Position to Protect; Position to Maximize

“Never let a good crisis go to waste” – Winston Churchill

The market is what the market is; that is not an excuse, that is a reason to always be innovating.

Dave Savage , Chief Innovation Officer at TrustEngine and Mortgage Coach , a leader and industry innovator is driving critical awareness around needed industry pivots through his many interviews, masterminds, and 10x your Business pursuit. ?Two powerful interviews he recently gave that everyone in Mortgage should hear were with Bill Dallas, J.D. CMB and Brian Hale , both leaders, Owners, and innovators in the industry.

In Dave’s interview with Bill Dallas, he speaks about the “Founders Trap;” what got us here, isn’t going to get us there.? We are in a mortgage recession and survival is critical.? You must look at your business differently, which could mean tough decisions, such as compensation theory to create alignment.?

During Brian Hale’s interview, he also shares a similar tone as the founders trap, offering perspective that originators should be the “CEO of their own business."?

Ahhhh…what decisions would you make with a CEO mindset?? Would you want to track your profitability, price concessions, and performance that impacts all parts of your business?? Further, as CEO, what information do you pay attention to, and do you see different opportunities ahead?

Between company Owners, Divisionals, Branch Managers and Originators, transparency in margin, responsibility in performance, and overall best practice alignment are critical to everyone's survivability and thrive'ability.

As a leader in Mortgage for 20 years, I promote the concept of “Position to Protect; Position to Maximize,” especially focused with Branch Managers, P&L decisions, and leadership within the branch.? Everyone has a stake in the success of the company, branch, and fellow originator.? Everyone is responsible for performance, acting profitably, and optimizing best practice behaviors.? Without clear data, acceptance of critical conversations, and leading with a growth mindset towards training and education, this is challenging to ultimately execute.

However, never let a good crisis go to waste... Innovate through perseverance of your position to protect, position to maximize plan. Garner alignment through data, scorecards that measure "financial fitness," as Dave Savage says, and training on critical technologies, such as Mortgage Coach that promotes advice not price, and Sales Boomerang that indicates predictive behaviors so you are skating to where the puck is going.

It may be a hard mirror to gaze into, but think of tomorrow, not yesterday. Make the tough decisions now, because the waters will only remain turbulent until you do...regardless of rates.

Craig Davis, President

Ascend Xperience