7 Sales Strategies for more certainty in an uncertain world

7 strategies to create more certainty in an uncertain world

“Act is the blossom of thought, and joy and suffering are its fruits.”
As a Man Thinketh
– James Allen

Today mortgage professionals find themselves pressed between rising interest rates and falling home values. To be honest, it’s not an ideal situation, yet it’s where we find ourselves. Anyone who denies this present hardship is not being honest. The question is who will be able to persevere and who will fall by the wayside?

The answer is those who can align their aspirational thoughts with purpose. What is your purpose? Professionally many would reply, ‘to serve the needs of older homeowners helping them secure a more stable and comfortable retirement’, or something along those lines.

The next question is what habits will you develop to think better amid a changing market and pessimism? Here are just a few practical ways to get started:

Develop outstanding work habits and make them part of your daily routine. Getting an earlier start, a recurring schedule of prospecting, or building more professional contacts are just a few ideas to get you started.

Develop a positive mental attitude and protect it at all costs. Naysayers are a dime a dozen and they’ll never be there to give you a helping hand or a word of encouragement. Surround yourself with those who have a ‘can-do’ attitude. 

Remind yourself those who persevere win. Watch. Each housing and mortgage cycle brings an exodus reducing your local competition.

Seek to add value to your borrowers, their families, and referral partners.

Focus on your pipeline. Salespeople have a tendency to only focus on what’s coming out of the pipeline, that is loans pending to close. But what happens after they close and fund? Those who fastidiously focus on keeping their pipeline full are those who can survive a recession, market downturn or a tough lending market. In fact, building a pipeline may be the most important part of your business.

Where are your leads coming from? Are you honestly making your presence known among professionals in your city? What are your most effective channels for generating business and which should you walk away from?

Automate your tasks. Are you sending out periodic emails to your business contacts, homeowners, or influencers in your community? What’s your process once a homeowner’s application is turned in. Automation frees you up to focus on the highest value activities that can only be accomplished with your unique talents and skills. Leave the rest to someone else, or like many of Reverse Focus’ clients, use Sales Engine’s Workflow automations to keep applicants informed and referral partners engaged. 

 Disciplining your thinking and aligning your thoughts with a purpose made possible with a specific plan of action can begin today and bring a little more certainty to an uncertain world. 


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