AIME Podcast Network

Latest Episodes:

How to Find Your Audience and Grow Your Mortgage Business (with Russell Petty) – Episode 139 Nov 22, 2022

Show notes

On this episode of Broker to Broker, host JP Hussey sits down with Senior Mortgage Planner and Owner of Grow Mortgage, Russell Petty.

The two discuss how to make the career shift into the mortgage industry, and how to start, structure, and staff your own brokerage. JP picks Russell’s brain on his successful marketing campaigns through TikTok and Instagram Reels, and how Russell successfully utilizes social media to connect with local leads and collaborators in the Broker Channel.

Russell shares his ideologies for successful marketing for both brokers and owners. “I own a marketing company that does mortgage- nobody wants to talk to a mortgage lender until they need a mortgage, but if you’re marketing… that’s how they know to call you.” Russell breaks down the initial barriers and struggles in marketing through social media that most Brokers encounter. “Post every day, or as often as you can; consistency beats talent, every single day of the week.”

Key Points:

2:11 Moving from IT to the Mortgage Industry

6:28 Starting, Structuring, and Staffing Your Brokerage

10:23 The Importance of Keeping your Marketing Local

15:50 “Niche Down” Your Marketing Through Social Media

28:59 Forming Genuine Connections with Your Leads

34:57 Advice for Loan Officers and Brokers for Thriving in the Market

This episode is sponsored by PRMG

The post How to Find Your Audience and Grow Your Mortgage Business (with Russell Petty) – Episode 139 appeared first on AIME.

Breaking Free From Retail Banking (with Carrie Gusmus) – Episode 138 Nov 15, 2022

Show notes

Gusmus meets the Hussbus in this week’s episode of Broker to Broker. JP Hussey sits down with Carrie Gusmus, the President and CEO of Aslan Home Lending Corporation, a 100% female-led brokerage based in Denver, Colorado. In this episode, they will discuss how to break yourself from the Retail and non-bank culture and steps to thrive in today’s market.

A veteran in the financial industry, Gusmus shares her advice to independent mortgage brokers: “Do not diminish yourself to having only a rate conversation.” They challenge listeners to effectively communicate the broker model to not only borrowers, but to originators in the Retail channel.

Gusmus also expands on Aslan’s business model and hiring practices by sharing her insights to building a successful brokerage. She urges all originators in the wholesale channel to expand their spheres of Influence and to stay vigilant when communicating the ups and downs of today’s market to clients and referral partners.

She leaves us with one resounding thought that solidifies her perspective — “I believe that people are good, but brokers are better.”

3:33 Journey from Financial Services

7:25 Cold Calling for Business

9:50 Transition from Retail Banking

15:58 AIME is the Association of Choice

19:00 Mindset for Today’s Market

22:53 Communicating the Broker Model

27:25 Now is the Time to Buy

34:00 Aslan Business Model

45:00 Utilizing Your Sphere of Influence

This episode is sponsored by EPM

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

Building Relationships and Trust with Borrowers to Grow Your Business (with Samantha Baros) – Episode 137 Nov 08, 2022

Show notes

On this episode of Broker to Broker, host Marc Summers, President of Membership at AIME, sits down with Samantha Baros, Broker Owner of Integrity Home Loans Inc.

The two discuss how AIME has helped grow her business by providing mentorship, networking opportunities, and community support. As a recipient of the Spark small business grant program, Samantha was able to open her own brokerage and grow her business to do what she does best – helping homebuyers.

She details how she develops relationships with women in her community to build trusted interactions with borrowers, referral partners, and potential clients. “My communication is pretty open across the board. And just knowing that I’m a human and I’m a mom – clients can hear my kids in the background, and they know that I’m a real person. I want people to know that I’m here for them because I’m really passionate about helping them.”

Key Points:

5:20 Starting Your Own Brokerage

10:15 How AIME Helps Mortgage Brokers

13:31 Spark Small Business Grant Program

18:55 Building Relationships with Borrowers

27:40 The Impact of Fuse on Business

This episode is sponsored by Homepoint

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

Tackling Tough Mortgage Cycles with Collaborative Leadership (with Dale Vermillion and Katie Sweeney) – Episode 136 Nov 01, 2022

Show notes

On this special edition episode of Broker to Broker, guest host Katie Sweeney, CEO of AIME, sits down with the Founder and CEO of Mortgage Champions, Dale Vermillion.

The two discuss the evolution of leadership in a variety of market cycles and the need for a collaborative mindset. From Dale’s humble beginnings selling pots and pans to becoming a leadership and sales expert with 30 years of experience, he shares his journey into mortgage and his recipes for success.

They dive into the biggest challenge facing the mortgage broker channel – the rising rate environment. Sweeney notes that “this environment is where people are going to win – this is the market where people are going to grow.” Vermillion agrees and challenges that now is the time for loan originators to shift from a volume market to a conversion market and doubles down that brokers need to learn how to sell more effectively in this climate.

Vermillion leaves the audience with a strong message to focus on “others first,” instilling his mantra that giving back to others is our duty, both in business and life.

Key Points:

1:52 Getting Started in the Mortgage Industry

4:32 Evolving Leadership with Market Cycles

16:23 Mindset Shifts for Tough Market Climates

24:32 Selling for a Conversion Market

32:30 Importance of Giving Back

This episode is sponsored by Guaranty Home Mortgage

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

Getting Over Yourself (with Jay Bunte) – Episode 135 Oct 25, 2022

Show notes

On this episode of Broker to Broker, host Marc Summers sits down with a mortgage broker with the Long Gray Lending Team, Jay Bunte.

The two discuss overcoming the difficulties facing brokers, how to get started in the industry, and the importance of “getting over yourself.”

A native Texan, Jay Bunte got his start in the industry after an 8-year term of service in the U.S Army and a prior career in oil and gas. With his interest piqued by friends in the mortgage space, Jay signed up for educational courses, got his license, and began working in the industry.

When it came to learning the technical ins and outs of the industry, Jay was able to draw on his prior military experience and adopt the right mindset. Starting from square one gave Jay an opportunity to learn on the job with a go-get-it mentality. “Nobody wants to fail,” he says, “but you have to get over yourself and try.”

He also says that his people skills made the difference when it came to getting started – but that even there, he had to learn to manage expectations. “Not everyone is going to want to work with you… but once it clicks, things will take off.” Jay also says that communication – even overcommunication – is key. “It was extremely crucial in the military, having great communication,” he says. “But there’s a big difference between listening and communicating.”

Times:

3:00 – Background

7:00 – Learning on the job

12:00 – Communication is key

18:00 – Biggest broker mistakes

27:00 – Discussing Fuse

This episode is sponsored by REMN Wholesale

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

Transitioning From Loan Officer to Broker Owner with Ramona Chapman (With Ramona Chapman) – Episode 134 Oct 18, 2022

Show notes

This week, Marc Summers sits down with Ramona Chapman, Broker-Owner at JR Mortgage Group. The two discuss Ramona’s start in the mortgage industry, the importance of a well-developed process, and the value that networking events like AIME Fuse can add to a mortgage professional’s career.

Ramona Chapman got her start in the mortgage world after a successful career in hospitality. While still working in sales for a hotel chain, Ramona decided to buy a home. Realizing the difficulty of the process, she became interested in working in the mortgage industry herself. Her research led her to take a role in retail, where she received her first taste of the business.

Although she received an offer to work as an assistant to a successful loan officer, Ramona realized she would prefer to work for herself. She and a business partner decided to break into the business in a decidedly bank-dominated area, becoming some of the only independent brokers in that region.

After about two years as a broker/owner, Ramona feels that she is still learning on the job and honing her skills. However, her success speaks for itself. Between managing the responsibilities of a LO, she must also contend with running a business and managing personnel. When asked how she stays on top of a lengthy to-do list, Ramona says that waking up early gives her the time she needs to get responsibilities out of the way.

She arrives at the office around 6 AM and sets to work on tasks that she might not have time to deal with later. Then, she is able to make headway on the rest of her day. With 17 people on staff and more incoming, Ramona says organization and delegation is key to running a tight ship. Her goal is to create a work environment where employees are willing and able to educate others and operate with minimal supervision.

When asked what advice she would give someone interested in entering the broker channel, Ramona says, “just go for it. Lean into it and believe in yourself.” She stresses that the resources necessary to succeed are out there – especially with AIME by your side. Having recently attended her first Fuse event and WMN Summit, Ramona says that the broker community is sincerely supportive, cooperative, and ready to help. “The information available and the community are second to none. I made real friends and real connections – just come humble and be ready to receive whatever advice the community gives.”

Times:

3:00 – Background

7:30 – LO vs. Broker Owner

12:00 – Relearning roles and perspectives

16:30 – Process and tech stack

20:00 – Fuse experience

This Episode Is Sponsored By PRMG

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

Growing your Shop, Staying Compliant, and Delivering Amazing Experiences (With David Temko) – Episode 133 Sep 13, 2022

Show notes

This week, host Marc Summers sits down with David Temko, President of C2 Financial. The two discuss David’s upbringing in mortgage, his route to the broker channel, and the logistics of running one of the largest shops in the country.

David Temko grew up in the industry, and says that mortgage terms and discussions about loans were a normal part of family dinner. His father was a pioneer of the high-margin brokerage model, and David himself got his real estate license at 19. In college, he interned with top producers to learn the tricks of the trade. Upon graduating, David started Cobalt Financial, which would go on to become C2 Financial.

Today, C2 has a staggering 1,000 loan officers across 22 states. The organization is headquartered in San Diego, where a corporate team of 40 does the behind-the-scenes work. Temko is beginning to expand horizons, with eyes on the East Coast. He says that he feels C2 Loan Officers can make a difference in any community, and that brokers provide transparency and value that people are willing to pay for. Long gone are the days, he says, where going to a broker was a last resort for folks who couldn’t get loans elsewhere. “They’re (retail) limited, and we’re unlimited,” Temko says.

How does one operate an organization on the scale of C2, especially when it comes to compliance? For David Temko, it starts by being ahead of the curve. His shop keeps a tight grasp on their policies, ensuring that things never get out of hand. He also must contend with a roster of 100+ lenders, which is constantly shifting and changing based on options offered. A consumer-first mindset determines what C2 will offer and who they do business with. This, combined with a team-as-family mentality ensures success.

When it comes to support, Temko points to the value of AIME as an organization. “It’s all about connections,” he says, as well as the advocacy AIME is doing on Capitol Hill. “Ours is a community of brilliant entrepreneurs, like-minded individuals… now more than ever it’s time to galvanize our community and continue to grind, and I appreciate (AIME) more than ever.”

Times:

2:30 – Background

10:00 – Growing your shop

15:00 – Compliance

20:00 – Retail recruiting

25:00 – Why is AIME so important?

This episode is sponsored by Homebot

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

Building your Team and Growing your Connections (with Major Singleton) – Episode 132 Sep 06, 2022

Show notes

This week, host JP Hussey sits down with Major Singleton, a mortgage broker at Major Money Matters. The pair discuss the importance of a strong support team, how to foster connections, and how to make sure your clients keep coming back.

A 23-year veteran of the U.S Navy, Major Singleton got his start in mortgage by chance. Unbeknownst to Major, a junior sailor under his command had booked a mortgage professional for an information session. Major attended to ensure that nothing went amiss, but was fascinated by what he learned. He felt that the mortgage industry could be in his future, and when it came time to retire from service, he made the leap.

Originally beginning on the retail lending side, Major eventually decided to become a broker. “I always wanted to be one,” he says, feeling that brokers had more freedom and more capability to earn for themselves. When he left the retail channel, he brought elements of his team with him, which he partially credits for his success. Currently, his team consists of a processor, LOA, a business development representative, and a client resources manager. With his team managing much of the behind-the-scenes efforts, Major is free to focus his time on what he excels at. “I have everybody on my team take a DISC Assessment”, says Major. “That way, everybody is operating within their gifts.”

Major’s gift is for customer interaction and retention, which has helped him see staggering levels of repeat business and recommendations. He prides himself on reaching out to past clients, on attending closings (especially the difficult ones), and on sending thoughtful closing gifts. These touches, according to Major, are the difference between seeing a client again and having them take their valuable business elsewhere.

Although he has only been a part of the industry for a few years, Major has made a name for himself. When asked what he would say to a brand-new broker, he says, “let your friends and family know what you do. Don’t feel like you need to be established already – have your connections become your jumping off point.”

Times:

2:30 – Background

6:00 – Team composition

10:00 – Process

20:00 – Reinforcing brand identity

25:00 – Closing gifts and check-ins

32:00 – The value of listening

40:00 – Final advice

This Episode is Sponsored By Homepoint

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

Revving Up for Fuse 5 (with Jamie Cavanaugh) – Episode 131 Aug 30, 2022

Show notes

AIME Fuse 2022 tickets are available now at https://aimegroup.com/fuse-2022/

Join Marc Summers and guest Jamie Cavanaugh for a very special episode of Broker to Broker. This week, the two get excited for the upcoming Fuse 5, which kicks off in just four weeks. This year’s Fuse is bigger and better than ever – listen to Marc and Jamie’s chat to learn more about what you can expect from the world’s premier mortgage event.

Jamie Cavanaugh is well-known in the wholesale channel – the broker/owner of Amerifund Home Loans is an inspiration to anyone working in the industry. Fuse, she says, is a large part of her success.

“Anybody involved in the mortgage industry, anyone who’s curious about AIME, anyone who’s concerned about this market cycle and knows how important it is to level up should come to Fuse,” she says. “There’s truly something for everyone… every speaker and every panel really tackles something unique.” Jamie points to the fact that Fuse presenters are both highly vetted and highly goal-oriented. They provide real-world skills and processes that can be applied to your own business, and have an immediate impact on your production. “I always leave Fuse with at least four real takeaways I can use,” she says.

Additionally, she says, the networking opportunities are unmatched, with a welcoming, friendly atmosphere that invites collaboration and contact. “I have been to just about every other trade association’s events, many many lender and vendor events, and they’re great – but not one of them has that welcoming, come-join-us feeling that AIME events have.” She says that Fuse has enabled her to make friends and connections that last to this day, and continue to inform and shape her business goals.

Not only are you surrounded by fellow mortgage professionals, says Jamie, but you also have top-of-the-line vendor and lender partners at your fingertips; attending their events can provide you with career-changing networking opportunities and more information about the tools at your disposal. With just four weeks to go, Jamie says “I think this Fuse is going to be really great – I’m looking forward to getting even more value than I have in years past.”

This Episode is Sponsored By AIME Fuse 2022.

Buy your AIME Fuse 2022 Tickets today at https://aimegroup.com/fuse-2022/

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

Building Big Picture Relationships (with Ashley Bedford) – Episode 130 Aug 23, 2022

Show notes

This week, host Marc Summers is joined by Florida’s own Ashley Bedford, who discusses her early experiences with brokers, her work ethic, and the value of building relationships.

Ashley first encountered the broker channel as a customer. A new parent, Ashley was looking to purchase her first home. Initial quotes from a big bank set her down payment as an unaffordable $30,000, leading her to start looking elsewhere. She was referred to a broker, who informed her that she only needed less than half of what she was initially quoted. The revelation led Ashley to vow that no one else would have to go through the same experience. With the dream of her new goal in hand, Ashley asked the broker to take her on as a processor. The broker accepted, with one condition: that Ashley begin as a broker instead. “I just dove in,” she says. “I lived with my mother-in-law for 18 months until I built my business.”

Despite a background in banking, Ashley realized she had a lot to learn. “I was a little nervous at first for the test,” she says. “But I just got through it.” According to Ashley, the freedom is the best part of being involved in the broker channel. “I like to tell people that in retail, you have Fannie and Freddie, and those are the parents who set the rules. But then Fannie and Freddie have their own parents who set even more rules on top. In the broker channel, we’re our own parents.”

Ashley’s home shop is small, consisting of about five people. She attributes her success there to dogged determination and the knowledge that she would have to do something different to make it. “When I started I decided to do every manual underwrite I could find… I would relentlessly call title companies and ask if they had any deals the lender couldn’t close. I called every week.” She built a reputation, and soon became recognized statewide by lenders and realtors alike.

Ashley’s business is built on being precise, punctual, and prudent, while simultaneously serving as a one-stop resource for her clients. “I always make sure their main point of contact is me,” she says. Making your clients feel comfortable and like they have someone in their corner is key. Her main piece of advice to new brokers? “Don’t ever focus on the paycheck – focus on your relationships. Everything else will fall into place.”

Times:

Background – 1:00

Early approach – 7:00

Realtor relationships – 13:05

Process – 20:00

Final advice – 28:00

This Episode is Sponsored By Guaranty Home Mortgage

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