More originators are choosing independence — and AIME supports their success in the broker channel
The following article was produced in partnership with the Association of Independent Mortgage Experts
In a lending landscape where flexibility and control are more valuable than ever, the wholesale broker model is an increasingly attractive option. One broker who made the transition and never looked back is Emmett Dempsey, owner of Treasure Coast Mortgage. With nearly two decades in the industry — including time spent in retail, wholesale, and branch management — he believes that now is the right time for more loan originators to explore the broker model.
“If you want control over your business, better pricing options, and the ability to offer more solutions to your clients, the broker channel is hard to beat,” Dempsey says.
No broker needs to be an island
For many loan originators, especially those just starting out, retail lending offers a predictable career path with structured training, a steady flow of leads, and the backing of a well-known brand. But one of the biggest misconceptions about becoming an independent mortgage broker is that it’s a solo journey. While in the past brokers who chose to strike out on their own often lacked the resources, training, and community that their retail counterparts enjoyed, today, that landscape has changed — largely due to organizations like the Association of Independent Mortgage Experts (AIME).
Through mentorship programs, vendor partnerships, and training initiatives, AIME levels the playing field. The organization provides access to resources like top producer interviews and overall
“Brokers used to be on their own islands; even in the same town, originators didn’t network or share ideas, so what AIME brings to the table is a gamechanger,” Dempsey explains, adding that it was also witnessing how retail lenders dictated pricing and products that pushed him to the wholesale model in 2020. Whether a client prioritizes the lowest rate or a 10-day closing, the broker channel has more options to make that happen.
“I love the flexibility I have now. I can offer better products, better pricing, and tailor solutions in ways retail just doesn’t allow. If a client needs a niche product or a fast close, I have multiple lenders to choose from — not just one.”
Armed for the future
As the mortgage market continues to keep everyone in the field on their toes, loan originators who want to remain competitive need to adapt to industry trends. Heading into 2025, this looks like embracing AI and the rise of automation in mortgage lending, as it becomes a massive part of the business from content creation to CRM processes.
“I use AI-driven follow-up systems to stay engaged with clients, and it’s something every broker should be looking at,” says Dempsey.
Personal branding is also paramount right now. In an increasingly digital world, clients are drawn to those who are visible, transparent, and actively educating borrowers. As Dempsey puts it, “
And, of course, it’s an era where borrowers are looking for customized lending solutions and demanding more options. Having access to a variety of products and lenders, such as via the network AIME has created, is a significant advantage.
Dempsey acknowledges that for some, too many options, along with learning different portals and multiple processes as well as handling your own administrative tasks, can be overwhelming. But for those who are entrepreneurial, self-generated, and disciplined, the wholesale channel arms you for the future of the industry. And at the end of the day, everyone in the mortgage business is on the same team.
“If you’re still closing loans in this market, I want you to win,” Dempsey says. “Wholesale isn’t for everyone — do your own due diligence — but for those who want more control and the ability to serve clients now and in the future, it’s a no-brainer.”
Interested in the broker channel? Learn more about AIME and how it can support your transition.
