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Content provided by AIME Association of Independent Mortgage Experts. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by AIME Association of Independent Mortgage Experts or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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The Big Pitch with Jimmy Carr
1 Phil Wang Pitches Psychological Thriller Starring WHO?! 24:35
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LikedIt’s the very first episode of The Big Pitch with Jimmy Carr and our first guest is Phil Wang! And Phil’s subgenre is…This Place is Evil. We’re talking psychological torture, we’re talking gory death scenes, we’re talking Lorraine Kelly?! The Big Pitch with Jimmy Carr is a brand new comedy podcast where each week a different celebrity guest pitches an idea for a film based on one of the SUPER niche sub-genres on Netflix. From ‘Steamy Crime Movies from the 1970s’ to ‘Australian Dysfunctional Family Comedies Starring A Strong Female Lead’, our celebrity guests will pitch their wacky plot, their dream cast, the marketing stunts, and everything in between. By the end of every episode, Jimmy Carr, Comedian by night / “Netflix Executive” by day, will decide whether the pitch is greenlit or condemned to development hell! Listen on all podcast platforms and watch on the Netflix Is A Joke YouTube Channel . The Big Pitch is a co-production by Netflix and BBC Studios Audio. Jimmy Carr is an award-winning stand-up comedian and writer, touring his brand-new show JIMMY CARR: LAUGHS FUNNY throughout the USA from May to November this year, as well as across the UK and Europe, before hitting Australia and New Zealand in early 2026. All info and tickets for the tour are available at JIMMYCARR.COM Production Coordinator: Becky Carewe-Jeffries Production Manager: Mabel Finnegan-Wright Editor: Stuart Reid Producer: Pete Strauss Executive Producer: Richard Morris Executive Producers for Netflix: Kathryn Huyghue, Erica Brady, and David Markowitz Set Design: Helen Coyston Studios: Tower Bridge Studios Make Up: Samantha Coughlan Cameras: Daniel Spencer Sound: Charlie Emery Branding: Tim Lane Photography: James Hole…
Broker Power-Up Podcast – Episode 3
Manage episode 469474033 series 2632655
Content provided by AIME Association of Independent Mortgage Experts. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by AIME Association of Independent Mortgage Experts or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
🔹 Sales Pitch Training
🔹 Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
107 episodes
ShareManage episode 469474033 series 2632655
Content provided by AIME Association of Independent Mortgage Experts. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by AIME Association of Independent Mortgage Experts or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders.
What You’ll Learn in This Episode:
🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group
🔹 Sales Pitch Training
🔹 Storytime with Jon
Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business.
#BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry
107 episodes
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The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Bryan Atwood – Ep 218 29:12
29:12 Play Later Play Later Lists Like Liked29:12
Play Later Play Later Lists Like LikedBroker to Broker Podcast | Episode 218: “Challenge & Make It Make Sense” with Bryan Atwood Host: Mark Summers (Founding President, AIME) Guest: Bryan Atwood (Broker/Owner, Atwood Mortgage) Episode Description: In this powerhouse episode, Mark Summers sits down with Bryan Atwood, a sixth-generation real estate pro turned broker/owner of Atwood Mortgage, to unpack his jaw-dropping journey from zero lending experience to building a thriving brokerage in just four years. 🔍 Key Takeaways: ✅ From Realtor to Broker: How Bryan’s real estate roots exposed the lending gaps hurting agents—and why he bet on the broker channel to fix them. ✅ “Make It Make Sense”: Bryan’s mantra for challenging norms—from VA loan myths to underwriting hurdles—and why asking “why” saves deals. ✅ Realtor Trust Hacks: Why Bryan never cold-calls agents—and how educating them on lender blind spots (like appraisal myths) wins business. ✅ AIME’s Role: How Bryan leveraged AIME Academy, VIP escalations, and the Brokers Are Best community to fast-track his success. ✅ FUSE 2025 Teaser: Bryan’s advice for retail LOs eyeing the broker channel: “Why limit your options when you can customize solutions?” 🔥 Perfect for: Brokers, retail LOs considering the switch, and anyone tired of the “this is how it’s always done” mentality.…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Carlos Scarpero – Ep 217 34:35
34:35 Play Later Play Later Lists Like Liked34:35
Play Later Play Later Lists Like LikedBroker to Broker Episode 217 – Carlos Scarpero: Mastering SEO, YouTube, and Niche Marketing for Mortgage Success In this episode of Broker to Broker, host Mark Summers sits down with Carlos Scarpero, a seasoned loan officer at Edge Home Finance, to dive into the power of digital marketing and niche specialization in the mortgage industry. Carlos shares his unique journey—from his early days in marketing to becoming a YouTube and SEO expert who generates leads organically. Key takeaways from the conversation include: Leveraging SEO and YouTube: Carlos breaks down how he creates content that ranks on Google by answering hyper-specific questions and citing authoritative sources (like the VA handbook). Niche Domination: Why focusing on low-credit-score VA loans and “gray zone” scenarios sets him apart—and how brokers can replicate this strategy in their own markets. Content Creation Hacks: From turning videos into SEO-optimized blog posts using AI tools to using StreamYard for dynamic videos, Carlos reveals his time-saving techniques. Overcoming Fear: Advice for loan officers hesitant to get on camera or blog—hint: it’s not about you; it’s about serving the borrower who needs your expertise. Compliance & Authenticity: How to stay compliant while creating engaging content and why accuracy builds trust with both clients and search engines. Whether you’re a broker looking to grow your online presence or seeking inspiration to stand out in a competitive market, Carlos’s insights on blending mortgage expertise with digital marketing will leave you motivated to hit “record” and start helping borrowers—one video or blog post at a time. Listen now on AIME Group’s website, YouTube, iTunes, or Spotify! Host: Mark Summers | Guest: Carlos Scarpero | Episode: 217…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Ryan Kearns – Ep 216 33:11
33:11 Play Later Play Later Lists Like Liked33:11
Play Later Play Later Lists Like LikedEpisode 216: Rising from Tragedy to Triumph – Ryan Kearns’ Blueprint for Growth & Resilience In this profoundly impactful episode of Broker to Broker, host Marc Summers sits down with Ryan Kearns, Managing Member of Kearns Mortgage Team, LLC, and recent HousingWire Rising Star, for a raw and inspiring conversation about overcoming adversity, scaling a brokerage, and building unshakable systems. Ryan shares: 🔥 His unconventional start – from business loans to DSCR to becoming a top-producing broker 📈 Scaling secrets – how he grew in volume in 3 years (during a tough market) 🤝 The power of letting go – transitioning from solopreneur to team leader with processors & LOAs 💡 Systemizing success – exact workflows and tech that fuel his operation 💔 A heartbreaking personal story – how he rebuilt after losing 6 family members in one tragedy 🧠 The mindset shift that transformed his business and life This episode is a masterclass in resilience, offering actionable strategies for brokers at any stage – plus an unforgettable reminder of what truly matters in business and life.…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Mahb Rahman – Ep 215 43:31
43:31 Play Later Play Later Lists Like Liked43:31
Play Later Play Later Lists Like LikedEpisode 215: From Retail to Wholesale – Building a Legacy in the Mortgage Industry with Mahb Rahman In this dynamic episode of Broker to Broker, host Marc Summers sits down with Mahb Rahman, Chief Growth Officer at Safetrust Mortgage, for a candid conversation about his journey from retail banking to a driving force in the wholesale channel. Mahb shares invaluable insights on: ✅ The mindset shift from retail to wholesale – why humility and problem-solving are key ✅ Lessons on relationship-building and industry expertise ✅ Scaling Safetrust Mortgage – how a collaborative vision led to explosive growth ✅ The “Mamba Mentality” – stacking small wins to dominate in any market ✅ Purchase-focused strategies – anchoring relationships and delivering unmatched value Packed with real-world anecdotes and actionable advice, this episode is a masterclass for brokers looking to elevate their business, build lasting partnerships, and thrive in a competitive landscape. Tune in now on aimegroup.com, YouTube, or your favorite podcast platform! #BrokerToBroker #MortgageGrowth #AIME #WholesaleMindset #BrokersAreBest…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Robyn Graves – Ep 214 32:22
32:22 Play Later Play Later Lists Like Liked32:22
Play Later Play Later Lists Like LikedBroker to Broker Episode 214 – “30 Years of Mortgage Mastery: Robyn Graves on Educating to Dominate” Host Marc Summers sits down with Robyn Graves, Founder/CEO/Loan Originator of Success Mortgage, for a powerhouse conversation packed with three decades of industry wisdom. From surviving market crashes to navigating regulatory chaos, Robyn shares how her journey—from a $23K finance assistant to running a 22-LO multistate brokerage—proves that knowledge, relationships, and adaptability are the ultimate competitive edge. In this episode, you’ll learn: ✅ Why “Educate to Dominate” is her brokerage’s winning motto—and how she leverages training to turn realtors into raving fans. ✅ The “CEO mindset” every loan officer needs—plus why understanding every role (appraisers, title agents, even termite inspectors) makes you indispensable. ✅ How to revive “dead” refinance leads (spoiler: generational wealth talks and credit card debt crises = hidden opportunities). ✅ The broker’s superpower post-2008: Strategic financing with AI, accountability, and paintbrush-and-paint creativity. Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Michelle Chretien – Ep 213 30:08
30:08 Play Later Play Later Lists Like Liked30:08
Play Later Play Later Lists Like LikedEpisode 213: Building Community & Controlling the Controllables with Michelle Chretien In this inspiring episode of the Broker to Broker podcast, host Marc Summers sits down with Michelle Chretien, broker-owner of Empire Mortgage and a beacon of positivity in the mortgage industry. Michelle shares her incredible journey from working in a factory to becoming a force in the wholesale channel, emphasizing the power of community, attitude, and effort. Discover how Michelle transitioned from retail to the broker world, the lessons she learned along the way, and why she’s passionate about giving back, both locally and within the mortgage community. She opens up about the life-changing support she received from her peers during a health crisis and how the AIME community has been instrumental in her success. Key takeaways include: Controlling the controllables: Why attitude and effort are everything in business and life. The power of community: How collaboration and connection can transform your business (and even save deals!). Retail vs. wholesale: Michelle’s honest insights on making the switch and thriving in the broker channel. Giving back: Why serving your local community without expecting returns leads to unexpected rewards. Whether you’re a seasoned broker, considering the switch from retail, or just looking for a dose of motivation, this episode is packed with actionable advice and heartwarming stories. Tune in and learn why Michelle’s mindset and community-first approach make her one of the most respected leaders in the industry. Listen now on AIME Group’s website, YouTube, iTunes, or Spotify!…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
1 Broker to Broker Podcast: Ashlin Endter – Ep 212 33:56
33:56 Play Later Play Later Lists Like Liked33:56
Play Later Play Later Lists Like Liked🎙️ Episode 212: From Welfare to Wholesale – Ashlin Endter’s Journey to Building 4MG Mortgage Join host Mark Summers, Founding President of AIME, in this inspiring episode of Broker to Broker as he sits down with Ashlin Endter, Founder & Broker of 4MG Mortgage. Ashlin’s story is one of resilience, determination, and heart — from counting diapers on welfare to becoming a powerhouse in the wholesale mortgage channel. 🔹 Key Takeaways: From Struggle to Success: How Ashlin went from “broke, busted, and disgusted” to founding her brokerage in just five years. Retail vs. Broker Channel: The lessons she learned from her time in retail and why she’ll never look back. The Power of Structure: Why retail’s streamlined processes dominate — and how brokers can adopt these strategies. Failing Forward: Ashlin’s philosophy on embracing failure, taking risks, and running through walls to succeed. Community & Advocacy: How she’s empowering homebuyers through education, nonprofits, and realtor partnerships. The Meaning Behind 4MG: A heartfelt story of how her daughters fuel her mission — and how it inspires her team. Whether you’re a new LO, a seasoned broker, or someone needing a motivational boost, Ashlin’s authenticity and hustle will leave you ready to crush 2025. 🎧 Listen/Watch: Available on YouTube, Apple Podcasts, Spotify, and wherever you get your podcasts. Don’t forget to subscribe, rate, and review to help us spread the word that #BrokersAreBest !…
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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1 Broker to Broker Podcast: Season 5 Premiere – Mat Ishbia 31:15
31:15 Play Later Play Later Lists Like Liked31:15
Play Later Play Later Lists Like LikedSeason 5 Premiere: Broker to Broker – Featuring Mat Ishbia, President & CEO of United Wholesale Mortgage Host Marc Summers kicks off Season 5 of Broker to Broker with an electrifying episode featuring Mat Ishbia, President & CEO of United Wholesale Mortgage (UWM). In this episode, Mat shares his journey from starting as an entry-level employee to leading one of the most broker-friendly companies in the mortgage industry. Dive into topics like: Why the broker channel is the future – Mat breaks down why independent mortgage brokers offer the best value for consumers—and why retail is a “dinosaur.” Industry insights – His take on the Rocket-Mr. Cooper merger and why brokers should stay focused on growth rather than competitors. UWM Live & Success Track – How these events and training programs empower brokers to dominate the market. The power of teamwork – Lessons from Mat’s sports background (including his high school basketball rivalry with Marc!) and how grit, hustle, and collaboration drive success. Pro tips for loan officers – The “cheat code” to scaling your business, from client service to mining past leads (hint: refinance opportunities are everywhere!). Packed with actionable advice, industry trends, and Mat’s signature no-nonsense energy, this episode is a must-listen for brokers, LOs, and anyone ready to thrive in wholesale. Listen now on AIME’s website, YouTube, Spotify, or Apple Podcasts—and join the movement to prove #BrokersAreBest. #AIME #BrokerToBroker…
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The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training 🔹 Storytime with Jon Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
The Broker Power-Up Podcast, powered by AIME, is back with another action-packed episode designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Hosted by Jonathon Haddad & Tommy Golightly, this episode dives into the hottest broker conversations, essential sales strategies, and real-world lessons from top industry leaders. What You’ll Learn in This Episode: 🔹 Broker Buzz – The top trending topics in the Brokers Are Best Facebook group 🔹 Sales Pitch Training – How to craft strong introductions & set clear expectations 🔹 Storytime with Jon – Why every broker needs an “architect” to scale their business Whether you’re a seasoned broker or just starting out, this podcast gives you the insights, strategies, and motivation to power up your business. #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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Broker-to-Broker
Welcome to the Broker Power-Up Podcast , brought to you by AIME (The Association of Independent Mortgage Experts)! Join Chairman and CEO Jonathon Haddad and Tommy Golightly for an unfiltered, action-packed podcast designed to help mortgage brokers close more loans, grow their businesses, and stay ahead of industry trends. Each episode features three dynamic segments: 1️⃣ Broker Buzz: Dive into the hottest topics and top posts from the Brokers Are Best Facebook group. 2️⃣ Sales Pitch Training: Learn actionable sales strategies and tips to elevate your game. 3️⃣ Storytime with John: Get inspired by Jonathon’s personal stories and lessons that hit the feels and motivate you to succeed. In this debut episode, we tackle everything from the latest on the CFPB and processing fees to the power of reciprocity in sales. Whether you’re a seasoned broker or just starting out, this podcast is your weekly dose of insights, strategies, and real talk to power up your business. Tune in on YouTube , Spotify , Apple Podcasts , and more. Don’t forget to hit like , subscribe , and ring the bell so you never miss an episode. Let’s grow together and close more loans! #BrokerPowerUp #AIME #MortgageBrokers #SalesStrategies #MortgageIndustry…
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1 2024: The Community By The Numbers w/ Jonathon Haddad – Season Finale 39:19
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Play Later Play Later Lists Like LikedThis episode is brought to you by Fuse 2025 Join us for the SEASON FINALE of the Broker to Broker podcast, featuring AIME Chairman & CEO, Jonathon Haddad! Join us in finding out all that the broker community has accomplished over 2024 with surprising stats that prove once again, that Brokers Are Best. Jonathon has had an absolutely unbelievable year. Since being announced as AIME’s new CEO in January, Jonathon handled a massive amount of initial criticism and outrage with grace, as he directly addressed each community member’s concerns as they were presented to him. From there, he got to work, and AIME had a banner year, leveling up its tangible resources and support as THE association supporting the wholesale mortgage channel. The numbers, stats, and wins don’t lie. The AIME community has been on an incredible roll all year, and while Jonathon and Marc were happy to engage with 2024’s wins, they’re even more focused on making 2025 another banner year of stepping up the wholesale channel’s strategy, support, skills, and influence. Jonathon breaks down his mindset for the start of 2025, breaking down exactly how he’s able to keep going and growing: “You must learn to be overly confident, but have somebody in your corner that keeps you logical. But there’s no reason why you can’t look at each day and be the most confident human being you possibly can be. You know what you need to do. You know how to do it. The biggest piece of it all is to have someone hold you accountable. To hit your goals, but also, to go after things that have a high likelihood of failure. Go after them and just see where you land. You’d be surprised how many times you end up crossing that finish line, even if you fall short of something. See how short you fell. If you’re not going to try for something that has a high likelihood of failure, you’re going to be stuck in the same situation you’re in every single year. That’s a waste of time for all of us. We all think about how great we can be. We all know we could be great. We all know all the things to do. Yet we hinder ourselves constantly because we’re chasing perfection or we’re chasing the perfect conditions before we do something. Stop it. Be excited for it, and get ready to make the changes that you need in order to adapt and win coming in 2025.” Key Points: 1:46 – Intro / Jonathon’s Fuse experience 10:55- Looking Back at 2024 25:18 – AIME By The Numbers 30:25- Looking Ahead to 2025…
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1 How Wholesale Collaboration Beats Retail Competition w/ Rylan Maddox – Episode 209 47:05
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Play Later Play Later Lists Like LikedThis episode is brought to you by CoreLogic Don’t miss Broker to Broker, Episode 211! Learn to make the most successful change from retail to the wholesale mortgage channel, with Sr. Mortgage Broker at HI FIVE Team and featured Fuse 2024 Panelist, Rylan Maddox. Rylan has been featured in numerous AIME projects and resources over the last couple of years; and for good reason. He made an incredible transition from the retail mortgage channel, quickly making waves in the wholesale channel, and within the community. Within three years of attending Fuse as a retail LO, he found himself on the very same stage that helped influence his transition to the wholesale channel. Rylan lays out the comforts of the retail channel, noting that these are actually the pitfalls of remaining a retail LO instead of working independently in wholesale: “Anything that retail might have for you that a company is saying this is a perk of being an employee of ours, now exists in the wholesale space at this point. As a self producer, if you are an entrepreneur and you run your business more efficiently (and I would I would wager that almost any entrepreneur in our industry can run more efficiently) than a large box retail shop, not only are you going to have more commission in your pocket for your family, but it’s not going to be at the expense of your client. Your clients client’s going to get a better rate and lower costs as well.” Key Points: 2:07 – Intro / From A Decade In Retail 10:36- “The Cycle of Kindness” of Retail Mortgage 25:36 – Why & How to Make the Wholesale Transition 34:53 – Advice for Current Retail LOs…
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1 Wholesale On a Higher Level w/ Dora Gonzalez – Episode 208 23:12
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Play Later Play Later Lists Like LikedDon’t miss Broker to Broker, Episode 208! Learn to easily & directly streamline your brokerage’s operations for exceptional client and worker experience with the Strategic Operations Explorer at CMS Mortgage Solutions, Dora Gonzalez!
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Catch Broker to Broker, Episode 207! Learn how a history in mortgage law and retail leads to the fast track of wholesale success with Sr. Loan Officer at GoRascal and featured Fuse 2024 Panelist, Philip Lucrezia! *NOTE: We apologize for the audio quality in this episode. Due to technical issues during recording, the sound may be less clear than usual. However, the insights shared by Philip Lucrezia are invaluable, and it’s still well worth a listen. Key Points: 1:54 – Intro / From Law, To Retail, To Wholesale 12:09- Wholesale Misconceptions 20:00 – Mortgage Attorney Stories 26:05 – Philip’s First Fuse Experience Philip has had an interesting journey towards becoming the successful broker he is today. After 15 years as a mortgage attorney, Philip realized his skills were leaving money on the table, so he entered into originating. Having worked in retail for multiple companies, Philip became frustrated with the limitations on the rates and services he could offer his clients, and chose to make the jump to wholesale. It hasn’t even been a full year in wholesale, and Philip is already making massive waves in the market, and in the broker community; something that didn’t go unnoticed, when he was asked to be a featured panelist at Fuse 2024’s panel: Retail vs. Wholesale: Untold Stories of Brokers Who Made the Switch . “Attending Fuse led to me to start hiring; I just didn’t feel like I was ready to do it until then.” states Philip, reflecting on his time at Fuse. “When I was talking with people at my company about Fuse, I really feel like it’s actually making me a better dad; one of the keynote speakers talked about how much your kids don’t do what you teach that day, but they do watch you go out, come home, putting the phone down, and being present in their lives. When I’m home, that’s just something that never really sunk in. That’s the last thing I expected that would come out of Fuse, was for me to come home and learn how to be a better dad to my kids… There’s some kind of magic that happens when brokers all get together. Seriously, when we get together and people are talking, the conversation and communication yields benefits you could never expect.”…
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1 The Helpful & Competitive Nature: Thriving in Wholesale Mortgage with Gabi Wiartalla – Episode 206 29:21
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Play Later Play Later Lists Like LikedDon’t miss Broker to Broker, Episode 206! Get guidance in how mutual sharing, education, support, and leveraging your broker peers is the secret to thriving in the wholesale industry with the Director of Sales at Next Door Lending, Gabi Wiartalla!
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1 Broker to Blueprint: Wholesale Growth Built on Reliability with Brad Rice – Episode 205 31:05
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Play Later Play Later Lists Like LikedDon’t miss Broker to Broker, Episode 205! Learn how to grow, scale, and diversify beyond your own business for any market with the Founder & CEO of Homepie and Amerifund Home Loans, Brad Rice!
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1 Anthropology: A Front Door to Homebuyer Service with Melissa Tubau – Episode 204 27:00
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Play Later Play Later Lists Like LikedCatch Broker to Broker, Episode 204! Get a lesson in homebuyer service through Anthropology from Loan Originator at Lock It Lending and featured Fuse 2024 panelist, Melissa Tubau!
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1 Ensuring Longtime Clients Using Long-Term Planning with George Burkley – Episode 203 32:47
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Play Later Play Later Lists Like LikedDon’t miss Broker to Broker, Episode 203! Learn the secrets to long-term success and 90% client retention from the Broker Owner of American Mortgage and Financial Services, George Burkley. *Note: This episode was recorded before Fuse National Conference George has been a mortgage broker for nearly 30 years, and he has the industry, association, and customer service skills & wisdom to show for it. He’s been a long-time beloved broker community member, as he’s always willingly shared his time, knowledge, and expertise to help ensure the success of his broker peers. In this episode, George shares much of his hard-earned wisdom and discusses the system and business model he created. This model emphasizes relationship-building by providing thorough, long-term financial planning and education for his clients. These free, invaluable services, plus the additional non-mortgage financial services offered under American Mortgage and Financial Services, help George retain a large majority of his clients for return and repeat business. “If you do business once with a client, you have a 30% chance of their return business. Twice is 50%, three times or more in 90%. So, sit down with a client and BUILD A RELATIONSHIP with them. Become their friend. Make sure they see you not as someone trying to sell them something, but as the person guiding them through buying a house, their insurance, and investments. Maybe someday down the road, you can show them how to retire with dignity. Then they’ll see you almost like family at that point. And that’s the best advice I can give to anyone entering the mortgage industry: You need to quit worrying about making money on your deals; the commission is just a byproduct, the relationship is the thing you need to build.” Key Points: 0:40 – Intro / 28 years in Wholesale Mortgage 4:15 – Lessons and Relationship-Building 7:16 – Teaching Financial Literacy 14:55 – Anticipating Your Clients’ Needs WITH Market Changes 20:25 – Looking Ahead with the Broker Community…
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1 AIME Board Of Directors Spotlight: Enrique Braunschweiger – Episode 202 32:59
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Play Later Play Later Lists Like LikedJoin us for a special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s goals for local-scale brokers, featuring the Director of Membership (Local), Enrique Braunschweiger!
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1 Fuse 2024 Special: Keynote – Jonathon Haddad, AIME Chairman & CEO (Episode 201) 20:07
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Play Later Play Later Lists Like LikedOn this very special episode of Broker to Broker, we take you to Fuse 2024 in New Orleans to hear the keynote from AIME Chairman & CEO, Jonathon Haddad. Titled We Lead United: Revolutionizing the Market as the United Broker Community , hear Jonathon take the stage to outline his vision for the broker community and the mortgage industry’s future under his leadership. Listen now to catch Jonathon as he doubles down on AIME’s mission to empower mortgage brokers to be the best versions of themselves for consumers and their community, and exactly how he elevated AIME’s old slogan from “Brokers Are Better” to “ Brokers Are Best .”…
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1 Episode #200: Special Co-Host Jonathon Haddad 40:29
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Play Later Play Later Lists Like LikedBrought to you by Fuse 2024 in New Orleans Register for Fuse NO W w/ code: letthegoodtimesroll Book your Hotel for Fuse 2024 It’s Broker to Broker’s 200th Episode! Join us for a celebration, as host Marc Summers is joined by special co-host AIME Chairman & CEO Jonathon Haddad as they look back at 200 episodes and discuss the broker channel’s past, present, and future. To toot the podcast’s horn a bit because Marc’s quite humble, here are some of the accomplishments of Broker To Broker, since its debut in 2019: Broker To Broker has been listed in Apple’s top non-profit Podcasts for 3 years running, going on 4. Broker To Broker has 311,479 unique downloads & streams in 108 countries . Broker To Broker averages over 1700 downloads per episode, putting it in the top 3% of all currently-running podcasts (not bad for a niche topic, huh?). We can’t thank the broker community enough for listening and tuning in all these years. We’re looking forward to 200 more episodes of talking to, highlighting, spotlighting, and celebrating the wonder broker community. May we keep fighting the good fight to support each other, our communities, and the homebuyers who need us the most. Key Points: 1:34 – Intro / The Current Wholesale Landscape 8:11 – Broker Community Leadership: Lessons from the Top 19:12 – Podcast and Broker Community Stats: 2019 – Now 26:00 – Marc’s Host Reflections 30:42 – The Future of Wholesale 36:13 – Fuse 2024: Pivotal Moment in Broker History…
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1 AIME Board Of Director Spotlight: Julie Yarbrough – Episode 199 36:32
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Play Later Play Later Lists Like LikedThis episode is brought to you by Fuse 2024 in New Orleans Register for Fuse NOW Join us for another special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s long-term goals for growth and scaling, featuring the Director of Growth, Julie Yarbrough! Learn more about AIME Leadership and the elected Board Of Directors: https://aimegroup.com/about-us/ Already a leader in our industry, Julie is a Founding Partner of Empire Home Loans, a nearly four-decade industry expert, and a Hall of AIME inductee for her incredible career of giving back to the broker community long before she took on the role of AIME’s Director of Growth. Julie shares her incredible knowledge and history in the wholesale channel to help predict broker futures. Don’t miss her invaluable knowledge and wisdom, as she’s charting the future trajectory of our industry! Key Points: 1:30 – Intro / An Incredible Career, still In-Progress 4:38 – Selflessness as a Business Model 10:00 – Setting a Scaling Plan within the Broker Community 20:14 – Education as Growth Initiatives 29:26 – The Future of Wholesale “…
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1 Time Management: The Secret Sauce of Broker Success and Happiness with Dave Krueger – Episode 198 29:22
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Play Later Play Later Lists Like LikedThis episode is brought to you by Fuse 2024 in New Orleans Catch Broker to Broker, episode 198! Join host Marc Summers and learn how to set a healthy work-life balance, give back to your community, and maintain top origination numbers with the Broker Owner of Montana Family Mortgage, Dave Krueger! Learn more about Dave’s nonprofit, Heroes 4 Kids: link Dave’s career has been an incredible story so far: from working as an undercover narcotics officer in Missoula, Montana, to starting a home healthcare company with his high school sweetheart, Denise, and finally, entering the wholesale mortgage channel. Dave has lived and practiced a heart-forward life and career, and he shares his secrets to enjoying BOTH high levels of happiness AND success with us. Dave shares his time, and work-life balance strategies, but also, how his business doesn’t just serve his local community, but in the operation of his business, has structured it to give back to the same community: Key Points: 1:08 – Intro / Transition from Law Enforcement to Wholesale Mortgage 5:45 – Getting Help & Guidance from the Broker Community 8:00 – Time Management and Work-Life Balance 17:15 – Giving Back to the Community 21:45 – The Broker Community: The Edge Over Retail “When we first started this mortgage company, my wife and I decided, okay, how are we going to lend to ourselves and what’s important to us? So we started a 501c3 called Heroes 4 Kids . We provide scholarships for sports, sports related activities, and tutoring to local student athletes. A portion of every single loan my wife and I close is put into that bucket.” Dave States, “I sponsor all our events with Montana Family Mortgage and that’s by design, right? People come to these events, see who the sponsor is of everything, and it helps me get more deals. At the end of the day, those ‘more deals’ fund more money into the 501c3, helping more local kids. Guess who are the first people that I invite to every one of my events: realtors and referral partners. I say ‘Hey, this is Dave Kruger reaching out from you on behalf of Heroes 4 Kids, and this is what I’m doing. Please come & support our local kids.’ They see me as the mortgage broker who directly supports the community. It fills my bucket. It makes us feel good. It makes a difference. It also drives business, because people want to do business with people they like, people they respect, and people who are helping out their community.”…
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1 AIME Board Of Director Spotlight: Russell Petty – Episode 197 34:00
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Play Later Play Later Lists Like LikedThis episode is brought to you by AIME’s Board Of Directors Join us for a special AIME Board of Directors spotlight episode of Broker to Broker! Learn the Board of Directors’ annual goals and the regional initiatives for the wholesale channel, featuring the Regional Director of Membership, Russell Petty. Learn more about AIME Leadership and the elected Board Of Directors: https://aimegroup.com/about-us/ Russell was elected earlier this year by the broker community to hold a position at AIME as the Regional Director of Membership. In this episode, we cover his goals in his new position, how he intends to unify and empower the broker community with tangible resources, and what he and the rest of the board members expect for the entire wholesale industry for the rest of 2024 and into 2025. Key Points: 0:40 – Intro / Russell’s Re-Introduction 3:50 – Finding the Right People + Wholesale Tech Stacks 9:39 – What it Means to be Elected a Community Leader 12:16 – Regional Director of Membership Goals + Overall Board Goals 19:54 – 2024 & Beyond for the Broker Community In his new position, Russell answers the direct questions of many in the broker community, giving them advice on how to grow & scale business, just like he did. Russell breaks it down to the simplest form, and the model he himself works with: “Brokers should be setting goals.” states Russell, “Many brokers don’t know how to set goals; they say ‘Oh, I want to grow.’ well, Okay. From what to what? Ask yourself: what do you want to grow to? Now work backwards. Lay out how you’re going to get there. And start laying the steps to go through them. A broker recently reached out to me said, ‘I want to I want to scale my shop.’ I go, ‘cool, to what level?’ he says ‘I want to be. Number one.’ I go, ‘do you really? Because that’s a lot. Do you got your number one? You’re going to try and compete and catch up to industry leaders…. what specifically are you going to do?’ So, just set your goals. Actually write it down instead of saying, ‘I want to grow,’ say, ‘I want to have X amount of units per month that we close by this date.’ That’s a lot easier to accomplish now. We all want to grow. I want to get bigger, I want to get scared. But if there’s no plan, there’s no daily actions. There’s nothing being tracked. There’s no actual unit of measurement to know if you’re hitting metrics. Without a goal, most live the same six months over and over and over and over again… So, have your goals solidified with steps on how to get to them, and if you’ve worked it all the way backwards, you’ll wake up every day working to check off those items.”…
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1 NMBD Special: Start Where You Are – How To Get Involved in Broker Advocacy ft. BAC Leadership – Episode 196 41:00
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Play Later Play Later Lists Like LikedThis episode is sponsored by NMBD: CONNECT – coming to Tampa and Detroit THIS WEEK Register for NMBD: CONNECT below: Anaheim, CA – July 15th – PASSED – See you next year! Detroit, MI – Tuesday, July 17th: aimegroup.co/NMBD-Detroit Tampa, FL – Thursday, July 19th: aimegroup.co/NMBD-Tampa NMBD CONNECT presents: A special National Mortgage Brokers Day (NMBD) episode of Broker To Broker! Join host Marc Summers and the Broker Action Coalition (BAC) leaders Katie Sweeney & Brendan McKay, and learn how YOU can support the broker community in your own way. The easiest, fastest way to start supporting your fellow broker is by following these quick & easy steps: https://www.brokeractioncoalition.com/how-to-get-involved Key Points: 2:11 – The Importance of Broker Relationship-Building 12:30 – How NAR’s Settlement Affects Brokers 17:54 – Getting Started in Broker Advocacy 22:14 – The Current Broker Advocacy Issues 28:33 – Broker Advocacy isn’t Left or Right, it’s Pro-Housing “There’s a lot of different political opinions, a lot of people with different perspectives. But when it comes to broker advocacy, our job is not to give guidance on unelected officials’ political stances on anything outside of housing. Our job is to consider what somebody’s perspectives are, what their voting records are, what their stance is when it comes to housing policy, and what that means for financial services, what that means for the mortgage industry, and what it means for helping consumers get into homes.” States Katie, “Our legislative focus is purely on helping people understand the opportunities of homeownership, helping the industry move forward in creating parity between channels so that mortgage brokers have the same advantages that every other loan officer has, helping more people get into homes, and making sure that the wholesale mortgage industry is well represented in ongoing policies.” “We’re not we’re not Republicans and Democrats. We’re pro-housing. That is that is that is our platform.” States Brendan, “For getting involved, I would love for everyone to just have natural altruism right off the bat. And I think we can get people there. The work that we do, it’s the best insurance policy that a broker can buy. There’s nothing that can ever stop the growth of the mortgage broker channel other than the badly written regulations that we did not have an opportunity to weigh in on until now.”…
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1 Consumer Direct: The Brokers’ Guide to NAR’s Lawsuit Impact with Amir Nurani – Episode 195 42:43
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Play Later Play Later Lists Like LikedThis episode is sponsored by NMBD: CONNECT – coming to Anaheim, Tampa, and Detroit Register for NMBD: CONNECT below: Anaheim, CA – July 15th: aimegroup.co/NMBD-Anaheim Detroit, MI – July 17th: aimegroup.co/NMBD-Detroit Tampa, FL – July 19th: aimegroup.co/NMBD-Tampa NMBD CONNECT presents Broker to Broker Episode 195! This is an essential listen for mortgage brokers in 2024. Today, we learn how brokers must navigate the looming industry shifts from NAR’s settlement, with vital guidance from the Broker Owner of Left Coast Leaders, Amir Nurani. Amir has his finger on the pulse of the market and industry fallout from NAR’s recent lawsuit settlements. Amir breaks down what the settlement means, how it will affect LOs and their clients, and what proactive action brokers need to take to navigate the changing market. Amir gives us the exact steps for how brokers can adapt to a consumer-direct business model to future-proof brokerages. Key Points: 1:27 – Entering, Leaving, and Finally Returning to Wholesale 10:50 – Left Coast Leaders: Returning to Wholesale After 15 Years 13:57 – NAR Lawsuit: How it Affects Brokers & Consumers 17:43 – The Current and Future Market: Why it Needs Consumer Direct 34:05 – Play Where the Puck Is Going to Be: Converting to a Consumer Direct Model “Companies like Zillow and Redfin offer services at a fraction of agent costs. They are 100% going to go after customers before it ever gets to the realtor and offer their service at a fraction of the cost.” Amir breaks down what brokers can do to adapt: “What do you think the world of real estate mortgage will look like in five years? Not what it looks like today. What will it look like in five years? Is your strategy conducive to that vision? When you look at what a consumer direct model means, it’s getting to the customer first. Get them early in the funnel, not waiting for somebody to bring it over to me. Get in front of things like social media, buying leads, running ads, and get there early. So you are capturing the data first. The next step of our business is going to be data aggregation and conversion, whether you like it or not. That’s where we’re going. If you’re still functioning with an Excel spreadsheet or a great piece of paper and writing out all your contacts, you will be extinct. It’s not even a matter of if. It’s just a matter of when.”…
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1 Channeling Wholesale: Paving the Way for Retail LOs to Become Brokers with Jennifer Gormer – Episode 194 34:11
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Play Later Play Later Lists Like LikedThis episode is sponsored by NMBD: CONNECT – coming to Anaheim, Tampa, and Detroit Register for NMBD: CONNECT below: Anaheim, CA – July 15th: aimegroup.co/NMBD-Anaheim Detroit, MI – July 17th: aimegroup.co/NMBD-Detroit Tampa, FL – July 19th: aimegroup.co/NMBD-Tampa NMBD: CONNECT presents: Broker to Broker, Episode 194! In this incredible episode, learn to make & create successful retail-to-wholesale channel transitions for yourself and others, as host Marc Summers is joined by the President & CEO of Integrity Home Lending, Jennifer Gormer. Jennifer is a master of many. A former retail training expert and ballerina, Jennifer is now a Broker-Owner, a Learning & Talent Development Leader, Educator & Scholar, a three-time best-selling author, an executive board member, keynote speaker, and so much more. Don’t let those titles fool you; above all, Jennifer is an accomplished educator. Using her skills as a retail and wholesale educator, Jennifer now shares her expertise to guide retail LOs in their journey in the wholesale channel, granting them all the most important tools and training for even more successful careers as independent mortgage brokers. Jennifer embodies the abundance mindset of our community, by sharing her best, most successful strategies for recruiting and transitioning from retail to wholesale, which regards having your own expectations and processes in place, before you’ve even initiated outreach: “I’m 20 years in the mortgage industry this year. I’m very selective about the people that I hire. I’m going to be honest, I’m looking for junior Jennifers. Everyone has their own recruiting philosophy. If if a Broker Owner does not have a profile, a model of the types of candidates that they’re seeking, I encourage them to do so.” Jennifer states “If you don’t have your sales funnel, if you don’t know your sales process, if you don’t have an actual guide and a template of the person that you’re seeking to hire, you’ve got to pause and step back. I know who I’m hiring because I’m looking for junior Jennifers. I’m not the broker for someone coming in brand new. I’ve been there, I’ve seen it. I’ve trained them for years. I’m looking for the junior Jennifers that are ready to sell their business. I’m looking for the junior Jennifers that have had that experience in retail. And they finally figured it out after we had a some phenomenal interviews, and they say ‘You know what? I’m closing 10 or 15 loans and I can make $20,000 – $40,000 a month. And it’s not about the numbers; I want to support my customers better. I want to give them better products, better services, better service, better communication. I want to close them quicker.’ I’m looking for that originator. And when I find that originator, we’re ready to go.” Key Points: 1:21 – Getting Started / Retail, Wholesale, and Everything In-Between 4:10 – Lessons from Banking & Dancing: The Power of Experience in other Industries 9:24 – Taking off the ‘Golden Handcuffs’ of Retail 17:17 – Setting your Recruiting Processes and Expectations 24:15 – Customer Experience = Client Education…
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1 Face to Face Business: Solving The Hard Mortgage Scenarios Fast with Mackenzie Barrett – Episode 193 32:52
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Play Later Play Later Lists Like LikedThis episode is sponsored by Fuse 2024: New Orleans Fuse New Orleans presents: Broker to Broker, Episode 193 with host Marc Summers! Today, we learn how to solve the hardest loan scenarios and close on the urgently needed homes faster than ever, all while supporting both underserved communities and your fellow broker peers, all from today’s incredible guest, the Chief Sales Officer of Safetrust Mortgage, Mackenzie Barrett. Having previously worked at UWM, Mackenzie has had a lot of opportunities to work and train among the best in the wholesale industry. He shares his strategies and breaks down how he’s able to answer any question and solve any problem: through ‘Face to Face’ business. Going to the experts and asking for help or the opportunity to shadow them. Reaching directly out to lenders to see if they can work with more difficult scenarios. Meeting with his homebuyers to find out what’s going on in their lives outside of their mortgage in order to anticipate their needs and best set them up for long-term success. Mackenzie shares not just the steps he takes to crack the toughest mortgage nuts, but he shares his approach to how he’s able to tackle the entire mortgage industry: “There’s a few things that I kind of focus on, and what I try to do is keep everything bigger than myself.” Mackenzie says, “My pillars, if you will, are faith, family and finance. I let my faith lead my decisions and keep me focused on what’s important in that time, to really make a difference out there. I come from a background to where life can either be hard two ways: It can be hard, and you try to make something, or it can be hard, and you do nothing. So, I’ve just taken that challenge and say, I want my life to be hard, but to reap the rewards from taking the risks that I need to take. I was never valedictorian. I don’t have a college degree. I’ve just been a cool guy that loves people. I see myself with the ability to actually do good out here. There’s enough bad out there, to where if there’s just a few of us that want to do good, there’s a big difference that can be made. That’s kind of what motivates me and keeps my mindset on how I can be successful, because my success is going to be great, but it’s everything I do for everyone else that is really the reward. For someone to say, ‘wow, Mackenzie was a part of that and helped those people’ that’s what I’m more proud of than any award on my desk or dollar number in the bank. What matters is the fact that my kids can be proud to say, their dad’s created a positive environment where people collaborate, people help people, and families are getting homes.” Key Points: 1:22 – Getting Started / Born Into the Industry 4:11 – Lessons from UWM: Relationship Focus 8:31 – Face to Face Business & Processes: Learning from the Experts 21:24 – Serving the Underserved and 0% Down Loans 28:00 – Success = Creating an Environment for Collaboration…
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1 Transparency, Communication, and Ease: Cultivating Organic Wholesale Growth – Episode 192 40:04
40:04 Play Later Play Later Lists Like Liked40:04
Play Later Play Later Lists Like LikedThis episode is sponsored by RCN Capital Get the hard-earned customer and client service advice from nearly half a century’s worth of mortgage industry experience, as host Marc Summers is joined by the leadership of Dovetail Mortgage, Chief People Officer Craig Good, and Chief Experience Officer, Robert Benson. Craig and Robert are an incredible team; they work together to lead Dovetail Mortgage by example, while relying on their incredible mortgage expertise and experience, but also taking full advantage of the freedom allotted to wholesale mortgage professionals. Craig and Robert break down their mindset, mission, vision, and application of an experience-centered business model, while driving home the need to be flexible and always looking for the newest improvements both internally and towards your homebuyers. “I think we do everything together. We focus on the experience, but that’s not only the customer experience, but it’s the loan officer, the processor; we’re always looking at everything globally, and seeing how we can make it better.” States Craig. “Everybody knows to focus on customer experience, but you must focus on the other things, too. LOs, Processors, Agents, they’re all different personality types. And making sure that they have everything they need. Give them your time and support.” Says Robert, “We always start off communications by saying. Call me, text me. Even this morning, we got a group text from a loan officer. And we both replied. If Loan Officers understand that the support is there, they’re going to have that confidence to go set a 2-3 week contract. We got their back. We always figure it out. Because of our support, our average clear to close rate is under ten days, and average touches right now are down to 3.5.” Key Points: 1:16 – Getting Started / 50 Years Combined Experience 6:59 – Curating The Best a Client Experience 14:39 – Face to Face Business 22:43 – Trust and Motivation 31:47 – Putting People First, Internally & Externally…
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Broker-to-Broker
1 Personal Branding for Brokers: Why Details, Numbers, and Relationships Matter (With Kurt Brandly) – Episode 191 29:18
29:18 Play Later Play Later Lists Like Liked29:18
Play Later Play Later Lists Like LikedThis episode is sponsored by Fuse National Conference 2024 In this extremely informative episode of Broker to Broker, host Marc Summers is blown away by the financial wizardry and knowledge of Kurt Brandly, the President of Greenside Capital. Try not to let your jaw drop along with Marc, as Kurt provides the insight that brokers need in order to be the experts for homebuyers. Perpetually monitoring the raw federal data of the ebbs and flows mortgage market, Kurt takes it upon himself to share his expertise with the rest of the broker community. Kurt regularly posts and provides predictions based on trends and real numbers that the rest of the broker community can use to guide their business, so they don’t have to rely on headlines and articles made to stir up controversy. He also lends his expertise for a look into the future with predictions for the mortgage market from the end of 2024, into 2025. All this expertise and resource sharing leans into Kurt’s personal brand, which is his financial expertise, paired with his desire to share it with those that don’t have it. Kurt breaks down his approach: “I’m passionate about finance. I’m passionate about money. I’m passionate about gaining long term net worth. When I sit a new client down, I of course, do what we’re supposed to do. I go over their income, assets, credit, talk about their goals. But, I also want to get their emotional side of why they’re buying a home or why they’re refinancing. I go through the whole picture and I’ll talk about things like, ‘I see that you have a good amount of debt, you have $23,000 in debt right now. You’re not really taking care of that. Why not?’ and just be silent, let them open up about what’s going on in their life, and they’ll really give you the picture. They’ll tell you the information you need in order to steer the conversation in the right direction. They’ll say something like ‘I wanted to retire at 55, but I’ve got this debt and everything, and I don’t think that I can do it.’ and here’s where I say ‘Well, if you take cash out, and retire all of that debt right now, then you start taking $200 in your savings, put it into a retirement account, you’ll generate $200,000 for your retirement by the time you get to age 55.’ I’m the guy that wants my clients to know that I know a lot about finances, and that I can really guide them in the right direction. That is my personal brand. That is how I’m unique. That is what I bring to the table for clients.” Key Points: 1:14 – Getting Started 5:48 – Comprehensive Financial Service 11:11 – Knowledge Share: Personal Finance 16:51 – Future Predictions: 2024 into 2025 22:26 – Personal Brand as A Business Model…
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Broker-to-Broker
1 The Educated Approach: Why Service Wins Over Sales (With Chuck Matthewson) – Episode 190 30:56
30:56 Play Later Play Later Lists Like Liked30:56
Play Later Play Later Lists Like LikedThis episode is sponsored by Windsor Mortgage Learn how to survive and thrive in any market by focusing your service on education, as Marc Summers is joined by Chuck Mathewson, Broker Owner of Mathewson Mortgage Capital. Chuck has had a long, varied career in Mortgage, having started in retail in 2007, to opening his own brokerage after learning on the wholesale benefit. Chuck has the perfect mindset for success in the mortgage industry: The abundance mindset of sharing, educating, and providing service to his community. Chuck educates, then collaborates and strategizes with his clients to give them the best deals possible, with a focus on their long-term finances. Chuck breaks down his exact process for how he guides his clients through the current market, via utilizing DPAs: “As more wholesale DPAs are utilized, it’s going to open the doors of a lot more brokers and consumers. Brokers will be saying ‘Oh, wow…. Let’s start utilizing these more.’ Chuck states “The way I look at them is like this: I do a DPA for a customer today, and when rates come down, they’re going to call me back to refinance, because I gave them the strategy for that. So, necessarily you’re going to keep saying you’ll stay in touch with them, and a year or two down the road, you’re doing that call. In fact, I just did a DPA appraisal for $50,000 over the purchase price, and they’re going to refinance with me one year to the day of closing.” Key Points: 1:19 – Getting Started in the Industry 5:54 – Market Comparisons: 2008 to Now 11:49 – DPAs: Wholesale’s Missed Opportunity 19:41 – Service Through Education, not Sales Pitches 25:25 – Finding Your Peers & Mentors…
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