AIME Podcast Network

Michigan Mortgage Broker Rocky Billore was known as the guy who was in the office till nine at night, but there IS a better way of achieving your goals. He hasn’t just found a way to balance his residential and commercial businesses alongside his two hotels. Rocky found a way to get back home to his family. Rocky road-mapped and time-blocked his way towards spending quality time with those he loves. 

Recruited off the selling floor of Best Buy by a retail bank, Rocky was eventually forced to try and do a cash-out refinance for an elderly woman that didn’t need it. Her closing costs were going to far exceed the amount of cash she was going to be able to pull out, so he chose not to close the deal. After being berated in front of his co-workers, Rocky left to do the right things for good people. 

Rocky credits his success to time-blocking and day-theming. “If it’s good enough for the fortune 500 companies, why wouldn’t I give it a shot,” he shares. He took two weeks to analyze his work schedule, taking meticulous notes, and especially being on the lookout for whenever he found himself deviating from his job. He found that there was no time to be proactive when he was always being reactive. But Rocky also found the biggest issue was at home. He recounts a specific situation when he got home too late to give his kid a bath and he shares that his wife would be mad because he wasn’t always able to come through on his promises. But by taking a step back, and creating a solid base from which to change and grow, Rocky has been able to not just build a successful brokerage, but be a part of a family.

The rest of the episode is full of all sorts of tips and tricks for brokers trying to specialize in all sorts of different business models. Rocky and Marc discuss their tech stacks, how to develop a company culture, and the benefits of becoming VettedVA. But whatever your goals are, Rocky recommends reaching out to an established broker. Pick their brain, ask what they would do in certain situations, or even ask them to be your mentor. 

We’ve developed a community here at AIME. We are all on the same team with the same goal of trying to better the entire wholesale channel. Go out and meet your fellow broker, learn and share from each other. Or as Rocky puts it, “go out for a beer with one of your local brokers, they are not your competition.”

Notes:

This episode is sponsored by First Look Appraisals.

The post Time-Blocking & Day-Theming: How To Achieve A Work/Life Balance (with Rocky Billore) – Episode 73 appeared first on AIME.

Before opening his own brokerage in New York, Shah Tehrany was in the real estate business. Tired of never hearing back from his mortgage broker connections, he decided that if you want things done right, you do them yourself. Now a Broker/Owner in New York, Shah’s main goal is simple; Be honorable and do the right thing. This is equally true for both his borrowers and his staff. Building his business around five pillars of core values; Authenticity, Training, Accountability, Patience, and most importantly, the “why”, Shah has been able to consistently grow a successful brokerage in the strictest state on Mortgage Brokers. 

Many of these are self explanatory. Authenticity; be who you are, a real human being. Training; better your mind, stay up to date on guidelines, be ready to learn every day. Accountability: Take responsibility for your own actions. As Shah calls it: “Be a thumb pointer, not a finger pointer.” Be patient: The mortgage process is complicated and long, don’t stray from your path and you will eventually reach your goals. And then Finally, there’s the “why.” Yes the mortgage process is complicated and long, but that’s because it’s incredibly important. For most borrowers, this is their biggest financial decision they’ll ever make. Be their true mortgage advisor. Be their guide and keep them informed. Let them know why you need certain things, or why certain parts of the process are taking as long as they are. As long as everyone involved understands why things are happening, they will not just appreciate your guidance, they will not just walk away with a brand new home, they’ll be walking away with a real relationship with you and your company. 

With his foundation paved, and all five pillars steadily in place, Shah determined it was time to grow. He found that the focus had to be on generating a solid operations staff. You can hire as many Loan Officers and Loan Officer Assistants as you can, but if they have no support staff, everything will crumble. The other side of the equation is letting go of origination. It is simply too much work for a single person to do both. It wasn’t easy for Shah, but by promoting certain leaders and putting certain procedures in place he was then able to step away and see his brokerage from an entirely new perspective. He was instantly flooded with ideas, reaching for  greater goals. Instead of focusing on every new loan as it comes in, he saw the bigger picture, and in turn, improved his processes and systems not just for his clients, but for his staff as well. Take a step back, set goals, and stick to them. It’s hard and time consuming, but fairly simple. 

For Shah, in the end, above all else, it’s about the relationship. “Regardless of where rates are and how big the market is at the time…If you have good relationships, and a good reputation for doing the right thing…you’ll always do well in the mortgage business.”

Notes:

The post Real Relationships & The Pillars Of Sustained Growth (with Shah Tehrany) – Episode 72 appeared first on AIME.

Maryland Mortgage Broker and AIME President of Broker Advocacy Brendan McKay joins the podcast to discuss the future of the wholesale channel. From attending local broker events with his mom as a kid to now owning a successful brokerage, Brendan has gained the experience and knowledge necessary to turn the Wholesale Channel into a true community, and he needs your help. 

Brendan used to have to turn referrals away. He barely knew the brokers in his town, let alone Broker’s across the country. “The Broker down the street was my competition, but now we know that is far from the truth,” Brendan shares.  “Before AIME, if I had a problem with a lender or they did something I didn’t like, they didn’t care, We were a speck, and that was it.” Isolated, stranded on an island, in a vacuum; it’s been described many different ways over the course of many episodes of this podcast. It’s the way things were, but not anymore. “We get so much more from each other by talking and sharing,” Brendan says. With 80% of market share still out there for the taking, “the idea of fighting over that 20% is ludicrous.”

Brendan always knew he wanted to be a part of a community, but he didn’t know how and where to start. He originally tried what he calls the shotgun approach. He tried to spread out and be a part of every chamber of commerce and attend every realtor, lender and financial literacy event he could find. But he quickly found that he had spread himself too thin. Once AIME and Brokers Are Better rolled around, he dove right in. 

The more involved you are the better it is. Brendan advises to “go into it with the right reasons, have no expectations, but know it’s going to work out in the end.” Brendan can’t track every conversation he’s had with a fellow Mortgage Broker but he knows that he’s doing more and better business as a result. Involvement doesn’t look the same for every Broker, but Brendan shares many different examples. “Just jump in, post, respond to stuff on the Facebook page, show up to events.” If you do something you’re proud of, share it, no matter how small. Even if it’s just how you calmly and successfully respond to a stressed client, every little bit helps. There are so many ways to succeed in this business. Whether you’re consumer direct or rely on realtors, financial planners, or referrals, share what you do well. “If you only helped one person, it’s incredibly powerful, and that’s what it’s all about.”

And if social media isn’t your thing, there are so many more ways to get involved. Whether it’s participating in the AIME Membership Program (AMP), Ignite Training Program, or any of the new AIME committees (channel development, consumer outreach, government affairs, partnerships, Women’s Mortgage Network, and community committees), you can still leave an impact on this community. 

Brendan parts the podcast with some words of wisdom. Have empathy, for your clients, the realtor, and other brokers. Stop trying to win conversations. Find the common ground before you make your point. We all started somewhere, we all have something to learn, and we’re all trying to build a better community. 

Notes:

This episode is sponsored by Class Valuation & Guaranty Home Mortgage.

The post How To Leverage And Engage With The Broker Community (with Brendan McKay) – Episode 71 appeared first on AIME.

VettedVA Mortgage Broker Michael Alberico is a Broker’s Broker. He keeps it simple, leans into what works, and makes sure not to waste his time and resources. He does some marketing, stays up to date on guidelines, and becomes an advisor to his clients, making sure to never over complicate the process for himself or his borrowers. 

A good name out the gate, like Raleigh Mortgage Group, definitely helps when it comes to google and SEO, but marketing only brings people in the door. It’s how Mike develops leads into relationships that has helped make Raleigh Mortgage Group a referral based business. “Shoot everybody straight, (be) honest, and set proper expectations…it’s simple.” Don’t be salesy, don’t tell them you’re an expert, show them. Mike shares some examples of clients coming in with retail preapprovals. Instead of trying to steal the deal by simply offering better rates, Mike becomes a true advisor. He breaks down the process and explains to new clients that while they might be able to afford their max payments a month, they may not want to, and there might even be programs better suited for their situations.

Mike parts the podcast with some words of advice. “It doesn’t matter where you come from, be the best at what you can do. Do the most you can with every opportunity (and) just put in the effort.”

TIME STAMPS:

This episode is sponsored by Homepoint Financial.

The post Show, Don’t Sell: Developing Leads Into Referral Relationships (with Michael Alberico) – Episode 70 appeared first on AIME.

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

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

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

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

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

Show Notes:

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

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

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

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

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

Show Notes:

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

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

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

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

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

Show Notes:

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

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

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

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

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

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

Show Notes:

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

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

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

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

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

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

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

Show Notes: 

This episode is sponsored by Longbridge Financial.

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

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

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

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

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

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

Show Notes: 

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