We all know 2+2=4.
If your family’s future and your career depend on what 2+2 equals, you sleep well at night knowing the answer with certainty.
If your family’s future and your career depend on calculating the area under a curve, you may have some sleepless nights. Unlike 2+2, the variables that affect the area under a curve are not linear.
The Mortgage Business has constantly changing variables and you have to have certainty that your leadership can quantify the variables into an exact area aka outcome.
Everyone does not need to know how to calculate the area under a curve. Success only requires the team to know their part in the equation and trust the team accomplishes their respective task. Trust and respect is created when your team has a track record of being historically correct. Normally recessions determine the winners and losers; however, some careers do not have 7-10 years to find out.
Great sales people and great operations people are only as good as the team’s ability to adapt to the changing economy and environment. Being great requires a daily calculation of progress and ensuring certainty for the team and their family. Certainty eliminates stress and creates a great night’s sleep.
Cal Haupt, Chairman and Chief Executive Officer, Southeast Mortgage of Georgia, Inc.