The Way with Dino Katsiametis

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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.

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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.

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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 purpose
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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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.

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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.