The Way with Dino Katsiametis

In this episode of The Way with Dino Katsiametis, Dino sits down with Matt Adler, a top-producing loan officer at Lake Michigan Credit Union, to break down the exact systems, niches, and mindset behind his extraordinary production.
Matt walks through his full journey — from music major and tuba performance student to becoming one of the most efficient producers in the country — and explains why discipline, focus, and saying “no” are the real growth levers in mortgage.
This is not hype or theory.
 It’s a real-world operating system for loan officers who want to scale intelligently.
🔑 Key Takeaways & Bullet Points
How Matt closed $249M+ across 570 units with a small, specialized team
Why over 95% of his business is self-generated and referral-based
The power of niche lending (non-warrantable condos, FHA, first-time buyers)
Why the phrase “I’m available anytime” kills professionalism and productivity
How to structure a high-volume team (LOAs, processors, production partner)
Why Mortgage Coach TCAs create instant advisor authority
The consultation process that converts without selling
How time-blocking, Calendly, and boundaries unlocked scale
Why saying “no” attracts better clients and partners
Lessons from Todd Duncan, Tony Robbins, and elite peer groups
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.

Trust in financial institutions is declining — and the mortgage industry is feeling it more than most.
In this in-depth episode of The Way with Dino Katsiametis, Dino sits down with Kristin Messerli, CEO and Founder of First Home IQ, to unpack why consumer trust is eroding — and exactly what mortgage professionals can do to rebuild it.
Kristin shares her journey from social work and community outreach to becoming one of the leading voices on financial literacy, trust-building, and next-generation homebuyers. Drawing from data, psychology, and real-world experience, she explains how education, empathy, and transparency outperform rates, ads, and automation alone.
This episode goes deep on:
Why institutional trust is declining across all industries
How trust has shifted from institutions to individuals
The role AI should play in making advisors more human, not less
Why listening matters more than pitching
How loan officers can stop being transactional and become trusted guides
If you’re a mortgage advisor, loan officer, or industry leader navigating today’s skeptical consumer landscape, this episode delivers practical frameworks you can apply immediately.
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.

What if your biggest breakthrough comes after you’re broke, scared, and ready to quit?
In this powerhouse episode of The Way with Dino Katsiametis, Dino sits down with Dustin Owen — founder of TLO (The Loan Officer Podcast), mortgage coach, industry influencer, and endurance athlete — to unpack the real journey from struggling loan officer to building one of the most recognized mortgage media and coaching platforms in the industry.
Dustin opens up about:
• Going $10K into credit card debt his first year in mortgages
 • Deferring student loans just to keep the lights on
 • Doing FEMA cleanup work after hurricanes to survive
 • Rebuilding through the crash
 • Scaling from 40M a year to 70M a month
 • And ultimately transitioning from top producer to industry educator
Along the way, he reveals why love, structure, and discipline are the foundation of elite teams, thriving families, and high-performance businesses — and why investing in yourself delivers a higher return than the stock market.
If you’re a loan officer, team leader, or entrepreneur navigating today’s market, this episode delivers real tactics, real mindset shifts, and real strategy you can apply immediately.
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.

What if the fastest way to grow your mortgage business isn’t more cold calls…
 but becoming so well-known in your local market that business comes to you?
In this episode of The Way with Dino Katsiametis, Dino sits down with Geoff — veteran originator, host of a 400-episode mortgage podcast, and creator of one-to-many marketing systems — to break down exactly how loan officers can stop chasing realtors and start attracting referral partners through authority and visibility.
Geoff shares how he:
• Built his mortgage business in ultra-competitive Orange County
 • Shifted from cold calling to teaching classes and hosting events
 • Created a platform that made him “five-mile famous”
 • Helped originators move from vendor to valued partner
 • Turned personal branding into a scalable referral engine
If you’re a loan officer tired of being treated like a commodity, this episode delivers real tactics to rise above the noise and become the obvious choice in your market.
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.

What does it really take to go from a broke 23-year-old cold-calling strangers…
 to building a billion-dollar mortgage organization — without losing your family, your health, or your joy?
In this powerful episode of The Way with Dino Katsiametis, Dino sits down with Shayla Gifford — mortgage industry icon, Rainmaker strategist, and creator of the Rainmaker Archetype system.
Shayla’s journey is raw, real, and deeply tactical:
• Dropping out of college
 • Starting in door-to-door sales
 • Closing 20 loans in her third month
 • Scaling from a one-woman operation to a 150-employee, billion-dollar team
 • And ultimately rebuilding her business around systems, balance, and sustainable performance
This isn’t just motivation.
 This is a playbook for originators who want to scale intelligently in today’s market.
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.