The market is definitely changing in 2022. Higher mortgage rates (thus far), drastically fewer refinances and a shortage of inventory for purchases. The one thing I have found in my 35+ years in this industry is that it is always changing. As a leader, you must help your loan officers adapt to change so that they can continue to succeed in any market.
What should you be suggesting they do? Here are just a few areas of focus that I consider critical.
Finally build a complete database of their entire sphere. How long have they been promising themselves that they would compile a complete database? Your sphere is not just your previous customers, but what I call a compendium of your life. It is every aspect of your life — experiences, background, education, interests and more. If you don’t codify your entire sphere, then you will not be able to effectively implement the next steps. Note: if you don’t have an idea of the composition of your entire sphere, then email me at the address below and I will send you a recorded webinar — Maximum Sphere Marketing.