From quiet reflections to bold market moves
Despite the extroverted nature of his role, CrossCountry Mortgage executive vice president Scott Evans (pictured) stands out by embracing his introverted tendencies.
“I would say I’m more of an introvert,” Evans told MPA. “Honestly, I like to just sit back here and grind and make phone calls.”
Silent strategist
Evans hasn’t let his natural inclinations hold him back. “I forced myself to go out and be face-to-face and network,” he said. “I like the hunt. I like going after people who tell me ‘no’, and I keep going after it.
“My entire career, I’m just calling throughout the day, prospecting, and then at night, I’ll be emailing all night long. Just following up with people. I’m very tenacious. Just follow up, follow up, follow up, whether it’s email, texting, or phone calls. “It’s either wired in you to be fanatical about prospecting [or it’s not], and that’s me. I’m one of those people.”
This year, Evans has focused his tenacity on driving social engagement. “You have to adapt to the times,” he said. “And that is another piece of our business. When you’re influencing people, you want credibility but also connection - and that’s really for people to know who I am and start feeling comfortable with us.”
This realization has pushed him out of his comfort zone, leading him to create valuable content.
Bold moves
Evans recalled the years 2017 and 2018 when there was an influx of business, and he could sit back while his team handled everything. Recently, however, the market has shifted, which has turned out to be a blessing in disguise.
“The market shift is the best thing that’s ever happened to my business, period,” Evans said. “I’m not ready for the market to shift again. I don’t want it to get easier.”
This sentiment might seem counterintuitive to many, but for Evans, the challenges presented by the market are an opportunity for growth. “I’m evolving as a business owner and a professional because of the pain we’re all experiencing. I am becoming a better version of myself right now. The disciplines and habits I’m developing because of the market are the best things that could have ever happened to my business.”
While many businesses are experiencing a downturn, Evans noted that his is seeing a slight uptick.
“There’s not a lot, but it’s increasing,” Evans said. “It’s getting harder, and I’m pushing harder and harder right now.
“I’m becoming a better version of myself right now because of the pain. There’s a new version of me that’s coming out here,” he shared. This new version is more engaged, proactive, and in tune with the needs of his clients and partners.
Evans’ approach to the market is indeed bold. He has developed a comprehensive presentation for agents, addressing the main challenges they face in today’s market.
“The first challenge is homebuyer affordability due to rising home prices and interest rates,” he said. “Number two is competing and winning a multiple-offer situation. When there are multiple offers, they all say, ‘Yes, we’re gonna show you how to compete and win at a high level.’ I mean, protecting sellers in a multiple-offer situation when you’re on the listing side and making sure you get the best offer with the best terms.”
While others are complaining, Evans is actively seeking solutions and offering value.
“We’re going into a transitional market. One home might have multiple offers. Other homes might not have any. We’ll talk about it. Get those sold right. So, I’m pitching value to the realtors,” he explained.
“I mean, no-one else is doing what I’m doing in my market,” Evans stated with confidence.
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