Broker Power-Up Podcast: Episode 77

Episode 77: Building Trust and Converting Applications with Samantha Shelton

Hosted by Jonathon Haddad, AIME’s Chairman & CEO, and Tommy Golightly, AIME’s Marketing Manager, featuring special guest Samantha Shelton, AIME’s Director of Membership (Regional) and broker owner of Align Lending.

In this episode, Jonathon and Tommy are joined by Samantha Shelton for a conversation about what it takes to build trust with clients, convert applications into closings, and stay grounded in an industry that can harden even the softest hearts.

Broker Buzz

– What the upcoming appraisal changes mean for brokers, and why Fannie Mae is pushing for a more objective process.

– Healthy benchmarks for application-to-close conversion rates, and how Samantha turned a sub-50% rate into 75%+.

– The best way to add a payment calculator to your website, including using AI or LenderPrice.

Sales Training | Make People Feel Seen

Jonathon shares a story about an employee who asked him to fill out a survey after meeting him just twice. He did it without hesitation because she made him feel seen, valued, and welcome.

Samantha adds that the key to building trust in the first few minutes of any conversation is leaning into the other person’s why, finding out what motivates them, and tailoring your approach accordingly.

People remember how you make them feel. Make sure to lean into that.

Story Time | Entrepreneurial Spirit and Financial Success