Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy break down Know Thy Numbers, a framework for tracking the five metrics that tell you exactly where your business is succeeding and where it is falling apart. They also debrief on Fuse 2026 and why this year felt different for the AIME team. 

???? Broker Buzz

• - How to handle VA appraisal payments upfront, including the compliance requirements and who carries the risk. 
• - Whether a borrower can change jobs before closing on a conventional loan without a pay stub, and the specific Fannie Mae guidelines for future income. 
• - Whether to reach out on a Sunday evening when a purchase contract comes in, and why the answer is almost always yes. 

???? Sales Training | Know Thy Numbers 

Jonathon walks through five metrics that give you a complete picture of your business. 

Jonathon explains how each metric points to a specific problem, from communication issues to weak follow-up, and why most loan officers are guessing instead of measuring. 

If you do not know your numbers, you are guessing. And guessing is not consistent enough to reliably grow your business. 

???? Story Time | You Will Look Back on This Moment and Smile 

Jonathon and Tommy take turns imagining where they will be a year from now, with Fuse in Denver, the podcast past one hundred episodes, and the AIME community stronger than ever 

Tommy shares that this was the first year he truly felt like part of the community, with members approaching him just to talk. 



The work can be challenging at times, but the moments are worth it in the end. One year from now, you will smile at what you built. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

Link to referenced guidelines available here: https://selling-guide.fanniemae.com/sel/b3-3.3-03/employment-offers-or-contracts

#MortgageBroker #KnowThyNumbers #SalesTraining #Fuse2026 #FuseDebrief #VAAppraisal #FutureIncome #FannieMaeGuidelines #SundayCalls #RateLock #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Host: Marc Summers (AIME's Founding President)

Guest: Jason duPont (Chief Strategy Officer at NEXA Mortgage) 

This week's episode features Jason duPont, a thirty-year mortgage veteran who started as a broker, spent time in retail, built and sold his own brokerage, retired early, and found his way back to the business he loves. 

Now the Chief Strategy Officer at NEXA Mortgage, Jason shares his perspective on growth, alignment, and why the broker channel is the best place for loan officers and consumers alike.

He also discusses NEXA's partnership with AIME as the first enterprise account and what it means for the industry. 

???? Key Takeaways:

• - Why purchase business is the foundation of a recession-proof career.
• - How NEXA's volume-based model allows them to pass more back to loan officers.
• - Why alignment and shared vision matter more than competition.
• - The importance of being yourself and being vulnerable when building a team.

???? Golden Nugget:

"It's always what's best for the loan officer, and that in turn helps the consumer. If everyone in our channel took that mindset, we'd be at forty percent market share before we know it." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#NEXAMortgage #BrokerGrowth #PurchaseBusiness #MarketShare #MortgageLeadership #BrokerChannel #JasonduPont #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy look back on their favorite Fuse memories and preview what is coming to Austin. They share the moments that made them laugh, the people who made an impact, and why this community keeps showing up year after year. 

???? Broker Buzz

• - How to get a condo project re-approved by Fannie Mae after an insurance issue. 
• - Whether brokers can handle short sales, and why no additional training is needed. 
• - How to talk to a borrower who does not want their loan transferred. 
• - Whether AI twin programs are worth using for marketing, and why the humanity side may become your biggest differentiator. 

???? Story Time | Favorite Fuse Memories 

Jonathon shares some of the moments that stand out from past Fuse events, including the first time he spoke on stage, the year Tom Ahles booked his flight when he thought he could not make it, and the night in New Orleans when he and Tommy sat in his room and talked about life. 

Tommy shares his own memories, including the vendor walk in New Orleans where he insisted on going with Jonathon just in case, and the podcast booth where he recorded sixty six episodes in two days. 

Fuse is not just an event. It is the people, the moments, and the memories that keep this community coming back. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #Fuse2026 #BrokerCommunity #CondoreApproval #FannieMae #PERSList #ShortSales #LoanServicing #AITwin #AIMarketing #HousingMarket #RealEstate #Lending #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Samantha Shelton, AIME's Director of Membership (Regional) and broker owner of Align Lending. 

In this episode, Jonathon and Tommy are joined by Samantha Shelton for a conversation about what it takes to build trust with clients, convert applications into closings, and stay grounded in an industry that can harden even the softest hearts. 

???? Broker Buzz

• - What the upcoming appraisal changes mean for brokers, and why Fannie Mae is pushing for a more objective process. 
• - Healthy benchmarks for application-to-close conversion rates, and how Samantha turned a sub-50% rate into 75%+. 
• - The best way to add a payment calculator to your website, including using AI or LenderPrice. 

???? Sales Training | Make People Feel Seen 

Jonathon shares a story about an employee who asked him to fill out a survey after meeting him just twice. He did it without hesitation because she made him feel seen, valued, and welcome.

Samantha adds that the key to building trust in the first few minutes of any conversation is leaning into the other person's why, finding out what motivates them, and tailoring your approach accordingly. 

People remember how you make them feel. Make sure to lean into that.

???? Story Time | Entrepreneurial Spirit and Financial Success 

The fortune cookie this week promises that your entrepreneurial spirit will lead to great financial success and wealth. 

Samantha reflects on the wealth of relationships she has built through WMN and the women who have supported her along the way. 

Jonathon talks about the anxiety that never fully goes away as an entrepreneur, but the confidence that you will figure it out. 

Tommy shares a small business he ran on the side and why he eventually stepped away. 

Wealth is not just money. It is the people, the relationships, and the confidence to keep going. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



Fannie Mae 3.6 FAQ’s: https://singlefamily.fanniemae.com/media/23286/display

#MortgageBroker #SalesTraining #BrokerOwner #ApplicationToClose #SamanthaShelton #AlignLending #WMN #AppraisalChanges #ForeignNationalLoan #PaymentCalculator #GiftGivingTheory #TrustBuilding #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Host: Marc Summers (AIME's Founding President)

Guest: Ashley Bedford (Loan Originator at appli Home Loans) 

This week's episode features Ashley Bedford, a top producing loan officer who found her way into mortgages after a life-changing home buying experience. 

Ashley shares how she went from a one-bedroom with her mother-in-law to closing twenty to thirty loans a month, all while maintaining a focus on people over paychecks. 

She talks advice for social media, building authentic relationships, and why consistency and attention are the new currencies in the mortgage industry. 

???? Key Takeaways:

• - Why focusing on the person, not the paycheck, leads to long-term success.
• - The importance of consistency and creating a repeatable client experience.
• - Why AI is a tool to implement, not a replacement for human connection.
• - The power of the AIME community and events like FUSE.

???? Golden Nugget:

"We're no longer fighting for information. We're fighting for attention. Post the content. Don't let perfect get in the way of good." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#TopProducer #SocialMediaStrategy #WomenInMortgage #MortgageTech #BrokerTips #Consistency #Appli #HomeLoans #ArtificialIntelligence #ChatGPT #BrokersAreBest #BrokerToBroker #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy tackle the growing challenge of protecting your mindset in a world designed to keep you distracted. 

They discuss the Online Troll and Mr. Fuse video series coming to Fuse 2026 and why the loudest voices on social media are rarely the ones worth listening to. 

???? Broker Buzz

• - Whether retail closings are smoother than broker closings, and why managing expectations matters more than the channel. 
• - Why more leads are asking for soft pulls instead of full pre-approvals, and how AI is changing the way borrowers prepare. 
• - The best VoIP services for separating business from personal calls, including Zoom VoIP. 

???? Sales Training | Protect Your Mindset 

Jonathon shares the inspiration behind the Online Troll and Mr. Fuse video series. 

This industry is full of noise, people in ivory towers, and social media personalities who aren’t actually writing loans. Your job is to stay focused on what genuinely matters. 

Tommy adds that these social media platforms are not designed to make you happy. 

They are designed to keep you engaged. Anger keeps you on the platform longer than joy. 

So, remember to be very cautious about what you put into your mind. It has the power to dictate your day, your business, and your life. 

???? Story Time | Go Where There Is No Path and Leave a Trail 

The fortune cookie this week delivers a message about forging your own path. 

Jonathon reflects on his family history, his father leaving Syria at eighteen with no English, and his wife's ancestors moving west in the seventeen hundreds to claim land that did not exist yet. 

Tommy connects it to leadership and the courage to challenge "the way we have always done it." You do not have to follow the path in front of you. You can build a new one. But you have to be willing to take the first step. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #SocialMedia #Mindset #Fuse2026 #OnlineTroll #MrFuse #SoftPulls #VoIP #ZoomVoIP #RetailVsBroker #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Host: Marc Summers (AIME's Founding President)

Guest: Jason Kindler (President of First Coast Mortgage Funding) 

This week's episode features Jason Kindler, a 25-year mortgage veteran who started as a broker, moved to retail, and came back to the broker channel with a fresh perspective. 

Jason shares why independence was the catalyst for his return, how brokers can successfully compete with builder financing, and his simple approach to AI that anyone can implement. 

He also discusses his coaching philosophy and why focusing on your strengths beats forcing a one-size-fits-all approach. 

???? Key Takeaways:

• - How to build relationships with builders and compete with their incentives.
• - The hybrid model: combining retail support with broker freedom.
• - Why the broker community's willingness to share sets it apart from retail.
• - The value of FUSE and immersing yourself in the community.

???? Golden Nugget:

"Figure out what you want AI to solve for you. If there's something in your week that you hate doing, AI can probably do it for you." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#RetailToBroker #BuilderBusiness #Independence #AIForMortgage #BrokerCommunity #FUSE2026 #FirstCoastMortgage #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this milestone episode, Jonathon and Tommy pull back the curtain on everything coming to Fuse 2026 in Austin, Texas. They share behind the scenes details on breakout sessions, swag, a guest bartender, a lassoing cowboy, the return of the podcast booth, and a truck giveaway courtesy of Cake. 

???? Broker Buzz

• - The top three things loan officers value most in a processor, including communication, problem solving, and daily file touches.  
• - How to help a client who lost their home in a fire and wants to buy a new one before the insurance claim is finalized, including the risks of carrying two payments.
• - Whether a borrower with rolling lates can refinance, and why investors will run in the opposite direction. 
• - How to navigate the Safe at Home program for victims of domestic violence, including what documents are needed and who must be notified. 

???? Fuse 2026 Sneak Peek 

Jonathon and Tommy share a behind the scenes look at what is coming to Fuse. The breakout submission process drew more than 59 applicants this year, with 28 of them selected to present. 

The hotel is already over seventy percent full and expected to sell out. 

The marketing team is in full crunch mode, designing signage, swag, and photo ops that will make Fuse feel bigger and more immersive than ever.

Tommy also reveals the story behind his caffeine-fueled sixty six podcast recordings last year and promises to pace himself this time. 

Fuse is not just an event. It is a community built by brokers for brokers. And this year is going to be the biggest one yet. 

???? Story Time | The Fortune You Seek Is in Another Cookie

"The fortune you seek is in another cookie." 

Jonathon interprets it as a reminder that sometimes what you are chasing is not what you actually need. Tommy adds a Mario reference about Princess Peach being in another castle. Consistency is king, but knowing when to pivot is just as important. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #Fuse2026 #SalesTraining #BrokerCommunity #SafeAtHome #ProcessorTips #DisasterReliefMortgage #RollingLates #HardMoney #HousingMarket #RealEstate #Lending #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon kicks off a six-week long crash-course that’ll be breaking down Jonathon's top sales strategies. 

???? Broker Buzz

• - Whether a parent can buy a primary residence for a college student without putting them on the loan, and why the "kiddie condo" rule has changed.  
• - The best tools for managing business finances, including QuickBooks.
• - Whether Vantage scores are worth adding to credit reports, and why "heads we win, tails we tie" applies here. 

???? Sales Training | The Pendulum Sale 

When a client pushes back, most salespeople either give up or get defensive. Jonathon does neither. He agrees first. Agree, reinforce, swing, reframe, and ask. 

When a client says they do not want to refinance because they just closed eight months ago, he says "I completely understand. I would be hesitant too. But the market has changed, and if I can show you a meaningful break-even point, would it make sense to at least look?" That is the pendulum in action. 

Your clients are going to resist. That is their job. Your job is to keep the conversation swinging long enough to present an option that actually helps them. 

???? Story Time | A Small Decision Will Open a Door 

Jonathon connects this week’s fortune to the micro-decisions he has been making around health, diet, and sleep. Tommy shares a small decision of his own, trying new stretches to combat the effects of sitting all day. 

Big results do not come from big moments. They come from small decisions made consistently over time. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #PendulumSale #ObjectionHandling #KiddieCondo #QuickBooks #RampCard #VantageScore #FICOScore #CreditReports #SmallDecisions #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon opens up his playbook and shares six of his top sales strategies for controlling conversations and closing more loans. He breaks down how to approach different client personalities and why the right question changes everything. 

???? Broker Buzz

• - Whether 1099 loan officers should obtain separate E&O insurance, and why protecting your company is non-negotiable. 
• - How to expand a one-man shop to bring on other loan officers, including the importance of building standards and checking state regulations. 
• - The best tools for recording and transcribing borrower calls and why recording calls is a sign of professionalism, not trust issues. 

???? Sales Training | Six Strategies to Control Any Conversation 

Jonathon shares six of his top ten sales strategies, each designed for a different client personality. 

There is a strategy for the shopper who wants to negotiate, another for the proud homeowner who needs validation, and one for the ChatGPT client who thinks they already know everything. There is also a way to build momentum before you even present a loan and a method for shining light on the problem instead of the product.

If you are losing deals, it is not because your product is wrong. It is because your conversation needs to change. 

???? Story Time | A Journey of Personal Growth 

The fortune cookie this week promises a journey of personal growth. Jonathon reflects on the opportunities that have come his way recently and why growth requires commitment, not just intention. Tommy adds that everyone is on a personal journey, but not everyone is growing. The message is simple.

Personal development is not passive. It is a choice you make every single day. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #SalesTraining #SalesStrategies #PendulumSale #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: John McLaughlin (Broker & Owner of McLaughlin Mortgage) 

This week's episode features John McLaughlin, who started in real estate as a top 1% agent before transitioning into the mortgage space. 

After two years in retail lending, John made the jump to the broker channel and hasn't looked back. He shares how he built his tech stack from the ground up, why treating realtor partners as valuable assets is key to long-term success, and how the Brokers Are Best community has been instrumental in his growth as a broker owner. 

???? Key Takeaways:

• - How the retail experience pushed him toward the broker channel.
• - Treating realtor partners as valuable assets, not just transaction facilitators.
• - The value of community and why the Brokers Are Best Facebook group is a must-join.
• - Why tech stack fragmentation is a challenge and how AI can bring clarity.
• - Why getting control of your calendar is the first step to getting control of your business.

???? Golden Nugget:

"Coming from retail, your world is your little bubble. In the broker channel, you need something, ask. Someone will step in and help out. You will always learn something by asking a question."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#RetailToBroker #TechStack #RealtorRelationships #MortgageBroker #CommunityMatters #BrokerLife #JohnMcLaughlin #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Michelle Mikel, author of The Black Line and creator of Beyond The Method. 

In this episode, Jonathon and Tommy are joined by returning guest Michelle Mikel for a conversation about reverse engineering your business, building a prospecting process that actually works, and why the path to success is rarely a straight line. 

???? Broker Buzz

• - Whether a conventional loan can close with a DACA borrower whose documents have expired, and why the lender's guidelines matter more than the title company's flexibility. 
• - FHA guidelines for employment gaps due to childbirth and infant care, including the return to work rule and potential waiting periods.  
• - How to handle a divorce scenario where the ex-spouse stopped paying the mortgage, including the importance of the divorce decree timeline. 

???? Sales Training | Reverse Engineering Your Business 

Michelle shares how she reverse engineered her swimming career to become a top competitor, and how that same process now drives her business. 

She explains her Drivers and Levers framework, starting with identifying what you actually need booked on your calendar, then using a personal or professional connection as the bridge, then crafting the message itself, and finally projecting ninety days out. 

Most people do not lack ambition. They lack a path to follow. 

???? Story Time | October Will Be a Month of Happiness 

The fortune cookie this week looks ahead to October with a promise of joy and contentment. Jonathon connects it to the post-Fuse recovery period and his commitment to staying focused on health.

Michelle shares that October will be two months after her return to the speaking circuit. Tommy plans to celebrate with a Penguins game and a hiking trip. 

This episode is a great reminder for us all. Rest is NOT a reward. It’s the cost of staying in the game. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #ReverseEngineering #SalesTraining #Prospecting #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Joseph Dionne (Managing Partner at appli Home Loans) 

This week's episode features Joseph Dionne, who took a job out of college as a real estate assistant and built it up into a thriving mortgage brokerage. It wasn’t always easy! 

His turning point came after a car accident left him with a broken back and a choice to make. Let the injury define him or push past every limitation being placed on him.

Joseph shares how ultra marathon training taught him discipline, consistency, and the importance of surrounding himself with people who pour into him. 

???? Key Takeaways:

• - How applying ultra marathon discipline to business creates sustainable success.
• - Why you have to reach out to your team, not just be available when they need you.
• - The importance of being the "I know a guy" person so clients call you for more than just mortgages.
• - Why structure and planning matter more than hustle alone.

???? Golden Nugget:

"You can't fake dedication. If you don't consistently do the boring stuff, you go from being at your peak to being the guy on the sidelines who can't get off the couch." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#LeadershipMindset #Discipline #MortgageBroker #ScalingYourBusiness #UltraMindset #RelationshipBuilding #appliHomeLoans #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy challenge listeners to think about the questions they are asking, both in sales conversations and in life. Jonathon shares a stat he learned on a recent Mortgage Morning Call that might make you rethink how you engage with prospects. 

???? Broker Buzz

• - Whether a fix and flip on a HUD property with a one year right of redemption is worth pursuing, and why red flags are everywhere. 
• - FHA guidelines for employment gaps due to childbirth and infant care, including the return to work rule and potential waiting periods.  
• - What to do when a 4506-C is rejected despite everything being correct, and why having the client pull their own transcripts is often the fastest fix.  

???? Sales Training | Ask More Questions  

The average man asks only 1.7 questions on a first date. Jonathon texted his wife to ask how many he asked on theirs. Her answer: easily twenty five. The difference is curiosity. If you are struggling to connect with prospects, ask yourself how many questions you are actually asking. 

Record your calls, tally them up, and watch what happens when you stay curious. 

???? Story Time | Your Monday Mindset Will Attract Opportunities

How you start your week sets the tone for everything that follows. Tommy uses Mondays to plan his entire week and prioritize what actually matters. Jonathon had a follow up to a major meeting scheduled for Monday right after reading this fortune. Plan ahead, stay focused, and watch opportunities find you.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #AskMoreQuestions #Curiosity #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this 70th episode, Jonathon shares a story from his first month in the industry that changed everything. The leads were not the problem. The conversations were. And the only way to fix them was to ask better questions. 

???? Broker Buzz

• - Whether a conventional loan can be used to buy a home with a gutted master bathroom, and why the appraiser's determination matters. 
• - HELOC options for a home already listed for sale, including bridge loans as a better alternative. 
• - How to use a daughter's Social Security disability income to help a mother qualify for a loan, and why the payee must be updated first. 

???? Sales Training | Ask Better Questions 

In his first month as a loan officer, Jonathon was getting hung up on constantly. The breakthrough came when he stopped blaming the leads and started changing his questions. 

He started researching the client's area before calls, and learned to match his cadence to the client. Meet the clients where they are and don’t expect them to come to you naturally. If you are struggling, it is probably not the leads. It’s like the questions that need changing. Record your calls, listen to yourself, and ask something different. 

???? Story Time | Stay Open to Constructive Criticism 

The fortune cookie this week delivers a message about staying open to feedback. Jonathon admits that early in his career, he hated criticism from people he did not know. Now he craves it from people he trusts. Tommy adds that criticism only has value when it comes with direction. Just saying "I do not like this" is not helpful. Saying "Here is how we can make it better" is. 

Feedback is a gift when it comes from the right people with the right intent. Stay open, stay curious, and keep improving. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #LeadGeneration #ConstructiveCriticism #AskingBetterQuestions #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Kathy Dey (Director of Operations at Apex Processors) 

This week's episode features Kathy Dey, a mortgage operations veteran who started her career in telemarketing at 16 and has since held roles in origination, compliance, underwriting, and processing management. 

Now leading operations at Apex Processors, Kathy shares her unique perspective on the broker-processor partnership, why contract processing is changing the game for LOs at every production level, and how finding the right "work spouse" can transform your business. 

???? Key Takeaways:

• - Why processors should own the file from submission to CTC, so you can focus on originating.
• - The importance of personality matching when pairing LO’s with their processors.
• - How empowering processors through community and training can benefit the entire brokerage.
• - How trust is built over time and why grace and resolution matter more than perfection.

???? Golden Nugget:

"Your processors know just as much, if not more, than you do. Leave the processing to the pros. You originate." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#MortgageTech #Loans #Processing #Operations #Excellence #LoanOfficerSupport #TeamWork #Trust #ApexProcessors #ClosingMadeEasy #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy tackle a topic that every mortgage professional struggles with: how to step away from work and actually recharge. 



They share what has worked for them, what has not, and why setting boundaries is the kindest thing you can do for yourself and your team. 

???? Broker Buzz

• - Whether a client buying a new primary with a VA loan must sell their current home with a reverse mortgage before closing. 
• - How to handle a self-employed roofer switching to W-2 income before a VA loan assumption, and why the underwriter is likely to ask questions. 
• - The best PDF software alternatives to Adobe, and how this sparked dozens of passionate comments in the Facebook group.  

???? Sales Training | Disconnect to Stay Productive 

Tommy shares how he stopped telling everyone "just reach out if you need me" and designated a select few people who truly understand what an emergency is instead. 

Jonathon admits he still struggles to disconnect but found that planning activities, bike rides, and historical trips helps him shift his focus after a brief bout with anxiety. 

You are not that important that the company will fall apart without you. If you cannot step away for a week, that is a problem with your systems, not your work ethic. 

???? Story Time | Delay Is the Deadliest Form of Denial 

This week’s cookie arrives with a clear message (and a small typo) to keep things honest. Delaying the things you know you need to do is a form of denial. Jonathon connects it to his own tendency to push things off, and Tommy shares how he keeps a checklist and clears his plate so his team never gets paused waiting on him. 

The message is simple. Do not let the things that matter most sit on your list. Attack them, clear them, and move forward. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #WorkLifeBalance #Vacation #Disconnect #SalesTraining #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Christine Beckwith, CEO of 20/20 Vision for Success Coaching & Consulting. 

Jonathon and Tommy are joined by Christine Beckwith for a deep conversation about what it takes to survive and thrive in any market. 

Christine shares her journey through multiple industry cycles, the importance of adaptability, and why the ability to pivot is the single most important skill you can develop. 

???? Broker Buzz

• - Whether a self-employed borrower with only one year of tax returns and no prior filing history can qualify, and how to handle the conversation with compassion. 
• - Options for a bartender who does not report cash tips but deposits them weekly, including why verifiable income matters. 
• - The quickest way to put a lien on a free and clear property for a VA cash out refinance.  

???? Sales Training | Adaptability Is Survival  

Christine shares her story, where she started as a credit union teller at eighteen and taught herself to calculate actuated payoffs when no one else would. That hunger to learn carried her through countless market cycles, layoffs, and the closure of a national mortgage company. 

If you are waiting for the market to return to what it was, then you are already falling behind. The brokers who are seeing the most success are the ones who figured out the market and got ahead without staring in the rearview mirror. 

The ability to adapt, break bad habits, and do the things you don’t want to do is what separates everyday brokers and the most successful individuals in the industry.

???? Story Time | Happiness in Family and Relationships 

The fortune cookie this week hits close to home for everyone. 

Christine talks about moving back home to be closer to her family after her sister passed away. Jonathon shares how his wife has taught him to prioritize those who matter most, leading to hours of precious family time getting recorded to look back on in the future. Tommy looks ahead to a trip with his parents and how much experiences like that can mean to us. 

The message is simple. Happiness is not found in production numbers. It is found in the people you love and the moments you create with them. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#Adaptability #Sales #MortgageIndustry #Training #Resilience #HousingMarket #RealEstate #Lending #BrokerCommunity #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, alongside Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon shares a deeply personal story about his great-grandmother, who lost everything and still found a path forward. Her motto, "This happened, now what?" became the foundation for a three-step framework that applies to sales, business, and life. 

???? Broker Buzz

• - Whether a mortgage debt can be excluded from DTI if someone else has been making payments for three years, and why being on the original note is the key.  
• - How sellers can request cross qualification with a preferred lender without violating RESPA, and where that fifteen hundred dollar credit is actually coming from. 
• - How to prove IRA distributions when a provider like Charles Schwab will not issue a letter, and where to find the right form. 

???? Sales Training | Stop Selling from Emotion 

When Jonathon's great-grandfather passed away, his great-grandmother was left with nothing. Instead of losing hope, she walked the cobblestone streets selling olive oil to feed her children. Her philosophy was simple: ‘This happened, now what?’

The full explanation of how to apply this in your everyday life and business is in the episode, but the core message is very simple. Do not let emotion cloud your response. Focus on what is in front of you and take the next step. 

???? Story Time | A Deep and Meaningful Conversation

The fortune cookie this week promises that a deep conversation with a close friend will lead to a breakthrough. Jonathon reflects on how those moments have shaped his life, especially when people who know him well help him see things he cannot see himself. Tommy adds that these conversations only work when trust is already built.

So remember to never underestimate the power of honest dialogue with the right people.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

Schwab IRA Distribution Form: https://www.schwab.com/resource/ira-distribution-form

#MortgageBroker #SalesTraining #Resilience #Mindset #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Christine Beckwith (CEO of 20/20 VSC) 

This week's episode features Christine Beckwith, a mortgage industry veteran with decades of experience in roles like executive leadership, origination, and master coaching. 

As the CEO of 20/20 VSC, Christine has built a comprehensive coaching platform designed to help originators and leaders reach new heights. In this episode, she offers a strong perspective on the current economic climate, highlighting what has changed in the refi market and how originators can put themselves in position to win despite a rate-resistant environment.

???? Key Takeaways:

• - Why the current market requires a shift in mindset, not just harder work.
• - How to vet and build relationships with your realtor partners the right way.
• - How to overcome rate objections by focusing on total cost and financial security.
• - Why building a business plan is just the beginning and accountability is the real work.

???? Golden Nugget:

"It's not about saving rate money anymore. It's about saving the American homeowner from themselves." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#MortgageCoaching #SalesMindset #FinancialAdvocacy #RefiOpposition #EconomicOutlook #OriginatorSuccess #ChristineBeckwith #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Ryan Whitfield (Home Loan Specialist at C2 Financial) 

This week's episode features Ryan Whitfield, who spent a decade as a pastor before transitioning into the mortgage industry. Ryan shares how his background in building trust and connecting with people became the foundation of his lending business. 

From struggling with internet leads to building a referral based model around first time homebuyers, Ryan offers a refreshing perspective on partnership, family, and finding your true value add. 

???? Key Takeaways:

• How his previous careers became the bridge to successful lending.
• The difference between a vendor with the lowest rate and a true mortgage partner.
• Why consistency and communication matter more to partners than gifts or gimmicks .
• The importance of scaling your team to buy back your time and protect family priorities.

???? Golden Nugget:

"If your greatest value add is the lowest rate, then you better be committed to having the lowest rate in your town. Otherwise, figure out what your value actually is." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#FirstTimeHomebuyers #ReferralBusiness #MortgagePartnerships #WorkLifeBalance #C2Financial #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, alongside Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy share practical strategies for taking control of sales conversations without being aggressive or rude. Drawing from lessons learned in his grandmother's home, Jonathon explains how to be direct, kind, and effective all at once. 

???? Broker Buzz

• - Whether a property inspection report can be transferred like an appraisal, and what happens when Freddie Mac's AUS findings change. 
• - How to handle a borrower with past financial crime convictions, including when to call the lender directly and when to walk away.  
• - The right way to qualify restaurant income with tips, including separating tips as commission income and using year end pay stubs. 

???? Sales Training | Five Steps to Lead Any Conversation 

Jonathon shares five steps for taking control of sales conversations while keeping the client feeling heard. 

First, lead with confidence. Start with questions like "What matters most to you and what would make this a win for your family?" Second, ask better questions that cannot be answered with yes or no. Third, tell the truth early, but without an "I told you so" attitude. Fourth, stop chasing people who are not serious. If a client will not commit after you solve their problem, they are not a priority. Fifth, be okay with silence. Hit mute, wait, and let the client think. The person who speaks first after a tough question often loses the leverage.

Tommy adds that the best sales conversations are like a ‘choose your own adventure’ novel. The client/reader makes the choices, but you are the author who sets the paths.

???? Story Time | June Is Filled with Laughter and Fun

Months ago, a fortune cookie promised that June would bring laughter and fun. Jonathon and Tommy set a calendar reminder to check back. Now, Jonathon is in Las Vegas for his wife's birthday, and Tommy is preparing for a beach trip with family. The cookie was right. The message is simple. Plan the fun, mark the calendar, and let yourself enjoy it when it arrives.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #ConversationSkills #LeadGeneration #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Tanner Mulvihill (Owner and Senior Loan Officer of Bayfield Home Loans) 

This week's milestone 250th episode features Tanner Mulvihill, a former United States Marine turned mortgage broker who has spent over two decades perfecting the art of the bold move. 

Tanner shares his three stage blueprint for loan officers: how to survive and thrive as a new LO, how to lock in systems and past client relationships in the middle years, and how a bold relocation can breathe new life into a veteran's career. 

???? Key Takeaways:

• The ninety day grind: open houses, Facebook videos, and thank you cards for new loan officers.
• Why sending a thank you card every time you pull credit can save deals and build loyalty.
• The pizza strategy: how one loan for a military unit turned into forty closed transactions.
• Moving to a new market as a veteran loan officer to reset relationships and find new opportunities.

???? Golden Nugget:

"If you don't have the gift of rolling out of bed and getting a two million dollar deal, you need to grind. The true top producers have both the gift of luck and the gift of drive." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#VALoans #Veterans #LoanOfficerTips #MortgageSystems #BoldMoves #NewLoanOfficer #ReferralBusiness  #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, alongside Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy discuss a difficult but necessary skill for any loan officer: knowing when a partnership is doing more harm than good and how to end it professionally. 

???? Broker Buzz

• - The latest AI compliance guidance from Fannie Mae, including the eight things every broker must do regarding governance, documentation, accountability, and oversight.
• - Financing options for a borrower with a 600 FICO, who needs cash out of an investment property for repairs. 
• - How to document foster care income for a mortgage, including the letter from the state and the twelve to twenty four month history requirements. 

???? Sales Training | How to Break Up with a Bad Agent 

Not every relationship is worth saving. Jonathon shares a four step framework for professionally ending a partnership with a real estate agent who only calls with fires, blames you for everything, and never sends referrals. 

Step one, decide before the call that you are communicating a decision, not negotiating. Step two, be direct and professional. Start with "We are about to have an uncomfortable conversation." Step three, give a clear reason without over explaining. Step four, do not take the bait. Keep it simple and walk away with clarity, not conflict. 

Ask yourself one question before you keep trying to save a bad relationship. Am I fighting for this because it is valuable or because I do not want to admit I let it go on too long? 

???? Story Time | September Surprises 

The fortune cookie this week looks ahead to September as a month of unexpected surprises and opportunities. Jonathon connects it to Fuse, his kids' birthdays, and the natural rhythm of conference season. Tommy shares plans for a birthday trip to Austin to reconnect with old friends. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #AICompliance #FannieMae #RealEstateAgents #SalesTraining #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, alongside Tommy Golightly, AIME's Marketing Manager. 

In this episode, Jonathon and Tommy explore the fundamental difference between loan officers who consistently close deals and those who watch opportunities slip away. The gap is not talent or luck. It is preparation. 

???? Broker Buzz

• - Whether a husband who is a realtor can use his three percent commission as a gift for his wife's cash to close, and what documentation is required. 
• - How to handle income from a salaried attorney who just became a law firm partner and now receives K-1 distributions instead of a W-2. 
• - The best apps for productivity and organization, including how Jonathon uses ChatGPT to manage everything from loans to Bible study to his kids' school. 

???? Sales Training | Ten Minutes of Preparation Changes Everything 

Have you ever lost a deal to another loan officer and blamed the client? Jonathon has been there too. The truth is you dropped the ball somewhere. The reactive salesperson calls with no intention, no notes, and no memory of the client's story. 

The proactive salesperson does ten minutes of recon before picking up the phone. They check social media. They review past conversations. 

They know about the second child, the credit card debt, the specific pain points. Then the call sounds completely different. "I noticed something that could free up cash flow for your growing family. Can I run it by you?" 

That client feels seen. That client stays on the line. Sales is preparation, not personality. Record your calls, take notes, and stop dialing without a purpose. 

???? Story Time | Educational Journeys and Unexpected Twists 

The fortune cookie this week lands with perfect timing. Jonathon shares that he enrolled in college on his grandmother's birthday, fulfilling a promise he made to her years ago when she told him to take a chance on mortgages. Fifteen years later, he is turning in assignments and embracing the unexpected twists of his own educational journey. Tommy adds that his path from interactive design to web development to marketing director to AIM proves that the best journeys are rarely straight lines. 



???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortderateBroker #ProactiveSelling #SalesTraining #FollowUp #Productivity #RealEstateCommission #GiftFunds #K1Income #LawFirmPartner #ChatGPT #RemindersApp #TimeManagement #SalesPreparation #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Jason Taormina of AutoPayPlus. 

In this episode, Jonathon and Tommy are joined by Jason Taormina to discuss what it really means to run a relationship based business in an industry that constantly pushes you toward the next deal. Jason shares how loan officers can stay connected with borrowers after closing, help them pay down debt faster, and position themselves as the trusted financial concierge for life. 

???? Broker Buzz

• - Whether appraisals are coming in low more often, and how Fannie Mae's risk assessment system is changing the game.
• - How to help a borrower verify an IRS payment plan when the agency says they cannot reissue the letter. (Spoiler: they can.)
• - A proven email marketing strategy that turned cold realtor outreach into lasting referral relationships.
• - Practical advice for using AI even if you dislike it, including the microphone feature and breaking through writer's block.

???? Sales Training | The Relationship Starts After Closing 

Most loan officers say they want a relationship based business, but the industry makes it hard to stay connected. Jason shares how AutoPayPlus helps borrowers pay down debt strategically, build equity faster, and shorten the sales cycle for future business. 

For the loan officer, this means having a real reason to call past clients beyond just checking in. Whether a borrower is at a high DTI or simply wants to be in a better position for their next home, helping them manage their finances after closing turns a one time transaction into a lifelong partnership. 

???? Story Time | Clarity in Decision Making

The fortune cookie this week delivers a timely reminder about making clear, data driven decisions. Jonathon shares how he has been restructuring his calendar around his brain patterns and working with researchers to be more intentional about when he makes choices. 

Jason adds that a study of top CEOs found decisiveness to be the one constant across all of them. The message is clear. Emotional reactions have their place, but data does not lie. Build systems, trust the numbers, and make decisions with clarity.



???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #FinancialLiteracy #RelationshipBuilding #SalesTraining #AutoPayPlus #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy discuss the fundamental shift in how consumers approach major financial decisions. With five hundred million weekly users on ChatGPT and nearly half a billion on Reddit, your clients are already researching before they call. 

The question is no longer about whether they have information or not. The new question is whether you can give them something that A.I. cannot. 

???? Broker Buzz

• - Practical strategies for generating refinance business when rates are unfavorable. 
• - Whether a seller can raise the purchase price after an appraisal comes in high, and why the buyer's agreement is only the first step.
• - How to qualify a firefighter with only six months on the job, and the difference between salary and hourly income.
• - The fastest way to get amended tax transcripts when a borrower has filed an update with the IRS.

???? Sales Training | Isolating Objections Before You Present 

Consumers do not need you for information anymore. They need you to give them certainty. That means clear direction, trust, and questions deeper than what a chatbot can ask. 

Jonathon shares why most salespeople fail by presenting before they isolate objections. 

If a client says they need to talk to their spouse after you have already given them the numbers, you have already lost. The core message is simple and powerful. Be proactive, not reactive. Ask before you present, and don’t be afraid of an awkward silence. 

???? Story Time | Laughter and Joy Are Coming Your Way 

The fortune cookie this week delivers a welcome promise after a long week. Jonathon reflects on how the moments he remembers most are not the stressful ones but the times he laughed uncontrollably with family and friends. 

Whether it is a Bruno Mars concert with his wife or a trip to Mexico for a friend's wedding, the message is simple. Surround yourself with people who smile. Seek out joy. It will make you happier, more effective, and better at everything you do. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#IndustryShift #AI #MortgageBroker #ModernSales #ObjectionHandling #SalesTraining #Refinance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Host: Marc Summers (AIME's Founding President)

Guest: Mario Escobedo (Owner and Founder of Sienna Mortgage) 

Mario Escobedo grew up around the mortgage industry, stepped away from it, and ultimately came back to build something all his own. 

He shares how his early years as a loan coordinator shaped his understanding of the business, why he treats every client interaction like a system, and how giving value without asking has become the cornerstone of his success with realtor partners. 

???? Key Takeaways:

• Why "partner" is the most important word in his vocabulary and how he reinforces it.
• Mario’s experience growing up around the mortgage industry, stepping away, and making a triumphant return a decade later. 
• How to proactively educate clients and partners instead of reacting to problems.
• Using social media as a social CRM to stay top of mind without being annoying.
• How the AIME community kept him in the broker channel when he considered leaving.

???? Golden Nugget:

"Give without asking. The law of reciprocity will do its own thing. Just focus on bringing value."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#ReferralBusiness #MortgageSystems #Partnerships #RealtorRelationships #VALoans #FirstTimeHomeBuyers #CommunityOverCompetition #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network



Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

Episode 60 is here and in this milestone episode, Jonathon and Tommy reflect on consistency, community, and the strategies that separate top producers from everyone else. 

Jonathon shares six actionable steps for winning more cash out refinances and explains a psychological principle that has guided his entire career. 

???? Broker Buzz

• - When to decline a down payment assistance request from clients who appear to have hidden assets, and why protecting your license matters more than one loan. 
• - The easiest way to handle a frozen credit report and why paying for credit pulls yourself can change the dynamic of a conversation.
• - How to set non-negotiable family time while still serving clients, including working backwards with your spouse and managing expectations.

???? Sales Training | Six Steps to Win More Cash Out Refinances 

HMDA data shows retail originators closed 479,000 cash out refinances in 2025 compared to just 162,000 for brokers. Jonathon believes brokers are leaving opportunities on the table by prejudging. 

He breaks down six specific strategies to close that gap, from pulling credit every time to getting all decision makers on the same call. 

The full breakdown is in the episode, but the core message is simple. Stop assuming a low rate means no deal. Your clients may have debt they are not telling you about. 

???? Story Time | The Power of Reciprocity

Jonathon grew up in a Middle Eastern household with one unbreakable rule. Never show up empty handed. He later learned this is backed by psychology. The human brain is wired to return favors, even small ones. In sales, bringing value before you ask for anything opens doors before negotiations even begin. Make reciprocity part of who you are, not just a tactic. It will help you build stronger relationships and close more loans.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #CashOutRefinance #SalesTraining #Reciprocity #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Host: Marc Summers (AIME's Founding President)

Guest: JP Hussey (The Hussey Team) 

JP Hussey is back, and he brought the Huss-bus. 

Our former Broker to Broker host returns to talk marketing, mindset, and how to make mortgages fun. From the famous Huss-bus to closing loans on the Rocky steps in Philly, JP has built a purchase-focused brokerage around consistency, fun, and genuine relationships. 

He sits down with Marc to talk about marketing, mindset, and why scheduling your day is the secret to keeping your sanity. 

???? Key Takeaways:

• Why marketing must come before guidelines when building your business.
• How to stay top of mind without spamming your book of business.
• The power of consistency: texting 400 real estate partners every Wednesday.
• Why he hires inexperienced LOs with athletic backgrounds over "forty million dollar whales".
• The importance of keeping marketing light, fun, and client focused rather than self serving.

???? Golden Nugget:

"You have to start with marketing. Figure out how you're going to get leads today. You can't do anything with guidelines if you don't have leads to do them with." 

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership



#MortgageMarketing #CreativeMarketing #LeadGeneration #PurchaseFocused #SmallBusiness #BrandBuilding #MortgageTech #LO #BrokerLife #TeamHussey #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy respond to an anonymous post from a new loan officer asking which company to join for guaranteed success. Jonathon delivers a candid reality check about mental toughness, pain tolerance, and why you have to fix yourself before any company can help you. 

???? Broker Buzz

• - How to choose a CRM, and why the tool matters less than your discipline in using it.
• - Whether overdraft fees on an earnest money deposit will kill a file, and when you can back out the EMD entirely.
• - What successful brokers actually do on weekends to recharge, including seven day vacations and screen free hobbies.

???? Sales Training | How Much Pain Can You Take? 

Someone asked anonymously in a Facebook group, "What company can I join that will make me successful?" Jonathon's answer cuts through the noise. 

The real question is how strong are you mentally? How many months are you ready to make little to no money? No company can teach you how to handle that mental strain. 

Write down what success actually means to you. How many months can you go without getting paid? How many real conversations will you have every day, even when nothing is working? 

Then interview companies with specific questions. Will they help you get in front of people? Are there high producers you can learn from? Are they transparent about pricing? Your mental fortitude will set you apart. Not the logo on a business card. 

???? Story Time | Do Not Follow Where the Path May Lead 

The fortune cookie this week is one of the most provocative yet. Jonathon reframes it as a call to action. If you have been on the same path for years and it is not taking you where you want to go, stop following it. Pick a different path. Tommy adds a line from Tolkien about stepping out your door and not knowing where you might be swept off to. The message is simple. You are in control. Don’t follow blindly. Go off-roading if you have to. Have the courage to blaze your own trail.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #NewLoanOfficer #MentalToughness #SalesTraining #CRM #EarnestMoneyDeposit #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #CareerAdvice #ProfessionalDevelopment #Resilience #SelfDiscipline #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy dig into fresh HMDA data that reveals a massive gap between retail and broker cash out refinance volume. Jonathon shares three things that every broker needs to do in order to start winning more of these deals.

???? Broker Buzz

• - How to approach a twenty one million dollar portfolio purchase of two hundred homes, including the difference between portfolio loans and blanket loans.
• - Whether a processor should structure deals or stick to processing, and why accountability matters when something goes wrong.
• - Creative ideas for a home themed auction basket, including movie night baskets, picnic baskets, and family game night bundles.

???? Sales Training | Never Be Nice, Always Be Kind

HMDA data shows retail originators closed nearly three times as many cash out refinances as brokers in 2025. Why? Brokers are not making the call or pulling credit. Jonathon shares three steps to close that gap. 

First, pull credit without prejudging. One client with a balloon payment turned into a deal he almost walked away from. 

Second, learn effective interest rates. Clients paying twenty three percent on credit card debt do not care about their four and a half percent mortgage rate. Show them why. 

Third, use trend data to respectfully call out inconsistencies. If a client says they are paying down debt but the credit report shows otherwise, have the kind but direct conversation. 

Never be nice. Always be kind. Sometimes kindness means telling people what they need to hear, not what they want to hear.

???? Story Time | A Loved One's Guidance Leads to Prosperity

The fortune cookie this week sparks two different interpretations. Tommy reflects on being present and letting a loved one guide you without having to ask. Jonathon thinks about the power of being the one person who believes in someone. Pour into others, even when it feels like a waste of energy. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #CashOutRefinance #HMDA #SalesTraining #EffectiveInterestRate #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Paul Messina (VA Loan Specialist at Canopy Mortgage)

This week's episode features Paul Messina, a former paramedic, firefighter, police detective, and military veteran who found his way into the mortgage industry after a chance meeting with a loan officer who challenged him to "do his effing job." 

Paul shares his remarkable journey from healthcare and public safety to becoming a VA loan specialist, and how attending Ascent, AIME's VIP retreat in Puerto Rico, gave him a new perspective on purpose, legacy, and the importance of self awareness.

???? Key Takeaways:

• Why the VA loan is one of the most underutilized benefits available to veterans.
• The importance of committing fully to a career in mortgages and not treating it as a part time endeavor.
• Why being a good human and putting good karma into the world leads to sustainable business growth.
• The value of embracing technology while avoiding shiny object syndrome.

???? Golden Nugget:

"Just be a good human. Whatever way you choose to serve your fellow man, just be a good human."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #VALoans #Veterans #Ascent #PersonalGrowth #MortgageAdvice #ServiceMatters #LegacyBuilding

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy explore how artificial intelligence is changing the way borrowers prepare for conversations with loan officers. 

They share practical strategies for staying ahead of AI-informed clients, handling objections with confidence, and knowing when to trust the technology and when to trust your own expertise.

???? Broker Buzz

• - Whether the two-year waiting period for a dismissed Chapter 13 bankruptcy still applies under Fannie Mae guidelines.
• - Whether a borrower with no credit score, insufficient history, and twenty percent down can qualify for a loan, and which non-QM or hard money options might work.
• - How to compete against credit unions offering no MI products and builders offering aggressive incentives, including when to tell a client to take the better deal and how to win them back later.

???? Sales Training | Handling Objections by Asking Better Questions

Jonathon shares a prompt designed to help loan officers move beyond generic responses to the three most common mortgage objections: wanting to shop around, wanting to wait, and wanting to talk to a spouse. He demonstrates how a question like "What is the best way for me to communicate to you without you being upset that I believe you are making a mistake?" forces a client to think rather than react. 

???? Story Time | Your Heart Will Have Capacity for Love

The fortune cookie this week arrives with a strange and slightly uncomfortable phrasing. Jonathon turns it into a conversation about purpose, loss, and keeping your heart open even when life makes it hard. 

He shares the story of his grandmother, who passed away in January and was the reason he got into mortgages. On her birthday last week, he registered for college classes before visiting her grave, fulfilling a promise he made to her and rediscovering a sense of love for the process.

The message is simple. If you have been hurt, if you have closed yourself off, find a purpose and move toward it. The opportunities are endless when your heart stays open.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #AI #ObjectionHandling #BorrowerEducation #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #Leadership #PersonalDevelopment #CreditUnions #BuilderIncentives #DSCRLoans #NonQM #HardMoney #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy explore how the right mindset and the right questions can transform your sales conversations. They dig into listener questions about real-world borrower challenges and share practical advice on using AI as a practice tool rather than a crutch.

???? Broker Buzz

• - Why an IRS tax lien that transfers from property to property can kill a deal, and how payment plans work when the lien does not attach to the property itself.
• - Whether reverse mortgages are worth learning, including the critical step of getting family members on the phone before moving forward.
• - The great AI debate: Claude versus ChatGPT, and why switching too often might cost you more time than it saves.

???? Sales Training | Whoever Frames the Conversation Controls the Outcome

Jonathon shares a personal story from his teenage years about overpaying for a simple tire repair because he did not know the right questions to ask. He explains why you should assume your clients are using AI before they ever talk to you, and how you can use the same tools to practice framing, pressure test your questions, and walk into any sales call with confidence. 

???? Story Time | A Positive Outlook Will Lead You to Success

Jonathon reflects on why positivity is not just a nice idea but a prerequisite for success. The most successful people he knows do not tolerate negativity in their circles. They cultivate environments where optimism and action go hand in hand. 

Tommy adds that a simple smile or a laugh with a friend can reverse an entire day. 

Your thoughts shape your actions, and your actions shape your results. If you want to win, start with the belief that you can.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #SalesTraining #Framing #AI #ConversationSkills #HousingMarket #RealEstate #Lending #PositiveMindset #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #ReverseMortgage #TaxLiens #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network



Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

Fresh off the AIME Ascent VIP retreat in Puerto Rico, Jonathon and Tommy reflect on what it takes to bring together top producers, set the right tone, and create an environment where even the most successful people in the room can lower their guard and grow. 

???? Broker Buzz

• - Navigating hard money and credit union options for borrowers with challenged credit but significant equity in free and clear properties. 
• - The risks of issuing a pre-approval to a client who has not filed taxes in five to six years, and why referring them to a financial advisor is often the right move.
• - The best AI tools for creating professional flyers and marketing materials, including the AI-powered design tool available exclusively to AIME members.

???? Sales Training | How You Do Anything Is How You Do Everything

Jonathon shares the philosophy behind the Ascent retreat and why setting the tone matters more than any sales script. Set the tone early. At AIME Ascent and for viewers at home, Jonathan challenges listeners to examine how they approach their own introduction calls, presentations, follow-ups, and post-close processes. Your words matter. Don’t minimize them. 

???? Story Time | Lessons from Ascent

Tommy reflects on being surrounded by billions of dollars in production and what it felt like to watch top producers interact with other up-and-coming brokers in a space that felt safe, open, and free of clicks. 

Jonathon and Tommy both came away with new habits, new connections, and a renewed appreciation for what happens when you bring the right people together with the right intentions. 

Whether you were in Puerto Rico or listening from home, the invitation is the same. Show up open minded, set your tone, and remember: how you do anything is how you do everything.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #SalesTraining #Leadership #AIMEAscent #PersonalDevelopment #HousingMarket #RealEstate #Lending #BrokerCommunity #SalesTips #MortgageIndustry #MindsetMatters #BusinessGrowth #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Kyle Koller (Branch Manager at UMortgage)

This week's episode features Kyle Koller, a ten year mortgage veteran who has built his entire career in the broker channel.

He shares his unconventional start in the industry, after receiving a text from a former student. Kyle talks with Marc about the mindset shifts, practical strategies, and relationship building tactics that have sustained his business through countless market cycles.

???? Key Takeaways:

• How to best utilize your most loyal past clients and existing Google reviews. 
• The importance of educating clients in simple terms, especially during volatile markets.
• Why blended rate conversations are essential for helping clients see the full picture. 
• Why being an advisor, not just a transaction facilitator, leads to true longevity.

???? Golden Nugget:

"This job gives you a flexible schedule. Stop treating it like a nine to five and start taking advantage of the freedom it actually offers."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#UMortgage #BlendedRate #WorkLifeBalance #LoanOfficerLife #MortgageIndustry #ScalingYourBusiness #FinancialAdvisor #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy dig into listener questions about the real-world challenges of running a brokerage, from compliance gray areas to keeping the peace among producing loan officers.

???? Broker Buzz

• - Whether an affiliated business agreement is needed when a realtor also owns a mortgage company and handles both sides of a transaction. 
• - How to set clear weekend and after-hours expectations for junior loan officers, including why putting it in writing and incentivizing the right shifts matters.
• - A battle-tested method for handling LO referral partner conflicts without tearing your team apart, including when to let the realtor choose and when to set firm boundaries.

???? Sales Training | Showing Up When It Counts

Jonathon and Tommy reflect on what sales training really looks like behind the scenes and why it’s not always just about the scripts and techniques. Sometimes, it’s about showing up for your teammate when it’s time for a hard conversation. 

???? Story Time | The Fortune Cookie Flashback

Six months ago, a fortune cookie promised that March would be a month of change. Jonathon set a calendar reminder for himself and Tommy to revisit it. That reminder finally arrived, sending Tommy on a hunt through old footage to figure out what it meant. 

The result is a conversation about time, perspective, and the slow burn of personal development. The message is clear: Growth is not a sprint. It is showing up every single day.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #Compliance #TeamBuilding #Leadership #SalesTraining #HousingMarket #RealEstate #Lending #CompanyCulture #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Jeremy Millar, CEO of Amarlo.

In this episode, Jonathon and Tommy are joined by Jeremy Millar for a deep dive into what it really takes to transition from being a solo loan officer to running a profitable, scalable brokerage. 

???? Broker Buzz

• - The best tools for automating rate and market updates to realtor partners without breaking the bank.
• - Whether hard money or traditional financing is the right path for a client seeking renovation funds just one month after closing.
• - How a properly structured divorce decree can solve DTI challenges when an ex-spouse still appears on an investment property mortgage.

???? Sales Training | The Five Ps of Brokerage Success

Jeremy introduces his five Ps framework: Presence, Process, People, Production, and Profit. He explains why these five numbers are the key to unlocking control over your business and breaks down how to measure lead volume, track conversion rates, analyze average comp per loan, and use that data to make smarter decisions. 

Jonathon emphasizes the importance of simplifying KPIs and reviewing them monthly rather than waiting until year end to realize you're off pace.

???? Story Time | Who You Surround Yourself With Matters

Jonathon closes the episode with a reminder that success is rarely built alone. He encourages listeners to take stock of the people in their inner circle and ask whether those relationships are elevating them or holding them back. In a world full of noise and negativity, protecting your mindset and curating your community is not optional. It is essential.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#MortgageBroker #Amarlo #BusinessOwner #KPIs #SalesTraining #LeadGeneration #HousingMarket #RealEstate #Lending #FinancialStory #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Jason Sharon (Owner of Home Loans Inc.)

This week's episode features a returning guest and owner of Home Loans Inc., Jason Sharon. 

A retired Navy veteran and longtime AIME supporter, Jason has built a thriving brokerage across seven states by mastering the art of delegation, creating new systems and harnessing the power of virtual assistants.

???? Key Takeaways:

• Why it’s important to check your ego and let go of tasks that don’t require you. 
• How to build a virtual team that feels like family, not contractors.
• The power of utilizing checklists and creating repeatable steps in any industry. 
• Hiring based on heart and the ‘tell me about your childhood’ interview question.

???? Golden Nugget:

"You don't hire skill, you hire heart. If you don't have a plan, if you don't have a checklist, it's going to fail."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#VirtualAssistants #ScalingYourBusiness #VALoans #MortgageProcess #TeamCulture #BusinessSystems #DelegateToGrow #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

In this episode, Jonathon and Tommy tackle the trends and tools dominating the mortgage space, from AI-powered lead gen to the timeless value of human connection. 

???? Broker Buzz

• - How to balance AI bots and in-house ISAs for maximum lead conversion without losing the personal touch.
• - Why speed to lead and conversion metrics must drive your hiring and firing decisions.
• - Strategies for combating misleading servicer mailers by re-engaging past clients with transparency and trust.

???? Sales Training | The Danger of Root Access

Jonathon sounds the alarm on a growing trend: loan officers giving AI "root access" to their computers in exchange for automation. He explains why this poses a massive risk; not just to individual brokers, but to the entire independent channel. 

With regulators already tightening AI rules and retail competitors watching for any misstep, protecting client data has never been more important. Tommy reinforces that sentiment and shares why he draws a hard line between using AI as a tool and letting it operate autonomously.

???? Story Time | If You Want to Go Far, Go Together

The episode opens with a fortune cookie message that sets the tone: "If you want to go fast, go alone. If you want to go far, go together." Jonathon and Tommy reflect on what that means for brokers today, and why things like community, collaboration, and having the right people around you are the true foundation of long-term success. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#MortgageBroker #AI #LeadGeneration #SalesTraining #HousingMarket #RealEstate #Lending #DataSecurity #FinTech #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

Host: Marc Summers (AIME's Founding President)

Guest: Christopher Griffith (Founder of Vetted VA)

This week's episode features Chris Griffith, a longtime friend of AIME and founder of Vetted VA, a training community built to help mortgage professionals serve veterans with confidence and capability. 

Chris shares the heart behind Vetted VA, why education should focus on understanding over memorization, and how to navigate market cycles without losing your footing.

???? Key Takeaways:

• What Vetted VA is and how it enables those in the industry to better serve veterans.
• The difference between theory based training and reality based application.
• Why asking questions and admitting what you don't know is a strength, not a weakness.
• How to use slower market seasons to expand your capacity and sharpen your skills.

???? Golden Nugget:

"If you're waiting on rates to do something for you to be sustainable, you're probably not sustainable. Focus on what you can control, expand your capacity, and invest your time wisely."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#VALoans #Veterans #VettedVA #BrokersAreBest #MortgageTraining #CommunityOverCompetition #Homeownership #VeteranSupport #BrokerToBroker #MortgageTech #AIME #Podcast #Network 

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, Tommy Golightly, AIME’s Marketing Manager, and featuring special guest Michelle Berman-Mikel, author of The Black Line and creator of Beyond the Method

This episode brings a powerful guest to the table for a deep-dive discussion on accountability, structure and what it truly means to be relentless in this industry. 

???? Broker Buzz

• - Navigating non-QM files with gaps in rental history & re-establishing credit documentation.
• - Why borrowers cannot act as their own general contractor on construction-to-perm loans and how risk drives those decisions.
• - Structuring complex acreage and multi-parcel transactions and when private money becomes the realistic path forward.

???? Sales Training | Leveraging Relationships the Right Way

Michelle breaks down her proven framework for outbound prospecting and explains why the “lever” strategy is so impactful. Instead of blindly sending messages to cold leads, brokers can learn how to identify mutual connections, clearly explain the relationship and create context that earns a response.

Jonathon reinforces the importance of coaching and accountability, emphasizing that even high performers need someone in their corner asking, “Who did you prospect today?”.

???? Story Time | Infrastructure Over Hype

In a unique shift from traditional loan officer messaging, Michelle shares how she built a keynote around serving infrastructure professionals rather than front-facing salespeople. The theme: what is invisible determines what is scalable. In a culture obsessed with speed and shortcuts, she challenges the industry to respect systems, governance, and the slow mile instead of chasing the sprint.

The result is a grounded reminder that success is built on structure, discipline, and relentless execution.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#LoanOfficerTips #Lending #LO #RealEstate #Finance #BrokerCommunity #SalesTraining #Leadership #Development #EntrepreneurMindset #ProspectingStrategy #HousingMarket #BusinessGrowth #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network

Host: Marc Summers (AIME’s Founding President)

Guest: Brian Yampolsky (Owner and Founder of Orion Mortgage Corporation)

Marc is joined this week by 34-year veteran of the industry, Brian Yampolsky, who has built a thriving brokerage on relationship-based referrals and consistent, thoughtful execution. 

From surviving market shifts to refining the client experience, Brian shares the practical strategies that have sustained his business for decades.

???? Key Takeaways:

• Why a relationship-based, referral-driven model takes time but pays off long-term.
• How to use UWM’s free home value estimator to open more doors with listing agents.
• The power of consistency: “Better to be consistently good than occasionally great”.
• Personalizing the closing process with thoughtful, client-tailored gifts.

???? Golden Nugget:

"There's a solution to every problem. Sometimes we may not know what it is, but it's out there. Stay calm and stay steady. That's what people want from us."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #RelationshipBuilding #RealtorPartners #ClientExperience #SmallBusiness #MortgageAdvice #LeadGeneration #BusinessGrowth



Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

Episode 50 marks an important milestone for the Broker Power-Up podcast, and instead of shifting focus inward, Jonathon and Tommy turn their attention to an issue that has the potential to significantly impact the broker community.

???? Broker Buzz

• - Breaking down the proposed Basel III mortgage capital rules and how they could affect loan pricing.
• - Why higher capital requirements for banks may shift competitive dynamics between retail and wholesale.
• - What brokers should understand now so they are not reacting late if these policies move forward.
• - How AIME continues to advocate for independent mortgage professionals amid regulatory changes.

This episode centers around a recent HousingWire article that outlines proposed changes to Basel mortgage capital rules and the broader implications for liquidity, risk weighting, and borrower cost. Jonathon and Tommy unpack what is noise, what is real, and how brokers should position themselves in a shifting regulatory environment.

For reference, the article discussed in this episode can be found here: https://www.housingwire.com/articles/basel-mortgage-capital-rules/

Tune in for a clear, level-headed episode about regulatory shifts, market positioning, and why it’s critical for independent brokers to stay informed and engaged.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#LoanOfficerLife #WholesaleLending #HousingPolicy #IndustryNews #Regulations #HousingMarket #EntrepreneurMindset #Leadership #Development #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• - Proving child support payments when funds are distributed through state-issued debit cards and the paying party is uncooperative.
• - Best practices when working with third-party processors and why a structured intake form prevents confusion.
• - How to exclude temporary medical leave from 1099 income calculations using proper documentation.
• - A reminder that hustle matters, especially in a market where refinances are reopening and opportunity is growing.

???? Sales Pitch Training | The Power of the 20-Year Mortgage

Jonathon breaks down the best way to present a 20-year mortgage to past clients who may be sitting in higher-rate 30-year loans and highlights how a small increase in monthly payment can shave years off a loan. 

Framing the difference as a manageable weekly amount, walking through five-year equity impact, and asking the right questions that help clients connect short-term sacrifice to long-term financial freedom. This is a practical, underutilized strategy brokers can implement immediately.

???? Story Time | Routine Wins After Setbacks

Coming off a week of being under the weather, Jonathon shares how leaders can quickly rebound without getting bogged down by the stress of catching up. There is no magic potion, just discipline and getting back to your foundation. Drinking water, getting to the gym and controlling the things you can control. 

Success isn’t about avoiding disruptions altogether, it’s about navigating them effectively and bouncing back. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#LoanOfficerLife #WholesaleLending #RealEstateFinance #BrokerCommunity #SalesTraining #LeadershipDevelopment #FinancialFreedom #RefinanceStrategy #EntrepreneurMindset #HousingMarket #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network



Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• How FHA treats unfinished renovations and what must be completed before closing.
• Using gift funds correctly on FHA purchases and how sourcing impacts underwriting.
• When a borrower can switch loan programs midstream without resetting timelines.
• Managing appraisal conditions without letting them derail borrower confidence.

???? Sales Pitch Training | Reducing Decision Fatigue

Jonathon breaks down why too many options create paralysis and how brokers can simplify conversations without overselling or rushing decisions. He explains how confident framing, limited choices, and clear next steps help clients feel safe moving forward. This segment gives brokers a repeatable way to lead clients through complex decisions while maintaining trust and momentum.

???? Story Time | Certainty Is a Skill

Jonathon reflects on how certainty is built, not inherited. Drawing from early career lessons and real-world leadership moments, he shares why decisiveness comes from preparation, boundaries, and clarity. It’s a reminder that clients don’t need perfection. They need confidence, consistency, and someone willing to lead.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #LoanOfficer #Strategy #Sales #Training #Leadership #RealEstate #Finance #BrokerCommunity #MortgageProfessionals

Host: Marc Summers (AIME’s Founding President)

Guest: Sean Grapevine (Vice President of Product Strategy at UMortgage)

This week’s episode features Sean Grapevine, who went from restaurant kitchens to leading product strategy at UMortgage. Join Marc and Sean as they break down the true role of a CRM, what the road to get to this point looked like for Sean, and why consistency is the true driver behind lasting growth.

???? Key Takeaways:

• Why CRMs should focus on the “who” and “why”, not just the “what”.
• How to use your LOS as your central hub if you don’t have an integrated CRM.
• The power of mutual accountability and “power hours” to drive consistency.
• Introducing “My Day”: a smart call-blocking system that pre-plans your outreach.
• Why taking notes and logging activity is the non-negotiable habit of top producers.

???? Golden Nugget:

“Better to make ten calls to the wrong people than zero calls to the right people. Consistency isn’t about perfection, it’s about showing up.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#CRM #Strategy #UMortgage #SalesTips #ProductivityHacks #BusinessGrowth #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• - When K-1 income can be used without full business tax returns and how ownership percentage affects self-employed status.
• - How FHA streamline base loan amounts are calculated when buy down funds are applied at payoff.
• - Refinance options for borrowers stuck in high-interest hard money fix-and-flip loans.
• - Practical ways brokers manage lender email overload without missing niche products or opportunities.

???? Sales Pitch Training | The Power of Assumptive Words

Jonathon breaks down why assumptive language is one of the most underused tools in a broker’s sales arsenal. He explains how shifting from “if” to “when” reduces friction, builds clarity, and positions the broker as a confident guide instead of a hesitant salesperson. 

???? Story Time | Who’s Controlling the Conversation

Jonathon reflects on how communication skills shape not just sales careers, but life itself. From client conversations to parenting and personal relationships, he challenges listeners to become more aware of who is controlling the conversation at any given moment. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #Education #LoanOfficer #Mortgage #Strategy #BrokerCommunity #MortgageProfessionals

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• - Who can pay for a second appraisal on an FHA flip and why managing expectations upfront matters.
• - When PMI can actually be removed on conventional loans and why principal paydowns are not always automatic.
• - Tools and strategies brokers are using to compare refinance options without overwhelming clients.

???? Sales Pitch Training | Practicing the Right Way

Jonathon breaks down how brokers can dramatically improve their sales conversations by practicing with intention. He walks through how to use scripting the right way, how AI tools can be leveraged to role play difficult client scenarios, and why recording, reviewing, and refining your own responses exposes weak framing and defensive tone. 

???? Story Time | The “So What” Mentality

In a deeply personal story, Jonathon shares the life lessons passed down from his grandmother and how her unwavering resilience shaped his mindset. Through loss, adversity, and uncertainty, her constant reminder was simple but powerful: so what.

It challenges brokers to stop letting small obstacles derail them, to keep perspective during tough seasons, and to trust their ability to keep moving forward no matter what comes next.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#SoWhat #MindsetMatters #BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #BrokersAreBest #AIME #Podcast #Network

Host: Marc Summers (AIME’s Founding President)

Guest: Doug Liska (CEO of Nextdoor Lending)

This week’s episode features Doug Liska, CEO of Nextdoor Lending. With over 20 years in the industry, Doug shares his path from bank teller to Quicken Loans leader, to founding and scaling Nextdoor Lending, through its acquisition by NerdWallet.

???? Key Takeaways:

- Transitioning from Quicken Loans leadership to founding Nextdoor Lending.

- Building a culture focused on producer success and relationship-based growth.

- Approaching market challenges with a consumer-first, product-diverse mindset.

- Using data and consistent action to drive results, not just hope.

- Planning to leverage the NerdWallet acquisition to serve niche borrowers better.

???? Golden Nugget: “If someone else can make it happen, I’m willing to put in the work. It’s not about creating a new market. It’s about going after the opportunity that’s already there.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#Leadership #NextdoorLending #BrokerToBroker #BrokersAreBest #MortgageTech #NicheLending #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• Using projected rental income on FHA duplex purchases and how lease agreements impact qualification.
• Handling name changes before closing and when an AKA can solve identification issues.
• Why adjustable rate mortgages are pricing higher than fixed rates and how banks and credit unions approach ARMs differently.

???? Sales Pitch Training | The Power of the Bandwagon

Jonathon breaks down one of the most underutilized sales strategies in the broker space: bandwagon selling. Learn how to build trust without bragging, shift clients from emotion to logic, and guide decision making by showing clients what others like them are doing. 

Jonathon also introduces reverse bandwagon techniques to diffuse aggressive conversations, reestablish authority, and confidently lead clients who come in hot armed with half answers from the internet.

???? Story Time | Looking Into the Right Glass

Closing out the episode, Jonathon shares a deeply personal reflection on success, fulfillment, and shifting from comparison to purpose. Drawing from his upbringing and early career, he challenges brokers to stop chasing more and start making sure others have enough.

 It’s a powerful reminder that real success comes from perspective, generosity, and leading with intention both in business and in life.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #MindsetMatters #BrokersAreBest #AIME #Podcast #Network

Host: Marc Summers (AIME’s Founding President)

Guest: Holly Niemeier (Mortgage Loan Originator at Nexa Mortgage)

This week’s episode features VIP member Holly Niemeier, who went from touring with rock bands to building a prolific mortgage business centered on DSCR and investor lending. With over 20 years in the industry, including a decade at Caliber and now as a high-producing broker, Holly shares her unconventional journey and the focused strategies that now allow her to close 20+ loans per month.

???? Key Takeaways:

• How to build a dominant niche in DSCR lending by deeply studying guidelines and confidently challenging lender exceptions.
• The consultative approach to working with investors: asking goal-based questions to tailor financing and build lasting relationships.
• Transitioning from retail to broker: the freedom, transparency, and product diversity that fueled her growth.
• Scaling through delegation, systemization, and leveraging AI, even when it’s not perfect.
• The power of community and finding your place within AIME and the Women’s Mortgage Network.

???? Golden Nugget:

“Lean in. Become an expert. When you know what you’re talking about, you naturally attract the right clients and the confidence to help them scale.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership



#BrokerToBroker #BrokersAreBest #DSCR #InvestorLoans #MortgageBroker #NicheLending #WomenInMortgage #AIME #Podcast #ScalingBusiness

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• Whether a second mortgage can be excluded when a non-borrowing family member has been making the payments.
• What brokers need to know about the trigger lead changes, enforcement timelines, and what is actually changing.
• How FHA appraisals treat non-working items like garbage disposals and gas fireplaces, and why due diligence matters.

???? Sales Pitch Training | Plan Backwards and Defend Your Time

Jonathon lays out a three-step framework to help brokers reset and refocus for the year ahead. He walks through how to plan your income goals backwards into daily activities, why deciding who you will not work with is critical to your growth, and how to systematize trust through clear expectations and consistent communication. 

A poignant reminder that success in commission sales comes from structure, boundaries, and intentional planning.

???? Story Time | Strength as the Theme for the Year

Jonathon and Tommy close the episode by sharing their words for the year and what they mean on a deeper level. From physical health to mental discipline, boundaries, and consistency, Jonathon explains why strength is not just about the gym, but about making small, intentional choices every day. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026 #Planning #Protecting #Strength #Time

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• How to approach cold calling with the right mindset and build confidence through repetition.
• Practical ways brokers can leverage AI today without risking client data or overcomplicating their workflow.
• Financial planning advice for commission-based brokers, including how much cash to keep accessible during slower months.

???? Sales Pitch Training | Sell From Clarity, Not Urgency

Jonathon delivers a powerful sales framework centered on emotional regulation and structure. He breaks down why urgency creates resistance, how to detach from outcomes, and why clients buy confidence rather than rates or features. Learn how to anchor your conversations around decisions, simplify cost objections, and lead every interaction with a clear, repeatable structure that keeps clients calm and moving forward.

Tune in for mindset shifts, tactical sales coaching, and practical guidance to help you start the year strong and lead every conversation with confidence.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#BrokerPowerUp #BrokersAreBest #Clarity #EmotionalControl #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026

Host: Marc Summers (AIME’s Founding President)

Guest: Russell Petty (Founder of Broker Marketplace)

In this special demo-style episode, Russell Petty returns to roll up his sleeves and show loan officers exactly how to move beyond basic ChatGPT.

Through live screen sharing, he reveals a suite of powerful AI tools that have the ability to transform how you learn, market, automate, and scale your business.

???? Key Takeaways:

- Use Google’s Notebook to create audio/video lessons & other interactive resources.

- Generate branded social content themes in seconds with Pomeli.

- Leverage AIME’s Architect AI for lender-specific presentations & lead strategies.

- Integrate AI into common apps like Spotify, Zillow, Gmail, etc.

- Build compliant, custom AI agents for your unique business needs.

???? Golden Nugget: “Identify the bottleneck in your business. Put 100% of your resources toward solving that, then scale until you hit the next bottleneck. Without knowing the problem, no tool can help.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#BrokerToBroker #BrokersAreBest #Productivity #AI #Gemini #Notebook #ChatGPT #Pomeli #Architect #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry



Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• How DSCR loans held in LLCs can impact future DTI calculations.
• Navigating unusual property conditions under FHA guidelines.
• Properly documenting IRS payment plans without slowing a deal down.

???? Sales Pitch Training | Winning When Others Slow Down

Jonathon shares a powerful holiday season framework focused on momentum, not burnout. Learn how to separate market speed from competitor activity, shift from transactional selling to relationship building, and use December to build a stronger January pipeline.

???? Story Time | The Power of Showing Up

Drawing from early career lessons, Jonathon explains why top producers lean in while others pull back during the holidays. From handwritten notes to simple check in calls, this story highlights how trust compounds when your competition goes quiet and why small actions now can create outsized results in the months ahead.

Tune in for practical lending insight, sales strategy that actually works, and a reminder that momentum is built when others choose to pause.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #December #Q1 #SuccessPrep #Relationships

Host: Marc Summers (AIME’s Founding President)

Guest: Russell Petty (Founder of Broker Marketplace)

This week’s Broker to Broker podcast features A.I. strategist and former broker-owner Russell Petty, who delivers a masterclass on integrating artificial intelligence into your brokerage. 

Russell moves far beyond basic ChatGPT uses, revealing how broker-owners can harness advanced A.I. for deep market research, automated system building, and creating unmatched value for loan officers. 

He even provides an actionable roadmap to future-proof your business against the coming AI revolution in mortgage.

• - How to use AI for deep research to identify the exact needs of your ideal loan officer avatar.
• - Building custom tools and lead magnets in under an hour to attract and retain top talent.
• - Automating repetitive tasks and complex workflows using AI agents like Claude.
• - The critical SEO hack to get AI platforms like ChatGPT to recommend your brokerage.
• - Why your personal brand is your ultimate defense against AI-driven competition.
• - Preparing for the next generation of homebuyers who prefer seamless, low-touch AI interactions.

???? Golden Nugget: 

"Think of AI as an unpaid intern that's just as smart as you are, has all the context, and never gets tired. It's a genius savant sitting beside you."



???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. 

???? Join AIME: aimegroup.com/membership

#BrokerToBroker #BrokersAreBest #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• - How to handle listing agents who deal in absolutes and question non-local lenders.
• - Navigating cash-out refinances on homes held in a trust.
• - What brokers need to know about H.R. 3206 and why AIME is pushing back against mandatory title requirements.

???? Sales Pitch Training | Emotion Out, Execution In

Jonathon lays out how to regulate your emotions, shift from the outcome to the process, uncover the client’s real concerns with better questions, and guide them back into your value without confrontation. It’s a blueprint for staying calm, staying professional, and potentially saving the relationship.

???? Story Time | Giving Back and Planning with Purpose

Jonathon and Tommy share how planning, personal growth, and intentional giving shape their own lives during this time of the year. They introduce the new Broker Boost, a weekly Sunday email featuring Jonathon’s sales coaching, designed to help brokers plan their week, sharpen their mindset, and stay accountable. It’s a reminder that success comes from preparation, consistency, and the desire to elevate the entire community.

This episode is perfect for helping you keep your emotions in check and bringing those who deal in absolutes back to the light side. 

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week

#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Emotion #Regulation #Absolutes #StarWars #HR3206

Host: Marc Summers (AIME’s Founding President)

Guest: Troy Molitor (President and CEO of Molitor Financial Group)

This week’s Broker to Broker podcast features Troy Molitor, who shares how he built a thriving business centered on consistency, communication, and genuine connection.

With more than two decades in the mortgage industry, Troy breaks down how brokers can create momentum through simple daily actions, build trust with both clients and partners, and use mindset as a strategic advantage in any market.

???? Key Takeaways:

- Why consistency compounds and creates long-term growth.

- How clear communication drives 100 percent referral-based business.

- Building a team by hiring for character, not resume.

- Why originators should build a personal brand instead of relying on company branding.

- How to approach social media authentically without overproducing content.

- The mindset shifts brokers need to stay competitive heading into 2026.

???? Golden Nugget: "What you choose to see is what will exist in your space. Focus on the right things and your business will follow."

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#BrokerToBroker #BrokersAreBest #MortgageTech #MortgageTips #Community #MindsetMatters #BrokerSuccess #AIME #Podcast #Network

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• - How FHA underwriters treat business losses and why a simple CPA letter of dissolvement can solve the issue.
• - Why webinars are rarely the best move for new lead generation and how one-on-one video calls and evergreen YouTube content create stronger, more consistent conversion.
• - The easiest way to build polished presentations using The Architect, AIM’s new AI-powered tool that generates mortgage-ready slide decks in minutes.

???? Sales Pitch Training | Structuring the Perfect Refi Presentation

Jonathon breaks down his step-by-step system for delivering a clear, confident refinance presentation. Learn how to take command of the call, build a ‘yes’ train, walk clients through a simple T-chart comparison, recap benefits that matter, and transition into a smooth close. 

???? Story Time | The Ego Check

Jonathon recounts an unforgettable moment early in his career when tough feedback from a leader pushed him to confront his ego. What began as anger turned into a lesson that shaped his entire approach to growth, leadership, and receiving criticism. This story is a reminder that real progress requires humility, self-awareness, and the willingness to listen even when the message is hard to hear.

Be sure to tune in for practical loan strategies, proven sales techniques, and a powerful reminder that accepting feedback is one of the fastest ways to rise in this industry.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Humility #LifeLesson

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager

???? Broker Buzz

• When clients want a second FHA loan, what really qualifies as an exception and how to push back responsibly.
• Handling shift bonuses for new nurses and understanding what underwriters can and cannot count as income.
• Rate and term refinancing right after closing and managing early payoff risk while keeping clients informed.

???? Sales Pitch Training | The DEP Framework

Jonathon introduces the DEP method for handling high-pressure conversations with clients and real estate agents: Disarm the emotion, Engage with clarity, Pivot to the solution, and Disconnect when necessary. Learn how this framework helps you maintain control, protect your clients, and establish yourself as the calm and confident leader during every interaction.

???? Story Time | The Red Duck Lesson

Jonathon shares a heartwarming story from his first family cruise about a red duck that became more than just a toy. Through giving away something personally meaningful, he highlights the power of gratitude, generosity, and creating memorable moments. This story is a reminder that small acts of kindness can have a huge impact in both personal and professional life.

Tune in for practical loan strategies, actionable sales frameworks, and a meaningful reminder that gratitude and leadership go hand in hand.

???? Listen wherever you get your podcasts

???? Subscribe on YouTube for new episodes every week



#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest

Host: Marc Summers (AIME’s Founding President)

Guest: Matt Oliver (Loan Originator at Lund Mortgage Team)

This week’s Broker to Broker podcast features Matt Oliver from Lund Mortgage, who shares how he built a thriving direct-to-consumer model, maintained a strong referral network, and created long-term success through consistent database management and client relationships.

With over 20 years in the business, Matt breaks down the practical steps brokers can take right now to win new clients, keep past clients engaged, and build trust through communication and transparency.

???? Key Takeaways:

- Direct-to-consumer insight: why talk radio still works and how to capture consumer attention. - The power of a database: why client retention beats chasing new leads.

- Simple systems that turn one-time clients into referral machines.

- How to create memorable client experiences that last long after closing.

- Why brokers must educate consumers, NOT fight each other.

- Using rate-watch strategies to protect clients and build long-term trust.

???? Golden Nugget: “Capture everyone you can and stay in touch. If you don’t reach out to them, they’ll forget you, no matter how good the experience was.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#AIME #Community #MortgageBroker #BrokerSuccess #ClientRetention #BrokersAreBest

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

???? Broker Buzz

- What to know before leaving your own brokerage to join a larger shop.

- Why “extenuating circumstances” rarely apply after bankruptcy and how to have the right conversation with clients who may not be ready yet.

- The truth about 50-year mortgage notes, why they’re drawing attention, and how proper guardrails could protect both investors and consumers.

???? Sales Pitch Training | Lead with Energy Jonathon shares the three keys to powerful introductions: lead with energy, reset before every call, and protect your excitement. Learn how these habits can change the way clients experience every interaction and how mastering your tone can win deals before you even discuss numbers.

???? Story Time | The Niagara Falls Lesson

After a trip to Canada, Jonathon recounts a simple moment that revealed how much impact a first impression can have. One employee’s low-energy response almost dulled a special experience, inspiring a reminder that attitude and energy define every client encounter.

Tune in for practical loan strategies, personal growth insight, and a memorable reminder that your energy is your advantage.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.

#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest

Host: Marc Summers (AIME’s Founding President)

Guest: Steven Carey (Owner of Hightide Mortgage)

This week’s Broker to Broker podcast features Steven Carey, Owner of Hightide Mortgage, who shares how he built a thriving brokerage by blending corporate sales discipline with modern technology and a people-first mindset. From his start in banking to launching Hightide, Steven breaks down how brokers can use AI, data, and intentional planning to stand out in a rapidly evolving industry.

???? Key Takeaways:

• From bank to broker: why Steven chose independence over committee approvals.
• The new broker skill set: from technician to coach and trusted advisor.
• Using AI as a “digital mentor” for communication, strategy, and efficiency.
• Turning data into opportunity: using public information to educate clients and win referrals.
• Goal setting that sticks: how intentional actions and measurable planning create real growth.

???? Golden Nugget:

“So get out there, ask for nothing, give everything, and by doing that, stuff will magically come back to you.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. 

???? Join AIME: aimegroup.com/membership



#AIME #Community #Mortgage #Success #BrokersAreBest #AI #MortgageTech #Learning

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

???? Broker Buzz

• - What to charge on multi-million-dollar bank statement deals and why undervaluing yourself costs more than you think.
• - How to correctly classify short-term rentals versus long-term leases when structuring vacation home refis.
• - A guide for LOs helping clients move from co-owned family homes into their own primary residence.

???? Sales Pitch Training | Step Outside the Comfort Zone

Jon breaks down the “comfort, stretch, and panic” zones that shape every originator’s growth. Learn how to spot your comfort traps, reframe rejection, and build momentum through small, uncomfortable actions that lead to big results.

???? Story Time | The Barbara Corcoran Lesson

Jon shares what he learned after interviewing Shark Tank’s Barbara Corcoran at Fuse—starting with her brutally honest feedback about his headshot. Her advice on presentation, feedback, and execution turned into a lesson on humility, growth, and the mindset needed to level up your brand and your business.

This episode will challenge you to price your value confidently, stretch past your comfort zone, and welcome feedback as fuel for growth.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.



#Fuse2025 #AIME #BrokerPowerUp #LoanOfficer #Tips #MortgageTech #MindsetMatters #BrokersAreBest #Community #Events #Patience #LifeLessons

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

???? Fuse Buzz

• Behind the scenes of AIME’s biggest event of the year, Fuse 2025.
• How the AIME team executes one of the mortgage industry’s top conferences with such a compact team.
• The lessons in leadership, autonomy, and trust that made this year’s event thrive.

???? Sales Pitch Training | The Power of Team Trust

From letting go of control to empowering others to run, they share how leaders can build a culture where people jump to help, not because they’re told to, but because they believe in the mission.

???? Story Time | The Locked Door Lesson

After a long day at Fuse, Jonathon found himself locked out of his hotel room, frustrated and exhausted and what started as a headache turned into a powerful reminder that attitude is everything. When he owned his mistake, shifted his mindset, and treated others with kindness, the entire situation went from a frustrating experience to an impactful lesson. 

This episode captures the energy of Fuse, the heart of teamwork, and the mindset that separates frustration from growth.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.

#Fuse2025 #AIME #BrokerPowerUp #LoanOfficer #Tips #MortgageTech #MindsetMatters #BrokersAreBest #Community #Events #Patience #LifeLessons

Host: Marc Summers (AIME’s Founding President)

Guest: Kenneth “KT” Travis (President & CEO at Greenlight Mortgage, Lender Relations Manager at AIME)

This week’s Broker to Broker Podcast features Kenneth “KT” Travis, a Marine veteran, CEO of Greenlight Mortgage, and AIME’s Lender Partnership Director. He’s here to share his inspiring journey from serving in the Marines to helping shape the future of the broker community.

The lessons learned from building and rebuilding his business, the mindset that defines successful brokers, and why collaboration between lenders and brokers is so vital for the industry.

???? Key Takeaways:

• - From Marine to mortgage: how discipline and adaptability translate into success.
• - Building smarter, not bigger: why scaling isn’t always the answer.
• - Leadership through service: how to train, invest in, and retain great people.
• - The power of community, collaboration, and showing up together.

???? Golden Nugget:

“You show up differently when you have people beside you. Community pushes you to do harder things — and get better results.”



???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. 

???? Join AIME: aimegroup.com/membership 

#AIME #Community #MortgageBroker #BrokerSuccess #BrokersAreBest #Leadership #VeteranOwned

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

???? Broker Buzz

• Cash-to-close breakdowns that confuse even seasoned borrowers—and how to explain them clearly.
• Jumbo DTI limits: where the real investor caps are and what exceptions actually mean.
• How one missed disclosure can trigger an avoidable CD delay, and what top brokers do to prevent it.

???? Sales Pitch Training | Embracing the Reps

Jon shares why repetition is the secret weapon in sales, leadership, and life. From client calls to personal goals, the brokers who embrace the reps—not just the results—are the ones who win long-term.

???? Story Time | The Reminder We All Need

Jon reflects on a simple but powerful moment that reminded him why consistency matters most when success feels slow. The work compounds, even when it doesn’t show up right away.

This week’s episode will sharpen your communication skills, clarify complex borrower questions, and help you reframe the grind as your greatest advantage.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.



#BrokerPowerUp #AIME #LoanOfficerTips #MortgageSales #MindsetMatters #BrokersAreBest

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

???? Broker Buzz

• - How to properly source and document cash gift funds from a wedding (even large cultural cash gifts) for a Fannie Mae loan.
• - Why FHA Cash-Out Refinances have strict late payment policies and the narrow exception for "extenuating circumstances."
• - The consensus on charging for credit reports: strategies to reduce costs and improve conversion without adding client friction.

???? Sales Pitch Training | The "Future Pace" Technique (P-C-T)

Jonathon breaks down a simple but powerful psychological framework to help clients visualize their success and motivate them to act.

Learn the three-step "P-C-T" method:

• Paint the Scene to create a vivid picture of the future.
• Connect on the Emotion behind that scene to build deep motivation.
• Tie to an Action that moves the loan process forward.

This technique moves beyond just numbers to build genuine belief and close more business.

???? Story Time | P.T. Barnum's "Greatest Show on Earth"

Jonathon shares the story of how P.T. Barnum sold a circus no one had seen by making it an unmissable event. Learn how to apply this same principle of "selling the vision" to your business, attracting clients to you instead of chasing after them.

Master tricky guidelines, transform your client conversations, and learn to sell a future your clients can’t wait to be a part of.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.



#BrokerPowerUp #SalesTechnique #MortgageGuidelines #LoanOfficer #ClientConversion #AIME #MindsetMatters #BrokersAreBest

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.

???? Broker Buzz

- Using school transcripts for employment when a borrower hasn't graduated yet.

- Qualifying a W-2 nurse with new variable income and a 1099 co-borrower with FHA.

- Best practices for updating insurance on a refinance without triggering the current servicer.

???? Sales Pitch Training | The 3 Types of Clients

Jonathon breaks down the three core client types every LO faces and provides a strategic framework for each. You'll learn how to diagnose the "Not Ready" client quickly and set a actionable roadmap, master the "sell on emotion, justify with logic" approach to build confidence with "First-Time Buyers," and shift to an advisory role to lead with logic for "Sophisticated Investors." This masterclass provides the scripts and mindset to transform your client interactions.

???? Story Time | The Tale of the Three Stone Cutters Jonathon shares a powerful parable about perspective, connecting the three stone cutters to the three client types and challenging you to see your work as building a legacy, not just closing loans.

Level up your guidelines knowledge, transform your sales conversations, and gain a fresh perspective on your purpose.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.

#BrokerPowerUp #SalesTraining #LoanOfficer #MortgageBroker #AIME #BrokersAreBest #MindsetMatters

Host: Marc Summers (AIME’s Founding President)

Guest: Phil Stevenson (Owner of PS Mortgage Lending)

This week’s Broker to Broker podcast features Phil Stevenson, a veteran, expert broker and industry leader with nearly two decades of experience under his belt. From his early days specializing in reverse mortgages to building a thriving all-purpose shop at PS Mortgage Lending, Phil shares how adaptability, education, and authenticity drive lasting success in any market.

???? Key Takeaways:

- Reverse mortgages demystified: why they’re a powerful tool when used correctly.

- Serving veterans: how Phil built trust and grew his VA loan business.

- Honesty wins: being genuine, even when it costs you a client, creates long-term credibility.

- Hunting and farming: why every broker should find a balance of short-term wins and long-term relationships.

???? Golden Nugget: “Networking is farming versus hunting. You need a mix of both. Hunt for immediate wins, but farm relationships that will bear fruit for years.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#AIME #Community #MortgageTech #BrokerToBroker #Success #BrokersAreBest #Podcast #Network #AMP #ReverseMortgage

Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager. 

???? Broker Buzz

• How underwriters really view employment gaps and what documentation makes the difference.
• A breakdown of the new $15,000 homebuyer credit program and where it stands today.
• Why income stability, not just history, is the deciding factor for tricky files.

???? Sales Pitch Training | From Problem Solver to Leader

Jonathon shares how the top loan officers move beyond handling today’s problems to becoming true leaders for their teams and clients. Learn how to shift your mindset from being a firefighter to building systems that prevent fires altogether.

✨ Special Guest | Terri Davis, VP of Product at Cotality Terri joins the show to share how loan officers can move from transactional to relational by becoming true trusted advisors. She breaks down the importance of building long-term client relationships, how to create trust in every interaction, and the unique solutions Cotality offers to help brokers strengthen retention and repeat business.

???? Story Time | The 6th Grade Bus Ride

Jonathon recalls a middle school moment that taught him about courage and standing up for others while also sharing why that lesson is still important today. 

Sharpen your underwriting knowledge, level up your leadership skills, and revisit the moments that shape how you lead in business and in life.

???? Listen wherever you get your podcasts!

???? Subscribe on YouTube for new episodes every week.

#BrokerPowerUp #Leadership #HomeBuying #Stability #AIME #Podcast #Network #LoanOfficer #Tips #MortgageTech #BrokersAreBest #MindsetMatters

Host: Marc Summers (AIME’s Founding President)

Guest: Anthony Wheeler (Owner and CEO of AMP Mortgage)

This week’s Broker to Broker podcast features Anthony Wheeler, who shares his journey from retail loan officer to the leader of AMP Mortgage. Anthony opens up about the lessons he’s learned in growth, leadership, and why over-communication is the key to closing deals and building lasting trust.

???? Key Takeaways:

- Retail vs. wholesale: how moving to the broker channel unlocked faster growth.

- Consistency counts: why always answering the phone sets Anthony apart.

- Social media as a growth engine: simple engagement that builds lasting partnerships.

- Leadership in action: supporting loan officers with accessibility and honest feedback.

???? Golden Nugget: “Over-communicate. The faster you get information to clients and partners, the stronger your relationships and the smoother your business.”

???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

???? Join AIME: aimegroup.com/membership

#AIME #Community #MortgageBroker #BrokerSuccess #BrokersAreBest

???? Listen now for Anthony’s blueprint on communication, growth, and leading with availability.

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!

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:

1. Turning Struggle into Strength: How sleeping in a church office shaped Joe’s hustle mentality and purpose-driven approach to lending.
2. The “Mortgage Assembly Line”: Joe’s blueprint for scaling from 5 loans/month to 50+ by building the right team and systems.
3. Ethical Sales & Education: Why combating borrower fear with truth and planning is the key to closing deals.
4. 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.
5. 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!).
6. Golden Nugget: “Your future depends on you walking in your purpose today. Stop scrolling. Start winning.” — Joe Almeida Jr.
7. Whether you’re a new LO or a seasoned broker, this episode will fire you up to rethink your process, embrace your purpose, and take your business to the next level.

Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.

Join AIME: aimegroup.com/membership.

MortgageBrokers #ScalingSuccess #PurposeOverPaycheck #AIMECommunity #FUSE2025

Listen now and get ready to redefine YOUR journey!

Hosts: Tommy Golightly & Jonathon Haddad

Episode Highlights:

1. Sales Pitch Training: Master the 6-step ADVISE Method to transform from pushy salesperson to trusted advisor:
2. Ask with Intention – Ditch surface questions for powerful discovery
3. Dive into the Pain – Address client fears head-on (like losing that 3% rate)
4. Validate Their Experience – "That makes sense – you're not alone"
5. Illuminate the Path – Present 2-3 clear options (no jargon!)
6. Solve with Simplicity – Why less info = more closes (Cheesecake Factory vs. steakhouse menus)

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

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

In this episode of Broker to Broker, host Mark Summers sits down with Carlos Scarpero, a seasoned loan officer at Edge Home Finance, to dive into the power of digital marketing and niche specialization in the mortgage industry. Carlos shares his unique journey—from his early days in marketing to becoming a YouTube and SEO expert who generates leads organically.

Key takeaways from the conversation include:

Leveraging SEO and YouTube: Carlos breaks down how he creates content that ranks on Google by answering hyper-specific questions and citing authoritative sources (like the VA handbook).

Niche Domination: Why focusing on low-credit-score VA loans and "gray zone" scenarios sets him apart—and how brokers can replicate this strategy in their own markets.

Content Creation Hacks: From turning videos into SEO-optimized blog posts using AI tools to using StreamYard for dynamic videos, Carlos reveals his time-saving techniques.

Overcoming Fear: Advice for loan officers hesitant to get on camera or blog—hint: it’s not about you; it’s about serving the borrower who needs your expertise.

Compliance & Authenticity: How to stay compliant while creating engaging content and why accuracy builds trust with both clients and search engines.

Whether you’re a broker looking to grow your online presence or seeking inspiration to stand out in a competitive market, Carlos’s insights on blending mortgage expertise with digital marketing will leave you motivated to hit "record" and start helping borrowers—one video or blog post at a time.

Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!

Host: Mark Summers | Guest: Carlos Scarpero | Episode: 217

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:

]]> 0:33:11 false Broker to Broker Podcast: Ryan Kearns - Ep 216 5 https://aimegroup.com/wp-content/uploads/2025/05/BtB-2161080x1080-1-300x300.png full 5 13 https://podcast.show/broker_to_broker/episode/145271359/ 145271359 https://blubrry.com/broker_to_broker/145271359/broker-power-up-podcast-episode-13/ AIME Podcast Network Mon, 12 May 2025 12:00:00 -0400 0:36:45 false Broker Power-Up Podcast 1 https://aimegroup.com/wp-content/uploads/2025/02/BrokerPowerUpPodcast-Square-1-300x300.png full 1 215 https://podcast.show/broker_to_broker/episode/145091575/ 145091575 https://blubrry.com/broker_to_broker/145091575/broker-to-broker-podcast-mahb-rahman-ep-215/ AIME Podcast Network Tue, 06 May 2025 16:00:00 -0400 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

In this inspiring episode of the Broker to Broker podcast, host Marc Summers sits down with Michelle Chretien, broker-owner of Empire Mortgage and a beacon of positivity in the mortgage industry. Michelle shares her incredible journey from working in a factory to becoming a force in the wholesale channel, emphasizing the power of community, attitude, and effort.

Discover how Michelle transitioned from retail to the broker world, the lessons she learned along the way, and why she’s passionate about giving back, both locally and within the mortgage community. She opens up about the life-changing support she received from her peers during a health crisis and how the AIME community has been instrumental in her success.

Key takeaways include:

• Controlling the controllables: Why attitude and effort are everything in business and life.

• The power of community: How collaboration and connection can transform your business (and even save deals!).

• Retail vs. wholesale: Michelle’s honest insights on making the switch and thriving in the broker channel.

• Giving back: Why serving your local community without expecting returns leads to unexpected rewards.

Whether you’re a seasoned broker, considering the switch from retail, or just looking for a dose of motivation, this episode is packed with actionable advice and heartwarming stories. Tune in and learn why Michelle’s mindset and community-first approach make her one of the most respected leaders in the industry.

Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

Host Marc Summers kicks off Season 5 of Broker to Broker with an electrifying episode featuring Mat Ishbia, President & CEO of United Wholesale Mortgage (UWM). In this episode, Mat shares his journey from starting as an entry-level employee to leading one of the most broker-friendly companies in the mortgage industry.

Dive into topics like:

Why the broker channel is the future – Mat breaks down why independent mortgage brokers offer the best value for consumers—and why retail is a "dinosaur."

Industry insights – His take on the Rocket-Mr. Cooper merger and why brokers should stay focused on growth rather than competitors.

UWM Live & Success Track – How these events and training programs empower brokers to dominate the market.

The power of teamwork – Lessons from Mat’s sports background (including his high school basketball rivalry with Marc!) and how grit, hustle, and collaboration drive success.

Pro tips for loan officers – The "cheat code" to scaling your business, from client service to mining past leads (hint: refinance opportunities are everywhere!).

Packed with actionable advice, industry trends, and Mat’s signature no-nonsense energy, this episode is a must-listen for brokers, LOs, and anyone ready to thrive in wholesale.

Listen now on AIME’s website, YouTube, Spotify, or Apple Podcasts—and join the movement to prove #BrokersAreBest.

#AIME #BrokerToBroker

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

Each episode features three dynamic segments:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with John: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry

Each episode features three dynamic segments. In this weeks episode we have:

1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group.

2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game.

3️⃣ Storytime with Jon: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed.

In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you're a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business.

Tune in on YouTube, Spotify, Apple Podcasts, and more. Don’t forget to hit like, subscribe, and ring the bell so you never miss an episode.

Let’s grow together and close more loans!

#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry #Podcast #BrokersAreBest

On this episode of Broker to Broker, host JP Hussey’s foundations are rocked by the incredible stories and life lessons from a much-beloved member of the AIME community, the CEO of Mr. Mortgage, D.C. Terry! 

D.C. has incredible stories, and important lessons to share and impart on the broker community. From his start as a US Marine in the music industry, to the pivotal moment that made him make a dramatic change in his career trajectory. D.C. is full of stories, moments, and instances where he took it upon himself to do the right thing by his clients. His selflessness, knowledge, and commitment to his clients is both inspiring and a model to which mortgage brokers should aspire to. D.C.’s stories have to be heard to be believed.

D.C. speaks of how essential it is to ensure the client gets the most out of working with him, and how this has led to long-term connections, referrals, and business. “Listen, something spoke to me and said, “I’ve got too much money.” I sat back and I’m like, “What do you mean?” That client was charged too much money. I’m really going over it in my mind because I’m thinking, “I did a great job. The client was happy.” Next thing I know, I call them back and tell them that I charged them too much money. True story.” 

D.C. recounts “But, I tell him “If there’s anything that you need from this point forward in this industry, you come to me. I got you.” Well, it turns out that guy later on, his businesses had to go through some modifications. So he calls me, and we can make money for doing modifications. I jumped on the phone with his commercial lender, worked that out for him. I worked out the same thing with his primary residence as well. If he had any issues with insurance or anything, he called me. I handled everything for him. But from that point it was something that was given to me that I can now give to you: when you are closing a loan for someone. Make sure that that person gets more out of it than you.”  

Key Points:

2:23 – The Hall of AIME Sparking Change Award

5:51 – Life-changing moments, from the music to the mortgage Industry

14:17 – Working in mortgage for the service, not the money

22:52 – Establishing Your Own Brokerage

28:52 – Serving the Underserved Loans and Clients.

34:34 – Educating Clients leads to Long-Term Collaboration

41:08 – Making Homeownership Possible for the “Impossible” Clients

Brandee does not come from a long line of homeowners. Her mother did not become a homeowner until she was almost 40. If it was not for her younger brother, who bought a home at 19, she may never have become a homeowner herself. During the process of buying her first home in the 90s, her interest rate jumped 1% before signing without warning. While buying her second home, her broker locked her into an adjustable-rate mortgage without explaining the difference to her. That is when she knew she could offer a better service. She joined the mortgage industry working at retail banks for 12 years until she made the jump to the broker side in June 2019. 

As a Broker, Brandee focuses on helping educate borrowers on the homebuying process. Instead of turning away credit-bruised clients, Brandee works to create a financial plan to help get their credit ready within six to nine months. As part of this effort, Brandee has made it a focus to help Hispanic and Latino borrowers. She recently hired a fully-licensed originator who speaks Spanish to assist her with the effort as well.  

Once Brandee has started helping those borrowers repair their credit, she goes above and beyond to provide them the best possible service, and that starts with a customer service mindset. Part of that service is Brandee and her team helping borrowers get their credit in a place where they can purchase a home. They personalize a plan for each borrower and follow up every month to see how the process is going, but it doesn’t just stop there. Brandee once helped a borrower who had been unemployed for 10 years because of a serious brain injury. She broke down the borrower’s career history, year by year, job by job, even going so far as to reach out to the past employers herself. Nothing was going to stop Brandee from doing right by her borrower. “It’s not a job, we’re really changing people’s lives,” she says.  

Brandee’s parting advice: Find what gets you up every morning. You can either have a job that forces you to get up every morning or a job that gives you a reason to get up every morning. “Nobody has to tell me to get up and tell me how I’m going to help the next person,” she said. Once you find that motivation, hire people who share it. You can teach people many things, but you cannot teach someone to be passionate about your “Why”. They either are or they aren’t.

Notes:

Getting into the Mortgage Industry (1:05)Helping First-Time homeowners/Unconventional Borrowers (5:22)Helping Hispanic Homeowners (14:28)Going Above and Beyond for Your Borrowers (19:38)Parting Advice (27:45)

This episode is sponsored by First Look

AIME created the Fuse National Conference to aid in its mission to unite originators across the U.S. to build a community that had never before existed in the industry. AIME Fuse 2021 drew 3,000 brokers and wholesale mortgage professionals from all across the country last week for the largest nationwide gathering of independent mortgage professionals in the industry.

“We saw record levels of attendance in this year’s Fuse National Conference with 3,000 mortgage professionals from across the nation attending the conference,” Katie Sweeney, AIME CEO said. “Fuse is a culmination of the hard work and determination of the broker channel and an opportunity to experience the power of the broker community. It’s a once in a lifetime chance to collaborate with top producers and game-changers in the mortgage industry and brokers turned up in full force.”

As AIME heads into 2022, the organization is focused on furthering its goal of educating borrowers that brokers are truly the best option for their home buying experience. AIME plans to expand its training programs and add certification programs for brokers to help them better serve consumers.

This episode is sponsored by CF Wholesale