The Tide is Always Changing ....

Let’s face it, you don’t really know or appreciate the risks that lenders are taking until they are tested by adverse conditions. The same applies for the salespeople in the field.  It’s only when the tide turns in a good housing market that you learn who is prepared to weather the storm brought about by a sudden market shift. Seasoned experts know that it’s not a question of “if” but rather “when” will the market change? 

In an industry where economic conditions are equated to feast or famine, you can’t get blindsided by focusing solely on the bottom line of your P&L. Successful salespeople are always focused on their key performance indicators (KPI) and remain committed to their core principles and procedures regardless of market conditions. If you continue to invest the work, you will continue to enjoy success even when the market changes. You can sit back and watch while your competitors embark on a price-race to the bottom because they don’t know how to sell value and they lack those core principles to keep business churning.  

Month after month, lenders and originators are announcing yet another record month. When your phone is ringing out of its holster and everybody needs something now, don’t lose sight of the fundamentals. It is the fundamentals that will keep you afloat, and covered, as the tide recedes! 😉  

Don’t let the good times fool you! 

Just a little food for thought…….