Georgia Mortgage 6-12-17 by Top Agent Magazine

GEORGIA MORTGAGE EDITION

4 Qualities of EXCEPTIONAL EMPLOYEES 5 Morning Habits to MAKE YOUR DAY SUPER PRODUCTIVE DO YOU ADD CONSISTENT VALUE for Your Business and for Your Clients? 3 Ways to MAKE YOUR WORKSPACE WORK FOR YOU COVER STORY

GIANNI CERRETANI

I'll Take 2 Pounds of Confidence and 3 POUNDS OF SELF-ESTEEM!

GEORGIA MORTGAGE EDITION

GIANNI CERRETANI

CONTENTS 4) DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS AND FOR YOUR CLIENTS? 13) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

16) I'LL TAKE 2 POUNDS OF CONFIDENCE AND 3 POUNDS OF SELF-ESTEEM! 20) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES 22) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

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Do You Add Consistent Value for Your Business and for Your Clients? By Walter Sanford

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again. 4

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy. As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix. When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done. By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase. 2 We have time to contact numerous vendors who will compete for the best price. 3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer. 4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair. 5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied. Top Agent Magazine

6 We have time to get government or utilities involved if needed. 7 A seller’s net proceeds or “net sheet” can be professionally prepared. 8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached. 9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer. 10 Since we are paying for the report, we get to choose the inspector. Finding inspectors without the drama gene is important. There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem. We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties. Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds. Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities. We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well. Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 6

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GIANNI CERRETANI Top Agent Magazine

“It’s about communication, being upfront with people, going into detail, holding their hand and getting things done in a timely fashion.”

GIANNI CERRETANI Gianni Cerretani loves making people’s dreams a reality. He goes above and beyond to get a deal to close smoothly, including being available, giving callbacks in real time, and working seven days a week. It’s why his clients and referral partners trust him. “We always find ways to make the deal work,” he says. “Almost every month, for example, we have instances of giving extra lender credits if people are short to close.” 8 Copyright Top Agent Magazine

That’s easier said than done, especially with the volume of loans he handles. But going above and beyond is what makes Gianni successful. “It’s about communication, being upfront with people, going into detail, holding their hand and getting things done in a timely fashion,” he says. Gianni discovered the mortgage industry by accident 17 years ago. Graduating college with a degree in business and marketing, he started interviewing in his field but discovered the pay was low. Then his father showed him an article about a mortgage company that was hiring. He didn’t actually know what a mortgage company was, but he went to interview anyway, and liked what he heard. He got the job. They Top Agent Magazine

sat him down at a desk and told him to watch the person in front of him and learn how to sell mortgages. “They threw me in the meat grinder,” he laughs. That was in 2001; he’s never looked back. Now Gianni and his team—two full-time assistants and three dedicated processors— serve all of Georgia, with licenses in Tennessee and Alabama as well. Gianni specializes in VA loans and is an affiliate of a special nationwide program, Homes for Heroes. The program offers incentives to military personnel (active duty or veterans), law enforcement, firefighters, first responders, educators and medical professionals by waiving the fee for origination points. “On Top Agent Magazine

average,” Gianni says, “we save our heroes over $200,000 a year with this program.” Gianni’s repeat and referral rate, 100 percent, testifies to his ability to service clients and referral partners, as do his accolades: he was ranked in the top 1 percent of mortgage loan originators by Mortgage Executive magazine for 2016 and is a seven-time gold award winner for Mortgage Bankers Association of Georgia (MBAG), which ranked him in the top 50 in the state this past year. At the end of the day, making someone happy with the most important financial decision of their lives is what keeps Gianni going. Many clients have been turned down Copyright Top Agent Magazine 9

Gianni Cerretani and his team—two full-time assistants and three dedicated processors— serve all of Georgia, with licenses in Tennessee and Alabama as well. several times before they reach his doorstep. “Being able to turn that around and get them into the house they want for their family, that’s why I do it,” he says. “That’s why I work the hours I work, sacrifice what I sacrifice to get them to the table. That’s why I love what I do.” It shows. Gianni is always helping. He donates time, money and resources to charity auctions Copyright Top Agent Magazine 10Copyright

for police departments and other organizations. He’s a USO volunteer. He sponsors a Teacher Hero of the Month Award, getting local businesses to provide gifts to the honoree. He even created a CE–certified self-defense class for Realtors, which his company sponsors. During any free time, Gianni loves to spend time with his family, including his wife. “She is my biggest cheerleader and without her support I would not be Top Agent Magazine

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where I am today,” he says. “She is my rock, my best friend and soul mate. Her name is Kristen Cerretani!” Gianni has three personal passions that keep him centered: martial arts, drag racing and cooking. But thoughts of business are always in his mind. “I’m constantly trying

to reach new levels,” he says. And he’s got a game plan, of course. He’s adding new builder accounts and working with new Realtors all the time. And he plans to enter new states, diversifying his geographic footprint. As someone who goes above and beyond, Gianni is likely to keep reaching new levels indefinitely.

For more information about GIANNI CERRETANI (NMLS #787898) of HomeBridge Financial Services, Inc., Kennesaw, GA, visit www.homebridge.com/GianniCerretani, http://www.justingrable.com call 404.213.9663 or email gcerretani@homebridge.com 12Copyright Top Agent Magazine

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem! By Barry Eisen

At least a few times per month I get emails and/or calls asking me to help develop confidence and a positive self-esteem. When you’re hot you’re hot and when you’re not, you’re not. Life has its ups and downs and occasionally everyone feels like they’ve run out of gas and nothing they seem to do works. When you’re in a slump the world can look overwhelming and against you. The more you think about you’re victimhood, the more out of control you feel.What you focus upon becomes larger. Confidence, positive self-esteem...these are just words and something experienced many moons ago. Talk it out with your spouse? Sure. See a therapist? Maybe. Get a coach? Good idea. Call a hypnotist...that’s where I come in, but maybe not in an obvious way. 16

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Hypnosis can be of help in so many areas such as controlling weight, memory improvement, reading faster, stopping smoking, becoming a great public speaker, prospecting and growing a business, eliminating fears, becoming a better golfer/tennis player/baseball player etc., sleeping and energy, controlling pain control in dentistry and child birthing, improving wellness, passing tests and so much more. This is not an over statement. Hypnosis is a performance enhancer because it taps into the best parts of who we are to make the changes necessary to make the changes to evolve ourselves. But “programming” ones mind for confidence and positive self-esteem is not something I’ve seen done effectively. The subconscious says, “What does that mean?” “Give me a picture, what do you want?” Read any neuroscience to know (or simply use common sense) that the subconscious needs specific direction (words, pictures and supportive feelings) for these clear messages to be acted upon. A general business plan is usually a recipe for disaster. A poor teaching plan will confuse students. Mixed general messages given to a 3 year old will produce erratic behavior. A loose navigation plan will have ships traveling in circles. Just like many people. Instead of working on confidence and positive self-esteem, does it make sense to instead, work on a solid business target of success and develop a business plan that will get you there? If you’re planning for the future, is it not a better idea to set an end result and develop strategies that will make it happen? If you’re looking for better health, doesn’t it make sense to set a target for excellence and back it up with a realistic exercise and eating approach that will insure success? The confidence and self-esteem will come along automatically. Create the goal, take action, do the work, be consistent. Your business will never grow more than you do. Your health will never get better without you stretching out beyond who you now are. Your relationships will never be more secure and supportive than you are of yourself. Your confidence and self-esteem will never grow without a reason. Top Agent Magazine

Before you therapy or drug yourself into confidence and self-esteem, at least try (Oh! I hate that word) the 10 organic following ideas for 2-3 weeks.

Set goals that stretch you out and force you to grow. You can’t be depressed when you’re learning something. Learning takes you out of your egocentric predicament.

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Create timelines/target dates for goal accomplishments. This establishes a sense of urgency. It puts a little “gitty up” in your step and mind.

List your actions of the day on your To-Do list and prioritize all items. Doing the A’s and crossing each off as done, will put a smile on your face and a jolt of small energy in your life. (Accomplishment feels good. Could you use some “feel good”/self-esteem?) You’ll start looking forward

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to these little positive jolts and do what is necessary to have them. If I was talking cocaine...that would be a bad thing, but since I’m talking non drug human motivation...that would be a good thing.

If you’re just feeling flat for no obvious reason, take on an interest/ hobby/project that’s been on your mind in the past. Learning stimulates blood flow to different parts of the brain and increases endorphin flow. (E.g. Calligraphy, sailing, martial arts, reading sci-fi, etc.)

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Follow through like your hair’s on fire. Show yourself what you CAN DO! Create some appropriate reward for the accomplishment. Balance your life with goals in physical, financial, emotional, educational, family, social and spiritual areas. Sometimes more is better. Purposely smile more, laugh easier, hold eye contact a little more (obviously, not in a creepy way) and present a stronger posture.

Learn to relax to slow down, put things in perspective, ask yourself how you feel and how you’re doing 2 or 3 times during your day. Don’t let the day rule you. Be present. Pay attention.

Act “AS IF” you were already doing things with confidence, making decisions with authority and living the life you want to live. You become what you think about. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. 20

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is Top Agent Magazine

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 22

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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