Episode 68: Adaptability, Resilience, and Leading Through Uncertainty with Christine Beckwith Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Christine Beckwith, CEO of 20/20 Vision for Success Coaching & Consulting. Jonathon and Tommy are joined by Christine Beckwith for a deep conversation about what it takes to survive and thrive in any market. Christine shares her journey through multiple industry cycles, the importance of adaptability, and why the ability to pivot is the single most important skill you can develop. Broker Buzz – Whether a self-employed borrower with only one year of tax returns and no prior filing history can qualify, and how to handle the conversation with compassion. – Options for a bartender who does not report cash tips but deposits them weekly, including why verifiable income matters. – The quickest way to put a lien on a free and clear property for a VA cash out refinance. Sales Training | Adaptability Is Survival   Christine shares her story, where she started as a credit union teller at eighteen and taught herself to calculate actuated payoffs when no one else would. That hunger to learn carried her through countless market cycles, layoffs, and the closure of a national mortgage company. If you are waiting for the market to return to what it was, then you are already falling behind. The brokers who are seeing the most success are the ones who figured out the market and got ahead without staring in the rearview mirror. The ability to adapt, break bad habits, and do the things you don’t want to do is what separates everyday brokers and the most successful individuals in the industry. Story Time | Happiness in Family and Relationships  The fortune cookie this week hits close to home for everyone. Christine talks about moving back home to be closer to her family after her sister passed away. Jonathon shares how his wife has taught him to prioritize those who matter most, leading to hours of precious family time getting recorded to look back on in the future. Tommy looks ahead to a trip with his parents and how much experiences like that can mean to us. The message is simple. Happiness is not found in production numbers. It is found in the people you love and the moments you create with them. Listen wherever you get your podcasts Subscribe on YouTube for new episodes every week #Adaptability #Sales #MortgageIndustry #Training #Resilience #HousingMarket #RealEstate #Lending #BrokerCommunity #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network The post Broker Power-Up Podcast: Episode 68 appeared first on AIME.

Episode 67: “This Happened. Now What?” Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager. In this episode, Jonathon shares a deeply personal story about his great-grandmother, who lost everything and still found a path forward. Her motto, “This happened, now what?” became the foundation for a three-step framework that applies to sales, business, and life. Broker Buzz – Whether a mortgage debt can be excluded from DTI if someone else has been making payments for three years, and why being on the original note is the key. – How sellers can request cross qualification with a preferred lender without violating RESPA, and where that fifteen hundred dollar credit is actually coming from. – How to prove IRA distributions when a provider like Charles Schwab will not issue a letter, and where to find the right form. Sales Training | Stop Selling from Emotion  When Jonathon’s great-grandfather passed away, his great-grandmother was left with nothing. Instead of losing hope, she walked the cobblestone streets selling olive oil to feed her children. Her philosophy was simple: ‘This happened, now what?’ The full explanation of how to apply this in your everyday life and business is in the episode, but the core message is very simple. Do not let emotion cloud your response. Focus on what is in front of you and take the next step. Story Time | A Deep and Meaningful Conversation The fortune cookie this week promises that a deep conversation with a close friend will lead to a breakthrough. Jonathon reflects on how those moments have shaped his life, especially when people who know him well help him see things he cannot see himself. Tommy adds that these conversations only work when trust is already built. So remember to never underestimate the power of honest dialogue with the right people. Listen wherever you get your podcasts Subscribe on YouTube for new episodes every week Schwab IRA Distribution Form: https://www.schwab.com/resource/ira-distribution-form #MortgageBroker #SalesTraining #Resilience #Mindset #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network The post Broker Power-Up Podcast: Episode 67 appeared first on AIME.

What if the hardest thing that ever happened to you was actually the thing that set you up for your greatest success? In this episode, Amanda LeDuc sits down with Allison Thenhaus for a conversation about resilience, reinvention, and building a business that truly fits your life. Allison shares her remarkable journey from a life changing detour in her twenties that forced her to rebuild, to becoming a thriving mortgage professional who now travels seventy days a year with her daughter to horse shows while closing over one hundred loans annually. She also gets real about the fear of letting go of control, the process of hiring her first loan officer, and why watching that partnership change someone else’s life has been more rewarding than any ranking or paycheck. If you have ever wondered how to scale your business without sacrificing your family, you can expect this episode to resonate with you in a special way. Subscribe to our channel and join the movement! Listen wherever you get your podcasts. #WMN #WomenInMortgage #Resilience #ScalingYourBusiness #MomLife #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney The post Women’s Mortgage Network Podcast: Episode 25 appeared first on AIME.

Episode 252 Host: Marc Summers (AIME’s Founding President) Guest: Christine Beckwith (CEO of 20/20 VSC) This week’s episode features Christine Beckwith, a mortgage industry veteran with decades of experience in roles like executive leadership, origination, and master coaching. As the CEO of 20/20 VSC, Christine has built a comprehensive coaching platform designed to help originators and leaders reach new heights. In this episode, she offers a strong perspective on the current economic climate, highlighting what has changed in the refi market and how originators can put themselves in position to win despite a rate-resistant environment. Key Takeaways: – Why the current market requires a shift in mindset, not just harder work. – How to vet and build relationships with your realtor partners the right way. – How to overcome rate objections by focusing on total cost and financial security. – Why building a business plan is just the beginning and accountability is the real work. Golden Nugget: “It’s not about saving rate money anymore. It’s about saving the American homeowner from themselves.” Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. Join AIME: aimegroup.com/membership #MortgageCoaching #SalesMindset #FinancialAdvocacy #RefiOpposition #EconomicOutlook #OriginatorSuccess #ChristineBeckwith #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network The post Broker to Broker Podcast: Christine Beckwith – Ep. 252 appeared first on AIME.

Episode 66: Controlling the Conversation Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager. In this episode, Jonathon and Tommy break down advanced sales techniques for taking control of conversations with clients, agents, and team members. Jonathon shares a six step framework that moves beyond basic objection handling and into true conversation leadership. Broker Buzz – The best tools for seamless team communication, including Slack and Roam, and how to set up channels that reduce noise and prevent burnout. – The good, the bad, and the ugly of working with a coach, and why execution matters more than the content. – How to build relationships with listing agents using Monday check-ins and Friday closeouts that show organization and professionalism. Sales Training | Six Steps to Control Any Conversation  Early in his career, Jonathon would chase every objection and get defensive the moment a client pushed back. Over time, he developed a six step framework that changed everything. The full breakdown is in the episode, but the core philosophy is simple. Stop chasing the first objection, learn to reframe instead. Give clients lanes rather than letting them dictate every direction. Do not be afraid to recommend a path forward, even if it is not what the client initially asked for. And always end with a clear next step, never a vague “let me know what you think.” The goal is not to win an argument. The goal is to lead the client to the best decision for their family. Story Time | Follow the Path of Gratitude  Jonathon reflects on how pausing to appreciate what he has always shifts his mindset, even when life gets chaotic. Tommy shares that he has replaced quick “thanks” responses with “I appreciate you,” a small change that deepens every interaction. It’s a nice reminder that gratitude isn’t a feeling, but a practice. Listen wherever you get your podcasts Subscribe on YouTube for new episodes every week #MortgageBroker #ConversationSkills #Coaching #Communication #ListingAgents #CashToClose #Gratitude #ProfessionalDevelopment #MortgageIndustry #BrokerCommunity #RealEstate #Lending #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network The post Broker Power-Up Podcast: Episode 66 appeared first on AIME.

Episode 251 Host: Marc Summers (AIME’s Founding President) Guest: Ryan Whitfield (Home Loan Specialist at C2 Financial) This week’s episode features Ryan Whitfield, who spent a decade as a pastor before transitioning into the mortgage industry. Ryan shares how his background in building trust and connecting with people became the foundation of his lending business. From struggling with internet leads to building a referral based model around first time homebuyers, Ryan offers a refreshing perspective on partnership, family, and finding your true value add. Key Takeaways: How his previous careers became the bridge to successful lending. The difference between a vendor with the lowest rate and a true mortgage partner. Why consistency and communication matter more to partners than gifts or gimmicks . The importance of scaling your team to buy back your time and protect family priorities. Golden Nugget: “If your greatest value add is the lowest rate, then you better be committed to having the lowest rate in your town. Otherwise, figure out what your value actually is.” Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. Join AIME: aimegroup.com/membership #FirstTimeHomebuyers #ReferralBusiness #MortgagePartnerships #WorkLifeBalance #C2Financial #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network The post Broker to Broker Podcast: Ryan Whitfield – Ep. 251 appeared first on AIME.

Episode 65: Leading the Conversation with Confidence Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager. In this episode, Jonathon and Tommy share practical strategies for taking control of sales conversations without being aggressive or rude. Drawing from lessons learned in his grandmother’s home, Jonathon explains how to be direct, kind, and effective all at once. Broker Buzz – Whether a property inspection report can be transferred like an appraisal, and what happens when Freddie Mac’s AUS findings change. – How to handle a borrower with past financial crime convictions, including when to call the lender directly and when to walk away. – The right way to qualify restaurant income with tips, including separating tips as commission income and using year end pay stubs. Sales Training | Five Steps to Lead Any Conversation  Jonathon shares five steps for taking control of sales conversations while keeping the client feeling heard. First, lead with confidence. Start with questions like “What matters most to you and what would make this a win for your family?” Second, ask better questions that cannot be answered with yes or no. Third, tell the truth early, but without an “I told you so” attitude. Fourth, stop chasing people who are not serious. If a client will not commit after you solve their problem, they are not a priority. Fifth, be okay with silence. Hit mute, wait, and let the client think. The person who speaks first after a tough question often loses the leverage. Tommy adds that the best sales conversations are like a ‘choose your own adventure’ novel. The client/reader makes the choices, but you are the author who sets the paths. Story Time | June Is Filled with Laughter and Fun Months ago, a fortune cookie promised that June would bring laughter and fun. Jonathon and Tommy set a calendar reminder to check back. Now, Jonathon is in Las Vegas for his wife’s birthday, and Tommy is preparing for a beach trip with family. The cookie was right. The message is simple. Plan the fun, mark the calendar, and let yourself enjoy it when it arrives. Listen wherever you get your podcasts Subscribe on YouTube for new episodes every week #MortgageBroker #SalesTraining #ConversationSkills #LeadGeneration #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network The post Broker Power-Up Podcast: Episode 65 appeared first on AIME.

In this episode, Julie Yarbrough sits down with Elizabeth Cassidy, an Air Force veteran, military spouse, and mother of four who also happens to be one of the most outspoken and successful VA loan officers in the country. Elizabeth shares what it really means to fight for veteran families, from the moment a listing agent told her an amputee from Afghanistan didn’t have “enough skin in the game” to the cease and desist letters she’s turned into paper airplanes. She also talks about balancing a two hundred unit per year business with cooking dinner every night, cheering on her competitive cheerleader daughter, and why she stopped caring what other people think of her “unprofessional” opinions. If you have ever been told to tone it down or wondered how to build a business without dimming your light, this conversation is for you. Subscribe to our channel and join the movement! Listen wherever you get your podcasts. #WMN #WomenInMortgage #VALoans #MilitarySpouse #VeteranOwned #TopProducer #WomenInLeadership #Empowerment #BrokersAreBest #AIME #Podcast #Network #MortgageJourney The post Women’s Mortgage Network Podcast: Episode 24 appeared first on AIME.

Episode 250 Host: Marc Summers (AIME’s Founding President) Guest: Tanner Mulvihill (Owner and Senior Loan Officer of Bayfield Home Loans) This week’s milestone 250th episode features Tanner Mulvihill, a former United States Marine turned mortgage broker who has spent over two decades perfecting the art of the bold move. Tanner shares his three stage blueprint for loan officers: how to survive and thrive as a new LO, how to lock in systems and past client relationships in the middle years, and how a bold relocation can breathe new life into a veteran’s career. Key Takeaways: The ninety day grind: open houses, Facebook videos, and thank you cards for new loan officers. Why sending a thank you card every time you pull credit can save deals and build loyalty. The pizza strategy: how one loan for a military unit turned into forty closed transactions. Moving to a new market as a veteran loan officer to reset relationships and find new opportunities. Golden Nugget: “If you don’t have the gift of rolling out of bed and getting a two million dollar deal, you need to grind. The true top producers have both the gift of luck and the gift of drive.” Subscribe to Broker to Broker on YouTube, Spotify, or Apple Podcasts. Join AIME: aimegroup.com/membership #VALoans #Veterans #LoanOfficerTips #MortgageSystems #BoldMoves #NewLoanOfficer #ReferralBusiness  #BrokerToBroker #MortgageTech #BrokersAreBest #AIME #Podcast #Network The post Broker to Broker Podcast: Tanner Mulvihill – Ep. 250 appeared first on AIME.

Episode 64: How & When to Fire Your Real Estate Agent Hosted by Jonathon Haddad, AIME’s Chairman & CEO, alongside Tommy Golightly, AIME’s Marketing Manager. In this episode, Jonathon and Tommy discuss a difficult but necessary skill for any loan officer: knowing when a partnership is doing more harm than good and how to end it professionally. Broker Buzz – The latest AI compliance guidance from Fannie Mae, including the eight things every broker must do regarding governance, documentation, accountability, and oversight. – Financing options for a borrower with a 600 FICO, who needs cash out of an investment property for repairs. – How to document foster care income for a mortgage, including the letter from the state and the twelve to twenty four month history requirements. Sales Training | How to Break Up with a Bad Agent  Not every relationship is worth saving. Jonathon shares a four step framework for professionally ending a partnership with a real estate agent who only calls with fires, blames you for everything, and never sends referrals. Step one, decide before the call that you are communicating a decision, not negotiating. Step two, be direct and professional. Start with “We are about to have an uncomfortable conversation.” Step three, give a clear reason without over explaining. Step four, do not take the bait. Keep it simple and walk away with clarity, not conflict. Ask yourself one question before you keep trying to save a bad relationship. Am I fighting for this because it is valuable or because I do not want to admit I let it go on too long? Story Time | September Surprises  The fortune cookie this week looks ahead to September as a month of unexpected surprises and opportunities. Jonathon connects it to Fuse, his kids’ birthdays, and the natural rhythm of conference season. Tommy shares plans for a birthday trip to Austin to reconnect with old friends. Listen wherever you get your podcasts Subscribe on YouTube for new episodes every week #MortgageBroker #AICompliance #FannieMae #RealEstateAgents #SalesTraining #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #ProfessionalDevelopment #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network The post Broker Power-Up Podcast: Episode 64 appeared first on AIME.