CALIFORNIA MORTGAGE 8-22-22

CALIFORNIA MORTGAGE EDITION

How to Get the Biggest Recharge Out of Your Lunch Hour COVER STORY

LARISA LUTES FEATURED LENDER

7 DEADLY SINS

OF PERSONAL BRANDING

6 Things You Need to Do to BE A GREAT MENTOR

IMAD CANAVATI Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 4

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

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LARISA LUTES

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LARISA LUTES Born and raised in Los Angeles, Larisa Lutes has become a trusted advisor in the real estate industry. As the Senior Vice President for the newly launched bank OriginPoint LLC, a joint venture between Compass Real Estate and Guaranteed Rate, she loves helping clients accomplish their homeownership dreams. She entered this field after her brother, a broker, encouraged her to join him. Over 20 years later, Larisa has flourished as loan officer, and shows no signs of slowing down. As a founder of OriginPoint, she is the first licensed loan originator for the bank in Southern California, and is utilizing her vast network of referral partners to grow its business. As she begins to build out the team, she hopes to find like-minded individuals who put their clients’ needs first. Her main priority when assisting

her buyers is to provide them with clarity and guidance. Larisa’s unparalleled expertise gives clients the confidence to reach their real estate goals.

Working with a range of buyers, from first timers to investors, Larisa is wellversed in all loan types. She specializes in jumbo and conforming loans, as the greater Los Angeles area typically calls for this financing. “For my move up buyers, most of them are looking at jumbo loans, which can take some finesse in structuring because they’re typically selling a departing residence before they can purchase it,” she explains.

With 100% of her business deriving from repeats and referrals, it’s clear she is going above and beyond to meet her clients’ needs. She understands every detail of the process, including escrow,

As the Senior Vice President for the newly launched bank OriginPoint LLC, a joint venture between Compass Real Estate and Guaranteed Rate, Larisa Lutes loves helping clients accomplish their homeownership dreams.

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“It’s really about structuring the financing and finding the right program for the borrower,” Larisa explains. “If there’s a problem that comes up, I try to find a workaround.”

and takes pride in staying knowledgeable about the guidelines. “It’s really about structuring the financing and finding the right program for the borrower,” she explains. When she issues a pre-approval, it’s nearly a guarantee that the transaction will close, as she obtains all the decision-making documents upfront. At every step of the journey, Larisa takes the time to explain all the paperwork and prepare them for the next steps. “If there’s a problem that comes up, I try to find a workaround,” Larisa says. “We’re able to close our transaction very quickly, and most of my buyers are able to write an offer to purchase with no loan contingency, completing escrow in 14 to 21 days.”

With today’s fast paced market, buyers appreciate Larisa’s expediency and diligence. One recent client said, “As a first time home buyer, this whole process was a complete mystery to me.

Luckily, I was recommended to Larisa Top Agent Magazine

and it was the best move I could have made. Due to the LA market being nonsense, we worked together for 18 months before I finally had an offer accepted. All that time, she was an amazing pro who was there with confidence, reassurance, and good humor to make this whole thing as easy as it could be.”

When Larisa isn’t working, she’s spending time with her family, traveling and finding new restaurants. Having lived abroad, many of Larisa’s clients are European, and Larisa loves exploring new cultures.

Looking ahead, Larisa hopes to keep growing. As a single mom, she wants to empower other women in their careers.

“I would love to mentor new members of the industry and teach them all the underwriting and escrow guidelines, as well as how to build lasting relationships with clients.”

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For more information about Larisa Lutes, please call 323-821-6966 or email larisa.lutes@originpoint.com 14Copyright Top Agent Magazine

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be hon16

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it Top Agent Magazine

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 18

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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IMAD CANAVATI It was over two decades ago that Imad Canavati discovered his passion for real estate. When he saw an ad for a job at a mortgage company, he knew he could flourish in this field. “It really resonated with me,” he explains. “I’m good with numbers and people. So after the dot com bubble burst, I decided to become a Mortgage Advisor. I haven’t looked back since.” Today Imad focuses exclusively on helping people reach their real estate goals, and he’s seen tremendous success. He ranked in the top 1% of mortgage brokers in 2020 for the entire United States, and nothing is slowing down his momentum. By building his business on a foundation of solid customer service and honesty, Imad has become a sought after mortgage broker in the state of California.

When it comes to his clients, he always aims to give them the best experience possible, treating them the way he would want to be treated. He also stays down to Earth, never getting caught up in the money aspect of the business. “I put all of my focus on providing unparalleled service and helping people,” he says. “The rest will follow.” Imad understands the importance of hands-on support, so he personally guides his buyers through every step of the transaction, and isn’t afraid of learning new things. He wants to do what’s best, creating a smooth journey for everyone involved.

The only way this happens is through his constant pursuit of knowledge and his determination

to succeed. “Every day presents new opportunities and challenges,” he explains. “The mortgage business is one of those industries that never stays the same. If you’re not keeping up with everything, your business will die.”

His vast experience with all types of loan products and clients allows him to exceed expectations, granting buyers the chance to focus on their next move. Because he is a broker, he has access to hundreds of lenders, so he can provide a more tailored and individualized approach. “It’s rare that someone can grab a suit off the rack and have it fit perfectly,” Imad says. “I am able to give my clients options and find the right path for their unique needs.” He’s often able to save them money by consolidating their debt and getting them a lower interest rate. One recent client raved, “Imad makes a normally tedious process easy and enjoyable. This was by far the easiest refinance I’ve done and I’ve done many. More importantly, no one could touch his rate. I highly recommend him.”

Looking ahead, Imad has his sights set on steady growth, helping more people refinance and purchase. “I’m very content with where I am now, so I would like to keep doing what I’m doing,” he says. He’s grateful for his work and his life, and never takes it for granted. “If you wake up in the morning and say it’s going to be a good day, then everything else will be just right.”

For more information about Imad Canavati (NMLS 290056 / DRE 01266708) please call 650-302-5014 or email loans@imadcanavati.com

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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