Nationwide Mortgage 1-22-18 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

JANET CORDERO

MICHAEL DOBBS

LETICIA LUCIO VU

DWIGHT MARROQUIN

ROBERT O'CONNELL

GP THERIOT

DARIK TOLNAY

ROBERT WINTER

NATIONWIDE MORTGAGE EDITION

MICHAEL DOBBS

JANET CORDERO

LETICIA LUCIO VU

ROBERT O'CONNELL

GP THERIOT

DARIK TOLNAY

DWIGHT MARROQUIN

ROBERT WINTER

CONTENTS 4) 3 BEYOND-THE-OFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

15) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

10) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

19) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU 22) HOW TO OVERCOME YOUR WORKPLACE FEARS

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 4

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin? To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation. You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new. If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 6

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights. If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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MICHAEL DOBBS

Michael Dobbs at Fifth Third Mortgage excels at all types of loans, he specializes in a few niche products, including Physicians Loans, as well as Construction to Perm Loans. Michael Dobbs got his start as a personal banker with Chase nine years ago, but quickly realized with his financial background and people skills, the mortgage side of the business was a perfect fit. Once he made the decision, he was quickly promoted to loan officer, and made his name as a rising star in the lucrative Chicago area mortgage industry. Two years ago, Michael left Chase to join Fifth Third Mortgage, a boutique style brokerage that has built a reputation for being community minded, and for offering a wide variety of loans and programs. Although Michael excels at all types of loans, he specializes in a few niche products, Physicians Loans, as well as Construction to Perm Loans. Michael already has a solid base of repeat and referral business and is looking to expand that in the future, by providing a level of service that truly goes above and beyond. 8

Key to Michael’s success has been his strong work ethic, and the unsurpassed level of clear and constant communication he provides to his clients and to his Realtor® partners. “I think the people I work with can tell I care. I do everything I can to make things as seamless as possible. When problems come up, I present solutions, so things stay relatively stress free. I take a lot of pride in what I do. This is a major financial transaction for most people, and I take my responsibility seriously. I keep things fun, but professional and I try to do the best job I can every day.” Although this is ultimately a sales business, Michael sees it as more about building and maintaining relationships. “My relationship with my borrowers doesn’t end after the active transaction. I follow up with them to see how everything is, and they know they can contact me anytime with any of their financial needs or questions. I’m here to help and they can count on me for life. The same goes for my Realtor® partners. I make sure that I remain on top of all of the latest trends and changes in the industry, so I can be a valued resource to my Realtor® partners, when they need expert advice. I keep myself visible to them, and they appreciate my knowledge and expertise.”

loves working out and enjoys exploring Chicago’s thriving nightlife. Michael wants to continue to grow his business, and is focused on building his referral base, while growing his reputation as a mortgage professional who cares. “This business can be difficult and stressful, but helping people achieve the American Dream of homeownership makes it all worthwhile. People are so grateful when they see that you work hard for them, and it’s a great feeling at the end of the day when you know what you do is making a difference in people’s live. My clients really make me feel appreciated, and that is very rewarding.”

Michael is active in his community and is a member of the local chamber, and is always looking for local charitable endeavors to give back to and support. One of his proudest achievements was being able to buy his mom a home recently. When he isn’t working, Michael loves to entertain and make people laugh, and is studying at the prestigious Second City Theater. He also

To learn more about MICHAEL DOBBS call 630- 788-4048 or email Michael.Dobbs@53.com Top Agent Magazine

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JANET CORDERO With more than three decades of experience in the mortgage industry, Janet Cordero understands what it takes to give clients a smooth, efficient experience, and she does it with as much passion as when she first got into the industry. “The key is to prepare people well up front,” she says. “I get all their documents in order before they even begin to search for a home, which eliminates unnecessary surprises. From there on in, it’s communication. I can often prevent a deal from going south just with communication.” Janet talks to her buyers a couple times a week, and her assistant gives weekly status updates by phone to buyers as well as both agents on the transaction. A loan officer with Mortgage One in metro Detroit’s Clinton Township, Janet serves primarily Macomb, Oakland and Wayne counties, with a nearly 100 percent repeat and referral rate. Mortgage One, a direct lender, offers the entire range of loan products. Janet finds the best one for each client, whether it’s the Michigan First Home Down Payment Assistance Program or a jumbo mortgage. In 2017 she closed more than 100 loans, and only two of them were refinances. Clients and agents can’t say enough good things about Janet. There are lots of direct lenders out there, but her service sets her apart. When an agent or a client calls, they get her, not an assistant or a message. “If an agent is standing in the middle of a condo with a question about the condition of the property, they call me,” she says. “It might be 7:30 a.m. or 11:00 p.m. With the market moving fast, they need answers now, because the moment they list, there are 17 showings booked for the first day! Their buyers need to be prepared, too.”

To learn more about Janet Cordero

Janet began her career as a bank teller but soon segued into mortgages. “In 1985, the market was busting loose,” she says. “Fixed interest rates had been at 18–21 percent, and they were spiking downward to 8–9 percent. Our mortgage department was across the hall from the bank, and there were long lines outside the door when we’d come into work. People were lining up to refinance. They pulled some of us from the bank to work on the mortgage side. I never went back.” She loves watching people get the home they want and helping them adjust their lifestyle, whether it’s moving up, downsizing, getting into the school district they’ve wanted or going from an apartment to a house. “You just see so much happiness,” she says. “People never say, ‘Oh darn! I got this house!’” She stays in touch with past clients and enjoys watching their families grow and their kids graduate. Another of Janet’s passions is Big Family of Michigan, which supports foster children. During the holidays she helps buy coats and wrap gifts for 1,500 children in 22 counties, including those in the Upper Peninsula. The organization also helps children who have aged out of the system and are going on to college. They receive cash donations to buy books and supplies, help setting up their dorm rooms and even help finding a job. As devoted as Janet is to helping others, she’s makes time for her family. They have an RV and love to spend time camping and relaxing on the beach. Life is good, and Janet can’t see herself retiring any time soon. She’s addicted to her business, and that makes her clients and referral partners very happy.

(NMLS #130542 | Company NMLS #129386),

visit smilingbuyers.com or facebook.com/smilingbuyers, www.

www.

call 810-531-1315 or email smilingbuyers@gmail.com Top Agent Magazine

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LETICIA LUCIO VU Leticia Lucio Vu always dreamed of helping others, she just didn’t know how it would unfold. But in January 1996, while buying her first home, she stumbled across an opportunity. “It was to work the front desk of a mortgage company,” she says. “At first I thought it was a step back, but I took that step, and it was possibly the best decision of my life.” From the front desk, she quickly transitioned to assistant processor, then just as quickly to originator, where for many years she won awards as a top performer. Today she’s the Multicultural Market Manager for Colonial Savings based in Fort Worth, but Leticia works in her hometown of Houston, working closely with all the loan officers, branch managers and vice presidents of production and helping with initiatives in business and product development, recruitment and training and more, all within the multicultural segment. All her previous contacts come into play in her current role, but instead of originating the loans, she now connects her loan officers and managers with her contacts. Leticia’s referral partners are the engine behind her 100 percent referral rate. It’s very important to her to stay in touch, which she does by email, social media, phone calls and get-togethers for coffee or lunch. Colonial also has a superb marketing team that focuses primarily on social media, including Colonial’s first ever Spanish YouTube video, which Leticia starred in. “You know how they say, ‘Love what you do’? I’ve always loved helping people,” she says. “As an originator I helped lots of people, but I wanted to help on a more massive scale. I thought to myself, ‘The only way I can do that is to transition into a more corporate role.’ Now I’m able to help not only

homeowners but also my managers and loan officers. I help them grow personally and professionally. I honestly love that.” Leticia is all about empowerment, particularly for women. She’s had amazing mentors herself and is now paying it forward, helping those who need to get to the next level. One way she does this is through the National Association of Hispanic Real Estate Professionals (NAHREP), which she’s been heavily involved in for the last six years, serving as president of the Houston chapter in 2014 and earning recognition as 2017 NAHREP Greater Houston Emeritus and 2017 NAHREP Katy West Houston and NAHREP North Houston Mentor. She’s still involved from a national perspective, helping with the expansion of chapters, and travels frequently across the country. “The organization’s mission statement is to help Hispanic buyers not only to obtain homeownership, but also to sustain it,” she says. “We do it by educating real estate practitioners. I’m able to help more homeowners because of my association with NAHREP.” In her spare time, Leticia, a fitness aficionado, teaches a hot yoga class—a “barefoot boot camp in a hot room.” She loves teaching, which is in keeping with her passion to help. She’s also a student herself—of tennis. Her husband plays and is teaching her the ropes. She loves to sing, as well. Leticia has high aspirations for her future: to become either vice president or senior vice president of all multicultural lending for Colonial. “Diversity and inclusion are hot topics now and important for our industry, and all industries, to grow,” she says. “If I can transition into one of those roles, I’ll have greater access to the decision makers—or I could be that decision maker myself. I could then use that to help more people.” Leticia took a chance two decades ago that changed her life. Now she’s doing the same thing for as many people as she can.

To learn more about Leticia Lucio Vu (NMLS# 408787), visit cnmcs.com/LeticiaVu, call 713-320-5171 or email Leticia.vu@gocolonial.com. www.

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DWIGHT MARROQUIN A person dedicated to the customers who rely on him, no matter how challenging a situation may be, forms trust that leads to enduring relationships. Dwight Marroquin, who in 2017 Joined Neighborhood Loans as Branch Manager in Chicago’s Bucktown neighborhood, experienced the joy of working on behalf of others’ success when he entered mortgages in 2002. Ironically, despite his resounding success and leadership in mortgages, Dwight’s time in the industry was only supposed to be a temporary bridge between careers after leaving his top-producing international sales role for a different industry. Having connected with a friend in the mortgage industry, he spent seven months as a mortgage assistant before becoming a loan originator. “And I never looked back!” Now a branch manager with his own production, Dwight leads a team of nine originators. Neighborhood Loans is a correspondent lender closing or brokering nearly every kind of loan, with Dwight’s office particularly focusing on low and moderate income borrowers. “These might be government loans, FHA, first time homebuyers,” he explains, pointing out that the extra attention these borrowers require is more than worth the effort. “They’re very loyal. This is a tough market to be in, but it’s easy to grow organically, because those borrowers and their real estate agents become your best marketers.” People keep coming back to Dwight, referring friends and associates, because of the “hand holding” he is happy to provide. “I still meet more than 90% of my clients face-to-face, which is uncommon these days, with everything so digital and people wanting to take the easy road,” he says. “But it makes things easier for clients when I sit down with them or when I make that call, even if it’s not good news.” Once he establishes rapport with open lines of communication, trust grows. Referral partners and borrowers gain confidence in his ability to make things work.

Dwight is grateful for the loyalty of clients and referral partners; because of it, he doesn’t need to conduct marketing campaigns, other than naturally-occurring correspondence with his clients and agents. “But it’s important in this industry not to become a commodity,” he says. “Offering the best rate isn’t everything. An originator needs to provide value and service.” By analogy, he describes how he drives 20 miles to a suburb north of Chicago for his car dealership because they treat him so well. “I get treated like a VIP and I like creating that VIP connection in person with my clients as well.” Dwight particularly enjoys the reactions he gets from recipients of his service. “I like being a part of the emotions when someone closes on their home,” he says. “They view me as a financial advisor, not just an originator.” As branch manager, he emphasizes the intrinsic value of the business on his originators. “I want to grow the branch by actively participating in the growth of the professionals who have trusted me to help them build their businesses.” Going forward, Dwight will continue his personal production, but he is putting greater emphasis on the success of his originators, while maintaining his own life-work balance. That balance, he explains, includes participating in life with his wife and two children as well as giving back through community organizations. One organization, Erie Neighborhood House, serves the Latino Community through a variety of mentorship and life-improvement programs. “I was an inner-city kid myself and if it weren’t for my mentors, I wouldn’t be where I am; I am blessed.” In addition to giving back to help others, Dwight is known for fostering a fun work environment that bolsters the potential for his branch’s growth. “The secret to living long is to love and to laugh,” he says, noting that happiness, fun and games might not come immediately to mind when someone thinks of mortgage origination. “But if we find ways to spin things, we can be happy,” adds Dwight. “We work hard, but we have fun. Dwight’s Bucktown office is known for its ambiance!”

To learn more about Dwight Marroquin, visit neighborhoodloans.com/agents/dwight-marroquin, email dwight@neighborhoodloans.com or call 773.249.9483 https://

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

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 skyrocketâ&#x20AC;&#x201D;easing stress and bringing renewed energy to your daily duties. Top Agent Magazine

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 can-

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celing 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.

4.Take your smartphone off the table

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.

3.Create a goal-oriented reward system 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 16

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

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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ROBERT O’CONNELL Although he is now one of the top 1% Mortgage Originators in the country, initially, Robert O’Connell didn’t consider a career in the mortgage industry. In 2004, he was working in sales when a friend told him that he should look into the business. “He was really convincing, and I became intrigued. In the spring of 2005, I interviewed with First Horizon and was hired as mortgage representative and I haven’t looked back since. It’s truly been a perfect fit for me.”

up to.” Bob has the numbers to back it up. He has closed over $220 Million in loans and is a member of the Leader’s Club of First Home Mortgage. He is also one of the highest rated lenders in the area.

For the last six years, Bob has been with First Home Mortgage, where he is the Baltimore City, Canton Branch Manager in Baltimore City. Bob leads a small team with his Production Assistant, Jessica and Administrative Assistant, Connor, and primarily serves Baltimore City and the surrounding counties. “I really love it here. I built my business on specializing in first time homebuyers, so I have an extensive knowledge of all of the down payment assistance programs available to them. At First Home Mortgage we do everything you can imagine. We also have strong relationships with several wholesale lenders, so if we can’t do it, were are able to find someone who can. We offer a really wide spectrum of loan products so we can always find the best options to meet our client’s needs.” Building lifelong relationship with his clients is something that Bob prioritizes above all else. “It all comes down to customer service. Sure, most people start by seeing who offers the best rates, but ultimately you need someone who cares and has the experience to get you the best loan. If you just focus on the rates, you could actually end up paying more in the long run. When you work with us, you will close on time and close properly. We truly offer the best customer service. Anyone can say that, but it’s hard to live

Bob is equally dedicated to his Realtor® partners. “When you’re getting started in this business, it’s all about convincing Realtors® to take a chance on you. Once you get that opportunity, you can’t blow it. When a Realtor® starts working with me, they don’t leave. In fact a lot of times, the listing agent on a transaction is so impressed with my service, that they start working with me as well. Realtors® care about their clients and only want the best for them, and that’s what they get when they work with me as well.” Bob is a member of the Masonic Order and the Boumi Shrine, and is a huge supporter of the Shriner’s Hospitals for Children, which provides free medical care for children who suffer from spinal deficiencies, cleft lip/palate and burns. He is also a big supporter of the Believe in Tomorrow Children’s Foundation which provides temporary housing and meals for parents who have children in Baltimore seeking medical treatments. When he isn’t working, Bob enjoys spending time with his wife and daughter. Bob is currently helping his company build a new office, and is also looking to expand his team in the near future, as well. “Exceptional customer service is what it’s all about here. We just want to help more people achieve their real estate dreams. There’s really nothing better than seeing the smile on your buyer’s face at the closing table, and knowing that all of your hard work made that possible. It’s just a great feeling.”

To learn more about Robert O’Connell call 443-829-0300, email ROConnell@firsthome.com or visit boboconnell.net www.

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GP THERIOT For GP Theriot, leadership is about putting others in position to succeed. A mortgage loan originator and since 2003, GP does just that, while also putting his team members and Realtor® partners in position to succeed. GP entered the mortgage business after returning to his hometown of Dallas, TX, following more than four years as an officer with the U.S. Army after graduation from Louisiana State University. “I had been away from Dallas for 10 years as a logistics officer for the U.S. Army, and moved back in 2003 when I left the U.S. Army as a Captain.” While networking for a career in financial planning, he connected with the owner of a mortgage company. “I knew nothing about mortgages or that mortgage has two ‘g’s’,” he jokes. “But he took me under his wing. I still love what I do.” After working with some of the best leaders and teams in Dallas, GP opened his own team. A direct lender supported by the resources of Durant, OK, based First United Bank, GP originates loans of all kinds, specializing in niche products for luxury home buyers. First United, for instance, has a portfolio Jumbo loan that GP says most lenders can’t offer. “It’s a 15/1 ARM with the rate locked in for 15 years, which is longer than most people stay in the same home.” For many reasons, this option is ideal for many borrowers. GP also specializes in the One Time Close Construction loan, whereby buyers can secure a construction or renovation loan in the same closing as their purchase loan. The Realtors® in his network appreciate GP’s ability to help these buyers and his eagerness to hand-hold and carefully walk everyone through the process. “We’re known for our great listening and communication,” says GP. Team members connect daily with the borrower, real estate agents and title company for every loan. They are also known for preparedness. “I’m a problem solver; I deal with a lot of self-employed clients or people who don’t fit the box of a standard mortgage.” He listens to and consults with anyone, even if he doesn’t expect the business. “I’m professional; I’ll tell them yes or no up front,” he says. “If they’re not ready to buy, we’ll come up with a plan to get them what they need 6 to 12 months from now.” He also maintains a network of industry contacts to meet the needs of any mortgage. “It’s all about taking care of the client,” he says. This networking, established over his lifelong connections throughout Dallas, makes everyone look good, from the agents to the lenders and the title company. 18

GP believes the key to success is doing what you love. “I have such a passion for taking care of clients and agents, and for helping people achieve the American Dream.” Viewing the American Dream from several perspectives, he also pays attention to the needs of his team members. “My goal is to keep adding good loan officers and bringing them value as professionals.” His strong internal system helps new members find success while serving people of the community. Meanwhile, GP himself is active in local nonprofits and associations, giving back through school district support, neighborhood organizations and clubs. “And as our team’s foundation grows, I want to get out and share where my success comes from, coaching professionals on how to reach balance in this great industry.” After all, he knows that the satisfaction of helping people’s homeownership dreams come true is more meaningful when he has balance between his own work and personal pursuits. “I have three beautiful kids; I value time with my family and a I’m into fitness, working out and staying healthy.” Balance, he knows, is essential to the American Dream.

To learn more about GP Theriot, visit TheriotMortgageGroup.com or go to facebook.com/TheriotMortgage, email gptheriot@firstunitedbank.com or call 972.629.0896. www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 20

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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DARIK TOLNAY Senior Mortgage Loan Officer Darik Tolnay, Leader of Team Tolnay at AmeriFirst Financial, Inc. in Denver, Colorado has firmly established himself as one of the most reliable, conscientious and successful mortgage professionals currently working in the Centennial State. Darik, who has achieved recognition as a Platinum Performer at AmeriFirst for his excellence in loan origination volume and units, approaches every transaction with the highest level of professionalism and dedication. A former professional magician, Darik was recruited into the industry seventeen years ago right after turning 21, where he began his career at one of the country’s largest direct lending companies. He soon opened his own company, but ultimately dissolved that venture when the market crashed in 2009. Picking up the pieces, he moved to Denver where he rebounded spectacularly and now finds himself a heavy-hitter in the loan industry. Working with a team that includes a junior loan officer, a loan officer assistant, two business development representatives, an underwriter, a processor, a funder and other support personnel, Darik ensures that each of his clients receives a level of attention other companies can rarely compete with. “Really,” says Darik, “for the sake of my buyers – especially in a competitive market like Denver – it’s important to have a team of people guiding them through the process.” While AmeriFirst offers a wide portfolio of products to satisfy every situation and customer, it has a unique program called “Protect Your Transaction” that has clients and realtor partners buzzing. “It’s a $10,000 bond where we’ll do a full underwrite for the buyer before they even go out and write an offer. If a seller chooses the qualified buyer’s offer, and we go under contract, we’re basically going to hand that seller a check for $10,000. If the deal gets delayed or doesn’t close on time due to loan underwriting errors, that seller gets to cash that check.”

While there are many reasons clients enjoy working with Darik and his team, the “Protect Your Transaction” program is paramount to their continued and ever-growing success. “My clients keep returning to me and referring new customers because this program isn’t found elsewhere,” says Darik. “Not just my buyers, but real estate agents as well. The agents can now focus more of their time on revenue-generating activity, which in turn means they can help more families. I would say “Protect Your Transaction” is the number one reason buyers choose to work with my team, and agents as well.” Despite the financial rewards of his job, Darik takes the most satisfaction from being able to help his clients and real estate partners. “I love that I’m able to help our clients achieve the dream of buying a home. Being able to make an impact in other people’s lives is really life-changing, for me and for them. It’s an incredible feeling.” When he’s not working, Darik enjoys giving back to his community, and to that end he’s involved in local charitable organizations and conducts workshops and seminars to help local real estate agents and first time homebuyers. Darik is also an aficionado of most board sports, and enjoys snowboarding, surfing, and wakeboarding. Looking to the future, Darik is already in the midst of implementing new technologies to allow him to provide even better client service. “We’re about to launch a really exciting new technology platform that’s going to create better systems for our process which in turn will better help our referral partners and clients.” He is also about to expand his team with the hiring of a new marketing and social media expert. Although Team Tolnay isn’t showing signs of stopping any time soon, a primary objective continues to ring true. “It’s easy to be passionate about what we do. We have the honor of witnessing firsthand what home ownership really means to our clients, and it’s truly remarkable,” says Darik.

For more information about Darik Tolnay, Senior Mortgage Loan Officer | NMLS 521445 please call 720-616-6475 or email teamtolnay@amerifirst.us AmeriFirst Financial, Inc. | NMLS 145368 2460 W. 26th Avenue, Suite 390-C, Denver, CO, 80211

AmeriFirst Financial, Inc., 1550 E. McKellips Road, Suite 117, Mesa, AZ 85203 (NMLS # 145368). 1-877-276-1974. Copyright 2018. All Rights Reserved. This is not an offer to enter into an agreement. Not all customers will qualify. Information, rates, and programs are subject to change without prior notice. All products are subject to credit and property approval. Not all products are available in all states or for all loan amounts. Other restrictions and limitations apply. AZ: Arizona Mortgage Banker License No. BK0013635; CA: Licensed by The Department of Business Oversight under the California Residential Mortgage Lending Act; CO: Regulated by the Division of Real Estate; WA: Washington Consumer Loan Company License No. CL-145368; New Jersey: Licensed by the N.J. Department of Banking and Insurance. AmeriFirst Financial, Inc. is an independent mortgage lender and is not affiliated with the Department of Housing and Urban Development (HUD) or the Federal Housing Administration (FHA).

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 22

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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ROBERT WINTER For Robert Winter, success in the mortgage industry centers on communication and trust, qualities that go hand in hand. He should know; he’s been doing it for nearly 20 years. “I often tell my loan officers that they’re communicators and conflict resolvers,” he says. “If everything goes great, everyone’s happy, but if there’s a problem, communication has to be stepped up.” Robert’s Realtor partners know he’s going to do right by their clients: he finds the best program with most efficient options for each one. “That’s an important aspect for Realtors,” he says. “Knowing they’re handing their client off to someone they can trust.” Robert earned his BBA degree in accounting and finance but came to the mortgage industry only after owning a small subcontracting company that provided materials to custom residential job sites. “When I sold that company, it was an easy transition to mortgages because of my background,” he says. “I went right back to the same builders I had developed relationships with and became their construction finance loan officer.” Now the Mortgage Sales Manager for U.S. Bank in Scottsdale, Arizona, Robert originates loans all over the country but primarily in Arizona and the Southwest. One of the many reasons he likes U.S. Bank is the range of loan products it offers, which run the gamut from construction and lot financing to FHA, conventional, and all the way to jumbo and super jumbo. While many mortgage professionals have financial credentials, Robert’s CPA and tax background is exceptional. “It threw me into a different playing field, from a compliance and financial privacy standpoint,” he says. His experience with tax returns—especially interpreting and calculating self-employed income and working with complex borrowers who own multiple entities—attracts numerous clients who have a higher net worth and are self-employed. Realtors like to provide their clients with a few different options for mortgage bankers, but Robert has a high capture rate. Usually if he can talk to someone, he can retain that person as a client. After 20 years, he still finds his work rewarding, from the thrill of watching a house being built to walking it with his Top Agent Magazine

clients and watching their dreams come together. “More recently in my career,” he adds, “I’ve enjoyed team building, mentoring, and working with experienced loan officers, being able to bounce ideas off each other.” Robert’s community involvement reflects his penchant for mentoring and working with young people. He started on the board of the Boys & Girls Clubs of Greater Scottsdale 20 years ago (before it was “Greater” Scottsdale) and can’t speak highly enough of the organization, which has now ventured into the Indian communities. He also coached both his sons’ sports teams for 16 years and absolutely enjoyed it. “Now the kids I coached are graduating,” he says, “and some have gone on to play college sports. That’s very rewarding!” Can you tell he’s a family man? An avid golfer, Robert feels blessed that his wife and sons enjoy the game too, and they play together every chance they get. He also loves to work out, be outdoors, and do leisurely reading if he can’t be on the golf course. Looking forward, Robert plans to continue building his team at U.S. Bank. Since the mortgage industry has been aging, he’s particularly encouraged to see younger people coming in. His advice to them? “Never burn bridges, always take the high road, and be a student of your industry, because changes always take place.” That’s what he’s done, and it works.

To learn more about Robert Winter (NMLS #422476), visit Mortgage Sales Manager Robert Winter in Scottsdale, AZ | U.S. Bank, call 480.390.1306 or email Robert.Winter@USBank.com Copyright Top Agent Magazine 23

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