Your next breakthrough starts here.
Episode 52 - Scott Nicholson
The Modernization of Mortgage Lending with Scott Nicholson
In this episode of The Way, Dino Katsiametis sits down with mortgage veteran and Housing Link co-founder, Scott Nicholson. They cover Scott’s unique transition from professional golf to the mortgage industry—starting on the morning of September 11, 2001—and his long-term philosophy of “education-based selling.” Scott breaks down why traditional methods like email-only pre-approvals are becoming obsolete and introduces the Housing Link platform as a solution for reaching modern, tech-savvy buyers and real estate agents.Key Discussion Points
- Leading with Education: Scott emphasizes that he doesn’t view himself as a salesman, but as an educator; he believes that if you can help clients learn, the sale becomes a natural result .
- The “Lazy” Workflow: The duo discusses why relying on outdated methods—like simply emailing PDFs or fee sheets—is no longer enough in the age of Netflix, Amazon, and ChatGPT .
- The Housing Link Advantage: Scott explains how to keep your brand active on a client’s phone through the “Buyer Pass,” which provides an interactive, professional digital experience that replaces standard pre-approval letters .
- Affordability & Visibility: How loan officers can use digital tools to help listing agents sell properties in high-rate environments by focusing on structure and affordability rather than just price reductions .
- The Million Dollar Challenge: Scott reveals his lean, high-efficiency tech stack (Zoom, Loom, Canva, and Housing Link) for building a million-dollar production business from scratch without a massive budget .
Episode 51 - Natalie Overturf
The Art of the Relationship with Natalie Overturf
In this episode of The Way, Dino Katsiametis sits down with industry veteran Natalie Overturf to discuss her 30+ year journey in the mortgage industry. From starting as a temporary receptionist in 1993 to becoming a top-producing branch manager and coach, Natalie shares her hard-earned wisdom on how to survive and thrive through market shifts. They dive into the critical intersection of modern technology and the “old school” art of relationship-based lending, exploring why the best originators refuse to hide behind their screens.
Key Discussion Points
- The “Hiding” Epidemic: Natalie and Dino discuss the danger of loan officers hiding behind text messages and cell phones, warning that those who don’t prioritize face-to-face, human-to-human connection will struggle to remain relevant.
- Tech as a Lever, Not a Crutch: While both are proponents of AI and new tools, they emphasize that technology should handle data and monotony, freeing up time for the originator to focus on high-value conversations and building trust.
- The Power of Coaching: Natalie credits her professional growth to coaching (specifically with Building Champions and Richard Milligan), noting that if you aren’t paying for a coach, you are missing out on the fastest path to mastery.
- The Million Dollar Challenge: When asked how she would make a million dollars from scratch in a new market, Natalie’s strategy is simple: teach classes, network at industry events, and use education-based marketing to get in front of realtors.
- The “Before” System: Dino outlines the importance of having a robust system, starting with the “before” phase—proactive lead generation and maintaining contact with past clients—rather than scrambling only when rates change.
Episode 50 - Austin Niemiec
The Rocket Revolution with Austin Niemiec
In this milestone 50th episode of The Way, Dino Katsiametis sits down with Austin Niemiec, Chief Revenue Officer at Rocket, to discuss the intersection of high-stakes leadership, cutting-edge technology, and the enduring power of human connection in the mortgage industry. Austin shares his 18-year journey at Rocket—starting as a loan officer during the 2008 financial crisis and rising to lead the Rocket Pro channel.
They explore how the “largest retail lender in America” is reimagining its relationship with the broker community through transparency, AI-driven efficiency, and a commitment to homeownership as a “beautiful, emotional thing”.
Key Discussion Points
- The “Human First” Tech Strategy: Austin emphasizes that technology and AI should handle the “monotony and data collection” so humans can shine at being human, building rapport, and structuring complex deals.
- The Rate Myth: A reminder that loan officers often obsess over interest rates far more than consumers do; the true differentiator is custom-tailoring a loan to a client’s actual life goals.
- Rocket’s “All-Weather” Stability: Why having a massive retail and servicing arm provides the balance sheet and infrastructure necessary to support brokers with consistency, regardless of market volatility.
- The Power of Partnership: Insights into the Rocket/Redfin/Compass ecosystem and how Rocket is building a “tip-to-tail” homeownership platform that generates top-of-funnel opportunities for its broker partners.
- AI in Action: A look at how Rocket is deploying AI voice, texting, and chat agents to handle low-intent prospecting, allowing originators to focus on high-value conversations.
- Leadership from the Outside: Reflections on CEO Varun Krishna’s fresh perspective, bringing a “product and tech” mindset to the mortgage world and fostering a culture of curiosity and collaboration rather than cynicism.
Episode 49 - Jerrid Sebesta
Breakthrough, Belief, and the Power of Surrender with Jerrid Sebesta
In this episode of The Way, Dino Katsiametis sits down with Jerrid Sebesta, a former TV weatherman turned keynote speaker and coach. Jerrid shares his journey from “boonie” Minnesota to finding his true calling in helping others achieve personal and professional breakthroughs.
They dive deep into the “inner game” of business, exploring how identity, belief systems, and the counterintuitive power of surrender can unlock a life of limitless potential.
Key Discussion Points
- The Technology of Faith: Jerrid describes his connection with God not just as religion, but as a “technology” of principles—like the Sabbath (work followed by rest)—that aligns the spiritual and physical worlds for optimal human performance.
- The Breakthrough Effect: Defined as the moment you “level up” by stripping away programmed beliefs from the past and becoming authentic to who you were actually created to be.
- True Decision-Making: A real decision is marked by three things: it must cost you something (time or money), it creates a new identity, and it results in an immediate shift in behavior.
- The Equation for Momentum: Jerrid breaks down the formula for a fulfilling life: Desire + Belief – Attachment = Flow.
- The “Deservingness” Bottleneck: Many high achievers hit a plateau because they don’t fundamentally believe they deserve to receive the success they are working toward.
- Presence Over Balance: Why “work-life balance” is a myth, and why being 100% present in 20-minute blocks—whether at the gym or with family—is more effective than hours of distracted time.
Episode 48 - Eric Levin
Systems, Strategy, and The “Portfolio” Mindset with Eric Levin
In this episode, Dino Katsiametis connects with Eric Levin, CEO of Model Match. What starts with a friendly dispute over a cornhole match quickly evolves into a masterclass on the evolution of recruitment, the power of data-driven decision-making, and the emotional resilience required for “startup mode”. Eric shares his transition from a commission-only recruiter to leading a tech firm that provides deep market intelligence for the mortgage and real estate industries.
They explore why “database” is the wrong word for your past clients and how systems—much like the perfect burger at a high-volume restaurant—are the only way to scale without burning out.
Key Discussion Points
- The Competitive Edge: Eric discusses his “unhealthy” competitiveness and how a background in athletics shaped his approach to business and community building through his semi-pro soccer team.
- The “Movie Star” Trap: Dino shares lessons from his father’s restaurant business about the dangers of relying on “movie star” employees instead of genius, repeatable systems.
- Database vs. Portfolio: A critical mindset shift for loan officers: stop treating your contacts like a spreadsheet and start protecting the “equity” of your client portfolio.
- Model Match Defined: Solving the “Black Hole” of recruitment by treating relationship-based business development with the same transparency and tracking as a loan moving through an LOS.
- Data-Driven Referral Strategies: How to use specific market signals—like VA loan proficiency—to identify and build partnerships with the right real estate agents.
- The “Stoner” Innovation: A heartwarming story of how a hungry employee’s creativity led to the invention of a signature burger, illustrating why leaders must stay open to vision and accidental genius.
Episode 47 - Luke Shankula
The AI-Powered Loan Officer
In this episode, Dino Katsiametis, CEO and Founder of Ethos Lending, welcomes Luke Shankula, the CEO of Loans On Demand and founder of Direct Authority AI. As a marketing expert who has been embedded in the mortgage world since 2012, Luke shares his obsession with how artificial intelligence can act as a vehicle to amplify—not replace—the human element in lending.
They dive deep into the world of “vibe coding,” the shift from ChatGPT to more advanced models like Claude and Gemini, and how loan officers can use AI to build a “second brain” for their business.
Key Discussion Points
- From Processing to AI Architect: Luke’s journey from reverse mortgage AE to building his own content creation app, Duplicate, designed to replicate an originator’s unique voice.
- The Power of Vibe Coding: Dino and Luke discuss the “magic” of speaking tools into existence and the importance of building a solid architectural foundation before scaling an AI app.
- Beyond ChatGPT: Why Luke is favoring Claude for marketing and coding due to its superior context window and “Skills” feature.
- Google’s AI Ecosystem: A look at Gemini as a creative partner and the capabilities of NotebookLM for organizing complex business operations.
- The Responsible Use of AI: Navigating the “love-hate” relationship with AI, avoiding “slop,” and the critical importance of keeping non-public information (NPI) out of public models.
- The “Human” Content Strategy: Why AI should be used to tell better stories—like a single mom getting into a home—rather than just posting technical “loan talk”.
Episode 46 - Katie Shive
Branding, AI, and Finding Your Voice with Katie Shive
In this episode, Dino Katsiametis, CEO and Founder of Ethos Lending, sits down with branding and AI strategist Katie Shive. They dive deep into how mortgage professionals and real estate agents can bridge the gap between human connection and cutting-edge technology. Katie shares her personal journey from corporate burnout to building her own consultancy, “The Brand Builder,” and offers actionable advice on leveraging AI to enhance—not replace—your personal story.
Key Discussion Points
- Human-Centric Branding: Why personal brands are more important than ever and how to align your individual reputation with your corporate values.
- The Power of AI in Sales: Using AI as a creative tool to elevate your humanity and “translate” complex information for your audience.
- GEO Strategy (Generative Engine Optimization): Understanding how AI “crawls” the web and what you can do to ensure you show up in AI-driven searches.
- Optimizing Your Digital Footprint: Practical tips for your Google Business Profile, from descriptions to the impact of the new Gemini “Ask” button.
- The “Tree” Philosophy: Dino and Katie discuss the importance of trials and community, using the analogy of redwood roots intertwining to withstand storms.
- Advanced AI Tools: A look at NotebookLM for learning and ai for managing non-linear AI workflows.
Episode 45 : Ben Tasker
How AI Will Transform Your Business (And Your Life) | Ben Tasker
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino sits down with AI and workforce transformation expert Ben Tasker to break down how artificial intelligence is reshaping the way individuals and businesses operate.
Din-Ben Raw
Ben previously served as the Dean of AI at Southern New Hampshire University, where he launched applied AI programs impacting more than 225,000 learners, and has worked on real-world AI applications ranging from healthcare diagnostics to education systems.
Din-Ben Raw
Together, Dino and Ben explore how professionals — including mortgage loan officers — can begin using AI today to become more efficient, make better decisions with data, and reclaim hours of their day.
From practical tools like call transcription, CRM automation, and AI-driven workflows to larger philosophical questions about whether AI is helping humanity or harming it, this conversation gives a clear and practical roadmap for getting started.
If you’ve been hearing about AI but aren’t sure how to actually use it in your business, this episode breaks it down in a simple and actionable way.
Episode 44 : Scott Valins
Scott Valins: Scaling to $3.7B While Personally Closing $100M
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino sits down with Scott Valins, co-founder of Go Rascal, to break down how his brokerage scaled to $3.7 billion in annual production (7,500 transactions, 352 loan officers) — while he personally closed over $100 million.
Scott shares his journey from Cornell pre-med to accidental mortgage broker, surviving the 2008 crash, overcoming insecurity about the profession, and building a culture-driven brokerage model focused on sustainable growth.
This episode dives into leadership, recruiting, time management, loan officer accountability, coaching, AI leverage, and how to build a million-dollar pipeline from scratch
Episode 43 : Richard Milligan
Richard Milligan: Faith, Failure & How to Dominate Recruiting in a Digital World
The Way Podcast with Dino Katsiametis
In this powerful episode of The Way Podcast, Dino sits down with Richard Milligan, founder of 4C Recruiting and one of the most respected recruiting coaches in the mortgage industry.
But this isn’t just a recruiting conversation.
Richard opens up about:
- Growing up in an abusive home
- Losing nearly everything in 2007
- Battling gambling addiction
- Hitting rock bottom and finding faith
- Rebuilding from failure
- And ultimately coaching thousands of leaders
This episode dives deep into faith under pressure, leadership identity, recruiting fundamentals, personal branding, scaling, systems, and becoming valuable in a digital world.
If you’re a mortgage leader, branch manager, CEO, or originator who wants to build something meaningful — this episode is a masterclass.
The Way with Dino Katsiametis C…
Episode 42 : Matt Adler
Matt Adler: How to Close $249M (570 Units) With a Small Team
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…
Episode 41 : Kristin Messerli
Kristin Messerli: How Mortgage Professionals Can Rebuild Trust Through Education & Empathy
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.
Episode 40 : Dustin Owen
Discipline, Pressure & Building a Mortgage Career That Actually Lasts
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino Katsiametis sits down with Dustin Owen — founder of TLO (The Loan Officer Podcast), mortgage industry coach, speaker, and former top-producing originator.
This is a deep, real conversation about what actually creates success in mortgage and in life: pressure, discipline, structure, and surrounding yourself with the right people.
Dustin shares his full journey — from being broke, scared, and $10,000 in credit card debt, doing FEMA cleanup work to pay bills, to building a multi-branch mortgage operation, launching one of the most influential mortgage podcasts in the industry, and coaching loan officers nationwide.
If you’re a loan officer who wants more than surface-level tactics — and instead wants lasting success, better habits, and real clarity — this episode is required listening.
Episode 39 : Geoff Zimpfer
Geoff Zimpfer: How to Become “Five-Mile Famous” and Stop Chasing Realtors
The Way Podcast with Dino Katsiametis
In this episode of The Way Podcast, Dino Katsiametis sits down with Geoff Zimpfer — mortgage industry veteran, host of Mortgage Marketing Radio, and founder of Mortgage Marketing Institute.
Geoff shares how loan officers can stop chasing realtors, stop being treated like vendors, and start attracting referral partners by becoming known, trusted, and relevant in their local market.
This conversation goes deep into:
- Building authority through one-to-many marketing
- Becoming “five-mile famous” instead of spreading yourself thin
- Why most loan officers struggle with agents (and how to fix it)
- Practical social media strategy that actually works
- How AI can amplify — not replace — great loan officers
If you’re a loan officer who wants more referrals, better partners, and a scalable business model, this episode is packed with real tactics you can use immediately.
Episode 38 : Shayla Gifford
Shayla Gifford on Building a Billion-Dollar Mortgage Team Without Losing Yourself
The Way Podcast with Dino Katsiametis
Guest: Shayla Gifford — Mortgage Industry Icon, Coach,
Industry: Mortgage, Lending, Leadership, Sales
Topics: Mortgage Growth, Coaching, Systems, Balance, Sales Mastery, Mindset
Episode Summary
In this powerful episode of The Way Podcast, Dino Katsiametis sits down with Shayla Gifford, one of the most influential leaders and coaches in the mortgage industry.
Shayla’s journey is raw, honest, and deeply instructive. From dropping out of college and grinding through cold calls, to closing 20 loans in her third month, scaling to a 150-person, billion-dollar organization, and eventually rebuilding her business around systems, balance, and longevity — this episode delivers both inspiration and a practical blueprint.
This conversation goes far beyond production. Shayla breaks down identity, confidence, simplicity, leadership, coaching, and how to make it rain in your own style — without burning out or losing what matters most.
If you’re a loan officer, team leader, or entrepreneur who wants to scale intelligently and live well, this episode is a must-listen.
Shayla Gifford
Episode 37 : Ken Perry
Ken Perry on Leadership, Confidence, and Building a Mortgage Career That Survives Any Market
The Way Podcast with Dino Katsiametis
Guest: Ken Perry, Founder & President of Knowledge Coop
Industry: Mortgage, Lending, Leadership, Education
Topics: Mortgage Market Cycles, Confidence, Coaching vs Therapy, Systems, AI, Knowledge Coop
Episode Summary
In this episode of The Way Podcast, Dino Katsiametis sits down with Ken Perry, founder of Knowledge Coop and one of the most respected educators in the mortgage industry.
Ken shares hard-earned lessons from more than two decades in lending, leadership, and education — including how to survive market crashes, avoid identity-driven burnout, and build systems that scale through every cycle.
This conversation goes far beyond tactics. It explores confidence through knowledge, the danger of misplaced attribution in both good and bad markets, and why most mortgage professionals struggle not because of the market — but because they were never prepared for volatility.
If you want to build a sustainable mortgage career, lead with confidence, and stay grounded regardless of market conditions, this episode is essential.
Episode 36 : Eric Post
AI isn’t coming for your job — but your clients are changing faster than most professionals realize.
In this episode of The Way, Dino sits down with Eric Post, founder of Zi AI and a 20+ year real estate and mortgage industry veteran, for a deep, honest conversation about how artificial intelligence is reshaping consumer behavior, trust, and relevance in knowledge-based service industries.
Eric explains why the biggest threat isn’t AI-powered competitors — it’s the AI-powered consumer having private conversations before they ever call a loan officer or agent.
This episode goes far beyond tools and tactics. It’s about mindset, positioning, personalization at scale, and why the future belongs to professionals who shift from being information providers to trusted guides.
If you want to stay indispensable in a world where knowledge is cheap and automation is everywhere, this conversation will change how you think about your business.
Episode 35 : Todd Duncan
This isn’t just an episode — it’s a masterclass from one of the most trusted voices in lending.
In this powerful episode of The Way, Dino sits down with legendary coach, author, and industry icon Todd Duncan to unpack over four decades of hard-won lessons on building a business that creates freedom, longevity, and real wealth.
Todd explains why relationships—not transactions—create fortunes, how systems unlock true scale, and why slowing down is often the fastest way to grow.
This is proven execution, not theory.
Episode 34 : Justin Padron
In an industry obsessed with leads, rates, and automation, Justin Padron proves there’s a better — and more profitable — way to build a mortgage business.
In this episode of The Way, Dino sits down with Justin Padron of Neo Home Loans, a relationship-driven mortgage advisor producing nearly $70 million annually by focusing on community, collaboration, and long-term trust — not transactional shortcuts.
Justin breaks down how treating clients like family, building deep local relationships, and partnering strategically with real estate agents and financial planners creates a sustainable, referral-driven business — even in challenging markets.
This episode is a masterclass in old-school fundamentals executed at an elite level.
What You’ll Learn in This Episode:
- How Justin built a $70M mortgage business without chasing leads
- Why community presence beats national reach for long-term growth
- The exact team structure that allows Justin to scale without burnout
- How mortgage advisors can collaborate with financial planners and CPAs
- Why asking for introductions is more powerful than asking for referrals
- How to turn refinance savings into generational wealth conversations
- The biggest mistake loan officers make when trying to “do it all”
- How to hire your first team member (even if money feels tight)
- Why outbound phone calls still outperform modern lead strategies
- How to balance family, health, and business without sacrificing production
Thanks for listening to “The Way With Dino Katsiametis”
For full show notes, links, and extra episode resources, visit dinokatsiametis.com.
instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis
Episode 33: Gino Fronti
Most businesses don’t fail because of bad products — they fail because they never build a scalable monetization and execution strategy.
In this episode of The Way, Dino sits down with mortgage industry veteran and tech founder Gino Fronti for a deep, no-hype conversation on how AI, agentic automation, and operating systems are fundamentally reshaping lending, sales, and modern businesses.
This isn’t about “using AI tools.”
It’s about learning how to operate inside an AI-powered business model — before the market leaves you behind.
Gino breaks down why traditional CRMs, SaaS tools, and bloated tech stacks are failing loan officers… and how a new generation of sales-centric operating systems is eliminating bottlenecks, reducing human error, and giving professionals their time back.
If you’re a mortgage advisor, entrepreneur, or business leader facing shrinking margins and increasing complexity, this episode is required listening.
What You’ll Learn in This Episode
- Why most businesses fail by focusing on products instead of monetization
- The difference between using AI and operating within AI
- What “agentic AI” really means — and why it changes everything
- How eliminating human bottlenecks increases volume without sacrificing customer experience
- Why applications are “where loans go to die” — and how conversation-first workflows convert better
- The future of CRMs, loan origination, and operating systems
- Why EQ will matter more than IQ in an AI-driven economy
- How automation can enhance human connection, not replace it
- What margins, subscriptions, and volume economics teach us about the future of business
- How mortgage professionals can stay relevant as knowledge becomes commoditized
- 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.
Episode 32: Rene Godefroy
- In this unforgettable episode of The Way with Dino Katsiametis, Dino sits down with internationally renowned motivational speaker and author Rene Godefroy, whose life began in extreme poverty in rural Haiti—abandoned as a baby, starving, ridiculed, and written off by everyone around him.
Rene’s story isn’t just inspirational—it’s a masterclass in resilience, gratitude, sales mindset, and execution.
From begging for food to detailing cars for $2…
From speaking broken English to keynote stages at major corporate events…
From being told “you’ll never make it” to helping millions overcome adversity…
This episode connects personal transformation directly to business performance, showing why gratitude, consistency, and implementation—not talent—separate average producers from elite performers.
If you work in sales, lending, entrepreneurship, leadership, or personal growth, this conversation will reset how you view rejection, opportunity, and success.
Key Takeaways & Discussion Points - Why gratitude is the “key that unlocks the vault of abundance”
- How rejection actually creates momentum and clarity in sales
- The importance of auditioning every time you deliver a service
- Why consistency and implementation matter more than information
- How leaders can help others “see” possibility when they’re stuck
- Modeling success instead of reinventing the wheel
- Turning adversity into a competitive advantage in business
- Why America still offers unlimited opportunity—for those who act
- The mindset shift that transforms problems into profit
- How resilience is built by staying in the fight longer than others
- Learn from Dino and join the team at https://ethoslending.com/
Episode 31: Craig Davis
In this episode of The Way with Dino Katsiametis, executive coach and keynote speaker Craig Davis shares his remarkable journey from battling stage-three cancer to leading thousands as a “leader’s leader.” Dino and Craig dive deep into identity, mindset, and reinvention—discussing how to recover from career loss, rediscover purpose, and build businesses with heart and strategy. Craig reveals the frameworks he uses to help CEOs, branch managers, and mortgage professionals scale through clarity, leadership, and “faith plus grit.”
Key Insights from this Episode
- Overcoming adversity and redefining identity after cancer
- How to shift from success-chasing to purpose-driven leadership
- The difference between leaders and managers—and why both matter
- Strategic planning and building scalable “business blueprints”
- Coaching insights for originators who want consistent growth and authentic influence
- 👉 Tune in to learn how to build a thriving career, lead with integrity, and join the “Good Human Club.”
Episode 30: Abdel Khawatmi
In this episode of The Way with Dino Katsiametis, top 1% mortgage producer Abdel Khawatmi shares how faith, discipline, and artificial intelligence helped him achieve a 262% increase in net revenue. Dino dives deep into Abdel’s mindset and methods for scaling a modern mortgage business with purpose and precision.
You’ll Learn:
- How faith, family, fitness, and finance create true freedom
- The exact AI workflows Abdel uses to automate daily operations
- Proven systems that cut hours from the workday and boost ROI
- How to recruit, train, and empower loan officers through tech
- The secret to tracking and scaling referral business with analytics
Episode 29: Michael Regan
In this inspiring episode of The Way with Dino Katsiametis, professional coach Michael Regan of Building Champions shares decades of insight on how to lead with purpose, balance work and life, and thrive in a rapidly changing mortgage industry.
Dino and Michael explore:
- The power of coaching and mentorship in transforming both business and personal growth
- Why AI is reshaping the mortgage industry—and how to adapt without losing the human connection
- How to avoid burnout and redefine success through clarity, balance, and discipline
- The importance of writing your own “life plan” to align your work, relationships, and purpose
- Lessons from Michael’s journey—from journalism to origination to full-time coaching—that prove fulfillment comes from helping others grow
- This conversation isn’t just about mortgages—it’s about building bigger lives, stronger relationships, and a mindset that thrives through every season.
Episode 28: John Donnelly
On this episode of The Way with Dino Katsiametis, John Donnelly, Executive Director of Sales at Service First Mortgage, shares how a 25-year journey in the mortgage industry—and a literal climb up Mount Kilimanjaro—taught him what it truly means to lead, grow, and serve.
Dino and John unpack the lessons behind lasting success:
- From call-center chaos to executive leadership—how grit builds greatness
The power of servant leadership and creating impact beyond the paycheck - Turning relationships into real results in today’s mortgage market
How to find your “why” and keep climbing when business (and life) get tough - Why systems, mindset, and integrity are the foundation of every top producer
- If you’re a loan officer, entrepreneur, or leader searching for inspiration, strategy, and heart, this episode shows you how to rise higher—one intentional step at a time.
- Whether you’re a new LO or a seasoned pro looking to scale, this episode is packed with honest advice, smart strategies, and a whole lot of laughs.
Episode 27: Marc Bui
In this powerhouse episode of The Way with Dino Katsiametis, top-producing mortgage advisor Marc Bui shares his no-BS journey from 19-year-old loan officer to one of the most trusted voices in the industry. From surviving the crash of 2008 to mastering the art of relationship-based lending, Marc dives into how mindset shifts, tactical follow-ups, strategic social media, and client-first communication transformed his business.
Key Insights from this Episode
- The truth behind chasing leads vs. planting referral trees
- How to recession-proof your mortgage career
- The art of client retention (and pre-selling the refinance!)
- Why personal branding and post-close follow-up are game changers
- Real talk on social media burnout—and how to use it wisely
Whether you’re a new LO or a seasoned pro looking to scale, this episode is packed with honest advice, smart strategies, and a whole lot of laughs.
Episode 26: David Sidoni
In this powerful episode of The Way with Dino Katsiametis, Dino sits down with David Sidoni—realtor, national educator, podcast host, and self-proclaimed “guru for first-time home buyers.” David shares his journey from show business (Newsies, Disney, Michael Jackson, and more) to building a revolutionary system that empowers Gen Z and millennial buyers. Together, Dino and David dive into why the industry overlooks this massive market, how his “Last Lease Ever” program is changing lives, and why systems—not hustle alone—create lasting success. They also tackle AI’s role in real estate, market predictions, and the mindset shift from loan officer to true mortgage advisor. If you’re in real estate, lending, or simply want to understand the future of homeownership, this episode is packed with insights you can’t afford to miss
Episode 25: Dale Vermillion
What does it take to stay relevant and impactful after four decades in the mortgage industry? In this episode of The Way with Dino Katsiametis, industry legend Dale Vermillion, founder of Mortgage Champions, shares his journey from selling pots and pans door-to-door to leading thousands in the mortgage world.
Key Insights from this Episode
- Why faith, humility, and service are the foundation of his success.
- The power of mentorship and constant learning in building a career without a college degree.
- How to thrive in tough markets with relationships, trust, and relentless action.
- Why giving back—whether through feeding families or building orphanages—is the real measure of success.
Whether you’re a loan officer, leader, or entrepreneur, this conversation will inspire you to focus less on rates and more on impact, integrity, and people.
Episode 24: Michelle Berman
Struggling to turn Instagram followers into actual clients? In this episode of The Way with Dino Katsiametis, Dino sits down with Michelle Berman-Mikel—founder of Berman Media PD and creator of the Instagram Power Method—for a deep dive into using Instagram strategically (not stressfully).
Michelle shares how real estate professionals and mortgage brokers can stop winging it on social media and start building a personal brand that drives real business. You’ll learn how to balance value-driven content with authentic storytelling, avoid the traps of automation, and turn DMs into deals.
Key Insights from this Episode
- The biggest mistakes agents make on Instagram
- Why content that connects > content that sells
- How to stop “posting and praying” and start converting
- Building community through vulnerability, not vanity metrics
Whether you’re a seasoned pro or Insta-anxious beginner, this episode delivers tactical tips and a fresh perspective that’ll change how you show up online.
Episode 23: Brian Hogben
Why This Matters
Solo producers often become trapped in a cycle of relentless work without real growth. Brian explains why simply chasing volume leads to burnout rather than success. True breakthroughs occur by creating structured systems, hiring proactively, and empowering others to handle day-to-day operations. He highlights how cross-industry experience deepens your understanding and makes your business more resilient.
Key Insights from this Episode
- How to identify when it’s time to delegate and hire, even if it feels uncomfortable or premature.
- Why building sustainable systems is crucial to scaling beyond your personal capacity.
- Real-life lessons from Brian’s journey, including how he overcame significant personal setbacks, loss of key team members, and family challenges.
- Specific mindset shifts that allow mortgage producers to transition from handling every task themselves to confidently leading others.
- If you’re ready to move past the limits of solo production and build meaningful business capacity, listen now and take action to reshape your approach to growth.
Episode 22: Chris Piro
Lead from the Level Above
Chris went from cold-calling subprime lists in the early 2000s to managing a multi-state brokerage and a database of 94,000 contacts. Along the way, he rejected traditional banking culture, embraced radical ownership, and built an ecosystem fueled by trust, consistency, and hustle. His approach is clear: act from the level you’re aiming for, not the one you’re in.
Why This Matters
Most loan officers are capable of much more – but they stay stuck waiting for direction. Chris’s story is a case study in what happens when you take full responsibility for your pipeline, your brand, and your future. It’s not about hustle for hustle’s sake, it’s about being intentional with how you show up.
Key Insights from the Episode
- How to turn routines into revenue
- Why your brand starts with action, not design
- The compounding power of outreach
- Ways to scale without sacrificing identity
- Think you’re ready for the next level? Start acting like you’re already there. Watch or listen now.
Episode 21: Brian Covey
Build Teams. Boost Results. Repeat.
Episode 20: Alec Hanson
Adopt the $8B Mindset
Episode 19: Greg Sher
Reinvention to Real Talk
In this episode of The Way, Dino sits down with Greg Sher, seasoned mortgage executive, broadcaster, and founder of Citizens Lending Group, to discuss how to navigate market shifts, the role of relationships, and the impact of AI. With over 25 years in the industry and a track record that includes successfully integrating 106 employees into NFM Lending, Greg offers a unique perspective on growth and adaptation. His insights blend a broadcaster’s eye for storytelling with a mortgage professional’s focus on relationships and service.
- The importance of aligning technology with authentic relationships
- The challenge of industry consolidation and the future of smaller players
- Greg’s journey from broadcaster to industry leader and entrepreneur
Episode 18: Tano Kapedani
This Model Drives $200M+
How do you scale personal service without losing control? What happens when discipline becomes your default? And how far could you go if you stopped making excuses?
Listen to the Episode to hear how Tano built a high-volume business that thrives even when the market doesn’t.
Episode 17: Sosi Avila
From Struggle to Standout
Sosi’s journey began in service. As a civilian intern to a Navy Chaplain and later a leader in both domestic and international nonprofits, he learned that people want more than answers. They want direction that speaks to their values and their future. That same philosophy drives his mortgage work today, where financial education, accountability, and emotional clarity come first.
In this honest exchange, Dino and Sosi explore how to coach clients through fear, why purpose creates long-term success, and what it looks like to lead from conviction rather than urgency.
Is your advice helping clients find clarity, or just closing a deal? What kind of business could you build if purpose came first?
Listen to the Episode to hear how Sosi Avila redefines what it means to serve in this business.
Episode 16: John Farrell
Pressure Builds Powerful People
This is a shared exploration between two high-level professionals who’ve built their careers on trust, execution, and long-game thinking. John explains why most originators fail to turn happy clients into long-term referral sources, and what to do differently. He breaks down his follow-up strategy, how to work with high-performing agents without overpromising, and why simplification is often the most advanced skill of all.
Why do some originators build referral machines while others stay stuck chasing leads? What hidden habits keep you from scaling trusted relationships? And how can simplifying your client experience unlock your next level?
Listen to the Episode now and get ready to steal the simple systems and bold mindset that make John Farrell such a force in the mortgage business.
Episode 15: Amir Syed
Coached to a Billion
Amir believes most loan officers are operating below their potential – but breaking through requires more than technical skill. He shares precisely why mastering daily rituals, leveraging affirmations, and fiercely protecting your client relationships can transform your mortgage business forever. Amir openly discusses the three critical barriers limiting your growth, how your mental habits shape your success, and why most loan officers unintentionally sabotage their own results.
Could your self-talk be quietly limiting your career? How might relentless daily discipline accelerate your growth? And why does success start with mastering your mind first?
Listen to the Episode to get a unique glimpse into the mind of one of the most disciplined originators in the industry, and rethink your path to millions.
Episode 14: JJ Mazzo
Habits Make the Millionaire
You will learn exactly how JJ transitioned from relying on internet leads to building a thriving, referral-based mortgage business. He breaks down his tried-and-true strategies for cultivating relationships with real estate agents, including his open house kit method, consistent weekend networking, and relentless follow-up. JJ also explains how he differentiated himself in a saturated market through a bold 14-day close guarantee, offering real-world insights on standing out and delivering undeniable value.
Beyond tactics, JJ speaks to the mindset behind his success. He shares how faith, discipline, and structured mornings gave him the clarity and energy to lead, build wealth, and maintain balance. He also unpacks the realities of tough markets, the difference between making a living and building a legacy, and why now is the time to double down.
For loan officers, real estate pros, or anyone rebuilding from adversity, this episode is a blueprint for transformation. JJ’s story proves that with discipline, heart, and a smart game plan, you can write a new story – no matter how it started.
Episode 13: Sean Herrero
The Mortgage Model is Broken
Why This Matters
Sean’s authentic story proves success isn’t only about numbers—it’s shaped by personal growth, calculated risks, and relentless positivity. Discover why his disciplined routines, including daily affirmations and structured mindfulness, have dramatically elevated his career and personal life. He reveals precisely how confronting discomfort, embracing adventure, and mastering video marketing have positioned him uniquely in a crowded market.
Could your mindset be holding back your next breakthrough? How does embracing discomfort translate directly into professional growth? And why might your biggest successes lie beyond traditional methods?
Listen now to hear Sean’s actionable strategies to dramatically redefine your limits and accelerate your mortgage career.
Episode 12: Rene Rodriguez
Train Your Brain to Lead
Why This Matters
Rene argues that genuine success—especially in challenging markets—starts with mastering influence and rethinking how you respond to obstacles. He dives deep into why conventional approaches to rejection often fail, how true gratitude rewires your brain for peak performance, and why structured creativity is your competitive edge.
What if rejection could become your greatest strength? How would your business and personal life change if you harnessed the power of intentional mindfulness? Could embracing constraints be the ultimate key to your professional breakthrough?
Listen now to tap into Rene’s powerful strategies and neuroscience-backed secrets, and transform your mortgage business and life into something extraordinary.
Episode 11: Stew Sweet
Relationships over Refis
Why This Matters
Stew doesn’t just believe in working smarter. He believes in working harder first, then smarter. His dynamic journey highlights the tactical strategies that took him from overwhelming initial uncertainty to confidently scaling mortgage businesses. He explains exactly how embracing outsourcing and targeted delegation elevated his team’s capacity, boosted profitability, and created sustainable growth.
How could rethinking your processes unlock untapped capacity and dramatically cut costs? Why might your greatest competitive advantage lie in smarter resource allocation? And what critical shifts are needed to scale your mortgage business?
Gain Stew’s insider secrets for driving growth and optimizing efficiency. Listen to the Episode to start scaling your mortgage operation strategically.
Episode 10: Cindy Ertman
Shift Happens. Embrace It.
Why This Matters
Cindy believes success isn’t accidental, but comes from clear, intentional choices. Her deep experience navigating market highs and devastating lows, including losing her mortgage bank during the 2007 crisis, reveals invaluable insights for surviving tough times and capitalizing on opportunities others miss. She emphasizes that true mastery comes from aligning intentional growth strategies with unwavering mindset discipline.
What could you achieve by making just one bold decision today? How can you turn market disruptions into your greatest advantage? And what mindset shifts distinguish top performers from the rest?
Cindy’s proven methods offer clarity, inspiration, and actionable guidance. Listen to the Episode and learn how to redefine your mortgage career and life, no matter what market challenges you face.
Episode 09: Hope Bourman
Lead Boldly. Love Fiercely.
Why This Matters
Hope knows firsthand that success requires more than just sales prowess. Through powerful anecdotes and sharp insights, she demonstrates how integrating daily practices around mindfulness and clarity not only rebuilds resilience but propels exceptional market performance. You’ll hear exactly how top producers pivot when markets shift, why traditional referral tactics often fail, and how strategic adjustments turn good salespeople into industry leaders.
Could your approach to market shifts actually be holding you back? What critical routines might be missing from your daily discipline? And how could a shift in your mental fitness completely transform your results?
Unlock Hope’s insights and elevate your approach to leadership and growth. Listen to the Episode now!
Episode 08: Mike Benton
Started at 40. Dominated.
What does it take to rebuild your life from devastating losses and emerge stronger than ever? In this revealing episode of The Way, Dino Katsiametis talks with Mike Benton, Senior Vice President of Responsive Mortgage and a visionary leader respected for his strategic innovation and relentless determination. Mike opens up about losing everything during the 2008 financial crisis, confronting personal struggles with alcohol, and how faith and decisive action became cornerstones of his remarkable turnaround.
Key Insights from the Episode
- From Crisis to Clarity: Mike’s pivotal decision to eliminate alcohol and reclaim control of his life.
- Faith-Driven Discipline: How daily spiritual practices transformed his business leadership and personal resilience.
- Strategic Relentlessness: Proven tactics for breaking into new markets and sustaining high-performance outcomes.
- Legacy and Influence: Building lasting success through intentional leadership, mentoring, and continuous improvement.
- Listen to the Episode now for Mike and Dino’s unfiltered insights on turning personal breakthroughs into extraordinary success!
Episode 07: Wally Elibiary
Your Calendar Reveals Truth
They dive into the critical difference between work-life balance and counterbalance, opening up a new perspective on what matters most when the workday ends. Learn why coaching can be the shortcut to skipping mistakes and how offering real value to realtors can unlock unexpected referrals.
Wally’s advice for new brokers facing tough times is simple but challenging: talk to everyone, open every door, and trust that the path forward might be one conversation away.
Are you ready to rethink your approach and open doors you didn’t even know were there? Listen in and discover the keys to a thriving business and a life that’s rich in every way.
Episode 06: Rick Mount
Legacy Built on Leadership
In this episode of The Way, Dino Katsiametis sits down with Rick Mount, a legend in the mortgage industry and co-leader of a $100M+ origination team, to reveal the discipline strategy that changed everything.
They discuss how a simple commitment – two hours daily of distraction-free, high-value activity became the cornerstone of his growth. This episode centers on focus, implementation, and a daily system built to deliver results – without relying on hacks or hustle.
Together, Dino and Rick unpack:
Stop chasing busy. Start owning your day.
Listen now and learn how two hours can change everything.
Episode 05: Trevor Hammond
Content that Builds Trust
Why This Matters
Trevor’s journey offers a roadmap for anyone striving to achieve more while staying grounded in what truly matters: family, health, and happiness. As a mortgage professional and coach, Trevor has guided countless professionals to rethink their approach to work and life, focusing on sustainable growth and long-term satisfaction.
Key Insights from the Episode:
- The Power of Balance: Why aligning personal and professional goals leads to higher performance.
- Borrow Smart, Repay Smart: Lessons from Trevor’s book and how financial wisdom applies to life and business.
- Practical Strategies: Tips for building a thriving career without burning out or sacrificing family time.
- Legacy and Leadership: How intentional habits create lasting impact for you, your team, and your community.
- Trevor’s unique ability to combine real-world financial expertise with personal growth strategies makes this conversation not just insightful but actionable. Whether you’re navigating the challenges of a high-pressure career or looking to redefine your priorities, this episode will inspire you to take meaningful steps toward balance and fulfillment.
Ready to rethink your path to success? Tune in now to hear Trevor Hammond’s inspiring insights on building a life where both your career and your happiness can flourish.
Episode 04: Mike Hardy
Faith, Focus and Financial Freedom
From building trust through character to mastering financial strategies, this conversation is packed with insights to help loan officers and professionals rethink how they achieve impact and growth.
Why This Episode Matters:
- The Core Four Routine: Discover how investing just 1% of your day – 14 minutes and 27 seconds – can create meaningful change for you and those you love.
- Trust Through Character: Learn why trust isn’t just about competency but also about character and care.
- First Deals, Lasting Impact: Explore how surrounding yourself with trustworthy, competent people can elevate your service and grow your influence.
- Building Financial Success: Gain insight into the three stages of money: getting it, making it, and keeping it, and how technology plays a critical role.
- The Journey to Success: Mike reflects on the challenges, victories, and lessons learned in his journey to build a stellar business.
- Listen now and start building a business, and a life, that truly matter.
Episode 03: Ryan Grant
Think Beyond the Close
Ryan shares how real trust is built: through consistent action, post-close value, and delivering meaningful outcomes for families. He explains why marketing, visibility, and a clear client experience are now essential skills for loan officers who want to build long-term influence and impact.
This episode is packed with practical insights for professionals ready to move beyond transactions and create lasting relationships that fuel real wealth and opportunity.
Why This Matters:
- Build Real Trust: Titles don’t matter: value and follow-through do.
- Follow Your Compass: Stay true to direction, even when the map runs out.
- Lead the Next Generation: Pair trade skills with character and literacy.
- Stand Out on Purpose: Visibility, initiative, and clarity drive referrals.
- Invest in Your Team: Great onboarding builds culture and performance.
- Stay Valuable After Close: Long-term loyalty is earned post-transaction.
Episode 02: Todd Bookspan
Todd explains why financial mastery goes beyond income and is about making money work for you. He and Dino unpack practical strategies for smart investing, long-term planning, and avoiding the traps that drain wealth over time.
They also explore the difference between chasing perfection and showing up with consistency. Todd reveals the habits that power his results and how focusing on what matters most fuels real progress.
From books that spark breakthroughs to the Core Four routines that keep him centered, Todd explains why lifelong learning is essential to leadership and how authenticity builds trust in every area of life.
The conversation tackles scaling challenges too, including the fear of hiring and the mindset shift required to delegate. Todd and Dino offer clear insights into building a team that reflects your values and vision.
Finally, Todd challenges listeners to think bigger. What legacy are you building? How do your daily choices align with that future? This episode offers clarity, direction, and the motivation to act with intention.
If you’re a mortgage professional ready to grow your business without losing sight of what matters, tune in now and rethink your path to success.
Episode 01: Dave Savage
Dave and Dino share how clarity around your personal strengths allows you to stop wasting time on work that doesn’t move the needle. Whether you’re leading a team or leading yourself, the message is simple: focus on what you do best, and build systems that support it.
They explore how to replace burnout with sustainable routines tailored to your working style, not someone else’s morning playbook. If your day-to-day feels reactive, this conversation shows how to regain control and scale with intention.
When pressure hits, most mortgage professionals default to stress. Dave sees it as a spark for creativity. He shares how to reframe high-stakes moments as growth opportunities—and how resilience fuels innovation.
They also tackle the critical role of mentorship and strategic partnerships. The right relationships accelerate your growth, while the wrong ones drain your momentum. Dino and Dave explain how to spot the difference and align with people who elevate your goals.
Finally, they challenge the common trap of thinking like a salesperson instead of a business owner. Learn how to shift into an entrepreneurial mindset and build a long-term business rooted in loyalty, consistency, and leadership.
If you’re ready to stop chasing deals and start building something lasting, tune in now to rethink what success in this business can really look like.