The Way with Dino Katsiametis

Send us Fan MailSean Herrero is the first returning guest in the history of The Way — and he earned it. Episode 13 in Season 1, back for Season 2, Episode 4 with a 30-unit month at more than $30 million behind him and a team of exactly two people.This one is a masterclass in intentionality. Sean breaks down the open house engagement kit — the system that captures buyer relationships at open houses he never attends. Why the standard flyer offers nothing and therefore earns nothing. Why contact information is a transaction, and what you have to trade for it. And the reframe that runs underneath his whole business: it's not what the house costs, it's what the house costs you.We also get into why "the market is bad" is an excuse wearing a costume, the difference between reasons and excuses, what a Navy SEAL taught him about decisive action, applying deliberate pressure with non-refundable deposits, why he caps his training events at eight people, and how "I wonder if" became his entire AI strategy.Sean answers the Million Dollar Drop — and he's the first guest who could answer it from memory, because he already lived it in 2017.Sean Herrero is a Regional Vice President at CrossCountry Mortgage. Find him on Instagram at @adventurelender.Get the free playbook with Sean's complete open house system at dinokatsiametis.com/open-house-you-never-attendThe Way with Dino Katsiametis — Empower. Equip. Educate. The way lending should be done. #WhoCanWeServeTodayThanks 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.  

Send us Fan MailWhat does it take to stand out in today's mortgage industry?In this episode of The Way with Dino Katsiametis, Dino welcomes back mortgage leader and  Abdel "The Gorilla" Khawatmi for an in-depth conversation on branding, artificial intelligence, client experience, leadership, and building systems that consistently outperform the competition. Abdel explains why today's mortgage professionals must stop thinking like loan officers and start acting like trusted advisors. From mastering KPIs and tracking every stage of the sales process to creating an unforgettable personal brand and using AI as a productivity multiplier, this conversation is packed with practical strategies that can immediately improve your business. Whether you're a mortgage advisor, real estate professional, sales leader, or entrepreneur, you'll walk away with actionable ideas on creating systems, serving clients at a higher level, and building a business that thrives in any market.In This Episode Why branding is your biggest competitive advantage  How "The Gorilla" became one of the mortgage industry's most recognizable personal brands  The Six C's framework for measuring business growth  Why KPIs should drive every business decision  How to become a trusted mortgage advisor instead of simply processing loans  Building systems that create speed, consistency, and better client experiences  AI tools every mortgage professional should be using today  Using ChatGPT, Claude, NotebookLM, Zapier, and meeting assistants to save hours every week  Why tracking conversations is just as important as tracking closings  Creating content that attracts your ideal clients and referral partners  Building a personal brand around your ideal customer avatar  Why execution beats information every single time  Community leadership, financial literacy, and building a business with purposeThanks 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.  

Send us Fan MailWhat separates the average loan officer from a top-producing mortgage advisor?In this episode of The Way with Dino Katsiametis, Dino sits down with mortgage industry leader Wade Betz, a producer responsible for helping over 2,000 families, generating nearly $1 billion in mortgage volume, and building one of the industry's strongest client-retention systems. Rather than chasing the next transaction, Wade reveals how disciplined daily habits, structured prospecting, long-term client care, and consistent follow-up have created a business where 65% of his annual closings come from past clients.This isn't theory.It's a practical blueprint that every mortgage advisor, loan officer, broker, sales professional, and entrepreneur can implement immediately.From creating a winning morning routine to leveraging YouTube, AI, SEO, CRM systems, annual financial reviews, and accountability tracking, Wade shares the exact strategies that have helped him build a sustainable business that continues to grow year after year.If you're tired of constantly hunting for your next deal, this episode will completely change how you think about growing 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.  

Send us Fan MailWhat if everything you've been taught about building a mortgage business is wrong?In this special Season 2 premiere of The Way with Dino Katsiametis, the tables are turned as industry legend Dave Savage interviews Dino about the principles, systems, and mindset that built one of the most relationship-driven mortgage businesses in America.This isn't just another conversation about closing loans.It's a masterclass on creating Mortgages Under Management (MUM), building clients for life, developing an unforgettable customer experience, and using generosity, consistency, and leadership to create a business that continues to grow long after the transaction ends.From creating raving fans with strategic gifting to embracing AI without losing the human connection, Dino shares the philosophies that have shaped his career and now drive the mission of Ethos Lending.Whether you're a mortgage advisor, entrepreneur, business owner, or simply looking to build a life centered on purpose and impact, this episode is packed with practical wisdom you can apply immediately.In This Episode✅ Why "Mortgages Under Management" changes everything✅ How to turn every client into a client for life✅ The gifting strategy that transformed Dino's business✅ Why relationships always outperform transactions✅ Building a referral-based business without chasing leads✅ The mindset of the nation's top mortgage advisors✅ How AI should support—not replace—the human experience✅ Why consistency beats talent every time✅ The importance of creating your own personal ethos✅ Books that changed Dino's life and business✅ Lessons on faith, family, leadership, gratitude, and legacy✅ The Million Dollar Drop: How Dino would rebuild from scratchThanks 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.  

Send us Fan MailCan a loan processor become the COO of one of the largest financial companies in America?Heather Lovier proves the answer is YES.In this powerful episode of The Way with Dino Katsiametis, Dino sits down with Heather Lovier, Chief Operating Officer of Rocket Companies, to discuss her incredible 23-year journey from entry-level loan processor to executive leadership.But this conversation goes far beyond mortgages.Heather shares the leadership principles that have fueled Rocket's growth, why company culture matters more than ever, how AI is reshaping the future of homeownership, and what it really takes to build organizations that continue to innovate after decades of success.They also dive into Rocket's acquisitions of Redfin and Mr. Cooper, the broker channel, customer experience, entrepreneurship, leadership, and why "falling in love with the problem" is the secret behind long-term innovation.Whether you're a mortgage professional, entrepreneur, CEO, sales leader, or someone passionate about building great businesses, this episode is packed with actionable insights 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.  

Send us Fan MailWhat does it take to build one of the most influential companies in the mortgage industry?In this episode of The Way with Dino Katsiametis, Dino sits down with Anthony Casa, CEO & Founder of UMortgage, Founder of AIME (Association of Independent Mortgage Experts), and one of the most recognizable leaders in the mortgage industry.Anthony opens up like never before...From dropping out of school at just 13 years old, working 100-hour weeks in a restaurant after his father suffered a stroke, to building multiple companies that transformed the mortgage broker channel—this conversation is packed with hard-earned wisdom.Anthony shares the lessons that changed his life, why culture matters more than rapid growth, how AIME reshaped the mortgage industry, the story behind Arrive, building UMortgage, and why success means far more than money.Whether you're a mortgage professional, entrepreneur, business owner, sales leader, or someone striving to build a meaningful legacy, this episode delivers practical lessons you can apply immediately.In This Episode✅ Anthony Casa's journey from leaving school at 13 to becoming a mortgage industry leader✅ Growing up in poverty and the work ethic that shaped his success✅ Why leadership looks completely different today than it did 20 years ago✅ The rise of AIME and how it changed the mortgage broker industry✅ Behind the scenes of building Arrive Technology✅ How UMortgage became one of the fastest-growing mortgage companies✅ The importance of company culture over rapid growth✅ Why systems and processes outperform talent alone✅ The biggest mistakes entrepreneurs make when scalingand much more...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.  

Send us Fan MailWhat separates average loan officers from mortgage advisors who build businesses that thrive for decades?In this episode of The Way with Dino Katsiametis, Dino sits down with Drew Gillett, marketing executive and one of the industry's leading experts on mortgage branding, digital marketing, AI, and social media strategy.If you've ever wondered...• Why your marketing isn't producing referrals• How top mortgage advisors dominate social media• What AI actually means for your business• How to create content people trust and share• Why consistency beats talent every time...this episode delivers the blueprint.Dino and Drew break down the exact strategies today's mortgage professionals should be using to build authority, create trust, attract Realtor partners, grow referral relationships, and establish a personal brand that keeps generating business long after the post is published.This isn't theory.It's a practical roadmap for loan officers, mortgage advisors, real estate professionals, and entrepreneurs who want to 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.  

Send us Fan MailWhat happens when a top-producing mortgage leader stops asking whether AI is coming—and starts building with it?In this episode of The Way with Dino Katsiametis, Dino sits down with Ryan O'Kane, CEO of Arbor Financial Group, mortgage industry veteran, technology innovator, and one of the most forward-thinking leaders in lending today.Ryan shares how he grew Arbor Financial from a small operation into a company with hundreds of loan officers while continuing to originate loans himself. He pulls back the curtain on the systems, technology, automation, leadership principles, and AI strategies that are transforming the future of mortgage lending.But this conversation goes much deeper than technology.Ryan and Dino tackle one of the biggest questions facing the industry:Will AI replace mortgage professionals—or will it make great advisors even more valuable?From automation and operational efficiency to relationship-building, database marketing, scaling teams, and the future of real estate referrals, this episode delivers practical insights for mortgage professionals who want to stay ahead of the curve.If you're serious about growing your business, leveraging technology, and future-proofing your career, this is an episode 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.  

Send us Fan MailWhat if the biggest threat to your mortgage business isn't rates, inventory, or the economy?What if it's your unwillingness to change?In this episode of The Way with Dino Katsiametis, Dino sits down with Rich Weidel, CEO of Princeton Mortgage, entrepreneur, former Goldman Sachs investment banker, and one of the industry's most forward-thinking leaders.Rich shares the incredible journey from Wall Street to building a top mortgage company, surviving one of the toughest markets in industry history, and reinventing his business through technology, operational excellence, and AI-driven innovation.This isn't another conversation about rates.It's a conversation about survival, adaptation, leadership, and why many mortgage professionals are unknowingly building businesses that won't survive the next decade.Rich breaks down how technology is changing loan origination, why operational efficiency is becoming the ultimate competitive advantage, and why personal branding may soon matter more than company branding.Whether you're a loan officer, branch manager, broker, or business owner, this episode will challenge how you think about growth, profitability, and your future in the mortgage industry.In This Episode:• Why market cycles expose the difference between operators and opportunists• The leadership lesson Rich learned from a top mortgage industry CEO• How Princeton Mortgage rebuilt itself during the toughest market in decades• Why cost structure is becoming the biggest competitive advantage in lending• The dangerous mindset keeping many mortgage companies stuck• How AI is eliminating inefficiencies across the mortgage process• Why technology is making scaling easier than ever before• The real reason many loan officers struggle despite working hard• How top producers are using automation to increase production• Why personal branding may become more important than company branding• The future of self-sourced business and referral relationships• Why social media is the most underutilized lead-generation tool in mortgage• The truth about broker vs IMB and why most people ask the wrong question• How to build a company that grows revenue faster than expenses• Why adaptability—not experience—may be the most valuable skill moving forward• The role courage plays in business transformation• What mortgage professionals need to do today to stay relevant tomorrowThanks 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.  

Send us Fan MailAfter a year of explosive growth, thousands of monthly downloads, and conversations with some of the brightest minds in the mortgage industry, Dino is taking everything he's learned and turning it into a practical roadmap for one purpose:Helping loan officers transform into mortgage advisors.Season 2 will feature the best minds in the country, each bringing mastery in one critical pillar of a successful mortgage business. Every episode will include actionable frameworks, tactical playbooks, and real-world strategies designed to help you build a business that creates consistency, freedom, and 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.  

Send us Fan MailCan 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 yourselfThanks 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.  

Send us Fan MailIn 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 communicationThanks 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.  

Send us Fan MailWhat 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 lifeThanks 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.  

Send us Fan MailWhat 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.  

Send us Fan MailWhat 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 marketThanks 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.  

Send us Fan MailAre 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 successThanks 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.  

Send us Fan MailWhat’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 scratchThanks 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.  

Send us Fan MailWhat 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 conditionsThanks 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.  

Send us Fan MailWhat 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 freedomThanks 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.  

Send us Fan MailWhat 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 burnoutThanks 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.  

Send us Fan MailMost 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 efficiencyThanks 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.  

Send us Fan MailArtificial 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 leverThanks 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.  

Send us Fan MailIn 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 interviewThis 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 credibilityThanks 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.  

Send us Fan MailIn 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 workflowsautomate administrative workunlock powerful data insightsand 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.  

Send us Fan MailWhat 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 breakingWhy consistency beats “big recruiting months”The systems that allow him to produce $110M personally while running a companyHow structured onboarding prevents broker-world chaosWhy social media is now the fastest path to building referral influenceThe mindset evolution that changed how he sees the mortgage industryThis 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.  

Send us Fan MailRecruiting 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 PointsWhy great recruiting starts with leadership identity, not job offersThe concept of Attractive Leadership: vision, values, and purposeWhy people follow leaders — not companiesHow Richard built a 32-step recruiting system that scalesThe difference between transactional recruiting and relationship-based recruitingWhy personal brand is now a non-negotiable leadership skillHow faith, failure, and pressure forged better leadershipWhy systems outperform motivation and hustleHow to build a 90-day roadmap tailored to each individual leaderWhy value creation — not persuasion — wins in recruiting and referralsThanks 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.  

Send us Fan MailIn 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 PointsHow Matt closed $249M+ across 570 units with a small, specialized teamWhy over 95% of his business is self-generated and referral-basedThe power of niche lending (non-warrantable condos, FHA, first-time buyers)Why the phrase “I’m available anytime” kills professionalism and productivityHow to structure a high-volume team (LOAs, processors, production partner)Why Mortgage Coach TCAs create instant advisor authorityThe consultation process that converts without sellingHow time-blocking, Calendly, and boundaries unlocked scaleWhy saying “no” attracts better clients and partnersLessons from Todd Duncan, Tony Robbins, and elite peer groupsThanks 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.  

Send us Fan MailTrust 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 industriesHow trust has shifted from institutions to individualsThe role AI should play in making advisors more human, not lessWhy listening matters more than pitchingHow loan officers can stop being transactional and become trusted guidesIf 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.  

Send us Fan MailWhat 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 educatorAlong 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.  

Send us Fan MailWhat 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 engineIf 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.  

Send us Fan MailWhat 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 performanceThis 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.  

Send us Fan MailMarkets 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 EpisodeWhy confidence is earned through knowledge — not hypeHow misplaced attribution creates dangerous highs and devastating lowsThe difference between coaching and therapy (and why leaders need both)Why systems matter more than talent when scaling productionHow ADHD, strengths, and self-awareness can become unfair advantagesWhy “being busy” is not the same as being effectiveHow to prepare your business before the next market shiftWhy education builds trust faster than marketingHow loan officers lose deals to Google — and now AIWhat it really means to act like the CEO of your own mortgage businessThanks 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.  

Send us Fan MailAI 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 EpisodeWhy the AI-powered consumer is the real disruption in mortgage & real estateHow knowledge has become table stakes — and what actually differentiates you nowThe difference between automation and augmentation (and why it matters)Why optimizing relationships can actually destroy themHow to use AI behind the scenes without losing the human touchWhy “efficiency” alone is a zero-sum gameHow top producers will win by becoming wisdom workers, not techniciansThe role of EQ, communication, and taste in an AI-driven worldHow to reclaim time without sacrificing client experienceWhat loan officers should not automate if they want more referralsThanks 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.  

Send us Fan MailIn 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 EpisodeWhy transactions create income, but relationships create fortunesThe “slow down to speed up” principle that transforms careersHow Todd built referral-driven businesses without chasing leadsWhy most loan officers confuse being busy with being productiveThe real purpose of coaching — beyond learning how to do loansHow systems create freedom, scale, and a sellable businessThe power of referral-by-design vs. transactional marketingWhy confidence determines conversion more than scriptsHow AI coaching and role-play are changing learning foreverWhat it takes to build a business that lasts decades — not cyclesThanks 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.  

Send us Fan MailIn 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 EpisodeHow Justin built a $70M mortgage business without chasing leadsWhy community presence beats national reach for long-term growthThe exact team structure that allows Justin to scale without burnoutHow mortgage advisors can collaborate with financial planners and CPAsWhy asking for introductions is more powerful than asking for referralsHow to turn refinance savings into generational wealth conversationsThe 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 strategiesHow to balance family, health, and business without sacrificing productionThanks 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.  

Send us Fan MailMost 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 EpisodeWhy most businesses fail by focusing on products instead of monetizationThe difference between using AI and operating within AIWhat “agentic AI” really means — and why it changes everythingHow eliminating human bottlenecks increases volume without sacrificing customer experienceWhy applications are “where loans go to die” — and how conversation-first workflows convert betterThe future of CRMs, loan origination, and operating systemsWhy EQ will matter more than IQ in an AI-driven economyHow automation can enhance human connection, not replace itWhat margins, subscriptions, and volume economics teach us about the future of businessHow mortgage professionals can stay relevant as knowledge becomes commoditizedThanks 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.  

Send us Fan MailIn 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 PointsWhy gratitude is the “key that unlocks the vault of abundance”How rejection actually creates momentum and clarity in salesThe importance of auditioning every time you deliver a serviceWhy consistency and implementation matter more than informationHow leaders can help others “see” possibility when they’re stuckModeling success instead of reinventing the wheelTurning adversity into a competitive advantage in businessWhy America still offers unlimited opportunity—for those who actThe mindset shift that transforms problems into profitHow resilience is built by staying in the fight longer than othersThanks 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.  

Send us Fan MailIn 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 cancerHow to shift from success-chasing to purpose-driven leadershipThe difference between leaders and managers—and why both matterStrategic 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.  

Send us Fan MailIn 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 freedomThe exact AI workflows Abdel uses to automate daily operationsProven systems that cut hours from the workday and boost ROIHow to recruit, train, and empower loan officers through techThe 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.  

Send us Fan MailIn 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 growthWhy AI is reshaping the mortgage industry—and how to adapt without losing the human connectionHow to avoid burnout and redefine success through clarity, balance, and disciplineThe importance of writing your own “life plan” to align your work, relationships, and purposeLessons from Michael’s journey—from journalism to origination to full-time coaching—that prove fulfillment comes from helping others growThis 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.  

Send us Fan MailOn 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 greatnessThe power of servant leadership and creating impact beyond the paycheckTurning relationships into real results in today’s mortgage marketHow to find your “why” and keep climbing when business (and life) get toughWhy systems, mindset, and integrity are the foundation of every top producerIf 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.  

Send us Fan MailIn 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 treesHow to recession-proof your mortgage careerThe art of client retention (and pre-selling the refinance!)Why personal branding and post-close follow-up are game changersReal talk on social media burnout—and how to use it wiselyWhether 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.  

Send us Fan MailIn 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 missThanks 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.  

Send us Fan MailWhat 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.  

Send us Fan MailStruggling 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 InstagramWhy content that connects > content that sellsHow to stop “posting and praying” and start convertingBuilding community through vulnerability, not vanity metricsWhether 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.comThanks 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.  

Send us Fan MailIn 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.  

Send us Fan MailIn 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 plateauWhether 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.  

Send us Fan MailIn 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 entrepreneursHow Brian scaled from solo producer to leader of elite mortgage teamsThe impact of personal branding, coaching, and doing the hard things firstTactical advice for new and struggling loan officersWhy being known beats being the best—and how to become bothWhether 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.  

Send us Fan MailIn 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 executiveHow content creation became a game-changer for recruiting and influenceLessons from losing everything in the housing crashThe mindset shift from ego to servant leadershipWhy connection > perfection when it comes to social strategyHow originators can leverage content to grow their referral networksWhat he’d do today if dropped in a new market with nothing but his knowledgeThis 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.  

Send us Fan MailIn 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 leadershipWhy AI is more than a buzzword—and how it’s already changing originationThe importance of adaptability for loan officers and real estate agentsHonest takes on the NAR settlement and what it really means for your businessWhy voice, advocacy, and transparency are essential for the next-gen mortgage leaderThis 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.