Dave Savage's keynote slides from his presentation at DREAM BIG Slaying the Giant in Dallas Texas

1. BECOMING A BLACK BELT
MORTGAGE ADVISOR

2. But only if it solves problems.

3. 30% of America’s
top lenders using
Mortgage Coach
34% of mortgage
pros who close over
100 loans annually
use Mortgage
Coach
TODAY

4. T E C H N O L O G Y
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C O M M U N I T Y
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M C M O N T H L Y

5. MORTGAGE INDUSTRY
CUSTOMER ACQUISITION SHIFT
TITLE
MORTGAGE
MEETING
S
HOME
FINDING
REPAIR
S
REALTOR
S
The Past:
REALTOR
CENTRIC
CONSUMERS
REPAIRS
MEETINGS
MORTGAGE
LOAN
OFFICERS
INSPECTIONS
HOME
SEARCHING
INSURANCE
The Digital Shift:
CONSUMER
CENTRIC

6. REALTORS
2007
2019
2027
MLS
Digital Shift Era

7. IN THE PAST …
only a few types of
mortgage lenders in
the industry
BIG BANKS
RETAIL MORTGAGE LENDERS
CREDIT UNIONS
CONSUMERS MORTGAGE BROKERS
ONLINE LENDERS

8. BIG BANKS
REAL ESTATE
COMPANIES WITH
MORTGAGE COMPANIES
RETAIL MORTGAGE LENDERS
COMMUNITIES
DISRUPTERS
LEAD AGGREGATORS
FIN TECH
CONSUMERS
CREDIT UNIONS
CONSUMERS
Today, the
BATTLE FIELD
for the
CONSUMER
MIND SHARE has
grown in
complexity
MORTGAGE BROKERS
ONLINE LENDERS
INVESTMENT
BANKERS/WEALTH
MANAGERS

9. The Five Profiles of Top Producers
HARD WORKER THE CHALLENGER RELATIONSHIP BUILDER
LOAN WOLF PROBLEM SOLVER
#1
#2
#5

10. Constructive
Tension
Teach
for Value
Tailor
for Personalization
Control
for Influence
FRAMEWORK

11. ”Teach something that hasn’t
been considered”

12. ”Teach Something They’ll
Always Remember”
STAR moments

13. F I N A N C I A L A D V I S O R
Manages Assets
A T T O R N E Y ’ S
Helps with life events and probate needs
I N S U R A N C E P R O S
Manages Life Insurance needs
C P A
Manages Taxes
M O R T G A G E
C O A C H
L O
R E A L T O R
Helps Buy and Sell
Real Estate
B E C A P T A I N O F T H E
W E A L T H T E A M

14. Constructive
Tension
Total
Cost
Analysis
for Value
Questions
for Personalization
Leadership
for Influence
Transparency Authenticity
Empathy
#BeTheBest
The Lender who
can modernize
their salesforce the
fastest wins the
BIGGEST

15. R A T E
S H O P P I N G

16. Most are competing on price

17. 1979

18. 1999
2009
2019
1989
PPE Era

19. M O N T H L Y P A Y M E N T
Can I afford the home monthly?
C A S H T O C L O S E
Am I getting a good deal and do I
have enough money in the bank?
I N T E R E S T R A T E
Am I getting a good deal?
T R A N S A C T I O N
T R I A N G L E
W H I T E B E L T
T R A N S A C T I O N A L L O

20. I can close your loan faster and
easier than anyone else and
have the best rates and…
VALUE PROPW H I T E B E L T
T R A N S A C T I O N A L L O

21. How long do you plan to live in the home?
QUESTIONW H I T E B E L T
T R A N S A C T I O N A L L O

22. Today’s mortgage pricing
presentation for 95% of borrowers

23. M O N T H L Y P A Y M E N T
Can I afford the home monthly?
C A S H T O C L O S E
Am I getting a good deal and do I
have enough money in the bank?
T O T A L C O S T O V E R T I M E
The smart way to compare loan options over
time and to make informed mortgage decisions
I N T E R E S T R A T E
Am I getting a good deal?
M O R T G A G E
C O A C H
A D V I C E
S T A R
O R A N G E B E L T
M O R T G A G E C O A C H L O
20+ Total Cost Analysis

25. The Ultimate Digital Borrower Educational ExperienceCost over
time

26. M O N T H L Y P A Y M E N T
Can I afford the home monthly?
C A S H T O C L O S E
Am I getting a good deal and do I
have enough money in the bank?
T O T A L C O S T O V E R T I M E
The smart way to compare loan options over
time and to make informed mortgage decisions
P R E - P A Y O R I N V E S T
The best strategies to build
wealth and estate faster
I N T E R E S T R A T E
Am I getting a good deal?
M O R T G A G E
C O A C H
A D V I C E
S T A R
50+ Total Cost Analysis
B L U E B E L T
M O R T G A G E C O A C H L O

29. Monthly
Payment
Interest
Rate
Cash
To Close
Mortgage Coach
STAR
Total Cost
Over Time
Pre-pay
OR Invest
VIDEO AUDIO
LIVE
OPTIONS
OMNI
CHANNEL
75+ Total Cost Analysis
P U R P L E B E L T
M O R T G A G E C O A C H L O

31. BLACK BELT Experience

32. “Always start a relationship
going into the goals, do a.”
“The time you spent with me explaining my loan
options with the Mortgage Coach analysis makes
me want to find the last 2 lenders I worked with
and punch them in the face”.
- Barrett, United States Marine Core Officer

33. Monthly
Payment
Interest
Rate
Cash
To Close
Mortgage Coach
STAR
Total Cost
Over Time
Pre-pay
OR Invest
VIDEO AUDIO
LIVE
OPTIONS
OMNI
CHANNEL
B R O W N B E L T
M O R T G A G E C O A C H L O
100+ Total Cost Analysis
LEADER & MARKETER

34. One of the most important
books for local mortgage
professionals

35. My advice helps you build wealth with real
estate faster by helping you make smarter
mortgage decisions and… I coach you over
time to ensure you always have the best
mortgage to achieve your goals.
B L A C K B E L T
M O R T G A G E C O A C H L O VALUE PROP

37. Pre-Approval
OptionsMI
Options
Rent vs
Own
FHA vs
Conventional
Cost of
Waiting Rate & Term
Refi
Cash Out
Refi
Debt
Consolidation
Refi
Points vs
No Points
Construction
B L A C K B E L T
M O R T G A G E C O A C H L O
300+ Total Cost Analysis
Seller Buydown
Analysis

39. TODAY’S
LOAN
OFFICERS
What’s the #1 thing
mortgage pros don’t do that
they should do on their
phones?
REALTOR
S
LOAN OFFICER

40. Josh Mettle
Text 2 Text
VIDEO
@
POS

41. Josh Mettle
Text 2 Text
VIDEO
@
POS

42. Josh’s POS Script
Hey Chad. Josh Mettle, Fairway Independent Mortgage. Good chatting with you, buddy. Enjoy the BYU game and
go kook, so hope you get a victory. I will send you next my personal contact card. Please save that. If you need
me, don't hesitate to text me. That's probably the quickest way to get ahold of me, most of the time. But feel free, if
you need me after hours or on the weekend, shoot me a text that way.
I'll also then send you a text message with a link to the FairwayNow mobile app. This is a great little tool. Please
click on the link, download the mobile app from the app store, then launch the app and click on the client
questionnaire. Once you've completed the client questionnaire, that data's securely transferred over to me. As I
said, it's preliminary information. I'll backfill anything that you miss. Just fill it out to the best of your ability. Probably
shouldn't take you more than 10 or 15 minutes from your mobile device, and then we'll jump in and get going from
there. If you could also send me a copy of the purchase agreement, that would be great. My email is
josh@joshmettle.com. It'll also be in the contact card I send you, and we'll be in contact soon. Take care, buddy.

43. Digital
Questionare
#tinyHabit

44. Digital
Questionare

45. Digital
Questionare

46. BLACK BELT Experience

47. Personal
Brand
Photo

48. The Ultimate Digital Borrower Educational Experience
Personal
Video

49. Graphs

50. The Ultimate Digital Borrower Educational Experience
Cost over
time

51. The Ultimate Digital Borrower Educational Experience

52. THE ESSENTIALS OF A
BLACK BELT MORTGAGE ADVISOR
Personal Brand Photo
Personal Video
Graphs
Cost Overtime
Reviews
Shareable
View Alerts

53. Digital
Questionnaire
Text
Video
Total Cost
Analysis

54. most loan officers
me

55. Teach something that hadn’t been
considered
Something
They’ll Always
Remember
email kathyB@fairwayMC.com to sign up for Mortgage Coach

56. T E C H N O L O G Y
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C O M M U N I T Y
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S A L E S T R A I N I N G
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M C M O N T H L Y

57. Advice
WE CREATE BLACK BELTS IN MORTGAGE ADVICE

58. GOING FROM PRICE TO ADVICE

59. PRICE ADVICE
B L A C K B E L T
M O R T G A G E C O A C H L O
W H I T E B E L T
T R A N S A C T I O N A L L O

60. My advice helps you build wealth with real
estate faster by helping you make smarter
mortgage decisions and… I coach you over
time to ensure you always have the best
mortgage to achieve your goals.
B L A C K B E L T
M O R T G A G E C O A C H L O VALUE PROP

61. Jeremy: “How old would you like to be when your home is paid off?”
Borrower: “I would like to be about 50-55.”
Jeremy: “And if you go with a 30-year mortgage, how old are you going to be?”
Borrower: “I will be about 71.”
Jeremy: “Okay, based on that it looks like you are going to be 21 to 26 years beyond
B L A C K B E L T
M O R T G A G E C O A C H L O QUESTION

62. B L A C K B E L T
M O R T G A G E C O A C H L O
W H I T E B E L T
T R A N S A C T I O N A L L O
email kathyB@fairwayMC.com to sign up for Mortgage Coach

63. Teach something that hadn’t been
considered
Something
They’ll Always
Remember
email kathyB@fairwayMC.com to sign up for Mortgage Coach

64. COMMUNITY
30% of America’s
top lenders using
Mortgage Coach
34% of mortgage
pros who close over
100 loans annually
use Mortgage
Coach
email kathyB@fairwayMC.com to sign up for Mortgage Coach

65. T E C H N O L O G Y
1 0 , 0 0 0 M E M B E R S
1 , 0 0 0 , 0 0 0 C O N S U M E R S
C O M M U N I T Y
3 0 , 0 0 0 S U B S C R I B E R S
3 , 0 0 0 , 0 0 0 M I N U T E S
S A L E S T R A I N I N G
2 5 , 7 0 0 L E A R N F R O M
M C M O N T H L Y