Understanding the Basics of Environment and Behavior

When you think about what gets someone to make a move, at the base level you have environment and behavior. This is what someone actually does on a day-to-day basis. And this is why it’s critical to really be engaged and ask great questions. So many times we take language, and we've generalized it to the point of meaninglessness. You know, what does it actually look like to be an originator? The point of responsibilities that each originator has, and the action items that they take on a day-to-day basis looks very different from company to company.

This reminds us to ask…

What does it actually look like? What does it really mean? What are you actually doing? What is your process for doing that? What does a day-to-day look like? Get into the details.

- Joe

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