NATIONWIDE MORTGAGE 2-20-23

NATIONWIDE MORTGAGE EDITION

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THINGS ALL SUCCESSFUL NEGOTIATORS DO

GET YOUR HEAD IN THE GAME!

7 DEADLY SINS

How to Cut Down on Digital Distractions and UP YOUR PRODUCTIVITY

OF PERSONAL BRANDING FEATURED LENDERS

ALEX NAUMOVYCH ANASTASIA TACEWICZ REBECCA STEVENSON DOUGLAS TIFFANY HUGHES COVER STORY

CHAD BELDON ADAPTING IS KEY TO SUCCESS

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

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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

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

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

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

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

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

CALL TO

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

move prospects one step closer to becoming customers.

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

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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CHAD BELDON ADAPTING IS KEY TO SUCCESS

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“My process revolves around providing amazing communication and educating the clients on what their options are. The goal is to make sure the client and agent have no anxiety during the home buying process, and they feel fully guided and supported.”

Chad Beldon of Powell, Ohio, has distilled a lifetime of experience in the mortgage lending industry down to a reliable mantra: He elaborates by saying “It’s all about getting back to what clients, realtor partners, and business partners desire the most: amazing service, proactive great communication, and being available for them when they need you. There are companies in the mortgage industry and many other financial related industries that are going the opposite direction, providing less human interaction and a less personalized service. I see that trend as an opportunity to differentiate: the clients and agents know I’m available for them seven days a week, 13 hours a day, and my almost two decades of experience has made me an expert at guiding my clients successfully and smoothly through the home purchase process.” When asked about how he differs from others in terms of service and reliability, Chad made it clear that “it’s about having a process that provides 8 Copyright Top Agent Magazine

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an outstanding experience for everyone involved in the home buying process. My process revolves around providing amazing communication, being available, and guiding the client smoothly through the home buying experience. The goal is to make sure the client and agent have no anxiety during the home buying process, and they feel fully guided and supported. I want the client to look back when they get the keys to their new home and have positive memories about the life changing experience of buying a home.”

After graduating from The Ohio State University in 2003 as an Economics and Consumer Affairs major, Chad immediately launched his career in the mortgage industry. After nearly two decades, he is still thrilled by the joy and value that he brings

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to home buyers and realtors alike. “The part that I love most about what I do is helping people achieve the dream of homeownership,” he exudes. “Homeownership is a big milestone achievement in any person’s life.

I am honored to have the opportunity to play a part in facilitating and making that dream come true for the clients. To see the smile on the client’s face at closing, to see the excitement their family and kids have to move into their new home, it never gets old for me. I also get to partner with some amazing real estate agents and there is a level of teamwork that happens between us on every transaction. I’m committed to delivering a 5-star experience for the clients and realtors.” Chad’s experience has resulted in him building an intimate understanding with just about every residential loan imaginable. “I am big on constant

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“Achieving long term consistent success in this industry is all about adaptability and embracing change. Having the ability to quickly adapt to market changes and make the correct strategic decisions during the most critical shifts is so important.” self-improvement and adapting to the market. The market is constantly changing so, in this business, you must be constantly seeking to educate yourself on the guidelines, the new products, the technology, and what is newly emerging. It’s important to be well informed so that you can best guide and educate clients. I have a keen understanding of FHA, VA, USDA, down payment assistance, non-traditional, conventional, and the many variances of those loans.”

Chad is well established in the Ohio home lending community, well known for his expertise in building and scaling large successful mortgage originator teams. He is also well known for his intuitive and creative business strategies and high level of acumen regarding the lending industry. He has played key roles in building successful teams for several mortgage companies in central Ohio and has served in both the SVP of Lending and SVP of Business 10Copyright Top Agent Magazine

Development positions for well-established local lenders. In 2020 and 2021 combined, his team closed out over 1 billion in loan volume and assisted thousands of clients in either buying a home or refinancing into better loan terms. When asked about mentorship and the importance it plays in an individual or organizations success, he replied “Mentorship is incredibly important in this industry, particularly when our market is, at times, rapidly changing.“ Chad has had the opportunity over his almost 2 decades in the industry to mentor many originators. “It’s exciting to see the next generation of emerging business professionals taking an interest in a career in the home lending industry and experiencing professional success. It’s extremely fulfilling to get the opportunity to play a part in helping them reach their professional goals. It’s important to have mentors to give guidance, advice, and professional support. I myself, am always striving to Top Agent Magazine

learn and grow, and I have great mentors around me still today – Daniel Sa, one of the most successful originators in this nation, for instance, is currently my go to mentor – and I enjoy paying it forward to newer loan officers and agents when the opportunity arises.”

When asked what he attributes his nearly 2 decades of success in the mortgage banking industry to, his response is “Achieving long term success in this industry is about

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adapting to and embracing change. Having the ability to adapt to market changes is critical. You must be constantly educating yourself so that you can best inform and educate your clients.”

Presently, as a manager and loan originator with NFM Lending, one of Central Ohio’s largest non-bank lenders, Chad is able to guide his team while still experiencing the bliss of helping families achieve their dreams. “I have a position where I can work

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with various clients helping them purchase a home or refinance. I’ve loved getting back to working with clients directly – homeownership is the biggest wealth builder in this country and being a part of helping people strive to improve their lives and the lives of their families is very important to me.”

When he’s not guiding his clients, or helping his professional colleagues grow, he revels in sharing his passion for soccer and sports with his two daughters. “I got involved with coaching club soccer about six years ago as a way to bond with my daughters. Both of my daughters have played on my club teams in Central Ohio. It’s a lot of fun and a great way for me to spend quality time with my kids. We are an active family and when we aren’t playing soccer we can usually be found engaged in some type of outdoor activity.” Chad’s support extends to greater Columbus as well: he has been involved in several local charities and is particularly passionate about the Pelotonia Race for the Cure for cancer which he fundraises and rides in yearly. When asked what the future holds, Chad replied “I plan on doing this for at least 20 more years. I love it way too much to ever imagine giving it up.” He states that he “is excited to grow his business alongside his family, friends, and Central Ohio community in 2023 and beyond.”

To learn more about Chad Beldon, call 614-973-9335, email cbeldon@nfmlending.com or visit nfmlending.com/loanoriginator/chad-beldon https://

Chad is currently licensed to work with potential homebuyers in Ohio, Iowa, Pennsylvania, Florida, North Carolina and South Carolina.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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ALEX NAUMOVYCH A longtime resident of Maryland, Alex Naumovych has always possessed an entrepreneurial spirit. For years, he built a successful career as a financial manager in the landscaping industry, establishing his own business within the community. After selling his company, he went seeking a new opportunity that better spoke to his passion for helping others. Inspired, he decided to switch tracks, pursue his mortgage license, and set forth as a Loan Officer in November 2019. Sure enough, he would find quick success in the industry, exceeding $60 million in total volume within his first three years as an Loan Officer and building a network of satisfied clients that spans the state.

Today, Alex is a Loan Officer and Assistant Branch Manager with Draper and Kramer Mortgage Corp. where he assists clients throughout Rockville and the surrounding areas. Combining his strong business acumen with his proven standards of integrity and open communication, he has cultivated a distinct workflow to meet the needs of any client, from first time buyers to seasoned investors.

At Draper and Kramer Mortgage Corp., Alex can equip his clients with a variety of lending options.

Well-versed in everything from Conventional to VA and FHA loan packages, he possesses the key insights needed to identify the right program for their best interests. Having been a business owner himself, he is equally proficient when working with self-employed clients, leveraging his own experiences to give them an added advantage. Also fluent in Ukrainian and Russian, he prefers to keep in touch long after the closing through regular check-ins, premium newsletters,

and market updates—all to ensure his clients are thriving in their new homes.

Over the years, Alex has earned a fantastic reputation throughout Maryland, with his countless 5-star reviews and outstanding yearly production earning him an invitation to Draper and Kramer Mortgage Corp.’s illustrious President’s Club. As a reward, he looks forward to taking his elite team on a trip to Jamaica this February to celebrate. Having completed 66 loans and nearly $23 million in volume in 2022 alone, he remains committed to the core values that set him apart.

“No matter if a client is pursuing their first home, acquiring an investment property, or moving up in the market, I’m always happy to assist them,” he says.

“Most of all, I believe in taking the time to carefully advise them on their financial future—even if they aren’t ready to buy this year. I want my clients, always, to make the strongest decision based on their needs.”

As his volume maintains its steady growth, Alex intends on scaling his services while expanding his reach throughout the region. In the meantime, though, he is excited for all the new opportunities that await.

“I truly enjoy the experience of helping someone buy a home—especially when they didn’t think it was possible in the first place,” he says. “From guiding them to the lowest down payment and best interest rates, to connecting them with top notch insurance, REALTOR® and settlement agent, I love the process of navigating their transaction. After all, it’s not just about helping them purchase a house; it’s about seeing them become homeowners.”

For more about Alex Naumovych, email alexn@dkmortgage.com, visit MortgagesDMV.com or call (571) 278-6266 www.

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ANASTASIA TACEWICZ Anastasia Tacewicz has built a successful enterprise as a loan officer by combining her self-reliance with an unwavering dedication to improving the lives of her professional and local communities. “Seeing people grow and being a part of a life changing event can be pretty addicting. You want to help more and more people, and being there for them from start to finish is almost as challenging as it is rewarding.”

Sixteen years ago, Anastasia’s journey into the world of real estate began with a stroke of luck while working at a temp agency. “None of this was planned at all.

I moved from Russia in 2005, but when I got here,” she recalls, “nobody really cared about my education or previous work experience, so I had to start from scratch.” After doing a data entry job at a mortgage company in New Hampshire, she was hired full time and worked in various roles alongside underwriters, closers, and funders until the industry changed in 2008. “I ended up working with a team of loan officers as a processor and was able to see and learn the sales side of this business, which was very different and more exciting to me. When I realized I was ready to service my own clients, I took the leap of faith and got my Loan Officer license.”

The professional relationships that Anastasia established early in her career have served as the bedrock of her endeavors, and she boasts a book of business that is nearly one hundred percent repeat and referral clients. Her present position as Senior Loan Officer at Movement Mortgage helped her average $40 million in annual volume in 2020 and 2021, and despite

recent trends in the industry, she is still poised to continue growing her team.

Anastasia’s consistent success is fueled by her geographic flexibility and loan variety: she is licensed in Massachusetts, New Hampshire, Maine, Rhode Island, Florida, Texas, and California, and she offers a variety of conventional, FHA, VA and renovation loans to serve the needs of her clients. “I’m also working on getting my Connecticut license right now – I want to be able to help even more people, just giving 100% and being available twenty-four seven. I think that’s the kind of thing that keeps people coming back.”

In addition to expanding her breadth of service, Anastasia is looking forward to dedicating more of her time to her deepest passions: community service and education. Her work within Massachusetts is fueled by her own immigrant experience, and she is eager to pave the path for future generations of homeowners by distributing her knowledge and enthusiasm. “My husband is originally from Ghana, so we have a mixed family, and I think a lot about what it will be like when it’s time for my children to buy their first home. That’s my passion right now, with Movement Mortgage behind me, I have so much support to use my knowledge and my strengths to help people. Our company started a ‘Grab the Key’ initiative to support minority communities and brand new learners to help them bridge the generational wealth gap through real estate. It turned into a whole movement across the country. It’s so rewarding to connect with all the local businesses, nonprofits, charities, and community leaders who share similar goals and make a difference every single day.”

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

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Get Your Head in the Game!

By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara­ tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation.

The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident.

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The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles.

Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them.

5 ideas for stepping up your game.

1

Preparation is what creates confidence. Don’t work on confidence.

Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work!

Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

2

The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll 18

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give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage!

When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes.

(If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit.

Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

3

Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts.

Don’t be random. Choose successful pictures that move you forward.

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4

Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test?

Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving.

We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

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Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking...

Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks.

But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 20

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REBECCA STEVENSON DOUGLAS Rebecca Stevenson Douglas of Motto Mortgage Preferred in Maryland has built a successful career as a loan originator by combining her professionalism and diligence with an unparalleled dedication to client and agent education. “I love being able to make the whole process better for everyone involved. This can be a difficult experience if you’re not working with people who are willing to answer questions no matter what time you’re calling, explain documents and estimates, and just generally go the extra mile. Mortgage is a quirky business,and trying to make it a pleasant experience for everyone brings me tremendous joy.”

Rebecca had a successful career running an international consulting firm focused around thoroughbred horseracing, but after 25+ years, transitioned to the nonprofit sector where she was recruited by one of her board members to make the leap. “I was working as the Operations Manager for a nonprofit leadership organization in Southern Maryland,” she recalls, “and one of the board members was a mortgage loan originator – he had asked me for quite some time to come and work for the company. His original intent was for me to become a processor, because of my organization and communication skills, but when I sat down with the company the only position they had available was as a loan originator.

That’s how this all got started!”

Since becoming fully licensed in July of 2017, Rebecca has steadily built a book of business that is now over ninety percent referral clients. Her candor and willingness to share her knowledge and personal experiences have made her a reliable resource for agents in Maryland, Florida, and Virginia. “Several years back, after refinancing our

own home, I was left feeling there has to be a better way, and started building my own approach. I told myself: ‘I’m going to do this in a way that’s transparent and not salesy – more like a financial advisor than anything.’” This tried-and-true framework landed her a position as Vice President and Senior Loan Officer at Motto Mortgage Preferred when they opened their doors in November of 2021. She is experienced with a variety of loans, including FHA, USDA, and conventional; with a considerable portion of her work serving our veterans in the Southern Maryland region with VA loans. Despite Motto being a relatively new establishment, Rebecca still managed to clear forty-five loans over the course of the year, with nine of them closing in December.

With her position cemented in the industry, Rebecca is excited to continue her growth alongside her most trusted ally and transaction coordinator: her daughter! “I’ve gotten her into it – she’s twenty-five, and she’s learning and growing along with me. We’re excited to build out our family run unit, and for 2023 we’re focusing on how to structure a team to help more clients and agents. We plan to focus on agent education and helping them be as successful as possible – our LO’s are teaching two classes at an expo next week with about one hundred agents!”

In addition to connecting with her colleagues, Rebecca and Motto Mortgage Preferred support the extended neighborhood, and she’s particularly proud of Motto’s Mission Against Hunger. “I previously worked with the Center for Children, and now we are actively involved with Farming for Hunger and the food pantries in the tricounty area. We volunteered at a bike ride to end hunger last year, and now that we’re structured and rolling, we’re looking to dig a whole lot deeper into our community.”

To learn more about Rebecca, email Rebecca.Douglas@mottomortgage.com or call 301-481-5202.

LinkedIn: linkedin.com/in/rebeccastevensondouglas, Facebook: facebook.com/loanswithrebecca, Instagram: instagram.com/douglasteamhomeloans www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course.

When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message—it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return?

Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an 22

hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed.

Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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TIFFANY HUGHES With a compassionate and caring attitude toward her clients, Tiffany Hughes stands out in the mortgage industry. For 27 years, Tiffany has helped thousands of clients achieve their homebuying goals, and her specialty focus on clients who are contemplating or going through divorce, allows her to assist people through a time of great change in their lives. Regardless of their situation, clients know they can turn to Tiffany to help get them on the right track.

As owner of Athena Mortgage Group, an independent mortgage broker, powered

by MAC5 Mortgage Inc., Tiffany serves clients throughout the state of Colorado.

Over 90% of her clients come from referrals, a sure sign of the trust and respect Tiffany has earned among her colleagues. In addition to referrals from past clients, much of her business comes from real estate agents, divorce attorneys and mediators Tiffany works with regularly. “Especially when working with divorcing clients, the process requires empathy as well as patience to get them from start to finish,” Tiffany explains.

Divorce attorneys and mediators contact Tiffany early in the process to provide her expertise and assistance.

“When clients are referred to me, we go through loan scenarios and discuss whether they can afford to refinance and buy out the spouse, or whether they need to sell and downsize,” Tiffany says. “It provides a reality check for them so they can wrap their mind around what’s realistic and what’s not. My passion is in helping women and empowering them with knowledge, education, and support.”

To that end, Tiffany has started Women4Women (women4women.info), a website dedicated to providing

a platform where women can ask questions of other women members, as well as attorneys, real estate agents, financial advisers, and Tiffany herself.

“I have been focused on building the Women4Women platform as a safe place for members to go to ask questions and get information,” Tiffany says. “I am also part of a group called Divorce Advice Colorado (www.divorceadvicecolorado.com) that does monthly seminars for people contemplating or going through divorce.”

A Colorado native who was born and raised in the state, Tiffany is passionate about sharing information to clients who are interested in relocating to Colorado. Her Explore Colorado page (www.newchaptersco.com/ explore-colorado) includes sections on places to see, things to do and figuring out where in the state to live, with the Colorado Profile quiz.

In past years, Tiffany has served on the board of the Colorado Association of Mortgage Professionals to give back to her industry and her community. When she is not working, Tiffany enjoys running, camping, gardening in the summer, downhill and cross-country skiing in the winter and working out and traveling all year long.

“I’ve lived and traveled all over the state, and my goal in the future is to work more with people relocating to Colorado, as well as women going through divorce,” Tiffany says. “I love helping new and past clients.

I truly feel that every loan is a puzzle. And if I can figure out that puzzle, I can make a difference in people’s lives.”

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

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