AIME Podcast Network

This episode is sponsored by Windsor Mortgage

On this episode of Broker to Broker, host JP Hussey gets a peek at the bright future of the wholesale channel, as he’s joined by Jason Kindler & Aaron Bacus, Broker Owners of First Coast Mortgage Funding.

As Broker Owners of First Coast Mortgage Funding, Jason and Aaron bring two different approaches, skill sets, and backgrounds to their brokerage that creates a sum of strengths greater than the sum of their parts; Jason has strengths in processes and working with builders, and Aaron with relationship building to creating new leads. Together, First Coast Mortgage Funding has grown into an incredibly successful and efficient machine.

Both Jason and Aaron have incredible advice for retail LOs and wholesale brokers new to the wholesale channel. The levels of freedom they have as brokers in wholesale has granted them the opportunity to forge their own systems & processes to a point that their speed competes with the fastest retail lenders, while still remaining able to maintain the service, consideration, and human element that brokers are known for. They break down and make the case for why the wholesale channel is the way of the future for industry workers and borrowers alike.

Aaron breaks it down simply: “At this point, I’d be concerned for you if you’re not a broker. While loan officers are still going to be needed in the future, there’s no question that their margins will shrink. There’s no doubt that it’s happening now for technology shoppers. And if you don’t have control, at least to see what’s going on and have some sort of participation in that, I would be concerned. What are retail LOs going to do when rates are raised? They have no control over that. And that’s why we’re very optimistic for the broker from the entrepreneurial local business standpoint. We’re serving the local people. That’s our value add. We’re accountable to that realtor and that borrower that lives down the street to make sure that their loan closes.”

Key Points:

2:26 – Starting Out in a Lead-Based Business

13:54 – Misconceptions about Wholesale, and The Freedom of Choice

22:37 – Collaboration in Wholesale vs. Competition in Retail

30:42 – Wholesale Control and Organic Process Building

40:39 – Advice to Retail & New LOs & the Bright Future of Wholesale

The post Episode 162: Wholesale Choice and Control: How Mortgage Brokers’ Freedom Creates Innovation w/ Jason Kindler & Aaron Bacus, Broker Owners of First Coast Mortgage Funding  appeared first on AIME.

This episode is sponsored by AIME Fuse 6

On this episode of Broker to Broker, host JP Hussey sits down with Justin Rocheleau, Broker Owner of JR Mortgage Group Inc, to discuss how teaming up with financial planners can take your business to the next level.

Justin has found great success in marketing to financial planners as referral sources for his business. As we all know, financial planners are in it for the long haul when it comes to serving their clients, and being able to present the best options for their client’s financial success is a win-win for both parties. By collaborating with financial planners, Justin has been able to create strong relationships and provide clients with the best possible advice and solutions.

In the past, many financial planners did not have mortgage relationships at all, and when it came to mortgages, they would simply recommend their clients to “just go talk to your bank.” However, this allowed Justin to come in and offer a new and better solution. He was able to show financial planners that by working with him, they could offer their clients a more personalized approach and get better results.

Through his experience, Justin has learned that the key to success in this approach is to focus on building long-lasting relationships with financial planners. He emphasizes the importance of trust and transparency, as well as staying up-to-date on the latest industry trends and changes.

If you’re looking to take your business to the next level and gain valuable advice to stay ahead of the game, tune in now!

Key Points:

1:52 – The market’s weird everywhere you go

4:10 – Justin started JR Mortgage in March 2021

7:55 – Targeting financial planners as referral sources

12:46 – You gotta know your role

15:38 – Where would you find these planners, and how would you initiate that conversation

25:58 – Send us the folks that have trouble getting approved

33:26 – Fill that gap and help those people

34:29 – Where do you see the mortgage market in 3-5 years?

The post Episode 161: How Mortgage Brokers and Financial Planners Can Work Together to Serve Their Clients w/ Justin Rocheleau, Owner of JR Mortgage Group Inc appeared first on AIME.

This episode is sponsored by AIME Fuse 6

On this episode of Broker to Broker, host Marc Summers is joined by the Broker Owner of ACE Lending Group, Elyin Perez.

Elyin hasn’t been in the wholesale channel long, but ever since going broker and joining the wholesale channel, Elyin and ACE Lending Group have made a substantial impact. Elyin is now a tenacious, driven, and prominent leader in the wholesale community. He leads by example, and has an adventurous willingness to continually try new or different strategies to find what works best for both his staff, and client base. ACE maximizes its backend to provide the best possible client experiences; “good enough” is not a term Elyin uses in his approach to systems, processes, and service.

Elyin utilized what he calls the “Break It Method,” which means he and his staff push to change even what works, to make it work even better. It’s an approach that invites his team to contribute to the way it functions, thus finding the best way for the team to collaborate. Strategies like this are how independent brokerages are able to compete with big banks and retail lenders, by remaining flexible and open to change. 

Elyin breaks down the “Break It Method” process, and how and why it works as a tool to foster the abilities of your staff: “When I say “break it,” I mean that we’re really changing. There will be days that we say, ‘All right, we’re going to try this.’ And then an hour later, we realized that was not a good idea. I take responsibility as the owner. Obviously, you need to have people that are willing to grow with you through those pains.I don’t care if it costs me money. I don’t care if it means I have to jump in to assist. You’ve got to be empowered to make decisions. I need to be able to run the business. And so going through that Break It Method, we just keep tweaking, tweaking, tweaking to make it better. I say, “What makes Amazon so special?” It’s their speed. They don’t actually have great service. It’s all automated. Their speed is what people are buying. They’re convenient. So we need to compete. We can deliver the speed & convenience that people need to feel like they’re talking to the right people to make the right decisions.”

Key Points:

1:20 – Breaking In as a Broker — from Auto, to Retail, to Opening ACE Lending

7:52 – Dynamics of Working with Loan Partners

12:08 – Tech for Mortgage Brokers: Systems and Processing

13:57 – The ‘Break It’ Method

18:41 – The Leadership Mindset: Letting Things Grow by Letting Them Go

The post Episode 160: Letting Things Grow By Letting Them Go: How to Foster Your Mortgage Business’ Skills, Staff, and Client Base w/ Elyin Perez, Broker Owner of ACE Lending Group appeared first on AIME.

This episode is sponsored by EPM

On this episode of Broker to Broker, host JP Hussey is advised, informed, and inspired by Mortgage Advisor and Broker with C2 Financial, Allison Thenhaus!

Allison is known as a Mortgage Advisor for multiple brokerages for a great reason. Though only having been in the wholesale mortgage industry for a relatively short time, she has insight and knowledge beyond her years. Allison has a vast knowledge of systems & processes, customer service, ethics & values, and long-term market trends. 

Allison has done her research and has practical experience as a broker that sets an exceptional example for the rest of the broker channel, willingly taking on the wealth of responsibility that comes with being a broker, and using it to the best interests of her clients. Doing the hard work leads to long-term, and high-scale return business: “Ultimately, the buck stops with brokers. We’re like project managers of the loan; we’re reaching out for the title, to insurance, to the appraisers. If something happens that our borrower does not like, we fix it. Even if we didn’t make the mistake, even if it wasn’t our cost to incur. We’re really not in this for the transaction. I’m in this for every loan, so when we get a client, I want to make sure that I do every single loan you ever have for the rest of your life, every friend, every family member. If you hear of anyone that wants a loan, that’s my ultimate goal. We’re really after what’s best for our clients because we want them to come to us as advisors and know that we’re going to shop for the best deal for them. That’s why we’re brokers, ultimately.”

Key Points:

3:08 – The 2023 Mortgage Market & The Windows of Opportunity

7:07 – From the Equestrian to the Real Estate Industry

11:46 – Personal and Professional Responsibility for Brokers

14:22 – Recruiting, Systems and Services

21:28 – Bob Burg’s The Go-Giver Mentality: Saying Yes for the Right Reasons

30:25 Simplifying Processes to Handle More Volume & Save More Time

35:43 Preparing Investments for the Imminent Future of the Housing Market

The post Episode 159: The Buck Stops with the Broker: Project Management for Mortgages w/ Allison Thenhaus, Mortgage Advisor/Broker at C2 Financial appeared first on AIME.

This episode is sponsored by RCN Capital

On this episode of Broker to Broker, host Marc Summers is exhilarated by the infectious energy and down-to-earth wisdom of  Maddux Mortgage Broker Owner, Mike Maddux!

Mike’s hunger for success in the wholesale industry is an inspiration that mortgage professionals can learn from. Mike’s energy, pragmatism, and ability to get to the heart of a topic are all as refreshing as it is educational. With a diverse background in the Marine Corps, the fitness industry, and in the retail channel all before starting his own brokerage, Mike brings a lot of no-nonsense wisdom to the table, and it leads to significant takeaways in short order. In just this episode alone, Mike provides substantiated and immediately applicable advice for peer and client relationship building, social media and advertising, VA and DPA Programs, and so much more.

Mike does 50% of his business in VA Loans. His experience with VA and DPA programs leads to some invaluable insight: “VA doesn’t have really strict set guidelines on debt to income or credit, and that’s why it is one of the best loan programs out there, because if you get an AUS approved eligible, then it works. And if you don’t get approved eligible and you have to have it manually under it and you find an underwriter that doesn’t have any overlays, that goes off the VA handbook and you can get almost anything approved. I couldn’t be more thankful for the fact that 50% of my business is VA Loans because it introduces me to more Veterans, and they’re super easy to get close with. So I’m like a kid in a candy store. Oh, you’re in the army? I’d love to help you buy a house!” 

Mike doesn’t take no for an answer in fighting for his clients, and takes it a step further for clients that need access to DPA programs: “A lot of Down Payment Assistance programs specific to a state or a municipality are restricted to banks and credit unions. The biggest piece of advice I can give is to do your due diligence, find out if there is a way you can offer it, or what steps would be required for you to partner with said bank or credit union so that you can offer it. And, as a broker, provide a higher level of service than they’re going to get from the loan officer at the bank.”

Key Points:

1:30 – A Roundabout Break into the Mortgage Business

4:20 – Growth Mindset of an Up-and-Coming Brokerage

6:20 – VA: The Pinnacle of Loan Programs

12:29 – Diligence for Success in Down Payment Assistance

17:07 – Navigating the Housing Market and Communicating with Clients

19:40 – Social Media – Lead Generation Through Being Relatable

27:11 – Get Prepared for 2024 by Staying Hungry

The post Episode 158: How To Lead your Mortgage Business from the Front — Fight for Your Clients and Stay Hungry w/ Mike Maddux, Broker Owner of Maddux Mortgage appeared first on AIME.

This episode is sponsored by REMN Wholesale

On this episode of Broker to Broker, host Marc Summers is joined by Brian Sweeney, Broker Owner and President of Scoot Mortgage.

Brian has a long, varied career in financial services. Starting in retail, he transitioned to wholesale while simultaneously working in wealth management. Brian’s varied career has led directly to an understanding that knowledge is power. The more knowledge you have and are able to successfully communicate to consumers leads to a more diverse and assured client base. 

Brian believes that brokers can and should take on an advisor role for their clients because it brings in return business, which is better for the long-term health of a brokerage. “When you’re an investment advisor, I mean, you’re having quarterly meetings. We’re reviewing what’s happening in the economy. We’re reviewing what’s taking place in your actual investment accounts. We’re looking at time horizons and risk tolerance and all these sorts of things that go into investment management along with your accounting and taxes, especially for a business owner. But you know, the wealth management side has taught me to be very patient in the mortgage world, because that planning aspect goes a long way. Instead of just saying, ‘Oh yeah, here’s your rate, here’s your turn, let’s do business.’ it’s like, tell me about yourself. How is your current financial situation? What do you have going on? Maybe it’s not even right for you to buy a House right now.” Brian explains “Clients can smell desperation. Look out for your clients’ best interests as opposed to the business they may give you.” 

Key Points:

1:30 From Retail to Wholesale, starting Scoot Mortgage

5:38 Brokerage vs. Wealth Management Firm

15:18 Social Media, Content Production, and Client Education

18:16 Client Communication and Lead Generation

21:35 Conceptualizing and Executing a Successful Marketing Campaign

27:42 Fuse: Success from Last Year, and Anticipation for Fuse ‘23

The post Episode 157: Retail, Wholesale, Investments and Mortgage — More Knowledge = More Business w/ Brian Sweeney, Broker Owner and President of Scoot Mortgage appeared first on AIME.

This episode is sponsored by Change Wholesale

On this episode of Broker to Broker, host JP Hussey’s foundations are rocked by the incredible stories and life lessons from a much-beloved member of the AIME community, the CEO of Mr. Mortgage, D.C. Terry! 

D.C. has incredible stories, and important lessons to share and impart on the broker community. From his start as a US Marine in the music industry, to the pivotal moment that made him make a dramatic change in his career trajectory. D.C. is full of stories, moments, and instances where he took it upon himself to do the right thing by his clients. His selflessness, knowledge, and commitment to his clients is both inspiring and a model to which mortgage brokers should aspire to. D.C.’s stories have to be heard to be believed.

D.C. speaks of how essential it is to ensure the client gets the most out of working with him, and how this has led to long-term connections, referrals, and business. “Listen, something spoke to me and said, “I’ve got too much money.” I sat back and I’m like, “What do you mean?” That client was charged too much money. I’m really going over it in my mind because I’m thinking, “I did a great job. The client was happy.” Next thing I know, I call them back and tell them that I charged them too much money. True story.” 

D.C. recounts “But, I tell him “If there’s anything that you need from this point forward in this industry, you come to me. I got you.” Well, it turns out that guy later on, his businesses had to go through some modifications. So he calls me, and we can make money for doing modifications. I jumped on the phone with his commercial lender, worked that out for him. I worked out the same thing with his primary residence as well. If he had any issues with insurance or anything, he called me. I handled everything for him. But from that point it was something that was given to me that I can now give to you: when you are closing a loan for someone. Make sure that that person gets more out of it than you.”  

Key Points:

2:23 – The Hall of AIME Sparking Change Award

5:51 – Life-changing moments, from the music to the mortgage Industry

14:17 – Working in mortgage for the service, not the money

22:52 – Establishing Your Own Brokerage

28:52 – Serving the Underserved Loans and Clients.

34:34 – Educating Clients leads to Long-Term Collaboration

41:08 – Making Homeownership Possible for the “Impossible” Clients

The post Episode 156: True Stories of Service from the Heart — Build Mortgage Business Prioritizing Clients’ Benefit  w/ D.C. Terry, CEO of Mr. Mortgage LLC appeared first on AIME.

This episode is sponsored by FundLoans

On this episode of Broker to Broker, host Marc Summers is given an absolute masterclass on social media, content production, and branding from The Mortgage Mentor™️, Rebecca Richardson!

Rebecca is known all throughout the AIME community and the wholesale channel at large for her expertise in content creation, branding, and social media. She’s been featured on AIME stages and in AIME content due to her success and the hard-earned knowledge she shares, helping mortgage brokers navigate and find success across all social media platforms.

Rebecca acknowledges that often, the content creators themselves are the biggest hurdle to overcome. She shares her two-tiered strategy for content creation and posting, but also, how to approach mortgage-specific content to make it more fruitful for the audience AND the creator: “Let your real self come through. We’re talking about a pretty dry topic. At least look like you’re excited to be here. It’s really more about being willing to be unique and nobody can copy you. So the way that you explain things, the way that you show up, what you think is funny, even injecting humor into those videos – that’s a vulnerable process because you’re putting yourself out there for public consumption, ridicule, all those kinds of things. Until you start getting some of that feedback, you feel like you’re just shouting into the void. But understanding that it’s going through that process, and being consistent, and being willing to do it consistently for three, six months, sometimes longer, there is a payoff at the end because you will find your people. They will find you, and they will identify with you as your true, unique self versus trying to be some persona or avatar or whatever you think that people want to be. Just be yourself. You’ve already connected with people in real life. It’s really no different online.”

Key Points:

1:17 – Then: From Financial Planning to the Wholesale Channel

5:01 – Now: Connecting with Clients Online

8:17 – The Brass Tacks of Tik Tok, Facebook, and Instagram

13:20 – Content Creation and Posting Strategy

20:12 – Posting Across Multiple Platforms

25:16 – Being Authentic with Your Content & Finding Your Audience

27:54 – Improve Processes & Procedures by Making them Personal

This episode is sponsored by PRMG

On this episode of Broker to Broker, host JP Hussey is joined by a master of pipeline management and relationship building, CEO/Broker of EZ Fundings Home Loans, Tano Kapedani!

Tano has been in the wholesale mortgage business for over 20 years. As an expert on delegation, Tano shares how to properly prioritize your own time. He’s honed and prioritized his brokerage’s structure to get the absolute most out of his precious time as a producing owner. 

What does Tano do with that time he’s earned back? He’s focusing on building strong relationships. Tano has made EZ Fundings massively successful because he’s learned how to effectively build relationships with peers and clients over his 2 decades in the industry.“I promise you this: 20 good relationships are better than 5000 likes. I don’t care if everybody knows me or not. What I care about is how the results are aligned with my efforts. Am I getting what I’m putting in? Am I influencing and accomplishing what I want to do? Am I changing the lives of people I’m meeting? This is what I care about.” Tano passes on how to both make time to form relationships, and the steps to building strong relationships. “Make sure that you create relationships so strong, that those you work with would be embarrassed to even consider working with somebody else.”

Key Points:

2:02 – The 2023 Housing Market, West to East Coast

7:14 – The Differences over 20 Years in the Industry

12:23 – Serving your Pipeline by Eliminating the Unknown

18:01 – Setting the Schedule to Run a Brokerage

22:41 – Own what You’re Doing in Policies & Procedures

31:20 – Delegation of Tasks, Paying to Save Yourself Time

39:43 – 20 Relationships over 5,000 likes- Becoming the Broker you Want to Be

The post Episode 154: Creating Time to Build the Relationships that Grow your Mortgage Business w/ Tano Kapedani, CEO/Broker of EZ Fundings Home Loans appeared first on AIME.

This episode is sponsored by AFR Wholesale

On this episode of Broker to Broker, host Marc Summers is joined for a strategically rejuvenating, and a self-assuring discussion with the Pacific Northwest Regional VP at UMortgage, Kahren Oxner!

Kahren is a wealth of hard-earned knowledge, wisdom, and confidence. This combination makes for an exceptional, educational, and inspiring episode. In just a half hour, Kahren shares an empowering discourse about business, networking, and social media strategy, how to build up your skills and mindset to take on changing markets, and most importantly, how to build yourself up to be the best version of yourself every day. 

Kahren also provides a lot of clarity and definitive reasons why it was the right decision to change from the retail mortgage channel to the wholesale community. While in retail, Kahren had heard years worth of lies and ghost stories about what goes on in the wholesale channel. Little did she know, those fabricated stories would end up being exactly opposite from the truth, and also, a self-dictated description of the retail industry: “You have better technology as a broker, a better opportunity, more control. You’ve got executives, peers, and leadership at every wholesale lender that want us to thrive and succeed, and are working their tails off to be innovative. I have never seen more innovation than I have in the broker channel. It is a sharp, smart, progressive group of people that are really moving this industry forward. And frankly, I think what retail is saying about wholesale is more true about their own side than it is on the wholesale side.”

Key Points:

1:06 – From Unaware of the Mortgage Industry to Retail Mortgage Expert

4:40 – Going Broker- how and why she made the jump

6:55 – Myths & Misconceptions about Brokers from the Retail Industry

9:35 – The Current Mortgage Market, and Controlling what you can Control

13:42 – Changing with the Market, Finding the Opportunity in Everything

18:53 – Strategies to Build Relationships over Transactions

27:19 – Learning What Works to be Your Own Self-Advocate

The post Episode 153: Happy, Healthy, Wealthy, and Wise — Creating Opportunity for your Mortgage Business and Yourself w/ Kahren Oxner appeared first on AIME.