NATIONWIDE MORTGAGE EDITION
3 TEAM BUILDING EXERCISES to Revitalize Momentum in the Office RACHAEL ANGELINI
JD DOOLIN
Try vs. DO
JD DOOLIN MATTHEW J. DOUGLAS
TAMMY HAJJAR MILLER
3 Ways Joining a Professional Organization Can MAKE YOUR BUSINESS BETTER 4 WAYS TO WIN the Battle Against Procrastination
MATTHEW MORRELL
PATRICK TOBIN
10 Seconds to CHANGE A HABIT
NATIONWIDE MORTGAGE EDITION
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RACHAEL ANGELINI
JD DOOLIN
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MATTHEW J. DOUGLAS
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JD DOOLIN
TAMMY HAJJAR MILLER
MATTHEW MORRELL
PATRICK TOBIN
CONTENTS 4) 10 SECONDS TO CHANGE A HABIT 9) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE 12) TRY VS. DO
18) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER 21) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION
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10 Seconds to Change a Habit By Barry Eisen
I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). 4
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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine
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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes
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When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.
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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.
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Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, 2016 Barry Eisen. All rights reserved.
Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 6
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JD DOOLIN After many successful years in the Customer Service industry, JD Doolin decided to switch gears when he saw an opportunity at a call center with a large Retail and Wholesale Mortgage Lender. “In 1999, I began my career in the mortgage industry. After starting at the call center, I became fascinated with the Industry. I then took a position as a Warehouse Accountant, a Funder, a Coordinator, and a Processor. “I pretty much had every position you can have before eventually moving over to sales in 2005. Understanding the way the Mortgage Industry works inside and out has really given me a unique advantage and I think it has been crucial in achieving the long term success that I have had”. JD is currently a Sales Manager and Producing Loan Officer with Fairway Mortgage, one of the top independent lenders in the country. “Fairway is the best company that I have ever worked for. Being a direct lender to Fannie Mae, Freddie Mac and Ginnie Mae offers me the benefits of having no layered guidelines and some of the best rates in town. If there is a product out there that I don’t have, we can broker the transaction to get the deal done.” Another thing that has been instrumental in his success is his focus on providing an unsurpassed level of communication with his clients and Realtor® partners. “The speed of response and follow up is so important in this business. I always offer everyone I’m working with clear, constant and honest communication. I may not always tell you what you want to hear, but people appreciate that honesty. My goal is always to exceed expectations. When you get a Pre-Approval Letter from me, everyone involved in the transaction knows that things are good to go. Agents know that they can start shopping and are going to have a smooth transaction. Our reputation for making deals and closing on time is solid.” We have become the #1 Purchase Lender in Maricopa County, one deal at a time. We want our customers to have an amazing experience and to tell all of their family and friends.” JD feels like the business is about building lifelong relationships. “I’m a real guy and I’m able to work and relate to all types of people. I really care about helping my clients make their real estate dreams come true, so I make myself available to them pretty much 24/7.” He is there to shake their hands at the beginning and is there at the closing table at the end. “By the end of the transaction, we have built a strong 8
relationship with a solid foundation of trust. I want them to feel comfortable recommending me to their friends and family. The goal is to create a customer for life and we know that has to be earned.” JD is actively involved in his community and supports several charitable organizations, including the American Warrior Initiative, which helps wounded Veterans with mortgage free homes, business grants and even Service Dogs. Through his company, he supports Fairway Cares, which helps families dealing with the financial stresses caused by catastrophic injury or illness. “One of the things that drew me to Fairway was their focus on giving back. You have the option to donate a portion of every paycheck to the charity of your choice, which is pretty amazing.” When he isn’t working, JD enjoys spending time with his wife and kids, and taking weekend trips whenever possible. JD would like to continue to see his business grow, as well as helping to grow the Fairway brand, all in an effort to give back more to the communities they represent. “I want to add more loan officers in the next year, so that we can continue to help as many families as possible. I love this business. Every day is different and I’m always learning new things. There’s no better feeling than watching families that you help grow. I want to mentor younger loan officers, and watch them grow as well. My goal for myself and for Fairway is to be the best. If you’re looking to grow your business or achieve your real estate dreams, we want to be the mortgage professionals you think of to make that happen.”
To learn more about JD DOOLIN call 480 - 694 - 2566 or email jd@fairwaymc.com Copyright Top Top Agent Agent Magazine Magazine
3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine
members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.
Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can
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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.
Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 10
to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.
When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.
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RACHAEL ANGELINI 20 years ago, Rachael Angelini had a successful career in retail, selling jewelry. It was there that she made the connection that would set her on a completely different career path. While working at the jewelry store, she had a coworker who left to join the mortgage industry. He convinced her to do the same. He thought that with her people and sales skills, she would be a perfect fit. She decided to make the leap and hasn’t looked back.
Rachael not only builds strong relationships during the active transaction, but she maintains those relationships long after, ensuring that people feel comfortable. They then in return will recommend her to their friends and family. Her clients will always return to her whether they are purchasing a new property or looking to refinance. Rachael has a large presence on Facebook, and uses it to great effect to stay in people’s lives.
Rachael is currently with Freedom One Funding, one of the premier boutique mortgage brokers in Upstate New York. Freedom One Funding has a reputation for being able to provide an almost unlimited number of programs and loans, as well as the lowest rates, allowing their clients to find the financing that best suits their needs. Although she excels in all types of transactions, Rachael specializes in helping people with low credit scores secure financing.
Rachel couldn’t be more thrilled with where she is in her career and would like to continue to grow her business, helping even more people obtain the American Dream of homeownership. “I’m always looking for new ways to improve my service and to make the process even more streamlined and stress-free for my clients. I love helping people with all their real estate financing needs, but there is something still so special about helping first time home buyers. It’s so rewarding to sit across from them and see the excitement on their faces. It reminds me of why I do what I do to help make people’s real estate dream come true.”
Rachael’s dedication for going above and beyond for both her clients and her Realtor partners has been instrumental in her success. “In this business especially, your reputation is everything. I bend over backwards to make sure my clients and Realtor® partners feel well taken care of. I always answer the phone, I’ll drive to pick up documents if necessary, anything I can do to set myself apart from others, I do it. I really care, and I think it shows.” Rachael’s motto “You have a choice. You can throw in the towel or you can use it to wipe the sweat off your face.” is another key to her success. “When I started out it was hard. I had to learn everything about the business and I think it really gave me a determination and a strong work ethic. I never gave up. I knew that anything was possible if I kept working at it. I take that same approach with my clients. I never turn someone down. I work with them for as long as it takes to help them achieve their goals. My dad was in sales and one thing he taught me was that you treat everyone the same. This business is all about referrals and when you work that way, treating people with respect, they really remember it.”
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Rachael is active in her community and is a particularly big supporter of the ASPCA and any organization that supports and aids animals. When Rachael has free time, she enjoys being active and is probably training for her next triathlon.
To learn more about
RACHAEL ANGELINI call (518) 852 - 4930 or email rangelini@freedomonefunding.com Copyright Top Agent Magazine 11
Try vs Do By Barry Eisen
“Do or do not. There is no try.” – Yoda (1977) The day is done. It seems you’ve done a million things. Everything went well. You had loads of energy and you’re stoked. Clients listened to you and acknowledged the clarity and wisdom of your suggestions. Your kids paid attention. Even the dog obeyed. Great feelings! Dawns a new day... You wake up groggy, you become a magnet for clients’ frustrations, you feel invisible, the dog spits up on the thick white rug, an associate points out a huge stain on your shirt, a selling appointment cancels and it’s not even 10:00 AM. Know what you are? Normal. Look around and you will find a lot of normal. Stuff happens to us all. To some, who seem to attract more stuff than the rest (something to be said about selffulfilling prophecies) the distractions feel overwhelming and continuous. Some try their best to turn the tide. Trying doesn’t work. Doing does. Effort is appreciated, but accomplishment creates the lifestyle and is a lot more satisfying. 12
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We use the word often and teach our kids to try hard. Think of what the concept of “trying” implies. We are telling ourselves to make the effort. But how often do we confuse effort and activity with accomplishment? Is it not our egos protecting ourselves from the perceived agony of failure by saying...you don’t have to do what it takes, just appreciate the effort. It’s kinda like the controversy raging on today about all kids getting trophies for participating in a competition, even if they came in last place. Maybe rewards for the little ones keep them engaged, but the reality of life for most adults is about accomplishing, not efforting.
Some try their best to turn the tide. One of the surest ways to become a victim is to try. Trying doesn’t When we commit to trying something and fall short work. Doing oftoadosuccess, we can always claim “ I tried.” Even in failure does. we can claim victory as we achieved what we committed to... I tried! Be careful of the words you use as they become converted into action. As in sports, good effort is appreciated, but the ones who want it more generally prevail. They call it Scoreboard.
The “doer” is the person who takes the bigger risk of making the extra effort. Without the risk to continue and create a victory, you create “normal.” It’s safe but unsatisfying. And worse yet, this settling for the lazy way out develops into whining, excuse making, low energy, irritability and much more. Do what’s right, not what’s easy. The best of your intentions won’t create a better relationship, clean up the planet or make you more money. Top Agent Magazine
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7 DO’s to make a difference:
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Leave every part of your day with a positive accomplishment (even a small one).
In every endeavor, act AS IF you were already successful and capable. Show yourself what you CAN DO.
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Do what’s right, not what’s easy.
Read or listen to positive books or recordings at least 30 minutes each day-spend as much time with personal development as you do growing your business. Look for and apply the lessons that feel right.
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Write out your to-do list every night before you go to sleep, whether you feel like it or not and prioritize it. Let it guide you to better decisions during your day.
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Create a Value Added mindset that allows you to under promise and over deliver. That unexpected extra personal touch, that personalized attention, that piece of humanity, the extra door you knock, the thank you, please, your welcome can put you over the top. It is usually the little things that make a difference.
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Develop strong enough “whys” and the “hows” answer themselves. Dig deeper than just an amount of money. Money doesn’t motivate. Figure out what moves you and your focus will become laser-like.
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Follow through and do it not because you “have to,” but because you “get to.” Play, have fun, lighten up and shine. 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 Copyright©, 2016 Barry Eisen. All rights reserved. 818-769-4300
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MATTHEW J. DOUGLAS Matthew Douglas always had a natural ability for sales, as well as an entrepreneurial spirit. When he was just 20 years old he was running a marketing company, before he moved into investing. It was during this time, that Matthew was introduced to the mortgage business. “The man who was running the investment bank where I was involved, asked me to come work with him at his mortgage bank. I didn’t know anything about the business at the time, but he was pretty confident it would be the perfect fit for me. Here I am 14 years later, and he was right.” After working with several of the big banks, Matthew brought his talents to HSBC. The company appealed to Matthew because of the robust products they offer their borrowers. Although Matthew does the majority of his loans in New York, he also works in New Jersey, Florida Connecticut and California. Matthew truly excels in every type of loan, but because HSBC offers unique products for Foreign Nationals, he has built a niche working with Brazilian foreign nationals. Key to Matthew’s continued success has been his dedication to providing an exceptional customer experience, by offering clear and honest communication with an educational approach to sales. “Everyone involved in a transaction is informed throughout the entire process. I never disappear, even when things hit a snag. A high level of communication is one of the main things people need in this business. I have the experience and the skill set to solve every problem, so I always want to communicate that confidence to the people I’m working with
in order to make everyone more relaxed. When tensions run high, I offer solutions and am able to pull everything together. I work with people new to the process as well as more experienced Realtors® and buyers, but I never assume people know how something works. Part of my job is to educate the people I’m working with.” Matthew’s devotion to his clients and Realtor® partners has earned him remarkably positive word of mouth. “I really care about my clients. That combined with the services and loan products HSBC offers me makes for a winning combination. I take what I do seriously. I’m dedicated to the process. I’m helping people with what is oftentimes their largest asset, and I keep that in mind on every application.” Matthew is active in his community and supports several nonprofit organizations including the Robin Hood Foundation and Wounded Warriors. He is also a regular volunteer with Gerritsen Beach Cares, “I grew up there and it’s important to give back to the community that made me who I am today.” When he isn’t working, Matthew plays soccer several times a week and enjoys playing the drums. He also loves to get out on the water in his sailboat whenever he can. Matthew would like to expand his business in the near future, so that he can help even more people achieve the dream of home ownership,. “I’m always looking to help people in niches that I feel like might be underserved. Everyone deserves to have a level of service that really goes above and beyond. I love what I do. Being able to make a major financial impact on people’s lives is very rewarding.”
To learn more about Matthew Douglas call 718 -753-4205 or email matthew.j.douglas@us.hsbc.com Top Agent Magazine
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TAMMY HAJJAR MILLER Tammy Hajjar Miller, Senior Vice President at The Federal Savings Bank’s Chicago Branch seems to possess an innate ability to understand her client’s needs, even when they’re not sure themselves. Her commitment to thoroughly educating and guiding her borrowers through the often-convoluted mortgage process has inspired loyalty and return business, from clients, realtor and other professional business partners. An accountant by trade, Tammy was casting about for a new career when a Financial Planner she knew suggested the mortgage industry might be a good fit. “I acted on his suggestion, reached out to a friend who owned a small mortgage broker company, and that’s how the legacy began,” she laughs. That was in early 2004, and since then Tammy has developed a reputation as a mortgage professional who is not only able to demystify the homebuying process, but also able to inject some levity, and even fun, into the usually drab transaction. The Federal Savings Bank is a direct lender that operates in all fifty states. And although Tammy’s business initially started in Chicago where she’s resided since she was 3 years old, it’s now expanded across the continental United States as she continues to help her clients wherever they move and invest in residential properties. While Tammy excels at all types of financing products, she is particularly enamored with helping first-time homebuyers. “Money is not a topic that’s often talked about growing up or even amongst friend groups, so I make sure to focus on educating clients of various payment options, products and expected closing costs. It’s not my position to tell a client what to do, but to empower them with the information to make the best decision for their financial situation.” Keeping what can be an extremely stressful situation from overwhelming her clients is something of her stock-intrade, and she does so by trying to lighten the atmosphere.
“I think it’s important to stay informed, but also insert a little fun into the process,” she explains. “We conduct ‘Touch Base Tuesday’ update calls and send high level milestone emails to keep everyone in the loop too, but make people smile with our bit emoji thank you cards, send them occasional gifts, and even host regular Client Appreciation events throughout the year. However, while we have fun, we’re still very clear on what the next steps are to properly set expectations. This allows the client to focus on all the other moving parts, and the realtor the luxury of not having to babysit the transaction so they can focus on helping more families.” With one hundred percent of her business coming purely from referrals, Tammy is clearly a mortgage professional who has established a solid reputation for client service. “I believe people initially do business with people they like,” says Tammy, who does in fact exude an air of relaxed affability. “But what keeps them coming back is that my team and I get the job done, and done well. Our focus is on the client experience from initial contact through close, and even fostering that relationship as a lender for life.” As for the future of her business, Tammy’s eyes are focused on continued growth. “20% year over year is sustainable growth while continuing to raise the bar on client service levels.” She also aspires to be an icon in the mortgage industry and role model for other women in business. “I strive to be an example of excellence to other successful women in business,” she says. “One who is nurturing, yet is business savvy and has edge. A professional who is known to get the job done with grace and precision.” When asked what advice she would give perspective clients, Tammy pauses for a moment before answering. “Have a curious mind. Ask questions, a lot of them. This is one of the biggest investments of your life, so make sure you have THE best team available to help you.”
For more information about Tammy Hajjar Miller, please call 312-667-1965, email tammy@thefederalsavingsbank.com, or visit her website at tammyhajjar.com www.
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3 Ways Joining a Professional Organization Can
Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale. How can you make the most of your sphere of influence? The answer lies in professional organizations.
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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.
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1. Expand your skillset. It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.
2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros. But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine. This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization Top Agent Magazine
creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.
3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet. The old saying stands true: if you want to go fast, go alone; if you want to far, go together. In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.
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MATTHEW MORRELL Top Mortgage Advisor Matthew Morrell of Alpine Mortgage Planning has forged a career on honesty, clear communication and a commitment to educating his borrowers on the complexities of the mortgage process. “I love the education part of it,” says Matt. “I’m a millennial, so I hate being sold to. I’m never going to be the guy who sells them or calls them every week asking if they’ve found a home yet or need my help. I simply want to educate my clients, to run numbers and make sure they understand their options. I want to explain to them how interest rates work, how borrower-paid mortgage insurance works versus lender-paid mortgage insurance. I want to really dive deep instead of just being the guy who quotes a rate and tries to beat everyone on price. While we’re competitive on price, I don’t want to be just a sales guy.” Matthew segued into the mortgage industry from a career in finance. “I was a financial advisor,” says Matthew, “and one of my clients was a young, successful Mortgage Broker about the same age I was, and when I got to know him over the course of a year, I got to see the type of person he was, along with how successful he had become. I eventually approached him and asked if I could work with him and be mentored by him. He agreed, and I pursued the opportunity.” That was in 2015, and that mentor, Jason Thibodeau, is now his partner. “We’re called the JM Group here at Alpine Mortgage,” he says. Working primarily in Los Angeles and Orange County, the JM Group’s business consists entirely of referrals, with 80% of that coming from realtor partners. “We do zero marketing and advertising,” says Matthew. Eschewing the bells-and-whistles approach favored by some of his competitors, Matthew understands the value of keeping things simple in a business that, almost by definition, can be extremely
convoluted. “I like to think of it in simple terms,” says Matthew. “I think a lot of people try to complicate this business, but in reality what we’ve found is that agents are simply looking for someone who will pick up the phone, who does what they say they are going to do. It’s extremely challenging in this industry to find that.” The JM Group stands on a solid foundation, having built itself from the ground up through hard work in it’s early stages. “The way Jason coached me to build my business was simply boots on the ground, so every single Sunday we were out doing open houses. We’d introduce ourselves to the agent, and the following week we’d be sending out handwritten notes, which are a huge part of our business. For the first two years in this business I was going to open houses every Sunday instead of staying home and watching football.” Clear, consistent communication are of paramount importance to Matthew. “During the transaction we have technology that lets our borrowers know where they are at each stage of the process. Of course, with the larger milestones, we’re picking up the phone and we’re talking to them,” he explains. “After the process we usually give them a small closing gift, and we put them into a follow-up system for the next five years.” When he’s not working, Matthew enjoys spending time with his wife, golfing, and simply getting outdoors. “We’re always cooped up in an office,” he says. “The energy and stress in this business can be really high, so it’s important to get outside and let that stress go.” As for the future, Matthew’s plans include continuing to build the JM Group’s team. “I want to help Loan Officers who are coming into the business who have no direction, and really use the platform we’ve built to coach and mentor them.”
For more information on Matthew Morrell, please call 562 - 240 -6802 or email MMorrell@alpinemc.com 20
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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine
work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With
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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.
1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.
2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 22
list can inspire you to continue on to the next item in the spirit of productivity.
3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.
4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.
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PATRICK TOBIN Growing up, Patrick Tobin watched his father navigate the real estate world as a mortgage banker, working hard, earning success, and still maintaining the flexibility to coach his children’s sports teams—a winning combination. After college, Patrick decided to follow in his father’s footsteps, and in early 2009 he began learning the ropes. With his father’s thirty years of experience to guide him, Patrick launched his career in sales, adding a fresh face and approach to the mortgage game. Today, nearly nine years after he began, Patrick has carved out an esteemed reputation for lasting client relationships, quality service, and incisive execution. While he’s licensed in the states of Massachusetts, New Hampshire, Maine, Florida, and Connecticut, Patrick primarily serves the greater Boston area and Cape Cod markets. There, he spearheads his work alongside partner Annmarie Edwards, supported by Patrick’s sister, Erin, who joined the family business as a full-time coordinator. At FBC Mortgage, LLC, Patrick offers clients his services under the banner of a direct correspondent lender, dealing in a range of loan products for a variety of homebuyers. From Fannie Mae and Freddie Mac, to conventional products, VA/ USDA and even portfolio options—Patrick’s offerings run the gamut and ensure that no matter his clients’ homeownership goals, there’s a loan product that suits their vision. Beyond his extensive background in the industry, Patrick’s relationships with borrowers and referral partners further set him apart. Accordingly, the entirety of his business is based on repeat and referral clientele. More than half of that is driven by professional referral partners—like agents and financial advisors—who turn to Patrick for his dependability, geniality, and ability to get things done effectively and on time. Likewise, steadfast communication plays a significant role in Patrick’s success to date, as keeping all parties in the loop goes a long way to reduce stress and streamline the transactional process. “Communication is key,” he explains. “We’ve developed systems in our office so that clients are kept up-to-date constantly, including weekly updates on the file and where we’re headed. Clients trust our ability to meet deadlines and we’ve gotten great feedback about our communication and our consistency in reaching out.”
To stay connected with his network, Patrick and his team host monthly and quarterly events to remain top-of-mind with clients. In fact, cultivating relationships with longevity is among Patrick’s top priorities. To accomplish this, he not only delivers on his professional promises, but he makes a thoughtful, strategic effort to build his business on quality over quantity. As such, the vast majority of his referral partners continue to cite his services, even seven or eight years after their earliest encounters. With a business built entirely on clients’ word-ofmouth and satisfaction, Patrick’s commitment to quality is woven into the very fabric of his work. In considering what he loves most about his day-to-day work, Patrick says: “If you work hard in this business, there aren’t a lot of barriers to success—it’s what you make of it.” To give back to his community, Patrick participates in a variety of professional and charitable causes. He coaches a baseball team for ten to twelve-year-olds through South End Baseball League, one of the last, if not only free baseball leagues in the city for kids eight to eighteen. He is also an avid supporter of Summer Search, through the Boston chapter’s Young Leadership Committee. This organization fundraises for underprivileged high school students, raising resources to send students to Outward Bound summer programs, and partnering with youth for college counseling and prep. In his free hours, Patrick is a major sports enthusiast and Patriots fan. He enjoys heading out to his hometown of Barnstable on Cape Cod to soak up the sun at the beach. He also loves to golf and spend time with his dog, Cash. As for the future of his business, Patrick shows no signs of slowing any time soon. His hope is to develop the next generation of mortgage talent, fostering up-and-coming loan officers as they ascend the ranks and change the face of the industry. With nearly a decade of esteemed experience behind him and a determined eye on the future ahead, the years to come are bound to be prosperous for Patrick Tobin and FBC Mortgage, LLC.
To learn more about Patrick Tobin visit PatrickWTobin.com, e-mail ptobin@fbchomeloans.com, www.
call (508) 274 -8645, or visit Facebook at facebook.com/TeamTobinEdwards. www.
Equal Housing Lender. FBC Mortgage, LLC NMLS# 152859. Massachusetts Mortgage Broker and Lender License #MC152859. Patrick Tobin NMLS# 441867. Top Agent Magazine
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