Shift happens. Ok, now what? Bonds running off, rates going higher, headlines, oil, politics, AI, "our pets heads are falling off..." (name that movie). What do we do?
Here are three strategies I'm sharing to take the spotlight off the market and into what we can control, our money zone activities that drive volume, income, and purpose. For sales originators and loan officers facing a market shift, these are the moves that matter most.
The Mindset: Be the Bison
But first, let's get the mindset right and think of the great American Bison.
When a storm hits, the Bison's survival instinct isn't to run from it, rather to turn and face it head on.
Why do they do this?
Because the front of their coat is the thickest and most insulated, providing protection from the wind, ice, and rain. Stopping and turning toward the storm is safer than running from it.
Be the Bison.
While others see threat in the market shift, let's turn and find opportunity.
We are the Bison.
In other words, when shift happens, leaders respond, not react.
So let's respond with a simple question: "Ok, now what?"
1. Lead HELOC as a Sales Strategy
- Look at the math for this HELOC strategy: Highest Consumer Debt + Highest Home Equity + High Rates + Low 1st Rates + Lowest Consumer Confidence since 2014
- The greatest reason every single homeowner in America should get a HELOC is "in case shift happens."
- This is a reason to call and stay focused on activity.
- Don't dabble, go all-in! Marketing, Scripts, Contests, Power Hours, and more.
- I recommend the NFTYDoor HELOC, and if you're not familiar, reply here and I'll make a connection.
2. Be the Expert, Educate, and Create a Sense of Urgency
Rates may head to 8%.
- Call all your buyers, Realtors, and Referral Partners and control the narrative, otherwise someone else will.
- Be seen as the market expert and confident leader.
- Ask questions, don't make statements. Check in on their fears, goals, and situation to learn from, not assume.
3. Be the Bison
- "Never let a good crisis go to waste," - Winston Churchill.
- NOW is a time to turn, invest, and break your echo chamber, not just keep grinding it out.
- You're not alone, hire a coach (like me of course) or someone who will help you and your team succeed.
- Get in the right room with the right people:
- Still time to get to Momentum Builder in Dallas 10/6-10/8
- Email me for tickets and check out Momentum Builder for more info
What strategies are you leading right now?
I'd love to hear and will continue to share.
Please reach out with any questions and how I can support you and your team.
Make Shift Happen! 🦬 Craig Davis, Leadership Performance Coach
The Build Your Niche Takeaway
The same principle that responding to a market shift teaches is the reason to Build Your Niche. When you know your niche, your purpose, and your ideal customer, you get remembered and referred. Be the bison: face the storm, lead with strategy, and own the narrative before someone else does, the way Leaders Respond, They Don't React and The Rise of the Travel Agent show. Book your 90-Minute Private Coaching session below and make shift happen for you.
Frequently Asked Questions
How to Avoid the Commodity Trap
The 90-Minute Private Coaching session ($995) walks you through the 3-part Build Your Niche framework: your niche, your customer, and your purpose. In one session we build the positioning that makes you the expert and the advisor, not the commodity. Book your session through the Build Your Niche button below.
What does it mean to be the Bison?
When a storm hits, the bison turns and faces it head on because its front coat is the thickest. Stopping and turning toward the storm is safer than running from it. Be the bison: while others see threat, find opportunity.
What is a money zone activity?
It is a non-negotiable activity that drives volume, income, and purpose, and it is what you control when the market is not cooperating. Lead with HELOC strategy, educate your buyers and referral partners, and control the narrative. That is how you get unstuck from the molasses.
This is part of the Build Your Niche framework: Build Your Niche, Connect your Customer.
Craig Davis is a Leadership Performance Coach and the creator of the Build Your Niche framework, helping leaders break their echo chamber, for themselves, their team, and their business.
Craig brings a unique and extremely valuable viewpoint to every conversation. Craig constantly is thinking several steps ahead of competitors and the industry.
Alex B.