NATIONWIDE MORTGAGE 2-10-20

NATIONWIDE MORTGAGE EDITION

HOW TO OVERCOME

YOUR WORKPLACE FEARS

PRODUCTIVITY KILLERS: 4 Ways to Make Better Use of Your Working Hours

Tips on Being a GOOD TEAM LEADER

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

NATIONWIDE MORTGAGE EDITION

KEVIN BENT

COLBY STEEL Kevin Bent has been a residential Loan Consultant since 1991, and the 6 secret to his long and successful career is summed up in one simple word: honesty.

9

As for his REALTOR connections? “I’m on the phone with them constantly,” he 10 says. “Because there’s always a steady stream of business coming in.”

KEITH COOPER

Keith Cooper launched his career in the real estate industry back in 2002 “I have built my business by being Kevin’s interest in helping people drives knowledgeable and diligent,” Kevin him to give back to his community.At He’s the time, he was cutting his teeth worked with Homes for Heroes and tells Top Agent. “Finding the best loan in the Habitat for Humanity, and his office title business, working with for my clients and being available to teams up with the Women’s Council serve them throughout the process.” friends and making new contacts KEITHAgents COOPER of Real Estate to do a charity These qualities created excelCOLBYhave STEEL KEVIN BENT along the way. “I build relationlent relationships between Kevin and auction every year.MICHAEL FITHIAN ships with different brokers, and top producing real estate agents in the Colorado Springs area. “My business is 90% referral,” A music lover, Kevin spends familiar his off hours playing became with the mortgageMichael side -ofwhose things,” he Michael Fithian – CEO and Founder company RICK DAVIS he explains. “My agents are very loyal - I’ve been guitar and going to concerts. He’s also an avid skier, remembers.

“That’s how I got my foot in the door.”

Now of Loanhitting Verify, exciting andwas fairly 13 many REALTORs® for years,14 JONATHAN ELLISin California, Colorado, thean slopes since17 he four years old. He loves 18 working with one agent new phone app Tahoe, that nearly streamlines, Floridaa reputation and Washington two decades later, Keith as a hitting Lake Vail and even goes heli-skiing in for 28 years.”“At Summerlin Financial have 100% creative freedom Loan Officer Rick Davis – ofup and spoken with them atitseleven at night, and onhas thebuilt weekspeeds Northern provides savings toJonathan many more certain to follow Ellis – Senior Loan Officer at Fairway British Columbia. mortgage loan originator known for his professionalism Independent ends as go well.

I really think that this isofone of thewhose main if I need new loan or if- Iisneed to of that Teresa -outside Loan Officer with andsmall loyalty sheto users aDempsey dynamic go-getter who equally Those agents come Fairway toaKevin and Caliberproduct, HomeMortgage Loans and Branch Manager the withtrust Fairway ambutlucky industry knowledge, and touch.

Company in Fishers, Indiana – is reasons they keep back me personal and referring new has poured his heart and soul into the team includes CFO Chris One other waydreams Kevin loves tocoming help others is to to mentor becausebox, they know he’ll job Idone formake their I can dogetit,the and can people’s come true.”

TERESA DEMPSEY

Fairway IndependentIndependent MortgageMortgage with.Corporation “For me,” she explains particularly

them inclients.” real estate careers.

“I identify people who have work ethic, clients, even if they’re “We Loan Verify App. SinceRick its inception Chief onecomplex of that borrowers. rare breed ofhave lending also possesses a strong andTechnology Off in Cary, North Carolina – is rapidly u Corporation’s Chandler, Arizona of loans, but aboutoriginated, the thethis right traits to jump into this industry and become many portfolio loans,” Kevin says. “One daytruly outinof2017 app’s success has grown Ares, Appqualit Leadof Colby Steel knows the importance of communithem every Thursday.

And whenever possible I professionals who care his default approach is to go above and beyond to take Today, Keith spearheads his work underMobile the banner loan officers,” he says.

“The average age of loan officers bankruptcy, one day out ofaforeclosure, approaching two decades of experiexponentially, with absolutely no sign Nicholas Schlueter, Digita cation.

Having been licensed realnon-warrantestate agent talk to my agents in person, and showing them branch - hasofmore than thirty yearswhat’sServices. creating top-notchworks experie more their clients than care his customers.

“Doing right andaThere, doing Homebridge Financial in is 53, so weanytime need toAttention bring people their latelending 20s FITHIAN into industry. able condominiums.

We TERESA haveabout anthe appetite for non-QM.” himself he understands frustration of workthat I appreciate them. spansinare short of slowing down soon.

Pam Long,heand Operation MICHAEL ence in the Armed Another fac JONATHAN ELLIS DEMPSEY RICK DAVIS of combined experience both in the and making certain there arta they do their paycheck.

Honest, what’s easy are two different things entirely,” he says. the days, industry.

I recently hired guy out of a restaurant. ing with a lender who isn’t transparent. “The these and people can forgetaabout you, and conjunction with a loan coordinator and a processor Brandon Knutson – with a wealth and of knowledge and success is He was server, always talking tohome the customers Kevin takes those he has one into goal. worston feeling isloans to getbecause two or three weeks thats’ something I won’t allow hardworking and knowledge“Iaworld feel that buying areal is such an huge lending and asto ahappen.” estate theincredibly process.

So, team Michael, who began his career in pride in themy support provid serving borrowers and referral across the State sincere commitment topartners helping everyone ina showing he cared about theiraexperience.

One day he “My goal life and is tofind helpout as many people as possible,” theindeal the lender can’t do this,” able, Rick is truly committed and important event in someone’s life,we’re and I believe it’s people the agent. mortgageThis industry ingives 2006, had exceptional group of up pe fact Teresa a leg qualifying he says.

“Or that the client doesn’t qualify.

Two Colby has a strong background in banking and When I told about my career he says. “And in this job, I get to help people - I get to asked me what I did.of Maryland.

From his their Pikesville office, has his him clients achieve real all estate asKeith the trans previously never given much have a can-do menta to helping and every one – and his myand job tolending do whatever I First can thing to alleviate any stress they real estate aasked passion for customer service, years ago I pulled the of list his of thebuyers top 50 agents inon lending he meher how tocompetition, get in.

I told helpeach a lot of people.” dreams, Jonathan’s sterling reputation as a caring, honest making cert up much of have a nice, smooth closing. built a business almost exclusively driven by repeat thought until a chance phone call Michael.

“That means Lake Havasu City and Isuccess. asked themThough what the relabut wasn’t until he camebroker to Summerlin Realtor partnersin as well – achieve might be experiencing, whichHeisdid, another way I can add himit was to get a mortgage license. he andme, hardworking Loan Officer ishim well established. time,” a called recruiter.

“They told me that they wanted toto help a customer the astute app given is ready to ta and referral clientele who count using on his counsel that heI truly found theworked place where most valuable as quality in a mortgage profesit has allows herdeveloped to from fully all sides of the and hired him and withloan Caliber’s “in-house-local” processing allows Kevin to Financial tively new to the industry, Rick already aunderstand value during the loan process.” and 98% said communication.” heget could “AtInmy company ifbusiness he interview me with a mortgage company,” recalls. we are reviewing“Customer their documents and g on time is ve himblossom. launched. hisprevious second year inhethe help hissional, borrowers quickly, easily and with minimal transparency, and responsiveness. service process. With herextremely focus on providing customer Teresa is also aability passionate sterling reputation as an up-and-comer in the someone didn’t fit office, intotop-notch a specific boxbest I hadword to to “I walked into their and the a decision about their to purch closed 18 million.” stress. The process goes smoothly from application Jonathan, who majored inhave Sports and I’ve realized everything,” he says.Management “In this business, good day,” heiswould says.

“But now I of That oftenAcomes the formconcern ofis tell them competitive mortgage business.

When he’s not working, Rick’s passion is service, herin true the interests her among theinflying projects shehelpi supf describe thefor atmosphere be ‘vibrant’.

The hours.

We have a very all the way communication through closing. smooth process minored in best Business, originally intended to work the customer-centric “Iand love 100% creative freedom if I need to new loan face-to-face meetings for Colby, and that’s part that so much down to being honest, being That’s satisfying for“Aside Kevin.

“There were aboils lot of people something Kevin appreciates even after closing; with phones were ringing, people seemed to be having fun, airplanes. from what I do for a living, it’s one of buyers Realtor and of have board of Thea Desert Canc product, or if I needher to govast outsidereservoir of that box, that of why he has a 96% referraland rate. “We give loan partners, sports industry.

Upon learning would require when asked who helped me along the way,” he People says.

Caliber’sin automatic touch campaigns he’s able to keep Bloomberg was playing on tv’s allIover the wall.appreciate I this When asked whatyou he had enjoyed the m Rick’s interest mortgage because a do my main passions. love it.”“Now available. when outline their it, and I can make people’s dreams statusthe updates on every industry deal,” he says.

“We’re ofI can knowledge, Teresa has forged a stellar career which provides cancer s thepoorly opportunity to internship give back and help others get with into in touch with customersindustry throughout the year, especially paid salary – and a new baby on living.

“Esp was hooked.”

Beginning literally at the bottom of the shepherding the Loan Verify app from technically only required to give one,in butWest we do Palm come true.” chance encounter at a Tony Robbins event options so thatworked they “The can choose the best fitto for them industry.” at holidays and when a refinance opportunity popsindustry up. themaking cold calls, Michael quickly to where is today, Michael grows thou the way – he had to veto that option. salaryit certainly see how h

CONTENTS

4) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

15) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

31) HOW TO MAKE YOUR COMMUTE PRODUCTIVE

and along the way has more than who earned her exceptional support for the uninsured 8) HOW TOFlorida.

THROW 34) PRODUCTIVITY Beach, “There was a woman whoTIPS washis inON my Rickcurrently works for Fairway’s Team Smith, 19) BEING A whether that means money orreplying. leveraging to way up to Loan Officer before branching out on saving a moment before “I haveitreal wouldn’t even provide money to buy diapers,” he recalls. reputation as anathonest trusted lender. in that state.

She is mortgage also thb group for the week of the event who worked Fairway, led the

by Loan industry veterans Brad and Austin Smith –says. has his ownand to“Icreate Verify Mortgage app. the journey,” he “The A NETWORKING EVENT KILLERS: 4 WAYS its maximum potential.

As for communication, I stay ended up getting into the mortgage industry through a Jonathan is GOOD TEAM LEADER To she findwas outanmore about Kevin visit his website atgoals kevinbent.com and I thought awesome person.

SheBent seemed already set his for the future. “I’d like eventually one requires you sure to think differe thethat organization’s annual fu available weekends, evenings, and make everyone family friend, and I began my career with Centex Home and he does THAT CAN PUT YOUR TO MAKE BETTER “We are a mobile mortgage app,” says Michael, problems and how you’re going to solve like someone I could lookTeresa up to,”began he recounts.

“She to break off and start my own team, and to become a working inEquity real estate in 1985, working is President of a with local netw involved has number and feels comfortable reaching which was underfor the subprime for Centex Wound when so asked to explain the impetus themy creating aHis distinct pleasure to work with peopl really ON piquedTHE my interest in the mortgage business, $100 million producer,” he OF says.umbrella primary goal, BUSINESS MAP USE YOUR 23)builder.

HOW TO for a home She was licensed in 1988, and she Professionals of Queen Cree Homes.

In 2009 Pulte Homes acquired Centex Homes and ployment su outto text,days, call, That way, they can their get of the app. “We close loans inby twelve andor do otherwise. objective of helping achieve when I hit a fork in the road six months later, I decided however, is continue enhancing and refining thethem not charge any lender fees.

Our company believes in homeownership.”

WORKING HOURS I merged with them as a Production Manager.

I eventually OVERCOME achieved stunning success in new answers homes when salesthey and need it.” to give it aJOINING shot.” Signing on with the Fishers Branch of YOUR already-exceptional customer service that has become 11) 3 WAYS some coremoved philosophies.

One is convenience, andofat2017. As of March of to Fairway in December Jonathan’s g working as a Sales Manager, Designated Broker and As foris the future, Teresa Fairway, Rick found an instant affinity with the lending synonymous his name.

WORKPLACE FEARS a very low price.

We leveragewith technology to improve Michael excitedly looking forwardistol 2020, I’ll have been in the industry for nineteen years.” further, with A PROFESSIONAL Of top course, relationships play central role in Keith’s industry, and success followed quickly.Vice President the process forone the home buyer, and100 we are using that ofclasses, Loan aVerify. the next three,th f Assistant for of the builders in “For particular one million in 20 same technology to also automate a lot of the tasks years, I see so much opportunity to engag work, and he keeps in touch with borrowers and referral ORGANIZATION CAN in the United States, winning a lifetime achievement on how to work with new h extremely proud oftohis motivated association with in total vol 27) with ARE INdone isby partners thatYOU used Jonathan to be people. Thatregularly. allows us to join our team and Rick is extremely proud of his association industry “We different talk bypeople phone, FaceTime, or award from the Home of Central she says. reduce Builders theFairway, cost, andAssociation we pass those savings along to among our platform toanimal,” become the number one which has been ranked the top ten commitmen MAKE YOUR BUSINESS leader Fairway, and of the wide range of loan products OR OUT? head out to lunch,” he says.

“Consistency is important our customers.” finance in America.” mortgage companies in the me United bycompany Mortgage with un Arizona. new construction allowed to States however, remains the the same buyer’s“Working needs. “We in offer BETTERthey offer, designed to fit any as we stay and build Executive Magazine, andconnected it has funded more on thanthose $50 relationships.” become his Copyright Top Agent Magazine

www.

Copyright Top Agent Magazine

were says Teresa, unparalleled customer servi pretty much everything,” see sayswhich Rick, lenders “although I dodoing things right,” Working asnearly a direct lender, Keith offers options billion since its inception twenty years ago. Fairway, For more information about LoanVerify or lending Michael, a lot of Bond Loans. I also enjoy working with first“and I also saw the ones who weren’t really taking calling card. to suitprides a range of on needs.

In addition to traditional fare a please Direct Lender, itself speedy turnarounds call 410-808-6000 or email michael@loanverify.com time home buyers. |That toofbetheir the portion of my care clients.”

Years later, she and her husband Phone 310-734-1440 Faxseems 310-734-1440 such as Freddie Mac and Fannie Mae, and exceptional customer service, offers a full suite of VA, and FHA business where I can add a lot of value for them.” opened their own real estate brokerage, Dempsey programs, he also offers less conventional opportunities loan products to suit any buyer’s needs.

“I’m one of the mag@topagentmagazine.com | www.topagentmagazine.com Top Ag Group Realty.

“We need a strong lending partner,” top lenders for NC Housing and their Down Payment through 203K lending, first-time homebuyer has translated into ainbusiness of which more without prior consent of the publisher. Top Agent Magazine Copyright No portion ofThat this value issue may be reproduced any manner whatsoever is programs Assistance Program,” says Jonathan.”

Teresa I started the of toward productsside investors. sixtyPublications percent is based upon hisrecalls, sphere of“so influence, published bythan Feature GA, Inc. Although precautions are takenlearning to ensureand the lending accuracy of geared published materials, Top Agent “Not every

an impressive statistic even for much more seasoned the business in 2011, andsupplied in 2014byIitsgot my license and or change address, send Magazine cannot be held responsible for opinions expressed or facts authors.

To subscribe Jonathan’s longevity in the mortgage industry, coupled Loan Officers. “It has a lotbegan to do with my availability,” inquiry to mag@topagentmagazine.com.

Published in the U.S. originating loans.”

For more information about Rick Davis, says Rick, when asked how he has managed to inspire with the exacting care he provides for both his buyers please call 317-697-8209 or such high level of customer trust and loyalty. “I’ve and his referring Realtor partners, has translated into an Teresa is extremely proud of her affiliation with industry email Rick.Davis@FairwayMC .com entirely referral-based business, a major Top accomplishment 2 Agent Magazine spoken with clients at six in the morning, and I’ve in such an incredibly competitive leader Fairway Independent Mortgage Company, whichfield. “When I say I’m going an to exhaustive do something, do loan it,” says Jonathan, when allows her to offer her buyers listI of

Fo p

ROBERT JEVTIC

CHARLIE HALL

Robert Jevtic has provided clients with

JEREMY FREY

considered.” Thi

CHAD HELMCAMP

With a love for people and a natural feel comfortable and that no question mortgage related personal finance counsel service has been 26 21Hall has 25 22 talent for business, Charlie is left unanswered. since his first job in high school. “I was sixteen career, and it show made great strides as a loan officer in Chad Helmcamp got his start in and on the phon graduating from college tomy goCharlie, over gameplans, to keep them informed, the Annapolis, Maryland region. After He After working clients and I was lucky enough toalike findwith passion employees who h mortgages back in parties 2003, involved. after solutions, b got his start working in the finance feel they to were taken care the of and made in 2005, Jeremy Frey leapt into elucidate lending process for all in the mortgage industry,” he explains.

“IThey in business with industry out of college and by hapa priority “We from beginning to end. amost successful tenure face-to-face,” in financial he for almost the lendingloved business and never still meet with of our clients what I was doing and I had a talent business with Ro penstance stumbled into a marketing leave glowing reviews about their services.

A friend invited him through it.” looked back.

“I’ve been doing it says.

“It’s important to build that relationships and trust assistant role for a loan officer. “From together, eager to spread for it.” Since then, time Robert has reached great the team, don’t be s tois tryishis hand at the business, 2004-2010 I was an assistant and word.

One client said, “This review ever since,”heights he remembers.

“It’s and make sure everyone in the loop.” as a loan officer. Through the years, birthday or anniv loan processor, so I handled allthe of only job I’ve ever had.” long overdue but Charlie helped my notingROBERT the natural way in which Beyond the In10,000 JEVTIC CHARLIE HALL JEREMY FREY CHAD HELMCAMP he has helped over families reach loan has closed. the issues relating to loans and prowife and I with our loan last year and his skillset would to supporting the fifteen their years following hisWhether Beyond the office, Jeremy gives back transfer to his commufinancial goals. it be buying a cessing,” Charlie explains. After we couldn’t be more thrilled with how KARA VAN WINSEN the new industry.

“The training as a former b industry debut, Jeremypaying has built nity through efforts sponsorship of the local basketball developing a solid background and a easytheir he made everything.

This was not new home, off home in a shorter This attitude car from the financial services Alumni Ass deep understanding of mortgages, he my first rodeo so when I compare his Kara Van Winsen was on the hunt for a pre-qualifications are golden.

Borrowers an esteemed reputation, known for his communicative league andtothrough amount of time, or using their equity build donating his time and energies with to real estate a ventured out on his own and began experiences, new professional path when she30 landed methods to all my other 33 and referral partners know that I mortkeep world is a great fit for the in tremendo 29 35 style, seasoned experience, and personal touch. worthy local organizations.

Inthathisthey’ll freealways hours,deal he most better happier lives,it’s Robert strives processors.

Rober marketing himself to agents, attornot even close. to Andfind as aIthe Realtor an administrative position at a mortmyready word and After working in m gage business, and was to make a change,” Chad help themse enjoys time spent with family and loved ones, playing right program for his clients by getting to know them first. from opening to closing fastest neys, and other professionals.gage “I myself, I have full confidence in recoffice in town.

From the outset, directly with me, because my phone After working in accounting, remembers. experience “I we’ve had.

The communication, customer sales thentime becoming fell in love with the business right away, spent carved a nichehe in spearheads being knowledgeable, rather than Charlie my clients.

His thorough the industry was a just natural fit, and isand on 24/7.”

Beyond same her proven track Today, his work under theommending ofshe Ideal golf and and traveling.

In abanner few years, histoservice, team has from a one-man page.

“I liketough to keep ever Manu Mehta is grown abasketball, one man army.

“Idoing dealt with really loan,” Stephanie Medlock decided professionalism attentiveness tobeliever ouraneeds Chanin Wisler was and the rest is history.

I’ve been ever since.” his wife, wi going out and buying leads,” heswiftly says. ascended Today he is analytical approach ceases to amaze me. Side byand through the ranks asto never record, Kara is also anitardent in operation to a 50 person cooperative with Robert at the thread so nothing passes under Mortgage Group, based in Lebanon, Pennsylvania. for a change.

She cdt take of everything from start multiple challenges with his a sales job in newlater, city. were phenomenal!

The entire process was exceptionthe Branch Sales Manager of the Annapolis office sideayears comparisons of atcare least three different loan options a take processor.

Now, eleven building personal connections with both helm.

Today is regional manager of Mutual with Robert’s team into have There, he servesMortgage as ashe Managing Director andhelps oversees Assmooth for the future, Jeremy intends to keep momentum of Fairway Independent Corporation.

Hisknow always make theOhio most educated decision.

I Mortgage can’t toour jump thefoun m is andid industry leader and a he fullyborrowers agent referral Little she that choice ally and easy, making transition to tothefinish,” thesixteen Senior were many problems as he was That was years ago, and andthe in the timepartners since, Looking ah team two includes himself, a loan officer assistant, and aandthank him enoughin for everything he has done foralike. me fledged mortgage professional.

What’s “I branch try and to build personal relationof Omaha Mortgage.

With Robert’s guidance, his frequent communication to be e processors, four loan officers, an opening, steady as his outfit continues grow.

“Every year so industry, and it turned would lead to a successful new has home less stressful for WeHe were soready luckyto to giveasup says.

“Ia take the appliwas Chad built reputation asus. aeveryone mortgage professional hehope fosterm loan processor. and my book ofConsultant business.” more, Kara hashas cultivated an thousands excepships with Iwith work with,” be she the donated of man-hours to efforts such as the first-time home buyers. perfect career addition to collaborating with his fellow Managing far, we’ve experienced exponential growth,” he says. marriage andalong career.

“I met my find Stephanie.”

KARA VAN WINSEN STEPHANIE MEDLOCKtional MANU MEHTA CHANIN WISLER known for creative problem-solving, and on his tight reputation the way, known says. tell them up front that each I’m here cation, I which do thetransparency, processing, I“I talk I solved problem they now on her as 18th ye Patriot’s Charity Initiative, has worked in harmony this industry.

Our time-efficien a direct lender, Jeremy offers borrowers “Wehe’s want to As continue onandthat path so that we can With Director. the entirety As of his businessfor being built off ofinvolvement, When Charlie isn’t aworking staying active inthem, her community integ-he formortgage Ibroker, want to be a friend as husband during that process, personal touch. a Chad serves and insight tothrough people everycharities, steptotodonating make sure loan closed and everyone was loan officer with an assistant and two proces with charities benefiting veterans, and assist the USO in relaying the progress of the referrals, it is to clear is always exceeding expectathe community various rity, and personal touch. much as a partner in business.” access thehefull range of loan options, including FHA, further support our loan officers, continue hitting our was in the mortgage industry clients Whenacross Stephanie isn’t working, she’s staying involved thecare greater Houston area, underthe the banner bright. “We everything is taken of.

Ither does cially homeowner.” team.

Working with First Washington Mo tions.VA, “Mostconstruction people say they love my communication. to homeless shelters andof being involved in various inhisorganizing thousands care packages to be packed agents keep bringing their busi products, and more.

With over 90% goals, and build relationships with our that referral partners and owned own company,” in the community, mainly through events benefit of BWC Lending, which stands for Because We Care. what we do When the transaction is over, I Today, still follow up with community organizations.

During any Ifree time he’s Kara spearheads her work under the banner of Beyond the office, Kara stays active in her commuChanin serves Maryland, DC and Virginia. take up a lot of my time, but it’s how like it I want and sent active dutyveterans. service members.

“We dedicate generated by repeat and referral clientele, clients.” she says. birthday “The rest history.

We thetotobusiness “We have astayhuge event every toreally raise them of by business sending cards,is holiday cards andran hiking, spending time“Without withand his wife andthrough dogs, orher anity doubt, that care and service isyear what our commu Nova Home Loans, catering Arizona clientele from involvement supporting her brother’s company is a correspondent lender, they able ourselves to serving veterans by reducing fees and No from matter how much heare grows to make sure everything is done correctly and any of by When he’s not solving proble phoneJeremy’s calls.

I try to make friendly relationships with ing active. reputation for transparency, communication, her Tucson office.

There, she has managed to drive local fire station—dropping offWe goodies, cookies together and now we work for a new company, it’s comes moneythrough for veterans with aPTSD. did a raffle this in everything we do,” Chad explains.

“I that’s an are wide variety of loans.

“We have unique progr donating $125 foreach everyyear loan closed totaken aover charity serving minute of his work.

“To me suc all of and my clients, because at theare end of the day these almost the entirety of her business through repeat to watermelons.

She also oversees a memorial scholarthe client’s needs concerns are well care of.” spending time withyear, family follow-through well-proven.

“We look at Now, with fifteen of dollars experience and insight, been a total of 17 years.”

Today Stephanie has and three and raised ayears million instick two days stand by what I say, and I deliver.

I always to my we hi investors, including a no income investor loan, are all great people and I love working with them,” he and Charlie to see what holds, he and referral clientele who valuecan’t her wait expertise, forth-the future ship in honorand ofover her late father, supporting local high past present military members.

Raising $3MM It’s enjoys about always looking for including Cricket, Golf and Bad with as aher, trueand individual,” explains, Jeremy Frey consider what most about his people we thatwork work under including licensed for veterans brain treatment.” isenjoy also word.

My team and Ineed like to have ahe good time, and to grow by as bank statement loans,” Chanin explains.

No says. person Understanding that this is a rightness, large financial deci- isone excited to help as to many people as hewho can with their willingness tohe educate.

“I try address school students.

She also contributes to She the Tucson since 2015!” improve.

Ibecause give 115% everyyo d it takes That personal touch dedication toand making thechildren just a number orto a make process.

We take into considerchosen The he says, isand simple.

“Iwho take sion, “not he does everything he can the process of “It is Rodeo sofield. rewarding toanswer, be who loan officer assistant, a non-licensed loan officer involved in Charleston’s Chamber ofduring Commerce and all the questions that I dreams had when Ihomeownership. wentand through this sponsors area the we holiday she ismeditation serving, those work with the process, and we’re very approachable love serving othe help get our clients and our bu as simple and straightforward as possible.

By guiding with them on their journey and help them to achieve process as a homebuyer,” she says.

“I tell my clients season.

In her remaining free hours, she most enjoys expectelse,” to receive amazing support ation everything they need process to meetcoordinator. their and pride in helping people achieve their dreams,” heHe’s says. assistant and a processor/closing AsManu a tovarious charities through her church. rightfinancial is why has a new completely returncan and he says. even and in agu meet people.” his clients throughout the transaction, he ensures theyare no their financial goals through real up front that there silly questions.

I want them time with community, her throughout. family and loved ones,isincluding Aside from aMount strong interest inestate.” the isspent veteran there always aever next step.” real estate goals.atWBenchmark focus on them first, their needs “A home likely the biggest asset people will branch manager Mortgage in the Midwest playing the 44 te referral-based business.

He does hardly any marketing to understand every step ofregional the process,team not just they her newly adopted piglet and pony.

Robert’s hassocontinued to grow in the civilian Pleasant, South she isbuys able toleads. a that As Stephanie looks ahead, she is rewarding excited to continue and what they canCarolina, docan to approach position themselves inthey the best own.

There’s nothing more than playing Well-versed in offerings such as Conventional, VA and process, butprovide so have knowlandthis no “There is nothing like word of mouth get to meet a lot of people that sector.

“Transparency and honesty are things weKara foster As he looks toward thereferr futu With allinof and her clients coming from edge the just future, well.”

As for the in future, to their keep momentum ® intends variety ofFor loans, specializes in VA loans. growing and helping her enhance careers.

“I products, Chad has cultivated his expertise over way possible.

Tobut us,information it’sfornot aastransaction, it’swith a FHA positive part thatteam process seeing the joy onagent more about Hall, advertising andCharlie IAround work aanumber of REALTORs get to play a sport we love.” ,” each relationship, including those in the workplace,” he continuing to build and mento clearLikewise, she isaverage going above andhis beyond expectation going strong her business continues to100% build volume.

90 percent of hercall business comes from referrals and REALTOR justpeople’s want there for them, our employee sixteen years in the aswith, industry. of relationship.” ®tofaces.” please 410-216-1521 Charlie.Hall@Fairwaymc.com I be work he’s Manu “One As a brokerage andexplains. aor direct lender, Kara’s officeby offers “This year I committed 110% to building my busisays.

“Iemail coach my team listening to their interactions same he Our has held throug give a boutique typevalues service. clients only business driven by years,” repeat and referral clientele who repeat clients. has beeniswith us 14 she borrowersbeen access aclients range of loan products to suit ness,” “and I’d likesays. to continue outin to soto happy with how well taken careshe ofsays, hisbest clients As Manu looks future me and I spend a to lotbuild of time with each perso with and making sure they know how to address ultimate goal thethe workplace trust his eye, to communication, and every need.

Because Kara’s brother is a firefighter and astute a team so commitment we can help as many people as possible.”

When pairing alongside agents and other industry says.

“Realtors also like my loan update each concern encounter.”

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CHANIN WI

STEPHANIE MEDLOCK

MANU MEHTA

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

Top Agent Magazine is“The seen bygood, Real Estate Agents homes to not me, happy,” that’s really fun.

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“When problem-solving aspect of what we do.

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To learlo Brokers in every U.S. city and Internationally!

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out of Ohio serving allit’s 50 states.

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Theirhouse above beyond.” That personal touch is aa defining or getting them new - the feeling you visit get at the imlending.com, ortheir business.” helping Realtors improve business has grownbusiness exponentially over the years, factor in Jeremy’s and meetswith reguCopyright Top Agent Magazine endsuccess. of the He process, how grateful they are, that’s callvery (717) 376–3048 their highest production annual total reaching $154 larly in-person with referral partners and borrowers After the transaction, Chanin stays in Copy touc satisfying for me.

That’s million. “Our goal is to double our volume, we’re the a feeling I didn’t get in IT.” not only her clients but her referral partners a fourth largest branch in the U.S. for our company, and SheCopyright is an instructor for her local Realtor asso Top Agent Magazine Besides the says. feeling of helping people, Manu has found my goal is to get it to the top,” Stephanie (GCAAR) and hosts many events aimed at

http://vibrantrealty.com/AgentRoster?op=agent&act=webprofile&agent_id

https://www.novahomeloans.com/Kara%20VanWinsen/loan-portal/

Please contact mag@topagentmagazine.com or call 310-734-1440 for himself very successful as a loan officer. Last year realthe estate agents increase their sales. “This ye ad rates and information. broker was ranked in the top 1% out of over After the transaction, clientsOhio-based leave glowing reviews www.

been doing business planning at different brok For more about Stephanie Medlock,

about their time together. One recently said, “We are 50,000 loan officers nationwide working with United call 843-819-9902 or email on our 5th time purchasingWholesale a new home.

Choosingwhich isplease Mortgage currently the biggest stephanie.medlock@benchmark.us Top Agent Magazine Stephanie Medlock was by far ourlender best in lender wholesale the country. “I knew I was fortunate

enough to have had a good year but getting that recogni-

http://vibrantrealty.com/AgentRoster?

3

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 4

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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Top Agent Magazine

5

COLBY STEEL

“At Summerlin Financial have 100% creative freedom if I need a new loan product, or if I need to go outside of that box, I can do it, and I can make people’s dreams come true.”

Colby Steel knows the importance of communication. Having been a licensed real estate agent himself he understands the frustration of working with a lender who isn’t transparent. “The worst feeling is to get two or three weeks into the deal and find out the lender can’t do this,” he says. “Or that the client doesn’t qualify. Two years ago I pulled the list of the top 50 agents in Lake Havasu City and I asked them what the most valuable quality in a mortgage professional, and 98% said communication.”

That communication often comes in the form of face-to-face meetings for Colby, and that’s part of why he has a 96% referral rate. “We give loan status updates on every deal,” he says. “We’re technically only required to give one, but we do 6

them every Thursday. And whenever possible I talk to my agents in person, and showing them that I appreciate them. Attention spans are short these days, and people can forget about you, and thats’ something I won’t allow to happen.”

Colby has a strong background in banking and real estate and a passion for customer service, but it wasn’t until he came to Summerlin Financial that he truly found the place where he could blossom. “At my previous company if someone didn’t fit into a specific box I had to tell them good day,” he says. “But now I have 100% creative freedom - if I need to new loan product, or if I need to go outside of that box, I can do it, and I can make people’s dreams come true.”

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For Colby the mortgage industry has everything he’s ever wanted in a career.

“I’ve never had a boring day in the mortgage industry,” he says. “It’s a fluid industry and everything is always evolving. And it gives me the opportunity to be part of something bigger than myself; people save their whole lives to get the perfect home, and I not only get to be part of that experience, I get to make it a quality one.

“Having a kid and buying a house can be the most stressful experiences you can have,” he continues. “And I know because I’ve done both! I love being able to help people through it, get them to the other side without them pulling their hair out.”

Colby also loves helping people in the community; he’s 2019 President of the Only Orchids Charity Group, a local Lake Havasu City organization that exists to meet local needs through fundraising and suffocate negativity in the community. “We have about 12,000 members in our Facebook group and a strong local following,” he says. “We have a reserve and when we find a need in the community we step up to meet it.”

When not working Colby loves to spend time with his wife, Alexis, and son, Journey, and they love to be active, especially on the water. He’s also deeply invested in personal growth.

“In my first year I closed 32 units for $5 million. Four years later I closed 94 for over $25 million. It’s amazing what you can accomplish if you put your head down, ignore the noise, and believe in yourself.”

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To find out more about Colby Steel, visit summerlinfinancial.com/ColbySteel.html, call 928-716-2627 or email him at colby@summerlinam.com www.

Copyright Top Agent Magazine 7

How to Throw a Networking Event

that Can Put Your Business on the Map

It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community.

However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no sign-up sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bake-off, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

8

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses.

You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

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KEVIN BENT Kevin Bent has been a residential Loan Consultant since 1991, and the secret to his long and successful career is summed up in one simple word: honesty.

As for his REALTOR connections? “I’m on the phone with them constantly,” he says. “Because there’s always a steady stream of business coming in.”

“I have built my business by being knowledgeable and diligent,” Kevin tells Top Agent. “Finding the best loan for my clients and being available to serve them throughout the process.”

These qualities have created excellent relationships between Kevin and top producing real estate agents in the Colorado Springs area. “My business is 90% referral,” he explains. “My agents are very loyal - I’ve been working with many REALTORs® for years, one agent for 28 years.”

Kevin’s interest in helping people drives him to give back to his community. He’s worked with Homes for Heroes and Habitat for Humanity, and his office teams up with the Women’s Council of Real Estate Agents to do a charity auction every year.

Those agents come to Kevin and Caliber Home Loans because they know he’ll get the job done for their clients, even if they’re complex borrowers. “We have many portfolio loans,” Kevin says. “One day out of bankruptcy, one day out of foreclosure, non-warrantable condominiums. We have an appetite for non-QM.” Kevin takes on those loans because he has one goal.

“My goal in life is to help as many people as possible,” he says. “And in this job, I get to help people - I get to help a lot of people.”

Caliber’s “in-house-local” processing allows Kevin to help his borrowers quickly, easily and with minimal stress. The process goes smoothly from application all the way through closing. A smooth process is something Kevin appreciates even after closing; with Caliber’s automatic touch campaigns he’s able to keep in touch with customers throughout the year, especially at holidays and when a refinance opportunity pops up.

A music lover, Kevin spends his off hours playing guitar and going to concerts. He’s also an avid skier, hitting the slopes since he was four years old. He loves hitting Lake Tahoe, Vail and even goes heli-skiing in Northern British Columbia.

One other way Kevin loves to help others is to mentor them in real estate careers. “I identify people who have the right traits to jump into this industry and become loan officers,” he says. “The average age of loan officers is 53, so we need to bring people in their late 20s into the industry. I recently hired a guy out of a restaurant.

He was a server, always talking to the customers and showing he cared about their experience. One day he asked me what I did. When I told him about my career in lending he asked me how to get in. First thing I told him was to get a mortgage broker license. He did, he called me, and I hired him and worked with him to help get him launched. In his second year in the business he closed 18 million.”

That’s satisfying for Kevin. “There were a lot of people who helped me along the way,” he says. “Now I have the opportunity to give back and help others get into the industry.”

To find out more about Kevin Bent visit his website at kevinbent.com www.

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9 Copyright Top Agent Magazine

KEITH COOPER Keith Cooper launched his career in the real estate industry back in 2002.

At the time, he was cutting his teeth in the title business, working with friends and making new contacts along the way. “I build relationships with different brokers, and became familiar with the mortgage side of things,” he remembers. “That’s how I got my foot in the door.” Now, nearly two decades later, Keith has built a reputation as a mortgage loan originator known for his professionalism, industry knowledge, and personal touch.

Today, Keith spearheads his work under the banner of Homebridge Financial Services. There, he works in conjunction with a loan coordinator and a processor, serving borrowers and referral partners across the State of Maryland. From his Pikesville office, Keith has built a business almost exclusively driven by repeat and referral clientele who count on his astute counsel, transparency, and responsiveness. “Customer service is everything,” he says. “In this business, I’ve realized that so much boils down to being honest, and being available. People appreciate when you outline their options so that they can choose the best fit for them, whether that means saving money or leveraging it to its maximum potential. As for communication, I stay available weekends, evenings, and make sure everyone involved has my number and feels comfortable reaching out by text, call, or otherwise. That way, they can get answers when they need it.”

Of course, relationships play a central role in Keith’s work, and he keeps in touch with borrowers and referral partners regularly. “We talk by phone, FaceTime, or head out to lunch,” he says. “Consistency is important as we stay connected and build on those relationships.”

Working as a direct lender, Keith offers lending options to suit a range of needs. In addition to traditional fare, such as Freddie Mac and Fannie Mae, VA, and FHA programs, he also offers less conventional opportunities through 203K lending, first-time homebuyer programs, and products geared toward investors. “Not every 10

transaction is cookie-cutter,” he explains. “Sometimes, it’s like fitting a puzzle together and figuring out how to get things done. Every day is different, and that keeps my work exciting. There are always different obstacles, and it’s that variety and challenge that keeps me on my toes and invested.”

Beyond the office, Keith gives back to his community by supporting several worthy causes, including organizations that support those recovering from addiction, as well as their families. He also contributes his energies to his children’s schools. In his free hours, he most enjoys time spent with family and loved ones.

Looking ahead, Keith intends to keep progress steady as he continues to grow his business and relationships with area borrowers and agents. Now, with eighteen years of industry experience and insight, Keith Cooper considers what he enjoys most about his chosen field. “I like that this career allows me to truly help someone,” he says. “Buying a home can be complicated. It’s one of the biggest purchases someone will ever make in a lifetime, so it often gets emotional. When I make it a closing, and I can see the joy on the faces of my clients—that makes all the effort worth it. There’s nothing more rewarding than that.”

To learn more about Keith Cooper email kcooper@homebridge.com, visit homebridge.com, or call (443) 622–5076 www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

Top Agent Magazine ®

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 12

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

Top Agent Magazine ®

Top Agent Magazine

RICK DAVIS Loan Officer Rick Davis – of Fairway Independent Mortgage Company in Fishers, Indiana – is one of that rare breed of lending professionals who truly care more about their clients than they do their paycheck. Honest, hardworking and knowledgeable, Rick is truly committed to helping each and every one of his buyers – and his Realtor partners as well – achieve success. Though relatively new to the industry, Rick has already developed a sterling reputation as an up-and-comer in the extremely competitive mortgage business.

Rick’s interest in the mortgage industry because of a chance encounter at a Tony Robbins event in West Palm Beach, Florida. “There was a woman who was in my group for the week of the event who worked at Fairway, and I thought she was an awesome person. She seemed like someone I could look up to,” he recounts. “She really piqued my interest in the mortgage business, so when I hit a fork in the road six months later, I decided to give it a shot.” Signing on with the Fishers Branch of Fairway, Rick found an instant affinity with the lending industry, and success followed quickly.

spoken with them at eleven at night, and on the weekends as well. I really think that this is one of the main reasons they keep coming back to me and referring new clients.” Rick also possesses a strong work ethic, and his default approach is to go above and beyond to take care of his customers. “Doing what’s right and doing what’s easy are two different things entirely,” he says.

“I feel that buying a home is such an incredibly huge and important event in someone’s life, and I believe it’s my job to do whatever I can to alleviate any stress they might be experiencing, which is another way I can add value during the loan process.”

When he’s not working, Rick’s passion is flying airplanes. “Aside from what I do for a living, it’s one of my main passions. I love it.”

Rick- who currently works for Fairway’s Team Smith, led by industry veterans Brad and Austin Smith – has already set his goals for the future. “I’d like eventually to break off and start my own team, and to become a $100 million producer,” he says. His primary goal, however, is to continue enhancing and refining the already-exceptional customer service that has become synonymous with his name.

Rick is extremely proud of his association with industry leader Fairway, and of the wide range of loan products they offer, designed to fit any buyer’s needs. “We offer pretty much everything,” says Rick, “although I do a lot of Bond Loans. I also enjoy working with firsttime home buyers. That seems to be the portion of my business where I can add a lot of value for them.”

That value has translated into a business of which more than sixty percent is based upon his sphere of influence, an impressive statistic even for much more seasoned Loan Officers. “It has a lot to do with my availability,” says Rick, when asked how he has managed to inspire such high level of customer trust and loyalty. “I’ve spoken with clients at six in the morning, and I’ve Top Agent Magazine

For more information about Rick Davis, please call 317-697-8209 or email Rick.Davis@FairwayMC .com

13 Copyright Top Agent Magazine

TERESA DEMPSEY Teresa Dempsey - Loan Officer with Fairway Independent Mortgage Corporation’s Chandler, Arizona branch - has more than thirty years of combined experience both in the lending world and as a real estate agent. This fact gives Teresa a leg up on much of her competition, as it allows her to fully understand all sides of the loan process. With her focus on providing top-notch customer service, her true concern for the best interests of her buyers and Realtor partners, and her vast reservoir of industry knowledge, Teresa has forged a stellar career and along the way has more than earned her exceptional reputation as an honest and trusted lender.

Teresa began working in real estate in 1985, working for a home builder. She was licensed in 1988, and she achieved stunning success in new homes sales and working as a Sales Manager, Designated Broker and Assistant Vice President for one of the top 100 builders in the United States, winning a lifetime achievement award from the Home Builders Association of Central Arizona. “Working in new construction allowed me to see which lenders were doing things right,” says Teresa, “and I also saw the ones who weren’t really taking care of their clients.” Years later, she and her husband opened their own real estate brokerage, Dempsey Group Realty. “We need a strong lending partner,” Teresa recalls, “so I started learning the lending side of the business in 2011, and in 2014 I got my license and began originating loans.”

of the trust and loyalty she inspires in those she works with. “For me,” she explains, “it’s not about the quantity of loans, but about the quality of service. My focus is on creating a top-notch experience, educating my clients, and making certain there are no surprises at the end of the process. So, my team and I really dig deep when we’re qualifying people up front, to make certain we have a nice, smooth closing.”

Teresa is also a passionate philanthropist, and chief among the projects she supports is her service on the board of The Desert Cancer Foundation of Arizona, which provides cancer screening, education and support for the uninsured and underinsured people in that state. She is also the 2020 Co-Chairperson for the organization’s annual fundraiser. Additionally, she is President of a local networking group, BNI Power Professionals of Queen Creek.

As for the future, Teresa is looking forward to teaching classes, in particular one that would educate Realtors on how to work with new home builders. “It really is a different animal,” she says. Her overarching objective, however, remains the same: to continue providing the unparalleled customer service that has long been her calling card.

Teresa is extremely proud of her affiliation with industry leader Fairway Independent Mortgage Company, which allows her to offer her buyers an exhaustive list of loan products designed to suit anyone’s needs. “We’re like a one-stop shop,” says Teresa, “and we can do all sorts of creative things when we need to.”

Impressively, almost the entirety on Teresa’s business is based upon referrals from her many grateful Realtor partners and her sphere of influence, a solid barometer 14

For more about Teresa Dempsey, please call 602-708-7616 or email Teresa.Dempsey@fairwaymc.com Copyright Top Top Agent Agent Magazine Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 16

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JONATHAN ELLIS Jonathan Ellis – Senior Loan Officer and Branch Manager with Fairway Independent Mortgage Corporation in Cary, North Carolina – is rapidly approaching two decades of experience in the lending industry. Armed with a wealth of knowledge and a sincere commitment to helping his clients achieve their real estate dreams, Jonathan’s sterling reputation as a caring, honest and hardworking Loan Officer is well established.

Jonathan, who majored in Sports Management and minored in Business, originally intended to work in the sports industry. Upon learning that this would require a poorly paid internship salary – and with a new baby on the way – he had to veto that option. “The salary certainly wouldn’t even provide money to buy diapers,” he recalls.

“I ended up getting into the mortgage industry through a family friend, and I began my career with Centex Home Equity which was under the subprime umbrella for Centex Homes. In 2009 Pulte Homes acquired Centex Homes and I merged with them as a Production Manager. I eventually moved to Fairway in December of 2017. As of March of 2020, I’ll have been in the industry for nineteen years.”

Jonathan is extremely proud of his association with Fairway, which has been ranked among the top ten mortgage companies in the United States by Mortgage Executive Magazine, and it has funded more than $50 billion since its inception nearly twenty years ago. Fairway, a Direct Lender, prides itself on speedy turnarounds and exceptional customer service, offers a full suite of loan products to suit any buyer’s needs. “I’m one of the top lenders for NC Housing and their Down Payment Assistance Program,” says Jonathan.”

Jonathan’s longevity in the mortgage industry, coupled with the exacting care he provides for both his buyers and his referring Realtor partners, has translated into an entirely referral-based business, a major accomplishment in such an incredibly competitive field. “When I say I’m going to do something, I do it,” says Jonathan, when asked to explain how he has managed such a feat. “Also, Top Agent Magazine

at Fairway our process is extremely streamlined, and I am lucky to have a corporate presence that backs me up, particularly in the operations area. Also, all our loans are originated, underwritten and processed locally.”

Another factor that has weighed heavily in Jonathan’s success is his commitment to making certain that everyone involved in the loan process is kept in the loop as the transaction progresses. “Communication is key; making certain everyone knows what’s going on at any given time,” says Jonathan. “Also, making sure we close on time is very important to me.”

“I love helping my buyers close on a home,” says Jonathan, when asked what he likes most about what he does for a living. “Especially first-time home buyers, it’s wonderful to see how happy they are.”

Jonathan is adamant about giving back to his community, and he does so primarily through Fairway’s association with Wounded Warrior Initiative, which supplies post-deployment support for veterans.

Jonathan’s goal for the future is to grow his business even further, with the intention of closing on more than $50 million in 2020. In 2019 he closed 201 units for 40 million in total volume. Above all, however, is his continuing commitment to providing every single one of his buyers with the unparalleled level of customer service that has become his stock-in-trade.

For more about Jonathan Ellis, please call 919-427-3178 or email Jonathan.Ellis@FairwayMC.com 17 Copyright Top Agent Magazine

MICHAEL FITHIAN Michael Fithian – CEO and Founder of Loan Verify, an exciting and fairly new phone app that streamlines, speeds up and provides savings to its users - is a dynamic go-getter who has poured his heart and soul into the Loan Verify App. Since its inception in 2017 this app’s success has grown exponentially, with absolutely no sign of slowing down anytime soon.

Michael, who began his career in the mortgage industry in 2006, had previously never given lending much thought until a chance phone call from a recruiter. “They told me that they wanted to interview me with a mortgage company,” he recalls.

“I walked into their office, and the best word to describe the atmosphere would be ‘vibrant’. The phones were ringing, people seemed to be having fun, Bloomberg was playing on tv’s all over the wall. I was hooked.” Beginning literally at the bottom of the industry making cold calls, Michael quickly worked his way up to Loan Officer before branching out on his own to create the Loan Verify Mortgage app.

“We are a mobile mortgage app,” says Michael, when asked to explain the impetus for the creating of the app. “We close loans in twelve days, and do not charge any lender fees. Our company believes in some core philosophies. One is convenience, and at a very low price. We leverage technology to improve the process for the home buyer, and we are using that same technology to also automate a lot of the tasks that used to be done by people. That allows us to reduce the cost, and we pass those savings along to our customers.”

Michael - whose company is licensed in California, Colorado, Maryland, Florida and Washington DC, with many more certain to follow. Michael, whose small but equally dedicated team includes CFO Christian Allen, Chief Technology Officer Rob Ares, Mobile App Lead Developer Nicholas Schlueter, Digital Strategist Pam Long, and Operations Manager Brandon Knutson – takes great pride in the support provided by this exceptional group of people. “We all have a can-do mentality,” says Michael. “That means that when a customer using the app is ready to take action, we are reviewing their documents and giving them a decision about their ability to purchase within hours. We have a very customer-centric focus.”

When asked what he had enjoyed the most about shepherding the Loan Verify app from inception to where it is today, Michael grows thoughtful for a moment before replying. “I have really enjoyed the journey,” he says. “The mortgage business is one that requires you to think differently about problems and how you’re going to solve them. It’s a distinct pleasure to work with people with the objective of helping them achieve their dream of homeownership.”

Michael is excitedly looking forward to the future of Loan Verify. “For the next three, five to ten years, I see so much opportunity to engage exciting, motivated people to join our team and help grow our platform to become the number one consumer finance company in America.”

For more information about LoanVerify or Michael, please call 410-808-6000 or email michael@loanverify.com 18

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

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

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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JEREMY FREY After graduating from college in 2005, Jeremy Frey leapt into the lending business and never looked back. “I’ve been doing it ever since,” he remembers. “It’s the only job I’ve ever had.” In the fifteen years following his industry debut, Jeremy has built an esteemed reputation, known for his communicative style, seasoned experience, and personal touch.

Today, he spearheads his work under the banner of Ideal Mortgage Group, based in Lebanon, Pennsylvania.

There, he serves as a Managing Director and oversees two processors, four loan officers, and an opening, in addition to collaborating with his fellow Managing Director. As a direct lender, Jeremy offers borrowers access to the full range of loan options, including FHA, VA, construction products, and more. With over 90% of business generated by repeat and referral clientele, Jeremy’s reputation for transparency, communication, and follow-through are well-proven. “We look at each person we work with as a true individual,” he explains, “not just a number or a process. We take into consideration everything they need to meet their financial and real estate goals. W focus on them first, their needs and what they can do to position themselves in the best way possible. To us, it’s not just a transaction, it’s a relationship.”

When pairing alongside agents and other industry professionals, Jeremy is an ardent believer in collaboration and beneficial partnerships. This means supporting one another through proactive communication, as well as sponsorships of university courses to keep educational efforts ongoing, and co-marketing campaigns that increase visibility and help build business. “When we partner, we do more than just lending,” he says.

“From education and marketing support, to our 24/7 service, we try to create a true partnership as we go above and beyond.” That personal touch is a defining factor in Jeremy’s business and success. He meets regularly in-person with referral partners and borrowers Top Agent Magazine

alike to go over gameplans, to keep them informed, and to elucidate the lending process for all parties involved.

“We still meet with most of our clients face-to-face,” he says. “It’s important to build that relationships and trust and make sure everyone is in the loop.”

Beyond the office, Jeremy gives back to his community through efforts sponsorship of the local basketball league and through donating his time and energies to worthy local organizations. In his free hours, he most enjoys time spent with family and loved ones, playing golf and basketball, and traveling.

As for the future, Jeremy intends to keep momentum steady as his outfit continues to grow. “Every year so far, we’ve experienced exponential growth,” he says.

“We want to continue on that path so that we can further support our loan officers, continue hitting our goals, and build relationships with our referral partners and clients.”

Now, with fifteen years of experience and insight, Jeremy Frey consider what he most enjoys about his chosen field. The answer, he says, is simple. “I take pride in helping people achieve their dreams,” he says.

“A home is likely the biggest asset people will ever own. There’s nothing more rewarding than playing a positive part in that process and seeing the joy on people’s faces.”

To learn more about

JEREMY FREY

email jfrey@imlending.com, visit imlending.com, or call (717) 376–3048 www.

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CHARLIE HALL With a love for people and a natural talent for business, Charlie Hall has made great strides as a loan officer in the Annapolis, Maryland region. He got his start working in the finance industry out of college and by happenstance stumbled into a marketing assistant role for a loan officer. “From 2004-2010 I was an assistant and loan processor, so I handled all of the issues relating to loans and processing,” Charlie explains. After developing a solid background and a deep understanding of mortgages, he ventured out on his own and began marketing himself to agents, attorneys, and other professionals. “I carved a niche in being knowledgeable, rather than going out and buying leads,” he says. Today he is the Branch Sales Manager of the Annapolis office of Fairway Independent Mortgage Corporation. His team includes himself, a loan officer assistant, and a loan processor.

With the entirety of his business being built off of referrals, it is clear he is always exceeding expectations. “Most people say they love my communication.

When the transaction is over, I still follow up with them by sending birthday cards, holiday cards and phone calls. I try to make friendly relationships with all of my clients, because at the end of the day these are all great people and I love working with them,” he says. Understanding that this is a large financial decision, he does everything he can to make the process as simple and straightforward as possible. By guiding his clients throughout the transaction, he ensures they

feel comfortable and that no question is left unanswered.

After working with Charlie, clients feel they were taken care of and made a priority from beginning to end. They leave glowing reviews about their time together, eager to spread the word. One client said, “This review is long overdue but Charlie helped my wife and I with our loan last year and we couldn’t be more thrilled with how easy he made everything. This was not my first rodeo so when I compare his methods to all my other experiences, it’s not even close. And as a Realtor myself, I have full confidence in recommending Charlie to my clients. His thorough and analytical approach never ceases to amaze me. Side by side comparisons of at least three different loan options always helps make the most educated decision. I can’t thank him enough for everything he has done for me and my book of business.”

When Charlie isn’t working he’s staying active in the community through various charities, donating to homeless shelters and being involved in various community organizations. During any free time he’s hiking, spending time with his wife and dogs, or staying active.

Charlie can’t wait to see what the future holds, and he is excited to help as many people as he can with their dreams of homeownership. “It is so rewarding to be with them on their journey and help them to achieve their financial goals through real estate.”

For more information about Charlie Hall, please call 410-216-1521 or email Charlie.Hall@Fairwaymc.com 22

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 24

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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CHAD HELMCAMP Chad Helmcamp got his start in mortgages back in 2003, after a successful tenure in financial services. A friend invited him to try his hand at the business, noting the natural way in which his skillset would transfer to the new industry. “The training from the financial services world is a great fit for the mortgage business, and I was ready to make a change,” Chad remembers. “I fell in love with the business right away, and the rest is history. I’ve been doing it ever since.”

on the phone, and solve a problem. I love finding those solutions, because to me, I feel like there’s a solution for almost every transaction. It’s just about working through it.”

That was sixteen years ago, and in the time since, Chad has built a reputation as a mortgage professional known for transparency, creative problem-solving, and a personal touch. As a mortgage broker, Chad serves clients across the greater Houston area, under the banner of BWC Lending, which stands for Because We Care.

“Without a doubt, that care and service is what really comes through in everything we do,” Chad explains. “I stand by what I say, and I deliver. I always stick to my word. My team and I like to have a good time, and enjoy the process, and we’re very approachable and we love to meet new people.”

Looking ahead, Chad intends to keep progress steady as he fosters continued growth within his business and on his tightknit team, and with his years of experience and insight behind him, the road ahead looks decidedly bright. “We always want to continue to get better at what we do,” Chad says. “We hope to further improve our communication throughout the process, because that’s an area where there’s always room to grow. This year, we hit all of our goals. Next year, we’re looking to grow by 20-25%, hire strategically, and continue serving others along the way.”

Well-versed in offerings such as Conventional, VA and FHA products, Chad has cultivated his expertise over sixteen years in the industry. Likewise, 100% of his business is driven by repeat and referral clientele who trust his astute eye, commitment to communication, and demonstrable track record of success. At heart, Chad enjoys the challenge of piecing together the intricacies of the ideal loan, and the satisfaction that comes from facilitating this transition for aspiring homeowners. “I love the process,” he reflects. “We get to help people buy homes and to me, that’s really fun. I enjoy the problem-solving aspect of what we do. I’ve been doing this for sixteen years, and the human aspect of our job can’t be replaced. It keeps you on your toes, and every once in a while, you have to roll up your sleeves, get Top Agent Magazine

Beyond the office, Chad gives back to his community by supporting various causes and organizations, including as a former board member of the University of Houston’s Alumni Association. “Education is something I believe in tremendously,” he says, because it can help people help themselves.” In his free hours, Chad most enjoys time spent with family and loved ones, traveling with his wife, wine-tasting, golfing, and staying active.

To learn more about Chad Helmcamp email Chad.Helmcamp@bwclending.com, call 832–252–9175, or visit bwclending.com www.

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ROBERT JEVTIC Robert Jevtic has provided clients with mortgage related personal finance counsel since his first job in high school. “I was sixteen and I was lucky enough to find my passion in the mortgage industry,” he explains. “I loved what I was doing and I had a talent for it.” Since then, Robert has reached great heights as a loan officer. Through the years, he has helped over 10,000 families reach their financial goals. Whether it be buying a new home, paying off their home in a shorter amount of time, or using their equity to build better happier lives, Robert strives to find the right program for his clients by getting to know them first.

In just a few years, his team has grown from a one-man operation to a 50 person cooperative with Robert at the helm. Today he is the Ohio regional manager of Mutual of Omaha Mortgage. With Robert’s guidance, his branch has donated thousands of man-hours to efforts such as the Patriot’s Charity Initiative, which has worked in harmony with charities benefiting veterans, and to assist the USO in organizing thousands of care packages to be packed and sent to active duty service members. “We dedicate ourselves to serving veterans by reducing fees and by donating $125 for every loan closed to a charity serving past and present military members. Raising over $3MM since 2015!”

Aside from a strong interest in the veteran community, Robert’s regional team has continued to grow in the civilian sector. “Transparency and honesty are things we foster in each relationship, including those in the workplace,” he says. “I coach my team by listening to their interactions with clients and making sure they know how to best address each concern they encounter.” But being the best means the communication does not stop there. “We work with our customers based on what they are comfortable with whether it be via phone, text or email. Any little change we can make to help our customers feel comfortable is

considered.” This primary commitment to service has been the cornerstone of Robert’s career, and it shows in the enthusiasm of his employees who have built lasting friendships in business with their clients. When you do business with Robert or a member of his team, don’t be surprised if you receive a birthday or anniversary greeting after your loan has closed.

This attitude carries through in his work with real estate agents, title companies and processors. Robert knows that his loans travel from opening to closing fastest when all parties are on the same page. “I like to keep everyone looped in on the same thread so nothing passes under the radar.” Realtors working with Robert’s team have found his system of clear and frequent communication to be extremely helpful, especially with first-time home buyers. “Communication is key in this industry. Our time-efficient process and our diligence in relaying the progress of the loan are the main reasons agents keep bringing their business back to Mutual.”

No matter how much he grows, he continues to love every minute of his work. “To me success is not about perfection.

It’s about always looking for opportunities to grow and improve. I give 115% every day because I know it will help get our clients and our business to the next step, and there is always a next step.”

As he looks toward the future, Robert is focused on continuing to build and mentor a team who embody the same values he has held throughout his career. He says his ultimate goal in the workplace is to maintain a culture that has his team excited to come to the office every day. “You can be as successful as you want to be with this career.

It’s become like my family and my home. Everyone is important to me here and I want to make the branch better every day.”

Robert is a Regional Sales Manager at Mutual of Omaha Mortgage operating out of Cleveland, Ohio and serving all 50 states. For more information about Robert Jevtic, please call 216-410-3437 or email him at rjevtic@mutualmortgage.com 26

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 27

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 28

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

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

STEPHANIE MEDLOCK After working in accounting, Stephanie Medlock decided to take a sales job in a new city.

Little did she know that choice would lead to a successful marriage and career. “I met my husband during that process, he was in the mortgage industry and owned his own company,” she says. “The rest is history. We ran the business together and now we work for a new company, it’s been a total of 17 years.” Today Stephanie has three people that work under her, including one licensed loan officer assistant, a non-licensed loan officer assistant and a processor/closing coordinator. As a branch manager at Benchmark Mortgage in Mount Pleasant, South Carolina, she is able to provide a variety of loans, but specializes in VA loans. Around 90 percent of her business comes from referrals and repeat clients.

experience we’ve had. The communication, customer service, professionalism and attentiveness to our needs were phenomenal! The entire process was exceptionally smooth and easy, making the transition to our new home less stressful for us. We were so lucky to find Stephanie.”

“We stay in touch with them and often we become friends,” Stephanie explains. It’s clear that Stephanie and her team truly care about their clients and want what is best for them. “My clients love us and send us referrals. They trust we can get the job done.”

Stephanie is a Dave Ramsey Financial Coach, which helps her teach clients about debt and how to make the best financial decisions. “It’s been really great because I can help people strategically figure out how they can not be so financially obligated and tied down.” Their business has grown exponentially over the years, with their highest production annual total reaching $154 million. “Our goal is to double our volume, we’re the fourth largest branch in the U.S. for our company, and my goal is to get it to the top,” Stephanie says.

And no matter what, she will love every minute of her work. “It’s amazing to be able to help people achieve the American Dream. It’s very rewarding.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “We are on our 5th time purchasing a new home. Choosing Stephanie Medlock was by far our best lender

For more about Stephanie Medlock, please call 843-819-9902 or email stephanie.medlock@benchmark.us

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When Stephanie isn’t working, she’s staying involved in the community, mainly through events that benefit veterans. “We have a huge event every year to raise money for veterans with PTSD. We did a raffle this year and raised over a million dollars in two days for veterans who need brain treatment.” She is also involved in Charleston’s Chamber of Commerce and various charities through her church.

As Stephanie looks ahead, she is excited to continue growing and helping her team enhance their careers. “I just want to be there for them, our average employee has been with us 14 years,” she says.

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MANU MEHTA Manu Mehta is a one man army. “I take care of everything from start to finish,” the Senior Mortgage Consultant says. “I take the application, I do the processing, I talk to people every step to make sure everything is taken care of. It does take up a lot of my time, but it’s how I like it - I want to make sure everything is done correctly and any of the client’s needs and concerns are well taken care of.”

That personal touch and dedication to making the process right is why Manu has a completely return and referral-based business. He does hardly any marketing and buys no leads. “There is nothing like word of mouth advertising and I work with a number of REALTORs®,” Manu explains. “One REALTOR® I work with, he’s been so happy with how well taken care of his clients have been that he’s referring every single one of his clients to me.”

Manu came to mortgages in 2003 based on a dear friend’s recommendation after a few years in the IT world. “The money was good, but I was not happy,” he says. “With mortgages I love working with different people every day and meeting their needs. Whether it’s refinancing to get them the savings they’re looking for or getting them a new house - the feeling you get at the end of the process, how grateful they are, that’s very satisfying for me. That’s a feeling I didn’t get in IT.” Besides the feeling of helping people, Manu has found himself very successful as a loan officer. Last year the Ohio-based broker was ranked in the top 1% out of over 50,000 loan officers nationwide working with United Wholesale Mortgage which is currently the biggest wholesale lender in the country. “I knew I was fortunate enough to have had a good year but getting that recognition made it even better!” Manu says with a smile.

What makes a year especially good for Manu is helping someone achieve an impossible dream. “Recently I 30

dealt with a really tough loan,” he says. “This man had multiple challenges with his credit and income. There were many problems as he was trying to buy his house.

He was ready to give up hope many times, but I didn’t.

I solved each problem as they arose… and we got that loan closed and everyone was happy at the end, especially the homeowner.”

When he’s not solving problems at work Manu likes spending time with family and relax with sports, including Cricket, Golf and Badminton. “I call it moving meditation because it takes your mind off everything else,” he says. He’s even in a cricket league, traveling the Midwest playing the 44 teams in the region. “You get to meet a lot of people that way,” he says. “And we get to play a sport we love.”

As Manu looks to the future he wants to continue to expand his network of REALTOR® referrers, but he also wants to make sure he’s taking care of each client with the care and precision in which he takes pride.

“I focus on adding as much value as possible,” he says. “I am always certain to be there on a daily basis, answering questions, taking the stress out of the process and guiding them to a closed loan.”

To find out more about Manu Mehta visit zillow.com/lender-profile/ManuMehta1 call 216-374-8186 or email him at Mmehta@thomaslending.com 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.

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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.

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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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KARA VAN WINSEN Kara Van Winsen was on the hunt for a new professional path when she landed an administrative position at a mortgage office in town. From the outset, the industry was a natural fit, and she swiftly ascended through the ranks as a processor. Now, eleven years later, she is an industry leader and a fullyfledged mortgage professional. What’s more, Kara has cultivated an exceptional reputation along the way, known for her community involvement, integrity, and personal touch.

Today, Kara spearheads her work under the banner of Nova Home Loans, catering to Arizona clientele from her Tucson office. There, she has managed to drive almost the entirety of her business through repeat and referral clientele who value her expertise, forthrightness, and willingness to educate. “I try to address all the questions that I had when I went through this process as a homebuyer,” she says. “I tell my clients up front that there are no silly questions. I want them to understand every step of the process, not just so they can approach this process, but so they have that knowledge for the future, as well.”

As a brokerage and a direct lender, Kara’s office offers borrowers access to a range of loan products to suit every need. Because Kara’s brother is a firefighter and serving first-responders holds a special place in her heart, she offers a Hero Credit to borrowers in service fields, including doctors, paramedics, police officers, firefighters, and more. “It’s really important to me to serve the community,” she says. “Because I was a processor for so long, working on the back-end, I look at each file deeply from the very beginning. My

pre-qualifications are golden. Borrowers and referral partners know that I keep my word and that they’ll always deal directly with me, because my phone is on 24/7.” Beyond her proven track record, Kara is also an ardent believer in building personal connections with both borrowers and agent referral partners alike. “I try and build personal relationships with everyone I work with,” she says. “I tell them up front that I’m here for them, and I want to be a friend as much as a partner in business.”

Beyond the office, Kara stays active in her community through her involvement supporting her brother’s local fire station—dropping off goodies, from cookies to watermelons. She also oversees a memorial scholarship in honor of her late father, supporting local high school students. She also contributes to the Tucson Rodeo and sponsors area children during the holiday season. In her remaining free hours, she most enjoys time spent with her family and loved ones, including her newly adopted piglet and pony.

As for the future, Kara intends to keep momentum going strong as her business continues to build volume.

“This year I committed 110% to building my business,” she says, “and I’d like to continue to build out a team so we can help as many people as possible.”

Now, with eleven years of experience and insight, Kara considers what she enjoys most about her chosen field.

“I love holding people’s hands through a process that can seem intimidating,” she says. “The end result of getting a family into a home, seeing pictures of their place, going to the housewarming parties—it’s so rewarding. That’s why I do what I do.”

To learn more about Kara Van Winsen email Kara.VanWinsen@novahomeloans.com, visit her website here, or call (520) 907–7233 https://www.novahomeloans.com/Kara%20VanWinsen/loan-portal/

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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CHANIN WISLER After working in medical sales then becoming a mom, Chanin Wisler was looking for a change. She decided to jump into the mortgage industry, and it turned out to be the perfect career. She’s now on her 18th year as a loan officer with an assistant and two processors on her team. Working with First Washington Mortgage, Chanin serves Maryland, DC and Virginia. As her company is a correspondent lender, they are able to offer a wide variety of loans. “We have unique programs for investors, including a no income investor loan, as well as bank statement loans,” Chanin explains. No matter who she is serving, those who work with Chanin can expect to receive amazing support and guidance throughout.

With all of her clients coming from agent referrals, it’s clear she is going above and beyond expectations. “We give a boutique type service. Our clients only talk to me and I spend a lot of time with each person,” she says. “Realtors also really like my loan update system.

At each milestone, both seller’s and buyer’s agents and borrowers get an update, so everyone knows where we are in the process.” This method of communication keeps everyone in the loop, so there is no confusion, and no need to call anyone to find out what’s happening.

“I help my clients understand what they’re getting into. I remember when I was buying my investment properties before I was a loan officer, I didn’t know what was going on. I want to make sure they know the process. I enjoy educating consumers and I also like helping Realtors improve their business.”

After the transaction, Chanin stays in touch with not only her clients but her referral partners as well.

She is an instructor for her local Realtor association, (GCAAR) and hosts many events aimed at helping real estate agents increase their sales. “This year I’ve been doing business planning at different brokerages, Top Agent Magazine

helping Realtors with their plans for the future. I’m always trying to bring value.”

Not only do her partners love referring her to others, but clients do, too. One recently said, “If you are in the market to buy a home or refinance an existing home, I urge you to speak with Chanin Wisler first. Chanin is truly an expert in her field with a team of professional and knowledgeable people supporting and working along with her. She made my purchase of a second home an easy, pain free and seamless process. She is dedicated, motivated, responsive, professional and well respected within her industry and community.”

As Chanin looks towards the future, she is eager to continue growing. She is implementing a new system called B.A.N.K., which is a proven methodology that can improve sales by up to 300 percent. Chanin has seen it increase her own business and is excited to bring the knowledge, by way of classes to real estate agents.

No matter what, she will continue to love what she does, and will always prioritize making her agents happy. “I consider myself a teammate of the agent. I really want the client to have a great experience so it reflects well on the Realtor. I do the best I can to make them look good.”

For more about Chanin Wisler, please call 301-526-0020 or email chanin@firstwashingtonmortgage.com Copyright Top Agent Magazine 35

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