Broker Power-Up Podcast: Episode 70

Broker Power-Up Podcast: Episode 70

From AIME Podcast Network by AIME Podcast Network

July 20, 2026 · 26 min · Season 1 · Episode 70

About this episode

In this episode, Jonathon Haddad discusses the importance of asking better questions in sales rather than blaming leads for poor performance.

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…

People in this episode

Host: Jonathon Haddad

Guest: Tommy Golightly

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Organizations: AIME

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