What Lane Kiffin’s Bold Coaching Move Teaches Us About Making Hard Decisions in This Market

Lane Kiffin just made a coaching decision that’s got everyone talking. But here’s what caught my attention as someone who’s watched loan officers freeze up when markets get tough: he didn’t wait for perfect conditions to make his move. Sound familiar? Because right now, I’m seeing too many mortgage professionals paralyzed by rate volatility, waiting for the “right time” to pivot their strategies.

**The Decision That Matters**

Kiffin could have stayed comfortable. Instead, he evaluated his long-term positioning and made a calculated move that aligns with his bigger goals. He didn’t let fear of criticism or uncertainty about outcomes keep him stuck. That’s exactly the mindset separating top producers from everyone else right now.

**Where Loan Officers Are Getting Stuck**

I’m seeing three patterns that mirror what happens when coaches play it too safe: First, you’re running the same playbook from 2021 when rates were at 3%. The market shifted — your approach should have shifted too. Second, you’re waiting for rates to drop before you start prospecting again. Meanwhile, your competitors are building relationships with tomorrow’s buyers today. Third, you’re avoiding difficult conversations with past clients because you think they’ll be upset about current rates. But those clients need guidance more than ever, and silence isn’t helping anyone.

**The Kiffin Approach for Your Pipeline**

Make decisions based on where the market’s heading, not where it’s been. If you know purchase volume is down but refinances will eventually return, start building expertise in renovation loans or investment properties now. Stop waiting for permission to change your strategy. Your branch manager isn’t going to tell you to pivot — that’s your call to make. Own your decisions completely. When you recommend a specific loan product or advise a client to wait, be confident in your reasoning. Clients follow decisive professionals, not uncertain ones.

**The Real Test**
Ask yourself: What decision are you avoiding because it feels risky or uncomfortable? Usually, that’s exactly the decision you need to make. Kiffin didn’t move because it was easy — he moved because it positioned him for long-term success. Your business works the same way. The loan officers thriving right now aren’t the ones with the best rates or the biggest marketing budgets. They’re the ones who adapted fastest when conditions changed and stayed committed to their new direction. What bold move is your business waiting for you to make?