NATIONWIDE MORTGAGE 3-20-23

NATIONWIDE MORTGAGE EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

COVER STORY

LORENA PEREIRA FEATURED LENDERS

HALEY ANNUSCHAT RACHEL BALESTRI ROY DUNN CHRIS MADDEN IAN MOORE

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THINGS ALL SUCCESSFUL NEGOTIATORS DO

How to Cut Down on Digital Distractions and UP YOUR PRODUCTIVITY

7 DEADLY SINS

OF PERSONAL BRANDING

GET YOUR HEAD IN THE GAME!

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.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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LORENA PEREIRA

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As a senior mortgage loan officer, Lorena Pereira has consistently been one of the top producers in her field for the last three years. “About eight hours a day, I am originating loans, and working with my clients to request documentation and get them the financing they need.”

Once Lorena Pereira stepped foot into the mortgage industry, she was destined to flourish. With a people-loving personality and a focus on community, she’s made great strides as a loan officer since her start nearly a decade ago. Her passion for the industry was ignited by her husband, a successful REALTOR®, who encouraged her to take the course and obtain her license. Since then, Lorena has worked her way up the ranks, from starting as a loan officer for brokers to becoming a senior loan officer for a reputable lender.

Her hard work and dedication have paid off, as she has consistently been one of the top producers in her field for the last three years. Lorena finds her work rewarding, especially when she helps clients achieve their dream of becoming a 8 Copyright Top Agent Magazine

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homeowner. Her commitment to excellence and passion for the industry make her an invaluable asset to any team she is a part of. Lorena’s success story is a testament to the power of hard work and dedication.

As a senior mortgage loan officer, Lorena’s day-to-day activities revolve around originating loans and providing guidance to her clients. “About eight hours a day,

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I am originating loans,” Lorena explains.

“I work with my clients to request documentation and get them the financing they need.” With a focus on the Brazilian community, Lorena helps her clients navigate the financial landscape by providing educational seminars to ensure they understand their options. Lorena spends a considerable amount of time conducting research to identify the right lender and loan product for her buyers,

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Lorena’s specialty lies in non-QM loans for primary homes and investments, as well as conventional loans.

Her expertise in these areas has earned her a reputation as a go-to loan officer for clients who face unique challenges due to their residency status. particularly those who are immigrants or do not have traditional documentation for conventional loans.

Lorena’s specialty lies in non-QM loans for primary homes and investments, as 10Copyright Top Agent Magazine

well as conventional loans. Her expertise in these areas has earned her a reputation as a go-to loan officer for clients who face unique challenges due to their residency status. Ensuring that her clients are well-informed throughout the loan Top Agent Magazine

process, she proactively communicates with them to provide updates and answer any questions they may have. Lorena’s dedication to her clients extends beyond the initial loan process as she regularly follows up with them to check in and update them on current market trends.

This level of personalized service has earned her a reputation as a trusted advisor and a reliable source of guidance.

Licensed in 4 states, she can serve buyers in many areas, which has allowed her to develop a broad network of clients and real estate agent partners.

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When Lorena isn’t working, she is giving back to her community through her church. She also supports Children International, which provides education, healthcare and resources to children in need. During her free time, she loves to relax with her family.

As her business continues to skyrocket, she is enjoying the ride, and can’t wait to see where the path leads. “It gives me so much joy to see my clients happy, and watch them reach a goal they worked so hard to achieve.”

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For more information about Lorena Pereira, please call 508-250-5979 or email LPereira@prmg.net

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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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IAN MOORE

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IAN MOORE

With a love of people and a talent for numbers, Ian Moore has quickly become a top-producing loan officer in New Hampshire. After earning a degree in finance, he landed a job in the mortgage industry and hasn’t looked back since.

“I was a loan officer assistant,” he explains.

“So I was able to see what the day-to-day tasks look like for full-time loan officer and after awhile I realized it was not only something I could be good at, but I might actually enjoy it.” A decade later, he’s made great strides in his career and has developed a reputation for delivering excellent service. His business is entirely referral-based at this point, as his REALTOR® partners and past clients know he will provide an exceptional experience to everyone he serves.

With CMG Home Loans, Ian is able to offer all types of conventional residential loans.

Communication one of Ian’s main priorities in his work, as it helps everyone stay on the same 16

page. “If you ask a real estate agent what they look for in a reliable lending partner, almost all of them will tell you communication,” Ian explains. “Keeping an open dialogue is important.” Ultimately, Ian wants to save his agents time and help them make more money, so he aims to eliminate ancillary tasks and make the process easier. “I’ll take charge of updating the clients, so they won’t have to reach out to their agent for updates. The clients will know what’s going on at every step because my team and I are always keeping them in the loop.”

After working together, buyers never hesitate to leave glowing reviews about their time with Ian. One recently said, “We’ve worked with Ian Moore for both the purchase of our home and to remortgage our home. Ian is knowledgeable, super helpful, and caring. He’s like a superhero, he’s so fast and will take care of any and all bumps that may arise during the most stressful time in your life, buying a home. In the past, my Top Agent Magazine

husband and I had a really bad experience with a home mortgage, so I know how bad it can be.

We informed Ian of this before we chose him as our loan officer and he made us feel super comfortable and safe and helped us get through that bump and gave us the courage again to buy. We highly recommend Ian Moore.”

Other real estate agents also love working with Ian. REALTOR® Jill McGowan says, “Ian Moore is always my #1 recommendation to my clients. His communication style and smooth closings are really what sets him apart.

Since I work with a lot of first-time homebuyers, they need a lot of information and hand holding and Ian is always on top of putting their concerns and questions first. No matter what day it is I know Ian will be responsive. If Ian pre-approves my Buyers then I know that they are qualified and the deal will get to the closing table. The whole process is seamless and thorough. I never have to check in because he keeps me updated and that’s really important to me. I really appreciate Ian, his team, and all of his consistent hard work.”

When Ian isn’t working, he’s giving back to the community as much as possible through participating in local events and attending networking group meetings. He’s also part of the Chamber of Commerce. During his free time, he loves relaxing with his family, including his fiance, son, and daughter. He also plays golf and follows the New England sport teams.

Exciting things are ahead for Ian, as he is currently taking a coaching course which will allow him to expand his business to the next level. “I love working with people, it’s my favorite part about what I do. I love building those relationships and connecting. And it feels great to offer the best service to my clients.”

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For more information about Ian Moore, please call (207) 233-4195 or email imoore@cmghomeloans.com

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 18

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

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

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

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

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

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

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

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

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

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

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HALEY ANNUSCHAT

With a passion for helping people that guides her every step of the way, Haley Annuschat helps her clients achieve their goal of homeownership with confidence and ease. Coming from a background in banking, Haley got her start in the mortgage industry in 2012. “I quickly discovered that I loved the business,” Haley recalls. “Since I started as a mortgage loan officer, I haven’t looked back!” Now, as Vice President/Mortgage Loans at Exchange Bank, Haley loves to be there for her clients and help them along the road to homeownership.

calls and I am always available to them—mornings, nights, and weekends. I’m there for them to ask any questions they have, because they might not have gone through the process before and have a lot of questions. I’m here to guide them through that.”

Haley specializes in conventional and government loans, including FHA, VA, HUD 184, and especially Rural Development loans. She has a deep connection to her local market, including strong relationships with both local REALTORS® and past clients. As a result, at least 80% of Haley’s referrals come from word of mouth. “I’ve found that if I take really good care of my customers, they tell their friends, their REALTORS®, and everybody else,” Haley says.

A true people person, Haley finds that nurturing those relationships comes naturally. “I focus on taking care of my customer,” she explains. “I return phone 20

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Haley enjoys helping each client find the unique solution that’s right for them. “I love putting the puzzle pieces together,” she says. “If I can’t get you qualified for this program, I may be able to get you qualified for that one, and what does that look like? I really enjoy having those conversations and building those relationships with my customers.”

board of directors, and was recognized as a Young Professional of the Year in 2022. Haley is also a Leader Under 40 winner. She is on the Habitat for Humanity committee of the Stillwater Board of REALTORS®. Haley and her husband also have a farm where they raise sheep for livestock and 4-H projects. When she’s not working or giving back, Haley loves to spend time with her four young children. Haley writes a blog, The Mortgage Momma, which is based on her experience as a mom of four sharing her knowledge of the mortgage industry and stories of raising a family in rural Oklahoma. “I enjoy giving followers a glimpse into my world of mortgage lending and my family,” Haley says.

Haley also emphasizes the relationship aspect in marketing herself to REALTORS®. She takes agents to coffee or lunch to get to know them before talking shop. “I want to get to know them and see if we’re going to be a good fit for them,” she says. “I’m very relationship-focused. I also give them an opportunity to try me out—send us a deal, and see how it works. Then we can talk about what worked for them and what didn’t, and that can help us fine-tune our process.”

Looking toward the future, Haley says, “I plan to continue to build and foster relationships, including with new REALTORS® coming into our area. I also want to continue taking care of our customer base and changing to fit their needs. I just love working with people, getting to know them and what makes them tick. Helping people is my passion.”

Haley enjoys giving back to her community. She is involved with the Stillwater Chamber of Commerce, is a past chair of the Young Professionals

Contact Haley Annuschat at 405-743-6045, email haleya@easybanking.net, visit easybanking.net, read her blog at themortgagemommaoklahoma.com, find her on Facebook at facebook.com/themortgagemommaoklahoma, and on Instagram at instagram.com/themortgagemomma_ok www.

http://

www.

www.

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

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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 24

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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.

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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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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 26

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CHRIS MADDEN Chris Madden’s career journey has been a fascinating one, beginning in the world of digital marketing after graduating from college. Despite his passion for real estate, opportunities in the industry eluded him until he met his then-girlfriend (now wife), whose family owned a mortgage company. “So I ended up leaving the digital agency I was at and went over to help them with their marketing,” Chris explains. It was during this time that he shared his goals with his wife’s uncle, who suggested he obtain his license as a loan officer. After a month of being licensed, Chris was thrust into the world of correspondent lending and wholesaling. Despite having no prior experience, he quickly became a sponge, soaking up all the knowledge he could from supportive managers and colleagues. As he grew more comfortable and competent, Chris began reaching out to REALTORS® and building his business.

He’s now been in the industry for several years, and works with Homestead Funding in Syracuse. Licensed in New York and Florida, he assists many first time home buyers who need more guidance. “They’re the ones that value the educational component to it, versus a more experienced buyer,” he explains. He’s recently had many clients return to him when they want to upgrade their house. By providing the best service and supporting them at every step, Chris ensures the process is smooth and enjoyable. He keeps everyone involved updated, including real estate agents, so no one is left in the dark.

After working together, buyers love to spread the word about their time with Chris. One recently said, “Chris was extremely helpful and attentive, helping me purchase my first home. Since it was my first time purchasing a home, Chris made sure I understood every step of the mortgage process and answered all my questions. He was very quick to reply to any Top Agent Magazine

communication. On top of all this Chris made sure to get me the best possible mortgage solution which was much appreciated. For all these reasons I highly recommend working with Chris.”

Community is an integral part of Chris’life and business. He and his family support the Museum of Science and Technology through donations and attending fundraising events. Additionally, he has personal experience with thyroid cancer and is involved with various charity events that raise money for cancer research. During his free time, he’s relaxing with family including his wife and their children. In the summer, they enjoy going to the lake and during the winter they visit the mountains.

Growth is on the horizon, as Chris plans to expand more in the Tampa region. “My in-laws live down there full-time, so it’s an area I like to focus on.” Wherever his path leads, he plans to enjoy every moment of it. “I love educating people, whether it’s real estate agents or buyers. It’s my favorite part about what I do.”

For more information about Chris Madden, please call 315-436-4342 or email cmadden@homesteadfunding.com 27 Copyright Top Agent Magazine

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 28

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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RACHEL BALESTRI Rachel Balestri discovered her passion for the mortgage industry while working at a bank during college. “I just worked my way up from there,” she explains. “I moved from the loan servicing department to consumer loans, and eventually became the loan servicing manager.”

Early on in her journey, she realized she wanted to become a loan officer. About a decade ago, that dream came true, and she’s been loving every minute of her career since. As a lender at Eureka Savings Bank, she guides people through the loan process, making everything clear and straightforward. Knowing this is a major transaction in her clients’ lives, she takes her role seriously and only wants what is best for them. Based in Illinois and handling everything from purchases, refinances, and construction, to auto loans, Rachel serves many types of buyers. She has a team of processors by her side to help with processing and booking the loans, making the process seamless.

Rachel goes above and beyond for her clients, ensuring they get the best possible loan terms and fully understand the loan process. This exceptional support and guidance has earned her a reputation as one of the top loan officers in her region. Her clients often praise her for her professionalism, promptness, and willingness to go the extra mile. One client says, “Rachel worked diligently to make sure my loan closed by the time I requested. I was going to leave for a two week vacation and it looked like the closing was not going to happen before I left for vacation. When Rachel was informed that I really needed the house to close before I left she started pulling all the strings. She promptly answered phone messages and emails. The house is for my son and his fiancé. They were living in a temporary housing situation and anxiously waiting to move

into a permanent home. The closing was a smooth transaction the day before I left for vacation which made my trip more enjoyable for me.”

Believing that honesty and transparency are essential when dealing with clients, Rachel always strives to provide them with the best possible advice, even if it means turning down a loan application. “I make sure that the program we’re fitting them in is going to work for them, and if it doesn’t, I tell them why and tell them what they can do to make it work in the future,” she explains. Rachel is always available for questions and has a quick turnaround time. “I never let things sit and wait,” she says. “If I receive a call, I’m responding right away.”

When it comes to keeping in touch with her real estate agent partners, Rachel also goes above and beyond, reaching out on a regular basis and keeping them informed of current interest rates. During a transaction, she keeps the real estate agent updated, ensuring everyone is on the same page.

During Rachel’s free time, she stays active in the community. She is on the board of directors for her local Chamber of Commerce, and was recently nominated and selected by the Chamber as a 40 under 40 recipient. She is also involved in the local Rotary Club. Additionally, she co-founded a networking and leadership development group called the Illinois Valley Leads Group.

Educating the community about finances is important to Rachel, so she frequently presents to nearby Junior High and High School students, teaching them about credit and the mortgage loan process. When she’s not giving back or working, she’s spending time with her husband and four children.

For more information about Rachel Balestri NMLS# 579165, please call 815-223-9400 or email rachelb@eurekasavings.com Top Agent Magazine

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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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ROY DUNN With his dedication to availability and communication, Roy Dunn truly stands out in the mortgage industry. Since moving to Myrtle Beach from Virginia over 20 years ago, Roy has been serving homebuyers and REALTORS® in his local community. Roy joined Homebridge in 2008, when it was still a small company with only 40 employees. Since then, Homebridge has grown to over 8,000 people, and “I’ve been along for the ride,” Roy says. “It’s been great fun!”

The majority of Roy’s loans are conventional mortgage purchase loans, but as he points out, “One of the reasons I’ve been with Homebridge so long is because there’s so much creativity here and there are so many out-of-the-box opportunities to help people. We can do creative loans for self-employed people, people with low credit scores, and any other quirks that buyers may have in their scenario.”

As Roy says, “A big part of my business is a passion for the first-time homebuyer. I like to work with them every opportunity I get, because they are the ones I can help the most. The basis of my business has always been conversations, and first-time homebuyers really appreciate those conversations. They have lots of questions, and they seem happiest of all at the end of the process – at the closing table. They appreciate the help we give them, and our team receives compliments at the end when we’re working with them because they love the service that we give them.”

When it comes to repeat and referral business, Roy focuses his efforts on staying in touch with REALTORS®, but he also has an impressive rate of clients who come back and refer him to their friends and family. It’s easy to see why. “Communication is the #1 reason people come back,” Roy says. “The communication process we have is second to none. We have a system called ‘The Life of Your Loan’ that keeps everybody up-todate on what’s been accomplished in the process and Top Agent Magazine

what remains to be done. That way, everybody in the process always knows exactly what’s going on.”

Outside of the mortgage business, Roy likes to be active in his community.

He is an elder in the First Presbyterian Church of Myrtle Beach and has also enjoyed coaching youth sports. When he’s not working or giving back, Roy enjoys traveling with his wife and playing golf with friends.

Looking toward the future, Roy says, “My plans are to stay the course. The most important thing for me is having conversations with people, and as long as I can meet my own expectations for how many conversations I have in a day, I know success will continue to build and relationships will continue to build. I love the platform of Homebridge and the creativity it gives me. It’s a wonderful company, and I have been with it from the start. I love where I am, and I love the relationships.”

To find out more about Roy Dunn, you can call 843-446-HOME, email rdunn@homebridge.com, or visit homebridge.com www.

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