The New Must Have Technology for Mortgage Originators

Dave Savage and Alex Kutsishin unveil Trust Engine, a 'borrower intelligence platform' that merges Mortgage Coach and Sales Boomerang into one system that monitors your database, identifies actionable trends, and auto-activates outreach campaigns. The episode also covers Dave's top trends for $100M producers, including first-time homebuyer specialization and the data-driven advice era. Best for LOs and lending executives who want to understand where database intelligence technology is heading.

Takeaways you can run this week

• Pull your database right now and filter for married homeowners ages 35–50 with 2+ kids, $14K+ revolving credit card debt, owned their home 5–10 years, and home value over $430K — this is the cash-out refi profile Trust Engine identified as converting 23% better than average in their beta data. Cold-call or email those records this week.
• Declare yourself a first-time homebuyer specialist for 2023–2024: update your LinkedIn headline, bio, and one social post per week to that niche. Dave Savage cited FTHB as a mega-trend every geographic market supports, backed by millennial renter demographics.
• Add a 'data-driven advisor' slide to every agent presentation: show that 63% of all U.S. mortgages have a rate starting with 2–3%, and 80% are below 4% — meaning most homeowners have a rate they'll never want to give up. Use this data point to anchor rate-lock and equity-based conversations.
• Bring realtor leadership content to agents: Savage's audit of Mortgage Coach's top 20 YouTube videos showed 12–14 of them were scripts and strategies for helping realtors gain market share. Build one 30-minute class around a specific agent pain point (e.g., how to win listings in a high-rate market) and invite 5 agents from your last 3 closed deals.
• Evaluate Trust Engine (trustengine.com) for your org: if you're a branch manager or executive, the platform benchmarks your loan officers' conversion rates against 235 lenders on the system and flags which of your 44 branches or specific LOs are underperforming — then recommends redistribution or training automatically.
• Use the three-part opportunity filter before any database campaign: (1) Does this segment need value? (2) Do I have a clear way to communicate that value? (3) Have I activated outreach? Only proceed when all three are yes — otherwise you're generating noise, not opportunities.

The playbook

1. Step 1 — Identify a trend in your database: look for a loan type that has increased month-over-month (e.g., cash-outs up 12% Dec→Jan).
2. Step 2 — Narrow to a specific borrower profile: filter by marital status, age, children, revolving debt, home tenure, and home value to find the sub-segment driving the trend.
3. Step 3 — Match to records: count how many people in your database fit that exact profile right now.
4. Step 4 — Build the communication: create a digital presentation (mortgage coach TCA or equivalent) tailored to that segment's specific situation.
5. Step 5 — Activate immediately: do not wait for a meeting — trigger the outreach the same day the opportunity is identified, because a missed advantage becomes a liability.
6. Step 6 — Buy look-alike leads: use the identified profile to purchase external leads that match the same criteria and feed them back into the same campaign.

Worth quoting

“Your bank account will expand if you're fixated on bringing greater value, greater achievement, greater distinction to someone.”

“Consumers are expecting you to tell them things about themselves — millennials say, tell us things, then we'll make a decision.”

Best for

LOs and branch managers who have a database they're not systematically mining, or who want to understand how borrower intelligence platforms like Trust Engine differ from basic CRM alerts.

Links from the show notes

• Here
• Here
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