Nationwide Mortgage 2-12-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

JULIE A. ARNOLD

PETER B. BAIRD

MICHAEL BOMPAROLA

COREY GEE

HENRY GOMEZ

MATTHEW LEWIS

KEVIN PHILLIPS

JASMINE RASSEKH

AMY TIERCE

LORI M. VANROOSENDAAL THOMPSON

KYLE WRIGHT

JEFF ZULAUF

NATIONWIDE MORTGAGE EDITION

JASMINE RASSEKH

JULIE A. ARNOLD

PETER B. BAIRD

MICHAEL BOMPAROLA

CONTENTS 4) IS YOUR PHONE VOICE ATTRACTINGâ&#x20AC;&#x201D; OR REPELLING? 13) WHEN IT'S TIME FOR A HOME OFFICE 19) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

25) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL? 29) BECOMING THE BEST OF THE BEST 33) MARKETING LESSONS FROM STEVE JOBS

23) BEWARE THE SNIOP! Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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DAN IHARA

Those who are lo With a natural talent for building relation17 RENEE CLARK 21 REAL 25 29 ESTATE GROUP RIZ GILANI ships with others, Dan Ihara has paved a phenomenalKAR serv successful career path for himself in the the Ihara Team. O Since college, Riz is27 actively involved a small feelaround thegraduating In addition to aRiz personalized approach to“The thei 18 23and 24 real estate With industry. After town traveling a doubt, having Gilani has spent his entire to support many charitie of bigcity living, buying and selling process, Clark uses her®was mar the world convenience selling waterproof cameras, it REALTOR in tot time,” career in and around the real Dream Town Realty, the North and Northwest skills to transform any home property listing into was his wife Julie, who encouragedsuburbs him was he aa d while estate industry. Initially workCoat Angels, an organiz Chicago are which knownallowed for their sought-after property. “Careful preparation to explore of another industry Other REALTOR estate ing acquisitions, with usually coats,yields hats and gloves top him more family flexibility with his family, and in landhome clients but theirpr atmosphere and beautiful in advance a higher career personality portionsaid of every commi the abilitycommunities. to utilize his many talents. Af-approachable dinary. This was And no onean knows a shorter period of time,” Clark. From tion.” and a real ability to connect Dream Town matches m ter speaking with a close friend who attends sale....road bump her re this region quite like Renee Clark decorating ideas to using a professional with it was only a her go volunteer and help d church with Dan, HeRIZ began looking into a® people, zoning variances RENEE CLARK REAL IHARA KAREN IRACE husband, Ron, were going at ofDAN andestate. her team GILANI of REALTORS creating a greatRiz first impression is paramount. matter time before kids in December. I usua career in real of the property, ESTATE GROUP HENRY GOMEZ MATTHEW LEWIS KEVINpersonal PHILLIPSlives. “At the time h the Renee ClarkCOREY RealGEE Estate Group @properties. herIteam understand this. They that pb YOUNG moved intoof residential sales.RYAN “Inand 2005 decided to were birthday and know it’s great their expertise, unsuccessful in starting As a group Dan of professionals, they are some of most areyears searching for a lifestyle--not athehome received his license in May of 2005, and moving willingness, no matter tim something so wonderful get license and here wehas arebeen 11 later.”and photography. We have professional After a my successful career as the a chef, for something tojust do evenings photography on all listings so we can when Ryan Young decided to move 33 34 37 successful mountains real30estate agents in the area, receiving offer clients a wide array of resources to pre ever since. Today, he and his wife Julie, as well mornings) to provide assistance, and PAT SHEPPARD Although35she thought itGIUS would 28 to his home town of Cleveland, 31 32 JOE produce the high end brochures. Our back MUELLER ten agents and two admin staff, make up The Ihara Team. successful sale.” numerous as recognitions high annual saidmost Clark. “Once preparation complete, w would like to One theperfect Greater Chicago area’s in-demand soon realized her true passio website isRiz light years is ahead of anyexpan hefor saw achieving it of as the opportunity to client appreciation event, so Although Pat Sheppard is now They have quickly become recognized as one of the top teams of the others in after our market. We make a career change. Both his mom Inspired month receiving her lice Mueller’s inspiration for acommureal estate round up new business, but rather marketing theare propert priority is always provid agents, Riz has built his reputation providing sales volume. But asJoeproud members of the use a on professional photographer to take pictur ® always pushing to stay ahead of the and dad are successful REALTORS , ward to doing regularly. “I one of the most in-demand in thethey statecareer of Hawaii, having closed over 557heproperties and Dan husband and the team look towards th his firs were chosen asHe didn’t come from fact that for marketing clients. An As important distinction hebeyond. thinks. tak and “Ifoste do a with truly unsurpassed level customer service that all outlets, including digital, prin nities in which serve, Clark and hertheco-agents trend. Weabove want to be the trendsetter.” and a strong background in the of ®investors rented out a restaurant and and respected agents working focus on the well being of senior citizens and on the plans in mind. They would like to e Zerillo 11 year old girl, who is today grew up in the home of a REALTOR tage of numerous advanced tools to promote his listing heavily prioritizes communication. “The level and team, just the best. We’reit hospitality industry, the choice tosellers join social media.” are passionate about helping home buyers and helping her with her marketing efforts as tion to 3D tours aerial photography, Joe isfoA a daughter, Christy. 2008. island of Oahu. The foundation of their business has proven to Hawaii, and also onto the west Ryan isparty, actively involved in his his family in the industry made perfect with lots of comthings in the greater Atlanta area,ofand it a drone meeting every Monda speed ofalways communication I offer is insane. I’m with a wideberange of real estate needs. munity and supports several charitasense. “I had been passionate early as when he was in high school. On fessional photographer himself. “Every home has its Giusepp a solid business model. to “It’s very done property management firm, with pla my clients to know hownot grao took aIlarge, bit ofWe’ve nudging from herble organizations addicted mybecome phone, so respond almost instantly. working and what’s including the MS mar about fooditand wine, and growing up early Though Clark utilizes several Internet the contrary, was Joe who, in his its own theme. I take time to write the copy, create the Today she works with RE/M than dep over $68 million in business last year.” And many would Dan’s passion is helping others to mo ach in my life.” mother for this natural REALSociety and through KW Cares, charthought I would open restaurants at while Communication is something in this business that goal of providing the teens, inspired and his of mothsequence and currently everything that calls toand the buyer ® a Orland founded leaving thatinoffer service to Veterans. some point, but found I was equally “We approach the real estate process as more tools, she’s working on ways toI we in be satisfied maintaining thatI encouraged number, Dan insists they are only hisities employees to Park, aout high standard. DT TOR to finally take the leap. ® everyone talks about, but most people don’t necesble.HeIexpanded love what I do. ge LORI M. VANROOSENDAAL passionate about real estate. The two . “She worked er to become a REALTOR pay the most for the home.” provides both quality AMY TIERCE KYLE WRIGHT JEFF ZULAUF Karen last year by than ev justsaid beginning to“We grow.are “Wegetting plan to to be 4-5 timeshad larger than with Keller Williams, his goal is of to b partnership,” Clark.industries love know social media presence and company branding Pat is supporter “My been Broker The sky is truly the limit Young very so it mom ®dollam THOMPSON JOE MUELLER PAT SHEPPARD RYAN YOUNG GIUSEPPE S. ZERILLO sarily doreally it properly. there’s an issue, Iaget ahead go toamore ahuge job Iforlove. Not anext job she didn’t enjoy andsimilar, was If considertity in marketing, efficiently spending marketing Mik ness partner, REALTOR broker said that when the ® this in the three years.” working with agents at a hig was anand easy transition I think REALTORS , of as they look to for years was always tryingare toIpoised get mefor toknow doTeam aNearly every comm so interesting people being aand part ofmyathis growth in the local market,” said ing many a new career,” he says. “I’d eye on real estate tured listings and other things that increase exp ofalways it. I and can’t answer question, letonline them Iportion getteam tobe make connection 90 percent of their going to slammed, but Ibu w success hasIfahad lot tomy do with that expeexpand their and offer their ambitions and passions unfold he is eo it. When my youngest daughter entered organization of her compa important transaction.” “And wegraduate really to expand our reach and I encouraged her to try it and she quickly became a new home grab buyers’ attention. it even comes to marketing o I’m on it. If I in touch tomorrow with a move forward and really rience. The best part is say I still I’ll get tobe enjoy my passion unsurpassed levelwant of “When service to more people. up of repeat clients and referra closing short sales before m With their percentage ofI repeat/referral business standing at all Silver Spoons, which helps care forh finally decided it was time to take a her time working with the forschool, food, while making a mark in my new career.” “We’re about creating opportunities for others. We consultant” Before Joe even had his driver’s license, he was lendan ever changing landscape, but we stay relevant and in what the north and their superior customer servic detailed market analysis, Itodo it.especially I always do lives. It’snorthwest very rewarding what aanything. short-sale was, subu he co about 40%,business, Danchance.” andthrilled his team aresointroduced new clients allwant don’t to offering put a ceiling onclients Astechnological long as ing a hand in his mom’s to be close to home we can continue our top In 2006, Patricia attended Bob Wood Real well. service we provide and But nearly nine years later, th Formerly in pet supply business, Clark transiChicagoland.” I say going to do. transaction I Itkeep Serving theI’m Greater Cleveland area,After inlearn just aaof few there’s opportunity to grow, going to strivewill to the thethe time. buyers, sellers and investors theatIhara is clear hewe’re and the are team gro sales. It was from there Many that his passion for real estate grew. petitive advantages,” he says. “There some amaz Estate School, where she graduated the top of form with our clients,” she Ryanrelationships has quickly made a name forI himself as achieve it. We’d like to employs offer expertise in every sector agents four licensed those going. like with face-to-face intertioned intoTeam real through estate years, nearly 14 years ago. What seminars that Dan regularly gives. in the coming years. What keeps D virtual reality coming down the pike and other tec aeducational rising star in the industry. With a team of twelve, of the real estate world. I just love what I do, solving her class.So Sheyes joined Bob Woodand Realty andbut quickly As she looksgrowth, to continue keep inSteady touch with clients and soon. he says actions. I do emails cards, I love happened next was a quick progression into real It is these efforts and more that continue to im These seminars are free and open to the public, and cater to the serve others. “I love serving people Ryan and his team have built their reputation on problems, overcoming obstacles, helping people and After earning his own real estate license in 2009, Joe builtinThe in our industry that are Pat going to shake things upclient and whe basis. We have several made aout name for herself competitive Atlanta also plans tolove expand focused approach. the high level of customer theythe offer. “Our providing opportunities for“We my team, I really allbuying going to dinner, as well being out and about local senior community. He has heldservice upwards ofas600 seminars their goals, whether they are MOVEsuccess Group, aas thriving team affiliated with RE/MAX Results ing on the front edge of that” estate well as a long list of satisfied clients and retain customers. don’t measure s including client picnics, movie ofYear. it. It’s really been the perfect like career path for me.” mission statement is toawarded provide anRookie unparalleled market and was ofbase the would to make a real im in the neighborhood. I really make an effort to stay over the last ten years. The other 60% of their client find come a part of our clients’ families, in the South Suburban Minneapolis-St. Paul area. “Our goal is experience to our one knew client at Ia time.simply We and partners in the community. “I clients, always through sales said Clark. more. We like ato do alland kinds ofa Asnumbers,” Managing Broker gle mothers, cause thatOw is to be a small the team of Athrough players who, per-person, canmedia outperform In seven off years, JoeRiz has closed more than $75 million in in of people.” This has and offer afront concierge style service. We doeffort whatever wepaid team open houses, social or word-of-mouth. ents.” Those who Chicago work with hh wanted to work insays real estate,” recalled Clark when success is measured bythe the number ofbest longsta of northwest sub In 2009, she joined Keller Williams Realty, where husband passed away when can to ease the stress for our clients If they need hand many larger teams,” Joe. That team right now includes Joe and leverages that experience to provide the to ev One client expressed gratitude for a® 1031 Exchange Seminar has an incredible repeat andresources, referral business rate the long-term, they can’t i says 100% of as his business we hold theirto hand. If they needIreputation REALTOR Vendors asked about her start inattended the profession. “And now client relationships we have.” she continues cement her asand anJoe agent and itsteady was hard but I really as primary agent along with aholding, Licensed Executive Administrator every time. has plans for growth toward bec saying, “We one of the Ihara Team 1031 Exchange of over 90%. we provide that for them. There really is nothing we one else. After receiving cons leads,” he says. “I don’t believ have a successful team five agents and a tolicensed who goes above and beyond herand 2012, on my And own.while I would love t who also assists with buyers’ agent functions. “We also have some ofclients. the top In teams in Minnesota. he does wan won’t or can’t do. Our goal is always gofor above Seminars and of learned about exchanging one rental property ance, and support throughout reputation were built from pt Real Estate Companies— beyond what’s expected. For us it’s more than just a great partnerships with new home consultants that help me represome RE/MAX award and ranking thresholds, the notor she formed the True Visions Team and received helps single moms, offerin assistant working with me.” for another andtransaction capital gains.lotWe were impressed with Dan Riz takes approach to marketing ents know theyreturn couldn’t have2 Those clients for and the there’saacomprehensive of emotion involved. ” what drives sent my builder’s needs”, says Top Joe. him. Positive reviews, happy clients re Listing Team, Top Closing Team, #1 Team that will help services Ihara’s knowledge and explanations and his concept of a team... it comes to deciding on expan a the RE utilizing both&traditional and much moremore technology provides along with an attitu Get Nationwide International exposure! valuable to him. Going forward, he’ll Closed, Pinnacle Award, Million Club kids gofor further than th InUnits addition toawith the personal focus, Ryan his team allDollar bringing together people the expertise toandfacilitate the quite simple, we focus“I’ll on“If serv Clark and Group’s her team work with variety ofthat buyers dothat anything clients. so driven techniques to make sure hispeople listings get their The MOVE customer service mantra ensures people with who embrace same mindset. be l have set themselves apart with their professionalism Member, BOLD and numerous other recognitions. allowed me to give that to m transactions that would be required. wants to see a house at 11:00 and from home buyers, executive maximum “Before listings are even and their ability toexposure. stay on the cutting edge ofmy techknowsellers-how much they first-time care. Joe says he often measures a year’s top quality people who share our motivation and drive.” Helping people withKaren the lar Part of what makes so nology. “We runhe business a Ibusiness. It can Agent Magazine is seen by success not only by Top how families able tolikehelp, buta lot available toouris the public, do of pre-marketing. relocation clients, to many luxury properties--regardless be a casual industry, but we are true professionals. she is always in pursuit of s For itareall comes down to her motto, Always lives, making them comfor Dan they & The Ihara Team well-known inin the area for their The same goes for communi Alongside success estate, Joe and his family more-so by what about hisPat through positive testiIyes, market the my and I’m do in ina real Sorange. weteam treatto this like aagents business but at the office same of the price point orsaysell But it’s her personal training. She has earned the specialized industry knowledge, community service, and suthe right thing, it will surprise some and astonish what they want, it’s just a I’m going to answer. If for Real Estate Agents and ed toBrokers community. He’s anin active member of his churg monials, endorsements and referrals. Joelose also holds certime don’t site of theseveral emotional element of highest-productopweagent network available to the philosophy behind each and every transaction that Council ofteams Residential Specia perior, unparalleled service. “It’s the high level of service we they’ll get a call imm every transaction. We really care for our clients. Our rest. “When I came the business, the market ascan a sponsor ofTo local youth sports andback charities. tifications and therefore offers the a higher than in normal levelinto ofwhere serlearn more about Ryan Young ing agents Chicago, I promote my tight systems combined with our customer service ® brings these customers back. Active listening, coned to brokers who have a hig notStarving an assistant or call The Young from Team atme, 216-378-9618, that helps us down stand Dan explains. “On ily the listing every U.S. city Internationally! I also participate in Feed My Children vice. “I’m a provide Certified Negotiation Expertout,” (CNE ), and a short Certified was and Ihard did sales. I and never judged. haslistings. really beenIan unbeatable combo.We also stay at of time visit work and spend a lot getting www.YoungTeamRealtors.com ® completed numerous advanc “We have a reputation for sistent communication, keen market knowledge, side, we provide The Complete Solution™ which focuses on based in Eagan,” he says. “I really like to be part of thb ) and Residential Construction New Homes Specialist (CNHS Iproperties empathized thembefore that they would getryan@youngteamrealtors.com and told the forefront of technology. Our marketing includes or email looking stellar they go live. I ® estate. Karen earned the Certi customers.” He extends this t everything from drone videos to three dimensional ) and am a member of The Institute for Luxury nity in any way I can. We carve out time to do events, Certified (RRC helping older adults decide where they should live.” With his and results--all these ingredients form soon. a dependable another house And I’vepainting, helped many of them work with clients up front, cleaning, and ing Specialist (CLHMS) desig as well, offering training and Home Marketing” says Joe, who also holds a Minnesota contracing and contributing to worthy causes and love contribu To learn more about Ri two other in companies, Senior Move and them Declutter Copyright Top Agent Magazine strategy for success today’s market. “It’sifan honor get back homes. IManagers stayed with and helped Please contact mag@topagentmagazine.com specific training to market staging. Iinbelieve you make a big effort front, her Forclients moreup information about Renee Clark agent whothe joins his brokerag tor’s license. “I strive Dan to maintain a broad spectrum skillset and for community.” Hawaii, truly provides complete guidance his or email Riz@dR them get through those bad times. My clients become to partner so closely with people during this imporallow our clients to leverage my experience in contracting, renobeen licensed for three years it really pays off in the end.” For more information about Estate Group, visit reneeclarkhomes.com, when it comes to selling their home. “These companies spemy family and friends. Iad truly care about them and tant process,” she said. “More often than not, we or call 888-461-3930 for rates and information. vating homes and interior design to help plan and make decisions selling. She didn’t have or contact Renee @ (847) 612.0027; cialize in helping downsize, declutter, prepare homes Team, please emailthe das gopeople the extra mile. It’s not about the money for me. If Ihara Top Agentfriends Magazinebecause 3 five moC regarding improvements to their home or whatever is necessary become we work together on such a homes in her his first for sale and increase their home value. I have a closing team email renee@reneeclarkhomes.com or call 808-256 so it’s 100% market ready.” it’s something I don’t get paid for, I still help them. personal level.” that takes it from contract to close.” That’s who I am.” With her personal approach to Top Agent Magazine 3 feeds h Giuseppe’s reputation The vast majority of Joe’s business fromas within his exist-that Pat and her team sales,comes it comes no surprise also Copyright believes his Top communit Agent Ma Copyri ing contacts, who find they receive a high level of service referrals. “Giving back is key have such a 75-80% repeat and referral business rate,

Is Your Phone Voice Attracting–or Repelling? By Carla Cross, CRB, MA It’s such a simple thing, but so important--the first impression you make with your voice! Recently, I did a presentation to a group of Luxury Agent Specialists. It was about sound and its impact on others (I used the piano to demonstrate). We usually think of visual impact. But, as agents, we come across way more people initially via email or phone than we do by sight. So, isn’t it time to 4

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polish your ‘phone voice’? It’s probably the first ‘warm’ impression people get of you (I call email ‘cold communication’ because it vastly shrinks the three major ways we communicate: sight, sound, and feeling). Here are three tips to assure your phone voice makes the best first impression. Remember, You never have a second chance to make a first impression!

Don’t Mistake Technology as the ‘End’

We are so focused on technology today, that we are in danger of forgetting to effectively use that technology. Here’s an example. When I phone an agent today, I have no idea where that agent will answer his or her phone—or from what phone the call is being answered. And, I don’t really care. Technology allows the phone to follow the agent. That’s great. Here’s what’s not so great. The agent’s message is so dull, powerless, or mumbled that it doesn’t sound as though the agent wants to talk to me. Or, the agent’s message is so long, that I’m impatient by the time I get to leave the message.

Make a Superior Phone Message

For three days, listen carefully to the tone, intent, and messages you hear in phone messages. Listen carefully to how agents, managers, and your affiliates answer the phone (including the receptionist at the office). What do you think? If you didn’t know these people, what would you think of them? Are they excited to hear from you, or are they bored? Here are 4 important tips to remember when recording your own message: 1. Stand up—you’ll sound as though you have much more energy. 2. Write out your script first—and be sure it’s not too long. I don’t really care where you’re going to be all day! 3. Modulate your voice pleasantly. Try to get some resonance. 4. Sound as though you’re looking forward to hearing from me!

Don’t Settle for One Run at It: Re-record Your Phone Message until It’s Perfect

As a musician, I would never play the piano for others unless I had practiced until the performance was perfect. Yet, when we ‘practice’ real estate, we often just ‘let it fly’ with whatever comes out of our mouths! Not good. You have too much at stake to settle for one run at it. Top Agent Magazine

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Advice from a musician: Practice your phone message several times before you record it. Then, record and listen critically. Don’t just use the first recording. Make sure your ‘phone voice’ is the best first impression you can make.

P. S. Managers and team leaders—two tips 1. Call each of your agents’ phone mails. What’s the impression you get? Are they professional? Do they state the company name? Do they represent your culture and image? 2. Create a quick class in phone messaging using the information in this blog. Copyright ©, 2016 Carla Cross. All rights reserved. Carla Cross, CRB, MA, is the founder and president of Carla Cross & Co., specializing in real estate management and sales. Her internationally best-selling start-up plan for new agents, Up and Running in 30 Days, is now going into its 5th edition (!). Carla brings her vast experience as a top-selling agent and award-winning manager and trainer to the podium, blending her musical background with her proven sales and management strategies (she uses the piano AND even teaches someone to play—fast…..—entertaining and practical). Find out more at www.carlacross.com. 6

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JASMINE RASSEKH Top Agent Magazine

JASMINE RASSEKH Considering both her parents and her sister are realtors, taking the leap and joining the mortgage business was a natural evolution for Jasmine Rassekh. Soon after she graduated from college, her mother connected her with a mortgage company favored by her office. After swiftly ascending the ranks—starting out as processor, then becoming an underwriter, now an originator—Jasmine enjoys hard-earned success as the head and namesake of the American Capital Corporation’s branded Jasmine Rassekh Group, where she is among the nation’s top 1% of mortgage originators.

What’s more, Jasmine prides herself on staying up-to-date on industry guidelines, developments, and trends, always staying ahead of the curve in order to best serve her clients. Armed with a capability of wide repute, Jasmine has still managed to maintain her emphasis on quality service to clients, remembering the people at the heart of each transaction. “Every transaction is different,” Jasmine says, “and the challenge and day-to-day changes really keeps me engaged, but it’s also so much about my relationships with agents and clients—working and interacting with them is what keeps me motivated every day.”

While she services California and Arizona, Jasmine works predominantly in Los Angeles County, with a particular focus in Manhattan Beach, Hermosa Beach, Redondo Beach, and throughout South Bay. Additionally, Jasmine’s outfit offers a comprehensive range of options for buyers and current homeowners, including Residential, Jumbo, FHA, Conventional, VA, Commercial, Multi-Family loan types, and many more. With a professional background working in a variety of mortgage industry roles, Jasmine confidently shares her firsthand insight with clients. “I have a reputation for being able to sort out the toughest files and get them closed in a timely manner,” Jasmine recounts. “One of the best parts of my job is being able to take a no and turn it into a yes.”

While Jasmine’s work plays a pivotal role in the South Bay’s real estate market, she also plays a personal part in her community as the President of the Advisory Board for Karma Rescue, an animal rescue non-profit based in Los Angeles. Likewise, Jasmine is a member of Sandpipers, a local women’s philanthropic organization that dedicates their efforts to a variety of community advancement services, including holiday food baskets, back to school drives, college scholarships, and many other outreach programs. In her coveted free hours, Jasmine enjoys spending quality time with her husband and family—along with her dogs and cats—while staying as active as possible outdoors. She also counts herself a proud University of Southern California alumna, and stays engages through various Trojan Family events in the area. As for the future, Jasmine has plans to expand her flourishing business, with hopes to take on even more volume as she adds new team members in the years ahead.

While Jasmine has been active in the industry since 2002, acquiring a wealth of knowledge along the way, she’s also nurtured lasting relationships with agents and clients alike. A master cultivator of her network, Jasmine’s interpersonal acumen keeps business regular and loyal, as those she works with implicitly trust her expertise and execution based on her consistent track record of success. “I’m good at what I do because I pay attention to the details,” Jasmine reflects. “I’m consistent and I try to make sure there are no surprises throughout the process by being extra thorough.”

All in all, the same spirit of diligence and competency that marked Jasmine’s swift ascension in the mortgage industry remains on full display today as she leads her business toward continued growth. Having fashioned a professional bedrock through over a decade of dedicated and exemplary service to clients, the years ahead are sure to remain bright and filled with promise for Jasmine Rassekh.

To learn more about Jasmine Rassekh visit JasmineRassekh.com, e-mail Jasmine@JRassekh.com or call (310) 308-5052 www.

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JULIE A. ARNOLD Love for her work and her limitless dedication are just some of the factors contributing to Julie Arnold’s 100% referral-based business as a Senior Loan Officer and team leader with Highlands Residential Mortgage in Brentwood, TN. “When you love what you do, it doesn’t feel like work,” she says, noting that this passion has led her to hold the #1 spot with Highlands Residential Mortgage in Tennessee and as a preferred lender with one of the largest builders in the country. With her in-depth knowledge of home finance and her consistently solid business – even while running her own mortgage company during the global financial crisis – it may appear that Julie has always worked in the finance industry. In fact, it’s no coincidence that Julie’s two, distinct and longstanding career paths both have revolved around helping others. In the 17 years since she became a loan officer, Julie’s communication skills and consideration for others have fueled her success following 13 years as a flight attendant. “I loved the airline industry but couldn’t stand being away from my daughter, who was five when I decided to make a change,” says Julie. She sought a career near home that offered personal growth and professional advancement. After learning how much a family member of hers enjoyed mortgages in another state, one evening Julie sent applications to dozens of mortgage companies. “The next day I heard from a company that had an office in Brentwood, TN, which is exactly where I wanted to work in

Williamson County,” she says. “I met the manager, we hit it off and she hired me on the spot!” Julie now leads her own team including a loan officer’s assistant, a marketing and business development specialist and a dedicated processor along with the branch’s in-house underwriters and closers. Every team member is devoted to communicating thoroughly. “Every client we work with, whether they are buying their first home or their fifth, we make sure they know exactly what’s going on during the loan process every step of the way,” says Julie, who holds herself to high standards. Every client is treated like family.” That integrity helps her maintain a strong network of REALTORS®, builders and clients who return to her or refer friends and family. A direct lender, Highlands Residential Mortgage originates all loan types along with some unique offerings. Highlands has several offices across the U.S. and constantly rolls out new products as a company. Often closing loans in as little as nine days, Julie regularly earns five-star reviews from both clients and realtors. Borrowers and agents appreciate the expedience and attention to detail Julie provides; they return to her for her unmatched skill. Julie is an active member of the Williamson County Association of REALTORS®. She also belongs to a regional homebuilders’ association and sponsors several charity events for a number of community organizations. Ranking fourteenth in the nation for Highlands last year, Julie has earned a spot in the President’s Club now two years in a row. Her next accomplishment will be to rank in the Top 5 or higher. “My primary goal is to tailor my work to every client’s unique buying needs and approve them for the home of their dreams,” says Julie, adding that she wants to continue to grow her team in the years to come. “I’m very blessed to be part of such an amazing group of people!”

To learn more about Julie Arnold, NMLS #175611 visit JulieArnold.net, email JArnold@HighlandsMortgage.com or call 615.346.4124 www.

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

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

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

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

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

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

Almost every business requires a computer system. Donâ&#x20AC;&#x2122;t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the 12

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

PETER B. BAIRD “My sole focus is creating a borrower’s experience that exceeds even the highest expectations. The quality of that experience is a direct result of the quality, speed, and accuracy of the information communicated.” For over 27 years, Peter B. Baird has been one of the most respected names working in the real estate and mortgage industries in the lucrative Northern California market. Initially getting his start in commercial real estate, Peter excelled in investment sales before working with a developer on a profitable venture in new construction. Always a numbers guy, Peter took his diverse background in real estate and used it as a springboard to launch a successful career in the finance side of the industry in 2001 and has never looked back.

of giving back to the community as well. “The ethos and culture is what attracted me. The ownership shares my philosophy that this business is about relationships, not transactions, and relationships built on a solid foundation of trust always stand the test of time. My sole focus is creating a borrower’s experience that exceeds even the highest expectations. The quality of that experience is a direct result of the quality, speed, and accuracy of the information communicated.” This he says is the “simple formula to creating raving fans.”

Peter credits his in-depth knowledge of all aspects of the business his first-hand experience as a top producing Realtor® as being one of the keys to his remarkable success. However it’s Peter’s unique view on his role that separates him from his peers. “Behind all the facts and figures, there’s a real family that’s going to be affected. I am helping clients acquire the largest debt of their lives and have a fiduciary responsibility to insure they are making a fact based decision that is in their family’s best interest.” He has been privileged to work with several of the top financial planning and real estate professionals in Northern California. With the power of this collaborative consultation, Peter’s clients make financing decisions with the confidence that they have a mortgage solution that is the cornerstone of a sound plan built for a more secure financial future.

When Peter isn’t making a difference in people’s lives by helping them fulfill the American dream, he’s actively involved with his community and is a huge supporter of several charities that focus on helping U.S. Veterans, specifically the East Bay Stand Down, where he serves as the Director of Entertainment. The East Bay Stand Down is a four-day event for at risk military veterans that provides them with service including medical care and legal aid. Through Bay Equity, Peter is a leading proponent of a Heroes Empowerment program where together with hand selected Realtor® affiliates significant credits are given to not only Veterans but community heroes, including law enforcement, firefighters and teachers.

Peter is currently with Bay Equity Home Loans, a company that has not only a customer service oriented business model that is essential to him, but importantly a culture

Personally or professionally, Peter’s passion for empowering people is evidenced by is high purpose drive to give back. “I am committed to providing my clients with an unparalleled experience that creates the trust and respect for wonderful friendships that will last a lifetime.

To learn more about Peter B. Baird call 925.788.7833 or email pbaird@bayeq.com 14

Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 15

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans16

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

MICHAEL BOMPAROLA A good work ethic can mean the difference between a middling career and a thriving, ever-expanding successful business, and Citibank Home Lending Officer Michael Bomparola is passionate about going the extra mile for each and every one of his clients. With over twelve years of experience in the mortgage industry, Michael has set himself apart from the crowd with his willingness to help his clients through the sometimes convoluted, often stressful mortgage process. “I pride myself on responsiveness, my trustworthiness, and my communication skills with clients. Being upfront with my clients is the most important thing that I bring to the table. They know they’re going to have a great experience with me.” Sometimes that means going above and beyond what the average Lending Officer is willing to do. “I work very hard and would say that’s the characteristic that sets me apart from my competitors. I communicate effectively with my clients, because I understand that even though I know the mortgage business inside and out, this is often their first transaction and it can be overwhelming for them,” he says. Working out of Citibank’s New York City branch on Fifth Avenue, Michael’s business can boast that hallmark of a respected enterprise: a nearly 100% referral and repeat client business. His referrals come from a variety of arenas: “They come from a team of real estate agents I work with, attorneys, past clients, family and friends, and even my team at Citibank, which includes personal bankers, financial advisors and others at the branch.” What keeps these clients returning is his dedication to follow through, and the confidence he instills in his customers. “The client experience is very important to me,” Michael says, “It’s such an important part of the transaction, and I do everything possible to make sure my referral sources and my clients have a very positive experience.” To that end, Michael makes a great effort to stay in touch with his borrows and business contacts, utilizing continuous communication methods that range from simple phone calls and emails to more strategic marketing efforts, including newsletters. Top Agent Magazine

What Michael enjoys most about his job is his ability to help his clients achieve their goal of owning a home. “It’s certainly an exciting time for people when they fall in love with a home, a home they can envision themselves being in. Then suddenly, they have to go through what can be an overwhelming loan process. I love leading them through the process and helping to take what can be a very scary process and make it into something as seamless as possible. I like to get them to the closing table with a smile on their faces.” Involved with a number of charitable organizations, Michael is most closely aligned with the Great Strides event, which benefits those living with Cystic Fibrosis. He also enjoys hiking, kayaking, running and fishing. “Staying active is very important to me,” he says. He also enjoys spending time with his wife of four months, Samantha, and their new puppy. When asked about the future of his business, Michael is succinct: “I want to keep doing what I’m doing now, and continue to educate myself about the ever-changing mortgage industry. It’s so important for my clients to know that they can count on me to be their advocate and to do everything in my power to get the job done for them.”

For more information about Michael Bomparola, NMLS #685473 call 212-541-8117 or email Michael.Bomparola@citi.com Copyright Top Agent Magazine 17

COREY GEE With over 15 years’ experience in the mortgage industry, Corey Gee has found his home as the president of Perennial Funding. Operating as both a direct lender and a broker, Perennial offers variety of loan programs for homeowners and has really found a niche in helping challenging buyers who would otherwise find it difficult to get a loan. He has developed a team comprised of outbound sales agents to intake leads, loan originators, openers, processors, and several assistants who have helped them become such a commanding force as a consumer direct lender. Perennial Funding also works with a wide variety of referral partners ranging from real estate agents to financial advisors and divorce attorneys. “We’re not isolated into any one niche which has allowed us to be successful through the various cycles that our industry has faced,” he says. Having a team environment has allowed them to truly perfect their customer experience by delivering quality loan programs that meet the needs of their clients and to ensure that they close on time. They have fully utilized technology systems to make it easier for clients and referral partners to stay abreast of the latest developments throughout the loan. “I think the referral partners really like our system because we keep them in direct contact through the various milestones as we process their loan,” he says. “I think that our clients are overly pleased because we go always go above and beyond.” Giving the ultimate customer experience has given Perennial an edge in the mortgage industry and has helped his referral business grow tremendously. “Our focus is keeping the customer happy first, but along the way we are constantly putting our referral

partner on a pedestal allowing them to generate even more referrals down the road,” he says. “It becomes a win-win cycle for everyone.” Honesty and integrity are at the core of Perennial’s values. Gee knows that gaining his clients trust has been the key to their success at Perennial Funding. His team provides a completely transparent process for their clients and they work especially hard to meet the deadlines for closing every time. “There’s a lot of experience and trust amongst our team, and with that comes speed and accuracy.” he says. “That dynamic has worked very well for us.” Perennial holds a number of customer and employee appreciation events which helps strengthen the bond amongst the group. “Creating a family environment where people are encouraged to succeed has created a thriving business culture. We have built a team of great people. Caring people that are passionate about what they do, and that translates into a rewarding experience for both our employees and our customers.” Growth is in the future for Perennial Funding as Gee plans to double the size of his team over the next year. In addition to adding value to the business, Perennial plays a big role in the community, providing a portion of its revenue to veteran families in need. It also supports the Habitat for Humanity organization and offers a dollar-for-dollar match for employees to the charity of their choice. When Gee has some downtime, he likes to hit a few rounds at the golf course or spend time with his wife and adorable daughter that was just born in June.

For more information about Corey Gee, visit perennialfunding.com, call 610-233-0098 or email cgee@perennialfunding.com www.

Beware the SNIOP! by Barry Eisen

Daily, Greg was growing more like I said, unfriendly, rude, eh! And excited about his upcoming, first did you see the Pope? Ha—I’ll bet all you could get was his postcard.” trip to Rome. Finishing up all the last minute Brimming with enthusiasm, Greg details, with just two days to his offered “Al, It was the best flight ever. flight, Greg headed to his barber, Al, Everyone was so accommodating. I was treated like family, and the people for a haircut. with whom I stayed showed me the Sharing his excitement with Al about sights as if I were royalty. Oh, and the upcoming trip, Greg bubbled when I got to the Vatican, not only did about staying with local people, I meet with the Pope, I had a private eating homemade, Italian food and audience. It was awesome and I’m so even having an audience with the grateful!” Pope. Al put down his scissors and started droning, “You know traveling Al, astounded to hear all this, asked is so hard these days, such a long “What did the Pope say to a nobody boring plane ride. Rome, of all places! like you?” “Well,” Greg replied, “as It’s hard to get around. They drive I bent forward to kiss his Holiness’ like crazy, the people are rude and the ring, he wanted to know one thing... streets…disgusting! The Pope? Ha! and asked me, ‘Who gave you such You’ll never get close to him.” Greg, a lousy haircut?’’ feeling a little deflated, left the shop. SNIOP After his trip, Greg popped into the barber shop. Al started digging in SNIOP is an acronym for a person immediately, “Well, didn’t I tell you who is: Susceptible to the Negative about the terrible flight? The people, Influences of Other People. Top Agent Magazine

Greg didn’t play that role in the anecdote above, but do you? More importantly, are you willing to discover the subtleties of when you are? And most significantly, if you are, are you willing to take back responsibility for directing your own play, hearing your own song, standing up for your own dreams, living your own best life? Being a SNIOP is not about being just influenced by others. We are and we ought to be. We don’t live in a vacuum and the fastest way to create 20

success is to copy it. That means we want to not only allow influence, but to encourage ourselves to be impacted by the thinking and actions of those coaches, mentors and success models who’ve held high the bar of personal and professional excellence. The goal is to not be influenced by the negative and the limited. It’s about: 1. Bringing conscious choice as to whom we invite to impact us, and 2. Seeking direction and guidance from the best vs seeking approval and opinion of the many (or the “Any”). Top Agent Magazine

Ask yourself in what ways your world view is colored and shaped by those around you? In what ways— dig deep here, look for the subtle, do you allow yourself to be impacted by the leaders who can advance you or the negative opinions of others that can limit you? • Do you use your inner voice with an “I know that,” to stop you from hearing those who have messages that can advance you? • Do you seek approval by others when the authority should be your own inner voice? The best way to predict the future is to create it. We create it by intentional focus on our consciously chosen VISION. I’ll bet you’ll agree that driving forward while only looking in the rear view mirror is a recipe for disaster. It’s no different whether we are in the driver’s seat of our car or the driver’s seat of our daily attitudes. We GO where we LOOK, so we want to guard where we look. Why put on the glasses of those who look to their world with negative attitudes and limited expectations, when we can immediately and consistently commit to playing with those going our way? Who are the people with whom you surround yourself? Who are your Top Agent Magazine

coaches, teachers, friends, religious leaders, mentors, trainers and business associates? What do you choose to read, watch on TV, browse on the internet, and attend for entertainment? Who you watch and read are the pals with whom you’re hanging. Are you listening to: • Gossips on how to have good relationships? • The impoverished on how to make money or to invest it? • Couch potatoes on how to be healthy? • The mean-spirited about loving? • Failing students on how to study and succeed? There is an alternative and it’s a shortcut to success: 10 Points to CREATE Your BEST (and avoid being a SNIOP) 1. Surround yourself with successful supportive people in the arena of each goal. Listen well to those who listen well and hear constructive criticism. 2. Choose goals that make you stretch and grow in positive directions. 3. Model yourself in the mental, physical and emotional habits of those who are positive and successful. • Eat well, exercise with consistency. 21

It’s all rehearsal for the life you live, by choice. You become what you think about. • Make time to relax and focus on positive thoughts and solutions. • Prioritize the highest good and long term payoff. • Share more smiles and laughs. 4. Put your goals on paper and review them daily. 5. Commit yourself to do what’s right, not what’s easy. 6. Value friendships with those who have good to say about others and value friendships. 7. Read worthwhile literature by people who have excelled where you want to go. 8. Develop a wealth mentality. It’s one thing to be broke, it’s quite another to be poor. With a wealthy mentality and no money in the bank, a person is broke but not poor for the riches of possibility and the willingness to do the work to create the change. 9. Be open to the inspiration of others. Better yet, be an inspiration to others. Don’t only avoid those SNIOPS, don’t be one. 22

10. Make time daily to be still and reflect on your day. Celebrate those places where you fulfilled these steps. Celebrate your awareness of the moments when you didn’t. Re-create the negative moments when you either rained on others’ dreams or when you were a SNIOP. Imagine those scenes as if you behaved the way you’d consciously choose. Then Replay those the new way in your mind’s eye. It’s all rehearsal for the life you live, by choice. You become what you think about. Thank you for investing this time with me. And thank you for passing this to others who may benefit. 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

HENRY GOMEZ Key factors in Henry Gomez’s success story are his roots, his persistence and his unrelenting desire to help others. “I came out of University of Wisconsin-Madison in 2007 with a job at Chase Bank in Chicago,” he says. “I thought I had things figured out. I was going to buy a BMW, because that was my dream,” he says with a laugh. Fortunately, people close to him dropped hints that he ought to consider buying a home instead. “I ended up buying a condo on the Chicago lakefront for less than $100,000 with a parking spot,” he says. “It was during the worst of the recession, but it was the best decision ever.” Simultaneously, he earned his license as a loan officer.

rent lending partners,” he says, adding that he doesn’t focus on his rates and programs, but on adding value where it is needed. “I address their pain points and explain how I can help.” Communication and responsiveness are among his greatest strengths. “I’m touch-friendly and respond right away,” he says. “I want us to work as a team, especially if things aren’t going according to plan.” He follows up at least weekly with everyone involved in a transaction, updating them on the loan status, whether the news is good or bad. “Even when I think it’s bad, it’s great to have everyone rally together to figure out a solution and get us to the finish line.”

In 2008, the bank promoted Henry to mortgage loan partner. “I’ve been originating ever since,” says Henry, now Senior Loan Officer with Mortgage Master in Chicago. A Chicagoland native and son of immigrants, Henry personifies an American success story and runs his business in accordance with strong principles. “My primary business is first-time homebuyers, many of whom want lower down payments or first-time homebuyer programs and grants,” he says, explaining that by specializing in programs such as the Illinois down-payment assistance program, he has secured more than $250,000 in grants for borrowers.

Henry believes that people who thrive in the mortgage industry are those who love their work and are driven by a strong “Why.” Henry’s “why” is helping others, a desire that springs from gratitude, after propelling himself to success with the help of educational scholarships and people who believed in him. He therefore devotes effort to supporting organizations such as the National Association of Hispanic Real Estate Professionals (NAHREP) and the POSSE Foundation, a nonprofit that identifies promising students from urban backgrounds and provides scholarships and mentoring to help them earn college degrees and good careers. “I’m on the board for the Foundation and I tutor and help alumni network with professionals in their field.”

For all borrowers, Henry provides in-depth education. Licensed in Illinois, but able to originate loans in 37 states through Mortgage Master, he prides himself on attention to detail. “I’m extremely thorough with getting all relevant paperwork up front,” he explains. “My borrowers receive very strong preapprovals.” His real estate partners, therefore, trust Henry to close loans. “In many cases, we’re closing 100% of the loans we’ve preapproved. Agents know they’re not wasting their time with someone who won’t get approved.” To build strong relationships with those real estate partners, Henry listens rather than selling. “I figure out what their pain points are and what they’re missing from their cur-

Henry describes himself as an “adrenaline junkie” who loves endurance races and is currently training for his first Ironmnan. The future, personally and professionally, is bright for Henry, who is engaged to be married, loves the Chicago lifestyle and plans to continue building his business. As a Millennial who is fluent in Spanish, he relates very well to the needs of Millennials and finds that the Spanish-speaking communities respond well to him. As he looks to grow his team, he will seek out professionals who have a strong “why” and work ethics matching his own. “I want to keep performing at an elite level and inspire others to do the same,” he says.

To learn more about Henry Gomez, visit mortgagemaster.com/hgomez, email HGomez@mortgagemaster.com or call 312.437.0608 www.

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MATTHEW LEWIS Matthew Lewis’s core values say it all: “Act with truth and integrity. Make our clients a top priority. Improve lives.” These are the values Matthew built his company on when he opened it two years ago and the values he continues to hold dear. “I love being able to help people, to put them in a better living situation, whether they’re going from renting to owning, moving the family into a bigger house, or looking to downgrade,” he says. “It’s about pride of homeownership. There’s nothing more adult than owning a house, putting yourself in a situation where you’re building something for each other or your family. I still think of that as the American dream—you’re enhancing your life.” When Matthew says he likes to help, he really means it. His special niche is what he calls “boomerang” buyers, those who have had a life event, such as a short sale, foreclosure or bankruptcy and don’t qualify for a loan, but may not know it yet. He also helps those who have been turned down by other lenders—not necessarily for lack of credit, but perhaps lack of income or assets. “I have more of a hard lender background,” he says. After 11 years in the industry, he understands the ins and outs of it like the back of his hand. Matthew was recruited into the mortgage business in 2005 after working in a call center while he was in college. Monster.com, an employment website, put out a request, Matthew answered it and was hired. The job was working for a subprime lender. He was trained to be a loan officer. “Because I had a phone background, it was 100 percent over the phone, doing refinances,” he says. He was brand

new to it and really green, but picked it up quickly. He got his license in 2006 and later worked for a variety of lenders, gaining expertise over the years. Now licensed in Utah, Washington, Colorado and soon Florida, Matthew is the face of his company. As the owner, he’s the one who takes the application and talks to the buyer. That’s different from going to another mortgage company, bank or credit union, where buyers just talk to a loan officer and have no control over the process. His clients really like working directly with the person in charge, as opposed to someone who is “hired on.” And once the process is under way, Matthew excels at customer service. He’s not only available 24/7 by text, phone and email, he’s also speedy, generally closing loans within 15–22 calendar days, getting things done as quickly as legally possible, according, of course, to the client’s individual circumstances. His Realtor partners couldn’t be happier. To expand his network, he uses geotracking and online tools to prequalify buyers; then if they aren’t working with an agent, he refers them to one. He markets mainly in the Denver and Salt Lake metro areas and has mutual relationships with many agents. As part of Matthew’s efforts to improve people’s lives, his company sponsors local food drives at Thanksgiving and in the spring. And to enrich his own life, he loves to travel (“I like warm weather,” he says, “and anywhere there’s a beach”), go to the gym and attend all kinds of sporting events. As he looks down the road, he’s focused on expanding his company into more markets. Having more locations means Matthew can help more people improve their lives, and that’s what he’s all about.

For more information about Matthew D. Lewis of Loans by Lewis, Herriman, Utah, please visit LoansByLewis.com, call 801.529.3434 or email Matt@LoansByLewis.com www.

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 25

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 26

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

KEVIN PHILLIPS Area Sales Manager and Mortgage Broker Kevin Phillips of Bay Equity Home Loans in Auburn Washington has built a solid reputation in the industry by adhering solidly to his mission statement of providing client service with both character and competency. “Character means we do the right thing: we communicate, we inform. Competency means we can execute a client’s needs and do it consistently,” he says. Working with another Loan Officer and three production personnel, Kevin strives to provide service that is unparalleled in the mortgage industry. After an initial foray into corporate sales, Kevin teamed up with a friend in 2003 to form his own company, where he began to forge relationships and develop skills became the basis for the excellence he demonstrates today. “In 2009, we shut down our business and became employees of Home Town Lending, which was purchased by Bay Equity in 2012,” he says. “I’ve been with them ever since. It was one of the best things that has happened in my career. It provided tremendous resources for me.” Reliability, consistency and clear communication are among the many reasons Kevin’s loyal buyers and realtor partners have placed their trust in him, which has resulted in a staggering return and referral business of over 90%. “Not only are we highly competent,” he says, “but we have an excellent staff who are constantly communicating with clients, updating them, connecting with our clients. We do the right thing by them.” Referrals originate primarily with satisfied real estate agents, insurance agents and other industry professionals. “Our referrals come from people who know that we

do a great job and that we can be trusted,” says Kevin. Kevin takes satisfaction from knowing that he is always up to date on the latest mortgage guidelines, but what he loves more is the human side of the business. “This is about people’s lives,” he says. “Their hopes and dreams, their financial futures, their families, and creating memories. I love the aspect of helping people achieve the American dream.” Kevin’s concern for his customers is no mere lip service, and he has demonstrated this with the maintenance of relationships post-closing. Client appreciation parties and outreach are important to him, and he goes above and beyond on a truly personal level. “Sometimes it’s just sitting down for coffee with them to discuss a problem they might have, and on a few occasions I’ve stopped by to bring dinner to a client I’ve helped who just had their first baby.” During the rare moments when he is not servicing his clientele, Kevin loves spending time with his wife and two children, and is an avid soccer and football enthusiast, availing himself of local sporting events. He and his wife enjoy the wide range of restaurants available in the Seattle area, and has been known to spend time at Tacoma shooting range. Travel is also high on his list of off-time pleasures. As for the future of his business, plans to continue what he calls “the relentless pursuit of excellence.” Says Kevin, “I’d like to continue doing what we’re doing. I want to do even better for the clients and the partners I work with. We want to continue building our reputation as one of the most trusted and reliable lending resources in our community. We’re excited about 2017, we feel it’s going to be a fantastic year for home buyers.”

For more information about Kevin Phillips, please call 253-255-3487 or email KPhillips@BayEq.com Top Agent Magazine

AMY TIERCE Amy Tierce, Regional Vice President of Wintrust Mortgage, has been a force to reckon with in the mortgage industry for more than 26 years, and has built a rocksolid reputation based on a commitment to detail and a dedication to providing clients with the very best in customer service. Before joining Wintrust two years ago, Amy spent her time growing the reputations of several no name mortgage firms, where the impact of her management style resulted in growth in the areas of both production and reputation. Says Amy, “I decided that I wanted to go with unknown companies, ones that hadn’t really made a name for themselves. I wanted to build a reputation rather than inherit someone else’s.” For nine years, Amy served as the New England Regional Manager of Fairway Independent mortgage, which she began with longtime colleague Deana Auman-Kirbach in her spare bedroom, and proceeded to grow into a billion-dollar region. As Wintrust’s Northeast Regional Manager, Amy’s job is to grow the company. No longer originating loans, she has assumed a full-time leadership role, something that she has a clear passion for. Quality of service is of paramount importance to Amy, and to that end she makes sure that her personnel are able to match her high standards. “We are always going to make sure loans close on time and on budget, as expected,” she says. “And the only way to do that is to hire people who respect the process as much as I do, so that they’re vigilant about asking all the right questions, getting the right paperwork and doing all the advance work so that they know when they originate the loan, it’s going to close.”

A self-described perfectionist, she insists that her loan officers exhibit a standard of excellence at managing what can be, she says, “a very emotional transaction for consumers, and they need to be really good at explaining the process up front, so the client is comfortable and confident that they’re in good hands.” Education is vital to Amy’s success, and is perhaps one of her favorite elements of her job. “I like helping people realize their professional dreams,” she says. “I love raising loan officers. I love seeing somebody who comes into our firm and is closing eight million a year, and then two years later is closing twenty million. That, for me, is absolutely satisfying...helping individuals grow and supporting their success.” Giving back to the community is something Amy is passionate about as well. “I sit on the advisory board of a local organization called Home Start, which is a placement service for the homeless. It’s very grassroots, one family at a time. I think that as part of the real estate community, homelessness and housing prices are a couple of issues that we need to pay attention to.” She and her company are also involved with Habitat for Humanity, and will be doing a home build this coming spring. Amy’s plans for the future include quadrupling her sales staff and opening five more offices throughout her region. “We’re looking to find great salespeople, to grow our staff with the right folks who believe in the same things we do. And of course, she says with a laugh, “I want to write that book about women in the business and playing the game.”

For more information about AMY TIERCE, call 781-444-1926 or email ATierce@wintrustmortgage.com 28

Becoming the Best of the Best By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 30

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty. Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards. Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved. Top Agent Magazine

LORI M. VANROOSENDAAL THOMPSON, NMLS #262104 For Lori M. VanRoosendaal Thompson, a career in the mortgage industry was a natural choice. She had been in the banking business from a young age, starting at a credit union as a teller. Eventually, she worked her way up, becoming an assistant to the president of a bank, and finally a loan originator, a title she still holds today. At Graystone Mortgage in Salt Lake City, she has made great strides, becoming more successful than she’s ever been. Having been in the industry for 14 years now, she has a long list of past clients, and is continuing to grow. Through Graystone Mortgage, Lori is able to offer a variety of loans, including standard and specialized. She is excited to launch a new construction product for those wanting to build their own homes. But no matter who she is serving, those who work with Lori can expect the same attention and guidance. “It’s all about the service we provide and the knowledge we have. We’re also very caring and involved throughout the process,” Lori says. “We stay on top of things, and take an interest in the client.” Lori gets to know her clients, developing a foundation of trust with them so they will feel comfortable returning to her in the future. “My goal is to build a relationship with them, so they become a friend and a long-term client. At the end of the transaction, you want that client to be your friend and to trust you.” Through the process of building a relationship with her clients, she is also able to determine which loan

products are best for them, further enhancing her ability to provide superior service. After the transaction is over, clients do not hesitate to refer her to family/friends needing real estate assistance. Agents who partner with her are also ecstatic about the frequent updates they receive when she is working with their buyers, and they continue to refer their new clients to her. “I just aim to do a good job on every transaction. A lot of agents I do business with have been on the other side of the transaction, where they’re doing the listing, and they’ve been impressed by how I serve the client,” Lori explains. One reason she is able to go above and beyond expectations is because of her spectacular assistant, who has worked with her for her entire career. “She’s my right hand woman, I couldn’t do it without her. We’re a great team,” she says. In addition to her commitment to the business, she is also involved with the community through the homeless shelter and other charities, donating her time and money every quarter. Looking towards the future, she’s excited to continue on this journey, and wants to continue helping buyers towards their goals. “Helping people realize they can buy a house is so rewarding. Sometimes they don’t think they can, because they’ve had credit issues or financial trouble. But I’m able to help them, and that’s the best feeling.”

For more information about Lori M. VanRoosendaal Thompson, NMLS #262104, call 801-983-8220 or email lthompson@graystonemortgage.com Top Agent Magazine

KYLE WRIGHT Kyle Wright lives by the motto, “The only way to be successful is to help other people be successful.” This is exactly how he operates as a loan originator for American Pacific Mortgage. Here, he helps realtors grow their business by presenting them with the leads he generates himself through Zillow. He is one of the top lead generators on Zillow and has been named as the No. 1 producer in his office for the last six months consecutively in the short 12 months he has been a loan originator with the company. Over this time, Wright has developed a knack for dealing with Millennial borrowers which make up 50 percent of the home buying market today. As a Millennial, himself, he knows what they expect and how to communicate with them effectively. “I know how to handle Millennials better than anyone,” he says. “I know how fast they want it and I know how they want it done.” As one of the youngest professionals in the mortgage industry at 26, Wright has a keen eye for finding clients and connecting with realtors. He goes the distance when it comes to working with a client and will do what it takes to get them into a home. He is not afraid of challenged buyers as he will work to find them a loan that works for them if they are willing to put in the effort as well. “If you’re willing to put in the work, I’ll help you,” he says. Wright learned early on about the mortgage industry, literally starting from the ground floor as a file box

mover for his aunt’s company. He made his way to American Pacific Mortgage as a loan officer assistant and quickly moved up the ranks to his current position as a loan originator. Throughout his time at American Pacific Mortgage, he has never had a buyer not close on a home as he is determined to see his borrowers get into the home of their dreams on schedule. For him, this is the ultimate part of his career as he gets to see his clients succeed and buy a home that they love. “A lot of people will turn down really low 600 scores or really high debt to income ratios,” he says. “I don’t. I care about everyone.” Wright is an active outdoorsman loving to bow hunt and ride quads while enjoying the wilderness. He has two young children, two and 21 months of age, and a wonderful wife that he spends time with as often as he can. Together, they visit California and take to the beach, lavishing in the sand and ocean water. Wright is also an active member of the LDS church, where he participates in several community events and activities. He is also a Cub Scout leader for a troop of eight-year-olds and a member of the Life Leadership organization. Moving forward, Wright has lofty goals to continue to be the top producer in his office as well as being named a member of the President’s Club which recognizes the top 1 percent of originators at American Pacific Mortgage. “I’ve cemented myself in that position and I don’t plan on leaving anytime soon,” he says. He also has plans to be in the top 1 percent of originators in Arizona and boost his ranking on Zillow to the first page by June 2017 – two goals he is sure to meet.

For more information about Kyle Wright NMLS #1236112, call 801-669-2164, or email kyle.wright@apmortgage.com 32

Marketing Lessons from Steve Jobs by Rob Flitton

“I am not a scientist. I’m an inventor. I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade. See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below. IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution? 3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing? 2.Do they perceive or feel that they 34

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. Top Agent Magazine

JEFF ZULAUF Senior Mortgage Banker Jeff Zulauf of Fidelity Bank in Duluth, Georgia has a motto that demonstrates his up-front, honest style of doing business: “We’re quick to say yes, but we’re even quicker to say no.” “I don’t want to waste anyone’s time,” says Jeff. “Not the borrowers, the real estate agent’s, or my own.” This direct approach has served Jeff well over the course of the thirteen years he’s been in the mortgage industry, and has cemented his reputation as a highly reliable professional recognized for providing the utmost in client service. Jeff took an interesting road to his current career. After graduating with a degree in Psychology from Michigan State University, he then went on to obtain a Masters Degree in Human Resources Development. While working what turned out to be a dissatisfying stint in corporate human resource management, he was recruited by his brother to join him in the mortgage business. Relocating to Atlanta, Jeff was able to put his proficiency with numbers to good use and, Jeff laughs, “The rest is history.” Working with two assistants (including his brother-in-law, a retired 20-year military veteran who has been awarded both a Purple Heart and Bronze Star), Jeff’s expertise in the industry serves his clients well in that they can rest assured they are getting the right loan program for their needs, including renovation and USDA loans, among others. Currently a preferred lender for a local Century 21 office, Jeff works closely with that company’s agents, and has cemented his reputation for getting the job done efficiently and for his constant availability. “I work twenty-four

seven,” says Jeff. “If somebody calls me on a Sunday at 10 pm, I’m going to answer the phone, whereas a lot of my competitors won’t.” A strong work ethic was drilled into him at a very young age as the child of two school teachers. “I was taught early on that you have to work hard for everything, nothing is just handed to you.” Highly competitive rates and the fact that he never misses closing dates are also factors in his success as well. This dedication has translated into a business that is based 100% on referrals. “It’s basically just word of mouth right now,” says Jeff. The quality of his work is his trademark, and he is also known to go above and beyond with his clients. “I attend as many closings as I can. That face-to-face time is important to me, and it’s how I am able to pick up more business. Also, simply doing a great job for both the buyer and the agent, keeping them updated, is how I pick up a lot of my business.” During the rare moments when Jeff has some free time, he can be found on a tennis court, playing his guitar or spending time with his wife and children. A supporter of the USO, he and his wife donate donate food and help prepare meals for traveling soldiers. “This past Thanksgiving,” he says, “we were able to get about $2000 worth of food donated and we brought it over to them and helped them prepare it.” As one of the top five loan officers with the highly reputable Fidelity Bank, Jeff pulled in more than $69,000,000 in business this past year, an incredible feat. “My breakdown is about 85% purchase and 15% refinance,” he says. “So I’m really focused on helping people realize their dreams of homeownership.”

For more information about JEFF ZULAUF, please call 770-597-2160 or email Jeff.Zulauf@lionbank.com Top Agent Magazine

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