NATIONWIDE MORTGAGE 4-4-22

NATIONWIDE MORTGAGE EDITION

Turning Your Profession into a PASSION

FEATURED LENDERS

THOMAS P. BARNES WHITNEY CHANEY ANDREW CHEVALIER KIM DONNELLY CLAUDIA GOMEZ DWAYNE GRAHAM SCOTT HARWARD JOSH JACKSON THOMAS K. JAHNZ JEFF KAISER CATHERINE M. LONG JOHN MAJOREK MICHAEL RIVIECCIO MATT TIXIER KATHY WENTWORTH KAREN ZISKA

6 Things You Need to Do to BE A GREAT MENTOR Why Employee Appreciation Matters COVER STORY

JENNIFER COX

JENNIFER COX Top Agent Magazine

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Senior Loan Officer with Guild Mortgage in Henderson, Nevada, Jenny Cox leads a team of dedicated professionals who are each committed to putting the needs of their clients first.

Jenny Cox has the professional dedication and passion for serving others to help each of her clients achieve the dream of home ownership. When Jenny was looking for a career change, a friend in real estate encouraged her to pursue a job in the mortgage industry, which felt like the perfect fit for Jenny’s skillset and interests. Now with seven years in the business, Jenny cannot imagine doing anything else. “This has 8 Copyright Top Agent Magazine

been the perfect job for me,” Jenny says.

“It is immensely gratifying to help my clients qualify for loans and to secure great deals on their behalf. I love guiding them and providing them with the resources they need, whether they are seasoned investors or first-time homebuyers.”

Now a Senior Loan Officer with Guild Mortgage in Henderson, Nevada, Jenny Top Agent Magazine

leads a team of dedicated professionals who are each committed to putting the needs of their clients first. Her team includes a Marketing Assistant, Loan Officers, Loan Officer Assistants, and an Administrator.

Together, they provide every client with Top Agent Magazine

expert and attentive service throughout the process. While Jenny and her team offer the full suite of conventional loans, they also specialize in down payment assistance, helping their clients save money through tailored programs and packages.

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“My clients and referral partners see how much I care,” Jenny says. “They know I’m in this job because I love to help people, no matter where they are in their home-buying journey.”

Jenny and her team also work with investors, and they offer niche products catered to their needs.

With her expertise and her passion for her work, it is no surprise that nearly 100% of Jenny’s business stems from referrals.

A true people-person, Jenny takes care to get to know her clients as well as her 10Copyright Top Agent Magazine

referral partners, cultivating an extensive professional network. Leveraging events and meet-and-greets, Jenny builds meaningful connections and long-lasting relationships.

“I think my clients and referral partners see how much I care,” Jenny says. “They know I’m in this job because I love to help people, no matter where they are in their home-buying journey.” For Jenny, the true Top Agent Magazine

reward of her job comes from guiding her clients. “We see a fair number of cases where clients aren’t where they need to be to qualify for a loan yet,” Jenny says. “It is so rewarding to serve in an advisory role and to provide tools help them get to where they need to be. I know that if they had gone somewhere else, they wouldn’t have Top Agent Magazine

secured their loan without my assistance, knowledge, and guidance.”

While Jenny gives back to the community through her career, she is also dedicated to helping others by supporting local causes and organizations. Along with her team, Jenny has helped to organize numerous Copyright Top Agent Magazine11

drives for food, clothing, and resources for the homeless. She has also supported foster care services by providing Christmas gifts for children in the foster care system.

Proud of what she has built, Jenny has no plans to slow down. Guided by her mission and her values, she has her eyes on

the goal of helping four hundred families a year get into their homes. “At the same time, I want to continue to make sure my team is thriving,” Jenny says. “I want every team member to be able to grow and excel in their careers. Whether you’re my client or on my team, I want to help you reach your goals.”

To find out more about Jenny Cox, please call (702) 232-0706, email jenniferc@guildmortgage.net, check her out online or follow her on social media: facebook.com/jennifercmlo, twitter.com/guildmortgageco, linkedin.com/in/jennifer-cox-b033a7ab, instagram.com/guildmortgageco, or youtube.com/user/GuildMortgageCompany www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

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

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

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

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

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

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

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

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

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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KAREN ZISKA

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KAREN ZISKA

Top Lender Karen Ziska took what some might call the “scenic route” before landing in her career as a loan originator. She originally began as a real estate agent back in 2001.

She later transitioned from being an agent to working in asset management. While in asset management, she became friends with a loan officer who suggested that when the market adjusts she should think about joining the financing side of the industry. With the market correction looming, Karen took that advice and began working as a coach/trainer for what later became HomeBridge Financial Services. Karen’s drive, personality and determination did not go unnoticed and her manager later encouraged her to become a loan officer. “That’s the roundabout way of how I got here, and I couldn’t be happier.” Currently, Karen is not only a producing loan originator but also a sales team manager with a 16

full team supporting her. She specializes in FHA, Conventional loans, Renovation loans, HELOC/Bridge, Bank Statement loans and 1099 loans for self employed individuals.

Karen spends a lot of time 1-on-1 with clients helping them understand which loan programs fit their unique needs. She educates her clients from start to finish whether they are first time home buyers with challenging situations, move up buyers or buyers purchasing a second home. In addition, if someone is interested in becoming an investor, Karen will educate them on how to build a portfolio of homes that will yield passive income. What she loves most about the lending business is helping individuals achieve their dreams of home ownership while gaining a better understanding of the loan process along the way. Karens’ business is derived from 100% repeat referrals and she has Top Agent Magazine

a diverse group of referral sources to pull from.

This includes real estate agents, accountants, networking groups and past clients. Referrals continue to return to Karen due to her ability to connect with them on a personal basis. For real estate agents; Karen’s personal time as an agent helps her relate to what’s going on in their day to day schedule. Her product offerings for accountants greatly benefit their self employed clients. “It’s my excellent customer service and dedication that gets me repeat referrals.”

As a top producer, Karen is licensed in 7 states in order to support her ever growing network of referral partners and clients. To ensure sales growth; Karen keeps in touch with her referral partners via regular phone calls, texts and in person meetings. She also markets her lending products to targeted clients on social media.

What’s more impressive is Karen’s ability to remain a top producer less than one year after battling health issues. She has a deep interest in community involvement and she recently promoted TCRMI.org, a charity that builds awareness for Veteran suicide prevention, as well as Almost Home animal rescue.

When not working, Karen can be found outdoors hiking with her husband, children and 2 dogs. They enjoy traveling to Colorado and Utah where they can hike high peaks, mountain bike and go off-roading. “We’ve spent a lot of time hiking 14,000 ft peaks and hope to one day scale all of Colorado’s 14’ers.”

She also enjoys traveling the country in her RV and has the flexibility to work while on the road. Her future goals include continuing to grow her team and helping more clients.

Karen is also creating a stronger social platform online that hosts informative videos for a better client Q&A experience.

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To contact Karen Ziska (NMLS# 1494809) please call (708) 945-0221, email karen.ziska@homebridge.com or visit www.mylenderkaren.com 17

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.

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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 20

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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JOHN MAJOREK “Johnny Mortgage”

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JOHN

“Johnny Mortgage” MAJOREK

26 years ago, John “Johnny Mortgage” Majorek was studying for the Ohio Bar when a church member’s temp agency sent him to a mortgage company to earn fun money while he studied. In a short time, they talked John into being a loan officer, a career he quickly realized was made for him. John soon forgot about becoming a lawyer and focused his energies on originating home loans.

For over 22 years John has been known by consumers and colleagues as “Johnny Mortgage” for his knowledge of programs, ability to counsel, communicate, and provide superior service to consumers and referral partners, as evidenced by his nearly perfect Experience.com review scores. Never to be outworked, John is famous locally for working as many as three days straight during crunch time. His late father, also a salesman, taught John that “A person with a good experience tells ten people, and a person with a bad experience tells fifty.” Although John always considered himself the “un-salesman,” he has never forgotten his dad’s sage advice.

John Majorek (NMLS #138352) works for Homebuyer Connect, a Division of Sun West Mortgage Company, Inc. (NMLS #3277), with over seven years’ experience first as a mortgage broker and the last eighteen months 22

as a Market Manager and Certified Military Housing Specialist. While he lives in Akron, John represents the state of Ohio as well as thirteen other states. His business is 100% based upon referrals from Realtors, Attorneys, Tax Preparers and other professionals, as well as a large book of over 4,500 prior clients and friends and family members of clients. One example is the Weber Family of Florida. Three generations of Webers, their siblings, nephews and nieces have trusted Johnny Mortgage with their purchases and refinances. “I am humbled by the relationships, the trust, so many good families have placed in my team and I,” John notes.

With competitive rates, great service and expertise in underwriting standards, John is a strong resource for people looking to invest in a home — whether it’s their first home or last home. However, it is his high level of communication that keeps clients coming back again and again to work with him. “I tell each new client that we come into this as friends, and no matter what, we remain friends, and I promise two things: My candor, and my best efforts based on 26 years of experience.”

Home loan financing is always a little traumatic, so John strives to put each consumer at ease. “I walk my clients through each milestone in the lending process so Copyright Top Agent Magazine

that they know exactly what is happening and expectations are managed,” he says. “We are all humans, and I try to have a little fun in the process, folks appreciate those little extras.”

To keep in touch with his lending and consumer relationships, John uses CRM software and has his own dedicated Business Development Specialist. She helps him with social media and keeps track of and celebrates the birthdays, anniversaries, and special occasions in his clients’ lives. He sends handwritten cards, makes personal phone calls, and gives out refrigerator magnets with his phone number to remind clients that he is always available to chat.

One may see “Johnny Mortgage” and his Homebuyer Connect sidekick, “BillyTheBass” on social media.

John’s wife gave him Billy on his first day of lending, and 26 years later Billy still sings, “Don’t Worry, Be Happy,” which sums up John’s nature in working with consumers and colleagues.

John’s “ON THE ROAD” series or his “Johnny Mortgage Minute” page share short, useful videos with tips and tricks – mortgage and home related. “What good is knowledge gained if it’s not knowledge shared,” he says, “and I can’t take my wisdom or knowledge to the grave with me. I realized over thirteen years ago that social media and information sharing was absolutely essential for developing an identity and a brand. Today more folks call me “Johnny” than “John.” Folks like to see the human side of the professional working hard for them,” he explains. “I hope that by sharing what I know each day, someone can benefit from the tips.”

lanes for a charity bowling event to sponsor an eyeglass team to Nicaragua. His father was a WWII veteran, and John has been following in his footsteps by being active in The American Legion on an auxiliary basis.

In his spare time, John enjoys photography, attending sports games (he’s been a season-ticket holder for the Cleveland Cavaliers for almost twenty years), his pets #AmazingBrutus and #BooKitty, and landscaping. He’s also very active in his local church.

While John consistently produces $16-20 million in loan volume, his career is on an upward trajectory now that he has joined the direct retail side of Sun West. “Sun West is constantly rolling out new systems and new communications that make our work more efficient,” he says. “I am blessed with an amazing marketing team, dedicated underwriting team, an incredible Business Development Specialist, a Consumer Coordinator who helps me qualify the consumer, and a Relationship Manager who sees each consumer to the finish line.

“My team calls themselves “Johnny’s Angels”, and I’m nothing but an average John without the power of Sun West and Homebuyer Connect.” Ultimately, though, John just wants to keep doing what he loves — helping people and enjoying the satisfaction that comes from securing loans to help them buy their dream homes. “As long as my mind, my mouth, my health and my hearing hold out, I hope to be doing this far into the future.”

John gives back to his profession through membership in the National Association of Mortgage Brokers and his commitment to teaching the fundamentals of relationship building and loan origination. For years he taught the pre-licensing and continuing education courses for Training Pro. “I have trained hundreds of loan officers over the years, and I am constantly thrilled to see so many students succeed beyond my wildest imagination,” John shares.

Outside of the mortgage industry, John is dedicated to giving back. He has sponsored four eyeglass mission trips spanning the globe through fundraising efforts and participation. For example, he recruited key vendors, title companies, and appraisal companies to sponsor Top Agent Magazine

To learn more about John Majorek, please call 440-221-6247 or email johnnymortgage@swmc.com Copyright Top Agent Magazine 23

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

grahamharrop.com 24

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

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KIM DONNELLY

Kim Donnelly was inspired to embark on her career in the mortgage industry when her daughter became a loan officer herself. “The company I was working for at the time was dissolving and I needed to find something new,” Kim recalls. “I saw what my daughter was doing and I thought, you know what? I think I would like doing that! In general, I have a passion for helping people in any way that I can.

In everything I’ve ever done, that’s been the driving force. I got into the mortgage industry 15 years ago, and I’ve loved it ever since!”

Kim is a Loan Originator with The Everest Equity Company, a broker in Suffern, New York. “Everest is a boutique-style broker,” Kim says. “We do everything from working with first-time homebuyers to multimillion-dollar commercial loans, and we have lenders available to us for everything our clients need. Our versatility, team synergy and consistent elite service are our greatest strengths.” Kim is licensed in New York, New Jersey, Connecticut, North Carolina, and Florida.

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Kim believes firmly in taking a client-focused approach tailored to each customer’s individual needs. “I feel that a home is one of the largest purchases that any of my clients are ever going to be involved in, so I try to give them as much knowledge and guidance as I possibly can,” Kim explains. “I want to help my clients make the best decisions for themselves. Their success is my success, and I’m always looking for them to be successful.”

It is so important to me to listen carefully to each client’s hopes and dreams and determine the most efficient way to help them achieve their goals now, as well as aligning them for future success. Not only is each client different with different wants and needs, but even each client’s wants and needs change throughout each stage of their life.

The strong relationships Kim builds with her clients leads them to become clients for life.

About 85% of her business comes from repeat and referral clients, with the remainder Top Agent Magazine

driven by the positive reviews she receives as a 5-star lender on Zillow. Clients especially appreciate Kim’s availability to answer their questions whenever they need her. “If my clients need guidance, they know they can call me any time,” she says. “I can explain in detail the entire process and what to expect, helping them through each stage and holding their hand the whole way. Because of that, they feel very comfortable with me.”

Kim stays up to date with new developments in the industry so she can provide the best quality information and advice to her clients. “I’m their guide, and they know they can count on me to have the answer,” she says. “I love to read and stay on top of the new programs that are available. I listen to professionals who are the best in the industry at projecting where the market is going and what we can expect to happen in the future, so that I can lead my clients and give them the best advice.”

Giving back to her community is important to Kim. She supports charities including the ASPCA, Wounded Warriors, and the International Christian Jewish Fellowship, as well as her local food bank.

Looking toward the future, Kim says, “My goal is to keep on growing. I love Everest, and the leadership here is amazing! I attribute a lot of my success to that. We have an incredible CEO who gives us whatever we need to succeed so that we can continue helping, one person at a time.”

The Everest Equity Company, Inc 2 Executive Blvd, Suite 201, Suffern, NY 10901- 800-923-0031- www.Everestequity.com.

Registered Mortgage Broker New York State Department of Financial Services. Mortgage Broker Licensed by the New Jersey Department of Banking and Insurance. Licensed Mortgage Broker CT, PA, FL and NC Banking Departments.

Loans arranged through third party providers. Company NMLS ID 12484 Kim Donnelly NMLS# 273034 Top Agent Magazine

To find out more about Kim Donnelly, you can call her at 732-691-9857 or email kdonnelly@everestequity.com 27

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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THOMAS P. BARNES Thomas P. Barnes’ foray into real estate was never a foregone conclusion. Today, he’s a Branch Manager at the Morganville, N.J. office of Think Mortgage, where he closed $51 million in transactions in 2021. But years ago, he was a typical college senior who was still taking business classes and trying to get a handle on what to do in life. So, he wandered over to the Career Center at school looking at internships.

“It so happened there was an internship with a mortgage company and I didn’t know anything about mortgages at the time,” he said. “They threw me into the fire, introducing me to the fast-paced mortgage industry. Helping people purchase their first homes was a surreal experience. Then right after college it led into a more serious fulltime position and I knew that once I had started in the mortgage industry, I just felt like this is what I wanted to do with the rest of my life.”

He has now been in the business for six years, serving as the sole branch manager in the Morganville office and leading a team of three loan officers. Thomas’ group specializes in conventional loans, FHA, and first-time homebuyers. In fact, he and the team are excited to be taking a new product out for a spin – a program that allows Think Mortgage customers to receive assistance for the full 3.5 percent down to make home ownership more affordable.

“I think our customer service is second to none. My main philosophy is to treat every customer like family, and treat every deal like it’s my last,” said Thomas, who added that 90 percent of his clients come from repeat and referral business. “Over the years, I’ve built relationships

with real estate agents, financial advisers, and certified public accountants, who trust in me and my staff to provide accurate quotes and sound financial advice.

They know they’re in great hands and that’s why previous clients or business associates will continuously refer me.”

Using technology to remain in constant touch with clients – past, present, and future – Thomas said he loves the mysterious joy that every day in the real estate business brings.

“Every single scenario is completely unique. When I pick up a phone call, I never know who it’s going to be. Is it a city worker that’s looking to put their family in a better position? Is it a person who has been renting their entire life?” he said. “The excitement of helping people obtain the goal of home ownership is what keeps me going every day.”

Thomas, who enjoys traveling and going on hikes with his wife and dog, is also taking a whack at golf – literally, he said with a laugh, since he’s still a novice.

He is active in the community, especially with the Staten Island (NY) Board of REALTORS® in delivering goods and turkeys to low-income families every Thanksgiving. Going forward, he hopes to expand the branch to having 10-15 loan officers on his team.

“Our main goal is to close loans as quickly as possible.

We have the staff and the resources to do so. We close most loans in New Jersey before the contractual date is up, and the reason we can do that is we have a vast staff behind us who works quickly and efficiently,” he said. “It makes the start to finish process as smooth as possible.”

Thomas P. Barnes can be contacted at his office at 718-441-LEND (5363) or on his cell at 718-207-1539. Thomas’ email is tbarnes@thinkmtg.com and the company website is thinkmtg.com www.

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WHITNEY CHANEY When Whitney Chaney started out as a mortgage processor after earning a B.A. in Architecture and a Masters in Personal Financial Planning at Texas Tech University eight years ago, she knew she would embrace her chosen industry. Now, after breaking out on her own, Whitney is a Mortgage Loan Officer with Cardinal Financial in Lubbock, Texas, and she loves the business even more.

“It never gets boring. Everybody’s story is different, everyone’s situation is different. Mortgage rules and guidelines are the same, but everybody approaches it different when it comes to the process of buying a house,” Whitney said. “That’s really special to be a part of that. I’m part of the story and helping them reach what some of their dreams are.”

Whitney can do almost all mortgage products, though her specialty is helping first-time buyers. In what was a tight market last year, she did $31.1 million in business and her goal this year is $38 million – all of it being 100 percent referral and not paying for a single lead.

“I have relationships with builders and realtors here in Lubbock that generate 100 percent of my business. I try to offer value in other ways that I haven’t seen a lot of lenders here fully do. I provide realtor education events, give them updated information about mortgage guideline changes, different product changes and the opportunities and strategies buyers can use when they’re trying to purchase a home,” Whitney said. “That’s been a blessing for me, to offer them something that they’re not getting somewhere else. It’s about knowing what you’re doing and taking care of business.”

Whitney is diligent about keeping those relationships open and is constantly in contact with her referral partners during the transaction and after. That includes having monthly lunches and coffees. But that’s just Whitney’s style, especially when you consider her community 30

involvement. She is a member of the West Texas Homebuilders Association, helping with events that fund the group’s scholarship program, and supports the Lubbock/ South Plains Food Bank and One Voice Home. One Voice Home is a charity that provides shelter and training opportunities to women who have been victims of sex trafficking. The organization helps reintegrate the women back into society and into stable employment and housing.

Whitney also has the wanderlust bug and loves to travel. She described herself and her husband as “big conservationists. We believe in self-sustaining food sources, so we also hunt. We like to discover new places.”

As far as the future, naturally she wants to grow her business – but also the businesses of her colleagues. “I want to grow organically through referrals,” Whitney said. “The best source of business is to help local people also earn a living, and to do it in a manner that is sustainable and continue to offer the best service to my builders, my realtors and my buyers.”

You can contact Whitney Chaney by emailing at whitney.chaney@cardinalfinancial.com, call 806-370-1677 or visit whitneychaney.com www.

Top Agent Agent Magazine Magazine Copyright Top

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.

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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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ANDREW CHEVALIER Andrew Chevalier is a true vision caster when it comes to his career as a mortgage originator and his plans for the future. After eleven years with Chase Bank, today he represents Blueleaf Lending and is currently based in North Shore Chicago. Andrew’s career began working in the quiet suburbs of Detroit, selling phones for Radio Shack while he was finishing college. However, his eager spirit, combined with a cold call, changed his life’s trajectory after meeting someone in the real estate industry. Andrew went on to pursue real estate for the sheer fact that he was a natural salesman; however, there was a larger paycheck waiting for him on the horizon.

Andrew started slowly in 2006 as he became acquainted with products. After grasping a handle on the details of his job, the market crashed, and the industry changed significantly. Though challenging, Andrew views this as what paved the way for his growth as the impact weeded out the competition, and he could thrive in a less aggressive market. He saw opportunities where others couldn’t.

With impressive numbers, Andrew sold over 200 transactions for 130mm in 2020 with Chase Bank.

Working with Blueleaf brings even more opportunity for Andrew as he can provide a high-touch solution, has access to more referral sources, more product availability, and, lastly, can pull from a pool of significantly more lenders.

As he represents a proper broker, Andrew’s interactions are 100% outsourced to a vast network, including Realtors®, financial advisors, attorneys, and past client referrals. He attributes his success to working

with a company that makes the lending experience more accessible and quicker, alongside his personal touch in connecting with clients through simple ways, including text messages, social media, and, if possible, in person over coffee, a meal or preferably a round of golf. His laidback yet patient approach allows clients to reply at their convenience, while Andrew leads with confidence. “I always have the best-case and worst-case scenario planned with the client,” he shares.

In addition, Andrew has access to an impressive product list as he works alongside Blueleaf.

One niche yet differentiating product includes an expansive loan for professional doctors, including dentists, veterinarians, ophthalmologists, and podiatrists, that allows up to 100% financing on higher-priced residential homes and a JUMBO fifteen-year ARM option. For Andrew, both products are top of the tier to sell.

The future holds big plans for Andrew as he prioritizes growth as a mortgage originator, in both his team and outwardly among clients and transactions with goals to target suitable referral sources, capture a higher percentage of the business, and expand the outreach of familiarizing others about Blueleaf. With hopes to build out a team and achieve the one-hundred million range in 2022, he strives to help his team benefit from the freedom of being a mortgage broker and still have the opportunities to continue to deliver at such a high level for their clients and referral sources. Lastly, as the confident professional he is, Andrew shares, “It is all going to grow naturally and organically.”

To learn more about Andrew Chevalier, email achevalier@blueleaflending.com or call 313-598-3280 Top Agent Magazine

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CLAUDIA GOMEZ The reflection of true inspiration is Claudia Gomez, a native of Santa Marta, Colombia and resident of Tampa, Florida. Claudia specializes as a loan consultant in the mortgage industry, guiding others through the mortgage process. She graduated from Pontificia Universidad Javeriana with a degree in Business Administration however moved to the United States, where she transitioned to a career working as a lender.

For the past fifteen years, Claudia has worked with first-time homebuyers, primarily in the Latin Community, to help their dreams come true when it comes to the home buying process while keeping the experience as stress-free as possible.

homebuyers as she embodies the Latin heritage with roots from Colombia. She has worked earnestly and today models the American Dream in her career journey after moving to the United States and building a successful position in the mortgage industry. She is also involved in the community with her membership in the Hispanic Chamber of Commerce and willingness to provide training or classes for first-time homebuyers.

Claudia follows a detailed process within her company, Caliber Home Loans, which focuses on helping clients find their perfect home and mortgage match. In addition, Claudia interviews potential clients, ones eager to purchase a home. Alongside her is a team that assists with the entire process ranging from assistants to Realtors®.

Next, Claudia strives to make her clients’ homebuying process speedy and simpler than the typical home buying experience. As a result, nearly all of Claudia’s clients are repeat and referral customers as she receives calls directly from the institution, acquainted Realtors®, and straight from customers.

For Claudia, it doesn’t matter how many clients she is working with at the moment, as she is capable of prioritizing them all while still providing the best level of care. Additionally, she makes a point to be available to clients and potential homebuyers at all times. Aside from assisting clients with home loans, she enjoys spending time with her family including her husband Jefferson and three kids Mario Jose, Valeria, and Luciana. She also enjoys exercising. Claudia’s future looks bright and busy as she hopes to continue working with Latin Americans in homebuying. One thing is sure; Claudia is an inspiration, a proud Latina, and an individual who is not afraid of hard, honest work. “My goal is to make my buyers’ dreams come true,” she shares. Claudia’s heart is set in the right place as she helps to improve lives, which undoubtedly makes her Top Agent material.

Claudia takes on a personal approach when it comes to connecting with her clients. She strives to be the best in her industry, works hard, and takes care of her people.

“I save their numbers, remember birthdays and anniversaries and make phone calls. I like to keep it more personal,” she shares. Her reliability, paired with her understanding of her clients’ needs, helps build lasting relationships, all of which make her an excellent referral and keep clients coming back to work with her.

Whether answering questions or working efficiently to speed up the overall closing process, buyers stay incredibly fond of Claudia and her professional efforts in the field. Many have left her notable company reviews.

Claudia is most passionate about assisting Latin

To learn more about Claudia Gomez, please call (813)317-5821 visit caliberhomeloans.com/cgomez or email claudia.gomez@caliberhomeloans.com

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www.

Top Agent Magazine

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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DWAYNE GRAHAM Originally from Jamaica, Dwayne Graham relocated to Texas when he was a teenager. Though new to the American real estate market, he would purchase his first home at 21 years old, only to find himself balancing his family obligations, college education, and a responsibility to three jobs alongside the pressures of a climbing mortgage. Around that time, Dwayne was inspired by a close friend to pursue his mortgage license and launch his career as a lender in 2006. As for his first loan? He would personally see to the refinancing of his own house.

“Because of what I went through as a first time home buyer, I’m able to provide a unique perspective into the lending process,” he says. “Best of all, I can see things from the client’s point of view, presenting them with the best options for their needs.”

Since then, Dwayne has gone on to author an accomplished career in mortgages, establishing a network of satisfied clients and colleagues that spans the state. He was also recognized as one of the Top 1% Mortgage Originators in America in 2020. Today, he is the Branch Manager for the Sugar Land office of New American Funding. Alongside his full team and support staff, he has cultivated a boutique process to meet the demands of even the toughest transaction.

When assisting his clients, Dwayne offers a wide variety of options. Well-versed in just about every type of loan, including FHA, VA, Conventional, and USDA products, he is able to thoughtfully guide his borrowers to the right choice based on their needs.

Most importantly of all, he maintains a strong standard of communication throughout their transaction, ensuring that each client makes fully informed decisions on their financial future.

Over the years, Dwayne has earned a fantastic reputation throughout Texas, with the vast majority of his volume coming from repeat clients or referrals.

In fact, in a survey of more than 400 previous clients, Dwayne and his team have averaged 4.93 out of 5 stars. But through it all, he is most committed to the proven values that brought him to the mortgage industry in the first place.

“Throughout the process, we believe in setting realistic goals for our clients. We will never over-promise and under-deliver; instead, our clients know exactly what to expect, each step of the way. Meanwhile, our partners know they can trust that our word is as good as gold.”

Outside his career, Dwayne is deeply committed to his community. On top of contributing to area toy and food drives throughout the year, he also provides education to homeowners within the Sugar Land community, teaching classes for first time buyers and collaborating with the Houston Black Real Estate Association.

Going forward, Dwayne has bold ambitions for the future of his business. As his volume continues its rapid growth, he intends on expanding his reach throughout the region. But more than anything, he is excited for the new clients and opportunities that await. “These are some of the most significant investments our clients will make in their lives,” he says. “After all, owning a home is a gateway into building generational wealth for them and their family. Together, my team and I want to help as many people as possible achieve the dream of homeownership—all while keeping things easy, straightforward, and stress free along the way.”

For more about Dwayne Graham, call 832-661-9060, email dwayne.graham@nafinc.com, or visit newamericanfunding.com/mortgage-loans/dwaynegraham www.

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SCOTT HARWARD After working as a Commercial Real Estate Broker for 10 years in Southern California, Scott Harward moved to Arizona with his wife, where he decided a career shift was in order. In 1993, he started working in the Mortgage industry, working his way up the so-called ladder and learning the ins and outs of the field along the way. Now, Scott is a Branch Manager and Senior Loan Officer of the Phoenix office of United American Mortgage, a branch of one of the large Mortgage Brokerages on the West Coast. Scott looks to help his clients find their way first and foremost and leverages his knowledge and talent to find the best possible loan solutions for people across the West.

When Scott meets with clients initially, he focuses primarily on understanding the clients goals and objectives, and making sure they have a long term plan.

By putting his clients’ best interests first, he fosters a business culture that leads to mutual satisfaction between him and his clientele – clients get phenomenal service and he gets a loyal customer base in return.

“This business is about more than the paycheck at the end of the week,” Scott says. “I really put clients first, because they deserve it and I know that’s what’s going to be best for everyone in the long run.” Thanks to his client-first business practices, Scott gets nearly 100% of his business from referrals, and has built a deep sphere of influence in Arizona and beyond.

As a veteran of more than two decades in the mortgage industry, along with his commercial Real Estate background, Scott is a loan officer with an extremely high level of expertise, and he uses that knowledge to get consistently positive results for his clients. “I go above and beyond expectations to offer the best solution for my clients and keep them informed throughout the process,” Scott says. “I strive to provide detailed answers to all of the clients’ questions in order to maintain a high level of confidence and to keep things very clear – it’s really important to my business and who I am.” At the end of the day, Scott truly enjoys helping 38

people – it’s why he got into the industry in the first place, and it’s what drives him to help so many people find ideal loan solutions year after year.

Scott’s Team, which now includes his Son who is a licensed loan officer, uses leading edge technology to make the loan process smooth, efficient, and easier for their clients who are refinancing or purchasing a property. They even follow up after closings with communication monthly which includes information about the estimated property value, equity analysis, and updates regarding mortgage changes.

The Team was recognized as being in the top 10% company wide for 2021, and has maintained a high level of closing production over the last twenty years.

In his free time, Scott enjoys playing golf, driving his Camaro, and fishing, when possible. He hopes to keep moving forward with his business and growing responsibly as he adapts to the rapidly changing industry and provides the highest quality service for people looking for a mortgage. If you’re looking for a Mortgage Professional in Arizona who goes the extra mile to provide a satisfying experience for his clients, look no further than Scott Harward!

You can contact Scott at (480) 223-2265 or sharward@uamco.com, and you can visit his website at harwardmortgageteam.com www.

Top Agent Magazine

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Copyright©, Walter Sanford. All rights reserved.

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Top Agent Magazine

JOSH JACKSON Following in his mother’s footsteps and becoming a true rising star; Top Lender Josh Jackson began pursuing a career in lending while working part time through college. He started out by helping create marketing material and setting up sales presentations through his mother’s lending team.

Since then, Josh became licensed and is currently starting his sixth year in the business.

As a loan officer, Josh originates all his new business personally. Alongside his mom and now loan partner Jackie, they specialize in FHA, VA loans, USDA Rural Development loans and have many different grant programs for first time homebuyers. Being technologically savvy means Josh hosts a great mobile app and user interface so that younger buyers have a much easier lending experience. Mixing in technology with a personal touch allows his team to move through the pre-approval and lending process quickly. Staying ahead of the competition and shortening pre approval or closing times has helped Josh attain 50% of his business through referrals.

Direct verification of income and employment through Josh’s online portal is proving to be a game changer by eliminating any and all hiccups down the road. “With the ability to push a lot of information through direct verification of employment…you’re able to expedite the loan process and keep everything moving quickly. We pride ourselves in meeting contract dates and closing on time.”

In the past few years, Josh has really seen his business take off. He’s seen financial increases in his volume year after year and in 2021 he closed just shy of $24M in sales.

Between 2020 - 2021 volume was up 148% and prior to that up 220% the year before. Numbers like that really give Josh a sense of “doing the right thing” with his retail partners, customers and referrals. His standard of service really shows and is leading to a lot more referrals from previous clients and people who he works with quite a bit.

Living in a small community; Josh has gotten the chance to get to know everyone quite well. He attends a lot of face to face sales meetings with Realtors® and feels like Top Agent Magazine

that level of social interaction really holds you accountable. Consequently, staying relevant in the community is a high priority. Josh is able to stay in touch with buyers long after they close and follow up with opportunities to save them money or refinance. He also uses a lot of social media marketing and digital marketing to advertise his lending products. However, he really wants to be known as a relationship driven lender.

Josh played a lot of sports while growing up so he likes to volunteer his free time to community activities in that space. He has volunteered with the Lexington Jaycees and other youth sport programs to help grow who these programs can reach. In his down time he enjoys traveling with his wife, staying active, and playing sand volleyball. “My wife and I are fortunate to be able to travel quite often and try to get to new and different places.”

In the future, Josh would ultimately like to continue to grow his business and train young loan officers like himself. “I think there is a great need for younger professionals in the mortgage industry.” Younger professionals are proficient with technology and can push information through quickly with regards to direct employment and income verification and greatly cut down the turnaround time. This can really prove to be beneficial to customers and help guide them through the loan experience more efficiently.

To learn more about Josh Jackson, please call (309) 533-2588 or email jajackson@FSMLoans.biz 41 Copyright Top Agent Magazine

THOMAS K. JAHNZ Thomas K. Jahnz has been in the industry for 18 successful years. He has seen it all in regard to the industry, from interest rates as high as 14% and as low as 1.875%. FHA, VA, Conventional, USDA, SubPrime, Option Arms, No Doc, and Non QM deals have occupied his mind of a way of getting things done for each and every client out there.

He truly believes that there is a particular product and strategy available to put each client, or investor into the best situation possible.

Mr. Jahnz has a huge network of realtors, investors, attorneys, and financial planners who send him referrals on a regular basis. Because of his due diligence and non-stop communication with all parties involved in a purchase transaction, his referral partners have never been happier with how he conducts business and makes sure his clients happily get to the closing table on time, all the time. Currently he’s with Hometown Lenders, whose reach extends to over ninety branches in forty states. Thomas is a force to be reckoned with, doing upwards of $24 million a year in volume. He has recently moved out of Chicago to Lake Mary Florida in hopes to duplicate his business in his new state.

Thomas grew up in poverty on the south side of Chicago’s Garfield Ridge area. His father passed away at only 8 years old and he took up the role of taking care of his mother at an early age. Always living with family, his dream of purchasing a

home for him and his mother had always been his top concern. He was finally able to break the cycle of poverty, become a homeowner, and start on the journey of helping others chase and achieve their dreams as he had done for himself.

He has a great focus and understanding of how to fix credit, a service he now offers at no charge for all of his clients.

He loves working with experienced realtors, as well as helping new ones in the industry grow and better understand this great business of Real Estate.

He takes the time to teach them everything he has accumulated over the past 18 years, in hopes of helping them become the next best realtor of their city or state. He started in the industry directly after high school and knows the ins and outs of the industry like the back of his hand. His grandfather’s loan officer and owner of Chicagoland mortgage based in Hinsdale gave him his start in the industry. The late Chris Stevens and Nathan Reynolds were the two entrepreneurs that helped him along and molded him into the goal orientated, business savvy person he is today.

He would like to thank both of those men for the opportunity and coaching they have given him over the 10 year career he had with them.

Before he met them, the life he now lives was just a dream. After years of hard work and dedication he is happily living beyond any expectations he had ever had.

For more information about Thomas K. Jahnz , call 708-261-3308 or email Thomas.jahnz@htlenders.com 42

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JEFF KAISER Detail-oriented and driven to help others, Jeff Kaiser has hit his stride in the mortgage industry. Prior to the late ‘00s market crash, Jeff spent years in the equipment finance business. “I was financing construction equipment across the southeast,” he explains. “But once the recession hit, everyone I did business with went out of business, and I had to switch gears.” A friend in mortgages encouraged Jeff to shadow him and see if he would enjoy a career as a loan officer. “And the rest is history,” Jeff says. Raised in Atlanta, his network in the area is extensive, and he used that to jump start his work. Several years later, Jeff is now a senior loan officer at Atlantic Bay Mortgage Group, where he leads a team consisting of his own underwriter, processor, transaction coordinator and marketing assistant. He is able to offer a wide variety of loans, but tends to do more jumbo and conventional loans.

The entirety of his business is based on referrals from his real estate agent partners and past clients, which serves as testament to his excellent service.

“We do a very good job,” he says. “When people start working with us, they see the difference.”

Constantly available to his clients, he aims to eliminate as much stress as possible. “The only thing I can control in these transactions is the service we give, and what we give is top notch,” Jeff explains.

“Answering phones and always being there for the agents and buyers, that’s our specialty. We’re in this together, and it’s all about teamwork.” Jeff sees each transaction as an opportunity to form lasting connections, where he becomes their go-to mortgage

professional for years to come. “It’s not just a one time deal and we move on. I become friends with these people, and they become part of our lives.”

Jeff nourishes those relationships during and after the transaction, hosting client appreciation events and reaching out to stay updated on their lives. It’s safe to say Jeff leaves a lasting impression on buyers, offering support and open communication throughout the transaction.

One client said, “Jeff Kaiser was amazing start to finish. He made the process very smooth (as smooth as the home-buying process can be). He was always updating us on new developments and made sure we understood everything.”

A fan of sports, Jeff gives back to the community by coaching baseball, football and basketball through the years. He’s also part of AB Cares, the charity arm of Atlantic Bay Mortgage Group. “We do various things, including building swing sets and playgrounds for young cancer patients, which is just an unbelievable experience every time. It’s amazing.”

When he’s not working, he’s spending time with his wife of 27 years, exercising, or playing golf.

Continuous growth is on Jeff’s horizon as more Millennials become ready to buy. “We also want to hire some people in that age group which will help us market to them,” Jeff says. No matter who Jeff is assisting, he loves seeing his clients achieve their goals. “I enjoy making it the best transaction for their particular situation, and using my expertise to provide an option that works for them.”

For more information about Jeff Kaiser, please call 678-910-5940 or email jeffkaiser@atlanticbay.com Top Agent Magazine

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CATHERINE M. LONG Catherine M. Long (NMLS# 513965), Private Wealth Mortgage Banker at U.S. Bank, is more than just ‘based in Boston.’

She loves to get out and see the great city with her real estate agents and potential clients. She transitioned over to U.S. Bank last spring and closed in total $65 million combined during the transition from another company. The previous year Catherine closed $92 million while averaging 71 percent purchase business, which was the highest in her region. Her goal this year is $100+ million; she has already closed approximately $10 million thus far and is on track to close upwards of $60 million by summer.

“I like to be on the road. I love to co-sponsor open houses with my real estate agents, it allows me to be face-forward and boots on the ground,” said Catherine, who works mostly in the greater Boston, Cape Cod, and the Islands region of Massachusetts. “You’re at a new listing with the selling agent, partnering and supporting the real estate community with a broker open house, agents show up to view the property, grab a bite to eat, chat about rates, life and take my marketing materials with them. That allows me the opportunity to connect, say hello to familiar faces and introduce myself to new agents. The best marketing is myself, face to face with my referral partners and building new relationships! The key though is the follow up after the open houses and reaching out to them later.”

Catherine’s typical pipeline consists of portfolio jumbo loans of $800,000 and up, into the millions. While she said the volume of homes she originates isn’t as high as other loan officers, the average loan amount she does originate – roughly $1.3 million – certainly offsets that. Catherine stresses that all clients calling about a mortgage are important and to never forget that. She prides herself on taking care

of a borrower regardless of loan amount.

Often, her past clients come back again to buy up, refinance or become some of her best referrals. With the help of an amazing and dedicated fulltime assistant and processor, along with the support of her manager, Catherine is in great shape to focus on her borrowers, referral partners and marketing her services.

“I’m diligent about checking in, going back to my clients, seeing how they’re doing, reaching out for the yearly checkup, and just see where they’re at. I’ve had many of the same clients for 10-15 years,” Catherine said. “I just closed a past client and the last time I financed her was 17 years ago! She said, ‘I never forgot how much you helped us!’ I’m all about the client, listening to their needs and going above their expectations.”

After 25 years in the mortgage industry, Catherine said she’s still building her business to the next level. “I just like helping people and interacting. It sounds like a cliché but it’s true. I enjoy the chase of the industry and the rewards of my hard work. I have a competitive spirit but it’s a healthy one,” she said. “I’m super grateful and remain positive for what I have been able to accomplish from the ground up.

I have three grown children who were just babies when I entered the mortgage industry, and it was challenging starting from scratch.”

Asked for a piece of advice for colleagues who are in the business, Catherine kept it simple. “Be grateful,” she said.

“Live your life. We’re all working hard, it’s important to have a good work life balance. We need to stop to watch the sunrises and sunsets. Take a deep breath and take care of yourself, you are not your best on your job without being your personal best first.”

Catherine M. Long | Private Wealth Mortgage Banker | NMLS# 513965 office: 508.861.1113 | cell: 508.789.9599 | catherine.long@usbank.com mortgage.usbank.com/ma-boston-catherine-long https://

This document is not a consumer credit advertisement as defined by Regulation Z. It is provided to assist builders and real estate agents and is intended for their use only. It is not to be distributed or made available to their clients or the general public. Loan approval is subject to credit approval and program guidelines. Not all loan programs are available in all states for all loan amounts. Interest rates and program terms are subject to change without notice. Visit usbank.com to learn more about U.S. Bank products and services. Mortgage, home equity and credit products are offered by U.S.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 48

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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MICHAEL RIVIECCIO As much as anybody, Michael Rivieccio understands the current landscape of the real estate world. A loan officer with Supreme Lending, a nationwide company with more than 350 branches and 2,800 employees, Mike knows the impact the twoyear pandemic has had on the industry. That’s why he takes even more satisfaction now in helping families get into homes than perhaps at any time in his 15 years in the business.

the entire company with $41 million in transactions for 2021.

Much of that, almost 85 percent Mike said, comes from referrals from REALTORS®, accountants, attorneys, and past clients – all driven by technology.

“It’s tough right now because there’s no inventory of homes and interest rates are rising. Unfortunately, there aren’t even that many rentals available,” Mike said. “So, my main happy place is to get people who’s been waiting for two years for the right house into a home, get it closed, and get them moving on with their life.”

And Mike does it with sustained success. Mike is a Loan Officer at the local branch at Supreme Lending covers the east coast of Florida from Jupiter to the Florida Keys. At Supreme, he is able to offer a wide variety of loan programs including Conventional, Fannie Mae & Freddie Mac, Jumbo, VA and asset-based loans. Last year, Supreme Lending closed over $16 billion in total loan volume and Mike earned President’s Club status for being in the top five percent of

“The best thing we do is automation. We’re very big on technology. All our mortgages are done digitally through our proprietary software. Real estate agents stick with us because we close on time, we deliver what we say we’re going to do at a competitive rate,” Mike said, Every Friday, every agent involved in a transaction as well as the title company gets a real-time email update about exactly where the file is.

The company’s software also tracks birthdays, anniversaries, loan dates, and more to help Mike send out five to seven communications to every client each year.

Up next? Expansion. “We have a plan to grow our region at Supreme by five branches a year throughout the U.S., especially in North Carolina. Currently we want to open an office near Asheville,” said Mike, who still finds the time to take his family, boating, golfing, and traveling.

Michael Rivieccio NMLS #283046 can be contacted at (561) 262-6170 or through email at Mike.Rivieccio@SupremeLending.com.

Michael’s website is MikeRivieccio.SupremeLending.com http://

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MATT TIXIER Old School Service Matt was introduced to the mortgage industry in the late 90’s as an Account Executive with subprime lender, NovaStar. After working in subprime several years, industry demands shifted and the subprime market dried up. Matt’s journey then took him to places like Urban Lending and Wells Fargo, where he worked in Underwriting, and then to smaller mortgage shops as a Loan Officer and Production Manager...until making the leap to start True Mortgage in 2017. Matt had seen enough of how others conducted business and knew he could do it better and provide a simpler, more enjoyable experience for his clients.

While Matt is the driving force behind most of the company’s volume, he wouldn’t be where he’s at today without his Operations Manager, Brian Reid and Loan Officer Assistant, Val Young, who he calls “rockstars”. Without his amazing staff True Mortgage would not have reached this level of success. Fellow Originator Stevie Coombs is also credited as being a central figure in challenging Matt to reach new production heights. The company has carved out a unique position for themselves. Not only can True Mortgage handle traditional residential loans but they also specialize in Non-Qualified Mortgages tailored to the self-employed and real estate investors.

Many of their direct competitors are not comfortable operating in both spaces, and thus True Mortgage consistently receives referrals from within their own industry. With his focus on excellence, Matt relies on

the mortgage expertise he’s been able to cultivate and refine over 20+ years in the industry, to build trust and educate the client. That recipe has in turn allowed True Mortgage to achieve higher volume levels without ever having to advertise.

He believes the client experience is paramount, and that if you take care of the customer they will always come back and refer their friends and family.

The clientele in Colorado is sophisticated and will typically shop their mortgages, because of this Matt keeps the company overhead and operating expenses low. That savings gets passed on to the client in extremely competitive rates and low fees. In the end, True Mortgage’s rates and reputation is the smart choice. Maintaining full transparency as a broker rather than a correspondence channel. There’s a comfortable mom and pop shop feel to True Mortgage, and a staff of rockstars that clients keep coming back to time after time.

Times are changing, and True Mortgage is changing with them. While True Mortgage still handwrites birthday and thank you cards to their clients, Matt has also implemented an updated technology such as a new CRM system to streamline the loan process.

Matt has enjoyed coaching his son in hockey for several years, but with his son no longer playing Matt has some extra free time. With that he has taken a recent interest in originating Reverse Mortgages for those in retirement. Matt is looking forward to serving an under-served community and providing them the old school personal service they deserve.

To learn more about Matt Tixier, please call 303-525-0905, email Matt@MyTrueMortgage.com and visit MyTrueMortgage.com www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 52

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

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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KATHY WENTWORTH Born and raised in Massachusetts and New Hampshire, Kathy Wentworth took a winding road to her current status as a top producing loan originator. After graduating from Keene State college in 1998, she would delve into the tech industry; however, she soon found herself seeking a new opportunity that better complemented her elite business acumen and passion for helping others.

Inspired by a chance connection with a leading mortgage lender she decided to pursue her career as a residential loan originator—and the rest is history. In the twenty years since, she has gone on to achieve an accomplished career in mortgages, having been ranked among the Top 1% of Mortgage Originators in America by Mortgage Executive Magazine and recognized with Top Originator honors by Scotsman Guide.

Today, Kathy is a Senior Loan Originator with Leader Bank N.A. (Lender NMLS #449250, NMLS MLO #40091), where she assists clients all throughout New England, but primarily Massachusetts. Leader Bank is a nationally chartered institution, so that gives her the ability to originate loans in all states. As a consistent top producer at Leader Bank with Chairman’s and President’s Club designations, she has cultivated a boutique workflow to meet the purchasing or refinancing needs of any borrower.

When assisting her clients, Kathy offers a variety of lending products. Well-versed in all kinds of Residential Loans, she thoughtfully guides her borrowers to the right option for their best interests. Moreover, from start to finish, she is there to answer any questions her clients may have, drawing from her years of experience to help them make fully informed decisions on their

future. In fact, she prefers to keep in touch well after the deals are done, fostering a lasting relationship with her clients and standing as their mortgage advocate long into the future.

Beyond her own expertise, Kathy also leverages her extensive professional sphere to connect clients with a far reaching network of experts within the industry—all to ensure a seamless transaction. “I love nothing more than seeing my clients achieve the dream of homeownership,” she says. “Beyond helping them purchase their first home, I’m also here to guide them through future purchases and refinancing options so they can save money or further grow their real estate portfolio.”

Over the years, Kathy has earned a fantastic reputation throughout Massachusetts, with the entirety of her volume coming from repeat clients and referrals. Having exceeded $250 million in transactions in the past two years alone, she remains focused on the proven standards that have set her apart in the region. “This business comes down to professionalism, response time, and transparency. Above all, I like to educate clients on all options available to them so they can make the decision that best suits their financial goals.”

Outside her career, Kathy can be found cooking, going for a run, or spending quality time with her friends and family. A lifelong learner, she also enjoys studying the latest trends and changes at the cutting edge of her industry.

Going forward, Kathy has strong plans for the future of her business. As her volume maintains its steady growth, she intends on further developing her network of trusted referral partners while scaling the high level of service that has anchored her successful career. More than anything, though, she is excited for all the new clients and opportunities that await.

To learn more about Kathy Wentworth email kwentworth@leaderbank.com, visit kathywentworth.com or call (617) 388-8521 www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 54

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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