The Most Mindset
Real conversations about mindset, mortgages, and mastery for loan officers and originators who have outgrown being undervalued and underpaid.
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005 From Bartender to Mortgage Expert
11/07/2025
005 From Bartender to Mortgage Expert
In this episode of the Most Mindset podcast, Mike Yeates shares his journey from bartending to becoming a successful mortgage professional. He discusses the importance of work ethic, organizational skills, and building relationships in the industry. Mike reflects on his experiences transitioning between different business models, including independent mortgage banks and brokerages, and highlights the flexibility and options available in the broker model. He also shares humorous anecdotes and insights into the challenges of self-employment, the impact of technology on the mortgage industry, and the significance of maintaining honesty and consistency in client relationships. 00:00 Introduction and Background 02:20 Journey into the Mortgage Business 06:04 Organizational Skills and Work Ethic 10:58 Passion for the Mortgage Industry 13:50 Exploring Different Mortgage Models 19:14 Funny Stories and Industry Insights 22:58 Building Relationships in Business 24:19 Transitioning Between Models 26:10 Overcoming Culture Shock 29:00 Flexibility in the Broker Model 29:11 Nurturing Realtor Relationships 30:45 The Importance of Consistency 31:58 Old School Techniques in a Modern World 33:36 Pride in Longevity and Hard Work 37:21 The Impact of Technology on the Industry 39:26 The Value of Support Systems 42:37 Rejuvenation in the Right Environment
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004 Reputation is the Cornerstone of Business Success
11/03/2025
004 Reputation is the Cornerstone of Business Success
In today’s episode of The Most Mindset, host Michael Most talks with industry veteran David Jaffe about his journey from retail to becoming a top mortgage originator. David shares insights from more than three decades in the business—covering the mindset, habits, and lessons that helped him thrive through multiple market cycles. He discusses the books and mentors that shaped his growth, his transition from banks to the broker model, and how coaching helped him find balance and renewed passion for his work. Packed with wisdom, humor, and practical advice, this episode is a must-listen for anyone looking to build a lasting career in the mortgage industry. 01:06 Background and getting into mortgages 02:38 Retail beginnings and discovering real estate 05:12 First mortgage job and lessons learned 08:57 Mindset, motivation, confidence, and drive to succeed 10:53 Mentors, coaching, and impactful books 15:44 From banks to IMBs to Broker 17:58 Relationships, humility, and industry lessons 24:27 Moving to broker model and finding freedom 30:46 Coaching, work-life habits, and health routines 34:07 Industry highs, lows, and resilience 38:36 Reflections, gratitude, and closing remarks
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003 Navigating Today's Mortgage Landscape
11/03/2025
003 Navigating Today's Mortgage Landscape
In this episode of the Most Mindset, Michael Most interviews Kerry Ogata, who shares his unique journey into the mortgage industry, influenced by his wife and the COVID-19 pandemic. They discuss the importance of communication, the role of technology and AI in the industry, and the personal stories that make the work rewarding. Kerry emphasizes the need for adaptability in the evolving mortgage landscape and offers advice for newcomers, highlighting the significance of training and understanding client needs. The conversation also touches on the dynamics of working with family in the business and the future of mortgage brokering. 00:00 Introduction to Kerry Ogata's Journey 03:02 Transitioning from Tech to Mortgages 06:05 The Importance of Communication in Sales 08:51 Leveraging AI in the Mortgage Industry 11:50 Navigating Industry Challenges and Outages 15:04 Finding Purpose in Helping Clients 17:54 The Evolution of the Mortgage Industry 20:45 Advice for Newcomers in the Mortgage Business 23:48 The Human Element in Mortgage Transactions 26:45 The Benefits of Being a Mortgage Broker 29:50 Working Together as a Couple in the Industry
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002 From Design Dreams to Mortgage Success
11/03/2025
002 From Design Dreams to Mortgage Success
In this engaging conversation, Michael Most interviews Chris Pessy, exploring his journey from a design background to a successful career in the mortgage industry. They discuss the evolution of the industry, the importance of wellness and balance, and the role of AI in enhancing efficiency. Chris shares valuable insights on building authentic relationships, navigating market changes, and offers advice for newcomers in the field. The conversation highlights the significance of personal branding and the power of genuine connections in achieving success. 00:00 The Journey Begins: Chris Pessy's Background 02:56 From Design to Mortgages: A Career Shift 05:52 Lessons from the Industry: Navigating Challenges 08:38 The Importance of Balance: Wellness in Work 11:54 Riding the Waves: Industry Changes and Adaptation 14:47 Building Relationships: The Art of Connection 20:42 Navigating the Mortgage Industry in 2025 23:53 Embracing AI in Mortgage Solutions 29:30 Transitioning from Retail to Broker Models 33:47 Success Stories in Mortgage Financing 36:25 The Power of Personal Branding
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001 The Importance of Human Interaction
11/03/2025
001 The Importance of Human Interaction
In the inaugural episode of The Most Mindset, host Michael Most is a guest on the Mortgage Marketing Expert podcast with Phil Treadwell. Michael shares his journey from aspiring lawyer to successful mortgage broker, emphasizing the importance of understanding the 'why' behind processes and decisions in the mortgage industry. He discusses key traits for success, the significance of collaboration, and effective strategies for scaling a mortgage business. Michael also highlights the importance of having meaningful conversations with clients about their financial goals and navigating the current market dynamics. The episode concludes with a focus on building genuine relationships in the mortgage business. 00:00 Introduction to Michael Most's Journey 02:52 Key Traits for Success in Mortgage Origination 05:55 Understanding the Current Market Dynamics 08:47 The Importance of Collaboration in the Industry 12:07 Scaling Your Mortgage Business 14:54 Time Management and Knowing Your Worth 21:03 Navigating Market Conversations with Clients 22:14 Understanding Borrower Mindsets 25:38 Navigating Market Predictions 27:16 The Importance of Personal Connection 30:08 Building Relationships in Business 34:41 Competing in the Jumbo Loan Market 38:53 Overcoming Underwriting Challenges
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