Ever wondered how the top loan officers, entrepreneurs, salespeople, and marketing experts built their empires?
Dive into the raw, unscripted stories of the crushers: Mortgage titans who've shattered loan quotas, visionary CEOs who took their businesses to stratospheric heights, and sales legends who close deals blindfolded.
In the "How They Crushed It" podcast, you'll get:
Learn from the best in the biz as they reveal their hard-won secrets, epic comebacks, and unexpected turning points. ️
Actionable tips you can implement TODAY: Whether you're a mortgage newbie, a seasoned entrepreneur, or a side-hustler with big dreams, these actionable insights will propel you forward.
Inspiration to crush YOUR goals: Get ready to be fired up by the raw energy and unstoppable ambition of our guests.
This isn't just about mortgages. It's about building YOUR future:
Sales strategies
Marketing hacks
Mindset shifts
Join us on this epic journey to success and become the next crusher!
Subscribe now and get ready to:
Level up your game in ANY business.
Unleash your inner hustler and crush your goals.
Become the next success story on "How They Crushed It!"
A conversation with Marge about her history in the mortgage business, her experience at DML, and the importance of people in the industry.
Takeaways
Longevity in the mortgage business
The importance of people in the mortgage industry
Chapters
00:00 Marge's Journey in the Mortgage Business
03:02 Transition to DML and Experience So Far
06:35 The Importance of People in the Mortgage Industry
10 Feb 2026
Garrett Finkelstein | Building Real Relationships in the Age of AI: Marketing Stories That Matter
Join Dean Johnson as he sits down with Garrett Finkelstein, Marketing Director at Direct Mortgage Loans, for an insightful conversation about authentic marketing, storytelling, and relationship-building in an increasingly digital world. In this first episode of 2026, Garrett shares his 14-year journey in mortgage marketing—from video editor to marketing executive—and reveals why customers must always be the main characters in every story you tell.
Discover why consistency beats virality, how to merge your personal interests with business content, and why AI tools, while valuable, can never replace genuine human connection. Garrett's practical wisdom applies across all industries: be yourself, have fun, and remember that real relationships are the foundation of lasting success.
Whether you're a seasoned marketer or just starting out, this conversation delivers actionable insights on creating value-driven content, building deeper connections with fewer relationships, and staying authentic in a world where it's getting harder to tell what's real.
Key Takeaways:
Why your customers are the main characters (not you)
The evolution of social media marketing from 2012 to today
How to create content that works for you while you sleep
The difference between relationships and real relationships
What matters most as AI becomes more prevalent in business
Perfect for: Marketers, business owners, sales professionals, and anyone looking to build meaningful connections that drive results.
1 Oct 2024
Michelle Jacinto | Service with a Smile, Treating Others Like Family, & Back to Basics in Business
In this episode of the How They Crushed It podcast, host Dean Johnson of Direct Mortgage Loans interviews Michelle Jacinto, a top producer at Direct Mortgage Loans. They discuss Michelle's journey from her formative years in a family business to her successful career in the mortgage industry. The conversation highlights the importance of customer service, mentorship, and building relationships in business. Michelle shares her insights on adapting to changes in the industry, the significance o...
7 Aug 2024
Terrance Diggs | Leveraging Your Network, Brand Growth, & Taking Action to Go After Your Dreams
Terrance Diggs, founder of D17, shares his journey as an entrepreneur and the growth of his apparel brand. He emphasizes the importance of taking action and going after what you want. Terrance discusses the power of networking and community involvement in building his brand. He also highlights the role of marketing and analytics in growing his business. Terrance's approach to marketing includes event activations, sponsorships, and user-generated content. He shares his experiences in collabora...
24 Jul 2024
Bonny Gothier | The Power of Reinventing Oneself, Filling Voids in the City, & Authentic Connections
Bonny Gothier shares her journey of reinventing herself from a dental hygienist to a successful businesswoman in the pickleball industry. She emphasizes the importance of passion, hustle, and never stopping learning. Bonny also highlights the significance of connection and authenticity in business, as well as the need for human connection in today's society. She shares her experience of opening Baltimore Pickleball Club and the strategies she used to grow the business, including word of mouth and corporate events. Bonny's story serves as an inspiration for anyone looking to reinvent themselves and find success in their chosen field.
10 Jul 2024
Jan Ozga | Serving Others, Taking Calculated Risks, & Being Unapologetically Yourself
Jan Ozga, the Chief Strategy Officer at Direct Mortgage Loans and a guest on the How They Crushed It podcast, shares his journey from being a chef to a successful mortgage professional. He emphasizes the importance of making an impact on others and having faith in one's efforts. Jan believes in being transparent, honest, and unapologetically himself in all interactions. He encourages consistency, planning, and taking risks to achieve success. Jan also highlights the significance of caring for people and serving others. He concludes by urging listeners to do their best every day and focus on making a positive impact.
26 Jun 2024
Japneet Suri | Learning Business at Age 3, Living by the Golden Rule, & Creating Brand Equity
Japneet Suri and Sam Ajaz, owners of Executive CLS, share their journey and success in the concierge and limo services industry. They emphasize the importance of building relationships, treating others well, and providing exceptional experiences. Their business philosophy is centered around exceeding expectations and being proactive rather than reactive. They believe in collaboration and seeing competitors as family, working together to achieve exponential growth. Their commitment to customer satisfaction and personalized service sets them apart in the industry. They prioritize adaptability and learning in order to provide the best experience for their clients. They focus on word-of-mouth marketing and building strong relationships with their customers. They have a goal-oriented mindset and are always looking to improve and exceed expectations. They emphasize the importance of brand equity and brand awareness. The company has successfully adapted to challenges, such as the COVID-19 pandemic, by diversifying their services and finding new ways to meet their clients' needs.
12 Jun 2024
Colleen Rippey | Entrepreneurial Experiences, Valuing Recognition, & The Power of Active Connecting
Colleen Rippey, the guest on the How They Crushed It podcast, shares her journey from selling Cutco knives to starting Real Producers. She talks about her early entrepreneurial experiences, the importance of mentors and recognition, and her shift from selling to homeowners to selling to realtors. This led her to create Real Producers, a platform to connect with top real estate agents. Colleen's story highlights the value of building relationships, finding a niche market, and continuously striving for growth. Colleen discusses the concept of Real Producers, a community of top-producing realtors, and how it provides vendors with access to these agents. She talks about her own journey in sales and the importance of being willing to put yourself out there. Colleen emphasizes the value of active connecting and how it has helped her build a successful community. She also shares the importance of calendar prioritization and planning for success.
22 May 2024
Steven Sless | Falling in Love with Sales, Not Being Afraid to Fail, & Giving Maximum Effort
In this episode of the How They Crushed It podcast, Dean Johnson interviews Steven Sless, the COO of Trius Lending Partners. They discuss Steve's journey from selling cars to entering the mortgage business and eventually joining Trius Lending. Steve emphasizes the importance of finding mentors, not being afraid to fail, and giving maximum effort. He also highlights the significance of consistency and the ability to adapt to changes in the industry. Trius Lending Partners is a private lender that provides loans for real estate investors, and their goal is to manage, lend, and invest $2 billion in real estate over the next 10 years.
8 May 2024
Erica Richardson | Student to Award-Winning Teacher, Making an Impact, & The Importance of Patience
Erica Richardson, the 2024 Harford County Public Schools Teacher of the Year, shares her journey from being a student to becoming an award-winning teacher. She was inspired by her mother, who was an elementary school teacher, and her love for basketball led her to coaching as well. Erica emphasizes the importance of patience and allowing opportunities to come to you. She also talks about her role as the coordinator of the Homeland Security and Emergency Preparedness Program, where she helps students make decisions about their future careers. Erica Richardson, the 2024 Harford County Public School Teacher of the Year, shares her journey and the impact of winning the award. She discusses the nomination process, the application and interview stages, and the emotions she experienced throughout. Erica emphasizes the importance of patience, taking time to make decisions, and the support she received from her husband, family, and colleagues. She also highlights the significance of ambition, consistency, and remaining humble in achieving success. Erica's dedication to her students and her commitment to creating memorable experiences in the classroom are evident throughout the conversation.
24 Apr 2024
Nick Liberatore | Growing the Family Business, Changing a Tarnished Industry, & Continuous Learning
Nick Liberatore, owner of Lib's Grill, shares his journey from working in the restaurant industry at the age of 13 to running multiple successful restaurants. He emphasizes the importance of positivity, authenticity, and community involvement in the restaurant business. Nick discusses the challenges faced during the pandemic and how they pivoted their business to offer upscale curbside service. He also highlights the significance of treating customers as guests and creating a loyal and engaged community. Nick's mission is to change the tarnished industry and provide a genuine and exceptional dining experience.
10 Apr 2024
Andrew Haynes | Transition to Event Planning, Embracing Change, & Marketing with a Positive Attitude
Andrew Haynes, from the Atlas Restaurant Group, shares his journey in the hospitality industry and how he has been able to crush it. He emphasizes the importance of nourishing your side of the lawn and finding opportunities in any field. Andrew also highlights the significance of having mentors, even if they are not in your specific career field. He discusses the value of positive attitude and customer relationships in marketing. Andrew's approach to marketing involves direct phone calls and personal connections with clients. He also talks about embracing change and being open to new opportunities.
27 Mar 2024
Mike Naylor | Telemarketer to Mortgage CEO, Putting Relationships First, & Being Exceptional
In this episode, Mike Naylor, co-founder and CEO of Direct Mortgage Loans, shares his journey in the mortgage industry and the lessons he has learned along the way. He emphasizes the importance of perseverance, surrounding yourself with people who are better than you, and prioritizing the success of your team. Naylor also discusses the transition from sales to marketing and the significance of building relationships in business. Overall, his story highlights the value of continuous learning, adaptability, and a strong work ethic in achieving success.
13 Mar 2024
Alyssa Perna | Opening a Salon at 20, How to Market Your Business, & Sacrificing Everything
In this episode, Alyssa Perna, an esthetician and skincare expert, shares her journey of building her business from scratch. She emphasizes the importance of passion, hunger, consistency, and authenticity in achieving success. Alyssa discusses her sales and marketing strategies, including the use of word of mouth and Instagram. She also talks about her plans for business expansion and the need for continuous learning and adaptation in the ever-changing beauty industry. Alyssa's story serves as an inspiration for aspiring entrepreneurs to follow their dreams and stay focused on their craft.
28 Feb 2024
Pam Vroman | Waitress to Mortgage Expert, Strategies for Success, & Hustle Mindset
In this episode of 'How They Crushed It', we dive into the surprising journey of Pam Vroman, who went from struggling waitress to successful mortgage mogul. Pam shares her unconventional strategies for building a thriving business, the importance of mentorship, and the mindset shifts that propelled her success. Get ready to be inspired!
14 Feb 2024
Phil Lang | Building a Business From Volunteering, Bullseye Bob, & Running Innovations
The podcast interview with Phil Lang, owner of Bullseye Running, is a fascinating story about an entrepreneur who turned his passion for running into a successful business. Phil's love for running and his experience coaching youth programs fueled his decision to start Bullseye Running. He identified a need in the community for more opportunities for kids to participate in running, and he built his business around that passion.
31 Jan 2024
Casey Brooks | Starting Brookside Market, The Impact of Social Media Marketing, & The Key To A Successful Business
Maryland business owner Casey Brooks shares how he built Brookside Market and the key ingredients to success. Casey shares his inspiring story of starting and growing his successful restaurant, offering insights on everything from marketing and social media to building a strong team and staying true to your core values.
12 Jan 2024
Blake Hyatt | Joining the Industry at 16, Scaling a Successful Business, & Making Mortgages Glamorous.
Blake Hyatt shares his journey in the mortgage industry, starting at the age of 16. He emphasizes the importance of building relationships and providing exceptional customer experiences. Blake discusses the process of scaling his business and the significance of hiring the right people. He also highlights the value of networking and asking for referrals. Despite the challenges of a changing market, Blake remains optimistic and focused on delivering value to his customers.
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
8 ratings
Spotify
5.0 / 5
4 ratings
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