Nationwide Mortgage 4-23-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

6 Things You Need to Do to BE A GOOD MENTOR FEATURED TOP MORTGAGE PROFESSIONALS

Turning Your Profession into a PASSION

EDDIE BEAUDUY GEORGE COSTANZO SARA DEARING CHERYL DRESEN BRYAN HOWIE TED MALKHASIAN CRAIG TURLEY MATT VANCE COVER STORY

STEVEN KLODZIN

TRY vs. DO Creative Ways to Say THANK YOU

NATIONWIDE MORTGAGE EDITION

SARA DE

“Homeownershi says Sara Deari pick a lender w for their process

That would be she wanted to h home ownership rknow but for yearsTurley, to come. “I want to set Top Mortgage Broker Craig founder tional customer service. Th Back I’m a little old-school,philosophy too. It works me,”to Ted’s connection to s time in the Army after graduatthat for speaks Ted Malkhasian got his start in the people mortgage ate up to build the best equity posiMortgage complicated whe 25 and owner of Arizona 26 29 school,” he is referring 31 35 layerswas grandfather and he says. AdvanBy “old to theofday, h school, Bryan Howie his clients. At the end of he never forindustry backhas in made 2004, when a friend asked Dretionbeen possible.” tage, LLC has providing exceptional me.” Customers also bene com builders, the individual family at the heart of every so she him to join by his business the ways he maintainsgets ongoing contactorwith for homeownership helping as a loan officer. Enerars client service to grateful loan customers in time affiliation with the ® andreP transaction. “Working with people is what I love gized by the opportunity, Ted soon discovered struction and the REALTORS he has worked with for a mortgages his life’s work. Over the elp This level of care also extends to her the Grand Canyon State since 1995, and have the advantage of man most about what I do,” Ted recounts. “I always a passion for his work and decided to pursue a decade“Iorknow more.many “I have systems in place to s, Byran has not only weathered life. After took ear ® with REALTOR partners. of try to remember how my wife and I felt when long-term career in the industry. Today, he has has racked up decades of experience that ships with wholesale lende stay in touch with them, and I do trainings on hrough many turns in the econgage degree in financ hey them quite well,” she says. Those agents purchased our first home. Wefor were nervous been at the helm of a most thriving enterprise forbrokers other mortgage cannot match. plus we with years.” new programs, lunch-and-learn events as the real estate and financial sity of North Georgia inclose 2015, star vegrateful for Cheryl’s attention to and excited. When a client is able to on ashe look the past thirteen years, having built aare business and homebuyer seminars.” Prospective homekets. Now a loan originator with peop eve detail and her communication. “I thorhome, one of the most rewardingHomestar things about based on meticulous client care and the ability her current company, Financia Concentrating on the Phoenix metropolStaying in touch with the pastb owners also attend histo homebuyer “I g in the East Angeles Countyresults. my work is finance toseminars. hear that same excitement in their to Los deliver quantifiable ped oughly explain the mortgage process the side of real estate!” shesucces expla itan area of the state, Craig is a Certified element in Craig’s also send a lot of handwritten notes,” he says, f Diamond Bar, he is able to provoice.” personally reached the milestone clients, but I also both the buyer’s ing CHERYL DRESEN BRYAN HOWIE TED keep MALKHASIAN CRAIGHaving TURLEY MATT VANCE mentioning occasions such as purchase annigage products to anyhe USprimarily borrower, Mortgage Consultant (CMC), a designation hard to keepclients himself top-o of homeownership, Ted is eager to help Though serves the greater Boston agent and the listing agent informed with it lo STEVEN KLODZIN And they she’s bit past of acustomers workaholic. Home holidays. on California market. the same, ensuring areapre-approved, staying comarea, Ted’s company, Guaranteed Rate, isversaries, licensed inbirthdays all that is the highest offered byfifty the and National and realtor tal-the Southern regular email updates onachieve the progress Mat throughout the lending process, and seeing themand semi states and able to field clients regardless of Mortgage geography. As a andmunicative range of loan options, including Jum Association Professionals utilizes monthly elp ofofthe loan.” Cheryl her REALwith Fairway Independent through close. senior loan officer, offers variety of loan includ® products Given allaCONTENTS this personal contact and his USDA, attentive service, nforand communication Bryan he provides are the him anda places among select group that until maintain VA and to FHA. Her contact. specialty ha partners build mutual trust, which TOR ® ing conventional loans, FHA, USDA, and jumbo loans,business comes from referrals or repeat and has a small team by his partners andVA, borrowers 100% of Bryan’s ons me his REALTOR fosters additional collaborative opporaverages one hundred nationwide. This with clients who have credit In his free hours, Ted enjoys spending withIhis wife,acomplicatio famin addition to offering a range of state and federal first-time ®time me have processor, m and send others his way. “I’m readily avail- is clients.“We When itthose comes to have working with REALTORS , out. Wistunities. do open houses together designation available only to who met strict Craig’s years in the business have helpe 4) 6 THINGS YOU 17) TURNING 27) 6 iflover their clients been ily, and friends. As anthat avid ofTHINGS travel, hehave and his wife turned also homebuyer programs. Beyond his personal affinity for working operations manager, and dow aand lo mes and on weekends and holidays,” he says. Bryan won’t simply ask them to send buyers his way. “I da, along with joint marketing and cobrandcriteria for a combination of experience, education and the often-complicated loan process, try to take the occasional trip when their schedules allow. ConwithNEED first-time TO homebuyers, Ted is also able to help individuplease send them to me! I can give guid ALL SUCCESSFUL DO TO BE YOUR PROFESSION ars doing this, I’vefamilies made a meaningfully point ofleadership picking provide something of sidering value,” he “ITed don’t give all more oftohis business stemm with she says, adding that co-hosts the says. future, has plansthem toWith continue develop his for als and saveupby guiding them through ining,” the industry. He is also ashe member in good experience much pleasant hisnoc the steps they need to take. They may NEGOTIATORS DO d50communicating with people, not just during printed materials or benefits statements; I have conversaclients and real estate agents, GREAT INTO A PASSION states, but focus on process, VAMENTOR seminars and buyer’s seminars with real estate agents and business’s upward trajectory. In the past year, he was able to theI A refinancing another key service he provides. standing of the National Association of Mortgage Profesconstantly following up with both the b ® loan tomorrow, butmounting I will work with the cess afterwards.” doing so, he tions them, what their givehis them h as but California and Colwilllearn discuss why is inspectors.” At and those, aand REALTOR bring onnow anchallenges assistant toare, handle work’s volume. Beyond hisIndecade plus of provides experience thewith comprehenexpectations. sionals the Arizona Association of Mortgage Brokers. er’s agents during the course of the trans ® ice. REALTORS and borrowers Bryan advice theyisthe need and make available.” Asof all mortgage Init2016 Ted wasmyself ranked in the top 1% originaof the products he offers, Ted’s foremost priority something going!” ending offerssiveness specialized a goodknow time to buy; Cheryl willwhen describe home loan pro30) WAYS “It’sCREATIVE one ofMagazine, the things I’ve received gre 13) TIPS BEING 21) YOU ® nationally bycomfortable Mortgage Executive and he hopes provide and detail-oriented to his clients, nswer questions even thorough if he cess is ON not working on service a result, hisARE REALTOR partners are coming spectrum oftogovernment and start people on prequalification; andtors the inspector “We are ablewithout to offerthem quick SAY YOU Craig was born accountants, and raised in is thehaving small townatof give a weekly hav to continue theBufsamea TO lively pace in THANK 2017.update As always, Ted’s whether working with real estate agents, lawhis, in turn,is leads to referrals and keeps him him a each client trouble finding loan solution. A‘Home GOOD TEAM IN OUT? r products the will explain what they to look forifatOR property. Separately, Thanks to Sara’s openness, timeliness and focus on our niche, which is falo, Illinois. After completing high school and two down to find out their loan status.” aspirations for the years tosays comeBryan. involve building more referyers,or ortheir otherwise. during the pre-approval process, when apeople are discussing “I’mshe nothosts searching foragents, every loan in America,” eople 3-5% grant forfriends atEspecially lunch-and-learn events just for Cheryl LEADER nication, her referral sources turn to her ence for our clients,” Matt e ral guidelines, partners in the law, real estate, andVS. accounting sectors in Ted’s diligence inspires confidence in on his“But clients, who trust years of college at Lincoln Land Community College in 32) TRY DO ryan jokes that passionthe goal is to be theuseful guy people I know the other lenders’ guidelines and, when someains. “I’m also gives updates mortgage programs and order to forge connections serve more homebuyers that he can consistently Springfield, deliver. He also cites staying ahead Arizona an issue might arise, she gives a he process as easy andthem straightfo Craig relocated attend the When he’s not working, Craig voluntee bout when the topic of mortgages arises. one can’t somewhere else, Imore show the value Iand can ans for them,” she says, providing knowledgeIL, and tools sosucceed agents to can answer to initial and homeowners in his community. of evolving provider guidelines as a major driver of his sucall early theorganization standard allyhelp resolve in the stages. loans, Every University ofclients. Arizona. obtained bachelor’s Angels, non-profit that p bring andHe that there’s his another lender degree who can them.”aitoffer ender fees for veterans. questions from their cess, recognizing that continuing professional education is an ones for local professionals in Business Administration with an emphasis on finance for at-risk youth. He is also an avid sources—and even her borrowers—hasspan h an, the mostinvaluable importantasset thing is educate,” At the end of the day, Ted’s work is guided by the ethos of doing to to hisdo clients. Phone 888-461-3930 | Fax 310-751-7068 1993. During the maintained course of his years in and trail runner. is Matt’s service that sets him herishes about her work With a in business that is growing year over year, Cheryl’s past To keep himself abreast of changes and opporBryan his twenty-two solid network of loyal borrowers and ber and can call her at any time. “I get to right by his clients, building a business that he can be proud of ® the mortgage industry, Craig hasatdirected over eeing my clients’ faces of clients or client referrals now the comprise least of $1 herBillion partners when moved to PrimeLending he ever-changing world mortgages, Bryan REALTOR industry. “We word for75% itshe integrity. With a flourishing, thirteen-year career already With a robust rate of repeat and referral clients, majority says. “If theearborrower sendstake meour their doc mag@topagentmagazine.com | www.topagentmagazine.com wanted, especially those engagements. “The goal is to keep growing, remain consisloans as an originator, manager, executive As for the future of his business, Craig’ lier this year. Going hebelt—along hopes to Iestablish a team. ple real estate boardsbusiness or committees order under his with a reputation for his diligence and of Ted’s is driveninin bymortgage word to of mouth—an indicator of forward, follow through with our com try to work on that file right on the spo ® without prior consent of the publisher. Top Agent Magazine is portion of this issue may be reproduced inand any manner tent and get to knowreferral even more REALTORS ,”me she enged in the past.” For delivery—the years ahead are sure tocare filled with continued hisNo work’s high caliber. In fact, building partners iswhatsoever not “Having a team will allow to says, educate more newcomers tobe what ntire real estate community on the latest hapand entrepreneur believes experience matters when tinue doing has so well about ourworked clients.”

CHERYLSTEVEN DRESEN CRAIG TURLEY BRYAN EDDIE HOWIE KLODZIN BEAUDUY GEORGE COSTANZO SARA DEARING TED MALKHASIAN

EDDIE BEAUDUY

published bybe Feature Publications GA, Although precautions are taken to afor ensure accuracy of published Top Agent only a method ofvery sourcing business, alsobusiness professional Ted the Malkhasian. reiterating that her priority isa to create informed, confident education, them the so they canpromise make successful living e industry. guiding “We have to adaptable,” he deciding onitInc. a ismortgage solution. “Iand justreach want materials, to continue providing exc Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send honest Borrowers love Sara’s openness, borrowers. she does for homeowners,” her favorite he says,and res in you order toadapt purchase their goalsmakes while time helping adding that ooner can to change and bringMeanwhile, inforpassing savings on to clients,” heM s Communication is key for inquiry to mag@topagentmagazine.com. Published in the U.S. she’s their contact throughout the proc pastimes, including paddle boarding at nearby Lake Tahoe. npublic, through he enjoys the flexibility of his career and the opportunities theforeclosures, better service you can provide and WithTo a business based entirely on referrals, Craig has a very cost effective person, so passing learn more about Ted That Malkhasian, with allShe parties thro “I also business.” love to dance, toitcook, to bake and entertain.” from education. “I or referral inquiry toBryan, closing. triesinvolved to home attend provides toas help people in hisloan community. Forand ly youextra are to see repeat clearly established himself a to consummate proon being able to provide bu “I call listing agents once we Officer at Guaranteed Rate, hobby is Senior no surprise,Loan given the way Cheryl’s clients and is knowing every document they’re however, the greatest joy of mortgages he helps “People are always surprised to see me fessional. “I think it is my 22 years of experience that homeowners the best programs for their 2 Agent Magazine ® to Top assure them the deal is s partners appreciate her welcoming REALTOR elping so attenpeopleback succeed. “If e-mail you do demeanor. the“It right thing,me money will is come ays in people touch with his web of referral contacts “But happytopart! truly visit rate.com/TedM, tedm@rate.com keep clients coming to me,” he says. allows Ithis want tothe continue do. informed I Iwant to care con keep everyone and It’s no wonder that they describe her as an “amazing” and owers who can grasp the to you regardless,” he says. nts by taking advantage of social media. “But wanttwenty-two their buying experience to be one to create a smooth loan transaction and to provide excepyears of experience on to th www.

mailto:mag@topagentmagazine.com

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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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STEVEN KLODZIN Top Agent Magazine

STEVEN KLODZIN

Photos by Jordan Photography

In 2005, Steven Klodzin entered the mortgage industry, and found his dream job. “I started out as a loan originator at Hometown Equity Mortgage,” he explains. “I worked there until 2013, working my way up to becoming Vice President of the company.” Throughout his nearly decade long journey at the company, he made great strides, which included managing a team of underwriters and processors. But one of his biggest accomplishments was designing a turn-down system that helped resurrect clients who were previously denied a mortgage. “If they were disqualified in the past, the system would tell us when they were eligible,” he says. This, along with his supe8

rior management skills and commitment to growth, heavily contributed to the company increasing their net worth and becoming fully FHA approved. After gaining these valuable skills and experiences, Steven moved to Midwest Equity Mortgage, LLC in late 2013, where he remains today. He took his turn-down system to his new workplace, and ended up resurrecting $18 million in loan volume for the company in his first year. With an office in Overland Park, KS, they recently expanded and continue to grow while many lenders are reducing their staff. They offer all the standard loan products and underwrite their Top Agent Magazine

“It’s our high level of communication that sets us apart. I don’t miss closing dates, and I stay in constant communication with real estate agents.” loans in-house. Currently, Midwest Equity Mortgage has about 50% referral business, primarily deriving from Realtors and past clientele. Steven also brings in many clients due to his status as the second highest rated loan officer on Zillow in the state of Kansas. Top Agent Magazine

“It’s our high level of communication that sets us apart,” Steven says. “I don’t miss closing dates, and I stay in constant communication with real estate agents.” With a work schedule consisting of 60-70 hours a week, Steven is always available, truly loving every minute of his job. “I never stop. I Copyright Top Agent Magazine

have an office at home so I can handle business during off-hours and I make sure my clients know they can reach me from 8am to 9pm seven days a week,” he explains. He understands how important each transaction is, and wants to keep it as stress-free as possible for his clients. Afterwards, he stays in touch, even checking in each year on every mortgage to see if it can be improved in some way. And 10Copyright Top Agent Magazine

his clients leave glowing reviews about their time together, wanting to spread the word about his services. One recent client said, “Steve completed the lending process really quickly for us as we were on a short deadline to get a home loan. He was very personable and educated us a lot about the lending process. He’s always quick to respond to emails and doesn’t beat around the bush with answers. Straight up, what you see is what you get.” Top Agent Magazine

“I just love speaking with people and helping them, and I especially love watching them get their new home.” Although work takes up most of Steven’s time, he does make sure to spend some quality hours with his family. He and his wife Jackie have been together since 2004, and both moved to Kansas City from Wisconsin in 2008. In 2015, they welcomed beautiful daughter Grace into the world. “I am a 100% family man, and any free second I get is spent with the two most important people in my life. Seeing the Top Agent Magazine

smiles on my wife and daughter’s faces is the reason I work as hard as I do,” he says. As Steve looks towards the future, he is excited to continue expanding, and becoming the number one mortgage lender on Zillow. “I just love speaking with people and helping them, and I especially love watching them get their new home.” Copyright Top Agent Magazine11

For more information about Steven Klodzin, please call 913-214-9701 or email steve.k@midwestequity.com 12Copyright Top Agent Magazine

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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. 13

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. 14

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. Top Agent Magazine

EDDIE BEAUDUY

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EDDIE BEAUDUY Associate Sales Manager Eddie Beauduy of Chicago’s BBMC Mortgage likes to joke: “I’m good at two things: football and mortgages, and the NFL hasn’t called yet.” To say he’s good at mortgages is an understatement. This dedicated professional has made a name for himself as one of the more successful loan officers working in the business today. Beginning his career more than fifteen years ago directly out of college, Eddie has been with BBMC for over six years. Leading a highly proficient team, Eddie strives to provide each of his many clients and realtor partners with the very best in consumer service. BBMC Mortgage (A Division of Bridgeview Bank Group) established itself in 1971 as a trusted resource and respected leader in the Chicagoland community banking industry. The company prides itself on honesty and fair dealing, innovative products, competitive rates, superior customer service and involvement in the community. A full-service lender, BBMC offers a complete line of residential mortgage, refinance and specialty loans. Over the course of the past seven years, the company has grown from a $100 million dollar company to a $5.4 billion dollar enterprise. Eddie’s vast experience in the industry has provided the knowledge needed to make his transactions run smoothly for his clients. “I have a fast and efficient process that a lot of others don’t have,” says Eddie. Although he depends on his team for their invaluable contributions, Eddie himself is educated on every step of the process. “I’ve been doing this for so long,” he says, “that I can process my own loans from start to finish. I help my team cultivate a good process

to make things seamless for the agents, and obviously, my buyers too.” His clients appreciate Eddie’s authentic approach to what is often the largest purchase in their lives, and a process that can be both intimidating and occasionally frustrating. Eddie, who boasts a return/referral rate of over 65%, has some insight into why his clients and realtor partners continually return to him for his services. “People like coming back to me,” he says, “because I treat people the right way. I make sure I’m available to them.” While he avoids the embellishment of loan officers who claim to work 24/7, Eddie keeps his schedule flexible so that he can work with his clients at their convenience, whether that’s late at night or on weekends. While he definitely enjoys the loan process, it’s the people he is able to interact with that Eddie claims to like most about what he does for a living. “The one thing that keeps me going is that I love speaking to new clients, new people, and getting to see different sides of life.” Eddie is also adamant about giving back to his community, and has participated in numerous charitable events. His team has marched with the USO of Illinois in the annual Chicago Memorial Day Parade three years consecutively, and he is an ardent supporter of The Mission Continues, an organization that empowers veterans who are adjusting to life at home to find purpose through community impact. As for the future, Eddie has been ruminating on getting involved in commercial real estate, though his focus will always be on the residential mortgage industry. “Like I said,” he laughs, “the NFL hasn’t called.”

For more information on Eddie Beauduy, please call 630-301-1919 or email e.beauduy@mybbmc.com 16

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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GEORGE COSTANZO

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GEORGE COSTANZO After a successful turn in investment banking, George Costanzo was in search of an opportunity to serve others directly. When a friend who worked in the mortgage industry reached out and offered him a position, George decided to take the leap. Fifteen years later, George has fashioned a fruitful career as a loan officer, wisely transitioning his extensive financial knowledge to his current role as a seasoned and capable mortgage professional. Now based at Cardinal Financial Company, George primarily serves the New Jersey and Tri-State area, though he also handles clients as far afield as Florida and North Carolina. He offers direct lending options that run the gamut, from VA, USDA, FHA, and high balance loans to Fannie Mae, Freddie Mac, Home Possible, Home Ready, and Jumbo loans—just to name a few offerings from his comprehensive range of services. With the vast majority of his business driven by referral clients—amounting to an impressive 90% rate—George understands well that a loan officer’s reputation precedes itself. Accordingly, his professional style is grounded by clear communication, coordination, and the proven ability to follow through. His capacity to deliver results is at the core of his work, and it is also what’s kept clients coming back over the years. “I make it a priority to be honest with people and address any issues as they arise, coming to my clients ready with solutions,” he recounts. “It’s my policy to be forthright with everyone and I take it upon myself to be the point-man on all purchase transactions, so that I can always ensure all parties are coordinated and delivering on time.” In a similar vein, George has seen his industry change greatly over the course of his fifteen-year career and has swiftly adapted to the rising tide of technological evolutions in his industry. To assist agents and clients, he has

incorporated a mobile app to his repertoire, so that the up and coming generation of buyers and agents can have easy access to many useful tools. Astutely recognizing that relationships are at the foundation of his business, George takes a personal tact with clients past and potential. In addition to staying communicative throughout the lending process, he also stays in touch through holiday and anniversary cards, making personal calls, and getting together one-on-one a few times a year with his referral partners. As a result of his proactive correspondence, George has established key connections among the area’s leading agents, keeping business booming. Beyond his ability to deliver hard and fast results, George never forgets the most integral component of all: the person or family at the heart of every transaction. “For most of my clients, buying a home is inevitably the biggest investment they’ll ever make, and it can be a stressful process,” George reflects. “For my part, I do everything I can to help make it seamless, so that at the end of the day, my client gets the keys to their new home and everyone involved is happy.” Though he recently moved to Middletown from Jackson, New Jersey, George makes it a point to participate in a variety of civic and charitable engagements. For five years, he served as Treasurer at the Millstone Elks Lodge where he helped mount charitable efforts supporting veterans and special needs individuals through food drives and community dances. In his free hours, George enjoys fishing on his boat, trying new restaurants, and spending quality time with his family and loved ones. As for the future, George has plans to continue growing his business, in addition to forging new referral partners and relationships in his new hometown. With fifteen years of industry experience and keen insight already under his belt—along with a communication-centric ethos and a demonstrable ability to close—the years to come are sure to be bright for George Costanzo.

To learn more about George Costanzo e-mail George.Costanzo@CardinalFinancial.com or call (732) 784-6446 20

Are You In or Out? by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer. What to do, what to do? As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life. Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.) Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune? When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way. (Damn those bright shiny objects!) A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 21

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time. Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions. At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!” Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories. Keys to getting unstuck: 1) Be willing to own your shortcomings 22

and poor attitude as well as your strengths. The truth CAN set you free. 2) Be teachable and open to learn better ways of thinking and acting. Learn from those ahead of you, not the ones behind you. 3) Associate with those who will support, not tear you down. 4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics. 5) Accountability buddies and coaching work. Live up to goals. 6) Visualize the success you desire. Top performers do this in every field. Do it too...with consistency. 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 Top Agent Magazine

SARA DEARING “Homeownership is a happy thing,” says Sara Dearing. “People should pick a lender who’s just as excited for their process as they are.” That would be Sara, who knew she wanted to help people achieve home ownership from day one. Her grandfather and father were both builders, so she was around construction and real estate her whole life. After earning a bachelor’s degree in finance from the University of North Georgia in 2015, she started immediately at her current company, Homestar Financial Corporation. “It’s the finance side of real estate!” she explains. And she’s a bit of a workaholic. Homestar offers a wide range of loan options, including Jumbo, Conventional, USDA, VA and FHA. Her specialty has become working with clients who have credit complications. “I tell Realtors that if their clients have been turned down by other lenders, please send them to me! I can give guidance and tell them the steps they need to take. They may not be able to get the loan tomorrow, but I will work with them until we can get something going!”

Since Sara is a newer loan professional, she likes to have lunch with individual Realtors and get to know them on a personal level and how they work. “At first they tend to send me people who’ve been turned down by other lenders. Then they see how hard I work and know they can count on me to take good care of their clients. It’s great to make those connections.” Past clients are her biggest referral source. Sara hails from Fayetteville, Georgia, and is still very much involved in her hometown, especially her church, teaching Sunday school classes to three-year-olds whenever she has a chance to visit. At home in Acworth, she and her husband, Kyle, are fully involved in the baseball community. “He played college baseball,” she says, “and now he coaches a competitive travel baseball team on the side. We support baseball activities every weekend, and some weeknights. Being at the ballfield is our go-to stress reliever.” Since Sara’s business is all referral, it can, indeed, be stressful, but who wouldn’t want to work with a lender who’s efficient, honest, and as happy about the process as her clients are? As she continues to build up her clientele in the next few years, this miracle worker will continue to shine.

Thanks to Sara’s openness, timeliness and excellent communication, her referral sources turn to her often. If she thinks an issue might arise, she gives them a heads-up but can usually resolve it in the early stages. Every one of her referral sources—and even her borrowers—has her cell phone number and can call her at any time. “I get to them quickly,” she says. “If the borrower sends me their documents right away, I try to work on that file right on the spot.” Borrowers love Sara’s openness, honesty, and the fact that she’s their contact throughout the process, from original inquiry to closing. She tries to attend every closing, too. “People are always surprised to see me there,” she laughs. “But this is the happy part! I truly care about them and I want their buying experience to be one they enjoy. If they enjoy it, they’ll be more likely to talk about it, and I’m likely to get referrals from that.” She’s even been invited to her clients’ new home after they get in because they’re so excited about it. “I just enjoy bringing everyone the happiness of home ownership,”she says. Top Agent Magazine

For more information contact: SARA DEARING Homestar Mortgage Loan Originator 2000 First Dr., Ste. 190, Marietta, GA 30062 404.886.0179 sara.dearing@homestarfc.com www.homestarfc.com/saradearing NMLS #1426639 Branch NMLS #824645 Georgia Residential Mortgage Licensee #58759 Branch #18619 MLO AL #63722 NC #1-168485 TN #128628

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

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CHERYL DRESEN “The most important thing about working in mortgages is to be passionate about what you do,” says Cheryl Dresen, who entered the industry 13 years ago and loves her work. “I get to help people get into their houses or, with refinances, I get to see how happy they are when they make home improvements, get rid of other debt, or achieve other goals. I’m happy to know I helped put them into a better position.”

now but for years to come. “I want to set people up to build the best equity position possible.”

With her prior experience in hospitality and her instinctive desire to help people, Cheryl is uniquely suited for making homeownership dreams come true. Having entered mortgages in Wisconsin, she in 2006 moved to Nevada, where she is Senior Loan Officer with PrimeLending. “I am licensed in all 50 states, but I focus on Reno, Nevada, and nearby states such as California and Colorado.” She appreciates that PrimeLending offers specialized loan products in addition to the full spectrum of government and Conventional loans. “One of our products is the ‘Home is Possible’ grant, which allows people a 3-5% grant for down payment assistance,” she explains. “I’m also passionate about veterans and do a lot of loans for them,” she says, describing a program that offers no lender fees for veterans.

This level of care also extends to her REALTOR® partners. “I know many of them quite well,” she says. Those agents are grateful for Cheryl’s attention to detail and her communication. “I thoroughly explain the mortgage process to clients, but I also keep both the buyer’s agent and the listing agent informed with regular email updates on the progress of the loan.” Cheryl and her REALTOR® partners build mutual trust, which fosters additional collaborative opportunities. “We do open houses together along with joint marketing and cobranding,” she says, adding that she co-hosts VA seminars and buyer’s seminars with real estate agents and inspectors.” At those, a REALTOR® will discuss why now is a good time to buy; Cheryl will describe the home loan process and start people on prequalification; and the inspector will explain what they look for at each property. Separately, at lunch-and-learn events she hosts just for agents, Cheryl gives useful updates on mortgage programs and guidelines, providing knowledge and tools so agents can answer initial questions from their clients.

Not surprisingly, what Cheryl most cherishes about her work are the bonds she forms. “I love seeing my clients’ faces when they get the home they’ve wanted, especially those who might have been credit challenged in the past.” For them, Cheryl provides patience and education, guiding them on how to improve their credit scores in order to purchase a home. With people who have been through foreclosures, she recognizes that they will benefit from extra education. “I ensure that they understand each and every document they’re signing for their mortgage.” In helping people so attentively, Cheryl creates confident borrowers who can grasp the nuances of their loan over the near term and the long term. She helps clients make decisions that are wise not only for

With a business that is growing year over year, Cheryl’s past clients or client referrals now comprise at least 75% of her engagements. “The goal is to keep growing, remain consistent and get to know even more REALTORS®,” she says, reiterating that her priority is to create informed, confident borrowers. Meanwhile, she does makes time for her favorite pastimes, including paddle boarding at nearby Lake Tahoe. “I also love to dance, to cook, to bake and to entertain.” That hobby is no surprise, given the way Cheryl’s clients and REALTOR® partners appreciate her welcoming demeanor. It’s no wonder that they describe her as an “amazing” and “pleasant” and “courteous” person who “truly cares about her clients and would do anything for them.”

To learn more about Cheryl Dresen, visit lo.primelending.com/cdresen, email cdresen@primelending.com or call 775.829.3082 www.

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BRYAN HOWIE Outside of his time in the Army after graduating from high school, Bryan Howie has made advocating for homeownership by helping people into mortgages his life’s work. Over the past 15 years, Byran has not only weathered but thrived through many turns in the economy as well as the real estate and financial services markets. Now a loan originator with PrimeLending in the East Los Angeles County community of Diamond Bar, he is able to provide all mortgage products to any US borrower, with a focus on the Southern California market.

I’m a little old-school, too. It works for me,” he says. By “old school,” he is referring to the ways he maintains ongoing contact with the REALTORS® he has worked with for a decade or more. “I have systems in place to stay in touch with them, and I do trainings on new programs, plus lunch-and-learn events and homebuyer seminars.” Prospective homeowners also attend his homebuyer seminars. “I also send a lot of handwritten notes,” he says, mentioning occasions such as purchase anniversaries, birthdays and holidays.

The education and communication Bryan provides are the primary reasons his REALTOR® partners and borrowers return to him and send others his way. “I’m readily available at all times and on weekends and holidays,” he says. “In my 15 years doing this, I’ve made a point of picking up the phone and communicating with people, not just during the loan process but afterwards.” In doing so, he provides ongoing service. REALTORS® and borrowers know Bryan is there to answer questions even if he is not working on their loan. This, in turn, leads to referrals and keeps him top-of-mind when people or their friends are discussing mortgages. Bryan jokes that the goal is to be the guy people are talking about when the topic of mortgages arises.

Given all this personal contact and his attentive service, 100% of Bryan’s business comes from referrals or repeat clients. When it comes to working with REALTORS®, Bryan won’t simply ask them to send buyers his way. “I provide something of value,” he says. “I don’t give them printed materials or benefits statements; I have conversations with them, learn what their challenges are, give them advice when they need it and make myself available.” As a result, his REALTOR® partners are comfortable coming to him if a client is having trouble finding a loan solution. “I’m not searching for every loan in America,” says Bryan. “But I know the other lenders’ guidelines and, when someone can’t succeed somewhere else, I show the value I can bring and that there’s another lender who can help them.”

“During a loan, the most important thing to do is educate,” says Bryan. To keep himself abreast of changes and opportunities in the ever-changing world of mortgages, Bryan sits on multiple real estate boards or committees in order to educate the entire real estate community on the latest happenings in the industry. “We have to be very adaptable,” he says. “The sooner you can adapt to change and bring information to the public, the better service you can provide and the more likely you are to see repeat or referral business.” Bryan also stays in touch with his web of referral contacts and past clients by taking advantage of social media. “But

Bryan maintained his solid network of loyal borrowers and REALTOR® partners when he moved to PrimeLending earlier this year. Going forward, he hopes to establish a team. “Having a team will allow me to educate more newcomers to the business so they can make a successful living and reach their goals while helping homeowners,” he says, adding that he enjoys the flexibility of his career and the opportunities it provides to help people in his community. For Bryan, however, the greatest joy of mortgages is knowing he helps people succeed. “If you do the right thing, money will come to you regardless,” he says.

To learn more about Bryan Howie, visit lo.primelending.com/bryan.howie,

www.

email bryan.howie@primelending.com or call 562-644-5607 26

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 28

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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TED MALKHASIAN Ted Malkhasian got his start in the mortgage industry back in 2004, when a friend asked him to join his business as a loan officer. Energized by the opportunity, Ted soon discovered a passion for his work and decided to pursue a long-term career in the industry. Today, he has been at the helm of a thriving enterprise for the past thirteen years, having built a business based on meticulous client care and the ability to deliver quantifiable results. Though he primarily serves the greater Boston area, Ted’s company, Guaranteed Rate, is licensed in all fifty states and able to field clients regardless of geography. As a senior loan officer, he offers a variety of loan products including conventional loans, VA, FHA, USDA, and jumbo loans, in addition to offering a range of state and federal first-time homebuyer programs. Beyond his personal affinity for working with first-time homebuyers, Ted is also able to help individuals and families meaningfully save by guiding them through the refinancing process, another key service he provides. Beyond his decade plus of experience and the comprehensiveness of the products he offers, Ted’s foremost priority is to provide thorough and detail-oriented service to his clients, whether working with real estate agents, accountants, lawyers, or otherwise. Especially during the pre-approval process, Ted’s diligence inspires confidence in his clients, who trust that he can consistently deliver. He also cites staying ahead of evolving provider guidelines as a major driver of his success, recognizing that continuing professional education is an invaluable asset to his clients. With a robust rate of repeat and referral clients, the majority of Ted’s business is driven by word of mouth—an indicator of his work’s high caliber. In fact, building referral partners is not only a method of sourcing business, it is also a professional

philosophy that speaks to Ted’s connection to his clients. At the end of the day, he never forgets the individual or family at the heart of every transaction. “Working with people is what I love most about what I do,” Ted recounts. “I always try to remember how my wife and I felt when we purchased our first home. We were nervous and excited. When a client is able to close on a home, one of the most rewarding things about my work is to hear that same excitement in their voice.” Having personally reached the milestone of homeownership, Ted is eager to help clients achieve the same, ensuring they are pre-approved, staying communicative throughout the lending process, and seeing them through until close. In his free hours, Ted enjoys spending time with his wife, family, and friends. As an avid lover of travel, he and his wife also try to take the occasional trip when their schedules allow. Considering the future, Ted has plans to continue to develop his business’s upward trajectory. In the past year, he was able to bring on an assistant to handle his work’s mounting volume. In 2016 Ted was ranked in the top 1% of all mortgage originators nationally by Mortgage Executive Magazine, and he hopes to continue at the same lively pace in 2017. As always, Ted’s aspirations for the years to come involve building more referral partners in the law, real estate, and accounting sectors in order to forge more connections and serve more homebuyers and homeowners in his community. At the end of the day, Ted’s work is guided by the ethos of doing right by his clients, building a business that he can be proud of for its integrity. With a flourishing, thirteen-year career already under his belt—along with a reputation for his diligence and delivery—the years ahead are sure to be filled with continued promise for Ted Malkhasian.

To learn more about Ted Malkhasian, Senior Loan Officer at Guaranteed Rate, visit rate.com/TedM, e-mail tedm@rate.com or call (617) 286-8907 www.

465 Waverley Oaks Rd, Suite 202, Waltham, MA 02452 NMLS ID: 49345 MA - MLO49345 - MC2611, NH - NH49345 - 13931-MB • NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • MA - Guaranteed Rate, Inc. - Mortgage Lender & Mortgage Broker License MC2611 • NH - Guaranteed Rate, Inc. dba Guaranteed Rate of Delaware, licensed by the New Hampshire Banking Department - Lic # 13931-MB

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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

CRAIG TURLEY Top Mortgage Broker Craig Turley, founder and owner of Arizona Mortgage Advantage, LLC has been providing exceptional client service to grateful loan customers in the Grand Canyon State since 1995, and has racked up decades of experience that most other mortgage brokers cannot match.

tional customer service. There are not a lot of complicated layers when you deal with me.” Customers also benefit from his long time affiliation with the Phoenix area. “I have the advantage of many local relationships with wholesale lenders I have worked with for years.”

Concentrating on the Phoenix metropolitan area of the state, Craig is a Certified Mortgage Consultant (CMC), a designation that is the highest offered by the National Association of Mortgage Professionals and places him among a select group that averages one hundred nationwide. This designation is available only to those who have met strict criteria for a combination of experience, education and leadership in the industry. He is also a member in good standing of the National Association of Mortgage Professionals and the Arizona Association of Mortgage Brokers.

Staying in touch with past clients is a vital element in Craig’s success, and he works hard to keep himself top-of-mind with his past customers and realtor partners, and he utilizes monthly and semi-monthly emails to maintain contact.

Craig was born and raised in the small town of Buffalo, Illinois. After completing high school and two years of college at Lincoln Land Community College in Springfield, IL, Craig relocated to Arizona to attend the University of Arizona. He obtained his bachelor’s degree in Business Administration with an emphasis on finance in 1993. During the course of his twenty-two years in the mortgage industry, Craig has directed over $1 Billion in mortgage loans as an originator, manager, executive and entrepreneur and believes experience matters when deciding on a mortgage solution. With a business based entirely on referrals, Craig has clearly established himself as a consummate loan professional. “I think it is my 22 years of experience that keep clients coming back to me,” he says. “It allows me to create a smooth loan transaction and to provide excep-

Craig’s years in the business have helped him streamline the often-complicated loan process, and make the entire experience much more pleasant for his customers. “I am constantly following up with both the buyer’s and seller’s agents during the course of the transaction,” he says. “It’s one of the things I’ve received great feedback on. I give a weekly update without them having to track me down to find out their loan status.” When he’s not working, Craig volunteers with Gabriel’s Angels, a non-profit organization that provides services for at-risk youth. He is also an avid sports fan, traveler and trail runner. As for the future of his business, Craig’s plan is to continue doing what has worked so well for him already. “I just want to continue providing exceptional service and passing savings on to clients,” he says. “I think I’m a very cost effective person, so passing my experience on and being able to provide home buyers and current homeowners the best programs for their situation is what I want to continue to do. I want to continue to pass my twenty-two years of experience on to them.”

For more information about Craig Turley, please call 602-930-2529 or email craig@azmortgagebroker.com Top Agent Magazine

Try vs Do By Barry Eisen

“Do or do not. There is no try.” – Yoda (1977) The day is done. It seems you’ve done a million things. Everything went well. You had loads of energy and you’re stoked. Clients listened to you and acknowledged the clarity and wisdom of your suggestions. Your kids paid attention. Even the dog obeyed. Great feelings! Dawns a new day... You wake up groggy, you become a magnet for clients’ frustrations, you feel invisible, the dog spits up on the thick white rug, an associate points out a huge stain on your shirt, a selling appointment cancels and it’s not even 10:00 AM. Know what you are? Normal. Look around and you will find a lot of normal. Stuff happens to us all. To some, who seem to attract more stuff than the rest (something to be said about selffulfilling prophecies) the distractions feel overwhelming and continuous. Some try their best to turn the tide. Trying doesn’t work. Doing does. Effort is appreciated, but accomplishment creates the lifestyle and is a lot more satisfying. 32

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We use the word often and teach our kids to try hard. Think of what the concept of “trying” implies. We are telling ourselves to make the effort. But how often do we confuse effort and activity with accomplishment? Is it not our egos protecting ourselves from the perceived agony of failure by saying...you don’t have to do what it takes, just appreciate the effort. It’s kinda like the controversy raging on today about all kids getting trophies for participating in a competition, even if they came in last place. Maybe rewards for the little ones keep them engaged, but the reality of life for most adults is about accomplishing, not efforting.

Some try their best to turn the tide. One of the surest ways to become a victim is to try. Trying doesn’t When we commit to trying something and fall short work. Doing oftoadosuccess, we can always claim “ I tried.” Even in failure does. we can claim victory as we achieved what we committed to... I tried! Be careful of the words you use as they become converted into action. As in sports, good effort is appreciated, but the ones who want it more generally prevail. They call it Scoreboard.

The “doer” is the person who takes the bigger risk of making the extra effort. Without the risk to continue and create a victory, you create “normal.” It’s safe but unsatisfying. And worse yet, this settling for the lazy way out develops into whining, excuse making, low energy, irritability and much more. Do what’s right, not what’s easy. The best of your intentions won’t create a better relationship, clean up the planet or make you more money. Top Agent Magazine

7 DO’s to make a difference:

1 2

Leave every part of your day with a positive accomplishment (even a small one).

In every endeavor, act AS IF you were already successful and capable. Show yourself what you CAN DO.

Do what’s right, not what’s easy.

Read or listen to positive books or recordings at least 30 minutes each day-spend as much time with personal development as you do growing your business. Look for and apply the lessons that feel right.

Write out your to-do list every night before you go to sleep, whether you feel like it or not and prioritize it. Let it guide you to better decisions during your day.

Create a Value Added mindset that allows you to under promise and over deliver. That unexpected extra personal touch, that personalized attention, that piece of humanity, the extra door you knock, the thank you, please, your welcome can put you over the top. It is usually the little things that make a difference.

Develop strong enough “whys” and the “hows” answer themselves. Dig deeper than just an amount of money. Money doesn’t motivate. Figure out what moves you and your focus will become laser-like.

Follow through and do it not because you “have to,” but because you “get to.” Play, have fun, lighten up and shine. 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 Copyright©, 2016 Barry Eisen. All rights reserved.

Top Agent Magazine

MATT VANCE Back in 2001, Matt Vance was working at a technology company. Feeling uninspired and wanting a change, he took the leap into the mortgage industry, and hasn’t looked back since. “I saw people around me going into the business, so I started asking questions, and thought it looked like a lot of fun,” Matt says. Today, he works with Fairway Independent Mortgage Corporation, and has a small team by his side. “They really help me out. I have a processor, a production manager, operations manager, and a loan partner,” he explains. With all of his business stemming from referrals of past clients and real estate agents, it’s clear he is exceeding expectations. “We are able to offer quick closings, and we really focus on our niche, which is creating a good experience for our clients,” Matt explains. “We make the process as easy and straightforward as possible.” They offer all the standard loans, as well as some special ones for local professionals and doctors. Ultimately, it is Matt’s service that sets him apart from others in the industry. “We take our word extremely seriously. We follow through with our commitments, and we really care about our clients.” Communication is key for Matt, as he stays in touch with all parties involved throughout the transaction. “I call listing agents once we have submitted the offer to assure them the deal is solid,” he explains. “We keep everyone informed and make sure it’s a great experience.”

And after it’s all over, he stays in touch frequently, calling past clients every week and inviting them to events. This results in endless five-star reviews, as they are eager to spread the word about his services. One recent client said, “Matt was very helpful from our first meeting to closing. Any question we had he was able to get us an answer. This was our first home buying experience and he made it very easy on us. Matt and his team was on top of everything we needed to get us approved on time. If you are looking to buy a home I would definitely recommend Matt and Fairway!” Another raved, “We were referred to Matt and his team by our real estate agent. Moving from Florida all the way to New Hampshire was a difficult venture. Matt did everything he could to accommodate our long-distance business transaction. He and his team put everything together and reacted to any changes in a timely manner jumping through many hoops to make the closing date happen as planned. Look forward to using Matthew again for my future mortgage needs.” In addition to Matt’s work in the mortgage industry, he’s also involved with the local Chamber of Commerce and the Make a Wish Foundation. During any free-time, he’s reading, volunteering, playing with his kids, or skiing. As Matt looks towards the future, he’s excited to continue growing. “There’s a lot of opportunity out there right now. We have our systems really dialed in, and I’m focused on growing not only from a business standpoint, but also our branch and brand,” Matt says. And as he expands, his love for the industry will remain the same. “I like making people happy, there’s nothing more exciting than seeing people buy a home.”

For more information about MATT VANCE, please call 603-637-4110 or email matt@mattvanceteam.com Top Agent Magazine

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