Broker to Broker Archives - AIME

This episode is sponsored by RCN Capital

On this episode of Broker to Broker, host Marc Summers is exhilarated by the infectious energy and down-to-earth wisdom of  Maddux Mortgage Broker Owner, Mike Maddux!

Mike’s hunger for success in the wholesale industry is an inspiration that mortgage professionals can learn from. Mike’s energy, pragmatism, and ability to get to the heart of a topic are all as refreshing as it is educational. With a diverse background in the Marine Corps, the fitness industry, and in the retail channel all before starting his own brokerage, Mike brings a lot of no-nonsense wisdom to the table, and it leads to significant takeaways in short order. In just this episode alone, Mike provides substantiated and immediately applicable advice for peer and client relationship building, social media and advertising, VA and DPA Programs, and so much more.

Mike does 50% of his business in VA Loans. His experience with VA and DPA programs leads to some invaluable insight: “VA doesn’t have really strict set guidelines on debt to income or credit, and that’s why it is one of the best loan programs out there, because if you get an AUS approved eligible, then it works. And if you don’t get approved eligible and you have to have it manually under it and you find an underwriter that doesn’t have any overlays, that goes off the VA handbook and you can get almost anything approved. I couldn’t be more thankful for the fact that 50% of my business is VA Loans because it introduces me to more Veterans, and they’re super easy to get close with. So I’m like a kid in a candy store. Oh, you’re in the army? I’d love to help you buy a house!” 

Mike doesn’t take no for an answer in fighting for his clients, and takes it a step further for clients that need access to DPA programs: “A lot of Down Payment Assistance programs specific to a state or a municipality are restricted to banks and credit unions. The biggest piece of advice I can give is to do your due diligence, find out if there is a way you can offer it, or what steps would be required for you to partner with said bank or credit union so that you can offer it. And, as a broker, provide a higher level of service than they’re going to get from the loan officer at the bank.”

Key Points:

1:30 – A Roundabout Break into the Mortgage Business

4:20 – Growth Mindset of an Up-and-Coming Brokerage

6:20 – VA: The Pinnacle of Loan Programs

12:29 – Diligence for Success in Down Payment Assistance

17:07 – Navigating the Housing Market and Communicating with Clients

19:40 – Social Media – Lead Generation Through Being Relatable

27:11 – Get Prepared for 2024 by Staying Hungry

The post Episode 158: How To Lead your Mortgage Business from the Front — Fight for Your Clients and Stay Hungry w/ Mike Maddux, Broker Owner of Maddux Mortgage appeared first on AIME.

This episode is sponsored by REMN Wholesale

On this episode of Broker to Broker, host Marc Summers is joined by Brian Sweeney, Broker Owner and President of Scoot Mortgage.

Brian has a long, varied career in financial services. Starting in retail, he transitioned to wholesale while simultaneously working in wealth management. Brian’s varied career has led directly to an understanding that knowledge is power. The more knowledge you have and are able to successfully communicate to consumers leads to a more diverse and assured client base. 

Brian believes that brokers can and should take on an advisor role for their clients because it brings in return business, which is better for the long-term health of a brokerage. “When you’re an investment advisor, I mean, you’re having quarterly meetings. We’re reviewing what’s happening in the economy. We’re reviewing what’s taking place in your actual investment accounts. We’re looking at time horizons and risk tolerance and all these sorts of things that go into investment management along with your accounting and taxes, especially for a business owner. But you know, the wealth management side has taught me to be very patient in the mortgage world, because that planning aspect goes a long way. Instead of just saying, ‘Oh yeah, here’s your rate, here’s your turn, let’s do business.’ it’s like, tell me about yourself. How is your current financial situation? What do you have going on? Maybe it’s not even right for you to buy a House right now.” Brian explains “Clients can smell desperation. Look out for your clients’ best interests as opposed to the business they may give you.” 

Key Points:

1:30 From Retail to Wholesale, starting Scoot Mortgage

5:38 Brokerage vs. Wealth Management Firm

15:18 Social Media, Content Production, and Client Education

18:16 Client Communication and Lead Generation

21:35 Conceptualizing and Executing a Successful Marketing Campaign

27:42 Fuse: Success from Last Year, and Anticipation for Fuse ‘23

The post Episode 157: Retail, Wholesale, Investments and Mortgage — More Knowledge = More Business w/ Brian Sweeney, Broker Owner and President of Scoot Mortgage appeared first on AIME.

This episode is sponsored by Change Wholesale

On this episode of Broker to Broker, host JP Hussey’s foundations are rocked by the incredible stories and life lessons from a much-beloved member of the AIME community, the CEO of Mr. Mortgage, D.C. Terry! 

D.C. has incredible stories, and important lessons to share and impart on the broker community. From his start as a US Marine in the music industry, to the pivotal moment that made him make a dramatic change in his career trajectory. D.C. is full of stories, moments, and instances where he took it upon himself to do the right thing by his clients. His selflessness, knowledge, and commitment to his clients is both inspiring and a model to which mortgage brokers should aspire to. D.C.’s stories have to be heard to be believed.

D.C. speaks of how essential it is to ensure the client gets the most out of working with him, and how this has led to long-term connections, referrals, and business. “Listen, something spoke to me and said, “I’ve got too much money.” I sat back and I’m like, “What do you mean?” That client was charged too much money. I’m really going over it in my mind because I’m thinking, “I did a great job. The client was happy.” Next thing I know, I call them back and tell them that I charged them too much money. True story.” 

D.C. recounts “But, I tell him “If there’s anything that you need from this point forward in this industry, you come to me. I got you.” Well, it turns out that guy later on, his businesses had to go through some modifications. So he calls me, and we can make money for doing modifications. I jumped on the phone with his commercial lender, worked that out for him. I worked out the same thing with his primary residence as well. If he had any issues with insurance or anything, he called me. I handled everything for him. But from that point it was something that was given to me that I can now give to you: when you are closing a loan for someone. Make sure that that person gets more out of it than you.”  

Key Points:

2:23 – The Hall of AIME Sparking Change Award

5:51 – Life-changing moments, from the music to the mortgage Industry

14:17 – Working in mortgage for the service, not the money

22:52 – Establishing Your Own Brokerage

28:52 – Serving the Underserved Loans and Clients.

34:34 – Educating Clients leads to Long-Term Collaboration

41:08 – Making Homeownership Possible for the “Impossible” Clients

The post Episode 156: True Stories of Service from the Heart — Build Mortgage Business Prioritizing Clients’ Benefit  w/ D.C. Terry, CEO of Mr. Mortgage LLC appeared first on AIME.

This episode is sponsored by FundLoans

On this episode of Broker to Broker, host Marc Summers is given an absolute masterclass on social media, content production, and branding from The Mortgage Mentor™️, Rebecca Richardson!

Rebecca is known all throughout the AIME community and the wholesale channel at large for her expertise in content creation, branding, and social media. She’s been featured on AIME stages and in AIME content due to her success and the hard-earned knowledge she shares, helping mortgage brokers navigate and find success across all social media platforms.

Rebecca acknowledges that often, the content creators themselves are the biggest hurdle to overcome. She shares her two-tiered strategy for content creation and posting, but also, how to approach mortgage-specific content to make it more fruitful for the audience AND the creator: “Let your real self come through. We’re talking about a pretty dry topic. At least look like you’re excited to be here. It’s really more about being willing to be unique and nobody can copy you. So the way that you explain things, the way that you show up, what you think is funny, even injecting humor into those videos – that’s a vulnerable process because you’re putting yourself out there for public consumption, ridicule, all those kinds of things. Until you start getting some of that feedback, you feel like you’re just shouting into the void. But understanding that it’s going through that process, and being consistent, and being willing to do it consistently for three, six months, sometimes longer, there is a payoff at the end because you will find your people. They will find you, and they will identify with you as your true, unique self versus trying to be some persona or avatar or whatever you think that people want to be. Just be yourself. You’ve already connected with people in real life. It’s really no different online.”

Key Points:

1:17 – Then: From Financial Planning to the Wholesale Channel

5:01 – Now: Connecting with Clients Online

8:17 – The Brass Tacks of Tik Tok, Facebook, and Instagram

13:20 – Content Creation and Posting Strategy

20:12 – Posting Across Multiple Platforms

25:16 – Being Authentic with Your Content & Finding Your Audience

27:54 – Improve Processes & Procedures by Making them Personal

This episode is sponsored by PRMG

On this episode of Broker to Broker, host JP Hussey is joined by a master of pipeline management and relationship building, CEO/Broker of EZ Fundings Home Loans, Tano Kapedani!

Tano has been in the wholesale mortgage business for over 20 years. As an expert on delegation, Tano shares how to properly prioritize your own time. He’s honed and prioritized his brokerage’s structure to get the absolute most out of his precious time as a producing owner. 

What does Tano do with that time he’s earned back? He’s focusing on building strong relationships. Tano has made EZ Fundings massively successful because he’s learned how to effectively build relationships with peers and clients over his 2 decades in the industry.“I promise you this: 20 good relationships are better than 5000 likes. I don’t care if everybody knows me or not. What I care about is how the results are aligned with my efforts. Am I getting what I’m putting in? Am I influencing and accomplishing what I want to do? Am I changing the lives of people I’m meeting? This is what I care about.” Tano passes on how to both make time to form relationships, and the steps to building strong relationships. “Make sure that you create relationships so strong, that those you work with would be embarrassed to even consider working with somebody else.”

Key Points:

2:02 – The 2023 Housing Market, West to East Coast

7:14 – The Differences over 20 Years in the Industry

12:23 – Serving your Pipeline by Eliminating the Unknown

18:01 – Setting the Schedule to Run a Brokerage

22:41 – Own what You’re Doing in Policies & Procedures

31:20 – Delegation of Tasks, Paying to Save Yourself Time

39:43 – 20 Relationships over 5,000 likes- Becoming the Broker you Want to Be

The post Episode 154: Creating Time to Build the Relationships that Grow your Mortgage Business w/ Tano Kapedani, CEO/Broker of EZ Fundings Home Loans appeared first on AIME.

This episode is sponsored by AFR Wholesale

On this episode of Broker to Broker, host Marc Summers is joined for a strategically rejuvenating, and a self-assuring discussion with the Pacific Northwest Regional VP at UMortgage, Kahren Oxner!

Kahren is a wealth of hard-earned knowledge, wisdom, and confidence. This combination makes for an exceptional, educational, and inspiring episode. In just a half hour, Kahren shares an empowering discourse about business, networking, and social media strategy, how to build up your skills and mindset to take on changing markets, and most importantly, how to build yourself up to be the best version of yourself every day. 

Kahren also provides a lot of clarity and definitive reasons why it was the right decision to change from the retail mortgage channel to the wholesale community. While in retail, Kahren had heard years worth of lies and ghost stories about what goes on in the wholesale channel. Little did she know, those fabricated stories would end up being exactly opposite from the truth, and also, a self-dictated description of the retail industry: “You have better technology as a broker, a better opportunity, more control. You’ve got executives, peers, and leadership at every wholesale lender that want us to thrive and succeed, and are working their tails off to be innovative. I have never seen more innovation than I have in the broker channel. It is a sharp, smart, progressive group of people that are really moving this industry forward. And frankly, I think what retail is saying about wholesale is more true about their own side than it is on the wholesale side.”

Key Points:

1:06 – From Unaware of the Mortgage Industry to Retail Mortgage Expert

4:40 – Going Broker- how and why she made the jump

6:55 – Myths & Misconceptions about Brokers from the Retail Industry

9:35 – The Current Mortgage Market, and Controlling what you can Control

13:42 – Changing with the Market, Finding the Opportunity in Everything

18:53 – Strategies to Build Relationships over Transactions

27:19 – Learning What Works to be Your Own Self-Advocate

The post Episode 153: Happy, Healthy, Wealthy, and Wise — Creating Opportunity for your Mortgage Business and Yourself w/ Kahren Oxner appeared first on AIME.

This episode is sponsored by REMN Wholesale

On this episode of Broker to Broker, host JP Hussey is joined by an exceptional entrepreneur and member of the AIME community, Broker/Owner of Harris Capital Mortgage Group, Lamont Harris!

Lamont has his hands in many industries. Nonprofits, basketball teams, solar energy, and a brokerage of more than 80 staff members are just some of his endeavors. Lamont is able to successfully juggle all of these fields because he focuses on long-term sustaining practices. He actively fosters long-term relationships and prioritizes contributions to his communities.

By example, Lamont has taken it upon himself and for his staff at Harris Capital to stay hungry and humble by being active, contributing members of their local communities. Lamont himself is an expert on the VA VASH program, and takes the opportunity to spread awareness of this resource to homeless veterans in his community: “I look for areas of opportunity to actually meet with homeless veterans and educate them on this process, and walk them down the path of finding out whether they’re eligible or not. I don’t get any immediate gain from that. It’s not about that. It’s about taking somebody from not having housing at all, and being able to help them regain that sense of independence. So I look at it from a standpoint of, hey, it may not create something for me today. Doesn’t matter. It could possibly create something for me a few years from now. Once this person gets back on their feet, they’re working, they’re gainfully employed, I may have a VA loan in the future. Who knows? What I do know is I know that servitude begat gratitude, and gratitude creates opportunity. Right. So we don’t go into it looking for an opportunity. We go into it looking to serve.”

Key Points:

3:19 – Starting in the Industry By Accident

6:21 – Promoted Cross-Country, and Similarities of Timeshares and Mortgages

11:23 – Sustainability Through Relationships- from Retail to Independent

17:27 – Building Community, Staying Humble, and Staying Hungry as a Broker Owner

26:18 – FLAG: The  Financial Literacy Advocacy Group

33:02 – Balancing Multiple Businesses, and Keeping Everyone Happy

37:15 – Controlling the Controllables- Preparing for Opportunity

The post Episode 152: Gratitude Creates Opportunity— Philanthropy as a Model for your Mortgage Business w/ Lamont Harris, Broker/Owner of Harris Capital Mortgage Group appeared first on AIME.

This episode is sponsored by Homepoint

On this episode of Broker to Broker, host Marc Summers is joined by the new, yet already beloved member of the AIME community, Mortgage Advisor for Mortgage Nerds LLC, Amy Jo Tetzner!

Amy Jo joined the broker channel only recently, having worked in the retail industry for most of her life. Despite that, Amy Jo has made a massive, positive impact on the entire wholesale community. “I started noticing the things about retail that I didn’t like that I wasn’t in love with, and having the background of living and breathing this industry. For almost 21 years, I started to suspect that I was being fed some lines of garbage and that I really needed to figure it out on my own. So I really started researching it and I was like, I need to become a mortgage broker. I want to become a broker.”

Since joining the Wholesale Mortgage Channel, Amy Jo has contributed on social media, marketing, and community education to an unprecedented scale, setting an incredible example of what brokers are capable of on Facebook, TikTok, and in person. But it doesn’t come easy. Amy Jo breaks down her industry jump, and how it was one of the hardest, but most rewarding years of her life: “I am my mortgage business. And when something bad happens or makes me feel bad in mortgage, I take that very, very personally. And I think that most of us do. I think that’s very regular to feel that way. And if you really care, like if you really give a shit about your business, you’re going to feel that way. I’m 20 years in, the good is really good, the bad is really bad. But just remember, you are going to get over that mountain and you’re going to feel like you climbed Everest and you’re on top. And I feel like that right now.”

Key Points:

1:29 – From Business Major to Marketing Director, Mortgage Broker

3:42 – Poking Holes in the Retail Channel, Deciding to Become a Mortgage Broker

7:00 – Networking via Facebook Groups, and Marketing in the Last Places You’d Expect

13:18 – Success By Educating Borrowers, Peers, and the Community

19:53 – Tips to Breaking into the Broker Community

23:13 – Building Yourself and Your Work/Life Balance, Rebuilding the best Mental Health

The post Building Your Community, Rebuilding yourself as a Mortgage Broker w/ Amy Jo Tetzner – Episode 151 appeared first on AIME.

This episode is sponsored by EPM

On this episode of Broker to Broker, host JP Hussey celebrates 150 episodes with President of Growth at AIME, Broker and Co-Founder of Edge Home Finance, and Host of Grow & Get It, Tom Ahles.

Tom is a master of many. As the President of Growth for AIME, he has helped facilitate the growth of AIME and hundreds of brokerages nationwide. While he has many large-scale goals and aspirations for the wholesale channel, he hasn’t lost sight of, or consideration for improving the business of small and individual brokerages. Tom shares his top-down perspective from the positions he holds, but approaches his work from the ground floor, in that he still finds originating as invigorating and engaging as ever. 

Tom shares his strategy and approach to recruiting and growth that has brought him and the wholesale community such unprecedented success: “All that I know for what I can control is I can make it a little better than it was yesterday. So for me, if that means I’m adding one person a day to this industry, then I’m doing my part. We just onboarded 30 in the last 50 days. So, you know, we’ll do a little bit more than the average just because we’ve been at it for 12 years.” 

“We’re all using the same things, it’s about getting your process down. Make sure it’s something that you feel confident to put your reputation on. Because our members have families to feed, they have goals and aspirations. And the last thing we want to do is set somebody up in a position where it’s not going to be better for them. I think that’s the biggest misconception with a lot of those in retail that haven’t switched yet- is the saying the grass is always greener. Well, it’s a damn true statement. I got to tell you, the grass on the broker side is green.”

Key Points:

2:33 – Celebration of Broker to Broker Episode 150

6:39 – Unprecedented Growth from Operations and Relationships

15:55 – The Broker Lifestyle, Maintaining Success and Life/Family Balance

22:31 – Doubling the Broker Market Share

28:09 – The Value of Working ‘From the Ground Floor’

34:59 – Best Lessons from Grow & Get It

41:24 – Getting Involved in the Community through AIME On Tour

The post Grow Your Mortgage Company to a Large-Scale, while Supporting the Small-Scale w/ President of Growth at AIME, Tom Ahles – Episode 150 appeared first on AIME.

On this episode of Broker to Broker, host JP Hussey sits down for a deep, considered mortgage coaching from the CEO at Safetrust Mortgage LLC, Marsel Cilla!

Marsel started his career in production for the auto industry, and brought his skills and mastery of managing minutiae in product and service delivery to the mortgage industry. Marsel has established dozens of processing systems to address immediate problems and concerns by setting short-term goals that fit in with the pursuit of long-term visions. Now, Marsel is looking ahead at the future of the entire wholesale channel by extending a welcoming hand to retail channel LOs looking to make the industry jump in 2023. In what he’s called the ‘Thrive in Wholesale’ campaign, Marsel and Safetrust aim to educate and empower Retail LOs, to encourage recruiting in independent brokerages, further strengthening the wholesale channel by utilizing the invaluable experience from retail lending.

“It’s short-term goals, but the long-term vision, so that met goals will guide you towards your long-term vision. We need to have the long-term mindset every day. What are we doing every single day to hit those production goals? Just like production, that goal will be reached, correct? And then, if we’re unable to reach it, let’s take a look and see what we can tweak.” Marsel illustrates that the idea of perfection is the enemy of progress, and that the best approach for your clients and your business is to improve as you go: “We call it quick response, continuous improvement. It’s a method of saying, ‘Hey, this was my goal, and what actions are you going to implement to try something different, to fix the reason, to fix the root cause?’ Then, we continue to get better every day.”

Key Points:

2:21 What was Taken from the Automotive to the Housing Industry

4:11 How to Become a Business Owner and Leader in the Mortgage Industry

8:12 Establishing Structure and Goals of Mortgage Transactions

16:40 Short-Term Goals, Long-Term Vision

24:07 Recruiting from Retail to Wholesale with the Broker Shop Platform

32:49 Networking, Social Media, and Marketing for LOs

This episode is sponsored by FundLoans

The post Short-Term Goals, Long-Term Vision in the Mortgage Industry w/ Marsel Cilla – Episode 149 appeared first on AIME.