COLORADO MORTGAGE 2-5-18

COLORADO MORTGAGE EDITION

6 Things You Need to Do to BE A GREAT MENTOR SIX POWERFUL PROSPECTING TIPS to Build Your Business COVER STORY

KAREN MONROE

If it’s Good for the Soul, IT’S GOOD FOR THE BUSINESS Are Your Presentation Skills Costing You MONEY?

COLORADO MORTGAGE EDITION

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KAREN MONROE

CONTENTS 4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

18) SIX POWERFUL PROSPECTING TIPS TO BUILD YOUR BUSINESS

13) ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

22) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

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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 honTop Agent Magazine

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 6

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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KAREN MONROE Top Agent Magazine

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Top Loan Officer Karen Monroe of Cornerstone Home Lending, Inc. in Colorado Springs, Colorado has spent the last thirty-five years building a reputation as a trusted mortgage professional. title of one of her films. This motto serves to lodge her team firmly in the minds of her customers and realtor partners, assuring return business.

THE MONROE TEAM Top Loan Officer Karen Monroe of Cornerstone Home Lending, Inc. in Colorado Springs, Colorado has spent the last thirty-five years building a reputation as a trusted mortgage professional who provides the very best customer service not only in Colorado where she is licensed but in the entire United States wherever Cornerstone Home Lending, Inc has a licensed Loan Officer she can refer.

Karen began her career as a Loan Processer the week after her wedding in 1982 to her high school sweetheart, they have 2 wonderful children, Theresa Monroe 21 and Joshua Monroe 18. She processed for nine years before becoming an Underwriter for 5 years furthering her knowledge to help her become a Loan Originator in early 2000. Prior to getting into the mortgage industry, she worked at a credit bureau as a consumer credit counselor. Currently overseeing The Monroe Team, her tagline is “Monroe as in Marilyn, but with no Monkey Business,” referring to the screen goddess and the 8 Copyright Top Agent Magazine

Karen attributes A great deal of her success from her team. Their 2018 word of the year is “Unstoppable”, “closings and fundings on time, every time!”

Theresa Monroe, Transaction Coordinator Karen’s daughter has been involved in her business helping with her marketing for many years while working on her pilot’s license. “She has been coming to my coaching company seminars, Buffini and Company over the past 10 years since she was 11. Including several annual Master Mind Summit’s learning to work by referral, how to treat clients so they will remember you and come back, writing goals and sticking to them”.

Theresa became a member of The Monroe Team over 2 years ago. Theresa works in the background keeping up the team’s database, helping clients with the Home Scout application and its functions along with sending out their monthly newsletters and e-reports. She puts together all the team “pop by” items and tags. These are part of the above and beyond service provided to the team’s top referring clients. Karen pops by once a month to keep the team top of mind with a token of appreciation. Theresa comes up with clever sayings to go with the items such as January’s pop by was Champagne scented hand soap with Marilyn Monroe on the Top Agent Magazine

Karen, Theresa and Cher with one of our team clients Jon Hicks at Hope and Home event.

label which says Marilyn says her clients want her to be Glamorous so our tag was “The Monroe Team is Glamorous. We won’t let you down by providing you a clean closing on time, every time”.

Cher Vander Molen, Loan Officer Assistant (LOA) 12 Year Colorado Licensed Professional

Cher is a Colorado Licensed Mortgage Professional that helps Karen with all day to day workload and paperwork which is vast indeed. Including but not limited to phone calls, clients that stop by the office, running prequals and cash analysis worksheets. “I couldn’t do this job without Cher here to help me,” Karen says, “I’d never get out of the office to see my clients or go to my closings which is what I love to do!”

Once Karen has spoken to the client and determined the right financing for their needs and they apply at www.applywithkaren.com, Cher takes over. She helps the clients set up their Loan Fly account which is a secure program Cornerstone offers that allows their clients to upload their documentation directly to their file and check status. Cher sets up Loan Fly with buckets for all the items needed so clients can upload them Top Agent Magazine

into the buckets and then reviews the items to make sure the application is accurate. She can then update the prequalification to reflect the information is not just a verbal from the client but has been provided in writing which gives the buyers more buying power since the sellers and their agents can see the information has been reviewed.

Von Mason, Sr. Loan Processor A Mortgage

31 Year Licensed Colorado and Texas Professional

A Mortgage Licensed Colorado and Texas Professional, she calls herself Karen’s right-hand man and is that and so much more. She grew up around the industry as her father, a real estate agent to this day in Colorado Springs, mentored her and she herself became a licensed real estate professional which helps her greatly now as a licensed mortgage professional she understands both the contract side and lending side. That knowledge helps her work hand in hand with the entire team as well as the client. Once the file is launched to processing, Von is the next set of eyes making sure the documentation meets the program regulations before submitting it to underwriting for review. She communicates directly with the customers, walking them through the loan proCopyright Top Agent Magazine 9

Karen, Cher & Theresa, at a Hope and Home Function with volunteers Dakotah, Shannon, Meghan and Jared.

cess and gathers all the remaining items such as title, appraisal, submission to underwriting, etc. Von helps in all the buyers needs including if necessary making sure they have the right home owner’s insurance coverage for their home by working with them and their insurance agent to make sure they are asking the right questions. Karen says, “many first-time home buyers get overwhelmed with what they need to do, Von is awesome at working with them. She is a freak when it comes to our closing on time moto. She prides herself in the fact that we do not miss closing dates.”

web browser once set up for those who like to search on their computer and it is still private.

One of the top tools the team and Cornerstone Home Lending is proud to offer customers is the HomeScout MLS Mobile Application through NexGen HBM. Karen says, “92% of homebuyers start their real estate search online, we want to get the current information in their hands for free.” This is a private real estate search application and website with 100% of the MLS listings for sale anywhere in the US. Go to your app store and search for ‘Home Scout’. Use VIP code “Monroe” Consumer information is private! (Some public real estate search sites are known for incorrect and missing data or capturing their contact information which is sold to other lenders and agents. Also available via

Within HBM Karen offers HomeScout to affinity groups such as home inspectors, financial planners, cpa’s, banks, etc. and Agents, truly anyone with a customer that would like to serve them with valuable information on a deeper level with their own vip code can contact Karen to come alongside her with this powerful tool that consumers love.

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Sold Home Alert – a monthly email automatically delivered to the customers with information of sold homes in and near their neighborhood (everyone is curious about what is selling in their neighborhood (we keep them informed which could help them in determining refinancing down the road or when they reach 20% equity and can consider removing the mortgage insurance from their payment).

Karen works hard to go the extra mile for her clients and her real estate agents. “I think my success has a lot to do with the service I provide,” she explains. “That, and the fact that I build relationships with them. I know my clients have the opportunity to shop anywhere for their Top Agent Magazine

Venetucci volunteering Cher, Brandi and Karen.

loans, so I let them know that I appreciate them working with us. We have clients from all over, because we’re a military town. Once a client is referred to me, I’ll always follow up with an email, and I include a personal video I produce myself, since we rarely get to meet people faceto-face in this day and age. I introduce my team to them so they know who they will be talking to throughout the process. At a lot of other companies, when a client calls they get handed off to someone else. When they call us, they don’t have to worry about who they’re going to talk to, it will always be one of our team members.”

What sets Karen and her team apart from other lenders, she believes, is the amount of time she takes with current and prospective clients. “When someone calls,” she explains, “I ask questions and talk to them, find out enough details to make sure they’re getting the right product for their needs. It’s about finding out their goals and future for the home they are looking at. Will it be their forever home or just a temporary home for the next 3-5 years that they may turn into a rental in the future?

I have had clients that were looking for a conventional or FHA loan which requires a down payment they were scraping to get together only to find out they were prior military but thought they could only use their VA entiTop Agent Magazine

tlement once which is incorrect. We know our VA’s very well working in a huge military town and with my having underwritten them for 5 years. We research entitlement for our veterans many times and find they can get into a home using VA eligibility with little to no money down.

Clients tell me that I was the 4th lender they have spoken to and no one gave them that information. It’s about asking the right questions and taking time.”

Agents love the service we provide as they know when they refer the Monroe Team, they will be kept informed throughout the process. “We have systems in place to keep the customers & agents informed at certain milestones along the way so they should never have to check status. I have had a one to one coach within Buffini and Company for the past 12 years that helps me keep on task holding me accountable to my goals. I have no intentions of getting rid of my business coach because it has helped me become the top Loan Officer I am today” All financial rewards of her chosen profession aside, what Karen enjoys most about what she does is the ability to help people. “I have learned over the years how to counsel consumers on how to clean up their credit so Copyright Top Agent Magazine11

Venetucci Ranch established in 1936, with Cher, Bee and Karen.

Venettuci farm Bee showing the earth worms and how it helps the dirt.

while they may not qualify today, I can assist with advice on what it will take to be a home owner in the future. I stay in touch with them monthly during this process.” “I have customers I looked at qualifying 6 months to a year ago that come back and have followed the path and are now ready to buy.”

Giving back to her community is of paramount importance to Karen and the Monroe Team. “My assistant has a passion for foster children which has transferred to the team” says Karen, “so we work with Hope and Home a local organization that helps foster kids find homes.”

This includes multiple events that provide both toys and necessities for these children.

The team has also volunteered the last few years at Venetucci Farm. The farm brings in busloads of local

elementary school kids to not only get to pick their own pumpkin from the field, but to teach them about farm life, raising pigs, horses, goats, how to make compost, earth worms and their benefits to the soil, bees and their benefits in pollination. The team spread out to different stations and educate the groups as they come through with instructions provided by the employees. Along with our Hope and Home Foster care this is one our favorite annual events. Even the Branch Manager, Thomas Monroe (Karen’s Husband), the receptionist and one of the shippers from the branch volunteered!

As for the future, Karen has no plans to slow down.

“I think long-term I want to continue originating, helping families and building relationships with clients and realtors.”

For more about Karen Monroe, please call 719.749.7037, email MonroeTeam@HouseLoan.com, visit The Monroe Team on facebook or visit, applywithkaren.com! www.

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Are Your Presentation Skills Costing You Money?

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ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title Top Agent Magazine

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

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Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to 13 Copyright Top Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever Top Agent Magazine

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your presTop Agent Magazine

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all 16 Copyright Top Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

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Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

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Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate’s confidence and keep them from over-educating their referrals. During your roleplay session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

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to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

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Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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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 22

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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