The Way with Dino Katsiametis

Dino Katsiametis
  • 4.8 (22)
  • Entrepreneurship
  • Updated Daily

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. #WhoCanWeServeToday

  1. 5d ago ·  Video

    The 5 Rituals That Keep Loan Officers From Burning Out with Michael Decker

    Send us Fan Mail Michael Decker thinks burnout in this business is misdiagnosed. Not a talent problem. Not a volume problem. A rhythm problem. Michael is EVP & Director of Sales at Great Plains Bank Home Lending and hosts the podcast Winning Publicly, Losing Privately. In this episode he lays out the five rituals he runs every week — morning, pre-work, pre-leave, nightly, and Sunday night. None of them cost anything. His phrase for it: fancy fails, simple scales. Also in this episode: why Sunday night decides the week, the referral move that beats any follow-up text, and The Round — fifteen questions, no prep, the first time we have run it. Free playbook: https://DinoKatsiametis.com/five-rituals/ Michael: linkedin.com/in/michaeldeckerstw Views expressed are the individual's own and do not represent their employer. 00:00 | Cold open 00:20 | Meet Michael Decker 04:20 | $500 million a year — and a billion with 30 loan officers 05:30 | The industry rewards sales when it should reward leadership 09:25 | Winning publicly, losing privately 17:45 | Burnout isn't a talent problem. It's a rhythm problem. 20:54 | The five rituals, named 22:00 | Ritual 1 — The morning ritual 27:05 | Ritual 2 — The pre-work ritual 29:15 | Ritual 3 — The pre-leave ritual, and the boots at the back door 37:20 | Ritual 4 — The nightly ritual 40:30 | Ritual 5 — The Sunday night ritual 44:50 | JAM sessions — just another million 46:55 | THE ROUND — 15 questions, no prep 1:03:20 | The Million Dollar Drop 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.

  2. Sep 7 ·  Video

    Loan Officers: Why Best Known Beats Best with Arjun Dhingra

    Send us Fan Mail Grey Goose is not the best vodka. It is not even close. But it is the one people name, and it is the one that wins. That is Arjun Dhingra's whole argument, and he has been making it for eight years: best known beats best, ten out of ten times. In this episode Arjun breaks down why loan officers who are genuinely good at the job keep losing business to people who are simply easier to remember. Opportunity is visibility multiplied by value, and a zero on either side zeroes the whole thing. He covers what to post and how often, why marketing to everyone connects with no one, the hundred-dollar camera setup that looks like five thousand, and why he thinks the phrase "loan officer" is costing the industry its respect. He also answers the Million Dollar Drop: no database, no network, no name recognition, one unfamiliar city. What he does on day one is not what most people would guess. Arjun is the founder of LFG Society and LFG Energy, and hosts the LFG Energy Podcast, which debuted at number 12 on Apple's Careers list. He is also a two-time TaeKwon-Do world champion. Get the free playbook, Best Known Beats Best: https://dinokatsiametis.com/best-known-beats-best/ #WhoCanWeServeToday 00:00 Visibility times value — the whole idea in one line 00:12 Dino's intro, recorded after the conversation 05:02 A family business, San Francisco, and a jumbo market 11:00 Selling to agents who do not like you yet 15:33 "I forgot you're in loans" — the worst thing a friend can say 19:40 Three a week, and violently consistent 24:11 You will suck. It will be cringe. 28:20 Market to everyone, connect with no one — pick a tribe 32:30 Where the audience actually is 34:41 The $100 setup that looks like $5,000 38:40 Best known beats best — the Grey Goose story 41:00 You control 100% of your visibility 47:22 Stop calling yourself a loan officer — the three proficiencies 52:23 Split my Zillow leads — what the asks reveal 57:02 Be the person your clients call first 1:04:41 Favorite book: The Alchemist 1:05:43 The Million Dollar Drop 1:07:22 The digital mayor of Columbus 1:10:21 Take your jacket off — twenty comments a day 1:19:00 Where to find Arjun 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.

  3. Aug 31

    Six Channels Loan Officers Need When AI Answers First — Alec Hanson

    Send us Fan Mail Alec Hanson has a colleague who just got his first client referral from ChatGPT — a stranger in another state, sent by a machine. That's the shift this episode is about. When consumers stop calling their loan officer to ask what rates are doing and start asking AI instead, the relationship doesn't disappear. It just has to already exist before the question gets asked. Alec, SVP of Production for the West Division at loanDepot and the author of Bypassed, walks Dino through his complete playbook for staying relevant: quarterly calls, quarterly texts, a monthly email you actually wrote yourself, physical mail, a community event every ninety days, and showing up online every single day. The surprise is how little of it is new. As Alec puts it, the game we're playing hasn't changed — the places we're playing it have. Also in this episode: why drip campaigns are actively hurting you, the loan officer who was terrified of public speaking and hosts a "think and drink" instead, the piece of mail that produced Alec's biggest month ever, and why your referral partner has no idea you were working all weekend. Get the free playbook, Known Before Needed: https://dinokatsiametis.com/known-before-needed/ #WhoCanWeServeToday 00:00 Relevancy in a world about to be run by AI 04:03 Empower, Equip, Educate — and the way lending should be done 08:01 Why a mortgage is still the most emotional transaction there is 13:29 AI is becoming a referral source — and that is disruptive 20:22 What the machine already knows about you 24:01 Record everything — transcripts on every conversation 29:22 Lunch and learn, think and drink, or a charity event 31:58 Client events twice a year, and why cost is not the objection 36:02 Posting little Timmy's soccer goal — showing up in their life 40:06 The digital strategy: care about others, then show up every day 44:29 Put yourself out there and you attract your tribe 51:40 Thank-you cards and broker previews 56:06 Be yourself — everybody chameleons and everybody can tell 1:02:39 The big dogs in their forties who could not adapt 1:04:16 The Million Dollar Drop 1:07:59 Content, content, content — then hit the streets Saturday and Sunday 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.

  4. Aug 24

    The Open House You Never Attend — Sean Herrero

    Send us Fan Mail Sean Herrero is the first returning guest in the history of The Way — and he earned it. Episode 13 in Season 1, back for Season 2, Episode 4 with a 30-unit month at more than $30 million behind him and a team of exactly two people. This one is a masterclass in intentionality. Sean breaks down the open house engagement kit — the system that captures buyer relationships at open houses he never attends. Why the standard flyer offers nothing and therefore earns nothing. Why contact information is a transaction, and what you have to trade for it. And the reframe that runs underneath his whole business: it's not what the house costs, it's what the house costs you. We also get into why "the market is bad" is an excuse wearing a costume, the difference between reasons and excuses, what a Navy SEAL taught him about decisive action, applying deliberate pressure with non-refundable deposits, why he caps his training events at eight people, and how "I wonder if" became his entire AI strategy. Sean answers the Million Dollar Drop — and he's the first guest who could answer it from memory, because he already lived it in 2017. Sean Herrero is a Regional Vice President at CrossCountry Mortgage. Find him on Instagram at @adventurelender. Get the free playbook with Sean's complete open house system at dinokatsiametis.com/open-house-you-never-attend The Way with Dino Katsiametis — Empower. Equip. Educate. The way lending should be done. #WhoCanWeServeToday 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.

  5. Aug 17

    How AI, Branding & Relentless Execution Built One of Mortgage's Fastest-Growing Teams with Abdel "The Gorilla" Khawatmi

    Send us Fan Mail What does it take to stand out in today's mortgage industry? In this episode of The Way with Dino Katsiametis, Dino welcomes back mortgage leader and  Abdel "The Gorilla" Khawatmi for an in-depth conversation on branding, artificial intelligence, client experience, leadership, and building systems that consistently outperform the competition.  Abdel explains why today's mortgage professionals must stop thinking like loan officers and start acting like trusted advisors. From mastering KPIs and tracking every stage of the sales process to creating an unforgettable personal brand and using AI as a productivity multiplier, this conversation is packed with practical strategies that can immediately improve your business.  Whether you're a mortgage advisor, real estate professional, sales leader, or entrepreneur, you'll walk away with actionable ideas on creating systems, serving clients at a higher level, and building a business that thrives in any market. In This Episode Why branding is your biggest competitive advantage  How "The Gorilla" became one of the mortgage industry's most recognizable personal brands  The Six C's framework for measuring business growth  Why KPIs should drive every business decision  How to become a trusted mortgage advisor instead of simply processing loans  Building systems that create speed, consistency, and better client experiences  AI tools every mortgage professional should be using today  Using ChatGPT, Claude, NotebookLM, Zapier, and meeting assistants to save hours every week  Why tracking conversations is just as important as tracking closings  Creating content that attracts your ideal clients and referral partners  Building a personal brand around your ideal customer avatar  Why execution beats information every single time  Community leadership, financial literacy, and building a business with purposeThanks 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.

  6. Aug 10

    Impossible To Forget with Wade Betz

    Send us Fan Mail What separates the average loan officer from a top-producing mortgage advisor? In this episode of The Way with Dino Katsiametis, Dino sits down with mortgage industry leader Wade Betz, a producer responsible for helping over 2,000 families, generating nearly $1 billion in mortgage volume, and building one of the industry's strongest client-retention systems.  Rather than chasing the next transaction, Wade reveals how disciplined daily habits, structured prospecting, long-term client care, and consistent follow-up have created a business where 65% of his annual closings come from past clients. This isn't theory. It's a practical blueprint that every mortgage advisor, loan officer, broker, sales professional, and entrepreneur can implement immediately. From creating a winning morning routine to leveraging YouTube, AI, SEO, CRM systems, annual financial reviews, and accountability tracking, Wade shares the exact strategies that have helped him build a sustainable business that continues to grow year after year. If you're tired of constantly hunting for your next deal, this episode will completely change how you think about growing your business. 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.

  7. Aug 3

    Never Wait for the Close with Guest Dino Katsiametis

    Send us Fan Mail What if everything you've been taught about building a mortgage business is wrong? In this special Season 2 premiere of The Way with Dino Katsiametis, the tables are turned as industry legend Dave Savage interviews Dino about the principles, systems, and mindset that built one of the most relationship-driven mortgage businesses in America. This isn't just another conversation about closing loans. It's a masterclass on creating Mortgages Under Management (MUM), building clients for life, developing an unforgettable customer experience, and using generosity, consistency, and leadership to create a business that continues to grow long after the transaction ends. From creating raving fans with strategic gifting to embracing AI without losing the human connection, Dino shares the philosophies that have shaped his career and now drive the mission of Ethos Lending. Whether you're a mortgage advisor, entrepreneur, business owner, or simply looking to build a life centered on purpose and impact, this episode is packed with practical wisdom you can apply immediately. In This Episode✅ Why "Mortgages Under Management" changes everything ✅ How to turn every client into a client for life ✅ The gifting strategy that transformed Dino's business ✅ Why relationships always outperform transactions ✅ Building a referral-based business without chasing leads ✅ The mindset of the nation's top mortgage advisors ✅ How AI should support—not replace—the human experience ✅ Why consistency beats talent every time ✅ The importance of creating your own personal ethos ✅ Books that changed Dino's life and business ✅ Lessons on faith, family, leadership, gratitude, and legacy ✅ The Million Dollar Drop: How Dino would rebuild from scratch 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.

  8. Jul 20

    Why Rocket Keeps Winning | Heather Lovier on Leadership & Reinvention

    Send us Fan Mail Can a loan processor become the COO of one of the largest financial companies in America? Heather Lovier proves the answer is YES. In this powerful episode of The Way with Dino Katsiametis, Dino sits down with Heather Lovier, Chief Operating Officer of Rocket Companies, to discuss her incredible 23-year journey from entry-level loan processor to executive leadership. But this conversation goes far beyond mortgages. Heather shares the leadership principles that have fueled Rocket's growth, why company culture matters more than ever, how AI is reshaping the future of homeownership, and what it really takes to build organizations that continue to innovate after decades of success. They also dive into Rocket's acquisitions of Redfin and Mr. Cooper, the broker channel, customer experience, entrepreneurship, leadership, and why "falling in love with the problem" is the secret behind long-term innovation. Whether you're a mortgage professional, entrepreneur, CEO, sales leader, or someone passionate about building great businesses, this episode is packed with actionable insights you won't want to miss. 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.

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4.8
out of 5
22 Ratings

About

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. #WhoCanWeServeToday

Information

  • Creator
    Dino Katsiametis
  • Years Active
    2024 - 2026
  • Episodes
    71
  • Rating
    Explicit
  • Copyright
    © 2026 The Way with Dino Katsiametis
  • Show Website
    The Way with Dino Katsiametis

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