July 2017 - Mortgage by Featured Agent

July 2017

Improve your time

management skills

The basics of

government mortgage loans

Sara Jung Wildey

also featured:

Tony Lentini Gene Pastorino

contents

Featured Agent Magazine Phone 888.437.5707 Fax 888.849.3663 contact@featuredagentmagazine.com www.featuredagentmagazine.com

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professionals 4

Tricks of the trade â&#x20AC;&#x201D; Improve your time management skills

Avoiding the slump â&#x20AC;&#x201D; Find and maintain your motivation

t featured cover mortgage pro

Sara Jung Wildey q featured mortgage pro

Gene Pastorino

q featured mortgage pro

buyers&sellers 6

Buyer beware — Common pitfalls to avoid when purchasing a home

Don’t believe this mortgage advice

FHA, Fannie Mae & Freddie Mac — The basics of government mortgage loans

Tony Lentini

Tricks of the trade —

How to improve your time management skills

One of the greatest gifts that being a mortgage professional provides, lies in the fact that no two days are ever the same. It keeps you on your toes, keeps your mind active, and your days often seem to pass in the blink of an eye. With amazing opportunities for personal success, all the while being able to genuinely help others, there’s frankly no other career quite like being a mortgage professional.

However, a career in origination is certainly not known for being a particularly predictable profession. Appraisals can come in low. Borrowers misplace vital paperwork. Inspections are delayed. And sometimes that’s just a Thursday! It can seem downright impossible to plan your days, let alone stick to your plan.

That’s not to say that you can’t make the most of each 4

day, even when the not-so-uncommon curveball is thrown your way. While you cannot control potential challenges that may arise, nor can you make the day any longer, there are ways you can be sure to make the most of your time.

Here are seven tips for best managing your time as a mortgage professional.

Acknowledge Your Business Goals — Remind yourself of your short-term and long-term business goals each day. That way, you’ll be able to look at the big picture when scheduling your days, and your weeks. By reminding yourself of your immediate goals, and where you would like your business to be next quarter, next year, or five years from now, you’ll keep your sights firmly focused on working towards those overarching goals, even when things get hectic. Copyright Featured Agent Magazine

your time, you’ll be in a better position to see where adjustments need to be made.

Learn to Live with Saying No — As originators, it’s hard not to say yes to every request, invitation, or opportunity that comes your way. After all, you’re in the business of customer service. But you’re also in the business of being honest, which means that sometimes you’re going to have to say no to a request when you simply don’t have the time, and that’s ok. Your clients may see you as a super hero, but you must remember you’re only human and can only take on so much.

Minimize Distractions — Multi-tasking is a way of life for most originators, but there can be too much of a good thing. Try reducing the number of notifications you receive from various apps, or social media during times when you need to focus. Or, consider silencing your phone while you’re working on a file. Little distractions can lead to big delays, and wasted time.

Put Effort into Prioritizing — There are many methods of prioritizing your tasks, but one of the simplest ways to do so is to sort your various responsibilities into categories so you can take a clear look at what is most time sensitive, what can be put off if necessary, and what items can be postponed easily. By prioritizing your tasks, you’re less likely to stray from your plan, and avoid feeling like you’re busy, yet unproductive.

Use Technology to Track Your Time — Time tracking and time management apps can be incredibly useful for originators on the go. By logging how you spend your time, you’re likely to see patterns, thereby being able to identify your most productive days, or pinpointing tasks that wind up taking more time than they should. When you can look at how you planned to spend your day, and compare it with how you actually spend Copyright Featured Agent Magazine

Decide to Delegate — Learning to delegate can be a challenge, but committing to do so can significantly lighten your load, and free up extra time.To get started, it may be beneficial to delegate the least time sensitive items until you become comfortable with entrusting others to help you meet your goals.

Sleep, Eat, Exercise, Repeat — Getting plenty of rest ensures that your mind is poised to function at its peak level. Likewise, a balanced diet will help you to maintain your energy level throughout the day. Exercise is also a powerful tool for learning to manage your time, through relieving stress and providing a boost of endorphins to feel good during the day and sleep well at night.

Learning to manage your time as a busy mortgage originator can take effort and dedication. But it can also feel like a life-saver in terms of keeping you calm, cool, and collected in a career synonymous with constant change and unmeasurable rewards. 5

Buyer beware —

Common pitfalls to avoid when purchasing a home

Buying a home is not only a large financial investment, it’s also a significant emotional investment. With so much at stake, the process deserves your undivided attention. To ensure that buying a home goes as smoothly as possible, it’s wise to learn from the mistakes of others and avoid common home buying errors. Here is a list of six common pitfalls to avoid when purchasing a home.

Falling for a Home Before Your Finances Are in Order — Nearly all REALTORS® will give you the same advice when it comes to beginning your search for a new home — make sure you have your mortgage pre-approval in place. This will prevent you from falling for a home outside of your budget, thereby helping to safeguard you from disappointment. It will 6

also save you time, as your REALTOR® will be able to find the greatest selection of homes that meet your needs, within your price range. Attempting to Buy a Home Without a REALTOR® Representing You — Many people do buy homes without the advocacy of a buyer’s agent. However, it’s not recommended for first-time or relatively inexperienced buyers. This is because there are so many moving parts in a real estate transaction, that even small missteps can lead to missing out on the perfect home. Because REALTORS® spend every day immersed in the process of buying and selling homes, they offer a wealth of information. From knowledge of various neighborhoods, to premium negotiating skills, Copyright Featured Agent Magazine

Buying a home should be an exciting experience, not an emotionally or financially exhaustive endeavor. you can, or feel like you need to, can lead to buyer’s remorse or resentment. Make sure you can truly see yourself living in a home and enjoying it before you make an offer.

to advocating for various improvements or concessions, having a reputable buyer’s agent working on your behalf is in your best interest. Buying the Most Expensive Home You Can Afford — There’s something to be said for exercising a little financial restraint when it comes to buying a home. In other words, it’s not necessarily in your best interest to buy a home that totally maxes out your spending power. Instead, consider keeping a bit of money on hand, for things like upgrades, or unplanned expenses such as having to replace a furnace or hot water heater.

Buying a Home You Don’t Like — In effort to secure a foothold in the real estate market, many firsttime homebuyers purchase homes that they just really don’t like. This should be avoided at all costs. That’s not to say that your first home must be your dream home, but you should find more things you love about it, than things you dislike. Buying a home, just because Copyright Featured Agent Magazine

Purchasing a Home When You Plan to Move Again Soon — Life happens, and there is no way to fully anticipate every possible scenario, such as having to move because of a sudden job transfer. However, if you know for certain that you’re planning to move within a relatively short period of time, it’s not in your best interest to buy a home, only to live in for a very short time. Doing so can lead to losing money, particularly if the market declines during the time you’re in the home, or if you’ve purchased with a no money down loan.

Buying Without a Home Inspection — Different states have different laws on housing inspections. However, no matter where you live, you should never miss the opportunity to have a full inspection conducted to confirm the home you’re planning to purchase is foundationally, electrically, and structurally sound. Buying a home without having a full understanding of potential problems is unwise in all cases. Insist upon a home inspection before you buy.

Buying a home should be an exciting experience, not an emotionally or financially exhaustive endeavor. In effort to enjoy the process, it is smart to engage the services and expertise of a licensed real estate agent, who can answer any questions you have, negotiate on your behalf, safeguard you from potential delays and missed opportunities, and educate you along the way. With an ally working on your behalf, the process of finding and buying a home can be a lot of fun, and there’s a good chance you’ll make a friend along the way. 7

featuredagent Gene Pastorino magazine

boss, that when times are tough, you show up and work. When times are good, you show up and work. You put in the work no matter what,” Gene says. To that end, he admits, “It is a stressful industry. We take on so much

“I believe in being upfront. I believe in telling the truth, because my clients are my friends, and that’s what you do for your friends.”

Homebuyers and homeowners needing a purchase

loan or a refinance loan can take comfort in knowing that mortgage consultant Gene Pastorino believes in putting family first. With nearly 25 years of experience in helping individuals and families throughout greater Phoenix to obtain financing, Gene’s longevity in the mortgage industry reflects his commitment to integrity and honesty.

“I fight for my clients’ best interests. Mortgages are their biggest investments, and I can’t do a loan for someone unless it will truly help them. I have to be able to feel like I could have every client come over for dinner, because I did the right thing for them,” he says sincerely.

Gene certainly knows all about matching his clients with the right loan product, as he’s been continuously involved in real estate financing since he was 23 years old. “When I started in lending, there were three products: FHA, VA and conventional loans,” he says. “Today there are so many products. We have zero-down programs, USDA loans, HomeReady loans, and I even partner with a colleague to help those with credit problems to obtain financing.” Through his long tenure in the industry, Gene has certainly seen many loan officers come and go, particularly during the recession. By contrast, he has always stayed the course, driven to help others through the good times, as well as times of struggle. “I was told by my very first

responsibility for our clients’ biggest investment. But, that’s what makes it a great industry. Every day is a learning experience, and 23 years later, I still love coming to work every day and I still love what I do,” he says.

Part of the reason Gene loves his work so much is because his career affords him the opportunity to be there for his family, and in fact, grow a business as a family. “My wife spent years as a social worker at a hospital before becoming a real estate agent. Now, we can work as a family, providing full service to clients,” he says. In fact, a full 80% of Gene’s business today comes from referrals from his wife, other REALTORS,® and past clients, who know that he can be counted on to always do the right thing, no matter what. Gene’s passion for helping families make smart decisions lies in his devotion to his own family, and his passion for children’s causes. A longtime football coach for kids, Gene has also spent years working with children with autism throughout greater Phoenix. He has recently launched Art for Autism, which is a program for children who decorate boxes that are ultimately used as care packages for veterans, or for sick children in hospitals. He was also previously involved in the Strokes for Little Folks golf tournament benefitting the Southwest Autism Research & Resource Center (SARRC).

Indeed, Gene loves nothing more than spending time with his family, and plans to spend the coming years continuing to help fellow homeowners and homebuyers to secure loans that make sense for their families. “I believe in being upfront. I believe in telling the truth, because my clients are my friends, and that’s what you do for your friends.”

Gene Pastorino Branch Manager, Lend Smart Mortgage | Gilbert, AZ 480.227.9177 | gpastorino@lendsmartmortgage.com | www.gpastorino.lenderama.com 8

Don’t believe this

mortgage advice

When friends, family and co-workers find out you’re thinking about or are already in the process of purchasing a home, there’s a good chance you’ll run across at least one mortgage “expert” offering unsolicited advice. Of course they mean well, but that doesn’t mean the information they’re offering is current, accurate or tailored to your situation. That’s the thing about personal finance decisions; they’re personal. What worked for your cousin or your neighbor or your office mate, may not work for you since everyone makes these decisions based on their own unique circumstances. Here is some the most common bad mortgage advice that you should let go in one ear and out the other. There’s no need to read the fine print. All mortgages are basically the same. This is terrible advice for a number of reasons. First, there are no one-size-fits-all mortgages. Each one is unique and the terms and conditions can vary widely. Beyond that, though, entering into a contract as significant as a mortgage is not something to be taken lightly. You should read it through carefully at least once, and preferably a second time to catch anything you might have missed. Carefully reviewing your mortgage documents will reveal any mistakes or inconsistencies Copyright Featured Agent Magazine

that differ from what you and lender discussed. Plus, you will know exactly what you are agreeing to; often the fine print contains fees and other costs that may not have been addressed previously. If there are parts of the mortgage you don’t understand, don’t be afraid to ask questions for clarification. If the lender is hesitant to provide more information or gives vague, generalized answers, it might be wise to consider getting your mortgage elsewhere. You don’t need to get pre-approved; just start looking at houses.While it’s true that being pre-approved for a mortgage is not a guarantee you will ultimately get the loan, there are many benefits to being pre-approved. Having an idea of how much you will be able to borrow will set you on the right path to looking at homes that are in your price range. Additionally, many REALTORS® are hesitant to take on clients unless they’re pre-approved, and if you should find yourself in a multiple-offer situation, sellers almost always look more favorably on offers from pre-approved buyers. Remember, pre-approval isn’t a guarantee, but it’s a necessary early step in the homebuying process that can make the whole transaction a smoother, more enjoyable experience. 9

Just choose the lowest interest rate. At first blush, this seems like sound advice. A lower interest rate will keep your monthly payment affordable and leave money in the budget for other things. But, a low interest rate on an interest-only adjustable rate mortgage (ARM) can end up backfiring on you later if rates increase and your payment suddenly shoots past an amount you can afford. If you foresee receiving routine, significant income increases, that may not concern you. But many people are more comfortable with the security and predictability of a fixed rate mortgage, which will eliminate surprises and help you budget consistently. Get your mortgage from your bank — they’ll take care of you. From the standpoint of convenience and familiarity, this makes sense. But, customer loyalty is no longer rewarded the way it once was and chances are, your bank won’t offer you anything significantly better or different than they would offer anyone else. Just like you probably won’t buy the first house you look at, you shouldn’t necessarily go with the first lender you talk to. As with most significant financial decisions, it can save you 10

a lot in the long run if you take the time to do your research and shop around for a lender who’s willing to offer you the best terms. Borrow as much as the lender is willing to give you. Plenty of people have gotten themselves in over their heads by following this advice. While it’s true the lender may be willing to offer you more than you can even really afford, you’ll be wise to borrow only as much as you need. Remember, there’s more to the expense of owning a home than just the borrowed amount, including property taxes, homeowner’s insurance and routine maintenance. Taking on a mortgage payment that stretches your budget to the breaking point will leave you house poor and unable to experience the true joy and pride of owning your own home.

If someone tries to offer you any (or all) of this bad mortgage advice, your best bet is to smile, nod and move on with the conversation. If you have questions about the mortgage lending process, talk with your lender or your REALTOR® and spend some time doing your own research.

Sara Jung Wildey

With more than 15 years of experience in all aspects of real estate financing, it comes as little surprise that Sara Jung Wildey, Senior Loan Advisor with Provident Bank Mortgage counts a full 90% of her business from builders and REALTOR® referrals. But her impressive, referral based business didn’t happen by chance. On the contrary, Sara saw a demand, and decided to take whatever steps were necessary to meet the needs of all borrowers, with a special focus on the needs of builders.

In fact, she says it was the red tape she came up against time and again at the beginning of her origination career, that would to propel her to create her unique niche in working with REALTORS® and builders on new construction. “When I first started my career — at a large national bank — builders needed financing, but there were too many road blocks at my company for me to be able to help them,” she recalls. As such, Sara, who worked in IT and software sales prior to entering the mortgage field, sought out every opportunity to fill this competitive market. 12

“Buying from a builder or financing a new home is different than a traditional purchase of an existing home; it’s vital that I understand each builder’s process and am adept at navigating through the longer escrow periods,” she explains. “Builders want to make sure the buyers are qualified upfront, to ensure the home they are going to build and deliver in 4-6 months will still be able to close with that buyer at the end. It is critical for builders to have a reliable lending partner who knows how to guide the customer through the long escrow process and safeguard the on-time closing at completion of construction.”

For Sara, that means being completely transparent throughout the process and providing nothing short of exceptional communication. “Setting proper expectations and meeting the closing time frames based on the builder’s completion dates are mandatory. Of course, I also need to make sure I’m taking care of the customer and getting them the best deal.” However, Sara says this work is truly a pleasure. “I’ve worked with builders for over 15 years and Copyright Featured Agent Magazine

it’s like working in a family; I get to know the builder and escrow agents really well. It’s a tightknit community where everyone knows everyone, so maintaining my reputation is very important to me.”

Moreover, Sara relishes perceived obstacles when it comes to helping builders, REALTORS® and buyers, because she’s learned to embrace and overcome the challenges inherent in mortgage lending. “I don’t give up easily. I don’t necessarily take an underwriter’s assessment at face value. I’m a naturally process driven person, and I enjoy the challenge of complex processes,” she says. In addition to enjoying challenges and the ongoing education that her career absolutely mandates, the Golden Rule is Sara’s guiding principle in all that she does.

“I treat every client the way I would want to be treated, regardless of how complicated their loan needs are,” she says. Indeed, instead of running from a challenge, Sara chooses to focus on what her

changing, so it forces me to stay current, and continue learning something new each day.”

The challenges are more than worth it though, according to Sara. “I have an outstanding, strong team which includes five other experienced professionals. We have extensive experience in working with selfemployed borrowers, sole proprietors, corporations, and partnerships. We are very familiar with, and direct first-time homebuyers to county and other agencies for down payment assistance. We close a lot of VA and FHA loans, and are very comfortable with a large variety of products, and we’re known for out-of-thebox thinking when it comes to restructuring loans.”

long tenure in the lending field has taught her about what matters most to her clients.

Whether securing a VA loan, USDA loan, construction financing, or a first-time homebuyer loan, Sara believes all clients deserve complete transparency. “Excellent communication is key. It is vital to be transparent about the entire process, and educate our clients about the process in order to have a successful closing.”

Sara’s breadth of experience is obviously helpful when working with clients, but she refuses to rely solely on the knowledge she’s acquired over time. “Even with my knowledge base, the reality is that guidelines are constantly changing. Products are

A member of the Presidents Club for the past 10 years, Sara has secured a place amongst the top 10% of originators in her company for more than a decade. Understandably, with such a large volume of business, Sara admits she doesn’t have a lot of spare time. But when she does, she enjoys spending time with her family, hiking and horseback riding. She is also actively involved in her networking group, and the North State Building Association, and donates time, money and resources to various housing initiatives in her community.

As far as the future is concerned, Sara expects her volume to continue to grow as her team continues to provide premium service to builders, REALTORS,® homebuyers and homeowners. Together with her team, the future continues to look very bright. After all, even though Sara has been in the field of real estate financing for a long time, she still finds her work incredibly rewarding. “Builders and REALTORS® get to sell the American Dream of homeownership. I have the privilege of making that dream a reality, by helping the homeowner see the potential of what they can afford and achieve.”

Sara Jung Wildey

Provident Bank Mortgage | Roseville, CA Sales Manager, NMLS# 818330 916.741.7401 | swildey@myprovident.com | www.pbmretail.com/sjung/ 14

FHA, Fannie Mae & Freddie Mac —

The basics of government mortgage loans

When it comes time to buy a home, the process of determining which loan is best for you can feel overwhelming. There are many loan options available, some of which are known as government loans, or government-backed loans. Many buyers take comfort in opting for these types of loans — known as FHA, Fannie Mae, or Freddie Mac loans — as they offer terrific benefits for both first-time homebuyers and seasoned homebuyers. Here is an overview of what these types of government mortgage loans offer borrowers:

FHA — FHA stands for Federal Housing Authority, and as its name implies, these loans are insured by the U.S. Federal Housing Authority, and are issued by federally qualified lenders. FHA loans appeal to many buyers, particularly first-time homebuyers Copyright Featured Agent Magazine

because they typically offer less stringent qualification requirements, and often allow borrowers to make a smaller down payment.

For example, FHA loans may be available to homebuyers with less than perfect credit. In fact, many people can secure FHA loans as long as their credit score is above 500. However, the down payments required for an FHA loan are contingent upon credit scores. Borrowers with a credit score of 500-579 will need at least 10% down in order to obtain the loan. Buyers with a credit score of 580 or more may be eligible for down payments as low as 3.5%. Other benefits afforded by FHA loans include allowing borrowers to use down payment assistant programs, or

When selecting a mortgage loan, it is smart to engage the services of a trusted, reputable mortgage professional. That way, you’ll be able to discuss all options available to you for a home purchase or a refinance loan, so you can make the best decision for you and your family.

to use money received as a gift from a family member as a down payment. Grants may also be used to cover a down payment. FHA is also open to allowing the builder, seller, or lender to pay for part of your closing costs, which include things like appraisals, credit reports, or title expenses.

It’s important to note that FHA loans are not obtained directly through the Housing Authority. They are the insurer, not the lender, so an FHA loan will need to be obtained through a qualified lender. In addition, it’s important to note that the costs and services charged by brokers, banks, or credit unions will vary, so it may be in your best interest to shop around before signing any paperwork.

Fannie Mae — Fannie Mae is the familiar name for the Federal National Mortgage Association (FNMA). Fannie Mae is a government-owned business, which was created to enhance the country’s housing market, by purchasing mortgages from retail banks. This helps banks to loan more money, giving greater numbers of people the opportunity to purchase a home. The goal of Fannie Mae is to make housing more affordable for everyone. As such, Fannie Mae offers several assistance programs for first-time homebuyers, and for those needing down payment assistance.

Fannie Mae loans are only available for conforming loans, and there are certain requirements that must be met to obtain approval. In general, Fannie Mae loans will require that your debt-to-income ratio be below 36%, unless you have a high credit score and proof of financial reserves. Credit requirements for Fannie Mae loans are stricter than FHA loans. Buyers need 16

a credit score of at least 620 to qualify for a fixed rate mortgage, while adjustable rate mortgages will require a credit score of 640. As a huge benefit though, first-time homebuyers with good credit who meet all other Fannie Mae requirements may be able to obtain a loan with a down payment requirement of just 3%.

Freddie Mac — Freddie Mac is the familiar name for the Federal Home Loan Mortgage Corporation (FHLMC). Like Fannie Mae, Freddie Mac is a government-owned corporation which buys mortgages, so banks and other lending companies don’t have to bear the burden of keeping 30-year loans on their books. Overall, Freddie Mac exists to help keep mortgage interest rates low, which serves as an incentive for first-time or experienced homebuyers to buy homes.

The requirements borrowers must meet to be approved for a Freddie Mac loan are very similar to the requirements of a Fannie Mae loan. That is, there is great emphasis on a borrower’s debt-to-income ratio, and a minimum score of 620 is typically required. The main difference between these two governmentowned corporations lies in which banks each agency buys loans from. Fannie Mae buys mortgages from retail banks, whereas Freddie Mac buys mortgages from smaller banks.

featuredagent Tony Lentini magazine

From the moment Tony Lentini, Branch Partner of New America Financial in Central Pennsylvania begins to speak, it becomes clear that his mortgage lending experience is vast. His confidence is reassuring, but far from arrogant. Instead, Tony speaks easily and expertly about the process of real estate financing, making it far less intimidating than it may seem — particularly for first-time homebuyers.

His calming confidence is due in large part to Tony’s 25+ years in the field of mortgage financing. Beginning his finance career immediately after graduating from college, Tony earned a name for himself as an honest, transparent, and incredibly knowledgeable financial professional from the get-go. After roughly six years of assisting others with a myriad of financial products, he made the decision to focus his exclusive talents on working with homeowners and homebuyers.

Those who choose Tony as their mortgage professional soon find that his ample expertise is only the beginning of the benefits they receive from working with him. “I’m passionate, dedicated and caring,” Tony says humbly. “There are a lot of people who enter this business because it can be very financially rewarding. Many of those who entered the industry for the sole purpose of financial gain were washed out when the recession hit. I’ve never strayed from this career. For me, the drive has always been to take care of people. When I receive an email from a client, or a testimonial that says, ‘Tony worked tirelessly for me,’ or ‘Tony changed my family’s life,’ that’s a feeling I strive for. It is so much more rewarding than a paycheck,” he says. Moreover, he says, “I’ve found that if your goal is always to do the right thing for your clients, the money will follow.”

Not surprisingly, Tony’s clients are quick to rave about his professionalism, due to his unwillingness to sugarcoat, or postpone delivering vital information, even when it isn’t great news. His commitment to immediate and

transparent communication is a result he says, of one of the REALTORS® he works with. “He’s a top-producing RE/MAX agent and primary referral partner. He has always told me, ‘I can handle bad news. All I want is for you to communicate effectively and quickly. Don’t keep delays or problems from me. We can deal with whatever it is, but I want to know about it as soon as you know about it.’ I abide by that same principle when dealing with every client, whether they are first-time buyers, or seasoned buyers,” Tony says.

However, again thanks to his longevity in the mortgage profession, Tony is proactive about preventing problems or stressful situations from arising in the first place. “I don’t hand out prequalification letters like they are Halloween candy. I don’t make promises that I can’t keep, or attempt to earn business with a prequalification unless I’m certain I can get their loan closed for them. It is my goal to have everyone who works with me walk away from the experience knowing that I have integrity, that I am honest, and that they were treated with respect and fairness,” he says sincerely. Tony also makes sure that every single client that works with him and his team know how much they are valued. “A simple thank you goes a long way. We want our clients to feel valued and appreciated, because they are — we really do value their business.”

Clearly, Tony’s dedication to helping others achieve the American dream of homeownership — or to help homeowners meet their financial goals through smart refinancing decisions — is well-documented. After all, it has made him a Top Producer in the country for several years in a row. So where does he hope to take his business from here?

Ever humble, he says, “My office is small potatoes — I am not a big office or trying to be a large national company, but I do think that I’m close to growing my team a bit bigger again, after years of staying intentionally on the smaller side. I am interested in considering expanding into other states. I just don’t want to lose the opportunity to continue to offer the service my clients have become accustomed to. Working one-on-one with clients is really what I love about what I do.”

Tony Lentini Branch Partner | NMLS #144594 | Harrisburg, PA 717.412.1712 | tlentini@newamericafinancial.com | www.newamericafinancial.com/tonylentini/ Copyright Featured Agent Magazine

Avoiding the slump — Find and maintain your motivation

tell you that staying motivated plays a key role in their success. But motivation is a tricky thing. Some days, your feet hit the floor and you feel ready to take on the world. While other days the only thing you really feel like doing is reaching for the remote and bingewatching the latest season of your favorite show.

Any top-producing loan originator will

So what separates the highly motivated originators from the rest? Do they have a secret? Do they always wake up feeling ready to have their best day ever? Not necessarily. But, they do tend to share some common traits and strategies for staying motivated, even when that feeling doesn’t come naturally. Give some of their motivational tips a try:

Mix it Up — Structure and routine can contribute

to productivity, but they can also kill spontaneity and motivation. If you’re feeling less than inspired, take a break from your regular routine and shake things up. Instead of sitting at your desk all day, take your laptop to a coffee shop, library or park and let the new faces and surroundings inspire you. Turn your schedule upside down and tackle your usual afternoon activities first thing in the morning. Try whatever you need to break out of your routine and make your day interesting again.

Take care of your health — It’s hard to feel

motivated if you’re not taking care of yourself. If you’ve been getting by on too little sleep and unhealthy food, give your body a break and give it what it needs. Drink lots of water, make smart food choices and catch your Z’s. Although some mortgage professionals wear Copyright Featured Agent Magazine

A few of our favorite motivational quotes:

“I find that the harder I work, the more luck I seem to have.” —Thomas Jefferson

“What you do today can improve all your tomorrows.” —Ralph Marston

“The secret of getting ahead is getting started.” —Mark Twain

“Success is liking yourself, liking what you do, and liking how you do it.” —Maya Angelou ‘no sleep’ as a badge of honor, it’s actually doing damage to your health that you might not see now, but will down the road. Your motivation is guaranteed to go up when your body and mind are nourished and well-rested.

Look Back, Look Ahead — Spend some

time reflecting on the different stages of your career — where you were, where you are, and where you hope to be. Think back to a time when you felt extra motivated. If you were doing things differently, what were they and would it make sense to do them again? Take stock of where you are now, and formulate goals for the future. Imagine your ideal scenario and determine what it’s going to take to get there. What was important to you even one year ago may be different than what’s important to you now. It’s very helpful to Copyright Featured Agent Magazine

acknowledge and respond to those changes. When you know exactly what you’re shooting for, you’ll be more motivated to reach it.

Turn to the Experts — It never hurts to get a little help from those who have dedicated their lives to motivating others. Whether you prefer to read, watch, or listen to your favorite motivational speakers (or do all three), spend some time with your favorite expert each day. A quick YouTube search for ‘motivational speeches’ yields thousands of choices, from old-school favorites like Zig Ziglar to contemporary superstars like Tony Robbins. You can also seek out highly motivated agents within your own brokerage and ask them how they stay motivated. They will appreciate being asked, and you’ll get some great real-world advice from someone you know and trust. 19

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Agents and real estate professionals

Take advantage of the opportunity to share, network and be seen. Along the way, pick up tips and ideas to help grow your business, increase motivation and achieve your goals.

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