Nationwide Mortgage 6-19-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

Turning Your Profession into a PASSION PAUL CARGAL

MICHAEL IZZI

AUBREY LOCKE

JONATHAN FERRELL

SHANE JOHNSON

SCOTT MORSE

9 Things the BEST LEADERS Never Say GOOGLE ADWORDS: How to Make Google Do the Work for You 4 Qualities of EXCEPTIONAL EMPLOYEES How to Overcome Your WORKPLACE FEARS

SHANE MILLER

STEPHEN TRYE

NATIONWIDE MORTGAGE EDITION

JONATHAN FERRELL

STEPHEN TRYE

PAUL CARGAL

MICHAEL IZZI

SCOTT MORSE

SHANE MILLER

SHANE JOHNSON

AUBREY LOCKE

CONTENTS 4) IS YOUR PHONE VOICE ATTRACTINGâ&#x20AC;&#x201D; OR REPELLING?

17) TURNING YOUR PROFESSION INTO A PASSION

9) HOW TO OVERCOME YOUR WORKPLACE FEARS

21) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU

12) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

25) 9 THINGS THE BEST LEADERS NEVER SAY

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Is Your Phone Voice Attracting–or Repelling? By Carla Cross, CRB, MA It’s such a simple thing, but so important--the first impression you make with your voice! Recently, I did a presentation to a group of Luxury Agent Specialists. It was about sound and its impact on others (I used the piano to demonstrate). We usually think of visual impact. But, as agents, we come across way more people initially via email or phone than we do by sight. So, isn’t it time to 4

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polish your ‘phone voice’? It’s probably the first ‘warm’ impression people get of you (I call email ‘cold communication’ because it vastly shrinks the three major ways we communicate: sight, sound, and feeling). Here are three tips to assure your phone voice makes the best first impression. Remember, You never have a second chance to make a first impression!

Don’t Mistake Technology as the ‘End’

We are so focused on technology today, that we are in danger of forgetting to effectively use that technology. Here’s an example. When I phone an agent today, I have no idea where that agent will answer his or her phone—or from what phone the call is being answered. And, I don’t really care. Technology allows the phone to follow the agent. That’s great. Here’s what’s not so great. The agent’s message is so dull, powerless, or mumbled that it doesn’t sound as though the agent wants to talk to me. Or, the agent’s message is so long, that I’m impatient by the time I get to leave the message.

Make a Superior Phone Message

For three days, listen carefully to the tone, intent, and messages you hear in phone messages. Listen carefully to how agents, managers, and your affiliates answer the phone (including the receptionist at the office). What do you think? If you didn’t know these people, what would you think of them? Are they excited to hear from you, or are they bored? Here are 4 important tips to remember when recording your own message: 1. Stand up—you’ll sound as though you have much more energy. 2. Write out your script first—and be sure it’s not too long. I don’t really care where you’re going to be all day! 3. Modulate your voice pleasantly. Try to get some resonance. 4. Sound as though you’re looking forward to hearing from me!

Don’t Settle for One Run at It: Re-record Your Phone Message until It’s Perfect

As a musician, I would never play the piano for others unless I had practiced until the performance was perfect. Yet, when we ‘practice’ real estate, we often just ‘let it fly’ with whatever comes out of our mouths! Not good. You have too much at stake to settle for one run at it. Top Agent Magazine

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Advice from a musician: Practice your phone message several times before you record it. Then, record and listen critically. Don’t just use the first recording. Make sure your ‘phone voice’ is the best first impression you can make.

P. S. Managers and team leaders—two tips 1. Call each of your agents’ phone mails. What’s the impression you get? Are they professional? Do they state the company name? Do they represent your culture and image? 2. Create a quick class in phone messaging using the information in this blog. Copyright ©, 2016 Carla Cross. All rights reserved. Carla Cross, CRB, MA, is the founder and president of Carla Cross & Co., specializing in real estate management and sales. Her internationally best-selling start-up plan for new agents, Up and Running in 30 Days, is now going into its 5th edition (!). Carla brings her vast experience as a top-selling agent and award-winning manager and trainer to the podium, blending her musical background with her proven sales and management strategies (she uses the piano AND even teaches someone to play—fast…..—entertaining and practical). Find out more at www.carlacross.com. 6

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JONATHAN FERRELL 7

JONATHAN FERRELL Jonathan Ferrell came from a background in customer service, and had long been interested in the real estate business, when he was approached to get involved in the mortgage side of the industry in 2011. “I was looking to find someone interested in mentoring me, and that’s when I met the woman who is my regional manager now. She kind of took me under her wing and trained me, and here I am almost 6 years later, and I couldn’t be happier with where I’m at in my career.”

And that starts from the beginning with our clients, we guide them every step of the way.”

Jonathan has been with Golden Empire Mortgage since the start and has recently formed a team, the Two Mortgage Guys, with his business partner, Tannor King. The pair serve Murrieta, Temecula and the Inland Empire, as well as Los Angeles and San Diego counties. Jonathan is also licensed in Arizona. Golden Empire Mortgage is a direct lender who really excel at all types of loans but they specialize in down payment assistance programs that really help first time homebuyers with down-payment and closing costs, enabling some clients to purchase with virtually no money down. One of the key ways that the Two Mortgage Guys have stood out in their marketplace is with the unsurpassed level customer service they offer, that relies heavily on availability and exceptional communication. “One of the biggest things we do, and it sounds simple, is that we answer the phone. Our agents know we don’t have dead hours, we’re always available and if they need to get an offer out early, or need a pre-approval letter, we can accommodate them. Our focus on providing constant and clear communication is how we’re able to keep our Realtors® and clients happy.

Jonathan and Tannor take as much care maintaining strong relationships with their referral partners and past clients, as they do building them. “We call referral partners multiple times per week, always seeing if they need anything from us. We also call past clients regularly. The mortgage process doesn’t end at closing, it’s just the beginning. We want to be a resource for people always. The can always feel comfortable coming to us for advice or questions.” Both Jonathan and Tannor try to be active in their community, and support several local charities, and are looking to get more involved in the upcoming year. When Jonathan isn’t working, he’s an avid hockey fan, playing, and cheering on his favorite team, the Anaheim Ducks. He’s also a new dad, and enjoys spending time with his wife and baby. 2017 is a big year for Jonathan and Tannor as they look to continue to grow and build their brand, the Two Mortgage Guys, also to increase their total production. Last year, they completed 60 transactions for just under $16 million. They couldn’t be more thrilled with what the future holds for their business. “This is a very rewarding career. There’s no better feeling than telling a first time homebuyer or someone that maybe had more difficulty securing a loan, that the deal went through and then handing them the keys. Helping people get into homes is the reason both Tannor and I went into this business. We love what we do.”

To learn more about Jonathan Ferrell call (951) 473 - 4733, email jferrell@gemcorp.com or visit twomortgageguysca.com 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 Top Agent Magazine

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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STEPHEN TRYE

Stephen Trye, Loan Officer and Branch Manager of the Towson, Maryland office of Fidelity Direct Mortgage is licensed in Maryland, D.C., and Virginia. Stephen Trye, Loan Officer and Branch Manager of the Towson, Maryland office of Fidelity Direct Mortgage has spent the last fifteen years providing multitudes of satisfied clients and realtors with the very best in client service. A former Human Services employee, Stephen made the jump into the mortgage industry in 2002 on the advice of a friend. “I didn’t know anything about the mortgage industry,” says Stephen, “but I was successful in human services, but he knew my personality and felt I’d do well in the mortgage industry because it’s mostly about service.” That turned out to be a good call, and since then Stephen has made a name for himself as a lender who operates with integrity, dedication and authenticity. Licensed in Maryland, D.C., and Virginia, Stephen has been with Fidelity Direct Mortgage for a little over a year. The company, founded in the spring of 2006, was named among the top 10 Mortgage Employers of 2016 in the Mid-Atlantic region on National Mortgage Professional’s inaugural list of America’s Top Mortgage Employers. The level of training they provide keeps them ahead of upcoming market situations, and their relationships with 10

banks and Investors allows them to offer unique products, and they are preferred Lenders with most major builders in the area. “I’m proficient in grants,” says Stephen, “and I predominantly work with first-time home buyers. Ninety percent of my business is purchases, and the other ten percent are reverse mortgages.” Carefully shepherding his clients through the often convoluted and frustrating loan process is of paramount importance to Stephen, who is committed to going the extra mile for every one of his clients. “I have a saying,” he says, “that financing is purposely convoluted, because the less the loan applicant understands, the more money is made. My job is to reverse that and remove the veil from financing, to bring things down to layman terms so the average person can understand the process and make educated decisions.” Being accessible to his clients and realtor partners is another factor in Stephen’s success. “Prior to a contract being written, even if it’s on a Sunday afternoon, I want to see the listing so that we can work the follow-up together prior to an offer being written. I don’t want my clients to end up with payment shock, I want them to be clear on monthly payments and closing costs. I want to set realisCopyright Top Agent Magazine

tic expectations so we don’t have any issues with buyer’s remorse.” The appreciation his clients feel for Stephen is evidenced by this glowing testimonial on his company’s website: “(We) just want to thank you and your fabulous team at Fidelity Mortgage Company for such careful attention, availability and professionalism. There were several times where we needed questions answered and clarification and with this being our very first experience, Stephen was right there. From working late hours, answering calls, responding to emails and text, we

could always count on a response within minutes. We are very much satisfied with our beautiful home.” Looking to the future, Stephen is currently working to build his team, and is in the process of interviewing loan officers and trying to educate them on the successful business model Fidelity Mortgage has developed. “I’m confident in our company,” says Stephen, “and in our ability to deliver. We’ve found our flow and our niche, and we do it well.”

For more information about STEPHEN TRYE, call 410-695-3547 ext. 102 or email Stephen@fdmhome.com Top Agent Magazine

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. 12

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 Top Agent Magazine

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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PAUL CARGAL Paul Cargal was almost destined to enter some aspect of the real estate business. His family has been in the industry his whole life and he always had an interest in real estate and financing. Right out of college, he spent several years working in the secondary mortgage market before becoming a Loan Officer in 2005. “My landlord in college was actually who got me started in the mortgage business, and I just worked my way up to being a loan officer after a few years. It’s really been the perfect career for me.” In 2012, Paul Cargal and business partner, Bart Patterson, launched Summit Funding Advisors, LLC, where Paul leads a small team of Loan Officers that are some of the most in-demand mortgage professionals working in Georgia. Summit Funding Advisors, LLC was founded not only with the mission of providing their clients with the highest level of customer service and professionalism, but also offers some of the most competitive rates and fees in the marketplace. Paul credits his success to four key elements that his company offers. The first two being, product diversity and pricing.”We have a lot of specialty products, including one that allows for just 1% down, as well as products that help people out when they just have stated income. “We also offer third party verification for income and assets, so clients can get approved and never have to provide income or asset documentation. Because we’re a small boutique agency, we don’t have the overhead of a lot of bigger companies. We pass that savings onto our clients, typically offering a rate that is anywhere from an ⅛ % to ¼ % lower.” The other two key elements that Summit Funding Advisors, LLC offer their clients is a personalized level of service along with exceptionally fast closing times. This

combination has been instrumental in their high rate of repeat and referral business. “There are a few reasons we’re able to close loans in 2-3 weeks rather than the average of 30-45 days. The biggest is communication. Not only do we explain everything up front, heading off any potential snags, but we keep the dialogue going throughout the whole transaction, making sure everyone is updated and always prepared for the next step. We also know how to structure loans, finding the best product to fit each client’s needs and situation. We get our clients to the closing table in not only a timely fashion, but as seamlessly as possible. Our clients and referral partners trust us to get the job done, and done well, so that really alleviates their stress.” Paul’s approach to the business has obviously paid off. He is not only a top producing mortgage professional but an award winning one as well. He was recognized by the Mortgage Bankers Association of Georgia as “Rookie of the Year” in 2005 and ranked 34th in the nation. Paul is an active member of the Georgia Association of Mortgage Brokers and has been consistently recognized as a “Top Gun” residential loan officer in the state of Georgia, as published in the Atlanta Business Chronicle. Paul would like to continue growing his business, and plans to bring on more loan officers in the future. It is important to Paul to have a team of mortgage professionals that share Summit Funding Advisors’ personal approach to mortgages, which is all about building relationships. “We really care about what happens to our clients. There really is nothing better than seeing our client’s joy at the closing table, especially when it’s a client that maybe thought that they’d never get there, but we were able to make it happen. It’s a very rewarding career.”

To learn more about PAUL CARGAL call 404-272-2721, email pcargal@summitfundingadvisors.com or visit summitfundingadvisors.com www.

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MICHAEL IZZI In 2001, after graduating from Penn State with a degree in Business Management, Michael Izzi was deciding exactly which direction he wanted to take his career. He had strong interests in finance and marketing, and while he was looking for a job in sales, he became intrigued with the mortgage industry. “I had always been kind of a numbers guy, and the mortgage industry combined my skills with numbers and my affinity for sales. It just seemed like it would be a perfect fit for me, and it was.” Michael quickly became a rising star in the industry and over 16 years later, he is one of the most respected names in the business. In January of 2016, Michael joined Mortgage Master, a division of LoanDepot - the second largest nonbank retail lender in the country. Michael is a Branch manager and leads a team of six loan officers and two assistants. He is licensed in Delaware, Pennsylvania and New Jersey. One of the keys to Michael’s success is his absolute devotion to providing customer service that truly goes above and beyond. “My goal is to get people into honest loans at competitive rates, in a timely and efficient manner. I treat everyone as if they were family, Although it may seem like this business is all about numbers, it’s really all about building relationships. I make myself available to my clients, and keep in constant, open and honest communication throughout the whole process. I also try and keep things fun and as stress free as possible. I think that’s what not only keeps people coming back to me, it’s also why they feel comfortable referring me to their friends and family. I always have their best interests

at heart. I want to see them happy at the closing table, and knowing that I helped make it happen, is a great feeling.” Michael not only prioritizes building strong relationships, but he also makes a great effort to maintain those relationships. “We have a vast marketing system at the company, that I utilize. We send out mailings, newsletters, and then I like to make more personal touches through email, phone calls and face-to-face contact. I sit in a real estate office all day which gives me the opportunity to have warm introductions which is invaluable. Realtors see me there supporting the office and then have an interest in getting together and getting to know me better.” Michael tries to be active in his community and is very involved with the DuPont Children’s Hospital. The proud dad of three year old triplets, Michael is a big supporter of his daughters’ nursery school, helping organize community events and fundraisers. When he isn’t working, he enjoys spending time with his family, playing volleyball, golfing and cheering for Philly sports teams. Michael would like to continue to see his business grow, while always maintaining his stellar reputation for providing an unsurpassed level of customer service. “We just hired a new assistant to accommodate the extra volume we’ve been receiving, and we’d definitely like to continue growing the business and the team, but never at the expense of our client’s experience. We’ve built our reputation on customer service and that will never change.”

To learn more about MICHAEL IZZI call 610-296-9400 or email mizzi@loandepot.com 16

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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SHANE JOHNSON After completing his service with the U.S. Marine Corps, Shane Johnson was searching for his next career move. Considering his natural affinity for sales and service, Shane keenly launched his latest chapter as a mortgage broker. Likewise, as a veteran, he decided early on to dedicate his daily work to a larger cause: giving back to his fellow servicemen and servicewomen by facilitating homeownership for America’s bravest. Backed by fifteen years of industry experience, today Shane Johnson serves as the founder and owner of Booyah Mortgage, which caters to the lending needs of veterans and is fiercely guided by the tenets of personalized service, follow-through, tradition, and mutual respect.

To market his services and expand his reach, Shane attends military-oriented events to engage with potential clientele and continue cultivating his network. Through these efforts, he’s able to get the word out about their mission, products, and services, allowing his imprint solid visibility within the military community. To stay in touch with those he has served in the past, Shane once again favors a personalized approach and checks in weekly by phone with clients and referral partners. By staying up-to-date on what’s going on in his clients’ lives, Shane is best equipped to serve their needs, setting them up for real estate success in the long run. In reflecting on what he likes most about his work, Shane says, “I get to help people and I get to talk to vets. If you’ve ever served in the military, it’s an instant connection and a bond unlike any other. I’m doing the right thing by my clients because I run my business this way—fully focused on them. Any success I have experienced is simply a byproduct of treating people the right way.”

Serving the states of Florida, North Carolina, and South Carolina, Booyah Mortgage works exclusively with members of the military, and is staffed entirely by prior servicemen and servicewomen and their direct family members. Together, Shane and his team guide active-duty, retired, reserve, and discharged veterans, through the oftentimes confusing mortgage process and help educate them on the benefits of the VA loan. “It’s really more like being a non-profit which is disguised as a mortgage company. When I opened the doors to Booyah Mortgage, I wanted to create a company with a heartbeat, something that had an actual ‘why’ as its foundation,” Shane explains. “A veteran is someone who once wrote a blank check for their life to the United States of America. That is honor. It’s our mission to give back to the people who wrote that check.” With a business model driven entirely by referrals, Shane and his team prioritize personalized, detail-oriented service, tailored to the individual. Though government loans are often the most profitable for lenders, Shane runs his business squarely focused on service and applauding the heroism earned by his clientele through the process of homeownership. “We have a heart,” he says. “I cut my margins in half to cover a majority of our clients’ costs and charge zero lender fees.” To pass additional savings along to those he serves and allow stronger purchasing power, Shane keeps his office space minimal, choosing instead to invest in his veteran staff and Booyah’s veteran clients. His company’s name is even derived as a shout-out to the vets he serves, with their motto: “Veterans Covering Your Six – When You Say ‘Hua, Hooah, Oorah, or Hooyah,’ You Call Booyah!”

In addition to his service-oriented work in mortgage lending, Shane remains deeply involved in his community at large. He is the President of the Orlando Chapter of the Veterans Association of Real Estate Professionals and is also a Mentor with the Camaraderie Foundation, which focuses on mentoring military personnel into entrepreneurship post-service. This year, Shane hopes to be a voice for the military community and will be speaking in front of Congress about a multitude of veterans’ issues. In addition, he will continue his advocacy for raising much-needed awareness of veteran-related struggles by hiking across America, a venture set to begin on September 11, 2017. What’s more, through Booyah Mortgage, Shane has created the Booyah Veteran Bus Project, a non-profit effort that turns retired transit busses into mobile showers, bathroom, and laundry facilities for veterans experiencing homelessness. In his coveted free hours, Shane revels in spending time with his two-year-old daughter Charli—the light of his life. Every day, no matter how hectic his schedule, Shane takes her to school and picks her up—just to enjoy those few precious one-onone daddy daughter moments that matter so much to him. With an eye toward the future, Shane has planned to further expand his business and maintain his overarching mission: to do right by those who have served our country with distinction. With more than a decade of industry aptitude in his arsenal, along with a heart genuinely dedicated to brightening the future for military veterans, the path ahead is sure to hold continued promise for Shane Johnson and his team at Booyah Mortgage.

To learn more about Shane Johnson

visit BooyahMortgage.com, BooyahVeteranBusProject.com, call (704) 574-6611, or e-mail shane.johnson@booyahmortgage.com www.

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AUBREY LOCKE Although he is now one of the most respected mortgage professionals in Illinois, Aubrey Locke didn’t initially consider a career in the industry. “14 years ago, I was in real estate investment. I was having trouble getting some financing, and was working with people who didn’t have my best interest at heart. I eventually worked with someone who got my mortgage done in three weeks and offered me really impressive customer service. At the end of the transaction, I jokingly told her I should come to work for her. To my surprise, she agreed, and that’s how I got started. Because of my bad experiences, I vowed that when I got into this business I would do things differently. I wanted to treat people the way I wished I had been treated, and that’s paid off.” Aubrey recently brought his talents to iMortgage, a premier builder-based mortgage banking company that provides a vast array of mortgage products, including VA loans for rehab, the only company in the nation to offer that. “This is the best company I’ve ever been with. With their support and the tools they offer me, I’ve already become number one in units and number two in volume. Things have grown so fast, I’m currently assembling a highly skilled team, that all share my philosophy of providing a customer experience that goes above and beyond.” The key to Aubrey’s success has really been his ability to build long term relationships, with open and honest communication. “I’m pretty much myself with people from the start, and that makes them very comfortable. I’m also always available to them, no matter the time or day. There are a lot of intangibles I think that have accounted for my success, but I really think the things about my personality that enable me to build trust from the start have been the most important ones. I build close relationships with my referral partners and my borrowers. I’m always a resource to them, even after the transaction is complete.” 20

Although Aubrey excels at all types of loans, he specializes in working with clients who might have low income or low credit scores. “I love making a deal happen when the client didn’t have success with other people. If someone comes to me and they aren’t at the place they need to be to secure a loan, I help them get there. I don’t give up until we make them a home owner. I take that educational approach with all of my clients really. I break down the process so they truly understand what will happen every step of the way. I take as much time as they need to make sure the get it. That’s been another way I’m able help them have a more stress-free experience.” Aubrey couldn’t be more excited for the future, and looks forward to offering even more people the level of service he’s built his reputation on. “I have what I need at iMortgage to take my business to the next level, superb management, innovative technology, everything I need go further in building my brand. I’ve had several clients call me the ‘Magic Man’ when I do what they thought was impossible, but as flattering as that is, the truth is, it’s not magic. I know what I’m doing and I work hard to get it done.”

To learn more about AUBREY LOCKE call 708-439-3632 or email aubrey.locke@imortgage.com Copyright Top Top Agent Agent Magazine Magazine

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers. Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someoneâ&#x20AC;&#x2122;s search results, and you can set a budget for each campaign that will dictate itâ&#x20AC;&#x2122;s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you. Top Agent Magazine

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic. You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you donâ&#x20AC;&#x2122;t want to simply go into the process blind or youâ&#x20AC;&#x2122;re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns. Top Agent Magazine

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SCOTT MORSE Scott Morse was recommended by my realtor twice over the past 10 years. He specializes in VA or conventional loans. Scott and his assistant Regina worked in tandem to get me through a grueling gauntlet of documentation in the approval process with the VA underwriter (VA asked a LOT). Scott is always available via phone/email/text which made it possible to pass the VA scrutiny in time to meet the targeted escrow close! We just closed on our home. Take it from a Veteran—you can’t go wrong with Scott Morse!! 858.922.3575 Loan Officer / Broker Scott Morse of Residential Wholesale Mortgage, Inc. in San Diego, California is passionate about achieving his clients’ dreams by providing them with unparalleled client service. Scott began his journey in the mortgage business following a career playing professional tennis. “Tennis had been an important part of my life,” says Scott. “but it was time to transition to a different career. My stepfather introduced me to a mortgage broker who was running his own mortgage company. He offered me a job, and I began working in the industry in 1992.” Signing on with Residential Wholesale in 2009, Scott joined a thriving company that was founded in 1994 by experienced professionals who had been in the California real estate market and mortgage industry for more than two decades. RWMI and is often referred to as San Diego’s top mortgage company, where customer service is the primary focus. Residential Wholesale Mortgage consistently funds nearly $500,000,000 in residential home loans throughout California per year, and has closed over 10,000 mortgage transactions. Scott has taken the company’s more personal approach to heart, which has resulted in a thriving business based on referrals from past clients, realtor partners and other professionals who rely upon Scott’s attention to detail and

penchant for clear, consistent communication regarding the often-convoluted loan process. “I’m grateful my clients continue to think of me and use my services.” says Scott, “My clients and partners’ success always comes first.” Education is also a hallmark of Scott’s approach. “My job is to educate; whether it’s a realtor or a new client, about the transaction. It’s important that they understand the process for closing on a new home or a refinance.” As for communication, Scott says “I communicate early, and often. I try to take all the bumps out of the road upfront. And if there are bumps, we’ll communicate that and provide a solution. There’s always a solution.” When he’s not working, Scott loves, above all else, spending time with his wife and three teenage children. Supporting his kids’ sporting events and activities and playing golf are his primary passions. Giving back to his community is also important to Scott, and to that end he volunteers his time and talents to local non-profits that benefit at-risk youth. As for the future, Scott is excited to continue down the same path he has been traveling for the past twenty plus years. “For me,” says Scott, “it’s about the journey. It is a rewarding industry, and I love partnering with all my clients, inspiring them to achieve their goals and dreams through real estate.”

For more information about Scott Morse, please call 858-922-3575 or email ScottM@rwmloans.com 24

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 26

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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SHANE MILLER It’s almost hard to believe that one of Shane Miller’s first jobs as a young man ignited a passion that has driven him to success by making people’s homeownership dreams come true for well over a decade. “I got into banking when I was 20 years old, greeting customers at the door!” says Shane. “I moved into the teller line, and then was a customer service representative and eventually a mortgage assistant and a junior loan officer several years later.” Now, since 2013, he has been Senior Loan Officer with OnQFinancial in upstate South Carolina and Producing Sales Manager since 2017. As remarkable as his career trajectory may sound, job titles only brush the surface when painting a picture of Shane’s work ethic. During that career growth, he earned his bachelor’s and master’s degrees and, since 2007, has served as an Officer with the Army National Guard and Army Reserves. It is through the Army, in fact, that he learned the concept of the “300-meter target” – an idea that inspires him to keep serving, reaching and growing both personally and professionally. In practice, that growth is the product of Shane’s good communication, impeccable service and meaningful relationships with borrowers and referral partners. “We offer services beyond what’s considered normal,” says Shane. While his primary offices are in Pickens and Oconee counties, he is also able to meet in-person with borrowers wherever needed. “Because of my team’s size and our internal processing and underwriting, my staff and I are freed up to meet clients and REALTORS® in locations where it might be more convenient for them,” he says. They may travel 40 miles or more for meetings and closings across the counties of Oconee, Pickens, Greenville and Spartanburg. No file ever leaves OnQ during processing or underwriting, says Shane, whose team includes onsite loan officers, transaction coordinators and processors plus a regional underwriting depart-

ment. In addition to their full gamut of loan products, Shane and team provide an on-time-close guarantee. “When someone chooses Shane Miller and team for financing, if they check all their boxes as buyer (such as providing documentation and ordering inspections, etc.), and we close even one day late, we give them $1,000.” Naturally, late closings are a rarity, but Shane and team keep their promises, closing faster than normal. Some of their FHA loans and condo loans close in two weeks instead of the 40 days or more many lenders may require. Excellent communication expedites successful, fast closings. “It’s very simple. We talk to people! No one wonders where we are in the process,” says Shane. Through their automated system, everyone receives immediate updates when something happens. That communication even continues long afterwards. For REALTORS® and prospective borrowers, Shane continues to provide valuable information and services such as co-branded marketing campaigns. “I also sponsor REALTOR® lunches and presentations, and co-host homebuyer seminars at the local library,” he says. “I love helping people,” says Shane. “I know it sounds cliché, but it’s the truth,” he adds with a self-deprecating chuckle. “And I’m a problem solver. I love taking a file no one else can make work and finding a way to get it done.” Being able to help make the American Dream a reality for borrower other lenders won’t take the time to help brings Shane great joy. Also generating joy is the time Shane spends in the community. “I’m an avid runner and tennis player and love being on the lake and hanging out with my wife,” says Shane, who also gives back through activities with the local chamber of commerce, business associations, and community event sponsorships. With his team, however, Shane makes his greatest impact on upstate South Carolina. “I want to continue building our team, adding more transaction coordinators and loan officers,” says Shane. “We’re currently in the top 1% and that 300-meter target is simply to continue building the legacy that we have here in our communities.”

To learn more about Shane Miller, visit shanemiller.onqfinancial.com, email shane.miller@onqfinancial.com or call 864.214.3579 www.

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