November 2017 Mortgage

November 2017

Get your move on —

Money-saving moving tips

5 Tricks to throwing a

memorable networking event

featuring:

Alan Mack

contents

professionals ­Featured­Agent­Magazine

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5 Tricks to throwing a memorable networking event

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Work/life balance — Tips for setting boundaries when business is booming

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Made for each other — How to define the perfect client

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featured cover mortgage pro

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Alan Mack

buyers&sellers 8

7 Essential winter home prep projects

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Top 10 Reasons to use a REALTOR®

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Get your move on — Money-saving moving tips

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Applying for a mortgage?

Avoid these mistakes

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5 Tricks to throwing a

memorable networking event

While networking connects you with fellow entrepreneurs and business owners, hosting a networking event can position you as a professional leader in your area.

Of course, making your event memorable requires planning and execution, and if you haven’t tried to organize an event like this before, the prospect may seem overwhelming. With that in mind, consider these techniques as you curate a networking event that’s sure to impress.

Minimize Hurdles — For your networking event to memorable, it must be well-attended. Accordingly, consider fine-tuning details that make it simpler for invitees to say yes and show up. For instance, e-invites 4

with an easy-to-follow link for event registration make signing up simple for guests, while also making it easy for you to count heads. Likewise, pick a wellknown, centrally located venue with ample parking.

Consider incorporating an automated e-mail reminder close to your event date, that way guests are virtually ushered through the front door.

Incorporate Local or Holidays Events — One way to attract area professionals to your networking event is to create a natural tie-in with an already occurring holiday or occasion. For instance, a viewing party for a major sporting event, a Labor Day barbecue, or a Christmas-themed meet and greet are chances to Copyright Featured Agent Magazine

Creating a hub where professionals can network with others in and outside of their field is an excellent way to grow your business, brand, and position.

Anchor Your Attendees — Though you can’t be everywhere at once, you can enlist a few close colleagues to help you meet and greet your guests. At a networking event, the last thing you want is stale conversation and attendees who refuse to mingle. That’s why anchoring your guest list with a few friends who have outgoing social skills is a surefire way to keep energy high. Jumpstart your event by planting a few people who can keep conversation flowing and make introductions between guests.

capitalize on already spirited occasions. This will add a natural ambiance of comradery and celebration between attendees, giving a sense of theme and direction to your event.

Connect Others — To ensure that your networking event delivers its aim — bringing people together from across the business community — it is your job to play host among your guests. Introduce yourself to as many people as possible and once you find commonality between different guests or groups, play matchmaker and provide an introduction. Connecting others will build energy in your event, and you’ll reap the rewards as host.

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Keep in Touch — The whole point of a networking event is to connect like-minded professionals. In the world of real estate, knowing the agents, brokers, and lenders around town can go a long way in streamlining a transaction. Of course, to capitalize on these connections, you’ll need to find ways to stay in touch long after the event is over. Follow up the week after your event to thank guests for their attendance and offer to connect them with other attendees they might have hit it off with. You may consider touching base again a few months later in preparation for your next event, or choose a few new faces and invite them to meet up for coffee or lunch to keep the conversation going.

Creating a hub where professionals can network with others in and outside of their field is an excellent way to grow your business, brand, and position. Keep these tips in mind as you put together a memorable networking event in the future. If all goes well, you’ll have made new contacts, broadened your horizons, and created a welcome opportunity for others to do the same.

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Work/life balance —

Tips for setting boundaries when business is booming A career as a mortgage professional, is by design a bit unconventional. With late nights and weekend work, there’s no disputing that top producing mortgage professionals often have a full plate. Trying to balance family life, or a personal life on top of the demands of providing exceptional service, it’s little wonder that most mortgage professionals cite the need for balance as a goal year-after-year.

While achieving perfect equilibrium is probably a lofty goal when business is particularly busy, it is still possible to achieve a semblance of balance, or at least a feeling that your life isn’t completely lopsided.

Here’s a look at ways to work towards better work/ life balance, even when your business is booming.

Focus on What Needs to Be Done First No matter how disciplined you are, or how hard you 6

try to stick to a schedule, the reality is that things come up which are time sensitive. Because every transaction is different, it’s impossible to foresee all challenges that can come up on any given day. That’s why it’s beneficial to start each day with a list of things that need to be done that day, no matter what. Start with those tasks, so if something comes up later in the day, you will have at least accomplished those to-do items that were necessary.

Block Off Chunks of Time for Specific Tasks Studies are beginning to indicate that multi-tasking can lead to decreased productivity. For this reason, it’s beneficial to focus all attention on a specific task for a set period of time. If you need to make follow-up calls, for example, schedule a block of time when you’ll focus only on that task. In most cases, when you focus your whole attention on completing a task, you’ll find Copyright Featured Agent Magazine

No one said being a busy mortgage professional would be easy. But there’s no doubt the rewards are worth it — as long as you make it a priority to carve out time for your own personal life, in addition to the time you spend making your clients’ lives better. advance to a movie, or schedule reservations at a restaurant, to keep you accountable to your personal obligations.

Put Personal Time in Your Calendar — Schedule time for yourself, or time with your family, and put it in the calendar like you would any other appointment. Even if it’s just 30 minutes of reading, relaxing, taking a bath, or walking the dog, it’s important that you honor commitments to yourself like you would commitments to your clients.

you’re able to do so faster than if you’re trying to work on multiple projects at once.

Assess Your Lifestyle Habits and Overall Health — If you’re not sleeping enough, chances are you’re not performing at your best, which makes everything feel unbalanced. Monitor your diet, make at least a little bit of exercise a priority, and avoid too many late nights coupled with early mornings. You’re less likely to feel frazzled, overwhelmed, or exhausted if you’re taking good care of your health.

Plan for Fun in Your Free Time — It’s important to remember the adage about all work and no play, even when you love what you do. So, make certain to plan to reconnect with friends, enjoy family activities, or otherwise have fun when you have the opportunity to take some time off. It might help to buy tickets in Copyright Featured Agent Magazine

Unplug for a Bit — Technology is great in allowing professionals to work from virtually anywhere, but as is the case with most things in life, there can be too much of a good thing. Try shutting down your phone during lunch meetings. Silence your calls while watching your children play sports. Unplugging from your phone, computer, or tablet is a smart way to set boundaries in your pursuit of balance.

Learn to Delegate — If there are tasks that can be handled by an assistant or a colleague when you’re particularly busy; let them handle it. This will help keep you focused on priorities, and prevent you from feeling overwhelmed by tasks that need to be done, which are not necessarily the best use of your time.

No one said being a busy mortgage professional would be easy. But there’s no doubt the rewards are worth it — as long as you make it a priority to carve out time for your own personal life, in addition to the time you spend making your clients’ lives better.

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7 Essential

winter home prep projects

With winter on the horizon, now is the time to prepare your home for this unpredictable season. Properly preparing your home for winter will help keep you and your family comfortable, reduce heating costs and prevent structural issues that could result in costly repairs later. Most winter home prep can be completed as DIY projects. And even the ones that require professional assistance are a small investment now that can help you potentially save thousands later. Let’s get started:

Start at the top — Your home’s roof is the first line of defense against leaks and water damage. Inspect it for any loose, worn or missing shingles and have them replaced. Also look for any breaks in the flashing seals around vent stacks and chimneys. If your home has a flat roof (often found in warmer climates), use a leaf blower throughout the season to clear off leaves and other debris; this will help you detect any damaged areas.

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Clear out gutters — Gutters are another way to protect your home from water damage, but they only work properly when they’re clean. To prevent water from backing up and causing leaks, clean out all the fall leaves and other debris that has accumulated over the past few months. This not only protects against water damage, it will also keep pests and rodents from making themselves at home in the mess. If you find any missing or damaged gutters or fascia boards, have them replaced.

Send water away — Gutters are only one part of the equation when trying to minimize the chance of water getting where it doesn’t belong. You’ll also want to make sure the water they collect gets diverted far enough away from the home’s foundation. To do that, add extensions to your downspouts. Ideally, you want the water to flow at least three feet away from the foundation to prevent the possibility of leaks and damage.

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Winter Prep Quick Tips • Have the heating system inspected and repaired before the first cold snap • Inspect and repair roof, gutters and downspouts to prevent water damage • Reverse ceiling fan blades to circulate warm air • Find and fill any cracks around windows and doors • Have the chimney cleaned before burning a fire

Inspect the system — Have your furnace or heat pump inspected and repaired, if needed, by a professional, who will catch any current or potential issues before they leave you out in the cold. In addition to keeping you warm, a properly running heating system minimizes the risk of carbon monoxide issues and helps reduce heating costs. As the season progresses, remember to change the furnace filter monthly to ensure maximum efficiency.

Insulate hot water heater and pipes — What’s not to love about a simple project that can save money and keep you more comfortable? Wrapping your hot water heater and pipes can help reduce utility costs while maintaining a comfortable water temperature for bathing. You can hire a plumber to do the job, or take it on yourself with specially cut insulation or foam available from home improvement centers.

Catch the cracks — Winter is all about keeping Copyright Featured Agent Magazine

cold air and moisture — and in warmer climates, pests — out of your home, which is why you need to find and fix any cracks around doors and windows. Inspect around window and door frames outside and if you find any gaps larger than the width of a nickel, fill them in with weather-resistant silicone caulk. Inspect all door sweeps and weather stripping and replace any that appear worn or cracked.

Sweep that chimney — A crackling fire is a cozy way to help heat your home, but before you burn the first logs of the season, you need to make sure you can do it safely. Call a chimney sweep to inspect the chimney and clean it if needed. The inspection and cleaning together should ring in at less than $500, but any amount is a small price to pay if it prevents a chimney fire and the possibility of carbon monoxide leaking into your home.

No matter the climate you live in, the winter season can be hard on your home. Taking these precautions at the start of the season will help ensure your home makes it through winter without any serious issues and you stay comfortable and cozy until spring arrives.

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Top 10 Reasons to use a REALTOR®

With so many online real estate resources available today, it’s tempting to think you can buy or sell a home without the help of a professional. But there are lots of great reasons you should use a real estate agent. Here are our Top 10: Market Knowledge — Savvy agents stay up-to-date on everything that’s happening in their local real estate market.

Objectivity — Real estate transactions are inherently emotional; an agent can help you keep things in perspective.

Negotiating Skills — Having someone negotiate on your behalf is priceless. Look for an agent who has the CNE (Certified Negotiation Expert) designation for even more skill.

Inside Information — Agents are often ahead of the MLS when it comes to new listings.

Emotional Support — Who can you call at 3am because you’re just not sure about the color of that bathroom tile? Your agent, of course!

Trusted Partner Network — Agents spend a lot of time building up networks of trustworthy service providers.

Professional Marketing — When it comes to listings, image is everything. An agent has access to the pros to make your house look amazing online (and IRL).

Guidance with Inspections — An agent will negotiate the most crucial fixes to help ensure a deal doesn’t get derailed by the property inspection.

Ethical Treatment — All REALTORS® must follow a strict code of ethics designed to protect their clients.

Support at Closing — Your agent will be your partner throughout the process and help you understand everything that happens at the closing (and probably take you out to celebrate after!).

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Alan Mack

Alan Mack

Alan Mack brings 29 storied years of industry insight to his role as Branch Manager at Skyline Home Loans. Back when he was 28 years old, a colleague suggested that his skills would make for a good fit in the mortgage business. Always open to opportunity and tapping into his entrepreneurial spirit, Alan heeded his friend’s suggestion and was soon learning the ropes of the industry. Over the years, Alan has observed myriad changes and fluctuations in the market and has built a powerful career through every ensuing decade. Applying an engrained command of quality service, Alan is now at the helm of a thriving office and remains committed to the values that 12

launched him to success: abiding by the Golden Rule, keeping the lines of communication clear and open, and following through on his professional promises.

Alan primarily serves the Orange County region, at the head of a team of 12. At Skyline Home Loans, he serves as wise counsel for both his growing team and his host of repeat and referral clients — which amount to nearly 100% of his business. What keeps clients coming back? For starters, Alan’s lengthy industry tenure affords him unparalleled knowledge when it comes to navigating loan offerings and the

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cover photo by Alicia Napier Photography

“You have to make sure to educate your borrower.

Even if they’ve purchased in the past, the industry changes every year and it’s so important to keep borrowers empowered with information.” intricacies of the lending process. From guiding seasoned homeowners to first-time buyers, Alan makes it a priority to educate those he serves and stays upto-date on the business’s ever-evolving regulations and guidelines. Doing so helps his clients understand the big picture of what will become the largest investment of their lives. “Especially in today’s market, you have to communicate with your client and walk Copyright Featured Agent Magazine

them through the process,” he explains. “You have to make sure to educate your borrower. Even if they’ve purchased in the past, the industry changes every year and it’s so important to keep borrowers empowered with information.” To further quell the anxieties inherent in the borrowing process, Alan and his team commit to accessibility and communication, touching base with borrowers and REALTOR® 13

“There’s something really special about helping someone achieve the American Dream.

Seeing my clients’ excitement when I let them know they’ve been approved for a mortgage, and watching their faces light up when they get the keys to their new home — there’s nothing better than having a part in that.” referral partners regularly throughout a transaction.

This ensures that all parties are well-informed and up-to-date on the progress of a loan. “When people call me, I pick up the phone,” he says. “My mantra is customer service. If you provide great customer service, clients will come back to you again and again, and will be confident referring you.”

Considering his prolific industry experience, Alan learned early on the value of cultivating lasting relationships with those he serves. Before technology streamlined communication, Alan built a habit of personalized face-to-face time with clients, which went a long way to cement a professional connection.

Today, he remains committed to the same clientcentric philosophy, a practice he passes along to his growing roster of loan officers. As Branch Manager, Alan takes pride in cultivating his office’s talented staff. He acts as a seasoned coach and resource to his team, advocating for their professional development in order to best serve their client pool. “It’s so rewarding to watch loan officers grow as they make names for themselves,” Alan says. “As they begin to earn more and more recognition from clients and referral partners, it’s gratifying to be part of that. I’m all about seeing my team develop and flourish. I always want to allow them to shine.”

In the same vein, Alan takes his investment in his clients’ homeownership goals very seriously. Though he’s watched the industry evolve over three decades, he has never lost sight of the personal component in each transaction. “What I love about this business is being able to help people, especially first-time

homebuyers,” he recounts. “There’s something really special about helping someone achieve the American Dream. Seeing my clients’ excitement when I let them know they’ve been approved for a mortgage, and watching their faces light up when they get the keys to their new home — there’s nothing better than having a part in that.”

To give back to his local and professional community, Alan is an avid supporter of the Orange County Association of REALTORS,® where he frequently sponsors and participates in area events. In his free hours, Alan is a committed bodybuilder — a sport he has been active in for decades. He also considers himself a spiritual person, and makes an effort to achieve a harmonious balance physically, mentally, and spiritually.

Looking ahead, Alan has plans to continue building up his team to best serve Orange County’s slew of homebuyers entering the market. While he still produces loans, much of his focus is committed to growing his talent roster, while ensuring that every borrower and referral partner is dealt the same superlative service he built his reputation upon. Almost thirty years after his career launched, Alan has weathered countless industry shake-ups and has grown stronger and more knowledgeable with each passing year. With an abiding commitment to putting clients first and investing in his tight-knit team, the best is assuredly still to come for Alan. “When it comes down to it, I like to see other people happy,” he reflects. “It’s all about living by the Golden Rule, and if you do that — you’ll go above and beyond.”

Alan Mack Skyline Home Loans | Southern California 949.929.1091 | amack@skylinehomeloans.com | www.alanmack.com 14

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Get your move on —

Money-saving moving tips

As exciting as it is to move into a new home, the process of moving out of the old one can be costly and time-consuming. And waiting until the last minute and being unprepared will only make things worse. With the right planning and preparation, you can take some of the stress out of moving and put that energy toward being excited about your new home.

Here are several ways you can save your sanity — and even some money — when moving: Plan a schedule — Moving is a huge job! But just like anything else, if you break it down into small, manageable steps, it becomes much easier. Plan a schedule beginning at least four weeks out from your moving date to ensure you leave yourself plenty of time to get everything down and account for any unexpected occurrences. Be sure to factor in time for Copyright Featured Agent Magazine

sorting, packing, holding a yard sale, cleaning and making any necessary home repairs. Set daily goals and allow yourself rewards when you meet them, such as taking a break to have a glass of wine or stream an episode of your favorite show.

Sort and sell — Moving is probably the only time to really take stock of everything you have and decide whether or not it’s still something you need or want.

Go through every room in your home — including the attic, basement and garage — and take an inventory of what you find, then determine if each item is something you still need, use or love. If it doesn’t fall into any of those categories, it’s time to let it go. Sell items that are in good condition by listing them on EBay, Craig’s List, or Let Go, or simply have a blowout moving sale to get rid of everything at once.

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For anything that doesn’t sell, call a local nonprofit and schedule a time for them to come and pick it up.

Hoard boxes — There’s no need to waste money buying brand-new moving boxes. As soon as you know you’re moving, be on the lookout for boxes you can use. Whether it’s at your office, the grocery store, or your weekly Target run, pick up as many clean, sturdy boxes as you can. Ask family and friends to save any good boxes they run across, too.

Learn to love labels — It’s easy to toss everything into boxes, seal them up, and deal with it later.

But doing so will cost you time and money once you reach your new home. You will end up spending hours looking for things or just giving up and buying new versions because you can’t find what you need.

By taking time on the front end to carefully pack and label boxes systematically, room-by-room, you’ll be able to quickly unpack, find everything you need, and focus on turning your new house into a home.

Use what you have — Clear out your refrigerator, freezer and pantry by making meals out of the food you have. Try to get through as much as you can and if you have any non-perishable items left by moving day, donate them to a local food pantry. You don’t 16

want to spend precious time loading up boxes with canned food or have them take up valuable space on the moving truck.

Move mid-week — Sure, moving on the weekend is easier, and you don’t have to take any time off from work to do it. But, it’s also more expensive. Because everyone else wants to move on the weekend, too, you will be paying the highest rates. Moving midweek can save you money, and give you a head start on getting settled. You might even be unpacked and settled by the time the weekend rolls around.

Take a break from shopping — The last thing you need to do when you’re in the process of packing to move is bring in more things you have to pack. Take a break from shopping to focus on going through what you already have. Even after you move, hold off before shopping for new furniture and household items until you’ve lived in the space for a while. You’ll probably be surprised by how your current furniture and décor looks completely different in its new surroundings.

Planning for your move and taking the time to carefully pack and label your items will help moving day go smoothly and reduce your stress level so you can focus on the fun and enjoy setting up your new home.

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Applying for a mortgage?

Avoid these mistakes Applying for a mortgage is exciting, because it’s the first step toward becoming a homeowner. But the process can also feel invasive, intimidating, and a little overwhelming. After all, it’s not every day that someone you don’t really know takes a deep dive into your financial life while holding your future in their hands.

If you’re wondering what you can do to make the process go more smoothly, here are five things not to do when applying for a mortgage:

Change Jobs — Stability is one of the most important things loan officers are looking for. Immediately before or during the mortgage approval process is not the right time to switch careers, start your own business, leave a job or make the move from a salaried position to a commission-based income. Even if you’re not crazy about your current job, grin and bear it until you have completed the home buying process. Once you’re happily settled in your new home, you can start looking for a great new gig.

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Open or Close Credit Cards — During the mortgage approval process, every financial decision you make is going to be under scrutiny. Opening a new credit card can appear to be a reckless move, particularly if you run it up to its limit quickly. With that in mind, it might seem like closing any unused credit accounts you have would be a good idea. Wrong again.

That will change your debt-to-income ratio and possibly hurt your chances of approval. Remember, your loan officer is looking for stability and responsibility, which is why you need to stay the course when it comes to credit.

Co-Sign a Loan — Co-signing a loan might seem harmless, because you’re just helping someone out.

You’re not really responsible for paying it back, right?

Not true. Co-signing a loan can wreak havoc on your carefully cultivated credit. The fact is, you are 100% responsible for paying that loan back if the other party can’t (or just doesn’t want to). In fact, a recent survey 17

You need to stay the course when it comes to credit. shows that nearly 40% of co-signers actually end up responsible for paying back the co-signed loan. Even after your mortgage is approved, you should always think twice about co-signing; in most cases it’s just not worth the risk.

Make a Late Payment — The excitement of the home-buying process can be hectic and unpredictable, which may cause you to let other things slide. But making a late payment on a credit card (or any other) bill, can spell disaster during the mortgage approval process. Just one late payment can cause a dip in your credit score that may be alarming enough to deny you the loan. Additionally, many lenders require a 12month record of on-time payments on all accounts as one of the baseline measurements to be considered for a mortgage. To avoid overlooking paying bills during this busy time, set up everything you can on 18

auto-pay so you know all your bills are being taken care of.

Move Money Around — Unusual activity in any of your accounts is going to be a red flag for a mortgage loan officer. Avoid large cash deposits and moving big sums of money between accounts. If you receive any cash gifts intended to help with your down payment, the gift giver may be required to provide documentation that the money was given for that reason and does not need to be paid back.

Now that you know what not to do when applying for a mortgage, you can focus on the excitement of preparing to buy a house. Remember, virtually everyone who has ever purchased a home has gone through the mortgage approval process and lived to tell about it, and you will, too. Good luck!

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Made for each other— How to define the perfect client

Imagine your schedule filled with only the clients you absolutely love working with. Many REALTORS® and mortgage professionals spend a good portion of their careers wishing to work with the ‘perfect’ clients, but never really find them. They often think choosing to work within a specific niche will automatically bring them the clients they most enjoy. But it goes deeper than that. It’s about shared goals, values, and that everelusive element of any successful relationship — chemistry.

Every professional’s definition of a perfect client varies. The trick is identifying what makes your perfect client, then doing everything you can to attract them to your business. Defining the perfect client begins by thinking about the following questions:

• • • • •

Who are some of your favorite past clients and what made them so satisfying to work with?

What are your must-haves for a productive working relationship?

Who are the clients whose expectations you know you can exceed?

Which potential new clients make you feel motivated and energized?

What has caused past client relationships to become stressful or unproductive?

Challenge yourself to answer these questions and define your version of the perfect client. Once you do, you can begin to market yourself in a way that attracts them to your business. Working with them will be blast! In fact, it might not even feel like work. Plus, your clients’ positive experience is what prompts them to refer you to others. By making an effort to seek out and work with clients you enjoy, you’re creating a pipeline of like-minded people who will become repeat clients.

Of course, no one likes to turn away business and there may be times when you choose to work with clients who don’t fit your definition of ‘perfect.’ But understanding yourself and what keeps you feeling happy and productive will ultimately benefit the longevity of your career by helping you stay positive and excited about your business.

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