The Way with Dino Katsiametis

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

Send us Fan Mail

Luke Shankula says it plain: "When someone says they're an expert at AI, they are a beginner at AI."

Luke is the founder of Loans On Demand and the creator of Direct Authority AI. He has used AI every day since 2023. In this talk, Dino and Luke go deep on one big idea. How to build a portable second brain, so any AI you use knows you from the first message, and you can switch tools without losing a thing.

Luke shows what goes in it. A soul file for who you are. A memory file. A now file for what you are working on. And an agent file the AI reads before it does anything else. He explains why you should never trust AI without checking it, and how to make one model challenge the other.

You will also hear The Round, with his morning, his best buy under $500, what he says no to now, his favorite books and his ethos.

Comment PORTABLE on any clip and we will send you the playbook.

Books mentioned: Shoe Dog — Phil Knight https://amzn.to/4tbgebm · Psycho-Cybernetics — Maxwell Maltz https://amzn.to/3NUh9x6 · That Will Never Work — Marc Randolph https://link.amazon/B0aExr1Df · Little Black Stretchy Pants — Chip Wilson https://link.amazon/B0cHz7eSN

Luke was also on Season 1. His first talk with Dino is here: https://www.dinokatsiametis.com/podcast/episode-47/

Views expressed are the individual's own and do not represent their employer.

The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e13-luke-shankula/

#WhoCanWeServeToday

00:00 Welcome

01:43 Luke is back

02:58 Who is Luke Shankula?

04:10 Doing the wrong things faster

04:51 AI maturity, like spiritual maturity

06:54 Dunning-Kruger and the peak of Mount Stupid

08:16 "I'm an expert at AI" means beginner

09:30 Stand on the shoulders of giants

10:16 Do not relegate your thinking to AI

10:46 Today's masterclass: the portable second brain

11:07 Why a second brain inside one app is a prison

12:45 What a second brain is

13:07 The Write Like Me interview

14:21 Making it portable: a folder on your desktop

14:52 Soul, memory and the now file

15:35 The agent file: read before everything else

17:00 Dino's two DNA documents

18:36 Desktop or Google Drive?

20:35 Which tool for which job

22:47 What about Perplexity?

25:35 Step one: let the AI interview you

27:20 Talk, don't type

28:00 What if your AI goes out of business?

29:30 Read everything before it goes out

31:01 Be more authentic than the machine

32:35 Do not trust AI

33:28 It doesn't know loans, but it knows marketing?

34:00 Let one model challenge the other

35:00 It doesn't care if it breaks 17 things

36:15 Put the rules in your second brain

40:40 Two use cases for mortgage advisors

41:55 Never put NPI or PII into a public model

44:40 A compliance plugin that travels with you

45:38 Stop using trigger terms

46:20 A brand kit that lives in your second brain

47:15 Recap emails from recorded calls

48:40 A video for every stage

50:27 Most client experiences are unremarkable

51:20 Never Lose a Customer Again

52:00 What makes a producer referable

53:00 Dino's disclosure videos

55:55 "My initial thought is I hate it"

57:00 Cloned voices

1:00:40 A pre-approval with a wow factor

1:02:00 What Direct Authority AI does

1:02:30 The four pillars: visible, partners, efficient, skilled

1:03:00 Context engineering, explained

1:04:10 Bring your soul into your content

1:06:00 There is no secret button for leads

1:07:15 How to find Luke

1:07:46 The Round begins

1:08:00 First move of the day

1:10:15 Call, text or DM?

1:11:07 Best money under $500

1:12:45 Who do you steal ideas from?

1:14:15 What Luke says no to now

1:14:50 The do-over: the sunk cost fallacy

1:15:40 What works that nobody is doing

1:16:55 What advisors think works but is trash

1:17:23 Favorite book

1:19:35 Luke's ethos

1:21:00 Luke's next chapter

1:22:00 Care, cultivate, close

1:23:05 These are humans

1:24:36 The free playbook

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

Send us Fan Mail

Amir Syed says it plain: “If my own wife is swiping, everybody’s swiping.”

Amir is the co-founder and CEO of GO! Coaching. He grew his Instagram from 45,000 to 80,000 followers in 35 days. In this talk, Dino and Amir go deep on one big idea. How to build a reel that people watch to the end.

Amir shares the parts of a reel. The hook. The re-hook. The early call to action. And the ending. He tells why you should give people crayons, not calculus. And he says why your visibility has to match your ability.

You will also hear The Round, with his ethos, his morning, what he would do over, his favorite books, and his Million Dollar Drop plan.

Comment ANATOMY on any clip and we will send you the playbook.

Books mentioned: Never Split the Difference — Chris Voss https://amzn.to/4kefQVz

Amir was also on Season 1. His first talk with Dino is here: https://www.dinokatsiametis.com/podcast/amir-syed-coached-to-a-billion/

Views expressed are the individual’s own and do not represent their employer.

The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e12-amir-syed/

#WhoCanWeServeToday

00:00 Welcome

02:23 Today's masterclass: the anatomy of a viral reel

03:26 Can anyone really go viral?

06:44 Nobody is watching as closely as you think

11:10 Agency, resourcefulness and perseverance

14:51 Climb the mountain one base camp at a time

17:09 Never break the chain

18:10 The 30-year interest-only loan officer

20:35 Why your spouse has to be on board

23:25 Why Instagram, and why now?

25:43 Fame is the greatest arbitrage

28:28 Let's get into the sauce

29:47 The day my wife swiped my reel

31:04 The three hooks

34:07 Tension, surprise, pain, curiosity

34:46 The re-hook

38:43 Hook, re-hook, early CTA

40:21 Crayons, not calculus

40:44 CTA versus CTC

42:46 Social media is business media

45:10 Why long form lives on YouTube

46:02 Two ways to write a call to action

47:22 Your bio is your business card

50:04 Own your audience

52:03 Fame in action

58:06 Your visibility must match your ability

59:44 Why this is not optional

1:02:38 The Round begins

1:04:08 Amir's morning routine

1:07:07 Ideas in the shower

1:09:32 What Amir would do over

1:10:28 What advisors do that does not work

1:12:05 Don't just say AI

1:13:20 Players and playbooks

1:15:00 The first-time buyer question

1:17:00 Why Zoom beats the phone

1:18:52 When a borrower says they can get a better rate

1:19:51 Favorite book

1:22:36 The Million Dollar Drop

1:33:49 The free playbook

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

Send us Fan Mail

Steve Saxton says it plain: “It means that you’re niching down so that the person looking for you can find you.”

Steve is the founder of Christian Roberts Mortgage in Utah. He does jumbo loans for self-employed borrowers. In this talk, Dino and Steve go deep on one big idea. Send the right signals, so Google and AI know who you are.

Steve shares how he turns one closed loan into a blog post. He tells how a voice memo gets a Google review. And he says why every borrower needs one point of contact.

You will also hear what he says no to now, his favorite book, and his Million Dollar Drop plan.

Comment SIGNALS on any clip and we will send you the playbook.

Books mentioned: Can’t Hurt Me — David Goggins https://link.amazon/B02kHj9R5

Views expressed are the individual’s own and do not represent their employer.

The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e11-steve-saxton/

#WhoCanWeServeToday

00:00 Welcome

01:58 What is your ethos?

06:02 The loan he wrote for free

17:27 Never downgrade your lifestyle

18:38 Who is Steve Saxton?

20:40 What would Steve teach in a masterclass?

22:34 From the Yellow Pages to AI

25:58 Get painfully specific

29:42 Niching down does not mean losing loans

30:44 Turn one closing into a blog post

32:03 AI does not know who you are

34:16 The voice memo that gets Google reviews

36:28 From loan officer to mortgage advisor

38:14 One point of contact

47:54 One story, many platforms

57:33 Why Steve posts on social media

1:00:18 They can smell your commission breath

1:04:38 Start with the end

1:05:29 The Round begins

1:11:31 What Steve says no to now

1:14:20 The best question to ask a borrower

1:16:40 Favorite book

1:17:04 The Million Dollar Drop

1:22:05 The free playbook

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

Send us Fan Mail

Kayla Kallander says it plain: "Prescription without diagnosis is malpractice."

Kayla is a mortgage loan officer at First International Bank & Trust in Fargo, North Dakota. In this talk, Dino and Kayla go deep on one big idea. Ask better questions before you give any answer.

Kayla shares how she slows down to speed up. She tells why buyers open up when you ask what scares them. And she shows why one rate on a page is never the whole story.

You will also hear her favorite book, her Million Dollar Drop plan, and a few words about her four rescue dogs.

Comment DIAGNOSE on any clip and we will send you the playbook.

Books mentioned: Unreasonable Hospitality — Will Guidara

Views expressed are the individual's own and do not represent their employer.

The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e10-kayla-kallander/

#WhoCanWeServeToday

00:00 Welcome

02:22 What is your ethos?

11:48 Unreasonable Hospitality and feeling understood

13:57 Slow down to speed up

17:37 How Kayla stays 99% self-sourced

21:40 The 15-minute discovery call

23:31 "Wait, there is more than one rate?"

1:04:21 The Round begins

1:11:11 The best question to ask a borrower

1:12:42 Favorite book

1:18:06 The Million Dollar Drop

1:24:55 The free playbook

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

Send us Fan Mail

Brady Thomas moved 3,000 miles away from his business, and it grew. His personal production went from $124 million to $179 million, up 45% in a year, while he worked out of a basement in Boston and his clients and agents were in Oakland.

He calls the system referral gravity: the right agents send you the right loans without you asking. In this episode he walks Dino through all three pillars. Transactional clarity, which is naming the one problem you want to be known for. Authority, which is being trusted before you are needed: a point of view, two email lists on two clocks, and a thousand five-star reviews earned by asking at every closing. And operational excellence, which is delivering every time as volume grows.

Along the way: why a niche is a sign and not a fence, the $250 charity donation that replaced every closing gift, the Times Square test for your inbox, and the second conversation he added after rates jumped.

Then in The Round: the one question he asks every borrower, the AI tool he cannot live without, and what he says to the client who has talked to seven lenders.

He also answers the Million Dollar Drop: new state, no clients, no agents. He would run the same playbook.

Brady Thomas is a producing Branch Manager at LaSalle Mortgage in Oakland, California, and has ranked among the top 100 originators in the country over a 16-year career.

Comment GRAVITY on any clip and we will send you the playbook.

Books mentioned: Key Person of Influence — Daniel Priestley

The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e09-brady-thomas/

#WhoCanWeServeToday

00:00 Meet Brady Thomas

02:34 Sixteen years in Oakland, and a move to Boston

06:08 What is referral gravity?

10:49 Pillar one: clarity and the Two Home Tango

14:37 A sign, not a fence

17:14 Pillar two: authority and a point of view

19:13 Two newsletters on two clocks

22:25 How he got 1,000 five-star reviews

23:50 $250 to charity at every closing

26:01 Where the business comes from

30:27 Inside a team of eight

33:04 Your office is in Times Square

34:20 Pillar three: operational excellence

41:43 Staying with the client after closing

47:03 "I couldn't cold call either"

48:54 The Round: lightning questions

54:22 The AI tool that changed how he works

59:13 "I can get a better rate somewhere else"

1:05:03 Favorite book, his ethos, and the Million Dollar Drop

1:12:12 Consistency: 700 posts later

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

Send us Fan Mail

Most loan officers try to win a client in the first three minutes. Sosi Avila runs a 30-minute first meeting, and he says it is the reason he closes almost everyone he talks to.

In this episode Sosi opens his consultation slide by slide and walks Dino through what he says, in what order, and why. He explains the one question he asks before anything else, why the phrase "walking into equity" is a myth, how a VIP pre-approval makes a financed offer read like cash and closes in 15 to 17 days, and the doorbell camera trick that gets an offer in the seller's inbox before the buyer gets home.

Then in The Round: why he gives every consultation on video, why he says relationship is last place, and what the right answer is when a client asks for a better rate.

He also answers the Million Dollar Drop: no database, no network, one unfamiliar city. His plan has three targets and one of them is a CPA.

Sosi Avila is a $100 million producer and the President of Mamba Capital Lending. This is his second time on The Way.

Comment CONSULT on any clip and we will send you the playbook.

Books mentioned: $100M Offers — Alex Hormozi

The Way with Dino Katsiametis https://dinokatsiametis.com/podcast/s2e08-sosi-avila/

#WhoCanWeServeToday

00:00 Cold open

01:37 Welcome back, Sosi Avila

03:50 The one thing he does differently

05:33 Eight planning meetings, one consultation

09:38 Three parts: engage, options, decide

12:48 Setting the objective of the call

15:23 What's your learning style?

16:56 Handing the client the scoreboard

18:44 The market as a story with dates

28:32 Building one scenario live

30:43 The walking into equity myth

33:50 Temporary buydowns

37:20 Regular pre-approval or VIP

39:50 The Ferrari and the doorbell camera

46:19 Slow down so you can speed up

48:36 The Round

01:05:32 Favorite book

01:07:10 The Million Dollar Drop

01:13:36 People sleep on stories

01:17:00 Close

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

Send us Fan Mail

Michael Decker thinks burnout in this business is misdiagnosed. Not a talent problem. Not a volume problem. A rhythm problem.

Michael is EVP & Director of Sales at Great Plains Bank Home Lending and hosts the podcast Winning Publicly, Losing Privately. In this episode he lays out the five rituals he runs every week — morning, pre-work, pre-leave, nightly, and Sunday night. None of them cost anything.

His phrase for it: fancy fails, simple scales.

Also in this episode: why Sunday night decides the week, the referral move that beats any follow-up text, and The Round — fifteen questions, no prep, the first time we have run it.

Free playbook: https://dinokatsiametis.com/five-rituals/

Michael: linkedin.com/in/michaeldeckerstw

Views expressed are the individual's own and do not represent their employer.

00:00 | Cold open
00:20 | Meet Michael Decker
04:20 | $500 million a year — and a billion with 30 loan officers
05:30 | The industry rewards sales when it should reward leadership
09:25 | Winning publicly, losing privately
17:45 | Burnout isn't a talent problem. It's a rhythm problem.
20:54 | The five rituals, named
22:00 | Ritual 1 — The morning ritual
27:05 | Ritual 2 — The pre-work ritual
29:15 | Ritual 3 — The pre-leave ritual, and the boots at the back door
37:20 | Ritual 4 — The nightly ritual
40:30 | Ritual 5 — The Sunday night ritual
44:50 | JAM sessions — just another million
46:55 | THE ROUND — 15 questions, no prep
1:03:20 | The Million Dollar Drop

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

Send us Fan Mail

Grey Goose is not the best vodka. It is not even close. But it is the one people name, and it is the one that wins.

That is Arjun Dhingra's whole argument, and he has been making it for eight years: best known beats best, ten out of ten times.

In this episode Arjun breaks down why loan officers who are genuinely good at the job keep losing business to people who are simply easier to remember. Opportunity is visibility multiplied by value, and a zero on either side zeroes the whole thing. He covers what to post and how often, why marketing to everyone connects with no one, the hundred-dollar camera setup that looks like five thousand, and why he thinks the phrase "loan officer" is costing the industry its respect.

He also answers the Million Dollar Drop: no database, no network, no name recognition, one unfamiliar city. What he does on day one is not what most people would guess.

Arjun is the founder of LFG Society and LFG Energy, and hosts the LFG Energy Podcast, which debuted at number 12 on Apple's Careers list. He is also a two-time TaeKwon-Do world champion.

Get the free playbook, Best Known Beats Best: https://dinokatsiametis.com/best-known-beats-best/

#WhoCanWeServeToday

00:00 Visibility times value — the whole idea in one line

00:12 Dino's intro, recorded after the conversation

05:02 A family business, San Francisco, and a jumbo market

11:00 Selling to agents who do not like you yet

15:33 "I forgot you're in loans" — the worst thing a friend can say

19:40 Three a week, and violently consistent

24:11 You will suck. It will be cringe.

28:20 Market to everyone, connect with no one — pick a tribe

32:30 Where the audience actually is

34:41 The $100 setup that looks like $5,000

38:40 Best known beats best — the Grey Goose story

41:00 You control 100% of your visibility

47:22 Stop calling yourself a loan officer — the three proficiencies

52:23 Split my Zillow leads — what the asks reveal

57:02 Be the person your clients call first

1:04:41 Favorite book: The Alchemist

1:05:43 The Million Dollar Drop

1:07:22 The digital mayor of Columbus

1:10:21 Take your jacket off — twenty comments a day

1:19:00 Where to find Arjun

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

Send us Fan Mail

Alec Hanson has a colleague who just got his first client referral from ChatGPT — a stranger in another state, sent by a machine.

That's the shift this episode is about. When consumers stop calling their loan officer to ask what rates are doing and start asking AI instead, the relationship doesn't disappear. It just has to already exist before the question gets asked.

Alec, SVP of Production for the West Division at loanDepot and the author of Bypassed, walks Dino through his complete playbook for staying relevant: quarterly calls, quarterly texts, a monthly email you actually wrote yourself, physical mail, a community event every ninety days, and showing up online every single day.

The surprise is how little of it is new. As Alec puts it, the game we're playing hasn't changed — the places we're playing it have.

Also in this episode: why drip campaigns are actively hurting you, the loan officer who was terrified of public speaking and hosts a "think and drink" instead, the piece of mail that produced Alec's biggest month ever, and why your referral partner has no idea you were working all weekend.

Get the free playbook, Known Before Needed: https://dinokatsiametis.com/known-before-needed/

#WhoCanWeServeToday

00:00 Relevancy in a world about to be run by AI

04:03 Empower, Equip, Educate — and the way lending should be done

08:01 Why a mortgage is still the most emotional transaction there is

13:29 AI is becoming a referral source — and that is disruptive

20:22 What the machine already knows about you

24:01 Record everything — transcripts on every conversation

29:22 Lunch and learn, think and drink, or a charity event

31:58 Client events twice a year, and why cost is not the objection

36:02 Posting little Timmy's soccer goal — showing up in their life

40:06 The digital strategy: care about others, then show up every day

44:29 Put yourself out there and you attract your tribe

51:40 Thank-you cards and broker previews

56:06 Be yourself — everybody chameleons and everybody can tell

1:02:39 The big dogs in their forties who could not adapt

1:04:16 The Million Dollar Drop

1:07:59 Content, content, content — then hit the streets Saturday and Sunday

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

Send us Fan Mail

Sean 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-attend

The Way with Dino Katsiametis — Empower. Equip. Educate. The way lending should be done. #WhoCanWeServeToday

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

Send us Fan Mail

What 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 purpose

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

Send us Fan Mail

What 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 https://www.dinokatsiametis.com/.
Follow Dino for weekly clips and mortgage leadership insights on
https://www.instagram.com/dinokatsiametis/ | https://www.linkedin.com/in/dinokatsiametis/
Learn more about Ethos Lending at https://www.ethoslending.com/.

Send us Fan Mail

What 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 scratch

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

Send us Fan Mail

Can 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 https://www.dinokatsiametis.com/.
Follow Dino for weekly clips and mortgage leadership insights on
https://www.instagram.com/dinokatsiametis/ | https://www.linkedin.com/in/dinokatsiametis/
Learn more about Ethos Lending at https://www.ethoslending.com/.

Send us Fan Mail

What 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 scaling

and much more...

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

Send us Fan Mail

What 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 https://www.dinokatsiametis.com/.
Follow Dino for weekly clips and mortgage leadership insights on
https://www.instagram.com/dinokatsiametis/ | https://www.linkedin.com/in/dinokatsiametis/
Learn more about Ethos Lending at https://www.ethoslending.com/.

Send us Fan Mail

What 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 https://www.dinokatsiametis.com/.
Follow Dino for weekly clips and mortgage leadership insights on
https://www.instagram.com/dinokatsiametis/ | https://www.linkedin.com/in/dinokatsiametis/
Learn more about Ethos Lending at https://www.ethoslending.com/.

Send us Fan Mail

What 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 tomorrow

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

Send us Fan Mail

After 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 https://www.dinokatsiametis.com/.
Follow Dino for weekly clips and mortgage leadership insights on
https://www.instagram.com/dinokatsiametis/ | https://www.linkedin.com/in/dinokatsiametis/
Learn more about Ethos Lending at https://www.ethoslending.com/.