NATIONWIDE MORTGAGE 1-23-23 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

Tips on

BEING A GOOD TEAM LEADER

LONG-TERM GOAL SETTING

VISION = PERSPECTIVE = BETTER DECISIONS

5 Reasons Why

YOU NEED A MENTOR

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

FEATURED LENDERS

COVER STORY

KIMBER WHITE

CLIFFORD “TREY” QUINN JEFF STIPP KAREN FLORES LONNIE GLESSNER MARYBETH LESEURE

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

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 4

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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KIMBER WHITE Top Agent Magazine

KI MBER WHITE

“I’ve been in the industry when it was easy, and I’ve been in it when it was hard. There’s still nothing better than being able to get that first-time buyer in a home and help them make their dream of homeownership come true.” Kimber White began his mortgage industry career 33 years ago, and during his years in the business he has seen it all. “I’ve been in the industry when it was easy, and I’ve 8

been in it when it was hard,” Kimber says. After over three decades in the business, Kimber says, “There’s still nothing better than being able to get that first-time buyer in a home Top Agent Magazine

and help them make their dream of homeownership come true.” Clients value Kimber and his team for their passion, education, and commitment to the industry.

quality of service, our quick close rate, and our honesty,” Kimber says. “Our integrity keeps people coming back and referring. We always do what we say we’re going to do.”

As Partner with RE Financial Services based in Oakland Park, Kimber serves all of Florida. An amazing 100% of Kimber’s business comes from referral clients, a testament to the trust and confidence he inspires. “Our clients value our

Clients also give Kimber and his team high marks for their availability and communication. “Everything is moving online now, but there still has to be a mix of online and handson,” he explains. “People still want a hands-on person, and we are always

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available, seven days a week.” His passion for serving clients and the industry truly sets Kimber apart. “I believe everyone should have a chance at homeownership,” he says. “We help clients achieve that. We have a passion for helping others, and I treat everyone the way I want to be treated. I use my sphere of influence to help others, and we are always learning and educating ourselves to better serve our clients.”

of Mortgage Brokers. As a producing originator with his own branch, Kimber averages producing 250+ loans for $70 million a year. He was just named to the Top 100 most influential mortgage professionals globally by Mortgage Professional America Magazine (where he was one of just 33 professionals in the US who made the list!). Last year Kimber was also one of the Top 1% loan originators in the country.

Outside of real estate, Kimber is acKimber is deeply involved in his in- tive in his local community, as well dustry, and is immediate past pres- as in the LGBTQ community. He ident of the National Association is chair of the mortgage advisory

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“Our clients value our quality of service, our quick close rate, and our honesty,” Kimber says. “Our integrity keeps people coming back and referring. We always do what we say we’re going to do.” committee for the LGBT+ Real ESTATE ALLIANCE. When he is not working or giving back, Kimber enjoys traveling, going to the beach and the mountains, theater, and spending time with his Yorkie, Cooper.

business while still keeping the personal feel I have now. I call myself a Mortgage Concierge, and I like being able to give concierge service with a personal touch. I also want to provide the mentoring and solid leadership to help other loan offiLooking toward the future, Kimber cers move forward in the industry.” says, “I’m planning to grow my Above all, Kimber says, “I love Top Agent Magazine

“I believe everyone should have a chance at homeownership. We help clients achieve that. We have a passion for helping others, and I treat everyone the way I want to be treated. helping others. I’ve always had a passion and commitment to the industry. I focus on being true to myself and the industry, and putting

the customer first. My motto has been, ‘When you think you’ve done your best, go one step further and make sure!’”

To find out more about Kimber White (NMLS#352949), you can call him at 954-696-1435 or email at kimber.lmt@gmail.com. You can also find him online at refinserv.com www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 13

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 14

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

CLIFFORD “TREY” QUINN Raised in Annapolis, Clifford “Trey” Quinn has always been passionate about serving his community. Coming of age in a family of mortgage professionals, he was given an insider’s glimpse into the industry at an early age. After graduating from Hood College with his B.A. in Economics, he would pursue a career in finance for a leading homebuilder in the area; however, over time, he was drawn back to the family business. Inspired, he would switch tracks and join his father at Fidelity First Home Mortgage, starting out as a processor and working his way up to becoming an operations manager and later a branch manager at a separate company. The rest is history. Most recently, though, Trey decided to return to Fidelity First as a Team Leader, launching The Quinn Team. Leveraging his strong financial background and years of experience, he has established a network of clients and colleagues that spans the Annapolis region. At Fidelity First, Trey offers his clients a suite of lending options. Well-versed in everything from VA loans to Fannie Mae, Freddie Mac, FHA, and Jumbo loan packages, he thoughtfully guides each client to the right choice for their best interests. “Our team wants to make sure every REALTOR® and client has the same positive experience,” he says. “We do that by standardizing our workflow and taking the same approach every time. So if a REALTOR® trusts their client to work with us, they’re going to have a great experience—from start to finish.” Beyond connecting his clients with terrific rates and a variety of lending packages, Trey keeps in touch long after the deals are done to provide ongoing support and ensure they are satisfied with their purchase. Over the

years, this compassionate approach has earned him a fantastic reputation throughout Annapolis, with the vast majority of his volume stemming from agent referrals. With his team having exceeded $60 million in 2021 alone, Trey remains committed to the core values that set him and his team apart. “There’s nothing more rewarding than reaching the closing table with that buyer who never thought they could own a home. It’s so fulfilling to help them realize their goals and secure a property that suits their family’s needs. At the same time, I truly love being able to support my team members, help them grow their business, and chase their own ‘whys’ in life.” Alongside Dan Eubanks, the owner of Fidelity First, and the rest of his team, Trey contributes regularly to local veterans’ associations and charities throughout the year. A high school basketball coach in his spare time, he also enjoys volunteering with area camps and clinics, as well as providing sponsorships to emerging athletes. In fact, for Trey, basketball is much more than a sport, as he previously served as captain of the Hood College basketball team, having been twice selected as an Academic AllConference Player. With Fidelity First Home Mortgage having surpassed $100 million in volume as a company in 2021, Trey intends on further scaling his vision of thoughtful client service throughout the region. In the meantime, he looks forward to all the new connections that await. “From our clients to our REALTORS®, our team is focused on educating and building lasting relationships within our community,” he says. “Rather than serve our clients in a transactional capacity, we want to advise them through the entire process of buying a home.”

To learn more about Clifford “Trey” Quinn, call (410) 353-6088 email treyquinn@fidelityfirst.net or visit fidelityfirst.net www.

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Long Term Goal Setting Vision=Perspective=Better Decisions By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it. 16

Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future. Top Agent Magazine

The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life? Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR). Here’s my ofering at setting long term personal and business goals. The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines. Financial, Emotional, Educational, Top Agent Magazine

Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category. If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years. What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment. Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control). When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you. Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 18

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JEFF STIPP Throughout his career, Jeff has been a part of numerous community organizations including The Rotary Club, United Way, Boise Chamber of Commerce, the Boys and Girls Club, and Paint the Town. He also contributes to organizations that support the health and welfare of children. Jeff served on the board of the Idaho Association of Mortgage Brokers for three years and was the liaison between the mortgage industry and the Idaho Department of Finance, serving in an advisory capacity.

Over the past 26 years, Jeff Stipp has built a robust career in the mortgage industry distinguishing himself as part of the Top 1% of lenders in the nation. After earning a BBA in Finance from Boise State University, he worked in the banking and investment management industries for fourteen years. His background in lending and finance gives him a competitive edge and a unique selling proposition that has established him as a sought-after lender in the Boise, Idaho area. Currently the branch manager of Supreme’s Boise office, Jeff originates loans with Alison McCall, his team partner of 18 years. “Working as a team gives our clients two points of contact and because nothing gets overlooked, our clients are taken care of in a timely manner,” he explains. Clients appreciate Jeff’s availability and frequent outreach, including a monthly publication filled with meaningful content about lending and housing. With a referral business of around 50%, Jeff provides conforming loans, FHA loans, VA loans, jumbo loans, and Idaho Housing loans. Jeff’s annual production averages around $30 million, but he never feels pressured to meet quotas. Instead, he’s focused on long-term relationships built on trust. “Units and volume will come when you provide firstrate experiences and ongoing follow-up for each client you serve,” he says. In the future, Jeff will be adding new technology to improve efficiency, including a point of sale that allows all parties to expedite the loan process remotely. Clients can start applications and sign disclosures, originators can pull credit and issue qualification letters, and REALTOR®s can monitor progress, all by using their respective smart phones. All parties receive progress updates as well. “Our new technologies are user-friendly and will deliver a better overall experience for clients,” he says. Top Agent Magazine

When he’s not working, Jeff enjoys snow skiing in the winter and playing golf in the summer. He loves traveling and cooking with his wife. When he has additional time, he gardens as a form of relaxation. The one constant for every client’s loan journey with Jeff is that they feel supported and appreciated. “I show my clients their best options based on their financial goals and discuss the financial implications of each,” he says. Building trust overtime is paramount to Jeff’s success and not something he takes lightly. “I constantly thank my clients for the confidence they have placed in me. When they thank me or write great reviews, I’m humbled and motivated to work even harder for them.”

Contact Jeff Stipp at 208-859-5847, email Jeff.Stipp@SupremeLending.com or visit JeffStipp.SupremeLending.com www.

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KAREN FLORES With a personal touch and almost three decades of experience in the mortgage industry, Karen Flores is the mortgage professional who can help get her clients into their dream home. Since 1993, Karen has been using her deep knowledge of the loan process to make homeownership a reality for her clients, and she continues to build her business by offering unparalleled customer service that leads to lasting personal relationships and loyal clients.

of them. “I enjoy helping clients figure out how they can attain homeownership, whether it’s for the first time or they’re trying to buy additional properties as second homes or investment purposes,” Karen says. “I really love working with the clients themselves and getting to have long-term relationships with them. I often do multiple loans for them over the years, as well as for their family members.”

While she can lend in all 50 states, Karen primarily serves Arizona, and draws large numbers of repeat and referral clients, a sure sign that people trust her to take care of them, their friends and their family. She also gets many referrals from REALTORS® and builders who know she can get the job done for their clients. Karen has the experience and expertise to handle a wide range of loan types. “There are a variety of loan programs I have available and that I am very proficient in,” Karen says. “I love to do construction loans, as well as reverse mortgages. I’m also able to do a lot of non-QM loans, such as non-warrantable condos and bank statement loans. I tend to get a lot of referrals from agents in the area because a lot of loan officers don’t do those types of products, but I do.”

Giving back is important to Karen, and she gets involved in her community however she can. She has been active with her local board of REALTORS®, previously serving on the board and continually serving on various committees. She is a member of the City of Flagstaff Housing Commission appointed by the city council. This commission serves as an advisory board to the City Council making recommendations with respect to housing policies, needs, and programs in Flagstaff. Karen also serves as part of the underwriting committee for a nonprofit organization that provides down payment assistance in the community. When she is not working or giving back, Karen enjoys boating at Lake Powell, as well as skiing and traveling with her husband and their two high-schoolage boys.

Karen forms strong bonds with her clients and stays in touch with them for the long haul, cementing those all-important relationships. Through birthday and anniversary cards, as well as newsletters and phone calls, she lets them know that she is thinking

Looking toward the future, Karen says, “I want to continue helping people achieve their financial goals through homeownership, and working within my community to get more folks into homes who otherwise wouldn’t be able to.”

To find out more about Karen Flores, you can call her at 928.699.4525, email karen.flores@ccm.com or find her online at ccm.com/karen-flores 20

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 22

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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LONNIE GLESSNER Lonnie Glessner of Englewood, Colorado has established a legacy of trust and integrity by combining his passion for education with professional experience as a past licensed financial advisor and real estate statistician to fuel his lending operation as Senior Vice President of Residential Lending at Draper and Kramer Mortgage Corp. “I’m a stats geek,” Lonnie says. “I teach classes on our real estate market and sales tips for REALTORS®, I record a weekly YouTube video and I write a weekly newsletter that has over 1,200 subscribers for my REALTORS®. I just love to teach people.” Originally, after graduating from Central Washington University with a degree in Accounting, Lonnie pursued a career on the retail banking side of the industry. One fateful morning nearly 25 years ago, Lonnie approached his employer looking for a challenge. “This all sort of started with a fluke,” Lonnie recalls. “I was making nine dollars an hour, bored out of my mind, and I went up to my boss and asked them, ‘What else could I do here?’ They gave me two options: mortgages or financial planning. I interviewed for the mortgage position, it went great, and I’m still here!” Today, Lonnie and his full-time assistant average $45 million in collective annual loan volume, and they boast a book of business that is 100% repeat and referral. With a successful closing rate over the past ten years averaging over 99.5%, it’s no surprise that, since 2010, Lonnie has been consistently celebrated as one of Denver’s Best Mortgage Professionals. “The REALTORS® I work with know our reputation for reliable closings,” he explains. “Once you establish that kind of consistency, the referrals do the work for you.” In addition to his ironclad reputation amongst industry professionals, Lonnie takes great pride in his continued Top Agent Magazine

passion for assisting first-time homebuyers, particularly veterans. “We have lots of them here in Colorado,” Lonnie says. “Honestly, half of my business each year is serving first-time homebuyers. I love working with them because I love to educate them, and I tell all my clients, ‘There are no stupid questions with me, so just ask.’” He leverages his prior experience in the banking industry to offer a breadth of loan opportunities (including down payment assistance loans) to help families across the state achieve their dreams of homeownership. Lonnie’s penchant for education also extends into the greater Denver community. He has been an active member of the South Metro Denver REALTORS® Association since 1999, and he recently joined the REALTOR® board and Chamber of Commerce for Estes Park, Colorado. “I already have my weekly newsletters and weekly classes, but honestly, I see room for even more growth in 2023,” Lonnie says. “I’d like to expand my YouTube videos to include information that’s more client-centered, and I’m really looking forward to being able to host client appreciation events and happy hours in the near future!”

For more about Lonnie Glessner (NMLS #270417), call 303-881-6374, visit dkmortgage.com/glessner, or email lonnie.glessner@dkmortgage.com www.

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 24

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order. Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 26

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow. Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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MARY BETH LESEURE With 30 years of experience working in banking, Mary Beth LeSeure has been through the ups and downs of the market, providing her with a thorough understanding of how to best help her clients in any situation. After working in various departments at her local bank, she became a loan officer in 2008, realizing how much she enjoyed the lending side of business. Now a Top Producing Loan Originator at The First National Bank of Ottawa in Ottawa, Illinois, Mary Beth helps clients with conventional USDA, FHA, and VA loans in addition to grants that help first time homebuyers meet their goals. Having the ability to lend anywhere allows Mary Beth to assist clients as far away as Florida, North Carolina, and Tennessee. With the help of her assistant, she excels at maintaining client relationships, whether they are near or far. “We send birthday and holiday cards as well as thank you notes to everyone involved in a transaction, from the attorneys to the REALTOR®s and borrowers,” she explains. As she lives in a relatively small town, it’s not hard for Mary Beth to stay in touch with her local clients. “I see them around town, or they stop by my office to say hello.”

lot in the past twenty years. We used to be more industrial and now we are heavily geared towards tourism,” she explains. Mary Beth is married to Jay, who is the Operations Manager at WCMY in Ottawa and they have two children. To give back, Mary Beth organizes a PADS dinner several times a year where employees donate food or money and they deliver dinner and some extra groceries to the homeless shelter. In previous years, she has also been involved with Labor of Love, a United Way sponsored activity that allows lower income people, usually elderly, to have repairs done to their homes at no cost to them. She has also been invited for several years to read to the kids at Opportunity School, one of their local preschools. In her office at the bank everyday, Mary Beth is an easy person to reach should clients have questions. “I love my job and a big part of that is getting to interact with people I care about,” she says. “Having first-time homebuyers come back multiple times is very rewarding. I’m striving to make all of my clients happy.”

In addition to traditional and digital marketing, Mary Beth is featured every Friday on a local radio station for a segment called “The Mortgage Minute with Mary Beth.” For the show, she discussed trending topics related to lending, often taking inspiration from questions clients have asked her recently. “It’s a great way to share my knowledge with the larger community and respond to what people commonly need help with.” Active in her community, Mary Beth has been a member of the Illini Valley Association of REALTORS® as an affiliate for close to 15 years. She is on the Ottawa Visitors Center Board, where she helps promote events in downtown Ottawa. “Our downtown has changed a Top Agent Magazine

For more about Mary Beth LeSeure, please call 815-366-7230 or email mleseure@firstottawa.com Copyright Top Agent Magazine 27

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