???? Episode 51: Infrastructure, Relentless Sales, and Building What Scales
Hosted by Jonathon Haddad, AIME’s Chairman & CEO, Tommy Golightly, AIME’s Marketing Manager, and featuring special guest Michelle Berman-Mikel, author of The Black Line and creator of Beyond the Method
This episode brings a powerful guest to the table for a deep-dive discussion on accountability, structure and what it truly means to be relentless in this industry.
???? Broker Buzz
- - Navigating non-QM files with gaps in rental history & re-establishing credit documentation.
- - Why borrowers cannot act as their own general contractor on construction-to-perm loans and how risk drives those decisions.
- - Structuring complex acreage and multi-parcel transactions and when private money becomes the realistic path forward.
???? Sales Training | Leveraging Relationships the Right Way
Michelle breaks down her proven framework for outbound prospecting and explains why the “lever” strategy is so impactful. Instead of blindly sending messages to cold leads, brokers can learn how to identify mutual connections, clearly explain the relationship and create context that earns a response.
Jonathon reinforces the importance of coaching and accountability, emphasizing that even high performers need someone in their corner asking, “Who did you prospect today?”.
???? Story Time | Infrastructure Over Hype
In a unique shift from traditional loan officer messaging, Michelle shares how she built a keynote around serving infrastructure professionals rather than front-facing salespeople. The theme: what is invisible determines what is scalable. In a culture obsessed with speed and shortcuts, she challenges the industry to respect systems, governance, and the slow mile instead of chasing the sprint.
The result is a grounded reminder that success is built on structure, discipline, and relentless execution.
???? Listen wherever you get your podcasts
???? Subscribe on YouTube for new episodes every week
#LoanOfficerTips #Lending #LO #RealEstate #Finance #BrokerCommunity #SalesTraining #Leadership #Development #EntrepreneurMindset #ProspectingStrategy #HousingMarket #BusinessGrowth #BrokerPowerUp #BrokersAreBest #AIME #Podcast #Network
POWERED BY BLUBRRY
