Podcast
Batting 1,000 with Dale Vermillion
Hosted by Dale Vermillion · EN
Join award-winning sales expert Dale Vermillion every month for high-impact conversations with real estate's heaviest hitters.
This podcast is for every originator, processor, and real estate agent looking to gain an upper hand in their business. From sales strategy to business development to personal branding, listeners will learn how to remain at the top of their field by honing their craft with proven best practices developed by the very best.
11episodes
Episodes
Newest firstAll episodes
What separates top producers from everyone else with Cindy Ertman
Apr 1600:55:12Tap to summarizeMost loan officers are already doing the right things. They're just not building systems around them.Cindy Ertman breaks down how she grew a personal production business to over $200 million — and what it actually takes to build a referral-driven mortgage business that scales without burning out.Named one of Mortgage Executive Magazine's Top 100 Most Influential Mortgage Executives five years in a row and a top 100 loan originator for over a decade, Cindy is the CEO of The Defining Difference®, a leading coaching and training company for mortgage professionals. She has shared the stage with Tony Robbins, Darren Hardy, Magic Johnson, and former President George Bush.Her approach is built on one conviction she discovered early in her career: the mortgage industry is not a mortgage business — it's a relationship business. Everything she teaches flows from that foundation, from how to communicate through every loan milestone to how to pursue a realtor partner for two years without hearing a single word back.In this Batting 1,000 conversation, Dale Vermillion and Cindy break down what separates consistent top producers from everyone else — and why the gap has almost nothing to do with talent.They cover: ‣ Why top producers aren't more talented — they just have better systems ‣ The 10-point milestone communication plan that wins realtor loyalty ‣ How to build and work multiple databases to generate business from every corner of your network ‣ The weekly time-blocking and call routines behind $200M in personal production ‣ The two-year pursuit story that landed a $1.4M loan and a career-defining referral partner ‣ How to make bold choices every day — and stop being tied to the outcomeIf your business isn't where you want it to be, Cindy's message is simple: you're not in enough action. This episode gives you a clear, proven framework for changing that.Schedule a complimentary coaching call with Cindy's team → cindyertman.com or thedefiningdifference.com
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How to do $100M without missing out on life with Kara Whitman (8x Scotsman Guide Top 40)
Jan 2000:39:40Tap to summarizeA new year is the perfect time to rethink what “success” actually looks like.Kara Whitman shows how top producers can scale production past $100M without sacrificing their family, their energy, or their enjoyment of the business.A multi-year Scotsman Guide Top 40 originator and one of the highest-producing consumer-direct loan officers in the country, Kara has built a career defined by sustained performance, not short-term wins.With over a decade in the business and years leading production at a national lender, she is known for her ability to combine volume, service, and life balance at the highest level.Her approach centers on mastering the fundamentals, simplifying complex decisions for borrowers, and creating a client experience that is memorable, consultative, and built on trust.In this Batting 1,000 conversation, Dale Vermillion and Kara break down what truly separates elite loan officers from the rest—and why “rate” is rarely the deciding factor.They cover:‣ Why consistency is the real secret behind sustained top performance‣ How to take control of the rate conversation and shift it to value‣ The role of relationships in building a scalable, referral-driven business‣ Practical strategies for managing high volume without sacrificing service‣ How to win at work while still winning at homeIf you’re looking to produce more, convert better, and build a business that lasts, this episode offers a clear, experience-tested framework from one of the industry’s most accomplished performers.
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How to prospect on social media with Michelle Berman-Mikel
Dec 1501:12:10Tap to summarizeSocial media doesn’t have to be about posting more or going viral.Michelle Berman-Mikel explains how mortgage and real estate professionals can use social media to prospect, build relationships, and generate consistent business.A nationally recognized keynote speaker and author of The Black Line, Michelle is the founder of Berman Media PD. As the creator of Beyond The Method™, she helps mortgage and real estate professionals turn social media into a true prospecting engine by focusing on leverage and utility rather than vanity metrics.Her work centers on the psychology behind connection, teaching practical systems for building credibility, deepening relationships, and generating business online without gimmicks or trend chasing.In this Batting 1,000 conversation, Dale Vermillion and Michelle break down what actually works on social media today and why most professionals approach it the wrong way.They cover:‣ Lessons learned swimming the mile as a Division I athlete and how that discipline translates to business‣ The story behind her book, The Black Line‣ The most common social media mistakes mortgage and real estate professionals make‣ Why leverage matters more than virality when it comes to online prospecting‣ Practical tools for converting conversations into real businessIf social media feels like something you should be doing but have never seen results from, this episode provides a clear and practical framework for making it work.Save 20 percent on Michelle’s program, including her Drivers and Levers tool → https://michelle-berman.mykajabi.com/offers/n67Bi93J/checkout?coupon_code=BTM20Or schedule a free 30 minute strategy call → https://calendly.com/bermanmedia/strategycallBuy your copy of The Black Line by Michelle Berman-Mikel → https://a.co/d/dTQxMcn
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The Power of Partnerships with Owen Lee, Vice Chair of the MBA
Sep 2900:49:27Tap to summarizeOwen Lee has spent nearly three decades shaping the mortgage industry. Owen is the CEO of Success Mortgage Partners, Vice Chair of the Mortgage Bankers Association, and a relentless advocate for lenders and borrowers alike. And in this episode, he joins Dale to unpack what’s next for lending—including leadership, technology, and legislation.From building a billion-dollar company to fighting for industry-wide reforms, Owen shares the principles that have guided his success—and how they can help you thrive amid rapid change. He explains why honesty is the foundation of strong leadership, how to create partnerships that elevate both sides, and why technology must enhance human relationships, not replace them.They also dig into the biggest forces reshaping the industry, from AI and automation to looming regulatory shifts, and the wins MBA has delivered on Capitol Hill that every mortgage professional should know.In this episode, Dale and Owen dive into:‣ Why truth-telling is the cornerstone of effective leadership‣ How to build partnerships that drive exponential growth‣ What it takes to balance technology with trust in a digital age‣ The biggest legislative wins (and looming battles) facing lenders‣ Why involvement — not passivity — is the key to shaping the industry’s futureIf you’re serious about leading well, scaling sustainably, and staying ahead of what’s coming next, this is a conversation you can’t afford to miss.
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What’s in Barry Habib’s Crystal Ball for 2025
Aug 2100:45:01Tap to summarizeBarry Habib is back—the only guest to appear every season of *Batting 1,000*. He’s the industry’s most trusted market voice, credited with guiding lenders through COVID-19’s margin call crisis and winning the Crystal Ball Award a record four times.Barry is CEO & Founder of MBS Highway (now Highway.ai), author of the best-seller *Money in the Streets*, and the newest member of Fannie Mae’s governing board. Simply put: nobody calls the market like Barry.In this episode, Dale and Barry dive into:Why investment loans are a huge opportunityA hidden provision in the Big Beautiful Bill borrowers will loveWhy trust is more valuable than ever in the AI eraThe exact playbook top LOs are running right nowAnd what beating cancer taught Barry about happinessConversations like this usually cost thousands at industry events—this one’s free, wherever you listen or watch.
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How ICE is building the future of lending with Tim Bowler
Jun 1200:40:07Tap to summarizeWith major players racing to own the entire homeownership journey, AI reshaping how we work, and digital natives entering their prime buying years, the mortgage industry is at a turning point.So, Dale Vermillion sat down with the president of its largest tech provider to ask a simple question: Where is this all going?The answer might surprise you.Tim Bowler, President of ICE Mortgage Technology, isn’t just focused on making lending faster or more efficient—he’s on a mission to make it more human.From mobile-first tools to predictive analytics and AI-driven servicing, ICE is building technology that helps mortgage professionals deliver both speed and personalization—at every stage of the borrower journey.In this episode, Tim and Dale dive into:‣ Why the future of lending is high-tech and high-touch‣ How AI can elevate people instead of replacing them‣ What today’s borrowers actually need from lenders‣ What gives Tim hope about where the industry’s headed‣ A case study on rebuilding homeownership in DetroitIf you’re wondering how you or your company fit into the future of lending—and want a competitive edge to get there—this episode will leave you encouraged, inspired, and ready to lead.
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What top agents really want from lenders with Michael Tomlin
May 5, 202500:44:13Tap to summarizeIn real estate, relationships aren’t just a bonus—they’re the foundation.Few understand that better than Michael Tomlin, one of the top 1.5% of agents in the country and a top 5% Coldwell Banker producer globally four years running. Based on Florida’s Emerald Coast, Michael has built a thriving real estate business on one principle: relationships over transactions.In this episode, Dale and Michael unpack:✅ How the NAR settlement is actually playing out✅ What agents want from lenders (beyond rates)✅ The #1 deal killer—and how to avoid it✅ Why niche products and problem-solving matter✅ How faith and family fuel Michael’s successWhether you're in lending, real estate, or both, this conversation is a masterclass in how to build trust, deliver value, and stay ahead in a changing market.#RealEstate #MortgageLending #LoanOfficers #NARSettlement #MichaelTomlin #DaleVermillion #Batting1000About Michael TomlinMichael Tomlin is a top-performing real estate professional on Florida’s Emerald Coast, ranked among the top 1.5% of agents nationwide by America’s Best in both 2023 and 2024. He has earned Coldwell Banker’s International President’s Circle Award for four consecutive years—an honor reserved for the top 5% of agents globally.Known for his “relationships over transactions” approach, Michael has built a reputation for integrity, dedication, and deep local expertise. He specializes in condos, single-family homes, first-time buyers, and new construction. When he’s not helping clients navigate the real estate market, Michael enjoys life as a devoted husband and father of four.Connect with MichaelInstagram → instagram.com/mrmichaeltomlinFacebook → facebook.com/michaeltomlinrealestateLinkedIn → linkedin.com/in/michael-tomlin-9b183b112YouTube → youtube.com/c/itsmichaeltomlinAbout Dale VermillionDale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.Connect with DaleLinkedIn → linkedin.com/in/dalevermillionYouTube → youtube.com/@DaleVermillionFacebook → facebook.com/dalevermillionofficialX → x.com/dalevermillionWebsite → dalevermillion.comEmail → listen@dalevermillion.comAbout Batting 1,000Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.
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What top lenders are doing differently in today’s market with Peter Benjamin
Mar 10, 202500:45:46Tap to summarizeIn an industry where profitability and production often take center stage, credit unions have a unique edge: a service-first mindset that puts members ahead of margins.No one understands this better than Peter Benjamin, President of ACUMA and a seasoned leader in the lending industry. A Certified Mortgage Banker and Six Sigma Black Belt, Peter has spent nearly two decades helping credit unions navigate the complexities of mortgage lending while staying true to their mission.In this episode, Peter and Dale dive into:‣ Why credit unions are uniquely positioned to thrive in today’s market‣ The key habits of top-performing lenders that set them apart‣ The “S-word” credit unions need to embrace to remain competitive‣ How technology, social media, and proactive marketing can drive real growthIf you’re in the mortgage industry—whether at a credit union, bank, or IMB—this conversation will challenge the way you think about customer relationships, mortgage marketing, and long-term borrower retention.About ACUMAThe American Credit Union Mortgage Association (ACUMA) is a non-profit trade association dedicated to supporting and advancing credit unions in the mortgage lending industry. Exclusively composed of credit union professionals and their primary suppliers, ACUMA serves as a vital resource for networking, education, and advocacy in home finance.🔗 Become a member🔗 Explore upcoming events🔗 Get involved in ACUMA's communityAbout Peter BenjaminPeter Benjamin is the President of ACUMA and a seasoned leader with nearly two decades in the lending industry. A Certified Mortgage Banker and Six Sigma Black Belt, he has a proven track record of leading high-performing teams, driving growth, and streamlining processes for efficiency and profitability.A graduate of the MBA’s Future Leaders Program, Peter brings deep expertise in lending, finance, product development, and strategic planning—all with a people-first, service-driven approach. He also serves as a board member of the Bollinger Foundation, reflecting his commitment to making a lasting impact beyond the industry.Connect with PeterLinkedIn → https://www.linkedin.com/in/peterjbenjamin/About Dale VermillionDale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.Connect with DaleLinkedIn → linkedin.com/in/dalevermillionYouTube → youtube.com/@dalevermillionFacebook → facebook.com/dalevermillionofficialX → x.com/dalevermillionWebsite → dalevermillion.comEmail → listen@dalevermillion.comAbout Batting 1,000Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.
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How Shant Banosian has funded $9 Billion in loans
Jan 9, 202500:52:11Tap to summarizeIn this episode of Batting 1,000 with Dale Vermillion, Dale sits down with Shant Banosian, America’s #1 loan officer with over $9 billion in funded loans, to break down what it takes to build a thriving mortgage business—even in challenging markets. Shant shares 10 powerful lessons on how loan officers can level up by mastering the fundamentals, controlling conversations, and building high-impact teams.Shant doesn’t just talk about success—he lives it. From cultivating lifelong client relationships to staying ahead of market shifts, this conversation is packed with actionable insights for mortgage professionals, sales leaders, and anyone in the lending space looking to hit their own home run.Key Takeaways:Relationships > Transactions — Build trust and focus on long-term partnerships, not just quick deals.Control Your Calls — A structured call approach is essential to guide clients and differentiate yourself.Become an Expert — You can’t fake it. Stay informed on products, market trends, and processes.Educate Your Clients — Help clients understand what matters beyond just rates to build lasting trust.Build a Strong Team — Scale by surrounding yourself with talented people in clearly defined roles.Know Your Numbers — Track key metrics weekly and make quick adjustments to stay on target.Work Smart, Stay Balanced — Build systems that allow you to focus during work hours and unplug at home.Never Stop Learning — Seek mentorship, coaching, and continuous improvement to stay ahead.See Hard Markets as Opportunities — Difficult times are when you can gain market share and loyalty.Stay Ahead of Changes — Anticipate future trends and be ready to adapt before the market shifts.Links & Resources:Connect with Dale Vermillion on LinkedIn: Dale Vermillion LinkedInLearn more about Shant Banosian: Shant Banosian LinkedInFollow Batting 1,000 with Dale Vermillion for more episodes.If you enjoyed this episode, don’t forget to leave us a review and share it with your network. Every rating helps us reach more people with practical strategies to grow their businesses and lead with excellence.
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Creating the next generation of homebuyers with Kristin Messerli and FirstHome IQ
Dec 16, 202400:38:34Tap to summarizeThe average age of a first-time homebuyer in 2024 was 38—nearly a decade older than it was just 10 years ago. For too many Americans, the dream of homeownership feels increasingly out of reach, causing their overall wealth to lag behind that of their parents at the same age.While headlines focus on the housing affordability crisis, another critical issue is unfolding—one that rarely makes the news: the widespread lack of financial literacy among American consumers.As an industry, we have a vested interest in ensuring future generations of homeowners not only understand how homeownership builds financial security but also develop the financial disciplines needed to qualify sooner rather than later.It's a challenge that FirstHome IQ, a nonprofit founded and supported by mortgage professionals, is working to solve. Leading this effort is Kristin Messerli, a home finance educator and advocate who has dedicated her career to making homeownership more attainable.Don’t miss this timely conversation about one of the most pressing challenges—and greatest opportunities—facing the mortgage industry today.About FirstHome IQFirstHome IQ is a nonprofit organization dedicated to providing homeownership education, inspiration, and resources to ensure equal opportunities for the next generation to build wealth through homeownership. Their approach includes online education featuring engaging content on financial literacy, a curated selection of tools such as payment calculators and budgeting apps, and outreach efforts in collaboration with schools and community organizations to deliver on-site education. By enhancing financial literacy, they aim to help individuals avoid costly mistakes, reduce financial stress, and plan effectively for the future.🔗 Learn more about FirstHome IQ🔗 Sponsor a student or class🔗 Become a FirstHome IQ AmbassadorAbout Kristin MesserliKristin is a speaker and researcher on nextgen homeownership and financial wellness. Her background includes social work with unhoused youth, homebuyer education, and developing outreach programs. She founded and sold the digital marketing agency, Cultural Outreach, and authors the NextGen Homebuyer Reports, surveying over 4,000 millennial and gen z homebuyers.Connect with KristinLinkedIn → https://www.linkedin.com/in/kristinmesserli/About Dale VermillionDale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.Connect with DaleLinkedIn → linkedin.com/in/dalevermillionYouTube → youtube.com/@dalevermillionFacebook → facebook.com/dalevermillionofficialX → x.com/dalevermillionWebsite → dalevermillion.comEmail → listen@dalevermillion.comAbout Batting 1,000Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.
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