Podcast
The Way with Dino Katsiametis
Hosted by Dino Katsiametis · EN
Mortgage strategy and mindset for advisors building something that lasts.
The Way with Dino Katsiametis goes inside the businesses of the mortgage industry's top producers and operators — how they originate, how they retain clients, how they lead teams, and how they build companies worth owning. Guests have included Heather Lovier, COO of Rocket Companies; Dave Savage, founder of Mortgage Coach; Josh Mettle of NEO Home Loans; Wade Betz of Mpire Financial; and Anthony Casa.
Every episode is a working session, not a highlight reel. Real systems, named tools, and the specific plays behind them — the gifting system that produces repeat closings, the referral partnerships that actually hold, the retention habits most advisors skip.
Hosted by Dino Katsiametis, Founder & CEO of Ethos Lending.
New episodes weekly. Free playbooks at DinoKatsiametis.com.
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45episodes
Episodes
Newest firstAll episodes
AI, Personal Branding, and the Future of Mortgage Marketing, Katie Shive Explains
Mar 1601:25:19Tap to summarizeSend 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.
Transcribe →AI for Loan Officers: The Tools, Prompts, and Systems You Need to Know with Ben Tasker
Mar 900:57:53Tap to summarizeSend 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.
Transcribe →How to Scale a Mortgage Brokerage 78% in One Year — Scott Valins Explains
Mar 201:14:45Tap to summarizeSend 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.
Transcribe →How Great Leaders Attract Talent - Richard Milligan’s Framework for Recruiting Top Producers
Feb 2301:24:23Tap to summarizeSend 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.
Transcribe →How Matt Adler Closed $250M with a Small Team — Systems, Niches, and Mortgage Discipline Explained
Feb 1600:57:30Tap to summarizeSend 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.
Transcribe →Building Trust at Scale: Kristin Messerli on Financial Literacy, AI, and the Modern Mortgage Advisor
Feb 901:04:45Tap to summarizeSend 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.
Transcribe →Zero to 70M a Month — Dustin Owen’s Mortgage Success Playbook
Feb 200:57:42Tap to summarizeWhat 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.
Transcribe →Five-Mile Famous: Geoff Zimpfer's Blueprint for Becoming the Go-To Mortgage Lender in Your Market
Jan 2601:17:03Tap to summarizeWhat 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.
Transcribe →How to Scale from Solo LO to Billion-Dollar Leader with Shayla Gifford
Jan 1901:14:55Tap to summarizeWhat 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.
Transcribe →How Top Mortgage Advisors Stay Relevant When Markets Break with Ken Perry
Jan 1201:10:23Tap to summarizeMarkets 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.
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