Nationwide 1-29-18 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

SUCCESS– These 7 Habits Are the Real Secret to Success NEIL GONZALEZ

TODD LAPENTA

3 Tips for MASTERFUL TO–DO LISTS 5 Morning Habits to MAKE YOUR DAY SUPER PRODUCTIVE

AARON MATTY

JEROME SAVOROSKI

JENNIFER MERICLE

ANDY WATSON

When it’s Time for a HOME OFFICE 5 Things You Can Do to ACHIEVE YOUR BIGGEST GOALS

NATIONWIDE MORTGAGE EDITION

ANDY WATSON

NEIL GONZALEZ

TODD LAPENTA

AARON MATTY

JENNIFER MERICLE

JEROME SAVOROSKI

CONTENTS 4) WHEN IT’S TIME FOR A HOME OFFICE

15) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

9) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

18) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 20) 3 TIPS FOR MASTERFUL TO–DO LISTS

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When It’s Time for a Home Office by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 4

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anything that is not essential to the event of a power failure. An daily operation of your business. uninterruptable power source supply is also a must for the home office. Almost every business requires a This will keep your computer runcomputer system. Donâ&#x20AC;&#x2122;t skimp. You ning during a power outage until want something with enough speed youâ&#x20AC;&#x2122;re able to safely shut it down. and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

It’s essential that you remain committed to your space as office space. You’ll probably want more than one phone line, three if you’re using one line for a fax and modem hookup. It’s wise to invest in a business line, which allows you to list your business name and number in the phone book and with directory assistance. To keep costs down, use that line for incoming calls only. If you don’t want the expense of a business line, but can do without a repeat of the shower scene, order “distinct ring” service from your phone company. This is a separate phone number which rings into your home line, but sounds different from your normal ring. This alerts you and family members to incoming business calls. If you’re dishing up dinner or washing the dog, you’ll know to let your answering machine, or better yet, your electronic voice mail system, grab the call. If you’re in the shower, hopefully your 5year-old will know to do the same. You may also want to order “call 6

answering” from your phone company. It’s just a few dollars a month and sounds more professional than an answering machine, and which won’t break down while you’re on vacation. A home office can either improve productivity, or harm it. You may find yourself doing paperwork at 2 a.m. when you should be sleeping, or flipping to General Hospital at 3 p.m. when you should be working. It’s helpful to treat your home office as you would an outside office, complete with “starting” and “quitting” times. This will help you stay focused, organized, and productive. And your family will appreciate having their dining room table back. Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright©, Nancy Michaels. All rights reserved. Top Agent Magazine

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ANDY WATSON

ANDY WATSON Shortly after graduating college in 2009, Andy Watson began working for First Bank, where he got his first taste of the mortgage business. Andy clicked with the specialty right away, quickly working his way up, eventually managing multiple branches and becoming a top producer in commercial, construction, and portfolio mortgage loans. In 2014, Andy brought his talents to Fairway Mortgage Company, a direct lender, where he leads a team of highly trained professionals, including his wife, who primarily handles the marketing side of the business. Born and raised in Colorado, Andy has an expertise on the market that is second to none. Andy was attracted to Fairway, because of the in-house underwriting and the fact that there are no overlays, which allows him to have closing times as quick as 12 days. They also have unique specialty products such as Jumbo Loans, Physicians Loans, as well as programs that help first time homebuyers, everything he needs to best serve his borrowers and his Realtor® partners. One of the keys to Andy’s success has been his focus on providing clear, constant, and honest communication. “Things can move quickly in this business and communication is so important. Everyone I work with is completely informed throughout the entire process. There are other good companies out there with competitive products and rates, it’s really your service that allows you to stand out. When we’re sitting at the closing table it’s our goal that the listing agents are so impressed with how the transaction went, that they would like to partner up.”

Andy takes a very personalized approach to his business, something that can be rare these days with all of the technological advances. “I really like to be in front of people. I stop by and talk to my Realtor® partners, always looking for ways to help them with their business. I also try and meet with my borrowers from the start, so I can get to know them and their situation to find the loan that best meets their needs. I also love going to closings, and seeing the joy on my clients’ faces. It’s always an amazing experience. I like to build strong relationships, so I can become their resource for everything lending.” Andy and his whole team are actively involved in the community. “We live here and these are our neighbors, so it’s important to us that we give back locally as much as we can. We’ve done things from “Adopt a Block” where we go into an underprivileged neighborhood, bring food, and create a safe space for kids to come out and have fun. We are a large supporter of Wounded Warriors – my favorite activity is to take vets out fly fishing. My wife and I also really enjoy hosting an annual Christmas party where we collect toys to donate to the local Children’s Hospital.” When he isn’t working, Andy loves being outdoors, enjoying everything Colorado has to offer. Andy has plans to grow his team, as he continues to establish Fairway as one of the top lenders in Colorado. “We’re always looking for the technology and products that can best serve our agents and clients. I love this industry, every day is different and that keeps things challenging and exciting. It also allows me to help people achieve their real estate dreams, and that is just as thrilling today as it was when I started.”

To learn more about Andy Watson call 303-915-2576 or email AWatson@fairwaymc.com 8

Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of Top Agent Magazine

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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NEIL GONZALEZ Neil Gonzalez realized his true calling early on in life. Growing up in a family of real estate development entrepreneurs, some of his earliest experiences in the industry were during summer jobs as a teenager, where he quickly fell in love with the business. “I ran with it from there,” says Neil fondly. “I’ve never wanted to do anything else.” That was back in 1993. In the 25 years since, this visionary has cultivated a masterful reputation for service defined by integrity, communication, and expertise—three values he lives by. Primarily serving the South Florida region he calls home, Neil works solo with the support of a processor and a dedicated assistant. As a brokerage, he offers clients access to a wide spectrum of loan products from conventional varieties to those pertaining to portfolio investing, foreign nationals, jumbo products, bank statement options, and more. At the heart of his professional approach, Neil cites a commitment to communication, honesty, and education as the foremost drivers of his success to date. Understanding the complexity of the transactional process, Neil makes it a point to personally educate buyers and agent referral partners alike when it comes to the particulars of a loan. He believes unflagging accessibility and steadfast communication are vital to not only soothing clients’ nerves, but ensuring that agent referral partners are kept well-informed throughout a transaction. “It’s important to educate all my clients and referral partners,” he says. “I keep agents in the loop on the industry’s changes, and hold my clients’ hands the entire time from beginning to end. I’m not doing my job if they don’t understand why and how the process works.” Taking time to build one-on-one connections with those he serves, Neil truly values the interpersonal component of his work. He touches base through visits and calls, reaches out on social media, and even makes a personal note to remember anniversaries and birthdays. An advocate of lifelong learning, he teaches informative classes to agents, at least

once a month, on relevant industry topics such as prequalifying buyers and alternative financing options. “I love creating happy clients all around, including my referral partners,” says Neil on what motivates him to get to work every day. “That’s what I enjoy most about my career: figuring out that puzzle of matching clients with the right financing option for them and their goals. It’s about the satisfaction of getting a deal closed and seeing people move into their dream home.” Above all, Neil maintains his role as lender mindfully, electing integrity and honesty in every endeavor. “I’ve been in this business long enough to know what’s right and what’s wrong ethically. I put my head on my pillow at night and can believe in what I’m doing,” he adds. “I’d much rather be a more boutique lender and have the ability to take care of my clients and referral partners one-on-one and keep those close relationships. That’s really what I love about what I do and how I do it. I’m very involved and I’m always just a phone call away.” Making it a priority to give back to his community, Neil is an active participant in the Make-A-Wish Foundation— an organization close to his and his family’s hearts. He’s also hands on with his philanthropic service, participating in Keller Williams Red Day, a day where Keller Williams offices around the world shutter for one day and employees head into their communities in service of others, on an annual basis. In his free time, Neil enjoys spending quality time with his tightknit family and taking the boat out on the water with friends. Always looking ahead, Neil has plans to continue his thriving enterprise, hoping to pair with additional real estate offices seeking dedicated mortgage expertise in the near future. For now, he’ll continue serving the many aspiring buyers of the South Florida area with his two decades of insight as he works diligently toward building his community—one homebuyer at a time.

To learn more about Neil Gonzalez e-mail Neil.Gonzalez@truelendingpartners.com, call (786) 433-2906, or visit NeilGonzalez.com www.

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TODD LaPENTA After graduating from the University of Florida, Todd LaPenta got involved in the banking and mortgage business, working for Wells Fargo over 25 years, where he was a member of Wells Fargo’s Leader’s Club for his last 7 years with the company. A year ago, he joined Caliber Home Loans. “I left a comfortable job, because I really saw an opportunity to go to the next level at Caliber and fulfill my vision of world class residential lending. I couldn’t be happier with my decision.” Some of the things that attracted Todd to Caliber Home Loans is their extensive home loan solutions for all types of buyers and the latest mortgage origination technology for verifying income and assets. Todd is able to assist buyers with several unique loan products including a 10% down Jumbo Loans with no mortgage insurance on mortgages up to 3 million; 3% down payment options for conforming loans, aggressive condominium financing; and foreign national loans to name a few. “Since leaving the bank I have been able to say yes to nearly every buyer situation, so being at Caliber has really broadened what I can do to help people with their home purchases and refinances. Customers also appreciate our digital verification of income and assets which reduces paperwork and streamlines the loan process allowing for a world class mortgage banking experience.” Key to Todd’s long term success is his excellent level of communication. “Another great thing about Caliber is that they share my devotion to providing an unmatched level of communication for my borrowers and my Realtor® partners. We use a great system that gives weekly reports to both the buyer agent and the listing agent, so everyone involved in the transaction is constantly updated and informed about what’s going on.” Todd also builds strong relationships with his Realtors® and really treats them more like a business partner than a referral

source. “This is not a one way street for me. I don’t just take referrals from my Realtors®, I try to bring real value back to them as well. I help them with their business in numerous way including co-marketing and bringing clients to them as well. Obviously I offer them unique conventional and portfolio products through Caliber, but another thing that sets us apart is that we close on time. Most of our closing times are under 21 days. So Realtors® come to us for our communication, our closing times, and our exceptional level of customer service.” Todd is also a Division One College Football referee, and travels the country 13 weeks a year officiating nationally televised game each week during the fall. He is actively involved in his community and participates in the local BNI Circle of Trust Chapter. One of Todd’s biggest passions is animal welfare, and he has adopted several elephants at animal sanctuaries across the United States. When he isn’t working or giving back his time, Todd enjoys spending time with his family, and taking vacations abroad that allow them to explore new cultures. Todd looks forward to many more years of growth with Caliber Home Loans, which has become the nation’s #1 purchase lender in the country. He is currently the sales manager at the Miami Branch and is looking to build his team with more highly-motivated professionals who share his passion for helping people achieve their real estate dreams. “I’ve been fortunate enough to help over 3000 people in my career and there really is no better feeling. I’m not only helping them secure their financial future, but I’m putting them in a home, the place they will raise their families and have a lifetime of memories. I also get to help my Realtor® partners succeed in their businesses, which is really gratifying. It’s a nice life to help people realize their goals and dreams while providing exceptional service.”

To learn more about Todd LaPenta call 305-527-4741 or email Todd.LaPenta@caliberhomeloans.com 14

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 Top Agent Magazine

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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AARON MATTY Fresh from college, Aaron Matty was introduced to the mortgage industry by a friend’s older brother. After getting a sense for the business’s ambition and energy, Aaron was impressed by what he’d learned and decided just a week later to dive in. That was five years ago, and today Aaron has translated his aspirations into a leading role as Branch Manager and Senior Mortgage Consultant at Centennial Lending Group, LLC. In his half-decade tenure, he’s cultivated an incisive reputation for honest, communicative, and capable service. Aaron and his office primarily serve the state of Maryland. There, they offer a full array of loan options, including a specialty option for Pennsylvania physicians buying property in-state, who’d benefit from a no money down, no mortgage insurance option through Aaron’s banner company. With more than 95% of his business generated by repeat and referral clientele, Aaron’s ability to deliver is well-proven. What’s more, his connections with real estate agent referral partners often bloom into lasting friendships. At the root of his practice? Aaron cites quality communication as a foremost driver of his success to date. “Communication is what this business is all about,” he says. “We’re very involved in making sure all parties are kept informed at all times. Fortunately, many of the real estate agents that I work with have become good friends over the years, and all that began on the basis of good communication.” To further cement his partnership with the agents he works alongside, Aaron participates in co-marketing efforts with referral partners, and is regularly on board for sponsorships and events that support his industry colleagues. “We’re all about building deeper relationships,” he says.

Beyond his dependable work ethic, Aaron’s passion for homeownership fuels his work on a daily basis. Since lasting relationships are a foundational goal of his business, Aaron prioritizes others as they make their way toward new milestones. “We do whatever is needed and go above and beyond to get the job done,” he explains. “We do our best to solve problems before they arise and keep all parties in the loop throughout the process. Even if we’re working with someone that isn’t completely ready to purchase a home, we go out of our way to get them prepared for the future.” Reflecting on what he enjoys most about this day-to-day work, Aaron cites the excitement of helping buyers achieve the cherished goal of homeownership. “Calling a client to let them know they’re approved, hearing the excitement and joy in their voice—it’s such a thrilling and rewarding experience,” he reflects. “The ability to help others become homeowners is what I enjoy most about what I do.” To lend his spirit of service to his community, Aaron gives back through the Wounded Warrior Project, Toys for Tots, and most recently through relief efforts supporting those affected by Hurricane Harvey. In his free hours, Aaron most enjoys spending time with family and friends, staying active, and getting out for the occasional round of golf. Looking ahead, Aaron has plans to continue developing his business, mentoring his growing team and providing new opportunities to homeowners along the way. “As we continue to grow, we’ll be able to help even more people own homes and achieve the American Dream,” he finally reflects. With five years of hard work behind him and an ambitious eye toward the future ahead, the best is assuredly still to come for Aaron Matty.

To learn more about Aaron Matty e-mail amatty@clg-llc.com, call (443) 375-6466, visit AMattyCLG.com, or visit his Facebook page here. www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 18

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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JENNIFER MERICLE Jennifer Mericle’s passion for helping people, specifically in matters of finance, prompted her to start her career in banking. There she honed her skills in face-to-face financial service and quickly became a top producer, she found herself referring considerable business to the mortgage department. She became intrigued and 18 years ago moved over to mortgages. In that time, she’s worked her way up to branch manager and now leads a thriving team at Bay Equity Home Loans. Jennifer is currently one of the most respected and in-demand mortgage professionals in the greater Denver area; she has built her reputation on providing an exceptional customer experience that is personalized to the individual and focuses on their long term financial goals. “I have every client come in and meet with me personally when we start. I not only want to get them qualified and pre-approved, but I want to discuss their lifetime goals with them face-to-face. I want to set them up financially, for life. I think this approach is what keeps them not only coming back but recommending me to their friends and family, as well. I want to have clients for life. If people aren’t ready to buy, I still work with them, educating them on the steps they need to take to improve their credit. I think it shows that I care; people can sense I have their best interests at heart.” Realtors® also love the service they get when they work with Jennifer and her team. She has a solid reputation for closing on time and providing a near seamless transaction. ”I’m all about providing white glove service and the key to that is good communication. We run a well-oiled machine here and everyone knows at all points in the process what’s happening and what’s coming up next. Much like I do with my clients, I work closely with my Realtor® partners and find out what their long term plans are for their businesses and how I can help them reach those goals. I consider us to be in real partnerships.” Jennifer is actively involved in her community and is a member of a Women’s Chamber Group, sharing leads and processes in twice-a-month meetings, with the expressed goal of helping women business owners thrive and succeed. Jennifer also supports Habitat For Humanity and, with her family, has delivered meals to the less fortunate around the holidays. Through her company, Jennifer participates in the Give to Heroes program, a program that provides discounts and credits to medical professionals, veterans, and teachers, helping people whose lives are dedicated to helping others. When she isn’t working, Jennifer enjoys spending time with her family, snowboarding and Top Agent Magazine

skiing. She is also an avid art and architecture lover as well as a foodie. She spends as much time as she can enjoying all the wonderful restaurants and museums her city has to offer. For Jennifer this business is all about finding balance – not just for herself, but for her clients and referral partners, as well. “I want people to be healthy in all aspects of their lives. My future plans are to not only grow my business, but to really dive deeper and create even stronger relationships with clients and Realtors® so we can grow together. It really does take a village, and I have that approach with my team. We all help each other, and it’s been wonderful. I love what I do. This business is incredibly rewarding; we get to help change people’s lives.”

To learn more about Jennifer Mericle call 720-270-7619, email jmericle@bayeq.com or visit bayequityhomeloans.com/jennifer-mericle. www.

Jennifer Mericle | Sales Manager | NMLS #291351 CO-MLO# #100020108 Equal Housing Lender. This is not a commitment to lend or extend credit. Restrictions may apply. Rates may not be available at time of application. Information and/or data are subject to change without notice. All loans are subject to credit approval. Not all loans or products are available in all states. Bay Equity LLC, 28 Liberty Ship Way Suite 2800, Sausalito, CA 94965; NMLS ID#76988. Colorado Mortgage Company Registration #76988. Regulated by the Division of Real Estate. NMLS consumer access: www.nmlsconsumeraccess.org/EntityDetails.aspx/ COMPANY/ 76988 BECH-171215-3.0

3 Tips For Masterful To-Do Lists by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists. 1-Important v. Urgent. Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms. “Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others. People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.” Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus. This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time. When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow. Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7. This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted forâ&#x20AC;&#x201D;i.e., when they felt safe. If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldnâ&#x20AC;&#x2122;t. If five men went into the woods and only four returned, they felt safe to return to the clearing. This means that the crows could only hold 3 or 4 units of the men in their focus. 21

Focusing on where the money comes from strips away all of the non-essentials. For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings. At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs. The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping. Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 22

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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JEROME SAVOROSKI Jerome has been a top producing mortgage professional since 2003. After graduating from The University of Pittsburgh with an Economics Degree and taking an opportunity with a local bank, Jerome was poised to become a respected advocate for anyone looking to finance or refinance their home. “I really learned lending from the ground up during my eight year tenure at the bank” he explains. “At the bank, I felt that lending was the one product I seemed drawn to more than anything else. It used the best of my skill set: professional banking, problem solving, and interpersonal skills.” After determining that lending was his passion, he decided to become a full time loan originator at Sail Mortgage in Wexford, where he has been for the past seven years. Jerome is focused on building strong relationships and a strong referral base that includes: current clients, past clients, realtors, financial advisors, and members of the insurance industry. A staggering 100% of his clients come from these referrals. He has a strong track record of getting deals to the closing table and explains the mortgage process to his clients each step of the way, arming them with knowledge, without overwhelming them. He’s always available to his clients 24 hours a day, seven days a week and always returns calls promptly. He’s still in touch even AFTER the closing has taken place to answer any lingering questions. A delighted realtor stated that Jerome “Most definitely exceeded my expectations. We were on a very tight timeline and Jerome was able to get everything completed on time and seamlessly. It was amazing.” Another agent was pleased enough to say, “Jerome was very informative and knowledgeable—great communicating between the buyers and myself, always a pleasure to work with.” What is Jerome’s favorite aspect of the job? “I love being a part of the process of helping someone,” he says. “Whether

it’s a home purchase, refinancing an existing mortgage, saving money, or paying off a home quickly—those things are all very rewarding. I also enjoy the behind-the-scenes problem solving.” Lending guidelines are the most stringent they have ever been, and that requires educated and informative advice that allows clients to make the right decision. This includes giving his clients different scenarios for a better understanding of all of the options and their impact; not only for the short term, but for the long term as well. “Finding a way to make difficult deals work and getting them to closing is very gratifying,” he says. It’s Jerome’s knowledge of today’s complicated lending environment as well as current market conditions that allow him to quickly solve issues that might arise. Jerome has helped many different types of borrowers with loans tailored to their situations including: Purchases, VA programs, FHA/USDA programs, new construction, rehab loans, and refinances of existing mortgages. He has saved his clients tens of thousands of dollars by refinancing their higher rate loans and debts to lower rate, tax-deductible mortgage loans. Additionally, he has worked with the more challenging types of borrowers–business owners, 1099 employees, and new doctors–to find them financing when other lenders only seem to provide obstacles to financing their homes. Jerome has had the experience of working with clients as their families grow, or their situations change; when they decide to downsize or upsize; or in the event of a hardship, including reduction in pay, divorce, or loss of a spouse. When he isn’t working, Jerome enjoys spending time with his wife, three young children, and two dogs. He also enjoys the occasional round of golf with friends and colleagues and is an active member of the Rotary Club in his community.

To learn more about Jerome Savoroski or to receive an assessment of your own financial situation, he can be contacted via email at Jeromes@sailmc.com or by phone at 412-719-4708. You can also check him out online at sailmortgage.com http://

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