AIME Podcast Network

???? Episode 249 Host: Marc Summers (AIME's Founding President)Guest: Mario Escobedo (Owner and Founder of Sienna Mortgage) Mario Escobedo grew up around the mortgage industry, stepped away from it, and ultimately came back to build something all his own. He shares how his early years as a loan coordinator shaped his understanding of the business, why he treats every client interaction like a system, and how giving value without asking has become the cornerstone of his success with realtor partners. ???? Key Takeaways:Why "partner" is the most important word in his vocabulary and how he reinforces it.Mario’s experience growing up around the mortgage industry, stepping away, and making a triumphant return a decade later. How to proactively educate clients and partners instead of reacting to problems.Using social media as a social CRM to stay top of mind without being annoying.How the AIME community kept him in the broker channel when he considered leaving.???? Golden Nugget: "Give without asking. The law of reciprocity will do its own thing. Just focus on bringing value."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#ReferralBusiness #MortgageSystems #Partnerships #RealtorRelationships #VALoans #FirstTimeHomeBuyers #CommunityOverCompetition #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

???? Episode 60: Cash Out Refinances, Reciprocity, and Never Showing Up Empty Handed Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.Episode 60 is here and in this milestone episode, Jonathon and Tommy reflect on consistency, community, and the strategies that separate top producers from everyone else. Jonathon shares six actionable steps for winning more cash out refinances and explains a psychological principle that has guided his entire career. ???? Broker Buzz- When to decline a down payment assistance request from clients who appear to have hidden assets, and why protecting your license matters more than one loan. - The easiest way to handle a frozen credit report and why paying for credit pulls yourself can change the dynamic of a conversation.- How to set non-negotiable family time while still serving clients, including working backwards with your spouse and managing expectations.???? Sales Training | Six Steps to Win More Cash Out Refinances HMDA data shows retail originators closed 479,000 cash out refinances in 2025 compared to just 162,000 for brokers. Jonathon believes brokers are leaving opportunities on the table by prejudging. He breaks down six specific strategies to close that gap, from pulling credit every time to getting all decision makers on the same call. The full breakdown is in the episode, but the core message is simple. Stop assuming a low rate means no deal. Your clients may have debt they are not telling you about. ???? Story Time | The Power of ReciprocityJonathon grew up in a Middle Eastern household with one unbreakable rule. Never show up empty handed. He later learned this is backed by psychology. The human brain is wired to return favors, even small ones. In sales, bringing value before you ask for anything opens doors before negotiations even begin. Make reciprocity part of who you are, not just a tactic. It will help you build stronger relationships and close more loans.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #CashOutRefinance #SalesTraining #Reciprocity #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

In this episode, Christine Beckwith sits down with Sparkle Swann Middlebrook, a newer loan officer who walked into her very first industry event knowing absolutely no one. She traveled through a hurricane, slept in her car, and showed up anyway. That decision changed everything. Sparkle gets real about the intimidation of being new, the power of sitting at the right table, and how being welcomed into Women's Mortgage Network gave her the confidence to keep going. Christine shares her own story of walking into a room full of strangers and why she now makes it a point to find the person standing alone. Together, they dive into why community builds confidence, not the other way around, and how the broker space is the perfect place for women who want to grow at their own pace, on their own terms. If you have ever felt like you don't belong in the room, this conversation is your permission slip to walk in anyway.

???? Episode 248 Host: Marc Summers (AIME's Founding President)Guest: JP Hussey (The Hussey Team) JP Hussey is back, and he brought the Huss-bus. Our former Broker to Broker host returns to talk marketing, mindset, and how to make mortgages fun. From the famous Huss-bus to closing loans on the Rocky steps in Philly, JP has built a purchase-focused brokerage around consistency, fun, and genuine relationships. He sits down with Marc to talk about marketing, mindset, and why scheduling your day is the secret to keeping your sanity. ???? Key Takeaways:Why marketing must come before guidelines when building your business.How to stay top of mind without spamming your book of business.The power of consistency: texting 400 real estate partners every Wednesday.Why he hires inexperienced LOs with athletic backgrounds over "forty million dollar whales".The importance of keeping marketing light, fun, and client focused rather than self serving.???? Golden Nugget:"You have to start with marketing. Figure out how you're going to get leads today. You can't do anything with guidelines if you don't have leads to do them with." ???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#MortgageMarketing #CreativeMarketing #LeadGeneration #PurchaseFocused #SmallBusiness #BrandBuilding #MortgageTech #LO #BrokerLife #TeamHussey #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

???? Episode 59: No Company Will Save You From Yourself Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy respond to an anonymous post from a new loan officer asking which company to join for guaranteed success. Jonathon delivers a candid reality check about mental toughness, pain tolerance, and why you have to fix yourself before any company can help you. ???? Broker Buzz- How to choose a CRM, and why the tool matters less than your discipline in using it.- Whether overdraft fees on an earnest money deposit will kill a file, and when you can back out the EMD entirely.- What successful brokers actually do on weekends to recharge, including seven day vacations and screen free hobbies.???? Sales Training | How Much Pain Can You Take? Someone asked anonymously in a Facebook group, "What company can I join that will make me successful?" Jonathon's answer cuts through the noise. The real question is how strong are you mentally? How many months are you ready to make little to no money? No company can teach you how to handle that mental strain. Write down what success actually means to you. How many months can you go without getting paid? How many real conversations will you have every day, even when nothing is working? Then interview companies with specific questions. Will they help you get in front of people? Are there high producers you can learn from? Are they transparent about pricing? Your mental fortitude will set you apart. Not the logo on a business card. ???? Story Time | Do Not Follow Where the Path May Lead The fortune cookie this week is one of the most provocative yet. Jonathon reframes it as a call to action. If you have been on the same path for years and it is not taking you where you want to go, stop following it. Pick a different path. Tommy adds a line from Tolkien about stepping out your door and not knowing where you might be swept off to. The message is simple. You are in control. Don’t follow blindly. Go off-roading if you have to. Have the courage to blaze your own trail.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #NewLoanOfficer #MentalToughness #SalesTraining #CRM #EarnestMoneyDeposit #WorkLifeBalance #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #CareerAdvice #ProfessionalDevelopment #Resilience #SelfDiscipline #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network 

???? Episode 58: Cash Out Refinances, Effective Interest Rates, and Having the Hard ConversationsHosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy dig into fresh HMDA data that reveals a massive gap between retail and broker cash out refinance volume. Jonathon shares three things that every broker needs to do in order to start winning more of these deals.???? Broker Buzz- How to approach a twenty one million dollar portfolio purchase of two hundred homes, including the difference between portfolio loans and blanket loans.- Whether a processor should structure deals or stick to processing, and why accountability matters when something goes wrong.- Creative ideas for a home themed auction basket, including movie night baskets, picnic baskets, and family game night bundles.???? Sales Training | Never Be Nice, Always Be KindHMDA data shows retail originators closed nearly three times as many cash out refinances as brokers in 2025. Why? Brokers are not making the call or pulling credit. Jonathon shares three steps to close that gap. First, pull credit without prejudging. One client with a balloon payment turned into a deal he almost walked away from. Second, learn effective interest rates. Clients paying twenty three percent on credit card debt do not care about their four and a half percent mortgage rate. Show them why. Third, use trend data to respectfully call out inconsistencies. If a client says they are paying down debt but the credit report shows otherwise, have the kind but direct conversation. Never be nice. Always be kind. Sometimes kindness means telling people what they need to hear, not what they want to hear.???? Story Time | A Loved One's Guidance Leads to ProsperityThe fortune cookie this week sparks two different interpretations. Tommy reflects on being present and letting a loved one guide you without having to ask. Jonathon thinks about the power of being the one person who believes in someone. Pour into others, even when it feels like a waste of energy. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #CashOutRefinance #HMDA #SalesTraining #EffectiveInterestRate #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

What if you stopped chasing a hundred loans a month and started focusing on the two families you could truly help instead? In this episode, Nike T. Ojo sits down with Meredith Herr, co-owner of Lake Tahoe Mortgage, for a warm and honest conversation about building a mortgage business that fits your life, not the other way around. Meredith shares how she went from IPO consulting to working alongside her dad, why she calls herself a "mortgage coach," and how she helps first-time homebuyers get prepared long before they ever step foot in a house. They dive into the misconceptions that trip buyers up, the power of starting the conversation early, and why the broker space is the perfect place for women who want flexibility, especially those raising young kids. Meredith also opens up about finding her people in WMN and why having a community of women cheering you on is absolutely irreplaceable. This episode is a reminder that you don't have to be a top-tier producer. You just have to show up, help families, and build a business that works for you.

???? Episode 247Host: Marc Summers (AIME's Founding President)Guest: Paul Messina (VA Loan Specialist at Canopy Mortgage)This week's episode features Paul Messina, a former paramedic, firefighter, police detective, and military veteran who found his way into the mortgage industry after a chance meeting with a loan officer who challenged him to "do his effing job." Paul shares his remarkable journey from healthcare and public safety to becoming a VA loan specialist, and how attending Ascent, AIME's VIP retreat in Puerto Rico, gave him a new perspective on purpose, legacy, and the importance of self awareness.???? Key Takeaways:Why the VA loan is one of the most underutilized benefits available to veterans.The importance of committing fully to a career in mortgages and not treating it as a part time endeavor.Why being a good human and putting good karma into the world leads to sustainable business growth.The value of embracing technology while avoiding shiny object syndrome.???? Golden Nugget:"Just be a good human. Whatever way you choose to serve your fellow man, just be a good human."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #VALoans #Veterans #Ascent #PersonalGrowth #MortgageAdvice #ServiceMatters #LegacyBuilding

???? Episode 57: AI, Objections, and Knowing the Difference Between ‘an answer’ and ‘The Answer’Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy explore how artificial intelligence is changing the way borrowers prepare for conversations with loan officers. They share practical strategies for staying ahead of AI-informed clients, handling objections with confidence, and knowing when to trust the technology and when to trust your own expertise.???? Broker Buzz- Whether the two-year waiting period for a dismissed Chapter 13 bankruptcy still applies under Fannie Mae guidelines.- Whether a borrower with no credit score, insufficient history, and twenty percent down can qualify for a loan, and which non-QM or hard money options might work.- How to compete against credit unions offering no MI products and builders offering aggressive incentives, including when to tell a client to take the better deal and how to win them back later.???? Sales Training | Handling Objections by Asking Better QuestionsJonathon shares a prompt designed to help loan officers move beyond generic responses to the three most common mortgage objections: wanting to shop around, wanting to wait, and wanting to talk to a spouse. He demonstrates how a question like "What is the best way for me to communicate to you without you being upset that I believe you are making a mistake?" forces a client to think rather than react. ???? Story Time | Your Heart Will Have Capacity for LoveThe fortune cookie this week arrives with a strange and slightly uncomfortable phrasing. Jonathon turns it into a conversation about purpose, loss, and keeping your heart open even when life makes it hard. He shares the story of his grandmother, who passed away in January and was the reason he got into mortgages. On her birthday last week, he registered for college classes before visiting her grave, fulfilling a promise he made to her and rediscovering a sense of love for the process.The message is simple. If you have been hurt, if you have closed yourself off, find a purpose and move toward it. The opportunities are endless when your heart stays open.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #SalesTraining #AI #ObjectionHandling #BorrowerEducation #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #Leadership #PersonalDevelopment #CreditUnions #BuilderIncentives #DSCRLoans #NonQM #HardMoney #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

???? Episode 56: Framing, AI, and the Art of Asking Better QuestionsHosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy explore how the right mindset and the right questions can transform your sales conversations. They dig into listener questions about real-world borrower challenges and share practical advice on using AI as a practice tool rather than a crutch.???? Broker Buzz- Why an IRS tax lien that transfers from property to property can kill a deal, and how payment plans work when the lien does not attach to the property itself.- Whether reverse mortgages are worth learning, including the critical step of getting family members on the phone before moving forward.- The great AI debate: Claude versus ChatGPT, and why switching too often might cost you more time than it saves.???? Sales Training | Whoever Frames the Conversation Controls the OutcomeJonathon shares a personal story from his teenage years about overpaying for a simple tire repair because he did not know the right questions to ask. He explains why you should assume your clients are using AI before they ever talk to you, and how you can use the same tools to practice framing, pressure test your questions, and walk into any sales call with confidence. ???? Story Time | A Positive Outlook Will Lead You to SuccessJonathon reflects on why positivity is not just a nice idea but a prerequisite for success. The most successful people he knows do not tolerate negativity in their circles. They cultivate environments where optimism and action go hand in hand. Tommy adds that a simple smile or a laugh with a friend can reverse an entire day. Your thoughts shape your actions, and your actions shape your results. If you want to win, start with the belief that you can.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #SalesTraining #Framing #AI #ConversationSkills #HousingMarket #RealEstate #Lending #PositiveMindset #BrokerCommunity #MortgageIndustry #SalesTips #ProfessionalDevelopment #BusinessGrowth #ReverseMortgage #TaxLiens #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

What if you stopped trying to make a hundred phone calls and just focused on having five conversations instead? That simple shift changed everything for Kym Mason. In this episode, Julie Yarbrough sits down with Kym Mason, the creator of the Mason Method, for a raw and energizing conversation about habits, mindset, and the power of showing up as yourself. Kym shares how a traumatic brain injury forced her to rely on the systems she had built, why she stopped chasing someone else's definition of success, and how she gamified her daily routine to make winning a habit, not an accident. They dive into the difference between being a producer and being a true business owner, why women need to stop waiting for someone to save them, and how shifting from "making calls" to "having mortgage conversations" can change your energy and your results overnight. If you have ever felt like you're grinding without growing, or wondered how to make the hard stuff feel a little more fun, this conversation is for you.

???? Episode 55: Ascent, Tone Setting, and ‘How You Do Anything Is How You Do Everything’Hosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.Fresh off the AIME Ascent VIP retreat in Puerto Rico, Jonathon and Tommy reflect on what it takes to bring together top producers, set the right tone, and create an environment where even the most successful people in the room can lower their guard and grow. ???? Broker Buzz- Navigating hard money and credit union options for borrowers with challenged credit but significant equity in free and clear properties. - The risks of issuing a pre-approval to a client who has not filed taxes in five to six years, and why referring them to a financial advisor is often the right move.- The best AI tools for creating professional flyers and marketing materials, including the AI-powered design tool available exclusively to AIME members.???? Sales Training | How You Do Anything Is How You Do EverythingJonathon shares the philosophy behind the Ascent retreat and why setting the tone matters more than any sales script. Set the tone early. At AIME Ascent and for viewers at home, Jonathan challenges listeners to examine how they approach their own introduction calls, presentations, follow-ups, and post-close processes. Your words matter. Don’t minimize them. ???? Story Time | Lessons from AscentTommy reflects on being surrounded by billions of dollars in production and what it felt like to watch top producers interact with other up-and-coming brokers in a space that felt safe, open, and free of clicks. Jonathon and Tommy both came away with new habits, new connections, and a renewed appreciation for what happens when you bring the right people together with the right intentions. Whether you were in Puerto Rico or listening from home, the invitation is the same. Show up open minded, set your tone, and remember: how you do anything is how you do everything.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #SalesTraining #Leadership #AIMEAscent #PersonalDevelopment #HousingMarket #RealEstate #Lending #BrokerCommunity #SalesTips #MortgageIndustry #MindsetMatters #BusinessGrowth #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

What if the biggest thing standing between you and the life you want isn't your business, but your belief that you have to do it all alone? In this episode, Nicole Ahles sits down with one of the most respected leaders in the mortgage industry, Cindy Ertman. Cindy spent nearly three decades as a top producing loan officer, a branch manager, and an executive leader before stepping into her true calling: helping others rise. Cindy gets real about the moment she realized she needed help, how she built systems to protect her time and energy, and the non-negotiables that kept her family close through it all. She shares the exact exercise that helped her uncover what was draining her, why hiring a personal assistant was the best investment she ever made, and how she learned to stop chasing perfection and start focusing on progress. Whether you're struggling to delegate, feeling overwhelmed by the demands of work and home, or just looking for permission to ask for the support you deserve, this conversation has what it takes to leave you feeling seen, empowered, and ready to take the next step.

???? Episode 246Host: Marc Summers (AIME's Founding President)Guest: Kyle Koller (Branch Manager at UMortgage)This week's episode features Kyle Koller, a ten year mortgage veteran who has built his entire career in the broker channel.He shares his unconventional start in the industry, after receiving a text from a former student. Kyle talks with Marc about the mindset shifts, practical strategies, and relationship building tactics that have sustained his business through countless market cycles.???? Key Takeaways:How to best utilize your most loyal past clients and existing Google reviews. The importance of educating clients in simple terms, especially during volatile markets.Why blended rate conversations are essential for helping clients see the full picture. Why being an advisor, not just a transaction facilitator, leads to true longevity.???? Golden Nugget:"This job gives you a flexible schedule. Stop treating it like a nine to five and start taking advantage of the freedom it actually offers."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#UMortgage #BlendedRate #WorkLifeBalance #LoanOfficerLife #MortgageIndustry #ScalingYourBusiness #FinancialAdvisor #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

???? Episode 54: Compliance, Culture, and Managing ConflictsHosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy dig into listener questions about the real-world challenges of running a brokerage, from compliance gray areas to keeping the peace among producing loan officers.???? Broker Buzz- Whether an affiliated business agreement is needed when a realtor also owns a mortgage company and handles both sides of a transaction. - How to set clear weekend and after-hours expectations for junior loan officers, including why putting it in writing and incentivizing the right shifts matters.- A battle-tested method for handling LO referral partner conflicts without tearing your team apart, including when to let the realtor choose and when to set firm boundaries.???? Sales Training | Showing Up When It CountsJonathon and Tommy reflect on what sales training really looks like behind the scenes and why it’s not always just about the scripts and techniques. Sometimes, it’s about showing up for your teammate when it’s time for a hard conversation. ???? Story Time | The Fortune Cookie FlashbackSix months ago, a fortune cookie promised that March would be a month of change. Jonathon set a calendar reminder for himself and Tommy to revisit it. That reminder finally arrived, sending Tommy on a hunt through old footage to figure out what it meant. The result is a conversation about time, perspective, and the slow burn of personal development. The message is clear: Growth is not a sprint. It is showing up every single day.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #Compliance #TeamBuilding #Leadership #SalesTraining #HousingMarket #RealEstate #Lending #CompanyCulture #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

???? Episode 53: The Five Ps of Brokerage Success with Jeremy MillarHosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager, featuring special guest Jeremy Millar, CEO of Amarlo.In this episode, Jonathon and Tommy are joined by Jeremy Millar for a deep dive into what it really takes to transition from being a solo loan officer to running a profitable, scalable brokerage. ???? Broker Buzz- The best tools for automating rate and market updates to realtor partners without breaking the bank.- Whether hard money or traditional financing is the right path for a client seeking renovation funds just one month after closing.- How a properly structured divorce decree can solve DTI challenges when an ex-spouse still appears on an investment property mortgage.???? Sales Training | The Five Ps of Brokerage SuccessJeremy introduces his five Ps framework: Presence, Process, People, Production, and Profit. He explains why these five numbers are the key to unlocking control over your business and breaks down how to measure lead volume, track conversion rates, analyze average comp per loan, and use that data to make smarter decisions. Jonathon emphasizes the importance of simplifying KPIs and reviewing them monthly rather than waiting until year end to realize you're off pace.???? Story Time | Who You Surround Yourself With MattersJonathon closes the episode with a reminder that success is rarely built alone. He encourages listeners to take stock of the people in their inner circle and ask whether those relationships are elevating them or holding them back. In a world full of noise and negativity, protecting your mindset and curating your community is not optional. It is essential.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #Amarlo #BusinessOwner #KPIs #SalesTraining #LeadGeneration #HousingMarket #RealEstate #Lending #FinancialStory #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

If you've ever thought, "I can do it better myself" or "It's just easier if I handle it," this conversation is likely to hit home. Samantha Shelton sits down with Irene Duford, founder of Loan Team Training and a nationally recognized trainer with 26 years in the mortgage industry. Together, they dive into the one thing that holds so many high-performing women back: our own inner critic. Irene gets real about the self-talk that keeps us stuck, the fear of delegating, and why our instinct to be the fixer can actually limit our growth. She shares practical strategies for rewiring those inner thoughts, building systems that actually work, and knowing exactly when it's time to bring on a loan partner. Whether you're overwhelmed, under supported, or just tired of carrying it all yourself, this conversation will leave you feeling seen, understood, and ready to take the next step.

???? Episode 245Host: Marc Summers (AIME's Founding President)Guest: Jason Sharon (Owner of Home Loans Inc.)This week's episode features a returning guest and owner of Home Loans Inc., Jason Sharon. A retired Navy veteran and longtime AIME supporter, Jason has built a thriving brokerage across seven states by mastering the art of delegation, creating new systems and harnessing the power of virtual assistants.???? Key Takeaways:Why it’s important to check your ego and let go of tasks that don’t require you. How to build a virtual team that feels like family, not contractors.The power of utilizing checklists and creating repeatable steps in any industry. Hiring based on heart and the ‘tell me about your childhood’ interview question.???? Golden Nugget:"You don't hire skill, you hire heart. If you don't have a plan, if you don't have a checklist, it's going to fail."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#VirtualAssistants #ScalingYourBusiness #VALoans #MortgageProcess #TeamCulture #BusinessSystems #DelegateToGrow #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

???? Episode 52: AI, Root Access, and Protecting the Broker ChannelHosted by Jonathon Haddad, AIME's Chairman & CEO, and Tommy Golightly, AIME's Marketing Manager.In this episode, Jonathon and Tommy tackle the trends and tools dominating the mortgage space, from AI-powered lead gen to the timeless value of human connection. ???? Broker Buzz- How to balance AI bots and in-house ISAs for maximum lead conversion without losing the personal touch.- Why speed to lead and conversion metrics must drive your hiring and firing decisions.- Strategies for combating misleading servicer mailers by re-engaging past clients with transparency and trust.???? Sales Training | The Danger of Root AccessJonathon sounds the alarm on a growing trend: loan officers giving AI "root access" to their computers in exchange for automation. He explains why this poses a massive risk; not just to individual brokers, but to the entire independent channel. With regulators already tightening AI rules and retail competitors watching for any misstep, protecting client data has never been more important. Tommy reinforces that sentiment and shares why he draws a hard line between using AI as a tool and letting it operate autonomously.???? Story Time | If You Want to Go Far, Go TogetherThe episode opens with a fortune cookie message that sets the tone: "If you want to go fast, go alone. If you want to go far, go together." Jonathon and Tommy reflect on what that means for brokers today, and why things like community, collaboration, and having the right people around you are the true foundation of long-term success. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#MortgageBroker #AI #LeadGeneration #SalesTraining #HousingMarket #RealEstate #Lending #DataSecurity #FinTech #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

???? Episode 244Host: Marc Summers (AIME's Founding President)Guest: Christopher Griffith (Founder of Vetted VA)This week's episode features Chris Griffith, a longtime friend of AIME and founder of Vetted VA, a training community built to help mortgage professionals serve veterans with confidence and capability. Chris shares the heart behind Vetted VA, why education should focus on understanding over memorization, and how to navigate market cycles without losing your footing.???? Key Takeaways:What Vetted VA is and how it enables those in the industry to better serve veterans.The difference between theory based training and reality based application.Why asking questions and admitting what you don't know is a strength, not a weakness.How to use slower market seasons to expand your capacity and sharpen your skills.???? Golden Nugget:"If you're waiting on rates to do something for you to be sustainable, you're probably not sustainable. Focus on what you can control, expand your capacity, and invest your time wisely."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#VALoans #Veterans #VettedVA #BrokersAreBest #MortgageTraining #CommunityOverCompetition #Homeownership #VeteranSupport #BrokerToBroker #MortgageTech #AIME #Podcast #Network 

???? Episode 51: Infrastructure, Relentless Sales, and Building What ScalesHosted by Jonathon Haddad, AIME’s Chairman & CEO, Tommy Golightly, AIME’s Marketing Manager, and featuring special guest Michelle Berman-Mikel, author of The Black Line and creator of Beyond the MethodThis episode brings a powerful guest to the table for a deep-dive discussion on accountability, structure and what it truly means to be relentless in this industry. ???? Broker Buzz- Navigating non-QM files with gaps in rental history & re-establishing credit documentation.- Why borrowers cannot act as their own general contractor on construction-to-perm loans and how risk drives those decisions.- Structuring complex acreage and multi-parcel transactions and when private money becomes the realistic path forward.???? Sales Training | Leveraging Relationships the Right WayMichelle breaks down her proven framework for outbound prospecting and explains why the “lever” strategy is so impactful. Instead of blindly sending messages to cold leads, brokers can learn how to identify mutual connections, clearly explain the relationship and create context that earns a response.Jonathon reinforces the importance of coaching and accountability, emphasizing that even high performers need someone in their corner asking, “Who did you prospect today?”.???? Story Time | Infrastructure Over HypeIn a unique shift from traditional loan officer messaging, Michelle shares how she built a keynote around serving infrastructure professionals rather than front-facing salespeople. The theme: what is invisible determines what is scalable. In a culture obsessed with speed and shortcuts, she challenges the industry to respect systems, governance, and the slow mile instead of chasing the sprint.The result is a grounded reminder that success is built on structure, discipline, and relentless execution.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#LoanOfficerTips #Lending #LO #RealEstate #Finance #BrokerCommunity #SalesTraining #Leadership #Development #EntrepreneurMindset #ProspectingStrategy #HousingMarket #BusinessGrowth #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network

Ever feel like a great processor is the secret weapon you’re missing? In this episode, Molly Meeker sits down with Kathy Dey, Director of Operations at Apex Processors, for a straight talk conversation about the power of partnership between loan officers and processors. Kathy brings over 30 years of mortgage experience, from telemarketing second mortgages in the ‘90s to running a team of 60+ elite processors today. She pulls back the curtain on what really makes a loan team click: clear communication, mutual respect, and letting each expert do what they do best. Molly and Kathy dive into why contract processing is changing the game for brokers, how to find, and keep, your perfect processor match, and the one habit that separates top producers from the rest. Whether you’re a new broker making the leap from retail or a seasoned LO looking to scale, this episode is packed with real world advice you can use right away.

???? Episode 243Host: Marc Summers (AIME’s Founding President)Guest: Brian Yampolsky (Owner and Founder of Orion Mortgage Corporation)Marc is joined this week by 34-year veteran of the industry, Brian Yampolsky, who has built a thriving brokerage on relationship-based referrals and consistent, thoughtful execution. From surviving market shifts to refining the client experience, Brian shares the practical strategies that have sustained his business for decades.???? Key Takeaways:Why a relationship-based, referral-driven model takes time but pays off long-term.How to use UWM’s free home value estimator to open more doors with listing agents.The power of consistency: “Better to be consistently good than occasionally great”.Personalizing the closing process with thoughtful, client-tailored gifts.???? Golden Nugget: "There's a solution to every problem. Sometimes we may not know what it is, but it's out there. Stay calm and stay steady. That's what people want from us."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network #RelationshipBuilding #RealtorPartners #ClientExperience #SmallBusiness #MortgageAdvice #LeadGeneration #BusinessGrowth

???? Episode 50: Basel III, Capital Rules, and What It Means for BrokersHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing ManagerEpisode 50 marks an important milestone for the Broker Power-Up podcast, and instead of shifting focus inward, Jonathon and Tommy turn their attention to an issue that has the potential to significantly impact the broker community.???? Broker Buzz- Breaking down the proposed Basel III mortgage capital rules and how they could affect loan pricing.- Why higher capital requirements for banks may shift competitive dynamics between retail and wholesale.- What brokers should understand now so they are not reacting late if these policies move forward.- How AIME continues to advocate for independent mortgage professionals amid regulatory changes.This episode centers around a recent HousingWire article that outlines proposed changes to Basel mortgage capital rules and the broader implications for liquidity, risk weighting, and borrower cost. Jonathon and Tommy unpack what is noise, what is real, and how brokers should position themselves in a shifting regulatory environment.For reference, the article discussed in this episode can be found here: https://www.housingwire.com/articles/basel-mortgage-capital-rules/Tune in for a clear, level-headed episode about regulatory shifts, market positioning, and why it’s critical for independent brokers to stay informed and engaged.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#LoanOfficerLife #WholesaleLending #HousingPolicy #IndustryNews #Regulations #HousingMarket #EntrepreneurMindset #Leadership #Development #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network

???? Episode 49: The 20-Year Strategy, Sharper Hustle, and Getting Back on TrackHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker Buzz- Proving child support payments when funds are distributed through state-issued debit cards and the paying party is uncooperative.- Best practices when working with third-party processors and why a structured intake form prevents confusion.- How to exclude temporary medical leave from 1099 income calculations using proper documentation.- A reminder that hustle matters, especially in a market where refinances are reopening and opportunity is growing.???? Sales Pitch Training | The Power of the 20-Year MortgageJonathon breaks down the best way to present a 20-year mortgage to past clients who may be sitting in higher-rate 30-year loans and highlights how a small increase in monthly payment can shave years off a loan. Framing the difference as a manageable weekly amount, walking through five-year equity impact, and asking the right questions that help clients connect short-term sacrifice to long-term financial freedom. This is a practical, underutilized strategy brokers can implement immediately.???? Story Time | Routine Wins After SetbacksComing off a week of being under the weather, Jonathon shares how leaders can quickly rebound without getting bogged down by the stress of catching up. There is no magic potion, just discipline and getting back to your foundation. Drinking water, getting to the gym and controlling the things you can control. Success isn’t about avoiding disruptions altogether, it’s about navigating them effectively and bouncing back. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#LoanOfficerLife #WholesaleLending #RealEstateFinance #BrokerCommunity #SalesTraining #LeadershipDevelopment #FinancialFreedom #RefinanceStrategy #EntrepreneurMindset #HousingMarket #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network

Ever wonder what it's really like to work with family in the mortgage business? In this episode of the Women’s Mortgage Network podcast, Michelle Chretien sits down with Shelby Vinson from Windsor Mortgage for a genuine conversation about the beautiful chaos of building a career alongside the people you love. Shelby gets real about the highs, the challenges, and the hilarious moments that come with mixing board meetings and family dinners. From her start as the “Director of First Impressions” to finding her voice as a leader, Shelby shares what it takes to navigate the unique dynamics of a family-run shop. Michelle and Shelby swap stories about setting boundaries, owning up to mistakes, and turning family ties into your greatest business strength. Tune in for a dose of honesty, a lot of laughs, and a fresh perspective on what success can look like when it's built with family.

???? Episode 48: FHA Clarity, Decision Fatigue, and Leading With CertaintyHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzHow FHA treats unfinished renovations and what must be completed before closing.Using gift funds correctly on FHA purchases and how sourcing impacts underwriting.When a borrower can switch loan programs midstream without resetting timelines.Managing appraisal conditions without letting them derail borrower confidence.???? Sales Pitch Training | Reducing Decision FatigueJonathon breaks down why too many options create paralysis and how brokers can simplify conversations without overselling or rushing decisions. He explains how confident framing, limited choices, and clear next steps help clients feel safe moving forward. This segment gives brokers a repeatable way to lead clients through complex decisions while maintaining trust and momentum.???? Story Time | Certainty Is a SkillJonathon reflects on how certainty is built, not inherited. Drawing from early career lessons and real-world leadership moments, he shares why decisiveness comes from preparation, boundaries, and clarity. It’s a reminder that clients don’t need perfection. They need confidence, consistency, and someone willing to lead.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #LoanOfficer #Strategy #Sales #Training #Leadership #RealEstate #Finance #BrokerCommunity #MortgageProfessionals

???? Episode 242Host: Marc Summers (AIME’s Founding President)Guest: Sean Grapevine (Vice President of Product Strategy at UMortgage)This week’s episode features Sean Grapevine, who went from restaurant kitchens to leading product strategy at UMortgage. Join Marc and Sean as they break down the true role of a CRM, what the road to get to this point looked like for Sean, and why consistency is the true driver behind lasting growth.???? Key Takeaways:Why CRMs should focus on the “who” and “why”, not just the “what”.How to use your LOS as your central hub if you don’t have an integrated CRM.The power of mutual accountability and “power hours” to drive consistency.Introducing “My Day”: a smart call-blocking system that pre-plans your outreach.Why taking notes and logging activity is the non-negotiable habit of top producers.???? Golden Nugget:“Better to make ten calls to the wrong people than zero calls to the right people. Consistency isn’t about perfection, it’s about showing up.”???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#CRM #Strategy #UMortgage #SalesTips #ProductivityHacks #BusinessGrowth #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network

???? Episode 47: Assumptive Language, Cleaner Conversations, and Controlling the MomentHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker Buzz- When K-1 income can be used without full business tax returns and how ownership percentage affects self-employed status.- How FHA streamline base loan amounts are calculated when buy down funds are applied at payoff.- Refinance options for borrowers stuck in high-interest hard money fix-and-flip loans.- Practical ways brokers manage lender email overload without missing niche products or opportunities.???? Sales Pitch Training | The Power of Assumptive WordsJonathon breaks down why assumptive language is one of the most underused tools in a broker’s sales arsenal. He explains how shifting from “if” to “when” reduces friction, builds clarity, and positions the broker as a confident guide instead of a hesitant salesperson. ???? Story Time | Who’s Controlling the ConversationJonathon reflects on how communication skills shape not just sales careers, but life itself. From client conversations to parenting and personal relationships, he challenges listeners to become more aware of who is controlling the conversation at any given moment. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #MortgageIndustry #WholesaleMortgage #Education #LoanOfficer #Mortgage #Strategy #BrokerCommunity #MortgageProfessionals

In this episode, Kim Clancy sits down with April Hurley of MS Lending to have a heartfelt conversation about the power of local community, intentional living, and how to build up a mortgage business that serves your life. April shares how a chance encounter at the Women’s Mortgage Network Summit sparked the creation of her own local support group, Mortgage Women of Mississippi, and why building genuine, face‑to‑face relationships has been the key to her resilience and success. She opens up about balancing the demands of entrepreneurship with raising a family, the importance of saying “no” to protect your energy, and why putting people over profit has been her most rewarding business strategy. Kim and April discuss how women can thrive by focusing on their strengths, investing in their local communities, and creating spaces where vulnerability and support are not just encouraged, but celebrated. It’s a powerful conversation about finding joy in your work, building a business with purpose, and the incredible ripple effect of women lifting each other up.

???? Episode 46: Better Refi Conversations, Smarter Practice, and the Power of “So What”Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker Buzz- Who can pay for a second appraisal on an FHA flip and why managing expectations upfront matters.- When PMI can actually be removed on conventional loans and why principal paydowns are not always automatic.- Tools and strategies brokers are using to compare refinance options without overwhelming clients.???? Sales Pitch Training | Practicing the Right WayJonathon breaks down how brokers can dramatically improve their sales conversations by practicing with intention. He walks through how to use scripting the right way, how AI tools can be leveraged to role play difficult client scenarios, and why recording, reviewing, and refining your own responses exposes weak framing and defensive tone. ???? Story Time | The “So What” MentalityIn a deeply personal story, Jonathon shares the life lessons passed down from his grandmother and how her unwavering resilience shaped his mindset. Through loss, adversity, and uncertainty, her constant reminder was simple but powerful: so what. It challenges brokers to stop letting small obstacles derail them, to keep perspective during tough seasons, and to trust their ability to keep moving forward no matter what comes next.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#SoWhat #MindsetMatters #BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #BrokersAreBest #AIME #Podcast #Network

???? Episode 241 Host: Marc Summers (AIME’s Founding President) Guest: Doug Liska (CEO of Nextdoor Lending) This week’s episode features Doug Liska, CEO of Nextdoor Lending. With over 20 years in the industry, Doug shares his path from bank teller to Quicken Loans leader, to founding and scaling Nextdoor Lending, through its acquisition by NerdWallet. ???? Key Takeaways: - Transitioning from Quicken Loans leadership to founding Nextdoor Lending. - Building a culture focused on producer success and relationship-based growth. - Approaching market challenges with a consumer-first, product-diverse mindset. - Using data and consistent action to drive results, not just hope. - Planning to leverage the NerdWallet acquisition to serve niche borrowers better. ???? Golden Nugget: “If someone else can make it happen, I’m willing to put in the work. It’s not about creating a new market. It’s about going after the opportunity that’s already there.” ???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership #Leadership #NextdoorLending #BrokerToBroker #BrokersAreBest #MortgageTech #NicheLending #AIME #Podcast #Network

???? Episode 45: Bandwagon Selling, Broker Confidence, and Leading With EnoughHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzUsing projected rental income on FHA duplex purchases and how lease agreements impact qualification.Handling name changes before closing and when an AKA can solve identification issues.Why adjustable rate mortgages are pricing higher than fixed rates and how banks and credit unions approach ARMs differently.???? Sales Pitch Training | The Power of the BandwagonJonathon breaks down one of the most underutilized sales strategies in the broker space: bandwagon selling. Learn how to build trust without bragging, shift clients from emotion to logic, and guide decision making by showing clients what others like them are doing. Jonathon also introduces reverse bandwagon techniques to diffuse aggressive conversations, reestablish authority, and confidently lead clients who come in hot armed with half answers from the internet.???? Story Time | Looking Into the Right GlassClosing out the episode, Jonathon shares a deeply personal reflection on success, fulfillment, and shifting from comparison to purpose. Drawing from his upbringing and early career, he challenges brokers to stop chasing more and start making sure others have enough. It’s a powerful reminder that real success comes from perspective, generosity, and leading with intention both in business and in life.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #LoanOfficer #MortgageTech #Leadership #Reflection #MindsetMatters #BrokersAreBest #AIME #Podcast #Network

In this episode, Laura Brandao welcomes Tanya Blanchard, President of Madison Chase Academy and creator of the transformative program Six Months to Six Figures. With over two decades in real estate and lending, Tanya brings a powerful message of growth with intention, combining strategy, heart, and hustle that serves your life, not the other way around. Tanya opens up about her personal journey into the mortgage industry as a newly divorced mother, the moment her daughter reminded her why she chose this career, and how she built a business that provided both unlimited income potential and freedom. Together, Laura and Tanya break down the daily disciplines, habits, and mindset shifts required to reach, and sustain, six figures and beyond. This is a real, actionable conversation about clarity, consistency, and confidence for every loan officer ready to build a business that works for them.

???? Episode 240Host: Marc Summers (AIME’s Founding President)Guest: Holly Niemeier (Mortgage Loan Originator at Nexa Mortgage)This week’s episode features VIP member Holly Niemeier, who went from touring with rock bands to building a prolific mortgage business centered on DSCR and investor lending. With over 20 years in the industry, including a decade at Caliber and now as a high-producing broker, Holly shares her unconventional journey and the focused strategies that now allow her to close 20+ loans per month.???? Key Takeaways:How to build a dominant niche in DSCR lending by deeply studying guidelines and confidently challenging lender exceptions.The consultative approach to working with investors: asking goal-based questions to tailor financing and build lasting relationships.Transitioning from retail to broker: the freedom, transparency, and product diversity that fueled her growth.Scaling through delegation, systemization, and leveraging AI, even when it’s not perfect.The power of community and finding your place within AIME and the Women’s Mortgage Network.???? Golden Nugget:“Lean in. Become an expert. When you know what you’re talking about, you naturally attract the right clients and the confidence to help them scale.”???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts.???? Join AIME: aimegroup.com/membership#BrokerToBroker #BrokersAreBest #DSCR #InvestorLoans #MortgageBroker #NicheLending #WomenInMortgage #AIME #Podcast #ScalingBusiness

???? Episode 44: Planning Backwards, Protecting Your Time, and Building Real StrengthHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzWhether a second mortgage can be excluded when a non-borrowing family member has been making the payments.What brokers need to know about the trigger lead changes, enforcement timelines, and what is actually changing.How FHA appraisals treat non-working items like garbage disposals and gas fireplaces, and why due diligence matters.???? Sales Pitch Training | Plan Backwards and Defend Your TimeJonathon lays out a three-step framework to help brokers reset and refocus for the year ahead. He walks through how to plan your income goals backwards into daily activities, why deciding who you will not work with is critical to your growth, and how to systematize trust through clear expectations and consistent communication. A poignant reminder that success in commission sales comes from structure, boundaries, and intentional planning.???? Story Time | Strength as the Theme for the YearJonathon and Tommy close the episode by sharing their words for the year and what they mean on a deeper level. From physical health to mental discipline, boundaries, and consistency, Jonathon explains why strength is not just about the gym, but about making small, intentional choices every day. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026 #Planning #Protecting #Strength #Time

???? Episode 43: Cold Calling Confidence, Using AI Wisely, and Selling From ClarityHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzHow to approach cold calling with the right mindset and build confidence through repetition.Practical ways brokers can leverage AI today without risking client data or overcomplicating their workflow.Financial planning advice for commission-based brokers, including how much cash to keep accessible during slower months.???? Sales Pitch Training | Sell From Clarity, Not UrgencyJonathon delivers a powerful sales framework centered on emotional regulation and structure. He breaks down why urgency creates resistance, how to detach from outcomes, and why clients buy confidence rather than rates or features. Learn how to anchor your conversations around decisions, simplify cost objections, and lead every interaction with a clear, repeatable structure that keeps clients calm and moving forward.Tune in for mindset shifts, tactical sales coaching, and practical guidance to help you start the year strong and lead every conversation with confidence.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #BrokersAreBest #Clarity #EmotionalControl #AIME #Podcast #Network #LoanOfficer #MortgageSales #2026

???? Episode 239 Host: Marc Summers (AIME’s Founding President) Guest: Russell Petty (Founder of Broker Marketplace) In this special demo-style episode, Russell Petty returns to roll up his sleeves and show loan officers exactly how to move beyond basic ChatGPT.Through live screen sharing, he reveals a suite of powerful AI tools that have the ability to transform how you learn, market, automate, and scale your business. ???? Key Takeaways: - Use Google’s Notebook to create audio/video lessons & other interactive resources. - Generate branded social content themes in seconds with Pomeli. - Leverage AIME’s Architect AI for lender-specific presentations & lead strategies. - Integrate AI into common apps like Spotify, Zillow, Gmail, etc. - Build compliant, custom AI agents for your unique business needs. ???? Golden Nugget: “Identify the bottleneck in your business. Put 100% of your resources toward solving that, then scale until you hit the next bottleneck. Without knowing the problem, no tool can help.” ???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership #BrokerToBroker #BrokersAreBest #Productivity #AI #Gemini #Notebook #ChatGPT #Pomeli #Architect #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry

???? Episode 42: Taking Chances, Holiday Momentum & Playing the Long GameHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzHow DSCR loans held in LLCs can impact future DTI calculations.Navigating unusual property conditions under FHA guidelines.Properly documenting IRS payment plans without slowing a deal down.???? Sales Pitch Training | Winning When Others Slow DownJonathon shares a powerful holiday season framework focused on momentum, not burnout. Learn how to separate market speed from competitor activity, shift from transactional selling to relationship building, and use December to build a stronger January pipeline.???? Story Time | The Power of Showing UpDrawing from early career lessons, Jonathon explains why top producers lean in while others pull back during the holidays. From handwritten notes to simple check in calls, this story highlights how trust compounds when your competition goes quiet and why small actions now can create outsized results in the months ahead.Tune in for practical lending insight, sales strategy that actually works, and a reminder that momentum is built when others choose to pause.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #December #Q1 #SuccessPrep #Relationships

???? Episode 238Host: Marc Summers (AIME’s Founding President)Guest: Russell Petty (Founder of Broker Marketplace)This week’s Broker to Broker podcast features A.I. strategist and former broker-owner Russell Petty, who delivers a masterclass on integrating artificial intelligence into your brokerage. Russell moves far beyond basic ChatGPT uses, revealing how broker-owners can harness advanced A.I. for deep market research, automated system building, and creating unmatched value for loan officers. He even provides an actionable roadmap to future-proof your business against the coming AI revolution in mortgage.???? Key Takeaways:- How to use AI for deep research to identify the exact needs of your ideal loan officer avatar.- Building custom tools and lead magnets in under an hour to attract and retain top talent.- Automating repetitive tasks and complex workflows using AI agents like Claude.- The critical SEO hack to get AI platforms like ChatGPT to recommend your brokerage.- Why your personal brand is your ultimate defense against AI-driven competition.- Preparing for the next generation of homebuyers who prefer seamless, low-touch AI interactions.???? Golden Nugget: "Think of AI as an unpaid intern that's just as smart as you are, has all the context, and never gets tired. It's a genius savant sitting beside you."???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership#BrokerToBroker #BrokersAreBest #MortgageTech #MortgageAI #FutureOfMortgage #BrokerSuccess #AIME #Podcast #MortgageIndustry

???? Episode 41: Staying Focused, Leading with Confidence, and Planning for the Year AheadHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker Buzz- How to handle listing agents who deal in absolutes and question non-local lenders.- Navigating cash-out refinances on homes held in a trust.- What brokers need to know about H.R. 3206 and why AIME is pushing back against mandatory title requirements.???? Sales Pitch Training | Emotion Out, Execution InJonathon lays out how to regulate your emotions, shift from the outcome to the process, uncover the client’s real concerns with better questions, and guide them back into your value without confrontation. It’s a blueprint for staying calm, staying professional, and potentially saving the relationship.???? Story Time | Giving Back and Planning with PurposeJonathon and Tommy share how planning, personal growth, and intentional giving shape their own lives during this time of the year. They introduce the new Broker Boost, a weekly Sunday email featuring Jonathon’s sales coaching, designed to help brokers plan their week, sharpen their mindset, and stay accountable. It’s a reminder that success comes from preparation, consistency, and the desire to elevate the entire community.This episode is perfect for helping you keep your emotions in check and bringing those who deal in absolutes back to the light side. ???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Emotion #Regulation #Absolutes #StarWars #HR3206

In this episode, Laura Brandao sits down with Terri Davis, VP of Product at Cotality, to explore her four decades of experience across the mortgage industry. Terri has worked in processing and underwriting, mortgage insurance, automated underwriting at Fannie Mae, and now product innovation, giving her a perspective that is exceedingly rare in today’s climate. Terri shares the pivotal leaders and moments that shaped her career, the power of raising your hand for new opportunities, and the importance of mentorship, curiosity, and compassion in every professional environment. Laura and Terri then discuss how originators can use data to stay connected to past clients, strengthen referral relationships, identify new opportunities, and operate with the same strategic tools used by larger lenders. It is a conversation filled with practical guidance, wisdom, and encouragement for anyone looking to grow in this industry.

???? Episode 237 Host: Marc Summers (AIME’s Founding President) Guest: Troy Molitor (President and CEO of Molitor Financial Group) This week’s Broker to Broker podcast features Troy Molitor, who shares how he built a thriving business centered on consistency, communication, and genuine connection. With more than two decades in the mortgage industry, Troy breaks down how brokers can create momentum through simple daily actions, build trust with both clients and partners, and use mindset as a strategic advantage in any market. ???? Key Takeaways: - Why consistency compounds and creates long-term growth. - How clear communication drives 100 percent referral-based business. - Building a team by hiring for character, not resume. - Why originators should build a personal brand instead of relying on company branding. - How to approach social media authentically without overproducing content. - The mindset shifts brokers need to stay competitive heading into 2026. ???? Golden Nugget: "What you choose to see is what will exist in your space. Focus on the right things and your business will follow." ???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership #BrokerToBroker #BrokersAreBest #MortgageTech #MortgageTips #Community #MindsetMatters #BrokerSuccess #AIME #Podcast #Network

???? Episode 40: Business Losses on FHA, Webinar Strategy & Mastering Your Refi PitchHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker Buzz- How FHA underwriters treat business losses and why a simple CPA letter of dissolvement can solve the issue.- Why webinars are rarely the best move for new lead generation and how one-on-one video calls and evergreen YouTube content create stronger, more consistent conversion.- The easiest way to build polished presentations using The Architect, AIM’s new AI-powered tool that generates mortgage-ready slide decks in minutes.???? Sales Pitch Training | Structuring the Perfect Refi PresentationJonathon breaks down his step-by-step system for delivering a clear, confident refinance presentation. Learn how to take command of the call, build a ‘yes’ train, walk clients through a simple T-chart comparison, recap benefits that matter, and transition into a smooth close. ???? Story Time | The Ego CheckJonathon recounts an unforgettable moment early in his career when tough feedback from a leader pushed him to confront his ego. What began as anger turned into a lesson that shaped his entire approach to growth, leadership, and receiving criticism. This story is a reminder that real progress requires humility, self-awareness, and the willingness to listen even when the message is hard to hear.Be sure to tune in for practical loan strategies, proven sales techniques, and a powerful reminder that accepting feedback is one of the fastest ways to rise in this industry.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest #Humility #LifeLesson

???? Episode 39: Navigating FHA Challenges, Nurse Bonuses & The DEP FrameworkHosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager???? Broker BuzzWhen clients want a second FHA loan, what really qualifies as an exception and how to push back responsibly.Handling shift bonuses for new nurses and understanding what underwriters can and cannot count as income.Rate and term refinancing right after closing and managing early payoff risk while keeping clients informed.???? Sales Pitch Training | The DEP FrameworkJonathon introduces the DEP method for handling high-pressure conversations with clients and real estate agents: Disarm the emotion, Engage with clarity, Pivot to the solution, and Disconnect when necessary. Learn how this framework helps you maintain control, protect your clients, and establish yourself as the calm and confident leader during every interaction.???? Story Time | The Red Duck LessonJonathon shares a heartwarming story from his first family cruise about a red duck that became more than just a toy. Through giving away something personally meaningful, he highlights the power of gratitude, generosity, and creating memorable moments. This story is a reminder that small acts of kindness can have a huge impact in both personal and professional life.Tune in for practical loan strategies, actionable sales frameworks, and a meaningful reminder that gratitude and leadership go hand in hand.???? Listen wherever you get your podcasts???? Subscribe on YouTube for new episodes every week#BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest

???? Episode 236 Host: Marc Summers (AIME’s Founding President) Guest: Matt Oliver (Loan Originator at Lund Mortgage Team) This week’s Broker to Broker podcast features Matt Oliver from Lund Mortgage, who shares how he built a thriving direct-to-consumer model, maintained a strong referral network, and created long-term success through consistent database management and client relationships. With over 20 years in the business, Matt breaks down the practical steps brokers can take right now to win new clients, keep past clients engaged, and build trust through communication and transparency. ???? Key Takeaways: - Direct-to-consumer insight: why talk radio still works and how to capture consumer attention. - The power of a database: why client retention beats chasing new leads. - Simple systems that turn one-time clients into referral machines. - How to create memorable client experiences that last long after closing. - Why brokers must educate consumers, NOT fight each other. - Using rate-watch strategies to protect clients and build long-term trust. ???? Golden Nugget: “Capture everyone you can and stay in touch. If you don’t reach out to them, they’ll forget you, no matter how good the experience was.” ???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership #AIME #Community #MortgageBroker #BrokerSuccess #ClientRetention #BrokersAreBest

In this episode, Gabi Wiartalla (Kind Lending) sits down with Kenzie Hammock, a former retail LO who recently made the leap into the wholesale channel. Together, they unpack what it feels like to step into a new professional world, the learning curve that comes with it, and the moments that helped Kenzie find her footing and confidence. Kenzie opens up about navigating the transition, trusting herself in unfamiliar territory, and discovering a supportive community that encourages growth and authenticity. They both discuss the true power of asking questions, embracing that beginner stage, and creating a space for women to feel both heard and empowered in their careers. Whether you’re considering a channel shift or simply looking for encouragement on your professional journey, this conversation is filled with relatable stories, grounded advice, and inspiration to step boldly into what’s next.

???? Episode 38: Joining Bigger Brokerages, Extenuating Circumstances & The Power of Introductions Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager. ???? Broker Buzz - What to know before leaving your own brokerage to join a larger shop. - Why “extenuating circumstances” rarely apply after bankruptcy and how to have the right conversation with clients who may not be ready yet. - The truth about 50-year mortgage notes, why they’re drawing attention, and how proper guardrails could protect both investors and consumers. ???? Sales Pitch Training | Lead with Energy Jonathon shares the three keys to powerful introductions: lead with energy, reset before every call, and protect your excitement. Learn how these habits can change the way clients experience every interaction and how mastering your tone can win deals before you even discuss numbers. ???? Story Time | The Niagara Falls Lesson After a trip to Canada, Jonathon recounts a simple moment that revealed how much impact a first impression can have. One employee’s low-energy response almost dulled a special experience, inspiring a reminder that attitude and energy define every client encounter. Tune in for practical loan strategies, personal growth insight, and a memorable reminder that your energy is your advantage. ???? Listen wherever you get your podcasts! ???? Subscribe on YouTube for new episodes every week. #BrokerPowerUp #Podcast #AIME #LoanOfficer #MortgageSales #Leadership #MindsetMatters #BrokersAreBest

In this heartfelt episode, Ashley Miller (Empire Home Loans) welcomes Mikaila Browning, a newly licensed mortgage professional who’s already making an impact with her openness and authenticity. Mikaila shares her journey of leaving a long-term career, facing unexpected change, and finding her calling in the mortgage industry. She opens up about the challenges of balancing motherhood with building a new career, the lessons she’s learned about perseverance and faith, and how community and mentorship have shaped her path. Ashley and Mikaila discuss the realities of starting fresh, embracing vulnerability, and why supporting women makes all the difference, both personally and professionally. It’s a candid and uplifting conversation about growth, confidence, and the power of saying “yes” to new beginnings.

???? Episode 235Host: Marc Summers (AIME’s Founding President)Guest: Steven Carey (Owner of Hightide Mortgage)This week’s Broker to Broker podcast features Steven Carey, Owner of Hightide Mortgage, who shares how he built a thriving brokerage by blending corporate sales discipline with modern technology and a people-first mindset. From his start in banking to launching Hightide, Steven breaks down how brokers can use AI, data, and intentional planning to stand out in a rapidly evolving industry.???? Key Takeaways:From bank to broker: why Steven chose independence over committee approvals.The new broker skill set: from technician to coach and trusted advisor.Using AI as a “digital mentor” for communication, strategy, and efficiency.Turning data into opportunity: using public information to educate clients and win referrals.Goal setting that sticks: how intentional actions and measurable planning create real growth.???? Golden Nugget:“So get out there, ask for nothing, give everything, and by doing that, stuff will magically come back to you.”???? Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. ???? Join AIME: aimegroup.com/membership#AIME #Community #Mortgage #Success #BrokersAreBest #AI #MortgageTech #Learning