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MFAA Prosper : Mortgage and Finance Brief 08
you r head; why do you have the courage to follow it sometimes and sometimes you don't. So is there an academic background to decision-making? Yes there is. When I started getting into training and speaking I went back to the subject of decision-making and risk-taking and worked out in economic ter ms what it was that fascinated me. I like to think my material is in a place where 'number-phobics' can still really enjoy it and get a lot from it, but if you're the kind of person who says, "Yeah, yeah prove it...", I can prove it. I use metaphor, as many speakers do, to make a point, but I underpin that with a 'ballast of maths', and I think that provides a powerful message for people in the mortgage sector who are used to using numbers to help people reach decisions. So, how can you help mortgage brokers improve their business? The question I ask at the begin ning of my presentation is: "Are the decisions that you are making the best decisions to get you where you want to get to?" That's the best criteria against which to judge a decision. I help my audience to understand how to answer that question. What's interesting is that we make so many decisions every day and yet people think long and hard about every single decision, but they don't think about their decision-making process; why am I coming to this conclusion and others are coming to a different conclusion to the same question? Mortgage brokers, like all of us, are decision-making machines, but we're 'emotional' machines. Our decisions, however rational they seem, are subject to inherent emotional biases. When that happens, we're not necessarily aware of those biases, whether it's the broker or their client. I show how ou r emotions can distort our decision-making. What do you enjoy most about presenting on this subject? That you sometimes have the privilege of changing someone's life, or view of their life. Do you follow your own advice? I do, but with one caveat, which is that I don't always go ahead and take the risk. Skydiving for me is a good example (laughs). However, I always ask myself if my decision is the best to get me where I want to go. Mortgage & Finance brief | 25 Interview
Mortgage and Finance Brief 07
Mortgage and Finance Brief 09