Nationwide Mortgage 4-16-18 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

TRACY ANDERSON

ARTURO MIRANDA CASTILLO

ANTHONY DINAPOLI

KEVIN DOLAN & LANDY GARCIA

ELISABETH EVERETT

NICOLE FRANCIS

HAZEL JACKSON

JONATHAN JOACHIM

JOHN SHERRY

RONNIE SOLOMON

DONNA M. TITONE

SHAWNA WALKER

NATIONWIDE MORTGAGE EDITION

TRACY ANDERSON

HAZEL JACKSON

ARTURO MIRANDA CASTILLO

ANTHONY DINAPOLI

JONATHAN JOACHIM

KEVIN DOLAN & LANDY GARCIA

JOHN SHERRY

ELISABETH EVERETT

RONNIE SOLOMON

NICOLE FRANCIS

DONNA M. TITONE

SHAWNA WALKER

CONTENTS 4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

18) CREATIVE WAYS TO SAY THANK YOU

9) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE

21) TURNING YOUR PROFESSION INTO A PASSION

15) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

25) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 28) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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TRACY ANDERSON Tracy Anderson, Loan Originator and Branch Manager at Inlanta Mortgage in Hales Corners, Wisconsin strives to provide all of her many grateful customers with the very best in lending services. Her true concern for her clients has set her apart from her competition, and she and her team have racked up a steady stream of glowing client testimonials attesting to that fact, including this one: “We worked with Tracy Anderson and she was excellent. She helped walk us through each step, which was extremely helpful as first time home buyers.” Tracy began her sojourn in the lending business from the bottom up, after briefly considering a career as a real estate agent. “I decided that wasn’t going to be a good fit,” she explains, “and thought that being a loan originator was more of what I was interested in. I started as a receptionist, then I became a processor.” In 1995, she became a loan originator, and when her father wanted to take a step back in 2007 Tracy took over the branch. Tracy currently oversees a team of highly-dedicated professionals that includes an assistant, a loan processor, and two other Loan Originators. While Tracy services pretty much all of Wisconsin, the majority of the branch business is focused in the southern part of the state. While Inlanta offers a huge portfolio of loans, the company takes pride in their VA loans, of which they do many. “We really shine with our VA mortgages,” says Tracy. “We are one of the few lenders who know the VA loan inside and out. My processor, Linda, is phenomenal, she’s been doing this for twenty years and she knows it like nobody else. We’ve been doing VA loans since 1990, and there aren’t a lot of lenders out there who can say that.” With a large percentage of her business based on repeat and referral clients, Tracy and her team are clearly estab-

lishing customer loyalty. “We always strive to treat people the way we’d want to be treated,” says Tracy by way of explanation. “I go to every single one of my closings, I’m there from A to Z and with my clients every step of the way.” Much of this referral business is from her real estate partners. “I get about 75% of my business from real estate agents,” she says. “We have such a phenomenal team,” says Tracy, “and agents are confident that when they send me one of their clients, they know the job is going to get done. They don’t have to worry because they know they have an experienced team working for them who really cares.” Tracy’s passion for what she does plays a large role in her branch success. “I absolutely love my job,” she says. “I’ve been doing it for a long time, and I think it’s the best feeling sitting at the closing table, watching a client buy their first home. That’s what I love about my job. I also love working with real estate agents, and letting them know what I’ve got to offer and to be able to help their clients as well.” Tracy is adamant about giving back to her community, she is a member of the Hales Corners Chamber of Commerce, and is big supporter of the local fire and police departments. “I try to help our first responders any way I can,” she says. She also enjoys spending time with her husband, 2 sons and her dogs. Water skiing, hiking, going to the movies and spending time with family & friends at her cabin in Northern Wisconsin are among her numerous passions. As for the future, Tracy plans simply to continue doing what she’s doing and providing the very best in lending solutions to her clients. “I want to just keep going strong with what I’m doing,” she says. “I can truthfully say that everyone in my branch enjoys coming in to work every day.”

For more information about TRACY ANDERSON, call 262 - 719 - 5761 or email tracyanderson@inlanta.com or visit her website at tracyanderson.inlanta.com http://

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ARTURO MIRANDA CASTILLO Arturo Miranda Castillo got his start in the real estate and financial sectors more than a decade ago. After fielding the business of a multi-million-dollar company with vast holdings in securities and real estate, Arturo had the cuttingedge innovation to unite proficiencies in real estate and financial consulting to best serve his global clients’ specific needs. Today, he spearheads a wide-ranging network of professionals who stand as experts in their respective fields. From financial analytics and consulting to real estate agent representation and a specialty in financial law—Arturo and his team serve as a one-stop-shop for major international players as well as small to medium sized businesses seeking a competent foothold in Panama’s thriving real estate and financial sectors. While Arturo and his network are based in Panama, he serves clients from around the globe. Likewise, he enjoys tenured memberships in a diverse spectrum of local and international professional organizations, from APEDE, ACOBIR and the National Association of Realtors based in the U.S., to the American and British Chambers of Commerce in Panama—to name only a few. Not only does his steadfast civic involvement cement his status as an industry leader, but it also serves his clientele well. He’s able to mine a constant flow of organic interest through his sphere of influence, while courting roughly 70% of his business from referral clientele. The remaining 30% of his business stems from repeat work—a testament to his successful track record. What’s more, Arturo’s unique data-driven business model—focused on the accelerated growth of companies, sales and revenues—blends the very best of the financial and real estate worlds. From the company’s brokerage and financial consulting/advisory units, to their legal/tax arm— clients have access to family office services, property management, and financial underwriting, as well as proficiencies in private equity funds, investor relations and an unparalleled real estate acumen. “Our job is to connect people with what they want to do and who will best serve their needs,” he explains. “We’re discreet, well-connected locally, and possess multiple distribution channels to syndicate deals privately. Especially in the investment sales and commercial real estate space, we have a capital markets approach. We maintain relationships with our clients by being

thought leaders in our marketplace. People look to us for ideas, information, pricing, valuations, and more. We keep our clients on board and when they’re ready to do a deal, we have the inventory, can quickly source new deals, and we’re active concurrently in the investment and real estate markets. In a nutshell, we blend our experience in the financial services industry serving corporate clients, but also cater to global investors with a main focus on real estate.” Aside from their multifaceted value-adds for high-powered clients, Arturo also cites visionary forward-thinking as a foremost driver of his success to date. “More and more, we’re shifting to a whole new world of transparency, from fiscal, banking, and legal regulations to a corporate governance standard,” Arturo explains. “We have a focus on corporate social responsibility: getting things right, doing things well, and focusing on the greater good. Having an aim beyond the financial rewards, benefits people and companies alike in the overall marketplace. Any company focused on that—in addition to their primary business objective—is going to do well. That’s a big focus for us and one of the key drivers to our growth.” Likewise, Arturo is an attorney-at-law and partner in Panama Finance Law & Co., the legal wing of the business. This further extends his value-add for clients, who rely on his firm comprehensively, from beginning to close. “Our boutique law firm is the hidden gem of our group,” he explains. “Our law firm’s focus on finance helps us complete all the contract work and closings for our clients, adding that additional layer of legal structuring as an added value. We know and work with the entire project or company from day one. That means we’re able to guarantee a smooth closing for all parties through our legal group.” Beyond his work alongside a variety of professional organizations, Arturo stays involved in his community through Casa Esperanza, Aldeas Sos, Fanlyc and through a range of worthwhile causes and charities. In his remaining free hours, he most enjoys spending time with family and loved ones, visiting the beach, and is currently at work on a special book, mixing contemporary artwork alongside timeless, illuminated wisdom. Looking ahead, Arturo has strategic plans in place to continue growing his professional activities and relationships with clients, with a focus on philanthropic expansion and corporate social responsibility. Now, with over a decade of esteemed service behind him and a sterling legacy already in place, the best is assuredly still to come for Arturo Miranda Castillo.

To learn more about Arturo Miranda Castillo email info@inversiones.com.pa, or info@financelaw.com.pa visit www.inversiones.com.pa, www.financelaw.com.pa or call +507 396 – 5647 / +507 279 - 3269 8

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional lifeâ&#x20AC;&#x201D;whether youâ&#x20AC;&#x2122;re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes10

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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ANTHONY DINAPOLI Advisors Mortgage Branch Partner Anthony Dinaploli humbly insists that his success is the result of the structure and service that are central to the Muscarella Lending Team at Advisors Mortgage in Wall, NJ. “This is the top branch and Anthony Muscarella is the top producer of the company,” says Anthony, noting that his branch leader is also his longtime best friend. “He’s been my best friend since before I got him into the business in 2006. He’s a gentleman and a scholar and I give him a lot of my credit.” The processes and structure of this team at Advisors Mortgage ensure the best possible loan origination experience. “We’re a direct lender with multiple warehouse lines, so it’s almost like we work at a broker capacity,” says Anthony. “But we’re a family company that has been around for 18 years.” The team’s success, he adds, is tied to the originators’ ability to work directly with their underwriters; they are also only 10 minutes from corporate headquarters.” While he’d like to take more credit personally, he won’t. “I have followed Anthony Muscarella as he’s put the right people in place and developed a seamless system.” It’s work, he admits. “But this our career. We make it our job to know if there are any issues before any file is even out of attorney review.” For loans he personally originates, Anthony’s his processor, Amy, essentially does the detail work of an underwriter. “We fully process and underwrite each loan in the day or two after application and receiving documents,” he says. Occasionally, REALTOR® referral partners may ask Anthony to turn around a pre-approval on the spot, as many loan officers are willing to do. “But we strengthen the offer of a client going into a purchase, particularly in multiple-offer situations, with a pre-underwritten file and desktop approval, having all the income and asset documentation reviewed already.” Not only does everyone involved know the deal is viable, but Anthony is able to commit to a closing date with the REALTOR®.

Despite Anthony’s humility, an individual’s success in the mortgage industry cannot be attributed only to the merits of others. Anthony’s clients and referral partners prove that his strengths and service skills are invaluable. His tenacity, coupled with his desire to help people with the most important transactions of their lives, have motivated him to embrace the team’s philosophies and deliver unparalleled levels of service. Anthony is grateful he chose the mortgage path after having spent a few years as a stock broker trainee early in his career. “I’ll never forget what it felt like when my first borrowers thanked me,” he says. “I remember their names to this day; they didn’t think they’d be able to get qualified, but their payment was less than what they were paying in rent.” Now, more than 75% of his business comes from repeat clients and referrals from REALTOR® partners. And while networking is a key to maintaining successful business, Anthony finds that continuing to deliver excellent results is the best marketing. He also stays in touch, picking up the phone and calling clients and referral partners to remind them he’s a resource for them. “Our office also holds speaker seminars for REALTORS®,” he says, describing one dinner event that including drew 260 people. Events include experts speaking to real estate agents about REOs or the value of social media marketing, for instance. Speaking of REOs, while Anthony has no desire to change careers, he is considering getting into flipping homes. “But my priority is building my business and serving my clients. It’s a community service we provide, being open with clients, educating them, communicating and letting them know what to expect.” The mortgage industry can be all-consuming, especially for someone who invests personal energy into helping others. “But you need to find balance and do self-maintenance.” For Anthony, this includes quality time with his two children, working out and enjoying weekly Sunday dinners with the extended family. This is the stuff of the dreams Anthony hopes his clients can enjoy through home ownership.

To learn more about Anthony Dinapoli https://www.facebook.com/TeamMuscarella/ visit adinapoli.advisorsmortgage.com or go to the team’s Facebook page, www.

email adinapoli@advisorsmortgage.com or call 732.803.6576 Top Agent Magazine

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KEVIN DOLAN & LANDY GARCIA For over 15 years, Landy Garcia and Kevin Dolan have both been highly respected and in demand mortgage professionals. Their ability to provide an exceptional level of service to their clients and Realtor® Partners has made them two of New Jersey’s top producing mortgage originators. They are now both Branch Managers at Annie Mac Home Mortgage, a direct lender that gives them the ability to offer their clients an extremely wide range of loan programs, the industry’s lowest interest rates, and well-honed processes and systems that lead to efficient transactions that close on time. Landy and Kevin excel at all types of loans, but they specialize in Renovation and Construction loans, as well as portfolio loan programs with flexible credit guidelines - down to a 500 credit score. According to Kevin, “We’re able to offer our clients the best products and rates out there. We’re always keeping ourselves on top of what’s new, and keeping our Realtor® partners educated on what’s available, as well.” Landy adds, “We try and take a consultative approach with every borrower, really honing in on what is the best option for them and their specific needs.” If you look at what Landy and Kevin’s clients have to say about working with them, most will point to their integrity, their stellar reputation in the industry and their dedication to their clients. “Landy and I both believe in providing clear, honest and constant communication from the start. We set up reasonable expectations for the clients, and then keep them educated throughout the process so things stay as stress-free as possible. I would say the quality of our upfront work really sets us apart. Putting that time in up

front makes the transaction nearly seamless.” Kevin and Landy build strong relationships with their Realtor® partners, and they go to great effort to maintain those relationships throughout the year. “Kevin and I are always reaching out to see what we can do to help them and their businesses. We do a lot of co-marketing with them, and even hold educational seminars for them on all things mortgage, updating them on industry changes, new products and financing options. Our goal is to help them help their clients.” Both Landy and Kevin are actively involved in their community and with the local real estate associations. They also sponsor and support the local police department and schools. Some of the charities they’ve supported in the past are Toys for Tots, the American Cancer Society, and the Susan G. Komen Breast Cancer Foundation. Kevin and Landy would like to continue to grow their branch, and are looking to add more highly trained professional team members in the future. Their ultimate goal is to become the top mortgage lender in Northern New Jersey and they are well on their way to achieving that. “Everything we do here is to better serve our borrowers and referral partners. We always try and stay one step ahead of the competition as far is using the latest technologies and systems go.” Landy couldn’t agree more. “We want to be the best, so we can offer the best results to our clients. It’s very gratifying to help people achieve the American Dream of homeownership. We can make what sometimes seems impossible, possible for families and that’s ultimately what drives us.”

To learn more about Kevin Dolan, Landy Garcia and Annie Mac Home Mortgage, call Kevin at 201-486-3177 or email him at kdolan@annie-mac.com. You can call Landy Garcia at 908-553-5404 or email him at lgarcia@annie-mac.com

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ELISABETH EVERETT Elisabeth Everett got her start in the lending industry back in 2004, working in consumer financing. In 2010, she was recruited into the residential mortgage field and relished the opportunity to directly serve others on the path to homeownership. Almost fourteen years later, she’s found a true passion in her daily work: guiding others as they pursue the American Dream and building a reputation for reliable, relationship-based service that delivers results. Primarily serving Colorado’s El Paso County area—with some client work that extends to the Denver area—Elisabeth offers loan options that run the gamut. Growing up in a military family and now married to a veteran, Elisabeth’s relationship to the area’s sizable military community is tightknit, and she works frequently with VA loans. Her business partner is also an Army spouse, and together they bring a unique brand of specialized client care to the area’s many military servicemembers and their families. “The reputation of our VA loan program is exceptional,” Elisabeth says. “We have a strong reputation for being able to do quality VA loans and that is extremely helpful living near five military installations.” Likewise, Elisabeth is seasoned in down payment assistance grants, as well as conventional, USDA, FHA, and Jumbo loans—to name just a few. “We pretty much have every loan a client would need,” she says. Considering 100% of Elisabeth’s business is generated by repeat and referral clientele, she’s earned a sizable network of Realtor referral partners and a proven track record of success. “When clients are referred to me, I don’t lose them,” Elisabeth explains. “I’ve worked with many of the same Realtors that I’ve worked with since the beginning. In our industry there’s still a lot of trust that needs to be established between loan officers, customers, and Realtors, but I put my clients at ease, do the right thing, and people know they can trust that.” To support her Realtor referral partners, Elisabeth makes use of her company’s internal marketing platform to bolster her industry colleague’s promotional efforts. Her partnerships with Realtors are also guided by her commitment to straightforward communication, accessibility, and a thorough pre-approval process. “I take pride in the fact that when I do my preapprovals, we get to the closing table,” Elisabeth says. “I enjoy the whole lending process, especially working with and helping people.” Elisabeth also partners with an area builder, and amidst Colorado’s rapid growth, her ability to partner with clients, agents, and builders alike cements her as a one-stop resource for real estate professionals and aspiring homeowners. 14

When it comes to giving back to her community, Elisabeth partners closely with organizations supporting military servicemembers and their families. One non-profit, USA Cares, supports emergency assistance efforts for jobs, transportation, food, and shelter for post 9/11 veterans and their families—a cause close to her heart and where Elisabeth served on the national board for three years. In her free hours, Elisabeth most enjoys spending quality time with her husband and children, and spending time in the great outdoors through hiking and skiing. She also enjoys cheering on her kids at their various athletic commitments, from gymnastics and dance to soccer and hockey. Looking ahead, Elisabeth has plans to continue serving her El Paso County community, while building more partnerships with area agents and builders. She also hopes to expand her philanthropic presence in the area by becoming more involved in regional charitable organizations. “Every year I’m looking to grow my business, but I’m also looking to become involved in volunteering for a couple local non-profits,” she says. “It’s important to me to reach out and get involved in organizations I believe in.” Now, with more than a decade of insightful service behind her and an abiding enthusiasm for her daily work, the best is assuredly still to come for Elisabeth Everett.

To learn more about Elisabeth Everett e-mail epeverett@bayeq.com, call (719) 419 – 9905, or visit her website at www.

bayequityhomeloans.com/elisabeth-everett Copyright Top Top Agent Agent Magazine Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 16

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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NICOLE FRANCIS Nicole Francis came to the mortgage industry in 2001 when she was at a turning point in her life. She considered going to law school, but her family has a successful mortgage business and she loved the idea of helping people with the most important purchase they will ever make in their lives. Over the past thirteen years, she’s closed well over a thousand transactions including loans to many self-employed borrowers, construction loans and hardto-place super jumbo loans. Nicole serves communities at the beach in LA and also in the mountains with offices in Marina Del Rey and Lake Tahoe. Nicole currently works at RPM Mortgage, a direct lender and brokerage. “About eighty percent of my volume is done at the bank and twenty percent is brokered out,” she explains. “We have a model that is: ‘No loan left behind.’ We want to make sure we can help as many families as possible achieve the goal of home ownership.” This allows clients to get the best possible rate and a loan product that matches their needs. Nicole leads a team of six that includes: a junior loan adviser, a business development staff member and a transaction coordination team. While her business focuses on conventional and jumbo loans, she’s an expert on many loan types. “We offer a truly broad depth of products. I like to say that if it can be done, we can do it,” she says with her characteristic smile. As a result of the amazing service Nicole provides and her close, collaborative relationships with realtors and financial advisers, the majority of her business comes from repeat clients and referrals. What keeps her realtor clients coming back? Nicole implements an RPM Mortgage program called “Advanced Approval” that allows her to underwrite a client’s file prior to the client identifying the property they want to buy. “Agents really love this because when they go in to write an offer, they can write an offer with no loan contingencies,” she explains. She usually closes a loan in 21 days. “Our execution is flawless,” she says. Nicole works closely with her realtor partners, communicating with them promptly. She delivers regular weekly updates to both the buyer and the listing agent. “We do a lot to support our agents. I think it’s being the total package that sets us apart,” she says. She believes in developing longstanding, committed relationships with her realtor clients. To market herself to her realtors, Nicole hosts “Lunch and Learns” that include goal setting plans, and gives Top Agent Magazine

regular presentations at real estate offices; she also sends relevant, current market information by email or text. What does Nicole love most about what she does? “I love helping people,” she says. “At the end of the day, this is a people and relationship business. There is nothing more rewarding than having a client or an agent come to me, tell me what their goals are, make a plan and take the steps to make that come to fruition.” She understands that everyone works on their own timeline; and rather than rushing a potential client, she invests in nurturing relationships. Nicole studies spiritual psychology and other healing arts and plans to do a counseling training program so she can share her knowledge with others as a way to give back to the community. She also volunteers with a beach cleanup program. “Because I’m a nature girl, I really believe in taking care of the environment,” she says. In her cherished free time, Nicole loves studying and learning anything new. She’s a Reiki master teacher and has studied Ayurvedic medicine. She’s an avid snowboarding and mountain biker, and is currently learning how to surf. For the future, she wants to continue to provide inspiring leadership and training to her team; and deepen and grow her relationships with colleagues and realtor partners. With her commitment to her business, her clients, her team and her community, she’s sure to achieve those worthy goals!

To find out more about

NICOLE FRANCIS,

email at nfrancis@rpm-mtg.com or call 800 - 975 - 5412. Copyright Top Agent Magazine 17

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

HAZEL JACKSON Top Loan Officer Hazel Jackson of New American Funding in Cerritos, California has been in the mortgage industry since 2007, when she began building her solid reputation as one of the most dependable lenders in The Golden State. With a dedicated focus on client service and follow-through, Hazel has distinguished herself as a mortgage professional who can be trusted to truly take care of her many grateful clients. Hazel’s journey in the mortgage industry actually began in 2005, when a friend invited her to process loans at his mortgage business. “But he told me I needed to get my real estate license, so he recommended a school,” says Hazel. “When I went to the school I realized that maybe I should give selling real estate a shot. So I worked in real estate for two years, and then I transitioned over to lending in 2007.” Hazel is proud of the wide array of products that New American Funding offers. “Our company actually has a niche product,” says Hazel. “It’s a one percent down product that allows a lot of first-time home buyers to be able to get into a home even if they don’t have much in assets or savings. New American Funding offers a wide array of products which helps me provide borrowers with the loan that best fits their financial and personal needs.” With nearly 70% of her business based on referrals, Hazel is obviously doing something right. “I like to pride myself on my customer service and my follow-through,” says Hazel. “I’m very thorough with making sure I call everyone back. If I tell a client I’m going to call them, I call them back the same day. Hazel is also extremely conscientious about maintaining contact with both her borrowers and her Realtor referral partners. “I send out mailers, and I follow up with them twice a year,” she says. “And if something in terms of

rates or anything that is pivotal to the market occurs, I’m going to reach out to them. There are also times I’ll just send a text just letting them know that I’m thinking about them.” While the financial rewards of her chosen profession are not inconsiderable, it’s the more personal side of the transaction from which Hazel derives the most satisfaction. “I love helping home buyers,” she says. “I love being able to educate them about the fact that they can buy a home, that anyone can buy a home as long as they follow the steps. I’m also very passionate about showing them the steps and educating them on that part. And the best part, of course, is when they get those keys when they didn’t think it was possible. It’s wonderful.” When she’s not working, Hazel is adamant about giving back to her community, and to that end she volunteers with a local church, and can frequently be found sharing her expertise at home-buying seminars. She also loves nothing more than spending time with her spouse and three children. “We love to travel as often as we can,” says Hazel. “We like to spend time at the river, just hanging out in the water. It’s all about family.” Hazel’s plans for the future include continuing to grow her business, and to help empower first-time home buyers via education. “I’ve just recently found out that I have a passion for helping those who want to help themselves. I want to be able to provide more resources for them and create those avenues so that they’re able to purchase.” Asked if she has any advice for up-and-coming loan officers, Hazel grows thoughtful for a moment and then answers, “Just be passionate about your business. I think that’s what creates success. Just find one thing within your business that you’re passionate about and continue to thrive and grow from that. Then the success will just naturally come.”

For more information about Hazel Jackson, please call 562 - 240 - 3518 or email Hazel.Jackson.Loans@Gmail.com Top Agent Magazine

JONATHAN JOACHIM Jonathan Joachim got his start in the mortgage industry at the suggestion of a good friend back in 2002. Ready to rise to a new professional challenge, he hit the ground running—quickly learning the ropes and building a network of clientele along the way. Today, he has amassed nearly two decades of experience and established a masterful reputation for knowledgeable counsel, adaptability, and an abiding dedication to his clients’ wellbeing. Based in Florham Park, New Jersey, Jonathan is licensed throughout the Garden State. Under the banner of Caliber Home Loans, he works solo, supported by a tightknit team including an assistant and a processor. Wielding the power of a direct lender, Jonathan has cultivated a wide range of industry knowledge, though his specialty lies in renovation loans. This niche product is increasingly on the rise, and in a marketplace eager for inventory, renovation loans create new possibilities and opportunities for homebuyers. What’s more, roughly 80% of Jonathan’s business is driven by repeat and referral clientele, demonstrating a proven track record of success. His referral partners belong to a variety of fields, and he works frequently alongside Realtors, contractors, attorneys, and foreclosure agencies—to name only a few. Considering his consistent success to date, Jonathan cites steady communication and creative problem-solving as two primary drivers of his professional philosophy. “Every single transaction is entirely different,” he explains. “Just as no two borrowers are alike, no two files are alike when it comes to renovation loans. It’s a unique product and many lenders don’t understand the depth of the details involved. Because I’ve specialized in this type of loan for so long, we’re able close as quickly and efficiently as possible. We recently closed one loan in fourteen days, from start to finish. That’s the difference between me and my team, and everyone else.” To enact the reliable communication clients and their representatives rely upon, Jonathan has several tools at his

disposal. He sends weekly e-mails, marketplace updates, and even hosts a multi-platform app that allows borrowers and agents alike to check in around-the-clock for a real-time update on their file. “It’s as easy as logging in to the app,” Jonathan says. “Everyone is kept in the loop and knows where they stand.” Likewise, Jonathan relishes the opportunity to serve others seeking the American Dream of homeownership and share his professional knowledge. Accordingly, he believes in empowering clients through a market education, and goes the extra mile to outline expectations at each step of the lending process. “I’m dedicated to my clientele and referral partners,” he says. “When it comes to business, they’re the most important people to me. There are always several considerations in a loan—from cost to navigating contracts between Realtors and buyers—but what drives me is seeing my clients through to the end and putting a deal together. I enjoy empowering them with knowledge and sharing a loan type that many people don’t realize exists.” To extend his spirit of service to his hometown community, Jonathan is involved in the Sons of the American Legion and gives back through local fundraisers and events. He also dedicates his resources to causes that support the military abroad and sponsors events to support the local police force, as well. He participates in his greater professional landscape through work with the National Builders Convention in Las Vegas and Atlantic City, yearly. In his remaining free hours, Jonathan most enjoys spending time with loved ones and the occasional round of golf. Looking ahead, Jonathan has plans to continue growing his business steadily, with hopes to develop his team internally and inspire others to utilize the leverage of a renovation loan in today’s market. Now, equipped with sixteen years of experience and a surefire commitment to the financial wherewithal of those he serves, the road ahead is bound to yield continued promise for Jonathan Joachim.

To learn more about Jonathan Joachim https://www.facebook.com/TeamMuscarella/ visit email jonathan.joachim@caliberhomeloans.com,

call 973 – 981 – 3403, or visit hishttps://caliberhomeloans.com/loan-consultant/new-jersey/FlorhamPark-NJ/jjoachim website here. 20

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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JOHN SHERRY John Sherry, Assistant Vice President of LeaderOne Financial Corporation in Pine, Colorado has achieved stellar success in the mortgage lending business through a combination of vast knowledge of his industry, hard work, and a focus on providing each and every one of his buyers and realtor partners with the very best client service available. John began his journey towards mortgage via a position in the title industry. “I worked independently as a Title Researcher back in New Jersey in 1984,” he says, “and moved to Colorado in 1992 and went to work for Chicago Title of Colorado. I was there for five years until one of the sales reps mentioned there was a job available in the mortgage industry. I volunteered to interview, and that’s how I left the title industry and moved over to mortgages.” That was nearly twenty years ago, and since then John’s career has skyrocketed, along with his reputation as a lender who can be trusted to take care of his clients. John, who oversees additional offices located in the towns of Conifer and Evergreen, does so with the invaluable assistance of his Branch Manager Carrie Merritt and his Processor, Julie Stark. Direct Lender LeaderOne has been in business for twenty-five years now, and last year alone was able to boast of nearly two billion dollars in loan originations. The company has also been ranked among the Top 100 mortgage companies in America, and is also among the Top 100 mortgage employers. “We offer any and all available loan products,” says John. “We do, however, find that in the mountain communities here USDA loans are a helpful tool for first-time home-buyers because it offers 100% financing.” With 100% of his business coming from referrals from past clients and realtors, John and his team are clearly doing

something right. When asked what sets his team apart from other mortgage lenders, John replies: “This business isn’t rocket science. The key thing is if my real estate referral partners are working, I’m working. If they’re writing an offer at 7 PM on a Saturday night, then I’m available for them. So communication, availability and accessibility are the three foundations of what we do.” Maintaining constant communication with both past and present clients and real estate partners is of paramount importance to John. “We have a number of systems in place,” says John. “One of these is called the Perfect Loan Process. When a contract comes in, we’ll call and introduce ourselves to the listing agent specifically, especially if they’re not currently working with us. We want to develop a long-term relationship with them as well. We make a point of keeping them in the loop as much as we can so they know things are progressing nicely. We try to do a weekly phone call to all the agents with an update.” Modern technology plays a large role in the team’s goal of keeping everyone informed, and they have won awards for their tech savvy. “Helping people is what I enjoy the most about my job,” says John. In addition to helping his buyers and real estate agents through the often-convoluted transaction process, John gives back to his community in a variety of ways, including numerous monetary donations to multiple charities that include local food banks, first responders and the local 4-H chapter, among many others. As for the future, John is in the process of continuing to expand his rapidly-growing business. “Plans for the future are pretty exciting,” he says. “I’m in hiring mode, looking for like-minded loan officers who understand the value of community involvement.”

For more information about John Sherry, call 303 - 246 - 6982 or email JohnSherry@Leader1.com Top Agent Magazine

RONNIE SOLOMON Ronnie Solomon’s first exposure to the real estate world came in 2001, when he was working part-time for a real estate telemarketing company during college. All the while, he was witness to the now common phenomenon of rapid gentrification in the Brooklyn area. Sensing opportunity and inspired to serve others on the path to homeownership, Ronnie joined Alliance Mortgage in 2004 as a hybrid banker/broker, enjoying mentorship in sales from a top producer in his company. When the downturn arrived in 2008, Ronnie persevered, applying all the lessons learned while staying true to his commitment to serve others. Today, Ronnie leverages his insight and leadership ability as a Branch Manager for InterContinental Capital Group Inc. in New York. “We have a wonderful team of people at our Brooklyn branch,” he says. “I’m proud to say that together, we’ve created amazing synergy by leveraging our individual creative talents. There are no cookie-cutter personalities in our office. When I started this branch, one of the focal points of my mission statement was to create a true mortgage originator’s branch that avoided the typical pitfalls that many originators face in the average mortgage office. We created an environment where originators can laser-focus on giving excellent service and prospecting new clients, which allows us to remove friction from our pipeline and workflow.” Applying that methodology, 78% of Ronnie’s business is generated by repeat and referral clientele—the highest praise a client or referral partner can offer. What’s more, Ronnie’s banner company enjoys comprehensive reach, which means his company can field clients from forty-five different states using the power of a direct lender and the ability to broker niche loan products. “I can say without a doubt that the folks on my team are absolute experts with purchase products,” he says. “It’s the focus of my branch to help people attain the dream of homeownership.” To follow through on this goal, Ronnie and his team concentrate on responsive communication, personally tailored service, and staying up-to-date on the ever-evolving industry in which they thrive. Underlying those key tenets, Ronnie cites his abiding enthusiasm for this industry as a foremost inspiration. “My realtor referral partners tell me they love how much I love this business,” he says. “They like my transparency and love that I’ve trained my team to be efficient communicators—that’s extremely important to them. The home-buying process can be stressful and daunting without the right team on your side. My expertise and mastery over the loan products we offer, coupled with our dedication to the customer experience, allows our realtors to truly appreciate our partnership. We offer a competitive edge in the marketplace through our speed, time efficiency, and technical problem-solv24

ing capabilities.” What’s more, Ronnie maintains his passion on interpersonal relationships, striving to forge a meaningful bond that will outlast the closing table. “I always carve out time for my clients,” he explains. “I dedicate one Saturday morning per month to writing handwritten thank-you notes to my clients for choosing us to help them. In this age of digital overload, sometimes it’s the simple things that cut through the noise.” To give back to the community he calls home, Ronnie donates to a local no-kill animal shelter close to his heart and focuses much of his giving on animal welfare organizations. In his remaining free hours, Ronnie most enjoys travel—especially seeking out the Northern Lights from various vantage points, with past destinations including Iceland and Norway. He’s also a major connoisseur of coffee and in another life, imagines opening his own roasting company. Looking ahead, Ronnie has plans to continue growing his enterprise, with ambitions to establish himself and branch as a major regional market leader. “The mortgage business can be a wonderful and dynamic place to achieve your professional goals,” he says. “Your partnerships and dedication are paramount to your success, but this isn’t an industry conducive to a half-in and halfout approach.” Finally, with seventeen years of experience and reflection as his guide, Ronnie Solomon considers what he enjoys most about his chosen field: “I love working with people, and many of those I’ve served have become friends,” he says. “I’ve made real connections with clients from all over, and I’ve discovered people and cultures that I may not have been exposed to if not for the mortgage business.”

To learn more about

RONNIE SOLOMON email rsolomon@icghome.com, visit rsolomon.apply.icghome.com, or call 917 – 340 – 4036 www.

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 Top Agent Magazine

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 26

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DONNA M. TITONE Donna M. Titone is dedicated to results. As Assistant Manager and producing loan originator with Reliance First Capital out of Long Island, she serves borrowers and real estate agents in eight states with distinct attention to detail. “I was in the business for nine years several years ago and spent some time in insurance before joining Reliance in 2016,” she says. Her experience has spanned a variety of market conditions and she is happy to be a part of Reliance First Capital. “We operate like a Mom and Pop company here,” Donna says, noting her borrowers and real estate partners appreciate that she offers them 24/7 service. “People remember that we do right by them,” she says. “I’m always looking out for the best interests of my clients and going above and beyond; they can call me on weekends or night with any questions.” She says that a culture of personalized service at Reliance First Capital distinguishes them from large banks. And because of the family feel of the company and her good communication, Donna is able to help clients close loans quickly. Donna offers a full suite of purchase and refinance loans, including FHA, VA, USDA, FNMA and Jumbo loans. Her personal goal is to ensure that each borrower is matched with the best product for their needs and overall financial picture. “Much of my business is in refinances; I enjoy helping people understand what a refinance can do for them in the bigger picture, which might include putting kids through college, saving for retirement or putting away money for other plans,” she says. She says the company is not the kind of organization that simply quotes rate and takes orders. “We want to be your mortgage analyst for life.”

Her borrows agree, providing glowing recommendations for Donna as a compassionate person who takes the time to educate and inform them of every small step in the process while accommodating their unique needs and financial situations. Clients say that Donna makes what could be a stressful experience into an educational and easy process. She takes a lot of pride in the fact that they trust her and are willing to refer their friends and family members to her. Buying a home and refinancing are major life decisions that Donna enjoys being able to witness alongside her clients. “I like helping to change people’s lives, whether that’s getting them into their first home, upgrading their home, saving money, or just getting to know them and being a resource for them.” For Donna, the relationship doesn’t end at the closing table. “I keep in touch by hosting gatherings or emailing and texting to check in with people,” she explains. “I have a good CRM system that reminds me of birthdays or other milestones and we stay in touch through social media.” An self-proclaimed active person who “can’t sit still,” Donna relies on her multitask mentality to streamline the work of mortgage originating and while managing and training other loan officers. She of course also finds time for pastimes like traveling, going to plays, dining, getting outdoors, volunteering with Big Brothers Big Sisters, and spending time with family. But Donna is so devoted to the mortgage industry that she is gladly assuming more responsibility. After earning the Leader Club trip in her second full year with Reliance First Capital, she began spending more time working with other team members to be true mortgage analysts, not just originators. “Being a mortgage analyst is about understanding how the right mortgage or refinance can truly help someone,” she says. “It’s about building and growing relationships based on trust.”

To learn more about Donna M. Titone (NMLS#1423455), visit reliancefirstcapital.com/profiles/dtitone.html or go to herhttps://www.facebook.com/donnatitonemortgage/ Facebook page, www.

email dtitone@reliancefirstcapital.com or call 516 - 566 - 4017

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 28

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

Top Agent Magazine®

Top Agent Magazine

SHAWNA WALKER With over eighteen years of experience under her belt, Arizona Loan Officer Shawna Walker has firmly established herself as one the most dependable, knowledgeable and caring mortgage professionals currently working in The Grand Canyon State. A former manager of a medical facility, Shawna began working in the loan industry in 1999 upon the urging of her mother, who was a loan officer. “At first I said no,” says Shawna. “But I thought about it for a while and when she asked again, I thought about it and decided to check it out. I drove to her office, looked around at what was going on, and figured I could help her, so I started working as her loan officer assistant.” Her success in that position was eventually noticed by management, and soon she was originating her own loans. “I can’t believe I’ve been doing this for as long as I have,” she laughs. Currently working with a team that includes her mother, a Business Development Manager, and an Assistant, Shawna originates loans all over the state of Arizona, and is currently eyeing future business in California and other states. A significant portion of Shawna’s business is based on repeat and referral clients, a testament to the top-notch client service she and her team provide for all of their valued customers. “The great thing is that on top of new business,” she says, “is that we get a lot of repeat and referral business. I have a lot of clients I’ve done loans for since 1999. A lot of that is because of the personal relationships we build with people. People will call and ask if I remember them, and of course I do. I remember

their children’s names.” Gratitude plays a large part in Shawna’s approach to her business. “I tell people all the time,” she says, “that I am a commission-based person, so it’s important to me that I know the people who are helping to feed me and my family, and help me keep a roof over my head. All my clients are extremely important to me and I make sure they all know that.” Maintaining close relationships with her realtor partners as well is extremely important to Shawna. “I’m very close with them,” she says. “Outside of just regular business, of course, we hang out sometimes. Happy hours, dinners, and just checking in on them. I know my realtors, I know how many kids they have and what’s going on in their lives.” A key factor in Shawna’s success is her commitment to maintaining clear and open lines of communication. “So many times I hear from people that I’m the only one who has returned their phone calls. I always get back to people. If I make a commitment to do something, I do it.” Another element is her depth and breadth of experience that she brings to the table. “With all the years of experience I had with assisting and processing before I started originating, I really learned how to do a loan. Lending guidelines, what’s possible, what isn’t possible, my expertise has saved a lot of deals. There are times when people couldn’t get a deal done elsewhere and we got it done.” “I love working with people,” says Shawna, “and helping them get into their homes, or refinance their homes and get lower rates. That is a great feeling. There’s something new every day and that’s fun. It’s always something new and challenging, and I like that.”

For more information about Shawna Walker, please call 602 - 703 - 2100 or email swalker@topflitefinancial.com Top Agent Magazine

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