Episode 70: Maybe It’s Not The Leads? Maybe It’s The Questions.

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager.

In this 70th episode, Jonathon shares a story from his first month in the industry that changed everything. The leads were not the problem. The conversations were. And the only way to fix them was to ask better questions.

Broker Buzz

• – Whether a conventional loan can be used to buy a home with a gutted master bathroom, and why the appraiser’s determination matters.
• – HELOC options for a home already listed for sale, including bridge loans as a better alternative.
• – How to use a daughter’s Social Security disability income to help a mother qualify for a loan, and why the payee must be updated first.

Sales Training | Ask Better Questions 

In his first month as a loan officer, Jonathon was getting hung up on constantly. The breakthrough came when he stopped blaming the leads and started changing his questions.

He started researching the client’s area before calls, and learned to match his cadence to the client. Meet the clients where they are and don’t expect them to come to you naturally. If you are struggling, it is probably not the leads. It’s like the questions that need changing. Record your calls, listen to yourself, and ask something different.

Story Time | Stay Open to Constructive Criticism 

The fortune cookie this week delivers a message about staying open to feedback. Jonathon admits that early in his career, he hated criticism from people he did not know. Now he craves it from people he trusts. Tommy adds that criticism only has value when it comes with direction. Just saying “I do not like this” is not helpful. Saying “Here is how we can make it better” is.

Feedback is a gift when it comes from the right people with the right intent. Stay open, stay curious, and keep improving.

Listen wherever you get your podcasts

#MortgageBroker #SalesTraining #LeadGeneration #ConstructiveCriticism #AskingBetterQuestions #HousingMarket #RealEstate #Lending #BrokerCommunity #MortgageIndustry #BrokersAreBest #BrokerPowerUp #AIME #Podcast #Network

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