Nationwide Mortgage 5-8-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

CHRISTIAN BABCOCK

DEAN BROWN

TERRENCE C. BUTLER

AMY BUYNOSKI

SCOTT GIBSON

RANDY GRONDMAN

CLINT HAMMOND

DEB JONES

BASHIR KADI

CARLA LEWIS

AARON PILGER

TAMMY SAUL

JOSE TAVAREZ

CHRIS ULRICH

NATIONWIDE MORTGAGE EDITION

AMY BUYNOSKI

CARLA LEWIS

CHRISTIAN BABCOCK

JOSE TAVAREZ

DEAN BROWN

TERRENCE C. BUTLER

CONTENTS 4) 10 SECONDS TO CHANGE A HABIT 9) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

13) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 19) A COMPILATION OF GOALS FROM MY COACHING CLIENTS

23) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION 27) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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SCOTT GIBSON

RANDY GRONDMAN

CLINT HAMMOND

BASHIR KADI

AARON PILGER

31) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

TAMMY SAUL

35) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE

DEB JONES

CHRIS ULRICH

38) HOW TO OVERCOME YOUR WORKPLACE FEARS

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10 Seconds to Change a Habit By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). 4

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine

are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 6

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AMY BUYNOSKI

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AMY BUYNOSKI Back in 2002, after completing her certification in home appraisals, Amy Buynoski was on the lookout for a career where she could work directly with clients and offer a meaningful service, while utilizing her people skills. Having already established a connection with a mortgage company—with the intent to put her appraisal skills to use—she was offered an opportunity for a new challenge: to join the team as an originator. After taking the appropriate classes, Amy took the leap into her new line of work. Today, she is at the helm of a thriving career as Vice President Mortgage Banker at Fidelity Bank, grounded by a professional ethos fixed on client-centric care and the delivery of quantifiable results. Based in Alpharetta, Georgia, Amy’s work is not limited by geography, and she serves where clients lead. Backed by a capable team of mortgage professionals—which includes an assistant, a pre-processor, and a processor—Amy’s loan offerings run the gamut, from the standard industry fare to alternative options such as physician loans, portfolio loans, and home equity lines of credit (HELOC), to name just a few. As team lead and firm believer in forthright, steadfast communication, she serves as the main point of contact for her clients. With a demonstrable capacity for follow-through, Amy’s clients know they can trust in the bond of her professional promises. “We go above and beyond to get our clients to the closing table on time,” Amy recounts. “No two loans are the same, and every client’s financial story is different, but that’s what energizes me—the challenge and puzzle-solving required. I stay accessible at all hours and imagine myself in the buyer’s shoes. My clients know that they can rely on me to deliver.” Communication is one of the foremost tenets by which Amy abides. In that vein, she makes it a point to make connections and touch base with clients throughout the transactional process. From sending a personal welcome card out at the beginning

of the banker-client relationship, to following up with a thank you card once a deal has been secured—Amy astutely recognizes that her line of work is built upon worthwhile, carefully curated relationships. What’s more, she never loses sight of the individual or family at the heart of every transaction. She cites her relationships with clients as the most important motivating factor of her daily work. “Buying property can be an overwhelming process,” Amy explains. “Especially for clients who have a family—they place so much trust in our hands. We always remember that and do our best to take care of our clients, and make them feel confident, secure, and supported throughout the process. I’m fortunate enough to able to meet people and help them move into a home they love and begin their next chapter. It’s what I love most about my work. What could be more rewarding than that?” Likewise, Amy extends her spirit of service to her local community, where she participates in a variety of civic and charitable engagements. In addition to serving on the Executive Board of Sales and Marketing Council, Amy also devotes her time as Secretary for the local Homebuilders Association, a role particularly close to her heart as she has cultivated longterm professional relationships with new build construction homebuilders since the start of her career. In her free hours, Amy enjoys spending time with her husband and kids on their small farm, where they take care of a host of chickens, goats, and donkeys and spend summers out back by the family pool. As for the future, Amy has plans to further develop her business, seeding more referral partners and community relationships as her imprint continues to flourish. With fifteen years of first-hand professional experience and insight already under her belt—along with an energized passion for her dayto-day ability to help others—the years ahead are sure to yield continued success for Amy Buynoski and her team.

To learn more about Amy Buynoski visit BuyNowTeam.com, e-mail Amy.Buynoski@lionbank.com, or call (678) 249-7457 www.

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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CARLA LEWIS

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CARLA LEWIS After 15 years of owning her own business, Carla Lewis was looking for a career change. She had always had an interest in real estate, and two years ago she began the process of getting her license and entering the mortgage industry. Her knack with numbers, and her natural people skills, have made her a rising star in the industry. “It really has been the best move I’ve made in my life. It was hard in the beginning, but once it clicked with me, my business has just been taking off. I really enjoy providing tips to people to help fix their credit. If they’re not ready, I help them get ready. It’s really the most wonderful thing. I’m able to take all the lessons I learned when I bought my first home, and share them with my clients.” A lifelong resident of Northern Neck Virginia, Carla is currently with American Financial Network, Inc. (AFN) one of the fastest growing mortgage bankers in the United States, a company that is dedicated to financing the American Dream. AFN has built a reputation for offering streamlined and efficient systems and an approach to customer service that is founded on exceeding expectations by providing an unsurpassed level of communication. At AFN, their goal is to always create lifetime relationships. “I love working for this company. They really opened my eyes to how important it is to find a company that shares your values. AFN cares about everyone, and even prioritizes helping people with low credit scores.” Key to Carla’s success has been her educational approach to her job, that relies heavily on constant and clear communication. “We have an amazing system here, that allows me

NMLS#1329698 to keep everyone I’m working with, the Realtor® or Builder, and the client, are constantly updated on what’s going on step-by-step until closing. I also use a system to stay in contact with referral partners, Realtors and past clients, making sure I’m always a resource to them.” Although Carla excels in Conventional, FHA and Assets Base Loan, Reverse Mortgage and Jumbo loan products, she truly shines when it comes to helping first time home buyers and other who might have trouble securing a loan. “I’ve been where my clients are coming from. If they have credit problems, I don’t abandon them. I refer them to a credit repair company, and we set a goal. Then I reach out to them, regularly to make sure they’re staying on task. It’s amazing that people still don’t know it can be done. It’s not impossible, you have to sacrifice some, but it can be done. You need to make your credit straight, save your money, set a goal and start somewhere. My approach has been really successful, and helping clients achieve that goal is so rewarding.” Carla enjoys giving back to the community and is especially devoted to helping out kids in need. Every year she helps to provide book bags to students going back to school, and is looking to expand her giving to help families around the holidays, as well. When she isn’t working, Carla enjoys spending time with her family. Carla couldn’t be happier with where she’s at in her career, and is excited for the future. “I really feel like I’ve found my calling. It’s the most rewarding career and I know I’ll be doing it for the rest of my life.”

To learn more about Carla Lewis NMLS#1329698 call 804-761-5396 or email CLewis@afncorp.com

Corp NMLS #237341 | Branch NMLS #1372546 | 1210 Sunset Hills Road, Suite 532-533, Reston VA 20190 Licensed by the Virginia State Corporation Commission (Lender and/or Broker License #MC-5704), NMLS #237341 (www.nmlsconsumeraccess.org). Refer to www.nmlsconsumeraccess.org <http://www.nmlsconsumeraccess.org> and input NMLS #237341 to see where AFN is a licensed lender. In all states, the principal licensed office of American Financial Network, Inc. is 10 Pointe Drive, Suite 330, Brea, CA 92821; Phone: (714) 831-4000 (NMLS ID#237341). This is not an offer for extension of credit or commitment to lend. All loans must satisfy company underwriting guidelines. Not all applicants qualify. Information and pricing are subject to change at any time and without notice. The content in this advertisement is for informational purposes only.

only.

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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JOSE TAVAREZ

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JOSE TAVAREZ When Jose Tavarez earned his bachelor’s degree in finance, he didn’t set out with the intention of landing a position in the mortgage industry. However, when a promising opportunity presented itself to launch a career in mortgage lending, Jose wisely decided to seize the opportunity. Soon after, in the span of three short months, Jose earned his license as a loan officer. After quickly ascending the ranks, Jose has earned nearly five years of industry experience and today runs the National Specialized Sales Division for the direct lending outfit eLEND. Now, having found his passion, the rest is history. At eLEND, Jose manages a tightknit team of eight loan officers, all dedicated to a professional ethos that prizes accessibility, client-centric service, and untiring persistence. eLend is licensed to lend in all fifty states and as a result, Jose and his team can offer distinctly comprehensive options and versatility to their clients. While Jose and his team offer a variety of lending options, they particularly specialize in manufactured home loans, construction and renovation loans. For the last two decades, eLEND has led the pack in terms of loan service for manufactured homes, remaining as one of the few lenders to provide mortgages of this type. Shortly after joining forces with eLEND, Jose discovered his passion and proficiency for manufactured home loans and he and his team excel at this niche service. Because word travels fast in the world of mortgages—where a good reputation is a loan officer’s calling card—Jose and his team have managed an impressive 75% rate of repeat and referral clients, citing dedicated communication as a main driver of new and continued business. What’s more, a significant portion of Jose’s clients is comprised of builders, with the rest stemming from real estate professionals. These likeminded industry professionals trust Jose and his team’s ability to follow-through, creating a winwin partnership for all parties involved. At the root of it all, Jose cites his commitment to forthright, steady communication as a foremost source of his success, recognizing that amidst the complicated, often stressful lending process, keeping your client up to speed and in the loop creates a sense of calm and confidence. “Open communication keeps people coming back,” he says.

“We go out of our way to update our clients weekly, ensuring that no one gets lost in the process.” As for his favorite aspects of his work, Jose relishes tackling the daily challenges and ever-changing nature of his job. A natural problem-solver, Jose thrives outside of the procedural nine-tofive work routine. “Not only do the challenges of this industry keep my work interesting, the pay-off is so rewarding,” Jose explains. “I love helping people on the path to homeownership, and I cherish the knowledge that I’m contributing to their pursuit of the American Dream.” Jose and his team keep in touch with referral partners and borrowers by creating opportunities to connect with those they serve. In addition to sending out postcards and direct mailers regarding their services, they also incorporate social media’s vast reach in order to build and maintain relationships with their clientele, ensuring that their brand remains active in the minds of those within their sphere of influence. Positioning his passion for service toward his local community, Jose and team are regular volunteers with Habitat for Humanity. Not only do they donate their financial resources, but they also contribute their time and energy, most recently helping out at a future home site being constructed for a military veteran. In his coveted free hours, Jose enjoys spending as much time as possible with his family and loved ones, particularly his one year old. As for the future, Jose fosters big aspirations for continued growth in the years ahead, hoping to cultivate more and more relationships with clients across the country. Though he and his team already serve all fifty states, Jose has plans to zone in and dig deep to specific existing markets, getting involved with new builders and realtors along the way. With nearly a five-year track record of proven success under his belt—along with an ability to deliver quantifiable results to the clients he cares for—the years ahead are sure to yield continued success for Jose Tavarez and his team.

To learn more about Jose Tavarez, NMLS # 1023038 of eLEND NMLS#2826, email Jose.Tavarez@elend.com, or call (973)585-5925 16

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CHRISTIAN BABCOCK To say that Christian Babcock is among the best loan originators working in the country today is no overstatement. Working with loanDepot, his name has become synonymous with excellent customer service.

mentation and disclosures. So when we do put the loan in we have commitments within 24 hours, and we’re generally clear to close before most banks are even able to give their initial commitment.”

Primarily servicing Connecticut, Southern Westchester, the Bronx and NYC, Christian began his career in 2002 after seguing from a sales job. He has spent the last 15 years honing his skills and becoming recognized within the industry as the go-to guy for home financing. A slew of awards is testament to his prowess in the field. To name just a few of his many accolades, he was a recipient of the Five Star Professional Award in Westchester Magazine in 2011, 2012, 2013, 2014 and 2015. He was also ranked as a Scotsman Guide Top Originator in 2015 and 2016, in addition to being featured in Mortgage Executive Magazine’s Top 1% of originators for the past five years.

Aside from his vast accumulated knowledge of the business, there are many other factors that keep his legions of satisfied clients and realtor partners returning for his services. Chief among them is his level of dedication. “Most of my business comes simply from being available,” says Christian. “I’m responsive, and I treat my clients right. I have a lot of real estate agents who stay loyal to me because of the way I service their clients. I’m really good at partnering up with my agents and being part of their team, helping their clients through the process and taking some of the work away from the agents. My success has a lot to do with word-of-mouth and excellent service.”

loanDepot, founded in 2010, offers a dynamic suite of lending products and industry leading interest rates. A primary factor in the company’s success is its relationship-driven, referral-based lending platform and a commitment to delivering a wide array of competitively priced loan solutions. The company is able to serve customers in all 50 states while delivering innovative, high-touch, high-tech lending experience.

This excellent service is the basis of this glowing testimonial from a satisfied client: “This was by far the best service I have seen for a mortgage company, I have worked with a few companies and several brokers, but this one certainly deserves 5 stars. The company was very professional in handling the entire process efficiently and we were done with no issues and no stress… with the best deal I could find.”

Christian’s depth of experience benefits his clients in numerous ways that his competitors can only hope to achieve, and one of those is efficiency and speed of service. “We have an excellent assembly-line process,” he says. Communication is also key. “I speak to every single lead that comes in,” he says. Once it becomes a loan, that’s when my partner comes in and puts the loan together, structures it, and gets all the necessary docu-

For all his financial success, it’s the more personal side of the business that provides the most pleasure for Christian. “I really like working with first-time home buyers,” he says, “or purchase loans in general. There’s a lot more satisfaction when helping people finance their first home, or even a repeat home, than from refinancing. I really get a lot of satisfaction from helping people.”

For more information about Christian Babcock, call 914-586-1108 or email CBabcock@mortgagemaster.com 18

A Compilation of Goals from My Coaching Clients By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future. It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well. 1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit. 2 Obtain disability insurance. 3 Open a 5-2-9 account for my child’s college education. 4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage. 5 Buy one more break even or positive cash flow property with no balloons. 6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators. 7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant. Top Agent Magazine

8 Break database solicitation down to a call session every working day. 9 Buy a good quality, used vehicle with low mileage. 10 Get up a half-hour earlier and read the Bible. 11 Eat all frogs (distasteful activities) in the first hour of office time. 12 Establish vacation and time off goals. 13 Plan capital improvements to rental properties. 14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items. 15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food. 16 Determine net worth for comparison with future years. 17 Set friend goals – either increase the number or have deeper relationships. 18 Make a will or better yet, a trust. 19 Refinance into fixed rates. 20 Pay all estimated taxes and keep income taxes current. 21 Institute various plans to increase the “at bats” with sellers. 22 Reduce money on buyer generation and move it to seller generation. 23 Fund retirement accounts. 24 De-clutter using eBay and garage sales. 25 Plan fun activities to look forward to with family. These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion. Copyright©, 2016 Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. 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. 20

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DEAN BROWN In 2001, Dean Brown was rising quickly in the corporate world, when he became intrigued with the mortgage industry. “I was growing weary with the insurance industry and saw several colleagues having success in mortgage. At the time I had a neighbor who was a mortgage broker and he asked me several times to join his team. I finally decided to make the leap, got my license and it ended up being a perfect fit.” Dean serves all of San Diego but primarily along the 1-15 corridor. He recently brought his talents to San Diego Funding, where he is a mortgage loan originator. Although Dean excels in all types of loans, he has recently started specializing in first time home buyers and clients who might be self-employed or have issues with credit, and can offer them loan programs that allow for little or no down payment. Through his 15 years in the business, Dean has established strong relationships with local Realtors®. Key to his success building those relationships has been his devotion to providing unsurpassed levels of customer service, that offer his clients exceptional communication and a reputation for closing on time. “I do a lot of work on the front end of a deal. I like to stay ahead of any bumps that I might see potentially coming up in the process and get things resolved beforehand. I’m a straight shooter so I give my clients all the relevant info they need to make the right decisions. Part of working hard for my clients and Realtors® is getting the big picture of what they want right away, so I ask a lot of questions others don’t ask. I’m not about commissions, I’m all about doing the right thing for

my clients. I keep clear and open communication going throughout the entire transaction, making sure all parties are constantly updated. This way of doings things has been successful, a lot of times the listing agents end up becoming valued referral partners.” Dean considers his primary role to help his borrowers integrate the mortgage loans they select into their long and short-term financial and investment goals, while also meeting their payment, equity, and cash flow objectives. This upfront communication has been instrumental in achieving that. Dean is actively involved in his community, in particular he and his wife support the local schools and youth sports. He is also involved with a local organization in Rancho Bernardo, that offers college scholarships to high school students. For Dean, his passion is all about helping people. He believes when you focus on relationships, the business will come. “There’s just something so fulfilling about helping people achieve the American Dream of home ownership. A lot of people come to me, and they aren’t ready to buy now, but I’m able to coach and educate them on exactly what they need to do to purchase a home in the future. I love when they come back to me down the road, ready to buy. Whether I’m helping someone get approved when they thought buying a home was out of reach, or helping someone out of a difficult situation with a refi, it’s great to know that I’m having a positive effect on people’s lives. I couldn’t ask for more.”

To learn more about DEAN BROWN call (858) 774-0622 or email dean@sdfunding.com Top Agent Magazine

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TERRENCE C. BUTLER SSgt. Terrence C. Butler has been dedicated to his clients’ financial well-being since retiring from the United States Air Force due to medical disability. Having spent his military career as a Training Instructor, Terrence shaped the lives of countless service members instilling discipline, responsibility, and self-motivation, as well as the value of teamwork; qualities essential in developing a healthy fiscal lifestyle. For the first fifteen years after separating from the Air Force, Terrence was the President of a highly successful firm of financial advisors. His greatest joy came from guiding clients and team members through the complexities of savings and investment, laying the foundation for their worry-free futures. Eleven years ago Terrence was offered a new challenge originating mortgage loans. Building on his existing skill set, he quickly rose to Top Producer status and has consistently been among the Top Ten Loan Officers with Gold Financial Services. Highly knowledgeable on VA, FHA, and conventional loan

products and guidelines, he is able to provide his clients with exceptional advice on which options best suit their needs, and direct them through the home purchase process quickly and efficiently. Loans originated in his branch, even after the TRID changes in 2015, commonly close in under thirty days. As a veteran himself, Terrence’s familiarity with military infrastructure is integral in providing unparalleled service to the military and civil service communities, making him the go-to Loan Officer for VA mortgages. Outstanding consistent performance and integrity are hallmarks of his tightly-knit team. His clients return again and again as they reach milestones in their lives and are prepared for meeting new challenges in a home that meets their changing needs. Satisfied clients and agents confidently refer family and friends to the Butler team knowing that the 24/7 care and commitment they receive is above and beyond that they will find at any competitor. Terrence is a firm believer in family and church first. He and his wife are deeply involved with SSWIM— Spiritually Strong Women In Motion. This non-profit organization is dedicated to spiritually mentoring women recovering from abuse and drug addiction and giving them the tools for not only integrating back into society, but growing within it to become role models for those caught in the same struggles. He and his wife have three children and two grandchildren. The branch is a family affair. His daughter joined him as a Loan Processor in 2014.

To learn more about Terrence: call 210-368-9680, cell 210-372-3916, fax 210-782-8535 or email tbutler@goldfinancial.com 22

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 24

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing. 6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way. If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough. 7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments. 8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do. Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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SCOTT GIBSON Back in 1997, after a refinance on his home yielded less than stellar service, Scott Gibson decided that he could out-perform the lackluster lender he’d enlisted. Proactive and ripe for a challenge, Scott decided to pursue a career in the mortgage industry, marching into an office and ready to hit the ground running. In 1998, just one year later, he found himself working as a loan officer, swiftly ascending the ranks while applying his eye toward client-centric care. That was nineteen years ago and today Scott is at the helm of a thriving career as a lender and branch manager at Veritas Funding, and was recently appointed by the Governor of Utah to the state’s Mortgage Commission for the Division of Real Estate—a high honor. Primarily serving the Washington County and greater southern Utah areas, Scott’s loan options run the gamut as a direct lender, from Freddie Mac, Fannie Mae, FHA, conventional, VA, and first-time homebuyer programs, to a specialization in reverse mortgages that appeals to the local retired population. As a lender, Scott heads a tightknit and capable team that includes an assistant and processor. Together, Scott’s team has cultivated a business bolstered almost entirely by repeat, referral, and word-of-mouth work. With 40% of business stemming from pleased repeat clientele and 60% stemming from referral business, Scott’s commitment to forthright communication, accessibility, and quantifiable results is unequivocal. What’s more, the vast majority— amounting to 80%—of his clientele is comprised of real estate professionals, with the remaining portion made up of builders and financial planners, as well. With industry leaders dominating his roster of clients, it’s clear that Scott has demonstrated a track record of success that makes fellow professionals confident in his ability to deliver. “We try to provide the best experience possible for each of our clients,” Scott says. “We do this by maintaining high standards of communication, friendly service, and also by being efficient in our processes.” To keep clients in the loop throughout the lending process, Scott makes it a point to stay in regular contact, ensuring that all parties involved are kept abreast of the loan’s sta-

tus. As for efficiency, Scott and his team have mastered a system that runs like clockwork, amounting to his office’s twenty-six-day average closing time, from application to funding. Meanwhile, Scott’s own average is even swifter at an impressive twenty-four days. Beyond his team’s consistency in performance, Scott also cites their approach to the lender-client relationship as a foremost driver of their success. “We treat our clients like friends,” he recounts. “For us, helping our clients succeed is a win-win. Whether we’re lending to a first-time homebuyer, or facilitating a family’s upgrade to their new home, or even working on a refinance— it’s so rewarding to help improve our clients’ situations.” Having lived in the area for over 30 years, Scott’s face is a familiar one around town, which in turn translates to continued business as he maintains long-term relationships in the area. He also sends out quarterly e-mails, maintains an informative social media presence, and mails personalized holiday cards each year. Likewise, his community engagements are numerous and include previous participation in the local Chamber of Commerce, and current charitable efforts through the Caddy Group—where they donate proceeds directly to numerous individuals and organizations annually. Since its inception, The Caddy Group has donated upwards of $1 million to various charities through golf fundraising, scholarships and the like. Scott is also an active contributor to causes supporting special needs children and programs that bolster high school graduation rates. In his free hours, Scott enjoys spending as much quality time as possible with his six kids and wife—camping on the weekends, and coaching and supporting his kids’ latest sports activities. As for the future, Scott has plans to continue his business’s upward growth, in addition to fostering development efforts on his team in support of his colleagues’ professional paths. Additionally, Scott hopes to learn much from his recent appointment by Utah’s governor to the Mortgage Regulatory Commission. He looks forward to the opportunity for continued education in the industry, while also creating positive change where needed within the state. Today, the service-centered spirit that inspired Scott’s entry to the mortgage world still energizes him. With that in mind, the future ahead is sure to be bright with sustained promise for Scott Gibson and his team.

To learn more about Scott Gibson visit vfund.com, e-mail sgibson@vfund.com, or call (435) 772-8155 www.

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RANDY GRONDMAN Randy was in the RV industry for most of his life and dabbled or played in the real estate market, but he was always intrigued by loan officers. In 2015, when he was ready for a career change, he looked into becoming a mortgage professional himself. Being a loan officer particularly appealed to him after he lost his own house in the real estate crash. Being able to buy a new home was a milestone for him. “I felt solid again. I felt part of the community again. So I thought helping people get into a home where they would have roots would be nice. And it’s worked out well. I love it.” With most of his work in Kent County, from Grand Rapids to the Lake Michigan shore, Randy offers conventional loans as well as other types of loans such as those through the Federal Housing Administration, Veterans Affairs and Rural Development. Eighty percent of his business comes from realtors and past clients. His realtor clients keep coming back because Randy stays in contact with them, maintaining a close relationship and often meeting them for lunch or coffee. But the key to his high referral rate is his availability. “When I was buying my house, one of my biggest frustrations was that I could never get ahold of the loan officer. So I make myself available to my realtor partners as well as my clients, basically from 8am to 11pm, seven days a week.” The realtors Randy works with often show houses at night and on the weekends so they appreciate Randy’s availability, especially in the current sellers’ market in the Grand Rapids area.

The other key to Randy’s success is the kindness and respect he shows others. “When I am dealing with clients and realtors I go by something I heard many years ago which is, ‘People will forget what you told them. People will forget what you did for them. But people will never forget how you made them feel.’ So I like to make everybody feel like they are important, no matter what the situation is.” Randy is also dedicated to working around a client or agent’s schedule or location. “I’ve met clients at a coffee shop at 8 o’clock at night. I’ve driven 40 miles to meet with people. I know that most lenders I come across won’t go to those lengths,” Randy says. If a client has a lower than ideal credit score, he will go over their credit report with them and advise them on how to improve their credit score using simple means. This caring guidance has resulted in many previously ineligible clients becoming eligible to buy homes. Randy’s favorite part of the whole process is the closing and he makes it a point to sit down at every closing table. “That’s a happy day. It’s like being at the fair,” he says. “Especially for first-time home buyers or people who have been in a situation where they lost a home in the past and now they are back to owning their own home.” When Randy manages to get some free time, he enjoys camping, working around the house, and spending time with his family. He also likes to give back to the community by supporting the Make-A-Wish foundation. In the future, Randy hopes to expand his business to southern states so he can spend a couple winter months a year in warmer climes. With his dedication to service, he’s sure to make that dream a reality.

Connect with Randy Grondman, Loan Officer NMLS # 1387768 Email: RandyG@LakeStateMortgage.com | Cell: 616-260-2266 Lake State Mortgage NMLS #130562 26

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 28

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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CLINT HAMMOND Over fifteen years ago, Clint Hammond decided to explore a career in the mortgage industry at the suggestion of a friend from college and he hasn’t looked back since. Clint joined Mortgage Network in 2003 and then opened a Branch for the company in Columbia, SC in 2005. Today he serves as Branch Manager with a team of three people, in that office and also holds licenses in North Carolina, Georgia, and Tennessee. With Mortgage Network’s diverse loan offerings, Clint is able to expertly address the needs of each individual client, no matter the loan. Over the years, Clint has earned a high volume of repeat and referral clients. “About 75% of my business comes from repeat borrowers and borrower referrals,” he says. Clients remember Clint for the great care he takes to provide the best service possible. “I do financial strategies, I don’t do pre-approvals, so I care for the whole client,” he says. Clint works hard to ensure his clients are making the best use of their money. He believes in setting them up for a long-term win, rather than hastily trying to close a transaction. “My clients know that when they come to me they’re going to get good advice, and that may or may not lead to closing a loan. It’s a no-pressure situation,” he says. Clint stays in touch with his clients by email and phone, providing mortgage check-ups, industry news and even birthday wishes. “We make sure to stay in touch the best we can with

the resources we have,” he says. In terms of connecting with Realtors, the quality of Clint’s work speaks for itself, and he has over time built long lasting relationships within the real estate business. “The Realtors who we work for appreciate the way we work, so when others see that they tend to approach us a lot,” he says. Clint says his favorite part about working in the mortgage industry is getting to put people into homes. “When you see somebody buying their first house, or when a family moves into a new house to accommodate their growing family, that reminds me why I’m in this business,” he says. Clint makes a point to stay involved with the community whenever he can, whether it’s with the Realtors Association, or the Columbia Museum of Art, or a church function. “I have a hard time saying no,” says Clint. “I do what I can to either physically be there helping out in some way shape or form, or by contributing financial support.” In his spare time, Clint says his favorite thing to do is spend time with his three young children and his lovely wife Rachel. In the future, Clint would love to add another loan officer to his team. “I don’t want to get too big, but I’d love to add someone who thinks like I do and to watch them grow in their business, to see them be successful and to provide for their families.”

To learn more about Clint Hammond, Branch Manager, NMLS# 71597 visit Clint-Hammond.com, email chammond@mortgagenetwork.com or call Office: 803-771-6933, Direct: 803-576-4450, Cell: 803-422-6797, Fax: 866-741-1723 www.

Mortgage Network, Inc. NMLS ID# 2668. South Carolina-BFI Mortgage Lender/Servicer License MLS – 2668. Equal Housing Lender. For full legal disclosure, visit www.mortgagenetwork.com License and Disclosure information page. Top Agent Magazine

DEB JONES To keep up with her evolving family, Deb Jones decided to take a leap and join the mortgage business, astutely recognizing that her knowledge of the area and passion for people would translate well to a career helping others on the path to homeownership. The transition was a natural one, and today Deb has been in business for twenty-one years, currently serving as the Branch Manager at Eagle Home Mortgage in Arapahoe County, Colorado. Deb heads a tightknit team of professionals that include Griffin, an assistant loan officer and Tammy, an underwriter turned processor. Together, they serve clients across the state of Colorado, though Deb is also licensed in the states of Texas, Washington, and North Dakota. Deb and her team offer a wide range of loan products, with specialized experience serving first-time homebuyers and guiding them through the grants and bonds available, such as down payment assistance and closing cost defrayment programs. She is also certified in VA loans, providing expert guidance to military veterans. No matter the loan product or client Deb works with, her expansive career and accumulated firsthand knowledge have well-prepared her for any challenge. What’s more, she never loses sight of the individual or family at the heart of each transaction. “I love meeting people, helping them realize there are opportunities out there and guiding them toward their homeownership goals,” Deb recounts. “When I take on a client, I’m their lender for life. At closing, I let them know that they’ll hear from me. I do a mortgage update at the end of every year, send out copies of closing disclosures for income taxes, and follow up by e-mail or by phone.” Deb’s attention to detail, commitment to accessibility, and consistent communication are the essential ingredients behind her impressive 85% rate of repeat and referral clients. Because communication is a priority in Deb’s practice, she utilizes various methods to maintain contact with her clients throughout the process. Not only does she enlist a lending app for on-the-go clients to check in on the progress of their loan, Deb also makes it a point to check in weekly by phone or e-mail to let her clients know where they stand in the ongoing process. The app has gone a long way in stream-

lining the lending processing, considering clients are able to check in via text message, upload documents to the app, and get a real-time, big-picture look at their financial options in pursuit of the goal of homeownership. Deb’s approach to communicating with her clients favors forthrightness and transparency, which ultimately demystifies much of the lending process for her clients, especially in the case of first-time homebuyers. In that vein, Deb avidly engages with continuing industry education, making sure that she’s up to date on the latest developments, trends, and regulations in the industry so as to better and more holistically serve her host of clients. In terms of expertise, Deb not only brings two decades plus of knowledge and experience to her position as a branch manager, but she is also a third-generation Coloradoan who has observed firsthand the manifold changes in the market within her state. As a result, she has an insider’s wisdom on the market, inventory, state-level processes and programs, agents, and fellow real estate professionals at work in Colorado’s housing market. With a professional background in marketing, plus an expert’s insight into the area, Deb is able to pass along an exceptional level of counsel to her clients. Positioning her spirit of service toward her community, Deb is active in variety of charitable and civic causes. Deb and her office participate in a range of sponsorships benefitting local organizations, in addition to contributing to Homes for Heroes benefitting military veterans, as well as donating her resources to horse preservation efforts in the state. In her free hours, she enjoys skiing, horseback riding on scenic Colorado trails, and spending time with the loved ones in the great outdoors, including her husband—a home inspector and real estate professional in his own right, with over thirty years of experience in his field. As for the future, Deb has plans to continue her flourishing business’s upward trajectory, all while maintaining the hallmark standard of care agents and loan recipients have come to expect. With more than two decades of experience under her belt—along with a professional ethos grounded by client care and results-driven execution—the future for Deb Jones is sure to remain both busy and bright in the many years ahead.

To learn more about Deb Jones e-mail DebJones@eaglehm.com 30

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back. Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve. Top Agent Magazine

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves. If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day. Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until 32

you’re back in a rational state of mind and take it from there.

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success. In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed. People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t? They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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BASHIR KADI When Bashir Kadi entered the mortgage industry in in 2013, he spent a lot of time knocking on doors to schedule appointments with REALTORS® and borrowers. But it wasn’t long before his work began to do the talking for him. “Our partners enjoy my team’s dedication and commitment to delivering a world-class client experience,” says Bashir. “When bringing the customer from application to close, we strive for perfection.” They devote themselves to educating everyone involved and to setting the proper expectations up front for the customer. “That’s the key to our success. We always keep the borrowers and REALTORS® well informed throughout the process.” Bashir, who transitioned to the Bethlehem, Pennsylvania branch of Caliber Home Loans in 2015, leads a team currently made up of a junior loan officer, a production assistant and an excellent processor, who works exclusively with Bashir and his clients. The team primarily originates loans in Pennsylvania’s Lehigh and Northampton Counties, plus occasional loans in New Jersey. With his devotion to customer experience, Bashir has earned the trust of the community and built lasting relationships locally. “I’m also bilingual, so I am able to help the large population of Syrian Americans who live out here,” says Bashir, who was born in Syria, where he lived for a combined 4 years before permanently moving to Pennsylvania with his family as a teenager. He ultimately earned his bachelor’s degree in Economics from Temple University and finds that his fluency in Arabic and familiarity with the lives of Syrian Americans helps him connect on a unique level with them. Bashir is also known for his patient, consultative approach to mortgages, which benefits both borrowers and REALTORS®. He has developed a reputation for saving loans that fell apart with other lenders. “My REALTOR® partners appreciate my ability to hone in on certain problems they have encountered during the application process and find solutions for them,” says Bashir, who easily forms meaningful relationships with REALTORS®.

“In most cases I’m able to connect with the listing agent after a first transaction because of how impressed they are with the process, how early we send commitments and how smoothly our loans close.” Bashir makes a point of maintaining personal contact with his growing REALTOR® network. “I like to drop by their offices from time to time and see them in person,” he says. “And I attend all my closings.” With his clients, he sends at least two personalized pieces of mail every year and connects with them annually to review their current and future goals, helping them decide if refinancing would make sense. That close connection often leads to clients referring friends and family members to Bashir when thinking of purchasing. Even after only four years, 99% of Bashir’s business results from referrals, with 85% of the total coming from REALTORS® and their colleagues, 10% from his builders and 5% from past clients. “People notice that there’s nothing more satisfying to me than seeing a family at a closing table,” he says. “I remember the feeling I had when purchasing my house with my wife, who was pregnant at the time.” Because it is a privilege to become part of people’s success, Bashir gives back to community, staying active with groups such as the Boys and Girls Club in Lehigh Valley as well as a local soup kitchen and a variety of other nonprofits. “But any free time I get is with my wife and kids or working out or playing in a local soccer league,” he adds. Bashir plans to continue building his team and growing the business, which has nearly doubled each year. “I want to see how far we can take this by adding valuable and very good professionals to the team so we can maintain our level of customer service as we get busier.” He looks forward to taking the business to new heights, one successful loan at a time. “Everybody knows buying a house is one of the biggest investments people make and I’m very happy and proud to be a part of the goal they reach.”

To learn more about Bashir Kadi, visit caliberhomeloans.com/bkadi, email bashir.kadi@caliberhomeloans.com or call 610.393.5753 www.

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AARON PILGER Loan Officer Aaron Pilger of Cornerstone Home Lending in the Seattle area of the Pacific Northwest may not have been originating loans for long, but he already possesses a wealth of knowledge gleaned from years in the retail banking industry that far exceed many of his more seasoned competitors. “I consider myself a numbers nerd,” says Aaron. “I like the entire financial industry. When I was working at the bank, I’d find myself getting excited when talking to clients about mortgages and the strategies behind them. I enjoyed the process; it appealed to me and when I found myself lighting up when talking about them, it just showed me where I needed to be.” His passion discovered, Aaron left the bank and joined Cornerstone at the beginning of 2016, and has been providing unparalleled client service ever since. There are many factors that are involved in Aaron’s immediate success in the mortgage industry, and chief among them is the unique way in which he views the nature of every transaction he originates. “For me,” says Aaron, “each transaction is a relationship. I want to make sure my clients are well taken care of both during and after the process. The mortgage they’re applying for is going to change their life situation.” The relationships extend beyond closings, however. “It goes far past that one initial transaction,” says Aaron. “Their situation is going to change eventually. They may start a family, or get a promotion, and they’re going to need a larger home. I want to be their lender for life.” Another factor is his genuinely personable approach to these relationships, not only with his clients but with his realtor partners as well, which has generated much repeat and referral business. “My relationships with my realtors are very, very strong,” Aaron says. “Communication is

essential. Many of my realtors have become more than just referral partners; they’ve become friends. I like to consider myself one of those people who are just easy to get along with.” Aaron credits both his banking background and eight-year career with the United States Navy with his ability to approach his work with an almost incomparable level of attention to detail. “I was a lead instructor in the Navy,” says Aaron, “and that has given me the ability to give information to my clients in manner they can understand. I like to educate and to help my clients really understand the mortgage process.” When asked what he enjoys most about what he does, he replies immediately: “the people. I like working with clients in their unique situation. Every mortgage is different. You can’t put a square peg into a round hole, they are going to fit into a particular program that is unique to their situation.” Making a difference in his clients’ lives is something he appreciates deeply. “It gives me joy,” Aaron says. “It’s why I do what I do. I like people and I like helping them celebrate. A mortgage transaction is a big deal and for me to guide them through that process and hear their joy when they get their keys, that’s why I do what I do, and why I love what I do.” Actively involved in his community (he’s President of his HOA and Regional Director Consultant for Business Network International) and his church, Aaron is also a woodworker and custom furniture builder. “I call it sawdust therapy,” he laughs. As for the future, Aaron says the possibilities are endless. “I want to be one of those experts who have been in the industry for many years. I envision myself being one of those go-to guys, to just be that name on everyone’s mind.”

For more information on Aaron Pilger, call 425.243.2504 or email apilger@houseloan.com 34

Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 35

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

TAMMY SAUL During her tenure in law school, Tammy Saul never anticipated becoming a mortgage professional, even after she started practicing law as an Attorney in 2001. Then in 2003 when she met her now husband, she decided (while on a brief hiatus from law) to take a chance on a job as a loan officer alongside him, with no intention of staying on past the three-month mark. Upon reflection a year-and-a-half later, Tammy realized that she had inadvertently found her calling, having discovered a career in which she not only thrived but was also fulfilled by her daily work and ability to help others. In short order, Tammy grew her referral network and more than doubled her income, and soon enough she and her husband ventured out to begin their own company. What began in the basement of their home has now flourished into a prosperous enterprise with a prime location in Federal Hill. Today, thirteen years since her entry into the mortgage industry, Tammy leads a team of four and most recently made the 2016 National Top 350 List of Producers after closing over $54 million in loan volume last year alone. Primarily serving the Maryland and Virginia region, Federal Hill Mortgage also conducts business in Washington D.C. and Pennsylvania. With the help of her capable and tightknit support team, Tammy is the singular driver of production at her outfit—evidence of her ability to deliver quantifiable results. Federal Hill Mortgage offers a variety of loan options and products, including down payment assistance grants, which make homeownership a feasible financial option for many families. While the remainder of their loan offerings run the gamut, what makes Federal Hill Mortgage shine is Tammy’s commitment to comprehensive service and execution. At the heart of her work, she is fueled by an untiring ethic and conducts her business under the philosophies of forthright communication and 24/7 accessibility. Considering her background in law, Tammy approaches all transactions with an expert’s discernment and precision, employing a considered methodology that leaves no stone unturned. Tammy prioritizes attention to detail and open lines of communication and as a result, her clients are instilled with a sense of confidence, calm, and security that lasts the duration of the transaction. At a moment’s notice, Tammy is at the ready on her clients’ behalf, armed with updates, knowledge, and guidance. Altogether, her consistent performance, candid communication, and steadfast availability keeps clients on track and loyal to boot. “Our purpose and business ideology is premised on authenticity, transparency and integrity; we work tirelessly Top Agent Magazine

and with a laser focus. This is what brings people back time and time again,” she recounts. For Tammy, a career in the mortgage industry perfectly unites her broad skillset and track record of professional experience. “My MBA and business background, along with my experience in law as an Attorney, prepared me perfectly for what I do now,” she explains. “They are two very different forces: in real estate, you have to be able to make decisions quickly and often see things in black and white. At the same time, you have to analyze and assess grey areas well with a keen eye towards problem solving, which is where my legal mind comes into play.” Her role as a mortgage professional and business leader allows Tammy to flex the range of her professional insight and skill, in turn energizing her daily work and keeping her passion alive. During Tammy’s coveted free hours, she spends cherished time with her one-year-old son. She also enjoys advancing her professional knowledge and has recently completed the Landmark Worldwide Curriculum, supplementing her continuing education with a host of books on self-development. Looking ahead, Tammy has committed herself to closing $100 million in loan volume in the year ahead. Likewise, she has strategic aspirations to continue her business’s growth, with hopes to one day include a team of capable loan officers in her ranks. With thirteen years of hard-won experience already under her belt—along with a professional ethos defined by persistence, skill, and dedication—the years to come are sure to yield continued success for Tammy Saul and Federal Hill Mortgage.

To learn more about TAMMY SAUL visit FederalHillMortgage.com, e-mail tsaul@FederalHillMortgage.com, or call (800) 551-9198 www.

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 38

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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CHRIS ULRICH Two years after graduating from Purdue University, Chris Ulrich was introduced to the owner of the company where he still works, 13 years later. “I had been craving more meaningful work and an better quality of life” says Chris, who in 2004 joined United Home Loans in Westchester, IL, a Chicago suburb. “I was immediately blown away by the individuals who work here and by Mike Dulla, the owner.” Chris learned quite a bit from Mike and to this day still loves his work. For Chris, closing mortgages doesn’t feel like work. “I enjoy the gratification from helping others with great service, whether helping them achieve their biggest investment, own their dream home, save money or just give good advice,” says Chris. In addition to serving each client’s needs, he also serves larger audiences through his new website (CULoanPro.com), a hub of information for anyone interested in mortgages. “I provide information on ways to prepare for a mortgage including guidelines on different loans or information on down payments. I also answer questions for people who’ve been through foreclosures or bankruptcies.” The site allows borrowers and REALTORS® to pull up the forms they need and to reference guidelines they want to understand. Also distinguishing Chris is his affiliation with United Home Loans. “We have great people here and a unique culture that’s devoted to customer service,” he says, quickly adding that the team doesn’t preach those values publicly. “It’s more that it comes naturally to the individuals who work here. We’re filled with people who want to help and want to motivate others.” That environment enables everyone’s success, inside the team and on each loan. United Home Loans is a family owned and operated company, both literally and figuratively. “The people who work here have become a family, which extends to our clients. They keep coming back because they’re comfortable.” Chris makes a point of telling every new or repeat client that he hopes they do their due-diligence and shop around to learn how other mortgage companies operate. “It’s important that everyone finds a good fit,” he says. As an independent originator, Chris appreciates the strong support staff United Home Loans, where Chris primarily originates loans Chicagoland borrowers, but is also licensed in Indiana, Michigan, Wisconsin, Minnesota, Colorado and Florida. United Home Loans, a correspondent lender, allows him to offer a full gamut of loans to borrowers, many of whom have remained loyal Top Agent Magazine

the years as their loan needs have evolved. In 13 years, Chris has closed more than 1,200 loans totaling nearly $350 million. Chris continues to make clients and referral partners happy by following four simple rules of engagement, each equally important: “First, you need to be knowledgeable,” says Chris. “I’m not saying I’ve memorized the 1,400-page Fannie Mae guidebook, but I’m in-tune with the industry; I understand the ins and outs of the industry and what’s changing.” In addition, while honesty is key, Chris believes “transparency over honesty” is the best practice. Honesty, he explains, is providing truthful information when asked. “Transparency is providing the information people haven’t requested. I’m an open book.” Next is accessibility. Chris makes himself available on nights, weekends and holidays for questions from clients or REALTORS®. Tying all these virtues together is authenticity. “You have to be genuine, open and real. You have to genuinely care about people and stay in touch with them.” As a season ticket holder to the Chicago Cubs and a musician whose band plays at community events, Chris stays visible in Chicagoland. He sits on the board of a scholarship fund that raises money to help young people attend college and he also volunteers as a member of Chicago’s 100 Men Who Give a Damn. In addition, Chris wants to give back through the mortgage profession. “In addition to growing and eventually managing a team beneath me, I want to groom others in mortgages,” he says. “I’d like to shape my business around helping others succeed at working in this industry.” After all, Chris loves what he does. “That’s why I’ve stayed in this line of work and with United Home Loans.”

To learn more about Chris Ulrich, visit CULoanPro.com or uhloans.com, email culrich@uhloans.com or call 708.531.8324 www.

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