A lot of people are struggling with the challenges in the marketplace from hyper-competition, income regression, to low inventory, and rising rates. Understandably, many LOs are freaking out – they're working longer and harder for less, their net income has dropped considerably, or they’re having a hard time converting deals into contracts. On the other side of this adversary, however, is an enormous opportunity because regardless of the condition, people will be getting into the market, moving up in the market, and getting divorced. All those require transactions that might as well be transactions with your name on them! In this episode, I shed a brighter light on the number one reason why your income is going backwards and how to fix it, regardless of challenges in the market.   "If we’re entering into new domains, we are stepping out of our comfort zones. And when we step out of our comfort zones, we discover how much we need to learn." -Doren Aldana     Takeaways What's really causing your business to go backward There are causes, and there are exacerbators. What’s the difference between both? Why most LOs fail to attract Realtors Why do most mortgage professionals get no-shows, BS excuses, and a high wall of distrust from Realtors? How to build a recession-proof mortgage business Why should you have a list of top-producing Realtors who need you more than you need them, adore you, and send you deals?