Adapt, Do the Hard Work, and Keep Your Eyes Forward in the New Economy

In this Growth Notes episode, Frazier tells loan officers that the old “map” no longer works and success in the new economy requires letting go of how things used to be. He argues the market doesn’t care about past conditions like 3% rates or strong pipelines, and it won’t reward those waiting for 2020–2021 conditions to return. Opportunity comes from focusing on what’s in front of you, and he outlines three separators between winners and those left behind: adaptability (questioning everything about prospecting, communicating value, and building trust with more-informed consumers), hard work (doing uncomfortable, revenue-producing actions rather than busy work), and keeping your eyes forward (avoiding paralyzing comparisons to past “unicorn” markets and asking what’s possible now).

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