Broker-to-Broker

Don’t miss Broker to Broker, Episode 208! Learn to easily & directly streamline your brokerage’s operations for exceptional client and worker experience with the Strategic Operations Explorer at CMS Mortgage Solutions, Dora Gonzalez!

Catch Broker to Broker, Episode 207! Learn how a history in mortgage law and retail leads to the fast track of wholesale success with Sr. Loan Officer at GoRascal and featured Fuse 2024 Panelist, Philip Lucrezia!

*NOTE: We apologize for the audio quality in this episode. Due to technical issues during recording, the sound may be less clear than usual. However, the insights shared by Philip Lucrezia are invaluable, and it’s still well worth a listen.

Key Points:

1:54 – Intro / From Law, To Retail, To Wholesale

12:09- Wholesale Misconceptions

20:00 – Mortgage Attorney Stories

26:05 – Philip’s First Fuse Experience

Philip has had an interesting journey towards becoming the successful broker he is today. After 15 years as a mortgage attorney, Philip realized his skills were leaving money on the table, so he entered into originating. Having worked in retail for multiple companies, Philip became frustrated with the limitations on the rates and services he could offer his clients, and chose to make the jump to wholesale.

It hasn’t even been a full year in wholesale, and Philip is already making massive waves in the market, and in the broker community; something that didn’t go unnoticed, when he was asked to be a featured panelist at Fuse 2024’s panel: Retail vs. Wholesale: Untold Stories of Brokers Who Made the Switch.

“Attending Fuse led to me to start hiring; I just didn’t feel like I was ready to do it until then.” states Philip, reflecting on his time at Fuse. “When I was talking with people at my company about Fuse, I really feel like it’s actually making me a better dad; one of the keynote speakers talked about how much your kids don’t do what you teach that day, but they do watch you go out, come home, putting the phone down, and being present in their lives. When I’m home, that’s just something that never really sunk in. That’s the last thing I expected that would come out of Fuse, was for me to come home and learn how to be a better dad to my kids… There’s some kind of magic that happens when brokers all get together. Seriously, when we get together and people are talking, the conversation and communication yields benefits you could never expect.”

Don’t miss Broker to Broker, Episode 206! Get guidance in how mutual sharing, education, support, and leveraging your broker peers is the secret to thriving in the wholesale industry with the Director of Sales at Next Door Lending, Gabi Wiartalla!

Don’t miss Broker to Broker, Episode 205! Learn how to grow, scale, and diversify beyond your own business for any market with the Founder & CEO of Homepie and Amerifund Home Loans, Brad Rice!

Catch Broker to Broker, Episode 204! Get a lesson in homebuyer service through Anthropology from Loan Originator at Lock It Lending and featured Fuse 2024 panelist, Melissa Tubau!

Don’t miss Broker to Broker, Episode 203! Learn the secrets to long-term success and 90% client retention from the Broker Owner of American Mortgage and Financial Services, George Burkley.

*Note: This episode was recorded before Fuse National Conference

George has been a mortgage broker for nearly 30 years, and he has the industry, association, and customer service skills & wisdom to show for it. He’s been a long-time beloved broker community member, as he’s always willingly shared his time, knowledge, and expertise to help ensure the success of his broker peers.

In this episode, George shares much of his hard-earned wisdom and discusses the system and business model he created. This model emphasizes relationship-building by providing thorough, long-term financial planning and education for his clients. These free, invaluable services, plus the additional non-mortgage financial services offered under American Mortgage and Financial Services, help George retain a large majority of his clients for return and repeat business.

“If you do business once with a client, you have a 30% chance of their return business. Twice is 50%, three times or more in 90%. So, sit down with a client and BUILD A RELATIONSHIP with them. Become their friend. Make sure they see you not as someone trying to sell them something, but as the person guiding them through buying a house, their insurance, and investments. Maybe someday down the road, you can show them how to retire with dignity. Then they’ll see you almost like family at that point. And that’s the best advice I can give to anyone entering the mortgage industry: You need to quit worrying about making money on your deals; the commission is just a byproduct, the relationship is the thing you need to build.”

Key Points:

0:40 – Intro / 28 years in Wholesale Mortgage

4:15 – Lessons and Relationship-Building

7:16 – Teaching Financial Literacy

14:55 – Anticipating Your Clients’ Needs WITH Market Changes

20:25 – Looking Ahead with the Broker Community

Join us for a special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s goals for local-scale brokers, featuring the Director of Membership (Local), Enrique Braunschweiger!

On this very special episode of Broker to Broker, we take you to Fuse 2024 in New Orleans to hear the keynote from AIME Chairman & CEO, Jonathon Haddad. Titled We Lead United: Revolutionizing the Market as the United Broker Community, hear Jonathon take the stage to outline his vision for the broker community and the mortgage industry’s future under his leadership.

Listen now to catch Jonathon as he doubles down on AIME’s mission to empower mortgage brokers to be the best versions of themselves for consumers and their community, and exactly how he elevated AIME’s old slogan from “Brokers Are Better” to “Brokers Are Best.” 

Brought to you by Fuse 2024 in New Orleans

Register for Fuse NOW w/ code: letthegoodtimesroll

Book your Hotel for Fuse 2024

It’s Broker to Broker’s 200th Episode! Join us for a celebration, as host Marc Summers is joined by special co-host AIME Chairman & CEO Jonathon Haddad as they look back at 200 episodes and discuss the broker channel’s past, present, and future.

To toot the podcast’s horn a bit because Marc’s quite humble, here are some of the accomplishments of Broker To Broker, since its debut in 2019:

We can’t thank the broker community enough for listening and tuning in all these years. We’re looking forward to 200 more episodes of talking to, highlighting, spotlighting, and celebrating the wonder broker community. May we keep fighting the good fight to support each other, our communities, and the homebuyers who need us the most.

Key Points:

1:34 – Intro / The Current Wholesale Landscape

8:11 – Broker Community Leadership: Lessons from the Top

19:12 – Podcast and Broker Community Stats: 2019 – Now

26:00 – Marc’s Host Reflections

30:42 – The Future of Wholesale

36:13 – Fuse 2024: Pivotal Moment in Broker History

This episode is brought to you by Fuse 2024 in New Orleans

Register for Fuse NOW

Join us for another special AIME Board of Directors spotlight episode of Broker to Broker! Learn the wholesale channel’s long-term goals for growth and scaling, featuring the Director of Growth, Julie Yarbrough!

Learn more about AIME Leadership and the elected Board Of Directors: https://aimegroup.com/about-us/

Already a leader in our industry, Julie is a Founding Partner of Empire Home Loans, a nearly four-decade industry expert, and a Hall of AIME inductee for her incredible career of giving back to the broker community long before she took on the role of AIME’s Director of Growth.

Julie shares her incredible knowledge and history in the wholesale channel to help predict broker futures. Don’t miss her invaluable knowledge and wisdom, as she’s charting the future trajectory of our industry!

Key Points:

1:30 – Intro / An Incredible Career, still In-Progress

4:38 – Selflessness as a Business Model

10:00 – Setting a Scaling Plan within the Broker Community

20:14 – Education as Growth Initiatives

29:26 – The Future of Wholesale

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