NATIONWIDE MORTGAGE 4-18-22

NATIONWIDE MORTGAGE EDITION

LONG-TERM GOAL SETTING

VISION = PERSPECTIVE = BETTER DECISIONS

How to Get the Biggest Recharge Out of Your Lunch Hour Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

FEATURED LENDERS

VINCENT J. FIORDILINO JEN GUIDRY JOSH MARTINEZ

COVER STORY

AMANDA CARTER

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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AMANDA CARTER Top Agent Magazine

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AMANDA CARTER “My clients know that the closing won’t be the last time they’re going to hear from me. I continue to check on them after they get into their new home to make sure everything is going well.”

For Amanda Carter, working in mortgages is all about relationships and helping others. Inspired by her fatherin-law to begin a career in real estate, she quickly realized that the mortgage lending side was the area that she 8

could make a larger impact with her clients. As Producing Area Manager for Bell Bank Mortgage, Amanda is currently working on expanding their Tampa, Florida Division. She leads a team of mortgage loan officers, along Top Agent Magazine

with building and maintaining relationships with real estate agents, title companies, homebuilders and other mortgage-related professionals.

Amanda has been in the industry for two decades, and her business is made up primarily of referrals. “I don’t do a lot of advertising. I have my Facebook, LinkedIn, and my Instagram, but most of my success has come from referrals from my past clients and Realtors®.”

On pace to complete over $20,000,000 Top Agent Magazine

in sales volume this year, her key to retaining clients and receiving referrals is her caring approach. “My clients know that the closing won’t be the last time they’re going to hear from me. I continue to check on them after they get into their new home to make sure everything is going well. A lot of my clients prefer to text, so that’s how we stay in touch, and they can easily reach me with any questions or concerns they may have.”

Amanda uses her knowledge and 9

expertise to provide her clients with the right product to fit their unique situation.

She specializes in government loans, VA, FHA, and USDA loans. “I have a husband and two boys in the military, so VA is the one I love doing the most,” she explains. Passionate about helping others, what she enjoys most about her career is the happiness it brings to her clients. “Witnessing my clients receive the keys to their new home is the most rewarding part of it all. It feels incredible to play a part in someone being able to move into their dream home.”

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“Witnessing my clients receive the keys to their new home is the most rewarding part of it all.

It feels incredible to play a part in someone being able to move into their dream home.”

As she expands her Tampa team, Amanda is focused on mentoring her loan officers and teaching them how to provide their clients with a whiteglove experience. “I’m looking to add at least 10 more loan officers within the next year. My goal is to help them grow their business and learn from my experiences, so that they can skip some of the mistakes I’ve made in the process.”

Amanda’s advice for those thinking about joining the mortgage industry is to keep in mind that it’s time consuming and a career you truly have to be Top Agent Magazine

passionate about in order to succeed.

“Working in mortgages isn’t easy, and it takes a lot of time. However, it is very rewarding because you are helping other people achieve their dreams. Last week I helped a mom who has seven kids. Seeing how excited they were about their new home made all the long hours of work absolutely worth it.”

In addition to her duties at the office, Amanda also enjoys giving back to the community. Her employer, Bell Bank Mortgage, provides a Pay It Forward program that empowers employee 11

Amanda specializes in government loans, VA, FHA, and USDA loans. “I have a husband and two boys in the military, so VA is the one I love doing the most.” giving. Bell provides Amanda, and all other employees, $1,000 each year to “pay it forward” in her own community. Having the opportunity to impact those in need locally is a cornerstone

of her community outreach. Amanda is involved in several other charities and organizations. She also loves spending time with her husband, family, and granddaughter.

To learn more about Amanda Carter, email acarter@bell.bank, visit amandacarter.biz, or call (863) 441-6578. www.

B E LL BA N K M O R T GAGE IS AN EQUAL HOUSING L ENDER.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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VINCENT J. FIORDILINO Vincent Fiordilino loves helping people achieve the American Dream. Having been in the mortgage industry for 21 years, he’s seen many lives changed forever. “Watching them cry tears of joy at the closing table is such a rewarding feeling,” he explains. Vincent has always had a penchant for helping others. He initially wanted to pursue a career in physical therapy. While he was in graduate school, a family friend reached out to Vincent to help him in his business venture. “He wanted to buy investment properties in Florida, and he wanted me to manage them.” Taking him up on the offer, Vincent got to work while he was still earning his degree. But he noticed how unpleasant the mortgage experience was for his friend, and saw an opportunity to improve upon it. “So I went and got my license strictly for the ability to do our own mortgages on the properties we were buying.”

Vincent soon became passionate about it, and after graduating from his physical therapy program and working in health care for a few months, he decided to become a full-time loan officer instead.

Today Vincent is the Florida Area Manager at Celebrity Home Loans, LLC. He oversees and produces within his branch in Jupiter, while also overseeing six other branches in the state. His office consists of over a dozen loan officers, two sales managers and four support staff. While Vincent assists all types of buyers, his specialty is VA loans and mortgages for essential workers like teachers, first responders, nurses, and more. “We created a program called Mortgage for Heroes over 10 years ago specifically designed for this group of people so they could have access to some of the benefits that VA loans provide even if they are not veterans.”

No matter who he is helping, Vincent provides the highest level of service possible, guiding them through each step.

“My philosophy has always been ‘People Over Profits,’ and it’s something I instill within my team as well,” he explains.

“We’ve always done the right thing by people, even if it meant taking a loss on a file.” When working with buyers, Vincent takes a consultative approach, explaining the details to them and allowing them to make decisions. Rather than telling them how much they should borrow and what loan they should take, he gives them all the facts and information so they can choose the best path for their individual needs.

Community is an integral part of Vincent’s life and work, so he makes sure to always give back. He has been heavily involved with the Leukemia Lymphoma Society after losing his father to leukemia 13 years ago. “Since then, my sister and I have done a lot of fundraising for the Leukemia Lymphoma Society,” he explains. Spearheaded by his sister’s efforts, their family has hit the $1.4 million mark in funds raised for the cause in honor of their father. Vincent is also active with Jupiter United Soccer and Boynton Beach Knights soccer association as a board member, and sponsors several teams and youth players.

Steady growth is in Vincent’s future, as he is hoping to expand his production by 15% each year. He looks forward to seeing the industry gain stability and offer more affordable programs so home buying is more accessible. Along the way, he’s going to continue enjoying his path. “Putting a smile on someone’s face is the ultimate goal, the fact that I can make a living doing that is just the icing on the cake.”

For more information about Vincent Fiordilino call 561-373-7369, email myjupiterlender@gmail.com, or visit myjupiterlender.com http://

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it.

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Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future.

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The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life?

Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR).

Here’s my ofering at setting long term personal and business goals.

The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines.

Financial, Emotional, Educational, Top Agent Magazine

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Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category.

If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years.

What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment.

Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control).

When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you.

Copyright©, 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 18

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JEN GUIDRY Mortgage Loan Officer Jen Guidry’s entry into the mortgage business was what some might call a happy accident.

Twenty-six years ago, just as she was preparing to go to medical school, she decided to get a part-time job. What she could find at the time was training at a brokerage, so she decided to go for it. Today, it’s clear that she has found her calling with a thriving mortgage loan business in San Antonio, Texas. To put her stellar career into perspective, she’s been the Top Loan Officer in San Antonio for the past three years and has been ranked nationally in the Top 200 in the United States. Primarily, Jen focuses on construction and VA loans, but she also loves doing physician and attorney loans. She says that she can offer a variety of loans, so just ask! Jennifer is now an area manager, which means that in addition to producing, she’s able to give back by mentoring and training other officers.

Working on a team that she has assembled, Jen brings in business from referrals and past clients. Clients keep coming back to work with her because she always puts their needs first and uses data, experience, and problem solving to meet their goals in every situation. “We treat people like people and not like numbers. When you are treated like a person and not a dollar sign, it makes a difference,” she says. Even if it means referring a potential client elsewhere to find the right fit for them, Jen will always do what is in their best interest. “The money we make is a perk, it’s not the driving force.”

With certain types of loans, like construction, Jen is in touch with her clients for over a year, meaning that real relationships are formed. “We often become friends,” she says. To keep up with all her past clients, she uses a CRM that helps her track all communication and keep tabs on people.

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When she’s not at work, Jen stays actively involved in her community.

She’s a part of the Christian Chamber of Commerce and also hosts a national segment for a TV show where she highlights San Antonio. She donates to local charities and mentors loan officers pro bono. “I really try to give back because I’ve been given so much,” she says.

In her downtime, she and her husband enjoy hiking and spending time at their vacation home in Sedona, Arizona.

She’s also a published author and is working on a new book.

Last year, Jen and her team did over $236 million and that was with sixty days of not producing at all. The year before that, they did $250 million. This year, Jen’s goal is $300 million. With a lot of growth on the horizon, Jen also plans to continue to mentor to people in the industry and share the valuable lessons she’s learned over the years. “I want to help other people attain the things I’ve done, to show them how to take stuff apart and put it back together. We’re not loan officers, we’re problem solvers!”

To learn more about Jen Guidry, call 210-838-3310, visit SALending.com or email JenGuidry@gmc-inc.com www.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 20

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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JOSH MARTINEZ In 2005, Josh came into the mortgage business learning the start and finish of a loan by processing every file. Within his first three months he was number one in the country, and from there his mortgage career took off. He helped open a mortgage company and worked through the housing market crash. Over the last few years, Josh’s vision of what he wanted his career to look like shifted and he really got excited about being able to bring his process-orientated approach, helping support Loan Officers grow their business and accomplish their goals.

He took that refined process and evolved until he ended up becoming a new Branch Manager for LeaderOne in their Oakbrook office. The office is so new, they just finished furnishing it and are poised to attack 2022.

He personally originates loans himself, and is in the process of hiring and coaching other loan officers into his system. There is a small team now under his wing and that number will grow as soon as he can train more into positions.

Josh is proud to be seated as Treasurer on the board of the National Association of Hispanic Real Estate Professionals (NAHREP) at the Lake County Chapter.

NAHREP is the largest association of specifically Hispanic real estate professionals, advocating protecting Hispanic homeownership. They work on three essential pillars for encouraging Hispanic homeownership – Access to credit, Housing inventory and Immigration reform. Due to the nature of first-time home buyers in their focus group, they do a lot of work in FHA and down payment assistance.

While his branch handles conventional mortgages, personally he does a good blend in jumbo, conv and FHA loans and VA. Josh won’t shy away from other kinds of loans, maintaining a wide service range that brings in over 70% of his business as referrals. His philosophy has always been that lending is more about the process than the product. His process has been refined Top Agent Magazine

over the years and has become incredibly precise and detailed. He makes sure the client understands the process up front and knows what the steps are so there will be no surprises. He wants to eliminate the typical complaints he hears about the loan process.

Those complaints are usually that the loan officers are non-responsive and need to be tracked down to get any updates. He’s always available, easing concerns and answering client questions. His process makes sure the client and the agents and attorneys are kept informed and will close on time. It’s that care and education that keeps the clients coming back.

After closings there will be closing gifts, postcards, emails and a yearly handwritten note to keep in touch.

The real estate business is a relationship business. He seeks out partners that fit well with him and his process, making each transaction as smooth as possible. Not everyone’s style works with everyone else, and he’s careful about choosing the best people to work with. Those relationships put his transactions around $20 million last year. As a Branch Manager, he doesn’t want to be the top salesman, and is looking to build his team and help others grow. He’s starting a recruiting and training sequence with the goal of gaining a handful of strong Loan Officers to bring the Branch numbers up to $200 million.

For more info, call 312-877-4243 or email Josh@Leader1.com 23

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