NATIONWIDE MORTGAGE 12-4-23 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

Why Delegating is the Key to

TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

LONG-LASTING SUCCESS Turning Your Profession into a PASSION

COVER STORY

LORENA PEREIRA

3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

FEATURED LENDERS

IAN MOORE HALEY ANNUSCHAT ANASTASIA TACEWICZ CLIFFORD “TREY” QUINN JEFF STIPP

JOE LAPOLLA KAREN FLORES LONNIE GLESSNER MACK HUMPHREY MARK WOOTEN MICHAEL FRAZIER

REBECCA STEVENSON DOUGLAS ROY DUNN STEVE ALONSO TIFFANY HUGHES VIC MALONE

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 and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto 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. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and 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 Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage 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 you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read 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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LORENA PEREIRA

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As a senior mortgage loan officer, Lorena Pereira has consistently been one of the top producers in her field for the last three years. “About eight hours a day, I am originating loans, and working with my clients to request documentation and get them the financing they need.” Once Lorena Pereira stepped foot into the mortgage industry, she was destined to flourish. With a people-loving personality and a focus on community, she’s made great strides as a loan officer since her start nearly a decade ago. Her passion for the industry was ignited by her husband, a successful REALTOR®, who encouraged her to take the course and obtain her license. Since then, Lorena has worked her way up the ranks, from starting as a loan officer for brokers to becoming a senior loan officer for a reputable lender. Her hard work and dedication have paid off, as she has consistently been one of the top producers in her field for the last three years. Lorena finds her work rewarding, especially when she helps clients achieve their dream of becoming a 8 Copyright Top Agent Magazine

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homeowner. Her commitment to excellence and passion for the industry make her an invaluable asset to any team she is a part of. Lorena’s success story is a testament to the power of hard work and dedication. As a senior mortgage loan officer, Lorena’s day-to-day activities revolve around originating loans and providing guidance to her clients. “About eight hours a day,

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I am originating loans,” Lorena explains. “I work with my clients to request documentation and get them the financing they need.” With a focus on the Brazilian community, Lorena helps her clients navigate the financial landscape by providing educational seminars to ensure they understand their options. Lorena spends a considerable amount of time conducting research to identify the right lender and loan product for her buyers,

Lorena’s specialty lies in non-QM loans for primary homes and investments, as well as conventional loans. Her expertise in these areas has earned her a reputation as a go-to loan officer for clients who face unique challenges due to their residency status. particularly those who are immigrants or do not have traditional documentation for conventional loans. Lorena’s specialty lies in non-QM loans for primary homes and investments, as 10Copyright Top Agent Magazine

well as conventional loans. Her expertise in these areas has earned her a reputation as a go-to loan officer for clients who face unique challenges due to their residency status. Ensuring that her clients are well-informed throughout the loan Top Agent Magazine

process, she proactively communicates with them to provide updates and answer any questions they may have. Lorena’s dedication to her clients extends beyond the initial loan process as she regularly follows up with them to check in and update them on current market trends. This level of personalized service has earned her a reputation as a trusted advisor and a reliable source of guidance. Licensed in 4 states, she can serve buyers in many areas, which has allowed her to develop a broad network of clients and real estate agent partners.

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When Lorena isn’t working, she is giving back to her community through her church. She also supports Children International, which provides education, healthcare and resources to children in need. During her free time, she loves to relax with her family. As her business continues to skyrocket, she is enjoying the ride, and can’t wait to see where the path leads. “It gives me so much joy to see my clients happy, and watch them reach a goal they worked so hard to achieve.”

For more information about Lorena Pereira, please call 508-250-5979 or email LPereira@prmg.net

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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IAN MOORE

With a love of people and a talent for numbers, Ian Moore has quickly become a top-producing loan officer in New Hampshire. After earning a degree in finance, he landed a job in the mortgage industry and hasn’t looked back since. “I was a loan officer assistant,” he explains. “So I was able to see what the day-to-day tasks look like for full-time loan officer and after awhile I realized it was not only something I could be good at, but I might actually enjoy it.” A decade later, he’s made great strides in his career and has developed a reputation for delivering excellent service. His business is entirely referral-based at this point, as his REALTOR® partners and past clients know he will provide an exceptional experience to everyone he serves. With CMG Home Loans, Ian is able to offer all types of conventional residential loans. Communication one of Ian’s main priorities in his work, as it helps everyone stay on the same 16

page. “If you ask a real estate agent what they look for in a reliable lending partner, almost all of them will tell you communication,” Ian explains. “Keeping an open dialogue is important.” Ultimately, Ian wants to save his agents time and help them make more money, so he aims to eliminate ancillary tasks and make the process easier. “I’ll take charge of updating the clients, so they won’t have to reach out to their agent for updates. The clients will know what’s going on at every step because my team and I are always keeping them in the loop.” After working together, buyers never hesitate to leave glowing reviews about their time with Ian. One recently said, “We’ve worked with Ian Moore for both the purchase of our home and to remortgage our home. Ian is knowledgeable, super helpful, and caring. He’s like a superhero, he’s so fast and will take care of any and all bumps that may arise during the most stressful time in your life, buying a home. In the past, my Top Agent Magazine

husband and I had a really bad experience with a home mortgage, so I know how bad it can be. We informed Ian of this before we chose him as our loan officer and he made us feel super comfortable and safe and helped us get through that bump and gave us the courage again to buy. We highly recommend Ian Moore.” Other real estate agents also love working with Ian. REALTOR® Jill McGowan says, “Ian Moore is always my #1 recommendation to my clients. His communication style and smooth closings are really what sets him apart. Since I work with a lot of first-time homebuyers, they need a lot of information and hand holding and Ian is always on top of putting their concerns and questions first. No matter what day it is I know Ian will be responsive. If Ian pre-approves my Buyers then I know that they are qualified and the deal will get to the closing table. The whole process is seamless and thorough. I never have to check in because he keeps me updated and that’s really important to me. I really appreciate Ian, his team, and all of his consistent hard work.” When Ian isn’t working, he’s giving back to the community as much as possible through participating in local events and attending networking group meetings. He’s also part of the Chamber of Commerce. During his free time, he loves relaxing with his family, including his fiance, son, and daughter. He also plays golf and follows the New England sport teams. Exciting things are ahead for Ian, as he is currently taking a coaching course which will allow him to expand his business to the next level. “I love working with people, it’s my favorite part about what I do. I love building those relationships and connecting. And it feels great to offer the best service to my clients.” Top Agent Magazine

For more information about Ian Moore, please call (207) 233-4195 or email imoore@cmghomeloans.com

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 18

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 20

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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HALEY ANNUSCHAT

With a passion for helping people that guides her every step of the way, Haley Annuschat helps her clients achieve their goal of homeownership with confidence and ease. Coming from a background in banking, Haley got her start in the mortgage industry in 2012. “I quickly discovered that I loved the business,” Haley recalls. “Since I started as a mortgage loan officer, I haven’t looked back!” Now, as Vice President/Mortgage Loans at Exchange Bank, Haley loves to be there for her clients and help them along the road to homeownership.

calls and I am always available to them—mornings, nights, and weekends. I’m there for them to ask any questions they have, because they might not have gone through the process before and have a lot of questions. I’m here to guide them through that.”

Haley specializes in conventional and government loans, including FHA, VA, HUD 184, and especially Rural Development loans. She has a deep connection to her local market, including strong relationships with both local REALTORS® and past clients. As a result, at least 80% of Haley’s referrals come from word of mouth. “I’ve found that if I take really good care of my customers, they tell their friends, their REALTORS®, and everybody else,” Haley says. A true people person, Haley finds that nurturing those relationships comes naturally. “I focus on taking care of my customer,” she explains. “I return phone 22

Haley enjoys helping each client find the unique solution that’s right for them. “I love putting the puzzle pieces together,” she says. “If I can’t get you qualified for this program, I may be able to get you qualified for that one, and what does that look like? I really enjoy having those conversations and building those relationships with my customers.”

board of directors, and was recognized as a Young Professional of the Year in 2022. Haley is also a Leader Under 40 winner. She is on the Habitat for Humanity committee of the Stillwater Board of REALTORS®. Haley and her husband also have a farm where they raise sheep for livestock and 4-H projects. When she’s not working or giving back, Haley loves to spend time with her four young children. Haley writes a blog, The Mortgage Momma, which is based on her experience as a mom of four sharing her knowledge of the mortgage industry and stories of raising a family in rural Oklahoma. “I enjoy giving followers a glimpse into my world of mortgage lending and my family,” Haley says.

Haley also emphasizes the relationship aspect in marketing herself to REALTORS®. She takes agents to coffee or lunch to get to know them before talking shop. “I want to get to know them and see if we’re going to be a good fit for them,” she says. “I’m very relationship-focused. I also give them an opportunity to try me out—send us a deal, and see how it works. Then we can talk about what worked for them and what didn’t, and that can help us fine-tune our process.”

Looking toward the future, Haley says, “I plan to continue to build and foster relationships, including with new REALTORS® coming into our area. I also want to continue taking care of our customer base and changing to fit their needs. I just love working with people, getting to know them and what makes them tick. Helping people is my passion.”

Haley enjoys giving back to her community. She is involved with the Stillwater Chamber of Commerce, is a past chair of the Young Professionals

Contact Haley Annuschat at 405-743-6045, email haleya@easybanking.net, visit easybanking.net, read her blog at themortgagemommaoklahoma.com, find her on Facebook at facebook.com/themortgagemommaoklahoma, and on Instagram at instagram.com/themortgagemomma_ok www.

http://

www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest. 24

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4. MOBILE-FRIENDLY EMAILS

With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5. TRACK THE PERFORMANCE

OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6. DON’T SPAM UNDER

ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. Top Agent Magazine

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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ANASTASIA TACEWICZ Anastasia Tacewicz has built a successful enterprise as a loan officer by combining her self-reliance with an unwavering dedication to improving the lives of her professional and local communities. “Seeing people grow and being a part of a life changing event can be pretty addicting. You want to help more and more people, and being there for them from start to finish is almost as challenging as it is rewarding.” Sixteen years ago, Anastasia’s journey into the world of real estate began with a stroke of luck while working at a temp agency. “None of this was planned at all. I moved from Russia in 2005, but when I got here,” she recalls, “nobody really cared about my education or previous work experience, so I had to start from scratch.” After doing a data entry job at a mortgage company in New Hampshire, she was hired full time and worked in various roles alongside underwriters, closers, and funders until the industry changed in 2008. “I ended up working with a team of loan officers as a processor and was able to see and learn the sales side of this business, which was very different and more exciting to me. When I realized I was ready to service my own clients, I took the leap of faith and got my Loan Officer license.” The professional relationships that Anastasia established early in her career have served as the bedrock of her endeavors, and she boasts a book of business that is nearly one hundred percent repeat and referral clients. Her present position as Senior Loan Officer at Movement Mortgage helped her average $40 million in annual volume in 2020 and 2021, and despite

recent trends in the industry, she is still poised to continue growing her team. Anastasia’s consistent success is fueled by her geographic flexibility and loan variety: she is licensed in Massachusetts, New Hampshire, Maine, Rhode Island, Florida, Texas, and California, and she offers a variety of conventional, FHA, VA and renovation loans to serve the needs of her clients. “I’m also working on getting my Connecticut license right now – I want to be able to help even more people, just giving 100% and being available twenty-four seven. I think that’s the kind of thing that keeps people coming back.” In addition to expanding her breadth of service, Anastasia is looking forward to dedicating more of her time to her deepest passions: community service and education. Her work within Massachusetts is fueled by her own immigrant experience, and she is eager to pave the path for future generations of homeowners by distributing her knowledge and enthusiasm. “My husband is originally from Ghana, so we have a mixed family, and I think a lot about what it will be like when it’s time for my children to buy their first home. That’s my passion right now, with Movement Mortgage behind me, I have so much support to use my knowledge and my strengths to help people. Our company started a ‘Grab the Key’ initiative to support minority communities and brand new learners to help them bridge the generational wealth gap through real estate. It turned into a whole movement across the country. It’s so rewarding to connect with all the local businesses, nonprofits, charities, and community leaders who share similar goals and make a difference every single day.”

To learn more about Anastasia Tacewicz, please call (617) 301-1332, email anastasia.tacewicz@movement.com or visit: movement.com/anastasia.tacewicz, Instagram, Facebook and Grab The Key www.

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

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

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

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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

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

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

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

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JOE LAPOLLA A dedicated mortgage professional with strong roots in the Boston area, Joe Lapolla has always been passionate about empowering those in his community. For years, he built a successful career in the restaurant industry, co-owning a popular restaurant with his family. Following the sale of his business in 2020, Joe went searching for a new opportunity that still spoke to his outgoing personality and entrepreneurial spirit. Inspired, he decided to switch tracks and join the mortgage industry, drawing from his strong foundations in customer relations and business management to establish a network of satisfied clients. Today, Joe is a Loan Originator with NRL Mortgage, where he assists clients throughout the Greater Boston Area. Combining his penchant for open communication with his strong business acumen, he has cultivated a distinct workflow to meet the needs of any client—from first time buyers to investors and those looking to move up in the local market. At NRL Mortgage, Joe offers his clients a variety of lending options. Well versed in a suite of mortgage products—including Conventional, FHA, VA, and USDA loans—he thoughtfully guides his clients to the right choice for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins and an annual mortgage review to provide ongoing support and ensure each client is thriving in their new home. Since delving into mortgages, Joe has earned a fantastic reputation throughout Massachusetts, with the majority of his volume coming from repeat clients and referrals. He remains focused on the unparalleled standards that set him apart. “Drawing from my experiences owning and managing a restaurant, I truly understand the importance of providing outstanding customer service,” he says. “Transferring those values into the mortgage industry, I’m able to better assist my clients. From 32

maintaining open communication throughout the transaction to providing assistance beyond the day of closing, I’m always here to explain the process and help them make well-informed decisions on their future.” Outside of mortgages, Joe is a proud husband, father, and grandfather—valuing family above all else. He can be found cooking for his family, visiting the gym, playing ice hockey with friends, or volunteering within the Boston community. A member of the North Shore Chamber of Commerce, he enjoys contributing to local events and non-profit organizations like The Sunshine Kids throughout the year. As his volume maintains its steady growth, Joe intends on scaling his vision of boutique client service further throughout the region. In the meantime, though, he looks forward to all the new connections and opportunities that await. “Throughout my life, I’ve always been a numbers guy,” he says. “I love the process of meeting with a client; analyzing their credit, assets, and income; and seeing how their whole file comes together. At the end of the day, there could be nothing more rewarding than showing my clients their options and helping them realize the dream of homeownership.”

Contact Joe at (978) 209-1028. email joe.lapolla@nrlmortgage.com, visit nrlmortgage.com/JoeLapolla https://

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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

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

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

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

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

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

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

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LONNIE GLESSNER Lonnie Glessner of Littleton and Estes Park, Colorado has established a legacy of trust and integrity by combining his passion for education with professional experience as a past licensed financial advisor and real estate statistician to fuel his lending operation at Modern Mortgage. “I’m a stats geek,” Lonnie says. “I teach classes on our real estate market and sales tips for REALTORS®, I record a weekly YouTube video and I write a weekly newsletter that has over 1,200 subscribers for my REALTORS®. I just love to teach people.” Originally, after graduating from Central Washington University with a degree in Accounting, Lonnie pursued a career on the retail banking side of the industry. One fateful morning nearly 25 years ago, Lonnie approached his employer looking for a challenge. “This all sort of started with a fluke,” Lonnie recalls. “I was making nine dollars an hour, bored out of my mind, and I went up to my boss and asked them, ‘What else could I do here?’ They gave me two options: mortgages or financial planning. I interviewed for the mortgage position, it went great, and I’m still here!”

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

Today, Lonnie and his full-time assistant average $45 million in collective annual loan volume, and they boast a book of business that is 100% repeat and referral. With a successful closing rate over the past ten years averaging over 99.5%, it’s no surprise that, since 2010, Lonnie has been consistently celebrated as one of Denver’s Best Mortgage Professionals. “The REALTORS® I work with know our reputation for reliable closings,” he explains. “Once you establish that kind of consistency, the referrals do the work for you.” In addition to his ironclad reputation amongst industry professionals, Lonnie takes great pride in his continued passion for assisting first-time homebuyers, particularly veterans. “We have lots of them here in 36

For more about Lonnie Glessner (NMLS ID #270417) with Modern Mortgage, call 303-881-6374 or email lonnie@mod-mortgage.com Copyright Top Agent Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 38

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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MACK HUMPHREY From the football field to owning his own mortgage brand, Mack Humphrey’s journey into real estate was anything but ordinary. After a chance meeting with the owners of a mortgage company while working at a fitness center, Mack, an ex-football player, was handed an unexpected opportunity that reshaped his career. The owners saw his natural talent for working with people and decided to give him a shot in their company. That decision took him to an office in Solana Beach where he realized he could make a living while enjoying the ocean breeze. From an entry-level position, Mack climbed the corporate ladder, going from a loan officer to area vice president, before deciding to venture out on his own. He’s now the proud owner of his boutique brokerage firm, Game Changers Lending Team, overseeing a team of six and prioritizing client service over the numbers game. Mack’s company name was the perfect choice, as he and his team aren’t just loan officers, they’re game changers. With over two decades in the business, Mack’s experience spans across various loan types, but he has a soft spot for VA loans, where he gets to work with veterans. He’s helped create the ‘Hero Home Program’, a custom-designed initiative catering to the specific needs of each client. What truly sets Mack apart, however, is his devotion to exceptional client service. About 95% of his business comes from referrals, an impressive testament to the positive experiences his clients have. He guarantees this by offering a unique ‘Perfect Mortgage Promise,’ where he checks in with clients every three months to ensure their satisfaction. “Our main goal is to make sure everyone involved knows what is going to happen next,” he explains. “We play everything out for you before it starts, so you understand each step.” This high level of communication and hands-on service makes his clients

feel at ease, even when they’re navigating the often daunting mortgage process. As Mack says, “My referral partners are the lead singers, and I’m the drummer, making everything sound great and keeping it all on beat,” he says. His love for serving others extends beyond real estate, evident through his substantial involvement in the community. For every loan he processes, he donates up to $500 to suicide prevention and mental health awareness initiatives, particularly working with NAMI (National Alliance for Mental Illness). Recently, they successfully raised about $1500 in a walkathon. Starting in September, Mack is sponsoring host homes for adults with disabilities, even renting out one of his personal homes for this noble cause. During Mack’s free time, he can be found coaching his daughter in soccer, going to the beach, bike riding, hiking, hosting his podcast, and cross-training. He’s a loving husband and father of two girls. Mack’s future vision for his business is exciting and ambitious. He’s taking steps to diversify and expand his offerings by starting an insurance company, Black Knight Insurance, which aims to further streamline his clients’ experience. He’s also focusing on growth, with a goal to onboard approximately 90 new loan officers within the next year and a half. But this growth isn’t just about numbers. It’s about embedding the ethos of Game Changers Lending in each team member to ensure consistent and exceptional service. “I love educating people on the value of homeownership from a generational wealth perspective,” he explains. Mack wants people to associate his business with a feeling of care, trust, and satisfaction. “When people think about our team, I want them to automatically feel positive emotions, and remember what a great experience they had.”

For more information about Mack Humphrey, please call 720-961-2151 or email mack@edgehomefinance.com

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MARK WOOTEN Mortgage Planner Mark Wooten has been serving the Triangle region of North Carolina for over 25 years. Helping people to structure and evaluate their mortgage options, he receives clients solely from the referrals he obtains from builders, real estate agents, financial planners, divorce attorneys, CPAs, and past clients. He has always been interested in the finance industry and has been working in the profession since receiving his degree from East Carolina University in 1991. According to Mark, “I always knew this was my passion.” Today he is a Mortgage Planning Specialist and Branch Manager at First Home Mortgage, where he helps his clients to achieve and maintain their life goals. Averaging an annual volume of around 90 million, his team consists of a Loan Coordinator, Closing Coordinator, Processor, Social Media Liaison, and Underwriter. Together they are able to help customers through every stage of the process. Mark and his crew help the residents of Raleigh, Durham, and Chapel Hill with all types of residential loans, including conventional, governmental, and jumbo-type loans, or those that exceed the maximum amount established by the Federal National Mortgage Association, and the Federal Home Loan Mortgage Corporation. When asked what makes him so successful, Mark attributes his accomplishments to the service he provides. “It’s a seamless process with proactive communication that results in stress-free closings that are consistently ahead of schedule.” He tries to find the most efficient way to manage their cash flow

while minimizing their tax obligations. Throughout the process, he provides weekly status updates always keeping his customers in the loop. Post-closing, he continues to follow up with his constituents with email messages offering educational touch points about the market and ways it may impact their business. It’s no doubt Mark truly loves his profession. “The thing I enjoy most about my profession is my ability to impact families in a positive way with their most important financial decisions. I’m just educating them in general about ways to build a network through home ownership.” Whether it’s helping a family to put their kids through college or save for retirement, Mark’s knowledge and expertise are making a difference in the lives of many. As one former client puts it, “He and his team were amazing. They were so helpful, and the communication and customer service were top-notch! I would recommend them without hesitation! They made an overwhelming purchase easy and were available for all questions and made great suggestions to get me to the closing table!” Mark is a member of the Wake County Home Builders Association, the Raleigh Regional Association of Realtors, the Cary Chamber of Commerce, and the Cary MacGregor Rotary Club. When not spending time helping others to fulfill their dreams, he spends time with his wife and three kids. He also likes to play golf, spend time at the beach, and work out. When looking toward the future, Mark’s passion for the industry continues to flourish. “I want to continue to be a professional resource in the mortgage arena for North Carolina families.”

To learn more about Mark Wooten, you can reach him at MWooten@firsthome.com, 919-219-4321, or via his website at: firsthome.com/mark.wooten www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. 42

Mute social media notifications and create dedicated check-in times instead. Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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MICHAEL FRAZIER Throughout his 27 years in the mortgage industry, Michael Frazier has stood out as a trusted guide for clients and colleagues alike. Michael’s unstoppable work ethic on behalf of his clients translates into results when it comes to getting them clear to close on their loans, and his expertise in the industry truly sets him apart. As Broker/Owner of Home Lending Pros LLC, Michael handles a variety of loan types, with a specialty in government loans including FHA, VA, and USDA. “Many originators are not comfortable with anything but conventional loans, but I’ve never shied away from those,” Michael explains. “I also do a fair amount of conventional and non-QM business. And as a disabled veteran, I enjoy working with other veterans when it comes to VA loan financing.” Michael’s business comes to him through a combination of online marketing, referrals from past clients, and referral partners such as REALTORS®, builders, and other lending institutions looking for a solution for their turndowns. It’s easy to see why people keep coming back and referring their friends and family. “The difference is in the way other people look at me in the business,” Michael says. “I still get a lot of phone calls from originators who work for other companies who I’ve maintained friendships with over the years, primarily because they consider me to be somewhat of a technical expert in the business. If they’re struggling with a loan or trying to get it qualified, they’ll call me to help them figure out how to get it done. I just have that personality where I don’t give up, and we don’t give up on our customers.” For Michael, the relationships he forms along the way are a highlight of the business. “I get a lot of gratification out of helping people get into a home,” he says. “I also enjoy the technical aspect of it: digging in, running the numbers, and finding the right program that’s the best fit for the borrower. But I especially enjoy the relationship with the borrower. The ones I stay in touch Top Agent Magazine

with and stay in touch with me are what brings me a lot of joy in the long run.” Outside of the mortgage business, Michael loves working with horses, as well as doing anything outside. He enjoys working out and is a self-described “health nut” who enjoys staying fit and healthy. He is also involved in his local church. Looking toward the future, Michael says, “I want to grow my company, but grow it organically. I want to make sure we’re always in compliance and that we have the right processes in place for our customers and our referral partners. That way we can provide excellent communication. I’m more interested in having it done well. I just want to have a good solid business that is meeting the community’s needs.” Overall, Michael adds, “I really enjoy writing mortgages. One of the best kept secrets in our industry is the flexibility that this business offers. I don’t think there’s a better industry you can be in, as far as flexibility and what you can create in wealth for your family and for other people.”

To get in touch with Michael Frazier, please call 704-459-1944, email mfrazier@homelendingpros.com, or visit homelendingpros.com www.

REBECCA STEVENSON DOUGLAS Rebecca Stevenson Douglas of Motto Mortgage Preferred in Maryland has built a successful career as a loan originator by combining her professionalism and diligence with an unparalleled dedication to client and agent education. “I love being able to make the whole process better for everyone involved. This can be a difficult experience if you’re not working with people who are willing to answer questions no matter what time you’re calling, explain documents and estimates, and just generally go the extra mile. Mortgage is a quirky business,and trying to make it a pleasant experience for everyone brings me tremendous joy.” Rebecca had a successful career running an international consulting firm focused around thoroughbred horseracing, but after 25+ years, transitioned to the nonprofit sector where she was recruited by one of her board members to make the leap. “I was working as the Operations Manager for a nonprofit leadership organization in Southern Maryland,” she recalls, “and one of the board members was a mortgage loan originator – he had asked me for quite some time to come and work for the company. His original intent was for me to become a processor, because of my organization and communication skills, but when I sat down with the company the only position they had available was as a loan originator. That’s how this all got started!” Since becoming fully licensed in July of 2017, Rebecca has steadily built a book of business that is now over ninety percent referral clients. Her candor and willingness to share her knowledge and personal experiences have made her a reliable resource for agents in Maryland, Florida, and Virginia. “Several years back, after refinancing our

own home, I was left feeling there has to be a better way, and started building my own approach. I told myself: ‘I’m going to do this in a way that’s transparent and not salesy – more like a financial advisor than anything.’” This tried-and-true framework landed her a position as Vice President and Senior Loan Officer at Motto Mortgage Preferred when they opened their doors in November of 2021. She is experienced with a variety of loans, including FHA, USDA, and conventional; with a considerable portion of her work serving our veterans in the Southern Maryland region with VA loans. Despite Motto being a relatively new establishment, Rebecca still managed to clear forty-five loans over the course of the year, with nine of them closing in December. With her position cemented in the industry, Rebecca is excited to continue her growth alongside her most trusted ally and transaction coordinator: her daughter! “I’ve gotten her into it – she’s twenty-five, and she’s learning and growing along with me. We’re excited to build out our family run unit, and for 2023 we’re focusing on how to structure a team to help more clients and agents. We plan to focus on agent education and helping them be as successful as possible – our LO’s are teaching two classes at an expo next week with about one hundred agents!” In addition to connecting with her colleagues, Rebecca and Motto Mortgage Preferred support the extended neighborhood, and she’s particularly proud of Motto’s Mission Against Hunger. “I previously worked with the Center for Children, and now we are actively involved with Farming for Hunger and the food pantries in the tricounty area. We volunteered at a bike ride to end hunger last year, and now that we’re structured and rolling, we’re looking to dig a whole lot deeper into our community.”

To learn more about Rebecca, email Rebecca.Douglas@mottomortgage.com or call 301-481-5202. LinkedIn: linkedin.com/in/rebeccastevensondouglas, Facebook: facebook.com/loanswithrebecca, Instagram: instagram.com/douglasteamhomeloans www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day. Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards. With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute. Top Agent Magazine

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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ROY DUNN With his dedication to availability and communication, Roy Dunn truly stands out in the mortgage industry. Since moving to Myrtle Beach from Virginia over 20 years ago, Roy has been serving homebuyers and REALTORS® in his local community. Roy joined Homebridge in 2008, when it was still a small company with only 40 employees. Since then, Homebridge has grown to over 8,000 people, and “I’ve been along for the ride,” Roy says. “It’s been great fun!” The majority of Roy’s loans are conventional mortgage purchase loans, but as he points out, “One of the reasons I’ve been with Homebridge so long is because there’s so much creativity here and there are so many out-of-the-box opportunities to help people. We can do creative loans for self-employed people, people with low credit scores, and any other quirks that buyers may have in their scenario.” As Roy says, “A big part of my business is a passion for the first-time homebuyer. I like to work with them every opportunity I get, because they are the ones I can help the most. The basis of my business has always been conversations, and first-time homebuyers really appreciate those conversations. They have lots of questions, and they seem happiest of all at the end of the process – at the closing table. They appreciate the help we give them, and our team receives compliments at the end when we’re working with them because they love the service that we give them.” When it comes to repeat and referral business, Roy focuses his efforts on staying in touch with REALTORS®, but he also has an impressive rate of clients who come back and refer him to their friends and family. It’s easy to see why. “Communication is the #1 reason people come back,” Roy says. “The communication process we have is second to none. We have a system called ‘The Life of Your Loan’ that keeps everybody up-todate on what’s been accomplished in the process and Top Agent Magazine

what remains to be done. That way, everybody in the process always knows exactly what’s going on.” Outside of the mortgage business, Roy likes to be active in his community. He is an elder in the First Presbyterian Church of Myrtle Beach and has also enjoyed coaching youth sports. When he’s not working or giving back, Roy enjoys traveling with his wife and playing golf with friends. Looking toward the future, Roy says, “My plans are to stay the course. The most important thing for me is having conversations with people, and as long as I can meet my own expectations for how many conversations I have in a day, I know success will continue to build and relationships will continue to build. I love the platform of Homebridge and the creativity it gives me. It’s a wonderful company, and I have been with it from the start. I love where I am, and I love the relationships.”

To find out more about Roy Dunn, you can call 843-446-HOME, email rdunn@homebridge.com, or visit homebridge.com www.

STEVE ALONSO You don’t often think of a small mom and pop mortgage broker shop lending more than $113 million a year, but that’s exactly what Steve Alonso, manager of the Colorado and Arizona branches of Discount Mortgage, has accomplished with a staff of just himself and two assistants. In fact, Steve has managed to work his way to the top of every position he has held in the mortgage business for the past 24 years. “I’ve always been a very hard worker,” Steve explains. “I try to go out of my way for each client and go above and beyond, like going to all my clients’ closings and always meeting with them in person. That has allowed me to develop a loyal database of clients that has followed me through different companies I’ve worked with over the years.”

job is when I see the people’s faces when they get that set of keys handed over to them.” Often, he explains, clients come to him with poor credit, “perhaps because of mistakes in their past, and we fix their credit and ultimately get them into a new home. We’ve had clients who we work with for two or three years to find the right house and get the credit where it needs to be. It’s so rewarding to see that happen on the day of closing.” His exceptional service and personalized approach have earned Steve a strong referral business, comprising approximately 70 percent of his overall clientele. REALTORS®, builders, financial advisers and satisfied clients are among the sources of referrals that continually endorse his expertise.

Initially, Steve became a certified mortgage planning specialist and achieved the distinction of “Top Performing Loan Officer” for 15 consecutive years. Upon steadily growing his business as a loan officer, he has grown his branches by 157 percent. What sets him apart is his commitment to building personal connections with his clients. He understands that each person’s situation is unique, and he takes the time to listen and relate to their needs.

Apart from his professional success, Steve believes in giving back to the community. His company actively supports charitable organizations such as Big Brothers Big Sisters of America and the Starbright Foundation. They also sponsor youth sports leagues and organize events like an annual car wash, all aimed at benefiting the communities they serve. Outside of work, Steve enjoys spending time in nature, particularly camping and exploring the beautiful lakes of Arizona. As for the future, he envisions passing the business on to his sons, Tim, John and Caleb, allowing them to continue the legacy he has built.

“We do a good job of making a personal connection with our clients,” he shares. “Everyone’s situation is different, and a lot of people are intimidated by the process of financing a home. We’re able to relate to everybody’s personal situation and put together a loan program that will fit that situation.” He adds that showing compassion for all his clients is paramount. “Caring about them on a personal level, caring about getting them into a house, is so important.” Getting to the finish line is the ultimate satisfaction for Steve. “What I find most rewarding about my 48

Discount Mortgage Advisors MORTGAGES MADE SIMPLE

To contact Steve Alonso, call 602-570-6757 or email steve@discountmortgage.us Top Agent Magazine

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

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

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

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 50

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

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

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TIFFANY HUGHES With a compassionate and caring attitude toward her clients, Tiffany Hughes stands out in the mortgage industry. For 27 years, Tiffany has helped thousands of clients achieve their homebuying goals, and her specialty focus on clients who are contemplating or going through divorce, allows her to assist people through a time of great change in their lives. Regardless of their situation, clients know they can turn to Tiffany to help get them on the right track. As owner of Athena Mortgage Group, an independent mortgage broker, powered by MAC5 Mortgage Inc., Tiffany serves clients throughout the state of Colorado. Over 90% of her clients come from referrals, a sure sign of the trust and respect Tiffany has earned among her colleagues. In addition to referrals from past clients, much of her business comes from real estate agents, divorce attorneys and mediators Tiffany works with regularly. “Especially when working with divorcing clients, the process requires empathy as well as patience to get them from start to finish,” Tiffany explains. Divorce attorneys and mediators contact Tiffany early in the process to provide her expertise and assistance. “When clients are referred to me, we go through loan scenarios and discuss whether they can afford to refinance and buy out the spouse, or whether they need to sell and downsize,” Tiffany says. “It provides a reality check for them so they can wrap their mind around what’s realistic and what’s not. My passion is in helping women and empowering them with knowledge, education, and support.” To that end, Tiffany has started Women4Women (women4women.info), a website dedicated to providing

a platform where women can ask questions of other women members, as well as attorneys, real estate agents, financial advisers, and Tiffany herself. “I have been focused on building the Women4Women platform as a safe place for members to go to ask questions and get information,” Tiffany says. “I am also part of a group called Divorce Advice Colorado (www.divorceadvicecolorado.com) that does monthly seminars for people contemplating or going through divorce.” A Colorado native who was born and raised in the state, Tiffany is passionate about sharing information to clients who are interested in relocating to Colorado. Her Explore Colorado page (www.newchaptersco.com/ explore-colorado) includes sections on places to see, things to do and figuring out where in the state to live, with the Colorado Profile quiz. In past years, Tiffany has served on the board of the Colorado Association of Mortgage Professionals to give back to her industry and her community. When she is not working, Tiffany enjoys running, camping, gardening in the summer, downhill and cross-country skiing in the winter and working out and traveling all year long. “I’ve lived and traveled all over the state, and my goal in the future is to work more with people relocating to Colorado, as well as women going through divorce,” Tiffany says. “I love helping new and past clients. I truly feel that every loan is a puzzle. And if I can figure out that puzzle, I can make a difference in people’s lives.”

To find out more about Tiffany Hughes, you can call her at (303) 549-0891, email Tiffany@AthenaMtgGroup.com or find her online at newchaptersco.com www.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesn’t come cheap. This means that making 52

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul. 54

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VIC MALONE Dedicated to the client experience and always available to answer questions every step of the way, Vic Malone is a mortgage professional who truly goes the extra mile. Having served in the Navy for 27 years, Vic is guided by the values of integrity and service, and he is passionate about helping his fellow vets and first-time homebuyers alike. As Broker/Owner of Peak Seven Mortgage, Vic serves primarily the Colorado Springs area. Most of his business comes from agent referrals, and it’s easy to see why REALTORS® keep bringing their clients to work with Vic. “What I do, I do extremely well,” Vic says. “Agents know that when I get their clients pre-qualified, I will close the loan. They also know I can close loans quickly and anticipate issues ahead of time and resolve them expeditiously.” Vic’s accessibility also goes a long way toward cementing his reputation. “I’m responsive and answer my phone. I work with clients on weekends or whenever they need me. Whenever there’s anything they need, or when they have questions, they know they can call me and I’m available. I work when they need me to work, and they like that.” In addition to helping first-time homebuyers, Vic specializes in helping his fellow veterans navigate the terrain of VA loans. “I’m very vet-focused,” Vic says. “I am one of about 120 moderators for VettedVA (VettedVA.com), an organization of mortgage and realtor pros that vet, test, conduct continuing education and hold each other accountable. With five

military bases nearby, I share my expertise with a lot of vets that are looking for sound advice without being sold.” Vic’s clients report high levels of satisfaction, and he has over a hundred 5-star ratings on Google and Zillow. “In my reviews, clients often say that the process was much simpler and smoother than they anticipated,” Vic explains. “When they work with me, they know they will be working with the same person the whole way through. A lot of places you go, you’re put on the “loan conveyor belt” and handed off from one person to another. Instead, I develop a rapport with clients and maintain that rapport throughout the whole process.” Vic likes to give back to his community. His involvement with veterans involves advocating and giving talks on VA loans to educate REALTORS® and buyers, as well as educating other homebuyers on the process. When he’s not working or giving back, Vic enjoys mountain biking, skiing, hiking, traveling, and woodworking. Looking toward the future, Vic says, “I want to keep doing what I’m doing, making sure my clients have confidence every step of the way and working with them all the way through. I enjoy providing the most exceptional client experience that I can, with speed and efficiency. I love working with people and educating them, and I love getting them a much better deal than I know they would get anywhere else, especially on a VA loan. That’s what gives me satisfaction.”

To find out more about Vic Malone, you can call him at 719-304-4900, email vic@vicmalone.com or visit peaksevenmortgage.com www.

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