Nationwide Mortgage 2-5-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

HOW TO SEND SMARTER EMAILS WHY DOESN'T TRAINING WORK FOR YOU?

HOW TO CREATE A BUSINESSWINNING PLAN IN ONE HOUR 10 SECONDS TO CHANGE A HABIT

COVER STORY

LISA ANDERSON

FEATURED AGENTS

CHUCK CHROBAK JOSH MANNING ROB PURVIS JASON SHANNON ROBERT SHERMAN

NATIONWIDE MORTGAGE EDITION

LISA ANDERSON LISA ANDERSON

ROB PURVIS

JOSH MANNING

CHUCK CHROBAK 27

JASON SHANNON

ROBERT SHERMAN

CONTENTS 4) 10 SECONDS TO CHANGE A HABIT

21) HOW TO SEND SMARTER EMAILS

13) HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR

24) WHY DOESN'T TRAINING WORK FOR YOU?

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10 Seconds to Change a Habit By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). 4

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine

are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. 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 6

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LISA ANDERSON

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LISA ANDERSON If one were to describe Lisa Anderson in three words, they might be: compassionate, intelligent, and attentive. She has achieved success in the mortgage industry, likely because of these traits. A Market Sales Leader and Loan Originator with Synovus Mortgage Corp. in Savannah, Georgia, Lisa began her career directly out of college, in 1979, as an assistant to C 8 opyright Top Agent Magazine

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the head of the mortgage department for a small New Hampshire Bank. Lisa worked her way up, becoming a loan officer in just a year and a half. Handling everything from the initial interview, to processing and underwriting of the loans, as well as the loan closings themselves, she learned each aspect of the business and has a wide range of experience. Top Agent Magazine

While she left the business to explore other opportunities from time to time, such as selling real estate and building spec homes, she always returned to mortgages, as this is truly what she enjoys most. Lisaâ&#x20AC;&#x2122;s focus is on providing superior, personalized service to her clients. She tells her new loan officers to make Copyright Top Agent Magazine9

this their priority as well. “If you give good service and you’re attentive and respectful to the client’s needs, then you’re going to get business,” she explains. It’s all about the basics for Lisa, which simply means returning phone calls in a timely manner, or better yet, answering the phone versus sending it to voicemail. “I do my very best to respond to clients within a few hours, and I try very hard to never leave the office for the day without returning every Copyright Top Agent Magazine 10

call,” she says. Making herself available and ready to answer any questions, Lisa ensures her clients are comfortable throughout the process. She understands that this is an important financial decision in their lives, and hopes to alleviate the stress that comes with the process. During the transaction, Lisa aims to make it personal, building relationships with her clients, and always remembering that they are human Top Agent Magazine

beings with problems and life journeys. “So often in this fast-paced world, the industry gets caught up in credit scores and numbers. We tend to forget at times that the clients are real people, with families, and lives, and their own personal journeys and struggles. We need to remember that people are not just their credit scores.” She tries to make every transaction as smooth as possible for her clients, but also tries to keep it personal. “It’s important Top Agent Magazine

to keep a sense of humor, and especially, to remember to laugh. I hope each client’s experience is a good one, and that my clients leave with a smile on their faces.” Detail oriented and driven to help her clients achieve their dreams of home ownership, Lisa is extremely thorough when first meeting with a client. Copyright Top Agent Magazine 11

information that is available, they are less likely to feel confused or lost during the process.” If Lisa lives by any motto, it would be the one her father raised her with: “Do the very best you can do, every day, all day, and if you do that, then you can sleep good at night.” Waking up with a smile and remembering each day is a new day, she sets herself up to do the best she can. “I know I’m not a robot. I’m going to make mistakes. But if I do, I try not to beat myself up too much. I just try to make the error right, and continue to do the very best that I can.”

She believes that this allows the later steps of the process to be seamless, and much easier on the client. “My clients probably have too much information at times, but it’s my hope that it helps them in the long run by understanding the ‘whys’ of the process. By giving them all the

There is a reason the mortgage industry has been such a large part of Lisa Anderson’s life. After speaking with her, people get the feeling that she genuinely loves what she does. “The best loan officers are the ones who care, and I care. At the end of the day, I do care about the person sitting across from me and what’s happening in their life. So it’s natural to think, ‘what can I do to make this one process easier?’ ‘How can I help?’”

For more information about Lisa Anderson (NMLS #640460) of Synovus Mortgage Corp., please call 912-235-3741 or e-mail lisaanderson@synovusmortgage.com Copyright Top Agent Magazine 12

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How to Create a Business-Winning Plan in One Hour by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts. I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better. A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time Top Agent Magazine

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements. Perform a SWOT analysis (strengths, weaknesses, opportunities and threats). For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe 13

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business. So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system. Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals. So for each goal you should have action items, due dates, who will Top Agent Magazine

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it. Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one? What successes or failures have you had with plans in the past? Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com. 15

ROB PURVIS

The MVP Team at V.I.P. Mortgage, Inc. in Tucson, Arizona believes Home is Where Our Heart is and Community is Key. Rob Purvis’ MVP Team at V.I.P. Mortgage, Inc. in Tucson, Arizona began his banking career in 2007, after seven years of pitching for the Chicago White Sox. His love and passion for helping others has catapulted him very quickly to the top of his profession, and today he is one of the country’s leading mortgage originators. “I come from fairly humble origins,” says Rob, “and I think it’s very important that people remember where they came from and give back. I was very lucky to have a lot of people help me along my way. That’s where my desire to help others comes from.” Since signing with the White Sox at age 21, Rob has developed a personal and professional philosophy based in that gratitude: “How can I help you, NOT how can you help me,” he says. Applying this philosophy to the entire MVP Team has enabled them to earn and grow relationships with realtors, business owners 16

and customers because of the level of trust they each put into the team’s beliefs. Offering pretty much every type of loan, his team at MVP can boast a nearly 90% of business based on referrals. That impressive rate is due primarily, Rob says, to the obvious care and conscientious customer service they provide each and every one of their clients. “I think our realtor base continues to work with us because we truly care about the customer. We’re very efficient when it comes to the amount of time it takes to close a loan, and we’re always looking to improve our systems and get even better at what we do,” he says. It’s also about the honesty and personal touch MVP provides its clients. “When people see that you’re genuine and that you really do care, when they can tell it’s not just a transaction but truly a relationship, that makes them want to team up with us.” Copyright Top Agent Magazine

Being able to help people is what truly motivates Rob, and the dollar comes secondary to that ability to assist people with what is often the largest financial transaction of their lives. A solid five-star rating on Zillow based on over 77 reviews from satisfied clients is evidence of his willingness to go above and beyond for his customers. One glowing review reads, “We have refinanced a mortgage with Rob Purvis twice and financed a new loan with him in the fall of 2015. He is very reliable and responds to emails and texts quickly. Our sales rep even commented that it seemed that we had a very knowledgeable and responsive lender. There were several dicey aspects to the loan, as we worked with the builder’s demands, and Rob intervened several times to smooth the process and to save us money. He is ethical and very good at his job.” The MVP Team believes Home is Where Our Heart is and Community is Key. The Team donates a portion

of each loan to various causes, but also volunteering their time to Habitat for Humanity, Southern Arizona Red Cross, TUSD, The Humane Society and Interfaith Community Services. Also, Rob himself is a member of Tucson’s Centurions, a group of 100 professionals who work together fund raising and supporting various Southern Arizona charities. In addition, he has two pups, Juice and Stella, who he claims as his babies and enjoys sports, travel, golf, hiking and cooking. As for the future, Rob’s plan is to continue to grow his business, both in loan volume and number of customers serviced. He has plans to extend his reach into Phoenix, and eventually beyond. “The way I look at it,” he says, “the better we do, the more loans we do, the more revenue we can generate means the more people we can help. And that’s what motivates me every day.”

For more information about Rob Purvis and The MVP Team, please call 520-777-1055 or email MichelleT@VIPmtginc.com Top Agent Magazine

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CHUCK CHROBAK, NMLS ID: 342850 With a natural talent for business and customer service, Chuck Chrobak made the leap from bartender to loan officer in 2003. “There was a regular who kept coming into the bar and saying I should look into the mortgage industry,” Chuck explains. After some convincing, he took his advice, landing a position with a local company. It didn’t take long for Chuck to realize this path was perfect for him. “I started in August of ‘03, and by December ‘03 I set a company sales record, and then I set their quarterly record,” he says. “It was game on from there.” Today, he works with Homestreet Bank in Washington State. They offer a wide variety of loans, including jumbo products and conventional. At this point in his career, Chuck is proud to say 100% of his business comes from referrals via real estate agents, builders, financial planners and past clients. The bulk of his work is purchase business, though he also offers refinancing. No matter who he is serving, those who choose Chuck for their loan needs receive superior service and guidance. “I make sure everyone is having a pleasant experience, including the clients, their agent, the listing agent and the seller. I do a great job so everyone is more likely to talk about it and spread the word afterwards,” Chuck says. With Homestreet Bank being one of the top lenders for closing purchase business in King and Snohomish Counties, clients can rest assured they are in the right hands. Along with his degree in finance, Chuck is also a Certified Mortgage Planning Specialist, allowing him to deliver sound advice and knowledge to those looking to purchase a home.

“I’m able to go beyond just getting them a competitive interest rate. I can help them make the right decision about the loan they choose by looking at all the products available, and trying to find a way to maximize payment savings, closing cost savings. I tie that all together with the goals they have, making sure everything aligns,” he explains. “That’s how I stick out from my competition, and that’s why Realtors continue to refer me business. They know that a deal will get done.” When Chuck’s clients make an offer, he is able to market them, assuring the sellers that his clients are offering a solid deal. Often, Chuck is informed by listing agents that the seller chose to go with his clients’ offer because they know his reputation for reliability. That reputation is backed by dozens of five-star reviews on Zillow. One recent client raved, “Anyone who values prompt and predictive closing times could not go wrong working with Chuck and his team. Chuck exceeded my expectations with promptness and professionalism. His knowledge of the loan process including all the new requirements helped me to be proactive and ensure a speedy closing. Chuck was extremely accessible and does not mind spending the extra time to explain alternative options and strategies to ensure I had the exact loan package for my needs.” As Chuck looks towards the future, he’s excited to continue growing and developing his team. He can’t imagine working in any other career path, and is always grateful for his ability to help others. “I get to help people fulfill the ‘American Dream’ of homeownership, that’s what keeps me motivated.”

For more information about Chuck Chrobak, please call 425-330-9657 or email chuck.chrobak@homestreet.com Top Agent Magazine

JOSH MANNING Josh Manning, Senior Mortgage Banker and Team Leader at First Centennial Mortgage in Lisle, Illinois has a proven track record of providing every one of his satisfied clients, both borrowers and realtor partners, with the very best in customer service. He serves the Illinois area as well as Wisconsin and Indiana. Josh began his career in the industry seventeen years ago, when he was approached by a friend with the proposition of working part-time for a small mortgage company. Not quite ready to forego his position in corporate America, he began working evenings only but soon decided to commit to his new career and started full-time six months later. “My friend figured that with my personality, it would be a good fit for me,” he says. “I’m a pretty out-going, people person, and I like helping people as well, and it’s really worked out well for me.” A large percentage of repeat and referral business can be directly attributed to his ability to make what can often be an arduous loan process less so, as Josh has the ability to explain the often convoluted mortgage procedures in ways that can be easily understood and digested. “Communication is vital,” says Josh, “and I think that fact that my communication during the process, with both borrowers and realtors, is what keeps my clients coming back to me. I like to explain things so easily and simply that even a third grader can understand.” “I think one thing that keeps my clients coming back to me is that I form relationships with my borrowers and my real estate partners,” says Josh. “I know that when my realtors refer me to clients it’s a reflection on them, so I always strive to do more than 100% for

them. I also explain to them what’s going on every step of the way.” It’s not all about the dollar for Josh, either, and he truly enjoys being able to help his clients during what can be a very anxious process. “I like helping people buy or refinance a home.” Gratitude for his abilities from those clients is rewarding also. “A lot of people have thanked me over the years because they never thought they’d be able to buy a home. Helping them find their dream home is an amazing thing.” That gratitude has resulted in many of his clients transitioning into friends, and he’s been invited into their homes for housewarming parties on numerous occasions. Josh’s proficiency is evident: he possesses a five-star rating with dozens of glowing reviews on Zillow. “We were referred to Josh by our real estate agent,” reads one, “He was easy to talk to, very patient with my lack of knowledge and was helpful in making me understand how the home-buying process works. He was with me every step of the way and always there to answer my questions. He…made the transaction very seamless and I’m so glad I gave him a call.” During those rare moments when Josh isn’t working, he loves spending time with his wife and two young children, walking, golfing, and reading. “This sounds weird,” he laughs, “but I also love going for long drives, especially when it’s snowing.” Josh’s goals for 2017 are to build his team, help other Loan Officers achieve success and to continue helping his clients buy homes. Another is to find additional ways to give back to the community, and to that end is looking into designating a portion of every closed loan to children’s charities. “That’s important to me,” he says.

For more information about Josh Manning, please call 630-877-5674 or email J.Manning@gofcm.com 20

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 22

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JASON SHANNON Jason Shannon has built a business out of helping realtors. By focusing on gaining them leads, his mortgage career has flourished and he is reaping the rewards of his success as a loan originator with Contour Mortgage Corporation. With more business than he can literally handle right now, he has his realtor partnerships to thank as they provide him with plenty of clients to keep his referral business at 100 percent. “It just keeps growing and growing,” he says. “It never stops.” At Contour Mortgage, Jason leads a team of loan officers and is able to offer a variety of loan offerings to clients. From FHA to VA and USDA loans, Jason has the potential to provide a loan for virtually everyone that he comes in contact with. He also offers one of lowest rates in the Long Island region, giving homebuyers the opportunity to save over the lifetime of their loan. Often times clients are intimidated by mortgage professionals, but this is not the case with Jason as he comes from a blue-collar background, working in construction for many years before he made the switch to the mortgage world. Because of these roots he is relatable to his clients and able to put them at ease. “They want to deal with the guy that’s just like them – the everyday guy,” he says. While his down to earth nature allows his clients to feel comfortable, it is his follow-through and level of service that makes them clients for life. “I look at the loan and say to myself would I give my mother this loan,” he says. “I try and treat everyone like family so they know they are getting the best deal I can get them.” Jason makes sure to get in on the ground floor with his referral clients as he looks to create a partnership with new and upcoming agents as they are beginning their career. He knows that providing support and good service to them early on will only enhance his business down the road. “It’s like a vacuum effect,” he says. “They are going to remember their whole career that you’re the one that helped them.” He helps them by building their business and sending leads their way as he has a full network of clients that he has developed over his 15 years in the mortgage business. When it comes to his referral partners, Top Agent Magazine

Jason knows it’s important to stay in touch. He sets up face-to-face meetings where he can really connect with them. He also uses email and mailers as well as informing his clients about industry changes that will affect them. “Keeping on top of your pipeline is very important,” he says. For Jason, it’s not about the commission when it comes to his clients as he says, “If you try your hardest and become the best at what you do the money will follow.” Because the people of the Long Island, Rockaway, Broad Channel, and Howard Beach region as well as the rest of the five boroughs of the New York City area have been so giving to Jason, he is quick to help support the community of this area. He gives to many clubs and charities in the community as it has provided much of the business he has today. When Jason gets some time to himself, he spends it with his wife and kids as he gets great pleasure out of being with them. As Jason looks back at his career, he fondly remembers the advice he was given when he first entered the mortgage industry by a former boss to keep his focus on referral partners. He is glad he did as he says, “I’ve helped them build their career so in turn they have helped me build mine.”

For more information about JASON SHANNON, call 516-425-4518, or email jshannon@contourmortgage.com Copyright Top Agent Magazine 23

Why Doesn’t Training Work for You? by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms. What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives. Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement). Training must have action inside class to be effective for you. • If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a 24

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit? None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan. Trainers: I just videos showing training work. uTube channel. Top Agent Magazine

Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure. That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ 25

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become? Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video. Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish. Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared. You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be. Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?) 2.Thinking most company training 26

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching. A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises. Contact Carla at 425-392-6914 or www.carlacross.com. Top Agent Magazine

ROBERT SHERMAN larly held events for our real estate partners. We’ve also automated a lot of our processes. We pride ourselves on having very competitive prices, and with that automation is a must.”

Top Loan Officer Robert Sherman, who heads up The Sherman Team of direct lender Finance of America in Yardley, PA, knows the mortgage industry inside and out, having begun his career as a Loan Officer Assistant Telemarketer before parlaying that experience into a highly successful career as a Loan Originator. Currently entering his 15th year in the mortgage business, Robert manages a team that consists of four Loan Officers, two Loan Officer Assistants and a Customer Relationship Manager. Specializing in First Time Buyers and Self-Employed Borrower loans, he and his team place a high emphasis on customer service and client satisfaction. “We’re honest,” says Robert. “A big issue in the mortgage business has always been committing to something and not being able to produce. We’re very upfront with everyone, having a really good system and a great team behind us is where I focus. We’ve got a great operations team as customer service is our core value so not only myself but my whole team is available at any time for both our realtors and our customers.” A staggering 100% rate of referral business that is generated by CPA’s, Real Estate Agents and Financial Advisors is evidence of Robert’s commitment to unparalleled service, and remaining in contact with his customers following closing is of utmost importance to him and his team. “We keep in touch to make sure they know how much we value them. Whether that’s face-to-face, by phone, or via regu-

When asked how he markets his team to realtors, Robert’s answer is again focused on quality service. “We market ourselves through our closings, through providing great service. Basically, doing good work is how we generate most of our referral partners on the real estate side. We deliver on our promises.” Financial success is only one motivator for Robert. “I like being able to give the people, our clients, the ability to get into their dream home,” he says. “And really assist them with the ability to be able to start building wealth, to help them get situated with their real estate, whether that’s buying it, or refinancing it.” As for the future of The Sherman Team, Robert says his plans are to expand the reach of his business. “I’d love to expand our footprint, we are looking to develop relationships in Northern New Jersey, New York and even Florida, where we currently do some business.” He’s quick to point out, however, that growth will not occur unless he can maintain his current excellent level of customer service. “That’s where I see a lot of our competitor’s downfall. It’s easy to scale a business, but the issue is to maintain the proper customer service level while growing.”

For more information about

Robert Sherman, please call 215-710-0738 or email Robert@ShermanTeam.com Top Agent Magazine

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