Most loan officers are already doing the right things. They're just not building systems around them.

Cindy Ertman breaks down how she grew a personal production business to over $200 million — and what it actually takes to build a referral-driven mortgage business that scales without burning out.

Named one of Mortgage Executive Magazine's Top 100 Most Influential Mortgage Executives five years in a row and a top 100 loan originator for over a decade, Cindy is the CEO of The Defining Difference®, a leading coaching and training company for mortgage professionals. She has shared the stage with Tony Robbins, Darren Hardy, Magic Johnson, and former President George Bush.

Her approach is built on one conviction she discovered early in her career: the mortgage industry is not a mortgage business — it's a relationship business. Everything she teaches flows from that foundation, from how to communicate through every loan milestone to how to pursue a realtor partner for two years without hearing a single word back.

In this Batting 1,000 conversation, Dale Vermillion and Cindy break down what separates consistent top producers from everyone else — and why the gap has almost nothing to do with talent.

They cover: ‣ Why top producers aren't more talented — they just have better systems ‣ The 10-point milestone communication plan that wins realtor loyalty ‣ How to build and work multiple databases to generate business from every corner of your network ‣ The weekly time-blocking and call routines behind $200M in personal production ‣ The two-year pursuit story that landed a $1.4M loan and a career-defining referral partner ‣ How to make bold choices every day — and stop being tied to the outcome

If your business isn't where you want it to be, Cindy's message is simple: you're not in enough action. This episode gives you a clear, proven framework for changing that.

Schedule a complimentary coaching call with Cindy's team → cindyertman.com or thedefiningdifference.com

A new year is the perfect time to rethink what “success” actually looks like.

Kara Whitman shows how top producers can scale production past $100M without sacrificing their family, their energy, or their enjoyment of the business.

A multi-year Scotsman Guide Top 40 originator and one of the highest-producing consumer-direct loan officers in the country, Kara has built a career defined by sustained performance, not short-term wins.

With over a decade in the business and years leading production at a national lender, she is known for her ability to combine volume, service, and life balance at the highest level.

Her approach centers on mastering the fundamentals, simplifying complex decisions for borrowers, and creating a client experience that is memorable, consultative, and built on trust.

In this Batting 1,000 conversation, Dale Vermillion and Kara break down what truly separates elite loan officers from the rest—and why “rate” is rarely the deciding factor.

They cover:

‣ Why consistency is the real secret behind sustained top performance

‣ How to take control of the rate conversation and shift it to value

‣ The role of relationships in building a scalable, referral-driven business

‣ Practical strategies for managing high volume without sacrificing service

‣ How to win at work while still winning at home

If you’re looking to produce more, convert better, and build a business that lasts, this episode offers a clear, experience-tested framework from one of the industry’s most accomplished performers.

Social media doesn’t have to be about posting more or going viral.

Michelle Berman-Mikel explains how mortgage and real estate professionals can use social media to prospect, build relationships, and generate consistent business.

A nationally recognized keynote speaker and author of The Black Line, Michelle is the founder of Berman Media PD. As the creator of Beyond The Method™, she helps mortgage and real estate professionals turn social media into a true prospecting engine by focusing on leverage and utility rather than vanity metrics.

Her work centers on the psychology behind connection, teaching practical systems for building credibility, deepening relationships, and generating business online without gimmicks or trend chasing.

In this Batting 1,000 conversation, Dale Vermillion and Michelle break down what actually works on social media today and why most professionals approach it the wrong way.

They cover:

‣ Lessons learned swimming the mile as a Division I athlete and how that discipline translates to business

‣ The story behind her book, The Black Line

‣ The most common social media mistakes mortgage and real estate professionals make

‣ Why leverage matters more than virality when it comes to online prospecting

‣ Practical tools for converting conversations into real business

If social media feels like something you should be doing but have never seen results from, this episode provides a clear and practical framework for making it work.

Save 20 percent on Michelle’s program, including her Drivers and Levers tool → https://michelle-berman.mykajabi.com/offers/n67Bi93J/checkout?coupon_code=BTM20

Or schedule a free 30 minute strategy call → https://calendly.com/bermanmedia/strategycall

Buy your copy of The Black Line by Michelle Berman-Mikel → https://a.co/d/dTQxMcn

Owen Lee has spent nearly three decades shaping the mortgage industry. Owen is the CEO of Success Mortgage Partners, Vice Chair of the Mortgage Bankers Association, and a relentless advocate for lenders and borrowers alike. And in this episode, he joins Dale to unpack what’s next for lending—including leadership, technology, and legislation.

From building a billion-dollar company to fighting for industry-wide reforms, Owen shares the principles that have guided his success—and how they can help you thrive amid rapid change. He explains why honesty is the foundation of strong leadership, how to create partnerships that elevate both sides, and why technology must enhance human relationships, not replace them.

They also dig into the biggest forces reshaping the industry, from AI and automation to looming regulatory shifts, and the wins MBA has delivered on Capitol Hill that every mortgage professional should know.

In this episode, Dale and Owen dive into:

‣ Why truth-telling is the cornerstone of effective leadership

‣ How to build partnerships that drive exponential growth

‣ What it takes to balance technology with trust in a digital age

‣ The biggest legislative wins (and looming battles) facing lenders

‣ Why involvement — not passivity — is the key to shaping the industry’s future

If you’re serious about leading well, scaling sustainably, and staying ahead of what’s coming next, this is a conversation you can’t afford to miss.

Barry Habib is back—the only guest to appear every season of *Batting 1,000*. He’s the industry’s most trusted market voice, credited with guiding lenders through COVID-19’s margin call crisis and winning the Crystal Ball Award a record four times.

Barry is CEO & Founder of MBS Highway (now Highway.ai), author of the best-seller *Money in the Streets*, and the newest member of Fannie Mae’s governing board. Simply put: nobody calls the market like Barry.

In this episode, Dale and Barry dive into:

• Why investment loans are a huge opportunity
• A hidden provision in the Big Beautiful Bill borrowers will love
• Why trust is more valuable than ever in the AI era
• The exact playbook top LOs are running right now
• And what beating cancer taught Barry about happiness

Conversations like this usually cost thousands at industry events—this one’s free, wherever you listen or watch.

With major players racing to own the entire homeownership journey, AI reshaping how we work, and digital natives entering their prime buying years, the mortgage industry is at a turning point.

So, Dale Vermillion sat down with the president of its largest tech provider to ask a simple question: Where is this all going?

The answer might surprise you.

Tim Bowler, President of ICE Mortgage Technology, isn’t just focused on making lending faster or more efficient—he’s on a mission to make it more human.

From mobile-first tools to predictive analytics and AI-driven servicing, ICE is building technology that helps mortgage professionals deliver both speed and personalization—at every stage of the borrower journey.

In this episode, Tim and Dale dive into:

‣ Why the future of lending is high-tech and high-touch

‣ How AI can elevate people instead of replacing them

‣ What today’s borrowers actually need from lenders

‣ What gives Tim hope about where the industry’s headed

‣ A case study on rebuilding homeownership in Detroit

If you’re wondering how you or your company fit into the future of lending—and want a competitive edge to get there—this episode will leave you encouraged, inspired, and ready to lead.

In real estate, relationships aren’t just a bonus—they’re the foundation.

Few understand that better than Michael Tomlin, one of the top 1.5% of agents in the country and a top 5% Coldwell Banker producer globally four years running. Based on Florida’s Emerald Coast, Michael has built a thriving real estate business on one principle: relationships over transactions.

In this episode, Dale and Michael unpack:

✅ How the NAR settlement is actually playing out

✅ What agents want from lenders (beyond rates)

✅ The #1 deal killer—and how to avoid it

✅ Why niche products and problem-solving matter

✅ How faith and family fuel Michael’s success

Whether you're in lending, real estate, or both, this conversation is a masterclass in how to build trust, deliver value, and stay ahead in a changing market.

#RealEstate #MortgageLending #LoanOfficers #NARSettlement #MichaelTomlin #DaleVermillion #Batting1000

Michael Tomlin is a top-performing real estate professional on Florida’s Emerald Coast, ranked among the top 1.5% of agents nationwide by America’s Best in both 2023 and 2024. He has earned Coldwell Banker’s International President’s Circle Award for four consecutive years—an honor reserved for the top 5% of agents globally.

Known for his “relationships over transactions” approach, Michael has built a reputation for integrity, dedication, and deep local expertise. He specializes in condos, single-family homes, first-time buyers, and new construction. When he’s not helping clients navigate the real estate market, Michael enjoys life as a devoted husband and father of four.

Instagram → instagram.com/mrmichaeltomlin

Facebook → facebook.com/michaeltomlinrealestate

LinkedIn → linkedin.com/in/michael-tomlin-9b183b112

YouTube → youtube.com/c/itsmichaeltomlin

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.

LinkedIn → linkedin.com/in/dalevermillion

YouTube → youtube.com/@DaleVermillion

Facebook → facebook.com/dalevermillionofficial

X → x.com/dalevermillion

Website → dalevermillion.com

Email → listen@dalevermillion.com

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.