How They Crushed It

A conversation with Marge about her history in the mortgage business, her experience at DML, and the importance of people in the industry.

Takeaways

• Longevity in the mortgage business
• The importance of people in the mortgage industry

Chapters

• 00:00 Marge's Journey in the Mortgage Business
• 03:02 Transition to DML and Experience So Far
• 06:35 The Importance of People in the Mortgage Industry

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 today
• How to create content that works for you while you sleep
• The difference between relationships and real relationships
• What matters most as AI becomes more prevalent in business

Perfect for: Marketers, business owners, sales professionals, and anyone looking to build meaningful connections that drive results.

In this episode of the How They Crushed It podcast, host Dean Johnson of Direct Mortgage Loans interviews Michelle Jacinto, a top producer at Direct Mortgage Loans. They discuss Michelle's journey from her formative years in a family business to her successful career in the mortgage industry. The conversation highlights the importance of customer service, mentorship, and building relationships in business. Michelle shares her insights on adapting to changes in the industry, the significance of networking, and the return to basics in a chaotic market.

Terrance Diggs, founder of D17, shares his journey as an entrepreneur and the growth of his apparel brand. He emphasizes the importance of taking action and going after what you want. Terrance discusses the power of networking and community involvement in building his brand. He also highlights the role of marketing and analytics in growing his business. Terrance's approach to marketing includes event activations, sponsorships, and user-generated content. He shares his experiences in collaborating with other businesses and leveraging his network to expand his brand's reach. Terrance's determination and willingness to take risks have been key factors in his success.

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.

Jan Ozga, the Chief Strategy Officer at Direct Mortgage Loans and a guest on the How They Crushed It podcast, shares his journey from being a chef to a successful mortgage professional. He emphasizes the importance of making an impact on others and having faith in one's efforts. Jan believes in being transparent, honest, and unapologetically himself in all interactions. He encourages consistency, planning, and taking risks to achieve success. Jan also highlights the significance of caring for people and serving others. He concludes by urging listeners to do their best every day and focus on making a positive impact.

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.

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.

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.

Erica Richardson, the 2024 Harford County Public Schools Teacher of the Year, shares her journey from being a student to becoming an award-winning teacher. She was inspired by her mother, who was an elementary school teacher, and her love for basketball led her to coaching as well. Erica emphasizes the importance of patience and allowing opportunities to come to you. She also talks about her role as the coordinator of the Homeland Security and Emergency Preparedness Program, where she helps students make decisions about their future careers. Erica Richardson, the 2024 Harford County Public School Teacher of the Year, shares her journey and the impact of winning the award. She discusses the nomination process, the application and interview stages, and the emotions she experienced throughout. Erica emphasizes the importance of patience, taking time to make decisions, and the support she received from her husband, family, and colleagues. She also highlights the significance of ambition, consistency, and remaining humble in achieving success. Erica's dedication to her students and her commitment to creating memorable experiences in the classroom are evident throughout the conversation.