AIME Podcast Network

On this episode of Broker to Broker, host JP Hussey sits down with Thomas Sloan, Certified Mortgage Advisor at Capital First Mortgage.

Thomas shares his recent experiences of entering the Wholesale Channel just before the pandemic, and how navigating that environment was a crash course of how to succeed through the worst the mortgage industry had been since 2008. These experiences, in turn, made him a stronger advocate for his borrowers.

It’s evident that Thomas is a true mortgage expert and fiduciary – always looking out for his client’s best financial interests. “The harder you work, the more you stay in touch with your borrowers,” Thomas states. “The more you pay attention to their pennies and try to save them money wherever you can – the more they appreciate you, then refer you. Most of my business is referrals from my borrowers to other people, not real estate agents.”

Key Points:

2:44 From Hospitality to the Mortgage Industry

8:03 Becoming a Full-Time Broker

11:33 Working Lean with a Small Brokerage

15:57   Flexibility as a Business Model

19:57 Organic Leads Through Doing the Right Thing 

25:46 Taking the Time to Educate Realtors

29:57 Humanizing Yourself to your Borrowers

This episode is sponsored by RCN Capital

The post Grow your Network by Advocating for your Borrowers (with Thomas Sloan) – Episode 142 appeared first on AIME.

On this episode of Broker to Broker, host JP Hussey sits down with a mortgage broker from JH Home Loans, Jimmy Hobson.

The two discuss Jimmy’s introduction to the inviting community of the Wholesale channel, take a deep dive into VA Home Loans, and how to create your own leads through frequent and authentic posts on social media. 

Jimmy shares his invaluable expertise of how and why he’s the #1 originator of VA Loans in Utah, and how having a specific expertise can grow the rest of your business. “Give me your VA Loans, and give me the opportunity to show you why we’re better, and then I’ll do your commercial loans, too.” 

Jimmy goes on to break down misconceptions and the more intimidating aspects of originating VA Loans. “You can never take enough training on how to do those loans. The VA handbook is fluid, right? So there’s a lot of nuance to it. That’s why it’s such a powerful loan, because the nuance is where you get loans done.”

Key Points:

2:03 Looking ahead to 2023

4:26 Starting as a Lender

8:29 Being Welcomed into the Wholesale Channel

14:24   How Authenticity Beats Perfection

20:04 Generating Organic Leads

26:42 Developing a Social Media Presence

36:01 Breaking Down VA Loan Processes

This episode is sponsored by JMAC Lending

The post Getting VA Loans Done – How Having a Specialty Leads to Growing your Mortgage Business (with Jimmy Hobson) – Episode 141 appeared first on AIME.

On this episode of Broker to Broker, host Marc Summers sits down with two members of E Mortgage Capital Inc: Founder & CEO Joseph Shalaby, and President Sam Hijazin.

The three discuss Joseph and Sam’s unique yet similar perspectives of the mortgage industry, both having started their careers in the wholesale channel, neither having worked in retail before. They share their experiences and wisdom in navigating starting companies, establishing healthy workplace culture, and the grit mentality it takes to make it through Recessions and Pandemics with overall growth on the other side.

Joseph discusses how he maintains such a great working culture of mutual support within E Mortgage – even with its members spread across the country. “Even though you’re independent within this organization, you don’t feel like you’re independent. You’re part of something much bigger than you… One of our pillars is community; the whole company is one big community. We’re always helping each other get better.” Sam also shares the benefits of open communication and resource sharing leading to widespread success. “Our members follow the same mindset that Joe and I have, which is that mentality of abundance. Sharing your wins for the day, sharing things that are working for you with other people within the organization. That collaboration is really what makes this company special.”

Key Points:

1:22 Starting in Wholesale and Joining Forces

9:36 Growing your Business with Great Workplace Environment

13:52 Internal Systems and Processes

18:42 Nationwide Training, Support, and Community

27:03 Large-Scale Mindset and Culture

31:57 Favorite Parts of Fuse 2022 – The Year That Made Us Better

This episode is sponsored by Leadpops

The post Running an Elite Mortgage Company by Creating Community (with Joseph Shalaby and Sam Hijazin) – Episode 140 appeared first on AIME.

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

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

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

Key Points:

2:11 Moving from IT to the Mortgage Industry

6:28 Starting, Structuring, and Staffing Your Brokerage

10:23 The Importance of Keeping your Marketing Local

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

28:59 Forming Genuine Connections with Your Leads

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

This episode is sponsored by PRMG

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

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

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

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

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

3:33 Journey from Financial Services

7:25 Cold Calling for Business

9:50 Transition from Retail Banking

15:58 AIME is the Association of Choice

19:00 Mindset for Today’s Market

22:53 Communicating the Broker Model

27:25 Now is the Time to Buy

34:00 Aslan Business Model

45:00 Utilizing Your Sphere of Influence

This episode is sponsored by EPM

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

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

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

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

Key Points:

5:20 Starting Your Own Brokerage

10:15 How AIME Helps Mortgage Brokers

13:31 Spark Small Business Grant Program

18:55 Building Relationships with Borrowers

27:40 The Impact of Fuse on Business

This episode is sponsored by Homepoint

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

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

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

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

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

Key Points:

1:52 Getting Started in the Mortgage Industry

4:32 Evolving Leadership with Market Cycles

16:23 Mindset Shifts for Tough Market Climates

24:32 Selling for a Conversion Market

32:30 Importance of Giving Back

This episode is sponsored by Guaranty Home Mortgage

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

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

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

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

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

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

Times: 

3:00 – Background 

7:00 – Learning on the job 

12:00 – Communication is key 

18:00 – Biggest broker mistakes

27:00 – Discussing Fuse

This episode is sponsored by REMN Wholesale

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

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

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

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

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

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

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

Times: 

3:00 – Background

7:30 – LO vs. Broker Owner

12:00 – Relearning roles and perspectives

16:30 – Process and tech stack

20:00 – Fuse experience

This Episode Is Sponsored By PRMG

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