The Five Rituals

Burnout is not a talent problem. It is a rhythm problem — and the fix is five short rituals, not a new CRM. Michael Decker leads a sales organisation doing roughly $500 million a year, with a goal of $1 billion using 30 loan officers or fewer. He runs five rituals every week to make that pace sustainable: a morning ritual, a pre-work ritual, a pre-leave ritual, a nightly ritual, and a Sunday night ritual. None of them cost money. This playbook lays out all five, the physical trigger he uses for each, and the one he says produces the most lift for mortgage advisors. Based on a conversation with Michael Decker, EVP & Director of Sales at Great Plains Bank Home Lending, on The Way with Dino Katsiametis.