Lessons from a Third-Generation Mortgage Banker | Ep. 571

Join us at Sales Mastery 2025 in Dallas, TX 👉 https://www.salesmasteryevent.com/ Use Code: TLOP D.O. sits down with Kate deKay, CEO of Eustis Mortgage, for an inspiring and insightful conversation. Kate—who bought the company originally founded by her grandfather—shares her journey from summer receptionist to processor, loan originator, manager, and ultimately CEO. She candidly discusses the realities of being a female leader in a male-dominated mortgage industry, how she navigated family business dynamics, and the challenges and triumphs faced along her 20-year career. D.O. and Kate dive deep into: - What it meant to climb the professional ladder in her family’s business - How she leveraged relationships and networking to thrive as an originator - The critical role of industry involvement (and why you should join MBA or your trade association) - The story and pressure behind buying the company in 2018 - Adapting to market changes, remote work, and the future of the mortgage industry - Candid insights on AI, technology, and advice for newcomers 00:00:00 - Intro & Kate DeKay’s Story: Third-Generation Leader 00:05:39 - Kate’s Start in Mortgage & Career Path 00:13:10 - Building Success as a Loan Originator 00:17:23 - Moving into Management & Overcoming Nepo Baby Stigmas 00:19:50 - Industry Involvement: MBA, Leadership, and Advocacy 00:26:47 - Buying the Company: Lessons, Growth, and The Future