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.

Listen 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.

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.

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.

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

The post Breaking Free From Retail Banking (with Carrie Gusmus) – Episode 138 appeared first on AIME.

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

The post Building Relationships and Trust with Borrowers to Grow Your Business (with Samantha Baros) – Episode 137 appeared first on AIME.

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

The post Tackling Tough Mortgage Cycles with Collaborative Leadership (with Dale Vermillion and Katie Sweeney) – Episode 136 appeared first on AIME.

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

The post Getting Over Yourself (with Jay Bunte) – Episode 135 appeared first on AIME.

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

The post Transitioning From Loan Officer to Broker Owner with Ramona Chapman (With Ramona Chapman) – Episode 134 appeared first on AIME.

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

The post Growing your Shop, Staying Compliant, and Delivering Amazing Experiences (With David Temko) – Episode 133 appeared first on AIME.

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

The post Building your Team and Growing your Connections (with Major Singleton) – Episode 132 appeared first on AIME.

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/

The post Revving Up for Fuse 5 (with Jamie Cavanaugh) – Episode 131 appeared first on AIME.

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

The post Building Big Picture Relationships (with Ashley Bedford) – Episode 130 appeared first on AIME.

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

The post Seeing Through the Cycles (with Atrion Faiola) – Episode 129 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.

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

The post Making the Switch from Banker to Broker (with Daniel De La Torre) – Episode 128 appeared first on AIME.

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

The post Mind Over Money with Brian Cooke (With Brian Cooke) – Episode 127 appeared first on AIME.

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

The post How to Get Started in Mortgage and Carve your Niche (with Gay Veale) – Episode 126 appeared first on AIME.

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

The post National Mortgage Brokers Day 2022 (with Katie Sweeney and Brendan McKay) – Episode 125 appeared first on AIME.

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 Floify, 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 Wholesale

The post Cultivating Connections and Building Expertise (with Craig Messman) – Episode 124 appeared first on AIME.

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

The post The Importance of Diversity, Generosity, and Mental Toughness (With Whitley Cooper) – Episode 123 appeared first on AIME.

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

The post Building Connections and Creating Value (With Breon Price) – Episode 122 appeared first on AIME.

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

The post Quality Over Quantity: Developing your Broker Brand (With Carrie Johnston) – Episode 121 appeared first on AIME.

We are joined this week by Dario Medrano, 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 Mat 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

The post Reality TV, TikTok, & Marketing To The Masses: Scaling The Ladder To Independence (With Dario Medrano) – Episode 120 appeared first on AIME.

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. And if you don’t like it after a year, there are dozens of retail lenders who would happily welcome you back, but “no one ever goes back,” Matt says.  Whether you want to open up your own shop or join a pre-existence brokerage, wholesale is the place to be. You have more options, better rates, and can create a better lifestyle for you and your family. 

Mat Ishbia calls Willie Newman the Godfather of the broker channel because he was there at the beginning and helped shape the origins of wholesale. Willie Newman credits Mat Ishbia as the architect of the current state of the wholesale channel by being the first lender to go all-in on brokers before anyone else believed in them post-crisis. Together, they don’t just want to help bring more loan officers to the wholesale channel but help all current mortgage brokers be able to do more loans. With a singular focus in mind, Homepoint and UWM plan on spearheading the future of wholesale mortgages by exclusively supporting the independent originator.

At the end of the day, it’s all quite simple. The people preach it. The facts prove it. Brokers. Are. Better. 

NOTES:

• (1:07) History Of Wholesale
• (10:57) Financial Crisis Fallout
• (15:50) Future of Wholesale

This Episode Is Sponsored By AIME, Homepoint, & UWM

The post The Godfather & The Architect: The History & Future of How & Why Mortgage Brokers Are Better (With Mat Ishbia & Willie Newman) – Episode 119 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.

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)

The post How To Intertwine Leadership Skills, Marketing Efforts, and Realtor Relationships To Bring in 250+ Organic Leads A Month (With Jonathon Haddad) – Episode 118 appeared first on AIME.

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

The post Don’t Push Product, Push Personality: How To Level Up By Being Authentic (With Jason Glass) – Episode 117 appeared first on AIME.

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

The post Navigating Non-QM, VA Home Loans, & Successfully Transitioning from Retail-To-Wholesale (With Jerry Avila) – Episode 116 appeared first on AIME.

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

The post Ethics & Education: For Homeowners AND Mortgage Brokers (With Andy Treno) – Episode 115 appeared first on AIME.

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 Scotsman 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

The post Homeowner Education, Unlimited Options, and Exploring Non-QM (With Dustin Rosenberg & Jonathan Yoo) – Episode 114 appeared first on AIME.

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

The post Why Mortgage Brokers Need To Believe In, & Bet On, Themselves (With Danny Calderon) – Episode 113 appeared first on AIME.

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

The post Finding a Mentor, Being a Mentor, & Transitioning from Retail-To-Wholesale (With Willie Newman) – Episode 112 appeared first on AIME.

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)

The post Building A Recession-Proof & Relationship-Based Brokerage (With Eric Tan & Daniel Solis) – Episode 111 appeared first on AIME.

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

The post Prepping for Purchase Season: Perfecting the Right Conversations as an Independent Mortgage Broker (With Rami Daood) – Episode 110 appeared first on AIME.

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: Intro
• 7:00: Creating a 100% Referral-Based Business
• 11:50: Tackling Interest Rates on the Rise
• 16:00: Pitching New Products
• 18:40: What’s In My Tech Stack?
• 29:00: Advice To New Mortgage Brokers

This episode is sponsored by UWM

The post Prepping for Purchase Season: Rising Mortgage Interest Rates with a Referral Business – (With Matt Newman) – Episode 109 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.

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: Intro
• 17:50: Mortgage Broker Cold Calling Tips
• 24:00: Understand Non-QM Loans and Jumbo Loans
• 35:00: Mortgage Brokers vs. New Construction
• 44:00: Advice for New Wholesale Brokers and Loan Officers
• 47:00: Mortgage Market Predictions for 2022

This episode is sponsored by AmeriSave

The post Perfecting Your Processes: Cold Calling Tips, and the Mortgage Broker vs. the Builder’s Preferred Lender – (With Eric Eisenberg) – Episode 108 appeared first on AIME.

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.” 

The post Perfecting Your Processes: From Lead to Closing – (With Fannie Mae West) – Episode 107 appeared first on AIME.

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: Intro
• 6:00: On Becoming a Mortgage Broker
• 7:00: A Recipe for Longevity
• 12:20: How to Generate Leads Organically for Mortgage Brokers
• 20:00: Honest, Open Communication
• 26:00: BRAWL Spectrum Test
• 29:00: Gaining Referral Sources from the Community
• 36:50: Recommended Tech Stack and Mortgage Processes

This episode is sponsored by leadPops.

The post Perfecting Your Processes: Diversifying Your Mortgage Leads – (With Melanie Walburg) – Episode 106 appeared first on AIME.

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: Intro
• 8:00: Mortgage Originator, Real Estate Agent…And Corporate America
• 14:00: Pushing the Limits as a Female Business Owner
• 32:00: How Brokers are Impactful Educators for Communities
• 42:00: Advice for New Broker/Owners

This episode is sponsored by REMN.

The post Perfecting Your Processes: Forging a Path as a Black Female Mortgage Entrepreneur – (With Janine Kempfer) – Episode 105 appeared first on AIME.

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: Intro
• 8:00: Minority Entrepreneurship
• 27:00: Relationships Are Key
• 29:30: The Right Teamwork, Tech, and Systems
• 40:00: Reinventing Yourself: Advice for Success

This episode is sponsored by Brokers Are Better.

The post Empowering and Leading Your Team as a Diverse Broker/Owner – (With Shawn Williams) – Episode 104 appeared first on AIME.