November 2018 Mortgage

November 2018

7 Essential Winter home prep projects

Zach Gemmill

Get your move on— Money-saving moving tips

The perks of mentoring young professionals

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professionals 4

Bridge the gap — Strategies for working across generations

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The perks of mentoring young professionals

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Zach Gemmill

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Get your move on — Money-saving moving tips

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Top 10 Green home features

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7 Essential winter home prep projects

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Bridge the gap — Strategies

for working across generations Millennials. Gen X’ers. Boomers. You might not realize it, but there’s a good chance you will have clients from every one of these generations at some point in your career (if you haven’t already). Today’s home buyers and sellers have never been more generationally diverse. But with that generational diversity, comes the need to understand and adapt your working style and practices to best meet the needs of these clients. Check out the background of each of these generations, learn what they value the most, and get tips on how to best work with members of each generation.

Millennials

Who they are: Born from 1981-2004, Millennials currently make up the largest generation, at more than 75-million strong.

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What they value: Millennials are driven by mobility, diversity and a thirst for authenticity. They aren’t wed to the notion of a “forever home,” or a “forever” anything, really. Often saddled with hefty student loan debt, they desire homeownership, but may be forced to delay it longer than previous generations.

Millennials as clients: Millennials currently represent more than 30% of home buyers, and they are more pragmatic than you might think. They view buying a home as an investment, and fully intend to capitalize on that by buying, fixing and flipping properties. Many Millennials see home ownership as a way to improve their credit score.

Tips for working with Millennials: • Don’t assume — Millennials are strongly tied to Copyright Featured Agent Magazine

Today’s home buyers and sellers have never been more generationally diverse. With that comes the need to understand and adapt your working style and practices to best meet the needs of these clients. their unique identity as individuals, so get to know them one-on-one. Don’t generalize.

• Communicate quickly — This is the generation that grew up texting. It’s their preferred way to communicate.

• Make it fun — Millennials crave new experiences and enjoy making memories. When appropriate, think outside the box and add some fun to the home buying or selling process.

Generation X

Who they are: Born from 1964-1980, Gen X’ers are sandwiched in between two, much larger generations.

What they value: Growing up as the first generation of “latch-key kids” led Gen X’ers to a fierce independence that continued into adulthood. They value contribution, feedback and, no surprise, autonomy.

Gen X’ers as clients: Given their independent nature, there’s a good chance your Gen X clients will come to you armed with research they’ve done themselves. They’ll have a strong idea about what they want, but are open to making home buying or selling a collaborative process. Keep in mind that this generation was the hardest hit by the 2008 housing crisis, and may be especially wary when it comes to making decisions.

Tips for working with Gen X’ers: • Present pros and cons — This generation possesses a natural skepticism and grew up questioning just about everything. Be prepared to share both the good and the bad news with them; don’t sugarcoat.

• Have a plan — Gen X’ers are results-oriented, and like seeing a road map for how they’re going to reach the goal.

• Don’t take it personally — Gen X’ers didn’t receive Copyright Featured Agent Magazine

a lot of praise growing up, and may be reluctant to offer it. That doesn’t mean they think you haven’t done a good job, however; they just might not know how to express it.

Baby Boomers

Who they are: The post-World War II generation born from 1946-1964, were the largest generation for decades, until they were surpassed by Millennials.

What they value: This generation saw some of the most radical political and social change in history. They tend to be adaptive, goal-oriented and conflict-averse.

Baby Boomers as clients: Perhaps more than any other generation, Baby Boomers were brought up with the notion of the American Dream of home ownership. Though most are now empty nesters, they still want to own homes; but ones that will put fewer demands on their time and resources. They love walkable neighborhoods that are close to their family and friends, and look for homes that will be adaptable to their changing needs as they age.

Tips for working with Baby Boomers: • Communicate their way — While many Boomers are perfectly comfortable with all aspects of current technology, not all have embraced it. Find out how your clients would prefer to communicate before firing off endless rounds of texts.

• Respect their time — Though they may be retired, it doesn’t mean their schedules are wide open. Many in this generation are involved in a lot of activities in addition to caring for elderly parents. And of course, some are still working.

• Don’t stress them out — Many in this generation prefer to avoid conflict. Present the facts, but try to soften the blow when the news isn’t good.

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The perks of

mentoring young professionals In the world of mortgage lending, many lessons are learned in a hands-on capacity, and practices and techniques are often developed over years of trial and error. When amateur loan officers kick off their careers, they’re far less equipped to handle the inevitable challenges of the business. That’s one reason why mentorship is an essential institution. But, did you ever consider that mentors have just as much to gain from taking new talent under their wing?

Oftentimes mentorship is viewed as a one-way street solely benefitting the mentee, but keep in mind a few advantageous reasons below, why mentoring young professionals can reenergize your routines and perspective — while ultimately making you better at your job.

Mentoring young loan officers broadens your perspective — After years and years in the business, it’s not uncommon for veteran loan officers to slow down or burn out. However, time spent mentoring rising mortgage professionals can help you reconnect with your ambitious roots. You’ll remember the exhilaration, the hurdles, and impactful lessons learned along the way. Mentoring the newest generation of loan officers, while retreading the basics from the perspective of a beginner, will reinvigorate your approach to routines long set in stone.

Teaching up-and-coming loan officers can help fortify your own processes — By explaining to green, aspiring loan officers how to execute each step of an established process, you’ll be forced to consider the efficiency and productivity of these routines. Perhaps you’ve overlooked key ways to streamline systems, but verbalizing the rationale behind your structures and processes can help you identify areas for improvement. Mentorship can also help you reassess and polish your broader working philosophies, or inspire you to try something new.

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Mentorship hones leadership ability — Mentoring the next generation puts you in the driver’s seat.

It will be your responsibility to lead the way as the senior loan officer or branch manager — determining which topics to address, curating an agenda, and crystallizing the lessons you’ll want to impart. All these tasks are par for the course when it comes to leadership. Likewise, inhabiting a leadership role refines your ability to communicate clearly, empathize, teach, and give constructive feedback. Sharpen those desirable skills and you’ll enhance your practice, as well as your long-term professional prospects.

Working alongside young loan officers can modernize your approach — Another added benefit of mentoring up-and-coming loan officers?

This new crop of professionals is in touch with the needs of their generation — a large pool of clientele increasingly in need of guidance when it comes to making homeownership financially feasible. Budding mortgage professionals have an alternate set of skills and insights, and veterans of the business can glean value from a fresh set of eyes. For instance, if your social media repertoire could use an update, or you’d like to contemporize your services to attract the Millennial market, mentoring a developing loan officer can serve as a perfect two-way street.

If you’re still unsure whether it’s worth your time to take on a mentee or two, think about it this way: the benefits of mentorship are akin to taking a continuing education course, or investing in your professional development. It’s hard to argue that these endeavors are without merit. In the same vein, mentorship has plenty of perks, from injecting new life into your practice to strengthening your professional offerings. All the while, you’ll be lending a hand to a colleague who is a beginner eager to learn — just like you once were.

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Zach Gemmill

Zach Gemmill Zach Gemmill’s foray into the mortgage industry began with a leap of faith. After working in a variety of sales roles in his hometown of San Diego, he was primed for his next professional challenge.

He’d already launched a successful local apparel company, and when a friend suggested he put his entrepreneurial skills to the test as a loan consultant, Zach rose to the challenge. After cutting his teeth with a mortgage company in San Diego, he relocated to Las Vegas to work in their corporate office. Six years after the start of his career, Zach has maintained a steady upward trajectory and has earned a reputation for responsiveness, inventive problem-solving, and a genuine dedication to his clients’ goals.

Today, Zach primarily serves the southern region 8

of Nevada. At Guild Mortgage, he has access to a variety of loan products and programs to facilitate the transactional process on behalf of his clients. From down payment assistance programs and options that cater to the self-employed, to trusted experience working with VA products — Zach and his team are well-versed in fitting clients with the most sensible product for their goals and financial health.

Zach cites accessibility, straightforward communication, and customized care as the primary forces behind his success to date. “I’m extremely hardworking and in this business, I’ve learned and believe that you have to make yourself available,” he explains.

“I go above and beyond for my clients because I understand that every scenario and client is unique.

I also like to do things the old-fashioned way and try Copyright Featured Agent Magazine

“I give my clients the level of service they deserve and set the right expectations from the beginning — from closing costs to down payments. I don’t sugar coat things. I want clients to be happy, but they need to know up front what to expect, that way they’re prepared and understand every step of the process.” to meet face-to-face. That said, I always communicate in the style my clients prefer and try to accommodate their schedules the best that I can.”

Beyond his commitment to responsiveness, Zach also believes in taking a forthright approach to advising his clientele. With the vast majority of his business built by repeat and referral work, Zach’s staying power as a loan consultant is well-proven. “I especially want to acknowledge David Yurovchak who Copyright Featured Agent Magazine

has been a great mentor and inspiration to me. With the benefit of David’s guidance and leadership I have gained the knowledge and tools to be successful in the mortgage lending industry.”

Likewise, he takes his role as a financial steward seriously, and does his best to educate his clients on the financial implications of their home purchase, set realistic expectations, and provide tailored service from start to finish. “We’re problem-solvers,” Zach 9

says. “I give my clients the level of service they deserve and set the right expectations from the beginning — from closing costs to down payments. I don’t sugar coat things. I want clients to be happy, but they need to know up front what to expect, that way they’re prepared and understand every step of the process.”

Another value-add that Zach offers his clients is a mortgage breakdown, which outlines in detail the range of costs that go into purchasing a property. As a result, clients have a personalized guidebook to their financial position as they embark upon Las Vegas’ competitive market. “I try to fully explain the differences in the programs we offer and outline which best fit their life and goals, and why,” Zach says. “It’s important to be 100% transparent from the very beginning.”

To give back to the Las Vegas community, Zach does his best to support the efforts of his real estate

referral partners. Recently, he helped celebrate the top regional producers as recognized by the Women’s Council of REALTORS.® In his remaining free hours, Zach most enjoys hiking and enjoying Nevada’s rugged outdoors. He also loves spending time with his dog and taking his Harley Davidson out for a ride.

Looking ahead, Zach has plans to continue growing his business, with hopes to develop a team of likeminded professionals in due time. For now, Zach is happy with the opportunities his chosen field has afforded him and relishes the chance to build his community one homeowner at a time. “I love the feeling I get when I go to a signing appointment and I try to go to every one of those I can,” he reflects.

“It’s so satisfying to see my clients sign those final loan documents and see their smiles across the table. There’s nothing better than helping someone attain the American Dream.”

Zach Gemmill Guild Mortgage | Henderson, Nevada 702.818.2407 | zgemmill@guildmortgage.net | www.guildmortgage.com NMLS #1144365 | Company NMLS #3274 10

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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 12

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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Top 10

Green home features

Whether building a new house from the ground up or remodeling an existing home, adding green features just makes good sense. Not only are they often more energy efficient and moneysaving, they help preserve and protect natural resources and can offer homes unique beauty. Here are the top 10 green home features to consider: Native Landscaping — Work with a gardener or landscaper who specializes in working with plants native to the area.

The yard will not only look beautiful, but require less water and be easier to maintain.

Satellite Controlled Sprinklers — No more watering the lawn during a rainstorm. Satellite controlled sprinklers are synced to weather satellites, so they only go on when they’re needed.

LED and CFL Lighting — Though more expensive initially, these green lighting options will save you money in the long run by using less energy, producing less heat, and lasting longer.

Dual-Pane Windows — Dual-pane windows offer added security, energy efficiency and help protect the contents of your home from the effects of UV rays. There are even climate zone specific windows available.

High-Efficiency Appliances and Accessories — Look for water- and energy-saving washing machines, water heaters and dishwashers, as well as low-flow toilets, faucets and showerheads. (Good news!

Low flow no longer means low water pressure).

Solar Panels — As the price and accessibility of solar panels continue to improve, it’s a green option worth considering, particularly in sun-drenched climates.

Energy Star HVAC System — Staying comfortable year ‘round will be easier — and less expensive — with an Energy Star rated HVAC system.

Programmable Thermostat — This goes hand-in-hand with your efficient HVAC system. Look for one that allows maximum flexibility for programming different times of the day, and days of the week.

Sustainable Materials — New choices in green home materials are emerging all the time. Two of the most popular interior choices are bamboo flooring as an alternative to wood, and recycled glass countertops instead of non-renewable quartz or granite. Ask your builder or contractor about other sustainable building material options.

Proper Insulation — The single biggest factor in helping to keep a home comfortable and energy efficient.

One popular eco-friendly insulation option is blown-in cellulose, which works its way into every nook and cranny. It’s non-toxic, too.

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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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