The 5 Rituals That Keep Loan Officers From Burning Out with Michael Decker

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Michael Decker thinks burnout in this business is misdiagnosed. Not a talent problem. Not a volume problem. A rhythm problem.
Michael is EVP & Director of Sales at Great Plains Bank Home Lending and hosts the podcast Winning Publicly, Losing Privately. In this episode he lays out the five rituals he runs every week — morning, pre-work, pre-leave, nightly, and Sunday night. None of them cost anything.
His phrase for it: fancy fails, simple scales.
Also in this episode: why Sunday night decides the week, the referral move that beats any follow-up text, and The Round — fifteen questions, no prep, the first time we have run it.
Free playbook: https://DinoKatsiametis.com/five-rituals/
Michael: linkedin.com/in/michaeldeckerstw
Views expressed are the individual's own and do not represent their employer.
00:00 | Cold open
00:20 | Meet Michael Decker
04:20 | $500 million a year — and a billion with 30 loan officers
05:30 | The industry rewards sales when it should reward leadership
09:25 | Winning publicly, losing privately
17:45 | Burnout isn't a talent problem. It's a rhythm problem.
20:54 | The five rituals, named
22:00 | Ritual 1 — The morning ritual
27:05 | Ritual 2 — The pre-work ritual
29:15 | Ritual 3 — The pre-leave ritual, and the boots at the back door
37:20 | Ritual 4 — The nightly ritual
40:30 | Ritual 5 — The Sunday night ritual
44:50 | JAM sessions — just another million
46:55 | THE ROUND — 15 questions, no prep
1:03:20 | The Million Dollar Drop
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