Latest / Mortgage Marketing Radio / Ep #30: Are You a Modern Mortgage Originator?

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Ep #30: Are You a Modern Mortgage Originator? · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, Jeff Zimper, welcome to another episode of mortgage marketing radio.
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I am so glad you're here.
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We have got a great guest for you today.
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I have admired and considered a mentor for many years since 2003, roughly, and somebody
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who's more recently become a friend and but is continuing to be a mentor for me because
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of his leadership and value that he brings to the mortgage community.
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And that is none other than my special guest, Dave Savage, the founder and CEO of Mortgage
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Coach.
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Mortgage Coach, you've got to have heard of Mortgage Coach.
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If you haven't, I don't know if you've been living under a rock or whatnot, but Mortgage
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Coach is a powerful platform that helps position you as a trusted advisor amongst your clients
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and referral partners and really provides a way for you to deliver information in a concise
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and understandable way that makes sense, particularly when you think about in today's world,
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mobile, digital, what is a modern mortgage professional?
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What does that look like?
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How do you adjust for the new world of people living and breathing on mobile and deliver
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a not a traditional mortgage experience, one of, you know, fee sheets and confusing printouts
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and PDFs, but one that's visually oriented of graphs and charts and one that incorporates
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video and makes it easy to consume, digest and share mortgage information and helps clients
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better understand as Dave calls it a total cost analysis, but does so much more than that.
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You hear about some of the new things Mortgage Coach has in the works and app that's really
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specifically designed for realtors and consumers, kind of the Pinterest of home shopping apps,
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if you will.
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So I'm just really thrilled to have Dave on.
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He shares with us a lot of his insights over 20 years in the business, best practices
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from mega producers that he's seen, what it means to be a modern mortgage professional
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and more.
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So enjoy today's guest with Dave Savage and let's get into the show.
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Hey Dave, welcome to the show.
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It is good to be here Jeff.
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Hey Dave, the pleasure is all mine.
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I know we were talking right before we hit record and I can't tell you how much I've
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been looking to this call because, I mean, you know me well enough now, not blowing
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smoke up your skirt.
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I have a lot of tremendous respect for you and think you've just done a great service
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to the mortgage industry for loan officers and I say that as a, you know, former user
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of Mortgage Coach way back in 2003 and I know you know that, but I chose to become
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a user of Mortgage Coach as a loan officer because I was looking for a way to differentiate
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myself both among realtors and my clients and position myself as, right, somebody who's
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knowledgeable, somebody who educates their clients and somebody who really wanted to present
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that high level professional looking presentation that really sets me apart from your quote
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on quote average or other loan officer that isn't necessarily going to those lengths.
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So if I hadn't told you that before, just, you know, I'm doing a, doing a bow and a
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namaste.
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Thank you to you.
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I've had a lot of speech in the mortgage industry and it's given me a lot of gifts and
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it's an honor to serve.
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Yeah, and I really get that from you too.
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I think it really shows up in just, you know, who you are and anybody listening to this
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who they've ever interacted with you or been around you, you know, listen to you on your
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Tuesday calls at Mortgage Coach.
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I think they get that and you've obviously had a lot happen.
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One of the things I want to make the listeners aware of, this is pretty mind blowing.
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You are coming up on your 20 year anniversary of Mortgage Coach, right?
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Yeah.
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No, it is mind-blowing.
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I can't believe it.
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It's going to be two decades.
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A couple of lifetimes.
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Right.
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It's really when you look at lifetimes, it's like every seven years, it's pretty a lot
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of change happens in one life.
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So it's maybe three lifetimes.
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And it has been a long and winding road a lot of those 20 years, I'm sure as the things
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you've had to go through and a pivot and adapt and personally grow, you know, just to survive
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and, you know, get where you are today.
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Yeah.
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No doubt.
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There was a period where it was, you know, start-up, slack, hobby company that sat alongside
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the mortgage operator and then, you know, a flourishing period, pretty meltdown.
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And then when I take the mortgage coach today, you know, coming out of the meltdown of
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2007-2008, it's a very different company, so it's been a couple different iterations
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of mortgage training.
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Yeah.
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It is a very different company.
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And, you know, to that point, you've gotten a lot of recognition and acknowledgement
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recently, most specifically here with USA Today, selecting you, awarding you with the, you
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know, top app for real estate education, for loan comparison.
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And that's just, that's pretty awesome, man.
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So Kudos to that.
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Yeah.
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Now, it's been a good time.
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You know, I mean, within the industry, you know, there's obviously a strong movement to
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the digital mortgage.
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I think that plays very much to our favor within the industry and then, you know, consumer
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trends before using mobile devices to make better decisions, to communicate better, and
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to get transparency when you look at all the mobile apps out there that are giving that
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fraction of value, communication, transparency are big.
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And obviously, when it comes to getting into mortgage debt and, you know, buying a home,
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those are big deals.
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So yeah, these, you've put a lot of investment to be a great app for families and relatives.
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You definitely have.
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And I'm going to come back to that point about modern mortgage professional in a few minutes.
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But, you know, in preparing for this, this conversation today, there was a lot of questions
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and directions we could go with this.
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But I, one of the things that I felt was relevant because you've got such a long history,
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you know, 20 plus years in the business.
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And if people don't know your story, it's, it's kind of interesting.
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Obviously, you were a producing loan officer back in the day, 20 plus years ago.
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But I, you know, knowing your story, and I actually remember downloading your book that
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used to make available, what was, that was called the Art of a Referral, right?
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Yeah, that goes way back.
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Yeah, I think I wrote it in 2002.
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Yeah.
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And what people, if they don't, if they're not aware of it, then I find this just kind
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of interesting is so you chose, you got some, some, you know, training and coaching,
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I think that, that, you know, kind of made it clear to you that it was an important
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for you to pick a niche and focus on that niche and perhaps own that niche.
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And for you, that was CPAs and financial planners.
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And if I'm reading this bio correctly, you created and managed a database of 793 CPAs
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who referred you 252 close loans in a year, which generated just a 962K in commissions.
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Yeah.
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The only thing I would add is there were attorneys, so CPAs, financial planners, in attorneys,
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I think what I did, the white paper that I wrote was really focused on CPAs and financial
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planners, because that was a pretty deliberate way to do business.
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And then, you know, a lot of the CPAs and financial planners were not only referral partners,
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but they were science.
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So I mean, I had, you know, that bragging that when you looked at it, having that very
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time, you know, the most successful CPAs, the most successful financial planners and
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realtors, a very high percentage of them were clients of mine, and in addition to referrals.
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Well, so that, you know, leads to a question, well, how did they initially become clients?
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I mean, I was at aggressive sales guy.
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I mean, you know, if you, if you, if any county, if you live in, you know, like who are
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the top 15 CPAs in Orange County, you know, that was published in the Orange County
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Business Journal.
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I, you know, I don't live there anymore, but I assume it still is.
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And I would, I'd call them, I'd market them, you know, time, and I'd say Saturdays, I'd
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specialize in helping CPAs and their clients with their financial planners, but it comes
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to the mortgage.
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You ever have, clients ask you about mortgage decisions or buy a real estate boom, you
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know, let's talk.
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Now, there's a better way to do it that, you know, you know, at the end of the day, that's
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what I did is I targeted that segment and worked hard, worked focus, you know, adding
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good sales process.
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A lot of mortgage posts that, that was my, you know, it's a weapon.
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Well, back then, all you had pretty much was the phone.
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So when you say, there's a better way to do it.
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Can you elaborate a little bit on what you mean by that, or would you do it differently
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today?
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Well, I mean, I think over full calling is not the best way to be introduced to someone
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and be referred, which, you know, I think I've since, you know, read the power of who
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I am.
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I've been talking about the, you know, has taught me that, you know, make friends with
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people that you've been successful with and business with people that you try to control.
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I just, I just think you could get a lot of introduction to what a call calls not necessary.
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And then yeah, in today's modern media, you know, the word omnichannel, there's a lot
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of ways to communicate and reach out and text, email, LinkedIn, Facebook, and phone, you
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know.
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And to me, the phone is just one of five or six different channels in which you could,
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you know, being people, call people to me with prospects and fun.
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Right.
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Okay.
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So 20 years in the business, you know, at mortgage coach, I know you work with and have
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had some of the top producing most successful loan officers in the country advocates and
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endorsers of mortgage coach for many, many years.
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And I know you've seen all types of loan officers, you know, come across your path over the
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last 20 years.
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And I thought a relevant question for you because you do see a, you work, you get entrenched
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pretty deeply with different companies and so forth.
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So, you know, if anybody's got kind of like, you know, let's open the files on and take
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out, you know, what's the DNA of a successful loan officer who survives and thrives 20
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years?
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Is there anything that, you know, you see as like consistent habits, patterns of beliefs
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that you've noticed over your 20 years of working with loan officers?
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Oh, yeah.
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I mean, there's definitely, you know, friends and, you know, listen, when I talk to a loan
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officer, and again, I kind of put them in risk categories and then I have a fourth category
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of it.
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You know, I mean, people that are top producers, you know, people that are, you know,
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four producers, I did core producers, people that are just doing core business.
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So, a top producers, anyone over eight months, you know, a core producers are, you know,
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Rita Seven and some of the struggling is, you know, rear-left lows.
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And then, of course, you have that layer above that where you just have to, you know,
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beware from hollow fame players to franchise players, people that are doing 20, 30, 40 loans
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a month.
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And obviously, there's people even doing more than that.
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But when you get to a top producer on a, you know, to a mega producer or a franchise player,
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you know, there is a level of energy attitude and confidence.
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It is uncommon.
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You know, they just, you know, who knows how much of that, I think most of that they had
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before they got successful.
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And that was the energy that created that level of success.
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And, you know, I've interviewed Jeremy for CA a number of times and his, his energy
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is just off the charts, you know, and his dedication to hitting the highest levels is
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off the charts.
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So, there's always, you know, call it the attitude and confidence factor.
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Now, you know, the other, you know, two things that I think are pretty consistent among all
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the best of us are communication.
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And I have interviewed people that talk elegantly and are just these polished communicators
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that are just like superhuman.
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And I talk to the producers that, you know, have a list that have each impediment that
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are introverts.
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And so, you know, when I say great communication, it doesn't mean their, you know, great public
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speakers are just the most eloquent sales person ever.
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It's just the people that are, you know, they're proactive in how they keep clients updated.
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They earn trust and respect the way they communicate with people.
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But, you know, just, you've got to have a very high level of communication skills to be
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the best of the best.
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And then, you know, when you get above eight loans a month consistently, you've got to
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great, have great processes, ways in which you consistently deliver exceptional experiences.
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So, those are my three criteria, you know, attitude, slash energy, you know, processes,
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communication skills, I've never met a top producer.
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But by the way, they didn't have two out of three, they had all three, two out of three
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does not get you and keep you hot top producer status.
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Do you think any of those can be learned or acquired?
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Of course, I'll, I'll, you know, to be learned and acquired.
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I mean, I think, you know, the confidence and attitude just, that one's probably the
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hardest because it just does take, you know, fire in the belly, you know, the intrinsic
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sort of thing that is, you know, but, but, but I, you know, I think you get a new chance
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every day, you know, every day you get to wake up and see, who am I going to be tomorrow?
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And every week and every month and every year, you get a chance to take it to a new level.
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So that was the hardest, but it's the ground.
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And then, processing communication skills, I mean, I don't want to say it's the easiest,
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but it really is to be anybody can have a great consistent process.
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And that's what led to the birth of mortgage folks was I had developed a process or what
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I called wowing a family at the point of sale.
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By the way, that's the name of the mortgage, the company that owes mortgage to, wow,
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to do that, Jeff, but, you know, that, that was my big epiphany, what I just figured
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that being successful was just as simple as, you know, wowing your customer and delivering
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advice and experience surpassing expectations.
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Yeah, so that's a good transition because I wanted to unpack a little bit about, you know,
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kind of your epiphany or I don't know if it was just a process over time where you started
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to realize that, you know, back then in the mortgage industry, there really wasn't the art,
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right, a tool to be able to create that wow presentation that made it easy for clients
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to understand their different loan options.
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And, you know, today, I know you throw around a term like total cost analysis, right,
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like, but back then there was no such thing.
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So, what was the, was that part of the genesis of it where you just, you started to notice
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that and you're like, man, there's got to be a solution and there wasn't.
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So you're, oh, let me do it.
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Yeah, so that, I could tell a long story, making a long story short.
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I mean, I had experimented, you know, I had my vertical experience financial planners,
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and I did have a realtor or two that I would, you know, recruit.
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Although, it was an easy recruit because I had, you know, a lot of self-sourced business.
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I was just like, hey, who's the realtor that wants to be hired to?
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You know, so, so I had tried everything from, you know,
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and you worked with me and you stayed a half a point and I was a broker.
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So I had come up with a lot of creative ways to say, working with me is a better deal.
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So I had, I don't want to go through all the difference.
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How do you do that?
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Sure, over the first three to five years of business.
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But I, I finally landed on my advice, you know, and it was something that I believe,
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what is the total cost analysis today was a process that probably took me
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more than a year but less than two years to develop where there's, you know, this all on one
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key to paper, there's options and then there's cost over time and then there is, hey,
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if you pre-page your mortgage by a little bit, look how much you could say.
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So the, the big idea of the total cost analysis is that it needed to be all on one piece of paper
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and it was, I could tell a financial planner, a CPA, a realtor, a family,
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my interface makes a difference. Let me show you.
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And there was about one minute later after I showed him and I spoke to this one page
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total cost analysis. They're just, you know, I mean, maybe they're say it out loud, wow,
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you know, or you would just see him kind of like, oh this guy, you can just see him, this guy's
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smart and I trust this guy, you know, and when people think you're smart and they trust you
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and that all happens at the same time, good things happen, you know, so that was, that was the
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birth and that was how it happened. And what did it look like back then?
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Well, the first mortgage cost, I think it needed an access. Well, the first mortgage cost,
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okay, so, prototype and then an access, you know, I mean, it was just a one page, you know,
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PDF, piece of paper. Was there any colors and graphs and charts or?
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Of course. You know, you know, it's just, you know, I mean, you know, the first mortgage
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coaches were floppy, you know, you had to reboot your computer two or three times to get it working
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and I mean, I think it was a 30 minute process to get it working. It's amazing that we ever
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told anybody how mortgage costs back in the day. Well, it's obviously come a long, long ways
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because, you know, you used the term earlier called the modern mortgage originator, you know,
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another one I like is kind of a next gen originator and that really speaks to this whole
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movement towards technology. The mortgage industry has really picked up and taken a hold of
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adopting technology for better efficiencies and so forth, right? The digital mortgage experience
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is one that I think is, I don't know, would you say it's real today? The digital mortgage
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experience? Oh yeah, no, I was at the digital mortgage profit. It's very real. I mean, it's not
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perfect and it's not seamless. There's still, you know, there's, you can create a pretty native
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digital experience for the family, but then behind the scenes, you know, it's not very, you know,
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it's not native, it's not clean, but it's pretty much, you know, I mean, the mortgage
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we, you know, we deliver great mortgage options in a native digital experience and, you know,
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we integrate with a lot of the industries, you know, the infrastructure and technology players.
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It's getting there and it's getting quick. You know, there were a lot of people at the digital
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mortgage conference last week in San Francisco, over a thousand and when I, when I think back,
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what it was like a year ago, going to NBA Tech and then this year, early in the year, NBA Tech
20:46
was twice as big as last year and then the digital mortgage was twice as big.
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The technology is moving very fast and we are catching up with it.
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So let's, let's hang out there for a minute on this whole concept of a modern mortgage professional.
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unpacked that a little bit. What does that mean? Does, does a consumer today recognize when they
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they're working with a modern mortgage pro? They should or they're probably not.
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I mean, I, I think first of all, you've got to delineate a trusted advisor just a little
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after. Okay. I mean, a loan officer at the end of the day takes an application and conducts a
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transact, you know, and a trusted advisor is an educator, is someone that is a real advocate for
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the family to help them make decisions that build wealth with real estate. So, so first of all,
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I think, you know, what we advocate is don't be a loan officer, e.h. trusted advisor.
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And then that word you want to put in front of it, whether you want to put modern digital,
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I think, you know, using technology to communicate more effectively, using technology to deliver a
21:55
more consistent experience, using technology so that families get it on their mobile app or they
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get it where they do life, which is on some type of a device. It just makes sense. You know, it's
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it's a time, it's a great idea. His time has come. So, obviously, I'm a believer of that. You know
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that already. And I'm such a fan of, you know, as I said earlier, how mortgage coach positions you
22:19
as you describe, right? It's, this guy's smart. This guy's professional. He gets all the objections
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kind of melt away. And, you know, the, the, the rate sensitivity goes, but, but when somebody's
22:29
presented with the option of, you know, okay, let's move off of the traditional fee worksheets
22:37
and Excel spreadsheets and, you know, all that ugly text-based stuff. Why, why do people still
22:44
resist that today? Well, I mean, first of all, change is hard for a human being. So, anything
22:50
that's different than what they do today from a habitual perspective, that in itself is something
22:57
that's actually the overtime. And then when it comes to going from being, you know, a rate floater,
23:02
a pre-qualler to being an advice provider, you know, it's a, it's a higher level, I think, you know.
23:09
And so, what I find is we can mortgage the, you know, clicking the mouse,
23:14
inputting the field to create a total cost analysis, that's pretty easy. You know, and once
23:19
someone's done it five or ten times, they don't stop, you know, the bigger hurdle is to,
23:24
it's to get the loan after. So, we're at a values level. They, they're like, yes, I want to be a
23:30
modern trusted advisor, and I want to have a higher level conversation in relationship with
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my client than someone who closes their loan. I want to be an advisor. And, and that does
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somewhat have to come from within. I mean, that's why I do the Tuesday calls. I try to bring in
23:49
inspirational leaders that are incredibly successful at our industry. And if you want people to act
23:56
differently, they have to think differently. So, I mean, I do that Tuesday call to get people to,
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you know, aspirationally see themselves at a higher level. I want to be a trusted advisor,
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not just an application. Well, that's the challenge. Do you think that if you're going to succeed
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long term, right back to that question earlier, the LOs you've seen over 20 years,
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if you're going to succeed long term, and if you do have aspirations of building, of becoming a
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quote top producer based on your guidelines of over eight loans a month, how important is it
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that somebody does make that mindset shift, that they're not just a, a quote loan officer taking
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an app, quote, an array. I'm actually a trusted advisor now. How relevant is that you think to
24:44
moving up that ladder of success? Now, it's, it's never been more relevant. I mean, some trends
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that are undeniable in the call center, loan officer, and the number of transactions that are being
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done, either, you know, digitally highly online or through the file center has grown. I mean, a lot,
25:02
right. It's, it's a very, it's the fastest growing market. And so that self serve. And, and if you
25:09
want to differentiate, if you want to be a self-sourced loan officer who's getting families to
25:14
like you, trust you, do business with you, and let's face it, you want them to do that business
25:19
with you for life, you need to provide, you know, an experience. And, and you know, this old saying
25:26
that good is the enemy of great. I don't think great is good enough anymore. But there's a lot
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of mortgage companies, a lot of loan officers that are great. Darren Hardy, who, you know, we do
25:38
partnering with with the program called the same productivity. He's like excellent. Great is not
25:44
good enough. You've got to be exceptional. And so being a trusted advisor, I think if you want to
25:49
grow and want to foster, it's, it's a must. Now, I don't like to be that doob there to say for the
25:55
loan officer that's relying on their country club relationships, and they've got many. I'm not saying
26:00
you're going to go out of business in two years or three years. But I am saying that's not going to
26:05
trend. That's, it's not the best way to grow. Being a trusted advisor, the leveraging technology
26:11
is going to make your job easier, make your, you know, make you enjoy your job more. And you,
26:18
you can really grow with that type of a paradigm. Yeah, you're definitely right in terms of the
26:23
digital. I mean, obviously you mentioned that. I think I'm frock at mortgage and, you know,
26:27
other companies like that will just continue to kind of, you know, peel away at the consumer who
26:32
wants, quote, self service, who, you know, was focused on rate. Tell me this, then when you get
26:38
in those conversations as a mortgage coach, and, you know, people are conditioned to rape, right,
26:43
because of the advertising that's going on. How does a mortgage coach, trusted advisor,
26:51
position themselves? I don't know if the right word is against that or, you know, in a mean to,
26:56
to win that business, if you will. Well, I don't think it's very complex. And I've done a lot
27:04
of interviews and top loan offers where, you know, the stripping that I'm going to describe right
27:09
now, I, you know, there are a lot of calls, you know, recorded calls on how you do that. You search
27:16
mortgage coach on YouTube. Josh Metal has done incredible stripping around that. Jeremy
27:22
4CA has, but I mean, at the end of the day, it always has to be the questions like, how old do you
27:28
want to be when you're having this paid off? And then when they say, oh, I want to be 60, I want to
27:34
be 50, whatever, based on the loan we're getting and how do you going to be? Usually there's a five
27:38
to 10 year gap. That's a good question to start a press advisor's conversation. Or the most
27:45
common question is, you know, how long do you think you'll have this loan? I mean, that's the
27:49
question that every loan asked. But so they really don't do much with it, you know, they maybe
27:54
that maybe based on the answer, they put a little more emphasis on a five year arm or, you know,
28:00
maybe they put a little more emphasis on a 15 year, but they don't, they don't visualize it.
28:04
So it's just, it's just asking questions that you're asking now. And then saying, you know what,
28:10
I'm going to put together a total class of houses for you. I'm going to show you two or three options
28:14
for what you told me are important to do. I'm going to show you how that will impact you monthly.
28:20
I'm going to show you, you know, you mentioned that you want to move or be in a position to move
28:24
up in five years. I'm going to show you how that will impact in five years. And you know,
28:29
you told me you wanted to be debt free in 18 years. So I'm going to, I'm going to do the five
28:34
years in the 18 years. And then I'm going to let you make the best decision. So the most part,
28:39
it's having the same conversation you're already having. But it's just reading back their goals
28:45
and then providing their options in a way that aligns with them. You know, it's so simple. Then
28:52
I'm going to, I'm going to email this to you. It's a link. This is going to be your personal
28:57
mortgage code or a total class analysis. And it was a prequel. Every time you, you different house
29:03
that you want, I'm going to update that. And it will just be live. This will be like your,
29:08
your mobile app so that when you're shopping for a home, as it changes, I will just update that
29:14
for you. And then you can look at which loan serves your goals. So I hope that helped.
29:20
If you want to hear actual loan off the set, you know, check out one of our, one of our videos
29:25
that are YouTube channel. Yeah, absolutely. That is a great source. The YouTube channel for mortgage
29:30
coach. And also while you are listeners might be writing that down, the other resource to check out
29:35
is the calendar at mortgage coach. You mentioned the Tuesday calls. That's mortgagecoach.com,
29:40
Ford slash calendar. You can get access to everything you're doing there. It's a great place to
29:45
see what's coming up for calls and all that fun stuff because you are providing a lot of great
29:50
content. That Tuesday call in and of itself is like a, you know, a weekly top producer coaching
29:55
call where you peel back the, the layers and dive into somebody who's, you know, doing, you know,
30:01
30, 40 units a month in some cases, you know. Yeah, no doubt. My goal with that call every Tuesday
30:09
is to be the mortgage industry best sales meeting. And I'm fortunate in the fact that we've got
30:15
such a big network of top producers that there's not a lot of people that I invite to that that
30:19
don't pick me up. You know, I mean, I had Dave and Empty last year. Right. Simon Sinek last year.
30:25
I have Darren Hardy once a year. So it's either a top producer or someone that's an inspirational
30:31
leader or author. So we, you know, we just kind of get you to think differently. You know, be an advisor.
30:37
Don't just be a loan officer, you know, think at a higher level. Yeah. And I think if you know,
30:43
you're, let's face it, if you're competing against the, you know, those, those companies like the
30:49
rocket mortgages or others who, you know, are trying to drive that sort of self-serve option and
30:54
they got big dollars behind the advertising. You have to have a way to position a differentiate
30:57
yourself. If it's not relationships, obviously you've got a referral from a real estate agent that
31:02
doesn't guarantee you're going to get the business. But real quick, Dave, I know we've only got a few
31:06
minutes left. But how do you see your mortgage coach users leveraging mortgage coach to position
31:11
themselves to capture attract and capture real estate agents? Let's say they don't have the agents
31:18
yet. Let's say, you know, I'm a loan officer. I got to hit the streets and go get some agents.
31:22
How do they do that using mortgage coach? Yeah, no, it's a great question. There's a,
31:27
there's a whole interview, you know, five realtor strategies by the Gaylord Handsome team, which
31:33
just rushes that question. But at the end of the day, it's about storage. You know, we do
31:40
meeting with a realtor and you're either explaining strategies around how you're going to help create
31:44
urgency, whether that's versus own or a buyer moving up, to be able to position yourself is not
31:52
just someone that just prequels each word and gets good loans, but to say, hey, you're for someone
31:57
to meet, I'll create urgency. If it's the first time a home buyer, they'll want to go for running
32:02
the owning factors and ever after I show them a total cost analysis. And then you show it to them.
32:07
If you specialize in helping families move up into bigger lifestyles and bigger homes,
32:13
I'm going to help let that out for your family so that they see the value of moving up. And
32:19
and you, you know, you just you just explain your strategy for like 15 to 30 seconds and then you
32:24
pull out your mobile app and you walk them through and you use it to to bring that story or
32:29
strategy to life. So, you know, I like to call it most of our training story selling, but it's
32:36
where the total cost analysis app is a prop to help you be more compelling and deliver more
32:43
value. And I mean, at the end of the day, if you've done it right, the realtor is going to go,
32:49
whoa, that is how I want that's the extension of my sales process that I want. Now again,
32:56
we're not a matching pill. You know, it's not an essence match between you and the agent
33:00
or the, you know, you still have for work to do to break the low if you were not this magic bullet,
33:07
but there's no doubt it gives you an edge. And it's key to differentiating yourself.
33:14
Yeah, absolutely. I think you made a good point there. That's an extension of that agent's
33:18
sales process. Just that continuity of assuming you're working with a professional agent,
33:23
that continuity of professionalism and, you know, they want to deliver that really wow factor
33:29
experience. It's no better way to do it than mortgage coach. So you show agents that and they're
33:34
going to be, as you said, right, blown away. Plus, in the fact that when you are sharing the total
33:40
cost analysis with your prospective home buyers, I'm just making our listeners aware of this,
33:46
you know, the great thing about that is you can basically link up your realtor every time,
33:51
right, one of those clients, one of those buyers is opening the the total cost analysis. I mean,
33:57
everybody gets notified when somebody's actually viewing that information. So it kind of gives you
34:00
that real-time visibility into how engaged are these people. And so you can better understand,
34:07
right, what the follow up should look like and all that kind of stuff.
34:09
Absolutely. The more you can be an extension of the realtor sales process and the realtor can
34:15
visually see that's possible. You can say, hey, I'm not like every other loan officer. I'm a
34:20
modern trusted advisor or whatever language you're going to use. And then just say, let me show you.
34:25
Yeah. And then when they refer you a home buyer and they get back a link where, you know,
34:32
that link is to a video and a grasp of charts around why they should buy your home realtor's like that.
34:38
You know, I mean, it's something that's a lot of that. Yeah, absolutely. Well, awesome. So we're
34:45
almost out of time here. But so obviously we're at the end of 2016. What's on deck for you for
34:49
2017? Anything you want to highlight or talk about? I know you've got, you know, different apps
34:54
kind of in the works and all that. Yeah, no, we're really excited about 2017.
35:00
You know, continuing to give the mortgage to community of loan officers an advantage in the marketplace.
35:06
And realtor's are, you know, the heart of referrals. So we've got an app called MyNet
35:12
that we're launching on behalf of our mortgage cash partners. And, you know,
35:17
think of it as a real estate camera, you know, not home search, but home shopping. You know,
35:23
what a family's out shopping for a home, you know, they, you know, they're almost like
35:27
Pinterest for a home buy. And they're out looking for home, take a picture of that home,
35:32
take a picture of the bedroom, put it all in context and share it. So we're going to create tools
35:37
and strategies to help mortgage cash loan officers differentiate and add more value to written.
35:43
You know, that is 2017. You know, biggest focus is innovation with real estate agents from the
35:51
mortgage cash perspective. Awesome. That's great. Yeah, I've seen that app and I think I've
35:56
got to tell you it's cool. And speaking of agents, that's definitely another great opportunity
36:00
to connect with agents, position yourself and add value. So I can't wait to see that kind of,
36:05
you know, really come out in a big way in 2017. Yeah, no, it's exciting. For those of you that
36:13
get, you know, pay attention to the kind of marketing that goes out for real estate agents,
36:17
we've got a number of speakers in the real estate space that are going to start shouting out mortgage
36:21
codes from the stage to realtors. We're going to be advertising in the real estate space. And
36:27
we've got to, you know, the email address of, you know, the top 1% realtors in America. So
36:32
we're going to be building that brand. The goal is for the real estate agents to be going, hey,
36:37
why don't you want to put my family not getting a total cost analysis? We want, we want to drive
36:44
that conversation. So the folks that are on the team, I think you're going to shine brighter
36:49
than ever. And the loan offers that aren't on the team. Hopefully you'll, you'll see the light
36:53
and you'll get over on the mortgage code. That's awesome. Absolutely. So for anybody listening,
36:58
who wants to find out more about mortgage coach, they can obviously go to mortistoachcoach.com.
37:03
You mentioned the YouTube channel, which I just saw this stat. Is this, is this true? Over 400
37:08
interviews you've done so far? It really is. I remember coming out of the meltdown, I realized I
37:14
needed to be close to the trenches, closer than ever. And I also really enjoy it. My best friends
37:22
are, you know, mortgage executives and mortgage top producers. And so every Tuesday said, I don't
37:29
know, 2008, I interviewed someone amazing. So it's, it's hundreds. Wow. That's awesome.
37:35
And I know those are great calls. And it's so, so diverse. Because I mean, you know, one
37:39
week, you'll, like you said, you'll have Darren Hardy on, you know, obviously not that frequent,
37:43
but then you'll have obviously top loan officers. But then you'll bring like a subject matter
37:47
expert in such as, you've got, was a Christian mess really coming up? She's the kind of the millennial
37:52
expert. Now that, you know, this is the deep story. I, this is her next generation later. And
37:59
she has an app report, you know, 2017 greatest real estate apps. And I had her on the call to,
38:07
to just talk about all the different apps for families and realtors. So yeah, I'm always,
38:11
anybody that I think is going to give the mortgage coach loan off for competitive advantage,
38:17
that's who's on the call. Yeah. And I guess the last point about that, you know, this is
38:20
probably just personally, this is coming up for me because I know, you know, millennials can
38:23
tend to be put in their own category. But it's like you said earlier, where are people living
38:28
today, right? They're living on their mobile devices. And so for you as a mortgage professional,
38:33
to be able to deliver that mobile friendly experience, it's not, I've got to, you know,
38:37
let me email you this PDF and I got to open it, print it out and all that kind of stuff, you know,
38:41
the, the streamed line kind of real time mobile friendly experience that you guys are,
38:47
are delivering out there. I, you know, I can't imagine who wouldn't want that as a, as a client out
38:53
there today. Millennial or not, you know? Oh, yeah. I mean, the only difference between the millennial
38:58
and, you know, Gen X or boomers, the, you know, the millennials are digital native. You know,
39:04
they, it's a little more natural for them. They can, they can do more on that mobile phone faster.
39:09
But I mean, who is not living on their mobile device? The majority of folks have the MLS
39:15
in their back pocket or their purse. And it's, it's, it's not a millennial trend. It's a social trend.
39:21
And so I think as a, as a professional mortgage leader who wants to fill it, we all need to do
39:28
better with how we do technology in mobile. Absolutely. So once again, to find out more,
39:34
to get access to some of the great interviews Dave has done and is doing youtube.com slash mortgage
39:40
coach or if you just want to check out the calendar mortgagecoach.com slash calendar. And for those
39:46
that are listening and don't have more mortgage coach yet, what do you suggest Dave? I mean,
39:52
other than, hey, go to your VP of production and tell them to invest in mortgage coach now,
39:56
aside from that, I mean, do you, do demo or what? Yeah, so go to our website and we, you have a,
40:03
a request for demo and, you know, Jeff, it's an honor to be on here and if anybody else call
40:08
wants to, you know, reach out personally, feel free to email me at Dave at mortgagecoach.com
40:13
and we'll make sure we roll off the red carpet point. Awesome.
40:16
Mortgagecoach.com has a lot of information in our calendar and feel free to email me for the
40:21
red carpet. All right, last question because I know you're an avid reader. You mentioned a book
40:27
earlier called The Power of Food book by Bob Bodine, but any particular book that you are reading
40:32
or podcast even that's, you know, really standing out for you that you just have to talk about.
40:38
Well, I mean, there's two. I mean, the three-motorship by Jocco willing is just really special.
40:44
Now, you getting up at 4.30 in the morning now?
40:49
Okay, but I mean, what an incredible book and an interview, you know, three-motorship of Jocco
40:56
and that I did earlier this year is incredible, right? So, but, you know, I just got
41:02
some Ferris' new book, you know, Tools for Titans. Oh my gosh. Incredible. You know, I got it, I got it
41:10
on Friday and I spent a couple hours with it this weekend and I mean, it's a really special book.
41:17
I think 700 pages. It's crazy. I mean, it's a crazy body of work. So, I mean, I think that might
41:26
be the book of the year. I just got it. It's just, it's got all, I mean, here's another guy who's
41:31
just interviewed so many amazing, successful human beings and he's a really interesting character
41:38
himself. And so, it's a, it's a pretty special book. Yeah, I was listening to Tony Robbins
41:44
podcast the other day where Tony interviewed Tim and Tim really dives deep into what that,
41:49
to those listening, it's not 700 pages of a novel, right? It's to your point, Dave. He interviewed
41:55
well over 200 people and he's great at breaking down and separating the parts and elements of,
42:01
you know, what makes them a high achiever in one category, a great or a great parent or a great chef
42:06
or a great business, you know, person or whatever it is. Tim's great at, right, analyzing that and
42:11
breaking it down and then even gives you the various tools and resources or habits and rituals
42:15
that they use. And so, right, you can start to glean some of this and perhaps add it to your life.
42:20
Thanks. Yeah. Yeah. And by the way, it's tools for typing. Nice. Check it out. Check it out.
42:27
Well, Dave, once again, thanks so much. A lot of value for today for today's listeners. I am,
42:32
you know, just such a fan of you and what mortgage coach is doing. So, um, thank you once again,
42:37
sir. Virtual bow. Right on virtual bow back. A chance to tell our story. I hope to hear from
42:45
the folks who just look forward to our next topic. You bet. And for listeners, thanks once again
42:50
for tuning in to mortgage marketing radio. If you like this episode, do us a favor. Give the
42:55
gift that keeps on given. Give us a review of thumbs up on iTunes, subscribe on Stitcher. Make
43:01
sure you don't miss another episode and look forward to seeing you on the next one. Bye for now.
43:07
Thanks for listening to mortgage marketing radio. One more truth in mortgage marketing. Get more
43:13
free training and resources at mortgagemarketinginstitute.com.
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