Nationwide Mortgage 10-2-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

COVER STORY

If it's Good for the Soul, IT'S GOOD FOR BUSINESS

Jason Adams

7 Deadly Sins of PERSONAL BRANDING How to Overcome Your WORKPLACE FEARS When it's Time for a HOME OFFICE

TOP MORTGAGE LENDERS

CHRIS BEADLE CHRIS MARSIGLIA AMY POHL RANDY WINTON

NATIONWIDE MORTGAGE EDITION

CHRIS BEADLE Chris Beadle, Owner and Loan Officer at 7 AMEC (American Mortgage & Equity Consultants, Inc.) in Blaine, Minnesota has an impressive sixteen years under his belt of providing both clients and realtor partners with excellent client service that is predicated on being proactive, a commitment to being detail-oriented, and exceptional communication skills. JASON ADAMS

Jason Adams

CHRIS BEADLE

who work on a file. It’s also all abou munication. We don’t just communicat the client and the buyer’s agent, but als the seller’s agent. We keep them abre what’s going on, because often they’re the dark. I did very well this spring wh market was so crazy with multiple offe call and explain the process, and even my clients didn’t have the strongest off were getting our offers accepted in m offer situations because they were conf 23get itRANDY would to the finish line.” WINTO

As one of four original founding members of AMEC back in 2007, Chris 17 has nurtured 19 his company carefully from it’s early days in the crush Randy Winton, VP of Mor Chris Marsiglia anticipated purchase their The fact that so wee man of the market downturn to its current ranking as thehadn’t larg-Amy Chris’ willingness toofgo the life. extra mile, even on Pohl, aka Your Mortgage Maven, is comAmy builds stro Lending at Guaranteed Ra a career in the real estate industry, me with that through the years means a lot. est non-bank-owned lender in the state, with almost 1.7mittedhas played a the huge rolelevel inOverland his available to providing highest of success. service “I’m with her clients, Park, Kansas has when his uncle askedtohim he’d “I most inopen myAmy, business.” Allgage inaall, Chris’s her If also itate can oftenwhich loan is oth just billion in originated loans in 2016.but Projections for 2017 heifclients. says. gobetodone, houses, lotclient of providing top-drawer se referred to as the dedication Picasso of mortgages, will to watch familie like to join his team, Chris decided and responsiveness he delivered look to be well over 2 billion. 450+ employees in more officers don’t do. I start conversations with agen to his many satisfied custo get it done. With more than 17 years of mortsend my way,” give it a shot.toFor first fivesoon action. He never hesitates to their dig deep to sebs than 50 branches all share Chris’stocommitment pro-the pretty I’m starting to work with clients since 2006. With the streng gage experience, an MBA in business finance years of his career, he learned the ins for any given scenario, acting as an advoca viding the very best customer service the industry hasand an they like what I’m doing. I go to one them allAmy’s the tim unwavering passion for the the number industry, direct lender One of co and outs of the mortgage industry, as smooth as possible and generate the best Amy makes it happen. She lives by her comto offer. help the agents I’m sitting with behind pull clients. That’s country him, coupled as if they were earning hands on experience behind his To solidify his connection withfa CHRIS MARSIGLIA AMY POHL RANDY WINTON pany’s motto, “Can Doclients. Will Do.” with high efficie opportunity that other mortgage people miss.” his and impressive proficiency, an industry expert. He ultimately attends closings settlements in support defined by hone currently one of the most re Chris came to the world of mortgages via a career in began enterprise While his Amyown has lived abroadthree-andin Mexico City, Mexico and in Hawaii, her approachable. A and successful Loan Officers i finance. “I was years in financial and 9/11 had just hap-Arizona: Despite hisAsfinancial success, it’s the people Chris that a-half ago andservices, has since used decade for his roots andhis heart belongoftoexperience sheto is a native of the AZcommunity Valley. “I hadinvolvement, ically savvy. In Sunflower Show-Me Stat pened,” he says. a“Idistinguished had been in mortgage theCONTENTS business forbeginnings,” a couple enjoys about his job. “I really do enjoy workin our borro very humble shehelm says. “I started at a local Arizona creditand become professional. At the ofmost Greater Baltimore Board ofallows Realtors, and from any device of years right out of college, and I knew it was going to be union while attending ASU, and fell in love with the mortgage industry. agents and clients,” he says. “I also love that a thriving enterprise, Chris remains committed to client-centric becoming certified to teach continuing my edu Randy’s career in There lending notEach goal.he It fascinated and I had worked my way up.” long roadcare, to recovery for thecommunication, stock market with what ever-changing. iswas never ahis dullinitial moment inOrig the straightforward andme reliable service. estate professionals. weekend, sing working towards a career in pharmacology, he decided 4) just 7 DEADLY SINS OF 18) HOW TO OVERCOME Amygrade. enjoys In mak happened. I had some great friends in the mortgage gage world.” which he’s done since the fourth h careerAmy would ultimately leave himevery feeling unfulfilled. “I coaching or simp Since the beginning of her career, has playing been a part ofrecreational nearly With an office in Pikesville, Chris primarily serves the Maryland on leagues for softba realm, so I just kind of slipped into it. I jumped on board, PERSONAL BRANDING facet of the mortgage YOUR WORKPLACE FEARS to help th industry. She has a strong operations background, a pivotal in mind where I7ingful decided area, but is the licensed in and servesI ever D.C.,made.” Virginia, New Jersey,is moment Chris hasmy been married for years hasthis twow and it was probably greatest decision Chris also dedicated to giving back to his “I love allcomm the fa having been a processor, underwriter, assistant to anddo closer, tothe name a few. what I wanted with rest of my life,” he says. Pennsylvania and Delaware. Her Chris leads background transactions with one andrather four, and considers family to bethe one and has inthan multiple events with this journey with extensive helps her the to be participated proactive reactive. interviewed for a job with a lender, and just kind of to of lender. an in-house processor, allowing him to par- early things inprocess life. that ference,nights combina and her team are ableprovide to see in the could movie issupport a GOOD direct “There is She no loan that we don’t he things works with, including outdoor 13) AMEC IF IT'S FOR 20) WHEN IT'S TIME FOR from there.” speedy service to his clients. Caliber Home Loans, “Buying homed become an At issue andPayaddress them immediately. With genuine care forpolice do,” saysticularly Chris. “There’s USDA, VA, FHA, Down upcoming event toa benefit local anda fire personally make people and a commitment to excellence, Amy prides herself in future commu-of his Chris offers a range of conventional products and is also able to Considering the business, Ch THEment SOUL, IT'S GOOD A HOME OFFICE Assistance Loans, renovation loans.” ments. When he’s not working, enjoys His success almost immediate, andChris eleven years ontrah making the proce nicating every which step ofinclude the way and in an was open, transparent and timely offer clients an array of portfolio products specialexpanding his reach within the area’s mor with family. much fun and lor Being on the same page withhis everyone who is a part of a of transFOR BUSINESS accumulated an impressive roster satisfied clients and ized programs for individualsmanner. unqualified for traditional loans. network grows, he plans to host more clien myable clients smile is criticalhigh to her, with partners. communication beingwith the cornerstone. Herhe is A measure of AMEC’s success is itsaction extremely rate Working a staff of four, to provi Rightly understanding that his clients are mounting a sizable such asarise. happy hours and family-friendly goal is to provide even of repeatinvestment and referral business, which exceeds 80%.answers This before Asthe forquestions the future, Chris plans to continue to hi pretty much any loan product thatgrow is avai and reaching an emotional milestone, Chris customers takes his with roots in the community and demonstrate hi Outside ofthe the of client loyalty is entirely earned. “It’s really all about our ness while making sure he is not sacrificing any “We’re among the number one direct lenders in na role as lender seriously. Accordingly, he ensures that thethan lines of Considering his dedication to long-term cl with Saint Vince Amy and her team have more 30 years of combined mortgage expeprocessescommunication and our| Fax operations. We don’t missdoes purchase top-notch client service that has“So become synonymou offorward Guaranteed Rate. if there’s a produl always remain openThey and his best California toRandy createsays a Washington, communication, genuine Phone 888-461-3930 310-751-7068 McDonald H rience. serve Arizona, and with most of their andaldhis there that exists, we provide it.” closings,”low-stress says Chris. “We have a whole team of people the AMEC name. lending experience.business “We update future to is doing bound hold promise prosp servesand as the tre comingrealtors from theautomatically Valley. Amy is committed thetoresearch

CHRIS MARSIGLIA AMY POHL

mag@topagentmagazine.com | www.topagentmagazine.com spending time w needed taking any steps to find Marsiglia the best loanofoption possible about the status of the file—and thisand ensures thatnecessary everyone is in Caliber Home Loans.

factor to Randy’s his commitment to d light of her life. for her clients. Sheisis always backed One by RPM Mortgage’s diversesuccess group ofislendthemay loopbeatreproduced all times,” in heany says. Likewise, Chris available No portion of this issue manner whatsoever without prior consent of the publisher. Top Agent Magazine of her hobbies in ing resources, which enables her to deliver a custom-tailored mortgage clear and constant communication, and not just with his to Publications take phone GA, callsInc. and answerprecautions questions should ever is published by Feature Although takenanything to“We ensure the accuracy published materials, tography,” she sa solution to eachare borrower. have options for “The alloftypes of people, from tors and clients. biggest thing I’ve understood, is th need clarification or attention—allowing clientsorand agents alikeby itstoauthors. Top Agent Magazine cannot be held responsible for opinions facts supplied To subscribe change back and remem borrowersexpressed who may have credit challenges high netare worth clientsa or with not just buyers who buying house, and it’s not ju easy knowing their lender is always aincall away. address, send inquiryto to rest mag@topagentmagazine.com. Published theand U.S.assets,” Amy says. “We work with people from complicated income sellers who are selling a house. There are literally thirty to all walks of life. We like to say we have a loan for everyone.” Amy feels fortu people involved in a single mortgage transaction. That Having earned a robust rate of repeat and referral clientele, Chris the same moral c sound difficult to believe, but when you start thinking recognizes the importance of Amy’s maintaining long term relationships discouraged, los business is entirely referral based, which is no surprise, given the Top Agent Magazine buyers, lenders, realtors, “Everyone inspe shoul leveland of service she provides. “It is sotosellers, important to deliver on whattitle you companies, with his realtor referral partners goes above and beyond appraisers, you realize a lot of people are touching the fi Copyright Top Agent Mag ity and make th promise and always make sure you are available,” she says. “All my cliclose loans faster than major banks. “In this industry, it’s all about

For more information about

CHRIS BEADLE,

call 651-308 - 0583 or email cbeadle@amecinc.com

mailto:mag@topagentmagazine.com

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst. To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good. In orderthat to specializes keting is not a good thing, it’s essenthe implementation of sound business systems into Real Estate Companies, Mortgage accomplish this task well, you must step tial for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time. In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. your prospects to engage with you? It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own what you’d like them to do. That’s how you first’ or more specific, ‘contact me for a dominant style and how to read others as well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 6

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Jason Adams

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Jason Adams Motocross is “a timed motorcycle race over a closed course consisting of a winding dirt trail with hills, jumps, sharp turns, and often muddy terrain” (Dictionary.com). For firsttime home buyers and others seeking a home loan, the process can seem just like that: a race against time on an unpredictable, bumpy, winding path through the muck and mire of anxiety and doubt. C 8 opyright Top Agent Magazine

Fortunately for Jason Adams’ clients, not only is he a Senior Mortgage Banker on the Silvia Taylor Team at Fidelity Bank Mortgage in Alpharetta, Georgia, he is also an experienced motocross competitor. Success at both takes a special level of knowledge and skill, studying the course in advance in order to plan one’s options to get to the finish line. The only difference, he will Top Agent Magazine

tell you, is that mortgage lending is navigates clients and referral partners not a race but a means to achieving through the terrain by being highly a greater goal. communicative, accessible and patient at every point along the way. Jason’s motto is, “Making home ownership a reality, one loan at a time.” In fact, even when potential sharp This requires client care that is per- turns, jumps or hills to climb present sonalized, educational, honest, so- themselves, Jason insists on worklutions-oriented, and as predictable ing through them if he can’t work and stress-free as possible. And, it around them. “I deliver bad news can’t be haphazardly rushed. Jason as well as I deliver good news,” he Top Agent Magazine

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says, explaining that he presents a solution for every problem that may arise. He understands the importance of managing clients’ and agents’ expectations from the beginning of the process. That’s why he and his team under-promise and over-deliver, and their final closing numbers are consistently better than expected. As a result, Jason frequently witnesses the excitement that comes when loans close. “I love helping people achieve homeownership – their enthusiasm and overall happiness.” This, he adds, comes one loan at a time. Top Agent Magazine

Although Jason services all types of home loans, he specializes in new construction. His area of service is all of Georgia but primarily Cherokee and Gwinnett counties. He got into the business in 2005. Because of his penchant for motocross racing since childhood, he worked at a motorcycle dealership handling sales and financing. He noticed a friend in the mortgage business was making a better living, so he decided to take what he had already learned into this new industry. He recalls being terrified at first, but his friend was very helpful with training. Copyright Top Agent Magazine 11

Jason first worked for a subprime shop as a broker. When the downturn hit, for the next five years the joke around the office was, “We better get really good at playing cards!” He says it got really tough but, “It’s easy to be strong when you have no other choice but to weather the storm.” When the new industry regulations entered in, by 2010 Jason transitioned from broker to banker, becoming a purchase-oriented loan officer at Sun Trust Mortgage. Then, when the head of Sun Trust left, Jason followed him to Fidelity Bank Mortgage. Coming into Fidelity in August 2013, his production was between $18 million and $20 million. It grew in 2014 to $28 million and then to $44 million in 2015. He is a Top 10 producer for Fidelity for the last two years and is a member of dogs, and mountain biking, and is the Mortgage Bankers Association actively involved with SORBAWoodstook advocating for off-road of Georgia. cycling development and trail mainJason and his wife enjoy spend- tenance in Cherokee County. Before ing time outdoors with family and his son entered the U.S. Army, they friends. A thrill seeker, Jason en- would travel together to motocross joys jet skiing, hiking with his three competitions. For more information about Jason Adams, call 404-387-8128, email Jason.Adams@lionbank.com, or visit www.lionbank.com/jadams. Jason is located at Fidelity Bank Mortgage, 1000 Mansell Exchange W., Suite 360, Alpharetta, GA 30022 Copyright Top Agent Magazine 12

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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CHRIS BEADLE Chris Beadle, Owner and Loan Officer at AMEC (American Mortgage & Equity Consultants, Inc.) in Blaine, Minnesota has an impressive sixteen years under his belt of providing both clients and realtor partners with excellent client service that is predicated on being proactive, a commitment to being detail-oriented, and exceptional communication skills. As one of four original founding members of AMEC back in 2007, Chris has nurtured his company carefully from it’s early days in the crush of the market downturn to its current ranking as the largest non-bank-owned lender in the state, with almost 1.7 billion in originated loans in 2016. Projections for 2017 look to be well over 2 billion. 450+ employees in more than 50 branches all share Chris’s commitment to providing the very best customer service the industry has to offer. Chris came to the world of mortgages via a career in finance. “I was in financial services, and 9/11 had just happened,” he says. “I had been in the business for a couple of years right out of college, and I knew it was going to be long road to recovery for the stock market with what had just happened. I had some great friends in the mortgage realm, so I just kind of slipped into it. I jumped on board, and it was probably the greatest decision I ever made.” AMEC is a direct lender. “There is no loan that we don’t do,” says Chris. “There’s USDA, VA, FHA, Down Payment Assistance Loans, renovation loans.” A measure of AMEC’s success is its extremely high rate of repeat and referral business, which exceeds 80%. This client loyalty is entirely earned. “It’s really all about our processes and our operations. We don’t miss purchase closings,” says Chris. “We have a whole team of people

who work on a file. It’s also all about communication. We don’t just communicate with the client and the buyer’s agent, but also with the seller’s agent. We keep them abreast of what’s going on, because often they’re kept in the dark. I did very well this spring when the market was so crazy with multiple offers. I’d call and explain the process, and even though my clients didn’t have the strongest offer, we were getting our offers accepted in multiple offer situations because they were confident I would get it to the finish line.” Chris’ willingness to go the extra mile, even on weekends, has played a huge role in his success. “I’m available 24/7,” he says. “I also go to open houses, which a lot of other loan officers don’t do. I start conversations with agents and pretty soon I’m starting to work with their clients because they like what I’m doing. I go to them all the time and help the agents I’m sitting with pull clients. That’s a huge opportunity that other mortgage people miss.” Despite his financial success, it’s the people that Chris enjoys most about his job. “I really do enjoy working with agents and clients,” he says. “I also love that my job is ever-changing. There is never a dull moment in the mortgage world.” Chris is also dedicated to giving back to his community, and has participated in multiple events with the agents he works with, including outdoor movie nights and an upcoming event to benefit local police and fire departments. When he’s not working, Chris enjoys traveling with his family. As for the future, Chris plans to continue to grow his business while making sure he is not sacrificing any of the top-notch client service that has become synonymous with the AMEC name.

For more information about

CHRIS BEADLE, call 651-308 - 0583 or email cbeadle@amecinc.com Top Agent Magazine

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

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CHRIS MARSIGLIA Chris Marsiglia hadn’t anticipated a career in the real estate industry, but when his uncle asked him if he’d like to join his team, Chris decided to give it a shot. For the first five years of his career, he learned the ins and outs of the mortgage industry, earning hands on experience behind an industry expert. He ultimately began his own enterprise three-anda-half years ago and has since used his decade of experience to become a distinguished mortgage professional. At the helm of a thriving enterprise, Chris remains committed to client-centric care, straightforward communication, and reliable service. With an office in Pikesville, Chris primarily serves the Maryland area, but is licensed in and serves D.C., Virginia, New Jersey, Pennsylvania and Delaware. Chris leads transactions with the support of an in-house processor, allowing him to provide particularly speedy service to his clients. At Caliber Home Loans, Chris offers a range of conventional products and is also able to offer clients an array of portfolio products which include specialized programs for individuals unqualified for traditional loans. Rightly understanding that his clients are mounting a sizable investment and reaching an emotional milestone, Chris takes his role as lender seriously. Accordingly, he ensures that the lines of communication always remain open and does his best to create a low-stress lending experience. “We update realtors automatically about the status of the file—and this ensures that everyone is in the loop at all times,” he says. Likewise, Chris is always available to take phone calls and answer questions should anything ever need clarification or attention—allowing clients and agents alike to rest easy knowing their lender is always a call away. Having earned a robust rate of repeat and referral clientele, Chris recognizes the importance of maintaining long term relationships with his realtor referral partners and goes above and beyond to close loans faster than major banks. “In this industry, it’s all about customer service,” Chris says. “I do everything I can to achieve an outcome that will leave my clients satisfied to the point where they wouldn’t hesitate to refer family and friends.” Because he can offer clients specialized loan products, Chris is also empowered to help clients close deals they may otherwise miss out on. “With our portfolio products, I’ve often been able to get loans done in a timely fashion that other banks couldn’t,” he explains. Epitomizing his professional ethos and reputation, Chris has demonstrated the ability to construct out-of-the-box solutions while working one-on-one with clients to get to the heart of their needs and big picture goals. Reflecting on his favorite aspect of his work, Chris explains: “I really enjoy helping people with what is almost always the biggest Top Agent Magazine

purchase of their life. The fact that so many people have trusted me with that through the years means a lot. That’s what I appreciate most in my business.” All in all, Chris’s clients remember the dedication and responsiveness he delivered throughout the transaction. He never hesitates to dig deep to secure the ideal solution for any given scenario, acting as an advocate to make the process as smooth as possible and generate the best possible outcome for his clients. To solidify his connection with a client, Chris always attends closings and settlements in support of those he’s served. As for his community involvement, Chris is a member of the Greater Baltimore Board of Realtors, and is in the process of becoming certified to teach continuing education classes for real estate professionals. Each weekend, he sings in his church choir, which he’s done since the fourth grade. In his free time, he enjoys playing on recreational leagues for softball and indoor soccer. Chris has been married for 7 years has two young daughters, ages one and four, and considers family to be one of the most important things in life. Considering the future of his business, Chris plans to continue expanding his reach within the area’s mortgage industry. As his network grows, he plans to host more client appreciation events, such as happy hours and family-friendly events, to deepen his roots in the community and demonstrate his gratitude to his base. Considering his dedication to long-term client success, straightforward communication, and his genuine love for the work, the future is bound to hold promise and prosperity for Christopher Marsiglia of Caliber Home Loans.

To learn more about

CHRIS MARSIGLIA,

visit CaliberHomeLoans.com, e-mail Chris.Marsiglia@CaliberHomeLoans.com, www.

or call (443) 838 - 8191 Copyright Top Agent Magazine 17

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 18

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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AMY POHL Amy Pohl, aka Your Mortgage Maven, is committed to providing the highest level of service to her clients. If it can be done, Amy, often referred to as the Picasso of mortgages, will get it done. With more than 17 years of mortgage experience, an MBA in business finance and an unwavering passion for the industry, Amy makes it happen. She lives by her company’s motto, “Can Do Will Do.” While Amy has lived abroad in Mexico City, Mexico and in Hawaii, her roots and heart belong to Arizona: she is a native of the AZ Valley. “I had very humble beginnings,” she says. “I started at a local Arizona credit union while attending ASU, and fell in love with the mortgage industry. It fascinated me and I worked my way up.” Since the beginning of her career, Amy has been a part of nearly every facet of the mortgage industry. She has a strong operations background, having been a processor, underwriter, assistant and closer, to name a few. Her extensive background helps her to be proactive rather than reactive. She and her team are able to see things early in the process that could become an issue and address them immediately. With a genuine care for people and a commitment to excellence, Amy prides herself in communicating every step of the way and in an open, transparent and timely manner. Being on the same page with everyone who is a part of a transaction is critical to her, with communication being the cornerstone. Her goal is to provide answers before the questions even arise. Amy and her team have more than 30 years of combined mortgage experience. They serve Arizona, California and Washington, with most of their business coming from the Valley. Amy is committed to doing the research needed and taking any necessary steps to find the best loan option possible for her clients. She is backed by RPM Mortgage’s diverse group of lending resources, which enables her to deliver a custom-tailored mortgage solution to each borrower. “We have options for all types of people, from borrowers who may have credit challenges to high net worth clients with complicated income and assets,” Amy says. “We work with people from all walks of life. We like to say we have a loan for everyone.” Amy’s business is entirely referral based, which is no surprise, given the level of service she provides. “It is so important to deliver on what you promise and always make sure you are available,” she says. “All my clients and Realtor partners have my cell phone number. I tell them to call, text or email me any time if they need me. I make sure I am available not just 9–5, but also on nights and weekends. Most clients are looking for homes outside of normal business hours. I am right there with them; if they need me, I’m easy to reach.”

Amy builds strong relationships on a foundation of trust and confidence with her clients, Realtors and referral partners. The closing of the mortgage loan is just the beginning of a lifelong friendship. “It’s so exciting to watch families grow and hear from their friends and family that they send my way,” she says. One of Amy’s core values is her focus on the client and treating each one as if they were family. She provides client-driven service and technology with high efficiency and quick timing. “You can expect an experience defined by honesty and hard work,” she says. “We’re all in, driven and approachable. Another thing that sets us apart is that we’re technologically savvy. In 2017 we launched our Home On Time® App, which allows our borrowers to run their loan from application through funding from any device. Smart Advice. Easy Process. Super Speed.” Amy enjoys making a difference in people’s lives. Whether it is through coaching or simply being a resource for people, she finds it deeply meaningful to help them with every aspect she can of the mortgage process. “I love all the families I get to meet and feel so blessed to be a part of this journey with them,” she says. Her love of people and making a difference, combined with a passion for the industry, are what drive her. “Buying a home is one of the biggest financial commitments you can personally make,” she says. “I always strive to exceed expectations while making the process fun and enjoyable. Some call this work. But I have so much fun and love what I do, that it doesn’t feel like a job to me. Seeing my clients smile is so rewarding.” Outside of the office, Amy is a vital part of her community. She’s active with Saint Vincent de Paul and recently began volunteering with the Ronald McDonald House. She’s also heavily involved in her son’s school and serves as the treasurer on the executive board of the PTA. She enjoys spending time with her family, husband Chris and son Gavin, who are the light of her life. She loves to start her day walking her dog Bella. Some of her hobbies include baking and photography. “What I love about photography,” she says, “is capturing memories which are what we will look back and remember as time goes by.” Amy feels fortunate to have aligned herself with a company that has the same moral compass she does. She also feels no one should ever be discouraged, lose hope and faith, or feel homeownership is just a dream. “Everyone should have the opportunity to make home ownership a reality and make their dreams come true,” she says. “Everyone and every situation is different. As a mortgage professional, it is my mission to ensure that everyone I get the opportunity to meet never feels anything less than important. People can count on me. This is more than just a house … it’s a home.”

To learn more about Amy Pohl at RPM Mortgage (AZ MLO #0911986, NMLS #182872) visit amypohl.com, call 602.689.6467, or email apohl@rpm-mtg.com. www.

LendUS, LLC dba RPM Mortgage - NMLS #1938 - #BK-0940683. Equal Housing Opportunity. C-437 Top Agent Magazine

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

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

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

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 20

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anything that is not essential to the daily operation of your business.

event of a power failure. An uninterruptable power source supply is also a must for the home office. This will keep your computer running during a power outage until youâ&#x20AC;&#x2122;re able to safely shut it down.

Almost every business requires a computer system. Donâ&#x20AC;&#x2122;t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

It’s essential that you remain committed to your space as office space. You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved. 22

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RANDY WINTON Randy Winton, VP of Mortgage Lending at Guaranteed Rate in Overland Park, Kansas has been providing top-drawer client service to his many satisfied customers since 2006. With the strength of the number one direct lender in the country behind him, coupled with his impressive proficiency, he is currently one of the most reliable and successful Loan Officers in The Sunflower and Show-Me States.

learned a long time ago that it’s important that these transactions be mutually beneficial.”

Randy’s career in lending was not his initial goal. Originally working towards a career in pharmacology, he decided that career would ultimately leave him feeling unfulfilled. “It was a pivotal moment in my mind where I decided this wasn’t what I wanted to do with the rest of my life,” he says. “So I interviewed for a job with a lender, and just kind of took it from there.”

Randy is not only a full-time professional, he’s also a full-time father and husband. Some of his favorite things to do when he’s not providing top-notch service to clients is to relax with his family. He likes to play with his four boys and build couch forts and attend local car shows. He’s also a major donator to his community through local sponsorships and to his church. One of his favorite ways to give back is to participate in the “Night to Remember,” essentially a red carpet Prom Night for those with Special Needs. “I take the time to get to know my clients and develop friendships with them, which turns into opportunities for me to give back beyond mortgage advice.”

His success was almost immediate, and eleven years on he has accumulated an impressive roster of satisfied clients and realtor partners. Working with a staff of four, he is able to provide his customers with pretty much any loan product that is available. “We’re among the number one direct lenders in the nation,” Randy says of Guaranteed Rate. “So if there’s a product out there that exists, we provide it.” One factor to Randy’s success is his commitment to direct, clear and constant communication, and not just with his realtors and clients. “The biggest thing I’ve understood, is that it’s not just buyers who are buying a house, and it’s not just the sellers who are selling a house. There are literally thirty to forty people involved in a single mortgage transaction. That may sound difficult to believe, but when you start thinking about buyers, sellers, lenders, realtors, title companies, inspectors, appraisers, you realize a lot of people are touching the file. So what I’ve done is to look at it as an opportunity for me to service all of these people, and to provide exceptional customer service throughout.” His exceptional communication skills are why his realtor partners continue to hold him in high esteem. Additionally, he believes firmly in a quid-pro-quo manner of doing business. “If they send me business,” says Randy, “then I send them business. A lot of lenders out there aren’t generating their own business outside realtor referrals and friends and family. I generate my own business so I can return the favor. I Top Agent Magazine

What Randy enjoys most about what he does is the opportunity it gives him to help people. “I simply show my clients the math,” he says. “When I’m told that I’m a great salesperson, I reply that I’m not selling anything. I’m simply show my clients the math, and if the math works, we’re going to do business. I can show them how to save the most money in their transactions, and a lot of that is through insurance referrals, title referrals inspection referrals. My goal is to save the most amount of money on any transaction we complete.

As for the future, Randy’s plan is to “grow, grow, grow.” His goal of doubling his business in the next year is made possible, he believes, by the support of Guaranteed Rate. “It wouldn’t be possible without them.”

For more information about

RANDY WINTON, call 913 -972-8042 or email randy.winton@rate.com Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

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