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Breon Price is a rapidly rising star in his native Ohio. The owner of Motto Mortgage, Breon has made impressive strides only a few years into his career as a broker. A former athlete who began as an underwriter, Breon made the transition to brokerage in 2018. A mere two years later he was made managing partner, a testament to his tenacity, work ethic, and drive to understand the game.  In this conversation, Breon shares his thoughts on what makes a broker successful in 2022. Price says that personal investment is criteria number one, citing a “skin in the game” mentality for associates at every level of his brokerage. “If a loan doesn’t close on time, that should hurt” he says. “Most operations fail because (that mentality) doesn’t carry through processing and closing.”  He also stresses the importance of building lasting relationships - not just with clients, but with realtors and builders. Price notes that nourishing these connections is often more fruitful than a purely client-driven approach. This dovetails with his calls to set goals for yourself and your business, and then attack those methodically. “My goal is to do 450 transactions this year - I’m not going to get 450 clients. I’m going to get 15 realtors and 3 builders, and get 20 loans from each of them.”  To Breon Price, face-to-face is still the crux of the business. He has no fears about the internet killing the broker business. He believes a good broker is an inimitable resource, a wealth of knowledge and support for the client. His approach is to use the tools technology provides, but to never lose that personal touch. He emphasizes the importance of building up local influence, within 15 miles or so. “Be the mayor of your local sphere” he says.  Price sees his role in the homebuying process as more than just a broker. He is a coach, a cheerleader, the guy you call to recommend a plumber or an appraiser. He is a professional facilitator, the lender clients know they can trust. Parting advice? “Don’t forget you’re in the service industry… I know I’m not going to make money on deals 1 and 2. But I will on deals 3, 4, 5, 6, 7, 8, and 9.”  Timestamps: 3:15 - Personal Investment and Attitude 9:20 - Why Rates Aren’t Everything 16:00 - Dominating the Local Sphere 27:00 - Providing Value to Clients This episode is sponsored by PRMG

Since 2018, Carrie Johnston has been the top producer in the state of Indiana. Carrie’s constant commitment to growing her brand is an inspiration to upcoming brokers nationwide. For over two decades, she has reigned as an unrivaled authority on the ever-changing world that is the wholesale mortgage channel. In this episode, we get her perspective on realtor relationships, staying up to date with industry trends, and the attitude required to succeed in a competitive field.  Ms. Johnston left her native Pennsylvania for the midwest while in pursuit of a Psychology Ph.D. A summer job selling airtime door-to-door led her into a brokerage office, where she was quickly scouted by the owner. “I’m a natural salesperson, and I’m very good with numbers,” she says. Carrie fell in love with the job, and 20 years later, her success speaks for itself. A stellar track record with Approved Mortgage granted Carrie a shop of her own, which she has piloted to steady acclaim.  As a broker, Carrie is known for her meticulous attention to detail and unparalleled mortgage expertise. The key to staying successful for two decades? “Embrace the change,” she says. “Treat change as an opportunity, not a challenge.” The common denominator amongst top producers, according to Carrie, is that, “Everyone is 99% purchasers. They are all competitive, they don’t make excuses, and they seek to control their own destinies.”  The other factor in generating record revenue is forming and sustaining relationships with realtors. This, says Carrie, is what is going to provide your business with the greatest consistency. She stresses the importance of demonstrating confidence and authority, of making yourself someone people want to know. “Toot your own horn… don’t ask for business, just make it happen.” When it comes to staying top of mind for realtors, Carrie says that showing up at the right times - i.e closings - is huge. But she also says that once you’ve established trust, to let the results do the talking.  Her advice to upcoming brokers is twofold. Point number one: “Track everything.” Ms. Johnston uses a detailed spreadsheet system to keep tabs on every aspect of the process, increasing efficiency and eliminating errors. The other? Be genuine in your relationships, place your expertise at the forefront, and highlight your value. After all, that’s the greatest point of separation between you and your competition. “I try to approach realtors as I would want to be treated,” she says, “and I can buy my own lunch.”  Times:  (1:25) - Introduction To The Wholsale Channel (6:45) - Embracing Change (11:00) - Taking Initiative  (19:00) - Common denominators for success (22:00) - Quality over quantity (29:00) - Parting thoughts  This episode is sponsored by Guaranty Home Mortgage

We are joined this week by Dario Medrano, Broker/Owner of Home Field Lending in Las Vegas, Nevada. Mr. Medrano has enjoyed tremendous success, excelling as both a broker and a mortgage content creator. His TikTok videos regularly accrue thousands of views, with rookie and veteran brokers alike seeking out his insights. Dario and Marc also discuss that while homeowners of the future all have eyes on TikTok, the real value proposition currently comes from its recruiting power, which is especially beneficial for Dario’s growth-first mindset.  A former D1 baseball player, Dario starred on the popular reality TV show, “The Challenge.” Looking to turn his fledgling personal brand into a career, he moved to LA to pursue real estate. Working for a large retail shop proved unfulfilling, with little guidance and few leads.  A change to Bank of America provided the opportunity to start working with real clients and authoring deals. In 2017, Dario attended an AIME conference, where he saw Matt Ishbia speak. “I still have his business card in my wallet,” Medrano says. “I never looked back.”  Medrano started his own shop from the ground up, committing fully to the wholesale channel. He was attracted to the self-starting, entrepreneurial lifestyle of a wholesale broker. To him, independence is the key to scalability. He stresses that starting from scratch might seem daunting, but that it's more than possible with the right mindset and help from AIME. “There are guardrails up,” he says. “I knew nothing when I first started.”  Now, he gets “3 to 4 emails a day” from loan officers looking to join his growing company. He has refined his process and believes that letting green brokers learn on the job is crucial to their success. Dario’s goal is to grow his company and achieve massive impact. The key, he says, is an influx of talent. “From day one, I wanted to scale,” he says. “The only way we’re going to grow as a channel is if somebody can give these guys an opportunity.” He wants prospective brokers to know that success is well within reach if they’re willing to work for it. “You can be a loan officer and overnight have a legitimate asset - not just a cell phone with a couple realtors in it.  Tune in for Dario’s expert advice on how to develop your personal brand and create engaging content. Authenticity, he says, is the deciding factor. People don’t want advice on how to be a broker - they want to know what it’s like to be a broker. Let your true self shine through, and success is sure to follow.   (2:32) - Entrance into the Industry  (8:10) - Getting Guidance (12:42) - Creating Compelling Content (21:30) - Onboarding and Developing Green Brokers This Episode is Sponsored By EPM

Two powerhouse lending leaders of the wholesale channel sit down for this monumental meeting of the minds to discuss the history and the future of wholesale mortgage lending and why they have given up on a retail division, deciding instead to go all-in on mortgage brokers. UWM President and CEO Mat Ishbia and Homepoint President & CEO Willie Newman talk about the facts that prove why the wholesale channel is not just better for brokers, but better for REALTORs, real estate agents, and, most importantly, better for borrowers.  But Mat and Willie aren’t just here to SAY that brokers are better. They have the irrefutable evidence to prove it. 2018, 2019, and 2020 HMDA data shows that lower upfront costs and lower rates leading to lower payments over time lead to an average of $8,000 in savings for each consumer who uses a mortgage broker instead of a retail banker. Mortgage brokers also go out of their way to help those disproportionately ignored by the big retail banks. Whether it’s loans that take more time and are harder to close as a result of borrowers’ bruised credit scores or low-moderate incomes, or if it’s borrowers who are disproportionately ignored during the homebuying process like BIPOC or military veterans, brokers consistently go above and beyond to help their neighbors. Independent mortgage brokers are located in the communities they serve, sitting alongside the same little league games and waiting in the same lines at the grocery store as the homeowners with which they helped purchase their dream home.  Willie Newman likes to say, “I was there at the beginning.” Before Willie’s mentor Stan Rhodes molded the concept of the modern-day mortgage broker in the 80s as a result of the Savings & Loans crisis, most mortgage brokers only did hard money loans for unique loan scenarios. Understanding that dislocation creates opportunity, Rhodes utilized the influx of loan officers let go after the S&L crisis to catapult his small lending institution into a top 5 national originator.  Mat Ishbia shares a similar story when it comes to the growth of United Wholesale Mortgage. When Mat came aboard, UWM had a staff of 12 people. After learning every side of the business, working in operations, marketing, and as an AE, Ishbia purchased the company. Deciding to focus exclusively on wholesale, Mat has since grown UWM to 8,000+ employees. The fallout of the 2008-2009 financial crisis and market crash disproportionately affected mortgage brokers compared to retail banks. And while it’s always easier to point fingers and blame outside sources, mortgage brokers instead looked inward and have since built back their book of business around tighter restrictions and lower margins. These mass layoffs we are now seeing from retail banks and lending institutions are a result of their infrastructures being built around bloated margins and higher interest rates.  Before the crash, back when each brokerage was on its own with little to no support, mortgage brokers held a 50%+ market share. Now with the support of AIME and broker-focused lenders like Homepoint and UWM, mortgage brokers are set up to succeed long-term like they never were before. They have the technology, service, support, and partnerships of the leading lenders in wholesale and will be able to utilize these advantages to take back the majority of the market share. And unlike retail, where the banks and lenders hold their employees accountable, it’s the brokers who have the power. Ishbia and Newman both agree that it’s up to them to win each broker’s business, not the other way around. If a broker doesn’t like a certain lender's pricing, technology, or servicing, then there are dozens of other lenders through which brokers can shop their loan. Mat and Willie also understand that it’s not exactly easy to make the transition from retail-to-wholesale when you have lots of loans in your pipeline, but they emphasize that now is the time to make the switch.

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: (2:20) Introduction to the Wholesale Channel(6:00) Transitioning from Retail-To-Wholesale(10:01) Developing Realtor Relationships Through Marketing(23:50) Leadership & Training Style(33:57) Parting Advice This Episode Is Sponsored By Mobility Market Intelligence (MMI)

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: (2:49) Intro To The Wholesale Channel(15:30) Importance of Authenticity (31:17) “Just Do It” Mindset(35:45) Parting Advice This Episode Is Sponsored By Homebot

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: (1:49) Transition from Retail-To-Wholesale(10:30) Brokerage Breakdown(17:20) Navigating Non-QM(22:15) VettedVA & Brokers Are Better Network(37:06) Culture This Episode Is Sponsored By REMN Wholesale

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: (1:50) Family Business(4:51) Company Culture & Growth(12:00) Tech Stack & Lender List (19:00) Financial Literacy & Ethics (30:52) Parting Advice  This Episode Is Sponsored By leadPops

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 Scottsman 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:  (1:45) Transition from Retail-To-Wholesale(14:45 ) Assembly Line & Support Staff(23:07) Luxury Jumbo vs First-time Homebuyer(31:58) Tech Stack(36:23) Parting Advice  This Episode Is Sponsored By AmeriSave Wholesale Mortgage Solutions

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

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

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)

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

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:  1:45: Intro7:00: Creating a 100% Referral-Based Business11:50: Tackling Interest Rates on the Rise16:00: Pitching New Products18:40: What’s In My Tech Stack?29:00: Advice To New Mortgage Brokers This episode is sponsored by UWM

Eric Eisenberg, President of Expert Home Loans, started his mortgage career at 16. As he delivered food to a local mortgage broker in New York, he was offered a part-time job in high school. As early as day three of the new position, Eric was generating eight leads a day.  After attending college for one year, he started selling subprime mortgages with his older brother's friends. With a passion to advance his career, Eric applied multiple times to work at Morgan Stanley but was rejected since he did not have a college degree. With a determined mindset, Eric was hired as a Financial Advisor at the company, then moved to Merrill Lynch.  Eric attributes his success not only to his past but also to his processes. One of them is cold calling. “Cold calling is an art form,” he says. “The trick is to add value outside of closing deals.” Find out what the client is struggling with, and how you can assist.  Second, leverage Non-QM and Jumbo loans; become an expert in both of these products. “Read the guidelines. Read the updates,” Eric states.  Lastly, when speaking to a 'new build' client, learn to push your services. The builder's lender will offer plenty of credits to borrowers, but understand where those credits are coming from. Eric says to always remind the client that you'll have their back throughout the process.  Eric encourages novice wholesale mortgage brokers and loan officers to stay ahead of deals. “That’s going to be enough with communication, and you’re going to give the client such good service,” he says.  Learn more about how to improve your processes by listening now. Notes: 3:00: Intro17:50: Mortgage Broker Cold Calling Tips24:00: Understand Non-QM Loans and Jumbo Loans35:00: Mortgage Brokers vs. New Construction44:00: Advice for New Wholesale Brokers and Loan Officers47:00: Mortgage Market Predictions for 2022 This episode is sponsored by AmeriSave

From mortgage application to closing, Fannie Mae West, the President of OPTIST, Inc., offers a clear process. With a name meant for the mortgage industry, Fannie entered the market in 2007 after partnering with a real estate agent. After her brokerage closed, she worked in correspondent lending while searching for a new career path.  Fannie Mae opened OPTIST, Inc. in February 2021 after receiving the AIME Spark grant. “Follow your dreams, don’t be scared to make a change,” she says. “The good outweighs the bad. As long as you bring YOU to the table and what makes YOU successful, then you can make it.”  As mortgage rates increase, creating the right mortgage loan process is key. Fannie Mae heavily relies on technology, yet maintains a personal touch. Her tech stack includes a pre-approval app, ARIVE, and a CRM. In order to reduce the number of emails, she uses an online portal where customers can upload their documents.  When she receives a mortgage loan application, she schedules a consultation with the borrower. “The pre-approval has to be solid,” she states. Before sending the file to underwriting, Fannie Mae scrubs the file so that there are as few conditions as possible. Once a clear to close has been achieved, Fannie Mae communicates clearly and simply with the borrower about the next steps. "Moving Day Meals" are part of her mortgage post-closing procedures, in which food is delivered on the day the borrower moves in. In addition, she mails closing gifts. Fannie Mae, a veteran of the Army, is an active member of her local community. She belongs to a group for women business owners, serves on the board of a local non-profit organization, and owns a ministry titled Chosen to Live. She also offers financial workshops and seminars to first-time homebuyers.  Fannie Mae credits AIME with helping her achieve her goals. “I go into the [Facebook] groups and I get so much information. I was able to save a deal from the information I read in Brokers Are Better.”

Broker/Owner of Destiny Mortgage Lending, Melanie Walburg, turns to unique sources for mortgage lead generation. “Grow and thrive, think outside the box,” she advises. During the past two years, she has originated over $60 million in mortgage loans in the state of Georgia by connecting with CPAs, divorce attorneys, and clients who have purchased or refinanced a home. “It’s all about the units. Every loan is a potential referral connection for other clients,” she says. Don't be afraid to offer help to others in the Brokers Are Better, VIP, and Women's Mortgage Network Facebook groups. As a result of helping other brokers, Melanie has been able to gain referrals. Melanie is a seasoned mortgage professional with over twenty years of experience. Originally hired as a receptionist for a construction finance company in 1995, she was soon promoted to an executive position. Following, she became a loan officer, then she started her brokerage in 2005. After surviving the 2008 crash, she kept her advice of working hard, maintaining good ethics and morals, and pivoting into the future. “You have to prepare for the lean times,” she advises.  Keeping honest communication is always important, but during this year's rising interest rates, it is even more crucial. Keep the listing agent informed of any updates, including when the appraisal is completed and the disclosures are available. Only ask for what the underwriter will ask for - don't overburden the borrower with paperwork. “It’s all about the experience, for both the borrower and the real estate agent.” Notes: 1:30: Intro6:00: On Becoming a Mortgage Broker7:00: A Recipe for Longevity12:20: How to Generate Leads Organically for Mortgage Brokers20:00: Honest, Open Communication26:00: BRAWL Spectrum Test29:00: Gaining Referral Sources from the Community36:50: Recommended Tech Stack and Mortgage Processes This episode is sponsored by leadPops.

The President of Prime Mortgage, LLC, Janine Kempfer, has more than 25 years of experience in the mortgage and real estate industries. Despite purchasing her own home in her 20s, she faced challenges and eventually had to rent an apartment with her son a few years later. Having learned the burdens of saving money for a house, she developed a passion for real estate and became a real estate broker while working in corporate America.  In addition to showing houses while in school, she also originated mortgage loans. When her living situation improved, it was time to focus on the community. After being laid off from her corporate job, she turned to residential real estate full-time and became an AE until the 2008 financial crisis. She switched to franchising and bought a company that rented new houses out to potential homeowners on a rent-to-own basis, then and a Snap Fitness with her husband.  Eventually, the businesses were sold. “I never look at closing a business as a failure because you learn so much. I’ve learned so much about business, how to deal with people, and about myself - how do I handle adversity, or how do I handle success? If you aren’t seeing success, how do you build on that and make it something more?” Since opening Prime Morgage, LLC six years ago, Janine has never looked back. Beginning alone, she acquired a team including a third-party processing company, and now she has two assistants, one of whom is her sister. She has remained a consultant for The Franchise Consulting Company. Her extensive background allows her to understand a wide range of aspects of the business.  As a triathlon athlete, Janine draws inspiration and dedication from her fitness training for her business. Despite experiencing nuisances during her career as a diverse woman, she has always maintained her vision and stayed connected to what she wants. “Get your vision in place, and don’t let anything stop you from reaching your goal. Things will be hard and go up and down, but if you have in your heart what you’re trying to accomplish, nothing can stop you.”  Janine was recognized as a Sparking Change winner in the Minority category at Hall of AIME. She is most passionate about teaching others about the impact this industry has on the local community while making sure people are educated about the past and present and what it will take to change it. “We have to have a better answer than someone can just Google. Personalizing and customizing solutions for clients is what we do.” Notes: 2:30: Intro8:00: Mortgage Originator, Real Estate Agent…And Corporate America14:00: Pushing the Limits as a Female Business Owner32:00: How Brokers are Impactful Educators for Communities42:00: Advice for New Broker/Owners This episode is sponsored by REMN.

Shawn Williams, a former Division III basketball point guard, developed a winning mindset early. As the Founder and President of Fortis Mortgage and Ailen Capital, he has helped thousands of families in Washington, D.C., Maryland, and Virginia, become homeowners or refinance their homes. As a Founder of Black Men Ventures, a non-profit that provides access to capital and networking to black male founders with less than a million dollars in revenue, and as the Founder of Kid From Greene, a non-profit that provides transportation services for local at-risk youth, Shawn is deeply embedded in the community. A certified Eric Thomas & Associates LLC speaker, he speaks passionately about goal-setting, mentorship, entrepreneurship, and various mortgage-related topics and sits on the board for the Maryland Mortgage Bankers and Brokers Association, Inc. and Juice 4 Life, Inc.  In 2005, after spending time with NPR and telecommunications companies, including Verizon, Shawn was introduced to the mortgage industry by his best friend after the death of his grandmother. Following the 2008 crisis, he started his own branch and rose to management in 2011, then to District Manager and then Executive Leader. In 2018, Shawn decided it was time to become a Broker/Owner, fueled by his passion for breaking down barriers to homeownership.  Shawn leads a small but powerful team that keeps growing. Six months ago, he hired a new Loan Specialist, and he works closely with his mother, an Executive Assistant, two Client Success/Services professionals, and a Business Development Manager. He designed front-end and back-end systems using human-friendly technology, including personalized BombBomb videos that go over disclosures with borrowers via video; this personalized touch results in high Google Reviews from clients regarding how efficient the process is.  For new Broker/Owners, those thinking about starting their own brokerage, or those who are reinventing themselves, Shawn recommends, "People first, money will follow." Plan some procedures, invest in education for borrowers, and be fair and humane in everything you do. Notes:  2:00: Intro8:00: Minority Entrepreneurship27:00: Relationships Are Key29:30: The Right Teamwork, Tech, and Systems40:00: Reinventing Yourself: Advice for Success This episode is sponsored by Brokers Are Better.

Sal Ali, Director at InstaMortgage, has been working in the mortgage industry since he was 23 years old. Upon being offered a job at his brother's brokerage, he entered the wholesale world.  Today, Sal is a top-three originator for VA loans and VA IRRRL products in the country. Formally known as Arcus Lending, InstaMortgage recently ranked as one of Inc. 500’s Brokers of the Year and Fastest-Growing Private Companies in America, number 110 on the 2021 North America Technology Fast 500, and the fastest-growing private company in 2021 by the Silicon Valley Business Journal. It was started by Shashank Shekhar during the 'dark times' of the mortgage industry - 2008 - and presently provides services to over twenty-five states. What is Sal's secret to success? “Time, patience, and risk. You have to take the risk,” Sal says. Investing in yourself and your capabilities, along with well-planned processes and strategies, are the keys. Initially, Sal used direct mail to build his client base, and then he kept scaling what worked. In lieu of selling, he demonstrates his abilities and discusses the borrower's central plan. Three referrals should result from every closed deal. “You gotta be timely.” Always remain upfront and transparent with a borrower if a problem arises, such as an underwriting issue. “If they don’t qualify, you have to pick up the phone and call them. Don’t take it on yourself; reach out to your resources and be upfront with who you’re working with.” Sal also reaches out to real estate agents to offer his expertise on a specific product. “Send me your VA business, and I will show you what I can do for you.”  Establishing quarterly benchmarks, and having the right technology in place, including lead generation systems and LOS, is paramount. Choosing the right technology stack can have a significant ROI, but it's best to start small and grow it over time. In each quarter, Sal has improved one efficiency, mostly technology. “It’s important when you invest in the technology that you build it out to what you want.” With Shashank, he has developed a new AI assistant, Rachel, to help answer mortgage questions and locate client files. She is the first AI assistant in the mortgage industry. What are Sal's predictions for the mortgage market in 2022? “The same wave that happened in 2017 is happening now - the refi boom is gone, and it’s now a purchase market. There’s always going to be a niche product no matter what the market.” When Sal isn't closing loans, he serves as the Education Chair for the Dallas Chapter of the VA Real Estate Professionals, educating real estate agents and borrowers on the VA product.  This episode is sponsored by AFR Wholesale. Notes: 1:25: Intro4:00: Generating Mortgage Referrals8:00: Taking Risks and Setting Benchmarks25:20: Meet Rachel, the First AI Assistant in Mortgage27:25: Solving Mortgage Problems31:30: Questions from the Broker Community