The Culture Matters Podcast

Kevin DeLory has over 20 years of experience in the TPO space. Kevin has a leadership style that always puts him in the trenches working through any problem with his team versus a bird’s eye view from above. Kevin believes in the bottom-up philosophy that the leadership team at EPM has created. Kevin has several internal core values but among them his favorites are accountability, relationships over transaction, and integrity. Today, Kevin is the Chief Lending Officer and Partner at EPM (Equity Prime Mortgage) where he thought culture was just a buzzword, and boy was he wrong. Kevin explains his journey at EPM as a complete 180. “Everybody speaks about culture, but nobody lives it like I have seen in this organization” said DeLory after celebrating his one-year anniversary in August of 2022.More than anything, Kevin’s experience has left him an eager mentor. The greatest joy in Kevin’s life aside from his daughter is to help his team become the best that they can be. That means both in and out of the office. He learns from his people just as much as his people learn from him and for that he is eternally grateful.Having been in the industry through its ebbs and flows, Kevin is familiar with the stresses and rewards, and can turn ANYONE into a high performer. His strong sales training ability mixed with his leadership and culture knowledge is a perfect recipe for anyone who walks through his door ready to learn and grow.You can reach out to Kevin anytime by email at Kevin@epm.net or you can go to epmwholesale.com and fill out any form or see anything EPM’s team is up to there. You can also tune into his podcast, “The Whole Perspective” with his SVP of Lending at EPM and best friend of 30 years, Kenny Phillips. They air an episode every Friday at 11:30AM EST. In this episode, Jay hones in on Kevin's story, life experiences, and mortgage industry knowledge. Tune in for the ride that it is.

Graham Lichtner is the founder of Pillars Of Growth (Mind | Body | Spirit), a personal coaching company focused on helping men work to awaken their infinite potential and change the world by changing themselves. Through 1 on 1 sessions, group experiences and in person retreats Graham and his team create the space to make the unconscious, conscious, step into deeper levels of masculinity, and BEcome the Legend of your own journey.In this episode, Graham and Jay discuss what is possible with the pillars Graham has created and what Graham's success has looked like within this company. Listen in!

Joe Specializes in Helping those who need to move quickly and clients from out of state who need to relocate.Brooklyn Born, Joe Moved to Miami in 2014 and has Never looked back since! His Business is built onDedicationCommunication Determination & Trust. Joe has the unique ability to cater to and adapt to all of his client's specific needs. You will be delighted with how smooth it will be! In this episode, Joe and Jay discuss what Joe's experience and tactical movements have been in his career that shares his success today.Follow Joe: @gottacalljoe on IG and @JoeBrikman everywhere else.Check out Joe: JoeBrikman.com

Twenty-five years ago, Tony Capullo founded a national consulting firm that provided regulatory, compliance, audit, and cutting-edge, web-based training solutions to healthcare organizations across the country. His company, PPS, developed, implemented, and evaluated corporate compliance programs for healthcare organizations and also served as the Independent Review Organization (IRO) for the Office of Inspector General imposed corporate integrity agreements. From 2005 to 2008, PPS served as a MEDIC contractor for CMS. As an integrity contractor, PPS was responsible for promoting the integrity of the Medicare program by helping to address fraud, waste, and abuse by identifying problems, internal control gaps, and potentially fraudulent activity. Mr. Capullo is a lifetime member of Cambridge Who’s Who in the National Register of Honored Professionals, Executives, and Entrepreneurs. He has been an expert witness on Medicare issues in TN, NC, MS, and AL. He has been featured in several business magazines and periodicals and was nominated by the Business Advisory Council for Florida Businessman of the Year in 2003, 2004, and 2005. He served nine years as a member of the Editorial Board for Report on Medicare Compliance and has contributed articles to the Aspen Publishers’ Physician Practice Compliance Resource Manual and Strategies for Healthcare Compliance Officers. He was featured in CNN Radio's "The Innovators"​in February 2012 and on "Mind Your Own Business," Radio for Entrepreneurs, in 2014. He was nominated for Entrepreneur Magazine's "Entrepreneur of the Year"​ for 2012.In this episode, Tony and Jay discuss everyday advice Tony has received and given and his approach to what a true consultant is, Tony explains explicitly that there are leaders in all of us.

As the real estate market shifts from print to digital technologies and online marketing, Michael is exceeding client expectations. His unique skill-set and determination to stay ahead of the industry as a Luxury Lifestyle Realtor® coupled with his depth of experience and professionalism, commitment to excellence, and stellar customer service truly positions him as a force for his clients. Quickly earning such positive notoriety as a leader in his industry, he is consistent in delivering premium service across the board. Michael is honored to serve his home state of Connecticut, one of the most robust markets in the country. Being a collegiate All-American swimmer, Michael understands the amount of hard work, discipline, and dedication it takes to excel at what he does. He is a trusted member of his community at large and locally. While teaching and coaching swimming in New Canaan and Trumbull, Michael's local insights and knowledge of the area give him and his clients quite an advantage towards making their goals, reality. He is no stranger to competitive markets or competition, which enables him to be a powerful competitor and real estate agent who provides white-glove service on top of his unmatched negotiation skills which you won't find elsewhere. Michael is the agent who will get your home sold or help you find the perfect lifestyle and home to buy.In this episode, Jay and Michael discuss why the time is now to focus on not just your business but your brand to always ensuring the end goal in mind!

Phil Mancuso has worked in the financial services industry for several decades. He continues to make it better with his futuristic style of thinking as well as customer service skills in communication and keeping his word. Phil believes that one plus one doesn’t always have to equal two… Maybe we can think outside of the box and come up with something that only people have dreamed of. As a strong financial professional, strategist, and leader, Phil believes that a rising tide can lift all boats, and when we unify through collaboration, we can get the job done. Today, Phil is the President or “El Presidente” of Appraisal Nation and the Chief Investment Officer and Partner at EPM. More gets done with Phil than without him, and EPM, Appraisal Nation, and the other partners are grateful for his leadership every day.In this episode, Jay and Phil discuss what it means to be relentless in today's market and the concept of how when you work hard, really anything you put your mind to can be achieved. Learn about mortgage, finance, leadership, and life in this episode!

Having lived in Bucks County since 1980, Joseph has an extensive background and knowledge in the history and background of Bucks, Eastern Montgomery County, and surrounding communities. When people think about Real Estate representation, one should expect the best. When it comes to servicing my clients, I have the innate ability to inquire and follow through with every task and assignment that I encounter. My keen ability to simplify the process and put clients at ease insures that everyone involved stays informed with clear, concise communication. This is the cornerstone of my representation.Joseph Bograd, a 13-year veteran of the Bucks and Montgomery County real estate industry, attributes his success and reputation to his optimistic approach and sincere commitment to helping his clients fulfill their real estate needs. “My main goal is client satisfaction,” says Joseph Bograd, who strives to establish an ongoing relationship with each buyer and seller he represents so that he may be of continuing service to them. “When listening to my clients’ wants and needs, I am able to help make their journey towards obtaining their dream home a pleasant experience. When you work with me, you receive more – more compassion, more awareness, more sincerity, more diversity, more of what you expect from your real estate broker. “Dedicated to his community as well his vocation, Joseph Bograd serves as a Member of the Bucks County Association of Realtors and actively sponsors various charitable organizations. When it comes to real estate, “The Difference is Joseph Bograd.”This is a throwback episode that Jay recorded with Joe three years ago but the value holds true to today because that's exactly who Joe is, real and authentic! Tune in!

Through Vetted VA™, Christopher Griffith is working for Veterans who want to use the VA Home Loan Guarantee to purchase their home – and take control of their lives.He is a Marine Veteran, entrepreneur, educator, motivator, and a “nobody from nowheresville.” Christopher understands personally what the VA Home Loan Guarantee can do to change lives for the better; that’s why he is dedicating his time to creating a better solution that will make it easier for Veterans to get the mortgage they want with all of the perks they desire. He is bringing awareness to the fact that service and integrity are missing from the practice of real estate, mortgage, and lending in the United States. This does not mean every single individual working as a broker/mortgage originator, but rather the system that has evolved into a feeder system for large banks and small predatory lenders.Not only does Christopher commit to sharing community-building exercises and stories, but he’s also deft at it. He has become a top thought leader in the community of Veteran advocates through his prolific use of media. The beauty of the Internet is that you can build a voice for your business and community without spending a dime, which is exactly what Mr. Griffith has done. The amount of time and effort he puts into helping his neighbors and community is bountiful. He truly believes in the power of giving and goes all out.He saw the opportunity to build something different, something special, something built on common principles based on relationships. Christopher also builds trust, which forms strong family-like bonds between clients, brokers, friends, and neighbors that will last a lifetime.In this episode, Jay and Christopher discuss the importance of the code of conduct, how to be the warrior who brings others back, and what it means to develop personally.

Throwback episode to three years ago in May of 2019, where Jay sits down with Noah Ostroff, CEO and President of PhillyLiving, to learn about his story and how he has made the real estate industry better for it.Now, Jay and Noah are great friends and have learned a lot from each other. Tune in and learn for yourself!Noah Ostroff is a serial entrepreneur in the Philadelphia real estate industry. He is the Operating Partner of a Keller Williams brokerage called Keller Williams Philly, the CEO of his mega real estate team called PhillyLiving, and the founder and CEO of Center City Development. Noah got his start as a project manager for Toll Brothers and, subsequently, Centex Homes before venturing into real estate. He began his real estate team and development company in 2010. Philanthropy and service are extremely important to Noah. From 2013 to 2019, Noah donated many “free houses” to various charities around Philadelphia by raffling houses to the high bidders and donating the money to charity. As a respected industry expert, Noah became a board member in 2016 for the Building Industry Association (BIA) and has continued to serve in this capacity.Noah is married to his wife, Ashley, and they have three beautiful children.

“It’s impossible to wake up every day doing the right things and get the wrong results.” - Brian HessBuilding a foundation for an industry with many players takes commitment, integrity, and relentlessness–just three of many qualities that have enabled Brian Hess to build a 7-Figure company and forge enduring relationships with clients that are in the rankings to span decade(s).Over his lifetime, Brian has devoted himself to focusing on the specificities of hard work. When it is time for his legacy to live on, those who know him will remember him as someone who has set the example for being exceptional in every aspect of their life. As CEO and President of The Pavement Group, Top Contractor School, and Host of The Perspective Podcast, Brian has proven that serving his clients and listeners using his unique data will pave the way for more industry icons to follow his lead. Brian leads an esteemed team of various skills with expertise in technology, marketing, production, sales, and of course, construction.Brian’s definition of happiness is fulfillment and knowing one has made the difference they sought to make, which is mostly influenced by being a son, husband, father, and CEO. With an extensive understanding of leadership, oration, and his proprietary technology, Brian expertly navigates through all the processes he and his team have created to ensure success, avoid pitfalls and achieve the highest value for those he works with. Inspired by Brian’s example, his influence gives the perspective to those who have invested in his brand to take time to understand goals, be responsive and transparent in their communications, and earn trust. When two of Brian’s personnel achieved their goals of buying their first home, it allowed Brian to see that he and his team built something from scratch that enabled the American Dream to be possible for his people.In a field that typically runs on fleeting transactions and minimal innovation, Brian has elevated the concept of tailor-made client service in developing a hallmark approach centered on personal attention, customized technology, education, and a mentor to a mentee revolving door for the utmost success.Brian is a natural-born teacher as well as a natural-born student. He says, “It’s impossible to wake up every day doing the right things and get the wrong results,” and with the values, he has instilled in his team, family, and company doing the right things come naturally. From a young age, Brian has welcomed hard work, but the main lessons he has learned in life is never to give up, that knowledge is worth way more than money, that listening is the most important thing you can do, that time wasted is time you never get back, and to make the most out of every day.  In personal time, Brian enjoys spending time with his family and says that his favorite job is as a Father and Husband. Brian follows the diligence, love, and culture-building skills he learned from his greatest influences; his parents. He and his wife, Lori, have built a beautiful life with their four children, Paisley, Kingston, Quincy, and Preston, and Brian says he has never felt as loved as he does at the end of the workday when he walks into his house. For Brian Hess, there are no regrets, only results driven by a brand built on influence, determination, and finding the perspective uniquely to all the individuals with a goal to prosper.In this episode, Jay and Brian discuss what it means to show up as your best every day and how they are both doing it with no questions asked.Follow Brian @realbrianhess everywhere.