improvements in how we work. We’re making it a key priority of ensuring our customers literally have a seat at the table in making AAG decisions and priorities. We’ve identified several improvements to incorporate, and a lot of those include rather significant technology enhancements. We believe these changes will simultaneously drive organic growth within the industry and be a catalyst to increasing the adoption that I spoke about a few moments ago. RM: You’ve had a partnership in place for several years with Finance of America Reverse to offer its product, but I am wondering if the time has come for AAG to offer its own private-label reverse mortgage? ER: It’s a fair question and one I’ve been asked a few times since I joined AAG. Let’s be honest, as a market leader it is incumbent upon us to lead on all fronts. So, I can safely say that we are evaluating our own proprietary products and features for future release. RM: You spent 17 years in the Army as a long-range reconnaissance team leader. How did your time in the military shape you as a business leader? ER: Before I answer that, do you know what a longrange reconnaissance team leader is? RM: I imagine you’re deployed behind enemy lines? ER: Yeah, that’s actually pretty good. It is an airborne unit, so we parachute or rappel into a designated area. We have a multifaceted mission, whether it’s gathering intel, sniper missions, etc., with very small teams, usually four to six men. You tend to work alongside the best of the best. Given my earlier responses, leadership is one answer. Another answer is tenacity. I’ve worked with some of the most amazing warriors in some of the most dangerous areas in the world. Resolve and intestinal fortitude can help you overcome most any obstacles or challenges you’re going to face. The last thing is I’m a firm believer of building a “high-performing team” as defined in both the military or by Patrick Lencioni if you read his business manuals and books. To do that, it’s absolutely critical to build rapport. You have to laugh together, you have to challenge each other, and you’ve got to ensure you hold each other accountable to the team’s collective success. It’s not about the individual. It’s truly about the team. I had the real fortune of being in a high-performing team in the military during my last combat tour and then once, in the business world, prior to joining AAG. What’s cool is, and I feel very confident in saying this is, I really believe that our team at AAG is rapidly becoming a high-performing team on a comparable basis. There’s that energy, that commitment, that camaraderie, that esprit de corps that goes into a high-performing team that I learned in the military and that I aspire to have in every single team that I’ve worked with since. From the Top continued from page 13 From the Top 14 REVERSE MORTGAGE / SEPTEMBER–OCTOBER 2022
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