CALIFORNIA MORTGAGE 8-1-22

CALIFORNIA MORTGAGE EDITION

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BEYOND-THEOFFICE ACTIVITIES 'TO INSPIRE

A CREATIVE BUSINESS BOOM

How To Incorporate Current Events To Your Email Blasts

AND STAY RELEVANT COVER STORY

BARBIE TURNBAUGH

5 THINGS YOU CAN DO

TO ACHIEVE YOUR BIGGEST GOALS FEATURED LENDERS

CHRISTAL CHURCHWELL HAZEL JACKSON 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

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CALIFORNIA MORTGAGE EDITION

CHRISTAL CHURCHWELL HAZEL JACKSON

In the early days of her career,Jackson, broker of Cerritos, California, of high-level customer service.

She’s of l Hazel couple 7 15 20 Christal Churchwell learned just about always available to chat withwe clients, leverages a tried-and-true approach that use, an every role related to blends handling unparalleled loans. even on the weekends and makes sure customer service ing, so tha She worked on foreclosures, served her clients know everything about the with deep industry knowledge to expand the commu as a controller and director of HR at a process of getting a loan. “When I busines law firm for ten yearsher and brokerage. worked as “I got started in 2004 bought my first house, I hadher no idea was aworking in the private secherwant services a licensed NMLS loanwhile officerI under what was happening and I don’t banker getting her broker She others to feel that way,” she says. tor. license.

I got my real estate license and fell in her She entrepr quickly discovered thelove, banking spends a lot of time educatinglarger her cli-comm andmodel after two years of that I became would have limited aoptions her It’s been eighteen years ents and nurturing leads, which loan for officer. homehasbuye clients. Christal obtained her broker resulted in strong relationships over now, and I’m still excited about this infrom the tim license and was able toTURNBAUGH pivot to a whole- CHRISTAL CHURCHWELL the years.

SheJACKSON considers many of her BARBIE HAZEL BARBIE dustry – and I’ve seen it change so much sale lending model. Being a mortgage broker allows clients to be friends and in addition to people sendingwho TURNBAUGH overbroader the years, how tobirthday, make the most of the and now those Christal to give her clients accessI know to an array anniversary and holiday cards, she same has pe of loans including butcurrent limited to residential, attended numerous events in her cli- they interest rates:private concentrate on the clientsmeaningful and them know when money and commercial.

Christal also saw need for a ents’ lives, from weddings to christenings. the business willacome.” or potentially look to i CONTENTS more unique, intimate experience for her clients when Now, even with the b it came to buying and selling homes which lead her to While Christal considers the other agents she works The cornerstone of her enterprise to is abe3 deeply rooted those first time buyers 4)own HOW TO INCORPORATE BEYOND-THE-OFFICE open her boutique real estate company. Christal with16) like family, she also has her family at different facets desire to serve community and help theher people CURRENT EVENTS TO her ACTIVITIES TO INSPIRE now focuses on both residential, private money and home who keep on her toes whenAshe’s not of at the YOUR BLASTS AND CREATIVE BUSINESS ent BOOM webinars forincredi around herBeach, accomplish their the personal goals: “Ioffelt commercial loansEMAIL in Huntington California office.

As a mom three kids, with two boys while managing her real high side, school,because and a grown daughter and grand- at th STAY RELEVANT – usually a estate little office. restricted on the retail theadultveterans son, it’s safe to say that Christal’s schedule doesn’t 21) 3limited MENTAL THAT to know about the ad company I was working for offered prod-TRICKS Christal’s experience and versatility in the industry include a lot of down time.

14) 5 THINGS TAKE YOUR BUSINESS and how that can help ucts, YOU and I wanted to be able toWILL help more people. makes her well-equipped not only to help her own cliCAN DO TO ACHIEVE TO THE NEXT LEVEL Now, I’m able to take on more challenges with the ents, but also to oversee other agents. She does every Last year, Christal closed $41 million while proYOUR BIGGEST decade loans I GOALS cantoprovide, andherthose are usually most kind of loan from conventional jumbo and cessing her loansthe from start toWith finish.over She’stwo almost tackle rewarding.

I love being able certainly to empower in uppoised systematic approach allows her to excel in whatever going people to be scaling as she to looks to thethe g project she is workingthe on.home “I wanted to understand future. prides At the moment, she’s market focused on working “My head-on. buying process.” Hazel herself in everything from A to Zbeing and learning alland the different great agents who will be and hard-by th tenhonest loan officers flexible responsive,with constantly providing Phone 310-734-1440 | Fax 310-734-1440 types of loans keeps me from ever feelingand stuck — working.“I “I love don’thelping want to be surrounded by peopleand they’re educated updates, options, opportunities. mag@topagentmagazine.com | www.topagentmagazine.com when the market shifts, I change my focus from one who are only concentrated on making money. This first and foremost: we people – I really do.

I don’t business specialize in much any spetype to another.” soconsent more thanTopthat,” she says.

No portion of this issue may be reproduced in any manner whatsoever withoutisprior of the publisher.

Agent Magazine Next year, I Iwant cificPublications kind ofGA,loan, but instead, I focus onit’scustomer is published by Feature Inc. Although precautions are taken to ensure the accuracy of published materials, “Ultimately, about helping people andTop wantto h Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. to another city – retention.

FHA,from Conventional, Jumbo, name as apand Her business now comes almost entirely refer- to keep a goodyou reputation mortgage broker in To subscribe or change address, send inquiry to mag@topagentmagazine.com. rals from Published agents inand clients due to her years this industry.”

Orange County.” Haze itpast – we do it.” the U.S.

her business are match sion for meeting new p Hazel’s passion for empowering sucTo learnRecently, more about Christal Churchwell, pleasethe call 714-642-8175 Top Agent Magazine cess of has manifested in the launch of her to traveling. I3 have f or others email christal@christalchurchwell.com own brokerage, Lucid Mortgage Solutions. “I am and my son is in Was

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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BARBIE TURNBAUGH

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BARBIE TURNBAUGH

Barbie is a Senior Mortgage Loan Officer with Evergreen Home Loans™. She works with all facets of origination from conventional, FHA, VA, Rehab loans to new construction loans.

Over twenty years ago, Barbie was buying her first home. The brokers at the mortgage company she was working with liked her laugh and her personality and thought she would be 8

a good fit in a new opening they had at a satellite office. She stayed as a loan assistant for three years before moving up to loan originator in 2004 for another mortgage broker. Fast Top Agent Magazine

forward a few decades and Barbie is a Senior Mortgage Loan Officer with Evergreen Home Loans™. Barbie works with all facets of origination from conventional, FHA, VA, Rehab loans to new construction loans. Evergreen just opened up a new branch office in McKinleyville, CA, where it’s currently Barbie and her assistant laying down the groundwork for more loan officers to come in and Top Agent Magazine

expand in the near future. Evergreen started in Washington and after 35 years is now established throughout a good chunk of the western states.

Working in small communities, word of mouth is everything. Barbie started her career in an area where she didn’t grow up and worked hard to get into the tight knit community groups, utilizing lots of marketing 9

techniques to make herself known.

After establishing herself as a trusted face in the community, most of her business now comes from referrals and repeat clients. The clients come back due to the customer service experience Barbie provides.

When she first got into the business, her husband said if there was someone providing a really good customer service experience that seemed to be lacking, they would thrive. She took that advice to heart and made

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that the basis of her business.

She was trained that loan officers deal with the buyer’s agent and not the seller’s agent. But it’s been her policy to keep both sides up to date and informed about every step during the process. This extra step leads to an increase in Realtor® referrals. She also keeps in touch with that growing database through CRM follow ups for birthdays and special events.

Business partners and clients each get quarterly updates and she’ll do office visits to Realtors® for special Top Agent Magazine

educational presentations, not just to keep them up on the latest developments in the business, but to keep herself at the top of their mind.

She wrapped over 60 million in transactions in the past year, but her favorite ones are the first time buyers. A lot of those buyers come to her completely green, and she likes educating them about the entire process, telling them exactly what’s happening at any given time and what it means. She imparts a sense of ownership of the process to the 11

client, not just the mechanical steps from A to B to C.

new office. When not hitting up the latest country music concerts, she’ll be focusing on the people Barbie recently joined the McKin- and businesses in McKinleyville leyville Chamber of Commerce, and getting the office ready for adding to her positions on commit- another officer to come in a help tees for the Humboldt Associate of serve the community.

Realtors, getting herself even deeper into the neighborhood around the For more about Barbie Turnbaugh, NMLS# 479589, please call 707-633-9811 or email bturnbaugh@evergreenhomeloans.com.

1690 Sutter Rd, Suite 1, McKinleyville, California 95519 ©2022 Evergreen Home Loans and Evergreen are the trademarks or registered trademarks of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/ service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: AZ Mortgage Banker 0910074; CA Licensed by Department of Financial Protection and Innovation under the CA Residential Mortgage Lending Act 4130291; CO Mortgage Company Registration; ID Mortgage Broker/Lender MBL-3134; MT Mortgage Lender License 3182, NV Mortgage Company License 4837; Licensed under the OR Consumer Finance Act ML-3213; TX Department of Savings and Mortgage Lending Company License; WA Consumer Loan Company CL-3182; WY Mortgage Lender/Broker 3467.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 14

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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CHRISTAL CHURCHWELL In the early days of her career, broker Christal Churchwell learned just about every role related to handling loans.

She worked on foreclosures, served as a controller and director of HR at a law firm for ten years and worked as a licensed NMLS loan officer under a banker getting her broker license. She quickly discovered the banking model would have limited options for her clients. Christal obtained her broker license and was able to pivot to a wholesale lending model. Being a mortgage broker allows Christal to give her clients broader access to an array of loans including but limited to residential, private money and commercial. Christal also saw a need for a more unique, intimate experience for her clients when it came to buying and selling homes which lead her to open her own boutique real estate company. Christal now focuses on both residential, private money and commercial loans in Huntington Beach, California while managing her real estate office.

Christal’s experience and versatility in the industry makes her well-equipped not only to help her own clients, but also to oversee other agents. She does every kind of loan from conventional to jumbo and her systematic approach allows her to excel in whatever project she is working on. “I wanted to understand everything from A to Z and learning all the different types of loans keeps me from ever feeling stuck — when the market shifts, I change my focus from one type to another.”

Her business now comes almost entirely from referrals from agents and past clients due to her years

of high-level customer service. She’s always available to chat with clients, even on the weekends and makes sure her clients know everything about the process of getting a loan. “When I bought my first house, I had no idea what was happening and I don’t want others to feel that way,” she says. She spends a lot of time educating her clients and nurturing leads, which has resulted in strong relationships over the years. She considers many of her clients to be friends and in addition to sending birthday, anniversary and holiday cards, she has attended numerous meaningful events in her clients’ lives, from weddings to christenings.

While Christal considers the other agents she works with to be like family, she also has her family at home who keep her on her toes when she’s not at the office. As a mom of three kids, with two boys in high school, and a grown adult daughter and grandson, it’s safe to say that Christal’s schedule doesn’t include a lot of down time.

Last year, Christal closed $41 million while processing her loans from start to finish. She’s almost certainly going to be scaling up as she looks to the future. At the moment, she’s focused on working with great agents who will be honest and hardworking. “I don’t want to be surrounded by people who are only concentrated on making money. This business is so much more than that,” she says.

“Ultimately, it’s about helping people and I want to keep a good reputation as a mortgage broker in this industry.”

To learn more about Christal Churchwell, please call 714-642-8175 or email christal@christalchurchwell.com

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 16

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 18

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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HAZEL JACKSON Hazel Jackson, of Cerritos, California, leverages a tried-and-true approach that blends unparalleled customer service with deep industry knowledge to expand her brokerage. “I got started in 2004 while I was working in the private sector. I got my real estate license and fell in love, and after two years of that I became a loan officer. It’s been eighteen years now, and I’m still excited about this industry – and I’ve seen it change so much over the years, I know how to make the most of the current interest rates: concentrate on the clients and the business will come.”

The cornerstone of her enterprise is a deeply rooted desire to serve her community and help the people around her accomplish their personal goals: “I felt a little restricted on the retail side, because the company I was working for offered limited products, and I wanted to be able to help more people.

Now, I’m able to take on more challenges with the loans I can provide, and those are usually the most rewarding. I love being able to empower people in the home buying process.” Hazel prides herself in being flexible and responsive, constantly providing updates, options, and opportunities. “I love helping people – I really do. I don’t specialize in any specific kind of loan, but instead, I focus on customer retention. FHA, Conventional, Jumbo, you name it – we do it.”

Recently, Hazel’s passion for empowering the success of others has manifested in the launch of her own brokerage, Lucid Mortgage Solutions. “I am excited to grow the team with loan officers and an assistant junior loan officer to start. We have a

couple of lead generation programs that we use, and I want to run proper training, so that they can best assist within the community.” While Hazel expands her business, she simultaneously extends her services well beyond those who share her entrepreneurial spirit, and into the larger community (particularly first time home buyers). “I have customers today from the time I started in the business – people who were first time home buyers, and now those same people are now investors. We let them know when they can take advantage of rates, or potentially look to invest in additional properties.

Now, even with the brokerage, I still aim to serve those first time buyers. I work with REALTORS® in different facets of the community. I help run different webinars for credit, especially those targeted at veterans – usually at the VA here in LA. I want them to know about the advantages of being a veteran, and how that can help them own a home.”

With over two decades within the industry, Hazel is poised to tackle the growing California real estate market head-on. “My immediate goal is to have ten loan officers by the end of this year, make sure they’re educated and know that customer service is first and foremost: we grow our business from that.

Next year, I want to have fifty officers total, and expand to another city – a couple of offices in LA and Orange County.” Hazel’s lofty plans for the future of her business are matched by her wanderlust and passion for meeting new people: “I always look forward to traveling. I have family in northern California, and my son is in Washington, but soon I’m hoping to be abroad again – the Caribbean, maybe Italy and Europe next year.”

To learn more about Hazel Jackson, visit Lucidmortgagesolutions.com, email hazel.jackson@lucidmortgagesolutions.com, or call 562.467.6968 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilTop Agent Magazine

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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