June 15, 2026

Broker Power-Up Podcast: Episode 65

24 minutes

Episode 65: Leading the Conversation with Confidence

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager.

In this episode, Jonathon and Tommy share practical strategies for taking control of sales conversations without being aggressive or rude. Drawing from lessons learned in his grandmother’s home, Jonathon explains how to be direct, kind, and effective all at once.

Broker Buzz

– Whether a property inspection report can be transferred like an appraisal, and what happens when Freddie Mac’s AUS findings change.

– How to handle a borrower with past financial crime convictions, including when to call the lender directly and when to walk away.

– The right way to qualify restaurant income with tips, including separating tips as commission income and using year end pay stubs.

Sales Training | Five Steps to Lead Any Conversation

Jonathon shares five steps for taking control of sales conversations while keeping the client feeling heard.

First, lead with confidence. Start with questions like “What matters most to you and what would make this a win for your family?” Second, ask better questions that cannot be answered with yes or no. Third, tell the truth early, but without an “I told you so” attitude. Fourth, stop chasing people who are not serious. If a client will not commit after you solve their problem, they are not a priority. Fifth, be okay with silence. Hit mute, wait, and let the client think. The person who speaks first after a tough question often loses the leverage.

Tommy adds that the best sales conversations are like a ‘choose your own adventure’ novel. The client/reader makes the choices, but you are the author who sets the paths.

Story Time | June Is Filled with Laughter and Fun

Months ago, a fortune cookie promised that June would bring laughter and fun. Jonathon and Tommy set a calendar reminder to check back. Now, Jonathon is in Las Vegas for his wife’s birthday, and Tommy is preparing for a beach trip with family. The cookie was right. The message is simple. Plan the fun, mark the calendar, and let yourself enjoy it when it arrives.

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#MortgageBroker #SalesTraining #ConversationSkills #LeadGeneration #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

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