In this episode of the Mortgage Marketing Expert podcast, Phil Treadwell interviews Michael Most, a seasoned mortgage broker with extensive experience in the industry. 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.

Michael Most is VP / Senior Loan Officer at Most Home Loans and host of The Most Mindset podcast, as well as a 25+ year mortgage veteran. From optimizing closing department systems early in his career to producing over $300M+ annually and more than $4B in lifetime volume, Michael has a proven track record of maximizing results. He knows how institutions quietly capture hidden margin, and he's committed to helping loan officers and originators who are tired of being undervalued and underpaid.

01:02 Introduction to Michael Most's Journey
03:54 Key Traits for Success in Mortgage Origination
06:57 Understanding the Current Market Dynamics
09:49 The Importance of Collaboration in the Industry
13:09 Scaling Your Mortgage Business
15:56 Time Management and Knowing Your Worth
22:05 Navigating Market Conversations with Clients
23:16 Understanding Borrower Mindsets
26:39 Navigating Market Predictions
28:18 The Importance of Personal Connection
31:09 Building Relationships in Business
35:43 Competing in the Jumbo Loan Market
39:55 Overcoming Underwriting Challenges

Connect with Michael Most: https://themostmindset.com

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In this episode, Phil Treadwell is joined by Ray Ellen who breaks down what it means to grow through grit. Ray explores how consistent action, willingness to learn, and letting go of control can unlock new levels of success. Whether it's sacrificing time now to create your "spring" later or surrounding yourself with the right cohort, Ray's message is clear: the people who win are the ones who keep showing up and choosing progress.

Ray Ellen is a seasoned real estate professional, content creator, and team leader with nearly two decades of experience. As the founder of Pixel Properties, an award-winning team brokered by REAL, he's helped over 1,000 clients and consistently closes more than 100 homes a year. Ray blends smart marketing, high-performance systems, and strong client relationships to drive results. He's a REAL Mentor and co-host of two national masterminds focused on AI, strategy, and personal growth. A recognized marketing expert, Ray shares his expertise through the tWiRE Podcast and national speaking, helping agents grow through clear strategy and authentic connection.

01:30 Ray Raised His Hand

05:45 The Hard Times are Good Times

09:30 It's Not the Same Race

11:15 All in the Details

16:50 Let Go to Grow

20:00 Showing Up is a Differentiator

23:30 Capability and Willingness

25:50 Create Your Spring

28:15 Sacrifice the Time

32:00 Find Your Cohort

37:10 There's Value in Creativity

39:00 Keep Going or Get Out

Connect with Ray: Instagram | LinkedIn | YouTube

Join Ray's Book Club!

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In this episode, Phil Treadwell and Adam Smith dive into how less competition in today's market actually creates more opportunity for those willing to show up consistently. They talk about getting back to basics—having real conversations, picking up the phone, and building authentic relationships. Adam shares that true success isn't about perfect scripts or aggressive selling, but about listening, asking better questions, and simplifying your message to connect on a deeper level. The conversation is a powerful reminder that mindset, consistency, and genuine engagement are what truly set top professionals apart.

Adam Smith is the President and founder of The Colorado Real Estate Finance Group, Inc., established in 2005, and owner of Just The Tips Coaching. He has originated billions in mortgage and finance deals, helping thousands of clients and coaching sales professionals on lead generation, client retention, and zero-cost marketing. Adam is the author of best-selling sales books, hosts a weekly podcast, and frequently speaks for major real estate and mortgage organizations nationwide. He has been recognized as one of the most connected and influential mortgage professionals in the country multiple times and holds several industry awards. Beyond his business, Adam is actively involved in community service, including leadership roles in charitable organizations and emergency response teams in Colorado.

01:30 Less Competition, More Opportunity

06:25 Is it Back to Basics?

10:20 Have the Conversation

13:15 Engagement Doesn't Mean Selling

18:15 The Lost Art of Phone Calls

23:00 Let Them Talk

25:40 Craft the Questions

31:50 Don't Create Problems

36:45 Find the Bite-Sized Piece

40:00 You're Not the Only One

Connect with Adam: Website | Facebook | Instagram | LinkedIn | YouTube

BE IN THE ROOM WHERE GROWTH HAPPENS: M1A Mastermind Group

If you are enjoying the MME podcast, please take a second and LEAVE US A REVIEW. And JOIN the M1A Text Community: 214-225-5696