The Heath Barnes Show

Mortgages Reimagined

with your host, Heath Barnes

The Mortgage Coach With Dave Savage

HBS 6 Dave | Mortgage CoachHBS 6 Dave | Mortgage Coach

Today on the Heath Barnes show, we speak with Dave Savage, creator of the incredible tool, Mortgage Coach, something I’ve been using for more than 20 years. Dave shares the story of how he created Mortgage Coach, some of the tough times he endured, and how he got through them. He also shares his experience of Amplify, which made me reconsider my own experience and look at it differently. This is a great episode, and I recommend checking out the links below to many of the things we talk about today.

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The Mortgage Coach With Dave Savage

You’re going to like this episode with Dave Savage. He created the incredible tool, Mortgage Coach, which I’ve been using for many years. Dave gives a story of how he created Mortgage Coach, some of the tough times he endured and also some advice he gave to his son. His answer will share his experience with Amplifii, which has made me think about Amplifii in a different way. If you’ve not done Amplifii, take a look at that with René Rodriguez. I hope you enjoy this episode.

Dave, I appreciate you being on the show and putting on the modern real estate event. That was a fantastic event. I’ve been to several events like that. What I liked most is that short burst of good information that is going to take a lot of agents into the future. Thank you so much for putting on that event.

It was a lot of fun. I also want to make sure Todd Bookspan gets credit and Steve de Laveaga. There were a lot of folks that put a lot of time and energy into making that what it was but thanks for saying something. I do think it’s a special industry changing of that with amazing leaders.

I’m honored to have you on the show. It’s super exciting to spend this time with you. I don’t know if I ever told you this story but I feel super blessed. I joined forces with a loan officer. It was back in 2003. His name was Jay Perote. He’s still in the business here in Houston, Texas. He introduced me to Mortgage Coach in 2003. I can tell you the impact it’s had on my career with the technology behind it and how you changed over the years. I feel blessed to be part of the community. Some people never heard of Mortgage Coach. Maybe you can share a little bit about Mortgage Coach. For me, selfishly, I’d love to hear the history behind it.

I would love to share it. For anyone that doesn’t know what we do, if you’re a loan officer, you’re familiar with what a fee worksheet is and the content on a fee worksheet. It’s got a lot of itemized closing costs on it. When you net it out from a consumer’s perspective, it’s rate, payment and cash to close. When I founded Mortgage Coach, I believed that if I can tell a family or a referral partner like the CPA, financial planner or a realtor and the advice I give to make a difference, not to be hollow words but to the audience within a matter of seconds, I’d have a competitive advantage.

Mortgage Coach is more transparent. It’s showing family’s options. Instead of saying, “1 loan rate payment, as suppose, let’s look at 2 or 3 loans.” It’s important that when a family gets into debt, they’re not getting into debt to get home. That’s not the American dream. The American dream is having a home with no loan. Let’s look at a couple of different options over time. Maybe one of the windows of time is short-term like 3 to 5 years. Let’s look at how those loans performed over fifteen years. Lastly, it’s important that families want to pay off their homes faster or pick one loan versus the other and invest the difference.

That’s what Mortgage Coach is. We call it the total cost analysis. It’s providing, I wouldn’t even call it uncommon anymore because we had 1.7 million total cost analyses created but still there were a lot more fee worksheets created. For anyone who doesn’t know what it is, we make it easy for loan officers to create a total cost analysis and for a consumer to make a clear, competent decision with that product.

The new version shows the payment cash to close. A lot of the newer and even experienced loan officers get so caught up in the rate. The clients are asking about the rate and don’t realize it. The clients ask about the rate because that’s what they know. What they’re most interested in is, “What’s the payment? How much money am I bringing to closing?” It does a good job of showing that without giving too much detail upfront which confuses the client. Where did the idea come from?

Many years ago, I had been in the mortgage business for many years. In the first decade of my career, I was a top-producing loan officer, the Savage Scheme. Our metric was 300 loans. Along my journey as an operator, I also built a mortgage company that had at one time about 100 loan officers. When I founded Mortgage Coach, I was in that scale period. How do I go from Savage Scheme?

I had this unique way of my advice makes a difference in showing that. I was at a stage in my career where I want it big what I’m doing. With my unique process of making my advice valuable, I wanted to make it easy for any loan officer and that someone could go from, “I’m a waiter,” to creating a total cost analysis and looking like a genius to the consumer.

A lot of people don’t know this but the name of the company is not Mortgage Coach. The name of the company is Wowtools, Inc. What I was solving for was to create a wow within 3 to 5 minutes with every consumer I meet with. I was creating a wow tool that any loan officer could use. That was the premise. I needed to build technology. I’m not a technologist. I can’t program or code. I am ADD and dyslexic so even if I want to kill, I couldn’t. We live in an ADD world where I’m the real deal. I partnered with my Cofounder in the Mortgage Coach, Greg Wexler. He went to school at USC to be a technologist and worked for Xerox, a PARC Institute. He’s a smart guy.

The American dream is having a home with no loan. Share on X

I said, “I’m doing this with an HP-12C in excel. Can you make it so that anyone can do it? It’s faster for me. A waiter can do this.” He was like, “I can do that in $20,000.” I’m like, “For $40,000, let’s do it.” He delivered on the promise but it wasn’t enough. I’m like, “This makes it easier for me but I can’t see other loan officers doing this.” He goes, “Let’s go for $100,000.” This was many years ago. I was making a lot of money but I still didn’t want to pay $100,000 to get this done. I spoke at this big event called Sales Mastery. I was on a panel and Todd Duncan asked me to come back.

I go, “I’m not the only one that’s going to want this thing. How about that we’re going to sell it? I’m going to tell everybody on stage what I do and how I do it. I bet you, a lot of people are going to buy it but I promise you the $100,000. We’re either going to sell this thing or I’m going to pay it to you.” We did a handshake deal. We did incorporate it under Wowtools. Over the course of six months, it was between the Mortgage Planner and Mortgage Coach. We owned at time MortgagePlanner.com. It’s obvious that we landed on Mortgage Coach.

It’s a whole story on why we did that. I told my story from the stage at Sales Mastery in 1997. I walked off stage. I told everybody, “You can buy it from me for $995.” My wife and his wife and a high school friend, Sherry Brooks, were standing at a booth in the back. “Come ask questions and if you want this thing that I told you about, it’s $995.” One hundred seventeen people followed me off stage and gave me their credit cards. Mortgage Coach was born. That was the founding story.

It was $995 back then. It hadn’t gone up much in price. It’s a great product and you got a lot of users.

This was before the word fact was invented and it was $995 upfront. It was a $95 service fee, even though there wasn’t like an online SAS software subscription. Now, Mortgage Coach is $120 a month so it’s gone up a little bit but it was a fun day many years ago.

I’m curious and not to say it’s for a selfish reason but is there a tool in Mortgage Coach that you think loan officers are not using or should use more and maybe they’re missing a benefit?

First of all, video has skyrocketed and is in use. At least 30% of the TCAs that are created have a video on them but that means 70% don’t have a video on them. That’s a big myth. If you’re a local referral-based professional, you want to connect every chance you get. We’re coming out of COVID. We’ve been in this digital world where we’re connecting on Zoom or with video but missing the opportunity to put a video on a total cost analysis is an underutilized feature.

You can also add a voice note or a voice memo to it. A video is ten times better but put a voice note on it. For every chat, someone could hear your voice and hear you say their name. How do you repeat back? Their goal is an opportunity to create a client for life and improve your conversion. It’s a well-utilized feature but it’s also an underutilized feature.

If they do the video, is there advice on making the videos? Should it be a certain period? Is there something they should be saying or not saying?

There are a lot of direct paths to go with this. I do think that the video that you’ve put on a Mortgage Coach report is best practice and is under 90 seconds. You repeat back the client’s name and their top 1 to 2 goals. You tell them what you put there for them. You always have a call to action at the end. If they’re at the point where it’s like, “If you want a program in ARB, text or call me.” It lets you on the phone at a certain time so it could call to action. I also think that it’s all about the family. There are times when you might go for treatment. As a rule of thumb, no more than 90 seconds. Target a minute and you’ve done a great job of serving the family.

HBS 6 Dave | Mortgage Coach
Mortgage Coach: If you’re a local referral-based professional, you want to connect every chance you get.

 

I’m embarrassed to say I’ve never used the video feature but I will start. Through your LinkedIn account and I saw this great picture of you down at the bottom reading some information about you, your arms are folded. I don’t know if there were tattoos or not but it says “Always grateful and always curious.” I love both of those statements. I’m interested in the picture and wondering if there’s a story behind it.

There’s always a story behind everything. There was an event, I don’t know how many years ago but it was by Lenders One. They had a keynote speaker from HelloWorld. It was the Founder of HelloWorld.com. It was one of the most moving presentations. It was highly visual. I can’t remember how it started but it was all these people telling the world the one thing they wanted the world to know about them and having temporary tattoos.

Sharpies with words on body parts. At the end of the presentation, I teared up at least once. I had tears of inspiration from all the different stories that they told going back to the back of the room. They would ask you, “What’s your superpower? What’s your message to the world?” I spent half an hour in between the presentation thinking about it.

I came up with, “The thing that gets me through the tough time is telling myself I’m always grateful no matter what happens to me. I’m always curious. That keeps me humble, passionate and growing. I need those words to remind myself and those are the words that I want to tell the world.” Ever since that day, telling myself that, reminding myself of that and having affirmations around that has served me but that’s where it all started.

Always grateful, always curious. It’s the thing about gratitude. We live in a world and in an industry where things are always happening that we don’t plan on and problems coming up every day, missing a client or underwriter screwed up on a deal but there’s always something to be grateful for, even the problems we have in our life. A friend of mine said, “If you don’t have any problems, you need to get on your knees and start praying for some because the only people in the graveyard don’t have any problems or a ton of life.”

I’ve also found it when I have a heart of gratitude that there’s no room for complaining. Complaining will get you more negativity and repeated gratitude will create a great spirit. That’s what I always try to focus on personally.

I also understand that you were able to meet the late Larry King. What was that experience like?

Part of my role at Mortgage Coach is to always be interviewing amazing mortgage professionals that are not just great originally as a loan officer. They are using Mortgage Coach and delivering more than price to families. They are delivering advice. I’ve always studied Larry. I watched some of his interviews back in the day when he was doing his TV show. Some of them, I watch for entertainment value but a lot of them, I watched to study him.

He spoke at the event a few years ago and delivered an amazing keynote. He was hilarious and witty. I was fortunate enough to be a speaker at that event. After he spoke, he was like, “I’m going to go over to the booth. Come get pictures and meet with me.” I was fortunate to be first in line. I had 3 to 5 minutes with him. I don’t know how much time I had with him. I didn’t ask him, “What are your favorite questions,” but, “What’s your favorite type of questions? What prep do you do?”

He was very matter-of-fact like, “I don’t do any prep. I just stay present.” I’ll never forget his advice. He was like, “The question after the question.” I do believe it’s okay to prep. For anyone out there doing interviews, be thoughtful. Remember, Larry King has been through thousands of interviews, probably over 10,000 interviews. When he answered that question, I was talking to a man that’s done this for decades. He didn’t need to prep anymore but it was interesting.

When someone talks to you, you listen, observe, validate, and then expand. Share on X

His number one prep was being present and to him, the best question was the question after the question. I’ll never forget that. I have adopted it. I have found it to be true that asking someone a question and then listening carefully to what they said and asking that next question is where the richest gold is.

It also shows that you’re listening to them because if they’re telling you something about whatever the topic is and you’re asking them a question about something they said, most of it is thinking about what we’re going to say in response but it still keeps the focus on them. It’s a great listening tool. One of the great things Larry King also did is he never made the person he was interviewing feel wrong about something that they had done. It’s like you said, always be curious. It was a curiosity of this question so he could get a better understanding of what happened. He had an amazing life. He’s the best person to lose in this world. Anything else you learned from studying Larry King over the years? Anything that you adopted?

I’ll tell you something. I didn’t learn it from Larry but the fact that I had that experience with Larry and heard this from René Rodriguez whom I went to an event. He puts out a two-day event called Amplifii. It’s to go and learn how to be a better speaker and an influencer on stage. It’s one thing to stand on stage and talk to people. It’s another thing to influence so that they do what you say. I went there to learn how to be a better speaker but also, when I got out of it, was how to be a better listener.

He has this acronym called LOVE. In this event, he teaches you that L stands for Listen, O stands for Observe, V stands for Validate and E stands for Expand. I’ve adopted that so that when someone talks to you, you listen, observe, validate, “That’s interesting,” and then you expand. Unless you practice this, it sounds like, “That’s easy and obvious.” Here’s the deal. I’ve gotten to about four Amplify events and every time he does an exercise around it, it takes half an hour because it’s not easy. People don’t listen, observe, validate and expand on the question that they were asking. I would throw it out there. I’m sure René Rodriguez talks about this on social media but also check out Amplifii.

When they talked about listening, did they tell you the ways that we listen? What advice did they give you on listening?

We didn’t make it any more complex than get out of your head and get into what that person said. When you have to validate, ask another question before you go somewhere where you have to say something, validating what they said. You have to ask another question that expands on what they told you. You find out that we don’t do that very often. Easily, listen to what they said and then we say what we plan to say because we’re naturally doing it. You can go beyond that. I also don’t think we need to go too far beyond that. There’s so much gold for everybody, slowing down, listening, validating and going deeper with folks.

Often in this world, we’re listening to talk or to agree or disagree. I’ve got employees that want to finish my sentence or tell me what I’m about to say. I live in a family where everyone says, “I know.” When somebody’s telling you something even if you’ve heard it before and saying, “I knew that. It’s okay” you didn’t need to say that.”

Even if it’s someone telling you something and it is something that you might already know, tell them, “Thanks for sharing that with you.” Keep them engaged with you in a conversation rather than shutting them off. Amplifii sounds like a great event. Is that still ongoing? Would you advise other loan officers to go to something like that?

It’s one of the most valuable, important, personal development experiences of my life. I’ll be happy to introduce you to René and Amplifii. I highly recommend them. If you check it out, it’s AmplifyYourLife.com but if you google René Rodriguez, you’ll find it. It’s highly recommended.

In case anyone wants to attend that event. I’m going to be checking that out for sure. I’m curious. Starting, being and running a company for many years, I’m sure you’ve had some interesting or difficult times either early in your life or in your business that taught you some valuable lessons. What are 2 or 3 things you learned about over these years of being in business and some difficult times you’ve probably had?

HBS 6 Dave | Mortgage Coach
Mortgage Coach: We make it easy for loan officers to create a total cost analysis. Then, we make it easy for consumers to make clear, competent decisions.

 

Anybody that’s been an entrepreneur for any period has had to overcome some challenges, that’s part of the process. Given that a lot of folks on this are in the mortgage industry and I don’t know what percentage of you made it through the meltdown, that was an unbelievably difficult period between mid-2007 through 2008. It might’ve been 2010 or 2011 before we started peak healing and growing again.

There was nothing more difficult than having to let go of people that I love because we had to downsize our business and go from 40-ish employees to 15-ish employees. That was one of the professionally toughest things because I love my team and people. That was brutal. The meltdown in the mortgage business in 2008 was a difficult time. I learned a few things about myself. I also formulated the Mortgage Coach mission. At least the mission that we have wouldn’t have happened without that meltdown. I’ll start with that.

Prior to that meltdown, Mortgage Coach was a pure lead conversion tool. Our goal is to create a wow for a consumer that would give a better sales conversion. My number metric was how many users I had and how much money they paid me and P&L. I am a for-profit business but coming out of that is to find meaning, hope and purpose. It was listening to Simon Sinek’s TED Talk on the power of why and what your why is. Myself, our President, Joe Puthur and my cofounder, Greg Wexler rallied around the concept that Mortgage Coach is more than a technology company in the mortgage space.

We are transforming how Americans get into debt. A family that gets a total cost analysis that fixed the smartest loan possible is always looking for strategies to pay off their home faster or not have enough money in the bank that pays off their home. It’s a decision that they could make. That’s our why and that shifted us to go from our number one metric at Mortgage Coach from P&L to how many families are getting TCA, Total Cost Analysis. We came out of it with the goal of $2 million for families a year. We felt like that would be enough total cost analysis. It’s not the majority but it’s a big enough snowball that it’s going to get bigger. That was big. In 2020, a $1.7 million total cost analysis was created.

We’re on track for $4 million in 2021. I learned about myself that I don’t give up. I’d never considered giving up. It wasn’t like a thought that I overcame but I learned about myself that I don’t give up. That was never a choice, option or consideration but that was something I learned about myself because certainly, there were opportunities to give up or radically change the course of what we do. The other thing I learned was there were not a lot of sales meetings happening during the mortgage business.

Branches weren’t meeting. Companies were not having sales retreats and sales meetings. I learned that I love leadership. I started doing it every Tuesday at 9:00, which I’ve done for several years. I go, “I’m going to put on the best sales meeting in the mortgage industry and invite a top loan officer, author and someone that aligns with my visions and values that align with the Mortgage Coach’s values. I’m going to interview them. I’m going to bring leadership to the mortgage space and the Mortgage Coach.” That all came from that painful period of the meltdown.

Leading with value, you do that. I watched those on YouTube generally on Saturday morning when my wife is not up yet. I’ll get up and grab a cup of coffee and your YouTube channel. I can’t tell the nuggets I get out. I forget who it was but they were talking about knowing that the client is going to have to bid more than the price of the home. You talk about that and collaborate with the agent before even sending them out to the market and showing them that there’s no real change in payment and down payment. That’s super helpful.

I’ve used it twice. I appreciate you taking the time, to put that together and make it impactful for everyone. For the newer loaner officer out there that maybe has not heard about Mortgage Coach or even if they have heard about Mortgage Coach, what are the 1 or 2 things that you think newer loan officers should be doing in their career?

There are three things. First of all, you’re new so you don’t have a lot of knowledge and you need to learn. You need to reduce the amount of time you’re spending on Netflix, gaming or whatever you’d put under the category of entertainment. You do if you want to fast-track your success. To start something, you’ve got to stop something. I do recommend our YouTube channel, Mortgage Coach. I’ve interviewed Simon Sinek, Jocko Willink, Darren Hardy and big authors on how new loan officers could be successful. To your point, I try to split my time in my interviews between strategic, visionary, big picture content to script and how to cold call a realtor.

The Mortgage Coach YouTube channel and the Mortgage Coach Facebook group are tremendous resources for a new loan officer. There are others. Find what’s right for you and what clicks with you. Check us out. You got to stop some of the entertainment you’re doing in your mind and improve the personal development content. This is not just around Mr. Mortgage Coach but your presentation and how you deliver rates and fees to a family when you’re new never matter more. You don’t have the confidence or the expertise. Using a total cost analysis to give to a family is great.

When you have a heart of gratitude, there's no room for complaining. Complaining will just get you more negativity. Share on X

The other thing that’s great about it is I recommend this to all new loan officers that don’t have a database, past clients or referral partners. What you do have is you have a list of 100 people that you would invite to your wedding or you didn’t invite to your wedding. I would call them and say, “I’m in the mortgage business. You need a loan or you know someone who needs a loan,” which is not bad.

Not calling them, not having a list, that’s that. Call them and say, “I’m in the mortgage business. Do you need a loan or know anyone who needs a loan?” That’s good but what’s great is to know what’s better. Have a product like a Mortgage Coach and a total cost analysis. Call all your homeowner friends and go, “I’m new to the business. I need to get good at doing house makeovers and figuring out whether it makes sense for you to refinance, do debt consolidation or move up. Do you mind if I practice on you?”

You ask them questions because they’re people that love you. That’s why they’re at your wedding so you can analyze them. You’re not coming to ask if they need a loan. You’re saying, “Let me practice on you and see what it looks like.” You call up one of your renter friends saying, “Do you mind? I need to learn how to do this rep versus off analysis well. Do you mind if I do a rep versus off analysis with you?” You’re calling people. Instead of asking for business, you’re practicing how to get skilled being an advisor. I would recommend that.

Here’s the deal. If you don’t prospect, pick a lot of phone calls. If you don’t talk to a lot of realtors or whomever your target referral partners are, everything else I told you doesn’t matter. You can be the smartest load off to the world but if you don’t have a business and the leads, what good is it? You can get great at doing a rent versus a loan or a financial makeover for a homeowner but if you don’t have leads, we’ll get into it. You got to make calls and talk to people.

I would throw it out there. If you’re new, it’s four hours a day. Unless you’re spending time on it alone, you’re calling people talking about things. I do Facebook advertising. If I got five mins view, I got parachuted to a town. I interviewed for a loan to play with Alex Cook. You might want to look him up on the Mortgage Coach YouTube channel. He did 111 loans in his first year. Six months into the business, he did over 10 loans that month and ended up doing over 100 loans in his 1st year. He prospected, called people, did all this and did some Facebook advertising for 200 and 230 loans through what he was doing. Those are some ideas.

Did you say 111 loans in 6 months?

No, for the year. I interviewed him three times. The 1st time I interviewed him was during his 6 months of business. I was wrong. That month, he closed 23 loans. That was his biggest month. I do want to say something else to qualify. He was a new loan officer out of college. He was a seasoned businessman and an entrepreneur. He knew how to sell and use CRM. He was a pretty savvy moderate executive caught in the mortgage business. He did have some skills coming in. It wasn’t like he was a college kid getting his first job figuring it out. It was powerful.

Being new, it’s like being on an airplane. You got to give a full blast to give off the ground and then you can pull back the throttle. Once you’re pulling back the throttle, that’s when you’re trying to take off or end a career. You’re going to crash every time. I liked your point about four hours a day. I call it four hours of green time where you’re making outbound calls, either asking for business, trying to schedule an appointment or fighting them to an event like the modern real estate event that we had. That was super impactful having an event like that. You could a call real estate agent and say, “I want to give you free tickets to an event.” That’s a great way to bring in business.

While the event is in the rearview mirror, you can sign up for a one-year pass to that event at ModernRealEstateSummit.com. I do think the content and the value of the agents are worth listening to. It’s also a great gift for agents to have masterminds with them. Check it out.

One of the things I wanted to say which is a brilliant idea is to call a friend that’s either renting or someone that owns a home. By calling them and saying, “I want to practice on you,” they understand what you’re doing but you have to wait for them to say, “Let’s look at this,” and they’ll look at it. Doing that at the practice is a great way to build your business and you do need to practice. Jack Daly was on the show not too long ago. I liked his idea of practicing where you got a client.

HBS 6 Dave | Mortgage Coach
Mortgage Coach: Giving up should never be an option. There may have been opportunities to give up or radically change the course of what we do, but we must keep going.

 

You may have two of the loan officers in the office and you have yourself who is observing what one of the loan officers doing. The other loan officer is being a client. As the observer, you’ll learn more from watching that demonstration of the Mortgage Coach or whatever you’re doing with the client than anything else. That’s a great way to practice with three people. Before we start to wrap up, you talked about social media. You do a fabulous job on social media but for someone who wants 1 or 2 pieces of advice on either what to do or not to do, what advice would you give them?

You need to find out what’s right for you. If social media is not a thing that you’re attracted to and don’t want to do, I’m not here to be the guy to say, “You’re blowing and missing it.” I do think you need to be thoughtful about when someone googles you, do you look like a varsity player? Do you have reviews online? Is your LinkedIn look professional? Everybody needs to have a good social media presence.

Being on social media is an advantage and an opportunity, whether it’s linked in the mortgage phase to get to consumers in real realtors or it’s primarily Facebook and Instagram. I have made a personal decision to use it as a community-building platform or if you want to play the game I’m playing, consistency matters. Being yourself matters most. There’s a lot to it. We’d have to spend a lot of time on it but everybody needs to look great on Google. That’s the other thing. You can’t worry about the end game day by day.

I’ve been at this for many years. I’ve been very strategic for the past several years. Anything that I’m doing on any social media channels or the Mortgage Coach Facebook group, the Mortgage Coach YouTube channel, we’ve been doing it for a long time and had been consistent. I’m watering the flower and doing it in a way that’s very authentic to who I am. I’m not doing things that are out of my comfort zone. I recommend it to everybody. If you’re doing something that’s out of your comfort zone or you don’t love, you won’t be great at it. You’ll be good or bad at it.

Always grateful and always curious as we start to wrap up. Are there any other words or phrases that you lived your life by that you say to yourself?

I did a show and he had a similar question. I didn’t know this answer was going to come out of my mouth. I wrote a LinkedIn post on this. This LinkedIn post was tagged as one of the most followed. Check out the LinkedIn post to get it but my son is a college lacrosse player. I was a coach to him through grade school, 7th and 8th grade. Through high school, I wasn’t a coach anymore. I was trying to figure out what my new role as a parent was. Without being a coach, I don’t even know how to coach at that level.

I didn’t play lacrosse but I give credit to Brendan Fowler. He was a great player for Duke. He has two championships, NCAA championships. He was the MVP of a game where they beat Syracuse, where my son plays. He was having dinner at our house and I was like, “Brendan, I’m not a coach anymore. I want to make sure that I’m staying in my lane in terms of the advice I give Jack, my son, before a game.” He said a lot of things but there’s something he said that stuck in my mind. I use it and say it to myself almost daily, which is, “Have fun and play with it.”

He goes, “That’s all a kid needs to hear before they go out in any sport before they go to battle.” They’ve done their training or whatever they’re doing. When they go to battle in a game, say, “Have fun and play with it. Get out there.” That’s all I said to my son throughout high school before games. It was like a family joke. “I know dad, have fun and play with it,” but I’ve adopted that myself if I’m going to get on a stage and I’m feeling nervous. In the middle of the day, it’s chaos and I’m not feeling great. I’m like, “Have fun. Play with it.” I say that phrase a lot. Who knows if I ever got tattooed words on my body? I don’t know whether it would be, “Always grateful. Always curious,” or, “Have fun and play with it.” I can’t get enough of that.

Put on a good song on your show to get you loose and have some fun. I appreciate you being here, Dave. I want to acknowledge you for a few things. Number one, I want to acknowledge you for your resilience and getting through 2008 because I can tell you the impact Mortgage Coach had on me. It’s impacted me in my life and my career. I appreciate that. I appreciate you being resourceful and innovative with Mortgage Coach and continuing to grow the product and grow the team. Last, for being curious and continuing to find new information and topics for all of us to learn about. I appreciate what you’ve done at Mortgage Coach and honor you for that. If someone wants to know more about Mortgage Coach or wants to contact you, what’s the best way for them to do it?

Before I answer that, I want to throw it back at you. I want to applaud you for amplifying your leadership to do a show like this. I did say something I want to take back. You got to operate out of your comfort zone. The first time I did a video, I operated out of my comfort zone. The first time I interviewed someone and put it on social media, I was operating out of my comfort zone.

I was operating within my genius up, something that I’m curious and passionate about but without leaders like you doing shows, talking about Mortgage Coach, using Mortgage Coach in the marketplace, coping loan officers learned to use it. Thank you for that. I appreciate that. For anyone that wants to follow me, I’m on all social media platforms.

I’ve been more active on LinkedIn. I’m pretty thoughtful. I post every day that I’ve tried to be inspirational or actionable. Our YouTube channel is a prolific and binge-worthy place for mortgage professionals. I would urge you to be part of that and follow that, subscribe to it. Also, our Facebook group, Mortgage Coach Productivity Mastermind. We have over 11,000 high-achieving, highly ambitious, good quality, cool mortgage members in there. MortgageCoach.com, check it out. I appreciate you shining the light on me and our company Mortgage Coach.

Thanks again for your time, Dave. Take care.

 

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