In this episode of The Most Mindset, Michael sits down with longtime industry friend Danny Gipsman to unpack the mindset and problem-solving approach behind thriving in complex mortgage lending, especially in the jumbo and private-bank space. Danny shares how basketball and coaching shaped his work ethic, how the 2008 crisis forced him to build a "shadow network" of private banks to get difficult deals done, and why top originators win by creating clarity for clients, not just quoting rates. They also discuss Danny's personal experience losing his home in the Palisades fire and the practical financing resources he's creating to help families rebuild through land and construction loans.

00:25 Introduction and Background of Danny Gipsman
04:38 Transition from Basketball to Mortgage Industry
09:13 Navigating the Early Years in Mortgages
13:04 Building a Reputation in Jumbo Loans
17:32 Challenges and Successes in High-Value Lending
21:32 Humorous Anecdotes and Lessons Learned
25:32 Future Aspirations and Family Influence
26:00 Influential Books and Their Impact
28:22 Negotiation Skills and Client Relationships
30:50 Understanding Client Needs Beyond Rates
35:26 Personal Experiences and Community Support

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In this episode of the Most Mindset podcast, Michael Most interviews Bill Gross, a seasoned expert in probate real estate. Bill shares his unique journey from aspiring attorney to successful real estate agent, emphasizing the importance of understanding the probate process. He discusses the challenges and opportunities within the probate niche, the significance of building relationships, and the role of data in generating leads. Bill also highlights the importance of effective communication and the value of being an expert in court confirmation sales. The conversation concludes with insights on developing strong professional relationships and the mindset necessary for success in the real estate industry.

00:30 Introduction to Bill Gross and His Journey
02:59 Understanding Probate: A Deep Dive
05:55 Navigating the Probate Process
08:41 The Role of Professionals in Probate Real Estate
11:19 Data and Lead Generation in Probate
14:06 Real-Life Case Study: From Probate to Sale
16:48 Challenges and Success in Court Confirmation
19:36 Bill's Expertise and Track Record
22:37 Building Relationships in Real Estate
24:25 The Role of Loan Officers
26:18 Creating Value Through Professional Relationships
29:19 Networking and Community Building
33:08 Lessons from Communication and Conflict Resolution
35:50 Influential Books and Mindset

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In this episode of The Most Mindset, Michael sits down with longtime friend Chris Ryder, the first real estate agent guest on the podcast, to unpack what actually drives success in today's market. They talk about how a real friendship, not transactional, became a powerful partnership; why buyers often choose lenders for the wrong reasons; and how agents and loan officers can win by being the trusted advisor who communicates, protects the deal, and puts people first. Chris also shares his unusual path from theology into real estate, how he built his business like an entrepreneur, and the hard lessons from a flip, showing how trust, clarity, and execution matter more than any quote.

00:30 Introductions
06:55 Building Relationships in Real Estate
13:22 Chris Ryder's Journey into Real Estate
18:56 Starting a Real Estate Business
25:20 Navigating the Real Estate Market
28:04 The Humorous Side of Real Estate Transactions
33:45 Lessons from Flipping Properties
37:50 Mindset and the Role of a Trusted Advisor

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In this episode, Michael Most interviews Aaron Tennison, a seasoned professional in the mortgage industry. They discuss Aaron's journey from a nomadic childhood in Alaska to his experiences in the Navy, and how these shaped his entrepreneurial spirit. Aaron shares insights into the challenges of the mortgage business, the importance of building relationships, and the lessons learned from his career. He reflects on influential books that have impacted his life and discusses his current success in a broker platform, emphasizing the value of adaptability and perseverance in a fluctuating industry.

00:30 Introduction to Aaron Tennyson
01:28 Aaron's Early Life and Aspirations
04:50 The Influence of the Navy on Aaron's Life
09:43 Navigating Stress in the Mortgage Industry
10:13 How Aaron Found His Way into Mortgages
16:34 Transitioning from Technician to Entrepreneur
18:58 Reflections on Market Opportunities
19:22 Influential Books and Life Lessons
20:22 Building Relationships in Business
23:07 Pride in Career Achievements
24:37 The Broker Platform Experience
27:22 Humorous Anecdotes from the Field
34:09 Final Thoughts and Reflections

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In this episode of The Most Mindset, Michael sits down with longtime friend and veteran loan officer Chris Davis to unpack a 25-year journey through the mortgage world. From growing up in Napa's wine country and backpacking the globe, to stumbling into tech sales and then landing in mortgage banking right as the "internet" was becoming a thing, Chris shares how communication, curiosity, and relationship skills shaped his career.

Together they break down what it's really like to move from big banks to IMBs to the broker model, the fears that come with those transitions, and the freedom on the other side. Chris talks about difficult clients, underwriting realities, staying calm when millions are on the line, and how mountain biking, family time, and perspective keep him grounded. It's a real, relatable look at how to evolve, stay steady under pressure, and build a career you actually enjoy.

00:25 Introductions & Background
01:19 From Tech Sales to a New "Internet" Product
04:19 Backpacking the World & Early Career Detours
05:59 Wine, Marine Biology & Choosing a Different Path
07:36 The Power of Communication & Sales Skills
10:47 Big Bank Years & High-Rise Projects
16:27 More Products, More Guidelines, More Opportunity
21:02 Jumping to the Broker Model & Saying "Yes" More Often
25:52 Underwriting Reality Checks & Funny Client Moments
31:29 Becoming "Calm Chris" Through Perspective
39:34 Books That Shaped Chris & Final Thoughts

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In this episode of the Most Mindset, Michael interviews Bob Hilsby, who shares his journey from a young entrepreneur in New York to a successful mortgage broker in California. Bob discusses his early career, the transition to the mortgage industry, and the lessons learned from owning a brokerage during the financial collapse. He reflects on his experiences in big banks, the challenges faced, and the importance of independence in the brokerage model. Bob also emphasizes the role of AI in enhancing business relationships and shares insights on maintaining personal well-being to support professional success.

00:30 Introduction and Background
03:22 Early Career and Entrepreneurial Spirit
06:19 Transition to Mortgage Industry
09:24 Brokerage Experience and Financial Insights
12:26 Navigating the Financial Collapse
15:17 Post-Collapse Career Moves
21:30 Transitioning from Douglas Elliman to Citibank
22:38 Challenges of Working in a Big Bank
26:57 Moving to Bank of America and New Opportunities
28:18 Desire for Independence in the Broker Space
29:41 Leveraging AI in Business Relationships
35:59 Finding Stability Through Consistency
37:50 Funny Story from the Field and Book Recommendations

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In this episode of The Most Mindset, Michael Most interviews Ian Olsen, exploring his journey from a rugby player to a successful figure in the mortgage industry. Ian shares insights on the importance of relationships, the correlation between sports and business, and the transition to the broker model. He emphasizes the significance of curiosity in networking and the lessons learned over 25 years in the industry, including the importance of focusing on strengths and finding inspiration in personal growth.

00:30 Introduction to Ian Olson and His Journey
03:08 From Rugby to Trading: A Unique Path
05:37 The Correlation Between Sports and Business
08:28 Transitioning into the Mortgage Industry
10:56 Navigating the Mortgage Landscape
13:23 The Shift from IMB to Broker Model
15:57 The Benefits of the Broker Model
18:36 Finding Freedom in the Mortgage Business
20:35 Understanding Rate Trends and Bond Markets
25:16 Building Strong Relationships in Business
28:51 Merging Personal and Professional Networks
33:23 Influential Books and Personal Growth

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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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