Broker to Broker Archives - AIME

At age 22, Jonathon Haddad had become the youngest banker promoted to director at Quicken Loans. By 27, after helping build out their online chat service, Jonathon was promoted to Vice President. Now, at age 30, having transitioned from retail-to-wholesale over 2.5 years ago, Jonathon leads a team of 80 employees and is using his marketing and SEO expertise to bring in 250+ organic leads a month. 

Jonathon admits that leaving Quicken was not all “rainbows and butterflies” but at the end of the day, they did what was best for business. Utilizing the AIME and Brokers Are Better platforms, Jonathon wants to share his expertise and leadership style with the entirety of the Wholesale Channel. Jonathon wants to give back to other brokers and believes this to be the ultimate opportunity to do so. He wants to teach those green to the industry that the broker space is the place to be and make sure that everyone knows that brokers are here to stay.

WIth custom drip campaigns, proper data-tracking efforts and a $300,000 budget for his marketing team’s salaries alone, Jonathon’s major push is for the combination of marketing efforts and realtor referral relationships. His head of marketing, a former content creator for ESPN, the NFL, and the Superbowl, leads an 8-person team of videographers, editors, and SEO experts. Operating under the idea that “you don’t know what you don’t know,” Jonathon and his brokerage’s marketing team welcome new realtor partners by offering to help them with any weaknesses in their marketing plans. Instead of just getting a cup of coffee with a realtor, Jonathon comes to the table with multiple marketing packets for different types of realtors and finds the best marketing plan to match each realtor’s weaknesses. 

Jonathon’s greatest passion within the broker space is leadership. He is addicted to helping others and, in this podcast, shares advice for both fellow trainers and their trainees; Give more, expect less, and adjust your training style to fit the trainee, not the other way around. Provide visual, auditory, and hands-on training, and do your best to give everything you can to every employee, realtor, and homeowner. Knowing guidelines and how to close loans is simply the barrier to entry into this industry. If you don’t go above and beyond to set yourself apart you’re going to fall behind. You have to show up each and every day expecting roadblocks and speed bumps, so don’t just prepare, but embrace these hardships. “My life has not been easy, it does not matter,” Jonathon shares. Independent originators have options. They have full control of their destiny. That’s what makes brokers better. 

NOTES:

This Episode Is Sponsored By Mobility Market Intelligence (MMI)

The post How To Intertwine Leadership Skills, Marketing Efforts, and Realtor Relationships To Bring in 250+ Organic Leads A Month (With Jonathon Haddad) – Episode 118 appeared first on AIME.

After 22 years in the industry, Mortgage Broker/Owner Jason Glass has finally decided to stop overthinking and take action. Instead of waiting for the perfect situation or over-analyzing every little detail, Jason has decided to take the time to invest in himself and his business with a growth-first mindset, all by being his true authentic self.

Not too long ago, Jason would dress up in a suit and tie and try to be a salesman, but that just doesn’t cut it, and it just wasn’t Jason being Jason. “You have to be yourself,” he shares. You can’t just bank on speed and rate anymore. You have to set yourself apart. Jason believes that our true authentic personalities are the only unique commodity we all have and we have to utilize ourselves for everything we’re worth. There is only one YOU so be yourself. 

Growth is top of mind these days for Jason. Having hired a new LO with a grow-first mentality, Jason has shifted focus from outward selling to inward growing. Jason has stopped wasting time on overthinking and instead, is just doing. His most monumental change has been switching from Calyx to Arive. Jason has been running his pipeline the same way for two decades and understands that change is hard and nothing is ever going to be 100% perfect, but Jason compares the switch over to Arive as switching from a rotary phone to an iPhone 13. You might not have missed a single call on that rotary phone, but the doors that new technology can open for your brokerage are indispensable.

As a part of his parting advice, Jason shares that he doesn’t believe that mortgage brokers are going to be completely replaced by technology, but they should use technology to speed up and better their processes and procedures. He also makes sure to note that referral relationships are just that, relationships. You can’t treat them as dispensable numbers or transactions. Real Estate Agents and client referrals are all people with wants and needs and families. Get to know them. Create an actual relationship with them and success is sure to follow, for everyone. 

NOTES:

This Episode Is Sponsored By Homebot

The post Don’t Push Product, Push Personality: How To Level Up By Being Authentic (With Jason Glass) – Episode 117 appeared first on AIME.

After a dozen years of being restrained by limited options in the retail channel, Southern California Mortgage Broker Jerry Avila decided to finally make the transition to wholesale. Jerry believes that no deal should die and that there is always a way to fight and figure things out for the borrower. 

Jerry started out in a similar rate environment as we find ourselves now (Q2 of 2022), and was forced to swink or swim. Instead of focusing on selling basis points, Jerry quickly realized that his path to success was through mastering Non-QM products. He knows that not all families’ financials look the same or fit into the boxes predetermined by the big banks. Being able to take the time to curate the best possible loan scenario for a borrower is one of the biggest attributes that make brokers better. 

While Non-QM is Jerry’s original niche, he has since zeroed in on helping military veterans. As one of the first moderators for VettedVA, Jerry has put in the hard work to be respected by his peers, whom Jerry credits as the main driver of his success. Jerry encourages everyone to look at who they associate and surround themselves with and note whether they are representative of who you want to be. He implores everyone to align themselves with those that passionately care about what they do because Jerry has found these groups reverberate positivity and success between each other. Everyone benefits and grows together. 

And that leads us to Jerry’s parting advice: Nobody here is each other’s enemy. We’re all family, and we should treat each other with respect and help each other succeed. Whether it’s your LOA, Broker/Owner, or fellow Loan Officer in the same town or across the country, we should all be working together to benefit the homeowner, and in turn, each other.

NOTES:

This Episode Is Sponsored By REMN Wholesale

The post Navigating Non-QM, VA Home Loans, & Successfully Transitioning from Retail-To-Wholesale (With Jerry Avila) – Episode 116 appeared first on AIME.

Being an Independent Mortgage Broker is in Andy Treno’s blood. With his dad opening the first broker shop in Minnesota in 1987, loans and title companies were a part of nightly dinner table conversations, and making spreadsheets and stuffing envelopes was Andy’s summer job. After going to school to become a financial advisor, Andy got a job at a bank but quickly realized that mortgages are what he loved, and a bank was not the place to best put together home loans. 

Andy, as a Mortgage Banker, was ranked top 10 in the state for selling home loans, but he got called into a manager’s office for not cross-selling enough checking accounts. A homeowner’s dream home and an entire family’s generational wealth should not be treated with the same respect given to food that’s about to expire at a chain restaurant. Andy understands that mortgages are not something you just sell. You don’t tell the client what they need. You listen to them, learn their wants and needs, analyze their financial situation and look over their 1003s. You sit families down face-to-face and have conversations about their life goals and then take the time and effort to explore multiple different loan products from multiple different lenders to find the option that works best for each individual family. It is for this exact reason that Andy has made it his life’s mission to educate and advise homeowners everywhere. Andy knows it’s their money and their decision, he just wants to help them make the best possible choice for their family’s future. 

One of the biggest things that make brokers better are options, and Andy makes sure to take advantage of all the options at his disposal. Whether it’s using multiple Brokers Are Better Network partners like leadPops, LendingPad, Homebot, and Pre-Approve Me, or becoming an expert in everything from first-time homebuyer FHA to reverse mortgages (with a specialty in VA as a member of VettedVA), Andy is always looking for new ways to help more people. And it’s up to each and every individual independent mortgage broker to make sure they’re helping as many homeowners as possible by taking advantage of everything at their disposal.

As a member of AIME’s ethics committee,  Andy stresses the importance of taking the time to not just educate your borrowers, but educate yourself. You are the expert, clients are going to look to you for answers. As rates rise, don’t slack off or cut back. Take advantage of the extra time and reinvest in yourself and your business. 

NOTES:

This Episode Is Sponsored By leadPops

The post Ethics & Education: For Homeowners AND Mortgage Brokers (With Andy Treno) – Episode 115 appeared first on AIME.

Within 6 months of transitioning from retail-to-wholesale, Los Angeles Broker/Owners Dustin Rosenberg and Jonathan Yoo were ranked #14 in Non-QM originations by Scotsman Guide. They have 200 loans in their pipeline at any given time and are signed up with 80 different lenders. With a strong support staff, a solidified tech stack, and an assembly line system, Convoy Home Loans is able to personalize loan experiences for everyone from traditional first-time homebuyers to self-employed jumbo investment property holders.

Understanding that they couldn’t grow without a sturdy foundation, Dustin and Jonathan focused on building a strong support staff before onboarding a bunch of loan officers. A converter belt set of processes and procedures were put in place that makes sure no part of the loan process goes untouched. 

Dustin and Jonathan are the very first people a homebuyer talks to, but instead of just handing them off to the next person in line, Dustin and Jonathan make sure to remain transparent. They let the client know that for a loan to be done as effectively and efficiently as possible, they will need to hand off the next part of the process to a trained and trustworthy LO. However, they also make it clear that they are both available at any time if any questions arise. Whether it’s about figures or terms or cost or rate, their clients can call them directly. Dustin and Jonathan make it very clear that the last thing they want their consumers to feel is hesitant to reach out for assistance. Mortgage Brokers are not just paper pushers. They are advisors whose responsibility it is to carry a homebuyer through their entire transaction. 

While they use LendingPad as their LOS and Shape as their CRM (both Brokers Are Better Network Partners with AIME-exclusive pricing), Convoy Home Loans also utilizes their own in-house spreadsheet to price out all 80 of their lender partners. Dustin and Jonathan admit that it is time-consuming, but optionality is a huge part of what makes brokers better. It’s just not something they were able to provide as retail bankers.

With their focus set on optionality, customization, personalization, and freedom, Dustin Rosenberg and Jonathan Yoo of Convoy Home Loans are the epitome of what it means to be an independent mortgage broker. And for all the other brokers out there, especially those new to the wholesale channel, Dustin and Jonathan want to remind you that you should always be trying to perfect your craft, but don’t get caught up in the day-to-day. Hire to help focus on long-term goals and always remind yourself that anything is possible if you bet on yourself. The worst thing you can do is NOT try. It’s going to be hard work, but bet and believe in yourself and run with it. 

Notes: 

This Episode Is Sponsored By AmeriSave Wholesale Mortgage Solutions

The post Homeowner Education, Unlimited Options, and Exploring Non-QM (With Dustin Rosenberg & Jonathan Yoo) – Episode 114 appeared first on AIME.

California Mortgage Broker Danny Calderon is the first Spark Grant recipient we’ve had on the podcast. After almost ten years in retail, Danny made the jump to work for himself. With the support of AIME, Spark, and the Brokers Are Better Network and Facebook Group, Danny is more than set up to succeed during this rising interest rate environment. 

After attending an AIME Fuse event, Danny realized that Wholesale was the place to be. While in retail, Danny started questioning things when he had to keep declining loans he knew he could get done with a little more time and energy. As a broker, he knew he would gain the options to be able to help every family get their home, but it wasn’t until he saw the support the broker channel now has thanks to the Association of Independent Mortgage Brokers. 

He has taken advantage of the Brokers Are Better Network to claim exclusive discounts on top-tier products to create a simple but effective tech stack (remember, the best tech stack is the one you use). Whenever he gets caught up during a tricky loan scenario, he posts in the Brokers Are Better Facebook group and an army of mortgage brokers and loan officers are there to offer their help and expertise. 

Danny’s favorite change from transitioning from retail-to-wholesale? He loves being able to actually advise and educate his clients. Instead of just passing on FHA loans like his previous retail banks would have preferred, Danny now has the ability to sit down with a family, learn their needs and wants and struggles, and then curate a customized loan that will work perfectly for them. He can walk a Gen Z, first-time homebuyer through the process using just texts or he can sit down face-to-face with a retiring investor who has an entire portfolio of real estate investments. And at the end of it, Danny can rest happy knowing he was able to shop multiple programs with multiple lenders to find the perfect personalized loan for each individual client.   

So whether Danny is working with an FHA or Jumbo loan, he knows he doesn’t have to turn anyone away. His tech stack is set up for speed so he can spend less time on the back-end and more time working with the consumer and making sure they have the perfect experience. And if a scenario ever crosses his desk that he doesn’t feel he is an expert in, Danny knows he has an entire network of mortgage experts through which he can confidently refer clients. Danny’s parting advice? Do the right thing and the right thing will happen to you. 

Notes: 

Introduction (1:00)

Being A Mortgage Advisor (14:40)

Tech Stack Breakdown (22:14)

Brokers Are Better Facebook Group (29:00) 

Perfecting A Work/Life Balance (33:35)

This Episode Is Sponsored By The AIME Spark Small Business Grant Progam

The post Why Mortgage Brokers Need To Believe In, & Bet On, Themselves (With Danny Calderon) – Episode 113 appeared first on AIME.

Looking back at his 32 years in the housing industry, Homepoint President and CEO Willie Newman has come to the conclusion that Brokers Are Better. In this special episode of Broker-To-Broker, Marc and Willie talk about the history of the wholesale channel, the importance of both finding and being a mentor, and why retail bankers should transition to being a broker. 

When Willie first joined the industry in the 80s, he had a mentor who theorized that brokers, mostly doing hard money loans at the time, were going to become a much more significant part of the mortgage process. Willie believed him, hopped on for the ride, hasn’t left since, and never plans to leave. Willie credits a large amount of his success to his mentor pushing responsibilities and having faith and trust in Willie. And while Willie and Marc admit that it isn’t the easiest thing to do, delegating tasks and trusting your staff is the key to growth and long-term success. 

Other Brokers, even those close enough to be your neighbor, are not competitors. Always outnumbered by homeowners, brokers have to lift each other up with the goal of increasing mortgage broker market share. Brokers are better, but we’re even better together.  A rising tide lifts all boats, and the more we help each other, the more homeowners will recommend using a mortgage broker, and the more market share brokers will earn back. The goal should not be to maximize profit but to maximize homeowners helped and families housed. And the only way we can do that is if we all collectively get better together. 

Marc and Willie also admit that the wholesale channel isn’t for everyone. If you’re only in it for the money, then being a broker isn’t for you. You need to have a passion for helping people; homeowners and brokers. They understand that it can be hard to step away from the perceived safety net retail lenders provide, but as Marc and Tom mention, the best security blanket is providing the best possible deal to the consumer. And as rates rise, more retail lenders will most likely continue to make additional cuts, on top of the mass layoffs we’ve already seen. 

Independent Mortgage Brokers have freedom. They have the ability to find and choose the best possible deal and most personalized scenario for their clients. For brokers, It’s not about the transaction. It’s about the commitment to helping homeowners realize their dream. That’s why, Willie says, “Brokers Are Better.”

Notes: 

(3:25) Origin of Homepoint

(9:50 ) The importance of mentorship

(14:21) Transitioning from retail-to-wholesale 

(24:37) Successful Broker/Lender Relationships 

This Episode Is Sponsored By Homepoint

The post Finding a Mentor, Being a Mentor, & Transitioning from Retail-To-Wholesale (With Willie Newman) – Episode 112 appeared first on AIME.

Virginia Broker/Owners  Eric Tan and Daniel Solis credit the success of their brokerage, VA Wholesale Mortgage, to low overhead, word-of-mouth marketing, and authenticity. Back when their boardroom was a kitchen counter, Daniel fell in love with Eric’s vision to help military veterans. “You can’t hide a genuine passion,” Daniel says. Eric and Daniel have now grown their two-person operation into a team of 20 Loan Officers and are now officially certified as a Veteran-Owned Small Business (VOSB) by the US Veterans Affairs Department.

Eric and Daniel made it very clear, especially when first starting out, that you should buy only what you need to buy to get the job done right. “You don’t need all the bells and whistles to help people,” Eric shares. Instead of wasting a lot of money upfront on an expensive office, Eric and Daniel were able to afford lower compensation rates for their clients and offer full medical benefits and 401k options to their staff. They focus more on volume than money per loan because it’s not about the money. It’s all about helping as many people as possible.

Daniel provides an example of a past homeowner who was denied by almost a dozen lenders. A client had a small hiccup in the form of a delinquent property from 20+ years ago, and after having already lost one child, their other child was paralyzed and needed a home that was close to the local hospital and was outfitted with custom doorways. It was clear that a cookie-cutter bank loan just wasn’t going to cut it. VA Wholesale Mortgage rolled up their sleeves, opened up the VA handbook, and got to work. It took time and effort, and wasn’t the most financially beneficial loan they’ve ever done, but again, it’s not about the money. They helped out a neighbor in need because it was the right thing to do. This is why Brokers Are Better.

Notes: 

0:31: Tiger Woods Tees Off At The Masters

5:12: From Retail to Wholesale Mortgage

11:15: Operations Breakdown and Structure

18:00: How and Why To Keep A Low Overhead

26:00: VA Home Loan Advocacy And Myths

35:55: Eric and Dan’s Best Advice For Brokers

This Episode is Sponsored By The AIME Member Portal (AMP)

The post Building A Recession-Proof & Relationship-Based Brokerage (With Eric Tan & Daniel Solis) – Episode 111 appeared first on AIME.

Rami Daood, President and CEO of RightWay Lending, was a top producing agent at Rocket Mortgage, earning the Triple Crown President’s Club award. Having grown tired of a numbers-only game, he opened his brokerage In 2021. “The level of care [in wholesale] all the way around is way different. I don’t work on hours – I work on results.” As his business grows, Rami plans to have five loan officers on his team by the end of April.

Rami, a Hall of AIME Visionary Award winner, is renowned for his problem-solving skills while keeping things simple – including his tech stack and elevator pitch. Continuing into the unknown realm of mortgage rates, he asks other brokers, “What steps are you taking to generate business?” Perfect your elevator pitch, including questions such as “What types of qualities are you looking for?” Always stay in contact with the client and build a long-lasting relationship based on a clear understanding of their actual goals.

Rami recommends becoming familiar with your local market as a new Broker/Owner and keeping a growth mindset. “Take a second, slow down – everyone wants to go, go, go, but slow down and implement the things you’re learning.” 

Tune into the podcast now to learn more about Rami’s methods. 

Notes: 

1:40: From Retail to Wholesale Mortgage

14:00: A Simple, But Effective Tech Stack

17:00: Why Brokers Are Better

18:00: The Perfect Elevator Pitch

22:50: Get to Know Your Local Market

26:40: Rami’s Best Advice

This episode is sponsored by Homepoint

The post Prepping for Purchase Season: Perfecting the Right Conversations as an Independent Mortgage Broker (With Rami Daood) – Episode 110 appeared first on AIME.

Newman Mortgage Group‘s President and Founder, Matt Newman, began his career as a meteorologist. Realizing he was not fulfilled, he obtained his real estate license in 2006, survived the 2008 crash, then reevaluated his path in 2012. He joined Silverton Mortgage Specialists, Inc. as a loan officer in 2017 then opened his brokerage the same year.

Matt enjoys being a mortgage broker the most. “What I enjoy most is holding someone’s hand through the financial aspect of the transaction.” Matt advises new brokers, including those coming from retail, to “Find someone in the community that matches your style.” With rising mortgage interest rates and borrowers, “It’s all about setting up that expectation upfront.” 

Matt utilized his past client base as a real estate agent to become a 100% referral mortgage broker. A low housing inventory in the market allows Matt to compete with large mortgage companies and banks. “[You should go] at it with a heavy consultative model… it’s very critical in this market, leading to referrals.” Additionally, the listing agent is his target since he will be introduced to the buyer’s agent. Many of his referrals have also come from the Brokers Are Better Facebook group. 

Hear more advice from Matt Newman now. 

Notes: 

This episode is sponsored by UWM

The post Prepping for Purchase Season: Rising Mortgage Interest Rates with a Referral Business – (With Matt Newman) – Episode 109 appeared first on AIME.