September 2017 Mortgage

September 2017

All about appraisals What you need to know

Easy ways to save for

a down payment

DeAnn Ellis also featured:

Jeff Schneller Alex Shekhtman Sean Zalmanoff

Take the lead

strategies for everyday lead generation

contents

professionals

buyers&sellers

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Email marketing 101 — Make the most of your efforts

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Easy ways to save for a down payment

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Take the lead — Strategies for everyday lead generation

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Bank on it — Home improvements that add value

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Top 10 Things every first-time home buyer should know

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Materials and content included in Featured Agent Magazine and on featuredagentmagazine.com are subject to copyright and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no representations or warranties of any kind, express or implied, as to the information, content, or materials included.

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DeAnn Ellis

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Jeff Schneller

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Alex Shekhtman

Sean Zalmanoff

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Email marketing 101 — Make the most of your efforts

When it comes to marketing, there has never been a better time to be a mortgage professional. The sheer volume of venues available in which you can market yourself, your services, or brand, and connect with others, is greater than at any other time in history.

From blogging, to social media, to websites, to online and print publications, it’s truly a great time to be in the mortgage industry.

However, there is one marketing strategy that continues to dominate when it comes to yielding the best ROI — email marketing. True, by today’s standards, compared to social media and other digital marketing platforms, email marketing is a dated strategy. Yet studies continue to show that when email marketing is done properly, it is still one of the most cost-effective ways to reach your audience, and more importantly, generate business.

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It’s important to note however, that a poorly planned or haphazardly executed email marketing campaign can certainly fall flat. So how can you increase the odds of your email hitting its mark? Here’s a look at five best practices to ensure your emails are received, opened, and acted upon.

Start with a Succinct, Snappy or Silly Subject Line — The subject line of your email will be seen before any of the content included in your message, so it needs to be succinct, but it also needs to be attention grabbing. For some, the magic formula may be a short but standout headline, while others may find a subject that is a bit sassy or silly receives better feedback. If you’re handling your email marketing on your own, try mixing it up, and evaluate the results from the different styles.

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When email marketing is done properly, it is one of the most cost-effective ways to reach your audience, and more importantly, generate business.

being buried beneath others. Email tracking services are available and can help you determine when your audience likely reads emails, but if such a service does not fit in your marketing budget, a good rule of thumb is to stick with mid-morning, mid-afternoon, and early evening.

Make Sure Your Emails are Mobile Friendly If you are sending an email that contains graphics or a video, make sure that it is optimized for a mobile device. Studies have shown that not only do most people read their emails from their phone or tablet, they also delete and/or unsubscribe to emails that are not optimized to be mobile friendly.

Be Mindful of Frequency — Emailing your audience too often will lead to email fatigue. Bombarding your database increases the likelihood that you’ll receive requests to unsubscribe. There are conflicting reports on how often you should be reaching out to your target audience, but more than once a week is typically not recommended. Many find that once or twice a month is perfectly sufficient for solidifying or maintaining top of mind awareness.

Time Your Distribution Wisely — Emails that are received at 2am are not likely to be deemed important. This shows that the sender is obviously not in touch with their target audience, or else they wouldn’t dream of sending an email in the middle of the night.

Likewise, sending an email first thing in the morning is generally not smart, as you run the risk of the email Copyright Featured Agent Magazine

Conclude With a Call to Action — A marketing email that doesn’t prompt readers to act is an ineffective email. Every marketing email you send should have a call to action, however small it may seem. Drive people to your website, tease them with a new blog entry, ask them to call you, or ask for a referral, but make sure you do something. A call to action is imperative.

Many mortgage professionals will find that having email marketing campaigns automated removes a great deal of stress, and reduces the likelihood that they’ll go too long without contacting their database.

There are many such services available, but if you don’t know where to start, ask a successful colleague what has worked for them. Even in the inherently competitive mortgage industry, a trusted colleague, manager, or business coach will be willing to share their secrets for successful email marketing so that you too can take your business to the next level.

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featuredagent Jeff Schneller magazine

Even as Jeff Schneller, CEO of Corby Mortgage, closes in on 20 years of experience and success in the mortgage industry, he can’t imagine ever growing restless in his career. “Every day is different.

No two people are the same, no two loans are the same. Every day there is a new challenge, and while some people don’t like that, I do. I like being challenged, and I love learning every day,” he explains.

It is precisely his enthusiasm, balanced by years of experience, which has made Jeff such a highly regarded mortgage professional throughout greater Chicagoland. “I believe you should be an expert in your area, particularly when you’re working with purchase loans. I work with a lot of real estate agents, and having local knowledge and experience in the areas where their clients are buying is definitely a plus. I grew up here, and live and work here, so I know this region well.”

In addition, Jeff has always viewed every new loan as its own unique job, which ensures that he’s delivering the type of service that consumers and REALTORS® deserve and appreciate. “When a loan application comes in, I look at it as a job that I’m hired to do,” he says.

“That means it’s my responsibility to honor the terms of that contract.”

As such, he is a hands-on originator. “I personally take loan applications, handle the pre-qualifications, loan locks, and all prep work prior to closing. I’m the face of my business, and I’m on the front line 100% of the time,” he says. “I don’t have to check with an assistant on the status of a loan if a client calls, because I know exactly what is going on with every loan.”

Jeff’s dedication to personally seeing each loan through from application to closing has earned him an outstanding reputation, and lots of returning clients. “I learned a long time ago, that there are two ways to earn referrals.

I can ask for them, or I can do a great job and really knock it out of the park,” he explains. “I choose the latter.”

“Every day is different. No two people are the same, no two loans are the same… I like being challenged, and I love learning every day.”

Indeed, if his extensive experience has taught him anything, it’s that a job well done speaks for itself. “Involved in every loan, there are generally two real estate agents and attorneys, and some may not have worked with me in the past,” Jeff says. “Doing a great job is an excellent way to earn referral business.”

With a thriving business, and two young sons, Jeff’s life is understandably very busy these days, but he has no plans of slowing down. In fact, he’s planning for growth through hiring business development specialists in some of the key markets he focuses on. This will allow Jeff to maintain his role as a hands-on originator, all the while remaining dedicated to his family and to charitable efforts which are close to his heart.

Jeff is particularly passionate about his role on the Board of Directors of the Volkman Foundation. “The Volkman Foundation was formed three years ago, after a friend lost his fight against cancer way too early. Brian Volkman left behind his wife and two children. The foundation was initially created to help fund his children’s college education, but our fundraising efforts were so successful, that Brian’s wife asked for future proceeds to go to other families in the community. The foundation now hosts annual events, and we’ve been able to help many families who are dealing with hardships,” Jeff says. “My involvement in this foundation is something I’m very proud of.”

Likewise, Jeff says his family is another source of endless pride. “My wife is my best friend, and we have two young sons. Spending time with them, watching them become involved in sports, hosting neighborhood barbeques and watching the neighborhood kids play in our backyard is a true joy.”

Jeff Schneller Chief Operating Officer | NMLS #217765 | Corby Mortgage | Skokie, IL 847.556.1043 | jschneller@corbymortgage.com | www.mortgagewithschneller.com 6

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Easy ways to save

for a down payment Saving for a down payment is one of the most exciting, important financial moves you’ll ever make.

It can also be scary and intimidating to imagine how you’re going to be able to save the recommended 20% down. But never fear! There are many ways to save for a down payment that are easier than you think — and some you might never have even considered. Here are five easy ways to save for a down payment on a home:

Cut Out All Non-Essential Spending — Any unplanned purchase of $30 or more is considered an impulse buy. If you have even a few of those a week, they can really add up! Now is not the time to be picking up the happy hour tab for your crew or splurging on a new cell phone. Plan a budget that covers the essentials and your bills, and save everything that’s left over toward your down payment.

Find Cheap or Free Alternatives — When you’re saving to buy a home, every penny counts. Take a hard look at where your money is going and see where you can cut back. Instead of cable or satellite, opt for a basic Netflix or Hulu package. Nix the gym or Soul Cycle membership and work out to online fitness videos at home. Skip the daily Starbucks run and make your own coffee; same with bottled water — use a glass or stainless bottle and fill it with filtered tap water. You’ll be amazed at how much you’re spending on so-called necessities and how much more quickly your down payment fund will grow when you funnel that money into it.

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Save All Found Money — Put every penny of overtime pay, bonuses, tax refunds, and pay increases into your down payment fund. It’s always tempting to spend found money, but the rewards of a spending spree will be fleeting, while the ultimate reward of saving for home ownership can be life-changing.

Make Gifts Count — If you feel comfortable doing so, tell family and friends that you are in the process of saving for a down payment and that instead of birthday or holiday gifts, you would love for them to contribute to your savings. If the direct appeal isn’t your style, you can still make gifts count toward your goal. Let people know you’d like ‘practical’ gift cards good for things such as gas and groceries. When you use the gift cards to pay for those items, place the equivalent amount of cash into your down payment fund.

Find Ways to Earn Extra Money — Whether it’s a matter of holding a yard sale, selling your extra stuff online, freelancing, or getting a part-time job, look for every opportunity to bring in extra cash.

There’s no such thing as working too hard when owning a home is your goal. Plus, the more time you spend working, the less time you’ll have to be tempted to spend your hard-earned cash.

The most important thing to remember when saving for your down payment is not to get discouraged. It will take some time, but it will be worth all the effort when you can proudly call yourself a homeowner.

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Bank on it —

Home improvements that add value There comes a time in every homeowner’s life when home improvement projects take center stage. Whether you’re preparing to put your home on the market, or simply want to spruce it up and make some upgrades for your own enjoyment, there are several improvements that give you a great return on your investment.

Here are the improvements that always add to a home’s value.

Back to Basics — It may not be as sexy as say,

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adding a steam shower (more on that later), but when considering home improvements, it’s always best to start with basic care and maintenance. Repairing or replacing worn plumbing, leaky windows, and faded, ill-fitting exterior doors are great places to start. Consider adding extra insulation and upgrading your HVAC system to keep your home more comfortable and energy efficient. Hunt for cracks and leaks in the foundation and have them repaired. Basically, if it’s involved with the structural integrity of the home, it Copyright Featured Agent Magazine

Upgrades under $100 If you don’t have the time, money, or energy to undertake a major project, these easy upgrades can give your home a fresh new look and feel.

Install Dimmer Switches — Lighting is one of the easiest ways to enhance a room. Installing dimmer switches yields great benefits, including energy savings.

Add Color — It really can’t be said enough.

Nothing changes the feel of a room faster than painting a wall in a dramatic accent color.

Hang Shelves — Whether used for storage, accent décor or a combination of both, adding wall shelves is an easy weekend project.

no tree roots heading for the pipes or overgrown limbs interfering with gutters or drainage. Conversely, if your front or back yard is looking too plain, add plants, trees, ground cover or decorative rocks. No one wants to look at a yard that’s little more than dirt, especially if you’re in the process of trying to sell.

needs to be inspected and fixed (if necessary) before starting any other projects. Doing so not only helps your home maintain its value, it catches small problems before they have a chance to turn into expensive emergency repairs.

Take it Outside — Once you have the basics covered inside, it’s time to do the same outside. Trim trees and hedges, get your lawn looking green and lush and plant flowers to add color. Be sure there are Copyright Featured Agent Magazine

Open Up Space — Whether your family is growing or you’d just like a little more breathing room, creating more space is one of the most meaningful home improvements you can make. The sale price of a home can increase up to 30% for every 1,000 square feet of space added, making it easily worth the investment. If you’re not up for the process or expense of doing an actual addition, strategically removing existing walls can create the illusion of more room and give you much more workable living space.

Create a Beautiful Bathroom — There was a time when a whirlpool tub was considered the height of home bathroom luxury, but those days are long gone. Today’s busy, stressed out homeowners want maximum relaxation with minimal time and effort.

Replacing your seldom-used bathtub with a spacious walk-in shower is an unbeatable upgrade that will always add value, not to mention aesthetic appeal. Extra points if it’s a floor-to-ceiling steam shower for the ultimate spa-like experience.

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Cook Up an Island — Ditch the breakfast nook or high-top bar counter and elevate your kitchen by adding an island. It will bring in extra storage and much-needed counter space, not to mention being the stuff Instagram envy is made of. If a built-in island isn’t in the cards, there are many stylish moveable kitchen islands that can give you the same look and functionality at a fraction of the cost. If you’re not sure an island is the way to go, a portable island can help you decide if you want to follow through with building a permanent one.

Look Under Your Feet — Flooring is an often overlooked aspect of your home that can either detract or add value, depending on what state it’s in. If your tile, hardwood, or bamboo floors are still structurally sound but looking a little worse for wear, have them thoroughly cleaned and polished. If your place is still bogged down in wall-to-wall carpet, it’s definitely time 10

to start doing something about it. If you can’t afford to go all out and replace every room with new flooring, start with largest living area and work your way through the rest of the house.

Get Green — Adding green home features, such as solar panels, super-efficient HVAC systems, or lowflow plumbing instantly increase your home’s value.

Many prospective homeowners are looking for green homes and won’t even consider listings that don’t have at least a few green features. Plus, it won’t take long to reap a return on your investment when you see how much you save on utilities.

These are just a few of the upgrades that can add value and beauty to your home. When choosing what home improvements to pursue, adding value is important, but what’s even more important is that the change you make adds to the love and enjoyment of your home.

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DeAnn Ellis

DeAnn Ellis From the outset, DeAnn Ellis relished the challenges of becoming a loan officer. As a single mother, she learned early on the necessity of hard work and applied that same diligent spirit to her role in the mortgage industry. Beginning her career as a bank teller, DeAnn ambitiously approached her branch manager and asked for more responsibility to work as a lender. Undaunted by the training required, DeAnn got to work and ultimately earned her license, swiftly ascending the ranks of her industry to become a regional top producer at the young age of 22. Almost two decades later, DeAnn has cultivated a striking reputation built on integrity, follow through, and an unflagging work ethic.

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While DeAnn is licensed throughout the state of Georgia, she and her team of eight mortgage professionals primarily serve greater Atlanta’s eastern region, including Covington, Conyers, Loganville, and Winder. As top producers under the banner of Element Funding, DeAnn and her team focus on purchase lending. Their office extends a range of products to homebuyers from all walks of life — from Conventional, FHA and VA, to USDA, Georgia Dream, and many more. With her clients’ long term financial success squarely in focus, DeAnn also lends her seasoned perspective to hopeful homebuyers seeking to establish better credit, or in helping firsttime homebuyers navigate the intricacies of the Copyright Featured Agent Magazine

lending process. All in all, DeAnn’s working philosophy is epitomized by forthright communication, responsiveness, and determination on her clients’ behalf. “As a team, we always try to be on the cutting edge of the industry and stay consistent with our clients,” DeAnn explains. “Our goal is to exceed expectations.”

Persistence and a never-say-die attitude are built into the very fabric of DeAnn’s work. Not only did her unassailable ethic drive her early days of success in the industry, but she also keeps that same entrepreneurial spirit alive by setting an example for her team as well as her two daughters. “If you work hard, Copyright Featured Agent Magazine

the sky is the limit,” she reflects. “When you do something that you love and you’re called to do — it’s not a job. You’re helping people achieve the goal of homeownership. I try to be a role model to my kids and let them know that you have to be able to count on yourself and work hard every step of the way.” It is that same tenacity that clients and agent referral partners count on when enlisting DeAnn’s services, confident in her ability to deliver time and time again.

As deeply rooted members of their local community, DeAnn and her team give back through participation with Action Ministries, a hunger relief program

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“As a team, we always try to be on the cutting edge of the industry and stay consistent with our clients.

Our goal is to exceed expectations.” serving children in the area. Together, they participate in organizing backpack lunches for kids in need, in addition to contributing to a summer program ensuring that a lack of school doesn’t mean a lack of food for children at risk. DeAnn’s office fundraises for the program year-round. In her rare free hours, DeAnn enjoys spending time with her children and supporting her youngest daughter’s competitive cheerleading efforts.

As for the future, DeAnn has plans in place to further

her team’s development, with hopes to foster new talent as volume continues to grow year over year.

Likewise, DeAnn values continuing education and applies it to her business model to ensure officers are ahead of the curve when it comes to new technologies and products, all to maximize their ability to serve as many people as possible en route to homeownership. With a track record of success that spans nearly two decades and an unrelenting spirit of ambition and service, there are certainly no signs of slowing for DeAnn Ellis and her team.

DeAnn Ellis

Element Funding | Covington, GA Loan Officer NMLS #148916 678.259.0205 | deannellis@elementfunding.com | www.ellismortgageteam.com 14

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Top 10 Things every first-time home buyer should know Buying your first home is exciting, stressful and life-changing. You’re going to be faced with a lot of important decisions along the way, and you’ll often have to make them quickly, so the more information you have going into the process, the better. Here are the Top 10 things every first-time home buyer should know.

Mortgage Pre-Approval Isn’t a Guarantee — Getting pre-approved for a mortgage is an important step, but just because you’re pre-approved, doesn’t mean you’ll actually get the mortgage. Financial missteps following pre-approval could derail your chances.

Decide Location Versus Space — Figure out what’s most important to you. Is it the neighborhood you’ll live in, or the amount of square footage you’ll have? Once you decide that, you’ll be less likely to compromise one for the other and avoid being talked into something you don’t really want.

Understand the Total Cost — You’ve saved for a down payment, you can afford the mortgage payment, so that means you’re good to go, right? Not necessarily. You have to take into account the total cost of home ownership, which includes insurance, HOA fees, property taxes, home maintenance & repairs and more.

Don’t Expect Perfection — Very rarely does your dream home look like your dream home the moment you step through the door. You have to be able to envision the possibilities and be ready to transform it into your ideal space. Be sure you’re looking at homes with an open mind.

The School District Matters — Even if you don’t have kids or aren’t planning to, the school district in which your home is located affects the property value.

Don’t Make Rushed Decisions — While it’s true that you may have to make some quick decisions during the bidding process, don’t commit to anything you feel you’re being forced into or aren’t ready for.

Understand the Time Commitment — As a renter, you come and go as you please, and if something breaks or needs to be repaired, you make a phone call and that’s that. As a homeowner, you’re responsible for maintenance and upkeep, both inside and out, which will likely take a bite out of your free time.

Research the HOA — If you’re looking at a home in a community with an HOA be sure you read and understand the covenants, conditions, and restrictions (CC&Rs) and talk with your potential new neighbors to get a feel for how the HOA performs.

Don’t Be Afraid to Ask Questions — You’re about to make a huge decision. It’s perfectly normal to have lots of questions for your lender, your REALTOR®, the home inspector and anyone else involved in the transaction. Most real estate pros enjoy working with and educating first-time buyers, so ask away.

It Should Be Fun! — The home buying process can definitely be stressful, but it should also be fun, too.

After all, you’re about to realize the American Dream of home ownership. Enjoy the ride!

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featuredagent Alex Shekhtman magazine

For more than 15 years, Alex Shekhtman has been helping homeowners and homebuyers to secure the best real estate financing for their needs in Southern California. As the Broker/Owner of Los Angeles based LBC Mortgage, Alex and his team have decades of experience in all types of mortgage lending. From conventional loans, to FHA, and everything in between, LBC Mortgage also has a Hard Money division, which assists buyers who need access to financing immediately.

With experience on both the wholesale, and the direct-to-consumers sides of real estate financing, Alex’s key to success lies in following through on his promises. “If we take a loan, it will close.

We stand behind our approvals, and we deliver on our word,” he explains. “We refuse to over-promise and underdeliver. That’s why we’ve been able to help so many people who have been turned down by others. We have unique options for first-time homebuyers, for those who have a previous foreclosure, those who have bankruptcies, and those who need stated income products.”

Because of LBC Mortgage’s dedication to being transparent and honest from the very start, clients and REALTORS® alike have come to rely on, trust, and rave about Alex’s expertise and customer service, as evidenced by the company’s 5-Star Yelp! rating. The testimonials provided by Alex’s happy clients extend beyond online reviews, as well. In fact, the word-of-mouth referrals have been so strong, that Alex says he and his team don’t have to do a lot of advertising. “A referral is the best compliment we can get,” he says. We don’t have to do mass mailings, or much advertising because our clients send their friends and family to us.”

Clients are willing to sing the praises of LBC Mortgage for good reason. According to Alex, even if he takes a ‘hit’ on a loan, he does what he says he is going to do.

“Getting loans closed is much more important to us than just one commission,” he says. “We know that if we close a loan successfully for someone who has had a hard time with other companies, they are going to refer us to others. We aren’t a one-deal type of company. We build lasting relationships with our clients.”

“If we take a loan, it will close.

We stand behind our approvals, and we deliver on our word.”

Alex’s work remains incredibly rewarding as the result of the relationships he’s built, and because he takes great personal satisfaction in helping others. “I help others to solve their problems. They come to us because they need help. Their problem becomes our problem, and we provide the solution,” he explains.

The majority of his team’s business focuses on traditional lending, but the Hard Money division at LBC Mortgage has been invaluable to investors looking to buy and develop, and need a large down payment in order to do so.

“Our Hard Money team is excellent at what they do, and we’ve been able to help so many people by offering this additional service,” says Alex.

With a team of experienced processors, and fellow originators working alongside him, Alex says that LBC Mortgage is made up of truly dedicated professionals who are committed to making the process of real estate financing as stress-free as possible. “We are here to explain the entire process, answer any questions our clients have, and make sure that every borrower understands what is happening with their loan from start to finish.”

As for when Alex isn’t busy working with buyers, homeowners, or investors, he says there is nothing he’d rather do than enjoy his family. “My life is busy and full. When I’m not solving problems for others, I’m spending my time with my incredible wife and children. I’m very lucky because I love what I do for a living, and I have a terrific, supportive family.”

Alex Shekhtman LBC Mortgage | North Hollywood, CA Mortgage Broker NMLS #236317 818.309.2999 | alex@lbcmortgage.com | www.lbcmortgage.com 16

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Take the lead —

Strategies for everyday lead generation

Generating new leads that will eventually become clients is one of the most important things mortgage professionals can do to succeed. But lead generation often ends up taking a back seat to the million other things lenders are responsible for. The key is to turn lead generation into one of those daily responsibilities so that it eventually becomes an automatic part of what you do every day. Check out these smart ways to generate leads: Develop a Network of Service Providers — Creating alliances with like-minded service professionals is an excellent way to increase your sphere of influence. Form relationships with REALTORS,® real estate attorneys, appraisers, home inspectors, contractors and even other mortgage professionals. Having an established network of industry peers allows you Copyright Featured Agent Magazine

to be a resource to your clients by referring them to vendors you know and trust, and those vendors will return the favor by sending prospective clients to you.

Be Strategic with Social Media — It’s not just for Millennials anymore. If you’re not active on social media, you are missing the opportunity to make meaningful connections with potential clients. It’s not enough to just create a Twitter, Facebook or LinkedIn profile. You actually have to use them to your advantage. Be sure you are connected to everyone in your network, and spend time each day liking and sharing relevant content, such as new real estate listings, personal achievements and photos from events. On LinkedIn, be sure you’re endorsing other pros; every time you do, they get an email that lets them know you did so, which keeps you top of mind.

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Lead generation often ends up taking a back seat to the million other things lenders are responsible for. The key is to turn lead generation into one of those daily responsibilities so that it eventually becomes an automatic part of what you do every day.

Become a Presence in the Community — Making a name for yourself as someone the community can count on is a time-tested way to generate new business. If you already have a cause that is near and dear to your heart, make it your mission to become even more involved through volunteer work and donations. If you don’t currently have a cause you’re passionate about, ask around to find out which local organizations are most in need of help. Volunteering gives you the chance to connect with a wide range of community members in a meaningful way, and you’ll become known for being a good person as well as a great industry professional — and that’s a winning combination!

Change Your Routine — We all have our daily routines, but getting stuck in a rut means you’re limiting your exposure to new people. If you drive through the same Starbuck’s every morning, take the time to park and go inside instead to chat with folks in line or better yet, try a different coffee shop altogether. Instead of having lunch delivered, go out to grab a bite and talk to other diners. Do your grocery shopping for the week at a different store in a new part of town. Whatever you choose, make an effort to get out of your comfort zone, meet new people and talk about your business. “What do you do for a living,” is usually one of the first things people ask, so it will be a natural transition to telling others about the outstanding service you provide.

Support Other Local Businesses — It always makes sense to support small businesses in your community. Whenever possible, make the choice to support a local vendor, rather than a large national chain, and get to know the business owners. Strike up a conversation

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about the local market and all the things that make your area unique. Be sure to become a member of your local Chamber of Commerce to take advantage of everything they offer. Becoming involved in the local business community will further raise your profile and help you become a trusted, recognized name that people are happy to recommend.

Lead generation doesn’t have to be complicated, but it does have to be consistent. Employing one or more of these strategies will make generating leads a natural part of your daily activities and help your business grow.

Don’t miss these lead generation opportunities • Become involved in local government or business organizations.

• Alter your routine to create opportunities to meet new people.

• Regularly remind your sphere of influence that you welcome new clients.

• Patronize local businesses and encourage others to do the same.

• Don’t assume clients will refer; ask every client to share your name.

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featuredagent Sean Zalmanoff magazine

After graduating from the University of Missouri in 2000, Sean Zalmanoff was looking for a career that would speak to his skill set and inspire a daily passion.

He interviewed for various jobs, but it wasn’t until he discovered the world of mortgage financing that he knew he had found the right career path. Sean got his start at an office in St. Louis, learning the ins and outs of the industry he would come to dominate. Soon after, he began his own company, which ultimately merged with USA Mortgage, and today, Sean and USA Mortgage celebrate eight prosperous years of partnership. He now serves as the regional manager of two branches and oversees loan officers across the country, bringing his clients personalized and superlative service.

Sean heads the Sean Z Team, primarily serving the St. Louis area, but licensed in and serving 22 states overall.

His local team is a group of tight-knit, highly productive professionals, directly lending Fannie Mae, Freddie Mac, and Ginnie Mae products without the traditional overlays put in place by other lenders. This ultimately allows his team to move individuals into homes who would otherwise be unable, or at the very least daunted by the prospect.

Sean’s practice as a mortgage lender is characterized by a demonstrated dedication to his clients’ successes, and this has contributed to his overall industry growth.

“No matter the loan amount, we’re dedicated to serving our clients in whatever they need,” he recounts. This allows the team to operate largely on referrals, as referral partners trust they will move mountains in order to make a deal possible and to close it on time. Sean creates an office atmosphere that allows loan officers to stay in their lane and do what they do best, rather than being bogged down with busy work or chasing files. The team maximizes their productivity by always remaining focused on their ultimate goal: making homeownership a reality for the borrowers they serve.

Altogether, what excites Sean most about his work is his ability to help people amidst the investment of a lifetime.

In his leadership role, Sean uses his years of earned insight to guide loan officers ascending the ranks of his company, creating a harmonious balance in the lives of those on his team. Experience has shown Sean that a work-life balance is often a daunting task as a loan officer, so he aids his team members by instilling efficiency at every level. Creating a systemized workflow and finetuning processes not only helps loan officers produce a higher volume, but keeps stresses and organizational dilemmas at a minimum. “Life gets better when you get better,” Sean explains. This straightforward philosophy recognizes the ability to control or change the outcome of your daily work. Sean believes that being proactive and making a concerted effort to grow as a person and professional will assuredly spur business to follow suit.

Outside of the office, Sean gives back to his community through involvement with charities and organizations dedicated to helping vulnerable members of society with their housing needs. First and foremost, Sean sponsors Beyond Housing, an organization that counsels people on home ownership and provides grants and down payment assistance to those who would otherwise be unable to get into a home. He also values Beyond Housing’s emphasis on continuing education for those they serve, creating a financial foundation that can translate to longterm fiscal health. Additionally, Sean donates his time to helping build houses through Habitat for Humanity.

In his coveted free hours, Sean enjoys spending time with his children — camping, fishing, and participating in other activities that allow for quality family time in the great outdoors.

With an eye on the future, Sean plans to increase his company’s production volume. He also plans to incorporate emerging technologies in the service of efficiency, with a goal of surpassing last year’s numbers by a sizable degree — last year alone, his branches closed over $100 million.

However, his ultimate goal is to craft a fun and supportive work culture, where individuals can grow into their best selves, do good work for their clients, and make a good living while they’re at it. Fueled by a determination to helping others, and an overall professional ethos of triedand-true reliability, the future is bound to be busy and bright for Sean Zalmanoff and his team at USA Mortgage.

Sean Zalmanoff

USA Mortgage | St. Louis, MO 314.361.9979 | seanz@usa-mortgage.com | www.seanzmortgage.com Copyright Featured Agent Magazine

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