utilizing checklists and creating repeatable steps in any industry.
- Hiring based on heart and the ‘tell me about your childhood’ interview question.
Golden Nugget:
“You don’t hire skill, you hire heart. If you don’t have a plan, if you don’t have a checklist, it’s going to fail.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
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VirtualAssistants #ScalingYourBusiness #VALoans #MortgageProcess #TeamCulture #BusinessSystems #DelegateToGrow #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Jason Sharon – Ep. 245 appeared first on AIME.
Episode 52: AI, Root Access, and Protecting the Broker Channel
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
In this episode, Jonathon and Tommy tackle the trends and tools dominating the mortgage space, from AI-powered lead gen to the timeless value of human connection.
Broker Buzz
- – How to balance AI bots and in-house ISAs for maximum lead conversion without losing the personal touch.
- – Why speed to lead and conversion metrics must drive your hiring and firing decisions.
- – Strategies for combating misleading servicer mailers by re-engaging past clients with transparency and trust.
Sales Training | The Danger of Root Access
Jonathon sounds the alarm on a growing trend: loan officers giving AI “root access” to their computers in exchange for automation. He explains why this poses a massive risk; not just to individual brokers, but to the entire independent channel.
With regulators already tightening AI rules and retail competitors watching for any misstep, protecting client data has never been more important. Tommy reinforces that sentiment and shares why he draws a hard line between using AI as a tool and letting it operate autonomously.
Story Time | If You Want to Go Far, Go Together
The episode opens with a fortune cookie message that sets the tone: “If you want to go fast, go alone. If you want to go far, go together.” Jonathon and Tommy reflect on what that means for brokers today, and why things like community, collaboration, and having the right people around you are the true foundation of long-term success.
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MortgageBroker #AI #LeadGeneration #SalesTraining #HousingMarket #RealEstate #Lending #DataSecurity #FinTech #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 52 appeared first on AIME.
Episode 244
Host: Marc Summers (AIME’s Founding President)
Guest: Christopher Griffith (Founder of Vetted VA)
This week’s episode features Chris Griffith, a longtime friend of AIME and founder of Vetted VA, a training community built to help mortgage professionals serve veterans with confidence and capability.
Chris shares the heart behind Vetted VA, why education should focus on understanding over memorization, and how to navigate market cycles without losing your footing.
Key Takeaways:
- What Vetted VA is and how it enables those in the industry to better serve veterans.
- The difference between theory based training and reality based application.
- Why asking questions and admitting what you don’t know is a strength, not a weakness.
- How to use slower market seasons to expand your capacity and sharpen your skills.
Golden Nugget:
“If you’re waiting on rates to do something for you to be sustainable, you’re probably not sustainable. Focus on what you can control, expand your capacity, and invest your time wisely.”
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VALoans #Veterans #VettedVA #BrokersAreBest #MortgageTraining #CommunityOverCompetition #Homeownership #VeteranSupport #BrokerToBroker #MortgageTech #AIME #Podcast #Network
The post Broker to Broker Podcast: Christopher Griffith – Ep. 244 appeared first on AIME.
Episode 51: Infrastructure, Relentless Sales, and Building What Scales
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, Tommy Golightly, AIME’s Marketing Manager, and featuring special guest Michelle Berman-Mikel, author of The Black Line and creator of Beyond the Method
This episode brings a powerful guest to the table for a deep-dive discussion on accountability, structure and what it truly means to be relentless in this industry.
Broker Buzz
- – Navigating non-QM files with gaps in rental history & re-establishing credit documentation.
- – Why borrowers cannot act as their own general contractor on construction-to-perm loans and how risk drives those decisions.
- – Structuring complex acreage and multi-parcel transactions and when private money becomes the realistic path forward.
Sales Training | Leveraging Relationships the Right Way
Michelle breaks down her proven framework for outbound prospecting and explains why the “lever” strategy is so impactful. Instead of blindly sending messages to cold leads, brokers can learn how to identify mutual connections, clearly explain the relationship and create context that earns a response.
Jonathon reinforces the importance of coaching and accountability, emphasizing that even high performers need someone in their corner asking, “Who did you prospect today?”.
Story Time | Infrastructure Over Hype
In a unique shift from traditional loan officer messaging, Michelle shares how she built a keynote around serving infrastructure professionals rather than front-facing salespeople. The theme: what is invisible determines what is scalable. In a culture obsessed with speed and shortcuts, she challenges the industry to respect systems, governance, and the slow mile instead of chasing the sprint.
The result is a grounded reminder that success is built on structure, discipline, and relentless execution.
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LoanOfficerTips #Lending #LO #RealEstate #Finance #BrokerCommunity #SalesTraining #Leadership #Development #EntrepreneurMindset #ProspectingStrategy #HousingMarket #BusinessGrowth #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 51 appeared first on AIME.
Ever feel like a great processor is the secret weapon you’re missing?
In this episode, Molly Meeker sits down with Kathy Dey, Director of Operations at Apex Processors, for a straight talk conversation about the power of partnership between loan officers and processors.
Kathy brings over 30 years of mortgage experience, from telemarketing second mortgages in the ‘90s to running a team of 60+ elite processors today. She pulls back the curtain on what really makes a loan team click: clear communication, mutual respect, and letting each expert do what they do best.
Molly and Kathy dive into why contract processing is changing the game for brokers, how to find, and keep, your perfect processor match, and the one habit that separates top producers from the rest.
Whether you’re a new broker making the leap from retail or a seasoned LO looking to scale, this episode is packed with real world advice you can use right away.
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WMN #WomenInMortgage #MortgageOperations #ContractProcessing #LoanOfficerLife #ProcessorAppreciation #ScaleYourBusiness #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast – Episode 16 appeared first on AIME.
Episode 243Host: Marc Summers (AIME’s Founding President)
Guest: Brian Yampolsky (Owner and Founder of Orion Mortgage Corporation)
Marc is joined this week by Brian Yampolsky, a 34-year veteran of the industry who has built a thriving brokerage on relationship-based referrals and consistent, thoughtful execution.
From surviving market shifts to refining the client experience, Brian shares the practical strategies that have sustained his business for decades.
Key Takeaways:
- Why a relationship-based, referral-driven model takes time but pays off long-term.
- How to use UWM’s free home value estimator to open more doors with listing agents.
- The power of consistency: “Better to be consistently good than occasionally great”.
- Personalizing the closing process with thoughtful, client-tailored gifts.
Golden Nugget:
“There’s a solution to every problem. Sometimes we may not know what it is, but it’s out there. Stay calm and stay steady. That’s what people want from us.”
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BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #RelationshipBuilding #RealtorPartners #ClientExperience #SmallBusiness #MortgageAdvice #LeadGeneration #BusinessGrowth
The post Broker to Broker Podcast: Brian Yampolsky – Ep. 243 appeared first on AIME.
Episode 50: Basel III, Capital Rules, and What It Means for Brokers
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Episode 50 marks an important milestone for the Broker Power-Up podcast, and instead of shifting focus inward, Jonathon and Tommy turn their attention to an issue that has the potential to significantly impact the broker community.
Broker Buzz
- – Breaking down the proposed Basel III mortgage capital rules and how they could affect loan pricing.
- – Why higher capital requirements for banks may shift competitive dynamics between retail and wholesale.
- – What brokers should understand now so they are not reacting late if these policies move forward.
- – How AIME continues to advocate for independent mortgage professionals amid regulatory changes.
This episode centers around a recent HousingWire article that outlines proposed changes to Basel mortgage capital rules and the broader implications for liquidity, risk weighting, and borrower cost. Jonathon and Tommy unpack what is noise, what is real, and how brokers should position themselves in a shifting regulatory environment.
For reference, the article discussed in this episode can be found here: https://www.housingwire.com/articles/basel-mortgage-capital-rules/
Tune in for a clear, level-headed episode about regulatory shifts, market positioning, and why it’s critical for independent brokers to stay informed and engaged.
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LoanOfficerLife #WholesaleLending #HousingPolicy #IndustryNews #Regulations #HousingMarket #EntrepreneurMindset #Leadership #Development #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 50 appeared first on AIME.
Episode 49: The 20-Year Strategy, Sharper Hustle, and Getting Back on Track
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- – Proving child support payments when funds are distributed through state-issued debit cards and the paying party is uncooperative.
- – Best practices when working with third-party processors and why a structured intake form prevents confusion.
- – How to exclude temporary medical leave from 1099 income calculations using proper documentation.
- – A reminder that hustle matters, especially in a market where refinances are reopening and opportunity is growing.
Sales Pitch Training | The Power of the 20-Year Mortgage
Jonathon breaks down the best way to present a 20-year mortgage to past clients who may be sitting in higher-rate 30-year loans and highlights how a small increase in monthly payment can shave years off a loan.
Framing the difference as a manageable weekly amount, walking through five-year equity impact, and asking the right questions that help clients connect short-term sacrifice to long-term financial freedom. This is a practical, underutilized strategy brokers can implement immediately.
Story Time | Routine Wins After Setbacks
Coming off a week of being under the weather, Jonathon shares how leaders can quickly rebound without getting bogged down by the stress of catching up. There is no magic potion, just discipline and getting back to your foundation. Drinking water, getting to the gym and controlling the things you can control.
Success isn’t about avoiding disruptions altogether, it’s about navigating them effectively and bouncing back.
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LoanOfficerLife #WholesaleLending #RealEstateFinance #BrokerCommunity #SalesTraining #LeadershipDevelopment #FinancialFreedom #RefinanceStrategy #EntrepreneurMindset #HousingMarket #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network
The post Broker Power-Up Podcast: Episode 49 appeared first on AIME.
Ever wonder what it’s really like to work with family in the mortgage business? In this episode of the Women’s Mortgage Network podcast, Michelle Chretien sits down with Shelby Vinson from Windsor Mortgage for a genuine conversation about the beautiful chaos of building a career alongside the people you love.
Shelby gets real about the highs, the challenges, and the hilarious moments that come with mixing board meetings and family dinners.
From her start as the “Director of First Impressions” to finding her voice as a leader, Shelby shares what it takes to navigate the unique dynamics of a family-run shop.
Michelle and Shelby swap stories about setting boundaries, owning up to mistakes, and turning family ties into your greatest business strength. Tune in for a dose of honesty, a lot of laughs, and a fresh perspective on what success can look like when it’s built with family.
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WMN #WomenInMortgage #FamilyBusiness #MortgageBrokerLife #WorkLifeBalance #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 15 appeared first on AIME.
Episode 48: FHA Clarity, Decision Fatigue, and Leading With Certainty
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- How FHA treats unfinished renovations and what must be completed before closing.
- Using gift funds correctly on FHA purchases and how sourcing impacts underwriting.
- When a borrower can switch loan programs midstream without resetting timelines.
- Managing appraisal conditions without letting them derail borrower confidence.
Sales Pitch Training | Reducing Decision Fatigue
Jonathon breaks down why too many options create paralysis and how brokers can simplify conversations without overselling or rushing decisions. He explains how confident framing, limited choices, and clear next steps help clients feel safe moving forward. This segment gives brokers a repeatable way to lead clients through complex decisions while maintaining trust and momentum.
Story Time | Certainty Is a Skill
Jonathon reflects on how certainty is built, not inherited. Drawing from early career lessons and real-world leadership moments, he shares why decisiveness comes from preparation, boundaries, and clarity. It’s a reminder that clients don’t need perfection. They need confidence, consistency, and someone willing to lead.
Listen wherever you get your podcasts
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BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #LoanOfficer #Strategy #Sales #Training #Leadership #RealEstate #Finance #BrokerCommunity #MortgageProfessionals
The post Broker Power-Up Podcast: Episode 48 appeared first on AIME.
Episode 242Host: Marc Summers (AIME’s Founding President)
Guest: Sean Grapevine (Vice President of Product Strategy at UMortgage)
This week’s episode features Sean Grapevine, who went from restaurant kitchens to leading product strategy at UMortgage. Join Marc and Sean as they break down the true role of a CRM, what the road to get to this point looked like for Sean, and why consistency is the true driver behind lasting growth.
Key Takeaways:
- Why CRMs should focus on the “who” and “why”, not just the “what”.
- How to use your LOS as your central hub if you don’t have an integrated CRM.
- The power of mutual accountability and “power hours” to drive consistency.
- Introducing “My Day”: a smart call-blocking system that pre-plans your outreach.
- Why taking notes and logging activity is the non-negotiable habit of top producers.
Golden Nugget:
“Better to make ten calls to the wrong people than zero calls to the right people. Consistency isn’t about perfection, it’s about showing up.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
CRM #Strategy #UMortgage #SalesTips #ProductivityHacks #BusinessGrowth #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network
The post Broker to Broker Podcast: Sean Grapevine – Ep. 242 appeared first on AIME.
Episode 47: Assumptive Language, Cleaner Conversations, and Controlling the Moment
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- – When K-1 income can be used without full business tax returns and how ownership percentage affects self-employed status.
- – How FHA streamline base loan amounts are calculated when buy down funds are applied at payoff.
- – Refinance options for borrowers stuck in high-interest hard money fix-and-flip loans.
- – Practical ways brokers manage lender email overload without missing niche products or opportunities.
Sales Pitch Training | The Power of Assumptive Words
Jonathon breaks down why assumptive language is one of the most underused tools in a broker’s sales arsenal. He explains how shifting from “if” to “when” reduces friction, builds clarity, and positions the broker as a confident guide instead of a hesitant salesperson.
Story Time | Who’s Controlling the Conversation
Jonathon reflects on how communication skills shape not just sales careers, but life itself. From client conversations to parenting and personal relationships, he challenges listeners to become more aware of who is controlling the conversation at any given moment.
Listen wherever you get your podcasts
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BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #Education #LoanOfficer #Mortgage #Strategy #BrokerCommunity #MortgageProfessionals
The post Broker Power-Up Podcast: Episode 47 appeared first on AIME.
In this episode, Kim Clancy sits down with April Hurley of MS Lending to have a heartfelt conversation about the power of local community, intentional living, and how to build up a mortgage business that serves your life.
April shares how a chance encounter at the Women’s Mortgage Network Summit sparked the creation of her own local support group, Mortgage Women of Mississippi, and why building genuine, face‑to‑face relationships has been the key to her resilience and success.
She opens up about balancing the demands of entrepreneurship with raising a family, the importance of saying “no” to protect your energy, and why putting people over profit has been her most rewarding business strategy.
Kim and April discuss how women can thrive by focusing on their strengths, investing in their local communities, and creating spaces where vulnerability and support are not just encouraged, but celebrated. It’s a powerful conversation about finding joy in your work, building a business with purpose, and the incredible ripple effect of women lifting each other up.
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WMN #WomenInMortgage #CommunityOverCompetition #MortgageBrokerLife #WomenSupportingWomen #IntentionalLiving #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 14 appeared first on AIME.
Episode 46: Better Refi Conversations, Smarter Practice, and the Power of “So What”
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
– Who can pay for a second appraisal on an FHA flip and why managing expectations upfront matters.
– When PMI can actually be removed on conventional loans and why principal paydowns are not always automatic.
– Tools and strategies brokers are using to compare refinance options without overwhelming clients.
Sales Pitch Training | Practicing the Right Way
Jonathon breaks down how brokers can dramatically improve their sales conversations by practicing with intention. He walks through how to use scripting the right way, how AI tools can be leveraged to role play difficult client scenarios, and why recording, reviewing, and refining your own responses exposes weak framing and defensive tone.
Story Time | The “So What” Mentality
In a deeply personal story, Jonathon shares the life lessons passed down from his grandmother and how her unwavering resilience shaped his mindset. Through loss, adversity, and uncertainty, her constant reminder was simple but powerful: so what. It challenges brokers to stop letting small obstacles derail them, to keep perspective during tough seasons, and to trust their ability to keep moving forward no matter what comes next.
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SoWhat #MindsetMatters #BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #BrokersAreBest #AIME #Podcast #Network
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Episode 241Host: Marc Summers (AIME’s Founding President)
Guest: Doug Liska (CEO of Nextdoor Lending)
This week’s episode features Doug Liska, CEO of Nextdoor Lending. With over 20 years in the industry, Doug shares his path from bank teller to Quicken Loans leader, to founding and scaling Nextdoor Lending, through its acquisition by NerdWallet.
Key Takeaways:
- Transitioning from Quicken Loans leadership to founding Nextdoor Lending.
- Building a culture focused on producer success and relationship-based growth.
- Approaching market challenges with a consumer-first, product-diverse mindset.
- Using data and consistent action to drive results, not just hope.
- Planning to leverage the NerdWallet acquisition to serve niche borrowers better.
Golden Nugget:
“If someone else can make it happen, I’m willing to put in the work. It’s not about creating a new market. It’s about going after the opportunity that’s already there.”
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Leadership #NextdoorLending #BrokerToBroker #BrokersAreBest #MortgageTech #NicheLending #AIME #Podcast #Network
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Episode 45: Bandwagon Selling, Broker Confidence, and Leading With Enough
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- Using projected rental income on FHA duplex purchases and how lease agreements impact qualification.
- Handling name changes before closing and when an AKA can solve identification issues.
- Why adjustable rate mortgages are pricing higher than fixed rates and how banks and credit unions approach ARMs differently.
Sales Pitch Training | The Power of the Bandwagon
Jonathon breaks down one of the most underutilized sales strategies in the broker space: bandwagon selling. Learn how to build trust without bragging, shift clients from emotion to logic, and guide decision making by showing clients what others like them are doing.
Jonathon also introduces reverse bandwagon techniques to diffuse aggressive conversations, reestablish authority, and confidently lead clients who come in hot armed with half answers from the internet.
Story Time | Looking Into the Right Glass
Closing out the episode, Jonathon shares a deeply personal reflection on success, fulfillment, and shifting from comparison to purpose. Drawing from his upbringing and early career, he challenges brokers to stop chasing more and start making sure others have enough.
It’s a powerful reminder that real success comes from perspective, generosity, and leading with intention both in business and in life.
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BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #MindsetMatters #BrokersAreBest #AIME #Podcast #Network
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In this episode, Laura Brandao welcomes Tanya Blanchard, President of Madison Chase Academy and creator of the transformative program Six Months to Six Figures.
With over two decades in real estate and lending, Tanya brings a powerful message of growth with intention, combining strategy, heart, and hustle that serves your life, not the other way around.
Tanya opens up about her personal journey into the mortgage industry as a newly divorced mother, the moment her daughter reminded her why she chose this career, and how she built a business that provided both unlimited income potential and freedom.
Together, Laura and Tanya break down the daily disciplines, habits, and mindset shifts required to reach, and sustain, six figures and beyond. This is a real, actionable conversation about clarity, consistency, and confidence for every loan officer ready to build a business that works for them.
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WMN #WomenInMortgage #SixMonthsToSixFigures #BusinessGrowth #Mindset #LoanOfficerLife #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
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Episode 240
Host: Marc Summers (AIME’s Founding President)
Guest: Holly Niemeier (Mortgage Loan Originator at Nexa Mortgage)
This week’s episode features VIP member Holly Niemeier, who went from touring with rock bands to building a prolific mortgage business centered on DSCR and investor lending. With over 20 years in the industry, including a decade at Caliber and now as a high-producing broker, Holly shares her unconventional journey and the focused strategies that now allow her to close 20+ loans per month.
Key Takeaways:
- How to build a dominant niche in DSCR lending by deeply studying guidelines and confidently challenging lender exceptions.
- The consultative approach to working with investors: asking goal-based questions to tailor financing and build lasting relationships.
- Transitioning from retail to broker: the freedom, transparency, and product diversity that fueled her growth.
- Scaling through delegation, systemization, and leveraging AI, even when it’s not perfect.
- The power of community and finding your place within AIME and the Women’s Mortgage Network.
Golden Nugget:
“Lean in. Become an expert. When you know what you’re talking about, you naturally attract the right clients and the confidence to help them scale.”
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BrokerToBroker #BrokersAreBest #DSCR #InvestorLoans #MortgageBroker #NicheLending #WomenInMortgage #AIME #Podcast #ScalingBusiness
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Episode 44: Planning Backwards, Protecting Your Time, and Building Real Strength
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- Whether a second mortgage can be excluded when a non-borrowing family member has been making the payments.
- What brokers need to know about the trigger lead changes, enforcement timelines, and what is actually changing.
- How FHA appraisals treat non-working items like garbage disposals and gas fireplaces, and why due diligence matters.
Sales Pitch Training | Plan Backwards and Defend Your Time
Jonathon lays out a three-step framework to help brokers reset and refocus for the year ahead. He walks through how to plan your income goals backwards into daily activities, why deciding who you will not work with is critical to your growth, and how to systematize trust through clear expectations and consistent communication.
A poignant reminder that success in commission sales comes from structure, boundaries, and intentional planning.
Story Time | Strength as the Theme for the Year
Jonathon and Tommy close the episode by sharing their words for the year and what they mean on a deeper level. From physical health to mental discipline, boundaries, and consistency, Jonathon explains why strength is not just about the gym, but about making small, intentional choices every day.
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BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026 #Planning #Protecting #Strength #Time
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Episode 43: Cold Calling Confidence, Using AI Wisely, and Selling From Clarity
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- How to approach cold calling with the right mindset and build confidence through repetition.
- Practical ways brokers can leverage AI today without risking client data or overcomplicating their workflow.
- Financial planning advice for commission-based brokers, including how much cash to keep accessible during slower months.
Sales Pitch Training | Sell From Clarity, Not Urgency
Jonathon delivers a powerful sales framework centered on emotional regulation and structure. He breaks down why urgency creates resistance, how to detach from outcomes, and why clients buy confidence rather than rates or features. Learn how to anchor your conversations around decisions, simplify cost objections, and lead every interaction with a clear, repeatable structure that keeps clients calm and moving forward.
Tune in for mindset shifts, tactical sales coaching, and practical guidance to help you start the year strong and lead every conversation with confidence.
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BrokerPowerUp #BrokersAreBest #Clarity #EmotionalControl #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026
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Episode 239Host: Marc Summers (AIME’s Founding President)
Guest: Russell Petty (Founder of Broker Marketplace)
In this special demo-style episode, Russell Petty returns to roll up his sleeves and show loan officers exactly how to move beyond basic ChatGPT.
Through live screen sharing, he reveals a suite of powerful AI tools that have the ability to transform how you learn, market, automate, and scale your business.
Key Takeaways:* – Use Google’s Notebook to create audio/video lessons & other interactive resources. * – Generate branded social content themes in seconds with Pomeli. * – Leverage AIME’s Architect AI for lender-specific presentations & lead strategies. * – Integrate AI into common apps like Spotify, Zillow, Gmail, etc. * – Build compliant, custom AI agents for your unique business needs.
Golden Nugget:
“Identify the bottleneck in your business. Put 100% of your resources toward solving that, then scale until you hit the next bottleneck. Without knowing the problem, no tool can help.”
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BrokerToBroker #BrokersAreBest #Productivity #AI #Gemini #Notebook #ChatGPT #Pomeli #Architect #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry
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Episode 42: Taking Chances, Holiday Momentum & Playing the Long Game
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- How DSCR loans held in LLCs can impact future DTI calculations.
- Navigating unusual property conditions under FHA guidelines.
- Properly documenting IRS payment plans without slowing a deal down.
Sales Pitch Training | Winning When Others Slow Down
Jonathon shares a powerful holiday season framework focused on momentum, not burnout. Learn how to separate market speed from competitor activity, shift from transactional selling to relationship building, and use December to build a stronger January pipeline.
Story Time | The Power of Showing Up
Drawing from early career lessons, Jonathon explains why top producers lean in while others pull back during the holidays. From handwritten notes to simple check in calls, this story highlights how trust compounds when your competition goes quiet and why small actions now can create outsized results in the months ahead.
Tune in for practical lending insight, sales strategy that actually works, and a reminder that momentum is built when others choose to pause.
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BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #December #Q1 #SuccessPrep #Relationships
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Episode 238
Host: Marc Summers (AIME’s Founding President)
Guest: Russell Petty (Founder of Broker Marketplace)
This week’s Broker to Broker podcast features A.I. strategist and former broker-owner Russell Petty, who delivers a masterclass on integrating artificial intelligence into your brokerage.
Russell moves far beyond basic ChatGPT uses, revealing how broker-owners can harness advanced A.I. for deep market research, automated system building, and creating unmatched value for loan officers.
He even provides an actionable roadmap to future-proof your business against the coming AI revolution in mortgage.
Key Takeaways:
- – How to use AI for deep research to identify the exact needs of your ideal loan officer avatar.
- – Building custom tools and lead magnets in under an hour to attract and retain top talent.
- – Automating repetitive tasks and complex workflows using AI agents like Claude.
- – The critical SEO hack to get AI platforms like ChatGPT to recommend your brokerage.
- – Why your personal brand is your ultimate defense against AI-driven competition.
- – Preparing for the next generation of homebuyers who prefer seamless, low-touch AI interactions.
Golden Nugget:
“Think of AI as an unpaid intern that’s just as smart as you are, has all the context, and never gets tired. It’s a genius savant sitting beside you.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
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BrokerToBroker #BrokersAreBest #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry
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Episode 41: Staying Focused, Leading with Confidence, and Planning for the Year Ahead
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- – How to handle listing agents who deal in absolutes and question non-local lenders.
- – Navigating cash-out refinances on homes held in a trust.
- – What brokers need to know about H.R. 3206 and why AIME is pushing back against mandatory title requirements.
Sales Pitch Training | Emotion Out, Execution In
Jonathon lays out how to regulate your emotions, shift from the outcome to the process, uncover the client’s real concerns with better questions, and guide them back into your value without confrontation. It’s a blueprint for staying calm, staying professional, and potentially saving the relationship.
Story Time | Giving Back and Planning with Purpose
Jonathon and Tommy share how planning, personal growth, and intentional giving shape their own lives during this time of the year. They introduce the new Broker Boost, a weekly Sunday email featuring Jonathon’s sales coaching, designed to help brokers plan their week, sharpen their mindset, and stay accountable. It’s a reminder that success comes from preparation, consistency, and the desire to elevate the entire community.
This episode is perfect for helping you keep your emotions in check and bringing those who deal in absolutes back to the light side.
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BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Emotion #Regulation #Absolutes #StarWars #HR3206
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In this episode, Laura Brandao sits down with Terri Davis, VP of Product at Cotality, to explore her four decades of experience across the mortgage industry. Terri has worked in processing and underwriting, mortgage insurance, automated underwriting at Fannie Mae, and now product innovation, giving her a perspective that is exceedingly rare in today’s climate.
Terri shares the pivotal leaders and moments that shaped her career, the power of raising your hand for new opportunities, and the importance of mentorship, curiosity, and compassion in every professional environment.
Laura and Terri then discuss how originators can use data to stay connected to past clients, strengthen referral relationships, identify new opportunities, and operate with the same strategic tools used by larger lenders. It is a conversation filled with practical guidance, wisdom, and encouragement for anyone looking to grow in this industry.
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WMN #WomenInMortgage #CareerGrowth #DataStrategy #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageTech
The post Women’s Mortgage Network Podcast: Episode 12 appeared first on AIME.
Episode 237
Host: Marc Summers (AIME’s Founding President)
Guest: Troy Molitor (President and CEO of Molitor Financial Group)
This week’s Broker to Broker podcast features Troy Molitor, who shares how he built a thriving business centered on consistency, communication, and genuine connection.
With more than two decades in the mortgage industry, Troy breaks down how brokers can create momentum through simple daily actions, build trust with both clients and partners, and use mindset as a strategic advantage in any market.
Key Takeaways:
- – Why consistency compounds and creates long-term growth.
- – How clear communication drives 100 percent referral-based business.
- – Building a team by hiring for character, not resume.
- – Why originators should build a personal brand instead of relying on company branding.
- – How to approach social media authentically without overproducing content.
- – The mindset shifts brokers need to stay competitive heading into 2026.
Golden Nugget:
“What you choose to see is what will exist in your space. Focus on the right things and your business will follow.”
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BrokerToBroker #BrokersAreBest #MortgageTech #MortgageTips #Community #MindsetMatters #BrokerSuccess #AIME #Podcast #Network
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Episode 40: Business Losses on FHA, Webinar Strategy & Mastering Your Refi Pitch
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
– How FHA underwriters treat business losses and why a simple CPA letter of dissolvement can solve the issue.
– Why webinars are rarely the best move for new lead generation and how one-on-one video calls and evergreen YouTube content create stronger, more consistent conversion.
– The easiest way to build polished presentations using The Architect, AIM’s new AI-powered tool that generates mortgage-ready slide decks in minutes.
Sales Pitch Training | Structuring the Perfect Refi Presentation
Jonathon breaks down his step-by-step system for delivering a clear, confident refinance presentation. Learn how to take command of the call, build a ‘yes’ train, walk clients through a simple T-chart comparison, recap benefits that matter, and transition into a smooth close.
Story Time | The Ego Check
Jonathon recounts an unforgettable moment early in his career when tough feedback from a leader pushed him to confront his ego. What began as anger turned into a lesson that shaped his entire approach to growth, leadership, and receiving criticism. This story is a reminder that real progress requires humility, self-awareness, and the willingness to listen even when the message is hard to hear.
Be sure to tune in for practical loan strategies, proven sales techniques, and a powerful reminder that accepting feedback is one of the fastest ways to rise in this industry.
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BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Humility #LifeLesson
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Episode 39: Navigating FHA Challenges, Nurse Bonuses & The DEP Framework
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager
Broker Buzz
- When clients want a second FHA loan, what really qualifies as an exception and how to push back responsibly.
- Handling shift bonuses for new nurses and understanding what underwriters can and cannot count as income.
- Rate and term refinancing right after closing and managing early payoff risk while keeping clients informed.
Sales Pitch Training | The DEP Framework
Jonathon introduces the DEP method for handling high-pressure conversations with clients and real estate agents: Disarm the emotion, Engage with clarity, Pivot to the solution, and Disconnect when necessary. Learn how this framework helps you maintain control, protect your clients, and establish yourself as the calm and confident leader during every interaction.
Story Time | The Red Duck Lesson
Jonathon shares a heartwarming story from his first family cruise about a red duck that became more than just a toy. Through giving away something personally meaningful, he highlights the power of gratitude, generosity, and creating memorable moments. This story is a reminder that small acts of kindness can have a huge impact in both personal and professional life.
Tune in for practical loan strategies, actionable sales frameworks, and a meaningful reminder that gratitude and leadership go hand in hand.
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BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 39 appeared first on AIME.
Episode 236
Host: Marc Summers (AIME’s Founding President)
Guest: Matt Oliver (Loan Originator at Lund Mortgage Team)
This week’s Broker to Broker podcast features Matt Oliver from Lund Mortgage, who shares how he built a thriving direct-to-consumer model, maintained a strong referral network, and created long-term success through consistent database management and client relationships.
With over 20 years in the business, Matt breaks down the practical steps brokers can take right now to win new clients, keep past clients engaged, and build trust through communication and transparency.
Key Takeaways:
– Direct-to-consumer insight: why talk radio still works and how to capture consumer attention.
– The power of a database: why client retention beats chasing new leads.
– Simple systems that turn one-time clients into referral machines.
– How to create memorable client experiences that last long after closing.
– Why brokers must educate consumers, NOT fight each other.
– Using rate-watch strategies to protect clients and build long-term trust.
Golden Nugget:
“Capture everyone you can and stay in touch. If you don’t reach out to them, they’ll forget you, no matter how good the experience was.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
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AIME #Community #MortgageBroker #BrokerSuccess #ClientRetention #BrokersAreBest
The post Broker to Broker Podcast: Matt Oliver – Ep. 236 appeared first on AIME.
In this episode, Gabi Wiartalla (Kind Lending) sits down with Kenzie Hammock, a former retail LO who recently made the leap into the wholesale channel. Together, they unpack what it feels like to step into a new professional world, the learning curve that comes with it, and the moments that helped Kenzie find her footing and confidence.
Kenzie opens up about navigating the transition, trusting herself in unfamiliar territory, and discovering a supportive community that encourages growth and authenticity. They both discuss the true power of asking questions, embracing that beginner stage, and creating a space for women to feel both heard and empowered in their careers.
Whether you’re considering a channel shift or simply looking for encouragement on your professional journey, this conversation is filled with relatable stories, grounded advice, and inspiration to step boldly into what’s next.
Subscribe to our channel and join the movement!
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WMN #WomenInMortgage #CareerGrowth #Confidence #MortgageTech #Retail #Wholesale #NewBeginnings #BrokersAreBest #AIME #Podcast #Network
The post Women’s Mortgage Network Podcast: Episode 11 appeared first on AIME.
Episode 38: Joining Bigger Brokerages, Extenuating Circumstances & The Power of Introductions
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– What to know before leaving your own brokerage to join a larger shop.
– Why “extenuating circumstances” rarely apply after bankruptcy and how to have the right conversation with clients who may not be ready yet.
– The truth about 50-year mortgage notes, why they’re drawing attention, and how proper guardrails could protect both investors and consumers.
Sales Pitch Training | Lead with Energy
Jonathon shares the three keys to powerful introductions: lead with energy, reset before every call, and protect your excitement. Learn how these habits can change the way clients experience every interaction and how mastering your tone can win deals before you even discuss numbers.
Story Time | The Niagara Falls Lesson
After a trip to Canada, Jonathon recounts a simple moment that revealed how much impact a first impression can have. One employee’s low-energy response almost dulled a special experience, inspiring a reminder that attitude and energy define every client encounter.
Tune in for practical loan strategies, personal growth insight, and a memorable reminder that your energy is your advantage.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest
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In this heartfelt episode, Ashley Miller (Empire Home Loans) welcomes Mikaila Browning, a newly licensed mortgage professional who’s already making an impact with her openness and authenticity.
Mikaila shares her journey of leaving a long-term career, facing unexpected change, and finding her calling in the mortgage industry. She opens up about the challenges of balancing motherhood with building a new career, the lessons she’s learned about perseverance and faith, and how community and mentorship have shaped her path.
Ashley and Mikaila discuss the realities of starting fresh, embracing vulnerability, and why supporting women makes all the difference, both personally and professionally.
It’s a candid and uplifting conversation about growth, confidence, and the power of saying “yes” to new beginnings.
Subscribe to our channel and join the movement!
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WMN #WomenInMortgage #Authenticity #NewBeginnings #BrokersAreBest #AIME #Empowerment #Podcast #Network
The post Women’s Mortgage Network Podcast: Episode 10 appeared first on AIME.
Episode 235
Host: Marc Summers (AIME’s Founding President)
Guest: Steven Carey (Owner of Hightide Mortgage)
This week’s Broker to Broker podcast features Steven Carey, Owner of Hightide Mortgage, who shares how he built a thriving brokerage by blending corporate sales discipline with modern technology and a people-first mindset. From his start in banking to launching Hightide, Steven breaks down how brokers can use AI, data, and intentional planning to stand out in a rapidly evolving industry.
Key Takeaways:
- From bank to broker: why Steven chose independence over committee approvals.
- The new broker skill set: from technician to coach and trusted advisor.
- Using AI as a “digital mentor” for communication, strategy, and efficiency.
- Turning data into opportunity: using public information to educate clients and win referrals.
- Goal setting that sticks: how intentional actions and measurable planning create real growth.
Golden Nugget:“So get out there, ask for nothing, give everything, and by doing that, stuff will magically come back to you.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
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AIME #Community #Mortgage #Success #BrokersAreBest #AI #MortgageTech #Learning
The post Broker to Broker Podcast: Steven Carey – Ep. 235 appeared first on AIME.
Episode 37: Bank Statement Loans, Vacation Homes & Comfort Zone Confessions
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- – What to charge on multi-million-dollar bank statement deals and why undervaluing yourself costs more than you think.
- – How to correctly classify short-term rentals versus long-term leases when structuring vacation home refis.
- – A guide for LOs helping clients move from co-owned family homes into their own primary residence.
Sales Pitch Training | Step Outside the Comfort Zone
Jon breaks down the “comfort, stretch, and panic” zones that shape every originator’s growth. Learn how to spot your comfort traps, reframe rejection, and build momentum through small, uncomfortable actions that lead to big results.
Story Time | The Barbara Corcoran Lesson
Jon shares what he learned after interviewing Shark Tank’s Barbara Corcoran at Fuse—starting with her brutally honest feedback about his headshot. Her advice on presentation, feedback, and execution turned into a lesson on humility, growth, and the mindset needed to level up your brand and your business.
This episode will challenge you to price your value confidently, stretch past your comfort zone, and welcome feedback as fuel for growth.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
Fuse2025 #AIME #BrokerPowerUp #LoanOfficer #Tips #MortgageTech #MindsetMatters #BrokersAreBest #Community #Events #Patience #LifeLessons
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In this inspiring episode, host Nicole Ahles (Edge Home Finance) talks with Liz Rich, a former kindergarten teacher turned powerhouse mortgage broker, about what it means to build a business rooted in faith, service, and determination.
Liz shares how she went from teaching in a classroom to closing over sixty loans a year, balancing business growth with family life, and creating systems that keep her business running smoothly.
She opens up about her early hustle, from door knocking to cold calling and building up new relationships from scratch. She also explains how staying both authentic and service-minded helped her stand out.
From the power of handwritten notes and answering your phone to the importance of boundaries, mentorship, and faith-based leadership, this conversation is a reminder that success is about more than numbers: it’s about people, purpose, and persistence.
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WMN #WomenInMortgage #FaithDriven #Purpose #CommunityOverCompetition #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast: Episode 9 appeared first on AIME.
Episode 36: The Fuse Experience, Team Trust & Owning Your Attitude
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Fuse Buzz
- Behind the scenes of AIME’s biggest event of the year, Fuse 2025.
- How the AIME team executes one of the mortgage industry’s top conferences with such a compact team.
- The lessons in leadership, autonomy, and trust that made this year’s event thrive.
Sales Pitch Training | The Power of Team Trust
From letting go of control to empowering others to run, they share how leaders can build a culture where people jump to help, not because they’re told to, but because they believe in the mission.
Story Time | The Locked Door Lesson
After a long day at Fuse, Jonathon found himself locked out of his hotel room, frustrated and exhausted and what started as a headache turned into a powerful reminder that attitude is everything. When he owned his mistake, shifted his mindset, and treated others with kindness, the entire situation went from a frustrating experience to an impactful lesson.
This episode captures the energy of Fuse, the heart of teamwork, and the mindset that separates frustration from growth.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
Fuse2025 #AIME #BrokerPowerUp #LoanOfficer #Tips #MortgageTech #MindsetMatters #BrokersAreBest #Community #Events #Patience #LifeLessons
The post Broker Power-Up Podcast: Episode 36 appeared first on AIME.
Episode 234
Host: Marc Summers (AIME’s Founding President)
Guest: Kenneth “KT” Travis (President & CEO at Greenlight Mortgage, Lender Relations Manager at AIME)
This week’s Broker to Broker Podcast features Kenneth “KT” Travis, a Marine veteran, CEO of Greenlight Mortgage, and AIME’s Lender Partnership Director. He’s here to share his inspiring journey from serving in the Marines to helping shape the future of the broker community.
The lessons learned from building and rebuilding his business, the mindset that defines successful brokers, and why collaboration between lenders and brokers is so vital for the industry.
Key Takeaways:
- – From Marine to mortgage: how discipline and adaptability translate into success.
- – Building smarter, not bigger: why scaling isn’t always the answer.
- – Leadership through service: how to train, invest in, and retain great people.
- – The power of community, collaboration, and showing up together.
Golden Nugget: “You show up differently when you have people beside you. Community pushes you to do harder things — and get better results.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
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AIME #Community #MortgageBroker #BrokerSuccess #BrokersAreBest #Leadership #VeteranOwned
The post Broker to Broker Podcast: Kenneth Travis – Ep. 234 appeared first on AIME.
Episode 35: Cash-to-Close Confusion, Jumbo DTI Caps & Embracing the Repetition
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- Cash-to-close breakdowns that confuse even seasoned borrowers—and how to explain them clearly.
- Jumbo DTI limits: where the real investor caps are and what exceptions actually mean.
- How one missed disclosure can trigger an avoidable CD delay, and what top brokers do to prevent it.
Sales Pitch Training | Embracing the Reps Jon shares why repetition is the secret weapon in sales, leadership, and life. From client calls to personal goals, the brokers who embrace the reps—not just the results—are the ones who win long-term.
Story Time | The Reminder We All Need Jon reflects on a simple but powerful moment that reminded him why consistency matters most when success feels slow. The work compounds, even when it doesn’t show up right away.
This week’s episode will sharpen your communication skills, clarify complex borrower questions, and help you reframe the grind as your greatest advantage.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 35 appeared first on AIME.
In this episode of the WMN Podcast, Nike Ojo (Mortgage Broker, Sugar Land TX) and Nichole Foster (Account Executive, Kind Lending TPO) get real about mistakes.
The ones they’ve made, the lessons they learned, and how they turned setbacks into stronger systems and relationships. They share why slowing down can prevent costly errors, the importance of honesty and owning your mistakes, and how collaboration and clear communication builds real trust with partners.
Along the way, they highlight practical ways to recover quickly, protect your reputation, and transform challenges into opportunities for growth.
From embracing transparency with clients to using mistakes as springboards for improvement, this conversation offers a refreshing and encouraging perspective for anyone navigating today’s mortgage landscape.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
#WMN #WomenInMortgage #GrowthMindset #Resilience #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast – Episode 8 appeared first on AIME.
Episode 34: Sourcing Cash Gifts, FHA Late Payments & The “Future Pace” Sales Technique
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- – How to properly source and document cash gift funds from a wedding (even large cultural cash gifts) for a Fannie Mae loan.
- – Why FHA Cash-Out Refinances have strict late payment policies and the narrow exception for “extenuating circumstances.”
- – The consensus on charging for credit reports: strategies to reduce costs and improve conversion without adding client friction.
Sales Pitch Training | The “Future Pace” Technique (P-C-T)
Jonathon breaks down a simple but powerful psychological framework to help clients visualize their success and motivate them to act. Learn the three-step “P-C-T” method:
- Paint the Scene to create a vivid picture of the future.
- Connect on the Emotion behind that scene to build deep motivation.
- Tie to an Action that moves the loan process forward.
This technique moves beyond just numbers to build genuine belief and close more business.
Story Time | P.T. Barnum’s “Greatest Show on Earth”
Jonathon shares the story of how P.T. Barnum sold a circus no one had seen by making it an unmissable event. Learn how to apply this same principle of “selling the vision” to your business, attracting clients to you instead of chasing after them.
Master tricky guidelines, transform your client conversations, and learn to sell a future your clients can’t wait to be a part of.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #SalesTechnique #MortgageGuidelines #LoanOfficer #ClientConversion #AIME #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 34 appeared first on AIME.
Episode 33: School Transcripts, Variable Income for Nurses & The 3 Types of Clients
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– Using school transcripts for employment when a borrower hasn’t graduated yet.
– Qualifying a W-2 nurse with new variable income and a 1099 co-borrower with FHA.
– Best practices for updating insurance on a refinance without triggering the current servicer.
Sales Pitch Training | The 3 Types of Clients
Jonathon breaks down the three core client types every LO faces and provides a strategic framework for each. You’ll learn how to diagnose the “Not Ready” client quickly and set a actionable roadmap, master the “sell on emotion, justify with logic” approach to build confidence with “First-Time Buyers,” and shift to an advisory role to lead with logic for “Sophisticated Investors.” This masterclass provides the scripts and mindset to transform your client interactions.
Story Time | The Tale of the Three Stone Cutters
Jonathon shares a powerful parable about perspective, connecting the three stone cutters to the three client types and challenging you to see your work as building a legacy, not just closing loans.
Level up your guidelines knowledge, transform your sales conversations, and gain a fresh perspective on your purpose.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #SalesTraining #LoanOfficer #MortgageBroker #AIME #BrokersAreBest #MindsetMatters
The post Broker Power-Up Podcast: Episode 33 appeared first on AIME.
In this episode, Christine Beckwith (CEO & Founder of 20/20 Vision for Success Coaching) and Molly Meeker (Edge Home Finance) dive into the best practices brokers need to succeed in today’s challenging market.
They talk about the importance of mining your database, building and maintaining strong realtor relationships, and using social media as a tool for visibility and connection. Along the way, they share candid stories, practical tips, and a healthy dose of encouragement for mortgage professionals at any stage of their journey.
From prospecting strategies to confidence on camera, this conversation is packed with actionable advice and inspiration to help you stay visible, connected, and ahead of the curve.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #DatabaseMarketing #SocialMediaStrategy #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast: Episode 7 appeared first on AIME.
This week’s Broker to Broker podcast features Phil Stevenson, a veteran, expert broker and industry leader with nearly two decades of experience under his belt.
From his early days specializing in reverse mortgages to building a thriving all-purpose shop at PS Mortgage Lending, Phil shares how adaptability, education, and authenticity drive lasting success in any market.
Key Takeaways:
– Reverse mortgages demystified: why they’re a powerful tool when used correctly.
– Serving veterans: how Phil built trust and grew his VA loan business.
– Honesty wins: being genuine, even when it costs you a client, creates long-term credibility.
– Hunting and farming: why every broker should find a balance of short-term wins and long-term relationships.
Golden Nugget:
“Networking is farming versus hunting. You need a mix of both. Hunt for immediate wins, but farm relationships that will bear fruit for years.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
AIME #Community #MortgageTech #BrokerToBroker #Success #BrokersAreBest #Podcast #Network #AMP #ReverseMortgage
The post Broker to Broker Podcast: Phil Stevenson – Ep. 233 appeared first on AIME.
Episode 32: Gaps in Employment, Homebuyer Credit Programs & Building Future Leaders
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- How underwriters really view employment gaps and what documentation makes the difference.
- A breakdown of the new $15,000 homebuyer credit program and where it stands today.
- Why income stability, not just history, is the deciding factor for tricky files.
Sales Pitch Training | From Problem Solver to Leader
Jonathon shares how the top loan officers move beyond handling today’s problems to becoming true leaders for their teams and clients. Learn how to shift your mindset from being a firefighter to building systems that prevent fires altogether.
Special Guest | Terri Davis, VP of Product at Cotality
Terri joins the show to share how loan officers can move from transactional to relational by becoming true trusted advisors. She breaks down the importance of building long-term client relationships, how to create trust in every interaction, and the unique solutions Cotality offers to help brokers strengthen retention and repeat business.
Story Time | The 6th Grade Bus Ride
Jonathon recalls a middle school moment that taught him about courage and standing up for others while also sharing why that lesson is still important today.
Sharpen your underwriting knowledge, level up your leadership skills, and revisit the moments that shape how you lead in business and in life.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #Leadership #HomeBuying #Stability #AIME #Podcast #Network #LoanOfficer #Tips #MortgageTech #BrokersAreBest #MindsetMatters
The post Broker Power-Up Podcast: Episode 32 appeared first on AIME.
Episode 232
Host: Marc Summers (AIME’s Founding President)
Guest: Anthony Wheeler (Owner and CEO of AMP Mortgage)
This week’s Broker to Broker podcast features Anthony Wheeler, who shares his journey from retail loan officer to the leader of AMP Mortgage. Anthony opens up about the lessons he’s learned in growth, leadership, and why over-communication is the key to closing deals and building lasting trust.
Key Takeaways:
– Retail vs. wholesale: how moving to the broker channel unlocked faster growth.
– Consistency counts: why always answering the phone sets Anthony apart.
– Social media as a growth engine: simple engagement that builds lasting partnerships.
– Leadership in action: supporting loan officers with accessibility and honest feedback.
Golden Nugget: “Over-communicate. The faster you get information to clients and partners, the stronger your relationships and the smoother your business.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
#AIME #Community #MortgageBroker #BrokerSuccess #BrokersAreBest
Listen now for Anthony’s blueprint on communication, growth, and leading with availability.
The post Broker to Broker Podcast: Anthony Wheeler – Ep. 232 appeared first on AIME.
Fannie Mae West and Gabi Wiartalla open up in this episode about navigating some of life’s big changes.
From becoming a new mom to publishing a debut book, and all the lessons they’ve learned about balance, boundaries and building a supportive community.
They share candid stories about juggling family and career, setting intentional priorities, and finding success in ways that feel truly authentic.
From the importance of adaptability to the power of leaning on your village, this conversation is filled with real-world advice for women at any stage of their journey.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #CommunitySupport #WorkLifeBalance #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast: Episode 6 appeared first on AIME.
Episode 231
Host: Marc Summers (AIME’s Founding President)
Guest: Jeff Humphries (Branch Manager at Edge Home Finance)
This week’s Broker to Broker podcast features Jeff Humphries, an Air Force veteran and former officer who forged his way in the broker channel. Now leading a thriving branch at Edge Home Finance, Jeff shares how resilience, authenticity, and consistency built his success without relying on cutting-edge tech or paid leads.
Key Takeaways:
– Adaptability wins: lessons from military and law enforcement that translate to mortgage leadership
– People over platforms: why authenticity and honesty beat expensive tech stacks
– Delegation matters: how the right team frees you to focus on client relationships
– Consistency is key: staying visible and engaged keeps business flowing even in tough markets
Golden Nugget: “People do business with those they like and trust. Be authentic, be consistent, and the business will follow.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
The post Broker to Broker Podcast: Jeff Humphries – Ep. 231 appeared first on AIME.
Episode 31: 1099 Nurse Income, Condo Special Assessments & The Power of Framing
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- – Can a 1099 nurse qualify with only one year of income and still access DPAs?
- – How special assessments impact condo guidelines for Fannie and Freddie.
- – What to do when a client’s purchase is threatened because their home sale fell through.
Sales Pitch Training | Mastering the Art of Framing
Jonathon explains how facts stay the same but framing changes everything. Learn how to use positive frames, time frames, and identity frames to shift client conversations, build trust, and guide decisions with confidence.
Story Time | Going Beyond the File
Jonathon shares a powerful story of an elderly client denied by multiple lenders until one broker took the time to look deeper. With the right advice, she sold her home, secured a reverse mortgage, and was able to enjoy the rest of her life in stability. A reminder that brokers don’t just close loans; they change lives.
Strengthen your technical knowledge, elevate your sales skills, and reconnect with the true purpose behind being a broker.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 31 appeared first on AIME.
Episode 230
Host: Marc Summers (AIME’s Founding President)
Guest: Molly Meeker (National Sales Manager at Edge Home Finance)
This week’s Broker to Broker podcast features Molly Meeker, who made the leap from retail to the broker channel and quickly found success at Edge Home Finance. Molly shares how technology, speed, and community set brokers apart, and why visibility and mindset are key to lasting growth.
Key Takeaways:
– AI and streamlined systems make closings faster and easier
– Relationships and empathy create stronger client experiences
– Coaching and accountability fuel personal and business growth
– Staying visible and asking for referrals keeps business flowing
Golden Nugget:
“A quiet mouth is not a fed mouth. You have to put yourself out there if you want to grow.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
The post Broker to Broker Podcast: Molly Meeker – Ep. 230 appeared first on AIME.
Episode 30: LOA Pay Structures, Cash on Hand & Calling Past Clients
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- Can licensed LOAs who don’t originate be paid as 1099 contractors?
- What really happens when clients try to use “cash on hand” for down payments.
- Why FHA underwriters are asking more questions about deposits and consistency.
Sales Pitch Training | Past Client Calls That Work
Jon breaks down his five-minute call script for past clients, showing how to check in, stack opportunities, and keep your pipeline alive without feeling pushy.
Story Time | Finding Safe Places
Jon reflects on a weekend with Tommy and Jillian and the importance of slowing down, building trust, and surrounding yourself with people who help you show up stronger at work and in life.
Sharpen your compliance knowledge, strengthen client relationships, and recharge your mindset with this week’s Broker Power-Up.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficer #Tips #MortgageTech #Sales #BrokersAreBest #RealEstate #DownPayment
The post Broker Power-Up Podcast: Episode 30 appeared first on AIME.
Laura Brandao and Katrina Carter dive into an eye-opening conversation about the personal and professional impact of A.I., and talk about the ways that it’s reshaping the mortgage and real estate industries.
From streamlining business operations to offering unexpected emotional support, they share their experiences with how AI tools helped them navigate challenges, save time, and deepen client relationships.
Plus, they explore the balance between leveraging technology and keeping human connection at the heart of the business.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #MortgageIndustry #AI #TechInBusiness #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast: Episode 5 appeared first on AIME.
Episode 229
Host: Marc Summers (AIME’s Founding President)
Guest: Becky Thompson (Senior Loan Originator at Empire Home Loans)
This week’s Broker to Broker podcast features Becky Thompson, a veteran originator whose career journey spans subprime beginnings, years in retail, and is now thriving as a broker. She shares how personal growth, meaningful coaching and a strong sense of empathy has shaped her success.
Key Takeaways:
- Reinvention is survival: Why brokers must adapt to every market cycle.
- Relationships over transactions: Creating safe spaces where clients feel heard.
- Growth fuels business: How coaching and self-awareness drive results.
- Long-term approach: Why connections matter more than rates alone.
Golden Nugget:
“This career can give you everything you want. You just have to grow. If you don’t want to grow, it’s the wrong business.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
AIME #Community #MortgageTech #Growth #Adaptability #BrokersAreBest
Listen now for Becky’s perspective on growth, resilience, and building a business built on trust.
The post Broker to Broker Podcast: Becky Thompson – Ep. 229 appeared first on AIME.
Episode 29: ADUs, Rental Income Rules & The SELL Framework
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
- Unfinished ADUs & Appraisals: What Fannie Mae actually allows, how appraisers treat zoning and comparables, and when “subject to” conditions will derail a deal.
- Rental Income Without Taxes Filed: When it’s acceptable, when it’s not, and the hard truths about clients trying to qualify with unreported income.
- FHA Occupancy Rules: How to spot red flags when clients buy a multi-unit with FHA and suddenly want to move into a single-family unit (plus how to protect your license).
Sales Pitch Training | The SELL Framework
- Elevate every touchpoint: Use your clients’ questions as teaching moments to establish authority.
- Lead with relevance: Match your timing, tone, and rhythm so your message lands when it matters most.
- Lock the loop: Never leave a call open-ended. Set the next step and secure commitment whenever possible.
Story Time | Owning Your Mistakes
Jon shares a childhood story of “comb hockey”: Broken glass, brotherly loyalty and the lesson that running from problems only makes them worse. In business and in life, facing your challenges head-on is often the only way forward.
Sharpen your loan knowledge, upgrade your sales rhythm, and strengthen your mindset with another power-packed session.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageTech #Sales #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 29 appeared first on AIME.
Episode 228
Host: Marc Summers (AIME’s Founding President)
Guest: Jason Frazier (Head of Strategy at AIME)
This week’s Broker to Broker podcast features Jason Frazier, AIME’s Head of Strategy, who shares how brokers can cut through the noise, connect with clients, and prepare for growth in today’s market.
Key Takeaways:
- Be ready before the boom: Your actions today show results 90 days from now.
- Conversations that convert: Anchor to client goals, not just rates.
- Omni-channel outreach: Why phone and text beat crowded inboxes.
- Making the most of Fuse 2025: Approach events with a plan and plug into community.
- Behind the scenes at AIME: Jason’s vision for helping brokers close more loans.
Golden Nugget: “Don’t just know what to do: implement it. Growth comes from execution.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership
AIME #Community #MortgageBroker #Strategy #BrokersAreBest
Listen now for Jason’s playbook on strategy, execution, and making every opportunity count.
The post Broker to Broker Podcast: Jason Frazier – Ep. 228 appeared first on AIME.
Episode 28: Jumbo Loan Recasts, Unemployment Income & Taking Control of Sales Conversations
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– Jumbo Loan Recasts: Why most investors won’t allow them, what it means for your client’s payment, and how to structure smarter refi options.
– Unemployment Income & Qualification: When it counts (union rules, seasonal work, tax returns) and when lenders will say no.
– The “Unlimited Resources” Question: If Jon could build one piece of mortgage tech, it would end missed follow-ups forever.
Sales Pitch Training
– Why ‘how’ you say things matters more than ‘what’ you say.
– The 3–5 key moments every LO must own: intro, agent communication, documents, process, and post-close.
– A framework to set expectations, gain client buy-in, and keep deals moving without chaos.
Story Time | Owning Your Growth
Jon shares the mindset shift that turned excuses into action and how letting go of the past creates space for a better version of yourself.
Sharpen your loan strategies, strengthen client communication, and level up your personal growth.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 28 appeared first on AIME.
Ashley Miller and Melissa Rifai talk about the power of supporting women and share how the Women’s Mortgage Network has created a game-changing community where collaboration has overtaken competition.
From overcoming industry challenges to celebrating wins together, they reveal how this sisterhood helps women thrive, both personally and professionally.
Hear real stories of mentorship, vulnerability, and the confidence that comes from knowing you’re never alone in this business.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #WomenInMortgage #CommunityOverCompetition #BrokersAreBest #AIME #Empowerment #Podcast
The post Women’s Mortgage Network Podcast: Episode 4 appeared first on AIME.
Episode 227:
Host: Marc Summers (AIME’s Founding President)
Guest: Kayla Jones (Mortgage Broker at Altitude Home Mortgage)
This week’s Broker to Broker podcast features Kayla Jones, who shares her journey of nearly leaving the industry before finding her way back stronger than ever.
Key Takeaways:
– Burnout is real: How Kayla stepped away, then recommitted with stronger systems and support in place.
– SOS service saves deals: A VA loan success story that shows why second opinions matter.
– Community = staying power: Why getting involved locally and nationally keeps brokers relevant.
– Prep for the next refi boom: Delegation, CRMs, and processes that keep you ready to scale.
Golden Nugget: ‘Sharpen your processes now, build your brand now, so that when the refi boom hits, you’re not playing catch-up.’
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership.
AIME #Community #MortgageBroker #RefiBoom #BrokerSuccess #BrokersAreBest
Listen now and hear how Kayla turned burnout into a blueprint for broker resilience.
The post Broker to Broker Podcast: Kayla Jones – Ep. 227 appeared first on AIME.
Episode 27: Navigating Overlays, Building Underwriter Trust & The “One More” Mindset
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– Removing Sold Car Debt: Why your underwriter may still require it on DTI and how to handle overlays without derailing closing.
– SBA Loan Defaults & FHA Eligibility: Understanding CAVRS, bankruptcy implications, and realistic workarounds.
– “Why Use a Broker?”: Two powerful scripts that win client trust; one for ex-retail LOs, and one for career brokers.
Sales Pitch Training
– Three-step formula for building rapport with underwriters, even when tensions are high.
– How to keep deals alive by removing emotion, finding common ground, and getting crystal-clear documentation requests.
Story Time | The “One More” Rule: How Spanx founder Sara Blakely turned an “I can’t” mantra into billion-dollar success and how you can apply it to your business today.
Tune in to sharpen your communication skills, overcome lender roadblocks, and build a resilient mindset that powers long-term success.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #MindsetMatters #BrokersAreBest
The post Broker Power-Up Podcast: Episode 27 appeared first on AIME.
Episode 226:
Host: Marc Summers (AIME’s Founding President)
Guest: Brian Sweeney (President / Mortgage Advisor at Scoot Mortgage)
This week’s Broker to Broker podcast sees the return of Brian Sweeney, who shares how brokers can thrive in today’s market by specializing in investor loans. He breaks down why these loans create recurring revenue, how social proof attracts clients, and the power of balancing niches instead of sticking to just purchases.
Key Takeaways:
- Investor loans = long-term growth: Why investors keep coming back and how to become the go-to broker.
- Social proof drives deals: Showcasing success stories to attract more business.
- Adapt or miss out: Why flexibility beats focusing on just one loan type.
Golden Nugget:“Investors don’t stop at one property. Be their trusted advisor, and you’ve built a career, not just a deal.”
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership.
AIME #Scoot #Community #MortgageTech #Broker #InvestorLoans #DSCR #BrokersAreBest
Listen now and turn market challenges into opportunities!
The post Broker to Broker Podcast: Brian Sweeney – Ep. 226 appeared first on AIME.
Episode 26: Mastering Loan Challenges & Team Empowerment
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– Disputed Credit Accounts? How to resolve lender disagreements with one simple AUS trick.
– Variable Income Denials: Why “40-hour pay stubs” aren’t enough and understanding the math lenders actually use.
– Trigger Bill Update: What’s next after the unanimous passing and how to prepare.
Sales Pitch Training
– ‘Root Canal’ Framing: Why saying “I know this sucks” destroys trust, and how to re-frame bad news with clients.
– Murphy’s Law in Mortgages: Control client emotions with 3 power phrases every LO needs.
Story Time | The $500K Lesson: How one admin’s blunt feedback transformed a top producer’s scaling strategy.
Tune in to turn loan headaches into wins and build a team that grows with you.
Listen wherever you get your podcasts!
Subscribe on YouTube for new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #TeamGrowth
The post Broker Power-Up Podcast: Episode 26 appeared first on AIME.
Amy Hulett and Aria James bring a refreshing and relatable conversation to life in this week’s episode of the WMN Podcast, exploring the power of authenticity in both personal and professional life.
From embracing vulnerability to building genuine connections, they explore how authenticity fosters trust, strengthens relationships, and fuels success.
Tune in for practical tips on navigating networking with confidence, leveraging social media to grow your business, and why being unapologetically you is such a key to success.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #MortgageIndustry #Authenticity #WomenInBusiness #BrokersAreBest #AIME #RealEstate #Podcast #Empowerment
The post Women’s Mortgage Network Podcast: Episode 3 appeared first on AIME.
Episode 25: Embracing Responsibility & Winning Client Trust
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.
Broker Buzz
– Top bottlenecks for new vs. experienced LOs (and how to fix them).
– Understanding the timing of hiring an LOA.
– How to handle bad realtor advice without burning bridges.
Sales Pitch Training
– 6 psychology-backed principles to make clients come to you.
– Why “vanilla milkshake” pitches fail (and what to say instead).
Tune in to refine your pitch and start down the path to deeper client connections.
Listen wherever you get your podcasts!
Subscribe to our YouTube channel and hit the bell for more new episodes every week.
BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #ClientTrust #BrokersAreBest
The post Broker Power-Up Podcast: Episode 25 appeared first on AIME.
Episode 225:
Host: Marc Summers (AIME’s Founding President)
Guest: Aria James (Mortgage Advisor at Edge Home Finance)
In this week’s episode, Aria James takes us through her dynamic journey in the mortgage industry—from navigating the 2008 crash to mastering the broker channel. With over a decade of experience, Aria shares how she built a thriving business by prioritizing relationships, embracing authenticity, and leveraging the power of community.
Key Takeaways:
From High-Rate Loans to High-Impact Brokerage: How Aria transitioned from selling high-priced mortgages during the financial crisis to becoming a top broker with Edge Home Finance, and why she won’t be stressing over rates again.
The “Hey Girl” Trap to Loyalty-Driven Growth: Why networking events didn’t pan out, and how focusing on deep, intentional relationships with fewer agents transformed her business.
Tearing Off Band-Aids & Building Trust: A no-nonsense approach to tough conversations, why honesty wins deals, and how social media keeps her clients engaged for the long-term.
Golden Nugget:
“You can always refinance a rate, but you can’t always recreate equity. If it fits your budget now, go for it—and trust the process.”
Whether you’re a new loan officer or a seasoned pro in the industry, Aria’s story is proof that resilience, relationships, and a little old-school notebook magic can be the keys to long-term success.
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership.
MortgageBroker #EdgeHomeFinance #ClientFirst #AIMECommunity #RefiMindset #WomenInMortgage #BrokersAreBest
Listen now and learn how to turn challenges into your competitive edge!
The post Broker to Broker Podcast: Episode 225 – Aria James appeared first on AIME.
Episode 24: Navigating Loan Approvals & Mastering Client Conversations
Hosted by Jonathon Haddad, AIME’s Chairman & CEO and Tommy Golightly, AIME’s Marketing Manager.
Welcome back to the Broker Power-Up Podcast, where we help you turn industry challenges into wins. In this episode, we dive into hard-earned lessons, overlooked loan-approval factors and the art of owning your expertise. Here is what’s in store:
Broker Buzz
– Secrets to Success: Exploring why celebrating clients (not yourself) is the key to long-term success.
– Overlooked Approval Hacks: Discussing how tweaking loan terms, leveraging lender credits or even a simple re-score can turn a ‘No’ into a ‘Yes’.
– Memorable Loans: How a frustrating fax-machine deal turned into 11 loans from one client. Proof that patience and persistence are a potent combination.
Sales Pitch Training
– Why advising locks first builds trust (even in volatile markets).
– The gambler vs. sleeper framework to help clients identify risk tolerance.
– How to avoid “buyer’s remorse” with instant email confirmations.
Tune in to sharpen your approval strategies, refine your pitch, and build unshakable client confidence.
The post Broker Power-Up Podcast: Episode 24 appeared first on AIME.
Kim Clancy and Michelle Chretien dive into a powerful conversation about the transformative role of connection and community across the mortgage industry.
As leaders in their field, they share personal stories of building authentic relationships, the impact of the Women’s Mortgage Network (WMN), and how collaboration, not competition, fuels success.
From radical authenticity to the joy of referrals, they explore why trust and engagement matter, how to balance business with personal wellness, and the unique strengths women bring to the table. Plus, a sneak peek at exciting WMN events coming soon!
Tune in for heartfelt insights on lifting each other up, creating safe spaces, and redefining what it means to thrive both professionally and personally.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
WMN #MortgageIndustry #WomenInBusiness #CommunityOverCompetition #BrokersAreBest #AIME #RealEstate #Podcast #Empowerment
The post Women’s Mortgage Network Podcast: Episode 2 appeared first on AIME.
Episode 224:
Host: Marc Summers (AIME’s Founding President)
Guest: Brianna Harris (Loan Officer at Broadway Mortgage Group)
In this week’s episode, Brianna shares details about her powerful journey from social media manager to launching her own brokerage, all while preparing for mom life.
Her story is a shining example of hustle, creativity, and building up a system that thrives on community.
Key Takeaways:
From AIM to Ownership: How her roots with AIME shaped her passion for mortgages, and why she took the leap to start Broadway Mortgage Group.
Pregnant & Hustling: Launching a brokerage during maternity leave, networking with a newborn, and overcoming the fear of failure.
Loan Officer Mindset: Why authenticity, long-game relationships, and “failing forward” are non-negotiables in today’s market.
Golden Nugget: “If you don’t dive in with both feet, you’ll always wonder what could’ve happened. This business rewards the relentless.”
Whether you are just starting out, or are a seasoned broker, this episode will help you lean into your community and build up systems that last.
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership.
MortgageTech #BrokersAreBest #WomenInMortgage #ClientExperience #AIME #Community #HustleWithHeart
Listen now and get inspired to build YOUR legacy!
The post Broker to Broker Podcast: Brianna Harris – Ep 224 appeared first on AIME.
Episode 23: Closing More Deals with Fewer Choices | CRM Security, Condos & the BCG Method
Hosted by Jonathan Haddad (AIME’s Chairman & CEO) and Tommy Golightly (AIME’s Marketing Manager)
Welcome back to the Broker Power-Up Podcast, where we turn industry insights into actionable wins. This episode is your playbook for simplifying decisions, protecting your business, and mastering the art of the pitch:
Broker Buzz
– Why personalized payment estimates beat self-service tools (and how to turn this into a client-retention strategy).
– The real hurdle with non-warrantable condos—plus when to refer clients to local banks.
– CRM security in the AI era: Proactive steps to shield your data (before it’s too late).
Sales Pitch Training
Jonathan reveals the “BCG Method” (Be Present, Curate, Guide), a game-changing framework to boost conversions by removing options. Learn:
– The psychology behind analysis paralysis (backed by a famous jam experiment!).
– How to curate loan choices like a pro (hint: fewer options = more trust).
– The one question that reveals if a 15-year mortgage is right for your client.
Story Time
Jonathan shares a real-world case study on why overwhelming clients kills sales—and how top producers simplify decisions to win more business.
Tune in now to streamline your pitch, safeguard your business, and close more deals—with less stress.
Subscribe to our YouTube channel and turn on notifications so you never miss an episode.
BrokerPowerUp #AIMECommunity #LoanOfficerTips #Mortgage
Listen wherever you get your podcasts!
The post Broker Power-Up Podcast – Episode 23 appeared first on AIME.
Julie Yarbrough and Samantha Shelton are here to kick off the Women’s Mortgage Network Podcast with a lively conversation about the relaunch of WMN—and what it means for women in the mortgage industry.
They share personal stories, discuss the mission of WMN and empowering women in the mortgage industry and why creating pathways for the next wave of female leaders is so vital.
Straightforward insights on lifting each other up, owning your growth, and creating a space where women don’t just succeed—they lead.
Subscribe to our channel now and join the movement!
Listen wherever you get your podcasts!
WMN#MortgageTech#BrokersAreBest#AIME#Women#RealEstate#Network#Podcast
The post Women’s Mortgage Network Podcast: Episode 1 appeared first on AIME.
Episode 22: Sharpening Your Edge | AI, Ego, and Escrow Insights
Hosted by Jonathon Haddad (AIME’s Chairman & CEO) and Tommy Golightly (AIME’s Marketing Manager)
Welcome back to the Broker Power-Up Podcast, your go-to resource for real-world mortgage strategies. This episode is packed with actionable takeaways to help you stay ahead:
– Broker Buzz
Uncover the truth behind personal bank statement loans and why details matter. Learn how to estimate payments and closing costs accurately so you don’t repeat Jon’s early career mistake (an $8K lesson). Plus, we break down the legal nuances of seller concessions versus escrow holdbacks.
– Sales Training
In an era where clients are smarter than ever thanks to AI, discover why vulnerability builds trust. We’ll also explore how the rise of AI (with 800 million users and counting) is changing borrower expectations and what you need to do to adapt.
And don’t miss Jon’s golden wisdom: “Every book and every meeting teaches you at least one thing. Your ego decides if you’ll hear it.”
Tune in now to sharpen your skills, avoid compliance pitfalls, and future-proof your business.
Subscribe to our YouTube channel and turn on notifications so you never miss an episode.
MortgagePodcast #AIMECommunity #LoanOfficerTips #Mortgage
Listen wherever you get your podcasts!
The post Broker Power-Up Podcast – Episode 22 appeared first on AIME.
Episode 223:
Host: Marc Summers (AIME’s Founding President)
Guest: Joe Almeida Jr. (CEO & Lead Loan Originator, Redefine Home Loans Inc.)
In this powerful episode of the Broker to Broker Podcast, Joe Almeida Jr. shares his incredible journey—from arriving in the U.S. with $500 and experiencing homelessness to becoming a mortgage broker and CEO. His story is a testament to resilience, mindset, and the transformative power of homeownership.
Key Takeaways:
Turning Struggle into Strength: How sleeping in a church office shaped Joe’s hustle mentality and purpose-driven approach to lending.
The “Mortgage Assembly Line”: Joe’s blueprint for scaling from 5 loans/month to 50+ by building the right team and systems.
Ethical Sales & Education: Why combating borrower fear with truth and planning is the key to closing deals.
Vision for the Future: How profit-sharing, mentorship, and self-love are fueling Redefine Home Loans’ growth—and how you can apply these lessons too.
FUSE 2025 Hype: Joe’s unforgettable story about a signed T-shirt that became his inspiration (and why YOU need to be at FUSE this year!).
Golden Nugget: “Your future depends on you walking in your purpose today. Stop scrolling. Start winning.” — Joe Almeida Jr.
Whether you’re a new LO or a seasoned broker, this episode will fire you up to rethink your process, embrace your purpose, and take your business to the next level.
Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.
Join AIME: aimegroup.com/membership.
MortgageBrokers #ScalingSuccess #PurposeOverPaycheck #AIMECommunity #FUSE2025Listen now and get ready to redefine YOUR journey!
The post Broker to Broker: Joe Almeida Jr. – Ep 223 appeared first on AIME.
Episode 21: Closing Loans with Confidence – Credit Reports, Emotional Sales, and the Power of Listening
Hosted by Jonathon Haddad (AIME’s Chairman & CEO) and Tommy Golightly (AIME’s Marketing Manager)
Welcome back to the Broker Power-Up Podcast; your go-to resource for strategies, stories, and insights to help you close more loans!
In this episode, we dive into:
Broker Buzz: Tackling trending questions from the Brokers Are Best Facebook group, including:
What happens if a credit score drops before closing?
How to handle clients with late student loan payments.
Updated rules for using income documentation for self-employed borrowers.
Sales Pitch Training: Jonathan breaks down the EAR Framework (Emotion, Association, Rationalization) to ethically leverage client emotions and drive action—without the sleazy sales tactics.
Story Time with John: A heartfelt tale about The Watchmaker and the Whisper, revealing the timeless power of listening and connecting with clients on a deeper level.
Plus, don’t miss:
Tips for lighting up every room (without stealing the spotlight).
Exclusive insights into AIME Membership benefits and the FUSE 2025 Conference!
Whether you’re a seasoned broker or just starting out, this episode is packed with actionable advice to elevate your game. Listen now and power up your business!
Subscribe to our YouTube channel and hit the bell so you never miss an episode.
Join the conversation in the Brokers Are Best Facebook group and use #BrokerPowerUp to get your questions answered on the show!
MortgageBrokers #SalesTraining #LoanOfficers #AIMECommunity #FUSE2025
Available on all major podcast platforms!
The post Broker Power-Up Podcast – Episode 21 appeared first on AIME.
Episode #222: From Banker to Broker – Melissa Rifai’s Journey to Building Hyve Home Loans
In this episode of the Broker to Broker podcast, host Marc Summers sits down with Melissa Rifai, Broker Owner at Hyve Home Loans, to explore her transition from the banking world to the broker channel.
Melissa shares her candid insights on the challenges, surprises, and triumphs of making the switch, including a costly early mistake that taught her a critical lesson about settlement services.
Key topics include:
• Overcoming Fear of Change: Melissa reflects on the mental hurdles of leaving the “comfort” of banking and the text from a former colleague that almost tempted her to turn back.
• Debunking Myths: Why the stability of banking isn’t always what it seems—and how brokers can thrive without relying on bank-fed leads.
• Market Mindset: Why today’s loan officers must “plant new trees” instead of waiting for rates to drop, and how to reframe the “high rates” conversation with clients.
• Community Power: How the Brokers Are Best Facebook group and AIME’s Fuse conference became lifelines for Melissa as she built her brokerage from scratch.
Packed with practical advice and hard-earned wisdom, this episode is a must-listen for anyone considering the banker-to-broker leap or looking to reignite their hustle in a tough market.
Listen now to learn why Melissa declares: “Brokers are best—for me!”
The post Broker to Broker: Melissa Rifai – Ep 222 appeared first on AIME.
Broker Power-Up Podcast | Episode 20
Hosts: Tommy Golightly & Jonathon Haddad
Episode Highlights:
Sales Pitch Training: Master the 6-step ADVISE Method to transform from pushy salesperson to trusted advisor:
1⃣ Ask with Intention – Ditch surface questions for powerful discovery
2⃣ Dive into the Pain – Address client fears head-on (like losing that 3% rate)
3⃣ Validate Their Experience – “That makes sense – you’re not alone”
4⃣ Illuminate the Path – Present 2-3 clear options (no jargon!)
5⃣ Solve with Simplicity – Why less info = more closes (Cheesecake Factory vs. steakhouse menus)
6⃣ Earn the Next Step – Never end a call without clear action
Broker Buzz Segment:
How top producers handle credit pull costs (who really pays?)
The truth about gift of equity tax implications (Don’t mess with the IRS)
Borrower-paid comp explained
Story Time with Jon: A heartwarming tale of Viking DNA, family legacy, and why your past should fuel your future hustle
The post Broker Power-Up Podcast – Episode 20 appeared first on AIME.
In Episode 19 of Broker Power-Up, we’re giving you a full-stack power-up with tactical advice, sales training, and mindset mastery — all designed to help you close more loans and lead with confidence.
In This Episode:
Broker Buzz: We answer real questions from the Brokers Are Best Facebook group, including:
Helping borrowers without U.S. credit history
How to cold call and follow up with real estate agents
What to do when clients have recent student loan delinquencies
Sales Pitch Training: Jonathan introduces the Fear Flip Framework — a powerful technique to help move hesitant buyers past “what if” paralysis and into confident decision-making. Learn how to reframe fear into motivation and urgency with empathy, clarity, and action.
Story Time: Jonathan shares a personal story about a canceled trip, a Zoom disaster, and the power of adaptability in business and life. Plus, hear the four traits of people who struggle to adapt — and how to overcome them.
Whether you’re navigating tough files, calling agents, or coaching clients through uncertainty, this episode will give you tools to grow your business with purpose and resilience. Watch now on YouTube: @AIMEnational
BrokerPowerUp #BrokersAreBetter #MortgageSales #CloseMoreLoans #FearFlipFramework
The post Broker Power-Up Podcast – Episode 19 appeared first on AIME.
In this episode of the Broker to Broker Podcast, host Mark Summers sits down with L.C. Parker, Mortgage Broker for C2 Financial Corporation, to discuss his journey from the retail lending world to the wholesale broker channel. With over 12 years of experience in consumer finance and mortgages, L.C. shares his insights on the key differences between retail and brokerage, the misconceptions about broker fees and rates, and how his operational leadership background has shaped his success in the broker space.
Listen as L.C. reveals:
The autonomy and advantages of the broker model, including cost savings for clients.
How his communication skills and mentorship have helped him thrive.
Practical advice for brokers looking to scale efficiently and serve underserved markets.
The importance of community and organizations like AIME in supporting broker growth.
Whether you’re a seasoned broker or considering a transition from retail, this episode is packed with actionable takeaways and inspiration to help you elevate your business. Tune in and discover why the broker channel is cheaper, faster, and better for clients!
Available on YouTube, iTunes, Spotify, and wherever you get your podcasts.
BrokerToBroker #MortgageBroker #AIME #WholesaleLending #RealEstatePodcast #BrokersAreBest
The post Broker to Broker Podcast: L.C. Parker – Ep 221 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 18 appeared first on AIME.
Broker to Broker Podcast | Episode 220
Guest: Nathan Kunst, Broker/Owner of Honest Mortgage
Host: Marc Summers, President of AIME
In this episode of Broker to Broker, we sit down with Nathan Kunst of Honest Mortgage — a broker who’s built a thriving business on faith, authenticity, and consistency. Nathan shares his journey from working low-paying jobs to founding his own brokerage, and how his mission-driven mindset and client-first approach have created lifelong relationships and consistent referrals.
Nathan opens up about:
- Why he built Honest Mortgage around transparency and integrity
- How branding consistency fuels trust and recognition
- Using social media strategically (even when you don’t like being on camera)
- The power of showing up in person — at closings, inspections, and open houses
- Why brokers have a long-term advantage over banks
- Communicating your value without getting stuck in the “lowest rate” trap
- Why faith isn’t a marketing tactic, it’s a foundation
Nathan’s approach proves that doing right by your clients — and being true to your principles — is not only sustainable but successful.
The post Broker to Broker Podcast: Nathan Kunst – Ep 220 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 17 appeared first on AIME.
Broker to Broker Podcast | Episode 219
Guest: Tracie Mayo, Broker/Owner of Savvy Mortgage Lending
Host: Marc Summers, Founding President of AIME
In this episode, Marc sits down with seasoned broker and solo business powerhouse Tracie Mayo of Savvy Mortgage Lending. Tracie shares her journey from starting in banking in 2012 to founding her own brokerage in 2016 — and how she’s grown through every market shift since.
From tackling buyer objections about high interest rates to breaking down the benefits of non-traditional loan products like bank statement loans, Tracie offers up actionable advice and real-world insight that today’s brokers can immediately apply. She also opens up about how her own mortgage journey shaped her perspective and the powerful role the AIME community has played in her business success.
Topics covered include:
- Educating hesitant buyers in today’s high-rate market
- Using creative financing strategies to close tough deals
- Why non-QM products like bank statement loans are game-changers
- Leveraging the Brokers Are Better Facebook group for peer support
- The importance of community, mentorship, and staying engaged through AIME events like Fuse
Whether you’re a one-person shop or building a growing team, Tracie’s experience and mindset will inspire you to stay resilient, adaptive, and client-focused in any market.
The post Broker to Broker Podcast: Tracie Mayo – Ep 219 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 16 appeared first on AIME.
Broker to Broker Podcast | Episode 218: “Challenge & Make It Make Sense” with Bryan Atwood
Host: Mark Summers (Founding President, AIME)
Guest: Bryan Atwood (Broker/Owner, Atwood Mortgage)
Episode Description:
In this powerhouse episode, Mark Summers sits down with Bryan Atwood, a sixth-generation real estate pro turned broker/owner of Atwood Mortgage, to unpack his jaw-dropping journey from zero lending experience to building a thriving brokerage in just four years.
Key Takeaways:
From Realtor to Broker: How Bryan’s real estate roots exposed the lending gaps hurting agents—and why he bet on the broker channel to fix them.
“Make It Make Sense”: Bryan’s mantra for challenging norms—from VA loan myths to underwriting hurdles—and why asking “why” saves deals.
Realtor Trust Hacks: Why Bryan never cold-calls agents—and how educating them on lender blind spots (like appraisal myths) wins business.
AIME’s Role: How Bryan leveraged AIME Academy, VIP escalations, and the Brokers Are Best community to fast-track his success.
FUSE 2025 Teaser: Bryan’s advice for retail LOs eyeing the broker channel: “Why limit your options when you can customize solutions?”
Perfect for: Brokers, retail LOs considering the switch, and anyone tired of the “this is how it’s always done” mentality.
The post Broker to Broker Podcast: Bryan Atwood – Ep 218 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 15 appeared first on AIME.
Broker to Broker Episode 217 – Carlos Scarpero: Mastering SEO, YouTube, and Niche Marketing for Mortgage Success
In this episode of Broker to Broker, host Mark Summers sits down with Carlos Scarpero, a seasoned loan officer at Edge Home Finance, to dive into the power of digital marketing and niche specialization in the mortgage industry. Carlos shares his unique journey—from his early days in marketing to becoming a YouTube and SEO expert who generates leads organically.
Key takeaways from the conversation include:
- Leveraging SEO and YouTube: Carlos breaks down how he creates content that ranks on Google by answering hyper-specific questions and citing authoritative sources (like the VA handbook).
- Niche Domination: Why focusing on low-credit-score VA loans and “gray zone” scenarios sets him apart—and how brokers can replicate this strategy in their own markets.
- Content Creation Hacks: From turning videos into SEO-optimized blog posts using AI tools to using StreamYard for dynamic videos, Carlos reveals his time-saving techniques.
- Overcoming Fear: Advice for loan officers hesitant to get on camera or blog—hint: it’s not about you; it’s about serving the borrower who needs your expertise.
- Compliance & Authenticity: How to stay compliant while creating engaging content and why accuracy builds trust with both clients and search engines.
Whether you’re a broker looking to grow your online presence or seeking inspiration to stand out in a competitive market, Carlos’s insights on blending mortgage expertise with digital marketing will leave you motivated to hit “record” and start helping borrowers—one video or blog post at a time.
Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!
Host: Mark Summers | Guest: Carlos Scarpero | Episode: 217
The post Broker to Broker Podcast: Carlos Scarpero – Ep 217 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 14 appeared first on AIME.
Episode 216: Rising from Tragedy to Triumph – Ryan Kearns’ Blueprint for Growth & Resilience
In this profoundly impactful episode of Broker to Broker, host Marc Summers sits down with Ryan Kearns, Managing Member of Kearns Mortgage Team, LLC, and recent HousingWire Rising Star, for a raw and inspiring conversation about overcoming adversity, scaling a brokerage, and building unshakable systems. Ryan shares: His unconventional start – from business loans to DSCR to becoming a top-producing broker Scaling secrets – how he grew in volume in 3 years (during a tough market) The power of letting go – transitioning from solopreneur to team leader with processors & LOAs Systemizing success – exact workflows and tech that fuel his operation A heartbreaking personal story – how he rebuilt after losing 6 family members in one tragedy The mindset shift that transformed his business and life This episode is a masterclass in resilience, offering actionable strategies for brokers at any stage – plus an unforgettable reminder of what truly matters in business and life.
The post Broker to Broker Podcast: Ryan Kearns – Ep 216 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 13 appeared first on AIME.
Episode 215: From Retail to Wholesale – Building a Legacy in the Mortgage Industry with Mahb Rahman
In this dynamic episode of Broker to Broker, host Marc Summers sits down with Mahb Rahman, Chief Growth Officer at Safetrust Mortgage, for a candid conversation about his journey from retail banking to a driving force in the wholesale channel.
Mahb shares invaluable insights on:
The mindset shift from retail to wholesale – why humility and problem-solving are key
Lessons on relationship-building and industry expertise
Scaling Safetrust Mortgage – how a collaborative vision led to explosive growth
The “Mamba Mentality” – stacking small wins to dominate in any market
Purchase-focused strategies – anchoring relationships and delivering unmatched value
Packed with real-world anecdotes and actionable advice, this episode is a masterclass for brokers looking to elevate their business, build lasting partnerships, and thrive in a competitive landscape.
Tune in now on aimegroup.com, YouTube, or your favorite podcast platform!
BrokerToBroker #MortgageGrowth #AIME #WholesaleMindset #BrokersAreBest
The post Broker to Broker Podcast: Mahb Rahman – Ep 215 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 12 appeared first on AIME.
Broker to Broker Episode 214 – “30 Years of Mortgage Mastery: Robyn Graves on Educating to Dominate”
Host Marc Summers sits down with Robyn Graves, Founder/CEO/Loan Originator of Success Mortgage, for a powerhouse conversation packed with three decades of industry wisdom. From surviving market crashes to navigating regulatory chaos, Robyn shares how her journey—from a $23K finance assistant to running a 22-LO multistate brokerage—proves that knowledge, relationships, and adaptability are the ultimate competitive edge.
In this episode, you’ll learn:
Why “Educate to Dominate” is her brokerage’s winning motto—and how she leverages training to turn realtors into raving fans.
The “CEO mindset” every loan officer needs—plus why understanding every role (appraisers, title agents, even termite inspectors) makes you indispensable.
How to revive “dead” refinance leads (spoiler: generational wealth talks and credit card debt crises = hidden opportunities).
The broker’s superpower post-2008: Strategic financing with AI, accountability, and paintbrush-and-paint creativity.
Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!
The post Broker to Broker Podcast: Robyn Graves – Ep 214 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 11 appeared first on AIME.
Episode 213: Building Community & Controlling the Controllables with Michelle Chretien
In this inspiring episode of the Broker to Broker podcast, host Marc Summers sits down with Michelle Chretien, broker-owner of Empire Mortgage and a beacon of positivity in the mortgage industry. Michelle shares her incredible journey from working in a factory to becoming a force in the wholesale channel, emphasizing the power of community, attitude, and effort.
Discover how Michelle transitioned from retail to the broker world, the lessons she learned along the way, and why she’s passionate about giving back, both locally and within the mortgage community. She opens up about the life-changing support she received from her peers during a health crisis and how the AIME community has been instrumental in her success.
Key takeaways include:
- Controlling the controllables: Why attitude and effort are everything in business and life.
- The power of community: How collaboration and connection can transform your business (and even save deals!).
- Retail vs. wholesale: Michelle’s honest insights on making the switch and thriving in the broker channel.
- Giving back: Why serving your local community without expecting returns leads to unexpected rewards.
Whether you’re a seasoned broker, considering the switch from retail, or just looking for a dose of motivation, this episode is packed with actionable advice and heartwarming stories. Tune in and learn why Michelle’s mindset and community-first approach make her one of the most respected leaders in the industry.
Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!
The post Broker to Broker Podcast: Michelle Chretien – Ep 213 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 10 appeared first on AIME.
Episode 212: From Welfare to Wholesale – Ashlin Endter’s Journey to Building 4MG Mortgage Join host Mark Summers, Founding President of AIME, in this inspiring episode of Broker to Broker as he sits down with Ashlin Endter, Founder & Broker of 4MG Mortgage. Ashlin’s story is one of resilience, determination, and heart — from counting diapers on welfare to becoming a powerhouse in the wholesale mortgage channel.
Key Takeaways:
From Struggle to Success: How Ashlin went from “broke, busted, and disgusted” to founding her brokerage in just five years.
Retail vs. Broker Channel: The lessons she learned from her time in retail and why she’ll never look back.
The Power of Structure: Why retail’s streamlined processes dominate — and how brokers can adopt these strategies.
Failing Forward: Ashlin’s philosophy on embracing failure, taking risks, and running through walls to succeed.
Community & Advocacy: How she’s empowering homebuyers through education, nonprofits, and realtor partnerships.
The Meaning Behind 4MG: A heartfelt story of how her daughters fuel her mission — and how it inspires her team.
Whether you’re a new LO, a seasoned broker, or someone needing a motivational boost, Ashlin’s authenticity and hustle will leave you ready to crush 2025.
Listen/Watch: Available on YouTube, Apple Podcasts, Spotify, and wherever you get your podcasts. Don’t forget to subscribe, rate, and review to help us spread the word that #BrokersAreBest!
The post Broker to Broker Podcast: Ashlin Endter – Ep 212 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 9 appeared first on AIME.
Season 5 Premiere: Broker to Broker – Featuring Mat Ishbia, President & CEO of United Wholesale Mortgage Host Marc Summers kicks off Season 5 of Broker to Broker with an electrifying episode featuring Mat Ishbia, President & CEO of United Wholesale Mortgage (UWM). In this episode, Mat shares his journey from starting as an entry-level employee to leading one of the most broker-friendly companies in the mortgage industry.
Dive into topics like:
Why the broker channel is the future – Mat breaks down why independent mortgage brokers offer the best value for consumers—and why retail is a “dinosaur.”
Industry insights – His take on the Rocket-Mr. Cooper merger and why brokers should stay focused on growth rather than competitors.
UWM Live & Success Track – How these events and training programs empower brokers to dominate the market.
The power of teamwork – Lessons from Mat’s sports background (including his high school basketball rivalry with Marc!) and how grit, hustle, and collaboration drive success.
Pro tips for loan officers – The “cheat code” to scaling your business, from client service to mining past leads (hint: refinance opportunities are everywhere!).
Packed with actionable advice, industry trends, and Mat’s signature no-nonsense energy, this episode is a must-listen for brokers, LOs, and anyone ready to thrive in wholesale.
Listen now on AIME’s website, YouTube, Spotify, or Apple Podcasts—and join the movement to prove #BrokersAreBest.
AIME #BrokerToBroker
The post Broker to Broker Podcast: Season 5 Premiere – Mat Ishbia appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 8 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 7 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 6 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 5 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 4 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training
Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 3 appeared first on AIME.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
Sales Pitch Training – How to craft strong introductions & set clear expectations
Storytime with Jon – Why every broker needs an “architect” to scale their business
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 2 appeared first on AIME.
Welcome to the Broker Power-Up Podcast, brought to you by AIME (The Association of Independent Mortgage Experts)! Join Chairman and CEO Jonathon Haddad and Tommy Golightly for an unfiltered, action-packed podcast designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends.
Each episode features three dynamic segments:
1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.
2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.
3️⃣ Storytime with John: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.
In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you’re a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.
Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.
Let’s grow together and close more loans!
BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
The post Broker Power-Up Podcast – Episode 1 appeared first on AIME.
This episode is brought to you by Fuse 2025
Join us for the SEASON FINALE of the Broker to Broker podcast, featuring AIME Chairman & CEO, Jonathon Haddad! Join us in finding out all that the broker community has accomplished over 2024 with surprising stats that prove once again, that Brokers Are Best.
Jonathon has had an absolutely unbelievable year. Since being announced as AIME’s new CEO in January, Jonathon handled a massive amount of initial criticism and outrage with grace, as he directly addressed each community member’s concerns as they were presented to him. From there, he got to work, and AIME had a banner year, leveling up its tangible resources and support as THE association supporting the wholesale mortgage channel.
The numbers, stats, and wins don’t lie. The AIME community has been on an incredible roll all year, and while Jonathon and Marc were happy to engage with 2024’s wins, they’re even more focused on making 2025 another banner year of stepping up the wholesale channel’s strategy, support, skills, and influence.
Jonathon breaks down his mindset for the start of 2025, breaking down exactly how he’s able to keep going and growing:
“You must learn to be overly confident, but have somebody in your corner that keeps you logical. But there’s no reason why you can’t look at each day and be the most confident human being you possibly can be. You know what you need to do. You know how to do it. The biggest piece of it all is to have someone hold you accountable. To hit your goals, but also, to go after things that have a high likelihood of failure. Go after them and just see where you land. You’d be surprised how many times you end up crossing that finish line, even if you fall short of something. See how short you fell. If you’re not going to try for something that has a high likelihood of failure, you’re going to be stuck in the same situation you’re in every single year. That’s a waste of time for all of us. We all think about how great we can be. We all know we could be great. We all know all the things to do. Yet we hinder ourselves constantly because we’re chasing perfection or we’re chasing the perfect conditions before we do something. Stop it. Be excited for it, and get ready to make the changes that you need in order to adapt and win coming in 2025.”
Key Points:
1:46 – Intro / Jonathon’s Fuse experience
10:55- Looking Back at 2024
25:18 – AIME By The Numbers
30:25- Looking Ahead to 2025
The post 2024: The Community By The Numbers w/ Jonathon Haddad – Season Finale appeared first on AIME.
This episode is brought to you by CoreLogic
Don’t miss Broker to Broker, Episode 211! Learn to make the most successful change from retail to the wholesale mortgage channel, with Sr. Mortgage Broker at HI FIVE Team and featured Fuse 2024 Panelist, Rylan Maddox.
Rylan has been featured in numerous AIME projects and resources over the last couple of years; and for good reason. He made an incredible transition from the retail mortgage channel, quickly making waves in the wholesale channel, and within the community. Within three years of attending Fuse as a retail LO, he found himself on the very same stage that helped influence his transition to the wholesale channel.
Rylan lays out the comforts of the retail channel, noting that these are actually the pitfalls of remaining a retail LO instead of working independently in wholesale:
“Anything that retail might have for you that a company is saying this is a perk of being an employee of ours, now exists in the wholesale space at this point. As a self producer, if you are an entrepreneur and you run your business more efficiently (and I would I would wager that almost any entrepreneur in our industry can run more efficiently) than a large box retail shop, not only are you going to have more commission in your pocket for your family, but it’s not going to be at the expense of your client. Your clients client’s going to get a better rate and lower costs as well.”
Key Points:
2:07 – Intro / From A Decade In Retail
10:36- “The Cycle of Kindness” of Retail Mortgage
25:36 – Why & How to Make the Wholesale Transition
34:53 – Advice for Current Retail LOs
The post How Wholesale Collaboration Beats Retail Competition w/ Rylan Maddox – Episode 209 appeared first on AIME.
Don’t miss Broker to Broker, Episode 208! Learn to easily & directly streamline your brokerage’s operations for exceptional client and worker experience with the Strategic Operations Explorer at CMS Mortgage Solutions, Dora Gonzalez!
The post Wholesale On a Higher Level w/ Dora Gonzalez – Episode 208 appeared first on AIME.
Catch Broker to Broker, Episode 207! Learn how a history in mortgage law and retail leads to the fast track of wholesale success with Sr. Loan Officer at GoRascal and featured Fuse 2024 Panelist, Philip Lucrezia!
*NOTE: We apologize for the audio quality in this episode. Due to technical issues during recording, the sound may be less clear than usual. However, the insights shared by Philip Lucrezia are invaluable, and it’s still well worth a listen.
Key Points:
1:54 – Intro / From Law, To Retail, To Wholesale
12:09- Wholesale Misconceptions
20:00 – Mortgage Attorney Stories
26:05 – Philip’s First Fuse Experience
Philip has had an interesting journey towards becoming the successful broker he is today. After 15 years as a mortgage attorney, Philip realized his skills were leaving money on the table, so he entered into originating. Having worked in retail for multiple companies, Philip became frustrated with the limitations on the rates and services he could offer his clients, and chose to make the jump to wholesale.
It hasn’t even been a full year in wholesale, and Philip is already making massive waves in the market, and in the broker community; something that didn’t go unnoticed, when he was asked to be a featured panelist at Fuse 2024’s panel: Retail vs. Wholesale: Untold Stories of Brokers Who Made the Switch.
“Attending Fuse led to me to start hiring; I just didn’t feel like I was ready to do it until then.” states Philip, reflecting on his time at Fuse. “When I was talking with people at my company about Fuse, I really feel like it’s actually making me a better dad; one of the keynote speakers talked about how much your kids don’t do what you teach that day, but they do watch you go out, come home, putting the phone down, and being present in their lives. When I’m home, that’s just something that never really sunk in. That’s the last thing I expected that would come out of Fuse, was for me to come home and learn how to be a better dad to my kids… There’s some kind of magic that happens when brokers all get together. Seriously, when we get together and people are talking, the conversation and communication yields benefits you could never expect.”
The post From Courtrooms to Closings: How Being a Broker Made Me Better w/ Philip Lucrezia – Episode 207 appeared first on AIME.
Don’t miss Broker to Broker, Episode 206! Get guidance in how mutual sharing, education, support, and leveraging your broker peers is the secret to thriving in the wholesale industry with the Director of Sales at Next Door Lending, Gabi Wiartalla!
The post The Helpful & Competitive Nature: Thriving in Wholesale Mortgage with Gabi Wiartalla – Episode 206 appeared first on AIME.
Don’t miss Broker to Broker, Episode 205! Learn how to grow, scale, and diversify beyond your own business for any market with the Founder & CEO of Homepie and Amerifund Home Loans, Brad Rice!
The post Broker to Blueprint: Wholesale Growth Built on Reliability with Brad Rice – Episode 205 appeared first on AIME.
Catch Broker to Broker, Episode 204! Get a lesson in homebuyer service through Anthropology from Loan Originator at Lock It Lending and featured Fuse 2024 panelist, Melissa Tubau!
The post Anthropology: A Front Door to Homebuyer Service with Melissa Tubau – Episode 204 appeared first on AIME.
Don’t miss Broker to Broker, Episode 203! Learn the secrets to long-term success and 90% client retention from the Broker Owner of American Mortgage and Financial Services, George Burkley.
*Note: This episode was recorded before Fuse National Conference
George has been a mortgage broker for nearly 30 years, and he has the industry, association, and customer service skills & wisdom to show for it. He’s been a long-time beloved broker community member, as he’s always willingly shared his time, knowledge, and expertise to help ensure the success of his broker peers.
In this episode, George shares much of his hard-earned wisdom and discusses the system and business model he created. This model emphasizes relationship-building by providing thorough, long-term financial planning and education for his clients. These free, invaluable services, plus the additional non-mortgage financial services offered under American Mortgage and Financial Services, help George retain a large majority of his clients for return and repeat business.
“If you do business once with a client, you have a 30% chance of their return business. Twice is 50%, three times or more in 90%. So, sit down with a client and BUILD A RELATIONSHIP with them. Become their friend. Make sure they see you not as someone trying to sell them something, but as the person guiding them through buying a house, their insurance, and investments. Maybe someday down the road, you can show them how to retire with dignity. Then they’ll see you almost like family at that point. And that’s the best advice I can give to anyone entering the mortgage industry: You need to quit worrying about making money on your deals; the commission is just a byproduct, the relationship is the thing you need to build.”
Key Points:
0:40 – Intro / 28 years in Wholesale Mortgage
4:15 – Lessons and Relationship-Building
7:16 – Teaching Financial Literacy
14:55 – Anticipating Your Clients’ Needs WITH Market Changes
20:25 – Looking Ahead with the Broker Community
Join us for a special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s goals for local-scale brokers, featuring the Director of Membership (Local), Enrique Braunschweiger!
On this very special episode of Broker to Broker, we take you to Fuse 2024 in New Orleans to hear the keynote from AIME Chairman & CEO, Jonathon Haddad. Titled We Lead United: Revolutionizing the Market as the United Broker Community, hear Jonathon take the stage to outline his vision for the broker community and the mortgage industry’s future under his leadership.
Listen now to catch Jonathon as he doubles down on AIME’s mission to empower mortgage brokers to be the best versions of themselves for consumers and their community, and exactly how he elevated AIME’s old slogan from “Brokers Are Better” to “Brokers Are Best.”
Brought to you by Fuse 2024 in New Orleans
Register for Fuse NOW w/ code: letthegoodtimesroll
Book your Hotel for Fuse 2024
It’s Broker to Broker’s 200th Episode! Join us for a celebration, as host Marc Summers is joined by special co-host AIME Chairman & CEO Jonathon Haddad as they look back at 200 episodes and discuss the broker channel’s past, present, and future.
To toot the podcast’s horn a bit because Marc’s quite humble, here are some of the accomplishments of Broker To Broker, since its debut in 2019:
- Broker To Broker has been listed in Apple’s top non-profit Podcasts for 3 years running, going on 4.
- Broker To Broker has 311,479 unique downloads & streams in 108 countries.
- Broker To Broker averages over 1700 downloads per episode, putting it in the top 3% of all currently-running podcasts (not bad for a niche topic, huh?).
We can’t thank the broker community enough for listening and tuning in all these years. We’re looking forward to 200 more episodes of talking to, highlighting, spotlighting, and celebrating the wonder broker community. May we keep fighting the good fight to support each other, our communities, and the homebuyers who need us the most.
Key Points:
1:34 – Intro / The Current Wholesale Landscape
8:11 – Broker Community Leadership: Lessons from the Top
19:12 – Podcast and Broker Community Stats: 2019 – Now
26:00 – Marc’s Host Reflections
30:42 – The Future of Wholesale
36:13 – Fuse 2024: Pivotal Moment in Broker History
This episode is brought to you by Fuse 2024 in New Orleans
Register for Fuse NOW
Join us for another special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s long-term goals for growth and scaling, featuring the Director of Growth, Julie Yarbrough!
Learn more about AIME Leadership and the elected Board Of Directors: https://aimegroup.com/about-us/
Already a leader in our industry, Julie is a Founding Partner of Empire Home Loans, a nearly four-decade industry expert, and a Hall of AIME inductee for her incredible career of giving back to the broker community long before she took on the role of AIME’s Director of Growth.
Julie shares her incredible knowledge and history in the wholesale channel to help predict broker futures. Don’t miss her invaluable knowledge and wisdom, as she’s charting the future trajectory of our industry!
Key Points:
1:30 – Intro / An Incredible Career, still In-Progress
4:38 – Selflessness as a Business Model
10:00 – Setting a Scaling Plan within the Broker Community
20:14 – Education as Growth Initiatives
29:26 – The Future of Wholesale
“
This episode is brought to you by Fuse 2024 in New Orleans
Catch Broker to Broker, episode 198! Join host Marc Summers and learn how to set a healthy work-life balance, give back to your community, and maintain top origination numbers with the Broker Owner of Montana Family Mortgage, Dave Krueger!
Learn more about Dave’s nonprofit, Heroes 4 Kids: link
Dave’s career has been an incredible story so far: from working as an undercover narcotics officer in Missoula, Montana, to starting a home healthcare company with his high school sweetheart, Denise, and finally, entering the wholesale mortgage channel. Dave has lived and practiced a heart-forward life and career, and he shares his secrets to enjoying BOTH high levels of happiness AND success with us.
Dave shares his time, and work-life balance strategies, but also, how his business doesn’t just serve his local community, but in the operation of his business, has structured it to give back to the same community:
Key Points:
1:08 – Intro / Transition from Law Enforcement to Wholesale Mortgage
5:45 – Getting Help & Guidance from the Broker Community
8:00 – Time Management and Work-Life Balance
17:15 – Giving Back to the Community
21:45 – The Broker Community: The Edge Over Retail
“When we first started this mortgage company, my wife and I decided, okay, how are we going to lend to ourselves and what’s important to us? So we started a 501c3 called Heroes 4 Kids. We provide scholarships for sports, sports related activities, and tutoring to local student athletes. A portion of every single loan my wife and I close is put into that bucket.” Dave States, “I sponsor all our events with Montana Family Mortgage and that’s by design, right? People come to these events, see who the sponsor is of everything, and it helps me get more deals. At the end of the day, those ‘more deals’ fund more money into the 501c3, helping more local kids. Guess who are the first people that I invite to every one of my events: realtors and referral partners. I say ‘Hey, this is Dave Kruger reaching out from you on behalf of Heroes 4 Kids, and this is what I’m doing. Please come & support our local kids.’ They see me as the mortgage broker who directly supports the community. It fills my bucket. It makes us feel good. It makes a difference. It also drives business, because people want to do business with people they like, people they respect, and people who are helping out their community.”
This episode is brought to you by AIME’s Board Of Directors
Join us for a special AIME Board of Directors spotlight episode of Broker to Broker! Learn the Board of Directors’ annual goals and the regional initiatives for the wholesale channel, featuring the Regional Director of Membership, Russell Petty.
Learn more about AIME Leadership and the elected Board Of Directors: https://aimegroup.com/about-us/
Russell was elected earlier this year by the broker community to hold a position at AIME as the Regional Director of Membership. In this episode, we cover his goals in his new position, how he intends to unify and empower the broker community with tangible resources, and what he and the rest of the board members expect for the entire wholesale industry for the rest of 2024 and into 2025.
Key Points:
0:40 – Intro / Russell’s Re-Introduction
3:50 – Finding the Right People + Wholesale Tech Stacks
9:39 – What it Means to be Elected a Community Leader
12:16 – Regional Director of Membership Goals + Overall Board Goals
19:54 – 2024 & Beyond for the Broker Community
In his new position, Russell answers the direct questions of many in the broker community, giving them advice on how to grow & scale business, just like he did. Russell breaks it down to the simplest form, and the model he himself works with:
“Brokers should be setting goals.” states Russell, “Many brokers don’t know how to set goals; they say ‘Oh, I want to grow.’ well, Okay. From what to what? Ask yourself: what do you want to grow to? Now work backwards. Lay out how you’re going to get there. And start laying the steps to go through them. A broker recently reached out to me said, ‘I want to I want to scale my shop.’ I go, ‘cool, to what level?’ he says ‘I want to be. Number one.’ I go, ‘do you really? Because that’s a lot. Do you got your number one? You’re going to try and compete and catch up to industry leaders…. what specifically are you going to do?’ So, just set your goals. Actually write it down instead of saying, ‘I want to grow,’ say, ‘I want to have X amount of units per month that we close by this date.’ That’s a lot easier to accomplish now. We all want to grow. I want to get bigger, I want to get scared. But if there’s no plan, there’s no daily actions. There’s nothing being tracked. There’s no actual unit of measurement to know if you’re hitting metrics. Without a goal, most live the same six months over and over and over and over again… So, have your goals solidified with steps on how to get to them, and if you’ve worked it all the way backwards, you’ll wake up every day working to check off those items.”
This episode is sponsored by NMBD: CONNECT – coming to Tampa and Detroit THIS WEEK
Register for NMBD: CONNECT below:Anaheim, CA – July 15th – PASSED – See you next year!
Detroit, MI – Tuesday, July 17th: aimegroup.co/NMBD-Detroit
Tampa, FL – Thursday, July 19th: aimegroup.co/NMBD-Tampa
NMBD CONNECT presents: A special National Mortgage Brokers Day (NMBD) episode of Broker To Broker! Join host Marc Summers and the Broker Action Coalition (BAC) leaders Katie Sweeney & Brendan McKay, and learn how YOU can support the broker community in your own way.
The easiest, fastest way to start supporting your fellow broker is by following these quick & easy steps: https://www.brokeractioncoalition.com/how-to-get-involved
Key Points:
2:11 – The Importance of Broker Relationship-Building
12:30 – How NAR’s Settlement Affects Brokers
17:54 – Getting Started in Broker Advocacy
22:14 – The Current Broker Advocacy Issues
28:33 – Broker Advocacy isn’t Left or Right, it’s Pro-Housing
“There’s a lot of different political opinions, a lot of people with different perspectives. But when it comes to broker advocacy, our job is not to give guidance on unelected officials’ political stances on anything outside of housing. Our job is to consider what somebody’s perspectives are, what their voting records are, what their stance is when it comes to housing policy, and what that means for financial services, what that means for the mortgage industry, and what it means for helping consumers get into homes.” States Katie, “Our legislative focus is purely on helping people understand the opportunities of homeownership, helping the industry move forward in creating parity between channels so that mortgage brokers have the same advantages that every other loan officer has, helping more people get into homes, and making sure that the wholesale mortgage industry is well represented in ongoing policies.”
“We’re not we’re not Republicans and Democrats. We’re pro-housing. That is that is that is our platform.” States Brendan, “For getting involved, I would love for everyone to just have natural altruism right off the bat. And I think we can get people there. The work that we do, it’s the best insurance policy that a broker can buy. There’s nothing that can ever stop the growth of the mortgage broker channel other than the badly written regulations that we did not have an opportunity to weigh in on until now.”
This episode is sponsored by NMBD: CONNECT – coming to Anaheim, Tampa, and Detroit
Register for NMBD: CONNECT below:Anaheim, CA – July 15th: aimegroup.co/NMBD-Anaheim
Detroit, MI – July 17th: aimegroup.co/NMBD-Detroit
Tampa, FL – July 19th: aimegroup.co/NMBD-Tampa
NMBD CONNECT presents Broker to Broker Episode 195! This is an essential listen for mortgage brokers in 2024. Today, we learn how brokers must navigate the looming industry shifts from NAR’s settlement, with vital guidance from the Broker Owner of Left Coast Leaders, Amir Nurani.
Amir has his finger on the pulse of the market and industry fallout from NAR’s recent lawsuit settlements. Amir breaks down what the settlement means, how it will affect LOs and their clients, and what proactive action brokers need to take to navigate the changing market. Amir gives us the exact steps for how brokers can adapt to a consumer-direct business model to future-proof brokerages.
Key Points:
1:27 – Entering, Leaving, and Finally Returning to Wholesale
10:50 – Left Coast Leaders: Returning to Wholesale After 15 Years
13:57 – NAR Lawsuit: How it Affects Brokers & Consumers
17:43 – The Current and Future Market: Why it needs Consumer Direct
34:05 – Play Where the Puck Is Going to Be: Converting to a Consumer Direct Model
“Companies like Zillow and Redfin offer services at a fraction of agent costs. They are 100% going to go after customers before it ever gets to the realtor and offer this at a fraction of the cost.” Amir states
“What do you think the world of real estate mortgage will look like in five years? Not what it looks like today. What will it look like in five years? Is your strategy conducive to that vision? When you look at what a consumer direct model means, it’s getting to the customer first. Get them early in the funnel, not waiting for somebody to bring it over to me. Get in front of things like social media, buying leads, running ads, and get there early. So you are capturing the data first. The next step of our business is going to be data aggregation and conversion, whether you like it or not. That’s where we’re going. If you’re still functioning with an Excel spreadsheet or a great piece of paper and writing out all your contacts, you will be extinct. It’s not even a matter of if. It’s just a matter of when.”
This episode is sponsored by Fuse 2024: New Orleans
Fuse New Orleans presents: Broker to Broker, Episode 193 with host Marc Summers! Today, we learn how to solve the hardest loan scenarios and close on the urgently needed homes faster than ever, all while supporting both underserved communities and your fellow broker peers, all from today’s incredible guest, the Chief Sales Officer of Safetrust Mortgage, Mackenzie Barrett.
Having previously worked at UWM, Mackenzie has had a lot of opportunities to work and train among the best in the wholesale industry. He shares his strategies and breaks down how he’s able to answer any question and solve any problem: through ‘Face to Face’ business. Going to the experts and asking for help or the opportunity to shadow them. Reaching directly out to lenders to see if they can work with more difficult scenarios. Meeting with his homebuyers to find out what’s going on in their lives outside of their mortgage in order to anticipate their needs and best set them up for long-term success.
Mackenzie shares not just the steps he takes to crack the toughest mortgage nuts, but he shares his approach to how he’s able to tackle the entire mortgage industry:
“There’s a few things that I kind of focus on, and what I try to do is keep everything bigger than myself.” Mackenzie says, “My pillars, if you will, are faith, family and finance. I let my faith lead my decisions and keep me focused on what’s important in that time, to really make a difference out there. I come from a background to where life can either be hard two ways: It can be hard, and you try to make something, or it can be hard, and you do nothing. So, I’ve just taken that challenge and say, I want my life to be hard, but to reap the rewards from taking the risks that I need to take. I was never valedictorian. I don’t have a college degree. I’ve just been a cool guy that loves people. I see myself with the ability to actually do good out here. There’s enough bad out there, to where if there’s just a few of us that want to do good, there’s a big difference that can be made. That’s kind of what motivates me and keeps my mindset on how I can be successful, because my success is going to be great, but it’s everything I do for everyone else that is really the reward. For someone to say, ‘wow, Mackenzie was a part of that and helped those people’ that’s what I’m more proud of than any award on my desk or dollar number in the bank. What matters is the fact that my kids can be proud to say, their dad’s created a positive environment where people collaborate, people help people, and families are getting homes.”
Key Points:
1:22 – Getting Started / Born Into the Industry
4:11 – Lessons from UWM: Relationship Focus
8:31 – Face to Face Business & Processes: Learning from the Experts
21:24 – Serving the Underserved and 0% Down Loans
28:00 – Success = Creating an Environment for Collaboration
This episode is sponsored by Fuse 2024: New Orleans
Fuse New Orleans presents: Broker to Broker, Episode 193 with host Marc Summers! Today, we learn how to solve the hardest loan scenarios and close on the urgently needed homes faster than ever, all while supporting both underserved communities and your fellow broker peers, all from today’s incredible guest, the Chief Sales Officer of Safetrust Mortgage, Mackenzie Barrett.
Having previously worked at UWM, Mackenzie has had a lot of opportunities to work and train among the best in the wholesale industry. He shares his strategies and breaks down how he’s able to answer any question and solve any problem: through ‘Face to Face’ business. Going to the experts and asking for help or the opportunity to shadow them. Reaching directly out to lenders to see if they can work with more difficult scenarios. Meeting with his homebuyers to find out what’s going on in their lives outside of their mortgage in order to anticipate their needs and best set them up for long-term success.
Mackenzie shares not just the steps he takes to crack the toughest mortgage nuts, but he shares his approach to how he’s able to tackle the entire mortgage industry:
“There’s a few things that I kind of focus on, and what I try to do is keep everything bigger than myself.” Mackenzie says, “My pillars, if you will, are faith, family and finance. I let my faith lead my decisions and keep me focused on what’s important in that time, to really make a difference out there. I come from a background to where life can either be hard two ways: It can be hard, and you try to make something, or it can be hard, and you do nothing. So, I’ve just taken that challenge and say, I want my life to be hard, but to reap the rewards from taking the risks that I need to take. I was never valedictorian. I don’t have a college degree. I’ve just been a cool guy that loves people. I see myself with the ability to actually do good out here. There’s enough bad out there, to where if there’s just a few of us that want to do good, there’s a big difference that can be made. That’s kind of what motivates me and keeps my mindset on how I can be successful, because my success is going to be great, but it’s everything I do for everyone else that is really the reward. For someone to say, ‘wow, Mackenzie was a part of that and helped those people’ that’s what I’m more proud of than any award on my desk or dollar number in the bank. What matters is the fact that my kids can be proud to say, their dad’s created a positive environment where people collaborate, people help people, and families are getting homes.”
Key Points:
1:22 – Getting Started / Born Into the Industry
4:11 – Lessons from UWM: Relationship Focus
8:31 – Face to Face Business & Processes: Learning from the Experts
21:24 – Serving the Underserved and 0% Down Loans
28:00 – Success = Creating an Environment for Collaboration
This episode is sponsored by RCN Capital
Get the hard-earned customer and client service advice from nearly half a century’s worth of mortgage industry experience, as host Marc Summers is joined by the leadership of Dovetail Mortgage, Chief People Officer Craig Good, and Chief Experience Officer, Robert Benson.
Craig and Robert are an incredible team; they work together to lead Dovetail Mortgage by example, while relying on their incredible mortgage expertise and experience, but also taking full advantage of the freedom allotted to wholesale mortgage professionals. Craig and Robert break down their mindset, mission, vision, and application of an experience-centered business model, while driving home the need to be flexible and always looking for the newest improvements both internally and towards your homebuyers.
“I think we do everything together. We focus on the experience, but that’s not only the customer experience, but it’s the loan officer, the processor; we’re always looking at everything globally, and seeing how we can make it better.” States Craig.
“Everybody knows to focus on customer experience, but you must focus on the other things, too. LOs, Processors, Agents, they’re all different personality types. And making sure that they have everything they need. Give them your time and support.” Says Robert, “We always start off communications by saying. Call me, text me. Even this morning, we got a group text from a loan officer. And we both replied. If Loan Officers understand that the support is there, they’re going to have that confidence to go set a 2-3 week contract. We got their back. We always figure it out. Because of our support, our average clear to close rate is under ten days, and average touches right now are down to 3.5.”
Key Points:
1:16–Getting Started / 50 Years Combined Experience
6:59– Curating The Best a Client Experience
14:39–Face to Face Business
22:43 – Trust and Motivation
31:47 – Putting People First, Internally & Externally
This episode is sponsored by Fuse National Conference 2024
In this extremely informative episode of Broker to Broker, host Marc Summers is blown away by the financial wizardry and knowledge of Kurt Brandly, the President of Greenside Capital. Try not to let your jaw drop along with Marc, as Kurt provides the insight that brokers need in order to be the experts for homebuyers.
Perpetually monitoring the raw federal data of the ebbs and flows mortgage market, Kurt takes it upon himself to share his expertise with the rest of the broker community. Kurt regularly posts and provides predictions based on trends and real numbers that the rest of the broker community can use to guide their business, so they don’t have to rely on headlines and articles made to stir up controversy. He also lends his expertise for a look into the future with predictions for the mortgage market from the end of 2024, into 2025.
All this expertise and resource sharing leans into Kurt’s personal brand, which is his financial expertise, paired with his desire to share it with those that don’t have it. Kurt breaks down his approach:
“I’m passionate about finance. I’m passionate about money. I’m passionate about gaining long term net worth. When I sit a new client down, I of course, do what we’re supposed to do. I go over their income, assets, credit, talk about their goals. But, I also want to get their emotional side of why they’re buying a home or why they’re refinancing. I go through the whole picture and I’ll talk about things like, ‘I see that you have a good amount of debt, you have $23,000 in debt right now. You’re not really taking care of that. Why not?’ and just be silent, let them open up about what’s going on in their life, and they’ll really give you the picture. They’ll tell you the information you need in order to steer the conversation in the right direction. They’ll say something like ‘I wanted to retire at 55, but I’ve got this debt and everything, and I don’t think that I can do it.’ and here’s where I say ‘Well, if you take cash out, and retire all of that debt right now, then you start taking $200 in your savings, put it into a retirement account, you’ll generate $200,000 for your retirement by the time you get to age 55.’ I’m the guy that wants my clients to know that I know a lot about finances, and that I can really guide them in the right direction. That is my personal brand. That is how I’m unique. That is what I bring to the table for clients.”
Key Points:
1:14–Getting Started
5:48– Comprehensive Financial Service
11:11–Knowledge Share: Personal Finance
16:51 – Future Predictions: 2024 into 2025
22:26 – Personal Brand as A Business Model
This episode is sponsored by Windsor Mortgage
Learn how to survive and thrive in any market by focusing your service on education, as Marc Summers is joined by Chuck Mathewson, Broker Owner of Mathewson Mortgage Capital.
Chuck has had a long, varied career in Mortgage, having started in retail in 2007, to opening his own brokerage after learning on the wholesale benefit. Chuck has the perfect mindset for success in the mortgage industry: The abundance mindset of sharing, educating, and providing service to his community. Chuck educates, then collaborates and strategizes with his clients to give them the best deals possible, with a focus on their long-term finances.
Chuck breaks down his exact process for how he guides his clients through the current market, via utilizing DPAs: “As more wholesale DPAs are utilized, it’s going to open the doors of a lot more brokers and consumers. Brokers will be saying ‘Oh, wow…. Let’s start utilizing these more.’ Chuck states “The way I look at them is like this: I do a DPA for a customer today, and when rates come down, they’re going to call me back to refinance, because I gave them the strategy for that. So, necessarily you’re going to keep saying you’ll stay in touch with them, and a year or two down the road, you’re doing that call. In fact, I just did a DPA appraisal for $50,000 over the purchase price, and they’re going to refinance with me one year to the day of closing.”
Key Points:
1:19–Getting Started in the Industry
5:54– Market Comparisons: 2008 to Now
11:49–DPAs: Wholesale’s Missed Opportunity
19:41 – Service Through Education, not Sales Pitches
25:25 – Finding Your Peers & Mentors
This episode is sponsored by EPM TAG 2024
In this episode of Broker to Broker, host Marc Summers learns how to organically grow a mortgage business $11M a year when he’s joined by Hunter Bolling, Team Lead & Senior Mortgage Broker with Edge Home Finance, and Television host for American Dream TV.
Hunter shares his incredible knowledge and success he’s found in team, brand, and business building, while illustrating that remaining successful means never losing sight that his purpose is to serve his community with the best opportunities possible.
Hunter’s brokerage, H.B. Mortgage Team, grew from $0 to $22 Million in its two years of operation. He breaks down how he did this through aggressive team-building & recruiting, consistent social media presence, and most importantly, how he established and developed his community presence via his branding:
“Even if you’re not a team, act like one. People want to be a part of that. My brand isn’t H.B. Mortgage; it’s H.B. Mortgage team. That team aspect is so important for people to feel like they’re being cared for by multiple people, even if it was just me.” Hunter continues “Share success stories. I posted one on Facebook last week, sharing that we just saved a buyer $6,000 in closing costs compared to retail. That was it. I followed up the next week with the same post, but broke it down with more numbers. This brought me four leads. One was even under contract, and we got another loan for them within an hour, locked them, and sent docs out within an hour of posting while doing other things. One of these leads were friends I knew 15 years ago that just saw my post and like we forgot you were in mortgage.” Hunter concludes “$6,000 is a lot of money that allows people to go buy a new couch, bed or whatever they need, and they have a little one on the way… that’s big. You know what you want to offer people. That’s the whole reason I got out of retail, was I wanted to know that I was selling the best opportunity for success.”
Key Points:
2:08 – From Retail compliance to Wholesale origination
10:16 – Growing from $0 to $22M
15:05 – Wholesale” Selling the Best Opportunity For Success
25:53 – Hosting American Dream TV
30:55 – Becoming the ‘Positive Light’ in Your Community
This episode is sponsored by Fuse National Conference 2024
In this spirited episode of Broker to Broker, host Marc Summers learns the business benefits of selflessness & support from the Senior Loan Officer at Open Door Lending, Kristin O’Neil!
Kristin shares her invaluable perspective and strategies, from a career that has seen the best and worst the industry has had to offer. She joined the wholesale channel just two months before the crash of 2008, and has become more resourceful and resilient for it.
Kristin exemplifies why brokers are such an invaluable resource for their community, as she shares her expertise with assisting Self-Employed borrowers, how the worst of 2008 helped us learn to better serve the current market, and how to get the most out of your local community, and the broker community, through selflessness:
“Brokers have such a great, great community. I can’t say enough, it’s opening doors to things that you would have never done or pushed yourself to do before, like, being on a podcast or being interviewed by MPA, or meeting your congressman. That’s just something I would have never considered doing. It’s pushed me outside of my comfort zone in so many ways. And I think that’s really where you grow, when you feel uncomfortable. When you’re scared, that’s where you see true growth.”
Kristin states “a few years ago, I started to pay attention to the people who were really excelling, and they were all the people who have an honest abundance mindset, about giving without expecting anything in return. I think that’s 100% true. It’s never tit for tat. All the friends that I’ve met through AIME are people that I could call, like any of my best friends, with any question. We just happen to do the same thing as a job.I can think of a dozen people I could call with any question, and they would answer it without hesitation. And I do the same. So if I’ve recently worked with a new partner or tried a new program, I try to share as much knowledge as I can because honestly, it comes back tenfold.”
Key Points:
3:41 – Entering Wholesale in 2008: Timing and Fallout
9:41 – 2008’s Market vs. 2024’s Market
16:46 – Servicing Self-Employed Borrowers
22:11 – Joining the Broker Community
26:09 – Make the Jump: Attending Fuse & Other Broker Events
This episode is sponsored by RCN Capital
This is an instant classic episode that has been a long time coming. Learn how to step up your game as a broker, educator, leader, and marketer as host Marc Summers is (finally) joined by Mike Cox, CEO or Mortgage Nerds.
During this episode, MIke references & recommends these two essential books for the broker community to purchase and read:
Chop Wood, Carry Water – Joshua Medcalf
ReThink Everything You Know About Being a Next-Gen Loan Officer – Kyle Draper, Brian Vieaux, feat. Mike Cox
Mike left his two decade-long retail career to become a beloved wholesale community member within just four very productive years. Mike is an AIME leader, a Fuse speaker, marketing guru, and a leading force for VA program and homebuyer education. Mike is more than happy to share his proven advice & strategies for stepping up broker marketing, organic lead generation, network growth, and of course, the best places to find cheese curds.
Mike shares the exact approaches that have worked in making himself two of the most important things in the wholesale industry: memorable, and reliable. Making yourself a valuable resource to your network and homebuyer peers, and making yourself just as memorable with those same people, so you can add them to your network and pipelines.
Mike shares his favorite strategy for this: “I have a metal business card and it looks like a flag. And the back of it, it says our slogan for Veterans: ‘We love our vets every day.’ So, it’s not just Memorial Day and Veterans Day where everybody celebrates Veterans. We celebrate Veterans every single day. So let’s say you’re at an event and there’s ten other lenders there, and everybody hands you their cards. I just hand mine over. I don’t say a word. Yet, 100% of the time, whoever I give it to, they look at me and go, ‘this is the coolest card I’ve ever seen in my life’. People ask ‘why do you do this?’ I say it’s because I know that you won’t throw this card away, and I want you to know how much we care about our Veterans. Now, if you ever run across a Veteran, you tell them that they need to call us because we are the best option for a Veteran, right? It’s a strategic, intentional, thought. So I don’t have to wedge my VA niche into conversations and go, ‘Well, hey, you know, we do great work for Veterans.’ People ask me, instead of me needing to tell them. You know, these cards aren’t cheap, but they’ve gotten us tons of loans”
Key Points:
1:05 – Intro to Mike & Starting in Mortgage
7:14 – Joining Wholesale 60 Days Before The Pandemic
9:51 – Mortgage Nerds & VA Loans
19:57 – The Value of Making Yourself Memorable
29:07 – Advice for New Brokers & The Broker Community
This episode is sponsored by The Loan Store
This episode, we flipped the format. For the first time this year, the show goes from ‘Broker to Broker’, to ‘Broker to Processor’ as host Marc Summers is joined by beloved wholesale community member, and the CEO of Coastal Breeze Processing, Cheryl Dempsey.
Though she is a Processor, Cheryl is one of the most active and selfless members of the Broker community, setting the example by putting so much of her time and efforts towards supporting her Broker peers across the country. She takes this energy back to her own work with her Processing Company, Coastal Breeze. She shares how she entered the industry due to how rewarding it was to selflessly work with clients to find success in her business, and upon scaling up her selfless business model, is now experiencing the rewards of growth and leadership.
Cheryl also breaks down everything Brokers should know about Processors: the Processor pipeline, client outreach, when to hand off client files and assistance, and much more. Cheryl speaks to the Broker community directly, giving the tips on how to best collaborate and utilize the Processors they work with and get the most out of their working partnerships:
“Everybody’s first instinct is to go to Optimal Blue and check rates. Then, it’s locating picking the Lender with lowest rate, because that’s kind of what we’ve been trained to do. I would say, instead, work with your Processor. Talk to your Processor. Walk through the loan. Tell us the avatar of that client, what the pain points are. Is it self-employment? Do we need gift funds? Is it a DPA? Let us help you find a good home for that, because it’s not always about the rate. It’s about that client’s experience. Getting them a slightly lower rate via a miserable loan process isn’t it isn’t serving your clients. So let us work with you, and help guide where that possibly can go for newer loans. Once you know who you want to work with, and which systems you like, now is when we’re here to help. We’ll support you on the back end. For new Brokers, really lean into the advice from Processors, because we’ve worked in all of those systems, we’ve seen it all. We banged our heads on the walls with underwriting. We know which lender is going to take what, and we can help make the best experience for your client.”
Key Points:
1:48–Entering Wholesale, and Current Growth Initiatives
6:50– Starting a Processing Company
9:02–Leadership: You Can’t Do Everything
11:54–The Broker/Processor Dynamic
21:21– Wholesale Mindset: Doing what Retail Can’t
This episode is sponsored by RCN
Season 4 of Broker To Broker is officially in full swing, as host Marc Summers is joined by the President and CEO of Summit Lending, Darren Copeland. In this episode, Darren graciously shares a comprehensive coaching on how to recruit, train, empower, and equip your staff as you grow your mortgage business, giving the exact details that helped make him a top loan originator.
Darren shares and breaks down his leadership, training and coaching philosophies that he’s gained from nearly 20 years in the mortgage industry. After working in the retail channel for a decade, he joined wholesale to start Summit Lending. Within five years, Summit has grown from a husband and wife duo, to one of the top brokerages in the country, expecting a staff of 50 LOs, representing ~20 states by the time you’re listening to this episode.
Darren lays out everything a leader in a brokerage needs to know: What tech stack he uses. How to reach out to potential recruits or members of your network. How to generate leads. How to set up a pipeline for your leads. How to naturally market and grow your business. And, most importantly, how to be an effective leader once you’ve set all these pieces in place:
“There was one thing that I had to do when building Summit Lending into a true company; I had to get better at leadership and organization from a 30,000 foot-high view, because I’m not great when it comes to details. I knew we had to do a better job of communication, so I had to become a master of delegation. First, make sure whoever you have on the staff, are the salespeople who can go out there and sell.” Darren shares “We have one non-negotiable thing here at Summit Lending, it’s called the ‘ABC rule,’ which is ‘always be cool.’ I know it sounds simple, right? But man, there’s just no room for people to be jerks or to keep everything to themselves. Everyone here is sharing an abundance mindset. People with abundance mindsets? They collaborate. People with smaller mindsets? They compete against each other. So ,it’s all about lifting each other up, especially after the last year with this crazy market. Make sure you mutually support the people that are on your side.”
Key Points:
4:00 – From Husband & Wife, to 50 LOs in 20 States
7:47– The ABC Rule
13:48–Tech Stacks, Recruiting, and the Vital 5-Star Review
24:51 – Referral Pipeline & LO Training
27:48 – Routine, Delegation, and Supporting Your Pillars
Darren shares and breaks down his leadership, training and coaching philosophies that he’s gained from nearly 20 years in the mortgage industry. After working in the retail channel for a decade, he joined wholesale to start Summit Lending. Within five years, Summit has grown from a husband and wife duo, to one of the top brokerages in the country, expecting a staff of 50 LOs, representing ~20 states by the time you’re listening to this episode.
Darren lays out everything a leader in a brokerage needs to know: What tech stack he uses. How to reach out to potential recruits or members of your network. How to generate leads. How to set up a pipeline for your leads. How to naturally market and grow your business. And, most importantly, how to be an effective leader once you’ve set all these pieces in place:
“There was one thing that I had to do when building Summit Lending into a true company; I had to get better at leadership and organization from a 30,000 foot-high view, because I’m not great when it comes to details. I knew we had to do a better job of communication, so I had to become a master of delegation. First, make sure whoever you have on the staff, are the salespeople who can go out there and sell.” Darren shares “We have one non-negotiable thing here at Summit Lending, it’s called the ‘ABC rule,’ which is ‘always be cool.’ I know it sounds simple, right? But man, there’s just no room for people to be jerks or to keep everything to themselves. Everyone here is sharing an abundance mindset. People with abundance mindsets? They collaborate. People with smaller mindsets? They compete against each other. So ,it’s all about lifting each other up, especially after the last year with this crazy market. Make sure you mutually support the people that are on your side.”
This episode is sponsored by Windsor Mortgage
It’s the Season 4 premiere of Broker to Broker podcast, and we’re kicking it off from the top! Host Marc Summers is back, joined in a momentous conversation with none other than the CEO of AIME, Jonathon Haddad.
In an episode that becomes an important moment for the broker community, Jonathon very honestly and candidly addresses the current headlines and events taking place within our industry. Nothing is off the table as Jonathon discusses becoming AIME CEO, tangibly supporting the broker community, current issues within the housing industry, and the looming UWM lawsuit, the threat towards brokers everywhere. Jonathon calls the broker community to action to defend, support, and empower themselves & each other, by doing what only brokers can: making homeownership possible for as many people and communities as possible.
Jonathon goes into further detail of how he and AIME are fighting for the entire wholesale channel:
“AIME is going to extract HMDA data to show you exactly the truth, the real truth about these lawsuit charges, about consumers, and show how much better they are with a mortgage broker. We’re going to fight this with real data, real education, and we’re going to make it very difficult for people to point the finger back at our channel.”
While discussing these high-level issues, Jonathon doesn’t lose sight of consumers, taking time to acknowledge struggles for current homebuyers. Jonathon emphasizes how invaluable homeownership is for so many groups of Americans, relating the current market back to his own personal experiences growing up, and breaking down why it’s important to never lose homebuyer empathy, as it’s a broker’s duty to assist homebuyers in need, so everyone can achieve homeownership.
While Jonathon discusses tangible efforts, benefits, and resources he’s sharing and providing to the broker community, he iterates that he, and the rest of the broker community are personally there for support:
“You’re a member of our community. Surround yourself with winners. You already know who they are. You already know there’s people dominating in your market, who are more than happy to help you. Find those people, get away from all the noise, and focus on what you can control. The more you do that, the better you will be long term. And that’s what I have is a message to the entire community.”
Key Points:
1:26 – Transitioning into AIME Leadership
3:41 – The Renewed Vision for AIME
9:56 – Homebuyer Awareness Week: Making it Personal
17:01 – UWM’s Class-Action Lawsuit: Defending Brokers with Qualified Data
22:29 – Wholesale’s Call to Action: Serving Consumers as Only Brokers Can
This episode is sponsored by Fundloans
In this episode, host JP Hussey is joined by Joanne Russell, Broker Owner of the Mortgage Place.
Joanne has been a champion for the Broker channel for 25 years. She’s seen all of the ebbs and flows that the mortgage industry could possibly offer; though she’s been a broker since 1997, she’s been in the mortgage industry for 35 years. She was early in her Wholesale career when Black Monday happened. She persevered as a Broker through the 2008 crash. She helped the channel during its rebuilding period and helped restore the good name of Brokers through the 2010s. She had firsthand experience of the dysregulation 2020 had on the mortgage industry, as well as the rebound year that 2021 was for homebuyers and Brokers alike, all leading into the market we’re experiencing today.
Joanne’s experience makes her wealth of knowledge, wisdom, and perspective on all forms of mortgage markets, especially as Brokers everywhere are preparing for the coming year. Joanne shares how to persevere through the tougher markets, and how to capitalize on the markets when they’re strong, to bolster your business through thick & thin markets and become resistant to the changes.
While Joanne has empowered Brokers since the 90s, she also has an amazing knack for empowering agents and homebuyers regardless of the state of the market. Her secret? Education:
“You can’t make the market. You can’t force people to sell houses and you can’t force people to buy them. So, the best thing that you can do is educate the community you do business with. Whether it be realtors or consumers, directly get them educated. Educate yourself. Take this time to really hone your craft and really understand how to put a deal together. Know what makes Brokers so valuable, especially when compared to somebody who’s just answering a phone at a bank or a retail shop. Really know all the ins and outs, even if you have to make a niche of what you’re doing, whether it be government loans or renovation loans, just make sure you take this opportunity to really learn. Go back to basics. None of us are above going to an open house on a Sunday to go introduce yourself and see if you can help a realtor out and in turn meet some buyers. All of these things will help you get through these months or maybe even a year until the market improves.”
Key Points:
1:00 – 35 Years in the mortgage Industry, 25 years in the Broker channel
5:12 –Taking care of the consumer
13:14 –“Weathering the storm” and surviving changing markets
21:03 – The Agent / Broker dynamic going into 2024
24:50 – Empowering first-time homebuyers with education
This episode is sponsored by Windsor Mortgage
In this episode, host Marc Summers refines his outlook, updates his business model, and streamlines his processes & procedures as he’s joined by David Kakish, Producing Branch Manager at C2 Financial.
David hasn’t been a broker for long, having started just last year; but his 15+ years as a pastor with a knack for finance proved to be an invaluable background for a career that is already making big splashes in the wholesale industry.
David has masterfully broken down how to streamline your operations based on your strengths and niche, how to make yourself available to clients both old & new through smart shortcuts and clever automations, and how genuinely doing the right thing by your clients, even when at what seems like a loss at the time, leads to long-lasting relationships.
David is a master of breaking down all-encompassing concepts and outlooks into granular, easy-to-identify steps: “Think of three adjectives that you want people to think of when they describe your business. The way you do your work, the way you communicate, your messaging, your content, and all communications. Pick three. And then filter everything you do through those three. Consider statements like ‘I’m going to save you money’, or do you want to be the education guy? Do you want to be the niche expert? You can’t be or do it all. So, what are the three things you want to be known for? Keep that on the forefront and let those be the filter. You shoot bullets before cannonballs. I’ve tested everything. I’m watching everything, looking for feedback mechanisms. Is this getting views? Is that getting traction? And so you shoot bullets, and when you find something that rips holes consistently, that’s when you fire your cannonballs.”
Key Points:
2:03 – The Transition from Pastor to Broker
8:05 – Offensively Coordinated Processes & Procedures
11:14 – Automating New Leads into Your Pipeline
18:18 – Marketing & Communication
24:22 – Doing the Good you Ought to Do
This episode is sponsored by Change Wholesale
In this week’s episode, host JP Hussey is inspired as he’s joined by Fadi Sankari, Broker Owner & President of Best Rate Mortgage.
Fadi is an entrepreneur through and through, inhibiting the ‘entrepreneurial spirit’ in everything he does. Throughout the episode, he reminisces about many failed business ventures before he entered into Wholesale mortgage, where he’s now a top 1% originator. He says he remained driven and found his success in the pursuit of satisfying the ‘why’.
Fadi breaks down his notion of the ‘why’, and how it’s essential for anyone running a business to identify as soon as they can:
“If you’re coming into the industry because you want to make a bunch of money, that’s okay. But, if that’s the only reason, then I would ask you to reconsider why you’re really doing what you’re doing. So, I focused on ‘the why’ for a long time before I made that decision. You really have to go back and ask yourself, ‘what are you doing?’ My ‘why’ is multifaceted. I’ve always had an interest in math & finance. I’ve always had an entrepreneurial kind of spirit. Again, all those failed businesses I mentioned to you. But I wanted to make a positive change. I wanted to create a business that wasn’t overcharging or taking advantage of people. You know the saying ‘the integrity of a man is what he’s doing when other people aren’t looking?’ Since day one, I started with a fair and a very competitive plan. And even though I’ve gotten busier, and we’ve become a top 1% originator, I have not changed that plan, because we haven’t had to. We don’t compromise. We charge fair rates because we’re providing excellent service. So, start with ‘the why’ and build on it. My ‘why’ is to be fair when a lot of people in this industry, unfortunately are not.”
Key Points:
2:18 – Day One Energy & Finding Your Why
12:19 – Previous Ventures & the Decision Enter Wholesale
16:58 – Strategy for Current Markets: Developing Relationships
22:02 – Warm Outreach & Building Your Network
28:43 – Finding Your Niche in the Mortgage Industry
This episode is sponsored by RCN Capital
In this special Salute To Service: Veteran Advocacy Week episode, host Marc Summers gets a comprehensive breakdown of how to become a VA expert, as he’s joined by Fuse VI Panelist, Elizabeth Cassidy, Mortgage Broker with Future Home Loans.
Elizabeth was a highlight for Fuse VI this year, as her statements garnered a few standing ovation moments while she was contributing as a panelist during the headlining session “From all Branches: Ask the VA Experts” from Fuse’s VA Summit.
In this VA-themed episode, Elizabeth gives you the who, what, when, why and where of the VA program. Elizabeth breaks down how to get started in your VA education, where to find resources and community for support, and why it’s important to take responsibility for your knowledge and skillset to do right by the Veterans in your community.
Elizabeth is a wealth of VA knowledge & resources, and is a breath of fresh air, as she doesn’t mince words when telling the real estate, housing, and mortgage communities what they need to hear when it comes to supporting Veterans.
“The question that you need to ask everyone involved in this VA loan is ‘why was that Veteran good enough to die for you, yet they weren’t good enough to buy this house?’ or ‘Why are they good enough to die for you, but they’re not good enough for you to accept their letter of explanation stating that X, Y, and Z happened?’ I promise you, they’re good people. They deserve the house. I’ll flip a table or two to make sure that that happens.”
Elizabeth also breaks down the industry-wide stigmas that surround VA loans, by naming where these misconceptions started, and immediately de-bunking them with substantiated information.
Elizabeth has made herself available to our community as a resource, and lets those who can do more to support Veterans know, that the buck stops with them:
“There’s plenty of resources. Ask questions on the Brokers Are Better Facebook group. Sign up with Vetted VA. Connect with your State Captains, or even try starting with YouTube! If I hear people that tell me ‘I just don’t know anything about VA!’ well, I want to hear what you’ve done to try to learn.”
Key Points:
1:22 – From Air Force, To Real Estate, To Broker Channel
4:59 – 500 Closings in 3 Years and The Jump to Wholesale
9:34 – Becoming a VA Expert, Educating the Community
21:02 – Starting Your Own VA Education
25:32 – Attending Fuse for the First Time
This episode is sponsored by AFR Wholesale
In this episode of Broker to Broker, host Marc Summers is joined by Fuse VI panelist Jessica Wells, Broker Owner of Clear Choice Mortgage.
Jessica proves her expertise, and why she was a Fuse panelist this year, as this episode is full of nuggets of wisdom that immediately could be applied to a Broker’s marketing, outreach, and pipeline to improve overall operations.
Jessica has a background of experience; she started in the industry at a very young age, thrown into the deep end of processing, tasked to figure out the process on her own. Quickly, she became skilled enough to be headhunted into a brokerage, eventually becoming a Broker Owner herself.
Now, she utilizes her experience & knowledge to stay ahead of industry trends, as she’s now finding interesting ways to engage and educate her clients, utilizing AI, and using tools to make note-taking, operations, and outreach that much easier. Most notably, she noticed how people always turn up for a bingo game, so she saw that as an opportunity to entice her borrowers to receive a comprehensive homebuying education:
“People love bingo! You mention it, and the people show up. So, I have this class; we found a bingo card generator and used the words & terms from my class’s slideshow as the bingo squares. So, a word like ‘entitlement’ is one of them. I have all the terms on the bingo board, and they’ll mark it up throughout my class. We’ll usually hold it at some local brewery, and then the first three winners get a six-pack or whatever it is that brewery offers. But even after we go through our first three winners, there are people that are like, ‘So if you have a house already, what’s it called when you buy a second house?’ because one of the words on there is ‘bonus entitlement.’ And so they’re asking and they’ll pick questions to just make us explain these terms. So it makes it very interactive because people are playing a game, but even when everybody else has already won, they’re like,’No, no, I got to get a bingo before we’re done with this; I need to know the answers to all these questions!’ So if I missed something in the class, and I don’t say one of the words I’m supposed to say, they’ll sit there and ask me the questions until I say every word on the board.”
Key Points:
1:18 – Starting in the Industry ‘In the Deep end’ at 19
6:13 – Bingo for Homebuyer Education
10:14 – Processor Tips from Ex-Processors
20:24 – Speaking & Attending Fuse VI
26:54 – Why Wholesale Professionals Can’t Miss Fuse
This episode is sponsored by PRMG
In this episode of Broker to Broker, host JP Hussey is joined by Fuse VI panelist Lindsay McCoy, Broker Owner of Care Finance Group.
JP calls Lindsay the “longest-running true Broker” that’s ever been on the show, because she’s been steadfast in the Wholesale channel since the early 2000s. She’s seen the best the Wholesale industry has to offer, and has lived and fought through the financial crisis of 2008. Throughout nearly two decades, she’s never wavered from her commitment to support, advocate, and carry the torch as an ambassador for the Broker community.
Lindsay and JP cover many topics in this episode, like how to create and curate the best tech stack for your operations, consumer outreach & referral generations, client financial education & support, starting your own brokerage, Broker & homebuyer advocacy, and why NOW is the best time to be a Broker.
Lindsay breaks down her experiences in the 2008 financial crisis, and puts them up against the market and perception of Brokers today, noting that the stigmas and perceptions present a decade ago are no longer an issue, attributing a lot of the change to the support of the Broker community, and the work that community has done for homebuyers nationwide on Capitol Hill:
“We could provide all of these options. Like the options from big wholesale lenders, or small community banks, jumbo loans, etc. There wasn’t a lack of options there. It was consumers that thought ‘Broker’ was a bad word, because we got slaughtered in the media in 2008. That’s where Retail started saying “we have control of appraisals, and in-house underwriting is the best.” Brokers have spent years battling against these perceptions. Now, ‘Broker’ is a good word. People seek us out. And sorry, I’m going to give AIME props here: it wasn’t until very recently that I felt really excited to be a part of this channel. I’ve always loved the channel, I’m never leaving, but the camaraderie we have and the footing we have on a state and national level as an association has grown so much and we’re now in such a positive light. Our name is on the board, and we’ve never had a seat at the legislative table before now.”
Key Points:
5:36 – Being a Broker through 2008 as the Crisis Scapegoat
13:30 – Starting CARE Finance Group in 2017
19:52 – Changes in Owning a Brokerage 2020 – Now
28:48 – Finding the Right Process and Tech Stack: A Breakdown
35:19 – Fuse VI and the Disabled VA Tax Exemption
This episode is sponsored by Windsor Mortgage
In this episode of Broker to Broker, host Marc Summers is joined by Major Singleton, Broker Owner of Major Money Matters, powered by Edge Home Finance. Major is coming off an amazing showing as a second-time panelist at Fuse VI’s most anticipated panel of the year, We Are Mortgage Champions: Top Volume Originators. He’s also coming off yet another amazing year of production.
In this episode, Major breaks down his approach, and his strategy for getting to the top, and remaining at the top. His biggest focus is on education; not just getting in front of audiences that can grow his network, but altering his classes and seminars to his audience, and ensuring that he follows up with every attendee for his courses. This is how he continually builds his network for himself and his team, and this is where he plants the seeds this year for production in the coming year.
Major also shares his biggest tangible takeaway that he could impart on brokers that are looking to grow their business in 2024: “We say this thing all the time about brokers are better. If you believe that, then why wouldn’t you demonstrate that? You have to be direct in talking to realtors and talking to clients, and sometimes you have to connect the dots for them. I had a deal we closed on this past Friday. A bunch of lenders had messed it up; and I say, let’s just go close. Let’s get it done. So we got the application on Tuesday and we were closing the we were signing the following Friday. We get it done, fix everything, and we close. Afterwards, I went over to the buyer’s house and took them a gift, and the realtor was there and said ‘Hey, man, I want to say thank you for doing this. Thanks for stepping in and getting us to the finish line.’ And I said to him, yeah, man, eight days and we got this done for you. This is why you need to send me all your business. And we laughed, but in all seriousness I said, no, man, you need to send me all of your business.”
Key Points:
2:30 – This year’s Fuse National Conference
5:41 – Taking Action Now: Building Relationships with Builders
10:38 – Education with Followup: Connecting with More Agents
17:51 – Top Production in Planning Ahead
25:08 – Be Bold and Ask For Business
This episode is sponsored by FundLoans
In this compelling episode of Broker to Broker, Marc Summers sits down with Michael Most, a seasoned originator with 24 years of experience in the mortgage industry and a dedicated advocate for the Orthodox Jewish community. Join us as we delve into Michael’s unique journey, combining his mortgage expertise and passion to empower members of the Orthodox Jewish community to achieve their homeownership dreams.
Like many loan originators, Michael didn’t plan to begin a career in mortgage. As a longtime fan of David Balducci’s novels, his dream was to be an attorney. While studying for the LSAT, Michael cemented his career while viewing it as a side hustle. Now, after more than twenty years in the industry, and making the move from the New York market to California, he reflects on his journey in mortgage from Retail banking to Correspondent to the world of independent brokering.
As a mortgage broker, he has played a pivotal role in helping families secure their dream homes while respecting the values and traditions of their faith. He has built a book of business by learning the basics of cold calling, mining real estate agent leads, and tackling Non-QM loans. Additionally, in this insightful conversation, we explore the needs of his community, as he is a proud advocate for making homeownership more accessible to Orthodox Jewish individuals and families.
Tune in to this enlightening episode as we explore the intersection of faith, homeownership, and financial empowerment, and gain a deeper understanding of Michael Most’s role in supporting the Orthodox Jewish community, and as a storied loan originator. Whether you’re part of this community or simply interested in the intersection of faith and finance, you won’t want to miss this inspiring conversation.
Key Points:
1:13 – Getting into the Mortgage Industry
8:19 – Going Retail
10:58 – Coming Back to Broker
14:02 – Non-QM as a Business Driver
21:10 – Coast to Coast Cultures
26:12 – Advocating for the Orthodox Jewish Community
This episode is sponsored by Fuse National Conference 2023
In this episode of Broker to Broker, host JP Hussey is joined by CEO of Dwell Mortgage and upcoming Fuse VI Spotlight Speaker, Shane Kidwell. Shane has only joined the broker channel at the start of 2023, and he’s already making waves. Shane’s hunger, energy, and drive for the wholesale channel exemplifies what it takes to succeed in the mortgage industry. As someone who has his hands in many different companies and services that he offers, he lives the commitment and effort it takes to succeed as an entrepreneur.
Throughout this episode, learn some of Shane’s secrets, his “special sauce” for how he’s able to create and sustain success in all of his business ventures. He also breaks down how and why he loves the broker channel, after leaving mortgage banking:
“I always had that bug… that itch to be a full entrepreneur. This year we went full broker, and I’ve got an amazing team of nine and we’re learning as we go. It’s so exciting, because there is nothing limiting me from growth, nothing. When you’re in Retail, it could be your branch manager, it could be your coworkers, it can be products you don’t have. Just pick whatever is your limiting self-belief. But there are things there that really do impede your growth. And so what do you do? You hop companies, you get assignments, you hop companies, and that’s what you do. Now, I don’t have to hop companies ever again. Anything I want is within my grasp. I want to do commercial loans, I want to do reverse, I want to do non-QM, renovation, anything. I can choose to do that and I can align with a great investor partner. So it’s an exciting opportunity. As an entrepreneur, my costs are lower, thus my risk is lower. I have more flexibility, I have more freedom, I have more opportunities. I consider all of this when I say: Why wouldn’t everyone become a broker?”
Don’t miss Shane’s Spotlight Session at Fuse this year, “Unique Lead Generation: Marketing With Zero Dollars”
Key Points:
2:11 – Starting Wholesale in 2023
8:00 – Running Uphill with a Sword: The Jump from Retail to Wholesale
11:22 – The Definition of ‘Entrepreneur’
17:18 – The Secret Sauce: Actions that Matter
25:20 – Closing on Social Media at Fuse VI
This episode is sponsored by Fuse National Conference 2023
In this special episode of Broker to Broker, host Marc Summers is joined by… host JP Hussey! The Broker To Broker hosts join together in the special occasion for the biggest wholesale-specific event of the year, the sixth-annual Fuse National Conference 2023.
Marc & JP reflect on their first Fuse experiences, uncover how it’s evolved, discuss their tips for first-time attendees, and recount memories both fun and career-altering.
JP sums up the heart of the experience of Fuse, which is meeting the AIME community: “Everyone is there. That’s what’s so great about Fuse. This community is everyone trying to help everyone else. Don’t go into this thing all paranoid, afraid to tell your secrets, or worry that no one’s going to give you this or that advice or information. Don’t be like that. Everyone’s there to help each other. It’s an abundance mentality, and that might be cliche, but that’s legitimately what this event is for. Go share your ideas, and make us better so this channel can grow because we know we’re in the best one.“
Key Points:
2:06 – Intro: 6 Years of Fuse
5:28 – On the Ground Floor at The Inaugural Fuse
8:29 – Tips From Fuse Veterans
13:00 – Favorite Memories of Fuse
26:53 – The Content: Summits, Spotlights, and Mortgage Masters
If you’re looking to grow or scale your audience, your network, and your business, this is a must-listen episode. Braiden has maximized his business by itemizing his processes and optimizing his tech stack. He’s grown his social media presence by nearly 3,000%. He’s found a system to go viral with his video content. And he’s grown and scaled his brokerage towards a volume approaching nearly 700 million this year. Braiden breaks down how he’s done it all, with comprehensive instructions in how to do all of this with your own business.
This is an essential listen for Brokers, as Gina breaks down how to collaborate with your Processors, set expectations, and work as a unit to ensure your clients have the best experience possible. The systemic issues for Processors are addressed, debunking the idea that Processors are Broker assistants; they are true peers and collaborators.
Andrew has his hands in a lot of projects. He’s been a broker for a long time, but only within the last five years did he open his own brokerage. He just moved to a new office location. He’s just now hitting his stride on social media marketing. His tech is hitting its peak of processing. Everything is moving, changing, and growing for Andrew, and it’s all in the black.
Ethan has had a very interesting career path that is very useful to his longevity and effectiveness as a mortgage broker; he became a broker after eight years of working as an underwriter. Because of his prior career, Ethan’s skills, knowledge, prep, and pipeline all reflect a full knowledge of his clients’ loans, scoping out the entire mortgage process with no surprises.
Ethan has had a very interesting career path that is very useful to his longevity and effectiveness as a mortgage broker; he became a broker after eight years of working as an underwriter. Because of his prior career, Ethan’s skills, knowledge, prep, and pipeline all reflect a full knowledge of his clients’ loans, scoping out the entire mortgage process with no surprises.
Paige has had a life-long history in the real estate industry, growing up with her mother owning a real estate company, working numerous jobs around many different facets of mortgage, housing, and real estate, all until she landed back into becoming a mortgage broker in 2018.
Cameron is high-energy, and high efficiency. This episode covers a lot of processes and procedures and marketing topics, and Cameron shares his effective strategies, execution processes, and their incredible results.
On this episode of Broker to Broker, host Marc Summers is joined by Broker Owner of Green Haven Capital, Kevin Oto.
Kevin is a master of setting up a system that works. From starting with a few staff members working out of a bedroom, to a prominent broker owner in one of the most lucrative markets in the country, Kevin has established his presence in the market by creating a consumer experience like no other; supported by the automations and dependable processes he’s put in place.
Kevin notes to “stay humble, stay hungry” in this industry, and he lives and operates by those words. He shares the way he’s able to systematically keep in touch with clients, stay on top of processes, and continually generate new business leads. He notes that supporting his real estate agents’ events, and coming to them as a resource to have their problems solved and questions answered has led to mutual support in kind.
Kevin shares his strategies for making new real estate connections: “Every purchase I get is basically an audition. I need to wow this listing agent. What can I do differently to get this listing agent's business? Then as I grew, this came through education. I would target small teams. There's a lot of realtor groups that have teams of like five or ten. So, I would target the teams, go to the founder of that team, say, “Can I just come by your office and give a presentation? I think I can add value to your agents. What would they like to learn about?” So it's just going in there, presenting and showing them what we do differently, then educating them about the market. We cover how to get their offers accepted, how are we different, and differentiate ourselves from the competition. And that works. Every time I do a presentation, I have at least one or two people come back with questions. And then it's really just building relationships with these people. It's just staying in front of them, building relationships, supporting their events, having outings together, just building that bond and then the business will eventually go both ways. Just focus on the relationship, and make sure you’re educating these people.”
Key Points:
1:34 Getting Started, Rebuilding after the 2008 Crash
4:39 From The Beginning: Automations & Procedures for the Best Client Experience
8:57 Educating Borrowers and the Urgency of Pre-Approval
16:14 Establishing Real Estate Partnerships
19:32 Being Consistent: Mortgage Marketing in 2023
This episode is sponsored by PRMG
On this episode of Broker to Broker, host JP Hussey is joined by Broker Owner of Pinnacle Mortgage Corp, Kurt Strandson.
Kurt has a wealth of experience, insight, and influence. As the former president and chairman of the Mortgage Bankers and Brokers Association, with experience lobbying for broker and homeowner rights since the crash of 2008, Kurt brought his years of advocacy expertise and experience to his new role as the AIME Legislative State Captain of New Hampshire.
Kurt shares not just his knowledge of advocating for homebuyers and his fellow brokers, but also his knowledge of running and scaling a successful, growing brokerage. Kurt’s strategy for organic lead generation by way of fostering relationships with his clients and community before, and especially after closing on homes, is his secret to evergreen referrals and leads.
“We focus on customer experience throughout the transaction. Not just throughout the transaction, but after the transaction. Many companies will focus on going out and entertaining some realtors asking for the next new loan. We spend a lot of time on a yearly basis, 7 to 8 events a year, where we invite our most recent clients to events after they closed, and we’re formulating relationships with them. We’re inviting their families or kids. We do stuff in the local community and we’re building those relationships so they know that we care. It’s not ‘Oh, your loan is closed, we’re not going to see it for a long time’. Your first loan is done, and that’s how you build those lasting referral relationships. You’re providing a level of service. They come to us, with questions like, ‘Hey, I need a plumber,’ or ‘Hey I need a solar guy,’ or they’re coming back asking for referrals. It keeps that dialog going. So it’s not just a one-and-done transaction. And then that’s how you build some loyal relationships. They rely on you. They rely on you for your knowledge, your professionalism, your experience, and you’re able to provide that for more than just on a one transaction deal.”
Key Points:
2:01 Starting Out As a Broker in New England
7:31 Broker Advocacy in Action
11:27 Advocacy Strategies — Local to National
13:37Why Employees and Homebuyers Go Broker
18:38 Pinnacle’s Structure and Growth Strategy
22:36 Lead Generation via Fostering Relationships
This episode is sponsored by Change Wholesale
On this episode of Broker to Broker, host Marc Summers is joined once again by friend of the show and AIME community, Elena Boland, Broker Owner of Wholesale Mortgage Services.
Elena has been changing her game and scaling her business since she was last on the show over 100 episodes ago for episode 55. She’s been diversifying her products and services, finding new ways to engage her local community, as well as ways to involve her business and marketing in her personal life to great networking and lead generation benefits. Elena is a true example of changing with the market and social climate leading to success & growth.
Elena had some amazing experiences and advice to share on specialty programs like Jumbo loans; and really drove home the broker advantage: “You have to look at who your competition is, in any portion of our mortgage share. So, meaning our different products. And if you look at what your competition is doing, what are their limitations? What are their restrictions? Are we restricted in that way? Nope. So even though we don’t have the same benefits in the way of omitting student loans and things like that which can be done in retail, if you can lend more money, that’s really going to be more valuable to them; if they don’t have another $500,000 to put down on a big expensive home that they’re diving into, that’s huge. You’re going to do a better job because you’re the mortgage professional, you’re not a banker, you’re not someone sitting behind a headset across the country. You are here. They can walk in, and they really love that. Not only do clients love that, but the realtors love that as well, because they know that you’re going to keep working until you solve a problem.”
Key Points:
2:31 Changes in the Housing Market Since early 2021
8:05 Diversifying your Products and Services based on Local Housing Needs
11:31 The Essential Requirement to Adapt to Constant Change
16:47 Blending the lines between Social Media Marketing and Personal Life
22:23 Jumbo Loans and the Broker Advantage of Negotiation
26:12 “Diving into AIME” & Other Advice for Driving Business into 2024
This episode is sponsored by PowerTPO
On this episode of Broker to Broker, host JP Hussey gets a peek at the bright future of the wholesale channel, as he’s joined by Jason Kindler & Aaron Bacus, Broker Owners of First Coast Mortgage Funding.
As Broker Owners of First Coast Mortgage Funding, Jason and Aaron bring two different approaches, skill sets, and backgrounds to their brokerage that creates a sum of strengths greater than the sum of their parts; Jason has strengths in processes and working with builders, and Aaron with relationship building to creating new leads. Together, First Coast Mortgage Funding has grown into an incredibly successful and efficient machine.
Both Jason and Aaron have incredible advice for retail LOs and wholesale brokers new to the wholesale channel. The levels of freedom they have as brokers in wholesale has granted them the opportunity to forge their own systems & processes to a point that their speed competes with the fastest retail lenders, while still remaining able to maintain the service, consideration, and human element that brokers are known for. They break down and make the case for why the wholesale channel is the way of the future for industry workers and borrowers alike.
Aaron breaks it down simply: “At this point, I’d be concerned for you if you’re not a broker. While loan officers are still going to be needed in the future, there’s no question that their margins will shrink. There’s no doubt that it’s happening now for technology shoppers. And if you don’t have control, at least to see what’s going on and have some sort of participation in that, I would be concerned. What are retail LOs going to do when rates are raised? They have no control over that. And that’s why we’re very optimistic for the broker from the entrepreneurial local business standpoint. We’re serving the local people. That’s our value add. We’re accountable to that realtor and that borrower that lives down the street to make sure that their loan closes.”
Key Points:
2:26 Starting Out in a Lead-Based Business
13:54 Misconceptions about Wholesale, and The Freedom of Choice
22:37 Collaboration in Wholesale vs. Competition in Retail
30:42 Wholesale Control and Organic Process Building
40:39 Advice to Retail & New LOs & the Bright Future of Wholesale
This episode is sponsored by Windsor Mortgage
On this episode of Broker to Broker, host JP Hussey sits down with Justin Rocheleau, Broker Owner of JR Mortgage Group Inc, to discuss how teaming up with financial planners can take your business to the next level.
Justin has found great success in marketing to financial planners as referral sources for his business. As we all know, financial planners are in it for the long haul when it comes to serving their clients, and being able to present the best options for their client’s financial success is a win-win for both parties. By collaborating with financial planners, Justin has been able to create strong relationships and provide clients with the best possible advice and solutions.
In the past, many financial planners did not have mortgage relationships at all, and when it came to mortgages, they would simply recommend their clients to “just go talk to your bank.” However, this allowed Justin to come in and offer a new and better solution. He was able to show financial planners that by working with him, they could offer their clients a more personalized approach and get better results.
Through his experience, Justin has learned that the key to success in this approach is to focus on building long-lasting relationships with financial planners. He emphasizes the importance of trust and transparency, as well as staying up-to-date on the latest industry trends and changes.
If you’re looking to take your business to the next level and gain valuable advice to stay ahead of the game, tune in now!
Key Points:
1:52 The market’s weird everywhere you go
4:10 Justin started JR Mortgage in March 2021
7:55 Targeting financial planners as referral sources
12:46 You gotta know your role
15:38 Where would you find these planners, and how would you initiate that conversation
25:58 Send us the folks that have trouble getting approved
33:26 Fill that gap and help those people
34:29 Where do you see the mortgage market in 3-5 years?
This episode is sponsored by AIME Fuse
On this episode of Broker to Broker, host Marc Summers is joined by the Broker Owner of ACE Lending Group, Elyin Perez.
Elyin hasn’t been in the wholesale channel long, but ever since going broker and joining the wholesale channel, Elyin and ACE Lending Group have made a substantial impact. Elyin is now a tenacious, driven, and prominent leader in the wholesale community. He leads by example, and has an adventurous willingness to continually try new or different strategies to find what works best for both his staff, and client base. ACE maximizes its backend to provide the best possible client experiences; “good enough” is not a term Elyin uses in his approach to systems, processes, and service.
Elyin utilized what he calls the “Break It Method,” which means he and his staff push to change even what works, to make it work even better. It’s an approach that invites his team to contribute to the way it functions, thus finding the best way for the team to collaborate. Strategies like this are how independent brokerages are able to compete with big banks and retail lenders, by remaining flexible and open to change.
Elyin breaks down the “Break It Method” process, and how and why it works as a tool to foster the abilities of your staff: “When I say “break it,” I mean that we’re really changing. There will be days that we say, ‘All right, we’re going to try this.’ And then an hour later, we realized that was not a good idea. I take responsibility as the owner. Obviously, you need to have people that are willing to grow with you through those pains.I don’t care if it costs me money. I don’t care if it means I have to jump in to assist. You’ve got to be empowered to make decisions. I need to be able to run the business. And so going through that Break It Method, we just keep tweaking, tweaking, tweaking to make it better. I say, “What makes Amazon so special?” It’s their speed. They don’t actually have great service. It’s all automated. Their speed is what people are buying. They’re convenient. So we need to compete. We can deliver the speed & convenience that people need to feel like they’re talking to the right people to make the right decisions.”
Key Points:
1:20 Breaking In as a Broker — from Auto, to Retail, to Opening ACE Lending
7:52 Dynamics of Working with Loan Partners
12:08 Tech for Mortgage Brokers: Systems and Processing
13:57 The ‘Break It’ Method
18:41 The Leadership Mindset: Letting Things Grow by Letting Them Go
This episode is sponsored by AIME Fuse 6
On this episode of Broker to Broker, host JP Hussey is advised, informed, and inspired by Mortgage Advisor and Broker with C2 Financial, Allison Thenhaus!
Allison is known as a Mortgage Advisor for multiple brokerages for a great reason. Though only having been in the wholesale mortgage industry for a relatively short time, she has insight and knowledge beyond her years. Allison has a vast knowledge of systems & processes, customer service, ethics & values, and long-term market trends.
Allison has done her research and has practical experience as a broker that sets an exceptional example for the rest of the broker channel, willingly taking on the wealth of responsibility that comes with being a broker, and using it to the best interests of her clients. Doing the hard work leads to long-term, and high-scale return business: “Ultimately, the buck stops with brokers. We’re like project managers of the loan; we’re reaching out for the title, to insurance, to the appraisers. If something happens that our borrower does not like, we fix it. Even if we didn’t make the mistake, even if it wasn’t our cost to incur. We’re really not in this for the transaction. I’m in this for every loan, so when we get a client, I want to make sure that I do every single loan you ever have for the rest of your life, every friend, every family member. If you hear of anyone that wants a loan, that’s my ultimate goal. We’re really after what’s best for our clients because we want them to come to us as advisors and know that we’re going to shop for the best deal for them. That’s why we’re brokers, ultimately.”
Key Points:
3:08 The 2023 Mortgage Market & The Windows of Opportunity
7:07 From the Equestrian to the Real Estate Industry
11:46 Personal and Professional Responsibility for Brokers
14:22 Recruiting, Systems and Services
21:28 Bob Burg’s The Go-Giver Mentality: Saying Yes for the Right Reasons
30:25 Simplifying Processes to Handle More Volume & Save More Time
35:43 Preparing Investments for the Imminent Future of the Housing Market
This episode is sponsored by EPM
On this episode of Broker to Broker, host Marc Summers is exhilarated by the infectious energy and down-to-earth wisdom of Maddux Mortgage Broker Owner, Mike Maddux!
Mike’s hunger for success in the wholesale industry is an inspiration that mortgage professionals can learn from. Mike’s energy, pragmatism, and ability to get to the heart of a topic are all as refreshing as it is educational. With a diverse background in the Marine Corps, the fitness industry, and in the retail channel all before starting his own brokerage, Mike brings a lot of no-nonsense wisdom to the table, and it leads to significant takeaways in short order. In just this episode alone, Mike provides substantiated and immediately applicable advice for peer and client relationship building, social media and advertising, VA and DPA Programs, and so much more.
Mike does 50% of his business in VA Loans. His experience with VA and DPA programs leads to some invaluable insight: “VA doesn’t have really strict set guidelines on debt to income or credit, and that’s why it is one of the best loan programs out there, because if you get an AUS approved eligible, then it works. And if you don’t get approved eligible and you have to have it manually under it and you find an underwriter that doesn’t have any overlays, that goes off the VA handbook and you can get almost anything approved. I couldn’t be more thankful for the fact that 50% of my business is VA Loans because it introduces me to more Veterans, and they’re super easy to get close with. So I’m like a kid in a candy store. Oh, you’re in the army? I’d love to help you buy a house!”
Mike doesn’t take no for an answer in fighting for his clients, and takes it a step further for clients that need access to DPA programs: “A lot of Down Payment Assistance programs specific to a state or a municipality are restricted to banks and credit unions. The biggest piece of advice I can give is to do your due diligence, find out if there is a way you can offer it, or what steps would be required for you to partner with said bank or credit union so that you can offer it. And, as a broker, provide a higher level of service than they’re going to get from the loan officer at the bank.”
Key Points:
1:30 A Roundabout Break into the Mortgage Business
4:20 Growth Mindset of an Up-and-Coming Brokerage
6:20 VA: The Pinnacle of Loan Programs
12:29 Diligence for Success in Down Payment Assistance
17:07 Navigating the Housing Market and Communicating with Clients
19:40 Social Media – Lead Generation Through Being Relatable
27:11 Get Prepared for 2024 by Staying Hungry
This episode is sponsored by RCN Capital
On this episode of Broker to Broker, host Marc Summers is joined by Brian Sweeney, Broker Owner and President of Scoot Mortgage.
Brian has a long, varied career in financial services. Starting in retail, he transitioned to wholesale while simultaneously working in wealth management. Brian’s varied career has led directly to an understanding that knowledge is power. The more knowledge you have and are able to successfully communicate to consumers leads to a more diverse and assured client base.
Brian believes that brokers can and should take on an advisor role for their clients because it brings in return business, which is better for the long-term health of a brokerage. “When you’re an investment advisor, I mean, you’re having quarterly meetings. We’re reviewing what’s happening in the economy. We’re reviewing what’s taking place in your actual investment accounts. We’re looking at time horizons and risk tolerance and all these sorts of things that go into investment management along with your accounting and taxes, especially for a business owner. But you know, the wealth management side has taught me to be very patient in the mortgage world, because that planning aspect goes a long way. Instead of just saying, ‘Oh yeah, here’s your rate, here’s your turn, let’s do business.’ it’s like, tell me about yourself. How is your current financial situation? What do you have going on? Maybe it’s not even right for you to buy a House right now.” Brian explains “Clients can smell desperation. Look out for your clients’ best interests as opposed to the business they may give you.”
Key Points:
1:30 From Retail to Wholesale, starting Scoot Mortgage
5:38 Brokerage vs. Wealth Management Firm
15:18 Social Media, Content Production, and Client Education
18:16 Client Communication and Lead Generation
21:35 Conceptualizing and Executing a Successful Marketing Campaign
27:42 Fuse: Success from Last Year, and Anticipation for Fuse ‘23
This episode is sponsored by REMN Wholesale
On this episode of Broker to Broker, host JP Hussey’s foundations are rocked by the incredible stories and life lessons from a much-beloved member of the AIME community, the CEO of Mr. Mortgage, D.C. Terry!
D.C. has incredible stories, and important lessons to share and impart on the broker community. From his start as a US Marine in the music industry, to the pivotal moment that made him make a dramatic change in his career trajectory. D.C. is full of stories, moments, and instances where he took it upon himself to do the right thing by his clients. His selflessness, knowledge, and commitment to his clients is both inspiring and a model to which mortgage brokers should aspire to. D.C.’s stories have to be heard to be believed.
D.C. speaks of how essential it is to ensure the client gets the most out of working with him, and how this has led to long-term connections, referrals, and business. “Listen, something spoke to me and said, “I’ve got too much money.” I sat back and I’m like, “What do you mean?” That client was charged too much money. I’m really going over it in my mind because I’m thinking, “I did a great job. The client was happy.” Next thing I know, I call them back and tell them that I charged them too much money. True story.”
D.C. recounts “But, I tell him “If there’s anything that you need from this point forward in this industry, you come to me. I got you.” Well, it turns out that guy later on, his businesses had to go through some modifications. So he calls me, and we can make money for doing modifications. I jumped on the phone with his commercial lender, worked that out for him. I worked out the same thing with his primary residence as well. If he had any issues with insurance or anything, he called me. I handled everything for him. But from that point it was something that was given to me that I can now give to you: when you are closing a loan for someone. Make sure that that person gets more out of it than you.”
Key Points:
2:23 The Hall of AIME Sparking Change Award
5:51 Life-changing moments, from the music to the mortgage Industry
14:17 Working in mortgage for the service, not the money
22:52 Establishing Your Own Brokerage
28:52 Serving the Underserved Loans and Clients.
34:34 Educating Clients leads to Long-Term Collaboration
41:08 Making Homeownership Possible for the “Impossible” Clients
This episode is sponsored by Change Wholesale
On this episode of Broker to Broker, host Marc Summers is given an absolute masterclass on social media, content production, and branding from The Mortgage Mentor™️, Rebecca Richardson!
Rebecca is known all throughout the AIME community and the wholesale channel at large for her expertise in content creation, branding, and social media. She’s been featured on AIME stages and in AIME content due to her success and the hard-earned knowledge she shares, helping mortgage brokers navigate and find success across all social media platforms.
Rebecca acknowledges that often, the content creators themselves are the biggest hurdle to overcome. She shares her two-tiered strategy for content creation and posting, but also, how to approach mortgage-specific content to make it more fruitful for the audience AND the creator: “Let your real self come through. We’re talking about a pretty dry topic. At least look like you’re excited to be here. It’s really more about being willing to be unique and nobody can copy you. So the way that you explain things, the way that you show up, what you think is funny, even injecting humor into those videos – that’s a vulnerable process because you’re putting yourself out there for public consumption, ridicule, all those kinds of things. Until you start getting some of that feedback, you feel like you’re just shouting into the void. But understanding that it’s going through that process, and being consistent, and being willing to do it consistently for three, six months, sometimes longer, there is a payoff at the end because you will find your people. They will find you, and they will identify with you as your true, unique self versus trying to be some persona or avatar or whatever you think that people want to be. Just be yourself. You’ve already connected with people in real life. It’s really no different online.”
Key Points:
1:17 Then: From Financial Planning to the Wholesale Channel
5:01 Now: Connecting with Clients Online
8:17 The Brass Tacks of Tik Tok, Facebook, and Instagram
13:20 Content Creation and Posting Strategy
20:12 Posting Across Multiple Platforms
25:16 Being Authentic with Your Content & Finding Your Audience
27:54 Improve Processes & Procedures by Making them Personal
This episode is sponsored by FundLoans
On this episode of Broker to Broker, host JP Hussey is joined by a master of pipeline management and relationship building, CEO/Broker of EZ Fundings Home Loans, Tano Kapedani!
Tano has been in the wholesale mortgage business for over 20 years. As an expert on delegation, Tano shares how to properly prioritize your own time. He’s honed and prioritized his brokerage’s structure to get the absolute most out of his precious time as a producing owner.
What does Tano do with that time he’s earned back? He’s focusing on building strong relationships. Tano has made EZ Fundings massively successful because he’s learned how to effectively build relationships with peers and clients over his 2 decades in the industry.“I promise you this: 20 good relationships are better than 5000 likes. I don’t care if everybody knows me or not. What I care about is how the results are aligned with my efforts. Am I getting what I’m putting in? Am I influencing and accomplishing what I want to do? Am I changing the lives of people I’m meeting? This is what I care about.” Tano passes on how to both make time to form relationships, and the steps to building strong relationships. “Make sure that you create relationships so strong, that those you work with would be embarrassed to even consider working with somebody else.”
Key Points:
2:02 The 2023 Housing Market, West to East Coast
7:14 The Differences over 20 Years in the Industry
12:23 Serving your Pipeline by Eliminating the Unknown
18:01 Setting the Schedule to Run a Brokerage
22:41 Own what You’re Doing in Policies & Procedures
31:20 Delegation of Tasks, Paying to Save Yourself Time
39:43 20 Relationships over 5,000 likes- Becoming the Broker you Want to Be
This episode is sponsored by PRMG
On this episode of Broker to Broker, host Marc Summers is joined for a strategically rejuvenating, and a self-assuring discussion with the Pacific Northwest Regional VP at UMortgage, Kahren Oxner!
Kahren is a wealth of hard-earned knowledge, wisdom, and confidence. This combination makes for an exceptional, educational, and inspiring episode. In just a half hour, Kahren shares an empowering discourse about business, networking, and social media strategy, how to build up your skills and mindset to take on changing markets, and most importantly, how to build yourself up to be the best version of yourself every day.
Kahren also provides a lot of clarity and definitive reasons why it was the right decision to change from the retail mortgage channel to the wholesale community. While in retail, Kahren had heard years worth of lies and ghost stories about what goes on in the wholesale channel. Little did she know, those fabricated stories would end up being exactly opposite from the truth, and also, a self-dictated description of the retail industry: “You have better technology as a broker, a better opportunity, more control. You’ve got executives, peers, and leadership at every wholesale lender that want us to thrive and succeed, and are working their tails off to be innovative. I have never seen more innovation than I have in the broker channel. It is a sharp, smart, progressive group of people that are really moving this industry forward. And frankly, I think what retail is saying about wholesale is more true about their own side than it is on the wholesale side.”
Key Points:
1:06 From Unaware of the Mortgage Industry to Retail Mortgage Expert
4:40 Going Broker- how and why she made the jump
6:55 Myths & Misconceptions about Brokers from the Retail Industry
9:35 The Current Mortgage Market, and Controlling what you can Control
13:42 Changing with the Market, Finding the Opportunity in Everything
18:53 Strategies to Build Relationships over Transactions
27:19 Learning What Works to be Your Own Self-Advocate
This episode is sponsored by AFR Wholesale
On this episode of Broker to Broker, host JP Hussey is joined by an exceptional entrepreneur and member of the AIME community, Broker/Owner of Harris Capital Mortgage Group, Lamont Harris!
Lamont has his hands in many industries. Nonprofits, basketball teams, solar energy, and a brokerage of more than 80 staff members are just some of his endeavors. Lamont is able to successfully juggle all of these fields because he focuses on long-term sustaining practices. He actively fosters long-term relationships and prioritizes contributions to his communities.
By example, Lamont has taken it upon himself and for his staff at Harris Capital to stay hungry and humble by being active, contributing members of their local communities. Lamont himself is an expert on the VA VASH program, and takes the opportunity to spread awareness of this resource to homeless veterans in his community: “I look for areas of opportunity to actually meet with homeless veterans and educate them on this process, and walk them down the path of finding out whether they’re eligible or not. I don’t get any immediate gain from that. It’s not about that. It’s about taking somebody from not having housing at all, and being able to help them regain that sense of independence. So I look at it from a standpoint of, hey, it may not create something for me today. Doesn’t matter. It could possibly create something for me a few years from now. Once this person gets back on their feet, they’re working, they’re gainfully employed, I may have a VA loan in the future. Who knows? What I do know is I know that servitude begat gratitude, and gratitude creates opportunity. Right. So we don’t go into it looking for an opportunity. We go into it looking to serve.”
Key Points:
3:19 Starting in the Industry By Accident
6:21 Promoted Cross-Country, and Similarities of Timeshares and Mortgages
11:23 Sustainability Through Relationships- from Retail to Independent
17:27 Building Community, Staying Humble, and Staying Hungry as a Broker Owner
26:18 FLAG: The Financial Literacy Advocacy Group
33:02 Balancing Multiple Businesses, and Keeping Everyone Happy
37:15 Controlling the Controllables- Preparing for Opportunity
This episode is sponsored by REMN Wholesale
On this episode of Broker to Broker, host Marc Summers is joined by the new, yet already beloved member of the AIME community, Mortgage Advisor for Mortgage Nerds LLC, Amy Jo Tetzner!
Amy Jo joined the broker channel only recently, having worked in the retail industry for most of her life. Despite that, Amy Jo has made a massive, positive impact on the entire wholesale community. “I started noticing the things about retail that I didn’t like that I wasn’t in love with, and having the background of living and breathing this industry. For almost 21 years, I started to suspect that I was being fed some lines of garbage and that I really needed to figure it out on my own. So I really started researching it and I was like, I need to become a mortgage broker. I want to become a broker.”
Since joining the Wholesale Mortgage Channel, Amy Jo has contributed on social media, marketing, and community education to an unprecedented scale, setting an incredible example of what brokers are capable of on Facebook, TikTok, and in person. But it doesn’t come easy. Amy Jo breaks down her industry jump, and how it was one of the hardest, but most rewarding years of her life: “I am my mortgage business. And when something bad happens or makes me feel bad in mortgage, I take that very, very personally. And I think that most of us do. I think that’s very regular to feel that way. And if you really care, like if you really give a shit about your business, you’re going to feel that way. I’m 20 years in, the good is really good, the bad is really bad. But just remember, you are going to get over that mountain and you’re going to feel like you climbed Everest and you’re on top. And I feel like that right now.”
Key Points:
1:29 From Business Major to Marketing Director, Mortgage Broker
3:42 Poking Holes in the Retail Channel, Deciding to Become a Mortgage Broker
7:00 Networking via Facebook Groups, and Marketing in the Last Places You’d Expect
13:18 Success By Educating Borrowers, Peers, and the Community
19:53 Tips to Breaking into the Broker Community
23:13 Building Yourself and Your Work/Life Balance, Rebuilding the best Mental Health
This episode is sponsored by Homepoint
On this episode of Broker to Broker, host JP Hussey celebrates 150 episodes with President of Growth at AIME, Broker and Co-Founder of Edge Home Finance, and Host of Grow & Get It, Tom Ahles.
Tom is a master of many. As the President of Growth for AIME, he has helped facilitate the growth of AIME and hundreds of brokerages nationwide. While he has many large-scale goals and aspirations for the wholesale channel, he hasn’t lost sight of, or consideration for improving the business of small and individual brokerages. Tom shares his top-down perspective from the positions he holds, but approaches his work from the ground floor, in that he still finds originating as invigorating and engaging as ever.
Tom shares his strategy and approach to recruiting and growth that has brought him and the wholesale community such unprecedented success: “All that I know for what I can control is I can make it a little better than it was yesterday. So for me, if that means I’m adding one person a day to this industry, then I’m doing my part. We just onboarded 30 in the last 50 days. So, you know, we’ll do a little bit more than the average just because we’ve been at it for 12 years.”
“We’re all using the same things, it’s about getting your process down. Make sure it’s something that you feel confident to put your reputation on. Because our members have families to feed, they have goals and aspirations. And the last thing we want to do is set somebody up in a position where it’s not going to be better for them. I think that’s the biggest misconception with a lot of those in retail that haven’t switched yet- is the saying the grass is always greener. Well, it’s a damn true statement. I got to tell you, the grass on the broker side is green.”
Key Points:
2:33 Celebration of Broker to Broker Episode 150
6:39 Unprecedented Growth from Operations and Relationships
15:55 The Broker Lifestyle, Maintaining Success and Life/Family Balance
22:31 Doubling the Broker Market Share
28:09 The Value of Working ‘From the Ground Floor’
34:59 Best Lessons from Grow & Get It
41:24 Getting Involved in the Community through AIME On Tour
This episode is sponsored by EPM
On this episode of Broker to Broker, host JP Hussey sits down for a deep, considered mortgage coaching from the CEO at Safetrust Mortgage LLC, Marsel Cilla!
Marsel started his career in production for the auto industry, and brought his skills and mastery of managing minutiae in product and service delivery to the mortgage industry. Marsel has established dozens of processing systems to address immediate problems and concerns by setting short-term goals that fit in with the pursuit of long-term visions. Now, Marsel is looking ahead at the future of the entire wholesale channel by extending a welcoming hand to retail channel LOs looking to make the industry jump in 2023. In what he’s called the ‘Thrive in Wholesale’ campaign, Marsel and Safetrust aim to educate and empower Retail LOs, to encourage recruiting in independent brokerages, further strengthening the wholesale channel by utilizing the invaluable experience from retail lending.
“It’s short-term goals, but the long-term vision, so that met goals will guide you towards your long-term vision. We need to have the long-term mindset every day. What are we doing every single day to hit those production goals? Just like production, that goal will be reached, correct? And then, if we’re unable to reach it, let’s take a look and see what we can tweak.” Marsel illustrates that the idea of perfection is the enemy of progress, and that the best approach for your clients and your business is to improve as you go: “We call it quick response, continuous improvement. It’s a method of saying, ‘Hey, this was my goal, and what actions are you going to implement to try something different, to fix the reason, to fix the root cause?’ Then, we continue to get better every day.”
Key Points:
2:21 What was Taken from the Automotive to the Housing Industry
4:11 How to Become a Business Owner and Leader in the Mortgage Industry
8:12 Establishing Structure and Goals of Mortgage Transactions
16:40 Short-Term Goals, Long-Term Vision
24:07 Recruiting from Retail to Wholesale with the Broker Shop Platform
32:49 Networking, Social Media, and Marketing for LOs
This episode is sponsored by FundLoans
On this episode of Broker to Broker, host Marc Summers has an invigorating heart-to-heart with Broker Owner of Shields Family Home Loans and essential member of AIME’s Veteran Homeownership Committee, Brian Shields.
Brian shares exactly how he’s brought his marketing, his business, and his overall well-being to a new level through being ‘Heart Forward’ in everything he does. His social media presence and engagement are both incredible because he shares himself with his community. His peers, clients, and community all get to know him as a person just as much as they know his work.
Brian shares his effective, time-tested strategy of sharing yourself and personal, daily life as the model for video content creation: “We don’t use it for marketing, we use it to provide for the communities and people that follow us. But, on the flip side, it does help because my audience realizes, ‘Oh, these are real, real people! They’re not scripted, and they’re not actors. So be as relatable as you can, very heart-forward. One of my favorite lines is ‘I don’t have to ask for business as long as everybody knows what I do’.”
“Go out and appreciate everything you got, and hold onto it with both hands.” Brian explains as he details his ‘Heart Forward’ way of engaging his clients that builds community and trust. “Give your clients the attention that they deserve.”Brian’s Heart Forward approach exemplifies the core of what makes brokers great resources for their communities: “Give your clients the attention that they deserve. These people are leaning on us. They’re coming to you and me without even knowing who we are to say,’ Hey, I want you to handle me, my wife, and my kids buying a house.’ They’re giving you that trust. We can’t be desensitized to that. We’ve got to make sure that we’re appreciating that and giving everything that they deserve and more. And with that, they’ll never look for a mortgage broker anywhere else ever again.”
Key Points:
1:18 Starting the Broker Side Hustle, to the Broker Lifestyle
6:16 Sharing Yourself and Life as Video Marketing Strategy
11:11 Responding to Engagement to Create More Engagement
16:04Treating Every Conversation as a New Relationship
21:04 Remaining ‘Heart Forward’ for Business and Mental Well-Being
27:27 Supporting those who Support You in the Community
This episode is sponsored by RCN Capital
On this episode of Broker to Broker, host JP Hussey learns about video content creation and how to pursue your own niche by the Broker Owner of Navigator Mortgage Brokers, Jason Turner.
Jason has over a decade of experience in the mortgage industry, and over that time, has become one of the community’s leading VA loan experts, as well as one of the most consistent content creators in the wholesale channel. Jason shares how he pursued and found his niche, which has led him to strong, business-growing relationships, as well as the basis for his marketing strategy.
Jason shares his secret to how he’s able to post high-level content so consistently: “My content day is Monday. I’ll actually bring a bunch of different shirts to the office and then just change my shirt, adjust the camera angle, and then it looks like it’s a different day where I do stuff off the cuff. I see a question online, I’ll do a real quick-hitter – I like to create my content all at once, just to have it done. I get it recorded, edited, and then posted and just spread it out through the week.” Jason shares his strategy for the rest of the week: “I like to plan on my content, and I actually do a lot of research online to see what other people are interested in or talking about. And then let me talk about that. What do the people want and what do they want to learn about? And then bam, here’s my timely take on that.”
Jason also shares his wisdom on how he was able to get over the hump of creating and releasing content: “Do what you’re passionate about – I’m passionate about the VA space, so it’s very easy for me to get behind my passion and then speak about it. So if you’re fired up about it, the nerves fall to the wayside. So if you do what you’re passionate about, it’s going to be really easy.” Jason’s advice for great business networking, knowledge building, and business growth are one and the same. “Target a niche. You can’t be everything to everybody. People know me as a VA guy. If I talk to a bunch of realtors and I sell everything that I have, I’m really not selling anything. But if I sell myself and what I do as a specialty, and then they have that need, then they think of me. So I would absolutely recommend going deep in a niche for whatever people want to do.”
Key Points:
2:50 From Laid Off, to Loan Processing, to going Independent
6:09 Opening up Shop during 2020
9:03 From Retail to Broker & the Tools of Wholesale
15:23 Expertise in VA Loans & Debunking VA Myths
22:51 Marketing and the Importance of Video Content Creation
30:05 Overcoming Yourself to Produce Relevant and Consistent Content
This episode is sponsored by AIME Member Portal (AMP)
On this episode of Broker to Broker, host Marc Summers learns of the invaluable innovations in networking and marketing from Broker Owner of Third Street Financial, Robert Mahaffey.
Robert shares exactly how he’s changing and elevating the game for networking and lead generation through organic relationship building, and with proving and providing value in his relationships. Robert has both of these techniques on display through the hosting of his new Realtor Mastermind session series, featuring top-ranking realtors.
Robert explains how the game for networking, lead generation, and marketing has changed for Brokers: “I did the parody of the ‘Call Me Maybe’ Carly Rae Jepsen song, poking fun at the way that loan officers still think they can market when refinances dry up. They’re like, ‘Hey, I just met you. Here’s my business card. Call me maybe!’. You just can’t go in with rate sheets and donuts anymore; that’s the old way that people did it. We’ve got to provide more value than we ever have before, and we have to prove and provide value before we ask for anything.”
Robert shares how he provides incredible value for those who attend and speak at his Mastermind Sessions, through graciously investing his time and providing the resources he has available: “I create reels for the agent, and then I send it to them and I say, ‘Hey, thank you so much for being my guest. I learned a lot about you. I think it was great whether we ever do a deal together or not. I know I’ve gained a new friend and hopefully, we’ll get to work together. But I wanted to give you something; here’s the whole recording of our mastermind. And, here’s 12 reels that I cut for you without me in it.’, It’s an organic thing where now I’m investing in them.”
Key Points:
1:11 From The Tech Industry to the “2nd Worst Job in America”
6:41 Independent from Day One, to Owning Third Street Financial
11:33Organic Leads from Organic Conversations
14:37 Proving and Providing Value — Hosting Realtor Mastermind
22:25 Leading by Example and Collaboration
28:35 Hall of AIME, and the Opportunity to Build Relationships
This episode is sponsored by Change Wholesale
On this episode of Broker to Broker, host JP Hussey sits down with Broker/Owner of Treasure Coast Mortgage, Emmett Dempsey.
Emmett has an invaluable wealth of experience that he’s bringing to the table. From globetrotting in the military, to varied jobs and positions within numerous channels in the Real Estate industry, Emmett has a perspective of the mortgage broker channel that few can match.
Emmett shares the marketing and business strategies that he’s utilized to great success with Treasure Coast Mortgage, and notes that a business and marketing strategy can be one and the same; an established catalog of educational content. Emmett utilizes YouTube as means to educate and motivate tentative homebuyers off the fence, as to spread awareness of his brand by providing education and resources for borrowers.
Emmitt explains how easy it is to establish and build a catalog of content that resonates with people. “Explain different concepts to clients, like loan estimates and closing disclosures. Make those videos a part of your in-process marketing — you know when you record a video for individuals sometimes? Record it one time and it lives forever.” Emmitt explains how these videos are utilized: “Build a consistent catalog. As soon as they find content that they like, they’ll watch everything. They’ll get into a suggested video loop on YouTube, or they’ll dig through your Instagram to your old videos. Now, a common thing I hear is: I watched all of your stuff!”
Key Points:
4:10 From Korea and Kosovo, to Two Decades in Real Estate
9:41 Starting a Successful Brokerage in April 2020, and Thriving Through COVID
18:01How to Specialize with Niche Loans
26:53 Marketing Strategies, and Inspiration from Gary Vee
32:56 How to Build Credibility through a YouTube Catalog
40:36 The Need for Brokers: 100,000 LOs chasing 1,000,000 Agents, Doing 3,500,000 Sales
This episode is sponsored by PRMG
On this episode of Broker to Broker, host Marc Summers sits down with a Mortgage Loan Officer at UMortgage, Kyle Koller.
Kyle shares his eclectic knowledge and expertise from both the professional and personal sides of the wholesale channel – from multiplying his overall business by streamlining his operations processes, to the unique and effective ways he’s able to maintain a healthy work-life balance.
Kyle acknowledges the pride and drive that comes with a successful position in the wholesale channel, and drives home the importance of utilizing your community and resources to take the best care of yourself. “Brokers are an amazing force. We can do so many great things and I feel like the sky’s the limit. And being able to turn that off sometimes is very hard.” He notes, “Is being number one ruining your life balance? You’ve got to take a look in the mirror and realize, hey, I need to be the best dad tonight – I know on Monday I’m not going to be able to shut it off. Know your limitations, but also lean into what you have.”
Key Points:
0:00 Preparing for Hall of AIME 2023
3:16 From Dentistry to Mortgage Brokering
8:48 Streamlining Operations Through Pipeline Management
13:38 Change Your Life with an Underwriter Cover Letter
17:58 Phenomenal Operations by Leaning into Your Community
25:34 An Alter Ego to Carve Out a Work-Life Balance
This episode is sponsored by EPM
On this episode of Broker to Broker, host Marc Summers sits down with Broker/Owner of K2K Mortgage, Kris Radermacher.
Kris shares the secrets of how she’s established, maintained, and lived her memorable branding, and how she’s taken advocating for the betterment of her client’s long-term finances to an unprecedented level. From her returning clients, all the way to those who have only seen her K2K branding in passing –- there’s no denying Kris has made herself and her business unforgettable.
Kris shares how consistently going beyond the call of duty to advocate for even the toughest borrower cases has brought her incredible success in 2022. “It’s so important now to be giving that extra to people. Where brokers are so much better is that only brokers can do loans that most can’t, right?” Kris notes “Wells Fargo tells the client they can’t get approved, and never tells them how to fix their situation. That client may be able to get approved. It may not be as far away as we think.. And that’s where I think I’ve set my business kind of apart, is that honestly, I will have a talk with anybody. I tell agents, send in my way, let’s chat about it. Let’s see if there’s a fix.”
Key Points:
1:41 From Retail to Founding K2K in the Wholesale Channel
3:45 The Broker Boutique Process
6:37 Using The Experian Credit Report App to Clients’ Benefit
9:37 Reverse Bruised Credit for your Borrowers
14:56 Making an Impression & Establishing Strong Branding
25:34 Investing in Yourself in 2023
This episode is sponsored by Homepoint
On this episode of Broker to Broker, host JP Hussey sits down with Thomas Sloan, Certified Mortgage Advisorat Capital First Mortgage.
Thomas shares his recent experiences of entering the Wholesale Channel just before the pandemic, and how navigating that environment was a crash course of how to succeed through the worst the mortgage industry had been since 2008. These experiences, in turn, made him a stronger advocate for his borrowers.
It’s evident that Thomas is a true mortgage expert and fiduciary – always looking out for his client’s best financial interests. “The harder you work, the more you stay in touch with your borrowers,” Thomas states. “The more you pay attention to their pennies and try to save them money wherever you can – the more they appreciate you, then refer you. Most of my business is referrals from my borrowers to other people, not real estate agents.”
Key Points:
2:44 From Hospitality to the Mortgage Industry
8:03 Becoming a Full-Time Broker
11:33 Working Lean with a Small Brokerage
15:57 Flexibility as a Business Model
19:57 Organic Leads Through Doing the Right Thing
25:46 Taking the Time to Educate Realtors
29:57 Humanizing Yourself to your Borrowers
This episode is sponsored by RCN Capital
On this episode of Broker to Broker, host JP Hussey sits down with a mortgage broker from JH Home Loans, Jimmy Hobson.
The two discuss Jimmy’s introduction to the inviting community of the Wholesale channel, take a deep dive into VA Home Loans, and how to create your own leads through frequent and authentic posts on social media.
Jimmy shares his invaluable expertise of how and why he’s the #1 originator of VA Loans in Utah, and how having a specific expertise can grow the rest of your business. “Give me your VA Loans, and give me the opportunity to show you why we’re better, and then I’ll do your commercial loans, too.”
Jimmy goes on to break down misconceptions and the more intimidating aspects of originating VA Loans. “You can never take enough training on how to do those loans. The VA handbook is fluid, right? So there’s a lot of nuance to it. That’s why it’s such a powerful loan, because the nuance is where you get loans done.”
Key Points:
2:03 Looking ahead to 2023
4:26 Starting as a Lender
8:29 Being Welcomed into the Wholesale Channel
14:24 How Authenticity Beats Perfection
20:04 Generating Organic Leads
26:42 Developing a Social Media Presence
36:01 Breaking Down VA Loan Processes
This episode is sponsored by JMAC Lending
On this episode of Broker to Broker, host Marc Summers sits down with two members of E Mortgage Capital Inc: Founder & CEO Joseph Shalaby, and President Sam Hijazin.
The three discuss Joseph and Sam’s unique yet similar perspectives of the mortgage industry, both having started their careers in the wholesale channel, neither having worked in retail before. They share their experiences and wisdom in navigating starting companies, establishing healthy workplace culture, and the grit mentality it takes to make it through Recessions and Pandemics with overall growth on the other side.
Joseph discusses how he maintains such a great working culture of mutual support within E Mortgage - even with its members spread across the country. “Even though you're independent within this organization, you don't feel like you're independent. You're part of something much bigger than you… One of our pillars is community; the whole company is one big community. We're always helping each other get better.” Sam also shares the benefits of open communication and resource sharing leading to widespread success. “Our members follow the same mindset that Joe and I have, which is that mentality of abundance. Sharing your wins for the day, sharing things that are working for you with other people within the organization. That collaboration is really what makes this company special.”
Key Points:
1:22 Starting in Wholesale and Joining Forces
9:36 Growing your Business with Great Workplace Environment
13:52 Internal Systems and Processes
18:42 Nationwide Training, Support, and Community
27:03 Large-Scale Mindset and Culture
31:57 Favorite Parts of Fuse 2022 - The Year That Made Us Better
This episode is sponsored by Leadpops
On this episode of Broker to Broker, host JP Hussey sits down with Senior Mortgage Planner and Owner of Grow Mortgage, Russell Petty.
The two discuss how to make the career shift into the mortgage industry, and how to start, structure, and staff your own brokerage. JP picks Russell’s brain on his successful marketing campaigns through TikTok and Instagram Reels, and how Russell successfully utilizes social media to connect with local leads and collaborators in the Broker Channel.
Russell shares his ideologies for successful marketing for both brokers and owners. “I own a marketing company that does mortgage- nobody wants to talk to a mortgage lender until they need a mortgage, but if you’re marketing… that’s how they know to call you.” Russell breaks down the initial barriers and struggles in marketing through social media that most Brokers encounter. “Post every day, or as often as you can; consistency beats talent, every single day of the week.”
Key Points:
2:11 Moving from IT to the Mortgage Industry
6:28 Starting, Structuring, and Staffing Your Brokerage
10:23 The Importance of Keeping your Marketing Local
15:50 “Niche Down” Your Marketing Through Social Media
28:59 Forming Genuine Connections with Your Leads
34:57 Advice for Loan Officers and Brokers for Thriving in the Market
This episode is sponsored by PRMG
Gusmus meets the Hussbus in this week's episode of Broker to Broker. JP Hussey sits down with Carrie Gusmus, the President and CEO of Aslan Home Lending Corporation, a 100% female-led brokerage based in Denver, Colorado. In this episode, they will discuss how to break yourself from the Retail and non-bank culture and steps to thrive in today's market.
A veteran in the financial industry, Gusmus shares her advice to independent mortgage brokers: "Do not diminish yourself to having only a rate conversation." They challenge listeners to effectively communicate the broker model to not only borrowers, but to originators in the Retail channel.
Gusmus also expands on Aslan's business model and hiring practices by sharing her insights to building a successful brokerage. She urges all originators in the wholesale channel to expand their spheres of Influence and to stay vigilant when communicating the ups and downs of today's market to clients and referral partners.
She leaves us with one resounding thought that solidifies her perspective -- "I believe that people are good, but brokers are better."
3:33 Journey from Financial Services
7:25 Cold Calling for Business
9:50 Transition from Retail Banking
15:58 AIME is the Association of Choice
19:00 Mindset for Today's Market
22:53 Communicating the Broker Model
27:25 Now is the Time to Buy
34:00 Aslan Business Model
45:00 Utilizing Your Sphere of Influence
This episode is sponsored by EPM
On this episode of Broker to Broker, host Marc Summers, President of Membership at AIME, sits down with Samantha Baros, Broker Owner of Integrity Home Loans Inc.
The two discuss how AIME has helped grow her business by providing mentorship, networking opportunities, and community support. As a recipient of the Spark small business grant program, Samantha was able to open her own brokerage and grow her business to do what she does best – helping homebuyers.
She details how she develops relationships with women in her community to build trusted interactions with borrowers, referral partners, and potential clients. “My communication is pretty open across the board. And just knowing that I'm a human and I'm a mom – clients can hear my kids in the background, and they know that I'm a real person. I want people to know that I'm here for them because I'm really passionate about helping them.”
Key Points:
5:20 Starting Your Own Brokerage
10:15 How AIME Helps Mortgage Brokers
13:31 Spark Small Business Grant Program
18:55 Building Relationships with Borrowers
27:40 The Impact of Fuse on Business
This episode is sponsored by Homepoint
On this special edition episode of Broker to Broker, guest host Katie Sweeney, CEO of AIME, sits down with the Founder and CEO of Mortgage Champions, Dale Vermillion.
The two discuss the evolution of leadership in a variety of market cycles and the need for a collaborative mindset. From Dale’s humble beginnings selling pots and pans to becoming a leadership and sales expert with 30 years of experience, he shares his journey into mortgage and his recipes for success.
They dive into the biggest challenge facing the mortgage broker channel – the rising rate environment. Sweeney notes that “this environment is where people are going to win – this is the market where people are going to grow.” Vermillion agrees and challenges that now is the time for loan originators to shift from a volume market to a conversion market and doubles down that brokers need to learn how to sell more effectively in this climate.
Vermillion leaves the audience with a strong message to focus on “others first,” instilling his mantra that giving back to others is our duty, both in business and life.
Key Points:
1:52 Getting Started in the Mortgage Industry
4:32 Evolving Leadership with Market Cycles
16:23 Mindset Shifts for Tough Market Climates
24:32 Selling for a Conversion Market
32:30 Importance of Giving Back
This episode is sponsored by Guaranty Home Mortgage
On this episode of Broker to Broker, host Marc Summers sits down with a mortgage broker with the Long Gray Lending Team, Jay Bunte.
The two discuss overcoming the difficulties facing brokers, how to get started in the industry, and the importance of “getting over yourself.”
A native Texan, Jay Bunte got his start in the industry after an 8-year term of service in the U.S Army and a prior career in oil and gas. With his interest piqued by friends in the mortgage space, Jay signed up for educational courses, got his license, and began working in the industry.
When it came to learning the technical ins and outs of the industry, Jay was able to draw on his prior military experience and adopt the right mindset. Starting from square one gave Jay an opportunity to learn on the job with a go-get-it mentality. “Nobody wants to fail,” he says, “but you have to get over yourself and try.”
He also says that his people skills made the difference when it came to getting started - but that even there, he had to learn to manage expectations. “Not everyone is going to want to work with you… but once it clicks, things will take off.” Jay also says that communication - even overcommunication - is key. “It was extremely crucial in the military, having great communication,” he says. “But there’s a big difference between listening and communicating.”
Times:
3:00 - Background
7:00 - Learning on the job
12:00 - Communication is key
18:00 - Biggest broker mistakes
27:00 - Discussing Fuse
This episode is sponsored by REMN Wholesale
This week, Marc Summers sits down with Ramona Chapman, Broker-Owner at JR Mortgage Group. The two discuss Ramona’s start in the mortgage industry, the importance of a well-developed process, and the value that networking events like AIME Fuse can add to a mortgage professional’s career.
Ramona Chapman got her start in the mortgage world after a successful career in hospitality. While still working in sales for a hotel chain, Ramona decided to buy a home. Realizing the difficulty of the process, she became interested in working in the mortgage industry herself. Her research led her to take a role in retail, where she received her first taste of the business.
Although she received an offer to work as an assistant to a successful loan officer, Ramona realized she would prefer to work for herself. She and a business partner decided to break into the business in a decidedly bank-dominated area, becoming some of the only independent brokers in that region.
After about two years as a broker/owner, Ramona feels that she is still learning on the job and honing her skills. However, her success speaks for itself. Between managing the responsibilities of a LO, she must also contend with running a business and managing personnel. When asked how she stays on top of a lengthy to-do list, Ramona says that waking up early gives her the time she needs to get responsibilities out of the way.
She arrives at the office around 6 AM and sets to work on tasks that she might not have time to deal with later. Then, she is able to make headway on the rest of her day. With 17 people on staff and more incoming, Ramona says organization and delegation is key to running a tight ship. Her goal is to create a work environment where employees are willing and able to educate others and operate with minimal supervision.
When asked what advice she would give someone interested in entering the broker channel, Ramona says, “just go for it. Lean into it and believe in yourself.” She stresses that the resources necessary to succeed are out there - especially with AIME by your side. Having recently attended her first Fuse event and WMN Summit, Ramona says that the broker community is sincerely supportive, cooperative, and ready to help. “The information available and the community are second to none. I made real friends and real connections - just come humble and be ready to receive whatever advice the community gives.”
Times:
3:00 - Background
7:30 - LO vs. Broker Owner
12:00 - Relearning roles and perspectives
16:30 - Process and tech stack
20:00 - Fuse experience
This Episode Is Sponsored By PRMG
This week, host Marc Summers sits down with David Temko, President of C2 Financial. The two discuss David’s upbringing in mortgage, his route to the broker channel, and the logistics of running one of the largest shops in the country.
David Temko grew up in the industry, and says that mortgage terms and discussions about loans were a normal part of family dinner. His father was a pioneer of the high-margin brokerage model, and David himself got his real estate license at 19. In college, he interned with top producers to learn the tricks of the trade. Upon graduating, David started Cobalt Financial, which would go on to become C2 Financial.
Today, C2 has a staggering 1,000 loan officers across 22 states. The organization is headquartered in San Diego, where a corporate team of 40 does the behind-the-scenes work. Temko is beginning to expand horizons, with eyes on the East Coast. He says that he feels C2 Loan Officers can make a difference in any community, and that brokers provide transparency and value that people are willing to pay for. Long gone are the days, he says, where going to a broker was a last resort for folks who couldn’t get loans elsewhere. “They’re (retail) limited, and we’re unlimited,” Temko says.
How does one operate an organization on the scale of C2, especially when it comes to compliance? For David Temko, it starts by being ahead of the curve. His shop keeps a tight grasp on their policies, ensuring that things never get out of hand. He also must contend with a roster of 100+ lenders, which is constantly shifting and changing based on options offered. A consumer-first mindset determines what C2 will offer and who they do business with. This, combined with a team-as-family mentality ensures success.
When it comes to support, Temko points to the value of AIME as an organization. “It’s all about connections,” he says, as well as the advocacy AIME is doing on Capitol Hill. “Ours is a community of brilliant entrepreneurs, like-minded individuals… now more than ever it’s time to galvanize our community and continue to grind, and I appreciate (AIME) more than ever.”
Times:
2:30 - Background
10:00 - Growing your shop
15:00 - Compliance
20:00 - Retail recruiting
25:00 - Why is AIME so important?
This episode is sponsored by Homebot
This week, host JP Hussey sits down with Major Singleton, a mortgage broker at Major Money Matters. The pair discuss the importance of a strong support team, how to foster connections, and how to make sure your clients keep coming back.
A 23-year veteran of the U.S Navy, Major Singleton got his start in mortgage by chance. Unbeknownst to Major, a junior sailor under his command had booked a mortgage professional for an information session. Major attended to ensure that nothing went amiss, but was fascinated by what he learned. He felt that the mortgage industry could be in his future, and when it came time to retire from service, he made the leap.
Originally beginning on the retail lending side, Major eventually decided to become a broker. “I always wanted to be one,” he says, feeling that brokers had more freedom and more capability to earn for themselves. When he left the retail channel, he brought elements of his team with him, which he partially credits for his success. Currently, his team consists of a processor, LOA, a business development representative, and a client resources manager. With his team managing much of the behind-the-scenes efforts, Major is free to focus his time on what he excels at. “I have everybody on my team take a DISC Assessment”, says Major. “That way, everybody is operating within their gifts.”
Major’s gift is for customer interaction and retention, which has helped him see staggering levels of repeat business and recommendations. He prides himself on reaching out to past clients, on attending closings (especially the difficult ones), and on sending thoughtful closing gifts. These touches, according to Major, are the difference between seeing a client again and having them take their valuable business elsewhere.
Although he has only been a part of the industry for a few years, Major has made a name for himself. When asked what he would say to a brand-new broker, he says, “let your friends and family know what you do. Don’t feel like you need to be established already - have your connections become your jumping off point.”
Times:
2:30 - Background
6:00 - Team composition
10:00 - Process
20:00 - Reinforcing brand identity
25:00 - Closing gifts and check-ins
32:00 - The value of listening
40:00 - Final advice
This Episode is Sponsored By Homepoint
AIME Fuse 2022 tickets are available now at https://aimegroup.com/fuse-2022/
Join Marc Summers and guest Jamie Cavanaugh for a very special episode of Broker to Broker. This week, the two get excited for the upcoming Fuse 5, which kicks off in just four weeks. This year’s Fuse is bigger and better than ever - listen to Marc and Jamie’s chat to learn more about what you can expect from the world’s premier mortgage event.
Jamie Cavanaugh is well-known in the wholesale channel - the broker/owner of Amerifund Home Loans is an inspiration to anyone working in the industry. Fuse, she says, is a large part of her success.
“Anybody involved in the mortgage industry, anyone who’s curious about AIME, anyone who’s concerned about this market cycle and knows how important it is to level up should come to Fuse,” she says. “There’s truly something for everyone… every speaker and every panel really tackles something unique.” Jamie points to the fact that Fuse presenters are both highly vetted and highly goal-oriented. They provide real-world skills and processes that can be applied to your own business, and have an immediate impact on your production. “I always leave Fuse with at least four real takeaways I can use,” she says.
Additionally, she says, the networking opportunities are unmatched, with a welcoming, friendly atmosphere that invites collaboration and contact. “I have been to just about every other trade association’s events, many many lender and vendor events, and they’re great - but not one of them has that welcoming, come-join-us feeling that AIME events have.” She says that Fuse has enabled her to make friends and connections that last to this day, and continue to inform and shape her business goals.
Not only are you surrounded by fellow mortgage professionals, says Jamie, but you also have top-of-the-line vendor and lender partners at your fingertips; attending their events can provide you with career-changing networking opportunities and more information about the tools at your disposal. With just four weeks to go, Jamie says “I think this Fuse is going to be really great - I’m looking forward to getting even more value than I have in years past.”
This Episode is Sponsored By AIME Fuse 2022.
Buy your AIME Fuse 2022 Tickets today at https://aimegroup.com/fuse-2022/
This week, host Marc Summers is joined by Florida’s own Ashley Bedford, who discusses her early experiences with brokers, her work ethic, and the value of building relationships.
Ashley first encountered the broker channel as a customer. A new parent, Ashley was looking to purchase her first home. Initial quotes from a big bank set her down payment as an unaffordable $30,000, leading her to start looking elsewhere. She was referred to a broker, who informed her that she only needed less than half of what she was initially quoted. The revelation led Ashley to vow that no one else would have to go through the same experience. With the dream of her new goal in hand, Ashley asked the broker to take her on as a processor. The broker accepted, with one condition: that Ashley begin as a broker instead. “I just dove in,” she says. “I lived with my mother-in-law for 18 months until I built my business.”
Despite a background in banking, Ashley realized she had a lot to learn. “I was a little nervous at first for the test,” she says. “But I just got through it.” According to Ashley, the freedom is the best part of being involved in the broker channel. “I like to tell people that in retail, you have Fannie and Freddie, and those are the parents who set the rules. But then Fannie and Freddie have their own parents who set even more rules on top. In the broker channel, we’re our own parents.”
Ashley’s home shop is small, consisting of about five people. She attributes her success there to dogged determination and the knowledge that she would have to do something different to make it. “When I started I decided to do every manual underwrite I could find… I would relentlessly call title companies and ask if they had any deals the lender couldn’t close. I called every week.” She built a reputation, and soon became recognized statewide by lenders and realtors alike.
Ashley’s business is built on being precise, punctual, and prudent, while simultaneously serving as a one-stop resource for her clients. “I always make sure their main point of contact is me,” she says. Making your clients feel comfortable and like they have someone in their corner is key. Her main piece of advice to new brokers? “Don’t ever focus on the paycheck - focus on your relationships. Everything else will fall into place.”
Times:
Background - 1:00
Early approach - 7:00
Realtor relationships - 13:05
Process - 20:00
Final advice - 28:00
This Episode is Sponsored By Guaranty Home Mortgage
Host JP Hussey sits down this week with Atrion Faiola of NorthPort Funding. Atrion has spent almost 20 years in the industry, and has worked on both sides of the aisle. The two discuss making the most of the recent downturn, the cyclical nature of the mortgage channel, and the need to keep your foot on the gas even when times are tough.
Atrion joined the mortgage channel right out of high school. As a teen, a next-door neighbor hired him on to his brand new mortgage business. He began at the very bottom: making cold calls. Eventually, during the recession, he left to join a major bank. He went through their LOA training program and found a niche in physician lending. Atrion was eventually appointed branch manager, a position he held for a number of years. When the branch folded, he used the severance payout to start his own shop.
Atrion has seen it all in the industry, a fact that he uses to keep himself grounded. “I’ve been through so many cycles,” he says. “I remember when they invented the trigger lead… now the trigger lead is basically useless.” He points to a willingness to adapt and a motivation to overcome as crucial to his success. The downturn the industry is going through, he says, is just another in a long line. “It’s a blessing in disguise for brokers. We’re faster, more flexible, and we can hunt different opportunities.”
Atrion was initially attracted to the independent wholesale channel because of that indomitable spirit. He says that after watching Mat Ishbia and Anthony Casa speak at a Fuse event, he knew he had to make the switch. “You can’t take your foot off the gas - stay motivated, believe in what you do, and use your downtime.”
When asked what advice he would give to brand new brokers, Atrion was quick to answer with some powerful words of wisdom. “1) Call financial advisors over real estate agents. 2) Align with real estate agents who match your personal style. 3) Never stop adding value - have an unquenchable thirst for knowledge, and share that knowledge with everyone you know.”
Times:
2:00 - Background
6:00 - How is this downturn different?
10:00 - Why did you become independent?
17:00 - Asking powerful questions
25:00 - Process
33:00 - Closing advice
This Episode is Sponsored By EPM Wholesale
JP Hussey sits down this week with Daniel De La Torre of UMortgage. Daniel has only been part of the broker channel for a few months, but with a background in the retail mortgage industry, he brings a wealth of prior experience and keen insight along with him. The two discuss making the switch from bank to broker, the importance of the personal touch, and key advice to get started as a broker.
Daniel emigrated to the US from Cuba in 2004 and quickly found a job as a telemarketer. He began exploring mortgages shortly thereafter, but the market crash caused him to turn to real estate. In 2015, he returned to mortgages, and two years later, he was working in a bank setting. He says he only closed 1 loan his first year on the job, but through perseverance and persistence, he drove his numbers up to over 100 a year. He says the switch was brought on by a desire for independence, pricing flexibility, and product optionality. After years of being told that switching from bank to broker was crazy, he did the research for himself and decided to take the plunge. “It was the hardest career decision I’ve ever made, but I’m glad that I did,” says Daniel. “It’s important to make sure you’re associating with someone who can coach and direct you… knowledge is the most important asset.”
According to Daniel, his process is not much different than most people’s. What separates him is his attention to detail and care for his clients. For example, he recommends using a service to send personalized cards and gifts to clients as a way to reach out to past contacts. An initial call enables him to check in and see if a client will be a good fit, and from there, it’s the VIP treatment. “In the past, we didn’t have time to make the calls… now that we do, we have to take the time.” He also stresses the importance of getting back to realtors and continuing to both learn and teach mortgage information.
When asked what he would tell a newcomer to the channel, Daniel had some great advice. “You need to figure out what you want to be. Do you want to own your own shop? How scalable do you want to be? From there, you can learn the right channels and choose your platform.”
Times:
Background - 2:00
Making the Switch - 5:00
Process - 20:00
What should everyone be doing? - 26:00
Advice for people making the switch - 31:00
Closing advice - 34:00
This Episode is Sponsored by 20/20 Vision for Success Coaching
Host JP Hussey is joined this week by Brian Cooke of Sunny Hill Financial. Brian joined the broker channel a few years ago, after a long and successful career on the other side of the industry. In that time, he’s made a name for himself with a relentless pace, unparalleled customer satisfaction, and a diamond-tough work ethic.
Brian graduated college in 2001, directly in the middle of a crippling financial crisis. Stuck at home with no job, he began dropping off resumes. His first interview led to a job as a closed loan reviewer, which kicked off a nearly 20-year mortgage career. Eventually, Brian felt that he was undervalued by his employer, despite record-breaking production and 16-hour days. One thing led to the next, and he decided to enter business for himself. Now, he runs his own show. Backed by a team of 20+ plus LOs, he regularly turns out a level of volume that would be notable for a team three times its size.
Part of Brian’s success is his focus and his obsession with the customer experience. He is constantly working on his mindset, sharpening his tools, and developing his repertoire. Almost all of his business is brought in organically because of his reputation. “I just am obsessed with the overall client experience - I get massive referrals… It’s just working hard, and never being off. I’m always on.” Brian’s commitment is reflected in his incredible response time, which he says is never more than 20 minutes. That speed and dedication is key to the retention and referrals that have skyrocketed his profits. “My performance and being better is what gets me business,” he says.
For Brian, dedication and mindset are the keys to success. He says he is constantly learning from the experts and actively putting their advice into practice. He recommends reading everything you can about taking control of your mental space and working hard on discipline. His advice to new brokers? “Spend more time on your mindset than your skillset - that’s what’s going to get you there.”
Times:
Background - 3:00
Rewiring the operating system - 8:00
Process and stats - 14:00
Organic referrals - 19:00
Speed the leads - 23:00
The experience difference - 29:00
Closing advice - 32:00
This Episode is Sponsored by MyCreditGuy - Credit Restoration
Gay Veale of Epoch Lending might be relatively new to the mortgage industry, but she brings a wealth of life experience. A 30-year veteran of the United States Air Force, Gay shares her wisdom and perspective on leveraging connections and proving your worth.
Gay Veale joined the Air Force out of high school, where she would serve for the next three decades. After leaving the military, she worked for a time as a consultant in the defense industry. However, when a friend introduced her to the broker channel, she decided it was time to take a risk and make a change. She began working as a loan officer just 19 months ago, in November of 2020. In that short time, she has used her extensive expertise and experience to become a recognizable name in the world of VA loans.
Gay knows what it’s like to live the military lifestyle, and that knowledge enables her to help service members get the loan products they need. She understands the importance of a tight-knit community and working with people you trust. When asked how she generates leads, she points to a network of fellow veterans who have since gone into real estate. By leveraging that network at the start of her career, Gay has been able to grow her contacts list exponentially, and create a solid base of partners to work with. She also points to the importance of asking questions and forming relationships in Facebook groups like “Brokers Are Better” (BAB) while you are carving out your niche.
Gay’s advice to others who might be transitioning to the broker channel after years in another career? “Whatever product you’re going to do, make sure you know it inside and out. Know your product and make sure you’re communicating that expertise.” She also stresses making use of communities and resources such as Vetted VA. These welcoming and informative communities can provide the tools you need to get started and help you thrive along the way. “A home is a basic need of life and always will be,” she says. “I feel great about this job and the service I provide future homeowners.”
Times:
Background - 1:30
Industry start - 4:30
Why mortgage - 7:00
Lead generation - 10:30
Establishing a niche - 13:00
Multi-state licensing - 18:00
VA Loans - 21:00
VA loan limits - 24:00
Vetted VA - 31:00
Advice to newcomers - 37:00
Advocacy group - 43:00
This Episode Is Sponsored By AFR Wholesale
This week’s episode is a very special one - Broker-To-Broker host and AIME President of Membership Marc Summers is joined by AIME’s CEO Katie Sweeney and President of Advocacy Brendan McKay. It’s also National Mortgage Brokers Day (or is it week?) - so the three share their tips for celebrating the broker channel and getting the good word out there.
“National Mortgage Brokers Day is not just a day, but really an entire week -and we’ve grown it into a month - of education. Educating the consumer about the benefits of working with a broker, educating the industry about all the great things the broker channel is doing and its impact on communities, but also educating each other to be better at our craft,” says Katie.
Education is at the forefront of the AIME CEO’s vision for the month - she says that the goal is not just to tell people that brokers are better, but to show them why.
For Brendan Mckay, education is key to seeing brokers return to the 70% market share they held before the 2008 financial crisis. “Mortgage broker became a dirty word,” he says. To him, this year’s National Mortgage Brokers Day represents the culmination of five years of work to turn that around.
“I was there in ‘08, ‘09, and it was scary,” Marc Summers chimes in. “We didn’t have a voice. Now, I know we have AIME itself, and a community surrounding it that’s working to make things better.”
Of course, this year’s NMBD also sees the launch of AIME’s most important initiative to date - the BACPAC. This political action committee enables AIME’s members to make their voices heard on capitol hill and directly affect policy decisions. It is an unprecedented step for the broker channel, and is a massive win for the nation’s independent brokers. The three discuss making BACPAC a possibility, its impact on the industry, and what the future holds for AIME.
This week also features the release of a powerful educational tool for AIME’s members with the introduction of AIME Academy. This online platform will provide educational support for everyone from aspiring LOAs to seasoned brokers, as well as special product certification for VA, FHA, Self-employed borrowers, and more. “Until we get back to 50% market share, we have a lot of stories to tell and education to put forward,” says Katie. Resources, including shareable templates and social media profile pictures, are also available for members starting today. Now, let’s go celebrate!
Times:
What is NMBD? - 2:00
Why is NMBD important to you? - 4:25
The importance of education - 6:25
BACPAC Announcement - 7:05
The importance of BACPAC - 11:00
Training course announcement - 15:00
How to celebrate and spread the word - 22:00
Closing remarks - 25:00
This Episode Is Sponsored By National Mortgage Brokers Day
This week, join in with JP Hussey and Molitor Financial’s Craig Messman as they discuss the importance of creating structure and approaching the industry with methodical intent. Craig is one of Chicago’s top producers, and with almost 20 years of experience, he knows a thing or two about long-term success. In this episode, he shares his tips for structuring and scaling your operation, cultivating in-house experts, and much more.
Craig entered the industry in 2001, learning the ropes at a large bank. In 2005, he and partner Troy Molitor started their shop together, and the rest is history. Although their shop takes a boutique model, they oversee 50+ employees and continue to post runaway numbers.
One of Craig’s keys to success is focusing on purchases. He recommends using these transactions as networking opportunities, carefully fostering relationships with those involved in the purchase. Craig says that communication - even over-communication - is essential at this stage. He maintains that honesty and transparency should be prioritized, and that leaving clients in the dark for any length of time is a huge mistake. “I never want my clients to experience what it’s like to buy a car,” he says. Craig mentions that he even discloses to clients what percentage of the sale will go to him, emphasizing that nothing should be withheld from the client.
Craig also delves into the nitty-gritty of his tech stack and his processes and procedures. He uses tools like Flowify, Lending Pad, and SureFire to streamline workflow, but he credits a lot of his success to another strategy; namely putting his most experienced processors up front. “It’s easier to catch mistakes earlier than try to fix them later,” he says. This is also central to another one of his business tenets - a pod system that enables newer employees to safely learn on the job and develop their skillset. “If you want to scale, you have to establish your front end,” says Craig.
Cohesion is central to Craig’s model - everyone from underwriters to real estate agents are running the same playbook. He believes in building from the ground up, drawing on cultivated relationships and genuine connections. “When you build it your way,” he says, “the organic way, the stress-free way, the endorsement way, that’s gonna be a very sustainable business model for you. Otherwise, these lead systems just go back to the transaction.”
Timestamps:
(2:00) - Background
(5:30) - The importance of Purchase-focused business
(8:05) - Teaching people to communicate
(10:19) - Technical stack and workflow
(11:20) - Transparency in the buying process
(13:00) - The Pod system
(18:00) - Creating connections with all layers of the process
(23:00) - Building in-house expertise
(35:00) - Triangle approach
(42:00) - Drawing on existing relationships
This Episode Is Sponsored By AmeriSave
We are joined this week by Whitley Cooper, a nearly lifelong mortgage expert with the results to back it up.
Whitley grew up in the business, and remembers her mom, herself a broker, jotting down loan applications on a napkin during long car trips. A detour into broadcast journalism led her back into mortgage, where she has found her niche. In this episode, Whitley and Marc Summers discuss her methodical approach, the importance of diversity, and how to make homeownership more accessible.
Though she was familiar with the mortgage industry from a young age, Whitley took her time to explore her options. When she started her family after college, going into brokerage just made sense. Now, she is a successful broker/owner who also makes time to serve her community as the Association of Independent Mortgage Brokers Chairperson of Black Homeownership.
When it comes to process, Whitley is systematic, employing an LOA to help calculate income and other financials. What’s really important, she says, is using that time to build rapport and establish meaningful relationships with clients. She highlights the importance of keeping your realtors close, saying “if it came from a realtor, it always gets back to that realtor.” The personal touch is key to Ms. Cooper’s approach - she stays in touch with clients through Facebook, sending handwritten cards and well-wishes for meaningful life events.
Whitley also serves as chairperson of the Black Homeownership Committee, a role she takes incredibly seriously. She says “It’s a chance to reduce the black homeownership gap, not just at the local level but at the national level.” She also stresses the necessity of creating a welcoming environment for “those who don’t look like you” - and the impact it can have on your profits. Whitley is a passionate mortgage education advocate, citing the need for initiatives like SPARK. “Capital is just one side,” she says. ”SPARK provides the grant, but also the education and mentorship to create lasting and sustainable business.”
The pair also discuss the current rate environment and tips for self-management. Discussing rising rates and the potential to panic, Whitley demonstrates the resilience that has contributed to her success, saying - “I almost got caught up in it. I had to pick myself up, dust off my shoulders, and remind myself what I was about.”
Times:
1:40 - Background
4:50 - Process and Outreach
7:22 - Post-closing strategy
9:43 - Black Homeownership Committee Appointment
12:50 - Importance of Diversity
17:49 - Education Cycle
22:40 - Broker Community
25:00 - Rate Environment
This Episode Is Sponsored By REMN Wholesale
Breon Price is a rapidly rising star in his native Ohio. The owner of Motto Mortgage, Breon has made impressive strides only a few years into his career as a broker. A former athlete who began as an underwriter, Breon made the transition to brokerage in 2018. A mere two years later he was made managing partner, a testament to his tenacity, work ethic, and drive to understand the game.
In this conversation, Breon shares his thoughts on what makes a broker successful in 2022. Price says that personal investment is criteria number one, citing a “skin in the game” mentality for associates at every level of his brokerage. “If a loan doesn’t close on time, that should hurt” he says. “Most operations fail because (that mentality) doesn’t carry through processing and closing.”
He also stresses the importance of building lasting relationships - not just with clients, but with realtors and builders. Price notes that nourishing these connections is often more fruitful than a purely client-driven approach. This dovetails with his calls to set goals for yourself and your business, and then attack those methodically. “My goal is to do 450 transactions this year - I’m not going to get 450 clients. I’m going to get 15 realtors and 3 builders, and get 20 loans from each of them.”
To Breon Price, face-to-face is still the crux of the business. He has no fears about the internet killing the broker business. He believes a good broker is an inimitable resource, a wealth of knowledge and support for the client. His approach is to use the tools technology provides, but to never lose that personal touch. He emphasizes the importance of building up local influence, within 15 miles or so. “Be the mayor of your local sphere” he says.
Price sees his role in the homebuying process as more than just a broker. He is a coach, a cheerleader, the guy you call to recommend a plumber or an appraiser. He is a professional facilitator, the lender clients know they can trust. Parting advice? “Don’t forget you’re in the service industry… I know I’m not going to make money on deals 1 and 2. But I will on deals 3, 4, 5, 6, 7, 8, and 9.”
Timestamps:
3:15 - Personal Investment and Attitude
9:20 - Why Rates Aren’t Everything
16:00 - Dominating the Local Sphere
27:00 - Providing Value to Clients
This episode is sponsored by PRMG
Since 2018, Carrie Johnston has been the top producer in the state of Indiana. Carrie’s constant commitment to growing her brand is an inspiration to upcoming brokers nationwide. For over two decades, she has reigned as an unrivaled authority on the ever-changing world that is the wholesale mortgage channel. In this episode, we get her perspective on realtor relationships, staying up to date with industry trends, and the attitude required to succeed in a competitive field.
Ms. Johnston left her native Pennsylvania for the midwest while in pursuit of a Psychology Ph.D. A summer job selling airtime door-to-door led her into a brokerage office, where she was quickly scouted by the owner. “I’m a natural salesperson, and I’m very good with numbers,” she says. Carrie fell in love with the job, and 20 years later, her success speaks for itself. A stellar track record with Approved Mortgage granted Carrie a shop of her own, which she has piloted to steady acclaim.
As a broker, Carrie is known for her meticulous attention to detail and unparalleled mortgage expertise. The key to staying successful for two decades? “Embrace the change,” she says. “Treat change as an opportunity, not a challenge.” The common denominator amongst top producers, according to Carrie, is that, “Everyone is 99% purchasers. They are all competitive, they don’t make excuses, and they seek to control their own destinies.”
The other factor in generating record revenue is forming and sustaining relationships with realtors. This, says Carrie, is what is going to provide your business with the greatest consistency. She stresses the importance of demonstrating confidence and authority, of making yourself someone people want to know. “Toot your own horn… don’t ask for business, just make it happen.” When it comes to staying top of mind for realtors, Carrie says that showing up at the right times - i.e closings - is huge. But she also says that once you’ve established trust, to let the results do the talking.
Her advice to upcoming brokers is twofold. Point number one: “Track everything.” Ms. Johnston uses a detailed spreadsheet system to keep tabs on every aspect of the process, increasing efficiency and eliminating errors. The other? Be genuine in your relationships, place your expertise at the forefront, and highlight your value. After all, that’s the greatest point of separation between you and your competition. “I try to approach realtors as I would want to be treated,” she says, “and I can buy my own lunch.”
Times:
(1:25) - Introduction To The Wholsale Channel
(6:45) - Embracing Change
(11:00) - Taking Initiative
(19:00) - Common denominators for success
(22:00) - Quality over quantity
(29:00) - Parting thoughts
This episode is sponsored by Guaranty Home Mortgage
We are joined this week by Dario Maidrano, Broker/Owner of Home Field Lending in Las Vegas, Nevada.
Mr. Medrano has enjoyed tremendous success, excelling as both a broker and a mortgage content creator. His TikTok videos regularly accrue thousands of views, with rookie and veteran brokers alike seeking out his insights. Dario and Marc also discuss that while homeowners of the future all have eyes on TikTok, the real value proposition currently comes from its recruiting power, which is especially beneficial for Dario’s growth-first mindset.
A former D1 baseball player, Dario starred on the popular reality TV show, “The Challenge.” Looking to turn his fledgling personal brand into a career, he moved to LA to pursue real estate. Working for a large retail shop proved unfulfilling, with little guidance and few leads.
A change to Bank of America provided the opportunity to start working with real clients and authoring deals. In 2017, Dario attended an AIME conference, where he saw Matt Ishbia speak.
“I still have his business card in my wallet,” Medrano says. “I never looked back.”
Medrano started his own shop from the ground up, committing fully to the wholesale channel. He was attracted to the self-starting, entrepreneurial lifestyle of a wholesale broker. To him, independence is the key to scalability. He stresses that starting from scratch might seem daunting, but that it's more than possible with the right mindset and help from AIME. “There are guardrails up,” he says. “I knew nothing when I first started.”
Now, he gets “3 to 4 emails a day” from loan officers looking to join his growing company. He has refined his process and believes that letting green brokers learn on the job is crucial to their success. Dario’s goal is to grow his company and achieve massive impact. The key, he says, is an influx of talent. “From day one, I wanted to scale,” he says. “The only way we’re going to grow as a channel is if somebody can give these guys an opportunity.” He wants prospective brokers to know that success is well within reach if they’re willing to work for it. “You can be a loan officer and overnight have a legitimate asset - not just a cell phone with a couple realtors in it.
Tune in for Dario’s expert advice on how to develop your personal brand and create engaging content. Authenticity, he says, is the deciding factor. People don’t want advice on how to be a broker - they want to know what it’s like to be a broker. Let your true self shine through, and success is sure to follow.
(2:32) - Entrance into the Industry
(8:10) - Getting Guidance
(12:42) - Creating Compelling Content
(21:30) - Onboarding and Developing Green Brokers
This Episode is Sponsored By EPM
Two powerhouse lending leaders of the wholesale channel sit down for this monumental meeting of the minds to discuss the history and the future of wholesale mortgage lending and why they have given up on a retail division, deciding instead to go all-in on mortgage brokers. UWM President and CEO Mat Ishbia and Homepoint President & CEO Willie Newman talk about the facts that prove why the wholesale channel is not just better for brokers, but better for REALTORs, real estate agents, and, most importantly, better for borrowers.
But Mat and Willie aren’t just here to SAY that brokers are better. They have the irrefutable evidence to prove it. 2018, 2019, and 2020 HMDA data shows that lower upfront costs and lower rates leading to lower payments over time lead to an average of $8,000 in savings for each consumer who uses a mortgage broker instead of a retail banker. Mortgage brokers also go out of their way to help those disproportionately ignored by the big retail banks. Whether it’s loans that take more time and are harder to close as a result of borrowers’ bruised credit scores or low-moderate incomes, or if it’s borrowers who are disproportionately ignored during the homebuying process like BIPOC or military veterans, brokers consistently go above and beyond to help their neighbors. Independent mortgage brokers are located in the communities they serve, sitting alongside the same little league games and waiting in the same lines at the grocery store as the homeowners with which they helped purchase their dream home.
Willie Newman likes to say, “I was there at the beginning.” Before Willie’s mentor Stan Rhodes molded the concept of the modern-day mortgage broker in the 80s as a result of the Savings & Loans crisis, most mortgage brokers only did hard money loans for unique loan scenarios. Understanding that dislocation creates opportunity, Rhodes utilized the influx of loan officers let go after the S&L crisis to catapult his small lending institution into a top 5 national originator.
Mat Ishbia shares a similar story when it comes to the growth of United Wholesale Mortgage. When Mat came aboard, UWM had a staff of 12 people. After learning every side of the business, working in operations, marketing, and as an AE, Ishbia purchased the company. Deciding to focus exclusively on wholesale, Mat has since grown UWM to 8,000+ employees.
The fallout of the 2008-2009 financial crisis and market crash disproportionately affected mortgage brokers compared to retail banks. And while it’s always easier to point fingers and blame outside sources, mortgage brokers instead looked inward and have since built back their book of business around tighter restrictions and lower margins. These mass layoffs we are now seeing from retail banks and lending institutions are a result of their infrastructures being built around bloated margins and higher interest rates.
Before the crash, back when each brokerage was on its own with little to no support, mortgage brokers held a 50%+ market share. Now with the support of AIME and broker-focused lenders like Homepoint and UWM, mortgage brokers are set up to succeed long-term like they never were before. They have the technology, service, support, and partnerships of the leading lenders in wholesale and will be able to utilize these advantages to take back the majority of the market share. And unlike retail, where the banks and lenders hold their employees accountable, it’s the brokers who have the power. Ishbia and Newman both agree that it’s up to them to win each broker’s business, not the other way around. If a broker doesn’t like a certain lender's pricing, technology, or servicing, then there are dozens of other lenders through which brokers can shop their loan.
Mat and Willie also understand that it’s not exactly easy to make the transition from retail-to-wholesale when you have lots of loans in your pipeline, but they emphasize that now is the time to make the switch.
At age 22, Jonathon Haddad had become the youngest banker promoted to director at Quicken Loans. By 27, after helping build out their online chat service, Jonathon was promoted to Vice President. Now, at age 30, having transitioned from retail-to-wholesale over 2.5 years ago, Jonathon leads a team of 80 employees and is using his marketing and SEO expertise to bring in 250+ organic leads a month.
Jonathon admits that leaving Quicken was not all “rainbows and butterflies” but at the end of the day, they did what was best for business. Utilizing the AIME and Brokers Are Better platforms, Jonathon wants to share his expertise and leadership style with the entirety of the Wholesale Channel. Jonathon wants to give back to other brokers and believes this to be the ultimate opportunity to do so. He wants to teach those green to the industry that the broker space is the place to be and make sure that everyone knows that brokers are here to stay.
WIth custom drip campaigns, proper data-tracking efforts and a $300,000 budget for his marketing team’s salaries alone, Jonathon’s major push is for the combination of marketing efforts and realtor referral relationships. His head of marketing, a former content creator for ESPN, the NFL, and the Superbowl, leads an 8-person team of videographers, editors, and SEO experts. Operating under the idea that “you don’t know what you don’t know,” Jonathon and his brokerage’s marketing team welcome new realtor partners by offering to help them with any weaknesses in their marketing plans. Instead of just getting a cup of coffee with a realtor, Jonathon comes to the table with multiple marketing packets for different types of realtors and finds the best marketing plan to match each realtor’s weaknesses.
Jonathon’s greatest passion within the broker space is leadership. He is addicted to helping others and, in this podcast, shares advice for both fellow trainers and their trainees; Give more, expect less, and adjust your training style to fit the trainee, not the other way around. Provide visual, auditory, and hands-on training, and do your best to give everything you can to every employee, realtor, and homeowner. Knowing guidelines and how to close loans is simply the barrier to entry into this industry. If you don’t go above and beyond to set yourself apart you’re going to fall behind. You have to show up each and every day expecting roadblocks and speed bumps, so don’t just prepare, but embrace these hardships. “My life has not been easy, it does not matter,” Jonathon shares. Independent originators have options. They have full control of their destiny. That’s what makes brokers better.
NOTES:
(2:20) Introduction to the Wholesale Channel(6:00) Transitioning from Retail-To-Wholesale(10:01) Developing Realtor Relationships Through Marketing(23:50) Leadership & Training Style(33:57) Parting Advice
This Episode Is Sponsored By Mobility Market Intelligence (MMI)
After 22 years in the industry, Mortgage Broker/Owner Jason Glass has finally decided to stop overthinking and take action. Instead of waiting for the perfect situation or over-analyzing every little detail, Jason has decided to take the time to invest in himself and his business with a growth-first mindset, all by being his true authentic self.
Not too long ago, Jason would dress up in a suit and tie and try to be a salesman, but that just doesn’t cut it, and it just wasn’t Jason being Jason. “You have to be yourself,” he shares. You can’t just bank on speed and rate anymore. You have to set yourself apart. Jason believes that our true authentic personalities are the only unique commodity we all have and we have to utilize ourselves for everything we’re worth. There is only one YOU so be yourself.
Growth is top of mind these days for Jason. Having hired a new LO with a grow-first mentality, Jason has shifted focus from outward selling to inward growing. Jason has stopped wasting time on overthinking and instead, is just doing. His most monumental change has been switching from Calyx to Arive. Jason has been running his pipeline the same way for two decades and understands that change is hard and nothing is ever going to be 100% perfect, but Jason compares the switch over to Arive as switching from a rotary phone to an iPhone 13. You might not have missed a single call on that rotary phone, but the doors that new technology can open for your brokerage are indispensable.
As a part of his parting advice, Jason shares that he doesn’t believe that mortgage brokers are going to be completely replaced by technology, but they should use technology to speed up and better their processes and procedures. He also makes sure to note that referral relationships are just that, relationships. You can’t treat them as dispensable numbers or transactions. Real Estate Agents and client referrals are all people with wants and needs and families. Get to know them. Create an actual relationship with them and success is sure to follow, for everyone.
NOTES:
(2:49) Intro To The Wholesale Channel(15:30) Importance of Authenticity (31:17) “Just Do It” Mindset(35:45) Parting Advice
This Episode Is Sponsored By Homebot
After a dozen years of being restrained by limited options in the retail channel, Southern California Mortgage Broker Jerry Avila decided to finally make the transition to wholesale. Jerry believes that no deal should die and that there is always a way to fight and figure things out for the borrower.
Jerry started out in a similar rate environment as we find ourselves now (Q2 of 2022), and was forced to swink or swim. Instead of focusing on selling basis points, Jerry quickly realized that his path to success was through mastering Non-QM products. He knows that not all families' financials look the same or fit into the boxes predetermined by the big banks. Being able to take the time to curate the best possible loan scenario for a borrower is one of the biggest attributes that make brokers better.
While Non-QM is Jerry’s original niche, he has since zeroed in on helping military veterans. As one of the first moderators for VettedVA, Jerry has put in the hard work to be respected by his peers, whom Jerry credits as the main driver of his success. Jerry encourages everyone to look at who they associate and surround themselves with and note whether they are representative of who you want to be. He implores everyone to align themselves with those that passionately care about what they do because Jerry has found these groups reverberate positivity and success between each other. Everyone benefits and grows together.
And that leads us to Jerry’s parting advice: Nobody here is each other’s enemy. We’re all family, and we should treat each other with respect and help each other succeed. Whether it’s your LOA, Broker/Owner, or fellow Loan Officer in the same town or across the country, we should all be working together to benefit the homeowner, and in turn, each other.
NOTES:
(1:49) Transition from Retail-To-Wholesale(10:30) Brokerage Breakdown(17:20) Navigating Non-QM(22:15) VettedVA & Brokers Are Better Network(37:06) Culture
This Episode Is Sponsored By REMN Wholesale
Being an Independent Mortgage Broker is in Andy Treno’s blood. With his dad opening the first broker shop in Minnesota in 1987, loans and title companies were a part of nightly dinner table conversations, and making spreadsheets and stuffing envelopes was Andy’s summer job. After going to school to become a financial advisor, Andy got a job at a bank but quickly realized that mortgages are what he loved, and a bank was not the place to best put together home loans.
Andy, as a Mortgage Banker, was ranked top 10 in the state for selling home loans, but he got called into a manager's office for not cross-selling enough checking accounts. A homeowner's dream home and an entire family’s generational wealth should not be treated with the same respect given to food that’s about to expire at a chain restaurant. Andy understands that mortgages are not something you just sell. You don’t tell the client what they need. You listen to them, learn their wants and needs, analyze their financial situation and look over their 1003s. You sit families down face-to-face and have conversations about their life goals and then take the time and effort to explore multiple different loan products from multiple different lenders to find the option that works best for each individual family. It is for this exact reason that Andy has made it his life’s mission to educate and advise homeowners everywhere. Andy knows it's their money and their decision, he just wants to help them make the best possible choice for their family’s future.
One of the biggest things that make brokers better are options, and Andy makes sure to take advantage of all the options at his disposal. Whether it’s using multiple Brokers Are Better Network partners like leadPops, LendingPad, Homebot, and Pre-Approve Me, or becoming an expert in everything from first-time homebuyer FHA to reverse mortgages (with a specialty in VA as a member of VettedVA), Andy is always looking for new ways to help more people. And it’s up to each and every individual independent mortgage broker to make sure they’re helping as many homeowners as possible by taking advantage of everything at their disposal.
As a member of AIME’s ethics committee, Andy stresses the importance of taking the time to not just educate your borrowers, but educate yourself. You are the expert, clients are going to look to you for answers. As rates rise, don’t slack off or cut back. Take advantage of the extra time and reinvest in yourself and your business.
NOTES:
(1:50) Family Business(4:51) Company Culture & Growth(12:00) Tech Stack & Lender List (19:00) Financial Literacy & Ethics (30:52) Parting Advice
This Episode Is Sponsored By leadPops
Within 6 months of transitioning from retail-to-wholesale, Los Angeles Broker/Owners Dustin Rosenberg and Jonathan Yoo were ranked #14 in Non-QM originations by Scottsman Guide. They have 200 loans in their pipeline at any given time and are signed up with 80 different lenders. With a strong support staff, a solidified tech stack, and an assembly line system, Convoy Home Loans is able to personalize loan experiences for everyone from traditional first-time homebuyers to self-employed jumbo investment property holders.
Understanding that they couldn’t grow without a sturdy foundation, Dustin and Jonathan focused on building a strong support staff before onboarding a bunch of loan officers. A converter belt set of processes and procedures were put in place that makes sure no part of the loan process goes untouched.
Dustin and Jonathan are the very first people a homebuyer talks to, but instead of just handing them off to the next person in line, Dustin and Jonathan make sure to remain transparent. They let the client know that for a loan to be done as effectively and efficiently as possible, they will need to hand off the next part of the process to a trained and trustworthy LO. However, they also make it clear that they are both available at any time if any questions arise. Whether it’s about figures or terms or cost or rate, their clients can call them directly. Dustin and Jonathan make it very clear that the last thing they want their consumers to feel is hesitant to reach out for assistance. Mortgage Brokers are not just paper pushers. They are advisors whose responsibility it is to carry a homebuyer through their entire transaction.
While they use LendingPad as their LOS and Shape as their CRM (both Brokers Are Better Network Partners with AIME-exclusive pricing), Convoy Home Loans also utilizes their own in-house spreadsheet to price out all 80 of their lender partners. Dustin and Jonathan admit that it is time-consuming, but optionality is a huge part of what makes brokers better. It’s just not something they were able to provide as retail bankers.
With their focus set on optionality, customization, personalization, and freedom, Dustin Rosenberg and Jonathan Yoo of Convoy Home Loans are the epitome of what it means to be an independent mortgage broker. And for all the other brokers out there, especially those new to the wholesale channel, Dustin and Jonathan want to remind you that you should always be trying to perfect your craft, but don’t get caught up in the day-to-day. Hire to help focus on long-term goals and always remind yourself that anything is possible if you bet on yourself. The worst thing you can do is NOT try. It’s going to be hard work, but bet and believe in yourself and run with it.
Notes:
(1:45) Transition from Retail-To-Wholesale(14:45 ) Assembly Line & Support Staff(23:07) Luxury Jumbo vs First-time Homebuyer(31:58) Tech Stack(36:23) Parting Advice
This Episode Is Sponsored By AmeriSave Wholesale Mortgage Solutions
California Mortgage Broker Danny Calderon is the first Spark Grant recipient we’ve had on the podcast. After almost ten years in retail, Danny made the jump to work for himself. With the support of AIME, Spark, and the Brokers Are Better Network and Facebook Group, Danny is more than set up to succeed during this rising interest rate environment.
After attending an AIME Fuse event, Danny realized that Wholesale was the place to be. While in retail, Danny started questioning things when he had to keep declining loans he knew he could get done with a little more time and energy. As a broker, he knew he would gain the options to be able to help every family get their home, but it wasn’t until he saw the support the broker channel now has thanks to the Association of Independent Mortgage Brokers.
He has taken advantage of the Brokers Are Better Network to claim exclusive discounts on top-tier products to create a simple but effective tech stack (remember, the best tech stack is the one you use). Whenever he gets caught up during a tricky loan scenario, he posts in the Brokers Are Better Facebook group and an army of mortgage brokers and loan officers are there to offer their help and expertise.
Danny’s favorite change from transitioning from retail-to-wholesale? He loves being able to actually advise and educate his clients. Instead of just passing on FHA loans like his previous retail banks would have preferred, Danny now has the ability to sit down with a family, learn their needs and wants and struggles, and then curate a customized loan that will work perfectly for them. He can walk a Gen Z, first-time homebuyer through the process using just texts or he can sit down face-to-face with a retiring investor who has an entire portfolio of real estate investments. And at the end of it, Danny can rest happy knowing he was able to shop multiple programs with multiple lenders to find the perfect personalized loan for each individual client.
So whether Danny is working with an FHA or Jumbo loan, he knows he doesn’t have to turn anyone away. His tech stack is set up for speed so he can spend less time on the back-end and more time working with the consumer and making sure they have the perfect experience. And if a scenario ever crosses his desk that he doesn’t feel he is an expert in, Danny knows he has an entire network of mortgage experts through which he can confidently refer clients. Danny’s parting advice? Do the right thing and the right thing will happen to you.
Notes:
Introduction (1:00)
Being A Mortgage Advisor (14:40)
Tech Stack Breakdown (22:14)
Brokers Are Better Facebook Group (29:00)
Perfecting A Work/Life Balance (33:35)
This Episode Is Sponsored By The AIME Spark Small Business Grant Progam
Looking back at his 32 years in the housing industry, Homepoint President and CEO Willie Newman has come to the conclusion that Brokers Are Better. In this special episode of Broker-To-Broker, Marc and Willie talk about the history of the wholesale channel, the importance of both finding and being a mentor, and why retail bankers should transition to being a broker.
When Willie first joined the industry in the 80s, he had a mentor who theorized that brokers, mostly doing hard money loans at the time, were going to become a much more significant part of the mortgage process. Willie believed him, hopped on for the ride, hasn't left since, and never plans to leave. Willie credits a large amount of his success to his mentor pushing responsibilities and having faith and trust in Willie. And while Willie and Marc admit that it isn’t the easiest thing to do, delegating tasks and trusting your staff is the key to growth and long-term success.
Other Brokers, even those close enough to be your neighbor, are not competitors. Always outnumbered by homeowners, brokers have to lift each other up with the goal of increasing mortgage broker market share. Brokers are better, but we’re even better together. A rising tide lifts all boats, and the more we help each other, the more homeowners will recommend using a mortgage broker, and the more market share brokers will earn back. The goal should not be to maximize profit but to maximize homeowners helped and families housed. And the only way we can do that is if we all collectively get better together.
Marc and Willie also admit that the wholesale channel isn’t for everyone. If you’re only in it for the money, then being a broker isn’t for you. You need to have a passion for helping people; homeowners and brokers. They understand that it can be hard to step away from the perceived safety net retail lenders provide, but as Marc and Tom mention, the best security blanket is providing the best possible deal to the consumer. And as rates rise, more retail lenders will most likely continue to make additional cuts, on top of the mass layoffs we’ve already seen.
Independent Mortgage Brokers have freedom. They have the ability to find and choose the best possible deal and most personalized scenario for their clients. For brokers, It’s not about the transaction. It’s about the commitment to helping homeowners realize their dream. That’s why, Willie says, “Brokers Are Better.”
Notes:
(3:25) Origin of Homepoint
(9:50 ) The importance of mentorship
(14:21) Transitioning from retail-to-wholesale
(24:37) Successful Broker/Lender Relationships
This Episode Is Sponsored By Homepoint
Virginia Broker/Owners Eric Tan and Daniel Solis credit the success of their brokerage, VA Wholesale Mortgage, to low overhead, word-of-mouth marketing, and authenticity. Back when their boardroom was a kitchen counter, Daniel fell in love with Eric’s vision to help military veterans. “You can’t hide a genuine passion,” Daniel says. Eric and Daniel have now grown their two-person operation into a team of 20 Loan Officers and are now officially certified as a Veteran-Owned Small Business (VOSB) by the US Veterans Affairs Department.
Eric and Daniel made it very clear, especially when first starting out, that you should buy only what you need to buy to get the job done right. “You don’t need all the bells and whistles to help people,” Eric shares. Instead of wasting a lot of money upfront on an expensive office, Eric and Daniel were able to afford lower compensation rates for their clients and offer full medical benefits and 401k options to their staff. They focus more on volume than money per loan because it’s not about the money. It’s all about helping as many people as possible.
Daniel provides an example of a past homeowner who was denied by almost a dozen lenders. A client had a small hiccup in the form of a delinquent property from 20+ years ago, and after having already lost one child, their other child was paralyzed and needed a home that was close to the local hospital and was outfitted with custom doorways. It was clear that a cookie-cutter bank loan just wasn’t going to cut it. VA Wholesale Mortgage rolled up their sleeves, opened up the VA handbook, and got to work. It took time and effort, and wasn’t the most financially beneficial loan they’ve ever done, but again, it’s not about the money. They helped out a neighbor in need because it was the right thing to do. This is why Brokers Are Better.
Notes:
0:31: Tiger Woods Tees Off At The Masters
5:12: From Retail to Wholesale Mortgage
11:15: Operations Breakdown and Structure
18:00: How and Why To Keep A Low Overhead
26:00: VA Home Loan Advocacy And Myths
35:55: Eric and Dan’s Best Advice For Brokers
This Episode is Sponsored By The AIME Member Portal (AMP)
Rami Daood, President and CEO of RightWay Lending, was a top producing agent at Rocket Mortgage, earning the Triple Crown President’s Club award. Having grown tired of a numbers-only game, he opened his brokerage In 2021. “The level of care [in wholesale] all the way around is way different. I don’t work on hours - I work on results.” As his business grows, Rami plans to have five loan officers on his team by the end of April.Rami, a Hall of AIME Visionary Award winner, is renowned for his problem-solving skills while keeping things simple - including his tech stack and elevator pitch. Continuing into the unknown realm of mortgage rates, he asks other brokers, “What steps are you taking to generate business?” Perfect your elevator pitch, including questions such as “What types of qualities are you looking for?” Always stay in contact with the client and build a long-lasting relationship based on a clear understanding of their actual goals.
Rami recommends becoming familiar with your local market as a new Broker/Owner and keeping a growth mindset. “Take a second, slow down - everyone wants to go, go, go, but slow down and implement the things you’re learning.”
Tune into the podcast now to learn more about Rami's methods.
Notes:
1:40: From Retail to Wholesale Mortgage
14:00: A Simple, But Effective Tech Stack
17:00: Why Brokers Are Better
18:00: The Perfect Elevator Pitch
22:50: Get to Know Your Local Market
26:40: Rami’s Best Advice
This episode is sponsored by Homepoint
Newman Mortgage Group's President and Founder, Matt Newman, began his career as a meteorologist. Realizing he was not fulfilled, he obtained his real estate license in 2006, survived the 2008 crash, then reevaluated his path in 2012. He joined Silverton Mortgage Specialists, Inc. as a loan officer in 2017 then opened his brokerage the same year.
Matt enjoys being a mortgage broker the most. “What I enjoy most is holding someone’s hand through the financial aspect of the transaction.” Matt advises new brokers, including those coming from retail, to “Find someone in the community that matches your style.” With rising mortgage interest rates and borrowers, “It’s all about setting up that expectation upfront.”
Matt utilized his past client base as a real estate agent to become a 100% referral mortgage broker. A low housing inventory in the market allows Matt to compete with large mortgage companies and banks. “[You should go] at it with a heavy consultative model… it’s very critical in this market, leading to referrals.” Additionally, the listing agent is his target since he will be introduced to the buyer's agent. Many of his referrals have also come from the Brokers Are Better Facebook group.
Hear more advice from Matt Newman now.
Notes:
1:45: Intro7:00: Creating a 100% Referral-Based Business11:50: Tackling Interest Rates on the Rise16:00: Pitching New Products18:40: What’s In My Tech Stack?29:00: Advice To New Mortgage Brokers
This episode is sponsored by UWM
Eric Eisenberg, President of Expert Home Loans, started his mortgage career at 16. As he delivered food to a local mortgage broker in New York, he was offered a part-time job in high school. As early as day three of the new position, Eric was generating eight leads a day.
After attending college for one year, he started selling subprime mortgages with his older brother's friends. With a passion to advance his career, Eric applied multiple times to work at Morgan Stanley but was rejected since he did not have a college degree. With a determined mindset, Eric was hired as a Financial Advisor at the company, then moved to Merrill Lynch.
Eric attributes his success not only to his past but also to his processes. One of them is cold calling. “Cold calling is an art form,” he says. “The trick is to add value outside of closing deals.” Find out what the client is struggling with, and how you can assist.
Second, leverage Non-QM and Jumbo loans; become an expert in both of these products. “Read the guidelines. Read the updates,” Eric states.
Lastly, when speaking to a 'new build' client, learn to push your services. The builder's lender will offer plenty of credits to borrowers, but understand where those credits are coming from. Eric says to always remind the client that you'll have their back throughout the process.
Eric encourages novice wholesale mortgage brokers and loan officers to stay ahead of deals. “That’s going to be enough with communication, and you’re going to give the client such good service,” he says.
Learn more about how to improve your processes by listening now.
Notes:
3:00: Intro17:50: Mortgage Broker Cold Calling Tips24:00: Understand Non-QM Loans and Jumbo Loans35:00: Mortgage Brokers vs. New Construction44:00: Advice for New Wholesale Brokers and Loan Officers47:00: Mortgage Market Predictions for 2022
This episode is sponsored by AmeriSave
From mortgage application to closing, Fannie Mae West, the President of OPTIST, Inc., offers a clear process. With a name meant for the mortgage industry, Fannie entered the market in 2007 after partnering with a real estate agent. After her brokerage closed, she worked in correspondent lending while searching for a new career path.
Fannie Mae opened OPTIST, Inc. in February 2021 after receiving the AIME Spark grant. “Follow your dreams, don’t be scared to make a change,” she says. “The good outweighs the bad. As long as you bring YOU to the table and what makes YOU successful, then you can make it.”
As mortgage rates increase, creating the right mortgage loan process is key. Fannie Mae heavily relies on technology, yet maintains a personal touch. Her tech stack includes a pre-approval app, ARIVE, and a CRM. In order to reduce the number of emails, she uses an online portal where customers can upload their documents.
When she receives a mortgage loan application, she schedules a consultation with the borrower. “The pre-approval has to be solid,” she states. Before sending the file to underwriting, Fannie Mae scrubs the file so that there are as few conditions as possible.
Once a clear to close has been achieved, Fannie Mae communicates clearly and simply with the borrower about the next steps. "Moving Day Meals" are part of her mortgage post-closing procedures, in which food is delivered on the day the borrower moves in. In addition, she mails closing gifts.
Fannie Mae, a veteran of the Army, is an active member of her local community. She belongs to a group for women business owners, serves on the board of a local non-profit organization, and owns a ministry titled Chosen to Live. She also offers financial workshops and seminars to first-time homebuyers.
Fannie Mae credits AIME with helping her achieve her goals. “I go into the [Facebook] groups and I get so much information. I was able to save a deal from the information I read in Brokers Are Better.”
Broker/Owner of Destiny Mortgage Lending, Melanie Walburg, turns to unique sources for mortgage lead generation. “Grow and thrive, think outside the box,” she advises. During the past two years, she has originated over $60 million in mortgage loans in the state of Georgia by connecting with CPAs, divorce attorneys, and clients who have purchased or refinanced a home. “It’s all about the units. Every loan is a potential referral connection for other clients,” she says. Don't be afraid to offer help to others in the Brokers Are Better, VIP, and Women's Mortgage Network Facebook groups. As a result of helping other brokers, Melanie has been able to gain referrals.
Melanie is a seasoned mortgage professional with over twenty years of experience. Originally hired as a receptionist for a construction finance company in 1995, she was soon promoted to an executive position. Following, she became a loan officer, then she started her brokerage in 2005. After surviving the 2008 crash, she kept her advice of working hard, maintaining good ethics and morals, and pivoting into the future. “You have to prepare for the lean times,” she advises.
Keeping honest communication is always important, but during this year's rising interest rates, it is even more crucial. Keep the listing agent informed of any updates, including when the appraisal is completed and the disclosures are available. Only ask for what the underwriter will ask for - don't overburden the borrower with paperwork. “It’s all about the experience, for both the borrower and the real estate agent.”
Notes:
1:30: Intro6:00: On Becoming a Mortgage Broker7:00: A Recipe for Longevity12:20: How to Generate Leads Organically for Mortgage Brokers20:00: Honest, Open Communication26:00: BRAWL Spectrum Test29:00: Gaining Referral Sources from the Community36:50: Recommended Tech Stack and Mortgage Processes
This episode is sponsored by leadPops.
The President of Prime Mortgage, LLC, Janine Kempfer, has more than 25 years of experience in the mortgage and real estate industries. Despite purchasing her own home in her 20s, she faced challenges and eventually had to rent an apartment with her son a few years later. Having learned the burdens of saving money for a house, she developed a passion for real estate and became a real estate broker while working in corporate America.
In addition to showing houses while in school, she also originated mortgage loans. When her living situation improved, it was time to focus on the community. After being laid off from her corporate job, she turned to residential real estate full-time and became an AE until the 2008 financial crisis. She switched to franchising and bought a company that rented new houses out to potential homeowners on a rent-to-own basis, then and a Snap Fitness with her husband.
Eventually, the businesses were sold. “I never look at closing a business as a failure because you learn so much. I’ve learned so much about business, how to deal with people, and about myself - how do I handle adversity, or how do I handle success? If you aren’t seeing success, how do you build on that and make it something more?”
Since opening Prime Morgage, LLC six years ago, Janine has never looked back. Beginning alone, she acquired a team including a third-party processing company, and now she has two assistants, one of whom is her sister. She has remained a consultant for The Franchise Consulting Company. Her extensive background allows her to understand a wide range of aspects of the business.
As a triathlon athlete, Janine draws inspiration and dedication from her fitness training for her business. Despite experiencing nuisances during her career as a diverse woman, she has always maintained her vision and stayed connected to what she wants. “Get your vision in place, and don’t let anything stop you from reaching your goal. Things will be hard and go up and down, but if you have in your heart what you’re trying to accomplish, nothing can stop you.”
Janine was recognized as a Sparking Change winner in the Minority category at Hall of AIME. She is most passionate about teaching others about the impact this industry has on the local community while making sure people are educated about the past and present and what it will take to change it. “We have to have a better answer than someone can just Google. Personalizing and customizing solutions for clients is what we do.”
Notes:
2:30: Intro8:00: Mortgage Originator, Real Estate Agent…And Corporate America14:00: Pushing the Limits as a Female Business Owner32:00: How Brokers are Impactful Educators for Communities42:00: Advice for New Broker/Owners
This episode is sponsored by REMN.
Shawn Williams, a former Division III basketball point guard, developed a winning mindset early. As the Founder and President of Fortis Mortgage and Ailen Capital, he has helped thousands of families in Washington, D.C., Maryland, and Virginia, become homeowners or refinance their homes.
As a Founder of Black Men Ventures, a non-profit that provides access to capital and networking to black male founders with less than a million dollars in revenue, and as the Founder of Kid From Greene, a non-profit that provides transportation services for local at-risk youth, Shawn is deeply embedded in the community. A certified Eric Thomas & Associates LLC speaker, he speaks passionately about goal-setting, mentorship, entrepreneurship, and various mortgage-related topics and sits on the board for the Maryland Mortgage Bankers and Brokers Association, Inc. and Juice 4 Life, Inc.
In 2005, after spending time with NPR and telecommunications companies, including Verizon, Shawn was introduced to the mortgage industry by his best friend after the death of his grandmother. Following the 2008 crisis, he started his own branch and rose to management in 2011, then to District Manager and then Executive Leader. In 2018, Shawn decided it was time to become a Broker/Owner, fueled by his passion for breaking down barriers to homeownership.
Shawn leads a small but powerful team that keeps growing. Six months ago, he hired a new Loan Specialist, and he works closely with his mother, an Executive Assistant, two Client Success/Services professionals, and a Business Development Manager. He designed front-end and back-end systems using human-friendly technology, including personalized BombBomb videos that go over disclosures with borrowers via video; this personalized touch results in high Google Reviews from clients regarding how efficient the process is.
For new Broker/Owners, those thinking about starting their own brokerage, or those who are reinventing themselves, Shawn recommends, "People first, money will follow." Plan some procedures, invest in education for borrowers, and be fair and humane in everything you do.
Notes:
2:00: Intro8:00: Minority Entrepreneurship27:00: Relationships Are Key29:30: The Right Teamwork, Tech, and Systems40:00: Reinventing Yourself: Advice for Success
This episode is sponsored by Brokers Are Better.
Sal Ali, Director at InstaMortgage, has been working in the mortgage industry since he was 23 years old. Upon being offered a job at his brother's brokerage, he entered the wholesale world.
Today, Sal is a top-three originator for VA loans and VA IRRRL products in the country. Formally known as Arcus Lending, InstaMortgage recently ranked as one of Inc. 500’s Brokers of the Year and Fastest-Growing Private Companies in America, number 110 on the 2021 North America Technology Fast 500, and the fastest-growing private company in 2021 by the Silicon Valley Business Journal. It was started by Shashank Shekhar during the 'dark times' of the mortgage industry - 2008 - and presently provides services to over twenty-five states.
What is Sal's secret to success? “Time, patience, and risk. You have to take the risk,” Sal says. Investing in yourself and your capabilities, along with well-planned processes and strategies, are the keys. Initially, Sal used direct mail to build his client base, and then he kept scaling what worked. In lieu of selling, he demonstrates his abilities and discusses the borrower's central plan.
Three referrals should result from every closed deal. “You gotta be timely.” Always remain upfront and transparent with a borrower if a problem arises, such as an underwriting issue. “If they don’t qualify, you have to pick up the phone and call them. Don’t take it on yourself; reach out to your resources and be upfront with who you’re working with.” Sal also reaches out to real estate agents to offer his expertise on a specific product. “Send me your VA business, and I will show you what I can do for you.”
Establishing quarterly benchmarks, and having the right technology in place, including lead generation systems and LOS, is paramount. Choosing the right technology stack can have a significant ROI, but it's best to start small and grow it over time. In each quarter, Sal has improved one efficiency, mostly technology. “It’s important when you invest in the technology that you build it out to what you want.” With Shashank, he has developed a new AI assistant, Rachel, to help answer mortgage questions and locate client files. She is the first AI assistant in the mortgage industry.
What are Sal's predictions for the mortgage market in 2022? “The same wave that happened in 2017 is happening now - the refi boom is gone, and it’s now a purchase market. There’s always going to be a niche product no matter what the market.” When Sal isn't closing loans, he serves as the Education Chair for the Dallas Chapter of the VA Real Estate Professionals, educating real estate agents and borrowers on the VA product.
This episode is sponsored by AFR Wholesale.
Notes:
1:25: Intro4:00: Generating Mortgage Referrals8:00: Taking Risks and Setting Benchmarks25:20: Meet Rachel, the First AI Assistant in Mortgage27:25: Solving Mortgage Problems31:30: Questions from the Broker Community
Paul Olbrantz, Broker/Owner of Clear2Close Brokers, started his career at a subprime call center before moving to a large retail bank. He quickly found that adding value and obtaining better conversations with clients led to more leads and better results.
In April 2019, Paul Olbrantz and his wife, Danielle Olbrantz, opened Clear2Close Brokers. As the team realized that chasing rates was not a good business model, they began developing lasting relationships with their lending partners by learning their systems and discovering ways to succeed. “Having an amazing product, you have to know who to go to,” says Paul. “Start developing relationships with the right lenders, and as you grow, you and open up to more.”
The following year, Danielle began her own third-party processing company, Clear2Close Processors, taking the majority off Paul's plate so he could focus on growing the company. The company has grown to seven employees, while Clear2Close Brokers has six loan officers.
How did Paul close $177 million in purchases during 2021? Developing the right processes and strategies for mortgage lead generation and relationships, including clients, lenders, and real estate agents. “It’s gotta be simple, it’s gotta be measurable, and it’s gotta be reportable,” says Paul. When a customer calls or a real estate agent calls, he can easily look into his system and keep them informed of the loan's progress. In addition, the coaching sessions that he attends every two weeks facilitate the process of calling real estate agents and selling his products.
The past couple of years have been busy for Clear2Close - Paul attributes it to Bridge Loans, which add a lot of value to the client and real estate agent, and usually lead to a refinance after the loan is closed. Furthermore, Paul and Danielle have completed Homes for Heroes and are currently working on starting their own charity, Believe in Hope and Inspiration. Due to its slimmer margins and competitive rates, Paul predicts the broker channel will continue to grow.
Both Paul and Danielle plan to attend Hall of AIME, which is taking place this weekend in Miami.
Notes:
2:30: Intro12:30: Insights from a Retail LO14:00: Building Relationships18:00: Starting a Processing Company18:50: Implementing the Right Systems33:00: Giving Back to Heroes38:00: Getting Coached
This episode is sponsored by Brokers Are Better.
Jason Cecco, the President of Lending Heights, LLC, didn't go to school for finance. After graduating with a degree in Engineering from Penn State University, Jason's cousin Joe Cecco introduced him to the world of brokerage. Jason began working at ELends Call Center in the early 2010s, where he focused on FHA streamlines and made $500 per loan. In 2015, after moving around to small correspondents in northern New Jersey, he and his wife opened their brokerage in Pittsburgh after realizing the retail mortgage industry lacked transparency. The entrepreneur recalls sitting on milk crates to work out the business and teach her how to process loans.
He had to learn which party sent disclosures since the retail lender handled everything, including Good Faith and Loan Estimates, as well as lender-paid versus borrower-paid fees. “There’s so much support with the wholesale lenders,” says Jason. “Coming in and not knowing anything, there are so many resources and support.” He quickly learned that the broker channel has more control than the retail channel.
It was time to stop originating and start leading in August 2018. The business grew to 26 employees, including 14 Loan Officers. All of them are licensed by NMLS, and they each specialize in their specific fields, which allows them to focus on their strengths.
Jason's production levels for 2021 reached $200 million and 850 units. Most of his leads came from online. What sets you apart is getting the right service, culture, and execution, and a solid foundation and core are necessary to succeed. In addition, implementing the right tools, systems including an LOS, and tech stack will put you ahead.
Notes:
1:10: Intro9:00: Shifting from Retail to Wholesale Mortgage11:15: Small Business Challenges22:00: Conquering the Broker Channel25:00: Creating Team Culture30:00: Structuring Small Business Leadership44:00: Back to Basics
This episode is sponsored by EPM
Marc Summers and JP Hussey, host of Broker To Broker Season 1 and co-host of Season 3, celebrate the 100th episode of Broker to Broker. In this special podcast, Marc and JP review favorite perspectives and success systems from independent mortgage professionals.
JP Hussey credits each guest for the advice and knowledge shared that helped grow the Hussey Team from just himself and his brother to a small broker shop. Marc is grateful for the Broker Owners who are willing to share their expertise in the wholesale channel. Favorite key takeaways from Broker To Broker include building a lead and referral base through YouTube, time management, organization that top originators apply each day in the mortgage industry, and how you can best serve and impact your local community.
What will 2022 and Season 3 bring to the table? Guests will tap into how they plan to evolve in the ever-changing mortgage business. “It’s a changing market, and we’re in another one of those cycles,” says JP Hussey. It’s time to become more focused on the purchase game. Brokers “gotta get more creative with marketing, and help as many consumers the right way as possible,” notes Hussey. Marc Summers asserts, “If you’re a transaction person, you’re not going to last. But if you have that longevity to it, with a borrower for life mentality, you’re going to be fine.”
With currently 25% share in the mortgage market, will wholesale take over banks in five to ten years? JP Hussey predicts big time. “Small business is coming back, big, everywhere,” says Hussey. “Consumers are supporting them more in local communities, and that’s who the consumer wants. Brokers are now held to more compliance and need to be transparent. So, I think the broker channel will grow by 50% within the next three years.”
Independent mortgage experts can gain a wealth of skillsets by tapping into the Brokers Are Better Facebook Group and opening an AIME Member Portal account. “Don’t be afraid to take from it, and don’t be afraid to give back to it,” says Marc Summers. JP Hussey thanks the group for saving loans and scenarios; it’s even allowed his team to pre-underwrite files. “You learn something new constantly,” Hussey adds. “Invest in this; it’s a great starting point to have people support you in a very, very tough industry.”
Listen now to find out the common traits top producers have, mortgage loan originators should be doing right now, how to keep team production moving during rising rates, and how to fully contribute to your local community as an independent mortgage professional.
Notes:
0:55: Intro3:37: JP and Marc’s Favorite Broker To Broker Moments12:10: Biggest Takeaways14:39: What Will Season 3 Include?18:28: The Future of the Broker Channel22:39: Join the Brokers Are Better Facebook Group and AMP29:00: Questions from the Broker Community
This episode is sponsored by PRMG.
Hammer J. Helmer, former mortgage originator and founder of OriginatorSuccess, began his sales career selling vacuum cleaners. Hammer pursued a mortgage career after finding that an originator led him on while buying his first condo. In 2008, he fell victim to the housing crisis but eventually found a position as a Business Development Manager at a large corporation in California. After discovering that he didn’t like corporate America's ‘red tape’, Hammer started OriginatorSuccess, which assists brokers with leads through Google and social media. OriginatorSuccess also offers free daily lock advice.
Hammer’s thoughts on the Fed rate hikes? The mortgage industry will now see the effect on rate sheets because investors and markets are trying to stay ahead of the rate hikes. “They kind of quietly gave us a one-two punch because we knew the tapering was going to happen,” Hammer says. “We’re probably near some of the worst rates we’ll see this year.” Hammer also believes that we won’t see another housing crash due to the number of cash buyers and that consumers who are taking out mortgages are more qualified than before. Additionally, there is plenty of equity, allowing consumers the opportunity to consolidate debt.
How can brokers succeed in 2022? “Sharpen your pencil and work on your sales scripts,” says Hammer. Brokers will need more flexibility, which is a massive benefit in a rising rate market. And, “increase your at-bats” with digital marketing. Embrace marketing your brokerage on social media, and opt for creating a Google Business Profile. Organic search traffic can obtain many quality leads and large loan sizes.
Notes:
Intro (1:37)Approaching Fed Rate Hikes (8:10)Preventing ‘The Freakout’ (13:25)The Impact on Mortgage Rates (15:45)What Went Wrong in 2008 (19:40)Adapting as Originators (26:00)Digital Marketing Lead Generation (28:00)
This episode is sponsored by Homepoint.
Todd Bitter, Branch Vice President of JKS Mortgage and a prominent player in the wholesale channel, has come a long way since the 2008 recession and his first stated-value loan at 1.25%. Known for his slogan, “Answer the Damn Phone!”, Todd has had a busy past two years. In 2020, Todd closed over 345 loans and originated $11,000,000 in volume, all self-processed and self-sourced. Thinking outside the box when it comes to advertising, Todd has tapped into the large local tech presence to win many of his leads.
JKS Mortgage, founded in 2000 by Todd's friend Jamie Smith, has recently introduced a new Loan Officer, Adam Corley, who previously worked at AmeriFirst Financial in Phoenix. At the time, Adam only had eighteen months in the industry, closing 2-3 loans a month at best. After being under Todd’s wing, Adam now self-processes his own loans. “I would hit weird things on deals and say, now remember this, it won’t come up very often,” says Todd. “I would give him the refis and he would start working those, and it gave him the chance to really earn as he learned.” Todd also enrolled Adam in the UWM Success Track program. In less than a year, Adam closed eighty-one units in refis.
Todd has mastered the process of working with real estate agents. “[Brokers] go into a purchase transaction with a chip on their shoulder right away, expecting that real estate agent to be a pain in the ass, expecting that real estate agent to get in their lane, things like that,” says Todd. “I think it just goes to having the mentality of working with that real estate agent, knowing how to speak to them, and just setting the expectations, and if you have that setup, a purchase transaction is way easier.”
If the relationship is set up properly and the communication is efficient, that real estate agent becomes your LOA. When Todd emails a client for a bank statement or other document, and he is not getting a response, he will call the real estate agent so that he or she can follow up with the client. In addition, Todd will establish the first point of contact with the real estate agent - he doesn’t wait for the agent to call him first. Todd now has real estate agents copying him on emails to clients. “Open the lines of communication,” Todd explains. “Don’t be afraid to say no, and don’t be afraid to give bad news.”
Todd credits those that have given him 15 minutes here and there to help with his career. His advice to those that are new to the industry is to stay active in the social media platforms, especially the Brokers Are Better Facebook page, and to not only answer your phone but to always smile when speaking to someone on a call. “[People] can see your smile through the phone,” says Todd. He recalls the tough days during the 2008 crisis when he and his wife had to roll quarters from change to buy groceries. “Find that spot in your life that you never want to go back to, and use that as motivation. Find your ‘why’. If money is your only motivator, you’re not going to go very far with that,” adds Todd.
What are Todd’s 2022 mortgage predictions? As mortgage rates slightly rise, the big retail operations will back off the competition, and wholesale will continue to grow. “You’re not going to be competitive at 2.75%,” notes Todd. Todd also uses a comp cap to stay viable and generate more volume.
Todd plans on attending the Hall of AIME event in February to further network with other industry professionals and take advantage of the Mastermind Sessions and keynote addresses.
Notes:
Intro to JKS Mortgage (1:26)High Volume While Self-Processing (4:37)Todd’s New Hire (7:44)Working With Real Estate Agents (12:57)Building Business for 2022 (33:37)
This episode is sponsored by CF Wholesale and co-sponsored by First Look Appraisals.
Fresh out of high school, Oklahoma Broker/Owner Nick Utesch was only closing about two loans a month. Now, with almost three decades of experience under his belt, he closed nearly 500 deals last year and is the Scotsman Guide's Ranked #1 Originator of VA loans in Oklahoma, three years in a row. Nick plowed right through the Great Recession, stayed above 75% purchase through 2020’s Refi-boom, and will be able to succeed with rising rates. He attributes this success to a simple but long-term mindset. “Screen well when you start off so there are no surprises, deliver what you tell them, and close on time, every time…It’s simple stuff,” Nick says, “but it will take you a long way.”
Raised in rural Iowa, Nick had to work multiple small farm jobs to afford a stereo. After working a whole summer and coming up $1,500 short, Nick moped about until spotting an ad about a Discounted Note industry starter kit, including a guidebook and some tapes. Nick invested the few hundred dollars saved over the summer, using the knowledge learned from the tapes to help close his first deal at 14 years old. By 18, he opened a Brokerage and hasn’t looked back.
Nick's business was barely affected when the 2008/2009 crash and recession rolled around, aside from some longer wait times for houses on the market. He focused on Fannie, Freddie, and Government loans, with a specific niche in VA. He avoided Sub-Prime deals and made sure to make his purchase clients THE top priority.
Nick says going paperless since the early 2000s and having no physical office have helped sustain a low overhead and keep profit margins high. Still, his #1 tip for longevity in the Wholesale Channel is a purchased-focused mentality. No matter the rates, people are constantly relocating to new markets and expanding their families. Nick wanted to control his destiny and not rely on the cyclical nature of the mortgage industry. Take this recent refi-boom, for example. Nick only did 25% refi’s in 2020, and they were completely passive. He could’ve been more proactive and reached out to more clients about refinancing, but his service levels and standard for purchases would have dropped. Purchases are time-sensitive and require more work, but if you deliver, perform to your best, and get things done on time, you will create a referral funnel that will last a lifetime. “You don’t need to sell yourself if you can prove yourself,” Nick says.
Until this year, Nick was a one-person shop with a single outsourced Contract Processor. With the recent influx of business, Nick has added on four LO’s, but that is almost exclusively to allow Nick a proper work/life balance. His team members request the initial disclosure package and pull together doc requests from clients. Not clearing conditions and hunting down docs all day long frees up Nick to focus on pre-quals and staying top-of-mind with clients. And even with the entire team, Nick still originates 95% of his brokerage’s volume and never misses a closing.
Nick closes out the podcast with some vital but straightforward advice that all mortgage brokers should adhere to; invest in yourself and treat people right. Watch webinars, stay updated with market changes, and stay compliant. Treat every client with the same amount of respect, whether it’s a $750,000 or $150,000 purchase. Nick even mentions an AIME and Brokers Are Better favorite: answer your phone. “It’s simple stuff, but it will take you a long way.”
Notes:
Intro to The Wholesale Channel (1:27)Brokerage Breakdown (7:15)Purchase Focused Longevity (19:21)Parting Advice (29:28)
This episode is sponsored by REMN Wholesale.
California Mortgage Broker Joe Green is The Little Engine That Could. After first going independent just before the '08 market crash, Joe is back but had to start from scratch. He went from buying leads with an end goal of four loans a month to becoming a 100% referral-based business averaging twelve loans a month. He doesn’t credit his success to anything crazy. Just be there for your client, communicate clearly, and always strive to do everything you can to help make their life easier. If you do this consistently, everything will accumulate. You don’t need to take leaps and bounds; take everything step by step.
Returning to the Wholesale Channel in 2013, Joe didn’t find his footing right away. It took him 18 months to get going again. Joe claims that the slow ramp-up was his biggest hurdle, but he wouldn’t give up on himself. He sent out mailers, bought leads, and sat through many coffee appointments. But most importantly, when leads became opportunities, Joe made sure to communicate clearly and concisely with everyone. Clients and realtor partners want to be updated whether you have good news or bad news; nobody wants to feel out of the loop.
Slowly but surely, by doing right by every customer during every transaction, Joe built a book of business based entirely on referrals. Instead of ignoring realtors during the 2020 refi-boom, Joe made sure to stay top-of-mind with his partners. Refis are easy, “but you pay the price in the long run,” Joe says. If you aren’t active in purchases now, you won’t have any relationships when the rates rise again. Joe shares a great example where a deal fell through with a small builder in his local area. Instead of moving on, Joe stayed in touch and was the first person the builder went to when his duplex tenants wanted to refinance.
“I have a simple motto,” Joe shares, “help people get things done.” Want to redo your bathroom? Joe’s got a guy. Need a financial planner? Joe can send you a reference. Help people with no motive other than providing a service, and the “universe just ends up taking care of you.” Joe shares one last piece of advice by disputing a common saying. “You know that saying that you can’t teach an old dog new tricks? It’s a lie.” Just listen to people, understand you still have a lot to learn, never stop growing, and stay enthusiastic.
Notes:
Intro to The Wholesale Channel (1:26Operations (6:06)Referrals (11:42)Family Business (25:48)Parting Advice (36:11)
This episode is sponsored by EPM.
Aaron Hinson is the epitome of what it means to be an independent mortgage broker. He runs a small team in a quaint town and is an involved community member. Aaron allows his clients the time and space to share their stories to personalize their loan process effectively. Hiring a small staff enables him to reinvest in his local community. In this episode of Broker To Broker, Aaron explains the steps he takes to succeed, reassuring that while it can take time to see success in this easily overwhelming industry, you only have to take one action at a time.
Enjoying his life as a restaurant worker in college, Aaron eventually took his people skills to the mortgage industry. After learning from the retail side of the industry for a few years and becoming frustrated with the roadblocks and lack of freedom, Aaron transitioned to wholesale. “No matter how hard I tried, someone else was always in my way," Aaron says. Having more control and hands-on experience allowed for a more seamless process, allowing Aaron to be his true authentic self.
Aaron's transition included communicating more effectively with his clients. Instead of following a script or pushing the only products his bank offered, Aaron was now free to perfect his processes and procedures. “People can smell trust and intentions,” Aaron says. Aaron made it his number one goal to understand his clients. He pulls out a notepad or opens a Word document, and he asks questions including:
Where are you right now?What are your goals?What is most important to you?What is your vision?
“I just shut up and listen,” Aaron explains.
People will tell you what they want; you have to listen. They might have heard something about mortgages before, and they may have done some research on it. Just tell them that you’re all ears, and the progression from this point on will be more human. From here, do what makes Brokers Better. Use your expertise and freedom to personalize their loan. Use your experience to dial it into a product or financial solution that will fit them best. Let them get out what they want by opening the door.
With success comes responsibility, and as the duties kept piling up, Aaron realized he couldn’t do right by his clients or grow without a team. A new Contract Processor took the most time off his plate, but hiring a new LO and LOA has also been beneficial. And although this might sound counterintuitive in saving time, Aaron suggests hiring green employees. There is a lot of work on the front-end; answering questions, shadowing, and screen-sharing. Have them read the guidelines, but be the translator for them. Aaron took about eight months to train a new hire fully, but he affirms it has all been well worth it. In the selection process, look out for those that seem passionate and personable. Create a welcoming environment where team members can ask questions, and your employees will be beneficial and loyal.
Aaron’s recommended Xinnix LO and LOA training goes a long way as well. The time commitment is the biggest hurdle. Just believe in the individual, and although it might not always come naturally, you have to do your best to have a long-term mindset.
Another colossal time-saver for Aaron is a proper tech stack, which Aaron utilizes to focus on his weakness, social media marketing. It’s always a work in progress, but a combination of Wikirealty, Flowify, and MBS Highway have helped him fill the gap. Sixty seconds here and sixty seconds there go a long way.
Aaron uses all this extra time to be an active community member. He is a member of Court Appointed Special Advocates (CASA), a Board Member of the Tahoe Regional Young Professionals group (YPN), and a member of SOS Outreach, an organization helping at-risk youth experience the outdoors. He also teaches life skills at a secondary high school, like successfully using a credit card. Having his mentors to look up to has inspired Aaron to guide others.
Arizona Broker/Owner Shawn Malkou is a professional YouTuber with tens of millions of views. Making six figures from YouTube before even graduating college, Shawn has years of experience to share. Shawn discusses how video marketing can enhance the background of your existing clients and help you develop a special bond with potential referrals before ever shaking hands or picking up the phone.
Starting out making and streaming video walkthroughs for children's games such as Minecraft and Roblox, Shawn graduated college with a career, but he didn’t want to do that for the rest of his life. After being recruited while coaching beach volleyball part-time, Shawn brought his passion and knowledge for YouTube to the mortgage wholesale industry.
YouTube is an incredible tool at a mortgage broker's disposal, but few have unlocked its true potential like Shawn. Just like Facebook and Instagram, YouTube can bring new eyes to your product. Still, unlike other social media platforms, YouTube is the perfect place to build better relationships with your current customers as well. "Everyone tries to do it backward. They start YouTube to try and get business when that’s the opposite. You want to start YouTube to improve your existing business."
Home loans are a confusing and intricate process. Whenever a borrower asks a question or seems confused, write it down and make a video about it. Shawn has produced videos such as "What does this mean on an LE?", "What does the trade cooling-off period mean?" and "What's APR?". Some parts of the process cannot be explained over the phone or translated well through email. Shawn will save hours by having ready-to-go videos available for clients past, present, and future to avoid meeting in person for one-on-one walkthroughs.
Shawn also shares tips for those reluctant or stressed about getting the video gear or being comfortable in front of the camera. Don’t worry about looking silly or the equipment; just focus on the content. Go out to help people, and success will follow. “YouTube is where people come to learn,” Shawn says.
As long as the content is educational, it doesn't matter how long your video is. It can take years to get entirely comfortable in front of the camera, so try and focus on getting a little bit better every day. Ask friends, family, and clients what they liked or didn’t like about a particular video, and make adjustments for the next effort down the line. Eventually, you'll have an entire catalog of content that acts as an organic referral funnel. Clients will share with their friends and family how beneficial your YouTube videos were during their experience, and potential homeowners will find your content and go out of their way to seek you out.
The bottom line, YouTube is just another way to show why Brokers Are Better. You get to lean into your individuality and build a bond with homeowners that they can’t get with big bank call centers. YouTube can be an automated marketing tool that bolsters every aspect of your business; however, it requires the same care and respect as processes, procedures, and pipeline management. And while it can be easy to get overwhelmed, Shawn suggests keeping it simple. “Take your phone, turn it sideways, hit the record button, and you’re going to get phenomenal videos people are going to watch on YouTube."
Notes:
Intro to The Wholesale Channell (2:08)YouTube 101 (5:15)Coming Up With Content (8:30)Camera Equipment & Editing (12:02)Metrics & Goals (21:36)Advice (29:14)
This episode is sponsored by Homepoint Financial.
Angelo Datseries, Broker/Owner of Leverage Lending Group, is out to make himself a household name in his local market of Charlotte, North Carolina. Starting his brokerage in 2007, he had to dramatically scale back his brokerage to survive the 2008 Stock Market Crash. Since that scale down, he has been organically growing back his brokerage through community engagement, social media, and video marketing. Staying true to his goals and himself, he has built a successful brokerage, but for Angelo, the sky's the limit.
Before joining the Broker channel in the mid-2000s, Angelo was working as a service technician until he seriously hurt his back. After spending a few years in a service advisor role at his brother’s brokerage, he decided to venture out on his own and open Leverage Lending Group.
Starting off, Angelo had a team of nine loan officers, but not long after, the recession upended the industry. Most of his loan officers left to join banks and Angelo had to completely rework his business. After a conversation with his father, he decided to massively scale back unnecessary expenditures, starting with his large office space. Shifting his focus to FHA loans, Angelo survived the market crash and was able to start growing his brokerage back up from scratch.
The key to Angelo’s success is embracing organic growth. Instead of throwing money at expensive leads, he has made it a goal to become a well-known name in his local market. He holds community meet and greets and happy hours with his referral partners, and emails personalized videos, and shares organic social media posts with his ever-growing following as well. He embraces the philosophy of “focus(ing) on helping people and the business will follow.”
Angelo’s parting advice: Build your database on day one. Every person you talk to, every person you make contact with, needs to be added to your database. Once you have that database in place, you need to set up an automation drip to keep yourself in front of them.
Notes:
Getting into the Mortgage Industry (2:28)
Surviving the Market Crash (5:28)
Diversifying Your Loan Products (10:22)
Keeping a Growth Mindset in a Shrinking Market (15:06)
Angelo’s Tech Stack/Utilizing Video (21:34)
This episode is sponsored by Guaranty Home Mortgage
Arman Ghamami, a mortgage broker and branch manager with C2 Financial, has become a high-producer by putting the borrower front-and-center. He personalizes their entire process, has staff dedicated exclusively to borrower questions, and automated procedures in place to streamline the client experience.
For Arman, there is a distinction between customer service and consumer experience. Customer service is answering your client’s call or replying to their email. It is the basic things you need to do to operate. Consumer experience is where Arman makes himself and his branch stand out. Throughout the loan process, Arman has an LO available to his clients to answer all questions they might have. Having an experienced loan officer available to answer borrowers’ questions might seem simple, but it also goes a long way. He also established an automated outreach plan to consistently keep his borrowers up to date on what step of the process their loan is in. If a borrower is calling to ask for updates on their loan, then you’ve failed, Arman said.
A significant part of providing your borrower with a memorable experience is understanding their needs. Often, mortgage documents are challenging to understand, so Arman and his team take the time to explain everything to their borrowers in a way they would understand. His guiding principle is, “how would I want this process to go if I knew nothing about loans?” Along with acting as a true advisor for their clients, Arman and his team take the time to understand their borrower’s specific needs and tailor their process to serve those needs best. If you can identify and meet their needs throughout the process, you will leave them with a memorable mortgage experience.
Arman’s parting advice: It’s okay not to know everything. If you focus on your borrower and find out their needs, then you will find success. We are all trying to make a living, but don’t chase the money. If you put the borrower first, success will follow.
Notes:
Getting into the Mortgage Industry (1:15)Growing Your Team for 2022 (6:00)Going Out On His Own (11:04)Customer Service V Consumer Experience (18:20)Parting Advice (31:21)
This episode is sponsored by CF Wholesale
Brandee Stephens, a mortgage broker with Answer Home Loans, has become a top producer by helping the borrowers who are turned away the most. A majority of her clients are not credit-ready when they come to her so she works with them to improve their credit and get them ready to be homeowners. As a Mortgage Broker in the Wholesale Channel, Brandee believes it to be her obligation to educate borrowers and help those that retail operations and banks would turn away. Once she has those borrowers, she goes above and beyond for them. When a borrower didn't have or know how to obtain a Verification of Employment, Brandee went as far as driving directly to their multiple past employers and getting their VOE herself.
Brandee does not come from a long line of homeowners. Her mother did not become a homeowner until she was almost 40. If it was not for her younger brother, who bought a home at 19, she may never have become a homeowner herself. During the process of buying her first home in the 90s, her interest rate jumped 1% before signing without warning. While buying her second home, her broker locked her into an adjustable-rate mortgage without explaining the difference to her. That is when she knew she could offer a better service. She joined the mortgage industry working at retail banks for 12 years until she made the jump to the broker side in June 2019.
As a Broker, Brandee focuses on helping educate borrowers on the homebuying process. Instead of turning away credit-bruised clients, Brandee works to create a financial plan to help get their credit ready within six to nine months. As part of this effort, Brandee has made it a focus to help Hispanic and Latino borrowers. She recently hired a fully-licensed originator who speaks Spanish to assist her with the effort as well.
Once Brandee has started helping those borrowers repair their credit, she goes above and beyond to provide them the best possible service, and that starts with a customer service mindset. Part of that service is Brandee and her team helping borrowers get their credit in a place where they can purchase a home. They personalize a plan for each borrower and follow up every month to see how the process is going, but it doesn’t just stop there. Brandee once helped a borrower who had been unemployed for 10 years because of a serious brain injury. She broke down the borrower’s career history, year by year, job by job, even going so far as to reach out to the past employers herself. Nothing was going to stop Brandee from doing right by her borrower. “It’s not a job, we’re really changing people’s lives,” she says.
Brandee’s parting advice: Find what gets you up every morning. You can either have a job that forces you to get up every morning or a job that gives you a reason to get up every morning. “Nobody has to tell me to get up and tell me how I’m going to help the next person,” she said. Once you find that motivation, hire people who share it. You can teach people many things, but you cannot teach someone to be passionate about your “Why”. They either are or they aren’t.
Notes:
Getting into the Mortgage Industry (1:05)Helping First-Time homeowners/Unconventional Borrowers (5:22)Helping Hispanic Homeowners (14:28)Going Above and Beyond for Your Borrowers (19:38)Parting Advice (27:45)
This episode is sponsored by First Look
Amanda Rawls, a Mortgage Broker with Answer Home Loans, has become a top producer by thinking outside the box. Leaning on her experiences as a debt collector, she often takes on complicated Chapter 13 bankruptcy loans, which has allowed her to carve out her own niche within the Wholesale Channel. To keep up her production, Amanda has developed a CRM system that allows her to stay in front of past clients and leads, and even nurture leads who are not yet ready to buy a home.
Amanda started her career as a bill collector, but she quickly found it draining. She left debt collecting to join the mortgage industry because she saw it as an opportunity to help people get into a home. In April 2018, after 10 years with a direct lender, Amanda rejoined the broker channel when she became a loan originator for Answer Home Loans. Now she’s “taking care of others and serving hearts.”
The key to her success? Thinking outside the box. Leaning on her background as a bill collector, Amanda has built a pipeline centered around Chapter 13 bankruptcies where she works with CPAs and bankruptcy attorneys. Carving out her own niche by taking on loans that other Brokers may avoid has allowed Amanda to become a top-producing broker.
Part of that success comes from the relationships she has built as well. Amanda has built up a full pipeline of past clients and potential leads through her CRM. “[Your] CRM is the bread and butter of your business,” she said. With her CRM, she can organically stay in front of her clients with follow-up reminders and personalized gifts after closing. Amanda’s biggest lesson in pipeline management was realizing she could choose who she worked with. That way, she has the opportunity to get to know her clients and needs instead of adopting a “churn and burn” approach that is common in retail operations.
Amanda’s parting advice: Stay true to who you are. When someone decides to get a loan with you, they are working with you because of who you are, so do things the way you want instead of how others think you should. Tailor your process so it works best for you. Ultimately, work hard and be honest and success and business will follow.
Notes:Getting into the Mortgage Industry (1:49)Thinking Outside the Box (7:20)Building Relationships (12:05)Retail V. Wholesale (18:30)Parting Advice (27:23)
This episode is sponsored by REMN
As Broker/Owner of MS Lending, Michelle Dugan has become a champion for veterans and an advocate for building community. As an active member of VettedVA, a veteran education group, Michelle protects military veterans from predatory business practices and helps them get the home of their dreams. She originates in the same town where she grew up and went to school. That intrinsic knowledge helps set her apart from retail banks and has positioned her as a trusted mortgage advisor. Within the broker channel, she is an active member of multiple wholesale mortgage groups where she shares her knowledge and expertise to help elevate the broker channel.
Michelle joined the real estate world in 2001 when she worked as a paralegal for a real estate attorney. At the time, she wanted to go to law school and practice real estate law herself. While working as a paralegal, she got her Broker’s license so she could originate on the side. Not long after getting her license, she had her first child and deferred her law school plans. She joined the mortgage industry full-time in 2007 and never looked back. After years of working for Brokers, and a short stint on the retail side, she opened her own brokerage in 2019.
Starting out in the industry, Michelle only did a few VA loans a year. It wasn’t until she went to a VA loan education session in person that she witnessed the passion that really motivated her to serve those who had served. Not long after, she met Chris Griffith before he started VettedVA. She immediately saw his passion and wanted to join his cause. She told him “Whatever you’re doing, I want to be part of it because I know something good is going to come from it.”
For Michelle, building community is incredibly important. She originates and runs her brokerage in the same town she grew up in. That community knowledge proved to be a major advantage for Michelle since she had built-in clients with friends and family and knew the wants and needs of the community better than retail banks. Michelle has also found and built a community within the broker channel. As an active member of AIME’s Brokers Are Better and Women’s Mortgage Network Facebook Groups, she adopts a “givers gain” mentality where she can share her knowledge with others while also learning from them. “I wouldn’t be as successful as I am in the broker channel without Brokers Are Better,” Michelle said.
Michelle’s parting advice: Lean into your community. Whether it’s your local community or one you build with others in the industry, you serve to gain so much if you’re actively engaged. Within BAB and WMN, there are so many knowledgeable brokers who are there to share their knowledge and help you succeed. Those groups have been a game-changer for Michelle and she credits them with helping her avoid burnout.
Notes:
Getting Into Mortgage (1:40)Serving Veterans (7:42)Building Community (15:30)Pipeline Management (28:26)Michelle's Parting Advice (39:40)
Sponsored by PRMG
As Broker/Owner of Mindful Mortgage Kim Clancy has become a master at building communities. For Kim, everything she does for her community is not about promoting her business, but about being a supportive member of the community. She wants to be a part of her community and she wants to be a trusted mortgage advisor to her neighbors. Implementing that approach, Kim has established Mindful Mortgage not just as a mortgage brokerage, but as an integral part of her local community.
Kim joined the mortgage industry in 2000 after working as a clinical social worker in California. Her mother had recently become a retail loan officer and helped her join a retail shop as a loan officer assistant. She stayed at that shop until 2008 when she moved to Colorado and joined another retail shop before finally making the move to Wholesale in 2019, when she opened Mindful Mortgage in Erie, Colorado.
Living and originating in a small town, becoming an important part of the community was crucial to Kim’s success. For her, building community is a philosophy, not a strategy. She wanted to be that person in the community that neighbors could come to for mortgage advice and she actively worked to become that. She made Mindful Mortgage a sponsor of a local charter school and she participates in community events like Homecoming Parades and volunteering for the local Parent Teacher Organization. “It’s not about selling your business,” she said. “It’s about people getting to know you.”
Part of that community building is Kim’s dedication to supporting other women in the mortgage industry. At her first retail shop, every loan officer was a man and women were assistants or processors. That experience has motivated her to support other women in the industry. She is a mentor with AIME’s Mentorship program, where she requested to mentor another female broker as well as an active member of AIME’s Women Mortgage Network (WMN) Facebook Group. Those groups give women an opportunity to share experiences and skills with each other. Early in 2020, Kim was struggling to balance the increased business the refinance boom brought to her business while also caring for her family. She posted about her struggle in WMN and received hundreds of comments from other women in the industry who were feeling the same struggle.
Kim’s parting advice: Be genuine. People know when you are not being your genuine self. “Be true to yourself and everyone will feel it,” she said. That means following your instincts and intuition and also staying true to yourself and your ideals. If you do that, success will follow.
Notes:
Getting into the Mortgage Industry (1:06)Building Community (11:21)Supporting Women in the Mortgage Industry (21:56)Parting Advice (31:36)
As Broker/Owner of Price Mortgage, Andy Price knows how to scale a business. Starting out on his own, Andy took over a year to build out and perfect processes before he hired his first employee. Now with five years running his own brokerage, he has grown Price Mortgage to a team of 50 through organic growth and investment in his existing employees.
Andy first joined the housing industry as a real estate agent but quickly made the change to broker, joining his family’s shop. That is when everything clicked. He worked as a loan officer for years until he opened his own brokerage, Price Mortgage, in March 2017.
In the first year of Price Mortgage, Andy did not hire anyone. Instead, he focused on setting up the groundwork, the processes, and the tech stack so when he did begin to hire loan officers everything would fit perfectly in place. He focused on making Price Mortgage a brokerage where LOs have all the tools and resources they need to thrive. Andy worked to identify pain points he experienced during his time as an LO so he could minimize or remove them.
When he did begin hiring staff, he took a quantity over quality approach. Andy has never pushed to massively grow Price Mortgage. Through organic growth, Andy now has a team of 50 loan officers, processors, and loan officer assistants. The key to not only building a large team, but a successful one is to hire the right people, Andy said. That also means knowing when someone is not a good fit for your company. “Not everybody’s a good fit and you can’t always make them fit,” he said.
The other key to building a successful team is to continue investing in your current staff. Instead of always hiring new loan officers, Andy works with his existing LOs to help them grow. It’s easier and ultimately a better return on investment to help a current employee increase their production instead of going through the hiring process. When he does bring on new employees, he is careful to bring on a few people at a time at most. If you bring in a flood of people, your resources will be strained to accommodate all those new hires.
Andy’s parting advice: Treat others the way you want to be treated and give them the service you’d expect. A mortgage is the biggest decision many borrowers will ever make so make sure they understand the whole process and are comfortable with everything. The same advice goes for your team. Andy never asks his employees to do something he is unwilling to do himself. Any brokerage that is more focused on money than building relationships will lose in the end, Andy said. If you focus on your borrowers and staff, the money will follow.
Getting into the Industry (2:06)Starting your Own Shop (10:03)Hiring & Training (25:22)Parting Advice (36:27)
This Episode is sponsored by Homepoint
Join us for a special edition of the Broker to Broker Podcast recorded LIVE from the floor of AIME Fuse 2021. Listen as AIME President Marc Summers pulls brokers from the crowd for quick conversations on Fuse, the future of the mortgage industry, and much more.
AIME created the Fuse National Conference to aid in its mission to unite originators across the U.S. to build a community that had never before existed in the industry. AIME Fuse 2021 drew 3,000 brokers and wholesale mortgage professionals from all across the country last week for the largest nationwide gathering of independent mortgage professionals in the industry.
“We saw record levels of attendance in this year’s Fuse National Conference with 3,000 mortgage professionals from across the nation attending the conference,” Katie Sweeney, AIME CEO said. “Fuse is a culmination of the hard work and determination of the broker channel and an opportunity to experience the power of the broker community. It’s a once in a lifetime chance to collaborate with top producers and game-changers in the mortgage industry and brokers turned up in full force.”
As AIME heads into 2022, the organization is focused on furthering its goal of educating borrowers that brokers are truly the best option for their home buying experience. AIME plans to expand its training programs and add certification programs for brokers to help them better serve consumers.
This episode is sponsored by CF Wholesale
Adrian Placinta has perfected his processing to the point that he can get a clear-to-close in a week. The broker owner of True Path Loans has been honing and perfecting his processing since he joined the mortgage industry in the mid-Aughts. That expertise in processing has not only allowed him to handle a pipeline of over 100 loans as a one-man shop but also allowed him to easily and quickly scale to a shop with 30 employees in just the last year and a half.
Adrian joined the mortgage industry in 2005 after finishing college at San Diego State. He initially joined a retail shop where he stayed for six months learning the ins and outs of the industry. Leaving for the broker channel, Adrian landed at a wholesale shop where he lasted through the stock market crash. Leaving the industry briefly in 2010, he quickly rejoined landing at another brokerage where he stayed until 2017 when he ventured out on his own.
Starting with $10,000, Adrian was a one-man shop for his first few years. It was not until 2020 when the refinance boom hit that he hired his first employee. At that point, he had well over 100 loans in his pipeline and needed a second person to handle the increased workload. He started by hiring a processor, then a Chief Financial Officer, and then finally a sales manager. Those were the first of many hires that saw Adrian grow from a one-man shop to a brokerage with a team of 30 in roughly a year.
The key to that growth, Adrian’s mastering of processing. From his early days in the mortgage industry, he has always had a knack for processing. At the retail shop, he quickly learned he hated sales but loved processing. He teamed up with an amazing salesperson who handled sales, while he processed. When he joined the broker channel, he had no choice but to master processing. At his first brokerage, he learned as much as he could from their processor so he was prepared when he went off on his own. “You gotta have a process or you’re going to fail eventually.”
Adrian’s parting advice: Engage with the broker community. He would never be where he is today if it was not for the connections he made with AIME. He credits the 2019 AIME Fuse conference for giving him the motivation and drive to scale his brokerage. One way to interact with the community is by attending AIME Fuse 2021 in Las Vegas on September 24th and 25th. Get your tickets before it’s too late.
Notes:Getting in the mortgage industry (1:21)Processing (7:30)Scaling & Training (16:47)Parting Advice (26:19)
Angela Caputo has mastered the art of email marketing. Drawing from her database of 3,600+ clients, Angela sends out a monthly email that updates her clients on the mortgage industry and promotes products like Homebot. Her last email took her roughly five hours to create and netted her seven refinance applications. She builds that database by keeping strong relationships with her referral sources including real estate agents, insurance brokers, and real estate attorneys. By email marketing to her database, Angela has been able to build a consistently successful pipeline.
One thing that makes Angela stand out is her relationship building, especially with her referral sources. Real estate agents are her biggest lead source, but she also gets business from insurance agents and real estate attorneys. She lives by the “if you send business to someone, they will send business back” philosophy.
Once Angela gets those clients, she adds them to her database. Once she has them in her system, she organically stays in touch with them through her monthly emails. A few recent topics included Homebot, insurance leads, updates on FHA’s student loan calculations, and VettedVA. The key to her success? “Being genuine goes a long way,” she says. Angela is careful to never come across as salesy. Instead of reaching out when she needs more business, she keeps up to date them even when she does not expect them to bring her business.
Angela’s parting advice: Create your database as soon as possible. Even if you only have a database of 20 people, it is never too early to start building it. And once you have that database, never stop engaging with them.
Notes:Getting into the industry (1:18)Building Relationships With Your Referral Sources (6:03)Getting Leads With Email Marketing (13:37)Angela’s Parting Advice (28:15)
Tune into this special AIME Fuse edition of Broker To Broker with three guests as they preview their sessions for AIME Fuse 2021.
Christine Beckwith, President, and COO of 20/20 Vision for Success, is here to highlight her session “Don't Be a Boss, Be a Leader.” This session will help catapult your personal and professional development with tips from Christine, an expert leadership coach. She will outline how to incorporate leadership strategies into all roles across the mortgage industry to help you achieve your full potential.
Chris Griffith, Owner of Debt Does Deals, is here to highlight his session “Make it Your Mission to Better Serve Veterans.” This session will include Vetted VA leaders ready to reveal the classified knowledge brokers need to support their veteran neighbors.
Andres Munar, Co-Founder of Keystone Alliance Mortgage, is here to highlight his session “How To Meet the Needs of Hispanic Homeowners.” Hispanic and Latino communities are rapidly growing, with homeownership rates continuing to skyrocket for the sixth consecutive year. This session will help brokers connect with Hispanic and Latino communities by encouraging conversations to identify what's needed in the industry in order to better support Hispanic borrowers.
AIME Fuse 2021 is less than a month away. Over 3,000 wholesale mortgage brokers will gather at The Bellagio in Las Vegas in less than three weeks. This year’s event features over 15 hours of exclusive content tailored to brokers, more than 25 top-tier speakers and industry experts, and 45+ industry-leading AIME partners. AIME Fuse 2021 will also include keynotes from Magic Johnson, Simon Sinek, Molly Bloom, and Barry Habib.
If you still don’t have your AIME Fuse 2021 ticket, get your ticket! AIME also has room blocks at Planet Hollywood and the Vdara Spa & Resort that expire this week. Make sure to book your room before AIME’s exclusive rates expire!
Notes:1:12 Leadership Skill-building11:42 VA Home Loans Do’s & Dont’s26:04 Helping Hispanic Homeowners
This episode is sponsored by Homepoint Financial.
Marketing is at the heart of Enrique Braunschweiger’s business. As President of First Week Financial Corp., Enrique has built up a small, but effective marketing team to help him stay ahead of the large retail operations in his area. When he joined the industry 18 years ago, brokers were mostly on their own and were expected to know all aspects of the business. Now with the BAB Network, Enrique can stand out against the big banks and retail operations by pairing those partners with his marketing efforts.
Over 18 years ago, Enrique was on his way to an interview with ReMax when he accidentally walked into the office of a mortgage broker instead, and he never looked back. Three years later, he started his own brokerage in Southern California. He was also an early AIME supporter, joining the group in its earliest days.
His key to success? Marketing. Enrique has developed a marketing team with a full-time videographer and a full-time marketing director. Enrique specifically markets to his existing database. Your past clients may one day be looking for a new home or at least they will know someone who is looking to purchase a home, he said. To be effective, Enrique also posts marketing content on his personal account three to five times a day. He uses his personal account because more people follow that than your business page and he posts multiple times a day to increase his chances of catching a potential lead.
What helps Enrique stand out in those efforts is his BAB Network vendor partners. When he first joined the industry, it was on him to do everything and know everything. At the time, partners were the companies who wrote the largest check instead of a carefully vetted business. That all changed in recent years with the growth of AIME’s vendor partners. Now he utilizes ARIVE and Stikkum to help him manage his pipeline and he uses leadPops, Verse.io, and Homebot to help him stay top-of-mind with borrowers and leads. Those partnerships help Enrique compete with the big retail operations in his area by offering him the same visibility for a fraction of the price.
Enrique’s parting advice: Get a mentor or become a mentor for others. Mentorship is so important to the broker community, he said. That mentorship can be formal like an actual mentoring program or an informal phone call every few weeks. Both will further your career. Early in his career, Enrique was able to get mentorship from seasoned brokers and that guidance helped him to boost his business and overall production. Now as a seasoned broker, he pays that back to new professionals entering the field.
Notes:
Getting Into the Mortgage Industry (1:52)Partnerships/Brokers Are Better Network (6:27)Marketing (18:10)Parting Advice (35:42)
This episode is sponsored by PRMG
With almost 20 years of mortgage experience, Scott Valins hasn’t just learned how to run a successful brokerage, he knows how to scale across the country. Moving, but maintaining his brokerage after the market crash, Scott now holds offices in both California and New York.
Scott is calling his next wholesale endeavor “Go Rascal.” The new brokerage is Scott’s way of scaling his existing business. With a team of almost 40 processors, loan officer assistants, and loan officers, Go Rascal is primed for a fast start. But for Scott, scaling is not only about increasing profits, but also about challenging himself to take on the role of CEO. While his brokerage brought in $240 million in loans last year and is on track to do $300 million in business this year, Scott served as the primary loan originator. Switching positions and delegating responsibilities that used to be his will bring its own challenges but is also necessary to scale.
To continue to scale his business, Scott first had to hire the right people. That started with an operations expert and a sales manager, both of who lacked mortgage experience, but they each brought their own unique and valuable expertise to the table. Once those individuals were locked in, Scott had to adjust his mindset. At that point, his brokerage was running like a well-oiled machine while he was focused primarily on origination. To scale, he had to come to terms with pulling back on his origination so he could spend more time focusing on scaling. It also required Scott to take a step back and determine what he does well and what areas he needed to hire people who could fill those gaps.
Scott is also a vice-chair on AIME’S Community Committee, which is focused on promoting business development that serves the entire wholesale channel. He sees the group as the formal voice of the Brokers Are Better community with a commitment to supporting both new LOs and seasoned loan officers. For Scott, the group served as a major resource that he and countless other brokers used to navigate the chaos of the 2020 pandemic and refi-boom. That sort of education is a major area Scott wants to continue growing as part of the committee. “Education is the backbone of the community,” he said.
Scott’s parting advice: Network, but know there is more than one way to network. You need to find what works for you and do it. Scott networks less by engaging with public posts in the Brokers Are Better Facebook group, instead opting to private message brokers to offer advice or answer their questions. For in-person networking, like at AIME Fuse 2021, he suggests finding a local broker and connecting over issues in your local market.
Notes:
Scott’s Journey into the Broker Channel (1:14)Community Committee (6:21)Helping Your Local Community (15:18)Scaling Your Brokerage (17:25)Parting Advice (32:31)
This episode is sponsored by Guaranty Home Mortgage
Fredo Rivera has built up his pipeline through local organic marketing and serving his community. Not only do these efforts bring in leads, but it also serves as his “Why.” Of course, those leads would be nothing without the intricate processes and systems Fredo has developed to help convert leads and continue automated follow-ups over 12 or 24 months. Those processes have allowed him to build out a consistent pipeline so he can better serve his community.
Fredo joined the mortgage industry in 2004 working as sales manager for a broker. After the market crash, he left the industry and obtained his real estate license so he could start his own real estate company. In 2017, he rejoined the mortgage industry and worked for another broker until 2019 when he left to start RDT Mortgage. He now owns and operates both a real estate company and mortgage brokerage.
Starting out as a broker, Fredo had to quickly develop a system to keep up with the demand. That led him to adopt a CRM, for him, Liondesk. From there, he used third-party companies to develop automation that would allow him to organically follow up with clients via phone calls, text, and social media. For many of his clients, they were not ready to refinance when he first reached out, but after a few follow-ups, he was able to close the deal.
Fredo’s advice for brokers looking to build up their processes, start with a CRM. Once you have your CRM in place, you need to map out your processes and set your goals for your team and your business. From there, you can start adding layers to help streamline everything. From there, you can build up your pipeline.
That starts with communicating regularly with the book of business. Fredo fills his pipeline through leads generated with leadPops, by doing adjustable-rate mortgage resets for his community. Fredo goes to networking lunches, sends targeting probates, and works with local real estate agents. Ultimately, he is constantly on the phone reaching out to clients, but he also carves out time for face-to-face meetings.
Fredo’s parting advice: Be a servant leader and focus on helping people. The big banks and retail operations are not going to serve the needs of their clients. That is where brokers can set themself apart. For Fredo, it is his responsibility to keep his pipeline full. “You just need to help enough people and it will come back to you.”
Notes:
Getting into the mortgage industry (1:25)
Building Community (5:25)
Build community, build business (8:20)
Social media (14:27)
Processes and systems (15:52)
Building your pipeline (25:01)
Parting advice (29:35)
This episode is sponsored by AFR
Entrepreneurship is in Evan Wade’s blood. Both his grandfathers and his parents were small business owners. Now as a mortgage professional, Wade has founded two separate mortgage brokerages, Philadelphia Mortgage Brokers and Epoch Lending. He also built a sophisticated technology stack that helps him differentiate himself in the mortgage industry. That tech stack is a major reason Wade was recently named Vice-Chair of AIME’s partnership committee.
Wade joined the mortgage industry in 2015 when he was recruited to join a retail operation, but quickly realized the retail side was not for him. Wade took the leap and opened Philadelphia Mortgage Brokers with Paul Carson. The name served as the perfect organic SEO source, but Paul and Evan also lean on BAB Network partner leadPops to help generate leads.
For Wade, technology is key. “At the end of the day, technology is everything for me because someone is going to figure it out,” he said. In his mind, technology is the key to providing your customer superior service and in turn, making your brokerage stand out. Not only is Wade an adopter of various technology platforms, including ARIVE, he also developed his own commission compensation software and started his own title company because local options weren’t up to his standards. Ultimately, he wants to build a business that will grow and survive long after him. “I don’t want to build a company that only lives because of me,” Wade said.
As Vice-Chair of AIME’s partnership committee, Wade is focused on working with lender and vendor partners to improve the lives of Brokers and in turn their clients. The committee is focused on identifying new partners and streamlining processes with current AIME partners to better serve the borrower.
Wade’s parting advice: “Whatever is in your heart that you want to do, just reach out and do it.” If you have a dream or goal in mind, go for it. Wade would rather go for something and fail than wonder what could have been.
Notes:
Getting into the industry (0:51)
Starting his own brokerage (10:00)
Evan’s Tech stack (18:59)
Partnerships Committee (36:26)
Parting advice (40:07)
This Episode Is Sponsored By EPM.
Family is at the heart of everything Cubie Hernandez does. Not only does he work alongside his father and his brother Christian, but the company’s name, Mares Mortgage is named after the family matriarch of the family. That family mindset extends to the way he treats his employees, clients, and his local community at large. That approach helps him stand out against large bank lenders in a competitive Orange County market.
Cubie grew up in the mortgage industry. His father, Cutberto Sr., started in the mortgage industry in the late 80s. After joining a retail operation, Cutberto Sr. purchased the retail branch he worked for and turned it into Mares Mortgage in 1993. Cubie grew up watching his parents close loans and during summers he took loan applications and helped fill out lead forms for his father. Joining the industry in 2007, Cubie spent a lot of his early career working on loan adjustments for clients to try to help them stay in their homes. While he took little to no compensation for adjustments, it helped him build a client base he still has today.
Building community is also important for Cubie. Mares Mortgage’s Mares Foundation helps educate children on “ocean literacy” or the importance of ocean conservation. Personally, Cubie mentors local children and helps them apply for college. He is also a major advocate for the broker community and the importance of brokers supporting each other. “You can’t beat us if we continue to uphold one another and uphold the community,” he said.
Working in Orange County, Cubie works hard to distinguish himself from competitors in his market, many of whom are major banking lenders. To stand out against Wells Fargo, Citibank, and their peers Cubie not only knows his market but also his opponents. Going back to his years as a collegiate athlete, Cubie is obsessed with knowing his competition. He wants to know what makes them tick and how they think.
Cubie’s parting advice: “Don’t be a savior.” Mortgage brokers often get into a mindset of having to be a savor and a mindset of conditioning, he said. He urges them to leave that mindset at the door of their brokerage and to not carry that into their personal lives.
Notes:
Getting into the mortgage industry (1:51)
Managing mental health and avoiding burnout (11:35)
Building Community (18:08)
Supporting your local community (22:35)
Jumbo loans (29:18)
Cubie's parting advice (35:33)
This Episode Is Sponsored By PRMG.
Nike Ojo loves to create relationships. Whether it’s with borrowers or realtors or builders, relationships are at the heart of her brokerage. “I love to create and maintain relationships. I love to celebrate people”, Ojo said. That mindset has helped her grow a mortgage business that is almost entirely referral-based.
Originally from Nigeria, Nike started working as a deputy tax clerk for the local county, while her husband worked as a realtor. She noticed how difficult it was for her husband to get updates on his clients’ loans. Noticing that gap, Nike decided to become a loan officer. She initially started the role part-time, but as the business grew and got busier, she transitioned to full-time in 2003.
Now with over 19 years in the mortgage industry, Nike has built a business that is 95% referral-based. She credits her large referral business to the way she treats clients. That starts with finding out who the client is and what they expect from her and extends to go above and beyond for them. “I don’t work from 9 to 5, I work from start to finish,” Nike said. She also adheres to a strict “every call and email must be answered in three hours” rule. If she ever misses that three-hour window, she makes sure to have the correct answer to the client’s question.
Continuing her relationship building, Nike is an active member of her community hosting food drives and supporting small businesses. In 2020, she held two separate food drives that served over 600 families in her local community. She also uses her Instagram, where she’s built up a major following, to highlight and promote small businesses in her community. Nike is also an active member of the Women’s Mortgage Network. Building bonds and finding value with people she’s only known online, Nike wants brokers to know that communities are not just limited to your surrounding geographical area. We take part in many communities, and it’s important to not forget to interact and provide value for them all. You get out what you put in.
Nike’s parting advice “Just be yourself, find your niche. Focus on what you’re good at.”
Notes:
Getting into Mortgage (1:38)Relationship Philosophy (5:10)Handling Unconventional & Difficult Loans (11:55)Staying Top-Of-Mind with Clients (15:36)Building Relationships with Builders (18:29)Supporting Your Local Community (22:50)Women’s Mortgage Network (25:11)Parting Advice (32:01)
This Episode Is Sponsored By Class Valuation.
As a Broker/Owner, Casey Finn places a major focus on culture. Early on in his brokerage, he implemented Simon Sinek’s Golden Circle from his book Start With Why. The concept focuses on a company’s why versus their what or their how. With that philosophy, Casey is focused on culture as the core of his business. That culture not only stretches to his own company but the realtors, lenders, and vendors that he works with. He wants all of them to be #truepartners. That philosophy has allowed Casey to not only build but also maintain an organic return and referral business from past clients and his realtor partners.
Since the age of 16, Casey Finn knew he had a passion for customer service. His job at a country club saw him handling brides and grooms during their wedding days. That passion followed him through phone sales jobs and a job selling cutting tools to machine shops. Neither of those roles scratched the itch he had to help the consumer instead of being focused on serving the company’s investors. Casey’s wife, who worked as a mortgage processor for a local mortgage business, encouraged him to join the mortgage industry. That’s when it all came together. The industry offered Casey the perfect balance of sales while being focused on making an impact on consumers. He spent the next few months studying for the national mortgage exam, which he passed on his first try. Not long after, Casey and his wife moved from South Carolina to Michigan. Not finding anyone who wanted to take a chance on him, Casey took the leap and opened his own brokerage.
For Casey, culture is everything. Culture is his key to building a brand and building a stable client base. That difference is what separates an Apple product from Dell, Casey shares, “No one ever says they’re a Dell person.” That philosophy goes down to his brokerage’s slogan: “No pitch, no pressure, just dollars, and sense.” It is not about closing the deal for Casey, he is more focused on helping the consumer understand the complex and stressful process of buying a home. That approach has helped him build a referral business based completely on relationships, instead of numbers. Even when he runs into issues in the loan process, he comes to his client prepared with a solution to the problem.
Casey’s parting words of advice for all brokers: “Life is short, enjoy it. I think a lot of people forget that we have really amazing lives.”
Notes:
Getting into the Industry (1:30)Casey’s Sales Philosophy (10:30)Turning a Client into a Referral (16:12)How to Track Your Referrals (22:40)Handling Clients When Things Go Wrong (28:44)Advice for Brokers (32:27)
This episode is sponsored by Guaranty Home Mortgage.
California Mortgage Broker Rich Lane is always on the lookout for how he can improve his business to better compete with the big retail banks. Thanks to constant and consistent advances in technology, the divide between wholesale brokers and retail banks is shrinking daily. With a push towards digital marketing, video, and a diverse tech-stack, Rich understands what it takes to push his business into 2022 and beyond, and he wants to bring all of you along for the ride.
Back at AIME Fuse 2019, our Keynote Speaker GaryVee asked everyone to raise their hands if they planned on retiring in 5 years. After the few raised hands went down, GaryVee stared out at the crowd of thousands of mortgage brokers and told them that if they plan on still being around in five years, they need to adapt. They need to understand that the future of all business is going to rely on internet marketing. As GaryVee put it, “there is nothing more important than being an unbelievable communicator in a contemporary manner.” Rich Lane took that to heart and started a video podcast, The Broker With Rich Lane. He isn’t a tech or video expert, so he did his research. He simply googled and youtubed how to start a video podcast, and then took notes. He learned what editing software to get, what lighting to get, how to get royalty free music, and so much more. Rich made videos with his realtor partners and CPA’s, which worked double time because guests were able to use the videos for their branding as well. The couple hundred dollars Rich spent on Amazon film gear more than paid for itself through all the referrals.
The big retail lenders spend their money on marketing and tech; whatever can get the customers in the door and through the application process as quickly as possible. For the longest time, Mortgage brokers just didn’t have the resources to afford that, but no longer. Mortgage Brokers now have access to broker friendly and affordable tech that will help bring their business to the next level. Whether they’re looking for ways to stay top-of-mind with clients, or if they’re interested in a new LOS, POS, or CRM, there is a Brokers Are Better Vendor Partner that can fill their needs. Rich knows that refi’s are not falling off trees anymore. The future is all purchase and he knows he needs to prepare his business for that now. If you don’t, Rich shares, “you are doing you and your clients an injustice.”
Rich’s parting words of advice for all brokers: “Whatever you do, lead with authenticity...high tech, high touch, high authenticity.”
Notes:
Intro Into The Wholesale Channel (1:46)Digital Marketing & Video (5:10)Looking Towards The Future (17:00)
This episode is sponsored by REMN Wholesale.
Born in Flint, raised in rural Arkansas, and now back in Michigan, Nexa Mortgage Broker Collin Simpson claims “there isn’t a person you can put in front of me that I can't build a relationship with...whatever situation you’re in, if I haven't been there, I’ve been close to there and i know a little something about it.” And this is how Collin finds success. He’s upfront, clear, and concise with his clients. Whether it’s across the closing table or virtually through social media, Collin goes out of his way to connect with potential borrowers, educate them, and hopefully create a genuine and authentic relationship.
Buying a home is taxing and complicated. It’s not easy to simply trust someone you don’t know with your personal finances. And the process can be made even harder with the many misconceptions that stem from television ads, internet articles, or even family and friends. Instead of ignoring the client's fears or simply relaying that this is just the way it is, Collin recognizes and validates his client’s concerns, and then takes the extra step of explaining how the process works and why it works this way. He eases tensions and finds a common ground. “You and I are on a team together, and we are asking a lender to loan us $200,000, they’re gonna have questions” is a go-to answer for Collin that really seems to get the point across. “Go the extra mile to let them know that their information is safe with me. I’ve closed so many clients who had the same concerns that you have. You’re not the first, you certainly won’t be the last, but we will get the job done, because my name is on the loan as well.” Give them lots of decisions, let them feel in control, and don’t listen to respond, listen to understand. Now, he hasn’t only educated his client, he’s created an advocate as well.
One of Collin’s main goals throughout the homebuying process is that he doesn’t want anyone to forget that they're working with Collin Simpson. One of the best places Collin has found to both market his business and be his true authentic self is through social media. Particularly by livestreaming on Facebook. Collin just shares a 5-10 minute snapshot of his life, but makes sure to share some business info as well. Whether it’s biking around his neighborhood checking out nice houses or showing off his kids, he makes sure to mention that if anyone ever has any questions about buying or refinancing a home, he’s their guy. Collin once shared a personal story about wanting to be a better grandson for his grandmother, and within a week, that video had 2,000+ views and he was getting messages from around the country from people who said the video resonated with them. But that doesn’t mean you need to share your entire life story online either. Do what feels right and be your authentic self. As Collin says it’s “just about connecting with people.”
Collin ends the podcast with a tip he learned from his grandmother that he has used to run his business. “If you do things the right way, you’ll get your slice of the pie without stepping on people’s toes or offending people...Be kind.”
Notes:
Intro To The Wholesale Channel (1:46)Educating Borrowers (7:17)Authenticity & Social Media (16:04)Advice for Brokers (31:14)
This episode is sponsored by AFR Wholesale & Class Valuation.
Michigan Mortgage Broker Rocky Billore was known as the guy who was in the office till nine at night, but there IS a better way of achieving your goals. He hasn’t just found a way to balance his residential and commercial businesses alongside his two hotels. Rocky found a way to get back home to his family. Rocky road-mapped and time-blocked his way towards spending quality time with those he loves.
Recruited off the selling floor of Best Buy by a retail bank, Rocky was eventually forced to try and do a cash-out refinance for an elderly woman that didn’t need it. Her closing costs were going to far exceed the amount of cash she was going to be able to pull out, so he chose not to close the deal. After being berated in front of his co-workers, Rocky left to do the right things for good people.
Rocky credits his success to time-blocking and day-theming. “If it’s good enough for the fortune 500 companies, why wouldn’t I give it a shot,” he shares. He took two weeks to analyze his work schedule, taking meticulous notes, and especially being on the lookout for whenever he found himself deviating from his job. He found that there was no time to be proactive when he was always being reactive. But Rocky also found the biggest issue was at home. He recounts a specific situation when he got home too late to give his kid a bath and he shares that his wife would be mad because he wasn’t always able to come through on his promises. But by taking a step back, and creating a solid base from which to change and grow, Rocky has been able to not just build a successful brokerage, but be a part of a family.
The rest of the episode is full of all sorts of tips and tricks for brokers trying to specialize in all sorts of different business models. Rocky and Marc discuss their tech stacks, how to develop a company culture, and the benefits of becoming VettedVA. But whatever your goals are, Rocky recommends reaching out to an established broker. Pick their brain, ask what they would do in certain situations, or even ask them to be your mentor.
We’ve developed a community here at AIME. We are all on the same team with the same goal of trying to better the entire wholesale channel. Go out and meet your fellow broker, learn and share from each other. Or as Rocky puts it, “go out for a beer with one of your local brokers, they are not your competition.”
Notes:
Intro To The Wholesale Channel (1:21)Work/Life Balance (4:14)Company Culture (12:42)Tech Stack (18:50)Advice for Brokers (25:29)
This episode is sponsored by First Look Appraisals.
Before opening his own brokerage in New York, Shah Tehrany was in the real estate business. Tired of never hearing back from his mortgage broker connections, he decided that if you want things done right, you do them yourself. Now a Broker/Owner in New York, Shah’s main goal is simple; Be honorable and do the right thing. This is equally true for both his borrowers and his staff. Building his business around five pillars of core values; Authenticity, Training, Accountability, Patience, and most importantly, the “why”, Shah has been able to consistently grow a successful brokerage in the strictest state on Mortgage Brokers.
Many of these are self explanatory. Authenticity; be who you are, a real human being. Training; better your mind, stay up to date on guidelines, be ready to learn every day. Accountability: Take responsibility for your own actions. As Shah calls it: “Be a thumb pointer, not a finger pointer.” Be patient: The mortgage process is complicated and long, don’t stray from your path and you will eventually reach your goals. And then Finally, there’s the “why.” Yes the mortgage process is complicated and long, but that’s because it’s incredibly important. For most borrowers, this is their biggest financial decision they’ll ever make. Be their true mortgage advisor. Be their guide and keep them informed. Let them know why you need certain things, or why certain parts of the process are taking as long as they are. As long as everyone involved understands why things are happening, they will not just appreciate your guidance, they will not just walk away with a brand new home, they’ll be walking away with a real relationship with you and your company.
With his foundation paved, and all five pillars steadily in place, Shah determined it was time to grow. He found that the focus had to be on generating a solid operations staff. You can hire as many Loan Officers and Loan Officer Assistants as you can, but if they have no support staff, everything will crumble. The other side of the equation is letting go of origination. It is simply too much work for a single person to do both. It wasn’t easy for Shah, but by promoting certain leaders and putting certain procedures in place he was then able to step away and see his brokerage from an entirely new perspective. He was instantly flooded with ideas, reaching for greater goals. Instead of focusing on every new loan as it comes in, he saw the bigger picture, and in turn, improved his processes and systems not just for his clients, but for his staff as well. Take a step back, set goals, and stick to them. It’s hard and time consuming, but fairly simple.
For Shah, in the end, above all else, it’s about the relationship. “Regardless of where rates are and how big the market is at the time...If you have good relationships, and a good reputation for doing the right thing...you’ll always do well in the mortgage business.”
Notes:
Core Value Breakdown (4:08)The First Steps To Growth (7:05)The Difference Between Scaling & Growth (13:40)Letting Go As An Originator (22:13)Tips for Mortgage Brokers (30:00)
Maryland Mortgage Broker and AIME President of Broker Advocacy Brendan McKay joins the podcast to discuss the future of the wholesale channel. From attending local broker events with his mom as a kid to now owning a successful brokerage, Brendan has gained the experience and knowledge necessary to turn the Wholesale Channel into a true community, and he needs your help.
Brendan used to have to turn referrals away. He barely knew the brokers in his town, let alone Broker’s across the country. “The Broker down the street was my competition, but now we know that is far from the truth,” Brendan shares. “Before AIME, if I had a problem with a lender or they did something I didn’t like, they didn't care, We were a speck, and that was it.” Isolated, stranded on an island, in a vacuum; it’s been described many different ways over the course of many episodes of this podcast. It’s the way things were, but not anymore. “We get so much more from each other by talking and sharing,” Brendan says. With 80% of market share still out there for the taking, “the idea of fighting over that 20% is ludicrous.”
Brendan always knew he wanted to be a part of a community, but he didn’t know how and where to start. He originally tried what he calls the shotgun approach. He tried to spread out and be a part of every chamber of commerce and attend every realtor, lender and financial literacy event he could find. But he quickly found that he had spread himself too thin. Once AIME and Brokers Are Better rolled around, he dove right in.
The more involved you are the better it is. Brendan advises to “go into it with the right reasons, have no expectations, but know it’s going to work out in the end.” Brendan can’t track every conversation he’s had with a fellow Mortgage Broker but he knows that he’s doing more and better business as a result. Involvement doesn’t look the same for every Broker, but Brendan shares many different examples. “Just jump in, post, respond to stuff on the Facebook page, show up to events.” If you do something you’re proud of, share it, no matter how small. Even if it’s just how you calmly and successfully respond to a stressed client, every little bit helps. There are so many ways to succeed in this business. Whether you’re consumer direct or rely on realtors, financial planners, or referrals, share what you do well. “If you only helped one person, it’s incredibly powerful, and that’s what it’s all about.”
And if social media isn’t your thing, there are so many more ways to get involved. Whether it’s participating in the AIME Membership Program (AMP), Ignite Training Program, or any of the new AIME committees (channel development, consumer outreach, government affairs, partnerships, Women’s Mortgage Network, and community committees), you can still leave an impact on this community.
Brendan parts the podcast with some words of wisdom. Have empathy, for your clients, the realtor, and other brokers. Stop trying to win conversations. Find the common ground before you make your point. We all started somewhere, we all have something to learn, and we’re all trying to build a better community.
Notes:
History Of The Wholesale Channel (1:43)Engaging With The Community (6:50)How To Best Engage (14:20)Work/Life Balance (20:21)AIME Committees (25:15)Advice For The Entire Wholesale Channel (35:13)
This episode is sponsored by Class Valuation & Guaranty Home Mortgage.
VettedVA Mortgage Broker Michael Alberico is a Broker’s Broker. He keeps it simple, leans into what works, and makes sure not to waste his time and resources. He does some marketing, stays up to date on guidelines, and becomes an advisor to his clients, making sure to never over complicate the process for himself or his borrowers.
A good name out the gate, like Raleigh Mortgage Group, definitely helps when it comes to google and SEO, but marketing only brings people in the door. It’s how Mike develops leads into relationships that has helped make Raleigh Mortgage Group a referral based business. “Shoot everybody straight, (be) honest, and set proper expectations...it’s simple.” Don’t be salesy, don’t tell them you’re an expert, show them. Mike shares some examples of clients coming in with retail preapprovals. Instead of trying to steal the deal by simply offering better rates, Mike becomes a true advisor. He breaks down the process and explains to new clients that while they might be able to afford their max payments a month, they may not want to, and there might even be programs better suited for their situations.
Mike parts the podcast with some words of advice. “It doesn’t matter where you come from, be the best at what you can do. Do the most you can with every opportunity (and) just put in the effort.”
TIME STAMPS:
Intro To The Wholesale Channel (1:48)Referrals vs Leads (5:13)Marketing (21:06)Guidelines (34:12)Final Piece of Advice (41:59)
This episode is sponsored by Homepoint Financial.
Sitting at her desk in Southern California, next to her signed picture of Pete Rose, in her office at the edge of a referral-goldmine country club, Broker Owner Lauren Boland joins us for another incredible episode of Broker To Broker. In detailing her years of mortgage experience, Lauren shares how to network, where to find referrals, and how to sell without applying pressure.
Lauren loves to sell, but asserts that it’s not about the deal. It’s all about the relationship. “There’s nothing greater than when you meet someone who doesn’t know you,” Lauren says. “You meet them, you educate them, you gain their trust, and you do what you say you’re going to do, and you close the deal. There’s no greater feeling.”
Lauren’s biggest networking tip? Get to know your audience. Local business people attending a Chamber of Commerce event are different from retirees on golf outings. Tailor your approach to different groups’ wants and needs.
Lauren used to be the only woman on the sales floor. She had to work as hard as possible to achieve her well-earned honors in the male dominated mortgage industry. Active in the Women’s Mortgage Network (WMN) Facebook page, Lauren now provides other’s with the aid and assistance she never had. From handshakes to clear-to-close, Lauren shares weekly tips and tricks for all the new up and coming LO’s out there.
Just like Lauren, the Wholesale Channel has worked its way up the ladder. And with 80% of the market still up for grabs, there’s so much growth for us to share. Bring in new LO’s and train them from the ground up. Reach out a helping hand and take time out of your day to provide value for your community. It’s up to us to develop, bolster, and secure the future of this channel. Brokers are better, together.
Show Notes:
Intro To The Wholesale Channel (1:33)Selling The Right Way (18:20)Networking (32:43)Broker Advice (44:40)
Pennsylvania Mortgage Broker Jason Cecco works hard to keep things simple, but he makes sure to always keep an open mind. Having successfully transitioned from an originating LO to CEO, Jason strives for new goals of perfecting processes, procedures, and company culture.
Jason’s pipelines all move forward as a streamlined assembly line. Seller’s sell, Processor’s process, Appraisals appraise, and Closer’s close. With each team member an expert at their individual craft, they have more time to focus on what they do best.
But Jason’s simplicity doesn’t just stop at the loan process. Proud of his company culture, Jason shares that its success is chiefly dependent on consistency. It starts on day one and it begins at the top. Highlight and reward every positive action and clarify negative ones. Holding people accountable using an LO scorecard, Jason measures accuracy and completeness of all files. These points allow each team member to manage themselves and adjust accordingly.
Making the transition from originating LO to CEO was not the easiest for Jason. Constantly finding himself standing over his staff’s shoulders, it wasn’t until he created clear expectations and put together a support staff, that he was finally able to step back and better focus on being a true Broker/Owner. Jason got comfortable with being uncomfortable. Having now zeroed in on what’s worked for him in the past, Jason is always on the lookout for the future. There are a thousand ways to succeed in this constantly changing wholesale industry, and Jason is simply trying to do right by both his employees and their clients.
Show Notes:
Intro To The Wholesale Channel (1:42)Processes & Procedures (5:30)Techstack (15:20)Onboarding/Training (20:17)Company Culture (26:16)Broker Advice (33:39)
California Mortgage Broker Mary Mattingly battled through the trenches to get to where she is today. As a single mother, she took any industry position she could get. Having difficulty finding the perfect brokerage that shared her core value of selflessness, Mary decided to open up her own shop. She is now a 100% referral-based business, a valued member of her community, and an exemplary AIME member.
Never paying for marketing or leads, Mary has focused her entire business on building genuine relationships with her community. She learns about her client’s kids, hobbies, and their short and long-term goals. During COVID these connections have been as simple as a text message, but her relationships extend far beyond digital communication. Mary volunteers at local police and fire events, as well as at a local organization for single homeless moms. Struggling financially at one point herself “it just doesn’t seem right to NOT give back,” she shares.
She attributes her success to not selling herself short. She simply invests in her community, “shows them where (her) heart is” and eventually her community invests in her. Once clients come in the door, her goal is to show a potential borrower that this isn’t just some run-of-the-mill bank encounter where you’re going to be tossed between ten people over months and months. This is a one-on-one experience with someone who genuinely cares.
Mary leaves the audience with some parting advice. She failed over and over again to reach her current level of independent success. She has learned to not worry about other people’s pipelines. Even if you have one loan, make that loan your life. Do the best you possibly can with what’s in front of you, and success is sure to follow.
Show Notes:
Intro To The Wholesale Channel (1:45)Building Her Book Of Business (8:37)Mary’s Processes & Procedures (19:15)Training Tips (28:34)Broker Advice (34:48)
Texas Marine and Broker/Owner Tyler Hodgson is a leader. He knows what he wants and he knows how to do it, but by no means does he consider himself a drill sergeant. “I’m a businessman in a t-shirt and jeans.” Before he became a Broker/Owner, his old brokerage practiced an old school approach. Wanting to go out on his own, Tyler slowly started to build up his business to twenty five sales and operations staff. But Tyler doesn’t just have staff, he has a team. A group of people with a common goal who always try to remain on the same page. In this episode of Broker To Broker, Tyler shares his insight into building and sustaining a successful team mentality.
Tyler’s first piece of advice he advises all Brokers follow is to hire before you need to. You need to have the foresight to realize your true potential. You can be the best LO in the world, taking in referrals left and right, but if your hiring numbers don't match the number of incoming clients, you will become overwhelmed and your client experience will suffer. If you don’t hire to grow, you will drown. And this isn’t just about adding additional Loan Officer’s either. You have to give them a support staff of administrators they can rely on everyday. In fact, Tyler suggests you prioritize support staff above sales. Tyler considers this the first big step that elevated him from Mortgage Broker to Broker/Owner. If your staff thinks they can just rely on you for everything, you won’t have time to focus on the countless other aspects required of a growing business.
Tyler considers team fit the hallmark of his hiring process, and in-turn his company culture. He makes sure everyone is real and authentic. They can’t be afraid to communicate with each other, but they also need to be able to loosen up and have fun. Tyler likes to host what he calls “working interviews” where he brings in potential hires and pays them for a full day of work. He has them complete simple tasks, focusing on their communication skills and general team interaction. He doesn’t believe that a résumé, or even a one-on-one interview is enough to get to know somebody, and hiring in 30 or 60-day trial periods can end up being a huge waste of time and money.
Tyler also makes sure to recognize hard work. A typical calendar year is full of retreats, award opportunities, movie nights, free lunches, gift cards, and thank you’s. “When you recognize that someone’s doing something difficult, they feel a lot better about it,” Tyler explains. It makes what could be a frustrating and stressful work environment into a place where people actually want to wake up and walk into. A place where a group of friends can get paid to help out the American homeowner.
Tyler Hodgson is a true leader. He puts his team first, addresses issues quickly, and is always on the lookout to expand his team. Tyler’s biggest leadership advice? Listen.
Show Notes:
Intro To The Wholesale Channel (1:35)Recruiting/Hiring/Team Building (3:00)Culture (9:28)Broker Advice (31:32)
In this can’t miss episode, Arizona Mortgage Broker Tom Mancuso shares probably the most inspiring story this podcast has ever heard.
Tom Mancuso thought his life was over. As the result of a serious motorcycle accident, Tom shattered his hand, broke his right foot, fractured three vertebrae, had to have his left leg amputated, and even lost his memory. Even after relearning how to walk and eventually remembering his name, Tom was understandably depressed. He was told he would never be able to walk up stairs again, but Tom wasn’t going to live his life by limitations other people set for him. He learned to see the bright side, focusing on the miracle of his survival, and decided to take charge of his own life. But as Tom repeatedly shares with us, he didn’t do it alone.
Citing a community of fellow amputees, physical therapists, and even some direct inspiration from one of the most famous people in the world, Tom was able to overcome his ultimate obstacle. Also inspired by Author and Inspirational Speaker Simon Sinek, Tom decided to “find his why.” This “why” was helping others, just as others had helped him. This started out by mentoring fellow amputees, but now, this mindset and approach has followed Tom all the way to the Wholesale Channel.
Tom’s biggest piece of advice? Be authentic. Be a real person. You’re better than any machine or computer, or corporate conglomerate. Tom is upfront with his clients, he doesn’t have 30 years of experience in this business, but he does have a community behind him that does. They’ve seen it all and are more than willing to help in any way they can. Tom reminds the listeners that the entire AIME & Brokers Are Better community are only a message away, you just have to be willing to reach out. Feeling down and out at his previous brokerage, after his Broker Owner told him he was better off as an LOA, Tom opened up Facebook and saw that multiple exemplary AIME members had accepted his friend requests. Now, these members are not just his mentors, but his friends. The likes of Todd Bitter, Jamie Cavanaugh, and Lisa Lund, titans of the industry, were more than willing to offer their expertise to Tom, for no other reason than that he was genuinely passionate about helping the American consumer.
Tom Mancuso leaned on others and they helped him soar to new heights. And now he does the same for fellow Brokers. Active in the BAB community, Tom is always willing to share his experience and teach any Brokers out there the tips and tricks he’s used to grow and lead his own team.
Life can throw a lot of things your way, Tom shares. “It might get harder, it might be different, but you can absolutely do it.”
Show Notes:
Overcoming Adversity (1:50)Adapting & Learning (27:35)Broker Advice (43:30)
This episode is sponsored by Longbridge Financial.
Montana Mortgage Broker David Boye does things right. He is an active member of his community, he treats his team like family, and he holds the consumer above all else. Listen in to this week’s episode of AIME’s Broker To Broker Podcast as David shares his unique way to stand out in the community, how to surround yourself with co-workers who care about each other, and how to build a client referral network so big, you won’t need to market to anyone else.
While talking to another local entrepreneur, David was shocked to learn that they weren’t going to pay for an ad in a local paper. “But the whole town sponsor’s it,” David said. The entrepreneur responded with “exactly.” Sharing a great tip, the entrepreneur said that he only sponsors events where he is the sole sponsor. Using this advice, David donated a relatively small amount of money to a local group, but because they didn’t have any other sponsorships even remotely close to that amount, they named an entire event after David’s Black Diamond Mortgage. A client came in the door not long after, sharing that he was so grateful that someone would support a good cause, and he wanted to be associated with that business.
And this is Black Diamond Mortgage’s specialty. David doesn’t court realtors. His marketing is almost entirely direct-to-consumer. Each client is another referral who can bring on another referral. Local sponsorships go a long way here, but so does staying active on social media, especially during COVID quarantine. He makes sure to sprinkle, but not flood, his Facebook page with mortgage related posts, and finds that his personal page has gotten him a lot more business than his business page. His team members do the same.
His team brings on lots of clients because of their willingness to be open and honest on social media. That approach follows them into the office as well, and David claims that this is what makes them such a great team. They are open, honest, and personally invested in each other’s lives. When they get up, they want to go to work. They genuinely want to spend their days with each other.
David Boye is a quintessential broker. He isn’t some cookie cutter banker in a suit working nine to five. David is a valued member of his community, surrounded by a family of mortgage professionals, all of whom work tirelessly year after year to do right by the american homeowner.
Show Notes:
Intro To The Wholesale Channel (1:38)Hiring & Growth Management (6:43)Team Culture & Relationship Marketing (18:12)Social Media Marketing (26:45)Mortgage Broker Advice (36:27)
Growing up, New York Mortgage Broker Sean Caufield had only negative connotations associated with the mortgage industry. As a kid, his parents' house went into short sale and his grandmother took out a reverse mortgage without telling anyone, resulting in a hefty balloon payment. Sean’s first introduction to working through the loan process wasn’t much different. He was thrown into the industry as a telemarketer, and with no guidance, was tossed a book of random leads. Not enough knowledge led to no confidence, and no deals. Discouraged, he left the industry to help down syndrome adults in assisted living. And this is where Sean learned what he does best. He helps people.
Returning to the industry, Sean became a shining example of what AIME is all about. He built his resume through five and half years as a Loan Officer Assistant and built the confidence to consider himself one of the best LOA’s in the country. His biggest piece of advice is not getting hung up on the word assistant. “Assistant” can have some negative connotations of its own, but you get as much knowledge and experience from the position as you put in. Show up early, stay late, and always be ready to learn. Sean treated his LO’s business as his own, learning every in and out from application to close. He learned how to communicate, to set proper expectations, and to underpromise and overdeliver. He learned that organization is everything, and to always PICK UP YOUR PHONE. He now pairs up with green LOA’s and helps train them using the same tactics that got him to where he is today. Over-the-shoulder mentorship has adapted to screen-sharing during COVID, but the fundamentals are still the same; watch and learn. But it’s also the Broker’s job to invest in their team. LOA’s are an extension of the brokerage. Invest in the person, provide proper training, and pay everyone accordingly. A few well-trained and respected LOA’s can completely transform a Broker’s client and referral list.
A lifelong athlete, Sean understands the significance of a proper team. This doesn’t mean always hiring the BEST. A single selfish player can undermine an entire team, but a group of people who trust and respect each other knows no bounds. When a group becomes a team, everyone knows their role. They can lean into their strengths, find their weaknesses, and lean on each other to help fill in the cracks.
Growth is not a single player game. Respect and support each other for the benefit of the entire wholesale channel. A rising tide lifts all boats.
Show Notes:
Intro To The Wholesale Channel (1:38)The Ultimate LOA (6:36)Building A Successful Team (19:38)Tips For All Mortgage Brokers (27:56)
Now fully coming into her own as a broker, California Mortgage Broker Teena Broumand is taking the next step, with the help of AIME, Brokers Are Better, & Women’s Mortgage Network communities. Teena shares that before she found AIME, she felt she repeated her first year as a broker for five years in a row. She needed help, but couldn’t know what she didn’t know and she didn’t know who to reach out to for help. But a few years later now, and with many networking events under her belt, Teena is now reaching out to mentor others.
Teena credits the very first AIME event in Irvine California in 2017 as her “A-ha!” moment. Close to leaving the mortgage industry entirely, Teena instead found a community teeming with support and passion. Even though she was somewhat reluctant to reach out to complete strangers at first, Teena is now an event networking expert. She shares many networking tips in this episode of Broker To Broker but her go to rules for getting the most out of any event is creating challenges for yourself. Show up with the intent to learn 3-5 new things, make 10 meaningful conversations, and walk in with 100% openness.
The power behind a strong community, Teena mentions, is its diverse members. Especially in the wholesale channel, there are a thousand right ways to do business, but to customize your processes, procedures, and general loan experience, you have to learn about your options first hand. Once scraping by on the minimum, Teena’s production has quadrupled, but instead of being complacent, Teena is already working on the next steps to build her business even higher.
Coming from a town of mostly retail, Teena now knows she isn’t alone in the mortgage industry. With multiple strong communities behind her, Teena is ready to walk into the unknown and come out on top.
Show Notes:
Intro To The Wholesale Channel (1:38)Networking (14:26)Marketing (23:59)Audience Q&A (28:28)Advice For Struggling Brokers (39:34)
A true mortgage advisor with over 20 years of experience, Florida Mortgage Broker Melinda Payan never says no to a potential client. In the most extreme scenarios, Melinda helps potential borrowers create gameplans that will eventually lead to a new home, but in most cases, borrowers were just given the wrong advice and fell victim to those that didn’t know enough about the process. By taking her time and using an extensive knowledge of mortgage guidelines, Melinda has been able to save many deals that were denied by other lenders. And when you’re able to save people in situations where their backs were against the wall, that’s when, as Melinda puts it, you turn referral partners into cheerleaders.
Melinda works with many borrowers who were previously denied a mortgage or are under the belief that they just don’t qualify for a loan. 80-90% of those borrowers end up in A+ loans. At the end of the day, it just comes down to knowing your guidelines. It takes time, but do the research and take advantage of the many resources at your disposal. Many people don’t know you can call the FHA, HUD, or VA directly with specific loan scenario questions. There are also many training opportunities as well.
Melinda sends all of her green Loan Officers through many different training courses, both internally and externally. Utilizing lender training like UWM’s Success Track or the various mortgage insurance companies training (Melinda specifically uses MGIC’s) helps her LO’s become more independent over time. Onboarding staff also buddy up with more experienced LO’s and get a script with questions to ask. With six operations personnel, including three Processors, an Opener, a Production Manager, and A Sales Manager for 20 LO’s, Melinda’s brokerage is overstaffed by design. She knows that when rates go back up, that’s when the Wholesale Channel truly shines, and she wants to be ready when that happens.
Melinda ends the podcast by sharing that now is the best time to be a broker. With AIME, the Women’s Mortgage Network, and the various products and training at a Broker’s disposal, Broker’s aren’t just better, they’re best. So take advantage of all the Wholesale Channel has to offer and always do right by the consumer.
Show Notes:
Niche (Denied for mortgage) 4:00Guidelines (13:58)Admin Staff & LO Support (20:27)Facebook Questions (27:06)Advice For All Brokers (35:30)
EXPLETIVE WARNING (NSFW)
Michigan Broker Owner Amer Bally’s most important principle to success is Authenticity. Customers know when they’re being sold to, and they don’t like it. Be up front, be straightforward, and be yourself.
The client is the be-all end-all for Amer, to the point that he diverts his time and money away from social media and realtor referrals, and has put it all towards the client relationship. Relationship being the key word. It’s not just about their experience from application to close. It’s about the long-term benefits, for both Amer and the borrower. As a part of his 5 yearly touchpoints with each consumer, Amer sends out letters thanking them all for trusting him and his team with such an important part of their lives. “Treat every client like they are your first” Amer shares. It’s easy to get comfortable in this business and to forget the importance of each and every person you interact with.
Amer attributes his success to having a winner’s mindset. With some small mentoring from UWM President & CEO Mat Ishbia early in his career, Amer built the drive and confidence to outwork everyone. But he also makes it clear to not get caught up comparing yourself to others. You don’t need to close the most loans to be a winner. As long as you are happy and doing right by the consumer, everybody wins.
Show Notes:
Intro To Wholesale Channel (1:24)Volume vs Margin (5:38)A Winner’s Mindset (21:20)Staying Top Of Mind With Clients (36:24)
Ivy League Graduate Adriana Bates knows exactly what she wants. She’s worked her entire career to chisel down and fine tune every process and system to perfection. From prospecting clients to working through her loan pipeline to post-close, Adriana leaves no stone unturned. Tune into this week of Broker To Broker as Adriana shares her secrets to success.
Trying to simplify a complicated process, Adriana realized that we think better when we break down everything into tangible pieces. But that’s not possible without KPI’s. With measurable KPIs you can lean into the actions that are working well, and you can put money and support behind those that aren’t. Adriana also hosts weekly 15 minute one on one meetings with her staff, so they can review their KPI’s and make real time adjustments, instead of waiting for quarterly or yearly reviews.
For example, Adriana found that of the clients they lost, most left after applying, but before they found a house, or while they were still crunching refi numbers. As a result, Adriana ramped up and revitalized LO-to-client communication during this time frame. She increased touchpoints and tried different types of communication, including text and social media. Keeping them engaged during this entire process led to stronger client retention.
This doesn’t happen overnight, and no two brokers are the same. Take your time and learn what works best for you, but be purposeful in your actions. Listen to this week’s episode of Broker To Broker to find out how you can customize your processes and systems for optimal success.
Show Notes:
Systems & Process Overview (2:23)Loan Pipeline (18:00)Post-Close (34:06)
Grant Botma runs a brokerage, insurance agency, and investment firm. He owns a software company, hosts two podcasts, releases two videos and a blog every week, and takes 2 full months off a year. The one single entity that allows for Grant’s success? His team. But it’s not just a team to Grant. His “team” is his family. They care about one another, they have trust, and they hold each other accountable, all to benefit the overall goal of Stewardship Mortgage; to serve their community with wisdom and love.
But that starts at the team level first. When hiring, Grant looks for four main characteristics; innovation, transparency, humility, and love. Loans are a complicated process, and creativity is needed to personalize the loan process to each individual. Transparency creates social accountability. You work harder for your friend rather than just some random co-workers. Humility breeds confidence without arrogance, and love allows you to put other people’s needs ahead of your own.
Once he brings new staff on board, he doesn’t retain them with money. Grant believes that if money is all that motivates someone, there is nothing stopping them from leaving for a higher paycheck somewhere else. Instead, Grant offers his staff freedom, real time affirmations (positive and negative) and accolades. But at the end of the day, Grant has chiseled down the key to talent retention to a single question: Does your boss genuinely care about you? If they can’t answer this question with a resounding “Yes!” then Grant believes he isn’t doing his job.
Grant sets goals using unique language. He doesn’t measure the amount of paper pushed, but instead, the amount of lives changed, the amount of families educated and impacted. And he doesn’t measure this individually from each team member, but instead from the team as a whole. When all goals are team based, and the team trusts each other like a family, this creates a social accountability that makes each team member want to be better. As Grant puts it, “our mission isn’t about appointments, our mission is about making a positive impact on real people.“
This all trickles down to the client experience. For many families, a home loan will be their biggest financial risk of their lifetimes, and sets up their family with wealth that spans generations. Understanding the importance and impact a single translation can have, Grant’s objective with each new client is to build trust. From a financial perspective, this includes a unique fee structure. Stewardship Mortgage caps income, and only charges a flat fee or percentage (whichever is lower). Not only does this build trust with a potential client, it also ends up bringing on borrowers with more wealth and easier loan processes, which then opens up more time to help more potential clients.
In this week’s episode of Broker To Broker, Grant goes over his hiring process, his staff retention plans, and the key characteristics it takes to always do right by the consumer.
Show Notes:
Attracting Top Talent (5:16)Culture & Accountability (10:36)Goal Setting & Best Practices (20:16)Pros & Cons of Finding a Niche (30:54)Grant’s #1 Time-Saving Tip (35:11)
Having transitioned from retail to wholesale just three weeks before COVID hit, Mortgage Broker Wade Betz has continued to thrive under pressure. Wade credits his success to keeping it simple, utilizing technology, and staying top-of-mind with realtor and borrower referrals.
“Every month you’re not touching your database, you’re losing 10% of your influence with them”, Wade shares, “so if you go a whole year without contact it’s highly likely they’ll forget your name. If you’re not staying top-of-mind with your past clients, they’re someone else's prospects now. You worked hard to build a book of business, so protect what you’ve earned and take care of your clients. Be respectful, stay loyal, and build trust. It’s a simple system, but it works.”
The most valuable asset at your disposal is technology. Brokers used to have no options when it came to FinTech but now they are on par with the big banks. And better yet, you can customize your tech stack to your niche. Wade uses a trifecta of Brokers Are Better Network partners; Homebot to stay top-of-mind with realtors and borrowers, MBS highway for education and video marketing assistance, and Art Of Homeownership as his CRM. Don’t be afraid to encounter some trial and error, and know that it will only work out better in the long run. If you need help perfecting your tech stack, Wade advises to experiment with the programs that prioritize saving your well earned time and money. Listen to what other top producers recommend, and don’t be afraid to ask questions.
Life finds ways of throwing wrenches into plans, so be prepared. Flexibility and freedom is a big part of what makes brokers better, but none of it would be possible without a structured system in place. As Wade puts it: system stands for “Saving You Stress, Time, Energy and Money.” Tune into this week’s episode of Broker To Broker to learn more about how to perfect your loan process.
Show Notes:
Realtor & Borrower Referrals (3:13)Tech Stack (12:00)Retail-To-Wholesale Transition (22:16)
Coming from an entrepreneurial family, Idaho Mortgage Broker Melissa Puckett has always known one thing above all else: Authenticity wins every time. And this idea has only proven itself more over her last 17 years in the industry. Having built a business on exclusively organic word of mouth and realtor referrals, and having never bought a single lead, Melissa has found success, and she’s done it her way.
But she makes it clear, it wasn’t easy. Early on in her career, she played by the rules, but quickly learned it just wasn’t for her. It wasn’t where her passions lied. By throwing out the traditional tactics; cold calling, country club meetings, wine and dining, and just straight-up selling, Melissa was able to lean into her passion: education.
With a newfound focus, Melissa began to form real relationships with her clients, realtors, and with fellow brokers. By initiating relationships with the goal of learning and helping, and not expecting anything in return, Melissa’s brokerage tripled in business. She was surrounding herself with people who would lift her up, and push her to new heights. By focusing on a single niche idea, education, Melissa was able to completely transform her life.
This business is difficult, stressful, and unpredictable. If you’re not able to find your passion, you can burn out so easily, so find the passion that fuels you. At the end of the day, you are your own person so don’t can’t compare yourself to others. Look inwards, and try to find what works best for you.
Show Notes:
Intro To The Wholesale Channel (1:43)Referral Relationships (4:04)Educating Yourself & The Consumer (23:29)Mortgage Brokers Advice (31:19)
Climbing the ladder since 2005, Nevada Broker/Owner Elena Boland has found a recipe for consistent success. Noting that growth will be doubly important once the current refi-boom ends, Elena has made it a priority ever since attending an AIME training session in 2019. Elena also made it clear that she didn’t just start hiring right out the gate.
After using her brokerage’s numbers to highlight key weaknesses and strengths, Elena created and implemented new processes and procedures to improve her business. Once she could prove it’s success, it didn’t matter if new hires were wholesale veterans or green to the industry. Once growth became the goal, Elena made teamwork a top priority. As Elena puts it, “you can have 200 great employees but if they’re not working together as a team, nothing is going to work right.”
And once the loans started rolling in, Elena stressed the importance of putting the money back into her business. Whether it’s hiring more ops staff for LO support, or utilizing a Brokers Are Better Network Partener like Leadpops to build her a new website (that generates 5-7 leads for her a day), Elena says it’s a no-brainer. She breaks it down in detail during this week’s episode of Broker To Broker but as she sums it up simply: hiring empowers her brokerage, causing growth, which leads to more revenue, and then you put that revenue back into your business. It’s a no-brainer cycle that leads to steady success.
Show Notes:
Intro To The Wholesale Channel (1:43)Growth Process & Procedures (6:26)Social Media Marketing (21:28)New LO Advice (39:24)
As AIME President Marc Summers puts it, top Broker/Owner Pablo Martinez keeps it simple. He looks for good people and retains them by giving them the service and support they need. This leads to a better client experience, creates a referral source, and in turn, becomes the catalyst for growth.
Pablo’s success is undeniable. The Equity Smart Home Loans leader has over 20 years of experience and survived the crash of ‘08. His Brokerage just closed 2,528 units last year, bringing in a total of $1,028,000,000. Now, not every broker or brokerage needs or even wants 120+ Loan Officers, but Pablo knows that growth comes in many sizes, and at the end of the day, any kind of growth can lead to more wealth for more families and potential homeowners.
Pablo’s biggest hurdle in finding success? Letting go, delegating, and learning to trust his team. This is a slow and arduous process and requires a lot of patience, but in the end, everyone wins. Pablo suggests strengthening the base of your success and creating a plan before making any hiring decisions. But once it’s time to recruit, reach for the stars. While this is easier said than done, Pablo recommends creating the ultimate workplace. This includes a multilevel support system, a strong culture, and sky high goals.
Equity Smart Home Loans LO’s each have their own mini eco-systems. Pablo lets each broker do what they do best, but supports them by providing tools and accessories. He gives them multiple CRM options, utilizes free training programs, like UWM’s success track or MGIC’s webinars, and has a large admin support staff. Most of the 120+ Loan Officers at Equity Smart Home Loans work from home, but the 20+ in-house staff members Pablo hires work exclusively as broker admin support. This includes skilled processors, book-keepers, I.T. support, and even social media experts. All new onboardees are assigned a “Success Specialist.” A Success Specialist usually oversees the first three to five loans a new Equity Smart Home Loans Broker works on, and goes through a thorough checklist of skills the Broker has to execute successfully before the Specialist can move onto the next Broker.
Marc loves to say that there are a thousand ways to succeed in this business, and Pablo Martinez gives insight and helpful tips to Broker/Owners and LO’s at any and all stages of their success. But the one thing Pablo petitions against is chasing money. It’s the experience you provide for your clients and your staff that leads to riches, he shares, whether through financial success or personal happiness.
Show Notes:
Intro Into the Wholesale Channel (1:28)Customer Retention (13:54)Recruitment (26:46)Training (34:29)One piece of Advice (40:56)
Starting as a standard banker, Mike found an MLO he greatly respected, after half a year under her wing, she retired, and he took her spot. This involved teaching many other LO’s the basics and making sure they retained special product knowledge as well. He was then promoted again to do the same for the entire state of Virginia. During this time, Mike saw a fatal flaw in their systems, a complete rebuild was needed on their antiquated tech stack. Instead of bringing someone else in to do it, Mike rolled up his sleeves and got to work. This success brought him notoriety, and after being recruited to clean out multiple bank’s process and upgrade their tech, Mike heard about the wholesale channel. He saw that the wholesale channel wasn’t just a bunch of warring branches, but rather a community of people with the collective goal of doing what’s right for the consumer.
Mike joined a brokerage at first, just to get his bearings in the new channel, but with help from his Husband and his background in compliance, they finally opened their new brokerage, The Socha Lending Group, last year. The key to their success? Thoughtful social media marketing. Mike has learned how to master the inner workings of Facebook groups. mortgage related or not, Mike has found a nice and natural way to become a part of multiple communities and naturally obtain referrals as a result.
Mike says don’t do anything you’re not comfortable doing. For example, Mike is a part of the LGBTQ+ community, and gets lots of referrals through live Facebook newtowrking parties in groups like NAGLREP (The National Association of Gay & Lesbian Real Estate Professionals). Mike mentors his own LOs to lean into their own niche communities. They don’t need to start running virtual parties out the gate, nor should they, he adds. Slowly comment and connect, try to add value and make yourself heard in any of the hundred and hundreds local Facebook communities for your area. Mike also mentions the importance of following up with a personal message for people you don’t know in real life. As long as they see that you’re real, they’ll want to get to know you. Business opportunities will present itself over time. As far as his personal page goes, he tries to keep it simple: “life, mortgages, puppies.”
He leaves the listeners, and especially new LO’s thinking about starting their own brokerage, with a few words of wisdom. Do it when you’re ready. Do your homework first, find out how comp works, how you pay processors, what kind of tech stack do you need, what does, or doesn’t work together, and then just how much is all of this going to cost. It is more than doable, he wants potential listeners to know, but don’t just dive into the deep end with your arms tied behind your back. Having a partner by your side can also be a very powerful tool for beginners. Slow and steady wins the race here. Understand how it works, and then add and grow from there.
Show Notes:
Intro To The Industry (2:19)FREE Social Media Marketing (11:00)Mike’s Business Model (26:18)Words Of Wisdom (39:44)
Since middle school, D.C. Terry wanted to be a Marine, so he became a Marine. Then, knowing he wanted to work for himself, and with the goal of buying his mother a home, he started to dabble in the housing industry. Now, with 20 years of experience and his own successful brokerage, D.C. has a new goal, to leave an everlasting legacy and to make an impact in his community. Listen to this week’s episode of Broker To Broker to find out how he has surpassed all of his previous goals, what new goals he has decided to set, and how he has faced and overcome adversity along the way. His main advice? Decide what you want in life, and use the mortgage industry to build that life.
D.C.’s bread and butter are challenging loans. Loans for potential homeowners that need a little more TLC. He started down this path early on in his career when he decided to embrace the “turn-down bin” as an up-and-coming LO. He leveraged these ignored customers to become a top broker. But as D.C. put’s it, “I’m looking at more than just a file, I see a story.” By taking some extra time to read through more lender guidelines, and building relationships with different AE’s, D.C. was, in many cases, able to find simple fixes and find people homes. It’s not always easy but D.C. advises brokers to be upfront, let consumers know that it isn’t going to be a quick and painless process, but that everything will end up okay on the other side. He also mentions that this business model isn’t the best for someone trying to build something fast, but for someone who is trying to build something strong.
That’s where education comes in. D.C. has tried to make some helpful videos, and does his best to stay active and be sincere on social media, but what has worked best for him, is to have direct one-on-ones with clients and to bring them through the entire process A through Z.
D.C. Terry shares with us so many incredibly insightful stories during this episode of Broker To Broker, but he admits that his way isn’t the only way, and those that want to copy and paste his model really have to have heart. They really have to want to help people, to never give up, never retreat or surrender, and to always put the borrower first.
Show Notes:
Intro Into The Industry (2:08)Challenging Loans (11:07)How To Educate Your Consumers (20:09)Marketing & The Community (26:28)Advice For All Mortgage Brokers (33:43)
For Amanda Stevenson, helping people find homes is a family affair. Growing up with a real estate agent/mortgage broker father, Amanda knew what an LTV was by age 10 and had her own real estate license by 20. Now, her daughter is her assistant. Amanda attributes her success to two major actions; leaning into her specialty, VA home loans, and her ability to trust her team. Both took time to nurture and grow, but once she decided to become intentional in her actions, everything started to fall into place.
While referrals weren’t extremely hard to find with a nurse, doctor, teacher, policeman, detective, and firefighter in the family, it wasn’t the number of loans that Amanda attributes to her success. It’s her hard work and dedication, her constant training and trying to stay on top of constantly changing guidelines, especially for VA loans. Sometimes, simply doing your job well can be better than any marketing campaign. While working with such tight knit communities, it only takes trust and the power of word of mouth for referrals to follow. Amanda uses these referrals to do right by those that put their life at risk for all of us.
Amanda also talks about the power of reading. Guideline books are big, they’re wordy and not necessarily a thrilling New York Times best-seller, however, they can make you a better broker. You don’t have to memorize every single page but a healthy and consistent skim will make you more knowledgeable about the latest regulations. Also, with knowledge comes confidence, and the ability to better control your pipeline. The better you know your guidelines, the less surprised you will be when you get everything back from your underwriter. And in certain situations, as Amanda shares, you might even be able to successfully challenge certain conditions, not just saving yourself time, but saving the borrower money as well.
One of the biggest roadblocks in Amanda's wholesale career was her ability to grow. With her pipeline full, she knew that growing her team was the only way to move forward, but she just didn’t trust other people with her loans. She was scared of allowing anyone else to communicate with her clients. Her biggest advice to stepping over this obstacle? “...Get over yourself.” You’re not the be all and end all in mortgage, and you’re only one person, so you can only do so much. But by bringing in other people, you’ll be able to expand your reach and help more families find their forever homes. A bigger team will also improve your work/life balance, which helps everyone.
Overnight successes worked their entire lives to reach their dreams. It’s not about doing everything all at once. Take small, but intentional and consistent steps, and success will follow.
Show Notes:
Broker Beginnings (1:38)Being The True Local Expert (3:39)Advice For First Time Brokers (9:32)Building The Ideal Team (18:45)Stepping Stone To Success (27:40)
We’re flipping the switch for this very special milestone episode of Broker To Broker as AIME President Marc Summers interviews former host and Philadelphia Mortgage Broker, JP Hussey. Championing complete and utter transparency above all else, JP has learned that the only way to successfully have a work/life balance is to shoot straight and be yourself. If you feel good, you work good.
Creating the right company culture is one of the many pillars to building a successful brokerage. A family business, The Hussey Team Mortgage Advisors started out as JP and his brother Nick. While their numerous fun and games can be witnessed through their many videos on Facebook and in the Brokers Are Better Facebook group, JP reveals that this fun acts as a stress reliever. As JP puts it, mortgages are hard, so you have to be able to let loose so you can relax and reset between transactions. JP also puts emphasis on transparency here, noting that co-workers have to be able to speak freely about their feelings and frustrations. Without this, productivity slows, and clients suffer as a result.
JP has been able to create what few other brokers have successfully done; created a unique and successful brand. “Hop on the HussBus to homeownership” is the Hussey Team’s motto. It acts as a call to all potential borrowers to not just become clients, but to actually become a part of the team. All Hussey Team homeowners get a customized shirt jersey with the year they closed on the back. JP even mentions that he gets calls all the time from people seeing his shirt out in the wild.
Another important pillar of running a successful brokerage is community outreach. Besides being THE local expert in your area, you also have to go out and actively support your community. JP provides food for those in need, and sponsors and coaches a local little league team. And while the goal isn’t to grow your business or measure an ROI, it is still selfish. It feels good to help other people, and when you feel better you do your job better.
In this episode of Broker To Broker, AIME President and Active Mortgage Broker Marc Summers takes the reins and grills former host, and Broker/Owner JP Hussey about his fun but hard-working culture, his unique and successful brand, and his multiple channels of community outreach.
Show Notes:
Retail and Wholesale Beginnings (2:15)Cultivating Culture (11:52)Building A Successful Brand (21:38)Community Outreach (26:14)Processes and Procedures (31:13)Tips For New Brokers (39:34)
Wholesale channel Veteran and Broker / Owner Corrina Carter has doubled her business by analyzing, dissecting, and rearranging her processes and procedures. It’s taken her 23 years in the industry, and the last 9-months of hands-on work, but she is almost done perfecting her processes and procedures. That’s one of the most important things to Corrina, you always have to adapt to the current times and put checks and balances in place in order to not just make sure you’re running as smoothly as possible, but that you are ready for whatever the future has in store.
Her most important tool: Product Diversity. Not every one of her Loan Officers or Processors knows how to perfectly handle every product they sell, but every product they sell has at least one expert. Corrina and her team were trained in FHA and VA loans long before they were the norm and at one point, they were the only people in their community that could provide them. This led to years of referrals.
She also requires a unique buddy-system for new hires. All LOA’s are linked to specific LO’s. This way, the LO gets some extra help and the LOA can better understand their specific brokerage’s learning curve.
Corrina’s success comes from one place. She knows what she wants, and she’s actively trying to get it. With the understanding that nothing happens overnight, Corrina has looked over every inch of her processes and procedures, finding what works and what doesn’t, and is finally, after 9-months of hard work, coming to the end of a successful rebuild.
Join Corrina and JP as they discuss how she got to her current level of success, how she realized what needed to be changed and what was working, and how a rigid system allows for you to be flexible on the fly.
Show Notes:
The Importance of Mortgage Product Diversification (5:15)Corrina’s Process & Procedure Breakdown (12:58)Future of the Industry (41:15)
Having been in and out of the industry since the early 90’s, California Mortgage Broker Andrew Kunisawa has only recently transitioned back to the wholesale channel. Instead of just shyly standing in the corner and surviving off the minimal amount of loans he needed, Andrew has taken full advantage of all the tools and resources that weren’t available to him back when he first got into the business. While he does share his thanks for us here at AIME, Andrew’s main source of growth is directly linked to the Brokers Are Better Facebook group.
Back in what Host JP Hussey refers to as the “Wild West” of lending, mortgage brokers and loan officers had nowhere to go if they had a loan or compliance issue and barely knew what was happening in the world of mortgages outside of their small communities. Now with the help of Brokers Are Better, Andrew has been able to successfully take advantage of what he believes is the most important part of the modern loan process: networking.
Upon discovering AIME and the Brokers Are Better movement, not just did Andrew find an entire community he could lean on for virtually anything, mortgages or otherwise, Andrew began to understand his full potential. Fully content with his 3-4 loans a month goal, Andrew began connecting with top producering brokers who were processing 35-40 loans a month all by themselves. Just being shown that it was even possible was enough for Andrew to believe in himself and push himself further than he ever had before. Now closing in on over 10 loans just this month, Andrew didn’t even necessarily work harder, he worked smarter. He used all of the tools that he wasn’t aware existed before discovering AIME and Brokers Are Better.
After attending an AIME Fuse event with entrepreneur and social media mogul Gary Vaynerchuk (GaryVee), Andrew took all his newly learned social media tips to heart, sharing and posting all the time and not worrying about likes or comments. While bolstering your online reputation and putting yourself out there is important, it really all comes down to results and referrals. A completely random friend, someone who never commented or liked any of Andrew’s posts, simply reached out one day and said he needed a loan. There’s a million ways to succeed in this industry, you just have to commit to yourself and your beliefs, and success is sure to follow. And if you ever have any doubts, or questions, or concerns, know that there is a family of thousands just waiting to lend out a helping hand.
Andrew learned to lean into this community of like-minded individuals who all just want to do what is right for the consumer, from brand-new or recently-transitioned loan officers to Scotsman Guide top producers and leadership from the top lenders across the country. In this community, everyone is treated as equals and are willing to help out anyone and everyone with the end-goal of always doing what’s right.
Join Andrew Kunisawa and JP Hussey in this week’s episode of Broker To Broker to learn how you can also take advantage of this amazing community and help homeowners and borrowers nationwide.
Show Notes:
Broker Beginnings (1:22) The Importance of Networking (8:19)Taking Advantage of AIME & The Brokers Are Better Facebook Group (15:15)The Power Of Positivity (26:45)Social Media Marketing for Beginners (35:18)No, Seriously, Take Advantage of AIME & The Brokers Are Better Facebook Group (42:42)The Future Of The Wholesale Channel (46:55)
EXPLETIVE WARNING (NSFW)
Producing Broker/Owner Jackie Dunlap does not hold back. She worked hard to get here and she’s just getting started. Once a retail “scrubber,” as her position was called at the time, Jackie is now the shining example of how (and why) to transfer to the wholesale channel.
Backed into a wall by end of year call reports, Jackie felt overwhelmed and borderline hopeless. With seemingly nowhere else to go, Jackie simply asked for help. This is when everything changed. The Brokers Are Better community came out in full force, immediately giving Jackie a referral, and starting her on a path that would help her secure her financial future. By simply “being in the room” as Jackie puts it, she was able to listen and learn from the best.
She identified her pain points, revaluated her processes and procedures, and started thinking long-term. By giving up short term gains, Jackie was able to expand her reach and perfect her training process. With a plan in place, she now finds it easier to trust her staff and delegate accordingly. She also invested money in tech, which helped relieve some pressure off her processors and loan officers.
Jackie Dunlap has carved out her section of the housing industry. Starting from the bottom, she rose through the ranks, and continues to adapt her business to these very different and strange times. Putting her money where her mouth is and betting on herself, Jackie Dunlap has successfully played the long-game.
Show Notes:
Journey Into The Industry (5:36)When & How To Reach Out For Help (19:09)Using Quarantine To Your Advantage (30:17)Future Of The Industry (38:42)
Real Estate Agent turned Mortgage Broker Arlicia Jones holds the ability to build trust above all others. With a brokerage based almost entirely on referrals, Arlicia has built a business around making relationships that matter. She not only argues that cultivating successful relationships is the most important part of the job but it’s the sole factor that will keep the wholesale channel relevant through an automated and tech-heavy future.
Arlicia calls every prospective client herself, making sure to educate and set expectations. Her job is not just to sell a product to a customer, but to teach a new homeowner how to build generational wealth. Her goal is not to move from person to person racking up loans, but to make connections that she considers family.
Not that she ignores tech either. Having chiseled away at multiple different products, Arlicia has found her favorite Brokers Are Better Network vendors that fit her business model best. She uses Floify, Shape, LendingPad, and leadPops to not just stay top of mind with her borrowers, but to also streamline her entire loan process, allowing her time to focus on growing her brokerage.
Arlicia also likes her weekends, prioritizing spending time with her children and enjoying the peace that comes with a proper work/life balance. Still setting proper expectations, she sends out a weekly end-of-week email wishing all of her borrowers a good weekend. She will put fires out if need be, but over the years has learned that not all problems are fires and many can wait till the next day.
A teacher through and through, Arlicia works hard to simplify the complicated loan process for her clients. Join Arlicia and JP as they discuss their similar business practices, their techniques to secure a proper work-life balance, and the importance of becoming a true mortgage advisor.
Show Notes:
Journey Into the Industry (00:30)How to Become A True Advisor (6:28)How to Choose The Best Tech For Your Business (12:45)Growth & Setting Goals (16:57)Perfecting a Work/Life Balance (23:12)The Future of the Industry (32:18)
You have to plant the tree now, so next year you’ll have shade. Having built a 100% referral based business, nobody knows that better than Southern California Broker/Owner and COO of Amerifund Home Loans, Jamie Cavanaugh. Starting as a Loan Officer Assistant while still in high school, Jamie has amassed over 20 years of industry experience. After experiencing multiples sides of the business and surviving the ‘08 crash, she has learned that while there are endless ways to be successful in the wholesale channel, at the end of the day, you just have to do the right thing. Sometimes that’s referring a potential client to another brokerage, sometimes that’s advising and educating a borrower with no expectations in return.
Above all else are the relationships you build, not just with borrowers, but with potential referral partners, lenders, and even your own loan officers, processors, and assistants. Long-term success is dependent on the strength of your relationships. This refi-boom won’t last forever, and when purchase reigns, everyone will be crawling back to the real estate agents they’ve been ignoring. But not Jamie. Jamie utilizes her Salesforce CRM to keep up to date with all of her connections, checking-in weekly with free educational newsletters and templated texts.
At the office, Jamie has created a system that fosters and awards growth, paying for licenses and training for all her staff. She also keeps up to date with the best industry tech, not to replace the broker experience, but instead leveraging tech in order to offer the ideal personalized experience for her borrowers.
Once a warm lead comes her way from any of her countless quality relationships, Jamie can get started on what she labels her favorite part of the mortgage process; the nitty gritty. A balancing act of finding what’s best for each individual consumer, Jamie has created her ideal loan process that measures rates, programs, lenders, and overall service; whatever will best suit her client and lead the path of least resistance.
Rounding everything out with a mix of old school and new school marketing techniques, including both radio and social media advertising, Jamie has created a long-term successful business plan where the client comes to her, not the other way around. Listen in for some immediate takeaways as Jamie joins our host JP Hussey for a discussion about relationships, hiring practices, and even some tips on how not to get overwhelmed.
Show Notes:
Journey Into The Industry (2:06)Proven Marketing Techniques (8:35) Proper CRM Management (11:52)Jamie’s Loan Process (14:30)Tips for New Brokers (22:16)The Future Of The Wholesale Channel (36:18)
Tune into this special AIME Fuse virtual edition of Broker To Broker with not one, not two, but THREE guests as they preview their panels for AIME Fuse 2020 on Friday, September 25th.
Broker/Owner and blogger Scott Schang gives a sneak peek into how he has created his 100% referral based business. Scott says that getting good leads the right way is not the easiest route, but it’s what’s best for business. Using high-trust consumer-direct marketing, Scott has been able to establish real relationships that will long outlast this current refi-boom. Actively avoiding rate shoppers is key. He preaches becoming a true advisor is someone who will share their experience and knowledge with the consumer and solve problems at all costs.
VettedVa partner Nathan Knottingham gives us the inside scoop into one of the biggest and fastest growing mortgage groups on Facebook. Putting their foot down, Nathan and Mortgage Broker Chris Griffith have revolutionized the VA loan market, going above and beyond in the fight against veteran exploitation. Nathan has helped grow a Facebook group to a 17,000+ army of consumer-centric professionals who feel obligated to properly serve those that have served. Listen in as Nate goes into detail about the mistreatment of Veteran homebuyers and how you can officially become VettedVa.
Broker/Owner Jamie Cavanaugh talks about not just cultivating a supportive space for all women mortgage brokers, but for providing a place where new brokers can become the leaders of tomorrow. Sharing the tips and tricks they’ve learned along the way, Jamie and her fellow Women’s Mortgage Network members try to help fellow brokers from making the same mistakes they’ve made through years of trials and tribulations. Through this ever-changing industry, Jamie hopes to help brokers find and leverage their true authentic voice.
Broker to Broker host JP Hussey also chimes in with his preview of his AIME Fuse Top Originator Panel, giving us a sample of all the different ways brokers can grow their volume and serve consumers best, from wholesale giants, all the way down to a one-person shop.
Mortgages aside, passion unites them all; passion to do what’s right for each and every consumer. Join this special edition of the Broker to Broker Podcast as all of our guests preview their panels at AIME Fuse Virtual on Friday, September 25th.
Show Notes:
Establishing Lucrative Referral Sources That Last w/Scott Schang (0:43)Serving Those Who Served: Vetted VA w/Nathan Knottingham (10:08)Leveraging Your Authentic Voice to Challenge the Status Quo w/Jamie Cavanaugh (19:53)Lessons from Top Originators: Setting Yourself Up to Succeed w/J.P. Hussey (28:06)
Through dealing with the west coast forest fires and balancing multiple different hybrids of in-school and at-home learning, Oregon mortgage broker and mother of six, Claire Mahoney has learned a thing or two about controlling chaos. Having had an employee quit with no warning and two others get pregnant at the same time, Claire has managed to not just uphold her high expectations, but has set up her brokerage for long-term growth.
Now VP of Mortgage First Corp, Claire made sure to earn her position; demanding her boss (and father) that she start from the bottom and work her way to the top. Now in a position to make serious change, Claire has learned that the best way to balance the proven old school techniques that built their local reputation with the new modern technology that will bring them into the future is by trial testing everything herself and applying what works in small, incremental and easily digestible doses.
She started simply, by making a Facebook page and Yelp listing, and signing up for online e-signature software Docusign. Through this, Claire learned to slow down onboarding of new tech, constantly reassess and adjust expectations and to always keep an open line of true communication and dialogue with her loan officers and processors.
Claire’s real estate agent husband Matt also joins the podcast to share his thoughts on the wholesale channel, how to best stay top of mind with real estate referrals and why he believes brokers truly are better.
Show Notes:
Journey Into The Industry (2:25)Balancing New-School Tech vs. Old-School Techniques (7:00)A Real Estate Agents Take On The Wholesale Channel (12:33)First Steps for New Brokers and LO’s (21:18)The Onboarding Process and Constantly Evolving (24:30)Company Culture and Doing What’s Right (29:00)More Tips For New Brokers and LO’s (34:28)Future Of The Market and Mortgage Industry (39:03)
With 15 years in the wholesale channel, Louisiana Broker/Owner Chasity Graff has networked with the entire industry by now. She has learned how to maneuver and manipulate social media and knows how to squeeze the most wealth and knowledge out of any facebook group. Identifying the COVID-19 pandemic as a unique opportunity, Chasity has leaned into all the things she never had time to do before, notably perfecting her processes and procedures.
Listen along during this week’s episode of Broker To Broker to learn how to delegate your responsibilities to avoid long-term burnout.
Show Notes:
Journey Into the Industry (4:09)Balancing Being a Broker & a Business Owner (10:27)Adapting & Advancing During COVID-19 (14:16)The Importance & Power of Delegating (17:45)Using Facebook to Network & Grow Your Business (20:57)FinTech & The Future of Mortgages (29:01)Getting Yourself Out of a Rut (34:25)
It’s easy to get lost in the chaos of this unprecedented refi-boom, but AIME President, Michigan Mortgage Broker, and high school basketball coach Marc Summers is here to share the processes and procedures he has used to help his brokerage flourish for almost two decades. Marc preaches the importance of keeping it simple. With so many opportunities to overcomplicate an already complicated process, it’s important to focus on what’s most important; always doing what’s right and holding the client experience above all else, especially money. If you work hard for the homeowner, if you become their advisor and educate them, then leads, referrals and success are sure to follow.
Tune into this week’s episode of Broker to Broker to learn how to avoid drowning under volume by delegating to a team you trust.
Show Notes:
Journey Into The Mortgage Industry (3:22)Advice for Growing Loan Officers (8:15) How To Handle The Refi-boom (13:39)Loan Process & Team Breakdown (15:13)Communication & Note Taking (20:00)Transitioning From Retail-To-Wholesale (23:10) Setting Expectations With Clients (28:30)Work/Life Balance (35:04)Future Of The Mortgage Industry (44:27)
From working in retail to becoming one of the top-producing brokers in the country, Matt Cole from United Wholesale Lending has used his passion for success and structure to create a high-volume business within the mortgage industry. According to Matt, working with like-minded people who respect your time and support you is the key toward accomplishing your goals as an independent mortgage broker. Tune in to this week’s episode of Broker to Broker to learn more about why you should be constantly engaging with your network on social media and the importance of investing in the growth of your team.
Show Notes:
Journey Into the Mortgage Industry (1:31) Transitioning from Retail to Broker (7:09)Changing to Fit the Current Market (17:06) Growing Your Team (21:05) Using Marketing Techniques to Generate Leads (22:48) Work Life Balance (30:55) Future of the Industry (40:09)
From working at a gym to becoming a successful self-producing loan officer, Jason Erickson of Barrett Financial Group has built his career on utilizing organic marketing techniques and remaining true to himself. According to Jason, it’s important to not only focus on promoting your business on social media, but share aspects of your personal life to bring a more humanized approach to your online presence. Tune into this week’s episode of Broker to Broker to learn more about the importance of staying educated on industry guidelines and how to effectively develop rapport with your clients.
Show Notes:
Journey Into the Mortgage Industry (3:11) Framework of the Team (9:04) Using Social Media to Drive Engagement (12:34) Establishing a Workplace Dynamic (24:53) Flow of the Loan Process (30:59) Advice to New Loan Officers (41:08)
As a self-producing broker owner, Nick Heth of Phoenix Mortgage Brokers has focused on standing out from his competitors by becoming well-versed in areas of the mortgage industry that others might not always understand. According to Nick, the best way to provide for your clients is to educate yourself on every aspect of the loan process and work toward finding your niche as an independent mortgage broker. Tune into this week’s episode of Broker to Broker to learn more about the importance of continuously adding to your database and implementing regimented systems into your business.
Show Notes:
Journey Into the Mortgage Industry (3:00) Marketing for the Business (12:26)Purchase Business in Arizona (13:44) Utilizing Systems (15:41) Pre Approval Process (28:50)Advice to New Loan Officers (41:00)Future of the Industry (43:12)
From running nightclubs to owning a high volume brokerage, Tom Ahles of Edge Home Finance Corporation has always approached his business with a relationship-based mindset. According to Tom, it’s important to grow your business organically and focus on offering the best deals possible for your clients. If you’re giving them a valuable experience, it’ll ultimately lead to more referrals and loans within your pipeline. Tune into this week’s episode of Broker to Broker to learn more about how you can create a positive reputation within the mortgage industry and share motivational success stories with your loan officers.
Show Notes:
Getting to Know Tom (3:11) Having an Organic Growth Mindset (10:53) Originating Loans as a Broker Owner (13:51)Breaking Down the Systems (17:29)Motivating Your Loan Officers (23:42)Business Partners on the Real Estate Side (28:37) How to Get Started in the Mortgage Industry (32:05)Future of the Industry (35:54)
As a successful woman in a male dominated industry, Irene Amato of A.S.A.P Mortgage has solely built her business on the importance of bringing motivation into the company culture and participating in community outreach efforts. She believes in hiring like-minded individuals who carry similar values and focus on providing each client with an exceptional experience during their home buying process. Tune into this week’s episode of Broker to Broker to learn more about how Irene uses her knowledge and the necessary tools to help consumers achieve the American dream of homeownership.
Show Notes:
Learning About Irene (4:07) Breaking Down the Business (12:11) Advertising Through Community Outreaches (16:24) The Four Pillars of Company Culture (24:07)Branding Yourself in the Mortgage Industry (36:57) Future of the Industry (49:22)
From running a business on ebay at the age of 11 to selling baseball cards in middle school, Dan Patty of Solcosta Home Loans has always led with an entrepreneurial mindset. He’s constantly focusing on templating processes and organizing Excel spreadsheets to ensure every client successfully closes on a home. Dan believes systemizing everything upfront can be what saves you in the end. Tune into this week’s episode of Broker to Broker to learn more about the purpose of over-explaining throughout the entire loan process and how to form meaningful relationships with your clients.
Show Notes:
Journey Into the Mortgage Industry (3:32) Transitioning to the Broker Side (11:41) Systemizing Your Brokerage (15:30) Generating Leads (26:12) Keeping Track of Your Database (30:26)Point of Sale Strategies (36:16)Re-creating Yourself in the Mortgage Industry (45:17)Future of the Mortgage Industry (48:04)
Whether you’re a seasoned broker or new to the channel, it’s important to center your business model around the needs of your consumers. As a loan originator, you should focus on having a balanced mindset and building trustworthy relationships in order to succeed in the mortgage industry. If you work hard in the beginning, you’ll end up benefiting even more in the long run. Tune into this week’s episode of Broker to Broker to learn more about how you can become a true advisor for your clients and why it’s important to market directly to your community.
Show Notes:
All About Dan (3:18) Transitioning from Retail to Broker (18:11) Understanding the Business Model (20:17) Dynamic of Working as a Married Couple (31:21)Maintaining a Balanced Mindset (36:37) Advice for New Loan Officers (41:13) Future of the Industry (46:30)
From graduating college with a degree in engineering to joining the broker channel, Barb Multari of Pathway Mortgage Group has succeeded through the challenges of opening her own brokerage and establishing a local reputation for herself after uprooting her entire life to move across the country. As Barb and her husband work together to grow their business, they’ve learned to combine their niches to become a high volume brokerage and create an exceptional client experience. Tune in to this week’s episode of Broker to Broker to learn more about the importance of developing a personal connection with your real estate partners and understanding how your mental outlook can help you achieve success.
Show Notes:
Transitioning from Retail to Broker (2:46)The Flexibility of a Smaller Brokerage (5:05) Challenges of Owning a Company (7:28) Forming Relationships with Real Estate Agents (15:28) Building Your Business (22:03) The Process of Originating a Loan (32:29) Future of the Industry (41:10) Advice to Loan Officers (44:26)
From dealing with his family’s financial struggles as a child to becoming a self-made millionaire, Andy Harris of Vantage Mortgage Group has dedicated his career in the mortgage industry to focusing on establishing effective systems and staying ahead of competition. According to Andy, incorporating technology into your business can create a customized consumer experience and help independent mortgage brokers better adapt to the ever-changing housing market. Tune into this week’s episode of Broker to Broker to learn how you can differentiate yourself to appeal to the new millennial buyers and the importance of developing your own daily checklist to measure productivity.
Show Notes:
Getting to Know Andy (2:38) Banking Originator vs. Broker Originator (9:25) Similarities Between the Housing Crash vs. Today’s Market (12:31) Producing Loans as a Broker/Owner (18:25) Incorporating Technology into Business (42:50) A Day in the Life of Andy Harris (47:46) Future of the Mortgage Industry (53:23) Transitioning from Retail to Independent Mortgage Broker (58:01)
Mixing his analytical background and determined mindset, Nate Davis of Florida Mortgage Firm has focused immensely on creating effective processes to benefit not only the consumer but his real estate partners and loan officers as well. According to Nate, consistency is the key to developing healthy habits that will improve your business and relationships. As a business owner or loan officer, implementing a sense of repetition into your business structure can make everything that much easier in the long run. Tune into this week’s episode of Broker to Broker to learn more about the importance of paying attention to detail throughout the loan process and falling in love with the habits of success.
Show Notes:
The Process of a Loan (10:42) Expanding the Business (26:47) Marketing Efforts to Bring in Leads (33:29) Future of the Mortgage Industry (40:29)Putting the Fire Back Into Your Loan Officers (48:44)
What are you doing to stay top of mind with your clients? Katrina DiBiase of North Star Mortgage Group believes that forming a solid and valuable relationship with your clients is the key to growing your business. Whether it’s meeting in-person to discuss their loan application or delivering personalized gift baskets, you focus on making personal connections with your clients rather than providing just a transactional experience. Tune in to this week’s episode of Broker to Broker to learn more about how Katrina maintains a high level of volume and the benefit of doing your research ahead of time to add increased value throughout the loan process.
Show Notes:
Getting to Know Katrina (3:03) The Loan Process Impact (6:59) Set-Up of the Business (9:37)Organically Driving Business (17:44) Overall Client Experience (25:55) Advice to Loan Officers (35:58) Future of the Industry (39:26)
The key to success is creating effective systems that will guarantee you’re dominating the mortgage industry, according to Brian Decker of Modern Lending. Brian has dedicated his time in the mortgage industry to breaking down the loan process and utilizing his drive to rank as one of the top-producing independent mortgage brokers in the country. It’s all about putting yourself in the right mindset and constantly ensuring you’re top of mind within your referral base. Tune in to this week’s episode of Broker to Broker to learn more about the importance of posting consistent, relatable content on social media and learn how you can control your lead flow by offering a sense of value to your real estate partners.
Show Notes:
Background in the Mortgage Industry (3:41) Breaking Down a Loan (13:30) Scaling Your Business with High-Quality Loan Officers (30:04) Bringing in the Business (34:59)Branding Yourself on Social Media (41:06) Future of the Mortgage Industry (48:28) Advice for Loan Officers (54:36)
With a determined mindset and desire to grow his own business, Shashank Shekhar from Arcus Lending came to America with not only the intent to fully accomplish his goals but also to create a long-lasting legacy that will carry on. As stated by Shashank, we should be focusing on hiring for quality rather than only looking for certain skill sets during the recruiting process. He notes that if you’re hiring individuals that align with your values and idea of culture, you can create a sustainable business within the mortgage industry. Tune in to this week’s episode of Broker to Broker to learn more about the steps you need to follow to become a good leader and the value of learning from your mistakes.
Show Notes:
Journey into the Mortgage Industry (2:56) Struggles of a New Loan Officer (9:06) Organizational Structure of the Business (14:00) Challenges of Handling Rapid Growth (30:50) Inspiration to Grow His Business (38:00 Daily Routine of a Loan Officer (41:00) Work-Life Balance (52:13) Advice for Loan Officers (1:04:18)
With over 13 years of experience working as an independent mortgage broker, Andres Munar of Keystone Alliance Mortgage has managed to successfully build a high volume business and quickly become a recognizable name within the mortgage industry. According to Andres, the key to success is giving back to your employees what your mentors gave to you and focusing on creating a trustworthy culture within the workplace. Listen to this week’s episode of Broker to Broker to learn more about the family Andres has built within his company and how he manages his team remotely.
Show Notes:
Journey Throughout the Mortgage World (1:49) Learning About the People Behind Keystone Alliance (25:34) Holding Employees Accountable (36:52) Building a Business (46:36) Future of the Industry (55:41)
With a mindset focused on becoming one of the largest and top-producing mortgage brokerages in the country, Mat Grella and his team at NEXA Mortgage have accomplished that goal in less than three years of operation. Although they might have been able to check one item off the list, the grind doesn’t stop there. According to Mat, NEXA Mortgage is highly focused on continuously growing their business by bringing on more loan officers and utilizing their own training process to empower new recruits through referrals and word of mouth techniques. Tune in to this week’s episode of Broker to Broker to understand the value of finding true partners who will fully support your business.
Show Notes:
Getting to Know Mat (1:56) Leaping into the Mortgage Industry (6:38) The Process of Starting NEXA Mortgage Becoming Recognized in the Broker Community (22:39) Training New Loan Officers (27:53) Setting Up the Business (30:56) Working with True Partners (37:27) Future of the Mortgage Industry (45:31)
Sit down with our host JP Hussey, featuring Jason Frazier from CF Wholesale, as they chat with some of the most passionate mortgage professionals in the business -- recorded live from the AIME Activate event. You’ll gain insights regarding best marketing practices, strengthening relationships with real estate agents and hear personal stories from entrepreneurs just like yourself. Listen to this week’s episode of Broker to Broker, sponsored by CF Wholesale, to learn innovative strategies you can immediately implement into your business.
Show Notes:
Amanda Stevenson - Answer Home Loans (0:50) Michelle Dugan - MS Lending, Isabel Williams - We Save Loans & Ashley Miller - GTG Financial, Inc. (23:37) Michael Cox - Mortgage Nerds, LLC (51:24) Shashank Shekhar - Arcus Lending (1:18:09)
According to Brendan McKay from McKay Mortgage, the client experience should be as seamless as possible. As a newer Broker/Owner, Brendan focuses on utilizing his background in operations and underwriting to gather any information needed from the borrower in advance to be able to structure their deal and take as much pressure off of them as possible. It’s important to Brendan to always stay in front of any potential problems in order to proactively solve them quickly for each client. Tune in to this week’s episode of Broker to Broker, sponsored by AFR Wholesale, to learn about how the benefits of helping clients refinance their homes and building organic relationships with real estate agents can positively affect your business.
Show Notes:
Back to the Beginning with Brendan (2:21) Forming McKay Mortgage (9:21) Breaking Down the Client Process (18:45) The Process of Originating a Loan (25:59) Purchase vs. Refinance (30:02) Organic Marketing Techniques (36:19) Working with the Chamber of Commerce (41:34) Advice to New Loan Officers (45:46) Future of the Industry (47:47)
From starting in I.T. to becoming a Broker/Owner, Ramon Walker of Mount Diablo Lending has utilized his analytical background to take his business directly to the top. As one of the top-producing loan originators in the country, Ramon combines his knowledge of data analytics and technology to help generate leads for his loan officers and turn more leads into clients. According to Ramon, it’s all about taking that extra step and continuously educating yourself about the industry in order to make your business successful. Tune in to this week’s episode of Broker to Broker to learn how to manage working with virtual assistants and the importance of leading your business with an entrepreneurial and analytical mindset.
Show Notes:
Getting to Know Ramon (4:24) Expanding Mount Diablo Lending (14:52) Managing Your Loan Officers (25:47) Identifying Issues with Outside LOs (35:54) Breaking Down the Structure of Virtual Assistants (43:37) Advice for Loan Officers (48:07)
What steps are you taking to better your marketing efforts? Sit down with our host JP Hussey, featuring Jason Frazier from CF Wholesale, as they chat with some of the most passionate mortgage professionals in the business live from the AIME Activate event. You’ll gather insights regarding what it takes to strengthen relationships with clients and real estate partners, learn effective marketing techniques and benefit from their personal success stories from within the wholesale mortgage channel. Tune in to this week’s episode of Broker to Broker, sponsored by CF Wholesale,to gain tangible advice you can implement immediately into your business model.
As a mortgage industry veteran, Josh Lewis from BuyWise Mortgage has been in the business for a long time. He’s accumulated over 20 years of knowledge and utilizes his experience to inform borrowers to help them find the best deals possible and ease their homebuying experiences. As Josh mentions in the podcast episode, what makes your business successful is focusing on the client and working hard every day to give them top-notch service. Tune in to hear about the importance of establishing healthy real estate agent relationships and learn tactics you can implement that will motivate them to work with you.
Show Notes:
Past vs. Present in the Mortgage Industry (8:36) Brains of the Operation (10:57) From Generating Leads to the Loan Process (25:47) Pitching to Potential Real Estate Partners (36:39) Work-Life Balance (46:03) Industry Advice from Josh (49:36)
Lisa Lund and Matt Oliver, the dynamic duo behind Lund Mortgage, are reinventing the industry one loan at a time. On top of raising a family, living together and keeping up with a high volume business, they strive to build a brand that directly aligns with their personal beliefs and creates a memorable experience for clients. According to Matt and Lisa, it’s important to focus not on the amount of money you’re making from each transaction, but the level of service you’re providing to every client coming through the door. In this episode of Broker to Broker, you’ll learn how the couple manages to gain hundreds of leads through radio advertising and their ability to successfully establish a balance between work and play.
Show Notes:
Getting into the Mortgage Industry (2:34) Clarifying Company Roles (12:14) Day-to-Day Processes (16:19) How to Handle Inbound Leads (24:05) Systems in Place to Handle Leads (28:43) Expanding Business to Manage Volume (33:05) Looking to Grow the Business (36:39) Working and Living Together (41:00 Work-Life Balance (48:10) Future of the Mortgage Industry (52:04)
What are you doing to build a positive reputation? As stated by Matt Gougé, Loan Officer at Answer Home Loans, it’s all about creating a memorable name for yourself within the mortgage industry and establishing relationships that will lead to referrals from your clients and real estate partners. In this episode, Matt discusses how working as an independent mortgage broker revolves around serving the client at the highest level. Whether you’re acting as a mortgage advisor or originating a loan, it’s important to be constantly adding value to consumers in order to enhance your reputation and succeed within the broker channel. Tune-in to this week’s episode to learn how Matt successfully transitioned from the retail channel to being an independent broker and how he continues to exceed client expectations.
Show Notes:
Starting in the Mortgage Industry (2:06) Processes of a Loan Officer (10:00) Set-Up of the Team (13:28) Bringing in the Leads (24:22) Finding Direct Referral Partners (35:58) Managing Work-Life Balance (41:57) Transitioning from Retail to Broker (48:47) Mortgage Broker Advice (51:46)
How are you utilizing social media to help grow your mortgage broker business? The British Mortgage Broker, Ben Lavender from Affordable Financial Services, sat down with our host, J.P. Hussey, to discuss his successes toward generating thousands of leads per month, and his process for always staying in front of his consumers. According to Ben, connecting and engaging with consumers is the most effective way to build your business within the broker world. In this episode, you’ll learn that social media is an ideal platform to show borrowers who you truly are, and create trustworthy relationships that will continuously put you top of mind. Tune in to this week’s episode of Broker to Broker to gain insights about the benefits of working with virtual assistants and the importance of standing out from the crowd.
Show Notes:
Getting to Know Ben (3:05) Journey into the Mortgage Industry (8:49) Learning the Mortgage Business (15;16) Deciding to Go Broker (19:40) Set-Up of Affordable Financial (28:20) Generating Thousands of Leads Per Month (32:54) Becoming a Social Media Personality (36:14) Advice to Revamp Your Business (47:54) Future of the Mortgage Industry (51:00)
From the Marine Corps to Broker/Owner, Chris Griffith of Debt Does Deals shares with our host, JP Hussey, his passion to become an advocate for veterans in the mortgage industry, and educate consumers about the benefits of purchasing a home to create wealth for their families. He strives to focus on providing each client with the highest and best service possible, and implementing his core values into his work to do right by each person he serves. According to Chris, consumers will remember who you are before they remember the name of your company. Tune in to gain unique insights about how social media can help instill trust with your borrowers, and the effect time can have over the growth of your business.
Show Notes:
Getting to Know Chris (4:13)Figuring Out Your Core Values (12:50) Struggling with Automation (21:02) When Can Culture Start Suffering? (23:47) Advocating for Veterans with VA Loans (29:58) Future of the Industry (48:49)Life Advice (54:50)
How are you playing your strengths to help grow the success of your business? Marketing aficionado, Ryan Ehler from Ehler Lending Team, stopped by to chat with our host, JP Hussey, about how he takes his passion for content creation and social media to forge a reputable brand within his community. Whether it’s creating one-of-a-kind t-shirts or branding himself as the bow-tie guy, the Ehler team focuses on staying top of mind with their consumers by delivering the content they want to see. As an independent mortgage broker, Ryan truly believes that improving and developing marketing efforts is a vital aspect in the growth of any business. Listen to this episode to gain insights about specific creative tools and marketing tactics to use when opening up your own broker shop.
Show Notes:
Journey into the Mortgage Industry (2:54)Finding Price Mortgage (8:10) Quality of Marketing (16:54) The Process of Capturing Video Content (23:57) Work-Life Balance (29:56) Using Social Media to Generate Leads (38:52) Advice to Mortgage Industry Newcomers (47:53)
As stated by David Monson and Stacy Catmull from Altius Mortgage, the key to success is providing your database with a marketable reason to entice customers to connect with your company. Whether you’re recruiting new talent for your team, bringing in business with referrals or communicating with realtor partners, it’s essential to fully develop the value proposition being presented by your company. Our host, JP Hussey, takes a dive not only into the importance of business development but delivering next-level support on the operations side, such as building culture and attaining comfortability for your loan officers. Tune in to this week’s episode of Broker to Broker to gain innovative tactics to grow your business internally and externally in scalable ways.
Show Notes:
- David & Stacy: Journey into the Mortgage Industry (2:08)
- Diving into Altius Mortgage (8:03)
- Scaling Business Without Losing Personal Touch (11:42)
- Handling Business Operations (14:24)
- Direct-to-Consumer Strategies (21:34)
- Support Staff for Loan Officers (25:37)
- Business Development Techniques (33:56)
- Advice to Successfully Grow Your Business (50:23)
After 25 years of successfully navigating the mortgage industry, Todd Bitter from JKS Mortgage sat down with our host, JP Hussey, to share his insights on originating loans from beginning to end as a one-man shop. Todd instills his motto with us reminding brokers that you don’t have to be everything for everyone, but you do need to find a system that works for you and stick to it religiously. It’s up to you to pass on loans that might not fit into the business model you’ve established, but building trustworthy realtor relationships is essential toward acquiring the type of loans you want to be handling. Take your business into your own hands, and create something that utilizes your strengths in a beneficial way. Listen to this episode of Broker to Broker to gain even more understanding of maintaining consistent communication with real estate agents, and utilizing online applications to protect brokers.
Show Notes:
- 25 Years in the Wholesale Channel (3:15)
- Difficulties Breaking Into Mortgage Industry (11:36)
- Handling Everything from Start to Finish (19:08)
- Building Relationships with Realtors (31:38)
- How to Communicate with Realtors (44:51)
- Future of the Mortgage Broker Industry (52:50)
How quickly are your loans closing? According to Chris Pell, CEO of Garden State Home Loans, breaking down the process and figuring out better tactics is the key to becoming a more efficient business. As the wholesale mortgage broker channel rapidly advances, it’s important to remain educated on the latest technologies and establish trust with our employees in order to continually provide a reputable service for consumers. Put yourself in their shoes by thinking about how to create an ideal home buying experience for each client. Join our host, JP Hussey, as we go in-depth into the operations side of the mortgage industry and gain unique insights to help improve your company’s productivity.
Show Notes:
- All About Chris (1:59)
- Journey to the Mortgage Industry (8:08)
- How Mortgage Brokers Can Utilize Technology (20:06)
- Systems for Brokers (29:21)
- Building Out Salesforce (35:05)
- Living in the Environment (44:02)
- Recruiting/Training (47:39)
- The Future of Operations (56:05)
- Advice for Independent Mortgage Brokers (59:53)
What value are you providing your clients? Skylar Welch and Tori Doucette from Acadia Lending Group discuss the importance of nurturing your business relationships and acting as a never-ending resource in a client’s life with our host, JP Hussey. It’s all about providing a seamless experience for every party involved in the transaction to gain trust and form quality personal connections between yourself, the borrower, and realtor partners. Your mindset as an independent mortgage broker needs to focus not on expectations, but on offering exceptional value to every single client to build a positive reputation. Tune in to learn the impact of setting realistic goals, and finding the time to handle your work-life balance.
Show Notes:
- All About Skylar (3:00)
- All About Tori (14:01)
- Work-Life Balance (20:14)
- Conveying the Process (30:08)
- Becoming an Overall Resource (47:36)
- Advice to Brokers (50:38)
In a continuously evolving industry, it’s essential to create a mindset that focuses on investing in the future and recruiting a high quality team. AIME Chairman, Anthony Casa, explores in-depth the challenges of building two successful companies within the last decade and stabilizing volume by creating scalable processes to avoid burning out with our host, JP Hussey. Anthony shares his insights for how brokers working in any market can goal set for 2020 and grow their businesses more efficiently in the year ahead. The mortgage industry is advancing in market share giving brokers more opportunities to optimize their businesses and establish a positive work culture to help increase employee retention rates year after year. Let’s take our businesses to new heights together in the upcoming year.
Show Notes:
- Common Questions About Building a Scalable Business (5:27)
- How to Avoid Burnout (13:02)
- Why Recruiting is Crucial for Growth (15:19)
- Building a Work Culture for Employee Retention (24:58)
- Goal Setting Advice for 2020 (34:24)
- All About AIME (51:29)
- Advice to Brokers (1:01:59)
How invested are you prepared to be in your business? Isabel Williams of We Save Loans discusses the level of responsibility and dedication that is required in order to build a successful company from the ground up with AIME Chairman, Anthony Casa. In this special edition episode, we’ll learn the importance of setting realistic expectations and finding the right people to help you excel as a new independent mortgage broker. Becoming a brokerage owner is similar to caring for a baby, and we need to fully commit all of our time into creating a consistent experience for consumers. Listen to this insightful conversation to gain new business strategies, and tips towards developing efficient, full-proof processes.
Show Notes:
- Career Journey (00:30)
- Starting the Company (3:27)
- Beginning Business Ownership (15:02)
- Work/Life Balance (25:16)
- Future Goals (31:21)
- Controlling the Process (37:16)
- Advice for Opening a Broker Shop (44:52)
- What’s Next? (51:50)
From the beginning, Jason Sharon of Home Loans Inc. has exemplified his ability to be a natural-born leader in all aspects of his career. Throughout his journey, he’s owned other businesses and served many years in the US Navy, but nothing could prepare him for the challenges of diving headfirst into the mortgage broker channel. Even though Jason is still new to the industry, he discusses his unique business strategies, marketing like crazy, and understanding that our employees are the greatest resource toward running a successful business. Tune in with our host, JP Hussey, as we learn everything from Jason’s compelling insights to finding a niche within the broker community.
Show Notes:
- Learning About Jason (2:00)
- Diving Into the Broker Side (3:06)
- Switching from Retail to Broker (6:38)
- Learning the Industry (9:38)
- Running Your Own Business (13:27)
- Virtual Assistance (27:18)
- Marketing & Branding (32:06)
- Expanding Your Business (39:39)
- Future of the Industry (49:15)
- Advice to Brokers (51:21)
Description:As a mortgage industry veteran, Scott Schang co-owner of BuyWise Mortgage has seen the highs and lows of the broker business since the beginning. Throughout his career, he’s remained extremely proactive staying versed on all industry trends helping him launch a personal website providing insightful knowledge about everything from mortgages to student loans which generate thousands of views per month.Scott reminds us that it’s important to consistently evolve with consumers, and utilize social outlets to earn trust among realtors for potential partnerships. If you build a solid foundation at the start, it’ll ensure a successful business for many years to come. Listen with our host, JP Hussey, and gain even more of an understanding of Scott’s views of our progressing industry.
Shownotes:
- Journey to the Mortgage World (2:09)
- Getting Started (4:56)
- Website/Blog Creation (11:18)
- Changing with the Consumer (26:16)
- Making Connections Through Social Media (30:29)
- In-Depth BuyWise Mortgage (37:06)
- Utilizing Technology (47:29)
- Leads to Application Process (49:09)
- Closing Remarks/Advice (54:09
Description: From Wall Street to small towns, Jim Black broker/owner of All Cal Financial takes us through his journey to becoming an independent mortgage broker with our host, JP Hussey. As a new mortgage brokerage owner, forming connections and engaging in collaboration with industry professionals is essential to growing your business exponentially. He’s constantly reshaping his priorities, and incorporating the importance of core values into his profession. If there’s a quality that’s always been consistent, it’s Jim’s ability to remain true to himself in all aspects of his career. Tune in to gain even more insights about successful business tactics, and why investing in a personal bus creates the most unique, consumer friendly branding experience.
Show Notes: All About Jim (2:28) Work Life Balance (9:52) Mortgage Business Timeline (15:46) Building His Team (29:16) Marketing/Branding (31:56) Producing & Struggles (38:31) Future Of The Industry (49:00) Advice To Brokers (52:38)
Description:
Prioritize reinvesting in yourself and your business, it’s the essential key to staying ahead of your competitors as an independent mortgage broker. Sit down with Shelby Elias, CEO of United Wholesale Lending, as he chats with our host, JP Hussey, about motivating yourself to constantly be better. Develop a life map, create a clear vision for yourself, and continuously focus on adapting to an ever-changing industry. The mortgage business requires dedication and grit, so play to win and surround yourself with individuals worth standing next to. Shelby’s insights set up mortgage brokers with the abilities to be smart, and develop a successful company.
Show Notes:
- Introducing Shelby Elias (2:10)
- Support Staff & Scaling Your Business (14:51)
- Looking at Numbers in Terms of Paying Employees (17:19)
- Company Break Down (20:40)
- Work-Life Balance (25:02)
- Referral Partner Relationships (32:16)
- Change in The Industry (37:00)
- Future for Independent Mortgage Brokers (47:39)
- Shelby’s Advice (47:39)
Description:
How hard did the industry crash in 2008 hit your mortgage brokerage? Fortunately for Brett Weiss, Branch Manager/Nationwide Team Leader of NEXA Mortgage, his business had just begun to thrive, but it ultimately still led to his breakaway from the mortgage business. Join our host, JP Hussey, as he goes in-depth with Weiss regarding the complete reinvention of himself as he made his way back into the mortgage broker channel, and the importance of consistently hosting one-on-one coaching sessions with your loan officers. It’s imperative to continuously try new things, and figure out ways to be different as an independent mortgage broker.
Show Notes:
- Working on Your Strengths (15:58)
- NEXA Recruiting (17:31)
- How Are You Standing Out? (21:28)
- Company Systems (27:07)
- The Process of Driving New Leads to Close (31:40)
- Collaborating with Lenders (42:01)
- Differences Between Mortgage Brokering Then & Now (46:12)
- The Future of the Mortgage Broker Industry (48:10)
- Advice for Independent Mortgage Brokers (51:08)
Description:
Stop striving to be the most talented, and start being the most committed. Join our host, JP Hussey, as he chats with Peter Galvez, Broker/Owner of United Wholesale Lending, about the value of getting personal with clients, retail security and the importance of continuously changing the way you think. Why are you not getting the realtor referrals you’re asking for? How should you be following up with clients? Galvez brings a completely new element to the mortgage broker industry with his advice on thinking outside of the box to maintain successful business relationships.
Show Notes:
Things you will learn:
- Getting to Know Peter Galvez (1:42)
- Producing Officer & Quality Over Quantity (10:01)
- How to Sell Loans & Balancing Your Life (16:26)
- Examples on Structuring Deals (23:21)
- Working Up Plans (31:43)
- Work Your Strengths from Beginning to End (37:24)
- Advice to Loan Officers (55:25)
Description: Is technology the future of the mortgage broker industry? Sit down with our host, JP Hussey, as he chats with Tony Davis, Partner/Senior Mortgage Advisor of Atlantic Home Mortgage, about transitioning to the broker side and using telecommunications to your advantage. It’s all about the now, and continuously testing new, efficient processes. Tony gives insight about his experiences, and advice for anyone thinking about making the switch from retail loan originator to an independent mortgage broker owner.
Show Notes:
Things you will learn in this episode:
- How Tony got into the mortgage industry (2:00)
- All About Tony & his brokerage (8:40)
- Disclosing Loans -Difficulties and Simplicities (13:47)
- Educating the consumer about the industry (22:00)
- Checking in on clients (28:47)
- Where do you see yourself in 2 years? (31:31)
- Advice & Switching to the broker side (45:00)