Family Values and AI Innovation: Inside the Mortgage Mom and Son Success Story
Welcome back to Lending Leadership: The Creative Brief, your go-to resource for the latest in mortgage leadership, team-building, and creative strategy.
In this episode, we sit down with one of the mortgage industry’s most dynamic family duos: Deanne “the Mortgage Mom” Katsaros and her son, Tom Katsaros of GreenTree Mortgage, a partner of HMA Mortgage. From catering weddings to closing loans, we explore how this mother-son team has built a legacy business rooted in family values, creativity, and connection. Not only have they mastered the client experience, but they’re also leaning into the future by embracing the power of AI in their business.
We also dive into what it’s like to work with family, how “Team Mortgage Mom” is carving out a unique brand, and how their commitment to treating clients like family has led to real results, like helping a couple reach their dream of getting married in their backyard. Plus, we touch on unforgettable events (including a wild golf course marketing tale), lessons learned from the catering world, and the upcoming AI-themed event that’s setting a new bar for what’s possible in mortgage marketing.
Whether you’re thinking about partnering with a family member, want to infuse more creativity into your mortgage business, or are curious about practical, real-world applications of AI in lending, this episode is packed with insight, fun, and a dose of infectious “Mortgage Mom” energy.
Key takeaways:
- Family Dynamics Fuel Great Client Experiences: Working as a mother-son team brings both challenges and unique advantages. Deanne and Tom attribute their success to shared values, constant communication, and treating clients as part of the family—an approach that helps clients feel at ease and creates lasting relationships.
- Leaning Into Your Strengths Builds a Strong Team: Deanne and Tom have naturally fallen into roles that leverage their unique skills—Deanne as the networker and face of the brand, Tom as the operational expert and problem solver. This allows them to efficiently serve clients while growing their business and looking for new opportunities to evolve.
- Event Creativity Sets You Apart: Drawing on her catering background, Deanne has turned mortgage events into memorable, value-packed experiences that people actually want to attend. Whether it was the infamous “take a shot, make a shot, give us a shot” golf event or high-energy workshops, creativity breaks the mold and strengthens referral relationships.
- AI is Key to Efficiency and Modern Marketing: Deanne and Tom are excited about embracing AI to streamline their processes, from crafting emails to building event campaigns and handling follow-ups. They see AI not as a replacement for the personal touch, but as a tool to eliminate busywork and focus on what matters: client care and business growth.
- Balance is Essential, Especially in Family Business: While passion for the business runs deep, both Deanne and Tom emphasize the importance of setting boundaries so that work doesn't overwhelm their family life. They share openly about the need to “turn off” the mortgage talk and make space for personal connection, even while acknowledging how hard that can be when you truly love what you do.
We’re so grateful to Deanne and Tom for sharing their story, strategies, and a few laughs with us.
Thanks for listening, and as always, don’t forget to like, subscribe, and follow for more insights from Lending Leadership: The Creative Brief!
Deanne Katsaros [00:00:00]: It's building the relationship and it's, you know, we just had a client the other day that got engaged, moved into their house and they just got engaged. And we're just so excited for them because that was their goal. We want to get married in the backyard and we were actually able to make that happen. So, you know, as a family, we do that together. When people, when I tell people that I work with my son and he's going to be reaching out to go over the processing, they're like, oh my God, that's all awesome. Rachael Tresch [00:00:30]: So what happens when your business partner is also your mom? In this episode, we're sitting down with one of the most dynamic family teams in the mortgage business, Deanne the mortgage mom Kitzeros and her son Tom Kitzeros. And from the kitchen table conversations to next level client conversations and events, they've built something truly special at GreenTree Mortgage, a partner of HMA Mortgage. So today we're talking legacy leadership and how AI. Yes, AI hot topic for everybody is helping them do it all. Let's get into it. Hi guys, thanks for joining us today. Deanne Katsaros [00:01:08]: Hi Rachel. Hi, Corinne. Thank you for having us. Corrine Bibb [00:01:11]: Oh, we were so excited, right Rachel, we talked about this. We're like, we can't wait to have the motherson team on lending leadership the creative brief. You know, I gotta know, you know, first off, you know, how did you guys get started in the business? Give us a little background and history. Deanne Katsaros [00:01:28]: Tom, you want to go first or. Tom Katsaros [00:01:30]: When it starts with you, I mean you're, you know, it starts with you. Sod. Deanne Katsaros [00:01:33]: I just want to make sure that's all I wanted to make sure it starts with me, that's all. So way back when, probably about 20 some years ago, I was in the catering business with my husband. We owned a company called Elite Catering. And I was just done with catering, dealing with the brides, as lovely as they are, it just, everything just became Bridezilla. So my husband decided, he went to a meeting and we also had a check cashing business at the time. And he came back from a meeting and he walked in the office and he said, you have to meet this guy. This is totally up your alley. You are going to love this. Deanne Katsaros [00:02:14]: And it was actually a gentleman that owned a mortgage company. So I went, met with him and that's really how it began. I, my husband introduced me to this person and the next day I went and got my license and studied, got my license and then had been in the business for over 20 years since then. I mean, I started when I was 11, so. Tom Katsaros [00:02:39]: I'll be quiet on that one. Deanne Katsaros [00:02:40]: Yes, thank you. But I just fell in love with the business just being able to help people. And it was a lot different than, you know, how do we fold the napkin and what's on the menu for today, given the fact that I have trouble boiling water. But I did design all the menus, so it was. It was a good fit for me to get into this business. And I just hit the ground running and have loved it ever since. Rachael Tresch [00:03:07]: I love that. You know, it's. It's pretty funny. You would think catering business to mortgage business, there's nothing in common, but actually there's a lot in common. You know, you're in the service business. You have to know people. You have to be able to. To work under pressure and figure something out on the fly. Rachael Tresch [00:03:23]: So there's probably more similarities than you would even think, right? Deanne Katsaros [00:03:27]: No, you're absolutely right. And what happened was, you know, obviously we had covet. My son was graduating college at the time and had moved back home, and we were in a really big refi. Boom at that time. And Tom sat across the desk for me and just absorbed everything. I mean, when I say everything. We'll have conversations now and I'll be like, tom, how did you even know what to say? And he's like, mom, I've been listening to you since I was two years old. Tom Katsaros [00:03:59]: Yeah. Taking applications long before I. I graduated college and stuff. Just hearing. Or even on vacations, you know, stepping out at dinner, whatever it is. But I mean, that was really how I got into it, was I got my license, like junior year of college. I think that was like 2014, maybe. No, 20. Tom Katsaros [00:04:20]: 2017, probably. Yeah, around 2017. And then just kind of closed a deal or two. Like to have money to go to the bar, I guess, like just to have. Have a little paycheck for something. And then Covid happened was. Was graduated for business marketing and then had to go home. And I was like, I have no clue what I'm going to do. Tom Katsaros [00:04:39]: Like, I didn't do any internships. There's no jobs because everything shut down. So I was like, you know, I have my license. Let's. Let's give this mortgage thing a crack. And like, you know, obviously Covid was awful, but, I mean, blessing that I got to, you know, I'll say trapped in with my mom at home and just listen and. And learn and. Yeah, it was a good time to get in the business, obviously, with the rates low, too, so deers were jumping in the back of the truck, for sure. Corrine Bibb [00:05:05]: Well, that's cool. I mean, it's kind of neat to start off at that time. Right. But then you're starting on the upside. Right. Realizing that there's other periods of business. Right, Tom? Tom Katsaros [00:05:15]: Yeah. We had to do a big shift. Big shift. Corrine Bibb [00:05:18]: That's amazing. And just cool. Like how, you know, Covid, obviously was a change for everybody, a dramatic change, but how you two kind of turned it into the start of a new chapter that's now flourishing for you. How is the mother son dynamic working? I mean, I've got to hear about this, guys, right? Like, first of all, Dan's built this awesome brand with the mortgage mom, and it really fits, you know, you two working together. But tell us a little bit about that. I mean, you know, you know, as you pointed out earlier, Dan, does Tom get grounded if he. If he does something wrong with a file? I've got. I've got to hear more. Deanne Katsaros [00:05:55]: Well, I was mortgage mom before Tom got into the business, but he's definitely enhanced it, and it makes a lot more sense. But I had a client that I was helping them with their credit, and they didn't do exactly what I had said. And I kind of nicely yelled at them a little bit. They're like, oh, my God, you sound like my mom. You're like, the mortgage mom. And I'm like, you know what? I am. And then it just stuck. I just went with it. Deanne Katsaros [00:06:26]: And people. You know, you would think people would say, well, that sounds kind of corny, but it's. People have embraced it, so we just went with it. And then it became team mortgage mom once Tom came aboard. But, you know, it's. It's a great dynamic. I mean, I wouldn't change it for anything in the world. I don't know how he feels, but, you know, now that he's. Deanne Katsaros [00:06:47]: We don't live together anymore, it just. It's an opportunity to. To talk to him 17, 18 times a day, and, you know, would be in his company and go to networking events. The only thing that's a little awkward is when we do go to networking events, people will introduce us. This is Tom and Deanne Katsaris. And then Tom will go into one direction, and I'll go into the other direction and somebody else. Where's your husband? My husband's home. He didn't. Deanne Katsaros [00:07:13]: He didn't come to this event. You just walked in with. I'm like, that's my stun. Corrine Bibb [00:07:21]: I was gonna say, Dan, that's gonna make you feel Good. You're like, listen, I'm still looking good here. Tom Katsaros [00:07:27]: I mean, and when we're out, when we're out too, like, I, I, I don't know. I definitely like the whole team mor obviously, like, love working with my mom. I mean, I call her Deanne when we're out. Like when we're out at a networking event or whatever. I'm like, deanna, like, dude, isn't that your mom? I'm like, yeah. But I didn't, I don't know, I didn't want to like, make it seem like, weird or anything. I just wanted to say Deanne and keep it professional. But if they embrace the mom thing, I'm, I'm embracing the mom thing all day because we're crushing it. Tom Katsaros [00:07:55]: Helping a lot of people and even at the dinner table, when I was living at home, she, she's like, what's up with this borrower? What's, what's going on with this person? And, and it's, it, it was non stop. It was, it was absolutely non stop. Deanne Katsaros [00:08:10]: I have learned when we're out or when we're having dinner to. It took a long time because I'm obsessive when it comes to the buyers and the pipeline and I gotta know, I gotta know. And I just, you know, I feel like I just capture him and get an opportunity to ask about every single borrower. So I, I'm gonna say within the last year I've gotten a lot better where every time I see him, I'm not asking about business. It's hard, but I'm really working on it. The, the upside to that is when we go on vacation, I get to relax now. And I'm like, Tom, you got this. Tom, you got this. Corrine Bibb [00:08:45]: Fabulous, Stan, fabulous. You can delegate that off while you're sitting on the beach, right? Tom Katsaros [00:08:52]: I'm on the beach just with a laptop that. Deanne Katsaros [00:08:54]: Yeah, but you can do it. Rachael Tresch [00:08:57]: You can do it, Al. It's kind of awesome. Deanne Katsaros [00:08:59]: No, but it's, it's certainly a blessing to be able to work with your son. I wouldn't have it any other way. And the fact that he is as compassionate and passionate about wanting to help people and guide people and come from that mortgage advisory standpoint, it's, I mean, you can't teach anybody that. Right? You really can. And, and he has it, he has what it takes. And I just can't wait to see what's going to happen, you know, 10 years from now when I'm completely retired and he takes, oh, did I say that out Loud. No, but now, even real realtors that I've been dealing with for maybe five years or what? Like, is Tom around? I'm here. No, I'd rather talk to Tom. Deanne Katsaros [00:09:47]: Like, all right. Yeah, he's here. Rachael Tresch [00:09:50]: That's great. That's great, though. But, you know, I'm curious, because with a lot of teams, you know, when you're building a team, we've talked about this on the show and on the podcast many times, where you want to. You want to surround yourself with people that kind of fill in the gaps with your strengths and weaknesses, so maybe fill an area that you're not as good at. How did it work between the two of you? Are you. You seem very similar in some areas, but then you seem. You seem very different in others. How is that dynamic of first starting to actually work together? Deanne Katsaros [00:10:21]: Tom, you. Can you. I won't get mad. You can answer this. Tom Katsaros [00:10:24]: Well, I mean, I think on the sales end of, like, side of things, we're both very similar with the way that we approach talking to people, helping. Helping people, explaining things to people. But then when it comes down to guidelines and programs and, you know, calculating stuff, I think that's kind of where I brought more to the table on that end so that she can go out and sell more, because that's really, like, her superpower is out there shaking hands, kissing babies, doing that thing. So, you know, when I'm able to really get them in the door, kind of go over numbers with them, make sure they're happy, comfortable with the monthly payment, cash to close, looks good. You know, have. Have a game plan to get them out their shop, and that's. That's kind of where, you know, I take over, and I'm like, look, go. Go get the next one. Tom Katsaros [00:11:09]: Go, go. Keep bringing them in, and I'll keep knocking them down. I mean, that's. That's kind of how. How we roll. And now we have a team, dawn, and building on different. Different fronts so that I can now get out there bringing them in, too. I think once that happens, it's. Tom Katsaros [00:11:25]: It's going to be awesome. Deanne Katsaros [00:11:26]: Yeah, once that happens, it's. It's definitely going to get to a different level because Tom's superpower is. I mean, he's friendly, he's nice, and people love talking to him, and he. And he has patience and he truly cares. I mean, this all sounds corny, but it's. It's true. I mean, I can't wait for us to get to the next level, and he's out there as well, just kissing babies and shaking hands. That's. Rachael Tresch [00:11:53]: That's all we're shaking. He's in kissing hands, as I like to say. Tom Katsaros [00:11:56]: As Rachel's saying. I was, I was, I was gonna say it, but I feel like I was gonna mess it up and actually say the correct way. So I just, I just said something. Corrine Bibb [00:12:03]: I don't know if you can take baby and shake in the same sentence. I don't know, you know, but, but jokes aside, I mean, it sounds like, you know, you guys build off of each other's strengths really well and there's, you're looking for that kind of, that next level of how to pivot. But where it feels like it really all started was, you know, family values and treating everybody like family. I know you've mentioned that in the past. Median. Can you guys tell me a little bit more about that and kind of your process and how you work with clients and how you want it to be a family experience. Experience. Deanne Katsaros [00:12:37]: Do you want to start that, Tom, or you want. Tom Katsaros [00:12:39]: No, go ahead. Deanne Katsaros [00:12:41]: So. So in the beginning, I mean, a lot of times I would take the application, do the loan consultation, and it wasn't, you know, we came from an area of, it's not, what's your name, what's your date of birth, what's your social. You know, we wanted to help people reach their goals. And the market that we're in is first time home buyers. So we want to take it from an area of, you know, what is your goal? Where do you see yourself from five years? What, how much do you have in savings? What's your retirement? It's, it goes, it's a lot more of planning than just asking them what they want their monthly payment to be, which most of the time they're not sure. So we take them through the whole process from beginning to end, and we want them to be our client for life. And when anybody's at the water cooler or the kitchen table talking about mortgages, they want us. They want, we want them to think of us. Deanne Katsaros [00:13:36]: And again, it's building the relationship and it's, you know, we just had a client the other day that got engaged, moved into their house, and they just got engaged. And we're just so excited for them because that was their goal. We want to get married in the backyard. And we were actually able to make that happen. So, you know, as a family, we do that together. When people, when I tell people that I work with my son and he's going to be reaching out to go over the processing, they're like, oh, my God, that's awesome. So, I mean, it's. You just can't describe the feeling. Deanne Katsaros [00:14:11]: And I'm so proud of what he's done and who he's become. And like we said, this is. We're just getting started. This is just the beginning. Rachael Tresch [00:14:20]: That's really special. I mean, I think some families know, okay, this dynamic is not going to work. I want to continue to have a great relationship with my mom or dad, so I am not going to work with them. But when it does work, it is so dynamic, so special. You really do bring people into the family. And, yeah, that probably helps people feel very at ease when they hear that it's a mother son team. Yeah, I mean, I don't really know of many people that are in that position. Deanne Katsaros [00:14:50]: It's cool. Tom Katsaros [00:14:52]: It's definitely an icebreaker, too. I mean, when people hear that, it's like the first thing you end up talking about and then you ease into, like, the date of birth, name, like, all that stuff. So it's a good way to kind of feel more as like, a person instead of just like a robot over the phone just asking questions. So, yeah, it's a good. It's a good segue in icebreaker. Deanne Katsaros [00:15:13]: It also helps to build, I think, a little bit more trust and confidence. You know, knowing that we're in this together, it's definitely a plus. Rachael Tresch [00:15:23]: Yeah, I can absolutely see that. I want to pivot a little bit and talk about some cool things that you've done. Some cool things coming up. You know, I know you have an AI event coming up, and you. You've kind of pivoted into some really unique ideas for events. Talk to me about where that came from. You know, that's not the typical that most people would hear. Oh, a mortgage loan officer is hosting an event on AI. Rachael Tresch [00:15:52]: Like, how does that fit together? Yeah, talk to me just about that. That transition and kind of breaking out of the mold in a different way. Deanne Katsaros [00:16:00]: So I think being in the catering business had a lot to do with that because we did a lot of events from, you know, the Philadelphia Eagles training camp to weddings and bar mitzvahs and, you know, everything was always a party. And I just think there was a lot of events that we did that brought value. I mean, I'm not going to lie, we've had some events that didn't go so well. Tom and I decided to do an event on a golf course and one of our. Rachael Tresch [00:16:33]: Tom's Laughing Artist story here. Tom Katsaros [00:16:36]: There's a story he's bringing it up. Deanne Katsaros [00:16:39]: So. Huh? What'd you say? Tom Katsaros [00:16:41]: I can't believe you're bringing it up, but I know. Deanne Katsaros [00:16:43]: And then, oh, let's go. Corrine Bibb [00:16:45]: Let's do it. Deanne Katsaros [00:16:45]: But we had a table set up on a golf course where three holes came together. We had mortgage mom tablecloth. We had signs and balloons, and we did. Our slogan was, take a shot, make a shot, give us a shot on your next deal. So the event was all realtors. So they would come up to our table, they would take a shot, they would tee off, which would be make a shot and then give us a shot on your next deal. We wanted, you know, to talk business about them. So what happened was we did. Deanne Katsaros [00:17:21]: I did. Tom was actually playing, and. And his girlfriend and I set up the table. And probably about a half hour into it, my husband calls on the phone and he says, I just want to make sure you have a pitcher of water because everybody's going to come up and ask you to do a shot with them. All right? What are you talking about? I always know I supposed to do a shot. Tom Katsaros [00:17:45]: I heard from, like, other people that I was. Then I say golfing with that, like, your mom's hammered. So I, like, stopped golfing, took the cart, went to go. You know, see. See them and, like, they're dancing, they're hanging out with everybody. I'm like, I guess I'm driving home now. Rachael Tresch [00:18:08]: All right, but how many. How many shots did they give you at the business? Did you. I'm sure you got business out of that, because it was just that. Deanne Katsaros [00:18:15]: Oh, yeah, we definitely got business. It was worth it. I mean, and even the pictures alone, because people stopped golfing and just hung out at our table. Tom Katsaros [00:18:24]: Nobody golfed anymore. Everyone. It was like a party on. Corrine Bibb [00:18:26]: It just turned into a big heart. Deanne Katsaros [00:18:29]: It was crazy. And not go searching for those pictures, please. Corrine Bibb [00:18:34]: Oh, that is a good one. That's a really good one, Dan. I mean, I. I was thinking about your, you know, your bridal experience with these events, and, you know, what have you learned from that that you've carried into this? Like, as you've come up with different themes and ideas and what to do, what not to do. How has that experience helped you with events? Specifically? Because it's such a great way to make new connections, to bring more realtors in, to offer more value. Deanne Katsaros [00:19:04]: You just. I mean, you really have to think outside the box and not, you know, you have to, number one, show value for your events. You have to give value, but you also have to do something that people actually Want to show up and learn about. So even when we've done events where we've talked about the Edge or the Platinum Preapproval, there's always been some kind of twist. Like we just did an event at the Union League that was so high energy. We got the, the light up things that you hold around. What do you call, what are they called? Where you. Then we did ants, we did an intro. Deanne Katsaros [00:19:43]: I mean, it just, it was high energy and people laughed and people talk about how silly we looked at the event. But it's something, you know, that they remember. So it was a good, it was a good experience. But as far as like the wedding, I used to go to all the bridal shows and I used to have a big blowup money machine where people would put their hands in it and the money would fly around and they would collect the money and however much money they collected is how much we would give off their closing costs. So fun. It was really great. But it was a little premature because the brides were more interested in the floral arrangement and the DJ and the men were interested on what football game was on. So we stopped doing the bridal shows. Deanne Katsaros [00:20:36]: But Tommy did a bridal show once. You remember the bridal show we did together? Tom Katsaros [00:20:41]: Yeah. I didn't even know what a bridal show was. I was like, what do you mean? Like they. People come and you walk around at different tables like, are the husbands there? I didn't get it at all. I did not get it. But we did go. It was all right. I mean, I wouldn't do it. Tom Katsaros [00:20:56]: Another one. Deanne Katsaros [00:20:57]: It was the last one we ever did. Tom Katsaros [00:20:59]: But watch the football game, I mean, how am I going to. Deanne Katsaros [00:21:03]: Exactly my point. But we do have an upcoming event in September 24th, which is AI and I went to Naples, Florida and spent three days with the people that are hosting this event. They're all, they're personal friends of mine, Stacy and Bruno. And it is amazing in our business what we can learn and how we can shorten the time of doing things. With AI, I still want to take applications, I still want to talk to clients. You know, AI is not going to take that away from us anyway. But the emails and the follow ups and, and just the knowledge and the social media is just. It's unbelievable. Deanne Katsaros [00:21:50]: They made me two days ago. They turned me into matrix. Like I am literally a matrix on Facebook. And again, I just want to be different. I just want people to, you know, see what's happening and learn from this. Because branding your business, getting leads, helping buyers I mean, AI is where it's at. Rachael Tresch [00:22:13]: Yeah. That's something that we. I'm really glad you said that. It's something we're trying to hammer into people and really get them to understand. Like, you can do an event that's maybe a typical event, but do it differently. And especially in the AI world, like, it's not going away. And part of it's terrifying. A lot of it's terrifying. Deanne Katsaros [00:22:32]: But. Rachael Tresch [00:22:33]: But there is an amazing aspect that it does streamline your business. You don't have to get stuck in the tasks that you don't want to do. The monotonous stuff. You can set that automation. I'm excited for this event. I'm excited to learn more. I feel like every time I feel like I've. I've even just broken off a piece of the AI puzzle, you. Rachael Tresch [00:22:55]: You go to a different event or you hear another piece of information, you're like, wow, this is. Deanne Katsaros [00:23:01]: There. Rachael Tresch [00:23:01]: There's so much you can do with it that can just help you to focus on the things that you love to do. Deanne Katsaros [00:23:07]: Exactly. And, you know, Tom and I come from a place of being a resource, too. So if somebody has a question that has to do with their finances or their mortgage or, you know, anything, we just. We want to be a resource for the realtors and also for our clients. So I think this is just one more tool that we'll be able to give them. Corrine Bibb [00:23:27]: I like that. I think it's also, you know, with AI, it can feel overwhelming for many getting started. So, you know, as you kind of pointed out, Rachel, just breaking off a piece of the puzzle, learning a new couple concepts at a time, and then layering on that and making sure you're making AI a priority in your schedule. Maybe you're taking an online course or going to an event. It's the best way that we can all keep learning together. So we're all upping our game in each department and focusing on the things we like to do so everything can become more efficient. I think efficiency is a really big word that's going to be tied to AI as we keep adding more layers. Deanne Katsaros [00:24:06]: Agreed. Agreed. I mean, I spent a couple minutes yesterday trying to figure out how to word an email. Corrine Bibb [00:24:13]: Yeah. Deanne Katsaros [00:24:13]: And I said, what are we. What am I doing? Corrine Bibb [00:24:15]: Why am I doing this? Deanne Katsaros [00:24:16]: You just put it in chat GPT. Not only did I get the email, but they filled it, filled in all of the details for me. Like, it actually said, oh, you mean your event on September 24th. I was like, oh, my God, my. Corrine Bibb [00:24:30]: Favorite is when you do something like that, then. And then it asks you, do you want this too? You want me to make this some bullet points or do you want me to show you why? And I'm like, oh, actually, yeah, I do want that. I might have went in and not even realized. I'm like, yeah, I want it that way too. For a different reason or a different piece of collateral I'm working on or in our world and marketing world, it just, it's so helpful to just. I have the tab up every day. I'm always popping over to it every day and using it more and more. But then I'm online and I see, you know, these videos coming out and stuff. Corrine Bibb [00:25:01]: I'm like, oh, we've got to be in video courses. We've got to be in this. It's just going to keep going, going. Deanne Katsaros [00:25:05]: You're right. Corrine Bibb [00:25:07]: So we have to keep learning together. Deanne Katsaros [00:25:09]: Yeah, for sure. I sent Tommy an email for our meeting that we have two meetings a week with our team. And he said, what did you say? Tom Katsaros [00:25:19]: I was like, you definitely chat gbt this. I mean, there's no way this didn't go in there. But you could tell too, from the font that it wasn't the, the context, it was just the style. It was the style, whatever. But, but like, I think that it's a value game changer. Like if you, as a referral partner, if we're, if we're trying to work with referral partners or they're trying to work with a new buyer or any, any client in any industry, I mean, it's, it just gives so much value that if, you know, somebody that maybe doesn't have access, doesn't know how to use it, I mean, you know, you can really articulate the value to your client to show like, hey, this is who I want to be working with. This is the value that they give me instead of them questioning it and, you know, not kind of receiving full commission or even something like that. Like, I think using AI can really show somebody like, hey, this, this person I'm working with is a professional in the market, knows the area. Tom Katsaros [00:26:16]: Technology wise, they know what's going on and really articulates them that, hey, this is, this is the value. And I want to work with this person. So we want to help people be able to kind of put that on their tool belt and, and when they go out there, talk to clients, talk to buyers, talk to people in a refinance, this person can, can give unlimited amounts of value. Rachael Tresch [00:26:36]: That's pretty cool. I was actually talking with a Realtor the other day, and to your point, you know, kind of opening doors that you didn't even know you needed to be open. And she said to me, she said, google reviews are kind of dead every. They told us to go through, or I guess Zillow reviews. And, and ChatGPT doesn't always index those kinds of reviews. So now people are not going to Google as often. They're going straight to ChatGPT or some kind of AI platform and asking who's the best Realtor to use in. Fill in the blank for your area. Rachael Tresch [00:27:13]: And ChatGPT, unlike Google, doesn't give you a whole list of different links. It usually gives you one or two resources. Tom Katsaros [00:27:21]: Yeah. Rachael Tresch [00:27:21]: So how can you harness the capability of ChatGPT to make sure that you're the one that shows up? And there are ways to do that. And I hope at your event we dive into that. I'm going to raise my hand and ask that question, but you're definitely going. Deanne Katsaros [00:27:38]: To dive into that because it went from what they call an SEO to a Geo. So you're definitely going to learn about that at the event. Rachael Tresch [00:27:48]: Yeah, we'll have to have you back on so you can give us some more intel. But, but I love the. Just the unique events and unique ideas and kind of going with the times and the trends and, and staying on top of it. Corrine Bibb [00:28:01]: That's. Rachael Tresch [00:28:01]: That's such an added value. Deanne Katsaros [00:28:03]: Yeah, yeah. You know what? I can't, we can't end without bringing this one piece up, Tom. And you have to help me with this. But, you know, my husband is a big part of this as well. And, you know, because he hears all the conversations at the kitchen table, which, again, I'm trying not to talk about as much, but it's funny because ho want to jump into the conversation or, or give his opinion. And Tom and I just look at each other like, yeah, no, I think. Tom Katsaros [00:28:32]: He feels like he's in, like, a mortgage reality TV show, like on Netflix. Corrine Bibb [00:28:37]: Does he? Probably better. Tom Katsaros [00:28:38]: And he'll walk in and, and be like, no, you got to call them back right now and tell them this, this, this. And I'm like, what are you talking about? He's, He's a wild card. He's definitely the wild card for our team. Mortgage Mom. I mean, he's, I mean, he, he's. He's part of it. I mean, he's. Corrine Bibb [00:28:59]: Mortgage dad. Tom Katsaros [00:29:00]: Yeah, he's mortgage dad. Corrine Bibb [00:29:01]: He's mortgage, mortgage, mortgage dad. And he wants to be a part of it. I could See how that would be. Like, you guys have this inside track and all this work you're doing together. And he's like, wait a minute. I have a different persp on this, and I want to be heard too. I think that that's awesome. That's a cool kind of twist and fun family dynamic. Corrine Bibb [00:29:18]: And I get where you're coming from too, Deanna. You know, my husband works upstairs. I'm downstairs in our remote location here at my. My home, Collegeville, Penn. Not far from you guys. And we'll talk business a lot in evening and stuff. I'm like, why are we. Because we'd like to talk business. Corrine Bibb [00:29:34]: We used to work together, but I'm like, you really need to come. Like, let's talk about other stuff. We're talking about business a lot. So I could see how in. In your world, especially doing business together in the same category, working on clients together, you have to remind yourself what else is going on. What do we have this week in personal matters and parties and things just for us so it doesn't monopolize the conversation every time. Right? Deanne Katsaros [00:29:57]: Yeah. And you're absolutely right because my husband was. Is the one that owned the catering business. So I did sales for the catering business and just. It was the same dynamic. You know, you just have to. You just have to stop. And it has to be a balance. Tom Katsaros [00:30:11]: But It's. It's business 24 7. I mean, people walk in the house and hear them talking, and it's like some people that maybe haven't grown up with that are like, come on, like, it's Saturday. Like, we're at the pool, like, we're hanging out, but it's. It's non stop. What's the next move? How are we gonna help somebody with this? How are we gonna fix, like, it's always just kind of getting better or always. They're always, always. Deanne Katsaros [00:30:35]: But I mean, people say, what do you do for a hobby? And I'm like, mortgages. Corrine Bibb [00:30:41]: You guys are infectious. I can feel the passion through the screen. And recording this podcast, I can feel your passion. Right? I mean, your client. Your clients are lucky. Your realtor partners are lucky to have you guys. I can feel the passion. Tom Katsaros [00:30:54]: So we're just as lucky. So we definitely appreciate that. Rachael Tresch [00:30:59]: If you're thinking about expanding your team, maybe working with a family member, I think you should reach out to Deanne and Tom and just get some insider insight. But, you know, partnering with people that you trust and just getting more creative with your marketing like they've done and kind of Branched out. I encourage you to take a page from their playbook and where's a good place that people can find you guys? I mean, think you're. I think you're out there everywhere. All the socials, right? Deanne Katsaros [00:31:29]: Yeah, we're definitely out there. We have a Mortgage Mom Facebook page. I'm on Mortgage mom minute. As far as Instagram. See, I remembered it. Tom, is there any. I'm so not techy. I'm learning, but I'm not that techy. Deanne Katsaros [00:31:46]: But yeah, or just give us a call. You know, just look me up. Deanne Karas. Mortgage Moments. Tom Kitsaros. Tom Katsaros [00:31:53]: Yeah, we got to put our number somewhere in. In the link or tag. Tag us in something. I think that. Rachael Tresch [00:31:59]: Yeah, we'll tag you. Yeah, we'll tag you so you can find them easily. Deanne Katsaros [00:32:04]: But. Rachael Tresch [00:32:04]: But thanks, guys for joining us. This has been great. We really appreciate your time and this has been fun. You guys are fun. Deanne Katsaros [00:32:10]: It was fun. Tom Katsaros [00:32:11]: Look, we. We got to give a shout out to you guys, Rachel and Krin from the marketing team. I mean, you guys are awesome hosting these podcasts and even setting up the events and coming to the events and the meeting our clients and agents and everything. So they love, you know, meeting you guys and knowing that we have a team that is. You guys are part of Team Mortgage mom too. So we appreciate you guys. And let's. Let's keep crushing it. Corrine Bibb [00:32:33]: Oh, that's awesome. I feel like it all comes from, you know, the family values of what we learned in some of the storytelling today to the work family we have at Greentree Mortgage and HMA Mortgage. So I really appreciate you guys coming on. Everybody, if you could, like, subscribe, follow. If you have any questions or more that you want to talk to Deanne and Tom about, we're going to make sure to include all of the contact information in the chat here. Thanks so much, guys. Deanne Katsaros [00:32:56]: Thank you. Tom Katsaros [00:32:57]: Thank you. Rachael Tresch [00:32:58]: Thanks, everybody.