Six Channels Loan Officers Need When AI Answers First — Alec Hanson
Six Channels Loan Officers Need When AI Answers First — Alec Hanson  
Podcast: The Way with Dino Katsiametis
Published On: Mon Aug 31 2026
Description: Send us Fan MailAlec Hanson has a colleague who just got his first client referral from ChatGPT — a stranger in another state, sent by a machine.That's the shift this episode is about. When consumers stop calling their loan officer to ask what rates are doing and start asking AI instead, the relationship doesn't disappear. It just has to already exist before the question gets asked.Alec, SVP of Production for the West Division at loanDepot and the author of Bypassed, walks Dino through his complete playbook for staying relevant: quarterly calls, quarterly texts, a monthly email you actually wrote yourself, physical mail, a community event every ninety days, and showing up online every single day.The surprise is how little of it is new. As Alec puts it, the game we're playing hasn't changed — the places we're playing it have.Also in this episode: why drip campaigns are actively hurting you, the loan officer who was terrified of public speaking and hosts a "think and drink" instead, the piece of mail that produced Alec's biggest month ever, and why your referral partner has no idea you were working all weekend.Get the free playbook, Known Before Needed: https://dinokatsiametis.com/known-before-needed/#WhoCanWeServeToday00:00 Relevancy in a world about to be run by AI04:03 Empower, Equip, Educate — and the way lending should be done08:01 Why a mortgage is still the most emotional transaction there is13:29 AI is becoming a referral source — and that is disruptive20:22 What the machine already knows about you24:01 Record everything — transcripts on every conversation29:22 Lunch and learn, think and drink, or a charity event31:58 Client events twice a year, and why cost is not the objection36:02 Posting little Timmy's soccer goal — showing up in their life40:06 The digital strategy: care about others, then show up every day44:29 Put yourself out there and you attract your tribe51:40 Thank-you cards and broker previews56:06 Be yourself — everybody chameleons and everybody can tell1:02:39 The big dogs in their forties who could not adapt1:04:16 The Million Dollar Drop1:07:59 Content, content, content — then hit the streets Saturday and SundayThanks for listening to "The Way With Dino Katsiametis"   For full show notes, links, and extra episode resources, visit dinokatsiametis.com. Follow Dino for weekly clips and mortgage leadership insights on instagram.com/dinokatsiametis | linkedin.com/in/dinokatsiametis Learn more about Ethos Lending at ethoslending.com.