Nationwide Mortgage 6-12-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

SPENCER BANGERT

GAYE DeMARS

ANDREW O'BRIEN

MARK BRADFORD

VIRGINIA GARDNER-GOUIN

ADAM CATMULL

MICHAEL LASSITER

JEANINE ROBBINS

TREVOR McFARLAND

VINCENT RODRIGUEZ

KRISTIN COOPER

JOSH NAWROT

MARCOS SANCHEZ

NATIONWIDE MORTGAGE EDITION

VIRGINIA GARDNER-GOUIN

KRISTIN COOPER

ANDREW O'BRIEN

GAYE DeMARS

JEANINE ROBBINS SPENCER BANGERT

MICHAEL LASSITER TREVOR McFARLAND

MARK BRADFORD

JOSH NAWROT

ADAM CATMULL

VINCENT RODRIGUEZ MARCOS SANCHEZ

CONTENTS 4) ARE YOU A VALUEADDED AGENT? 9) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 13) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

19) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 23) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET 27) HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR

31) LIVING ON COMMISSION 34) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 37) COACHING 9-1-1

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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VIRGINIA GARDNER-GOUIN Top Agent Magazine

VIRGINIA GARDNER-GOUIN 26 years ago, Virginia Gardner-Gouin was determined to get into the mortgage industry and she went about it the old fashioned way, going door to door, dropping off her resume at banks. Her determination paid off, and she was hired as a receptionist. Once she was on the job, she learned everything she could about the process. When she finally got her license she made the leap. “It was sink or swim, but I jumped right in and I haven’t looked back since.” Virginia is now with SoCal Pacific Mortgage, and works at their Ontario office. SoCal Pacific Mortgage is one of the premier brokerages in the lucrative Southern California market, and they have built their reputation on providing customer service that truly goes above and beyond, something that is completely in line with Virginia’s own business philosophy. Key to Virginia’s long term success has been her hands on, educational approach to her job. “I’m always available to my clients, and have the patience necessary to explain every part of the process until they understand it completely. I really try and look at it from their point of view. I obviously do it every day, but for a new homebuyer, it can be an overwhelming experience. I try to remember that. I think that’s part of the reason they feel comfortable referring their friends and family to me. Not only do they know I take care of them during the transaction, but I am a resource for them long after. I stay in touch with them through email, phone calls and through social media, which has obviously become a powerful tool.” Virginia is equally dedicated to building and maintaining relationships with her Realtor® partners as well. “I kind of take an old school approach with that. I go to open houses and talk to agents and offer them my services. I really value that face-to -face experience. It’s important to be out and about and let them know who I am and learn who they are and what their needs are too.” 8

Virginia excels at all aspects of her job, but she finds the more difficult loans to be one of the more fulfilling aspects of her job. “I’m really passionate about what I do, and I honestly love every part of my job, but there’s just something extra rewarding when you help someone out with a tougher loan. Helping someone refinance, when their home is upside down, and working on it with them so that they can keep their home, is just so fulfilling. You can feel beat up sometimes in this business, and then you have those experiences that make it all worthwhile.” Virginia couldn’t be more thrilled with how far she has come and would like to continue growing her business by focusing on her personal growth as a mortgage professional. “Education is important in this industry. I want to know all aspects of this business. Being able to look at it from different perspectives, benefits every file. I want to be prepared for every challenge my clients might face. One of the exciting things about this business is that there’s always something new to learn, and the better educated I stay, the better I can serve my clients and Realtors®.”

To learn more about Virginia Gardner-Gouin, call 714 - 202 - 0011 or email virginia@socalpacific.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

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 10

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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ANDREW Oâ&#x20AC;&#x2122;BRIEN

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ANDREW O’BRIEN Andy O’Brien is that rare entity who bends over backwards for his borrowers. He’s available morning, noon and night; answers every question until his clients are fully satisfied; and is true to his word. If he tells a borrower he can get them into a home, he does it. “I don’t specialize in any particular type of loan,” he says. “I specialize in getting people into homes.” And he’s tireless about making that happen. Coupled with his in-depth knowledge of conventional, FHA, VA and investor loans, he’s always on the lookout for new products that can help his borrowers. “If there’s something on the market that I don’t know about,” he says, “I make sure to find out about it so my clients get the best information available.” A seasoned professional after 15 years in the mortgage industry, Andy started straight out of college. His brother had been doing mortgages for a few years, and one day he sat down with Andy and told him all the ins and outs of the industry, particularly the satisfaction he felt from helping people achieve homeownership. Andy was a marketing and communications major, but he liked what he heard. As soon as he graduated, he signed on. Now he’s a senior mortgage banker with Neighborhood Loans, a direct lender, and is licensed in seven states: California, Florida, Illinois, Indiana, Iowa, Wisconsin and Washington. His repeat and referral rate has climbed to over 80 percent, most of which comes from his Realtor partners. Realtors often hear about the work he’s done and call him. “I’ll sit down with them and see what their goals and game plan are, and how I can help them grow or maintain their current business,” he says.

He builds strong relationships with both clients and partners and does an outstanding job for them. His team, comprising a marketing person, processor, assistant and opener/verifier, enables him to constantly stay in touch with everyone involved and make sure they have what they need to move forward. And his communication doesn’t end when the transaction does. He maintains his connections via social media, mailings, email, and weekly or biweekly phone calls to all his referral partners. Andy made the right choice 15 years ago. He considers it a luxury to work in an industry where every day is different. “It makes for a really great career,” he says. “There’s no daily routine, no rut. It’s neat to see how different people are, their different tastes, the different styles of home they prefer. And it’s nice to help people achieve their goals of home ownership.” Andy is just as genuine with civic responsibility as he is with his clients and partners, going out of his way to support the projects, activities or charities of others. When he’s not working he enjoys playing basketball—but not as much as he enjoys helping people get into homes! As he looks toward the future, Andy plans to continue growing, with the goal of keeping money in borrowers’ pockets. “I want to keep my reach out there and help as many people as I can,” he says. “Our market is always changing. If you stay on one path, you’ll probably never grow to the levels you want. I always want to grow, always achieve, and always keep an open mind about everything.”

For more information about Andrew “Andy” O’Brien of Neighborhood Loans (NMLS # 225590), Lombard, Illinois, please visit www.aomortgages.com, call 630.748.7474 or email andy@neighborhoodloans.com 12

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JEANINE ROBBINS Top Agent Magazine

JEANINE ROBBINS After getting her start in the real estate business in sales, Jeanine Robbins became intrigued with the mortgage side of the industry. Once she made the leap, she quickly realized she was a natural at the business. “I was promoted to branch manager just eight months later. I really pushed myself to learn everything I could about the business, and here I am almost 17 years later, and I couldn’t be happier with the success that I’ve achieved.” Jeanine has been with Geneva Financial since 2011, where she is a branch manager at their Scottsdale location. She has small team that focuses primarily on Arizona, California and Colorado, although her company is licensed in 32 states. Jeanine’s reputation as one of the most respected mortgage professionals in her area is due to her commitment to providing an unsurpassed level of customer service, while operating her business with the utmost integrity. One of the keys to her success is the open and honest communication she provides. “I think good communication is one of the most important aspects of this job. When something goes south, or something difficult comes up, I’ve seen some people not be truthful about what’s happening or even hide. I’m not like that. I know at all times what’s happening and I keep the lines of communication open with my borrowers and my Realtors®. I’m honest about my business. I’m in a referral based business, and building trust and strong relationships, is instrumental to success in the business.” Another way Jeanine is able to stand out from the rest, is with her company’s consistent record of fast closing times. “Turn around times at Geneva are incredibly fast. It takes about 24-72 hours for underwriting. As soon as I get a contract, it goes out as quickly as possible. Once we put a loan into underwriting, were on our way to closing. We’ve closed within two weeks. That’s a huge advantage we can offer the people we work with.” Jeanine also credits her strong work ethic for much of her success. “I work hard for people. The more challenging things are, the more rewarding it can be. The more difficult loans are always rewarding emotionally. It’s a good feeling to know you’ve helped someone who thought that home ownership wasn’t possible for them.” 16

Jeanine is actively involved in her community, as well as her industry. She is currently the VP of the State Chapter of the Arizona Association of Mortgage Professionals, after many years serving as the Central Chapter’s Secretary, President Elect and President. The organization is an advocate for the industry, organizing educational events throughout the year as well as lobbying Congress in order to better the industry as a whole. Jeanine would love to continue to see her business grow, as well as helping her company grow their national presence in the near future. “My broker has an inspiring vision that I share completely. It’s all about growing business by growing relationships. We want to bring our quality service to more people throughout the country. I love what I do. My goal is to always do everything I can to make sure my clients have a smooth and professional transaction. I’m always fighting for them, getting the job done. Seeing my clients achieve their

To learn more about Jeanine Robbins NMLS #198078 call 480 - 626 - 3044 or email jrobbins@genevafi.net

Geneva Financial NMLS #42056 1018 E Guadalupe Rd, Tempe, AZ 85283 BK#0910215 Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

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SPENCER BANGERT After graduating from Frostburg State University with a concentration in economics, Spencer Bangert was in search for the perfect career path to suit his people skills, knack for numbers, and interest in the market. When a friend who worked in VA refinancing reached out with a position, Spencer decided to take the leap. That was back in 2014, and today, Spencer is at the helm of a thriving career as a branch manager with Fidelity Direct Mortgage, driven by a commitment to client-centric care and a proven track record of success. Primarily serving Baltimore and Baltimore County, Spencer also serves clients as far afield as Prince George’s County and parts of Anne Arundel County, as well. As branch manager, Spencer leads a united team of capable agents, including loan officers and a support staff. Together, Spencer’s office specializes in a range of loan products, including 1% Down, Conventional, Freddie Mac, FHA 100 programs, the Sapphire Program through NHF, One Day Out of Bankruptcy, One Day Out of Foreclosure, One Day out of Short Sale, and unwarrantable condos—to name a few. At the heart of Spencer’s approach to the lender-client relationship is his commitment to consistent and forthright communication. In addition to staying in regular contact with his clientele to relay updates, encouragement, and news of any kind, Spencer also make it a point to follow-up with all parties involved in a transaction, from seller’s agents to title companies—all for the sake of keeping everyone in the loop. If any issues arise, Spencer is proactive in sourcing a satisfactory solution, always coming to his client with honesty and answers in hand. Likewise, Spencer cites accessibility and responsiveness as key drivers of success. No matter the hour, he is ready and willing to field his clients’ questions and concerns. What’s more, Spencer is committed to providing a fast-tracked economic and financial education to his clients, recognizing

that information, knowledge, empowerment can lead to long-lasting financial stability. “To us, our clients aren’t just numbers,” he explains. “They’re human beings trying to achieve the American Dream of homeownership, and we let out clients know: we care about your home; we care about you and your family.” Spencer extends the same spirit of care and collaboration to his real estate agent referral partners, which constitutes a large segment of his repeat and referral business. In addition to sponsoring marketing campaigns on the leading digital listing platforms on behalf of his agent-partners, he also tries to attend as many supporting events as possible. To his real estate agent clients, Spencer extends the same high standard of accessibility and communication that he provides to his direct clients, recognizing that his industry is one built on relationships, trust, and dependability—tenets he displays in spades. Staying engaged in charitable and civic organizations is equally important to Spencer, and he contributes his time to the Maryland Mortgage Bankers Association of Baltimore as the legislative chair of the Future Leaders Committee. He also gives back during the holiday season by joining his fellow mortgage professionals in Baltimore to donate their time wrapping gifts. In his free hours, Spencer looks forward to the summer all year around. When the sun arrives, he’s out on the water near his home in Annapolis, boating, sailing, and savoring the season. As for the future, Spencer has plans to continue fostering his team, with hopes to expand to a branch in Annapolis, a market primed for his team’s personalized, capable services. With demonstrable success already under his belt—along with an ethos assuredly fixed on delivering his clients’ goals—the future to come is sure to remain promising, busy, and bright for Spencer Bangert and his team.

To learn more about SPENCER BANGERT e-mail spencer@fdmhome.com or call (410) 220 - 0791 18

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 20

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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MARK BRADFORD Mark Bradford always had a knack for numbers. After graduating with a Bachelor of Science Degree from Central Missouri State University in 1987, he spent many years in retail management, but his love of finance was always with him. When he was looking to make a career change, his sister-in-law, who was an underwriter at the time, encouraged him to consider the mortgage industry. He interviewed with James B. Nutter & Company and has been with them since 1998. Mark is licensed in both Missouri and Kansas, but primarily serves the Metro Kansas City Area. He began with FHA Streamline loans and soon moved on to fully qualifying FHA, VA and Conventional loans. He now has over 19 years of experience with all kinds of refinancing, including cash out and debt consolidation loans. He also has years of experience with many types of Purchase loans, FHA, VA, USDA and Conventional loans. One of the keys to Mark’s success has been his focus on providing an unsurpassed level of customer service that relies heavily on constant and honest communication. “I would say my communication is what really sets me apart. I make sure everyone is informed, every step of the way and am very attentive to what they ask or need. I get right on it and get them an answer, good or bad, right away. People can tell I care about what’s going on and I think that level of communication is really what clients and Realtors® are looking for, that and meeting their deadlines of course.” Mark also credits the culture at his company as being a major advantage to working with him. “No one here works on commission and almost everyone has been here a really long time, which is unusual in this business. Because we aren’t on commission, we are always making sure we’re doing right by the consumer. What’s good for them, is good for us. We’re not looking to Top Agent Magazine

squeeze every dime out of every deal. We know what we’re talking about and we really have our client’s best interest at heart.” That approach has really paid off and Mark has an incredibly high repeat and referral business rate, a testament to the trust he has built with his clients and his referral partners throughout the years. Mark is a member of the Kansas City chapter of the Mortgage Bankers Association, and this year, he was appointed the Vice President of the organization. The Association has been instrumental in maintaining the integrity of the industry, as well as protecting the interest of the consumer. He is also very active in his community, volunteering with the Lees Summit Baseball Association for 15 years, and recently serving as the Treasurer. As a father of four, he is very involved with the schools in the community, and has served on the Executive Board of his son’s High School. When he has free time, he enjoys playing golf. Mark couldn’t be happier with where he’s at in his career, and would like to continue growing his business, in order to help more people achieve the American Dream of home ownership. “Buying a home is a lofty goal, so it’s a big deal for me that I can help people figure out how to make that happen. I love what I do.”

To learn more about Mark Bradford call 816 -531- 2345, ext 7030 or email Mark.Bradford@jbnutter.com Copyright Top Agent Magazine 21

ADAM CATMULL Adam Catmull has always been involved in the world of finance, and after a successful career working for Wells Fargo, 16 years ago he made the switch to the mortgage side of the industry, and hasn’t looked back since. Adam is now with Citywide Home Loans and is in the process of establishing a branch for them. Citywide is a direct lender that specializes in construction programs, which was one of the reasons the company appealed to Adam. “They’ve been an expert on that aspect of mortgage lending for a long time, and really have it dialed in. Although we offer all types of products, we have several that offer the ability to have little money down, which is very appealing to local builders.” With his personable approach to the business, Adam truly has an affinity working with first time homebuyers. “People don’t know what to expect when they’re buying their first home. This is the largest financial transaction most people ever make in their lifetime, so it’s important to me that I educate them so they understand the process and can feel comfortable every step of the way. I’ve heard a lot of horror stories over the years, where something a borrower didn’t expect comes up at closing, so I make sure there are no surprises from the start.” Adam’s love of education extends outside of work as well. He offers his expertise to potential clients and referral partners regularly at various events. “I recently went to a bridal show in the Salt Lake area and connected with people just starting out in life, showing them ways that buying ends

up actually being cheaper than renting. I then scheduled consultations with them, creating budgets and time frames to buy. I also educate Realtors® on things like credit repair. The vast majority of people have credit scores that make them non-qualifying. I work with agents to help people improve their credit so they can qualify.” Adam works closely with his referral partners, so together they can create a seamless experience for their clients. “I really have developed great relationship with my Realtors®. I keep in constant contact with them, and offer that personal touch, with phone calls and face to face meetings. I let both my referral partners and my clients know that my job doesn’t stop after closing. I’m always a resource for them, and they can call me with any questions they have long after the initial transaction.” Adam likes to be active in his community and helps sponsor several local events with his Realtor® partners throughout the year. He is also an avid cyclist, and is on a local bike racing team. When he isn’t working, he enjoys spending time with his wife and six kids, taking advantage of the stunning outdoor life that Utah offers them. Adam couldn’t be more thrilled with what the future holds, and would like to do more mentoring as he continues to grow his business. “A lot of loan officers want to be successful but don’t know how to get there. I love training and coaching people new to the industry, helping them realize what they need to do to be successful and grow their businesses. I love what I do and I want others to have that same opportunity.”

To learn more about ADAM CATMULL call (801) 671- 6010 or email acatmull@citywidehomeloans.com Copyright Top Agent Magazine

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion24

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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KRISTIN COOPER With over fourteen years of experience in the mortgage industry, Kristin Cooper of PrimeLending in Roseville, California has what it takes to assist her clients with seamlessly navigating the often-treacherous waters of the loan process. Kristin, who works primarily in Sacramento, Placer and Calaveras counties of Central California began her career after seguing from a job selling cars. “A co-worker mentioned to me that I should look into the mortgage side because I was good with finances and with numbers,” says Kristin. I honestly didn’t really understand how Mortgages worked but I recalled how secure it made me feel as a child when my mother bought her first home. So, I reached out to a mortgage company and expressed interest in getting started, and with much negotiation they gave me the opportunity.” Within three months Kristin was the top-producing processer, and was promoted to management. “After I did that for a while,” she says, “I decided to move into the loan origination side and have been there ever since.” Moving to PrimeLending five years ago, Kristin offers many different loan options, including several niche products. “We have many programs,” she says, “Renovation Loans, Jumbo Financing, Construction lending, one-year tax return loans, Down Payment Assistance, bank statement programs and VA are also among the many choices available. Kristin personally originates many military VA loans as well. With a thriving business that is based 85% on referrals from satisfied clients and business partners, Kristin’s sources of these referrals include financial advisors, divorce attorneys, and obviously, her many grateful realtor partners. With a husband involved in both the military and law enforcement, a good number of her referrals come from these arenas as well.

All those referrals are, of course, based on the exceptional client service Kristin provides across the board. “I always look at the big picture,” says Kristin. “I assess what their goals are and how I can help them achieve them. With my business partners, I’m always checking in to see what I can do to help them be more successful, so if there are objections they are dealing with, I can help them overcome them with their clients.” Staying in touch with her past clients and realtor partners is of the utmost importance to Kristin. “I have a lead follow up system so they get all the touches they need and everyone is updated. They never need to question the status of something, whether it’s a lead or an in-process transaction.” She also maintains contact by reaching out on birthdays, anniversaries and annual check-ins with clients. Education is important to Kristin, and to that end she is a Certified Mortgage Planning Specialist as well as a Certified Divorce Lending Professional. Educating her clients is of paramount importance to her, as well. “I look with them at what their needs are, and sometimes what they think they need is not the best thing for them. It’s important to me to go deeper and and make sure that they’re happy long-term.” When she’s not working, Kristin enjoys being outdoors, participating in biking, running and extreme obstacle course events. The mother of two children, she can also be found quite frequently on a soccer field. Kristin is circumspect about what she likes best about the mortgage industry: “I like being able to guide people in finding security,” says Kristin. “Helping them find financial security and growing their portfolios. I like being part of building the foundation for their futures.”

For more information about KRISTIN COOPER, please call 916-390-4689 or visit kristinloans.com www.

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GAYE DeMARS Gaye DeMars decided that it was time for a change, after a successful five-year tenure as a real estate agent. Though she loved her career, she was ready for a new challenge and began a transition to the mortgage industry in 1991, training under the auspices of an underwriter. Already off to a promising start during her second year in the business, Gaye partnered with one of the largest local Real estate brokers and opened the first real estate in-house mortgage office in the Chattanooga area. Twenty-six years later, Gaye is at the pinnacle of a flourishing career working with First Volunteer Bank as Vice President Mortgage Banker. In addition to her wide-ranging experience, she brings to her practice a proven dedication to client-centric care and demonstrable results. Primarily serving the Chattanooga area, Gaye spearheads her efforts by staying present and communicative throughout a transaction’s entirety. To keep progress timely and efficient, her mortgage team is dedicated to assist with the processing and closings. What’s more, Gaye offers a broad variety of loans for homebuyers of all kinds, with specialties in conventional, FHA, USDA, and VA loans—to name a few. Having earned a hearty percentage of repeat and Realtor/builder referral business—amounting to an impressive 85%—Gaye’s dedication to forthright communication, responsiveness, and transparency keeps clients coming back. Likewise, Gaye’s past professional experience as a Real estate agent provides her with an insider’s perspective, truly understanding of the necessity of swiftness and follow-through. “When working with clients,” Gaye explains, “I am honest up front. I let people know if a loan will work and close on time. I know firsthand what buyers, sellers, and Realtors need is immediate and constant communication on the status of a file.” Her steady and dedicated hand throughout each transaction gives her clients a sense of security and confidence, setting her apart from the industry pack. “The people I serve are making big life decisions,” Gaye reflects.

“It’s my goal to do my best, ensuring things always go smoothly throughout the loan process, and to personally attend each closing.” Recognizing that positive word-of-mouth goes a long way in the mortgage industry, Gaye cites her professional reputation as the most effective marketing tool in her arsenal. Accordingly, she is attuned to making each client’s experience memorable and always delivers on her professional promises. In reflecting on her favorite aspect of her work, Gaye recounts, “I enjoy the satisfaction I feel when closing for the buyer. It’s an honor and a pleasure to be a part of the transaction and a positive change in my clients’ lives.” Gaye doubly enjoys meeting new real estate agents and builders with whom she can forge relationships, and thus attends any events which allow her to encounter new faces in the industry. To stay in touch with past clients, Gaye checks in by email, phone, or over lunch to follow-up and check in on her clients’ well-being, even long after close. She recently received a testament from a correspondent lender, saying, “You are one of the best at what you do and it is rare to find those that care about their clients as you do and willing to go the extra mile to help them.” Supporting her community and colleagues outside of the office, Gaye is a member of the Chattanooga Association of Realtors as well as the Mortgage Bankers Association. When she finds free time in her schedule, she loves to travel with her husband and explore new places. For a low-key weekend, she also enjoys relaxing in the sun with a good book. As for next steps, Gaye plans to mindfully grow her business, with hopes to expand her network while offering the same hallmark standard of care her clients have come to expect. With twenty-six storied years in the industry, along with a covetable track record of success to date, the years still to come are sure to be filled with sustained promise for Gaye DeMars.

To learn more about Gaye DeMars (NMLS #445837), e-mail gaye.demars@firstvolunteer.com, or call 423/668-4618 (O), 423/702-1208 (C) 26

How to Create a Business-Winning Plan in One Hour by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts. I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better. A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time Top Agent Magazine

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements. Perform a SWOT analysis (strengths, weaknesses, opportunities and threats). For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe 27

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business. So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system. Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals. So for each goal you should have action items, due dates, who will Top Agent Magazine

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it. Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one? What successes or failures have you had with plans in the past? Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com. 29

MICHAEL LASSITER MIchael Lassiter got his start in the financial industry in 1996, straight out of college, when he went to work for Wachovia Bank. He is now one of the most respected mortgage professionals working in North Carolina, where he focuses on serving The Triangle: Raleigh, Durham, Chapel Hill, and the surrounding areas. Michael is currently the Vice President of the Southeast Region at Homeside Financial, one of the top 100 mortgage companies in the nation, for the last few years. Michael leads the Lassiter Mortgage Group, a team of highly experienced professionals that operate under the philosophy that securing a loan is a long term financial decision that allows clients to accumulate wealth through homeownership. They take a comprehensive approach with clients, achieving all of their financial goals through strategic mortgage planning. One of the keys to Michael’s long term success has been his reputation for providing an unsurpassed level of customer service that relies heavily on providing constant and clear communication. “The number one complaint in this business is a lack of communication. I’m consistant and I close on time, and I’ve been doing that for over 20 years. I have a solid reputation for keeping my clients and Realtors® updated throughout the process. I see working with my Realtors® as a true partnership, so I’m making sure I serve the clients needs, which in turn serves their needs. My end goal is happy clients, and growing everyone’s business.” Michael takes his role as a partner beyond just the transaction. He has a real expertise when it comes to building teams, and takes his Realtor® partners under his wing,

showing them successful systems he has developed, helping them to not only start a team, but to build and grow a team down the line. Michael takes an educational approach with his borrowers as well. “I’ve been in the industry so long, I really have an in-depth knowledge of every aspect of the business. I take each client and find the best product to meet their individual goals, both short term and long term. I always approach every loan as more of a component to their overall financial situation, and give them access to the expertise of financial planners, whatever they need to secure the best situation for their financial future. I want them to not only be fully educated about their mortgage, but about all aspect of their financial life.” Michael is actively involved in his community and through Homeside Financial he supports several nonprofit organizations every year. They are heavily involved with Habitat for Humanity, as well as the local Home Builders Association, helping local builders repair homes for families in need. When he isn’t working, Michael enjoys spending time with his wife and two sons, and coaches Pop Warner Football. He also enjoys golfing and fishing when he can find some free time. Michael has big plans for the future and in addition to helping grow Homeside Financial in the Southeast Region, he wants to expand his personal production team in his marketplace as well. “I love what I do. I get to meet people from all walks of life, and help them find the financial solution that best fits their needs. It’s really exciting to see people buy their first home or their dream home. It’s a very rewarding career.”

To learn more about Michael Lassiter (NMLS ID: 116890) call (919) 618-4806 or email mlassiter@goHomeside.com

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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TREVOR McFARLAND Trevor McFarland, who holds a Bachelor’s degree in economics and is pursuing an MBA, has devoted his entire career to getting people into homes, even while earning his degrees. A Senior Loan Officer with Residential Mortgage Services, Inc. (RMS) in Worcester, Massachusetts, Trevor insists that, “at the end of the day, we put people in homes. We don’t put them in loans; we don’t put them in houses; we put them in homes. That’s what gets me up every morning to work as hard as I do.” Licensed in Massachusetts, New Hampshire, Connecticut, and Rhode Island, Trevor specializes in renovation loans, which are among the most complex loans to close. Over the past six years, Trevor has become a market leader in FHA 203k loans and HomeStyle® renovation loans. “We do them and we do them well,” he says, describing his approach to navigating the intricacies of loans that involve working with contractors to outline the details around a home’s initial appraised value, necessary improvements, and projected value. “We help buyers finance both the purchase or refinance along with the renovation cost, all in the same loan,” he says. Although he offers the full suite of home loans through RMS, Trevor enjoys his niche in renovation loans, a specialization that helped him earn a spot in the President’s Club for total units and volume during the entirety of 2016. That niche, he says, is fueling such growth for him that repeat business and referrals from past clients and his REALTOR® network comprise nearly 100% of his work. “I pride myself on service,” he says. “I remind people that they can go online and find a low interest rate, but they won’t get the level of service I provide.” He says he makes himself available nights, weekends, and holidays, and has a very fast response rate. His clients validate this, commending him for always answering his phone and having prompt answers to whatever

questions they may have, and no matter how trivial they may worry their question is. They appreciate that he takes pride in helping his borrowers and that he “jumps through hoops” to turn what might seem impossible into reality. “I communicate thoroughly on every step of the process,” Trevor says, describing RMS’s system of video notifications that keep everyone in the loop during each stage of the loan process. “That level of communication is just priceless; the feedback has been fantastic. It provides detailed touchpoints, letting the borrower, their agent, and the listing agent know where things stand.” In providing such attentive, knowledgeable service, Trevor’s business thrives organically. “The more transactions you do and the more people who are happy, the more people start to know your name,” he says. “That name recognition becomes your brand. For me, the renovation loan program and loans have really helped propel my name and brand in the marketplace.” Trevor is also quite active locally, staying involved with the Worcester Board of REALTORS® and the North Central Board of REALTORS®. He even teaches a handful of firsttime homebuyer classes every year. Trevor also sat on the board of directors for a local nonprofit for three years, but recently decided to step down to focus on his growing family. He and his wife are expecting their first child later this year. “I may always seem to be working, but I do enjoy time with friends and family, hiking, the outdoors, and my biggest hobby – my large, saltwater fish tank.” Going forward, Trevor plans to continue his current growth trajectory with the support of his team, which includes two assistants and processors. He knows that the next natural step for him will be to add a junior loan officer to help with volume. “But my real plan is to keep doing what I’m doing, keep making customers happy and keep pressing forward with everything that has already been so successful.”

To learn more about Trevor McFarland, visit RMSmortgage.com/TrevorMcFarland, email Trevor.McFarland@rmsmortgage.com or call 508.417.7715 www.

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

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

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

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JOSH NAWROT Joshua Nawrot is living proof that hard work leads to success and makes dreams come true. Although becoming a loan originator and branch manager was not Joshua’s dream as a teenager, helping people achieve their dreams allowed him to forge a path to success. As a high schooler, 16 years ago Joshua needed a job. So he worked a few hours an evening in the sales call center of a mortgage company, alongside other young people like himself. “It was a good paying job and my first exposure to pay-for-performance work,” he says. He also enjoyed the camaraderie with coworkers. After two years in that job, he eventually was asked to run that department. “And at age 19, I was recruited by a bigger mortgage company to run their marketing department,” he says, noting that after a handful of other promotions at mortgage companies, he is originating Vice President/ Branch Manager of Northern Mortgage near Grand Rapids. “Northern Mortgage Services, Inc., is licensed in Michigan, but our branch business is primarily referral-only, right here in the West Michigan area,” says Joshua. In their competitive area, Joshua and his team known as a “speedboat lender in our marketplace,” he says. “We offer 99% of most possible loans, including Construction, FHA, VA, Conventional and Rural Development; we don’t do anything crazy, but we’re able to maneuver quickly.” Closing most loans in a two- to three-week timeframe, their REALTOR® partners appreciate Joshua and team. “They also love our communication. They get updates before they even request them and they like the weekly touchpoints we provide everyone, including the listing and buying agents as well as the clients.” Joshua, meanwhile, enjoys that he gets to help families find homes and help their REALTOR® partners grow their businesses. “Whether they’re selling and buying another house or they’re first-time buyers, from Millennials to Exec-

utives, there’s a lot of excitement in this business.” Every day, he says, is different, which keeps things fun. “There are always new circumstances, challenges, hurdles and things to pivot around, but those are what keeps it interesting!” Because his business is fully referral based, his marketing is simply the continued manifestation of the service he already provides. “REALTORS® are our #1 source of business,” says Joshua. “We closed more than 300 loans last year, 90% of which came from our REALTOR® partners, so it’s vital to maintain those relationships.” In addition to touchpoints with his active REALTORS® with loans in process, Joshua reaches out to his other REALTORS® regularly either to see how he can help them out or to invite them for coffee, lunch or to happy hour events hosted by his team. “We’re very relationship driven,” he says. Relationships within the community are just as important to Joshua, a husband and father of two boys. “Outside work, I love hanging out with family and friends, coaching my son’s t-ball and playing golf, although I’m not very good at it!” he says. His office is also heavily involved with the local REALTOR® board and the Women’s Council of REALTORS®. “And we get involved in different sponsorships and events for the Helen DeVoss Children’s Hospital. “We’re very focused locally because we’re a local mortgage company,” says Joshua, who plans to continue to grow his business. “We want to be the #1 private mortgage lender for our market,” he says. “We’re chasing some bigger giants but providing the major staples –communication, excellent service and crazy happy clients and partners.” You don’t get recognized as being among the “Top 1% of Mortgage Originators in America” (2016) without passion. And having originated loans for 14 years, Joshua says passion is a key ingredient for success. “You’ve got to stay active and stay passionate, whether you’re selling real estate or writing home loans.” For people who enjoy helping others succeed, therefore, the mortgage business doesn’t feel like work.

To learn more about Joshua Nawrot, visit www.NorthernMtg.com/Josh, email Josh@NorthernMtg.com or call 616.581.0540 NMLS 160116. Equal Housing Lender. Top Agent Magazine

VINCENT RODRIGUEZ Vincent Rodriguez was working as a successful financial advisor, when he first started working with mortgages. Eventually, he noticed he was making more money doing mortgages than any other part of his business. “In 2002, I saw that a mortgage company was hiring, and I was so impressed by them, that I applied. I was hired and with encouragement from my wife, I decided to take a leap of faith. I hit the ground running and it ended up being the perfect career for me.”

With his Realtors®, Vincent’s goal is to be a true partner, with the goal of helping them build their own businesses. “Closing on time and treating the client right is how I become an extension of their business. I have very loyal agents, and that’s because I cherish their referrals and our relationship. I make sure to go above and beyond when it comes to doing my job. Open and honest communication is a big part of that. I’m always available. No one can ever say that they can’t get in touch with me. That level of communication and my attention to detail are definitely a few of the ways I set myself apart. I’m really investing in them and their businesses.”

For the last year and half, Vincent has been with Caliber Home Loans, a direct lender that shares Vincent’s approach to the business: A complete dedication to building lifelong relationships with clients and successful partnerships with Realtors®. “I love this company. Not only are they great to their employees, but they really understand what it takes to be successful in this industry.” Vincent is a Sales Manager with Caliber and leads a team of five Loan Officers. He is licensed in the state of Florida with most of his business coming from Dade, Broward and Palm Beach Counties, but he services clients throughout the state.

Vincent keeps the communication going long after the active transaction. “We have a great marketing platform at Caliber, which keeps me in front of present and past clients. I’m always touching base and use drip campaigns, as well as through social media. I also really believe in face-to-face contact, and host client appreciation events throughout the year.”

Vincent credits his remarkable success and 100% referral business rate to his personable approach to the business, one that is all about giving an exceptional customer experience. “I’m committed to service. I treat my clients as a people, not as a number or a paycheck. I always try and put myself in their shoes. I know buying a home is stressful - it’s one of biggest investments in a person’s life, so I treat clients with patience and make sure they know I care. I am a mortgage professional and I’ve been building my business for 15 years. I’ve done that by always prioritizing building relationships.”

Vincent is active in his community, and supports several charities, including Habitat for Humanity through Caliber, as well as the American Cancer Society and Big Brothers/ Big Sisters. When he isn’t working, Vincent loves to spend time with his beautiful wife and two children. Vincent couldn’t be more thrilled with where he is in his career, and feels like the sky is truly the limit. “I just want to continue to grow my business, cultivate more relationships with Realtors® who share my business philosophy and take things to the next level. It’s very fulfilling to know I’ve made an impact on so many people’s lives. Seeing how happy my clients and Realtors® are with my service really fuels me. “

To learn more about Vincent Rodriguez call 786 - 208 - 8112 email vincent.rodriguez@caliberhomeloans.com, or vist vincecloses.com 36

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 38

Top Agent Magazine

MARCOS SANCHEZ Marcos Sanchez is among the rare mortgage experts who has been involved in home finance since finishing college. And given this broad experience, his goal as a Branch Manager of Embrace Home Loans in Sandy Springs, Maryland, is to encourage fresh young professionals to join the industry. “The average age of a loan officers is 55; we need to attract Millennials,” says Marcos, who is licensed in six states but primarily serves the Washington, D.C., Metro area. “Mortgages may not seem as sexy as they once did, but it’s important to bring young people into our business.” Marcos has therefore eagerly created a strong environment of mentorship at his branch. “My two assistants are in their twenties and in many ways are my protégés,” says Marcos. “They assist all of us. One of them is fluent in Spanish, like me, and the other is partially fluent.” Under guidance from Marcos, they are gaining a firsthand view of the mortgage industry while progressing toward becoming licensed loan officers. “I graduated in 1990 during a recession and started working in banking, first as a teller and later in every aspect of mortgages,” says Marcos, adding that he learned mortgages from the back end before moving into the secondary markets, where he spent 11 years and eventually ran a large department. “I was made junior partner of a pretty substantial mortgage company at a young age,” he says. And because Marcos always enjoyed originating, when things fell apart in 2008, he left his salaried position and transitioned to branch management. “I had a couple of branches that did well even during rough times.” He still thrives, managing 11 loan officers while hitting his personal production goals year after year. Marcos may say there is no “special sauce” for his success. But his team members, plus the borrowers and REALTORS® he works with, benefit from his easy-going nature

and his naturally high degree of service. “I’m just a regular guy who takes care of each client like they’re my first and my last client,” he says. “I take my time. I deal with a lot of first-time buyers, guiding them throughout the process,” he says. “I find it’s very important to quote and give interest rates to my clients as if they’re my family members.” While the Spanish-speaking market may be one niche, Marcos says his specialty is deep understanding of mortgage products. He’s also a specialist in communication; he answers the phone and makes himself available. “I post my list of top REALTORS® at my desk and look at it every day. I always make time for them.” He also shows up at every settlement with a nice gift for everyone. Although Marcos doesn’t run major marketing campaigns, per se, his constant presence and his actions promote his business. “It’s not difficult to stay in contact with people,” he says, describing how REALTORS® or client can sometimes call at 11pm on Fridays. “My wife is very understanding!” Every day presents new experiences and challenges, says Marcos. “It can be very difficult to work through those challenges, but it’s rewarding and emotional to see a client cry when closing on their first house or to help a single mother close on her house.” Also gratifying is his ability to contribute generously to local schools, museums and other nonprofits. “We recently invited other business owners to come into the office and 1,100 sandwiches to donate to Martha’s Table in D.C.,” he says. Giving back and maintaining life balance area elemental to his success. He enjoys planning family vacation months in advance and also is active with tennis and yoga. Marcos knows that the best mortgage professionals take care of themselves in order to have the energy to provide their clients the best possible care. It’s one of many messages he communicates to the emerging loan officers he mentors in his effort enriching the industry with new talent for generations to come.

To learn more about Marcos Sanchez, visit embracehomeloans.com/about/locations/Maryland/Sandy-Spring,

www.

email msanchez@embracehomeloans.com or call 301.232.199 Top Agent Magazine

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