Episode 54

In this episode of The Way, Dino Katsiametis sits down with Carl Streicher, Ethos Lending’s new Director of Mentorship and Growth. With a career spanning back to 1990, Carl brings decades of “old school” wisdom to a modern mortgage world. They discuss the transition from being a simple “loan officer” to a true “mortgage advisor,” the evolution of the builder business, and why the “go-giver” mentality is the fastest path to success.

Carl shares his journey from witnessing the 1987 stock market crash on his first day as an intern to leading major divisions at Bank of America and eventually finding his home in the broker world. This episode is a masterclass in building a career based on transparency, vulnerability, and a big heart.

Key Discussion Points

• The Advisor vs. The Loan Officer: Dino and Carl break down the critical difference between having a “job” as a loan officer and a “career” as a mortgage advisor. An advisor doesn’t just provide an approval letter; they manipulate scenarios to improve credit scores, lower debt ratios, and help clients build generational wealth.
• The “Go-Giver” Strategy: Carl emphasizes that giving freely to others—whether it’s referral partners or the community—is the most effective way to grow a business. By focusing on helping others win, the rewards naturally follow.
• The Builder Business Long Game: Carl shares insights from his time leading builder divisions, explaining how to position yourself as a secondary or “backup” lender by providing tools and niche products (like DSCR or asset depletion loans) that in-house lenders often lack.
• Leveraging Databases: For those starting in a new market, Carl suggests leveraging an agent’s existing database. By offering to conduct annual mortgage reviews for their past clients, you provide value to the agent while building your own pipeline.
• The Power of the Second Call: Carl demonstrates how to use the initial consultation to build rapport and learn a client’s “why” rather than rushing to provide a solution. The real strategy is delivered in a scheduled follow-up call once all the facts are analyzed.