AIME Podcast Network

Latest Episodes:

Selling Loans The Right Way (with Lauren Boland) – Episode 69 May 25, 2021

Show notes

Sitting at her desk in Southern California, next to her signed picture of Pete Rose, in her office at the edge of a referral-goldmine country club, Broker Owner Lauren Boland joins us for another incredible episode of Broker To Broker. In detailing her years of mortgage experience, Lauren shares how to network, where to find referrals, and how to sell without applying pressure.

Lauren loves to sell, but asserts that it’s not about the deal. It’s all about the relationship. “There’s nothing greater than when you meet someone who doesn’t know you,” Lauren says. “You meet them, you educate them, you gain their trust, and you do what you say you’re going to do, and you close the deal. There’s no greater feeling.”

Lauren’s biggest networking tip? Get to know your audience. Local business people attending a Chamber of Commerce event are different from retirees on golf outings. Tailor your approach to different groups’ wants and needs.

Lauren used to be the only woman on the sales floor. She had to work as hard as possible to achieve her well-earned honors in the male dominated mortgage industry. Active in the Women’s Mortgage Network (WMN) Facebook page, Lauren now provides other’s with the aid and assistance she never had. From handshakes to clear-to-close, Lauren shares weekly tips and tricks for all the new up and coming LO’s out there.

Just like Lauren, the Wholesale Channel has worked its way up the ladder. And with 80% of the market still up for grabs, there’s so much growth for us to share. Bring in new LO’s and train them from the ground up. Reach out a helping hand and take time out of your day to provide value for your community. It’s up to us to develop, bolster, and secure the future of this channel. Brokers are better, together.

Show Notes:

Intro To The Wholesale Channel (1:33)
Selling The Right Way (18:20)
Networking (32:43)
Broker Advice (44:40)

The post Selling Loans The Right Way (with Lauren Boland) – Episode 69 appeared first on AIME.

Crafting Simple & Streamlined Processes & Procedures (with Jason Cecco) – Episode 68 May 18, 2021

Show notes

Pennsylvania Mortgage Broker Jason Cecco works hard to keep things simple, but he makes sure to always keep an open mind. Having successfully transitioned from an originating LO to CEO, Jason strives for new goals of perfecting processes, procedures, and company culture.

Jason’s pipelines all move forward as a streamlined assembly line. Seller’s sell, Processor’s process, Appraisals appraise, and Closer’s close. With each team member an expert at their individual craft, they have more time to focus on what they do best.

But Jason’s simplicity doesn’t just stop at the loan process. Proud of his company culture, Jason shares that its success is chiefly dependent on consistency. It starts on day one and it begins at the top. Highlight and reward every positive action and clarify negative ones. Holding people accountable using an LO scorecard, Jason measures accuracy and completeness of all files. These points allow each team member to manage themselves and adjust accordingly.

Making the transition from originating LO to CEO was not the easiest for Jason. Constantly finding himself standing over his staff’s shoulders, it wasn’t until he created clear expectations and put together a support staff, that he was finally able to step back and better focus on being a true Broker/Owner. Jason got comfortable with being uncomfortable. Having now zeroed in on what’s worked for him in the past, Jason is always on the lookout for the future. There are a thousand ways to succeed in this constantly changing wholesale industry, and Jason is simply trying to do right by both his employees and their clients.

Show Notes:

Intro To The Wholesale Channel (1:42)
Processes & Procedures (5:30)
Techstack (15:20)
Onboarding/Training (20:17)
Company Culture (26:16)
Broker Advice (33:39)

The post Crafting Simple & Streamlined Processes & Procedures (with Jason Cecco) – Episode 68 appeared first on AIME.

Relationship 101: Building A 100% Referral Based Brokerage (with Mary Mattingly) – Episode 67 May 11, 2021

Show notes

California Mortgage Broker Mary Mattingly battled through the trenches to get to where she is today. As a single mother, she took any industry position she could get. Having difficulty finding the perfect brokerage that shared her core value of selflessness, Mary decided to open up her own shop. She is now a 100% referral-based business, a valued member of her community, and an exemplary AIME member.

Never paying for marketing or leads, Mary has focused her entire business on building genuine relationships with her community. She learns about her client’s kids, hobbies, and their short and long-term goals. During COVID these connections have been as simple as a text message, but her relationships extend far beyond digital communication. Mary volunteers at local police and fire events, as well as at a local organization for single homeless moms. Struggling financially at one point herself “it just doesn’t seem right to NOT give back,” she shares.

She attributes her success to not selling herself short. She simply invests in her community, “shows them where (her) heart is” and eventually her community invests in her. Once clients come in the door, her goal is to show a potential borrower that this isn’t just some run-of-the-mill bank encounter where you’re going to be tossed between ten people over months and months. This is a one-on-one experience with someone who genuinely cares.

Mary leaves the audience with some parting advice. She failed over and over again to reach her current level of independent success. She has learned to not worry about other people’s pipelines. Even if you have one loan, make that loan your life. Do the best you possibly can with what’s in front of you, and success is sure to follow.

Show Notes:

Intro To The Wholesale Channel (1:45)
Building Her Book Of Business (8:37)
Mary’s Processes & Procedures (19:15)
Training Tips (28:34)
Broker Advice (34:48)

The post Relationship 101: Building A 100% Referral Based Brokerage (with Mary Mattingly) – Episode 67 appeared first on AIME.

Team Culture: Hiring, Recruiting, Training, & Leading (with Tyler Hodgson) – Episode 66 May 04, 2021

Show notes

Texas Marine and Broker/Owner Tyler Hodgson is a leader. He knows what he wants and he knows how to do it, but by no means does he consider himself a drill sergeant. “I’m a businessman in a t-shirt and jeans.” Before he became a Broker/Owner, his old brokerage practiced an old school approach. Wanting to go out on his own, Tyler slowly started to build up his business to twenty five sales and operations staff. But Tyler doesn’t just have staff, he has a team. A group of people with a common goal who always try to remain on the same page. In this episode of Broker To Broker, Tyler shares his insight into building and sustaining a successful team mentality.

Tyler’s first piece of advice he advises all Brokers follow is to hire before you need to. You need to have the foresight to realize your true potential. You can be the best LO in the world, taking in referrals left and right, but if your hiring numbers don’t match the number of incoming clients, you will become overwhelmed and your client experience will suffer. If you don’t hire to grow, you will drown. And this isn’t just about adding additional Loan Officer’s either. You have to give them a support staff of administrators they can rely on everyday. In fact, Tyler suggests you prioritize support staff above sales. Tyler considers this the first big step that elevated him from Mortgage Broker to Broker/Owner. If your staff thinks they can just rely on you for everything, you won’t have time to focus on the countless other aspects required of a growing business.

Tyler considers team fit the hallmark of his hiring process, and in-turn his company culture. He makes sure everyone is real and authentic. They can’t be afraid to communicate with each other, but they also need to be able to loosen up and have fun. Tyler likes to host what he calls “working interviews” where he brings in potential hires and pays them for a full day of work. He has them complete simple tasks, focusing on their communication skills and general team interaction. He doesn’t believe that a résumé, or even a one-on-one interview is enough to get to know somebody, and hiring in 30 or 60-day trial periods can end up being a huge waste of time and money.

Tyler also makes sure to recognize hard work. A typical calendar year is full of retreats, award opportunities, movie nights, free lunches, gift cards, and thank you’s. “When you recognize that someone’s doing something difficult, they feel a lot better about it,” Tyler explains. It makes what could be a frustrating and stressful work environment into a place where people actually want to wake up and walk into. A place where a group of friends can get paid to help out the American homeowner.

Tyler Hodgson is a true leader. He puts his team first, addresses issues quickly, and is always on the lookout to expand his team. Tyler’s biggest leadership advice? Listen.

Show Notes:

Intro To The Wholesale Channel (1:35)
Recruiting/Hiring/Team Building (3:00)
Culture (9:28)
Broker Advice (31:32)

The post Team Culture: Hiring, Recruiting, Training, & Leading (with Tyler Hodgson) – Episode 66 appeared first on AIME.

Leaning On Your Network To Overcome Obstacles (with Tom Mancuso) – Episode 65 Apr 27, 2021

Show notes

In this can’t miss episode, Arizona Mortgage Broker Tom Mancuso shares probably the most inspiring story this podcast has ever heard.

Tom Mancuso thought his life was over. As the result of a serious motorcycle accident, Tom shattered his hand, broke his right foot, fractured three vertebrae, had to have his left leg amputated, and even lost his memory. Even after relearning how to walk and eventually remembering his name, Tom was understandably depressed. He was told he would never be able to walk up stairs again, but Tom wasn’t going to live his life by limitations other people set for him. He learned to see the bright side, focusing on the miracle of his survival, and decided to take charge of his own life. But as Tom repeatedly shares with us, he didn’t do it alone.

Citing a community of fellow amputees, physical therapists, and even some direct inspiration from one of the most famous people in the world, Tom was able to overcome his ultimate obstacle. Also inspired by Author and Inspirational Speaker Simon Sinek, Tom decided to “find his why.” This “why” was helping others, just as others had helped him. This started out by mentoring fellow amputees, but now, this mindset and approach has followed Tom all the way to the Wholesale Channel.

Tom’s biggest piece of advice? Be authentic. Be a real person. You’re better than any machine or computer, or corporate conglomerate. Tom is upfront with his clients, he doesn’t have 30 years of experience in this business, but he does have a community behind him that does. They’ve seen it all and are more than willing to help in any way they can. Tom reminds the listeners that the entire AIME & Brokers Are Better community are only a message away, you just have to be willing to reach out. Feeling down and out at his previous brokerage, after his Broker Owner told him he was better off as an LOA, Tom opened up Facebook and saw that multiple exemplary AIME members had accepted his friend requests. Now, these members are not just his mentors, but his friends. The likes of Todd Bitter, Jamie Cavanaugh, and Lisa Lund, titans of the industry, were more than willing to offer their expertise to Tom, for no other reason than that he was genuinely passionate about helping the American consumer.

Tom Mancuso leaned on others and they helped him soar to new heights. And now he does the same for fellow Brokers. Active in the BAB community, Tom is always willing to share his experience and teach any Brokers out there the tips and tricks he’s used to grow and lead his own team.

Life can throw a lot of things your way, Tom shares. “It might get harder, it might be different, but you can absolutely do it.”

Show Notes:

Overcoming Adversity (1:50)
Adapting & Learning (27:35)
Broker Advice (43:30)

This episode is sponsored by Longbridge Financial.

The post Leaning On Your Network To Overcome Obstacles (with Tom Mancuso) – Episode 65 appeared first on AIME.

Investing In Yourself, Your Community, & Your Team (with David Boye) – Episode 64 Apr 20, 2021

Show notes

Montana Mortgage Broker David Boye does things right. He is an active member of his community, he treats his team like family, and he holds the consumer above all else. Listen in to this week’s episode of AIME’s Broker To Broker Podcast as David shares his unique way to stand out in the community, how to surround yourself with co-workers who care about each other, and how to build a client referral network so big, you won’t need to market to anyone else.

While talking to another local entrepreneur, David was shocked to learn that they weren’t going to pay for an ad in a local paper. “But the whole town sponsor’s it,” David said. The entrepreneur responded with “exactly.” Sharing a great tip, the entrepreneur said that he only sponsors events where he is the sole sponsor. Using this advice, David donated a relatively small amount of money to a local group, but because they didn’t have any other sponsorships even remotely close to that amount, they named an entire event after David’s Black Diamond Mortgage. A client came in the door not long after, sharing that he was so grateful that someone would support a good cause, and he wanted to be associated with that business.

And this is Black Diamond Mortgage’s specialty. David doesn’t court realtors. His marketing is almost entirely direct-to-consumer. Each client is another referral who can bring on another referral. Local sponsorships go a long way here, but so does staying active on social media, especially during COVID quarantine. He makes sure to sprinkle, but not flood, his Facebook page with mortgage related posts, and finds that his personal page has gotten him a lot more business than his business page. His team members do the same.

His team brings on lots of clients because of their willingness to be open and honest on social media. That approach follows them into the office as well, and David claims that this is what makes them such a great team. They are open, honest, and personally invested in each other’s lives. When they get up, they want to go to work. They genuinely want to spend their days with each other.

David Boye is a quintessential broker. He isn’t some cookie cutter banker in a suit working nine to five. David is a valued member of his community, surrounded by a family of mortgage professionals, all of whom work tirelessly year after year to do right by the american homeowner.

Show Notes:

Intro To The Wholesale Channel (1:38)
Hiring & Growth Management (6:43)
Team Culture & Relationship Marketing (18:12)
Social Media Marketing (26:45)
Mortgage Broker Advice (36:27)

The post Investing In Yourself, Your Community, & Your Team (with David Boye) – Episode 64 appeared first on AIME.

Building Your Team With Ultimate LOAs (with Sean Caufield) – Episode 63 Apr 14, 2021

Show notes

Growing up, New York Mortgage Broker Sean Caufield had only negative connotations associated with the mortgage industry. As a kid, his parents’ house went into short sale and his grandmother took out a reverse mortgage without telling anyone, resulting in a hefty balloon payment. Sean’s first introduction to working through the loan process wasn’t much different. He was thrown into the industry as a telemarketer, and with no guidance, was tossed a book of random leads. Not enough knowledge led to no confidence, and no deals. Discouraged, he left the industry to help down syndrome adults in assisted living. And this is where Sean learned what he does best. He helps people.

Returning to the industry, Sean became a shining example of what AIME is all about. He built his resume through five and half years as a Loan Officer Assistant and built the confidence to consider himself one of the best LOA’s in the country. His biggest piece of advice is not getting hung up on the word assistant. “Assistant” can have some negative connotations of its own, but you get as much knowledge and experience from the position as you put in. Show up early, stay late, and always be ready to learn. Sean treated his LO’s business as his own, learning every in and out from application to close. He learned how to communicate, to set proper expectations, and to underpromise and overdeliver. He learned that organization is everything, and to always PICK UP YOUR PHONE. He now pairs up with green LOA’s and helps train them using the same tactics that got him to where he is today. Over-the-shoulder mentorship has adapted to screen-sharing during COVID, but the fundamentals are still the same; watch and learn. But it’s also the Broker’s job to invest in their team. LOA’s are an extension of the brokerage. Invest in the person, provide proper training, and pay everyone accordingly. A few well-trained and respected LOA’s can completely transform a Broker’s client and referral list.

A lifelong athlete, Sean understands the significance of a proper team. This doesn’t mean always hiring the BEST. A single selfish player can undermine an entire team, but a group of people who trust and respect each other knows no bounds. When a group becomes a team, everyone knows their role. They can lean into their strengths, find their weaknesses, and lean on each other to help fill in the cracks.

Growth is not a single player game. Respect and support each other for the benefit of the entire wholesale channel. A rising tide lifts all boats.

Show Notes:

Intro To The Wholesale Channel (1:38)
The Ultimate LOA (6:36)
Building A Successful Team (19:38)
Tips For All Mortgage Brokers (27:56)

The post Building Your Team With Ultimate LOAs (with Sean Caufield) – Episode 63 appeared first on AIME.

Optimizing Networking Opportunities For Long-Term Growth (with Teena Broumand) – Episode 62 Apr 06, 2021

Show notes

Now fully coming into her own as a broker, California Mortgage Broker Teena Broumand is taking the next step, with the help of AIME, Brokers Are Better, & Women’s Mortgage Network communities. Teena shares that before she found AIME, she felt she repeated her first year as a broker for five years in a row. She needed help, but couldn’t know what she didn’t know and she didn’t know who to reach out to for help. But a few years later now, and with many networking events under her belt, Teena is now reaching out to mentor others.

Teena credits the very first AIME event in Irvine California in 2017 as her “A-ha!” moment. Close to leaving the mortgage industry entirely, Teena instead found a community teeming with support and passion. Even though she was somewhat reluctant to reach out to complete strangers at first, Teena is now an event networking expert. She shares many networking tips in this episode of Broker To Broker but her go to rules for getting the most out of any event is creating challenges for yourself. Show up with the intent to learn 3-5 new things, make 10 meaningful conversations, and walk in with 100% openness.

The power behind a strong community, Teena mentions, is its diverse members. Especially in the wholesale channel, there are a thousand right ways to do business, but to customize your processes, procedures, and general loan experience, you have to learn about your options first hand. Once scraping by on the minimum, Teena’s production has quadrupled, but instead of being complacent, Teena is already working on the next steps to build her business even higher.

Coming from a town of mostly retail, Teena now knows she isn’t alone in the mortgage industry. With multiple strong communities behind her, Teena is ready to walk into the unknown and come out on top.

Show Notes:

Intro To The Wholesale Channel (1:38)
Networking (14:26)
Marketing (23:59)
Audience Q&A (28:28)
Advice For Struggling Brokers (39:34)

The post Optimizing Networking Opportunities For Long-Term Growth (with Teena Broumand) – Episode 62 appeared first on AIME.

The Key To Longevity, Knowing Niche Guidelines, & Non-QM (with Melinda Payan) – Episode 61 Mar 30, 2021

Show notes

A true mortgage advisor with over 20 years of experience, Florida Mortgage Broker Melinda Payan never says no to a potential client. In the most extreme scenarios, Melinda helps potential borrowers create gameplans that will eventually lead to a new home, but in most cases, borrowers were just given the wrong advice and fell victim to those that didn’t know enough about the process. By taking her time and using an extensive knowledge of mortgage guidelines, Melinda has been able to save many deals that were denied by other lenders. And when you’re able to save people in situations where their backs were against the wall, that’s when, as Melinda puts it, you turn referral partners into cheerleaders.

Melinda works with many borrowers who were previously denied a mortgage or are under the belief that they just don’t qualify for a loan. 80-90% of those borrowers end up in A+ loans. At the end of the day, it just comes down to knowing your guidelines. It takes time, but do the research and take advantage of the many resources at your disposal. Many people don’t know you can call the FHA, HUD, or VA directly with specific loan scenario questions. There are also many training opportunities as well.

Melinda sends all of her green Loan Officers through many different training courses, both internally and externally. Utilizing lender training like UWM’s Success Track or the various mortgage insurance companies training (Melinda specifically uses MGIC’s) helps her LO’s become more independent over time. Onboarding staff also buddy up with more experienced LO’s and get a script with questions to ask. With six operations personnel, including three Processors, an Opener, a Production Manager, and A Sales Manager for 20 LO’s, Melinda’s brokerage is overstaffed by design. She knows that when rates go back up, that’s when the Wholesale Channel truly shines, and she wants to be ready when that happens.

Melinda ends the podcast by sharing that now is the best time to be a broker. With AIME, the Women’s Mortgage Network, and the various products and training at a Broker’s disposal, Broker’s aren’t just better, they’re best. So take advantage of all the Wholesale Channel has to offer and always do right by the consumer.

Show Notes:

Niche (Denied for mortgage) 4:00
Guidelines (13:58)
Admin Staff & LO Support (20:27)
Facebook Questions (27:06)
Advice For All Brokers (35:30)

The post The Key To Longevity, Knowing Niche Guidelines, & Non-QM (with Melinda Payan) – Episode 61 appeared first on AIME.

Adapting A Winner’s Mindset (with Amer Bally) – Episode 60 Mar 23, 2021

Show notes

EXPLETIVE WARNING (NSFW)

Michigan Broker Owner Amer Bally’s most important principle to success is Authenticity. Customers know when they’re being sold to, and they don’t like it. Be up front, be straightforward, and be yourself.

The client is the be-all end-all for Amer, to the point that he diverts his time and money away from social media and realtor referrals, and has put it all towards the client relationship. Relationship being the key word. It’s not just about their experience from application to close. It’s about the long-term benefits, for both Amer and the borrower. As a part of his 5 yearly touchpoints with each consumer, Amer sends out letters thanking them all for trusting him and his team with such an important part of their lives. “Treat every client like they are your first” Amer shares. It’s easy to get comfortable in this business and to forget the importance of each and every person you interact with.

Amer attributes his success to having a winner’s mindset. With some small mentoring from UWM President & CEO Mat Ishbia early in his career, Amer built the drive and confidence to outwork everyone. But he also makes it clear to not get caught up comparing yourself to others. You don’t need to close the most loans to be a winner. As long as you are happy and doing right by the consumer, everybody wins.

Show Notes:

Intro To Wholesale Channel (1:24)
Volume vs Margin (5:38)
A Winner’s Mindset (21:20)
Staying Top Of Mind With Clients (36:24)

The post Adapting A Winner’s Mindset (with Amer Bally) – Episode 60 appeared first on AIME.

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