FLORIDA MORTGAGE 9-19-22

FLORIDA MORTGAGE EDITION

7 DEADLY SINS OF PERSONAL BRANDING

EMOTIONAL FLUENCY:

PRODUCTIVITY KILLERS:

HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

How to Cut Down on

FEATURED LENDERS

DIGITAL DISTRACTIONS

DREW CALLAWAY LUIZA NIKOGHOSYAN

and Up Your Productivity

COVER STORY

AIMEE DRODDY

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must.

And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck how to you! something, can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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AIMEE DRODDY Top Agent Magazine

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Loan originator Aimee Droddy and her sister-inlaw, Kendra Droddy, work with Florida Home Loans —leading the West Palm Beach branch.

For Aimee Droddy, working in the real estate industry was a dream come true.

Eager to help others in their homeownership journeys, she can’t think of a more fulfilling path. She initially started her professional life in medical billing, and became a licensed agent after her husband and brother-in-law began pursuing this field. “But it was a little scary going from a stable job to this, so I continued to mainly focus on my medical billing work,” Aimee explains. Everything changed when her sister-in-law, Kendra Droddy, became swamped with work as a loan officer, and Aimee was inspired to partner up with her. “So we joined forces and it’s just been really amazing since then,” she explains. She’s found that her past experience in real estate has helped her flourish as a loan originator. Today, she and Kendra work with Florida Home Loans to create an individualized experience for their clients.

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Together they lead the West Palm Beach branch and are entirely based on referrals from real estate agents and past clients. Aimee’s dedication and caring nature help her reach her buyers’ goals, Top Agent Magazine

leading to repeat customers. “Because I was in real estate, I know how stressful it can be for everyone involved,” she explains. “We put 150% of our heart into our work.” Because Florida Home Loans Copyright Top Agent Magazine 9

Because Florida Home Loans is a mortgage broker, they have access to countless loan products, allowing them flexibility. “We know all the ins and outs and tricks of what we can do to save a loan,” Aimee says. is a mortgage broker, they have access to countless loan products, allowing them flexibility. “We know all the ins and outs and tricks of what we can do to save a loan,” Aimee says. “We will go out there and get answers, finding ways to get our buyers into their house. Our REALTOR® partners refer us to people because they know if we can’t get it done, no one can.” By the end of the transaction, Aimee develops a lasting relationship with those she serves. “We feel like family,” she explains. “They know they can come to us at any time for any reason.”

Buyers and refinancers are continuously impressed by Aimee’s commitment to 10Copyright Top Agent Magazine

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achieving their goals. One client recently said, “Where do I even begin?! Aimee has been so amazing, words can’t even explain. My boyfriend & I have been searching for a home since the end of the year 2021. I can’t tell you how many times I cried and lost sleep trying to find a home. Aimee was always there as my cheerleading telling me it’ll be okay & we will find one soon. The process to get our pre-approval was a walk in the park, she was super helpful and informative of what steps were being made. Finally Top Agent Magazine

we found a home in May 2022, Aimee helped with all the steps to get approved for a loan and we finally got to close on our first home ever!”

In the upcoming year, Aimee and Kendra hope to grow their business by 40%, but in the meantime, they’re loving each minute of their current path. “The best part about what we do is making a difference in people’s lives. It is so rewarding to hear their appreciation, and know that we made it possible for them.”

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For more about Aimee Droddy, please call 561-891-9119 or email aimee@floridahl.com 12Copyright Top Agent Magazine

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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DREW CALLAWAY Top Agent Magazine

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DREW CALLAWAY

Lender Drew Callaway has built a brand of closing hard-to-ink deals. With 15 years in the business, he has learned to comb through regulations and sift through buyer documents to find the pathway to closing. “I call it “mortgage acumen” to be able to efficiently close when they would otherwise end up not buying that house and giving up.” Far from the young kid just barely two years out of high school who got his start with a local brokerage in Tampa, Fl, Drew is on pace to reach $30 million in closings this year. Success in his niche has helped him ascend this year to Producing Branch Manager of Supreme Lending. Drew closes all types of mortgages, but he has claimed his territory in Veterans Administration loans, making up more than two-thirds of his total volume.

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Drew is an expert in VA Loans. He knows the documentation struggle many veterans face, as well as the reams of regulations that make other lenders steer eligible veterans to pricier FHA or conventional loans. Many of his happy customers previously had been turned down for VA loans. Drew goes so far as to act as a one-on-guide for a borrower navigating the VA. “We actually work with them to figure out exactly what they need to do and help them as far as taking steps to be in the best position very early in the beginning,” Drew says. “They’re not just the ready-to-offer buyers that walk in and have everything together, close in 12 days.

They’re fans of mine too, but, it’s more often the person that doesn’t. We work with them to go directly to the VA, sometimes to figure out what they need to do to get something off the Top Agent Magazine

record or clear something up, or, even to help find their records. My happiest clients are those veterans that once felt totally left behind, but they deserve to own a home too – and it’s simply a combination of applying that little extra in the right place, at the right time, that makes all the difference and they become homeowners.” Those are my happiest clients and my REALTORS® also bear fruit from this – we’ve both then earned lifelong clients, who then refer all of their friends and family to us.”

In addition to helping customers close on their dream homes, Drew’s ascension stems from him cultivating relationships with REALTORS®, with most of his business from professional referrals rather than lead generation. Agents he has worked with in the past and present constantly hear from him. When he does call, Drew wants to set up a face-to-face meeting over coffee or at a happy hour. It’s the personal side he thinks is what is needed these days. Drew reaches out not only to keep in touch but also to find out how he can help extend an agent’s reach. “I’m asking them to sit down with me and have a conversation about what we can do to add value to their business,” he says.

The future promises growth for Drew as he expands his branch and his outreach. As it stands, he runs Supreme Lending with help from his wife Melissa assisting in processing loans. By year’s end, he intends to hire an additional 10 like-minded loan originators to help boost his market share in Tampa. Drew also looks to add a more human touch to his deals. Emulating a program he learned at a former company, he is preparing to add a rider to closing documents that offers a matching donation to a buyer’s chosen charity. He plans to partner with national veterans’ charities and at least one reputable local organization.

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To learn more about Drew Callaway, email Drew.Callaway@supremelending.com or call 813.614.7604 17

Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 18

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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LUIZA NIKOGHOSYAN Luiza Nikoghosyan immigrated to the United States at the age of 17 and her interest in real estate began right after she purchased her first home in 2005.

Being a first time home buyer with a lack of knowledge in financing and real estate was very challenging and overwhelming. She decided that she wanted to make a difference by making it stress-free for people like her to get into their new dream home. Even the financial crisis of 2008 did not stop her from pursuing her dream of helping others make educated choices while taking the first step to homeownership.

Being licensed in two different states (Florida and Nevada) gave Luiza more knowledge about the industry and the opportunity to share that wisdom with her clients.

Luiza works with both domestic and international buyers and speaks 3 languages which makes it easy for international buyers to communicate. She does every different type of loan program, from conventional to non-conventional loans. Her business is now 100% referral based, with clients coming primarily from REALTORS® as well as friends, family, and past clients. She doesn’t advertise or have a website, but that doesn’t mean she’s not around. In fact, clients can reach Luiza any time of the day and know that they can trust her to make the best decisions for them even when they’re not there in person. Her knowledge, creativity and willingness to spend the time to educate her clients is what makes them come back over and over to work with her. “If I tell them a deal will go through, it will. I do all the backend research to make sure that what I advise is correct,” she says.

The longer Luiza is in the business, the more her network grows. Her company, Nations Trust Mortgage is part of the FAMP Miami chapter and oversee two of the trade shows in Miami. Being involved with these Top Agent Magazine

trade shows gives Luiza the opportunity to branch out and meet other industry professionals in an educational and fun setting. As a senior in her company, she is responsible for training new hires and sharing her extensive knowledge. She serves as a mentor the next generation of up-and-coming lenders, often working with them for a year at a time. As a single mom with two beautiful kids ages 19 and 18, Luiza has a busy schedule outside of work as well. To relax, she loves spending time in nature or at the beach. She also has a regular meditation practice.

Last year, Luiza completed $31.3 million in loan transactions. As she looks to the future, she has plans to continue to grow her business and get more involved on the commercial end of loans.

There’s always more to learn, but what really keeps her motivated is being able to help people. “I want everyone to be able to purchase their home,” she says. “Too many people are afraid to get into a bind or don’t know if they can qualify. I’m here to guide them and make them a strong buyer because they deserve the home of their dreams.”

www.

Contact Luiza Nikoghosyan at 305-335-8062, email luiza@nationstrust.info, or visit zillow.com/lender-profile/luizanikoghosyan Copyright Top Agent Magazine 23

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