Nationwide Mortgage 1-29-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

DAVE GARDNER

DESIREE LOWE

JEFF GOMOLL

KELLY KLINE

CYNTHIA ROCK

NATIONWIDE MORTGAGE EDITION

CYNTHIA ROCK

DAVE GARDNER

JEFF GOMOLL

KELLY KLINE

DESIREE LOWE

CONTENTS 4) ATTITUDE!

14) FROM CHAOS TO CONTROL

9) HOW DOES MARKETING DIFFER FROM ADVERTISINGâ&#x20AC;&#x201D;AND FROM MERCHANDISING & BRANDING

21) TIPS ON BEING A GOOD TEAM LEADER

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Attitude! By Verl Workman

My father was a former Marine and I learned as a small child that there is no such thing as an ex- Marine! He used to wake us up early in the morning by yelling â&#x20AC;&#x153;Reveilleâ&#x20AC;? and all seven of us children would march up the stairs to have a family breakfast together. As a high 4

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school history teacher, Dad was big on education and drove home the importance of being good in school and paying attention. One year he had a group of students from his AP (advanced placement) classes compete in a nationwide model United Nations project where the students would deal with world issues. His class from Skyline High School in Utah won the national award in Washington DC where they competed and received that great honor. Dad was very proud of his students and their accomplishment. He talked about that award for years. I suggested to my dad one time that he was lucky because he had all the smart kids from his AP classes and could pick the smartest students in the school to compete. He looked me in the eye and raised his left eyebrow and said this “Son, I work with some of the smartest kids, but I choose to work with the kids who have the best attitudes.” He went on to say that “it doesn’t matter how smart you are if you don’t have a good attitude”. That conversation made a deep impression on me and has been one of my favorite memories of my father. In this challenging real estate market many agents find themselves faced with some difficult choices—but the most important choice we can make today is to keep a positive attitude and take action when others are simply whining and looking for excuses for failure. There are enormous opportunities today in every market. The business out there may not be your favorite type of business and it may not be the most fun, but if you have the right attitude, you can not only make money, you can thrive today. Here are a few simple things you can do each day to keep moving in the right direction: • GET up • Get showered and dress for success Top Agent Magazine

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• Get into a productive work environment • Prospect 2-3 hours every day • Work your most profitable business (your database) • Look for real buyers and generate buyer leads from every source possible (buyers are paychecks) • Surround yourself with positive people that are goal focused and happy Hire a coach that can give you direction and guidance and hold you accountable to do the right things in your business We are blessed to live in this country where we can work for ourselves and enjoy all of the freedoms that make this such a wonderful place to live. We have our families, health, and skills that allow us to help people and we get paid very well for the service we provide. And we have technology and resources that allow us to do our jobs better. It is now up to each one of us to get going, stay positive and keep our attitudes in check. The first time I visited my Dad’s classroom I saw the sign above his desk that simply said this “Attitude is more important than Aptitude.” To this day, I believe that simple quote has made a great impact on my life and career. I love what I do! Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com. ©Verl Workman. All rights reserved. 6

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CYNTHIA ROCK

CYNTHIA ROCK “After 20 years, every loan is still different than the one before,” Cynthia Rock says. “I meet new people everyday, and it is never boring. There is always another challenge to overcome or goal to achieve.” Cynthia is a Branch Manager at Nations Reliable Lending in Dallas. She credits her career in the mortgage industry as being one of the greatest decisions she’s ever made, but at the time she joined, fresh out of college, she was as confused and unsure of her future as every other twenty-something. After graduation, her father, who owned a mortgage company, asked her to join his team. Cynthia has never looked back, and now, two decades later, she’s built a team of her own. Two business developers, two loan processors, a transaction coordinator, and a loan officer—Cynthia’s sister—work alongside her. They offer the entire spectrum of loans for borrowers looking to become homeowners, working completely off referrals from realtors and builders in the area. Everything from the service they provide to the way they market themselves is relationship-driven. “We work hard to give rock star service to our partners and borrowers,” Cynthia says. “If our borrowers are happy—if they have a stress-free experience, then our realtors will continue directing future clients our way.” As a standard, Cynthia executes a 12-point touch plan of communication for every deal, sending clients and referral partners emails marking each milestone and providing weekly updates via phone calls. The entire

team is available 24/7. “We talk to clients constantly. We feel like they’re our friends,” Cynthia says. And like any good friend, it’s important to her she is contributing to their success—even in ways extending outside the office. If clients have a charity, for instance, that’s important to them, Cynthia and her team will take up the cause. “We support our partners in all they do.” In 2017, Cynthia and her sister will be putting their recently earned certifications as continuing education instructors to use, allowing them to provide yet another service to their partners to help grow their businesses. “After 20 years, there’s still plenty to learn,” Cynthia says, “but the work is fun for me—that’s one of the best things about the job.” She never wants to be complacent, because the industry is constantly changing. She reads the latest books, stays on top of the newest technology, and works with a personal business coach. Over the next few years, the team plans to double their business, and Cynthia has positioned herself to do just that—in 2016, she joined the top producers in the company and was awarded a spot in the President’s Club. “We want to bring our dedication to customer service and our ability to execute great loans to more buyers, realtors, and builders,” Cynthia says. Now that the infrastructure needed to do so is in place, they are ready to hit the ground running. Ambitions aside, for Cynthia, it’s never been about the commission check. Her father still coaches her, and she continues to work alongside her sister. In fact, even her mother worked in the industry, as a realtor, for many years. Though the company name on Cynthia’s business card no longer belongs to her father, her work remains very much a family business. “I feel strongly about that connection,” Cynthia says. “At the end of the day, it’s about families helping families—it’s in my blood.”

To learn more about Cynthia Rock, visit cynthiarock.com, www.

email cynthia.rock@nrlmortgage.com, or call 972-771-4925 8

How Does Marketing Differ From Advertising—And From Merchandising & Branding by Rob Flitton

Almost everyone has trouble sorting out how marketing differs from advertising, not to how it differs from mention merchandising and branding.

3.You have a product or service than can and should innovate as the market reflects back to you Marketing is the ongoing activity of interfacing your business with the marketplace—of communicating the value of a product or service for the purpose of selling that product or service.

So here is a definitive statement on the definition of what each activity is, and the order in which they should occur—disobey the order, and you cannot reliably or rationally market your product or service; you MERCHANDISING will only be guessing. Merchandising is the activity of creating a segmenting strategy for MARKETING the promotion or sale of a product or Marketing is what happens first in service for the purpose of selling the process and is the most important that product or service. role in any business organization. You need to decide what market segment you want to appeal to with Think of marketing from 3 angles: the level of quality of: 1.You have an industry that your business is in, and this does not change • Quality of merchandise 2.You have an audience or market- • Speed and availability of service place that can change or innovate to some degree • Dress code for representatives Top Agent Magazine

• Returns, customer service, or warranty policy • Office or retail store aesthetics and degree of luxury Think about the difference between Nordstrom and Walmart (two profitable companies)—just as Walmart will never have a piano player, Nordstrom will never have a vague return policy. You cannot find good floor-service at Walmart, but you don’t expect to. The CEO of Walmart 10

doesn’t lament “I wish I was the CEO of Walmart,” and vice-versa. Profitability is about making everything in your merchandising line up in accordance with your chosen product or service and its theme. BRANDING Branding is the strategic ascribing of words, a name, term, sign symbol or design, or a combination of these, so that a user may easily identify the product or service—so that the user will regard the product or service as Top Agent Magazine

If sales don’t happen, you need to begin back again at the beginning and innovate your MARKETING. the solution to their problem and motivate them.

persuade the audience to take or continue some action.

When you think of any great brand, or observe their logo or imagery, it evokes certain words or a phrase to pop into your mind.

Advertising can occur in numerous ways or methods ranging from simple to complex, free to hugely expensive.

The goal in branding is to encapsulate your offering into a word or phrase— to make your proposal to solve a known problem obvious to the potential user taking a look at you. Ideally, a phrase or image allows the user to make an emotional connection to the product or service, and to be able to relate its story to others. You want a word, or a few words (a phrase) to pop into their heads when they see or think about your product or service.

In simple terms, it is the process of telling the world (or your intended audience) about what you have to offer to them.

ADVERTISING Advertising is the activity of telling or communicating to potential users the benefits of using or employing a specific product or service to Top Agent Magazine

And…at the end of all of this process is making the sale—of closing on a deal to sell your product or service. And if sales don’t happen, you need to begin back again at the beginning and innovate your MARKETING. Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. 11

DAVE GARDNER One would be hard pressed to find a better Loan Consultant than Dave Gardner of New American Funding’s Northwest Regional Branch, located in Everett, WA. With a diverse resume in real estate that allows him to coach clients and agents in many ways, he is passionate about what he does and is dedicated to providing five-star service to each and every one of his customers. Formerly the owner and President of ASPI Land Surveying in Everett for over 22 years, he developed thousands of lots for hundreds of clients, and was also the Project Land Surveyor for CenturyLink Field, home of the Seattle Seahawks and Sounders. Dave sold the company to focus on his passion of being a mortgage banker. “Additionally,” says Dave, “my wife and I were flipping houses long before Chip and Jojo made it look easy on HGTV.” Dave got his start in the mortgage industry after being recruited by friends who hired him on as Vice President of Business Development for their mortgage company. After a year of helping manage that company, he realized his true passion was for helping clients navigate the sometimes treacherous waters of the mortgage process. Signing on with New American, Dave is proud of the team with which he works. “My assistant, processor, underwriters and operations team are all outstanding at their roles and are very aware of how important the client’s happiness is at the end of the process. Even though we are a national mortgage company, our company owners Rick and Patty Arvielo had the foresight to set up regional operations so that our operations teams are close to us lenders, making it more like a family environment.” Dave and his team are very aware of the 12

importance of moving trucks and pizza, when it comes to their clients. Boasting an impressive 85% business based on referrals, Dave attributes this to the seriousness with which his team approaches their work. “We pride ourselves on being available and being a student when it comes to industry knowledge. The programs and guidelines are continually changing, and it’s important to maintain that student mentality. The biggest thing I hear from my clients and the realtors is that I answer my phone and take time to explain the answers to their questions.” Technical knowledge and work ethics aside, what Dave likes most about what he does is the ability to help his client’s improve their lives. “My team and I are passionate about home ownership and the impact it can have on people’s lives. I have been boring people for as long as I can remember on why they should be owners and not renters, long before I became a lender. I am a firm believer that there is no better way to build long-term wealth than through real estate.” Dave also enjoys giving back to his community, and is a staunch supporter of the local non-profit Housing Hope. “It’s truly a hand-up program: from housing, to child care, to job training to a team-homebuilding program.” He has also challenged his lending peers to donate to the organization on a per-transaction basis, and is proud that his branch alone raised almost $10,000 towards helping local families in need. As for the future, Dave plans to continue growing as a trusted mortgage banker, and to continue helping others achieve their dreams through real estate. “This industry has been great to me and I am passionate about passing on the lessons I have learned – good, and bad – to help others.” Top Agent Magazine

For more information about Dave Gardner, please call 425-754-2561 or email Dave.Gardner@nafinc.com Copyright Top Agent Magazine 13

From Chaos to Control By Barry Eisen

Below are 24 great ideas designed to give you back your time and life. Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more. 1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too. 14

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it. 3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be). • It will be important. Put it in its home (where it’s supposed to be). • It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar. First, keep track of the usual calendar events: birthdays, and appointments. Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars. 6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask. Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track. 8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it. 9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities. 11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity. 12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day. Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t

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already an agenda, propose talking points to squeeze more value out of the meeting. 13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find. 15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder. • Set rigorous anti-spam settings to block unwanted email from reaching your inbox. • Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file). 17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message. 18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type. Top Agent Magazine

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy. 20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles). 22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch. 23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

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 GOMOLL With a background that includes involvement in over $1 billion in mortgage loans over the span of 26 years, one would be hard-pressed to find a more experienced originator than Jeff Gomoll. He got his start in the early 90s, working as a bank teller. From there, he ended up transitioning into the operational side of the mortgage department. Today, he works with MB Financial Bank, N.A., serving the greater Chicago area. He serves clients all across the region, offering various types of loans including conventional, jumbo, FHA, VA, and loan programs for medical and dental professionals. His business is continuing to grow with each passing year, and he can’t wait to see where it takes him next. Jeff sets himself apart from others by staying in constant communication with his clients and real estate agents. “I’m honest and upfront, letting them know any issues once they arise”, he explains. If something changes, he follows up immediately, letting them know the latest status of their loan. One reason his clients continue to come back to him and refer him to friends/family is his strong work ethic: “I feel I’m a hard worker. And I really care about my clients. I use my vast knowledge about the industry to find ways to make it work for them”, Jeff says. “Really, in this business, knowledge is power. It’s knowing how to get from application to closing. There is no degree in mortgage lending, you just have to know what you’re doing.” After decades in the industry, it’s clear he has gained enough experience to serve every type of buyer.

With a long list of five-star reviews, each client of Jeff’s leaves happy and eager to share their experience with others. One recent buyer said: “As first time homebuyers my wife and I were nervous about the process and had a million questions. Jeff came to our apartment, sat down at our kitchen table, and within 5 minutes we knew that he was one of a kind. He is very personable, knowledgeable, kind, and respectful. He made himself available whenever we needed him. To put it another way, I personally don’t think I have ever written an online review, and because of how great Jeff was I felt compelled to write this. Highly recommended!” Another said: “I was extremely impressed with Jeff and how knowledgeable he was. I would recommend Jeff to anyone looking to close on a loan. His professional attitude along with his ability to close in a timely manner, made the whole process stress free and enjoyable. You won’t be disappointed.” In addition to Jeff’s commitment to real estate, he’s also involved in the real estate community. He’s been a part of the Women’s Council of REALTORS®, the NAHRP®, and REALTORS® to the Rescue. Looking towards the future, Jeff wants to continue expanding and serving his clients; he can’t imagine doing anything else: “The mortgage business is the best business in the world. I love the challenge, the freedom, and the trust people have in me.”

For more information about Jeff Gomoll, NMLS #850375, please call 847-344-6558 or email jgomoll@mbmortgage.com Top Agent Magazine

KELLY KLINE Kelly Kline began his career in the mortgage industry seventeen years ago after he graduated from college. Today he works at One Trust Home Loans in San Diego, California and he offers a variety of loans. Kelly works on a team with two other loan officers and one assistant. Over the years, Kelly has received a high volume of repeat and referral clients. Clients remember Kelly for his sincere approach to business and attention to detail. He takes great care to remain attentive to his clients so he can provide them with unmatched service. “I treat every transaction like it’s an important part of their life,” says Kelly. He understands that buying a home can be stressful, so Kelly works to ensure his clients are well-informed and taken care of throughout the entire process. Kelly’s passion for the mortgage industry is evidenced by his ability to expertly tackle whatever challenges his client’s may face. He makes sure his clients have a solid plan for completing their loan and he works to maintain his transparency as a Loan Officer. When it comes to completing a transaction, Kelly believes in keeping it simple. “I’ve solved a lot of hard transactions for people,” he says. “It all comes down to giving solid advice and solid strategies. It’s exciting to put a deal together and to see my clients get excited when it’s all

complete.” Getting to help his clients achieve their goals is a highlight of Kelly’s job. Kelly stays in touch with his past clients by sending out holiday and birthday cards as well as personal phone calls. For Kelly, his work isn’t done when a transaction is completed. He likes to make sure his clients are satisfied with their service and that everything ran smoothly. “We do an annual review of all our client’s loans. We touch base with them to see if they could use our help again,” he says. Kelly stays visible to Realtors by hosting and attending open houses and local Real Estate Association events. “I also host happy hour functions and do a little cold calling from time to time,” he says. Staying involved in the community is important to Kelly. “I’m heavily involved in the local youth sports in Encinitas,” he says. “I have a 12-year-old son who has grown up playing sports his whole life and I’ve always been involved as a coach or a board member.” In his spare time, Kelly enjoys spending time with his three sons, playing golf, and playing with sports with the little league teams that he coaches. In the future, Kelly looks forward to growing his business by building his team. “My goal is to become a ten-man team and to get a little bit more of a foot-hold in our community,” he says.

To learn more about Kelly NMLS #230049, email kkline@onetrusthomeloans.com or call (760) 710-2233 | MOBILE (619)784-9695 | FAX (760) 683-6349 CalCon Mutual Mortgage LLC, dba OneTrust Home Loans is an equal housing lender NMLS #46375; 2784 Gateway Road, Suite 101 Carlsbad, CA 92009. Branch NMLS# 1182034. Licensed by the Department of Business Oversight under California Residential Mortgage Lending Act; Branch License # 813L314. 20

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. 21

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. 22

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

DESIREE LOWE After attending college with an interest in business, Desiree Lowe quickly discovered that she was interested in getting into the mortgage industry specifically. In 2002, she became a Loan Officer and quickly made a name for herself as one of the most respected mortgage professionals working in the entire Southern California area. “I fell in love with the business and did really well right out of the gate. I learned fast and it was just a perfect match, so I excelled at the job. I was promoted to Branch Manager just a year after starting and within four and half years we were the number one branch out of 52 and were breaking numerous company records,” explains Desiree. Lowe is now a Producing Branch Manager with Supreme Lending, one of the fastest growing mortgage originators in the country. She “loves organization and managing, but my heart is really in originating. It’s great to be able to manage an amazing team and still have the opportunity to do my own producing.” The “amazing team” that allows Desiree to do it all is comprised of in-house underwriters, closers, and operations and marketing managers—put them all together and Supreme Lending Loan Officers in San Diego are closing loans in an industry-leading 15 days. Supreme Lending offers a wide variety of loan products geared toward everyone from the first-time homebuyer to the experienced investment property owner. By building a deep level of trust with their investors, Supreme is able to underwrite, close, and fund loans that investors will buy, which means lower interest rates and closing costs, and faster turnaround time for their borrowers. “We are really dedicated to providing an unsurpassed customer experience for everyone who works with us. One of the ways we maintain that level is that a survey goes out to both real estate agents and to the borrowers after every trans-

action, which measures every aspect of the service we provide,” Desiree describes. “We have a 97 percent rate of highly satisfied or satisfied customers, which is truly remarkable in this industry.” Desiree stands out in her field with an absolute devotion to providing constant and clear communication throughout her clients’ transactions, which comes as a result of years spent honing her originating skills. “I have a lot of systems in place that allow me to keep everyone constantly updated throughout the process. My goal is to make the entire process as stress free as possible and the key to that is always being available to answer questions and generally keeping everyone educated and informed. When you read my online reviews, that is one of the things most often praised when it comes to working with me,” Desiree proudly explains. Now over a decade into her mortgage industry career, Desiree is honored to find most of her borrowers through referrals. “The trust my clients put in me by referring their family and friends to me is something that I value most of all, because it’s a true measure of the service I provided to them,” she describes with a heartfelt smile on her face. Although she couldn’t be more thrilled with her remarkable success, for Desiree it really is all about helping people. Whether it’s being their financial guide on the path to homeownership—“I want to connect to people and be a resource to them,”—or giving back to the community through her involvement in local professional organizations, client appreciation parties, and charitable fundraising events, helping people is the point of it all. “At the end of the day,” she says, “I want to know that I did my very best job, and that my clients came out understanding the process much more and owning the home of their dreams.”

To learn more about Desiree Lowe call 858.263.5900 or email Desiree.Lowe@SupremeLending.com Top Agent Magazine

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