🎙 Episode 79: Know Thy Numbers

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

In this episode, Jonathon and Tommy break down Know Thy Numbers, a framework for tracking the five metrics that tell you exactly where your business is succeeding and where it is falling apart. They also debrief on Fuse 2026 and why this year felt different for the AIME team.

🔥 Broker Buzz

  • – How to handle VA appraisal payments upfront, including the compliance requirements and who carries the risk.
  • – Whether a borrower can change jobs before closing on a conventional loan without a pay stub, and the specific Fannie Mae guidelines for future income.
  • – Whether to reach out on a Sunday evening when a purchase contract comes in, and why the answer is almost always yes.

💡 Sales Training | Know Thy Numbers

Jonathon walks through five metrics that give you a complete picture of your business.

Jonathon explains how each metric points to a specific problem, from communication issues to weak follow-up, and why most loan officers are guessing instead of measuring.

If you do not know your numbers, you are guessing. And guessing is not consistent enough to reliably grow your business.

📖 Story Time | You Will Look Back on This Moment and Smile 

Jonathon and Tommy take turns imagining where they will be a year from now, with Fuse in Denver, the podcast past one hundred episodes, and the AIME community stronger than ever

Tommy shares that this was the first year he truly felt like part of the community, with members approaching him just to talk.

The work can be challenging at times, but the moments are worth it in the end. One year from now, you will smile at what you built.

🎧 Listen wherever you get your podcasts
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Link to referenced guidelines available here: https://selling-guide.fanniemae.com/sel/b3-3.3-03/employment-offers-or-contracts

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