Expect, And Achieve, Excellence

February 2008

Set higher standards for yourself and your employees, and watch the results

A common mistake I see with salespeople and managers is that they don’t ask enough of themselves or their employees. Early in my career, I learned an invaluable truth: You only get from your employees what you ask of your employees—and the more you ask, the more you get.

The same is true for all of us in the mortgage industry. The more we expect from ourselves, the more we will ultimately achieve for ourselves. It’s important to focus on setting excellent goals and establishing excellent benchmarks for performance.

To do this, however, you may need to change the way you’ve created your expectations in the past.