How They Crushed It

Hosted by Direct Mortgage Loans

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Feb 2026

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About the show

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!"

Listen to episodes

17 recent

February 10, 2026Episode 122 min

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 todayHow to create content that works for you while you sleepThe difference between relationships and real relationshipsWhat matters most as AI becomes more prevalent in businessPerfect for: Marketers, business owners, sales professionals, and anyone looking to build meaningful connections that drive results.

February 28, 2024Episode 428 min

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!

June 26, 2024Episode 244 min

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.

February 14, 2024Episode 334 min

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.

March 13, 202434 min

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.

January 12, 2024Episode 130 min

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.

July 24, 2024Episode 433 min

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.

March 27, 2024Episode 640 min

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.

May 22, 2024Episode 1039 min

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.

June 12, 2024Episode 143 min

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.