Can old-school relationship building still outperform modern lead generation and AI-driven sales?

In this episode of The Way with Dino Katsiametis, Dino sits down with father-daughter mortgage team Bill Clayton and Victoria Clayton to break down the real strategies behind building a sustainable referral-based mortgage business. 

With over 30 years in the mortgage industry, Bill shares timeless principles around trust, financial planning, and client retention, while Victoria explains how she built a thriving business in just a few short years through relationships, consistency, open houses, and social media networking.

This conversation dives deep into:

•  Why referrals still outperform paid leads 
•  The power of face-to-face and Zoom consultations 
•  How younger loan officers can earn trust quickly 
•  And why the future belongs to mortgage advisors—not just loan officers 

👉 If you want to build a long-term mortgage business without relying on cold leads and rate shopping, this episode is packed with practical strategies you can implement immediately.

🔑 Key Takeaways & Bullet Points

• Why relationship-based business models still outperform lead buying
 • How Victoria built a 6–8 unit/month business in only 3 years
 • The strategy behind partnering with newer real estate agents
 • Why open houses are still massively underrated for relationship building
 • The importance of transparency when you’re newer in the business
 • How to create trust quickly with referral partners and clients
 • Why face-to-face meetings dramatically increase conversion rates
 • The difference between a “loan officer” and a true “mortgage advisor”
 • How Bill uses financial planning conversations to deepen client relationships
 • Why most mortgage professionals fail at long-term follow-up
 • The “calendar stacking” system for maintaining client relationships
 • How to build a repeat-and-referral business over time
 • Why human connection still matters more than technology
 • How to blend old-school relationship building with modern marketing tools
 • The mindset shift required to create version 2.0 and 3.0 of yourself

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, Dino sits down with Steven Ross, author of Doors Open When You Knock, to break down the mindset, discipline, and consistency required to build a long-term referral business in real estate. 

Steven shares how he built his career by knocking on more than 125,000 doors over 16 years—even though he considers himself introverted, antisocial, and completely unsuited for traditional sales tactics.

This conversation goes far beyond door knocking.

Dino and Steven dive deep into:

•  Why consistency beats talent 
•  How trust is built over time 
•  Why most agents quit too early 
•  And what it really means to become a professional worth hiring 

If you’re a realtor, loan officer, entrepreneur, or sales professional struggling with lead generation, burnout, or inconsistency, this episode delivers practical frameworks and timeless sales wisdom that still work in today’s market.

🔑 Key Takeaways & Bullet Points

• Why Steven Ross believes introverts can become elite salespeople
 • The real reason door knocking still works in 2026
 • How knocking on 125,000 doors transformed his communication skills
 • Why consistency matters more than charisma or talent
 • The hidden psychology behind trust and relationship building
 • Why most agents fail before “the magic” happens
 • The importance of doing hard things repeatedly
 • How to overcome resistance, procrastination, and excuses
 • Why building relationships beats chasing transactions
 • The difference between being an “asker” vs a “giver”
 • How to create a business that gives you both income and freedom
 • Why referrals outperform paid leads long term
 • The mindset required to survive commission-only sales
 • The role discipline plays in long-term success
 • Why face-to-face interaction still dominates digital communication

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What separates average loan officers from elite advisors trusted by affluent and celebrity clients?

In this episode of The Way with Dino Katsiametis, Dino sits down with Alan Mack, a mortgage industry veteran with nearly 40 years of experience, over $1 billion in personal production, and deep expertise in luxury and complex financing. 

Alan shares how he reinvented himself after leaving the big-bank world and built a high-end advisory platform serving affluent clients, athletes, entrepreneurs, and executives. He explains the hidden strategies banks use, why wealthy clients often get dramatically better financing terms, and how relationship banking really works behind the scenes.

But this episode goes far beyond mortgages.

Alan and Dino dive deep into discipline, work ethic, branding, networking, customer service, personal growth, and what it truly takes to become elite in sales and business.

If you’re a loan officer, entrepreneur, sales professional, or business owner looking to level up your mindset and income, this episode delivers practical wisdom you can apply immediately.

🔑 Key Takeaways & Bullet Points

• How Alan Mack built a career spanning nearly 40 years in mortgage banking
 • The mindset shift that helped him become a top producer early in his career
 • Why “pick up your phone” is still elite business advice in 2026
 • How discipline and consistency separate top performers from everyone else
 • Why most loan officers lose affluent clients to big banks
 • The hidden world of luxury lending and relationship banking
 • How wealthy clients structure financing differently than average borrowers
 • Why elite service and simplicity matter more than ever
 • The truth about “white glove” client experience
 • How Alan reinvented himself after leaving the corporate banking world
 • The “advisor model” that transformed his business during a down market
 • Why networking and personal branding still outperform social media hacks
 • The importance of treating operations and support staff like true teammates
 • What loan officers can learn from luxury clients about leverage and wealth
 • The biggest mistakes originators make when trying to scale
 • Why consistency beats intensity in business and life

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What separates top producers from everyone else—and why do so many loan officers stay stuck?

In this episode of The Way with Dino Katsiametis, Dino sits down with Josh Mettle, a 25+ year mortgage veteran who built a 9-figure real estate portfolio and a highly scalable lending business.

Josh breaks down the real drivers of success and it’s not what most people think. From waking up at 4AM to mastering outbound calls, building teams, and creating leverage through marketing, this episode is a blueprint for anyone serious about growth.

You’ll learn why success is attracted not chased, and how your daily habits, mindset, and discipline determine your future outcomes. 

👉 If you’re stuck, burned out, or inconsistent—this episode will challenge how you think and operate.

🔑 Key Takeaways & Bullet Points

• Why “doing the work” still beats technology and marketing hacks
• The exact daily routine (4AM–Noon) that drives consistent production
• How 2–3 hours of outbound calls can outperform everything else
• The difference between working IN your business vs ON your business
• Why most loan officers stay stuck in the feast-or-famine cycle
• How to know when it’s time to hire and build a team
• The biggest mistake originators make when scaling
• Why niche marketing (like physician loans) creates massive leverage
• The mindset shift: “You are at cause, not at effect”
• How to turn income into long-term wealth through real estate investing
• The simple financial formula wealthy people follow:
→ Income – Savings = Spending
• Why burnout happens—and how to fix it with structure and routines
• The truth about balance, family, and long-term fulfillment
• How to rebuild from zero (including Josh’s $1M restart strategy)

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it really take to build a long, successful career in the mortgage industry and why are so many loan officers missing the fundamentals?

In this episode of The Way with Dino Katsiametis, Dino sits down with Carl Streicher, a 30+ year mortgage veteran, former top producer, and now Director of Mentorship & Growth at Ethos Lending.

Carl shares hard-earned lessons from decades in the business—from closing massive volume to leading teams and breaks down the critical difference between being a loan officer and becoming a true mortgage advisor.

This conversation dives deep into:

•  Why fundamentals matter more than ever in a tech-driven world 
•  How to build trust, relationships, and clients for life 
•  The real skills new loan officers are NOT being taught 

👉 Bottom line: If you don’t master the fundamentals, technology won’t save you.

Whether you're new to the industry or a seasoned originator looking to level up, this episode delivers a blueprint for sustainable success.

🔑 Key Takeaways & Bullet Points

• The difference between a loan officer vs a mortgage advisor (and why it matters)
• Why most new originators struggle—and how to fix it
• How to conduct a powerful initial consultation that builds trust instantly
• The importance of asking better questions (not just giving answers)
• Why fundamentals outperform technology when markets shift
• How to turn one deal into clients for life and multi-generational business
• The role of mentorship in building a sustainable career
• Why transparency and authenticity outperform “sales tactics”
• How to position yourself as a trusted advisor—not just a transaction facilitator
• The mindset shift required to survive and thrive in any market

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Are loan officers better off in the IMB world—or is the broker/hybrid model the future?

In this episode of The Way with Dino Katsiametis, Dino sits down with returning guests Rick Mount and Mike Hardy to break down one of the biggest debates in the industry today.

After transitioning from a traditional IMB to a hybrid model, Rick and Mike share a transparent look at:

•  What actually drove their decision 
•  The risks, fears, and reality of making the move 
•  And how it’s impacted their team, clients, and long-term growth 

This episode goes beyond surface-level opinions and dives into real-world strategy, leadership, and what it takes to build a sustainable mortgage business in today’s evolving market.

👉 Bottom line: The model you choose doesn’t determine your success—but it can either limit or unlock your potential.

If you’re a loan officer, team leader, or entrepreneur trying to figure out where the industry is heading, this conversation is essential.

🔑 Key Takeaways & Bullet Points

• The real difference between IMB vs Broker/Hybrid models
• Why “same sundae, different toppings” describes most lenders today
• How top producers evaluate risk vs reward when making a move
• The truth about fear, uncertainty, and transitioning models
• Why flexibility in pricing and products can unlock more deals
• How to avoid the “race to the bottom” with margins and pricing
• The importance of running your business with a true P&L mindset
• Why most loan officers fail at the “after the transaction” phase
• How to build a referral-based business that compounds over time
• The difference between a loan officer vs a mortgage advisor
• How to create clients for life (and avoid being replaced)
• Why trust—not rates—is the foundation of long-term success

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What’s actually causing loan officers to lose deals in today’s market—and how do top performers consistently win?

In this episode of The Way with Dino Katsiametis, Dino sits down with Scott Nicholson, mortgage industry veteran and co-founder of Housing Link, to break down the real gap between average originators and top producers.

Scott shares how his journey—from professional golfer to 26+ years in the mortgage industry—shaped a philosophy centered on education, adaptability, and modern client experience.

This conversation goes deep into:

•  Why most loan officers are still stuck using outdated methods 
•  How modern buyers expect a completely different experience 
•  The exact systems and strategies that help win more offers (without racing to the bottom on price) 

👉 Bottom line: The market didn’t get harder—you just haven’t adapted yet.

If you’re a loan officer, real estate agent, or sales professional trying to stay competitive in a shifting market, this episode gives you a clear, tactical roadmap to stand out and scale.

🔑 Key Takeaways & Bullet Points

• Why education beats selling in building long-term client trust
• The biggest mistake loan officers make with pre-approvals (and how to fix it)
• How to win more offers without competing on rate
• The shift from PDFs and emails → modern digital client experiences
• Why most LOs are losing deals due to lack of professionalism and systems
• How to create instant trust with listing agents in competitive offers
• The role of video and presentation in closing more business
• Why adaptability is the #1 skill in volatile markets
• Practical strategies to generate business from listing agents and buyer agents
• The exact playbook Scott would use to rebuild a $1M business from scratch

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What actually separates top producers from everyone else in today’s market?

In this episode of The Way with Dino Katsiametis, Dino sits down with Natalie Overturf, CEO and Founder of Ethos Lending, to break down the real drivers behind long-term success in the mortgage and real estate industry.

From starting as a 19-year-old receptionist to becoming a top-producing leader, Natalie shares hard-earned lessons on scaling a business, building elite teams, and mastering relationships in a tech-driven world.

This conversation challenges the industry obsession with tools and automation—and replaces it with a simple truth:

👉 The people who win are the ones who execute, build relationships, and stay disciplined.

If you're a loan officer, entrepreneur, or sales professional looking to grow in a competitive market, this episode is a blueprint for sustainable success.

🔑 Key Takeaways & Bullet Points

• Why relationships—not technology—are still the #1 driver of business
• The real reason most loan officers stay stuck (and how to break through)
• How to scale from $30M to $100M+ by building the right team
• The importance of investing in yourself (coaching, hiring, systems)
• Why discipline and daily execution outperform any “strategy”
• The exact mindset shift needed to grow in a down market
• How to leverage social media + networking the right way
• Why most originators fail to adopt technology effectively
• The difference between a loan officer vs. a true mortgage advisor
• How top producers build consistent pipelines regardless of market conditions

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What actually separates top-producing loan officers from everyone else?

It’s not rates. It’s not luck. And it’s definitely not working harder.

In this episode of The Way with Dino Katsiametis, Dino sits down with Austin Nemic, Chief Revenue Officer at Rocket Pro, to break down the real drivers of success in today’s mortgage market.

From his early days as a 22-year-old loan officer during the 2008 financial crisis to leading one of the most influential platforms in the industry, Austin shares a masterclass on leadership, AI, sales psychology, and scaling a mortgage business in a rapidly changing world. 

This conversation dives deep into why most loan officers struggle, how AI is reshaping productivity, and why human connection, not technology, is still the ultimate competitive advantage.

If you want to grow your business, stay relevant, and outperform your competition… this episode is required listening.

🔑 Key Takeaways & Bullet Points

• Why loan officers focus too much on rates—and why that’s a mistake
• The real reason top producers outperform (hint: it’s not knowledge)
• How AI is transforming lead conversion, follow-up, and efficiency
• Why “technology should enhance humans—not replace them”
• The concept of “speed of the game” and how it drives success
• Why most loan officers burn out—and how to avoid it
• How to use better conversations to increase conversion and client trust
• The future of mortgage: AI, automation, and human connection combined
• Why picking a niche is the fastest path to scaling your income
• How to build a business that creates both income and lifestyle freedom

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What if the thing holding you back… isn’t your market, your strategy, or your circumstances, but your belief system?

In this powerful episode of The Way with Dino Katsiametis, Dino sits down with Jerrid Sebesta, former TV weatherman turned keynote speaker and coach to explore the deeper truth behind success, fulfillment, and breakthrough.

From humble beginnings in rural Minnesota to building a life centered on purpose, faith, and impact, Jerrid shares a transformative framework built on desire, belief, and surrender and how these principles apply to business, relationships, and personal growth. 

This conversation challenges the traditional “grind harder” mentality and introduces a new paradigm: you don’t need to do more, you need to become more aligned.

If you’ve ever felt stuck, burned out, or like you’re capable of more… this episode will shift your perspective in a profound way.

🔑 Key Takeaways & Bullet Points

• Why success starts with desire + belief—not just action
• The hidden reason most people feel stuck in life and business
• How your identity and belief system shape your results
• The difference between grinding vs. operating in flow
• Why “you already have everything” is a powerful truth
• How to create real breakthrough by making true decisions
• The role of faith and surrender in achieving success
• Why most people don’t believe they deserve more—and how to fix it
• How to build a life with both success and fulfillment
• The mindset shift that allows you to scale without burnout

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Most loan officers are working harder than ever… but not getting ahead.

Why?

Because they’re guessing instead of using data, systems, and strategy.

In this episode of The Way with Dino Katsiametis, Dino sits down with Eric Levin, co-founder of Model Match, to break down how top producers are using data-driven decision making to scale their businesses faster—without burning out.

Eric shares his journey from a 100% commission recruiter to building one of the most powerful data platforms in the mortgage industry—and why most loan officers are still stuck operating without systems.

This conversation dives deep into how to identify the right agents, build meaningful relationships, and protect your book of business like a true asset.

If you’re still relying on hustle alone… this episode will change how you think about growth.

🔑 Key Takeaways & Bullet Points

• Why your “database” is actually your most valuable financial asset
• The difference between working harder vs. working with systems
• How to identify the right real estate agents using data (not guesswork)
• The biggest mistake loan officers make when trying to grow their business
• How to turn one opportunity into multiple referral relationships
• Why most professionals are losing deals they already earned
• The concept of borrower churn—and how to stop it immediately
• How systems create more business in less time
• Why leadership—not laziness—is the real issue in the mortgage industry
• How top producers think differently about scaling and efficiency

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Artificial intelligence is changing the way loan officers market, generate leads, and grow their businesses, but most professionals are still barely scratching the surface.

In this episode of The Way with Dino Katsiametis, Dino sits down with Luke Shankula, founder of Loans On Demand, to break down how AI can transform the way mortgage professionals attract and convert clients.

Luke shares his journey from working in reverse mortgages to helping loan officers scale their businesses through digital marketing, paid traffic, and AI-powered systems. What started as a Facebook ads experiment turned into a full marketing platform helping originators generate direct-to-consumer leads.

Now, Luke is focused on the next evolution: using AI to amplify a loan officer’s voice, automate content creation, and build scalable marketing systems. 

The Way with Dino Katsiametis C…

If you're a loan officer looking to generate more leads, build authority online, and stay ahead of the AI revolution, this conversation is packed with actionable insights.

🔑 Key Takeaways & Bullet Points

• Why most loan officers struggle with marketing and lead generation
 • How Facebook ads became a powerful lead source for mortgage professionals
 • The biggest mistakes originators make when trying to market themselves
 • How AI can help amplify your voice instead of replacing it
 • Why storytelling is one of the most powerful marketing tools in mortgage
 • How AI can automate content creation while maintaining authenticity
 • The difference between AI hype and real AI productivity tools
• How marketing systems can help loan officers generate direct-to-consumer leads
• Why consistency in content and marketing is the real growth lever

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In a world where AI can generate endless information, what actually makes a mortgage professional stand out?

In this episode of The Way with Dino Katsiametis, Dino sits down with Katie Shive, a marketing strategist with over 15 years of experience and nearly a decade working inside the mortgage industry.

Katie shares how personal branding, storytelling, and AI-powered content strategies are reshaping the way loan officers build trust and attract clients.

From her early days learning the mortgage business from the ground up at Guild Mortgage to launching her own consulting practice focused on brand strategy and AI integration, Katie breaks down the practical strategies professionals can use today to stand out in an increasingly crowded and commoditized industry. 

Katie interview

This conversation goes far beyond marketing tactics — exploring authenticity, trust, and how AI can amplify human connection rather than replace it.

If you're a loan officer, real estate professional, or business owner trying to stay relevant in the AI-driven economy, this episode delivers a blueprint for building a brand people trust.

🔑 Key Takeaways & Bullet Points

• Why personal branding is becoming essential for loan officers and realtors
 • How AI can enhance your voice and creativity — not replace it
• The biggest mistake professionals make when using AI for content
• Why trust — not rates or programs — determines who clients choose
• The importance of telling your personal story in your marketing
• How authentic content attracts the right clients and referral partners
• The role of education in helping first-time homebuyers succeed
• Why brands built on values and culture outperform generic marketing
• How AI and modern content strategies can increase visibility and credibility

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, Dino sits down with AI and workforce transformation expert Ben Tasker to break down what AI actually means for business owners, mortgage professionals, and entrepreneurs.

Ben’s background spans AI research, data science, healthcare analytics, and higher education, including launching AI certification programs for over 225,000 learners and building predictive tools that improved real-world outcomes.

Together, Dino and Ben explore how AI can:

• simplify complex workflows
• automate administrative work
• unlock powerful data insights
• and give professionals their time back.

But the conversation also dives deeper into the philosophical side of AI — asking the question many people are wondering:

Is AI a threat… or the most powerful productivity tool ever created?

If you want to understand how AI can actually improve your work, your business, and your life, this episode delivers practical insights and real-world examples you can start using immediately.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it take to grow a mortgage brokerage to $3.7 billion in annual volume with 350+ loan officers — while still personally producing over $100 million?

In this powerhouse episode of The Way with Dino Katsiametis, Dino sits down with Scott Valins, founder of GoRascal, to unpack the real systems, mindset shifts, and leadership strategies behind explosive — yet controlled — growth.

Scott shares:

• How GoRascal scaled 78% year-over-year without breaking
• Why consistency beats “big recruiting months”
• The systems that allow him to produce $110M personally while running a company
• How structured onboarding prevents broker-world chaos
• Why social media is now the fastest path to building referral influence
• The mindset evolution that changed how he sees the mortgage industry

This conversation goes deep into time management, recruiting philosophy, culture-building, AI adoption, coaching, and high-performance habits.

If you’re a mortgage broker, branch manager, or loan officer looking to scale — this episode is a blueprint.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Recruiting isn’t about scripts, pitches, or job postings — it’s about who you are as a leader.

In this deep, unfiltered episode of The Way with Dino Katsiametis, Dino sits down with Richard Milligan, one of the most respected recruiting coaches in the mortgage industry, to unpack what actually attracts top talent — and why most leaders struggle to recruit at scale.

Richard shares his personal journey from loan originator to elite recruiter and coach, revealing how identity, vision, systems, and personal brand matter far more than compensation plans or company decks. This conversation goes far beyond recruiting tactics, diving into leadership psychology, faith under pressure, resilience, and what it truly means to become an “attractive leader.”

If you’re trying to grow a team, scale a company, or lead at a higher level — this episode delivers clarity, frameworks, and hard-earned wisdom.

🔑 Key Takeaways & Bullet Points

• Why great recruiting starts with leadership identity, not job offers
• The concept of Attractive Leadership: vision, values, and purpose
• Why people follow leaders — not companies
• How Richard built a 32-step recruiting system that scales
• The difference between transactional recruiting and relationship-based recruiting
• Why personal brand is now a non-negotiable leadership skill
• How faith, failure, and pressure forged better leadership
• Why systems outperform motivation and hustle
• How to build a 90-day roadmap tailored to each individual leader
• Why value creation — not persuasion — wins in recruiting and referrals

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, Dino sits down with Matt Adler, a top-producing loan officer at Lake Michigan Credit Union, to break down the exact systems, niches, and mindset behind his extraordinary production.

Matt walks through his full journey — from music major and tuba performance student to becoming one of the most efficient producers in the country — and explains why discipline, focus, and saying “no” are the real growth levers in mortgage.

This is not hype or theory.
 It’s a real-world operating system for loan officers who want to scale intelligently.

🔑 Key Takeaways & Bullet Points

• How Matt closed $249M+ across 570 units with a small, specialized team
• Why over 95% of his business is self-generated and referral-based
• The power of niche lending (non-warrantable condos, FHA, first-time buyers)
• Why the phrase “I’m available anytime” kills professionalism and productivity
• How to structure a high-volume team (LOAs, processors, production partner)
• Why Mortgage Coach TCAs create instant advisor authority
• The consultation process that converts without selling
• How time-blocking, Calendly, and boundaries unlocked scale
• Why saying “no” attracts better clients and partners
• Lessons from Todd Duncan, Tony Robbins, and elite peer groups

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Trust in financial institutions is declining — and the mortgage industry is feeling it more than most.

In this in-depth episode of The Way with Dino Katsiametis, Dino sits down with Kristin Messerli, CEO and Founder of First Home IQ, to unpack why consumer trust is eroding — and exactly what mortgage professionals can do to rebuild it.

Kristin shares her journey from social work and community outreach to becoming one of the leading voices on financial literacy, trust-building, and next-generation homebuyers. Drawing from data, psychology, and real-world experience, she explains how education, empathy, and transparency outperform rates, ads, and automation alone.

This episode goes deep on:

• Why institutional trust is declining across all industries
• How trust has shifted from institutions to individuals
• The role AI should play in making advisors more human, not less
• Why listening matters more than pitching
• How loan officers can stop being transactional and become trusted guides

If you’re a mortgage advisor, loan officer, or industry leader navigating today’s skeptical consumer landscape, this episode delivers practical frameworks you can apply immediately.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What if your biggest breakthrough comes after you’re broke, scared, and ready to quit?

In this powerhouse episode of The Way with Dino Katsiametis, Dino sits down with Dustin Owen — founder of TLO (The Loan Officer Podcast), mortgage coach, industry influencer, and endurance athlete — to unpack the real journey from struggling loan officer to building one of the most recognized mortgage media and coaching platforms in the industry.

Dustin opens up about:

• Going $10K into credit card debt his first year in mortgages
 • Deferring student loans just to keep the lights on
 • Doing FEMA cleanup work after hurricanes to survive
 • Rebuilding through the crash
 • Scaling from 40M a year to 70M a month
 • And ultimately transitioning from top producer to industry educator

Along the way, he reveals why love, structure, and discipline are the foundation of elite teams, thriving families, and high-performance businesses — and why investing in yourself delivers a higher return than the stock market.

If you’re a loan officer, team leader, or entrepreneur navigating today’s market, this episode delivers real tactics, real mindset shifts, and real strategy you can apply immediately.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What if the fastest way to grow your mortgage business isn’t more cold calls…
 but becoming so well-known in your local market that business comes to you?

In this episode of The Way with Dino Katsiametis, Dino sits down with Geoff — veteran originator, host of a 400-episode mortgage podcast, and creator of one-to-many marketing systems — to break down exactly how loan officers can stop chasing realtors and start attracting referral partners through authority and visibility.

Geoff shares how he:

• Built his mortgage business in ultra-competitive Orange County
 • Shifted from cold calling to teaching classes and hosting events
 • Created a platform that made him “five-mile famous”
 • Helped originators move from vendor to valued partner
 • Turned personal branding into a scalable referral engine

If you’re a loan officer tired of being treated like a commodity, this episode delivers real tactics to rise above the noise and become the obvious choice in your market.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it really take to go from a broke 23-year-old cold-calling strangers…
 to building a billion-dollar mortgage organization — without losing your family, your health, or your joy?

In this powerful episode of The Way with Dino Katsiametis, Dino sits down with Shayla Gifford — mortgage industry icon, Rainmaker strategist, and creator of the Rainmaker Archetype system.

Shayla’s journey is raw, real, and deeply tactical:

• Dropping out of college
 • Starting in door-to-door sales
 • Closing 20 loans in her third month
 • Scaling from a one-woman operation to a 150-employee, billion-dollar team
 • And ultimately rebuilding her business around systems, balance, and sustainable performance

This isn’t just motivation.
 This is a playbook for originators who want to scale intelligently in today’s market.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Markets rise. Markets crash.
 The professionals who survive — and win — are the ones who build before the storm.

In this episode of The Way, Dino sits down with Ken Perry, founder of Knowledge Coop, longtime mortgage educator, speaker, and industry truth-teller, for a deep conversation about identity, confidence, systems, and leadership in volatile markets.

Ken shares hard-earned lessons from decades in lending — including why misplaced confidence destroys careers, how lack of knowledge erodes trust, and why most loan officers struggle not because of the market, but because of poor preparation and broken systems.

This episode goes far beyond tactics. It’s about becoming the kind of professional clients trust, teams follow, and markets can’t shake.

If you want to build a mortgage career that lasts through every cycle, this is a must-listen.

What You’ll Learn in This Episode

• Why confidence is earned through knowledge — not hype
• How misplaced attribution creates dangerous highs and devastating lows
• The difference between coaching and therapy (and why leaders need both)
• Why systems matter more than talent when scaling production
• How ADHD, strengths, and self-awareness can become unfair advantages
• Why “being busy” is not the same as being effective
• How to prepare your business before the next market shift
• Why education builds trust faster than marketing
• How loan officers lose deals to Google — and now AI
• What it really means to act like the CEO of your own mortgage business

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

AI isn’t coming for your job — but your clients are changing faster than most professionals realize.

In this episode of The Way, Dino sits down with Eric Post, founder of Zi AI and a 20+ year real estate and mortgage industry veteran, for a deep, honest conversation about how artificial intelligence is reshaping consumer behavior, trust, and relevance in knowledge-based service industries.

Eric explains why the biggest threat isn’t AI-powered competitors — it’s the AI-powered consumer having private conversations before they ever call a loan officer or agent.

This episode goes far beyond tools and tactics. It’s about mindset, positioning, personalization at scale, and why the future belongs to professionals who shift from being information providers to trusted guides.

If you want to stay indispensable in a world where knowledge is cheap and automation is everywhere, this conversation will change how you think about your business.

What You’ll Learn in This Episode

• Why the AI-powered consumer is the real disruption in mortgage & real estate
• How knowledge has become table stakes — and what actually differentiates you now
• The difference between automation and augmentation (and why it matters)
• Why optimizing relationships can actually destroy them
• How to use AI behind the scenes without losing the human touch
• Why “efficiency” alone is a zero-sum game
• How top producers will win by becoming wisdom workers, not technicians
• The role of EQ, communication, and taste in an AI-driven world
• How to reclaim time without sacrificing client experience
• What loan officers should not automate if they want more referrals

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerful episode of The Way, Dino sits down with the legendary coach, author, and industry icon to unpack over four decades of hard-won lessons on building a business that doesn’t just produce income — but creates freedom, longevity, and real wealth.

Todd shares why most loan officers stay stuck trading time for money, how systems unlock scale, and why relationships — not transactions — are the real asset in any lasting business.

The conversation dives deep into coaching, mindset, AI-powered learning, referral economics, and why slowing down is often the fastest way to grow.

This is not theory. This is proven execution from one of the most trusted voices in lending.

What You’ll Learn in This Episode

• Why transactions create income, but relationships create fortunes
• The “slow down to speed up” principle that transforms careers
• How Todd built referral-driven businesses without chasing leads
• Why most loan officers confuse being busy with being productive
• The real purpose of coaching — beyond learning how to do loans
• How systems create freedom, scale, and a sellable business
• The power of referral-by-design vs. transactional marketing
• Why confidence determines conversion more than scripts
• How AI coaching and role-play are changing learning forever
• What it takes to build a business that lasts decades — not cycles

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In an industry obsessed with leads, rates, and automation, Justin Padron proves there’s a better — and more profitable — way to build a mortgage business.

In this episode of The Way, Dino sits down with Justin Padron of Neo Home Loans, a relationship-driven mortgage advisor producing nearly $70 million annually by focusing on community, collaboration, and long-term trust — not transactional shortcuts.

Justin breaks down how treating clients like family, building deep local relationships, and partnering strategically with real estate agents and financial planners creates a sustainable, referral-driven business — even in challenging markets.

This episode is a masterclass in old-school fundamentals executed at an elite level.

What You’ll Learn in This Episode

• How Justin built a $70M mortgage business without chasing leads
• Why community presence beats national reach for long-term growth
• The exact team structure that allows Justin to scale without burnout
• How mortgage advisors can collaborate with financial planners and CPAs
• Why asking for introductions is more powerful than asking for referrals
• How to turn refinance savings into generational wealth conversations
• The biggest mistake loan officers make when trying to “do it all”
• How to hire your first team member (even if money feels tight)
• Why outbound phone calls still outperform modern lead strategies
• How to balance family, health, and business without sacrificing production

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Most businesses don’t fail because of bad products — they fail because they never build a scalable monetization and execution strategy.

In this episode of The Way, Dino sits down with mortgage industry veteran and tech founder Gino Fronti for a deep, no-hype conversation on how AI, agentic automation, and operating systems are fundamentally reshaping lending, sales, and modern businesses.

This isn’t about “using AI tools.”
 It’s about learning how to operate inside an AI-powered business model — before the market leaves you behind.

Gino breaks down why traditional CRMs, SaaS tools, and bloated tech stacks are failing loan officers… and how a new generation of sales-centric operating systems is eliminating bottlenecks, reducing human error, and giving professionals their time back.

If you’re a mortgage advisor, entrepreneur, or business leader facing shrinking margins and increasing complexity, this episode is required listening.

What You’ll Learn in This Episode

• Why most businesses fail by focusing on products instead of monetization
• The difference between using AI and operating within AI
• What “agentic AI” really means — and why it changes everything
• How eliminating human bottlenecks increases volume without sacrificing customer experience
• Why applications are “where loans go to die” — and how conversation-first workflows convert better
• The future of CRMs, loan origination, and operating systems
• Why EQ will matter more than IQ in an AI-driven economy
• How automation can enhance human connection, not replace it
• What margins, subscriptions, and volume economics teach us about the future of business
• How mortgage professionals can stay relevant as knowledge becomes commoditized

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this unforgettable episode of The Way with Dino Katsiametis, Dino sits down with internationally renowned motivational speaker and author Rene Godefroy, whose life began in extreme poverty in rural Haiti—abandoned as a baby, starving, ridiculed, and written off by everyone around him.

Rene’s story isn’t just inspirational—it’s a masterclass in resilience, gratitude, sales mindset, and execution.

From begging for food to detailing cars for $2…
 From speaking broken English to keynote stages at major corporate events…
 From being told “you’ll never make it” to helping millions overcome adversity…

This episode connects personal transformation directly to business performance, showing why gratitude, consistency, and implementation—not talent—separate average producers from elite performers.

If you work in sales, lending, entrepreneurship, leadership, or personal growth, this conversation will reset how you view rejection, opportunity, and success.

Key Takeaways & Discussion Points

• Why gratitude is the “key that unlocks the vault of abundance”
• How rejection actually creates momentum and clarity in sales
• The importance of auditioning every time you deliver a service
• Why consistency and implementation matter more than information
• How leaders can help others “see” possibility when they’re stuck
• Modeling success instead of reinventing the wheel
• Turning adversity into a competitive advantage in business
• Why America still offers unlimited opportunity—for those who act
• The mindset shift that transforms problems into profit
• How resilience is built by staying in the fight longer than others

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, executive coach and keynote speaker Craig Davis shares his remarkable journey from battling stage-three cancer to leading thousands as a “leader’s leader.” Dino and Craig dive deep into identity, mindset, and reinvention—discussing how to recover from career loss, rediscover purpose, and build businesses with heart and strategy. Craig reveals the frameworks he uses to help CEOs, branch managers, and mortgage professionals scale through clarity, leadership, and “faith plus grit.”

🎙️ Key topics:

• Overcoming adversity and redefining identity after cancer
• How to shift from success-chasing to purpose-driven leadership
• The difference between leaders and managers—and why both matter
• Strategic planning and building scalable “business blueprints”
• Coaching insights for originators who want consistent growth and authentic influence

👉 Tune in to learn how to build a thriving career, lead with integrity, and join the “Good Human Club.”

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, top 1% mortgage producer Abdel Khawatmi shares how faith, discipline, and artificial intelligence helped him achieve a 262% increase in net revenue. Dino dives deep into Abdel’s mindset and methods for scaling a modern mortgage business with purpose and precision.

You’ll Learn:

• How faith, family, fitness, and finance create true freedom
• The exact AI workflows Abdel uses to automate daily operations
• Proven systems that cut hours from the workday and boost ROI
• How to recruit, train, and empower loan officers through tech
• The secret to tracking and scaling referral business with analytics

🎧 #TheWayWithDinoKatsiametis #AIForBusiness #MortgageInnovation #FaithDrivenLeadership

👉 Tune in to learn how to build a thriving career, lead with integrity, and join the “Good Human Club.”

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this inspiring episode of The Way with Dino Katsiametis, professional coach Michael Regan of Building Champions shares decades of insight on how to lead with purpose, balance work and life, and thrive in a rapidly changing mortgage industry.

Dino and Michael explore:

• The power of coaching and mentorship in transforming both business and personal growth
• Why AI is reshaping the mortgage industry—and how to adapt without losing the human connection
• How to avoid burnout and redefine success through clarity, balance, and discipline
• The importance of writing your own “life plan” to align your work, relationships, and purpose
• Lessons from Michael’s journey—from journalism to origination to full-time coaching—that prove fulfillment comes from helping others grow

This conversation isn’t just about mortgages—it’s about building bigger lives, stronger relationships, and a mindset that thrives through every season.

👉 Subscribe to The Way with Dino Katsiametis for more powerful conversations with top leaders who are redefining success in life and business.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

On this episode of The Way with Dino Katsiametis, John Donnelly, Executive Director of Sales at Service First Mortgage, shares how a 25-year journey in the mortgage industry—and a literal climb up Mount Kilimanjaro—taught him what it truly means to lead, grow, and serve.

Dino and John unpack the lessons behind lasting success:

• From call-center chaos to executive leadership—how grit builds greatness
• The power of servant leadership and creating impact beyond the paycheck
• Turning relationships into real results in today’s mortgage market
• How to find your “why” and keep climbing when business (and life) get tough
• Why systems, mindset, and integrity are the foundation of every top producer

If you’re a loan officer, entrepreneur, or leader searching for inspiration, strategy, and heart, this episode shows you how to rise higher—one intentional step at a time.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerhouse episode of The Way with Dino Katsiametis, top-producing mortgage advisor Marc Bui shares his no-BS journey from 19-year-old loan officer to one of the most trusted voices in the industry. From surviving the crash of 2008 to mastering the art of relationship-based lending, Marc dives into how mindset shifts, tactical follow-ups, strategic social media, and client-first communication transformed his business.

Marc and Dino talk shop about:

• The truth behind chasing leads vs. planting referral trees
• How to recession-proof your mortgage career
• The art of client retention (and pre-selling the refinance!)
• Why personal branding and post-close follow-up are game changers
• Real talk on social media burnout—and how to use it wisely

Whether you're a new LO or a seasoned pro looking to scale, this episode is packed with honest advice, smart strategies, and a whole lot of laughs.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerful episode of The Way with Dino Katsiametis, Dino sits down with David Sidoni—realtor, national educator, podcast host, and self-proclaimed “guru for first-time home buyers.” David shares his journey from show business (Newsies, Disney, Michael Jackson, and more) to building a revolutionary system that empowers Gen Z and millennial buyers. Together, Dino and David dive into why the industry overlooks this massive market, how his “Last Lease Ever” program is changing lives, and why systems—not hustle alone—create lasting success. They also tackle AI’s role in real estate, market predictions, and the mindset shift from loan officer to true mortgage advisor. If you’re in real estate, lending, or simply want to understand the future of homeownership, this episode is packed with insights you can’t afford to miss

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it take to stay relevant and impactful after four decades in the mortgage industry? In this episode of The Way with Dino Katsiametis, industry legend Dale Vermillion, founder of Mortgage Champions, shares his journey from selling pots and pans door-to-door to leading thousands in the mortgage world.

Dale opens up about:

• Why faith, humility, and service are the foundation of his success.
• The power of mentorship and constant learning in building a career without a college degree.
• How to thrive in tough markets with relationships, trust, and relentless action.
• Why giving back—whether through feeding families or building orphanages—is the real measure of success.

Whether you’re a loan officer, leader, or entrepreneur, this conversation will inspire you to focus less on rates and more on impact, integrity, and people.

👉 Tune in and discover why success isn’t about chasing money—it’s about lifting others up along the way.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Struggling to turn Instagram followers into actual clients? In this episode of The Way with Dino Katsiametis, Dino sits down with Michelle Berman-Mikel—founder of Berman Media PD and creator of the Instagram Power Method—for a deep dive into using Instagram strategically (not stressfully).

Michelle shares how real estate professionals and mortgage brokers can stop winging it on social media and start building a personal brand that drives real business. You’ll learn how to balance value-driven content with authentic storytelling, avoid the traps of automation, and turn DMs into deals.

💡 Highlights include:

• The biggest mistakes agents make on Instagram
• Why content that connects > content that sells
• How to stop “posting and praying” and start converting
• Building community through vulnerability, not vanity metrics

Whether you’re a seasoned pro or Insta-anxious beginner, this episode delivers tactical tips and a fresh perspective that’ll change how you show up online.

📲 Follow Michelle @bermanmediapd | Learn more at bermanmediapd.com

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this inspiring episode of The Way with Dino Katsiametis, Canadian mortgage mogul Brian Hogben shares his incredible journey from aspiring rock star to the founder of Mission 35 Mortgages. Brian opens up about the lessons learned from starting with nothing, building a multi-branch brokerage, and navigating massive setbacks—including being abandoned by his team just as he launched his business. He and Dino discuss work-life balance, leadership, pouring into others, and how fear can be your greatest motivator. Whether you're stuck in your career or striving for the next level, this episode is packed with actionable insights and bold strategies for building wealth and purpose.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this no-holds-barred episode of The Way with Dino Katsiametis, mortgage entrepreneur Chris Piro shares his remarkable journey—from nearly becoming a chef to leading a multi-state mortgage firm and closing over $150 million a year.

Chris reveals how cold-calling shaped his success, why discipline creates true freedom, and how he built a client base of 94,000 by staying relentlessly consistent. From his days in retail banking to launching Searchlight Lending, Chris brings real talk on what it takes to grow, scale, and stay sane in the mortgage industry.

- How cold calls, coffee meetings, and shoeboxes of business cards built his empire
- Why brokers should stop chasing shiny objects and double down on what works
- The exact routines, marketing systems, and CRM tactics Chris uses to generate business on autopilot
- Plus: the mindset shift every $20M loan officer needs to scale past the plateau

Whether you’re just starting out or trying to break past your ceiling, this episode delivers the real roadmap to going big in the mortgage world—without burning out.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerful episode of The Way, Dino Katsiametis sits down with Brian Covey—former professional soccer player turned mortgage executive and leadership coach—for a deep dive into the mindset, faith, and strategy that fuel high-performance business.

Brian shares his journey from the soccer field to becoming a top producer and respected leader in the mortgage world. They talk about building stamina—in sports and business—overcoming self-doubt, leading with integrity, and why faith and gratitude are Brian’s greatest business tools.

Listeners will discover:

• Why mental toughness and discipline are non-negotiables for entrepreneurs
• How Brian scaled from solo producer to leader of elite mortgage teams
• The impact of personal branding, coaching, and doing the hard things first
• Tactical advice for new and struggling loan officers
• Why being known beats being the best—and how to become both

Whether you're in real estate, lending, or leadership, this episode will give you the clarity and courage to level up your business and life.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this unfiltered and inspiring episode of The Way with Dino Katsiametis, mortgage leader, content creator, and industry veteran Alec Hanson shares his incredible journey—from closing $85M in loans in his first year to becoming a driving force at LoanDepot. Alec opens up about his early insecurities, lessons from the 2008 financial collapse, and how building authentic relationships—and a personal brand—changed his career trajectory.

🔍 In this episode, Alec breaks down:

• His rise from loan assistant to top producer and executive
• How content creation became a game-changer for recruiting and influence
• Lessons from losing everything in the housing crash
• The mindset shift from ego to servant leadership
• Why connection > perfection when it comes to social strategy
• How originators can leverage content to grow their referral networks
• What he’d do today if dropped in a new market with nothing but his knowledge

This is a must-listen for loan officers, leaders, and anyone in mortgage looking to stay relevant, make an impact, and future-proof their business.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerhouse episode of The Way with Dino Katsiametis, Dino sits down with Greg Sher—mortgage executive, media powerhouse, and host of the One on One podcast—for a candid and forward-thinking conversation on the future of lending, leadership, and technology in the mortgage industry.

Greg shares:

• His unique journey from sportscasting to mortgage industry leadership
• Why AI is more than a buzzword—and how it’s already changing origination
• The importance of adaptability for loan officers and real estate agents
• Honest takes on the NAR settlement and what it really means for your business
• Why voice, advocacy, and transparency are essential for the next-gen mortgage leader

This episode is a must-listen for mortgage professionals who want to stay relevant, lead with impact, and win in the age of automation. Whether you're a seasoned executive or just starting out, Greg’s no-BS insights, bold predictions, and deep industry perspective will leave you inspired and equipped for what’s next.

👉 Subscribe, share, and join us as we redefine the way lending should be done.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerhouse episode of The Way with Dino Katsiametis, we sit down with Tano Kapedani, CEO of EZ Fundings, who personally closes 200+ loans a year—even in tough markets. Tano shares the exact strategies that skyrocketed his production, from mastering product knowledge to turning bank turndowns into goldmines. Discover how he built one of the industry's top-performing brokerages and his no-BS approach to relationships, referrals, and real results. Whether you're a new LO or a seasoned pro, this episode is packed with actionable insights that could transform your business.

👉 Subscribe now and learn from one of the top 2% in the mortgage industry!

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this action-packed episode of The Way, Dino Katsiametis sits down with Sosi Avila—former pastor turned top-producing mortgage advisor—to uncover how he went from missionary work in 27 countries to building a $100M mortgage business. Sosi shares his step-by-step playbook for mastering referrals, building strong realtor relationships, scripting perfect handoffs, and scaling client trust through strategic gifting and post-close engagement.

Whether you're a new LO or seasoned pro, you'll learn how to stand out in today's competitive market by combining authenticity, systems, and service. Packed with scripts, strategies, and mindset shifts, this episode is your go-to guide for sustainable growth in the mortgage industry.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Dino Katsiametis CEO of Ethos Lending sits down with John Farrell of US Bank—an “obnoxiously good” loan officer with decades of experience and a reputation for keeping it real. From humble beginnings and industry burnout to becoming a top producer in a highly competitive market, John shares how he built a thriving, referral-based business by focusing on relationships, authenticity, and adaptability. Tune in for tactical advice on social media, surviving market downturns, leveraging AI tools, and the one thing every new loan officer should prioritize. Whether you're in lending or any relationship-driven business, this episode is packed with nuggets that can transform your game.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Are you a mortgage broker looking to grow your production, scale your mindset, and build lasting client relationships? In this high-energy episode of The Way with Dino Katsiametis, we sit down with Amir Syed — top-producing loan officer, founder of Go Coaching, and billion-dollar mortgage expert — to unpack the exact mindset shifts, scripts, systems, and sales strategies that helped him build a billion-dollar business.

From mastering the perfect 60-second phone call to breaking down the “Loan Officer Love Languages” and why your CRM isn’t enough without the right rituals, Amir drops gold for LOs who want to grow in a down market. Whether you're closing $5M or aiming for $100M+, this episode is packed with actionable tips that will elevate your production and your purpose.

🔥 Topics include:

• The 3 barriers to growth for loan officers
• Prospecting like a pro in today’s market
• Building a high-performing team with systems that scale
• How to create your Pre-Work Ritual (PWR) to win the day
• Why loving on your clients is your biggest competitive edge

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What happens when you stop settling and start betting on yourself? JJ left a "good" job to chase something better—and built a thriving mortgage business in the process. Tune in to hear how he faced the fear, broke the rules, and made his own lane. No fluff, just real talk for anyone ready to level up. 

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it take to dominate the mortgage industry while maintaining a fulfilling life? In this episode of The Way Podcast, host Dino Katsiametis sits down with top mortgage advisor Sean Herrero to uncover the mindset, marketing tactics, and relationship-building strategies that set him apart. From leveraging video for client trust to crafting offers that win in competitive markets, Sean shares invaluable insights that every loan officer and real estate professional needs to hear. Whether you're a seasoned pro or just starting out, this episode is packed with game-changing advice.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

How do top performers rise above challenges while others struggle? In this powerful episode of The Way Podcast, host Dino Katsiametis welcomes keynote speaker, author, and sales expert Rene Rodriguez to unpack the secrets of influence, resilience, and success. From mastering rejection to creating systems that drive efficiency, Rene shares game-changing strategies to help loan officers, entrepreneurs, and leaders thrive—no matter the market conditions. If you're ready to shift your mindset, strengthen your business, and lead with confidence, this is an episode you won’t want to miss!

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What does it take to go from a young loan officer assistant to running a thriving mortgage consulting business? In this episode of The Way Podcast, we sit down with Stew Sweet, founder of Night Owl Consulting, to explore his journey from grinding 18-hour days in the mortgage world to building a game-changing outsourcing firm. Learn how he scaled his business, overcame major obstacles, and developed a system that helps loan officers optimize their operations. If you’re in the mortgage industry—or just love an inspiring business transformation—this episode is a must-listen!

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this powerful episode of The Way Podcast, host Dino Katsiametis sits down with mortgage industry veteran and transformational coach Cindy Ertman. With over 37 years of experience, Cindy shares the lessons that propelled her to the top of the mortgage world—building a billion-dollar branch, mastering work-life balance, and coaching originators to success. She reveals the key strategies for thriving in today’s challenging market, the mindset shifts that separate top producers from the rest, and the one bold choice you should make every day. Whether you're a new loan officer or a seasoned pro, this conversation will inspire you to take action and elevate your business.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way with Dino Katsiametis, we welcome Hope Bouman, CEO and Founder of Signature Strategies Coaching. Hope shares her incredible journey from commercial real estate to top mortgage producer and sought-after business coach. She dives into the power of mental fitness, the art of relationship-building, and the mindset shifts needed to thrive in any market. Whether you're in mortgage lending, real estate, or business leadership, this episode is packed with actionable insights on growth, adaptability, and lasting success.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

On this episode of The Way Podcast, Dino Katsiametis talks with Mike Benton, Division President of Responsive Mortgage, who shares his journey of resilience and success in the mortgage industry. From starting fresh in unfamiliar markets to navigating economic downturns, Mike reveals how consistency, relationship-building, and unwavering determination turned obstacles into opportunities.

Get practical tips on growing your mortgage business, maintaining work-life balance, and using discipline to achieve personal and professional goals. Mike also opens up about overcoming personal challenges, including his decision to give up alcohol, and how it transformed his outlook and performance. Whether you’re a seasoned broker or just starting out, this episode is packed with insights to help you thrive.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Join us for an inspiring conversation with Wally Elibiary, one of the nation’s top mortgage professionals and founder of Aspire Mortgage Advisors. Wally shares his incredible journey from door-knocking apartments as a young loan officer to building a scalable, client-centered mortgage business.

Learn how he overcame early challenges, embraced mentorship, and developed systems to sustain growth while prioritizing family and personal fulfillment. Wally also reveals key insights from his book, 24/7 Mindset, and offers advice on navigating career shifts, smart investments, and finding balance in a demanding industry. This episode is a must-listen for anyone looking to elevate their business and life.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this insightful episode, we dive deep into the world of mortgage lending with Rick Mount, co-manager of Churchill Mortgage, as he shares his 30+ years of experience. From starting out in a suit with an empty briefcase to leading a top-performing team, Rick discusses the personal and professional milestones that shaped his career. We explore his daily routines, the power of relationships in business, and how success is often about serving others. Tune in for valuable lessons on leadership, family, and finding balance in the fast-paced world of finance.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

On this episode of The Way Podcast, Dino chats with Trevor Hammond from Neo Home Loans, a man who’s mastered more than just mortgages—he’s figured out how to build a business that doesn’t make you want to play Russian roulette  with a 357 Magnum! Trevor takes us through his journey from being a young loan officer to a divisional leader and coach, with plenty of laughs and lessons along the way. Ever heard of "Debts Under Management"? Neither did Dino—until Trevor blew his mind with a new way to make loans work for you, not the other way around. Trevor also drops knowledge on how to turn every loan into a growing asset, all while keeping your sanity intact. Tune in to hear Trevor’s passion for financial literacy, his hilarious stories of learning the hard way, and why he’s the kind of guy who helps you build wealth—and maybe laughs at your bad jokes too.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

What do you get when you combine a mortgage pro, an Ironman, and a dad who throws the ultimate 18th birthday party? You get Mike Hardy, the guest on today’s episode of The Way Podcast! Dino sits down with Mike, who spills the beans on how he's mastered the art of balancing a successful mortgage business with a thriving family life—and still finds time to be annoyingly perfect at everything else. Mike shares his "rite of passage" birthday tradition for his sons. We also get a peek into his daily routine, where just 15 minutes of exercise somehow makes him fitter then most of the SF 49er's frontline. Tune in for laughs, life hacks, and a few solid tips on how to make adulting look easy (even though it's not.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

In this episode of The Way, Dino Katsiametis chats with Ryan Grant, a mortgage industry visionary and founder of Neo Home Loans. Ryan dishes on everything from avoiding financial missteps to revolutionizing how the mortgage industry serves its clients. With humor and insight, he reveals why most people treat their mortgage like fast food—quick and easy—and how that mentality needs to change. Whether you're just starting out in real estate or a seasoned pro, Ryan shares tips on building generational wealth, the importance of post-closing service, and why becoming a true financial guide for your clients is the key to long-term success. Bonus: Find out what sushi and cheap loans have in common!

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Join Dino Katsiametis on The Way as he interviews Todd Bookspan, the man behind Win By Noon, a self-proclaimed “fitness nerd” with 26 houses and a knack for talking to realtors before you’ve even had your second cup of coffee! Todd shares his secrets to success, from balancing family life with a booming mortgage career, to how he survived (and thrived) through the financial crisis with a plan, a vision, and a whole lot of humility. Whether you’re curious about building wealth, surviving the grind, or just wondering how Todd gets it all done by noon, this episode will inspire you to level up your business—and life—with humor and hustle.

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.  

Join Dino Katsiametis, host of The Way, as he welcomes mortgage industry legend (and self-proclaimed “oldest guy still kicking”) Dave Savage to the show! With nearly four decades of experience under his belt—and still going strong—Dave dishes out wisdom on how to empower and equip tomorrow’s loan officers while sharing his personal pivots from loan officer to tech entrepreneur. From mortgage tips to morning routines that involve cold plunges and espresso shots, this episode is packed with humor, insights, and Dave’s no-nonsense approach to building a purpose-driven career. Whether you're new to the mortgage world or just trying to figure out why Dave wakes up at 3:15 AM without an alarm, you’re in for a fun and inspiring ride!

Thanks for listening to "The Way With Dino Katsiametis"  
 For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
Follow Dino for weekly clips and mortgage leadership insights on
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Learn more about Ethos Lending at ethoslending.com.