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

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.

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