AIME Podcast Network

By AIME Podcast NetworkBusiness Non-Profit

AIME Podcast Network episodes

May 12Broker to Broker Podcast: Mario Escobedo – Ep. 249
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
The post Broker to Broker Podcast: Mario Escobedo – Ep. 249 appeared first on AIME.
33 min
May 11Broker Power-Up Podcast: Episode 60
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 Reciprocity
Jonathon 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
The post Broker Power-Up Podcast: Episode 60 appeared first on AIME.
28 min
May 07 Women’s Mortgage Network Podcast: Episode 21
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.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
#WMN #WomenInMortgage #CommunityBuildsConfidence #NewLoanOfficer #BrokerLife #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 21 appeared first on AIME.
28 min
May 05Broker to Broker Podcast: JP Hussey – Ep. 248
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
The post Broker to Broker Podcast: JP Hussey – Ep. 248 appeared first on AIME.
29 min
May 04Broker Power-Up Podcast: Episode 59
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
The post Broker Power-Up Podcast: Episode 59 appeared first on AIME.
22 min
April 27Broker Power-Up Podcast: Episode 58
Episode 58: Cash Out Refinances, Effective Interest Rates, and Having the Hard Conversations
Hosted 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 Kind
HMDA 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 Prosperity
The 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
The post Broker Power-Up Podcast: Episode 58 appeared first on AIME.
29 min
April 23 Women’s Mortgage Network Podcast: Episode 20
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.
Subscribe to our channel and join the movement!
Listen wherever you get your podcasts.
#WMN #WomenInMortgage #MortgageCoach #FirstTimeHomebuyer #BrokerLife #WorkLifeBalance #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney
The post Women’s Mortgage Network Podcast: Episode 20 appeared first on AIME.
30 min
April 21Broker to Broker Podcast: Paul Messina – Ep. 247
Episode 247
Host: 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
The post Broker to Broker Podcast: Paul Messina – Ep. 247 appeared first on AIME.
32 min
April 20Broker Power-Up Podcast: Episode 57
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 Questions
Jonathon 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 Love
The 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
The post Broker Power-Up Podcast: Episode 57 appeared first on AIME.
27 min
April 13Broker Power-Up Podcast: Episode 56
Episode 56: Framing, AI, and the Art of Asking Better Questions
Hosted 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 Outcome
Jonathon 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 Success
Jonathon 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
The post Broker Power-Up Podcast: Episode 56 appeared first on AIME.
28 min

About AIME Podcast Network

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Home to Broker to Broker, Broker Power-Up, and The Women’s Mortgage Network Podcasts. The AIME Podcast Network is the wholesale industry’s go-to hub for unfiltered strategies, high-energy sales…