Have You Found Your Cheese?

By
Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

Last week Barbara Todaro wrote a blog titled "What Will I Do When The Market Changes & The Well Is Dry?"  Barbara's blog automatically reminded me of a little book I read several years ago with a message that has been embedded in my mind every since.  The title of that little book is "Who Moved My Cheese?" by Spencer Johnson, M.D.  If you have read this book you know why I automatically thought of it as I was reading Barbara's blog.  But for those of you who have not read it, let me give you a quick summary.

"Who Moved My Cheese" is about four characters Sniff & Scurry and Hem & Haw.  Sniff & Scurry are two little mice, who are not very smart, and rely on their senses to survive.  Hem & Haw are two special little people who are no bigger than the mice, but have very complex brains that enable them to analyze everything.

All four live in a Maze in which there is all sorts of cheese stored.  The four of them found a part of the maze that had so much cheese it seemed it would never run out.  All four settle into a very comfortable daily routine, getting up in the morning and going to their pile of cheese.  All four expected the cheese would always be there, and they were set for life.  That was until one morning they went to eat some cheese and it was all gone.

Now Sniff & Scurry, the not so smart mice who relied on their instinct, had been noticing  the huge pile of cheese had been slowly disappearing, and figured they would have to find a new pile of cheese soon.  But Hem & Haw with their complex brains, who had just taken for granted the cheese would always be there, had not.  So when each pair arrived one morning and noticed there was no more cheese.  Sniff & Scurry quickly moved on to find a new supply of cheese.  They explored new parts of the maze until they found another supply.  But Hem & Haw did not, they just sat around complaining their cheese was gone.  They were unprepared for what had been slowly happening, and were unwilling to explore and find new cheese.

At this point it should be very clear the connection between Barbara's blog, and the message in "Who Moved My Cheese".  This business is constantly changing, and we need to change along with it.  The seemingly endless cheese days when we are in a triving market, are not endless, and we have to constantly prospect for new cheese in order for the supply to continue.

Those who are like Sniff & Scurry, recognize their cheese is moving, make adjustments to their business plan, and continue to find new cheese.  Those who do not recognize their cheese is disappearing, will just sit around complaining like Hem & Haw that they do not have any more cheese.  In both cases they will start out asking "Who Moved My Cheese?"  But in the end, one will realize they needed to go find new cheese, while the other will only complain about it, and hope new cheese finds them.

If you are reading this and were in the Real Estate or Lending Industry in 2005/2006, when the cheese was plentiful, you must be one of those not so smart mice who trusted their senses, and followed the cheese.  You searched for new ways to mine the cheese, you took advantage of new technology, and learned how to use it.  On the other hand those very smart Realtors, and Loan Originators with complex brains, are probably not around anymore to read this blog,  They sat around waiting for the phone to ring, and complaining they had no more cheese.

Following the cheese is an everyday task.  If we stop looking for ways to find it, it will disappear.  If your phone is ringing, then you need to keep on doing what made it ring, while at the same time finding new ways to make sure it does not stop ringing.  We have to keep looking for a new supply of cheese each and everyday.  So when our supply starts to dwindle, we know where to find the next stack of cheese.

We all have a choice, will we be like Sniff & Scurry, or like Hem & Haw?  Will we move on like Sniff & Scurry and find a new source of cheese, or will we be like Hem & Haw, and just sit around complaining about it?  What choice have you made?  Are you sitting around complaining, or are you making sure you are continuously prospecting for more cheese?  Have You Found Your Cheese?

 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who is licensed in #CT, #RI, #MA, #NH, & #FL and can assist you with all your #FHA, #Conventional, #VA, #USDA, and #State Bonded Progam #mortgage needs in #CT, #RI, #MA, #NH, & #FL. George resides in Middlesex County which includes #Middletown, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or souto@snet.net

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Re-Blogged 5 times:

Re-Blogged By Re-Blogged At
  1. Fred Griffin, on leave of absence from ActiveRain 12/10/2018 06:20 PM
  2. Valeria Mola 12/14/2018 03:00 AM
  3. Peter Mohylsky 12/15/2018 05:01 AM
  4. Joe Jackson 12/15/2018 06:20 AM
  5. Gabe Sanders 12/22/2018 09:00 PM
Topic:
Real Estate Best Practices
Location:
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Groups:
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Rainmaker
88,296
Vickie Teel
Allison James Estates & Homes - Port Charlotte, FL
Sharing Florida sunshine one homeowner at a time!

Great featured post George! It really reminds us that change is inevitable and we have to either ride the wave or get sucked in by the undertow - keep working to find more cheese or starve. Thanks!

Dec 12, 2018 05:15 AM #25
Rainer
152,285
Anne Corbin
Long and Foster - Lake Anna - Spotsylvania, VA
Serving Lake Anna & Central Virginia

I'm one of those that never heard of this one! Thanks for broadening my horizons. It is a nice reminder for us to keep on truckin'! Even in slow times.

Dec 12, 2018 07:32 AM #26
Rainmaker
1,946,902
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning George - Outstanding and thanks for the full synopsis.  We had our general managers read this book when I was in the restaurant group.  Nothing stays the same forever.  I am reminded of that just last night when I saw a Sears store closing in the mall.  I started my career at Sears when it was the fifth largest corporation and the largest retailer.

Dec 13, 2018 05:43 AM #27
Ambassador
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi George

Congrats on the feature - this is a powerful book. I read it many years ago but it's time for a re-read...especially as things are shifting.

Have a great weekend!

Jeff

Dec 14, 2018 04:44 PM #28
Rainmaker
1,523,747
Amanda S. Davidson
Amanda Davidson Real Estate Group Brokered By eXp Realty - Alexandria, VA
Alexandria Virginia Homes For Sale

George, you just inspired me to read the book again, it's a great one and very accurate. So is your post. Things change, especially in real estate and lending. We always have to look for cheese. Sitting back and waiting will guarantee we go hungry. 

Dec 15, 2018 05:32 AM #29
Ambassador
1,924,955
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

George Souto  So glad Carol Williams  Featured this in SCS in case anyone missed it well deserved

Happy Holidays

Dec 15, 2018 06:43 AM #30
Rainer
482,047
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Well written George Souto and an important concept for sure. I'm hoping I'm able to keep finding new cheese sources while nurturing the  ones I've got.

Thanks for sharing this and best wishes for continuing success.
Bruce.

Dec 15, 2018 03:45 PM #31
Ambassador
3,358,963
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

It's been a few years since I read that book, George but, your analogy is absolutely perfect! I've been doing a lot of thinking about our changing market and now that we are all adept at technology, what will we do to overcome the next big change? 

That said, prospecting NEVER stops - and I never stop thinking about it. It's a daily thing and I think that is where a lot of lenders and agents miss the boat. 

I've got that down pat, now what will the next big adaptation need to be? We're all investigating every little or moderate change now!

GREAT post, George! Thanks for a wonderfully thought-provoking post.

Dec 16, 2018 04:30 PM #32
Rainmaker
777,305
Doug Dawes
Keller Williams Realty - Topsfield, MA - Georgetown, MA
Your Personal Realtor®

Hi George Souto 

One of my favorite books. I read it twice each year and give it as gifts too.

Dec 16, 2018 06:57 PM #33
Rainmaker
821,937
Diana Zaccaro
Tropical Beachside brokered by eXp - Cocoa Beach, FL
"The Accidental Blogger" Cocoa Beach, Florida

I was a mortgage broker before going into real estate ten years ago so this sentence really resonated with me...

"If you are reading this and were in the Real Estate or Lending Industry in 2005/2006, when the cheese was plentiful, you must be one of those not so smart mice who trusted their senses, and followed the cheese.  You searched for new ways to mine the cheese, you took advantage of new technology, and learned how to use it."

And I will add that during that time I learned to adapt and adjust as change in the lending industry loomed on the horizon, an important lesson that served me well.

 

 

Dec 16, 2018 09:45 PM #34
Rainmaker
1,321,116
Nick T Pappas
Assoc. Broker/Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, @HomesBirmingham & Providence Property Mgmnt, LLC Hun... - Huntsville, AL
Madison & Huntsville Alabama Real Estate Resource

Hello George - well, I was in real estate long before the '06-'07 time-frame and fortunately still am...guess that makes me one of the "not so smart" gang. I also figured out that no one listens to me when I complain anyway :)

Dec 17, 2018 04:29 PM #35
Rainmaker
1,946,902
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning George - I hope more people are taking heed now.  It is important to look for subtle change before it hits you in the head.

Dec 18, 2018 07:13 AM #36
Rainmaker
1,794,277
Ginny Gorman
RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI
Homes for Sale in North Kingstown RI and beyond

So true George & we had to read it when I was in Corporate years ago and it will be needed again for many who think they can just ride the wave.  Be well!

Dec 18, 2018 09:58 AM #37
Rainmaker
2,036,914
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Fort Worth, TX
Selling Homes Changing Lives

George Souto - Congratulations on the FEATURE here on ActiveRain.

I remember the book "Who Moved My Cheese," very well. I was in HR at the time, and ironically, everyone in HR received a free copy of the book, compliments of our Corporate Headquarters. Then, we had a big mandatory meeting. The lead presenter was from a Consulting Company. We were expected to get into groups and talk about the book. Each group had an objective and a quote from one of the chapters to "brain think," and report back to the group. 

The irony is, everyone was let go. 

Your featured post is timely. The sands of time are changing. I feel the wind blowing. Directions are changing. 

Dec 18, 2018 12:44 PM #38
Rainmaker
1,235,391
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

First, you have to be smart enough to want some cheese.  Then you must be smart enough to follow and find some cheese, George Souto ... and these days, you must also be smart enough to find the RIGHT cheese.  No stinky limburger!!

Great post, George ... congrats on the Feature ...

Gene

Dec 19, 2018 09:36 AM #39
Rainmaker
1,946,902
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi George - Hope you are almost ready for the big day.  I am sure you will be seeing your granddaughter virtually or in person.

Dec 19, 2018 03:02 PM #40
Ambassador
3,358,963
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Hi George! I have to agree with what brotha Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi said - and he said it so much more succinctly than I! LOL

Happy Friday!

Dec 20, 2018 09:51 PM #41
Rainmaker
4,797,528
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Hi George.  I hope that you and your family will have a wonderful Christmas.

Dec 24, 2018 05:23 AM #42
Ambassador
896,657
John Meussner
Mason-McDuffie Mortgage, Conventional Loans, Jumbo Loans, FHA, 203(k), USDA, VA, - Walnut Creek, CA
#MortgageMadeEasy Walnut Creek, CA 484-680-4852

Fantastic analogy - earlier this year I had my sales team all read "Who Moved my Cheese".  It's the perfect story of a changing market and how we must continue to adapt and move.

Dec 27, 2018 04:02 PM #43
Rainmaker
1,141,170
Joyce Marsh
Regal | Christie's International Real Estate - Orlando, FL
Regional Manager Regal Christie's Int'l Realty

I missed this post when you originally wrote it but I'm so glad that I came across it now.  I read the book "Who moved my cheese" years ago and have probably re-read several times over the years.  It is the perfect analogy and perfect story about adapting and changing to our constantly evolving market conditions. 

Feb 20, 2019 09:55 AM #44
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