Nationwide Mortgage 2-26-18 by Top Agent Magazine

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NATIONWIDE MORTGAGE EDITION

5 Fresh New Approaches to CONTENT MARKETING

JUSTIN CROWLEY

CAROL DeFAZIO

How to Make Your Commute PRODUCTIVE 3 Ways to MAKE YOUR WORKSPACE WORK FOR YOU

LAURA & CHRISTINA ENG

MARYANN COMPARIN JONES TROY MANNELLA

SUSAN OLIVER

2018-02-09, 10:14

TRICIA SCHULTZ

Daily Habits that Will INCREASE YOUR MENTAL STRENGTH 6 Methods for BUILDING BETTER EMAIL LISTS

NATIONWIDE MORTGAGE EDITION

TROY MANNELLA

JUSTIN CROWLEY

CAROL DeFAZIO

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LAURA & CHRISTINA ENG

MARYANN COMPARIN JONES

2018-02-09, 10:14

SUSAN OLIVER

TRICIA SCHULTZ

CONTENTS 4) 5 FRESH NEW APPROACHES TO CONTENT MARKETING

15) HOW TO MAKE YOUR COMMUTE PRODUCTIVE 18) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

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9) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

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21) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6

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TROY MANNELLA Top Agent Magazine

TROY MANNELLA Troy Mannella had a successful career in the finance sector of the auto industry, but in 2003– with the birth of what he believed at the time would be his last child–he decided he wanted to change to a career with more flexibility. “I have family in the mortgage industry and they asked me to work with them. I jumped on board,” Troy says with his characteristic smile. Troy immediately showed a true passion and talent for his new career as a loan officer. He now primarily serves the greater Austin area, as well as Big Spring and Houston, but he also does loans all over the state of Texas. He works with a personal loan partner, who focuses on pre-approvals and realtor relationships; and a junior processor who helps with all his loans that are in process. Troy offers a wide range of loans including credit Challenge loans; VA, and FHA loans; as well as loans tailored to self-employed borrowers. He also offers a variety of commercial loans. “We do pretty much every loan out there that is available right now,” he explains. Troy has strong relationships with his realtor clients. What keeps those realtor clients coming back and eager to work with Troy? “I offer solid communication throughout the process, whether it’s good news or bad news. As long as I keep doing that, they keep coming back,” he says. “Communication is the most important thing.” He calls his realtor partners every week to update them; and if a realtor partner sends Troy a lead who is pre-approved and out house shopping, he calls the lead weekly as well to check up on them. “That sort of weekly communication is very rare in our industry,” Troy says. He also offers great rates and an excellent product backed by top-notch service. His loans close in an average of 25 days. There are three main things that set Troy apart from other lenders in the area: the products

and services he offers at great rates; the system he has in place to communicate effectively with realtors, prospective clients, current borrowers and past clients; and his thirteen years of experience. “When I started in this business in 2004, you could close a loan in fourteen days on average with a signature and a driver’s license. So to earn people’s business I had to start with difficult loans,” Troy says. This gave him remarkable experience and expertise that he now uses to overcome any obstacles that might come up during the lending process. What does Troy like most about the business? “It’s always changing. It’s new every month and that keeps it exciting. It keeps it fresh.” He also loves building relationships with clients who often become friends; and his skill and depth of knowledge make the work fun. To give back to the community, Troy volunteers for Habitat for Humanity, donating labor and lunch to a house building project each year. As a military veteran, he has given his time to The Wounded Warrior Project and has begun volunteering with Train Our Troops, a nonprofit that helps veterans obtain needed job skills so they can flourish in today’s economy. “That work is personal for me because I am ex-military. I know the joys and pains that military service can provide and I want to be there for the ones that need the help,” he says. In his cherished free time, Troy spends time with his wife and their three youngest children–an 18-month old and three-month old twins. He enjoys sand volleyball and occasional fishing and hunting trips. For the future, he hopes to build a strong team of exciting, energetic, fun loan originators and reach $400 million in annual production by offering a great place for excellent people to work. With his dedication to his clients and team, he’s sure to make that goal a reality!

To find out more about Troy Mannella, you can contact him via phone at 512.795.5596 Ext 11095 or by email at Troy.Mannella@snmc.com. You can also check him out online at LoansFromTroy.com. www.

6 Methods for Building Better Email Lists By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns. Should they purchase? Should they attempt to build their own? Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs. Here are six methods that will help you build a quality email list. Top Agent Magazine

Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size. One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current. Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it. Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition. Don’t toss it away if you don’t get immediate results. At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies. Top Agent Magazine

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JUSTIN CROWLEY When it comes to giving people the ideal mortgage experience, Justin Crowley knows that simplicity is far better than over-excitement and stress. “We’ve been told that our REALTORS® and clients really like working with us because we’re very efficient getting them from start to finish while not making it seem like a fire drill,” says Justin, who entered the mortgage industry the Monday after 9/11/2001. As a Senior Mortgage Loan Originator with First Western Trust in Fort Collins, CO, Justin spent his first 12 years originating with a major bank. And in 2014, he was part of a pioneering group that brought mortgage lending to First Western. “We’re a direct and correspondent lender,” he says of First Western. “We have our own agency-direct programs and we also lend on a correspondent basis for other banks.” They originate loans from A-Z, including VA, FHA and USDA. While about two-thirds of his business takes place in Northern Colorado, Justin also serves clients such as homeowners in California who are refinancing $20 million estates or first-time homebuyers in other states who are trying to enter the market as inexpensively as possible. “I wouldn’t say we specialize in any particular loan product,” he says. “But one of things we’re known for with clients and referral sources is our way of finding simple solutions to complex problems.” Justin himself is an independent loan originator with two fully-dedicated assistants helping him provide excellent service to their borrowers and referral partners. “We’re very good at communicating the process and expectations up-front, minimizing the amount of legwork that the client has to do and the amount of documentation we have to collect.” During the preapproval process, for example, Justin views all the information he receives much in the way an underwriter would. “We’re almost underwriting files in our heads early on so that we know exactly what roadblocks we might hit,” he explains. They then can put all the pieces

together early on. “The official process of getting through the loan ends actually up being the easiest part.” They also adhere to the basics of good business. “It’s the simple stuff like answering the phone, returning calls, responding quickly, giving thorough but not overly detailed or confusing answers to simple questions.” These practices resonate with borrowers and REALTOR® referral partners. “We work 100% on referrals; we don’t rely on any email drip campaigns of any sort,” he adds. “Those are too impersonal.” For more than a decade, all of Justin’s new referral partner relationships have been inbound, with agents recognizing his team’s performance while working across the table from him or learning about them in the field. Becoming an agent’s or a borrower’s resource for solving complex problems brings Justin the greatest satisfaction. “Being the person that can take someone going through a very stressful and sometimes very scary process, and making it very simple, stress-free and even boring is what we enjoy doing every day!” Justin is so involved with this clients and REALTORS® that he personally hand writes more than 3,000 birthday cards a year along with holiday greetings. Relationships grow organically, with Justin and his clients or REALTORS® keeping up on each other’s lives throughout the year. He manages to conduct all this correspondence alongside a busy, thriving business and his personal life as a family man who cherishes life in the mountains. As the mortgage industry changes and new technological innovations work their way into the business, Justin plans to evolve with the industry. But he won’t do it at the cost of relationships. “The technology can simplify some things, but it can make other things more difficult or challenging for the borrower,” he says. “My plan is to leverage new types of technology to make things easier, without letting anything become impersonal or confusing.” It’s a plan that balances Justin’s understanding of the future of mortgages with his belief in the doctrines of customer service.

To learn more about Justin Crowley, visit myfw.com/our-experts/justin-crowley, email justin.crowley@myfw.com or call 970 - 691-2214 https://

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CAROL DEFAZIO The satisfaction of getting her clients into the home they want with the least amount of stress makes Carol DeFazio’s heart sing. For Carol, it’s not just about getting them a loan, it’s about listening carefully, being available and giving them the product that’s best suited to their needs, whether it’s their first home or their 10th. “I’m detail oriented, and I have a lot of empathy and understanding,” she says. “I’m truly invested in everyone I talk to. People tell me I make them feel like they’re my only client, even though I have a lot of clients. I’m available for them.” An experienced lender with more than 27 years in the mortgage industry, Carol serves the Pittsburgh region with a 100 percent referral rate, which she built in a short time. Originally from Pittsburgh, she moved with her husband to the Southwest, where she was in upper management for most of her career. When her mother passed away 3.5 years ago, they moved back to the area to be with family. “I really didn’t know anyone in the real estate or mortgage industry,” she says. “But with all the teaching I had done training new originators, I thought I’d see if I could do it myself.” To Carol’s surprise and delight, it worked. She was able to build a thriving business from ground zero in just 2.5 years. Part of her success is having systems in place to move clients and Realtors smoothly through the process. She calls once a week on a set day just to check in and once a week on another day to update the listing agent, selling agent, client and title company of where they are in the journey. “It’s all about communication,” she says. “I’m constantly updating everyone.”

Realtors love that she’s such a knowledgable, reliable advocate for them, and they keep her busy with referrals. Even so, marketing is one of her passions. She likes to go that extra mile by marketing herself in myriad ways, from social media to sending handwritten cards, notes or postcards. In this age of digital communication, she finds that handwritten notes go a very long way. Carol began her work life with Prudential, doing financial planning and insurance. She became close to a woman who had just started in the mortgage business. The more time Carol spent around her, seeing how she helped people get into homes, the more she liked the idea. “It synced up with the type of thing I was doing,” she says. “I looked into it further and decided I wanted to help people get into houses too.” Carol not only helps people get into houses now, she helps her community in as many ways as she can. She recently hired a transaction coordinator so she’d have more time to be involved. Her primary cause is Cure for Cancer, and she does everything from volunteering at their charitable events to dropping off flowers at hospitals during the holidays. Of course, one can’t be all work and no play—to keep the balance, she loves traveling, going to the beach, and exercising. As the future unfolds, Carol plans to hire more people and gain a larger market share. “I don’t think there’s a ceiling,” she says. “There’s so much business out there, enough for everybody. You just have to believe in yourself. You have to get out there and just do it.” That’s the spirit that got Carol where she is today. The future is unlimited.

To learn more about Carol DeFazio (NMLS #844321), please visit gatewayloan.com/officers/carol-defazio, call 412-660-5877 or email carol.defazio@gatewayloan.com http://

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

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

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

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

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

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LAURA & CHRISTINA ENG When Laura Eng was attending college in pre-med, she worked one summer for her mother, Christina Eng, who was a successful mortgage professional at Wells Fargo. “My mom really encouraged me to give the business a try, and I immediately found it to be not only interesting, but a lot of fun. I ended up switching my major, eventually getting my MBA while working full time. That was 15 years ago and I couldn’t be happier that I joined my mom in the career that is now both of our passions.” Funnily enough, Christina also got into the business while pursuing a completely different path. “When I took time off to have my daughters, I became interested in buying and remodeling houses. A woman I knew who was in finance, told me I’d be perfect for the mortgage business and encouraged me to look into that field. 25 years later, and I’m still loving it as much as when I started.”

very detail oriented, so by working with us, you really get the best of both worlds.” Christina and Laura are actively involved in their community, in particular, they are huge supporters of the local public schools, Mercer Island Chamber of Commerce, and the Mercer Island Youth & Family Services. Family is also important to both of them. Laura is a new mom, and the whole family enjoys ski vacations a few times a year. Christina and Laura are number one in volume in their region at Wells Fargo, and couldn’t be more thrilled with where they are with their business. “We have a really strong team, great rates and programs and we’re at Wells Fargo who provides us with all the tools we need. Laura and I are confident we will grow even more in the coming year.” Laura adds, “My mom and I love working together, and I think people like working with us because of that. When you love what you do, it really shows.”

Now the mother/daughter team are one of the most successful duos working in the mortgage industry in the State of Washington. Located on Mercer Island, they serve from Seattle to Bellevue, and are licensed to do loans in all 50 states. They offer a variety of products including jumbo loans of up to six million dollars, low down payment programs, and a strong understanding for self-employed borrowers with complex tax returns. “Laura and I work with a lot of people buying vacation homes and higher cost properties in California, so we can handle almost any type of loan in any state, which has been a huge advantage for our clients.” According to Christina, consistency and experience are just a few of the things that set her and Laura apart from the rest. “We’ve both spent our entire careers at Wells Fargo, which is rare in this business. People know where to find us. We also have the experience and guideline expertise to get the deal done. We know how to structure a loan, and then we keep everyone involved in the transaction informed every step of the way.” Laura adds, “We always try to do a great job for our clients and our Realtors®. They know that if we’re doing their loan, they can trust us, which alleviates a lot of their stress.” Laura and Christina also provide a personalized level of service and try to meet their client’s needs “One thing I love about what I do is that every loan for me is like a puzzle. I love sitting down with a client and really listening to them and figuring out what’s best. My mom is really good at seeing the big picture and I’m Top Agent Magazine

To learn more about Christina Eng NMLSR #409833 and Laura Eng NMLSR #414007 call 206-275-2057 or 206-275-0138, or email christina.eng@wellsfargo.com or laura.e.eng@wellsfargo.com. Copyright Top Agent Magazine 17

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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MARYANN COMPARIN JONES While attending college, MaryAnn Comparin Jones wasn’t sure exactly what career she wanted to pursue. One thing she was certain of was that it had to be something that allowed her to help people. “I was really good with numbers and had connections to the real estate business through my mom. I initially thought I might become a Realtor®. During my last semester of college, I interviewed at several brokerages, and a mortgage company. It just felt like family there. I knew I could use all of my talents in this field, and went into it with the goal of treating people how I want to be treated. Everything just clicked. I was a loan officer assistant for five years, which allowed me to learn the business from the ground up, before becoming a loan officer. That was in 2002, and I still love it just as much today as I did then.” MaryAnn is currently with Fairway Mortgage and couldn’t be happier with the support the company offers her. She leads a team of hardworking mortgage professionals and is licensed in Texas. Although MaryAnn excels at all types of loans, she has a passion for giving back to our everyday heroes and she specializes in helping people who need down payment assistance. Fairway has several products that help her do just that. MaryAnn was one of the top five lenders for SETH in 2017 and has her Military Mortgage Specialist designation. MaryAnn credits her communications skills as being a key to her longtime success. “Whenever I hear people’s complaints about the mortgage industry it’s almost always about a lack of communication and follow through. I want everyone I work with to have an exceptional experience, and clear and constant communication is integral to that. I’m honest and upfront from the start and I keep everyone in the loop throughout the entire transaction. If a problem comes up, I have a plan ready to go. I’m thorough from

the start, since I don’t like surprises. My Realtors® know they can rely on me to get the job done. Even if I’m not their lender on a transaction, they can always call me for anything. I really treat everyone like family.” MaryAnn has established trust with numerous Realtor® partners and is always looking for ways to help them build their businesses, as well. “Fairway provides me so many wonderful tools to offer my Realtor® partners, including co-branding opportunities. We also host monthly Realtor® round tables where agents can get together with their peers, get industry updates and network and educate each other. Perhaps the best thing I offer them though is my pre-approval letters which are so thorough they’ve allowed me to close in as little as eight days. I have a good reputation which is everything in this industry.” MaryAnn is active in her community and supports the St. Jude’s Bennett’s Bash annual gala. She also supports community heroes including military, firefighters, medical professionals and law enforcement, by offering them a credit to help with their closing costs.When she isnt working, MaryAnn enjoys spending time with her husband and three boys. They are all avid baseball fans and have season tickets to their hometown team, the Texas Rangers. MaryAnn couldn’t be more thrilled with the team she has in place and looks forward to helping even more Realtor® partners achieve their goals. MaryAnn believes creating strong partnerships allows everyone to help even more people achieve their real estate dreams. “There really is nothing more rewarding than seeing the smiles on clients’ faces at the closing table. I really have a passion for helping people, and doing the right thing. I think when you focus on that, the business will come.”

To learn more about MaryAnn Comparin Jones call 817-812-2284, email maryannc@fairwaymc.com, or visit txbestlender.com http://

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SUSAN OLIVER

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Life in the cluster of “little hamlets” of Ontario’s Niagara Region enables Susan Oliver to run her mortgage origination business the way she feels it should be done everywhere. Here, people value face-to-face interaction and connections that elsewhere have been replaced by technology. Likewise, borrowers here appreciate the hands-on service Susan provides. A mortgage agent with Home Capital Solutions Inc., Susan first entered mortgages with a bank and has therefore witnessed several approaches to home loans. “I started as a teller and from there the bank wanted me to further my career in mutual funds and investments, but I had more of a desire to help people to purchase a home.” She knew she would find greater rewards in helping people build their foundation for the future through homeownership.

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know them and learning their needs, I can give them the best service.” In those meetings, she discovers nuances of borrowers’ financial situations, the home they are buying or their future goals; that valuable information helps her match them with the ideal lender and product. “You can’t necessarily do that by email or over the phone,” she says. Susan’s personal interactions continue long after settlement. “I offer ongoing service and make sure payments are coming out without errors,” she says. She even stays in touch to celebrate home ownership anniversaries. “I also discuss with them how they can pay down their mortgage more quickly; I send reminders about saving a little extra for their pre-payment privileges throughout the year.” Clearly, Susan’s business is about much more than closing good loans; it’s about remaining a trusted, long-term financial resource for people.

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Susan is grateful to have chosen mortgages, but she quickly discovered that banks try to fit lenders in to what the bank wants them to be. “People aren’t the same; life happens.” At Home Capital Solutions Inc., a franchise of Dominion Lending Centres, Susan can meet clients’ unique needs while working with approximately 30 lenders. The customized service she can provide through a brokerage falls in line with Susan’s best practices. “I pride myself on is communication and personal interaction in every part of my life,” says Susan. “The most important thing with borrowers and real estate agents, is taking their calls, answering their questions or being honest if I can’t answer but getting back to them right away.” Her REALTOR® partners can trust that Susan keeps them involved in the entire process. “I let them know what’s going on every step of the way so there are no surprises.”

Borrowers enjoy Susan’s constant communication. She pays no heed to industry advice recommending mortgage agents decide in the first 10 minutes of a call if they’re going to take the file. In the community she serves, impersonal contact wouldn’t fly anyway. Susan meets every client in-person at the time and place of their choosing. “Getting to know clients in person may sound old-fashioned, but by getting to

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Susan can therefore let her service to her business marketing for her. “I was worried that I should do more marketing, but then I realized that by making sure that every deal I do is in the best interest of the client and that I’m working as hard as I can, my reputation will grow.” As she gains more success stories, she will share them with more agents and borrowers. “But for the most part, my reputation is my marketing.” Susan loves the feeling of telling clients they’re approved. “Going through the process can be stressful for people, but after educating and assuring them along the way, it’s nice telling them they own their home,” she says. As business grows, Susan plans to find a business partner and also to bring financial education into the community. “I’d love to create a package to give to parents to help educate tweens and teens about finances and mortgages,” she said. “Clients could bring it home to start a conversation with their kids about the importance of planning and how mortgages can work for your advantage.” In the meantime, she enjoys connecting her business to community and helping make homeownership dreams come true.

To learn more about Susan Oliver, visit susanoliver.ca or on Facebook, email susanoliver@dominionlending.ca or call 289-407-1494 www.

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

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

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

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

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TRICIA SCHULTZ Tricia Schultz, Senior Vice President of Residential Mortgage Lending at Key Mortgage in Schaumburg, Illinois has spent the last 25 years helping her many clients achieve their dream of home ownership. Possessing a wealth of knowledge gleaned from her many years in the business, she has solidly established herself as a lending professional who can be trusted to guide and protect her customers. “I started as a temp in the industry,” says Tricia, “then I became a processor. I then moved up to be an assistant to two top loan originators, and finally became a loan originator myself.” This progression allowed Tricia to learn her profession from the ground up, and there are few situations she has not had experience dealing with. Tricia is proud of the services and products Key Mortgage offers. “We have down payment assistance loans for first-time home buyers, and we now offer the same for nonfirst-time buyers. Down payment assistance can be very helpful to people when they’re trying to purchase a home whether they are 1st time buyers or not,” she says. With nearly all of her business based on referrals from satisfied clients and Realtor partners, Tricia is clearly doing something right. “I think it’s because I’m reliable and dependable,” she explains. “I’ve been doing this for a long time, so I know how to structure loans. I’m also quick in my response time, and I do my very best to follow through from beginning to end. Even after the loan closes, I have clients calling me, and I’ve helped them beyond the closing. I work in a real estate office with a bunch of real estate agents, and I’ve worked with them for eleven years, so they know me, and they know how I do business. They know they can trust me.”

The appreciation her clients feel for Tricia is evidenced by the number of glowing testimonials on her website. Among them is this one that perfectly encapsulates the high level of service and attention she pays to her clients: “I worked with Tricia a couple years ago with the purchase of my first home. She spent so much time answering all my questions and concerns anytime day or night. She is 100% there for her clients and you can tell she loves what she does. She is even available to answer any questions or concerns long after you close on the home. I still contact her when I have questions and she is just as helpful and approachable as when you are an active client. She is not only a skilled broker but also a very kind person who really wants the best for you. I can’t recommend her highly enough.” Tricia takes her job very seriously. “Buying a home is one of the biggest decisions that people make, and it’s a very important decision. There are a lot of details to what we do, from explaining it all to the client to structuring the loan correctly, to making sure that when it’s in processing and underwriting that the file gets reviewed and approved in a timely fashion, so that we can close the loan on time. I’m a very detail-oriented person and those things are very, very important to me.” Tricia’s plans for the future are fairly simple: to grow her business and continue helping as many clients and Realtor partners as she can. “Home buying does not have to be complicated,” she says. “It’s an exciting thing to find a home, to write an offer and to get the keys to your new home at closing. It’s just a matter of setting the right expectations.”

For more information about TRICIA SCHULTZ, call 847-312-4202 or email Tricia.Schultz@KeyMortageServices.com Top Agent Magazine

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