NOVEMBER 2019 - PHILADELPHIA REAL PRODUCERS MAGAZINE by Josh Buchter

PHILADELPHIA

C O N N E C T I N G .

E L E VAT I N G .

I N S P I R I N G .

Celebrating Leaders

BILL KRATZ HomeSmart Realty Advisors Rising Star

JOE CLEARY Keller Williams Philadelphia Preferred Partner Highlight

TOM MELLETT CrossCountry Mortgage

PLUS

Top Producer Cover Story

“Top 500” Summer Sunset Event Recap & Details on the 4th Quarter Social!

D’Amario Dessecker REMAX ONE Realty 1 • Month Year

NOVEMBER 2019

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Client: Client: Citizens Citizens Bank Bank Size: Size: Full Full Location: Location: Intro Intro

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TAB TAB LE LE OFOF

CCOONNTTEENNTTSS 05 05

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MeetMeet the the TeamTeam

Preferred Preferred Partners Partners

Publisher’s Publisher’s Note Note

1010

1414

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Making Making Your Your Holiday Holiday Budget Budget And And Sticking Sticking To It To It

CelebratCelebrating ing Leaders: Leaders: Bill Kratz Bill Kratz

Rising Rising Star: Star: Joe Cleary Joe Cleary

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Philadelphia Philadelphia Real Real Producers Producers Magazine Magazine “Summer “Summer Sunset” Sunset” Happy Happy HourHour

Top Top Producer Producer CoverCover Story:Story: CapriCapri D’Amario D’Amario Dessecker Dessecker

Preferred Preferred Partner Partner Highlight: Highlight: Tom Tom Mellett Mellett

If youIfare youinterested are interested in contributing in contributing or nominating or nominating Realtors Realtors for certain for certain stories, stories, please please emailemail us at us josh.buchter@realproducersmag.com. at josh.buchter@realproducersmag.com. DISCLAIMER: DISCLAIMER: Any articles Any articles includedincluded in this publication in this publication and/or opinions and/or opinions expressed expressed therein do therein not necessarily do not necessarily reflect the reflect views theofviews N2 Publishing of N2 Publishing but remain but solely remainthose solelyofthose the of the author(s). author(s). The paidThe advertisements paid advertisements contained contained within the within Philadelphia the Philadelphia REAL Producers REAL Producers magazine magazine are not endorsed are not endorsed or recommended or recommended by N2 Publishing by N2 Publishing or the publisher. or the publisher. Therefore, Therefore, neither N2 neither Publishing N2 Publishing nor the nor publisher the publisher may be may held be liable heldorliable responsible or responsible for business for business practices practices of theseofcompanies. these companies.

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ME MEETE TT HTEH E

PHILADELPHIA PHILADELPHIA R ERAELA LP RPO RD OU DC UECRESR ST ETAEM AM

JoshJosh Buchter Buchter Owner/Publisher Owner/Publisher

Butch Butch Serianni Serianni Ads Manager Ads Manager

Vernon Vernon Ray & Ray & Creative Creative MindMind Productions Productions

KatieKatie Kohler Kohler WriterWriter

Photographer Photographer

MattMatt Robnett Robnett & PLUSH & PLUSH Image Image Corporation Corporation Photographer Photographer

If you are If you interested are interested in contributing in contributing or nominating or nominating REALTORS® REALTORS® for certain for certain stories,stories, pleaseplease email us email at josh.buchter@realproducersmag.com. us at josh.buchter@realproducersmag.com.

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publisher’s publisher’s notenote WrittenWritten By: By: Josh Buchter Josh Buchter

THE THE PHILADELPHIA PHILADELPHIA REAL REAL PRODUCERS PRODUCERS 4TH 4TH QUARTER QUARTER

“TOP “TOP500” 500” SOCIAL SOCIAL isiscoming comingup! up! GET GET ALLALL THE THE DETAILS DETAILS HERE! HERE!

TheThe Philadelphia Philadelphia Real Real Producers Producers “Top “Top 500” 500” Social Social is being is being held held Wednesday, Wednesday, November November 13 from 13 from 6–9pm 6–9pm andand you, you, as aasTop a Top 500500 Producing Producing Philly Philly Real Real Estate Estate Agent, Agent, areare invited! invited!

Please Please RSVPRSVP at: at: https://philadelphiarealproducers4thquartersocial.eventbrite.com https://philadelphiarealproducers4thquartersocial.eventbrite.com

Feel free Feelto free share to share the invite the invite with with Agents Agents on your on your teamteam if you’d if you’d like! like!

We hope We hope you will youenjoy will enjoy this issue this issue of Philadelphia of Philadelphia Real Real Producers, Producers, featuring featuring an impressive an impressive line up line of:upCapri of: Capri D’Amario D’Amario Dessecker (REMAX (REMAX ONEONE Realty), Realty), Bill Kratz Bill Kratz (HomeSmart (HomeSmart The Venue, The Venue, roomroom service service 360°,360°, located located at 2031 at 2031 Dessecker Realty Advisors), Advisors), Joe Cleary Joe Cleary (Keller (Keller Williams Williams Philadelphia) Philadelphia) Byberry Byberry Road,Road, Phila., Phila., is theisregion’s the region’s premier premier desti-desti-Realty and Tom Mellet Mellet (CrossCountry (CrossCountry Mortgage). Mortgage). Be sure Be sure to check to check nation nation for the forworld’s the world’s finestfinest furniture furniture and lighting. and lighting.and Tom ourEvent the Event Recap Recap of theofPhiladelphia the Philadelphia Real Real Producers Producers The 20,000 The 20,000 square square foot Philadelphia foot Philadelphia showroom showroom our the magazine “Summer “Summer Sunset” Sunset” Happy Happy Hour,Hour, which which was help was help 9/19 9/19 is uniquely is uniquely positioned positioned to offer to offer the most the most complete, complete, magazine at Morgan’s at Morgan’s Pier!Pier! mostmost comprehensive comprehensive and most and most exclusive exclusive collections collections of contemporary of contemporary furniture furniture from from the most the most promipromithis month’s this month’s issue!issue! nent nent designers designers and manufacturers and manufacturers on the onmarket the market EnjoyEnjoy today.today. The Owner, The Owner, SteveSteve Shapiro, Shapiro, is welcoming is welcoming attendees attendees to kick to back kick back and enjoy and enjoy a lovely a lovely evening evening All the Allbest, the best, complete complete with with an exquisite an exquisite catered catered spread spread from from Blue Blue Monkey Monkey Catering, Catering, open open bar, live bar,jazz/blues live jazz/blues Josh Josh Buchter Buchter music, music, prizes, prizes, photographers, photographers, mediamedia coverage, coverage, a a Owner/Publisher Owner/Publisher mobile mobile cigarcigar lounge lounge and much and much more!more! This This is a comis a comjosh.buchter@realproducersmag.com josh.buchter@realproducersmag.com plimentary plimentary eventevent thanks thanks to ourtoPreferred our Preferred Partners Partners 267-303-1175 267-303-1175 and generous and generous sponsors! sponsors! www.realproducersmag.com www.realproducersmag.com •9 •9

financial financial fitness fitness

HOLIDAY HOLIDAY

By Shauna By Shauna Osborne Osborne

MMAAK KI N I NGG Y YOOUUR R

BUDGET BUDGET AN AD N DS TS ITCI K C IKNI G N GT O T OI TI !T !

It’s the It’smost the most wonderful wonderful timetime of the ofyear the year – and– it’s andright it’s right around around the corner! the corner! The The holidays holidays are aare time a time for family, for family, for food, for food, and for andgiving, for giving, which, which, in turn, in turn, means means lots of lots spending. of spending. All those All those holiday holiday parties, parties, gifts,gifts, and extra and extra special special meals meals and treats and treats leaveleave manymany of usofshaking us shaking our heads our heads in disbelief in disbelief comecome January. January. HowHow did we didpossibly we possibly spend spend that much?! that much?! StartStart getting getting a handle a handle on your on your holiday holiday expenses expenses now now by using by using thesethese tips to tips make to make sure sure youryour new new year year startsstarts on a on note a note of inspiration, of inspiration, not regret! not regret! StartStart WithWith a Listaof List Expenses of Expenses

each each recipient. recipient. The earlier, The earlier, the better, the better, for this forstep! this step! If youIftake you take BeginBegin by making by making a list aoflist allof ofall your of your expected expected holiday holiday costs.costs. This Thistime time to plan to ahead plan ahead here,here, you can youwatch can watch for ads forand adstake and advantake advanlist likely list likely includes includes majormajor gifts for giftsfriends for friends and family, and family, but don’t but don’t tage of tage major of major salessales (such(such as onas Black on Black Friday), Friday), potentially potentially spendspendforgetforget expenditures expenditures like wrapping like wrapping paper, paper, gift exchanges gift exchanges at work, at work,ing even ing even less than less than you budgeted you budgeted for some for some of your of your listedlisted items.items. travel, travel, charitable charitable donations, donations, decorations, decorations, and smaller and smaller purchases purchasesImpulse Impulse itemsitems and last-minute and last-minute additions additions can lead can you leadastray you astray for kids’ for kids’ teachers, teachers, your your mail carrier, mail carrier, etc. These etc. These add up add quickly! up quickly! quickly, quickly, no matter no matter how carefully how carefully you’ve you’ve planned, planned, so remember so remember to to stick stick to thetolist, theand list,ifand substitutions if substitutions mustmust be made, be made, shop shop shrewdly shrewdly Assess Assess Your Your Limits Limits to select to select itemsitems of equal of equal cost and costvalue. and value. Working Working from from the list theabove, list above, give yourself give yourself somesome reasonable reasonable spending spending limits. limits. Knowing Knowing how much how much you have you have to spend to spend in each in each TrackTrack Your Your Purchases Purchases category category will help will you helpnarrow you narrow downdown ideasideas before before you start you start shop-shop-Lastly, Lastly, once once the holiday the holiday season season is in full is inswing, full swing, makemake sure you’re sure you’re ping.ping. KeepKeep in mind in mind that, that, ideally, ideally, you will yoube will using be using money money you have you have keeping keeping tracktrack of your of your purchases. purchases. BringBring your your list along list along with with you you set aside set aside exclusively exclusively for holiday for holiday purchases purchases or that or is that a surplus is a surplus on every on every shopping shopping trip (storing trip (storing it on it your on your phonephone is useful!), is useful!), so so aboveabove and beyond and beyond your your usualusual monthly monthly budget. budget. AfterAfter all, utilities, all, utilities,you always you always knowknow whatwhat you’ve you’ve already already gotten gotten and what and what you still you still mortgage, mortgage, and other and other regular regular bills still billsmust still must be paid, be paid, even even dur- dur- need.need. Be attentive, Be attentive, too, to too, thetospending the spending you do you ondo holiday-related on holiday-related ing the ingholidays. the holidays. Try to Try avoid to avoid usingusing creditcredit cardscards to cover to cover thesethese food food and outings, and outings, so you sowill youhave will have a better a better idea of idea what of what you you expenses, expenses, as this aswill thishelp will you helpstick you stick to your to your careful careful budget budget generally generally spendspend in these in these areasareas for next for year. next year. This This final final step is step keyis key and resist and resist the urge the urge to splurge. to splurge. to staying to staying within within the budget the budget you created you created for yourself for yourself for this for this holiday holiday season. season. Create Create a Shopping a Shopping List –List and– and StickStick to It! to It!

Generate Generate a list aoflist your of your possible possible holiday holiday purchases, purchases, with with one one or two or(or twomore!) (or more!) ideasideas in your in your priceprice rangerange for for

10 • November 10 • November 2019 2019

Remember, Remember, making making a holiday a holiday budget budget is theiseasy the easy part; part; sticking sticking to it is totricky! it is tricky! Help Help take the takestress the stress out ofout theofseason the season with with a sensible a sensible holiday holiday spendspending plan ing and planenjoy and enjoy this special this special time time all the allmore. the more.

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Come Come talk talk trash trash with with the the Queen Queen

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celebrating celebrating leaders leaders WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: Vernon by: Vernon Ray (Creative Ray (Creative Mind Productions) Mind Productions)

Bill Bill kratz kratz

HomeSmart HomeSmart Realty Realty Advisors Advisors

andout settoout doto it,do I will it, Icontinue will continue to work to work s thesmanaging the managing broker, broker, CEO,CEO, and and and set everyday until until it’s done,” it’s done,” said Kratz. said Kratz. co-owner co-owner of HomeSmart of HomeSmart Realty Realty everyday Advisors, Advisors, Bill Kratz Bill Kratz juggles juggles manymany ThereThere are three are three things things KratzKratz is especially is especially duties. duties. KratzKratz applies applies a laser-sharp a laser-sharp in on;incontributing, on; contributing, refining refining focus,focus, focusfocus on the onthings the things he is he passionate is passionate dialeddialed and building and building wealth. wealth. aboutabout which which has elevated has elevated him to him owning to owning multiple multiple businesses. businesses. Contributing Contributing

“When “When I’m interested I’m interested in something in something I put I putKratzKratz believes believes everyone everyone in theinreal theestate real estate so much so much focus,focus, passion, passion, commitment commitment and andindustry industry needsneeds to beto a contributor. be a contributor. WhethWhethdrivedrive into itinto it’sitalmost it’s almost like I’m likeblind I’m blind to to er it’sertime, it’s time, talenttalent or charitable or charitable contribucontribueverything everything else. else. I won’t I won’t stop until stop until I ac- I ac- tions,tions, it is important it is important to give to back. give back. KratzKratz is is complish complish the goal. the goal. If I want If I want it baditenough bad enough currently currently teaching teaching pre-licensing pre-licensing and and 14 • November 14 • November 2019 2019

www.realproducersmag.com www.realproducersmag.com • 15 • 15

businesses businesses so they so can theyhave can have time time to create to create multiple multiple brokerage brokerage courses courses at a local at a local school school and and streams of income. of income. in theinprocess the process of creating of creating a non-profit a non-profit streams for at-risk for at-risk youthyouth in Philadelphia. in Philadelphia. “You’ll “You’ll nevernever makemake a million a million dollars dollars a yeara year doingdoing $10-per-hour $10-per-hour workwork so you sohave you have to gettothings get things off off “When “When you give youback give it’s back always it’s always goinggoing to to plate.” plate.” comecome back to back youtotenfold you tenfold in some in some way,”way,”your your said Kraztz. said Kraztz. “We are “Weonare this onplanet this planet for for reachreach the next thelevel. next level. He says Heyou saysmust you must a limited a limited time so time anything so anything we can wedo can to do toAs a broker, As a broker, mentor mentor and business and business advisor, advisor, delegadelega- personally personally develop develop wherewhere you can youhave can have have ahave positive a positive impact impact on a person on a person or a or ation is tion oneisofone theofmost the most common common challenges challenges KratzKratz a newafocus new focus and not andbenot distracted be distracted by by community community is essential...you is essential...you nevernever knowknow sees busy sees busy REALTORS© REALTORS© dealing dealing with.with. He says He they says they “shiny“shiny objects.” objects.” This requires This requires learning learning to to how ithow willitimpact will impact the world. the world. If youIfare you areare too arebusy too busy to even to even thinkthink aboutabout hiring, hiring, training, training, execute execute on each on thing each thing you set you out settoout do.to do. doingdoing thingsthings to uplift to uplift and inspire and inspire others, others, and delegating and delegating to others to others but itbut is necessary it is necessary to take to atake a it makes it makes you more you more positive positive and it’s and easiit’s easi-step back step back in order in order to hittothe hitnext the level. next level. “It has “Ittaken has taken me a me longatime long to time acquire to acquire er to get er to the gethard the work hard work done.”done.” extreme extreme focusfocus and toand gain tothe gainstrength the strength So, what So, what type of type contributors of contributors is Kratz is Kratz looking looking for? for?to sayto‘no’ saymuch ‘no’ much moremore frequently frequently to anyto any As the Asmanaging the managing broker broker at at and all and distractions. all distractions. OnceOnce you master you master HomeSmart HomeSmart Realty Realty Advisors, Advisors, he helps he helps the ofart focus, of focus, your business your business will will On the Oncorporate the corporate side, side, KratzKratz wantswants to connect to connect with withthe art REALTORS© REALTORS© with with their their day-to-day day-to-day any Top take off,” takeexplains off,” explains Kratz.Kratz. “Shiny “Shiny objectobject anyREALTORS© Top REALTORS© with with an established an established teamteam who who needs. needs. As CEO As CEO he is he in charge is in charge of of syndrome is likeisalike cancer a cancer that will thatkill will kill are looking are looking for lucrative for lucrative ownership ownership opportunities. opportunities. syndrome strategy, strategy, business business planning, planning, setting setting your business your business and hopes and hopes of an of early an early the vision the vision for the forcompany, the company, and and retirement if youifdon’t you don’t gain control gain control and and “On the “Onbrokerage the brokerage side, side, It’s your It’s your chance chance to gettoinget in retirement overseeing overseeing the execution the execution of company of companyearlyearly master the discipline the discipline of extreme of extreme focusfocus on the onnext the big nextthing big thing but you butmust you must reachreach out out master growth growth objectives. objectives. and execution.” and execution.” and get andthe getrelationship the relationship started,” started,” says Kratz. says Kratz. KratzKratz lovesloves beingbeing able to able help to help FocusFocus Building Building wealth wealth REALTORS© REALTORS© buildbuild and scale and scale their their KratzKratz offersoffers this advice this advice to REALTORS© to REALTORS© looking looking to to KratzKratz explains explains that for thatREALTORS©, for REALTORS©, 16 • November 16 • November 2019 2019

sacrificing on the Day without One without sacrificing on the ing their business, buying ing their business, buyingDay One tools,tools, tech,tech, and support they need to to and support they need investment properties, and and investment properties, a thriving business. a thriving business. partnering on other lucra-lucra-buildbuild partnering on other tive business opportunities tive business opportunities “Rule“Rule Number One in business is is Number One in business as early as possible to to as early as possible profits before doingdoing to maximize profits before develop passive income. develop passive income. to maximize anything,” said Kratz. “It’s all about anything,” said Kratz. “It’s all about smarter not harder from from the the working smarter not harder “By doing thesethese things, it it working “By doing things, If youIfaffiliate with with a Bro-a Brobeginning. you affiliate will allow you to finally will allow you to finally beginning. that helps you make moremore profitprofit kerage that helps you make live life thetofullest...on livetolife the fullest...on kerage on every househouse you sell, whatwhat on every youimagine sell, imagine YOUR terms!” YOUR terms!” you could do with that extra money as as you could do with that extra money it compounds over time! Why Why wouldwould it compounds over time! KratzKratz calls calls his REALhis REALto go a place that gives you you yougonot to a place that gives TORS© “lifestyle engi-engi- you not TORS© “lifestyle maximum profits from from Day One?” maximum profits Day One?” neers.” It requires engineerneers.” It requires engineering one’s life backwards and and ing one’s life backwards KratzKratz lovesloves to seetoREALTOR’S© see REALTOR’S© startsstarts with with making the right making the right A new who who succeed. A REALTOR© new REALTOR© decisions aboutabout business decisions business succeed. joinedjoined HomeSmart part-time whilewhile HomeSmart part-time and profitability. and profitability. still in school mademade $64,000 in three still in school $64,000 in three transactions in oneinmonth. She isShe now transactions one month. is now He isHe bullish on on is bullish REALTOR©. a full-time REALTOR©. HomeSmart REALTORS© HomeSmart REALTORS©a full-time keeping their their hard-earned commission. Also,Also, he’s ahe’s a keeping hard-earned commission. their their businesses have have no actual value.value. businesses no actual “That“That makes me happy. I loveI when makes me happy. love when splits) guy. guy. no(broker b.s. (broker splits) REALTORS© will never be able REALTORS© will never be to able to no b.s. agents join and get their first few agents join and get their first few take their book book of business 30 years take their of business 30 years checks and have moremore peacepeace of mind. checks and have of mind. KratzKratz believes the real industry is antiquated believes theestate real estate industry is antiquated from from now, now, sell itsell foritmillions, then then sail sail for millions, agents deserve a fairahardI believe agents deserve fair hardand inand need of updating. He says in need of updating. He it’s saysB.S. it’s that B.S. any that any I believe off into off the intosunset. the sunset. earned commission in their pocket.” earned commission in their pocket.” experienced REALTOR© has tohas payto30% more of of experienced REALTOR© pay or 30% or more every penny they earn to a company who does none every penny they earn to a company who does none “As REALTORS© we have start in- in“As REALTORS© we to have to start HomeSmart RealtyRealty Advisors is theisbest HomeSmart Advisors the best of theofwork. the work. vesting and owning moremore of theofstuff vesting and owning the we stuff we fit forfit REALTORS© who have for REALTORS© who experihave experisell everyday! We got to to sell everyday! Weinto gotreal intoestate real estate Earning maximum profits from from Earning maximum profits in thein80s the internet, they they ence.ence. theand 80s90s andbefore 90s before the internet, be ourbeown and become finan-finan- “Back“Back ourbosses own bosses and become Day One allows REALTORS© to invest Day One allows REALTORS© to invest (brokers) brought more value. But today, agent’s (brokers) brought more value. But today, agent’s ciallycially independent but we quickly get get independent but we quickly hiringhiring an admin, vacations, in marketing, an admin, vacations, are their Facebook pages. Business storefronts are their Facebook pages. Business in marketing, caught up in up theindaily grindgrind of chasing caught the daily of chasing storefronts and purchasing investment properties. and purchasing investment properties. to you. the industry is setisupset where comes to But you.since But since the industry up where commissions and fail properly plan plan comes commissions andtofail to properly a license with with a brokerage they end you have a license a brokerage theyup end up for our exit from the business.” forfuture our future exit from the business.” you have “We are here here at at “Weentrepreneurs are entrepreneurs taking moremore than than whatwhat they should.” taking they should.” HomeSmart,” said Kratz who owns HomeSmart,” said Kratz who owns He recommends treating your your dailydaily He recommends treating properties. “I truly few investment properties. “I truly HomeSmart Realty Advisors is a full Bro- Bro- a fewainvestment HomeSmart Realty Advisors is aservice full service REALTOR© workwork as a business. REALTOR© as a business. believe in wealth building.” believe in wealth building.” where Realtors earn earn 100%100% commission from from kerage where Realtors commission REALTORS© can do this buildREALTORS© can doby this by build- kerage

Real Producers Real Producers – Real – People Real People Favorite Favorite TV show: TV show: Seinfeld, Seinfeld, Martin Martin Team:Team: Philadelphia Philadelphia Eagles Eagles Athlete: Athlete: Nick Foles Nick Foles PlacePlace to goto ingo theinPhiladelphia the Philadelphia area:area: Waterworks Waterworks Vacation Vacation spot:spot: Jamaica Jamaica www.realproducersmag.com www.realproducersmag.com • 17 • 17

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rising rising starstar WrittenWritten By: Katie By: Kohler Katie Kohler Photography Photography by: PLUSH by: PLUSH ImageImage Corporation Corporation

his month’s his month’s RealReal Producers Producers “Rising “Rising Star”Star” is Joe is Joe Cleary, Cleary, REALTOR®, REALTOR®, Selling Selling in Philly in Philly Team, Team, Keller Keller Williams Williams Philadelphia. Philadelphia. Cleary’s Cleary’s entrepreneurial entrepreneurial mindset mindset enables enables him to him make to make moves moves with with fam- families, ilies, investors investors and entrepreneurs and entrepreneurs in in Philadelphia Philadelphia Real Real Estate Estate by providing by providing valuevalue and quality and quality service. service. “I like“Ito like goto outgoand outgenerate and generate busi-business,”ness,” said Cleary. said Cleary. Previously, Previously, he leveraged he leveraged his entreprehis entrepreneurial neurial mindset mindset to start to start a restaurant a restaurant delivery delivery service. service. He brought He brought his poundhis poundthe-pavement the-pavement and face-to-face and face-to-face interacinteraction experience tion experience to real toestate real estate whenwhen he he started started with Keller with Keller Williams Williams in 2016. in 2016.

JOE JOE

The “gift The and “giftcurse” and curse” of being of being a REALa REALCleary Cleary has lived has lived in South in South Philadelphia Philadelphia sincesince he was he 13 was years 13 years old. He old.enjoys He enjoys beingbeing a parta part TOR®TOR® or anor entrepreneur an entrepreneur is that is you that youof theofgentrification the gentrification and the andgrowth the growth of theofarea. the area. He isHe able is to able usetohis usefamiliarity his familiarity with with the the set your set your own schedule. own schedule. It is imperIt is imper- area area to provide to provide unique unique insight insight to histoclients, his clients, mostmost of whom of whom are selling are selling properties properties in thein the ative ative to beto disciplined be disciplined and stick and stick to a to a Philadelphia Philadelphia area.area. schedule schedule that works. that works. Joe found Joe found his niche his niche is selling is selling smaller-end smaller-end commercial commercial properties properties in 2017 in 2017 whenwhen he sold he three sold three “You “You have have to create to create your your own busiown busi- largelarge commercial commercial properties properties on Passyunk on Passyunk Avenue. Avenue. He liked He liked working working with with business business owners owners ness.ness. You have You have to hustle,” to hustle,” says Cleary. says Cleary. and dealing and dealing with with clients clients looking looking for investments for investments or future or future business business usage. usage. 20 • November 20 • November 2019 2019

CLEARY CLEARY KELLER KELLERWILLIAMS WILLIAMSPHILADELPHIA PHILADELPHIA

“For some reason, “For some reason, warehouses always warehouses always intrigued meIand intrigued me and see I see lots of potential in them no matter the location lots of potential in them no matter whatwhat the location is.” is.”

And of And course, of course, his entrepreneurial his entrepreneurial Clearly utilizes the latest technologies, market research and business strategies to exceedworkwork Clearly utilizes the latest technologies, market research and business strategies to exceed ethicethic and customer and customer service service expectations for each transaction. importantly, he listens is to able to tailor expectations for each transaction. MoreMore importantly, he listens and isand able tailor solu-solu- skillsskills are aare huge a huge asset.asset. He takes He takes pridepride for each client. tionstions for each client. in going in going aboveabove and beyond. and beyond. www.realproducersmag.com www.realproducersmag.com • 21 • 21

““

YOU YOU HAVE HAVE TOTO CREATE CREATE YOUR YOUR OWN OWN BUSINESS. BUSINESS. YOU YOU HAVE HAVE TOTO HUSTLE. HUSTLE.

””

22 • November 22 • November 2019 2019

Cleary entering real estate as starting Cleary likenslikens entering real estate as starting your your own own business. The “Rising Star” offered some advice business. The “Rising Star” offered some advice for for people starting or thinking as a possible people starting out orout thinking aboutabout it as aitpossible career choice. He warns a career inestate real estate career choice. He warns that athat career in real is is not an easy way to make money. Cleary says it’s not an easy way to make easy easy money. Cleary says it’s important put an emphasis on daily activities. important to puttoan emphasis on daily activities. “It takes a lot of time andhave you have to keep pushing. “It takes a lot of time and you to keep pushing. Things will start to come together. You have to have Things will start to come together. You have to have constant coming and work day.not It’s not constant leadsleads coming in andinwork everyevery day. It’s I continue to press.” easy.easy. EveryEvery day, Iday, continue to press.” As a single father, Cleary is driven his 12-year-old As a single father, Cleary is driven by hisby12-year-old daughter. He loves also loves his freedom andprospect the prospect daughter. He also his freedom and the of of building wealth. building wealth.

Cleary Cleary explained explained whatwhat sellers sellers expect expect from from REALTORS®: REALTORS®: To beTo guided be guided through through the process the process • Educated • Educated on key onpoints key points • Property • Property priced priced correctly correctly • Property • Property marketed marketed to thetocorrect the correct audience audience

“Every an adventure. My future is inhands. my hands. “Every day isday an is adventure. My future is in my I get excited I meet new people. It’sofone I get excited whenwhen I meet new people. It’s one myof my favorite things this business.” favorite things aboutabout this business.”

Real Producers Real Producers – Real – People Real People Favorite Favorite movie: movie: The Sandlot The Sandlot TV show: TV show: Top Gear Top Gear “The “The sellers sellers wantwant agents agents to take to care take of care everything. of everything. That’sThat’s Restaurant: Restaurant: Barcelona Barcelona whatwhat we get wepaid get to paid do...to to do...to handle handle their their property property properly properly and and Team:Team: Philadelphia Philadelphia Eagles, Eagles, Philadelphia Philadelphia 76ers76ers handle handle all thealldrama. the drama. TheyThey wantwant us to us gettotheir get their property property sold.”sold.” Vacation Vacation spot:spot: Jersey Jersey shore,shore, SpainSpain www.realproducersmag.com www.realproducersmag.com • 23 • 23

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28 • November 28 • November 2019 2019

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34 • November 34 • November 2019 2019

toptop producer producer cover cover story story

CAPRI CAPRI

WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: by: PLUSH PLUSH ImageImage Corporation Corporation

D’AMAR D’AMAR IOIODESSECKER DESSECKER RE/MAX RE/MAX ONE ONE REALTY REALTY Success Success isn’t isn’t just just about about what what you you are are willing willing to to do.do. It’sIt’s also also about about what what you you are are willing willing to to give give up.up.

CapriCapri Dessecker Dessecker can teach can teach a master a master classclass her role her at role at on the onsubject. the subject. RE/MAX. RE/MAX. WhileWhile somesome CapriCapri started started in real inestate real estate in 2004 in 2004 as as wouldwould wantwant an assistant. an assistant. In 2005, In 2005, she then she then wentwent to to to forget to forget such such a a Berkshire Berkshire Hathaway Hathaway and joined and joined hus- hus- toughtough period, period, she she band-wife band-wife teamteam DavidDavid Snyder Snyder and Leslie and Leslierecalls recalls the details the details Lavecchia. Lavecchia. She learned She learned valuable valuable lessons lessonsand sprinkles and sprinkles humor humor from from the pair the including pair including the dynamics the dynamics of ofinto the intoretelling. the retelling. a husband-wife a husband-wife working working relationship relationship and and how to how value to value teamteam members. members. One of One Capri’s of Capri’s jobs during jobs during the leaner the leaner yearsyears was awas shota girl shotatgirl at In 2007, In 2007, CapriCapri joinedjoined RE/MAX RE/MAX HomeHome Philadelphia Philadelphia bars. bars. However, However, she says, she says, at at Experts. Experts. WhatWhat followed followed was awas period a period that that 28-years-old, 28-years-old, “she was “shetoo wasold tootoold be to a shot be a girl.” shot girl.” testedtested her resolve her resolve to remain to remain in real inestate real estate and keep and keep the home the home she purchased she purchased in thein the For Christmas For Christmas in 2008 in 2008 and 2009, and 2009, therethere was awas jokea among joke among family family Passyunk Passyunk area in area 2005. in 2005. to nottogive not her giveanything her anything because because she would she would sell itsell on it eBay. on eBay. WhenWhen the recession the recession hit inhit 2008, in 2008, CapriCapri “I sold “I everything sold everything but my butdog myand dogwatch,” and watch,” says Capri. says Capri. “I refused “I refused worked worked four other four other jobs, jobs, in addition in addition to to to gettoout getofout theofreal theestate real estate business.” business.” www.realproducersmag.com www.realproducersmag.com • 35 • 35

The Capri The Dessecker Capri Dessecker Team RE/MAX Team RE/MAX ONE ONE RealtyRealty Photo Photo at at October October 2019 Office 2019 Office GrandGrand Opening Opening on East on East Passyunk Passyunk Avenue! Avenue!

tantConveyancer and Conveyancer “Once“Once I zoned I zoned in onin a niche on a niche everything everything tant and • Hong Lori Hong – Part-time – Part-time assistant assistant and and changed. I alsoI focused also focused on helping on helping • Lori It’s her It’shumility her humility and humor and humor that makes that makes her her changed. mailer mailer extraordinaire extraordinaire renters renters because because manymany timestimes they they endearing. endearing. It’s her It’sprotectiveness, her protectiveness, experience, experience, became first-time first-time homebuyers,” homebuyers,” says says and understanding and understanding that makes that makes her aher client’s a client’s became The majority of Capri of Capri Dessecker Dessecker Capri.Capri. “I remember “I remember whatwhat it wasitlike was like The majority greatest greatest ally. ally. Team’s properties properties are inare South in South to be to a first-time be a first-time homebuyer homebuyer and itand it Team’s Philadelphia, Fishtown, Fishtown, Port RichPort Richwhirlwind, whirlwind, but also but one alsoofone theof the Philadelphia, OnceOnce the market the market started started to turn, to turn, CapriCapri created createdbeingbeing mond, mond, and Delaware and Delaware County County with with proudest proudest moments moments of my of life. my I life. try to I try to a niche a niche with with first-time first-time homebuyers. homebuyers. She didn’t She didn’t an average an average sale price sale price of $350,000. of $350,000. help clients help clients remember remember that even that even if youif you like seeing like seeing how people how people werewere getting getting takentaken AlongAlong with with first-time first-time buyers, buyers, they they feelyou likecan’t you can’t affordafford it or ifit it’s or iftoo it’s too advantage advantage of andofleveraged and leveraged her skills her skills to be to be feel like also work with with a number a number of firstof firstof a responsibility, of a responsibility, I know I know that that also work their their advocate. advocate. The first-time The first-time homebuyers homebuyers she shemuchmuch time time sellers, sellers, estate estate sales, sales, and clients and clients they will they be will able be to able find to a find way. a way. If I can If I can worked worked with with kept referring kept referring her toher others. to others. who are whorelocating. are relocating. handle handle it, anyone it, anyone can.”can.” In mid-August, In mid-August, CapriCapri and her andteam her team A growing A growing business business calledcalled for for moved moved into their into their new home new home at 1842 at 1842 moremore staff.staff. She hired She hired her boyher boyE Passyunk Ave. It’s Ave.a It’s bright, a bright, taste-tastefriend-now-husband friend-now-husband Neil Dessecker, Neil Dessecker,E Passyunk decorated decorated spacespace that warmly that warmly who was whounhappy was unhappy with with his job hisatjob theat thefully fully welcomes clients, clients, neighbors neighbors and even and even time.time. He got Hehis gotreal hisestate real estate license license welcomes four-legged four-legged friends. friends. and took and took over over her rental her rental clients. clients. on the onAvenue, the Avenue, therethere is notisanot a “People “People thought thought we were we were crazycrazy for for “Here“Here day that day goes that goes by where by where you don’t you don’t run run working working together together sincesince we were we were earlyearly into someone into someone you know. you know. The comThe comin ourinrelationship,” our relationship,” she says. she says. munity munity is amazing. is amazing. It’s rare It’s that rare Ithat feelI feel fit inI fit at ainlot at of a lot places. of places. On this On this As Team As Team Leader, Leader, CapriCapri heapsheaps praisepraise like Ilike Avenue, Avenue, they made they made us feel uslike feelwe likefitwe fit on her onteam her team whichwhich consists consists of: of: in immediately,” in immediately,” says Capri. says Capri. • Neil • Dessecker Neil Dessecker – husband – husband and Agent and Agent • Whitney • Whitney Lomas Lomas – Executive – Executive Assistant Assistant CapriCapri smiles smiles whenwhen recalling recalling the path the path • Justin • Justin Mailloux Mailloux – Agent – Agent to Passyunk to Passyunk both both for her forown her home own home • Stephanie • Stephanie Saracini Saracini – Agent – Agent andthe forCapri the Capri Dessecker Dessecker Team.Team. • Rachel • Rachel Taylor Taylor – Neil– Capri’s Neil Capri’s AssisAssis-and for 36 • November 36 • November 2019 2019

Originally, she wanted to move to Rittenhouse but but Originally, she wanted to move to Rittenhouse the Passyunk area was she afford. A deal the Passyunk areaall was allcould she could afford. A deal fell through on another placeplace she was CapriCapri fell through on another sheeyeing. was eyeing. admits she cried over over the process. But now, she she admits she cried the process. But now, realizes it all it worked out for Not only realizes all worked outthe forbest. the best. Not does only does she love area,area, but itbut gave her experishe the lovePassyunk the Passyunk it gave her experience ence and empathy. and empathy. “I always say I say don’t believe in whimsical B.S. but “I always I don’t believe in whimsical B.S. but whenwhen it comes to real I do. When people say say it comes toestate, real estate, I do. When people everything happens for a for reason, I findIitfind a cop-out. everything happens a reason, it a cop-out. But when it comes to real I always thinkthink But when it comes toestate, real estate, I always you get you are to. It to. might be be youthe gethouse the house yousupposed are supposed It might a tough or indirect route.route. But the you end a tough or indirect Buthouse the house you end up with is really the one have.have. It It up with is really thethat one you thatshould you should doesn’t always seemseem clearclear until until you are there a doesn’t always youinare in there a while.while. I can’t thinkthink of a single clientclient after after all these I can’t of a single all these yearsyears that has aboutabout purchasing.” thatany hasregrets any regrets purchasing.” Referrals remain a keyafactor for Capri. She says Referrals remain key factor for Capri. She says money is notisthe factor. She focuses on on money notmotivating the motivating factor. She focuses the client and doing a good job for It’s a It’s parta part the client and doing a good jobthem. for them. of herofmain objective of offering clients her trove of of her main objective of offering clients her trove experience and knowledge of theofmarket to ensure experience and knowledge the market to ensure an efficient real estate transaction. an efficient real estate transaction. “I can’t promise everyevery transaction is going to beto be “I can’t promise transaction is going smooth but I but can Ipromise I’m going to make it as it as smooth can promise I’m going to make smooth as it can go. You’re not innot it alone,” smooth as itpossibly can possibly go. You’re in it alone,” says Capri. says Capri. She recalled a particularly difficult transaction and and She recalled a particularly difficult transaction pulls pulls up a text the client. up afrom text from the client. The text “I will“Isay I thank baby baby Thesays, text says, willthis sayagain, this again, I thank CapriCapri offersoffers a unique perspective for for Real Producers a unique perspective JesusJesus everyevery time time I hearI hear a badaREALTOR® storystory and and bad REALTOR® Real Producers – Real – Achievements Real Achievements REALTORS® entering the industry, es- esREALTORS® entering the industry, that you helping me.” me.” thatsaid you yes saidtoyes to helping 2018,2018, 2017 2017 Chairman’s Chairman’s Club Club TeamTeam pecially considering her rough start.start. 2017 2017 pecially considering her rough Hall of Hall Fame of Fame “That“That was awesome to have her say said Capri. was awesome to have herthat,” say that,” said Capri. 2016,2016, 2015 2015 Platinum Platinum Club Club TeamTeam “Looking back back it wasitone theofbest “Looking wasofone the best 2014,2014, 2013 2013 100%100% Club Club even even though it wasithard. You You 2012,2012, though was hard. Eleven yearsyears removed from from selling her belongings Eleven removed selling her belongings timestimes 2011 2011 Executive Executive Club Club to want it. You to have a to want it.have You have to have a to remain in real CapriCapri still has fighter’s to remain inestate, real estate, stillahas a fighter’s have have she commented. “Join“Join a team. she commented. a team.CapriCapri mentality. She’sShe’s not afraid to beto her advo-advo- why,”why,” mentality. not afraid beclient’s her client’s Dessecker’s Dessecker’s TeamTeam has been has been You’re goinggoing to learn a lot.aIflot. it’sIfa it’s a working You’re to learn cate in tough situations. cate in tough situations. working with with The Leukemia The Leukemia & Lym& Lymgood good team,team, they will available to to phoma theybe will be available phoma Society Society sincesince 2011.2011. They’ve They’ve A team takestakes the load A team the off.” load off.” “My phone number doesn’t change after after settlement. I help. “My phone number doesn’t change settlement. I help. raisedraised over over $100,000 $100,000 for them. for them. CapriCapri tell my if they call me they have a tellclients my clients if don’t they don’t callwhen me when they have a is a Mission is a Mission Award Award Winner Winner and and problem and Iand findIout later,later, I get upset.” problem findsix outmonths six months I get upset.”Real Producers Real Producers – Real – People Real People Woman Woman of theofYear the Year nominee. nominee. Favorite Favorite TV show: TV show: Anything Anything on Bravo on Bravo Movie: Movie: TroopTroop Beverly Beverly Hills Hills CapriCapri ran over ran over five marathons five marathons and and Restaurant: Restaurant: BombBomb BombBomb half-marathons half-marathons for The forLeukemia The Leukemia & & Sports Sports team:team: Philadelphia Philadelphia Phillies Phillies Lymphoma Lymphoma Society. Society. PlacePlace to shop: to shop: Occasionette Occasionette Travel Travel destination: destination: MaltaMalta “It’s exciting to seetopeople growgrow and being able to “It’s exciting see people and being able to Hobbies: Hobbies: Attending Attending SouthSouth PhillyPhilly help them.” help them.” Church Church and Street and Street Festivals Festivals

Her purpose has changed. In theInbeginning of herof her Her purpose has changed. the beginning career, although she loves real estate, her “why” career, although she loves real estate, her “why” was getting out ofout debt. Today, it’s improving the the was getting of debt. Today, it’s improving lives lives of herofteam. her team.

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WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: by: PLUSH PLUSH ImageImage Corporation Corporation

40 • November 40 • November 2019 2019

TOM MELLETT

preferred preferred partner partner highlight highlight

CROSSCOUNTRY CROSSCOUNTRY MORTGAGE MORTGAGE As a producing branch branch manager, manager, Mellett Mellett In June In June 2018,2018, CrossCountry CrossCountry Mortgage Mortgage addedadded As a producing originates all hisallown his loans. own loans. Thomas Thomas Mellett Mellett to itsto rising its rising Northeast Northeast retailretail originates branch branch network. network. Originating Originating Branch Branch Manager Manager “I am“Iout amthere out there everyday everyday grinding grinding and and Mellett Mellett joinedjoined CrossCountry CrossCountry Mortgage Mortgage with with over over prospecting like everyone like everyone else, else, leading leading by by 16 years 16 years in theinindustry, the industry, a majority a majority spentspent as a as a prospecting example,” said Mellett. said Mellett. The example The example for for LoanLoan Originator Originator and Branch and Branch Manager. Manager. PreviousPrevious-example,” Mellett was set wasbyset hisbyfather his father who was whoawas car a car ly, Mellett ly, Mellett was awas Branch a Branch Manager Manager with with loanDeloanDe- Mellett salesman. Mellett Mellett saw how saw his howfather his father con- conpot, being pot, being named named for numerous for numerous Top Producer Top Producer salesman. ducted business business and how and important how important it wasit was awards awards throughout throughout his career. his career. MostMost recently, recently, ducted to operate with with integrity integrity and “be andable “be to able to Mellett Mellett was voted was voted as Best as Mortgage Best Mortgage Broker Broker in in to operate look people look people in theineye” the when eye” when you see youthem. see them. Glenside Glenside in 2018 in 2018 and 2019. and 2019. This This resonated resonated with with Mellett Mellett who points who points out the that“right the “right thing”thing” mightmight not always not always Mellett Mellett is well-known is well-known in theinarea, the area, having having grown grownout that be thebeeasiest the easiest or most or most profitable. profitable. up inup Glenside in Glenside sincesince high school. high school. Living Living only five only five blocks blocks from from his office, his office, Mellett Mellett prides prides Recently, Recently, he has hebeen has been push-pushhimself himself on being on being a “small-town a “small-town ing toing hire tosome hire some people people mortgage mortgage man.”man.” who are whoready are ready to take to take their their business business their their “I couldn’t “I couldn’t thinkthink of a of a business business to thetonext the next betterbetter placeplace to grow to grow level—$8–10 level—$8–10 mil- milmy business my business than than lion producers lion producers who who the place the place I call I call wantwant to be to $15–20 be $15–20 home.home. I’ve always I’ve always million million producers. producers. been been the smallthe smalltowntown mortgage mortgage “We build “We build a great a great guy everyone guy everyone teamteam around around us from us from knows. knows. I’m active I’m active in in the ground the ground up. We up. We my community, my community, and and have have an amazing an amazing operaoperaI channel I channel this when this when tionstions teamteam and take and great take great tailoring tailoring the lending the lending care of care them. of them. As a result, As a result, they they process process to mytoclients’ my clients’ needsneeds grindgrind it outitfor outus. forEverybody us. Everybody has has basedbased on myonknowledge my knowledge of theoflocal the local skin in skin theingame.” the game.” area. area. CrossCountry CrossCountry Mortgage Mortgage was the wasperfect the perfect matchmatch whenwhen it came it came downdown to choosing to choosing a mortgage a mortgage As Philadelphia Real Real Producers Producers maga-magaexpert expert with an with extremely an extremely high focus high focus on customon custom- As Philadelphia November November “Preferred “Preferred Partner,” Partner,” Mel- Meler experience er experience and satisfaction. and satisfaction. Simply Simply put, their put, their zine’szine’s lett met lettwith met with us to us answer to answer somesome questions. questions. service service levelslevels matchmatch mine.”mine.” part of part your of job yourdojob you doenjoy you enjoy the most? the most? CrossCountry CrossCountry Mortgage Mortgage offersoffers a broad a broad portfoportfo- WhatWhat Mellett: GoingGoing to settlement to settlement for a for family a family lio oflio home of home purchase purchase and refinance and refinance programs programs Mellett: thatworked just worked their their ass off ass tooff gettothere. get there. ranging ranging from from conventional conventional and jumbo and jumbo mortgages mortgagesthat just hadthis onemorning. this morning. It wasItawas husband a husband to government-insured to government-insured programs programs for veterans for veterans I hadIone and wife and with wife with four kids. four kids. TheyThey reallyreally wentwent and rural and rural homebuyers. homebuyers. Additional Additional options options include include through hell to hell gettotheir get their first house. first house. I I downdown payment payment assistance, assistance, homehome equityequity products, products,through didn’tdidn’t makemake a tonaofton money of money on it on butititbut wasit was and expedited and expedited closing closing programs. programs. just fun. justThey fun. They werewere so happy so happy and proud. and proud. It It felt great to beto a part be a of part it. of it. “We love “Wepassionate love passionate individuals individuals like Tom, like Tom, who who felt great stick stick true to true their to their values,” values,” said CrossCountry said CrossCountry are the arebiggest the biggest challenges? challenges? Mortgage Mortgage CEO CEO Ronald Ronald Leonhardt. Leonhardt. “Tom“Tom truly truly WhatWhat Mellett: Having Having to telltopeople tell people “no” some“no” someunderstands understands the importance the importance of personalized of personalized in- in- Mellett: I hateI doing hate doing that. Usually that. Usually whenwhen it’s a it’s a teractions teractions and tailored and tailored relationships—something relationships—somethingtimes.times. “no” I“no” try to I try give tothem give them a contingency a contingency plan or plan or we hold we high hold at high CrossCountry at CrossCountry Mortgage.” Mortgage.” www.realproducersmag.com www.realproducersmag.com • 41 • 41

If someone wanted wanted to gettointo get the into the and settle on their househouse first so they on on If someone and settle on their first so can theysettle can settle a blueprint a blueprint to gettotoget where to where they want they want to to mortgage mortgage business, business, what what advice advice their next one. There is a whole domino effect. There their next one. There is a whole domino effect. There be. You be.go You through go through that with that 20 with people 20 people you give you them? give them? lot of people affected whenwhen we don’t perform. a lot of people affected we don’t perform. wouldwould and 19 and of 19 them of them don’t don’t do it. do It’sit.tough. It’s tough. are a are Mellett: Mellett: HaveHave thickthick skin. skin. ThereThere is a is a book book calledcalled Rhinoceros Rhinoceros Success. Success. My My People hire us forusour The market is theis the People hire forknowledge. our knowledge. The market WhatWhat should should people people knowknow aboutabout first job first in job the in mortgage the mortgage business, business, market. Rates are relatively the same across the market. Rates are relatively the same across the mortgages mortgages that they that they don’tdon’t know? know? before before I wasIallowed was allowed to gettoonget the on the Where we stand out isout ourisability to commuboard. Where we stand our ability to commuMellett: Mellett: It’s not It’sasnot scary as scary as people as people board. phone, my manager my manager told me toldtome read to read it. it. our knowledge, and our to help. nicate, our knowledge, andwillingness our willingness to help.phone, makemake it outittoout be.toNor be.isNor it as is difficult it as difficultnicate, Rhinos Rhinos have have thickthick skin, skin, they charge, they charge, as people as people makemake it outittoout be.toAbe. lot Aoflot of they aren’t afraidafraid of rejection. of rejection. is theismost the most common common mistake mistake you see youwhen see when they aren’t people people are amazed are amazed whenwhen they call theyme call meWhatWhat

and discover and discover they are theyinare a position in a position to buy. to Many buy. Many people people still subscribe still subscribe to theto20 the percent 20 percent downdown mindset. mindset. I I encourage encourage people people to reach to reach out toout to someone someone like me likewho me understands who understands the business the business and the andoptions. the options.

people people applyapply for mortgages? for mortgages? The other piecepiece of advice of advice I would I would give give Mellett: Mellett: A lotAoflot people of people applyapply too late. too late. I encourI encour- The other

is to be is to concerned be concerned aboutabout your client your client age people age people even even if they if they are aare year a year awayaway fromfrom andyour not commission. your commission. If youIfworry you worry purchasing, purchasing, to apply to apply now. now. It letsItus lets getusaget look a look at at and not the client, the client, the commission the commission will will everything everything and put andproper put proper expectations expectations in place in placeaboutabout take itself. of itself. ThereThere are times are times it’s scary it’s scary for when for when you’re you’re readyready to buy. to We buy.could We could pull your pull yourtake of you have you ahave badamonth bad month or quarter or quarter creditcredit and notice and notice an error. an error. It gives It gives you time you time to to wherewhere and you andare youwondering are wondering if it’s if the it’sright the right correct correct or fororyour for your creditcredit scorescore to recover. to recover. Maybe Maybe Why should Why should people people choose choose thing thing for you. for Everyone you. Everyone goes through goes through it. it. you need you need more more money money out of out pocket of pocket than than you you CrossCountry CrossCountry Mortgage? Mortgage? It’s a cyclical It’s a cyclical business. business. FromFrom 2007-2009 2007-2009 originally thought. thought. Mellett: Mellett: We are Wethe arebest. the best. It comes It comes originally it wasitscary was scary as hellasbut hellwe but got wethrough got through downdown to thetoteam the team we have we have in place. in place. it. There it. There are plenty are plenty of people of people who do who do Our company Our company culture culture is phenomenal. is phenomenal. it as a it job as a and job then and there then there are those are those of of We understand We understand we make we make commitments commitments We are We are the best. the best. It comes It comes down down us who us do who it as doaitcareer. as a career. If youIfplay youthe play the to ourtoreferral our referral partners partners and clients. and clients. It’s It’s to the to team the team we have we have in place. in place. Our Our long game, long game, it’s a great it’s a great business. business. important important that we thatmeet we meet thosethose commitcommit-

““

company company culture culture is phenomenal. is phenomenal. ments. ments. The company The company culture culture at other at other What’s What’s the best the best compliment compliment you you places places I’ve worked I’ve worked is, you is,submit you submit a file a file can receive? can receive? and the andfirst thething first thing you get youback get back is an is an Mellett: Mellett: The cliche The cliche answer answer is a is a operations operations manager manager asking asking you toyou ex-to exreferral. referral. It’s a It’s great a great compliment compliment and and While While they are they in are the in process, the process, the biggest the biggest mistake mistake tend the tendclosing the closing and commitment and commitment date. date. I love I it. love The it. biggest The biggest compliment compliment is is I see I is see people is people applying applying for other for other credit credit and not and not The bigger The bigger picture picture is thatisit’s thatnot it’sonly not only people people tell me tellthat me my thatteam my team and and realizing it affects it affects the overall the overall mortgage mortgage approval. approval. whenwhen our client our client and our andclosing our closing but people but people realizing I made it easy it easy and we andearned we earned their their The biggest The biggest one isone furniture. is furniture. EveryEvery clientclient I have, I have, as asI made selling selling to ourtoclients our clients are probably are probably buy- buybusiness. That That we answered we answered their their soon soon as weasdowe the doapplication, the application, I tell Ithem tell them to nottolet not letbusiness. ing another ing another house. house. So they So need they need to sellto sell questions questions and put andtheir put their mindsminds at ease. at ease. anyone anyone else pull elsetheir pull their credit. credit.

””

Real Producers Real Producers – Real– People Real People Buying Buying a home a home is a huge is a huge decision. decision. How How Favorite movie: movie: A Bronx A Bronx Tale Tale do you dodeal you with deal people’s with people’s emotions? emotions? Favorite TV show: Forensic Forensic Files Files Mellett: Mellett: It’s a It’s verya very emotional emotional pur- pur- TV show: Restaurant: Jack’sJack’s Firehouse Firehouse chase. chase. Especially Especially for people for people buying buying Restaurant: Podcast: Podcast: The GaryVee The GaryVee AudioAudio Experience Experience a primary a primary residence. residence. WithWith mostmost Philadelphia Philadelphia Eagles Eagles investors, investors, therethere is no is emotion no emotion and it’s and it’sTeam:Team: Athlete: Nick Foles Nick Foles all numbers, all numbers, whichwhich is fine. is You fine.work You workAthlete: PlacePlace to goto ingo theinPhiladelphia the Philadelphia with with clients clients accordingly. accordingly. area:area: Spruce Spruce StreetStreet Harbor Harbor Park Park Vacation spot:spot: Ireland Ireland You reassure You reassure them,them, makemake yourself yourself Vacation

available available and answer and answer their their questions. questions. Real Producers – Real– Achievements Real Achievements EveryEvery clientclient I have, I have, the first the converfirst conver- Real Producers Mellett actively actively supports supports the Glenside the Glenside sationsation we have we have is that is everyone that everyone you you Mellett Athletic Athletic Club,Club, Just Fight Just Fight Foun-Founknowknow is going is going to want to want to talk toto talk you to you YouthYouth dation, KevinKevin FromFrom Heaven, Heaven, Glenside Glenside aboutabout it. What it. What may have may have been been appli-appli- dation, Patriotic Association, Association, PhillyPhilly PAWS, PAWS, cablecable whenwhen they bought they bought their their househouse a aPatriotic Lilo’s Lilo’s Promise Promise Animal Animal Rescue, Rescue, Paw itPaw it year year ago or ago five oryears five years ago, may ago, not maybe not be Foundation, Foundation, Philadoptables, Philadoptables, and and applicable applicable now. now. TheyThey may not mayrealize not realize4ward4ward Friends Friends of Glenside of Glenside Weldon. Weldon. they are theygiving are giving you the youwrong the wrong answer. answer. ComeCome to metowith me with questions. questions. 42 • November 42 • November 2019 2019

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