I said last week I was going to try and share my thoughts on coaching and mentoring. For me, this is the single most overlooked area of our industry, and one that takes some time and effort to get ahead of. Far too many companies and managers just try and find skilled people and throw them into a position and expect things to just work out. While that may happen at some level, you are basically just allowing people to function as they have always functioned, but never really growing in experience and productivity because they continually just repeat what they already know. As the great Greg Frost has said “Being in the mortgage business for eight years doesn’t mean you have eight years’ experience, you likely have just repeated your first year in the business seven times!” I wanted to share my insights here and today we will see…
Posted On Monday, 30 January 2023 00:00 Written by
Posted On Monday, 30 January 2023 00:00 Written by
Pending home sales increased in December for the first time since May 2022 — following six consecutive months of declines — according to the National Association of RealtorsÒ. The Northeast and Midwest recorded month-over-month reductions, while the South and West posted monthly gains. All four U.S. regions saw year-over-year decreases in transactions, with the West experiencing the largest decline at 37.5%.
The Pending Home Sales Index (PHSI)* — a forward-looking indicator of home sales based on contract signings — improved 2.5% to 76.9 in December. Year-over-year, pending transactions dropped by 33.8%. An index of 100 is equal to the level of contract activity in 2001. “This recent low point in home sales activity is likely over,” said NAR Chief Economist Lawrence Yun. “Mortgage rates are the dominant factor driving home sales, and recent declines in rates are clearly helping to stabilize the market.” Pending Home Sales Regional Breakdown…
Posted On Friday, 27 January 2023 07:16 Written by
Have you ever wished you could predict the future—and be right? What would it be like if you could clearly see critical changes in the months and years ahead, and use those glimpses to shape that future instead of just letting it unfold by default?  You can accurately predict enough of the future to make all the difference. In fact, you can hone your ability to trigger a burst of accurate insight about the future and use it to produce a new and radically different way of doing things. Being anticipatory is about looking into the future and transforming it into a new paradigm for solving “impossible” problems, unearthing “invisible” opportunities, and positioning yourself as a leader in your organization and industry.  I have discovered seven principles or “triggers” that accelerate innovation and growth. They are:
#1 Start with Certainty (use Hard Trends to see what’s coming) You can use the power of certainty to…
Posted On Tuesday, 24 January 2023 00:00 Written by
As I approach forty years connected to the mortgage and real estate industry, I have given a great deal of thought about what the last phase of my career will look like. I have really thought deeply about what I know, and the things I have learned, and have concluded that my favorite part of all I have been a part of has been helping others find their path in this industry. So, my future will be committed to what I will call “The Mentoring Mindset”. I will continue to write and record content but will limit my individual originator coaching clients and spend more time with teams, managers, branches, and working with companies to help them develop the “Mentoring Mindset” so the next generation of coaches, trainers, managers, and leaders will be in place to help future producers, top producers and others do a better job building and nurturing…
Posted On Monday, 23 January 2023 00:00 Written by
Existing-home sales retreated for the eleventh consecutive month in December, according to the National Association of Realtors®. Three of the four major U.S. regions recorded month-over-month drops, while sales in the West were unchanged. All regions experienced year-over-year declines. Total existing-home sales,[i] https://www.nar.realtor/existing-home-sales – completed transactions that include single-family homes, townhomes, condominiums and co-ops – decreased 1.5% from November to a seasonally adjusted annual rate of 4.02 million in December. Year-over-year, sales sagged 34.0% (down from 6.09 million in December 2021).
“December was another difficult month for buyers, who continue to face limited inventory and high mortgage rates,” said NAR Chief Economist Lawrence Yun. “However, expect sales to pick up again soon since mortgage rates have markedly declined after peaking late last year.” Total housing inventory[ii] registered at the end of December was 970,000 units, which was down 13.4% from November but up 10.2% from one year ago…
Posted On Friday, 20 January 2023 07:32 Written by
 Silverland Bakery began over 30 years ago as one of the first commercial bakers of brownies. Since 1983, our founder and former structural engineer Athena Uslander has been hand crafting brownies, old fashioned bakery bars, cookies, crispy rice treats, raw bars and customized products for wholesale customers as well as direct to the consumer. Recipes are developed by Athena are hand made with locally sourced, high quality all-natural ingredients in small batches, preservative free. Our family business strives to be a recognized brand known to consumers, foodservice and retailers for making all natural desserts crafted by heart and hand. What Does It Take To “Craft By Hand And Heart?” It takes a pregnant engineer who’s fed up with her job and determined to pass some tradition down to her kids. Thirty years ago, Athena Uslander, with her nimble engineer‘s hands and tradition-craving mother’s heart, left her job for her passion.…
Posted On Thursday, 19 January 2023 00:00 Written by
For a business or organization, cost-effective solutions to current and future problems is a primary goal of many internal leaders. Of course, this is not limited to having less scrap as a manufacturing company or offering fewer refunds to dissatisfied customers as a retailer. Much of what cost savings has to do with these days is found in processing power, bandwidth, and storage — the Three Digital Accelerators that I have identified as the cause for accelerated digital disruption since the eighties. Yes, cost savings by way of using an Anticipatory Mindset to get in front of disruption is certainly a prominent factor as a business or organization. However, the other side of the coin here is in understanding how to effectively implement digital disruption to leverage it in low-cost ways. I have previously highlighted in recent blogs the fast-moving nature of artificial intelligence (AI) and machine learning (ML) in nearly all areas of…
Posted On Monday, 16 January 2023 20:14 Written by
Really solid news from my clients reporting from the field that new contracts, pre-approvals, and contacts for information are significantly higher than the last few weeks of 2022. As expected, the new year brought both buyers and sellers back into the market and many are interested in making something happen NOW! While not huge amount of urgency, interest in making it happen, or the commitment to the process appears to be strong. That is always a good sign, and certainly welcome now. Will sellers continue the annual tradition of listing in January? We will have to see, but it appears that there is solid interest by homeowners to trade up, trade down, or relocate. Couple that with a strong first-time home buyer interest and you have the makings of solid activity.  Thanks to those who reached out to me about the call I did with Dave Savage on December 30th.…
Posted On Monday, 16 January 2023 00:00 Written by
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