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

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

On this episode of Broker to Broker, host Marc Summers has an invigorating heart-to-heart with Broker Owner of Shields Family Home Loans and essential member of AIME’s Veteran Homeownership Committee, Brian Shields.

Brian shares exactly how he’s brought his marketing, his business, and his overall well-being to a new level through being ‘Heart Forward’ in everything he does. His social media presence and engagement are both incredible because he shares himself with his community. His peers, clients, and community all get to know him as a person just as much as they know his work. 

Brian shares his effective, time-tested strategy of sharing yourself and personal, daily life as the model for video content creation: “We don’t use it for marketing, we use it to provide for the communities and people that follow us. But, on the flip side, it does help because my audience realizes, ‘Oh, these are real, real people! They’re not scripted, and they’re not actors. So be as relatable as you can, very heart-forward. One of my favorite lines is ‘I don’t have to ask for business as long as everybody knows what I do’.”

“Go out and appreciate everything you got, and hold onto it with both hands.” Brian explains as he details his ‘Heart Forward’ way of engaging his clients that builds community and trust. “Give your clients the attention that they deserve.” Brian’s ‘Heart Forward’ approach exemplifies the core of what makes brokers great resources for their communities: “Give your clients the attention that they deserve. These people are leaning on us. They’re coming to you and me without even knowing who we are to say,’ Hey, I want you to handle me, my wife, and my kids buying a house.’ They’re giving you that trust. We can’t be desensitized to that. We’ve got to make sure that we’re appreciating that and giving everything that they deserve and more. And with that, they’ll never look anywhere else for mortgage assistance ever again.”

Key Points:

1:18 Starting the Broker Side Hustle, to the Broker Lifestyle

6:16 Sharing Yourself and Life as Video Marketing Strategy

11:11 Responding to Engagement to Create More Engagement

16:04 Treating Every Conversation as a New Relationship

21:04 Remaining ‘Heart Forward’ for Business and Mental Well-Being

27:27 Supporting those who Support You in the Community

This episode is sponsored by RCN Capital

On this episode of Broker to Broker, host JP Hussey learns about video content creation and how to pursue your own niche by the Broker Owner of Navigator Mortgage Brokers, Jason Turner.

Jason has over a decade of experience in the mortgage industry, and over that time, has become one of the community’s leading VA loan experts, as well as one of the most consistent content creators in the wholesale channel. Jason shares how he pursued and found his niche, which has led him to strong, business-growing relationships, as well as the basis for his marketing strategy.

Jason shares his secret to how he’s able to post high-level content so consistently: “My content day is Monday. I’ll actually bring a bunch of different shirts to the office and then just change my shirt, adjust the camera angle, and then it looks like it’s a different day where I do stuff off the cuff. I see a question online, I’ll do a real quick-hitter – I like to create my content all at once, just to have it done. I get it recorded, edited, and then posted and just spread it out through the week.” Jason shares his strategy for the rest of the week: “I like to plan on my content, and I actually do a lot of research online to see what other people are interested in or talking about. And then let me talk about that. What do the people want and what do they want to learn about? And then bam, here’s my timely take on that.”

Jason also shares his wisdom on how he was able to get over the hump of creating and releasing content: “Do what you’re passionate about – I’m passionate about the VA space, so it’s very easy for me to get behind my passion and then speak about it. So if you’re fired up about it, the nerves fall to the wayside. So if you do what you’re passionate about, it’s going to be really easy.” Jason’s advice for great business networking, knowledge building, and business growth are one and the same. “Target a niche. You can’t be everything to everybody. People know me as a VA guy. If I talk to a bunch of realtors and I sell everything that I have, I’m really not selling anything. But if I sell myself and what I do as a specialty, and then they have that need, then they think of me. So I would absolutely recommend going deep in a niche for whatever people want to do.”

Key Points:

2:50 From Laid Off, to Loan Processing, to going Independent

6:09 Opening up Shop during 2020

9:03 From Retail to Broker & the Tools of Wholesale

15:23 Expertise in VA Loans & Debunking VA Myths

22:51 Marketing and the Importance of Video Content Creation

30:05 Overcoming Yourself to Produce Relevant and Consistent Content

This episode is sponsored by AIME Member Portal (AMP)

On this episode of Broker to Broker, host Marc Summers learns of the invaluable innovations in networking and marketing from Broker Owner of Third Street Financial, Robert Mahaffey.

Robert shares exactly how he’s changing and elevating the game for networking and lead generation through organic relationship building, and with proving and providing value in his relationships. Robert has both of these techniques on display through the hosting of his new Realtor Mastermind session series, featuring top-ranking realtors.

Robert explains how the game for networking, lead generation, and marketing has changed for Brokers: “I did the parody of the ‘Call Me Maybe’ Carly Rae Jepsen song, poking fun at the way that loan officers still think they can market when refinances dry up. They’re like, ‘Hey, I just met you. Here’s my business card. Call me maybe!’. You just can’t go in with rate sheets and donuts anymore; that’s the old way that people did it. We’ve got to provide more value than we ever have before, and we have to prove and provide value before we ask for anything.”

Robert shares how he provides incredible value for those who attend and speak at his Mastermind Sessions, through graciously investing his time and providing the resources he has available: “I create reels for the agent, and then I send it to them and I say, ‘Hey, thank you so much for being my guest. I learned a lot about you. I think it was great whether we ever do a deal together or not. I know I’ve gained a new friend and hopefully, we’ll get to work together. But I wanted to give you something; here’s the whole recording of our mastermind. And, here’s 12 reels that I cut for you without me in it.’, It’s an organic thing where now I’m investing in them.”

Key Points:

1:11 From The Tech Industry to the “2nd Worst Job in America”

6:41 Independent from Day One, to Owning Third Street Financial 

11:33 Organic Leads from Organic Conversations

14:37 Proving and Providing Value — Hosting Realtor Mastermind

22:25 Leading by Example and Collaboration

28:35 Hall of AIME, and the Opportunity to Build Relationships

This episode is sponsored by Change Wholesale

On this episode of Broker to Broker, host JP Hussey sits down with Broker/Owner of Treasure Coast Mortgage, Emmett Dempsey.

Emmett has an invaluable wealth of experience that he’s bringing to the table. From globetrotting in the military, to varied jobs and positions within numerous channels in the Real Estate industry, Emmett has a perspective of the mortgage broker channel that few can match. 

Emmett shares the marketing and business strategies that he’s utilized to great success with Treasure Coast Mortgage, and notes that a business and marketing strategy can be one and the same; an established catalog of educational content. Emmett utilizes YouTube as means to educate and motivate tentative homebuyers off the fence, as to spread awareness of his brand by providing education and resources for borrowers.

Emmitt explains how easy it is to establish and build a catalog of content that resonates with people. “Explain different concepts to clients, like loan estimates and closing disclosures. Make those videos a part of your in-process marketing — you know when you record a video for individuals sometimes? Record it one time and it lives forever.” Emmitt explains how these videos are utilized: “Build a consistent catalog. As soon as they find content that they like, they’ll watch everything. They’ll get into a suggested video loop on YouTube, or they’ll dig through your Instagram to your old videos. Now, a common thing I hear is: I watched all of your stuff!”

Key Points:

4:10 From Korea and Kosovo, to Two Decades in Real Estate

9:41 Starting a Successful Brokerage in April 2020, and Thriving Through COVID

18:01 How to Specialize with Niche Loans

26:53 Marketing Strategies, and Inspiration from Gary Vee

32:56 How to Build Credibility through a YouTube Catalog

40:36 The Need for Brokers: 100,000 LOs chasing 1,000,000 Agents, Doing 3,500,000 Sales

This episode is sponsored by PRMG

On this episode of Broker to Broker, host Marc Summers sits down with a Mortgage Loan Officer at UMortgage, Kyle Koller.

Kyle shares his eclectic knowledge and expertise from both the professional and personal sides of the wholesale channel – from multiplying his overall business by streamlining his operations processes, to the unique and effective ways he’s able to maintain a healthy work-life balance.

Kyle acknowledges the pride and drive that comes with a successful position in the wholesale channel, and drives home the importance of utilizing your community and resources to take the best care of yourself. “Brokers are an amazing force. We can do so many great things and I feel like the sky’s the limit. And being able to turn that off sometimes is very hard.” He notes,  “Is being number one ruining your life balance? You’ve got to take a look in the mirror and realize, hey, I need to be the best dad tonight – I know on Monday I’m not going to be able to shut it off. Know your limitations, but also lean into what you have.”

Key Points:

0:00 Preparing for Hall of AIME 2023

3:16 From Dentistry to Mortgage Brokering

8:48 Streamlining Operations Through Pipeline Management 

13:38 Change Your Life with an Underwriter Cover Letter  

17:58 Phenomenal Operations by Leaning into Your Community

25:34 An Alter Ego to Carve Out a Work-Life Balance

This episode is sponsored by EPM

On this episode of Broker to Broker, host Marc Summers sits down with Broker/Owner of K2K Mortgage, Kris Radermacher.

Kris shares the secrets of how she’s established, maintained, and lived her memorable branding, and how she’s taken advocating for the betterment of her client’s long-term finances to an unprecedented level. From her returning clients, all the way to those who have only seen her K2K branding in passing –- there’s no denying Kris has made herself and her business unforgettable.

Kris shares how consistently going beyond the call of duty to advocate for even the toughest borrower cases has brought her incredible success in 2022. “It’s so important now to be giving that extra to people. Where brokers are so much better is that only brokers can do loans that most can’t, right?” Kris notes “Wells Fargo tells the client they can’t get approved, and never tells them how to fix their situation. That client may be able to get approved. It may not be as far away as we think.. And that’s where I think I’ve set my business kind of apart, is that honestly, I will have a talk with anybody. I tell agents, send in my way, let’s chat about it. Let’s see if there’s a fix.”

Key Points:

1:41 From Retail to Founding K2K in the Wholesale Channel

3:45 The Broker Boutique Process

6:37 Using The Experian Credit Report App to Clients’ Benefit

9:37 Reverse Bruised Credit for your Borrowers  

14:56 Making an Impression & Establishing Strong Branding

25:34 Investing in Yourself in 2023

This episode is sponsored by Homepoint

On this episode of Broker to Broker, host JP Hussey sits down with Thomas Sloan, Certified Mortgage Advisor at Capital First Mortgage.

Thomas shares his recent experiences of entering the Wholesale Channel just before the pandemic, and how navigating that environment was a crash course of how to succeed through the worst the mortgage industry had been since 2008. These experiences, in turn, made him a stronger advocate for his borrowers.

It’s evident that Thomas is a true mortgage expert and fiduciary – always looking out for his client’s best financial interests. “The harder you work, the more you stay in touch with your borrowers,” Thomas states. “The more you pay attention to their pennies and try to save them money wherever you can – the more they appreciate you, then refer you. Most of my business is referrals from my borrowers to other people, not real estate agents.”

Key Points:

2:44 From Hospitality to the Mortgage Industry

8:03 Becoming a Full-Time Broker

11:33 Working Lean with a Small Brokerage

15:57   Flexibility as a Business Model

19:57 Organic Leads Through Doing the Right Thing 

25:46 Taking the Time to Educate Realtors

29:57 Humanizing Yourself to your Borrowers

This episode is sponsored by RCN Capital