AIME Podcast Network

This episode is sponsored by Change Wholesale

On this episode of Broker to Broker, the format is turned on its head. Host Marc Summers goes from Broker To Broker, to Originator To Processor, as he’s joined by Gina Wariebi, Owner/Operator of Innovative Edge Processing, Inc.

Throughout this enlightening episode, Gina and Marc lay out the differences, roles, responsibilities, and current dynamics between Loan Officers and Loan Processors. Behind every Broker acting as the face of the loan, the Processor is working on the backend. Together, the Broker and the Processor are a team, filling all roles to bring a lead all the way to closing.

This is an essential listen for Brokers, as Gina breaks down how to collaborate with your Processors, set expectations, and work as a unit to ensure your clients have the best experience possible. The systemic issues for Processors are addressed, debunking the idea that Processors are Broker assistants; they are true peers and collaborators.

Gina states that she wants the rest of the mortgage industry to know: “We are highly valued, meticulous, motivated, organized, and a critical backbone in your pipeline. We are fully licensed. A lot of Processors are company owners, and are actually licensed in many states – we have to be a mortgage broker, along with an originator. We have to go through the same process as you. We have to take the same classes. We are equal to you. We just choose to be behind the scenes instead of upfront with your clients. That’s just a personal preference. I just want people to know that Processors are as important and essential as mortgage experts as anyone else in this industry, alongside loan officers and broker owners.”

Key Points:

1:36 – Intro, the Processor Perspective

4:56 – How Essential Processors Are to the Broker Pipeline

7:06 – Defining the Roles of a Processor

12:08 – Processors are Peers, not Assistants 

22:09 – The Future of Processing

The post Episode 172:  Connecting Mortgage Peers: The Processor Perspective appeared first on AIME.

This episode is sponsored by PRMG

On this episode of Broker to Broker, host JP Hussey is joined by Broker Owner of Fast Action Mortgage, Andrew Yanni.

Andrew has his hands in a lot of projects. He’s been a broker for a long time, but only within the last five years did he open his own brokerage. He just moved to a new office location. He’s just now hitting his stride on social media marketing. His tech is hitting its peak of processing. Everything is moving, changing, and growing for Andrew, and it’s all in the black. 

While things are very much on the up & up for Andrew now, he had a familiar story to tell, that the declining market in 2014 made him leave the industry entirely for a time. But, knowing his worth and fighting for his cause, turned his life, his business, and his services around and he’s never looked back. His story lends itself to the best of what brokers can be, fighting through the rough periods of the market to come out the other side thriving. 

“I just basically bounced out of the industry. I tried Amazon FBA. I tried all kinds of side gigs. But I was able to come back in 2015.” Andrew says. “I had my come to Jesus moment, which is basically I told myself ‘I have a degree, I have a masters degree in business. On top of that, I have my broker’s license. I have my NMLS- I’m all in.’ So, I got myself in this situation, but these other brokerages can do it. There’s no reason I can’t do it. Ever since then, I just went full force for myself. I can do it. And ever since then, this mentality change brought me to this point. Ever since then, my business grew and changed with my outlook, and four years later, I have my own thriving brokerage. That was five years ago, and it’s only gotten better since.”

Key Points:

2:12 – The West Coast Market

6:47 – Getting Started in the Industry

11:58 – Starting Fast Action Mortgage

17:18 – Programs and Pipeline for Leads & Tracking

25:28 – Marketing: In-House Content & Social Media Beats Traditional Means

The post Episode 171:  Consistency is King: How a Mentality Change Can Revolutionize Your Mortgage Business appeared first on AIME.

This episode is sponsored by Flagstar Bank

On this episode of Broker to Broker, host Marc Summers talks to a familiar face as he’s joined by Broker Owner of Align Lending, Samantha Shelton.

Samantha’s story is one shared by many in our community, one of constant growth; starting with her own business, to nurturing and ensuring the success of others under her leadership. Starting in the Retail channel, she made the jump by joining Marc’s staff of Loan Officers, where she worked for 8 months. Now, from employee to peer, she’s the Broker Owner of her own brokerage, and is doing amazing things in her and Marc’s community by making herself a local resource, and establishing her brand.

Samantha is known to be a very proactive leader and team builder. She shares her experiences and strategies in how she sets up all of her employees for success. On top of her proactiviry, she’s known as an integral part of her community, utilizing events, outreach, and strong branding to generate leads and expand her network.

Sam shares her philosophy behind strong community branding all throughout, and has a few slogans to keep in mind that may help with branding consideration: “Find something you’re passionate about and execute it and execute it at the highest level possible. Get your brand out there. Your brand speaks highly of you even when you aren’t there. So getting out into your community, buying water bottles for the school, doing a local festival, free events like Easter egg hunts, just making yourself very noticeable in your community. People would have t-shirts or water bottles, and now brand recognition is important. You want them to look at that and be like, Oh, I remember I took my kids, this or that event, we did pictures with Santa, and so on. That recognition of ‘Oh, I need a loan. We went to this event.’ It’s just like going backwards. It’s important to make sure that you’re always representing yourself in a way that you would be proud of, even if you weren’t around.”

Key Points:

2:05 – Getting Started, from Employee to Peer

6:22 – Team Building & Open Communication

9:19 – Event Hosting and Lead Generation

12:34 – Establishing Yourself as a Resource in Your Community

17:22 – Work Ethic: The Value of Consistency

24:42 – From Retail to Wholesale, and the Immediate Broker Benefit

The post Episode 169: Your Brand Speaks Highly of You, Even When You’re Not There w/ Samantha Shelton appeared first on AIME.

This episode is sponsored by Windsor Mortgage

On this episode of Broker to Broker, host JP Hussey is joined by Broker Owner of Epic Mortgage, Dante Royster.

Dante has been in the wholesale mortgage business for over two decades; starting in 2002, he quickly became a manager of his very own branch before age 25. The key to his quick success and longevity? Building and maintaining the relationships that matter. 

Dante breaks down the relationships he focuses on building: his team and his network. Maintaining strong relationships with both has led to an exceptional customer experience, as his services have been honed into as smooth, and as all-encompassing an experience as possible, because he can rely on his team and network as much as they can rely on him.

Dante breaks down his entire process for his clients and what to consider to set himself and his network up for success::

“For clients, the first call is just initial, and answering questions. You’re listening to the consumer. They’re usually nervous and have questions. Allow them to speak and ask basic questions. Then, the second consultation. You really get into digging deeper on what’s the monthly mortgage payment they feel comfortable with. Consider their finances and if this is the right market this year for them to buy. Both of us will come away from that call with that understanding. I have to make it work on the front end, so we can make it easier on the back end; often what happens if you’re lazy on the front end, then going to a realtor with an unsure buyer with a pre-approval. Now my name’s attached, and it doesn’t go through. Then, the realtor doesn’t feel comfortable with sending out that next referral to me. The realtor needs to know, when I give a preapproval, it is as good as gold.”

Key Points:

2:49 – Getting Started, and the Refi Market

8:24 – Starting Out in 2002, Becoming a Notably Young Branch Manager

15:06 – The Sports & Team Influence on Running a Brokerage

18:57 – The Seamless Pipeline, from Pre-Approval to Closing

24:16 Taking the Extra Step for Your Clients

The post Episode 170: Advising & Building Relationships for a Seamless Mortgage Pipeline w/ Dante Royster appeared first on AIME.

This episode is sponsored by PowerTPO

On this episode of Broker to Broker, host Marc Summers gets a new viewpoint from a very valuable perspective when he’s joined by Ethan Hough of One Stop Financial Group, LLC.

Ethan has had a very interesting career path that is very useful to his longevity and effectiveness as a mortgage broker; he became a broker after eight years of working as an underwriter. Because of his prior career, Ethan’s skills, knowledge, prep, and pipeline all reflect a full knowledge of his clients’ loans, scoping out the entire mortgage process with no surprises.

Ethan instills the notion of working as a team throughout this episode, and lays out how to make it happen. He bridges the gap between Loan Officers, Underwriters, Real Estate Agents, and their shared client. Everyone is communicating and on the same page at all times; this ensures that information rarely needs to be clarified, confirmed, updated, or re-submitted. Over-communicating keeps stress levels low, and client satisfaction high.

“The number one thing I could tell other brokers as a former underwriter would be: remember that it’s all a team effort. No matter how emotional and heated things get, just don’t accuse, don’t fight, don’t yell. It’s not productive. The most successful people I knew in my underwriting time were people that got on the phone, and problem-solved. Just be patient, be thorough, and take your time on your submission. Y’know, take a step back. I do escalations all the time, there are tools available to work and help everybody get to that closing table. The biggest thing to consider is: what questions would you ask? If you submit a loan to an underwriter and you’ve thought about what they might ask about, they’re going to have way less questions. Some of the brokers I used to underwrite with would type up like word docs, and those people’s loans were always super, super clean.” 

Key Points:

1:52 – From Underwriter to Broker, a Unique Start in the Mortgage Industry

12:08 – Underwriters & LOs – A Team Effort

16:30 – Underwriter Experience Forming Broker Pipelines

23:00 – Self-Branding & Carving Out Your Skill-Based Niche31.05 Processes & Procedures, No Surprises from Planning to Closing

The post Episode 168: From Mortgage Underwriter to Broker: Working as a Team w/ Ethan Hough, Broker with One Stop Financial Group, LLC appeared first on AIME.

This episode is sponsored by FundLoans

On this episode of Broker to Broker, host Marc Summers is joined by Paige Hernandez, Broker with Heritage MTG Inc.

Paige has had a life-long history in the real estate industry, growing up with her mother owning a real estate company, working numerous jobs around many different facets of mortgage, housing, and real estate, all until she landed back into becoming a mortgage broker in 2018.

Paige is a person of many different perspectives. She has the perspective of all the ins and outs of the mortgage industry. She has perspectives on being a mother. And she has the perspective to teach others with her transformative mindset coaching. She shares her knowledge and skills with the laws of attraction, and also, or having a healthy outlook; the best outlook on being a broker is focusing on the hundreds of things that do go right, as opposed to the very few things that could go wrong.

Paige is amazing at utilizing Facebook for lead generation, and shares some of her secrets with us: “I love Facebook. I have friends say “you’re always on your phone!” but, my phone makes me a lot of money. Facebook is really about connecting with people. I think I can build a trust factor by showing up. It’s like an automatic drip campaign. You interact with people, you’re in their algorithm and they’re in yours. I just educate a lot on Facebook and talk to people and share just what I’m doing. I’m a part of different Facebook groups that revolve around lending and real estate. I will tell you, this works like a charm. You’re showing up on social media. Do not look at your likes or the feedback you get. You have to get really good at showing up, and nobody responding. Don’t worry, people are watching. Then, somebody will post something about a loan. And I comment that I can help you out. Then, I take that same post, and I will send it to clients that I have in that group. And I say “Hey, do me a favor- can you comment on here?” Then, when you go to a post and you got five people of the 20 that are commenting “You have to use Paige!” and what’s great about that, it’s not just the one poster, it’s everybody else in that group is looking at it. So people start reaching out.”

Key Points:

1:07 – Starting in the Family Real Estate Business

5:05 – Dynamics of a Family-Owned, Family-Run Brokerage

7:31 -Transformational Mindset – The Importance of Perspective

17:23 – Control vs. Influence, Fear vs. Abundance

23:56 – Facebook as a Lead Generation Tool

The post Episode 167: Mindset, Leadership, and Connection – Developing Relationships and Generating Mortgage Leads by Showing Up w/ Paige Hernandez, Heritage MTG Inc. appeared first on AIME.

This episode is sponsored by the AIME FUSE VI National Conference

On this episode of Broker to Broker, host JP Hussey is joined by Broker Owner of California Mortgage Lending, Cameron Harper

Cameron is high-energy, and high efficiency. This episode covers a lot of processes and procedures and marketing topics, and Cameron shares his effective strategies, execution processes, and their incredible results.

Cameron’s largest proponent is seeing the mortgage process through the eyes of the homebuyer, and services what they need that way. He doesn’t drown them in mortgage industry terminology, he takes the time to learn the finances and goals of his clients, and provides them with the exact information they need to meet their mortgage needs. He uses personalized videos, worksheets, and automation to ensure his clients know exactly what they want, but also need to know.

Cameron’s process and procedures pipeline is something he’s honed to near perfection. “It’s important to create a repeatable process. Henry Ford’s model of interchangeable parts. When he started building cars, the assembly line could manufacture cars much quicker, faster, more efficient than anyone else. So I try to have the same process on every single file. When I’m talking to a client, I say, ‘Look, I need you to tell me 2 of these 3 things: the sale price that you want. Monthly payment that you want. How much money you have for a down payment and closing costs’. When they give me that information, I price it out immediately, and send a two-minute video. I record my computer screen and explain everything about their loan costs. I go over a fee sheet attached in a PDF and I make these numbers make sense. The next step is I tell them to go to my website and fill out the application. Then I give them a list of everything I need. I’m not gathering all these documents and running credit costing time and money in their effort for them to say, oh, I need to just keep renting because it’s just too expensive. So I’m focusing on working on people that have already seen the numbers that I’ve shown to them. They can afford it. We can even talk about refinancing in a year or two when and if rates go down.”

Key Points:

2:47 – Getting Started in Refinance

5:39 – Never Burn a Bridge: The Importance of Retaining your Contacts

11:06 – More Broker Freedom, More Homebuyer Options

22:17 – Repeatable Processes & Automation

28:06 – The Value of Utilizing Video and Simplification in Processing33:38 Video – Consistent and Frequent over Perfection

The post Episode 166: Creating an Efficient, Repeatable Process For Your Brokerage w/ Cameron Harper, Broker Owner of California Mortgage Lending appeared first on AIME.

This episode is sponsored by PRMG

On this episode of Broker to Broker, host Marc Summers is joined by Broker Owner of Green Haven Capital, Kevin Oto.

Kevin is a master of setting up a system that works. From starting with a few staff members working out of a bedroom, to a prominent broker owner in one of the most lucrative markets in the country, Kevin has established his presence in the market by creating a consumer experience like no other; supported by the automations and dependable processes he’s put in place.

Kevin notes to “stay humble, stay hungry” in this industry, and he lives and operates by those words. He shares the way he’s able to systematically keep in touch with clients, stay on top of processes, and continually generate new business leads. He notes that supporting his real estate agents’ events, and coming to them as a resource to have their problems solved and questions answered has led to mutual support in kind.

Kevin shares his strategies for making new real estate connections: “Every purchase I get is basically an audition. I need to wow this listing agent. What can I do differently to get this listing agent’s business? Then as I grew, this came through education. I would target small teams. There’s a lot of realtor groups that have teams of like five or ten. So, I would target the teams, go to the founder of that team, say, “Can I just come by your office and give a presentation? I think I can add value to your agents. What would they like to learn about?” So it’s just going in there, presenting and showing them what we do differently, then educating them about the market. We cover how to get their offers accepted, how are we different, and differentiate ourselves from the competition. And that works. Every time I do a presentation, I have at least one or two people come back with questions. And then it’s really just building relationships with these people. It’s just staying in front of them, building relationships, supporting their events, having outings together, just building that bond and then the business will eventually go both ways. Just focus on the relationship, and make sure you’re educating these people.”

Key Points:

1:34 – Getting Started, Rebuilding after the 2008 Crash

4:39 – From The Beginning: Automations & Procedures for the Best Client Experience

8:57 – Educating Borrowers and the Urgency of Pre-Approval

16:14 – Establishing Real Estate Partnerships

19:32 – Being Consistent: Mortgage Marketing in 2023

The post Episode 165: Mutual Support as a Mortgage Lead Generation Model w/ Kevin Oto, Broker Owner of Green Haven Capital Inc appeared first on AIME.

This episode is sponsored by Change Wholesale

On this episode of Broker to Broker, host JP Hussey is joined by Broker Owner of Pinnacle Mortgage Corp, Kurt Strandson.

Kurt has a wealth of experience, insight, and influence. As the former president and chairman of the Mortgage Bankers and Brokers Association, with experience lobbying for broker and homeowner rights since the crash of 2008, Kurt brought his years of advocacy expertise and experience to his new role as the AIME Legislative State Captain of New Hampshire. 

Kurt shares not just his knowledge of advocating for homebuyers and his fellow brokers, but also his knowledge of running and scaling a successful, growing brokerage. Kurt’s strategy for organic lead generation by way of fostering relationships with his clients and community before, and especially after closing on homes, is his secret to evergreen referrals and leads. 

“We focus on customer experience throughout the transaction. Not just throughout the transaction, but after the transaction. Many companies will focus on going out and entertaining some realtors asking for the next new loan. We spend a lot of time on a yearly basis, 7 to 8 events a year, where we invite our most recent clients to events after they closed, and we’re formulating relationships with them. We’re inviting their families or kids. We do stuff in the local community and we’re building those relationships so they know that we care. It’s not ‘Oh, your loan is closed, we’re not going to see it for a long time’. Your first loan is done, and that’s how you build those lasting referral relationships. You’re providing a level of service. They come to us, with questions like, ‘Hey, I need a plumber,’ or ‘Hey I need a solar guy,’ or they’re coming back asking for referrals. It keeps that dialog going. So it’s not just a one-and-done transaction. And then that’s how you build some loyal relationships. They rely on you. They rely on you for your knowledge, your professionalism, your experience, and you’re able to provide that for more than just on a one transaction deal.” 

Key Points:

2:01 – Starting Out As a Broker in New England

7:31 – Broker Advocacy in Action

11:27 – Advocacy Strategies — Local to National

13:37 – Why Employees and Homebuyers Go Broker

18:38 – Pinnacle’s Structure and Growth Strategy

22:36 – Lead Generation via Fostering Relationships

The post Episode 164: Proving Yourself as an Enduring Resource, Generating Evergreen Mortgage Leads w/ Kurt Strandson, Broker Owner of Pinnacle Mortgage Corp. appeared first on AIME.

This episode is sponsored by PowerTPO

On this episode of Broker to Broker, host Marc Summers is joined once again by friend of the show and AIME community, Elena Boland, Broker Owner of Wholesale Mortgage Services.

Elena has been changing her game and scaling her business since she was last on the show over 100 episodes ago for episode 55. She’s been diversifying her products and services, finding new ways to engage her local community, as well as ways to involve her business and marketing in her personal life to great networking and lead generation benefits. Elena is a true example of changing with the market and social climate leading to success & growth.

Elena had some amazing experiences and advice to share on specialty programs like Jumbo loans; and really drove home the broker advantage: “You have to look at who your competition is, in any portion of our mortgage share. So, meaning our different products. And if you look at what your competition is doing, what are their limitations? What are their restrictions? Are we restricted in that way? Nope. So even though we don’t have the same benefits in the way of omitting student loans and things like that which can be done in retail, if you can lend more money, that’s really going to be more valuable to them; if they don’t have another $500,000 to put down on a big expensive home that they’re diving into, that’s huge. You’re going to do a better job because you’re the mortgage professional, you’re not a banker, you’re not someone sitting behind a headset across the country. You are here. They can walk in, and they really love that. Not only do clients love that, but the realtors love that as well, because they know that you’re going to keep working until you solve a problem.”

Key Points:

2:31 – Changes in the Housing Market Since early 2021

8:05 – Diversifying your Products and Services based on Local Housing Needs

11:31 – The Essential Requirement to Adapt to Constant Change

16:47 – Blending the lines between Social Media Marketing and Personal Life

22:23 – Jumbo Loans and the Broker Advantage of Negotiation

26:12 – “Diving into AIME” & Other Advice for Driving Business into 2024

The post Episode 163: You Are Here: The Mortgage Broker Advantage of Problem-Solving w/ Elena Boland, Broker Owner, Wholesale Mortgage Services appeared first on AIME.