Episode 41
With – Kristin Messerli
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino Katsiametis sits down with Kristin Messerli, Co-Founder of First Home IQ, former social worker, researcher, and one of the leading voices on trust, financial literacy, and next-generation homebuyers.
Kristin shares her journey from social work to mortgage education, explains why trust is declining across every industry, and breaks down exactly how loan officers and mortgage advisors can rebuild trust through education, empathy, and human connection — especially in an AI-driven world.
This conversation goes deep into:
- Why first-time and next-gen buyers are overwhelmed and skeptical
- How to build trust before the loan conversation even starts
- The TRUST framework every mortgage professional should use
- How AI can actually increase empathy instead of replacing it
- Why education-led marketing is the future of mortgage
If you work with first-time buyers, millennials, or Gen Z — or want to become a trusted advisor instead of a transactional loan officer — this episode is a must-watch.
The Way with Dino Katsiametis C…
The Way with Dino Katsiametis C… Use the timestamps below to jump to the topics you want most.
⏱️ Timestamps & Topics
00:00–06:30 — Who Kristin Messerli Is & Her Background
From social work to mortgage education, trust-building, and research.
06:30–12:30 — Why Trust Is Declining Everywhere
Insights from the Edelman Trust Barometer and cultural shifts away from institutions.
12:30–18:30 — Trust in the Mortgage & Real Estate Industry
Why sales roles struggle with trust and how education changes everything.
18:30–26:30 — Referral Business vs Internet Leads
Why relationships create trust faster than transactional lead sources.
26:30–34:30 — Social Proof, Reviews & Education-Led Branding
How loan officers can establish trust before the first call.
34:30–44:30 — The TRUST Framework Explained
Tune In, Reflect, Untangle Complexity, Simplify Steps, Move Together.
44:30–53:30 — AI, Empathy & Better Client Conversations
How recording conversations and using AI improves listening and trust.
53:30–1:00:30 — Zoom Etiquette & Human Connection
Why video, presence, lighting, and professionalism matter more than ever.
1:00:30–1:12:30 — Communication Styles & Psychology of Money
Understanding how different clients want information delivered.
1:12:30–1:20:30 — First Home IQ Explained
The Ambassador Program, education mission, and national impact.
1:20:30–1:27:30 — Personal Values, The Code & Living With Purpose
Kristin’s personal “code,” ADHD, rhythms, and sustainable success.
1:27:30–End — How Kristin Would Build a $1M Mortgage Business
Leveraging partnerships, community leaders, education events, and trust at scale.
📚 Books & Authors Mentioned
- Bluets — Maggie Nelson
- Good to Great — Jim Collins (referenced)
- Greenlights — Matthew McConaughey
👤 About Kristin Messerli
Kristin Messerli is the Co-Founder of First Home IQ, a nonprofit-driven initiative helping mortgage professionals rebuild trust through financial education and community leadership. She is a former social worker, national keynote speaker, and the creator of the Next-Gen Homebuyer Report, surveying over 8,000 Millennials and Gen Z buyers.
🌐 Website: https://firsthomeiq.com
🎓 Ambassador Program: https://firsthomeiq.com/ambassador
📊 Research: https://nextgenhomebuyer.com
🔑 Key Takeaways
Trust is built by listening — not selling.
Education creates safety.
Empathy creates loyalty.
The future mortgage advisor is human-first, education-led, and technology-enabled.
If you found value in this episode:
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