Nationwide Mortgage 5-15-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

KEVIN BRIERTON

KIM BRYANT

MIGUEL HAWKINS

SCOTT CONE

ADDY JOLLY

FRED MARRA

ELISABETH "LIZ" RYAN

RAY SHANAHAN

VICTHOR SOARES & MARIA THOMSON FRADY

KARYLLE WIKE

JASON YOUROFSKY

NATIONWIDE MORTGAGE EDITION

FRED MARRA

KARYLLE WIKE

RAY SHANAHAN

KEVIN BRIERTON

KIM BRYANT

CONTENTS 4) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 9) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 13) LIVING ON COMMISSION

19) ARE YOU IN OR OUT? 23) HOW TO SEND SMARTER EMAILS 26) 3 TIPS FOR MASTERFUL TO-DO LISTS

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MIGUEL HAWKINS

SCOTT CONE

ELISABETH "LIZ" RYAN

VICTHOR SOARES & MARIA THOMSON FRADY

30) HOW TO OVERCOME YOUR WORKPLACE FEARS

ADDY JOLLY

JASON YOUROFSKY

33) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6

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FRED MARRA

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FRED MARRA Numbers have always captured Fred Marra’s interest, so when the opportunity to enter the mortgage industry presented itself, he jumped at the chance. “A friend of mine owns his own brokerage, and I thought I’d be a great fit for it,” Fred explains. His family has owned a number of restaurants, so the service side of the industry came naturally for Fred. He hasn’t looked back since, and now he’s been in the business for two years, growing faster than ever. At H&R Funding, he serves all of New Jersey, going above and beyond expectations. H&R Funding works with about forty different lenders to offer some of the best rates and programs in the area. “We offer a one percent down program,” Fred says. “Our lender gives two percent equity as a gift to complete the down payment requirement.” They also offer construction loans, 500 FICO, FHA loans, and loans for the self-employed. Because they are a wholesale establishment, they are not held down by high operating costs and overhead fees. This allows them to offer competitive rates and fees, saving their clients money when they need it most. Fred loves to take the time to understand his clients’ needs, so he can decide what program is the best for them. “Everyone’s living plan and financial situation is different. There is no black and white answer for any situation and it is my job to analyze the grey area which will translate to more green for my clients!” he says. Most of his business is based off referrals from real estate agents, which Fred attributes to his superior service and commitment to getting clients where they want to be. “I give my agents and clients my personal number so they can call me with any questions,” he explains. “I never turn my phone off, it’s always on, so I keep them very much in the loop.” Fred understands the seriousness of this transaction, so he does everything possible to guide them throughout the process. He never wants anyone to feel left in the dark, so he constantly updates them on any new happenings. “People continue to come back to me because of the service, hands down. I also have the willingness and skill to do any loan,” he says. After the transaction is complete, he stays in touch through phone calls, texts and emails. He also sends out Christmas 8

cards. This ensures he stays at the top of his clients’ minds and reminds them that he is always available for questions. During any free-time, he’s hanging out with his family, traveling, or involved with the community. He donates to the local baseball teams as well as his church. As Fred continues to grow, he looks forward to eventually having a team under him and mentoring new loan officers. No matter how large his business becomes, he will no doubt love every minute of it. “I’m really good with numbers, and being in the restaurant business in the past, I have that skill of customer service. But it all ultimately comes down to the fact that I get enjoyment out of making people happy and finding them loans.”

For more information about FRED MARRA, please call 973-936-4424 or email fmarra@hrfundingllc.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

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. Top Agent Magazine

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 9

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. BE MORE POSITIVE 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. 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 10

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 selfreflection. 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 WILLING TO LEARN 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. Top Agent Magazine

RAY SHANAHAN

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RAY SHANAHAN Senior Loan Officer Ray Shanahan of Towne Center Mortgage in Charlotte, North Carolina is not your typical mortgage lender. A straight-to-the-point, no-nonsense attitude, coupled with a “customer first” service ethos has catapulted him to success in the highly competitive mortgage industry. Ray began his career in the financial sector over 25 years ago on Wall Street. Following the September 11 attacks on the World Trade Center, and the loss of over 80 friends, Ray took some time re-evaluate his career and made the switch to mortgage lending in December of 2002. He began to carve out a reputation as a stellar talent almost immediately, and was named Employee of the Month for his first three months in the business. Not long after, he was asked to relocate to Florida to oversee the company’s operations there, and soon revived that flailing branch. Three years ago, he began working at Towne Center and has helped the company achieve a reputation for quality service and solid results for their grateful clients. Ray credits his Wall Street experience for his much of his talent and abilities with mortgages, but he also points to his extensive military service for his highly structured approach to the often-convoluted mortgage process. His passion for the military is evident, and his accomplishments there are impressive, including a stint as a member of the NATO task force. “In the military, there are times you want to say ‘no,’ but you have to say ‘yes.’ That’s the same way I approach my job now,” says Ray. “The military gave me a sense of structure.” His years in the industry have given Ray a vast reservoir of knowledge when it comes to mortgage products, including VA, FHA, USDA, Conventional and Jumbo

programs, and the ability to structure a mortgage that best suits his client’s needs. Ray’s unique approach has resulted in staggering success, and in 2016 alone he closed 315 loans, worth a staggering 75 million dollars. His goal for 2017 is to exceed 100 million, and he is already on track to achieve it. Among the many characteristics Ray possesses that have enabled this success are his excellent communication skills. “I’m extremely upfront. I’m ex-military, and a New Yorker. No one can be more direct than I am,” he laughs. “What I like most about my job,” says Ray, “is the challenge. Every loan is a different deal, a different chess match. Every deal gets me excited because I know I can get it done. And if for some reason I can’t, I’m very upfront and honest about it. I think that’s the best way to do anything.” When he’s not working, Ray enjoys a good round of golf and spending time with his family. He also participates in his community, and is involved in multiple charitable organizations through his company. On the personal side, volunteering for the VA is of huge importance to him. “Helping disabled vets is extremely important to me,” he says. As for the future, Ray is looking forward to continuing to grow his business, while maintaining the same level of excellence that has become his hallmark. Ray also expresses gratitude for his assistant and his loan processer. “I couldn’t do this without my team,” he says. “My bank’s philosophy,” says Ray, “is Customer First, Branding Second, and Revenue Third.”

For more information about RAY SHANAHAN call 407- 913 - 5240 or email ray.shanahan@townecentermortgage.com 12

Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

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KARYLLE WIKE

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KARYLLE WIKE Karylle Wike launched her career twenty-five years ago. Fresh from college, her early professional experiences included a stint in collections and high interest loans, before she made the transition to subprime lending where she thrived for a decade. Eventually, Karylle made the shift to conforming and government loans, easily translating her people skills and facility for finance to her current role. Today, Karylle has crafted a flourishing career grounded by responsiveness, integrity, and forthright communication, and recently marked her fifth year at Town and County Bank. While Karylle primarily serves the Decatur, Illinois region, her office expanded to Edwardsville after a recent acquisition, contributing to a $10 million boost in volume as a result. After completing an additional 100 loans in 2016, Karylle decided it was time to take on a support staff. In addition to her longstanding assistant of sixteen years, Karylle has added two more employees, including a loan officer she’s taken under her wing, training her on the ins-and-outs of the industry. Together, Karylle and her team provide clients with a range of conventional products, in addition to offering specialized portfolio products, as well. With 90% of her business driven by purchases, Karylle and her team closed on 314 units in the last year alone—a quantifiable indication of their consistent ability to deliver results. Likewise, with an impressive rate of repeat and referral clientele—amounting to 85%—Karylle recognizes that success in the mortgage industry often comes down to relationships. To demonstrate her commitment to her clients, Karylle attends all the closings she can when distance isn’t an obstacle—providing a personal touch even when a transaction is fundamentally complete. “It may seem old school, but one of the most important practices to maintain is to return phone calls and stay communicative,” Karylle recounts. “You’re as good as your last deal and credibility is important. I always

make my closing dates. Period.” Karylle’s accessibility, along with her proven track record of success, instills confidence in her clients—earning their trust by delivering on professional promises, time and again. What’s more, Karylle ensures that steadfast communication is at the center of her professional philosophy, so that clients are always in the loop. “If there is a problem, I make it work,” Karylle says. “I’m honest with my clients and I always come to them with a solution in hand if issues arise along the way.” To keep in touch with her past and present clients, Karylle takes a personalized approach, engaging with those she serves over breakfasts and lunches, checking in by phone, and delivering personalized gifts. With a majority of her business driven by realtors, Karylle values her connections to fellow real estate professionals and often finds herself spending free-time and holidays with agents she cites as friends. In addition to her consistent performance, years of experience, and carefully curated professional network, Karylle never forgets the individual or family at the heart of every transaction she delivers. In fact, Karylle recounts the most rewarding aspect of her work as seeing a client smile. “Many people think that they’ll never own a house,” she explains. “Helping my clients achieve the dream of homeownership is such an energizing feeling.” Positioning her spirit of service toward her local community, Karylle has taken part in a variety of civic and charitable causes. In addition to past service on the board at the area children’s museum and art council, she also participated on the board of the Heart Association. With two teenage sons active in athletics, Karylle devotes much of her free time to cheering them on at sporting events. In her additional free hours, she enjoys teaching hot yoga, gardening, traveling with her family, and spending time with friends over dinner. As for the future, Karylle has big plans for her business, bringing a twenty-first century bent to her work by expanding her social media presence and potentially expanding her team in the future. With more than two decades of industry insight at her disposal— along with an ethos decidedly fixed on client-centric care and relationship building—the years to come are sure to include sustained success for Karylle Wike and her team.

To learn more about Karylle Wike, visit townandcountrybank.com, e-mail kwike@townandcountrybank.com, or call (217) 433-9912 www.

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KEVIN BRIERTON Shortly after earning his degree in Finance from Northern Arizona University -Flagstaff, Kevin Brierton decided that giving money to people would be a better fit for him than asking for money. Six months later he entered mortgages, paving his success through several market swings over the past 12 years. Now an expert in this ever-changing industry, Kevin has been a Senior Mortgage Loan Originator and Certified Mortgage Planning Specialist with First Choice Loan Services in Scottsdale, Arizona, since 2014. Kevin focuses on Arizona, with occasional loans in California and in Chicago, where he has family and friends. He notes that niche programs at First Choice, a Berkshire Bank Company, allow him and his two partners to serve a variety of borrowers. “We have bank statement programs; programs for people 18 months out of foreclosure; credit programs; and down-payment assistance programs in Arizona.” He emphasizes that one of the greatest aspects of First Choice is that, as a direct lender, they don’t have the “overlays” other lenders may have. “That allows us to close more loans without the hassles,” he explains. Kevin’s dynamic team positions people for success. One of his partners works closely on the preapproval portion of loans and the other focuses on the contract-to-close process. “We are in this together,” says Kevin. “We have personal relationships based on common ground. We’re real people working together to serve families.” Each of them knows that mutual respect and teamwork must also be accompanied by impeccable performance. “We make ourselves available, we communicate constantly and close on-time.” Ongoing communication begins with transparency. “I never overcommit to buyers,” says Kevin. “If there’s an issue, I tell them up front.” During in-person, pre-purchase consultations with every client, Kevin covers the big questions and educates borrowers. He won’t simply preapprove someone and send them out into the real estate abyss. “I go above and beyond, meet face-to-face, lay out everything for them to make sure they understand and they’re choosing the best option for them.” This effort leads to confidence from Kevin’s REALTOR® partners, who are then eager to make and receive offers. Kevin likes seeing the mortgage process come together. “I’m big on people staying in their house for as long as they want to,” he says, elaborating on his consultative approach. “I don’t want to put them in a loan just to get them in any house. I want them to have a home and a situation they’re comfortable with and excited about.” Another way he helps clients see and understand all their options is through technology. “We have all the options they need 18

and I can show them these options side by side,” he says, noting that when he worked for six years at a major bank, he couldn’t offer that flexibility of options and technology. His further use of technology includes video. “I am currently integrating even more video to educate people,” he says. And while he plans to continue growing, he will do so in a controlled fashion. “My next goal is to reach $60 million, but a good $60 million, where we’re closing on-time and not causing volatility.” After all, providing stability for his clients, his referral partners and his family is what Kevin most values about his work. “In sales in other industries. you have to travel constantly,” he says. “I can be around for my family and be a good husband and father.” As parents of young children, Kevin and his wife enjoy free time at their kids’ sporting events and activities with their church. Kevin also is a regular participant with Phoenix Children’s Hospital’s fundraising events. Additionally, through the Scottsdale Area Association of REALTORS®, he takes part in community and business activities. “I’m always looking for ways to get involved and give back,” he says. But the most important gift Kevin provides anyone – whether client, family or community member – is his presence. “It’s a big deal in this business to meet face-to-face, set expectations and then deliver. I believe in being there in person for people.”

To learn more about KEVIN BRIERTON, visit kevinbrierton.com, email kevin@kevinbrierton.com or call 480.553.8770 www.

Are You In or Out? by Barry Eisen

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

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.) Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune? When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way. (Damn those bright shiny objects!) A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 19

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

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time. Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions. At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!” Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories. Keys to getting unstuck: 1) Be willing to own your shortcomings 20

and poor attitude as well as your strengths. The truth CAN set you free. 2) Be teachable and open to learn better ways of thinking and acting. Learn from those ahead of you, not the ones behind you. 3) Associate with those who will support, not tear you down. 4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics. 5) Accountability buddies and coaching work. Live up to goals. 6) Visualize the success you desire. Top performers do this in every field. Do it too...with consistency. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

KIM BRYANT With a career that spans more than 20 years, Kim is one of Central California’s leading experts in real estate financing. Throughout her career, she has developed a passion for the people she meets and the industry she serves. “I love lending and I love getting to work with people, so home loans were a natural fit for me,” she said. After working at Prospect Mortgage for nearly six years, Kim is now a senior loan officer at Bay Equity Home Loans in Fresno, California. Through Bay Equity, she is able to offer a variety of loans to suit all her clients’ needs. “We have every loan product that you can possibly think of,” she says. “We do first-time buyer programs and down payment assistance, as well as Jumbo and VA loans.” The heart of Kim’s business comes from repeat and referral clients. “I also work with national and regional home builders throughout the Central Valley,” Kim said. She makes an immediate impression with her clients because of her natural ability to connect with them and understand their needs. Kim gives each of her clients complete dedication to finish all of her transactions in a timely manner. “My word is my word,” she said. “The process is always transparent,” said Kim. “My clients get the product that they want that best suits their needs.” The key to Kim’s success in the mortgage industry is the love she has for her career and the challenges it brings. The people and the connections she makes are what bring her back every day. “I love working with

clients of different sizes and needs, but I particularly enjoy the clients that bring a challenge to the table,” she says. “It may take more time, but the reward of being able to deliver a product that my clients love makes it worthwhile.” It also helps that Kim is a Fresno native, as she can easily relate to her local clients and the unique challenges they face in the market. She uses her extensive residential experience to point her clients in the right direction and advise them on what it takes to get the loan they are looking for. For Kim, this means no stone goes unturned in the financial process and every detail is taken care of. Giving back to the community has always been a priority for Kim. Through Bay Equity Loans, she is able to stay involved in the region by participating in a variety of charities and non-profit organizations. Whether it is a shoe donation, marathon or outreach for the Women’s Council, Kim is there to lend a helping hand and her support. Kim shares these values with her children who volunteer with her at the Poverello House, a homeless shelter in Fresno. In the future, Kim looks forward to continuing to build her skills as a lender. Bay Equity Loans continuously implements new tools to provide a better experience for its clients and Kim utilizes those to her full advantage. “There is always new things you can do to streamline your process and stay connected with people,” she said.

To learn more about Kim Bryant: Call 559.779.2000 or E-mail: kbryant@bayeq.com Top Agent Magazine

SCOTT CONE Scott Cone’s entry into the mortgage industry began with the fateful sale of a car. One of his customers—who happened to be a mortgage broker—was so impressed by Scott’s people skills and facility with numbers that she suggested he join her team. Inspired by the challenge and intrigued by a career path that would align perfectly with his skillset, Scott accepted her offer and has never looked back. Sixteen years later, he has put his degree in mathematics and knack for interpersonal relationships to wise use. Today, Scott is at the helm of flourishing business, guided by an ethos of client-centric care and the ability to deliver quantifiable results. Primarily serving the Williamson County area, Scott spearheads his enterprise as a one-man team. Operating on an impressive 100% rate of repeat and referral business, client satisfaction is a foremost priority for Scott. Likewise, a foundational component of his professional style is getting to know his clients personally, and his solo status allows for the most comprehensive control of his clients’ experiences. In that vein, Scott handles transactions from top to bottom, applying his detail-oriented eye through every step of the process. Not only does he field the initial applications, but Scott also singlehandedly processes files and makes approvals. At his outfit, Scott’s loan offerings run the gamut, no matter his clients’ homeownership goals. What’s more, Scott’s commitment to forthright communication and integrity inspire a sense of security and confidence in those he serves. “I tell the truth,” Scott explains. “Buying a home is a serious, often stressful process, and more often than not there are obstacles during most mortgages. Every transaction is different, but I do my best to identify the problems before they arise and always come to my clients with solutions—staying communicative all throughout the lending process.”

Though the transactional process isn’t without its twists, all in all Scott believes that buying a house should foremost be a fun and fulfilling process. He takes his responsibilities as a lender seriously, and approaches the transactional process as an opportunity for his clients to empower themselves through knowledge and education. Utilizing his passion for teaching, Scott channels his knowhow and people skills into aiding his clients’ understanding, helping them navigate the home-buying process. Armed with a unique ability to break down complex aspects of the mortgage lending process into digestible information, Scott does his best to demystify the complexities of home mortgages for his clients. Similarly, he makes it a point to remove stress from the equation as much as possible, by staying in regular contact with his clients—never hesitating to pick up the phone, no matter the time. While his ability to deliver results is proven, Scott never loses sight of the individual or family at the heart of every transaction. “Owning a house is a right that clients earn through hard work,” he explains. “It doesn’t happen for everyone, but when a client achieves that dream and is able to buy a house— the joy and happiness from all parties involved is what inspires me to keep doing this work.” In his coveted free hours, Scott relishes spending as much time in nature as possible. As an avid skier, Scott’s hobby has taken him around the world, with upcoming plans to ski in Japan next winter. He also enjoys mountain biking, kayaking, and even kickball, in addition to spending time with his dog. When he isn’t out and about in the great outdoors, Scott also loves to experience live music. As for the future, Scott’s long-terms plans involve a lengthy, prosperous career in the industry he cites as a passion. With sixteen years of hard-won experience under his belt—along with a philosophy fixed on client service and assured execution—the years to come are sure to be filled with continued promise for Scott Cone.

To learn more about Scott Cone, e-mail Scott.Cone@supremelending.com, or call (615) 486-2608 22

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 24

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MIGUEL HAWKINS Miguel Hawkins began his career in the mortgage industry through a chance encounter with a pleased customer. While working in the world of automobile sales, he sold a car to a gentleman who just so happened to be a vice president at a prosperous lending company. Impressed by Miguel’s acumen, customer care, and bilingual ability, the gentleman swiftly offered Miguel a position within his organization. Miguel was intrigued by the challenge and eager for an opportunity to help others on a grander scale. So, he decided to make the leap. That was fifteen years ago. Today, Miguel is at the helm of a thriving career as a senior loan officer with Supreme Lending, grounded by a philosophy fixed on “Serving others before Self.” While his office is based in Buford, Miguel serves clientele throughout the state of Georgia. Additionally, his office maintains a fruitful alliance with Keller Williams in the Stockbridge area. Miguel and his team offer borrowers a variety of lending products, including the conventional 30-year fixed-rate mortgage, FHA, VA, USDA options, adjustable rate offerings, and access to down payment assistance programs. Having spent more than a decade cultivating long standing professional relationships, Miguel’s rate of repeat and referral clientele—amounting to roughly 90%—is a testament to his talent, ability to deliver results, and devotion to those he serves. “Working in this business for fifteen years, my clients know that I’m a person they can trust and who works really hard on their behalf,” Miguel recounts. In fact, Miguel’s office is one of the few that can turn around a loan in under ten business days if need be. Likewise, he lists dependability, speed, and quality service as the foundational tenets of his professional ethos.

office is able to underwrite loans up front, with operational and communicative techniques that are second to none. Altogether, Miguel goes above and beyond to creatively problem-solve, source solutions, and make homeownership a reality for his clients. He and his team also make great efforts to cultivate memorable, lasting relationships with fellow real estate professionals that include agents and builders alike. With his business model based on organic referrals, client-centric care is at the forefront of Miguel’s daily practice. Positioning his devotion to service for his local community, Miguel participates in a variety of civic and charitable efforts. In the past, he served as the president of the National Association of Hispanic Real Estate Professionals, an organization he remains avidly involved in today. Additionally, Miguel and his team contribute their resources to build one house a year with Habitat for Humanity, and he is also engaged with his church community’s charitable work as well. In his free hours, Miguel enjoys spending quality time with his wife and preparing for fatherhood with a baby soon on the way. He also likes getting out and about with his dog, exercising, and relaxing with family and friends. As for the future, Miguel has plans to grow his business with an eye toward developing relationships with area builders. Recognizing that a mere 4% of loan officers nationwide are bilingual, Miguel passionately serves the underserved and growing Hispanic community. All in all, Miguel never loses sight of the individual or family at the heart of each transaction he closes. “The key to financial independence and growth is in owning your own house,” Miguel reflects. “Through my work, I have the opportunity to make a positive impact on the lives of families, and there’s nothing more rewarding than that.”

In addition to his efficiency in successfully closing mortgage transactions, Miguel’s service also stands apart by his emphasis on constant communication. Not only does he make a concerted effort to keep all parties involved and up-to-date on a transaction’s progress, but he is also proficient in both English and Spanish, allowing him to actively serve the Hispanic community. “It’s a goal of mine to be a beacon in the industry,” Miguel says. “90% of my business consists of first-time homebuyers, and I want my clients to know that when they deal with me, my organization, and my partners, that they’ll be treated fairly, and that we’ll do our best to deliver them to their dream home.”

To learn more about Miguel Hawkins visit supremesouth.com/loan-officers/miguel-hawkins, e-mail Miguel.Hawkins@supremelending.com, or call (770) 616 - 4865 www.

In that vein, Miguel’s approach prioritizes both his clients’ best interests and completing closings on time. To do so, Miguel’s Top Agent Magazine

3 Tips For Masterful To-Do Lists by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists. 1-Important v. Urgent. Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms. “Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others. People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.” Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus. This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time. When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow. Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7. This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted forâ&#x20AC;&#x201D;i.e., when they felt safe. If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldnâ&#x20AC;&#x2122;t. If five men went into the woods and only four returned, they felt safe to return to the clearing. This means that the crows could only hold 3 or 4 units of the men in their focus. 27

Focusing on where the money comes from strips away all of the non-essentials. For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings. At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs. The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping. Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 28

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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ADDY JOLLY In 2007, Addy Jolly, with a background in engineering, had a successful career going, when he decided to make a bold career change. “My son was born that year and I quickly realized that I wanted to have a less rigid schedule, so I would have more time to spend with my family. I loved the fact that this career not only offered me the flexibility I wanted, but there was no ceiling on what I could bring in for my family. It was really up to me. I decided to make the leap, and I haven’t looked back since.” Addy is now one of the most respected mortgage professionals serving the DC Metropolitan area, and is a Branch Manager with NFM Lending, an award-winning residential mortgage lender. NFM Lending is an innovative industry leader with a reputation for providing their customers with exceptional service and open communication throughout the entire loan process. Addy currently leads a team of 12. Although he excels in all type of loans, he specializes in first time home buyers, as well as VA loans. “I love working with first time home buyers, it’s very fulfilling to help them achieve their dream.”

A resident of Montgomery County, Addy takes great pride in representing the community, and makes it a priority to give back. Through his company’s NFM Salute Program, they donate once a month to a charity selected by a past client or nominee who is also a Veteran. Personally, he and his wife are passionate about literacy and the global fight against hunger. They support MCAEL (Montgomery Coalition for Adult English Literacy) and World Vision, an international non-profit organization that helps children and communities worldwide. When he isn’t working, Addy enjoys playing soccer and also coaches his son’s U-10 soccer team. He is an avid outdoorsman and he is currently preparing for his trek to the Everest Base Camp in the near future. Addy couldn’t be happier with where he is in his career, and is quick to give credit to the wonderful company he’s at. “One of the reasons I’m able to grow my team so successfully, is because NFM gives me the support I need to do that. We’re one of the top lenders in the country and one of the top 50 companies for employees in the DC Metropolitan area, so we’re really able to attract top talent. I wouldn’t be where I am today without them, and I couldn’t be more excited for the future.”

90% of Addy’s business comes through Realtor® referrals, something he has earned by establishing relationships that are built on a solid foundation of trust. “I’m honest and upfront throughout the whole process, and really offer an unsurpassed level of customer service and communication. When I write a pre-approval letter, everyone involved in the transaction knows that loan is going through with no snags and will close on time. We’ve built an amazing reputation and that offers our borrowers a definite advantage.” Addy credits his background in engineering and business development, as being a key to his success as well. “I traveled a lot in my previous career, so I was constantly meeting all types of people. My area is kind of a melting pot, so that ability to work well with every client has proven to be a really useful skill. I know how to communicate with each client and that builds immediate trust.” Top Agent Magazine

To learn more about Addy Jolly | Branch Manager NMLS# 198801 call 240-644-5139 or email ajolly@nfmlending.com Copyright Top Agent Magazine 29

How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 30

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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ELISABETH “LIZ” RYAN Liz Ryan’s inclination toward the world of real estate seems to run in the family—with a father who worked as a broker and appraiser, a sister in homeowners’ insurance, and a brother who leads one of the biggest mortgage companies in Sweden. Liz’s own path included a transition from a career as a real estate agent during the 1980s to a tenure in the corporate sector for many years. Ultimately, Liz decided to return to the professional realm she relished most, and launched her second act as a loan officer back in 2005. She has been a Senior Loan Officer with Guaranteed Rate since 2012. Since then, she has created a flourishing career, even earning a top spot designation as a President’s Club Member and appearing in The Boston Globe for her 2016 Five Star Mortgage Professional Award. Primarily serving the North Shore and South Shore areas of the Boston region, Liz goes where clients lead, cycling through different metropolitan sections to keep business steady. She works alongside her former assistant and now partner, Mike Caras, to provide a diverse range of loan options for residential consumers, including VA and FHA loans, first-time homebuyer assistance programs, and state and federal government loan options, such as MassHousing. She even lends her keen professional insight to educational ventures at the Newburyport Realtors Association, arming others with knowledge of financial planning and loan options. With an impressive rate of repeat and referral clientele amounting to nearly 100%, Elisabeth cites attention to detail, communication, and follow-through as the main drivers of her success. The real estate professionals with which she has built relationships depend on Liz’s systematic process when it comes to pre-approvals and closings. Considering 90% of her referral rate stems from realtors specifically, agents enjoy confidence in Liz’s proven track record of success. “I care about my clients,” Liz explains. “It’s so rewarding to see young families buying their first home, or families growing and moving on to their second. I build personal connections with all my clients, and I take time to listen and understand their needs and goals. I’m hands-on, and I’m always available to answer their questions and help them navigate the lending process.”

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Liz views her work not only as an opportunity to help others achieve the milestone of homeownership, but to also inspire knowledge and agency in those she serves. “I make it a point to educate my clients throughout the lending process, so that all in all it becomes less stressful,” she recounts. “Especially for first-time homebuyers, buying a home can be a very emotional process. So, I’m careful to set realistic expectations with my clients and try and keep them encouraged and confident throughout. I just bought a house this past summer, and I think it’s very important that lenders go through this process too, so that we can really appreciate and consider what our clients go through.” At the end of the day, Liz never loses sight of the individual or family at the heart of each transaction she readily closes. “I love making a difference in somebody’s life,” she reflects. “I’m able to go to bed at night knowing I’ve done my very best, having left someone better off for having helped them.” Positioning her spirit of service toward her community, Liz engages in numerous charitable, civic, and professional organizations. For the Newburyport Association of Realtors and its affiliates, she organizes monthly get-togethers with area professionals to enjoy a cocktail and hors d’oeuvres while keeping professional connections up to date. She also contributes her energies at the Salvation Army, golf tournament fundraisers, the North Shore Association of Realtors, and has plans to mount a BMI chapter in her area, in addition to soon pairing with Habitat for Humanity for further charitable contributions. As for the future, Liz has plans to continue to grow her thriving enterprise, with hopes to build more connections in her community and potentially add more members to her team down the line—all while maintaining the superior standard of care her clients have come to expect. With over a decade of hard-won industry experience and an unshakeable devotion to her clients’ success, the years to come are sure to remain bright with promise for Liz Ryan.

To learn more about Elisabeth Ryan visit rate.com/LizRyan, e-mail liz.ryan@rate.com, or call (781) 236-3646

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VICTHOR SOARES & MARIA THOMSON FRADY You might say that Victhor Soares was destined to enter some aspect of the real estate business. His mom, Maria Thomson Frady has been a successful Realtor® most of her life, and in 1999 she became a loan officer. Four years later, she became a Mortgage Broker and opened Bonneville Financial Services, Inc., a brokerage committed to helping clients get the best possible deals available on the market. In 2004, Victhor joined her and learned the ins and outs of every aspect of the business before getting his license to be a loan officer in 2005. With over 14 years of existence in the mortgage industry, Bonneville Financial Services has been one of the most trusted mortgage firm in the state of Utah. It has built a reputation as one of the premier boutique agencies, well known for providing their clients with a level of customer service that is truly unsurpassed. Everyone at the company takes an educational approach to their jobs, that relies heavily on not only making sure their clients have the knowledge they need to make the best decisions, but is equally about learning everything they can about the client in order to customize a program that best suits their needs. Because Bonneville Financial Services is a family business, everyone works extremely well together making the loan process as smooth and as seamless as possible. Maria’s experience as a Realtor®, has allowed the whole team to see the process from both sides, which has made them a valuable partner to several local Realtors®. Another area of specialty they cater to is the Hispanic community. “We are all immigrants from Brazil, so we

not only speak the language, but we really understand where these clients are coming from, so they can truly feel comfortable with us.” According to Victhor, another key to the company’s success has been the strong code of ethics they uphold. “We work hard for our clients, and do everything with the utmost integrity. We really are here to help. If someone comes to us, and isn’t ready to buy yet, we guide them on the steps they need to take to get there, and it’s a great feeling when they come back to us ready to go. I’ve spent most of my life in this industry and I’ve seen it all, so it’s nice to be able to share that expertise with people in order to improve their lives.” Victhor and everyone at the company believes strongly in giving back to the community. In the past they have worked with the Ronald McDonald House, cooking for the families in need at the home, and have plans to do another. When he isn’t working, Victhor enjoys working out, playing soccer, cooking and hanging out with friends and family. Victhor couldn’t be happier with his decision to join the family business 14 years ago.”We definitely want to continue to grow our business, and expand into new ventures as well. We’re constantly implementing new and better systems that allow us to best serve our clients. We know what we’re doing. From beginning to end, we offer our clients a streamlined and efficient process, in an environment that is warm and personal. This isn’t about numbers for us, it’s about building lifetime relationships.”

To learn more about Victhor Soares call 801-809-7280 or email victhor@bfsutah.com To learn more about Maria Thomson Frady call 801-864-2071 or email maria@bfsutah.com 32

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 34

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand. Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication. Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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JASON YOUROFSKY In 1997, Jason Yourofsky graduated from Michigan State University with a degree in Business Marketing. He was young, ambitious and determined to succeed. However, he was cognizant that his college degree might not guarantee future employment. Jason knew that in order to actualize his dream of becoming an entrepreneur, he had to first sell himself. Many of Jasonâ&#x20AC;&#x2122;s formative years were spent in sales/service related industries. He understood the value in both creating and maintaining strong personal relationships with customers, family and friends. He was well equipped to solve problems, find alternative solutions and build trust. He felt that he needed to be the best version of himself in order to provide his customers with the experience they deserved. Authenticity, education and transparency were paramount to him. Jasonâ&#x20AC;&#x2122;s childhood friend, Jeremy Stybel, had gone to work in the Mortgage Industry shortly after college. He was establishing himself in a new field that seemed to be growing rapidly. Jason believed that his personal life experience had equipped him with the tools that would enable him to succeed in the Mortgage Industry as well. He could envision himself building a company that would enable him to contribute to the business world, and continue to provide him the opportunity to educate others within his community. In 2002, Jason and

Jeremy joined forces to open Atlantis Mortgage. To date, Atlantis Mortgage has funded over two billion dollars in Mortgages, and is licensed in ten States. The company employs over twenty individuals. Atlantis Mortgage attributes its success to the no closing cost mortgage which is offered to all of their customers. The no closing cost mortgage is a unique alternative to the traditional fees and red tape that typically accompany big bank service and loans. The majority of clients come to Atlantis Mortgage via word of mouth referrals, but clients stay with Atlantis Mortgage because of their unique ability to provide personalized customer service to each client. The members of the Atlantis Mortgage team understand that each client becomes a member of their extended family. In light of this, Jason and Jeremy constantly monitor daily rates for opportunities to save their clients additional money, routinely stay in communication with their past and present clients and form new alliances with members in the business community. It is rewarding to know that the majority of clients return to Atlantis for multiple transactions, and that Jason and Jeremy have the opportunity to work with second generation clients. While Jason and Jeremy both make their business a top priority, they each enjoy spending time with their respective wives and children.

For more information about JASON YOUROFSKY please call 248-985-6000 x103 or email jyourofsky@gmail.com Top Agent Magazine

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