Analyzing The Post-Pandemic Mortgage Market With Dave Savage

 
MLM 294 | Mortgage Market
 
 

Now that the heavy clouds of the pandemic are starting to lift, what changes will we see in the post-pandemic mortgage market? What fresh challenges will loan originators face? We explore these and more as Jen Du Plessis is joined by the co-founder of Mortgage Coach and returning guest, Dave Savage. Dave and Jen discuss their projections on the market and how technology and leadership will be critical in the years to come. Listen in and learn more insights on the real estate market today. 

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Analyzing The Post-Pandemic Mortgage Market With Dave Savage

We are here again with Dave Savage. It’s so fun to regurgitate some of the things that we have talked about over the past umpteen years. This is the third time you’ve been on the show. Most people are only on the show once and then go into something I call beyond the podcast, where we find out where are they now? What are they doing now? With you, Dave, one of the great things about what you do is that the market changes every single moment of every single day so you have got new content, ideas and thoughts every single time. We are not going to do, “What are you doing now?” We are going to talk about what’s happening now. Welcome to the show. We are so happy that you are here with us.

It’s good to be back. While I think I have done it three times, I can still remember. I don’t remember how many years ago it was but I was in my car on a trip and it wasn’t a video. This is cool. I love how you have innovated with content, Jen. You do an awesome job.

When they first came out, it has been seven and a half years. I’m the longest-running show now. When it first came out, it was just audio. That’s all podcasts were, and then all of a sudden, it had to be video. Now it’s both and of course, it’s going to be on TV. You can find Roku, Apple Podcast and Amazon Prime through PodNation.TV. It is streaming. If you want to watch it streaming but I’m really excited. There are so many things that are happening with podcasts and they continue to grow. It’s a great way for all of us to tap in with one another. I want to get down to the nitty-gritty of everything and I’m going to set this up this way.

We had COVID. Before that, I remember people just saying, “I don’t know if I’m still going to be in the business. It’s so tough. There were inventory issues. It was scratching for business.” That is what I was talking about. COVID came, and then all of a sudden, everybody was busy. People were unprepared as I call it. I have been saying this for the last year is be careful of the short-term gain for the long-term pain. You’ve got to put your foundations in and that was why it was so chaotic because the foundations weren’t there and systems weren’t in place. Some people really thrive because they had great relationships. Others didn’t thrive as much because they didn’t have those relationships.

Here we are now. Everybody’s had the best year ever that was handed to them during a pandemic. It’s part of another cycle. We have been around these cycles for so long and here’s what I’m hearing now, “I’m in a funk,” and this is the word. The word is funk. What do you think I did? I came up with an acronym, which is when you are in a FUNK, First Understand the Nature of what’s happening so that you will Know what your next steps are. That’s how we need to get out of a funk but again, it’s a cycle.

Tell me what you are seeing because here we are, we are done with the first half. Hopefully, everyone has gone into the locker room and they have come up with their game plans and said, “Have I won the first half? Have I not? Are we adapting things or what are we going to do? What kind of switches and changes? What are we going to do to ensure that we win this game this year?” Here we are. What is your world telling you now? What are you seeing now?

I think I have a unique perspective because MortgageCoach is used by the pretty elite level of lenders. We’ve got 115 lenders that integrate us into our platform but I interviewed top producers. I think I’m surfing mountain tops. I interviewed multiple loan officers per week but I will tell you, the majority of the people I interview are actually doing better in 2021 than in 2020, even though there’s a trillion less than refis. I did interview Jeremy Forcier and he said he’s starting to see a slowdown. He’s got 56 loan officers that he leads. He’s got 60 realtors that refer in business and he called out, “We are seeing a slowdown.” Although for the most elite professionals out there, they are still killing it. They have scaled their teams. They are using systems, technology and media. Personally, I think this will be the best decade they have ever had.

I have been calling it the soaring twenties for two years now. Not the Roaring Twenties but the soaring twenties.

Leadership is the ultimate value proposition, but great leaders are using technology and media. It's really that simple. Click To Tweet

By the way, I’m going to use that when I interview people. I’ll give you credit though.

As long as you give credits, it’s all good because all we are is a regurgitation of all about ourselves, over and over. I would agree with you, too. One of my clients closed 40 loans for $10 million. A few years ago, she was closing nine loans for $2.5 million to $3 million. That’s still a lot of loans. Her loan amounts are different. She’s in an outlying area but she’s killing it. It’s always like that. We already know we have the top echelon, then we know we have the other group of people and I shouldn’t say it in that way but it’s just that people are struggling and trying to figure it out. They didn’t put the systems in place or they are just being exposed to MortgageCoach. They are just learning, “What’s this MortgageCoach thing I hear about?” I referred you to someone, “I would never have heard of it before.”

When we talk about top producers and I will say you are more resilient to the ebb and flow of what happens. You don’t have peaks and valleys. You are skipping the top of the mountain but I want to talk about the people that are reading this who are struggling, need help, want to know what could they be doing and a little bit of your prediction in what do you think is happening in the industry moving forward? Are we going to have more brokers? Are we seeing more wholesalers pop out of the woodwork? What’s going on with QM and non-QM products?

I’m going to be speaking at a non-QM conference in a couple of weeks because they are back and they are just having this huge non-QM conference. Tell me what you are seeing out there moving forward that if you are a loan officer now and you were struggling a little bit or you are going, “I had this great year, now what do I do?” What advice are you going to give them?

I would say just like Moore’s Law with technology. Technology as it evolves accelerates. Moore’s Law states that we are going to see 50 years of change in technology over the next ten years. The other thing that I’m going to see accelerate is Pareto’s Principle, the 80/20 Rule. I think it’s getting to be the 90/10 Rule. I do think brokers will scale. The broker community has scaled a lot over the past few years. It’s got more growth to be had but the common denominator that I see is good leaders. Remember, you don’t have to be born a good leader. You can become a great leader by listening to podcasts like this one, by listening to books and implementing, doing things new and different.

Leadership is the ultimate value proposition but great leaders are using technology and media. It’s that simple. You are seeing video become a differentiator. The mortgage professionals in both real estate and mortgage that are using media and technology that are great leaders are leading themselves and their teams. They are going to be in the 10%. It’s that simple and I do think this will be a golden decade for great leaders that leveraged tech and media in the mortgage and real estate space.

The Word of the Year in 2020 was leadership. There’s no question about it. It’s worked this way, at least, in the circles that I’m in, outside of the mortgage space, with Les Brown and some of those guys. It’s all about leadership. Darren Hardy is actually doing a Hero’s Journey, a one-year course now that I’m in on leadership.

Have you got the gold book?

MLM 294 | Mortgage Market

Mortgage Market: You don’t have to be born a good leader. You can become a great leader by listening to podcasts, by reading books, and implementing, doing things new and different.

 

I’m a facilitator. Do you have a group, too?

I don’t want to brag because I have not been a good facilitator. I am a facilitator. I just haven’t been consistent every week.

I lead a group of people and we are having so much fun. We are going to do a mastermind together. We are all flying someplace and we are going to get together. We are excited about it.

Do you mind if I refer some of the people in my group to you?

Not at all. We would love to have them.

I’ve got some folks coming your way, Jen.

I was so excited about getting on this because when he presented it, you and I both know Darren and that’s what started Mortgage Productivity when we all started working together and getting in his Insane Productivity. When this came about because, in 2020, everyone was talking about leadership, taking the lead and never letting anybody be in your wake. I don’t want to be in someone’s wake. I want to be the leader. When he brought this out, I said, “This is perfect.” Just the gen lead, the generational leadership, the five generations we have working that’s in the workplace now. I’m calling that generational leadership and that is imperative in tandem with DiSC profiling and with other things that you are doing as a leader. I think that’s important.

Leadership and leading the relationship are important with your referral partners, taking the lead, being the one who initiates. Instead of saying, “It’s COVID, I can’t do it.” You can. Get out there and do it. Your comments are really good. When it comes to the technology piece, there’s a colleague of mine. I did an episode with him on Success to Significance. He was the former AG of Nevada and he wrote a book called Millennial Samurai because he truly believes that Millennials are going to drive us forward generally as a human species. He talks about the technology tsunami and ironically he said, “It’s going to be here in five years,” in such a tsunami of what’s happening.

This will be a golden decade for great leaders that leveraged tech and media in the mortgage and real estate space. Click To Tweet

If you haven’t read the book, you can just go to MillennialSamurai.com and he’s giving it away free. He wants everybody to have a digital copy free, a million people to read about leadership. You have talked about this for years and we have talked about it on Mortgage Productivity about being a leader, being the local loan officer. Tell us about how you are feeling about that now, about being that market influencer locally that you are the expert that people come to and what you are seeing? How does that look now from a value proposition?

You and I have both talked about this for a few years so it’s not like, “I came up with this vision and idea.” We started talking in 2018 about where things would be in 2025. I would just say now, that’s never been more clear. I wrote an article with Kristin Messerli on LinkedIn. She and I were revisiting that article to rewrite it. We are like, “It’s happening, it’s there.” 2020 is the year that cash was killed. Think about how much you as a consumer are using Apple Pay. I’m always an early adopter. When I could check into a plane on a phone, I was one of the first ones there. I might have been the 1 out of 200 people going on a plane doing it but now when you board an airplane, the majority of people are using their mobile apps. When you stand in line at a grocery store, the majority of people are using Apple Pay.

I think it’s super clear that by 2025 things are going to be radically different for the consumer. The thing now is consumers are having to use multiple platforms and apps to do different things. Loan officers are having to log into MortgageCoach. Loan officers are using multiple logins, consumers are using multiple logins but by 2025, 2027, there will be a lot fewer logins. They will be a lot more unified. The good news is for you loan officers, you will have fewer logins in your job and workflow will be easier and even faster. The bad news is there are a lot of things that can be automated that you are doing.

What are you going to do that makes you different?

I think a consumer by 2027 will be able to call a number, whether that’s for mortgage or anything and they will not know the difference if they are talking to a man or machine. AI voice recognition is getting so good that it will be hard to know like, “Is this a machine or is this a loan officer?” I push loan officers to always be adapting the technologies that help them communicate more efficiently. My last piece is to write down “going beyond the transaction.” An acronym I talk a lot about is WACD.

If you were in the specialty retail business, they have been executing on WACD for ten years. It’s “What Amazon Can’t Do.” All of you who are reading this who are in mortgage and real estate, you need to add a Z to it, “What Amazon and Zillow Can’t Do,” you need to do and you need to do it beyond the transaction. Not just at the close of the loan, take it out with a button, close a loan. What are you doing for the five years in between every loan using platforms and automation? Do what Amazon and Zillow can’t do and do what Amazon and Zillow can do. If you do that, you will be good.

I don’t know if you know about this or not but there is a technology where your doctor can receive an algorithm from just your voice through Amy, we will call her Amy and say, “Doc, I’m not feeling good here, this and the other.” The algorithm will pick up where exactly you are sick. It’s the most amazing technology. It’s like having an MRI through technology. Many things are moving at the speed of sound.

What you are talking about, I want to go to this and I’m going to make an assumption and I already know the answer that you have read Rich Dad Poor Dad. For those who haven’t read it, it’s four quadrants. On the left side on the top, it’s E for Employee which loan officers are not right. That’s the support staff, the operations. Below that is S for Sole Proprietor. You move over to the right, upper side and its B for Business Owner. Down next to that is E for Entrepreneur.

MLM 294 | Mortgage Market

Mortgage Market: Technology isn’t going to eliminate loan officers, but loan officers that use technology and media will eliminate those who don’t.

 

I think what happens is that a lot of loan officers and real estate agents get trapped in the solopreneur world. They want to grow teams and want to get bigger, etc. I know from being a team lead that was the progression you have to take is you’ve got to get yourself out of sole proprietorship and get yourself up into business ownership.

To be up in that business quadrant, where you have a team where you are thinking beyond. In your case, the WACD or the WAZCD is to be able to get out of the daily business, to have that thought process, I think that’s one of the things that we are seeing with a lot of loan officers that were also focused on the little ants crawling on the ground that we are just not seeing the big semi that comes by. I would like to get an idea of what you think that looks like going forward. In your perspective, are we going to have loan officers the way that we have always had loan officers? There would be a handful of them. Do you see at some point that that whole position gets elevated up into a team lead position at virtually every company so that the companies can be more profitable by having their loan officers truly be outselling, edge-selling or pitching, creating relationships and connecting?

I said this a couple of years ago for the stage of mortgage technology where I do not think technology is going to eliminate loan officers but I do think loan officers that use technology and media will eliminate, and reduce those who don’t. I do think from a team perspective, there are a lot of synergy with different people that have different skills and you put them within a process. Someone who is detail-oriented and is doing the things that detail-oriented people do. While someone that loves to talk and is great at connecting with people and his curiosity for people and loves people, put them at the right place in the process to serve that local family.

Put the person who’s good with details and runs linear processes in the right spot. You will see that. I do think when it comes to the refinance that is definitely going to be predominantly done by the machine. Will there be purpose-driven, cost-driven, strategy-driven refinances that a local mortgage advisor can do? Absolutely. Are you going to see the big brands that drive machines and prices? Any of the lenders retaining that with big data and technology, they are going to get to the refi first.

That’s not going to say speed the market.

If you are a local referral-based mortgage professional, your greatest asset for this entire decade will be your past customer database and your ability to put a CRM around it, put tools like Mortgage Coach, Homebot and Househappy around it. HomeBinder is a new one on the scene, put that type of tech around your database. Remember, there are a lot of purchases that come out of relationships under management. I think the local advisors that do everything I described are going to kill it. They are going to get a great market share.

I was talking to someone about this not too long ago saying, “Everybody is refinanced into a low-interest rate.” I say, “Now, what are you going to do?” “I guess I will wait until the next refi.” I was like, “Wait a minute.” I have a perfect example. You and I were talking in the green room with my husband. My husband had a very major life-threatening issue or event and it changed what we are doing with our home. We are now selling our home. It has nothing to do with what rate we have on our house, which I don’t even know because a few years ago we’ve got a 5/1 ARM and we have never refi’d ever.

We have a super low rate, I’m sure but that’s not the concern. The concern is what I’m doing with my life. These life events are super important and machines can’t verify that, you can by managing your mortgage. That certainly is important. From a scalability perspective, I would like to get your take on scalability. I see what I call an accordion effect. I’m a loan officer, a real estate agent, my volume gets high and I hire somebody and my volume gets low. I don’t want that person anymore and then it does it again, back and forth. I know I’m talking about some lead indicators as well, leading trailing indicators. Why is it that people can’t scale? I have some opinions on this too, but I want to hear what you have to say about this. What do you think is holding people back from truly being able to scale?

What Amazon and Zillow can't do, you need to do. Then you need to do it beyond the transaction. Click To Tweet

I will hit it from two sides because there’s a technology side and there’s a leadership side. Another piece of technology I want to throw in the mix is Sales Boomerang, where they have alerts. When you look at the teams, the people that scale and manage a contract in different markets up and down are not using their CRM weekly. They are using it hourly. They’ve got a really good tech to drive it. They are using tools like MortgageCoach, Homebot, Sales Boomerang and they’ve got good systems. They know their metrics, their conversion rates and how many leads are coming in on any given month. They are able to look at their lead sources. They have quickly, easily got a handle on it and then they can adopt.

Part of it is leadership. It is being able to have tough conversations, recruit the right team, have an efficient and effective team. I interviewed a lot of top producers that when the market shifted and we’ve got this refi’d panel, they have good systems in place, processes in place. They had to repurpose some people to focus on the client concierge. It’s always good foundational systems.

One word that is consistently implemented, if you are one of those loan officers or platforms, every borrower is like this new piece of artwork that you are reinventing. You are all over the place. It’s hard. You’ve got to have these systems in place, consistently implement and it’s just leadership and decision-making, month to month, quarter to quarter. I made it sound pretty easy. It’s not easy but it is possible and there are a lot of great examples of leaders that implement, execute and make great decisions as markets explode and contract. There are a lot of great people that do that.

It’s having that conveyor belt there with all of the cute bells and whistles for a client experience. There’s no question about it and that you can contract it when you have to go through the conveyor belt sooner, faster. You can contract some of those pieces and not put all of them into place. That’s one way to do it when you don’t have a team. Here are my thoughts on this. I call it smart scaling, the three Vs. Having Vision, having Values and having a Voice on your team, for me, that’s where the smart scaling comes from.

Let’s think about this. You are in a bubble and you are a little stick figure person in a bubble. Everything is about you. Everything is coming to you. All the leads are coming to you. All the relationships are with you. The buck stops with you. Everything is about the way you are running things, the methodology of your running things. What happens is that when you have team members that are outside of your bubble and they can’t penetrate your bubble, they are just looking in and going, “Can I help you with your bubble and the methodology?”

What I’m suggesting that people do is remove themselves from the bubble, be outside of the bubble, just like their team members. The business isn’t you. The bubble becomes, “What is the vision of the business, not the vision of Jen independently?” The vision of the values that the team is going to bring and your voice, using your vernacular, your style, etc.

Now what happens is everyone, including yourself, are all working towards that center function. That center of smart scaling. You become the heart of the business but you aren’t the business. The methodology, the systems all become part of this bigger vision. I would encourage people to look at that and say, “Does my team speak my language? Do they write the way I do? Do they speak my language? Do they treat people the same? Do they have the same core values as I do in my business, not me personally? Do they even know my core values? Do they know the vision for this team?

Are we going to be rock stars? Are going to be your hometown mortgage people? Are we going to be the techie company? Do they know the vision or have you kept it in your bubble?” This is why you can’t get scale because they don’t know who to serve. They are waiting for you. That’s enabling versus empowering that team to be a rock star. What’s going to happen with rates from your perspective? What’s going to go on? What are you hearing?

MLM 294 | Mortgage Market

Mortgage Market: If you’re a local referral-based mortgage professional, your greatest asset for this entire decade will be your past customer database and your ability to put a CRM around it.

 

I’m not the rate predictor. Dan Rawitch and Barry Habib do a great job of that. I listened to a lot of smart people. I do think it is completely possible to have another refi big wave. If I was a producer and I was running a team, I certainly wouldn’t manage my P&L with that in mind. I would manage my P&L on the market at hand with a purchase-centric focus. I would be doing a better job than ever of making sure I’m managing mortgages, I’m doing annual reviews and I’ve got a 48-hour plan that wins rates, get into the money. The salmon are running and the bear isn’t sleeping.

I listened to Dan Rawitch every morning on our RateWatch Channel and listen to Barry Habib on some of his webinars. It sounds like they are both aligned that we could easily see another double-dip on that. I focus on what I can control and I can control my systems. Do you have the resources of the team so that everybody is getting their annual reviews and everybody knows how to use Mortgage Coach? Are you putting everybody into Homebot? Are you making sure that your CRM is updated? If you are doing that, you are good to go. You are going to make the most of it when the time comes. If I had a guess, it’s going to come. There will be another refi wave next year.

I hope that people aren’t going to be in a position where they are like, “I should have done all that stuff she said to. I should have. I didn’t do it.” I’m hoping that everyone does that. Let’s talk about products and things like that. The reason why I want to talk about that is and then we will end our time together, unless there’s something you want to talk about that I haven’t talked about, we are seeing some non-QM come back, which is good. Let’s talk about forbearance and how that might affect the market. How that’s affecting investor financing? How that’s affecting first-time homebuyers with a low inventory of homes that are on the market?

Where are you seeing things go? Thankfully, we have some conferences coming up and we are going to hear some of this. Perspective from people but we have all been so disconnected. Summits are summits but they aren’t the same as having that little sidebar conversation in the hallway. What do you see coming up from a product perspective, from an industry deliverable perspective, as it relates to brokers, wholesalers and bankers, etc.?

It’s exciting. The markets are stable. The products are interesting. The whole industry is getting more consumers first. I think we will continue to see innovative products come to market. IMBs, Independent Mortgage Bankers are in a great spot. Brokers have more options than ever, smarter operators. I noticed you interviewed Glenn Stearns. The really good operators in the mortgage space have a wholesale strategy now and they are investing in that. It’s good for the consumer. I’m always a consumer advocate first. When we designed Mortgage Coach, we are not competing with other mortgage apps, we are competing with Instagram. We are competing for attention with the best apps.

I think the industry for the first time is really consumer-first in its approach from a product standpoint. In terms of forbearance and all that stuff, I will leave that to David Stearns, Dan Rawitch and other economists. What’s going to happen there? What impact that’s going to have? I don’t know. I am truly concerned about inventory issues, the housing gap and the fact that more homes aren’t being built and lumber prices are so high and what that is doing to new housing and new doors for America. I tell every loan officer you can control the digital mirror of the market you serve. If you are a good marketer, good advisor, if you are using tech and leadership, you will always have a seat at the table. I do think if you are local and you are doing those things, this decade is going to be extraordinary for housing. I know that there has to come to a real estate bubble at some point or I don’t know if it has to be a bubble. There are ups and downs but I don’t see it with the housing gap.

Builders are tough. Brian has a builder. He’s a builder person. It’s interesting what they just did. I want to share this because you are talking about that part of it. He had a bunch of people on contract. Brian’s in an area where its $800,000 to $1.4 million purchases weren’t going to be closing in August and all of a sudden, out of the blue, the builder decided, “We want to close all of them at the end of June or early part of July. Some of these were September closings, too. Imagine the psyche of the client, the client’s going, “I have this much more time to do whatever it is they are going to do, put their house in the market, etc.” Brian’s thinking he’s got time in doing this.

What they did is and I won’t name the builder but they went down to the South. We are on the East Coast. They go down to the South and get all the lumber supplies from the lower-priced homes that they have developed, and carved it all up. They then rushed to close the ones up here. It caused all kinds of problems. The builder liked it because he’s closing his bigger deals but the clients were a mess.

The whole industry is becoming more consumer first. We'll continue to see innovative products come to market. Click To Tweet

Brian was a mess because it was like, “We’ve got to shift. We didn’t know this was going to happen.” There were some things in there that needed time. We needed it to close in September. That effect has been on just the way that the builders are shifting their supplies around the country and it’s not fair to the people down South just because their home prices aren’t as high. We are seeing a lot of things that you would never expect to see in the mortgage space. In 38 years of me doing this, I have never heard of that. Sure, they might move from one site to the other.

Coming out of COVID, there are all kinds of wacky things. The rental car business. I don’t know if you have traveled and rented a car lately. I had friends that were going to Hawaii and truly could not get a car in Hawaii and were getting a moving van. It’s going to take a while to come out of these COVID times and all of the unintended consequences and it’s interesting times.

It’s funny you said about that because when I am in San Diego, I can’t think of the name of the app but it’s an Airbnb for your car. That’s what I ended up doing. I ended up Airbnb-ing a car because I couldn’t get any. It’s pretty cool because that’s when I said, “I can’t get any rental cars.” I was in Utah, did a big retreat and my car for three days was $1,100. It’s crazy. I’m looking at San Diego and I’m like, “I can’t get a rental car. I’m going to go with this, this Airbnb thing.” That’s like the new thing now. Everybody is doing that. We hopped on it because we Airbnb our home and said, “If you want an ‘Airbnb’ our cars while you are here so that you don’t have to rent a car, you can do that, too.”

I knew it will only be a matter of time but I had not seen that yet.

It’s out and it’s ready to go. It’s amazing how things are changing. I think one of the things about these two industries, mortgage and real estate, is that change is inevitable. If you don’t like change, you are in the wrong industry. Usually, we are the kind of people that eat it and love it to death. I would encourage everybody to do that same thing. Take it on. If you like change that much and take on that technology as well. Dave, what do you want to leave us with? Some words of wisdom as we finish out the second half of 2021 and plan for 2022.

I bring Todd Bookspan, the Founder of Wind By Noon. Coming out of the first half, it was great for House4Folks. Todd and I got focused on the leadership that we brought to the Mortgage Coach community and the Friday Mastermind that, Jen, you were a pioneer of. You are still invited back. I have you on the calendar. We are going to be there any time you want to come back. To win the rest of the year, you’ve got to win the day. Get clear on what winning the day is for you.

We kicked off this TCA A Day Challenge for loan officers. In this CMA A Day Challenge for real estate agents. We figured that those are two activities. If you are in the mortgage business and you do a TCA Day, one, you are going to be better. You are going to get smarter. You are going to be an expert and two, you are going to deliver a better value prop at the point of sale. The same thing is with the CMA A Day. If you are a realtor and you did a CMA A Day, you are going to be a better and smarter realtor. You are doing a consumer activity that’s going to do business.

Figure out what winning the day is. By the way, I would advocate, CMA A Day, TCA A Day as ideas and concepts, maybe a video a day. Put a new person in your database a day. Win the day, you win the rest of 2021 and if you pick the right 2 or 3 things to win the day about, you are going to win the decade. Those are my closing thoughts.

I’m all about taking action.

Make sure you follow Mortgage Coach and our MortgageCoach YouTube Channel. Jen, it’s a gift to be on your show. This was the first mortgage show I was ever on it. It’s cool to be here.

Dave, where are you going to be in the coming months? If someone says, “I really like this Dave guy and maybe I haven’t heard a MortgageCoach but I want to go watch him in person.” Are you going to be in person anywhere?

The two big events, in-person I’m going to Rene Rodriguez’s AMPLIFII Live. I on the third week in August 2021. We are doing the Modern Mortgage Summit again on the first Wednesday in October 2021. That will be a virtual summit. You can go to ModernMortgageSummit.com and sign up for that. Those would be the two places that I will be on stages that I know of. There are others but I can’t remember them all now or what dates they are on.

I have seventeen trips between the time we are doing this to the end of the year. I have no idea where I’m going half the time. I walked into an airport, I stood at the baggage claim and went, “I don’t know where I am.” It was ridiculous. I want to say thank you again so much for coming on. I love bringing you on. Hopefully, in another three years, if I’m still doing this in three years, I hope I am. I will have you back and we will see what’s going on again. I wish you the best. You’ve got such a great product. I’m a big fan. Thank you again for joining us and spending time with us. I appreciate it.

Take care, everybody. Thanks for your time and attention to everyone.

Bye.

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About Dave Savage

DAVE SAVAGE, the co-founder of Mortgage Coach, is an innovator and change agent known in the mortgage industry for reinventing how loan officers quote rates and turn mortgage advice into a competitive advantage. Dave transforms loan officers into Black Belt Mortgage Advisors with a blend of high-tech and high-touch strategies and tactics. Dave is passionate about innovating sales training with a combination of video and YouTube.

He’s recorded over 1,000 interviews with top mortgage professionals, authors, and industry leaders, making the Mortgage Coach YouTube channel “Netflix” for loan officers. Through his lifelong passion as an entrepreneur, Dave achieved this goal with SmartReply, a company he co-founded in 2000, which was one of the first three US companies to ever win a Mobile Marketing Award in 2005.

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