The Way with Dino Katsiametis

The Way with Dino Katsiametis is your ultimate resource for navigating entrepreneurship, balancing work and life, and leaving a lasting legacy in the mortgage business. Hosted by industry expert Dino Katsiametis, each episode features insightful interviews with top entrepreneurs, business leaders, and visionaries who share their journeys, secrets to success, and lessons learned along the way. Whether you’re looking to scale your business, lead with impact, or find harmony in your daily hustle, Dino and his guests provide the practical tools and inspiration you need to thrive. Tune in and discover The Way to elevate your life and career.

The Way with Dino Katsiametis is a business podcast hosted by Dino Katsiametis, with 72 episodes on record and a Required Pod Score of 80.

Dino Katsiametis hosts The Way with Dino Katsiametis, a business show with 72 episodes published.

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  Episode #9

  Referral Gravity: How Loan Officers Get Chosen Without Chasing with Brady Thomas

  Sep 28, 20261h 18mS2

  Send us Fan Mail Brady Thomas moved 3,000 miles away from his business, and it grew. His personal production went from $124 million to $179 million, up 45% in a year, while he worked out of a basement in Boston and his clients and agents were in Oakland. He calls the system referral gravity: the right agents send you the right loans without you asking. In this episode he walks Dino through all three pillars. Transactional clarity, which is naming the one problem you want to be known for. Authority, which is being trusted before you are needed: a point of view, two email lists on two clocks, and a thousand five-star reviews earned by asking at every closing. And operational excellence, which is delivering every time as volume grows. Along the way: why a niche is a sign and not a fence, the $250 charity donation that replaced every closing gift, the Times Square test for your inbox, and the second conversation he added after rates jumped. Then in The Round: the one question he asks every borrower, the AI tool he cannot live without, and what he says to the client who has talked to seven lenders. He also answers the Million Dollar Drop: new state, no clients, no agents. He would run the same playbook. Brady Thomas is a producing Branch Manager at LaSalle Mortgage in Oakland, California, and has ranked among the top 100 originators in the country over a 16-year career. Comment GRAVITY on any clip and we will send you the playbook. Books mentioned: Key Person of Influence — Daniel Priestley The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e09-brady-thomas/ #WhoCanWeServeToday 00:00 Meet Brady Thomas 02:34 Sixteen years in Oakland, and a move to Boston 06:08 What is referral gravity? 10:49 Pillar one: clarity and the Two Home Tango 14:37 A sign, not a fence 17:14 Pillar two: authority and a point of view 19:13 Two newsletters on two clocks 22:25 How he got 1,000 five-star reviews 23:50 $250 to charity at every closing 26:01 Where the business comes from 30:27 Inside a team of eight 33:04 Your office is in Times Square 34:20 Pillar three: operational excellence 41:43 Staying with the client after closing 47:03 "I couldn't cold call either" 48:54 The Round: lightning questions 54:22 The AI tool that changed how he works 59:13 "I can get a better rate somewhere else" 1:05:03 Favorite book, his ethos, and the Million Dollar Drop 1:12:12 Consistency: 700 posts later 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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  Episode #8

  The Consultation That Makes Loan Officers Unshoppable with Sosi Avila

  Sep 21, 20261h 17mS2

  Send us Fan Mail Most loan officers try to win a client in the first three minutes. Sosi Avila runs a 30-minute first meeting, and he says it is the reason he closes almost everyone he talks to. In this episode Sosi opens his consultation slide by slide and walks Dino through what he says, in what order, and why. He explains the one question he asks before anything else, why the phrase "walking into equity" is a myth, how a VIP pre-approval makes a financed offer read like cash and closes in 15 to 17 days, and the doorbell camera trick that gets an offer in the seller's inbox before the buyer gets home. Then in The Round: why he gives every consultation on video, why he says relationship is last place, and what the right answer is when a client asks for a better rate. He also answers the Million Dollar Drop: no database, no network, one unfamiliar city. His plan has three targets and one of them is a CPA. Sosi Avila is a $100 million producer and the President of Mamba Capital Lending. This is his second time on The Way. Comment CONSULT on any clip and we will send you the playbook. Books mentioned: $100M Offers — Alex Hormozi The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e08-sosi-avila/ #WhoCanWeServeToday 00:00 Cold open 01:37 Welcome back, Sosi Avila 03:50 The one thing he does differently 05:33 Eight planning meetings, one consultation 09:38 Three parts: engage, options, decide 12:48 Setting the objective of the call 15:23 What's your learning style? 16:56 Handing the client the scoreboard 18:44 The market as a story with dates 28:32 Building one scenario live 30:43 The walking into equity myth 33:50 Temporary buydowns 37:20 Regular pre-approval or VIP 39:50 The Ferrari and the doorbell camera 46:19 Slow down so you can speed up 48:36 The Round 01:05:32 Favorite book 01:07:10 The Million Dollar Drop 01:13:36 People sleep on stories 01:17:00 Close 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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  Episode #7

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

  Sep 14, 20261h 10mS2

  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 .

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  Episode #6

  Loan Officers: Why Best Known Beats Best with Arjun Dhingra

  Sep 7, 20261h 21mS2

  Send us Fan Mail Gray 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. Comment GOOSE on any clip and we will send you the playbook. Books mentioned: The Alchemist — Paulo Coelho The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e06-arjun-dhingra/ #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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  The Way with Dino Katsiametis

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

  Aug 31, 20261h 13m

  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 .

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