The Starting Line — David Sidoni

Send us Fan MailMike Miklaus says it plain: "I will never tell you no, but I have to tell you not now."Mike is the Owner & Broker of Integrity Mortgage. He has been doing loans for over 50 years, and he still closes more business than most loan officers half his age. No gadgets. No AI. In this talk he walks mortgage advisors through his master class on building trust and influence through service: clarity, intention, discipline, service, trust and legacy.You will hear the exact call to make when you have dropped the ball on a client. You will hear why "not now" is a better answer than "no," with two true stories. You will hear about the $5 gadget that measures what matters, and what Mike would do if he were dropped into Kentucky with no database and no money.You will also hear The Round, with Mike's first move of the day, the best money he has spent under $500, what he says no to now, his favorite book and his new book, The Alignment Advantage. Then the Million Dollar Drop.Comment BRICKS on any clip and we will send you the playbook.Books mentioned: The Alignment Advantage — Mike Miklaus https://link.amazon/B0anZhywe · The Standard — Ben Newman https://link.amazon/B01JnNqCRFollow Mike: Instagram https://www.instagram.com/mikemiklaus_/ · LinkedIn https://www.linkedin.com/in/mike-miklaus-04011311/ · Facebook https://www.facebook.com/mike.miklaus · X https://x.com/MMiklausViews expressed are the individual's own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e15-mike-miklaus/#WhoCanWeServeToday00:00 Old school, no gadgets01:19 Over 50 years in loans, from the factor book to the HP-12C04:03 Faith, eight kids and a triple-A umpire at 6106:16 Why Dino almost passed on this guest08:16 The master class: trust through service09:24 Clarity: the Johari Window12:05 Intention: event plus response equals outcome13:29 Trials, James and the fourth quarter16:31 Discipline: your yes has to be yes to you18:00 It's our job to make sure they never forget us20:15 "I don't want to be dripped on"21:20 The Lonely Lender call22:03 The tough call is tougher tomorrow24:31 Brick after brick26:37 Thousands of families and 47 years of Rotary28:02 Service: do a loan for free31:07 The buyer who was laid off: never no, not now34:23 Trust: do what you say you're going to do36:05 Legacy: microwave society, crock pot world38:48 The $5 pitch counter39:36 The Round: first move of the day47:42 The best question to ask a first-time buyer51:04 Favorite book, and The Alignment Advantage54:54 The Million Dollar Drop: Kentucky59:56 Don't be an invisible loan officer1:01:28 Thank you, Mike, and the free playbooksThanks 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.  

Send us Fan MailDavid Sidoni says it plain: "You're not buying a house. You are adopting a rent replacement strategy."David is a realtor and the host of the How to Buy a Home podcast. He and Dino have known each other for years and have worked on many first-time buyer deals together. In this talk, David walks mortgage advisors through the Last Lease Ever. It is how you answer a renter's first call with a starting line instead of a stop sign.You will hear the three thermometers: credit score, monthly debt and savings. You will hear how to check in every 30 days with one small action step, why a text beats a phone call, and why a first-time buyer is worth the work. Dino shares how he built his first consultation, and why he put the check-ins on the calendar before the call was over.You will also hear The Round, with David's morning, the best money under $500, what he says no to now, his favorite book and his ethos. Then the Million Dollar Drop.Comment UNICORN on any clip and we will send you the playbook.Books mentioned: Gouged — Lindsay Owens https://link.amazon/B0ehwZ6dv · The Princess Bride — William Goldman https://link.amazon/B07x3UXFXFollow David: Instagram https://www.instagram.com/davidsidoni/ · LinkedIn https://www.linkedin.com/in/davidsidoni/ · Facebook https://www.facebook.com/david.sidoni · X https://x.com/DavidSidoniDavid was also on Season 1. His first talk with Dino is here: https://www.dinokatsiametis.com/podcast/episode-26/Views expressed are the individual's own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e14-david-sidoni/#WhoCanWeServeToday00:00 Welcome01:54 Two old friends, one microphone02:59 Where it started: Money Matters04:44 Why first-time buyers are ignored05:48 The training the industry skips06:34 Why a pre-approval is a red light06:56 A plan for the buyer who is not ready08:01 Debt, equity lines and the cycle10:31 David's podcast and first-time buyers11:37 Renters nobody taught13:01 A rent replacement strategy13:44 Buy where you can afford14:48 Today's masterclass: the Last Lease Ever15:52 Why renters Google before they call16:38 The pre-approval red light17:40 Stop sign or starting line18:25 The 37th thing your advisor does19:05 Three questions instead of an application19:24 The three thermometers20:53 Automate the 30-day touch21:14 Be their advisor before they are ready22:21 Credit, debt and savings23:26 The old-school plan runs out of time24:30 What to say in the 30-day check-in25:57 Smaller goals get more replies26:38 A job or a career28:35 First-time buyers are not a waste of time29:27 Tell them the sooner the better29:51 The buyer who said she was not ready30:33 Gen Z wants someone to walk them through it31:42 The wedding photographer32:16 What the data shows32:38 Do not make them feel they are bothering you33:44 Why Dino moved to first-time buyers35:49 If they ask a lot of questions36:31 The first consultation is a presentation37:36 The total cost analysis38:59 Find the payment that fits40:07 The most appreciative client you will have40:51 Ten-star service and referrals41:57 Stand out with a third of the advice43:40 Learn the craft from podcasts44:23 Practice your consultation for a week45:24 Throw them a housewarming party46:09 Same income, different house46:51 Three things you can fix every day47:34 Find a unicorn realtor48:36 Where "unicorn" came from49:38 Would they trust you to negotiate a car?50:22 Build a system around the check-in51:48 Put 12 check-ins on the calendar52:33 Build the thermometers with AI53:38 Text beats the phone55:00 A 12-month plan that just closed56:03 Automate it, then write your own words56:45 Dino's AI assistant, Linz57:52 The thermometer page58:50 It does not take much to stand out59:34 The first-time buyer is underserved1:00:18 A lack of information, not affordability1:01:23 Become the source for the whole team1:01:45 The theory of reciprocity1:03:34 The Round begins: first move of the day1:04:37 Roses, pruning and your business1:07:46 Call or text?1:08:46 Voice texts1:10:09 Best money under $5001:12:20 What David reads1:13:21 What David says no to now1:14:04 The do-over1:16:13 What everybody is doing that is not working1:18:02 The best question for a borrower1:18:23 Favorite book1:19:24 David's ethos1:20:58 The Million Dollar Drop1:24:17 Do unto others1:26:20 Thank you, David1:28:30 The free playbook1:29:37 Do not be afraid of first-time buyersThanks 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.  

Send us Fan MailLuke Shankula says it plain: "When someone says they're an expert at AI, they are a beginner at AI."Luke is the founder of Loans On Demand and the creator of Direct Authority AI. He has used AI every day since 2023. In this talk, Dino and Luke go deep on one big idea. How to build a portable second brain, so any AI you use knows you from the first message, and you can switch tools without losing a thing.Luke shows what goes in it. A soul file for who you are. A memory file. A now file for what you are working on. And an agent file the AI reads before it does anything else. He explains why you should never trust AI without checking it, and how to make one model challenge the other.You will also hear The Round, with his morning, his best buy under $500, what he says no to now, his favorite books and his ethos.Comment PORTABLE on any clip and we will send you the playbook.Books mentioned: Shoe Dog — Phil Knight https://amzn.to/4tbgebm · Psycho-Cybernetics — Maxwell Maltz https://amzn.to/3NUh9x6 · That Will Never Work — Marc Randolph https://link.amazon/B0aExr1Df · Little Black Stretchy Pants — Chip Wilson https://link.amazon/B0cHz7eSNLuke was also on Season 1. His first talk with Dino is here: https://www.dinokatsiametis.com/podcast/episode-47/Views expressed are the individual's own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e13-luke-shankula/#WhoCanWeServeToday00:00 Welcome01:43 Luke is back02:58 Who is Luke Shankula?04:10 Doing the wrong things faster04:51 AI maturity, like spiritual maturity06:54 Dunning-Kruger and the peak of Mount Stupid08:16 "I'm an expert at AI" means beginner09:30 Stand on the shoulders of giants10:16 Do not relegate your thinking to AI10:46 Today's masterclass: the portable second brain11:07 Why a second brain inside one app is a prison12:45 What a second brain is13:07 The Write Like Me interview14:21 Making it portable: a folder on your desktop14:52 Soul, memory and the now file15:35 The agent file: read before everything else17:00 Dino's two DNA documents18:36 Desktop or Google Drive?20:35 Which tool for which job22:47 What about Perplexity?25:35 Step one: let the AI interview you27:20 Talk, don't type28:00 What if your AI goes out of business?29:30 Read everything before it goes out31:01 Be more authentic than the machine32:35 Do not trust AI33:28 It doesn't know loans, but it knows marketing?34:00 Let one model challenge the other35:00 It doesn't care if it breaks 17 things36:15 Put the rules in your second brain40:40 Two use cases for mortgage advisors41:55 Never put NPI or PII into a public model44:40 A compliance plugin that travels with you45:38 Stop using trigger terms46:20 A brand kit that lives in your second brain47:15 Recap emails from recorded calls48:40 A video for every stage50:27 Most client experiences are unremarkable51:20 Never Lose a Customer Again52:00 What makes a producer referable53:00 Dino's disclosure videos55:55 "My initial thought is I hate it"57:00 Cloned voices1:00:40 A pre-approval with a wow factor1:02:00 What Direct Authority AI does1:02:30 The four pillars: visible, partners, efficient, skilled1:03:00 Context engineering, explained1:04:10 Bring your soul into your content1:06:00 There is no secret button for leads1:07:15 How to find Luke1:07:46 The Round begins1:08:00 First move of the day1:10:15 Call, text or DM?1:11:07 Best money under $5001:12:45 Who do you steal ideas from?1:14:15 What Luke says no to now1:14:50 The do-over: the sunk cost fallacy1:15:40 What works that nobody is doing1:16:55 What advisors think works but is trash1:17:23 Favorite book1:19:35 Luke's ethos1:21:00 Luke's next chapter1:22:00 Care, cultivate, close1:23:05 These are humans1:24:36 The free playbookThanks 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.  

Send us Fan MailAmir Syed says it plain: “If my own wife is swiping, everybody’s swiping.”Amir is the co-founder and CEO of GO! Coaching. He grew his Instagram from 45,000 to 80,000 followers in 35 days. In this talk, Dino and Amir go deep on one big idea. How to build a reel that people watch to the end.Amir shares the parts of a reel. The hook. The re-hook. The early call to action. And the ending. He tells why you should give people crayons, not calculus. And he says why your visibility has to match your ability.You will also hear The Round, with his ethos, his morning, what he would do over, his favorite books, and his Million Dollar Drop plan.Comment ANATOMY on any clip and we will send you the playbook.Books mentioned: Never Split the Difference — Chris Voss https://amzn.to/4kefQVzAmir was also on Season 1. His first talk with Dino is here: https://www.dinokatsiametis.com/podcast/amir-syed-coached-to-a-billion/Views expressed are the individual’s own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e12-amir-syed/#WhoCanWeServeToday00:00 Welcome02:23 Today's masterclass: the anatomy of a viral reel03:26 Can anyone really go viral?06:44 Nobody is watching as closely as you think11:10 Agency, resourcefulness and perseverance14:51 Climb the mountain one base camp at a time17:09 Never break the chain18:10 The 30-year interest-only loan officer20:35 Why your spouse has to be on board23:25 Why Instagram, and why now?25:43 Fame is the greatest arbitrage28:28 Let's get into the sauce29:47 The day my wife swiped my reel31:04 The three hooks34:07 Tension, surprise, pain, curiosity34:46 The re-hook38:43 Hook, re-hook, early CTA40:21 Crayons, not calculus40:44 CTA versus CTC42:46 Social media is business media45:10 Why long form lives on YouTube46:02 Two ways to write a call to action47:22 Your bio is your business card50:04 Own your audience52:03 Fame in action58:06 Your visibility must match your ability59:44 Why this is not optional1:02:38 The Round begins1:04:08 Amir's morning routine1:07:07 Ideas in the shower1:09:32 What Amir would do over1:10:28 What advisors do that does not work1:12:05 Don't just say AI1:13:20 Players and playbooks1:15:00 The first-time buyer question1:17:00 Why Zoom beats the phone1:18:52 When a borrower says they can get a better rate1:19:51 Favorite book1:22:36 The Million Dollar Drop1:33:49 The free playbookThanks 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.  

Send us Fan MailSteve Saxton says it plain: “It means that you’re niching down so that the person looking for you can find you.”Steve is the founder of Christian Roberts Mortgage in Utah. He does jumbo loans for self-employed borrowers. In this talk, Dino and Steve go deep on one big idea. Send the right signals, so Google and AI know who you are.Steve shares how he turns one closed loan into a blog post. He tells how a voice memo gets a Google review. And he says why every borrower needs one point of contact.You will also hear what he says no to now, his favorite book, and his Million Dollar Drop plan.Comment SIGNALS on any clip and we will send you the playbook.Books mentioned: Can’t Hurt Me — David Goggins https://link.amazon/B02kHj9R5Views expressed are the individual’s own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e11-steve-saxton/#WhoCanWeServeToday00:00 Welcome01:58 What is your ethos?06:02 The loan he wrote for free17:27 Never downgrade your lifestyle18:38 Who is Steve Saxton?20:40 What would Steve teach in a masterclass?22:34 From the Yellow Pages to AI25:58 Get painfully specific29:42 Niching down does not mean losing loans30:44 Turn one closing into a blog post32:03 AI does not know who you are34:16 The voice memo that gets Google reviews36:28 From loan officer to mortgage advisor38:14 One point of contact47:54 One story, many platforms57:33 Why Steve posts on social media1:00:18 They can smell your commission breath1:04:38 Start with the end1:05:29 The Round begins1:11:31 What Steve says no to now1:14:20 The best question to ask a borrower1:16:40 Favorite book1:17:04 The Million Dollar Drop1:22:05 The free playbookThanks 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.  

Send us Fan MailKayla Kallander says it plain: "Prescription without diagnosis is malpractice."Kayla is a mortgage loan officer at First International Bank & Trust in Fargo, North Dakota. In this talk, Dino and Kayla go deep on one big idea. Ask better questions before you give any answer.Kayla shares how she slows down to speed up. She tells why buyers open up when you ask what scares them. And she shows why one rate on a page is never the whole story.You will also hear her favorite book, her Million Dollar Drop plan, and a few words about her four rescue dogs.Comment DIAGNOSE on any clip and we will send you the playbook.Books mentioned: Unreasonable Hospitality — Will GuidaraViews expressed are the individual's own and do not represent their employer.The Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e10-kayla-kallander/#WhoCanWeServeToday00:00 Welcome02:22 What is your ethos?11:48 Unreasonable Hospitality and feeling understood13:57 Slow down to speed up17:37 How Kayla stays 99% self-sourced21:40 The 15-minute discovery call23:31 "Wait, there is more than one rate?"1:04:21 The Round begins1:11:11 The best question to ask a borrower1:12:42 Favorite book1:18:06 The Million Dollar Drop1:24:55 The free playbookThanks 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.  

Send us Fan MailBrady 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 PriestleyThe Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e09-brady-thomas/#WhoCanWeServeToday00:00 Meet Brady Thomas02:34 Sixteen years in Oakland, and a move to Boston06:08 What is referral gravity?10:49 Pillar one: clarity and the Two Home Tango14:37 A sign, not a fence17:14 Pillar two: authority and a point of view19:13 Two newsletters on two clocks22:25 How he got 1,000 five-star reviews23:50 $250 to charity at every closing26:01 Where the business comes from30:27 Inside a team of eight33:04 Your office is in Times Square34:20 Pillar three: operational excellence41:43 Staying with the client after closing47:03 "I couldn't cold call either"48:54 The Round: lightning questions54:22 The AI tool that changed how he works59:13 "I can get a better rate somewhere else"1:05:03 Favorite book, his ethos, and the Million Dollar Drop1:12:12 Consistency: 700 posts laterThanks 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.  

Send us Fan MailMost 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 HormoziThe Way with Dino Katsiametis https://DinoKatsiametis.com/podcast/s2e08-sosi-avila/#WhoCanWeServeToday00:00 Cold open 01:37 Welcome back, Sosi Avila 03:50 The one thing he does differently05:33 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 stories01:17:00 CloseThanks 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.  

Send us Fan MailMichael 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/michaeldeckerstwViews expressed are the individual's own and do not represent their employer.00:00 | Cold open00:20 | Meet Michael Decker04:20 | $500 million a year — and a billion with 30 loan officers05:30 | The industry rewards sales when it should reward leadership09:25 | Winning publicly, losing privately17:45 | Burnout isn't a talent problem. It's a rhythm problem.20:54 | The five rituals, named22:00 | Ritual 1 — The morning ritual27:05 | Ritual 2 — The pre-work ritual29:15 | Ritual 3 — The pre-leave ritual, and the boots at the back door37:20 | Ritual 4 — The nightly ritual40:30 | Ritual 5 — The Sunday night ritual44:50 | JAM sessions — just another million46:55 | THE ROUND — 15 questions, no prep1:03:20 | The Million Dollar DropThanks 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.  

Send us Fan MailGrey 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/#WhoCanWeServeToday00:00 Visibility times value — the whole idea in one line00:12 Dino's intro, recorded after the conversation05:02 A family business, San Francisco, and a jumbo market11:00 Selling to agents who do not like you yet15:33 "I forgot you're in loans" — the worst thing a friend can say19:40 Three a week, and violently consistent24:11 You will suck. It will be cringe.28:20 Market to everyone, connect with no one — pick a tribe32:30 Where the audience actually is34:41 The $100 setup that looks like $5,00038:40 Best known beats best — the Grey Goose story41:00 You control 100% of your visibility47:22 Stop calling yourself a loan officer — the three proficiencies52:23 Split my Zillow leads — what the asks reveal57:02 Be the person your clients call first1:04:41 Favorite book: The Alchemist1:05:43 The Million Dollar Drop1:07:22 The digital mayor of Columbus1:10:21 Take your jacket off — twenty comments a day1:19:00 Where to find ArjunThanks 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.