The Most Mindset

Michael Most
  • 5.0 (3)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

Real conversations about mindset, mortgages, and mastery for loan officers and originators who have outgrown being undervalued and underpaid.

  1. JAN 19

    Being Relevant in Client Relationships with Alexandra Kerr

    In this episode of The Most Mindset, host Michael Most welcomes Alexandra Kerr, a seasoned real estate agent with a rich background in film and international living. Alexandra shares her unique journey, from childhood spent to her initial career in the film industry. She discusses how her diverse experiences have shaped her approach to real estate, emphasizing the importance of understanding different cultures and mindsets in her work. Throughout the conversation, Alexandra and Michael delve into the nuances of real estate, including the challenges of navigating client relationships and the importance of teamwork. Alexandra emphasizes her commitment to providing exceptional service, often going above and beyond to ensure her clients feel supported and informed during the buying or selling process.    00:25 Growing Up and Early Aspirations 06:14 Transitioning to Real Estate 12:36 Lessons from Early Mistakes 17:37 Support Systems in Real Estate 23:06 Work-Life Balance Strategies 28:29 Influential Books and Future Aspirations   Connect with Alexandra Kerr Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    35 min

  2. JAN 5

    The Art of Closing Complex Deals with Danny Gipsman

    In this episode of The Most Mindset, Michael sits down with longtime industry friend Danny Gipsman to unpack the mindset and problem-solving approach behind thriving in complex mortgage lending, especially in the jumbo and private-bank space. Danny shares how basketball and coaching shaped his work ethic, how the 2008 crisis forced him to build a "shadow network" of private banks to get difficult deals done, and why top originators win by creating clarity for clients, not just quoting rates. They also discuss Danny's personal experience losing his home in the Palisades fire and the practical financing resources he's creating to help families rebuild through land and construction loans. 00:25 Introduction and Background of Danny Gipsman 04:38 Transition from Basketball to Mortgage Industry 09:13 Navigating the Early Years in Mortgages 13:04 Building a Reputation in Jumbo Loans 17:32 Challenges and Successes in High-Value Lending 21:32 Humorous Anecdotes and Lessons Learned 25:32 Future Aspirations and Family Influence 26:00 Influential Books and Their Impact 28:22 Negotiation Skills and Client Relationships 30:50 Understanding Client Needs Beyond Rates 35:26 Personal Experiences and Community Support Connect with Danny Gipsman Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    41 min

  3. 12/22/2025

    Where the Obstacle Becomes the Advantage

    In this episode of the Most Mindset podcast, Michael Most interviews Bill Gross, a seasoned expert in probate real estate. Bill shares his unique journey from aspiring attorney to successful real estate agent, emphasizing the importance of understanding the probate process. He discusses the challenges and opportunities within the probate niche, the significance of building relationships, and the role of data in generating leads. Bill also highlights the importance of effective communication and the value of being an expert in court confirmation sales. The conversation concludes with insights on developing strong professional relationships and the mindset necessary for success in the real estate industry. 00:30 Introduction to Bill Gross and His Journey 02:59 Understanding Probate: A Deep Dive 05:55 Navigating the Probate Process 08:41 The Role of Professionals in Probate Real Estate 11:19 Data and Lead Generation in Probate 14:06 Real-Life Case Study: From Probate to Sale 16:48 Challenges and Success in Court Confirmation 19:36 Bill's Expertise and Track Record 22:37 Building Relationships in Real Estate 24:25 The Role of Loan Officers 26:18 Creating Value Through Professional Relationships 29:19 Networking and Community Building 33:08 Lessons from Communication and Conflict Resolution 35:50 Influential Books and Mindset Connect with Bill Gross Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    44 min

  4. 12/15/2025

    Becoming the Trusted Advisor in a Noisy Market

    In this episode of The Most Mindset, Michael sits down with longtime friend Chris Ryder, the first real estate agent guest on the podcast, to unpack what actually drives success in today's market. They talk about how a real friendship, not transactional, became a powerful partnership; why buyers often choose lenders for the wrong reasons; and how agents and loan officers can win by being the trusted advisor who communicates, protects the deal, and puts people first. Chris also shares his unusual path from theology into real estate, how he built his business like an entrepreneur, and the hard lessons from a flip, showing how trust, clarity, and execution matter more than any quote. 00:30 Introductions 06:55 Building Relationships in Real Estate 13:22 Chris Ryder's Journey into Real Estate 18:56 Starting a Real Estate Business 25:20 Navigating the Real Estate Market 28:04 The Humorous Side of Real Estate Transactions 33:45 Lessons from Flipping Properties 37:50 Mindset and the Role of a Trusted Advisor Connect with Chris Ryder Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    41 min

  5. 12/08/2025

    Building a Career With No Plan B

    In this episode, Michael Most interviews Aaron Tennison, a seasoned professional in the mortgage industry. They discuss Aaron's journey from a nomadic childhood in Alaska to his experiences in the Navy, and how these shaped his entrepreneurial spirit. Aaron shares insights into the challenges of the mortgage business, the importance of building relationships, and the lessons learned from his career. He reflects on influential books that have impacted his life and discusses his current success in a broker platform, emphasizing the value of adaptability and perseverance in a fluctuating industry. 00:30 Introduction to Aaron Tennyson 01:28 Aaron's Early Life and Aspirations 04:50 The Influence of the Navy on Aaron's Life 09:43 Navigating Stress in the Mortgage Industry 10:13 How Aaron Found His Way into Mortgages 16:34 Transitioning from Technician to Entrepreneur 18:58 Reflections on Market Opportunities 19:22 Influential Books and Life Lessons 20:22 Building Relationships in Business 23:07 Pride in Career Achievements 24:37 The Broker Platform Experience 27:22 Humorous Anecdotes from the Field 34:09 Final Thoughts and Reflections Connect with Aaron Dennison Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    36 min

  6. 12/01/2025

    Communication Is Your Superpower

    In this episode of The Most Mindset, Michael sits down with longtime friend and veteran loan officer Chris Davis to unpack a 25-year journey through the mortgage world. From growing up in Napa's wine country and backpacking the globe, to stumbling into tech sales and then landing in mortgage banking right as the "internet" was becoming a thing, Chris shares how communication, curiosity, and relationship skills shaped his career. Together they break down what it's really like to move from big banks to IMBs to the broker model, the fears that come with those transitions, and the freedom on the other side. Chris talks about difficult clients, underwriting realities, staying calm when millions are on the line, and how mountain biking, family time, and perspective keep him grounded. It's a real, relatable look at how to evolve, stay steady under pressure, and build a career you actually enjoy. 00:25 Introductions & Background 01:19 From Tech Sales to a New "Internet" Product 04:19 Backpacking the World & Early Career Detours 05:59 Wine, Marine Biology & Choosing a Different Path 07:36 The Power of Communication & Sales Skills 10:47 Big Bank Years & High-Rise Projects 16:27 More Products, More Guidelines, More Opportunity 21:02 Jumping to the Broker Model & Saying "Yes" More Often 25:52 Underwriting Reality Checks & Funny Client Moments 31:29 Becoming "Calm Chris" Through Perspective 39:34 Books That Shaped Chris & Final Thoughts  Connect with Chris Davis Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    36 min

  7. 11/24/2025

    From Big Banks to Broker Freedom

    In this episode of the Most Mindset, Michael interviews Bob Hilsby, who shares his journey from a young entrepreneur in New York to a successful mortgage broker in California. Bob discusses his early career, the transition to the mortgage industry, and the lessons learned from owning a brokerage during the financial collapse. He reflects on his experiences in big banks, the challenges faced, and the importance of independence in the brokerage model. Bob also emphasizes the role of AI in enhancing business relationships and shares insights on maintaining personal well-being to support professional success. 00:30 Introduction and Background 03:22 Early Career and Entrepreneurial Spirit 06:19 Transition to Mortgage Industry 09:24 Brokerage Experience and Financial Insights 12:26 Navigating the Financial Collapse 15:17 Post-Collapse Career Moves 21:30 Transitioning from Douglas Elliman to Citibank 22:38 Challenges of Working in a Big Bank 26:57 Moving to Bank of America and New Opportunities 28:18 Desire for Independence in the Broker Space 29:41 Leveraging AI in Business Relationships 35:59 Finding Stability Through Consistency 37:50 Funny Story from the Field and Book Recommendations Connect with Bob Hilsby Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    38 min

  8. 11/19/2025

    Networking is the Key to Sales Success

    In this episode of The Most Mindset, Michael Most interviews Ian Olsen, exploring his journey from a rugby player to a successful figure in the mortgage industry. Ian shares insights on the importance of relationships, the correlation between sports and business, and the transition to the broker model. He emphasizes the significance of curiosity in networking and the lessons learned over 25 years in the industry, including the importance of focusing on strengths and finding inspiration in personal growth. 00:30 Introduction to Ian Olson and His Journey 03:08 From Rugby to Trading: A Unique Path 05:37 The Correlation Between Sports and Business 08:28 Transitioning into the Mortgage Industry 10:56 Navigating the Mortgage Landscape 13:23 The Shift from IMB to Broker Model 15:57 The Benefits of the Broker Model 18:36 Finding Freedom in the Mortgage Business 20:35 Understanding Rate Trends and Bond Markets 25:16 Building Strong Relationships in Business 28:51 Merging Personal and Professional Networks 33:23 Influential Books and Personal Growth Connect with Ian Olsen Connect with Michael Most LEARN MORE ABOUT JOINING OUR TEAM!

    40 min
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Ratings & Reviews

5
out of 5
3 Ratings

About

Real conversations about mindset, mortgages, and mastery for loan officers and originators who have outgrown being undervalued and underpaid.

Information

  • Creator
    Michael Most
  • Years Active
    2025 - 2026
  • Episodes
    13
  • Rating
    Explicit
  • Copyright
    © 2025
  • Show Website
    The Most Mindset