How to Pivot and Thrive in the Current Market
Geoff delivers a solo 'quick hit' episode on adapting to the 2022 market shift, covering mindset, skill development, and five specific daily/weekly actions LOs can execute immediately. Best for originators who feel stuck or reactive and need a concrete reset plan.
You can't control the market — but you can control your mindset, your skills, and your daily actions, and those three levers determine who survives the downturn.
Takeaways you can run this week
- Run the 5-5-4-2 daily plan: 5 conversations with past clients/sphere, 5 conversations with new leads/referrals, 4 follow-ups with leads you've previously contacted but never converted, and 2 videos posted per week on your platform of choice.
- Call agents from your last 12 months of closed transactions using this script: 'Hi [Name], I want to apologize for not staying connected after our last transaction. I'm calling to see how the market shift has affected your business plan for the coming year. Are there specific areas you're shifting your focus to? What's got you most excited? Are there areas that are more challenging — like marketing or social media?' Then ask: 'Would you be open to some help or guidance in those areas?'
- Calculate the total agent commissions you've helped earn in the last 12 months: take every purchase transaction you closed with a realtor, multiply the purchase price by 3%, and add them up. Use that number in your agent outreach: 'Last year, my team played a role in helping our agent partners earn $[X] in commissions.'
- Call past clients from the last 12 months with this script: 'Hey [Name], housing markets are clearly a bit bananas right now. I was checking in with past clients — wanted to see if you have any questions I can help clarify about what's really happening with rates and housing.' Before hanging up, add: 'Would you be open to — if I texted you a link right now — taking two minutes to share your experience working with us?' Target Google reviews specifically.
- Read 'Exactly What to Say' by Phil Jones (co-authored with Chris Smith and Jimmy Mackin) to sharpen scripts for objection handling and differentiation. Use the opener: 'If I take a moment to explain what makes us different, would it be okay if I shared how I'm different from any other mortgage originator you've spoken with?'
- Start hosting agent classes (virtual or in-person): Geoff cites that 8 out of 10 of the 250 top producers he's interviewed include agent classes in their strategy. Pick a topic relevant to the current market — e.g., 'Embracing the Shift: How to Pivot and Thrive' — and schedule your first one within the next 30 days.
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GET FREE ACCESSThe playbook
- Step 1 — Mindset check: Assess whether you are being a realist (seeing the market as it is) vs. optimist or pessimist. Separate emotions from actions.
- Step 2 — Identify what you can control: mindset, skills, and actions. Stop trying to control market conditions.
- Step 3 — Skill development: Practice your value proposition and differentiation script out loud. Use 'Exactly What to Say' by Phil Jones as your training resource.
- Step 4 — Daily actions via 5-5-4-2: 5 sphere/past client conversations + 5 new lead conversations + 4 lead follow-ups + 2 videos per week.
- Step 5 — Re-engage closed transaction agents: Use the apology/check-in script, ask about their business plan, listen, then pivot to offering help and a potential partnership.
- Step 6 — Re-engage past clients: Check-in call with no hard agenda, offer market clarity, close by requesting a Google review via text link.
- Step 7 — Launch agent classes: Use classes to scale reach, reverse prospecting, and accelerate trust. Commit to a recurring schedule.
Worth quoting
“Survival of the fittest is not the strongest or the fastest — it's those who succeed in adapting themselves best to the environment.”
“Eight out of ten of the 250 top producing originators I've interviewed have had agent classes and events as part of their overall strategy.”
Best for
LOs who were coasting in the 2020-2021 refi boom and now feel directionless in a purchase-driven, rate-sensitive market and need a concrete daily action plan.