Episode 42
With – Matt Adler
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino sits down with Matt Adler, who closed $249,989,000 across 570 units in a single year — with just two LOAs, a production partner, two processors, and himself.
This is not a hype episode. This is a systems episode.
Matt breaks down:
- How he scaled to nearly $250M in production
- The niche strategy that separated him from competitors
- Why open houses still work
- How he structures his team roles
- Why systems matter more than hustle
- And how he would build a $1M business from scratch in a new market
If you’re a loan officer trying to scale beyond 30–50M and feel maxed out, this episode is a masterclass in structure and leverage.
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
00:00–03:00 — $249M in Production: Breaking Down the Numbers
570 units, team structure, and correcting the “$250M” rounding error.
03:00–08:00 — From Tuba Performance Major to Mortgage Pro
Why musicians make elite loan officers (discipline, repetition, self-correction).
08:00–12:00 — First Niche: Non-Warrantable Condos
How specializing early created long-term referral relationships.
12:00–17:00 — The Power of Niches in Mortgage
Why “riches are in the niches” still applies.
17:00–24:00 — Building Volume Over Time
From 30–40M to 100M to 249M — what changed at each level.
24:00–30:00 — Team Structure Explained
- 2 LOAs (pre-approvals, disclosures, prep for processing)
- Production Partner (nurture, follow-up, agent relationships)
- 2 Processors (own file to CTC)
- Matt (consultations + annual reviews)
30:00–36:00 — The Pre-Purchase Consultation Strategy
Why Matt builds a Mortgage Coach TCA live on Zoom in the first meeting.
36:00–42:00 — Mortgage Coach & Advisor Positioning
Creating a “wow factor” and standing out from transactional lenders.
42:00–46:00 — Systems vs Hustle
From spreadsheets to structured workflows and time blocking.
46:00–49:00 — Work-Life Balance & Burnout
From 2AM emails to structured boundaries.
49:00–52:00 — Favorite Book & Sales Mastery
Exactly What to Say by Phil M. Jones.
52:00–End — How Matt Would Make $1M From Scratch
Open houses. Realtor conversations. Identify unmet needs. Become the niche.
🏗 Matt’s Team Structure (For Loan Officers Who Want to Scale)
Loan Officer Assistants (2):
- Review applications
- Generate pre-approvals
- Prep disclosures
- Prepare files for processing
Production Partner:
- Weekly buyer nurture
- Agent relationship management
- Listing agent outreach
- Annual mortgage review scheduling
Processors (2):
- Own file through underwriting and clear-to-close
Matt:
- Pre-purchase consultations (15–30 minutes)
- Live Mortgage Coach presentations
- Annual mortgage reviews (2 per day)
- High-level problem solving
📚 Book Mentioned
Exactly What to Say — Phil M. Jones
🔑 Key Takeaways
- You cannot outwork broken systems.
• Niches eliminate competition.
• Open houses still work.
• Team structure unlocks scale.
• Advisor positioning wins long term.
And most importantly:
Success is built by embracing new ideas quickly — not overanalyzing them to death.
👤 About Matt Adler
Matt Adler is a top-producing loan officer at Lake Michigan Credit Union, consistently ranking among the highest originators nationally with a focus on specialization, team leverage, and disciplined execution.
👍 If this episode helped you:
- Like the video
- Subscribe to The Way Podcast
- Share this with a loan officer who wants to scale
- Comment your biggest takeaway
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