90 | Leads Down 65%? Here's Our Game Plan to Fight Back!

When your leads drop 65%, do you panic and pull back? Or do you double down and fight back?Hey there, Rainmakers!I'm taking you behind the scenes of the Gifford Team for an honest conversation with Evan Hulbert about what happens when your pipeline slows down and it's time to fight back. Evan grew up in the mortgage industry, started his career with us in 2023, and has quickly grown from transaction coordinator to loan partner, helping our team grow from $40M in 2024 to $70M in 2025.Together, we break down our seven-week game plan to rebuild momentum through database prospecting, past buyer follow-up, home equity conversations, and reconnecting with referral partners. We also dive into Evan's journey of mastering the loan process, training new team members, and stepping into leadership. Because the work you do when everyone else pulls back is what sets you apart.Key InsightsWhy today's pipeline reflects the prospecting you did months ago.How to reconnect with past pre-approved buyers and uncover new opportunities.Why your database and referral partners are your greatest assets in a tough market.How to use a seven-week sprint to build momentum for the new year.Why mastering the lead-to-contract process creates confidence and lasting client relationships.How developing talent and learning to delegate help you grow beyond being a technician.Why discipline and consistent action separate Rainmakers from the competition. Guest LinksEvan Hulbert | Guild MortgageWebsite: https://myrenolender.comInstagram: https://www.instagram.com/evan_hulbert7/Facebook: https://www.facebook.com/share/19mLRVA3Kk/?mibextid=wwXIfrLinkedIn: https://www.linkedin.com/in/evan-hulbert-615897250Are you ready to make it rain? Let’s do this!If you liked what you heard, leave me a five-star review and tell me what hit home for you!PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIKTake my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/Nominate someone to be on the podcast: https://shaylagifford.com/podcast/Connect with Shayla:https://www.instagram.com/shaygiff/https://www.linkedin.com/in/shayla-gifford-3019396/Show Links:https://shaylagifford.com/https://shaylagifford.com/podcast/https://shaylagifford.com/catalyst/Guild Mortgage:https://www.guildmortgage.com/