Letter from AIME Leadership 5-15-23

Hello Broker Family,

When I began my journey in the mortgage lending industry in early 2000, I quickly realized the importance of setting myself apart from the competition. After only a few months, it became clear to me how I could earn the trust of clients and referral partners by going beyond unique marketing efforts.

It was at the closing table, after saving a loan that was denied at another lender for a couple who were first-time homebuyers, that I understood the importance of mastering my craft. I could clearly see how understanding the guidelines for each program at a high level and getting to know the nuances would set me apart from the rest.

The feeling you get when you help someone get into a home, especially their first home, is like no other. It's why I believe many of us are in this industry. It was also eye-opening to see all the opportunities that had opened up from saving this one transaction. Both realtors were obviously very happy and assured me of future business.

This experience is what started me on my education journey.

In order to thrive in the mortgage industry, it's crucial to understand that mastering your craft is not a one-time task but an ongoing process. As the industry evolves and changes, staying ahead of the curve becomes imperative. That's why I have dedicated my career to continuous education and staying abreast of industry guidelines and lender nuances. I also believe this type of dedication shows that mortgage lending is your career, something you take very seriously and plan on making a living from for many years to come. It's not just a job; there is a big difference.

Throughout my journey, I also realized the power of positioning myself as a specialist in a specific loan program. By becoming a VA expert, for instance, I showcased my in-depth knowledge and offered value to our veteran community. Teaching classes and sharing what I had learned not only gained me respect within our community but also attracted individuals engaged in that particular style of business. This expertise created a foundation for relationships that organically grew beyond one program, leading to further opportunities and benefits. More recently, it gave us the opportunity to speak on an Army base in Wisconsin. They heard about us from another event we were teaching and reached out to us to teach three classes on base. It was a great honor and privilege to do so.

Becoming an expert in your market opens doors and establishes trust. It acts as a catalyst for future business, whether within the same program or other loan programs. Being seen as a knowledgeable professional garners respect and sets you apart from the competition. In my opinion, education plays a pivotal role in any mortgage lender's career. Guidelines and industry practices can easily slip from memory, making it crucial to continually refresh our knowledge.

To succeed in the mortgage lending industry, it is essential to prioritize education and master your craft. By understanding the nuances and guidelines, continually honing your skills, and positioning yourself as an expert, you will earn not only the trust of clients and referral partners but also open doors to endless opportunities.

I share all this to emphasize my passion for education and explain why I accepted the role of Vice President of Education at AIME last year. Our mission is to create an extensive library of resources and tools specifically for mortgage brokers. Our goal is to be your one-stop shop for all things education. We know we're not there yet, but we are on our way.

Over the past year, the education team has built amazing role-based training like Processor 100, Processor 200, and LOA training programs. These courses are great for newcomers to the industry as well as those with years of experience. We have also developed two product-specific certification courses: VA and FHA. Both courses are valuable regardless of your experience level. You will learn something and improve after taking them, we promise. Find more information about the AIME Academy here: https://aimegroup.com/aime-academy/?

We are finishing up our Self-Employed course currently and working on a lot of other great resources that will help make you better and help you earn the trust of your future clients and business partners.

I look forward to helping our education team build more tools and courses for our community.? However, we do need help.? We are expanding our education committee, and we need more industry experts to lend a hand and give insight. If you would like to be a part of our committee and give back to the community, you can register here: www.aimecommittee.com.

We look forward to releasing new courses throughout the year and helping make our community better. If you would like to see any specific courses or have any ideas or feedback, feel free to email me directly at [email protected].

Keep Learning,

Mike Cox

VP of Education, AIME