Скачать или смотреть From Seven Figures to Starting Over: Recruiting, Faith & Building Real Influence w/ Richard Milligan

Richard Milligan: Faith, Failure & How to Dominate Recruiting in a Digital World

The Way Podcast with Dino Katsiametis

In this powerful episode of The Way Podcast, Dino sits down with Richard Milligan, founder of 4C Recruiting and one of the most respected recruiting coaches in the mortgage industry.

But this isn’t just a recruiting conversation.

Richard opens up about:

Growing up in an abusive home

Losing nearly everything in 2007

Battling gambling addiction

Hitting rock bottom and finding faith

Rebuilding from failure

And ultimately coaching thousands of leaders

This episode dives deep into faith under pressure, leadership identity, recruiting fundamentals, personal branding, scaling, systems, and becoming valuable in a digital world.

If you're a mortgage leader, branch manager, CEO, or originator who wants to build something meaningful — this episode is a masterclass.

The Way with Dino Katsiametis C…

👇 Use the timestamps below to jump to specific topics.

⏱️ Timestamps & Topics

00:00 – Intro / “Riches in the Niches” + Richard as Dino’s coach

Narrow niche dominance, Dino’s recruiting learning curve, “Good to Great” mention

00:04 – Richard’s personal life (family, rural Oklahoma, horses)

Married 26 years, 5 kids, 50 acres, horses, lifestyle setup

00:08 – Faith & why Richard is open about it

Dino calls it out; Richard begins sharing why it matters to him

00:09 – 2007 rock bottom (mortgage collapse + gambling addiction + suicide clause)

Full story of the low point and how faith changed his trajectory

00:12 – Dino’s “faith under pressure” + surrender + perspective

Men’s group, pressure/diamond analogy, surrender theme

00:19 – Faith + works + “warrior mindset”

Richard on faith without works, levels of mindset, suffering seasons, pride/humbling

00:25 – Segue into coaching & why coaching matters

Dino on coaching, growth stages, why mentorship matters

00:27 – Richard’s mortgage path + CFPB comp change + shift from producer to leader

Comp change (~$600k), giving up production, going all-in on building teams

00:29 – The 32-step recruiting process

How he built it, why it changed everything

00:31 – Hiring 300+ originators + how coaching company happened (2017)

Webinar story where 45 leaders bought coaching on the spot

00:37 – Building a “roadmap” for recruits / people (coaching diagnostic)

Start where they are, fundamentals vs customization

00:41 – The “Attractive Leader” framework (vision, values, purpose)

Leaders are the product; why most leaders can’t articulate who they are

00:43 – Systems + sequencing + desire/dreaming

Why systems win; dreaming as a recruiting lever; “Atomic Habits” idea referenced

00:45 – Personal brand (digital world) + Winston Churchill example

Why brand replaces “handshake era” trust signals

00:49 – Who has the best brand? (Dave Savage) + value vs noise

Value creation as the differentiator

00:52 – Loan officer pivot: how to add value to agents (journalist approach)

Curate value, use content/AI to create playbooks/resources for agents

01:00 – Stop asking, start giving (Tony Robbins concept) + Dino’s originator approach

Helping agents grow business vs “rates/on-time closes”

01:05 – “Drop me in a new market” strategy (outvalue their current lender)

Relationship bridge + consistent value contribution

01:08 – Favorite books

Bible/Proverbs, Supercommunicators, The Science of Scaling

01:10 – Science of Scaling deep dive: Parkinson’s Law + time blocking / jam sessions

Vacation-mode productivity, constraints, focus, systems

01:20 – “Raise the floor” concept

Ceiling vs floor, inconsistency is expensive

01:22 – Wrap-up / book plug / closing remarks.

📚 Books Mentioned in This Episode

Supercommunicators — Charles Duhigg

The Science of Scaling — Benjamin Hardy

How to Dominate Recruiting in a Digital World — Richard Milligan

🔑 Key Takeaways

• Faith without works is dead.
• Recruiting is a transfer of energy.
• Leaders are the product.
• Value creates velocity.
• Systems raise your floor.
• Big vision + short deadlines = innovation.

If you want to scale, lead, recruit, or build a brand — you must become valuable first.

👤 About Richard Milligan

Richard Milligan is the founder of 4C Recruiting, where he coaches mortgage and real estate leaders on recruiting, retention, leadership development, and personal branding.

He has coached over 17,000+ hours, built elite recruiting systems, and authored How to Dominate Recruiting in a Digital World.

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