Nationwide Mortgage 6-26-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

ANGELA DAVIS

JENNIFER GUERRA

GAVIN HIGASHI

MARY ANNE LONG

BILL SHARP

THOMAS STORINO

PATRICK TROMLEY

MINA YASUDA

NATIONWIDE MORTGAGE EDITION

THOMAS STORINO

ANGELA DAVIS

MARY ANNE LONG

JENNIFER GUERRA

BILL SHARP

GAVIN HIGASHI 27

PATRICK TROMLEY

MINA YASUDA

CONTENTS 4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR 9) DON'T FORGET YOUR CLOTHES 13) CREATIVE WAYS TO SAY THANK YOU

16) TRY VS. DO 21) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 24) BECOMING THE BEST OF THE BEST 26) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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THOMAS STORINO 7

THOMAS STORINO Fresh out of high school, Thomas Storino knew he wanted to pursue a career in finance. He had always had a knack for numbers, and initially fostered plans to study accounting. Then, after becoming involved with a good friend’s mortgage company, Thomas launched his career in January of 2001, and from there the rest is history. Now, Thomas has mounted a fruitful career as a mortgage lender that has spanned close to two decades, guided by his commitment to accessibility, forthrightness, and follow-through. Thomas primarily serves Midwest states that include Illinois and Indiana, but with his business and reach quickly expanding, Thomas also serves clients as far afield as Florida. He offers a wide variety of products for all types of homebuyers, including FHA, IHDA, and 1% Down, to name a few. Because Thomas’s outfit funds loans through their own resources, he and his office have the freedom to provide loan offerings that run the gamut. With a robust rate of repeat and referral business, Thomas cites his consistent accessibility as one of the key tenets of his success, staying responsive and available to his clients around the clock. Likewise, Thomas grounds each transaction with trademark integrity, serving his clients’ best interests and setting them up for long-term financial success. Because he is mindful to keep his clients’ goals at the forefront, referral business continues to roll in. With sixteen years of first-hand industry experience, Thomas is equipped with the knowledge and insight of a seasoned expert— from underwriting to account management and beyond. Utilizing his deft range of experience, Thomas confidently packages deals and closes in an average of two to three weeks—an efficiency that saves his clients precious time in a competitive market. Considering his professional relationship with real estate agent referral partners, Thomas makes a concerted effort to pair up for promotion of

open houses and listing distribution. Equipped with an in-house marketing team, print materials and direct mailers can be completed on a swift timeline, all to the benefit of the agents he works alongside. Altogether, in reflecting on what he likes most about his work, Thomas remembers a recent success with a couple who had been previously denied by five banks, but after coming to him, Thomas was ultimately able to help them close on their dream home. “I enjoy seeing the satisfaction on my client’s faces,” Thomas recounts. “My clients’ financial freedom is in my hands, and I’m committed to putting them in the best position possible.” While Thomas lends a consistent and capable hand to his clients, he is also passionate and energized by his work. “I love my job,” he says. “My license plate even says CTC—cleared to close.” Outside of the office, Thomas is avidly involved with his community of fellow mortgage and real estate professionals and consistently attends all the events he can to support his peers. Thomas is also passionate about helping rescue animals, and has adopted two pets from foster. In 2013, he was awarded Volunteer of the Year for a charity which supports juvenile burn victims. In his free hours, Thomas spends time working out and playing softball, enjoying the outdoors as much as possible. As a car enthusiast, Thomas enjoys going to car shows and just recently teamed up with All Terrain Autobody and Detail to restore his corvette. As for the future, Thomas hopes to take on mentorship role for up-and-coming loan officers, passing along his earned insight. Further down the road, Thomas has aspirations to one day open a new branch in Florida, taking on a new adventure. With sixteen years of industry experience behind him and a philosophy fixed on client-centric care, the years ahead are sure to remain bustling and bright for Thomas Storino.

To learn more about Thomas Storino NMLS #627968 at Neighborhood Loans NMLS # 22982 visit tsmtglending.com, e-mail tstorino@neighborhoodloans.com, or call 877- 826- 5554 www.

Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing. And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market. A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession. It’s about being known for being DIFFERENT in your profession.” Another misconception is that you should begin marketing before your brand is defined. For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand? In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

What is my ultimate goal? Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

Who is my ideal customer? Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

What is my point of differentiation? This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

What am I willing to be known for that is authentic to me and significant to my ideal customer? Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’. It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else. A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well. So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 10

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ANGELA DAVIS “It’s extremely gratifying to help clients through the loan process and see them walk away with the keys to a home of their own, whether they’re the ‘perfect’ buyer or whether they’ve had a few financial hiccups along the way,” says Angela Davis, a loan consultant at Caliber Home Loans. “In the end, we make it work.” Angela serves clients in the greater Naperville area, roughly 30 miles west of Chicago, offering a suite of loan products spanning beyond the conventional—portfolio, foreign national, investor programs, and more. They are even able to close loans one day out of bankruptcy, foreclosure, or short sale. Fifteen years ago, Angela’s first job in the industry started out as a short detour on an entirely different career path. In 2002, she was working as an accountant at a local hospital. Pregnant and experiencing complications, she left this position, keeping herself busy with administrative work at her sister’s mortgage company. Now she leverages her accounting background, making her an expert at breaking down tax returns and analyzing finances, to better serve her clients at Caliber Home Loans, determining which of their products best suits her clients’ needs. Her diligence and dedication to her customers has earned her respect among her peers and has led her to her company’s President’s Club as well as the Illinois Mortgage Bankers Association “Best in the Biz” award for 2016. Angela keeps her buyers informed and educated from start to finish, sending opening emails to provide a solid set of expectations and reviewing documents together. She balances this communication with a mix of personal touches—small gestures clients remember. Angela and her team send buyers moving labels for each room of their home, for example, to help them prepare for the big move. When Angela first started in the industry, she was eager to learn and cultivate her own business. Now, twelve years later, she is grateful for the opportunity and have never looked back.

“My network of realtor partners has grown simply by providing excellent service not only to my customers, but on the listing side of the transaction as well,” Angela says. Over 90 percent of her business represents purchases. “If you build a reputation based on excellence, agents will seek you out.” She verifies every document before giving someone a preapproval—she doesn’t want to go back on her promises, so wherever possible, she minimizes the likelihood of setbacks occurring further down the road. She communicates with her realtor partners on a weekly, if not daily, basis during the loan process, and throughout their relationship, she sends them small monthly gifts and checks in to see how she can help them grow and manage their business. Angela enjoys the unique differences each client presents as she knows no two customers are the same. Whether they are first time homebuyers, upgrading, downsizing, or buying a second home on the lake, she appreciates the level of trust and responsibility needed from her customers. Recently, Angela worked with a client who had approached several lenders through Zillow only to be denied due to student loans. After reviewing the paperwork, the Caliber Home Loans team came to realize the previous lenders hadn’t structured the loan properly and quickly took to fixing the mistake. It’s often clients in these unique situations Angela hears from long after a closing. “I know my underwriting guidelines,” Angela says. “If someone has a unique situation, I will help them determine exactly what to do to qualify for the mortgage.” To ensure she can continue doing so, she plans to keep her business small, managing her own team rather than an entire office. Even so, she has no plans to stop growing. When she’s not working, Angela can be found spending time with her two children, attending their football games and wrestling matches, spending time outdoors, and staying fit.

To learn more about Angela Davis, visit moderndaymortgage.com, email angela.davis@caliberhomeloans.com, or call 630-248-6078 www.

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JENNIFER GUERRA In 1997, at 19 years old, Jennifer Guerra cut her teeth in the mortgage industry as a receptionist in the servicing division at Headlands Mortgage Company in Santa Rosa, California. A small wholesale branch was housed in the center of the office. Every day as she worked, Jennifer heard originators locking in interest rates and reviewing programs with clients. The room was filled with excitement and energy, and she knew she wanted to be a part of it. In the decades since, Jennifer has held positions on the wholesale and retail side of the business, witnessing her fair share of market changes. Now, as a mortgage banker at Freedom Mortgage, she is focused on serving the communities of Sonoma and Napa County, offering some of the best loan programs and the flexibility needed to get the job done. Being a direct lender and smaller company means Jennifer can continue providing her clients with superior service while creating fewer barriers to homeownership. Freedom Mortgage has little to no overlays. They’ve found their niche in FHA, VA, and conventional loan products. “We’re always looking to help parts of the community who wouldn’t otherwise have access to homeownership,” Jennifer says. “Because we specialize in products like down payment assistance programs, we are in a better position to help that segment of the population than other lenders in the area.” Sixty percent of her business is based on repeat and referred clients, with the majority coming directly from realtors. With two large real estate offices nearby, Pacific Union and Coldwell Banker, Jennifer finds maintaining visibility with local realtors to be a simple task. Her agents have an open invitation to come see her at the office, and clients enjoy the one-stop nature of this relationship. “We will do everything we can to meet our

realtor partners’ needs,” Jennifer says. “We develop strong relationships, keep in touch regularly, and serve their clients to the best of our ability.” Throughout the course of the transaction, she remains extremely hands on, tracking the status of all loan documents, updating each party about important milestones, and above all, making sure she’s available whenever clients need her. She will attend her agents open houses and makes an effort to attend each of her signings—that’s one of her favorite parts of the job, seeing buyers walk away with the keys to their dream home. “The biggest win for me is when a borrower becomes a friend,” Jennifer says. When she’s not working, Jennifer loves to hike, watch documentaries, and read with her book club. She’s an active member of her community. She sits on the development board of the Community Child Care Council (4Cs) of Sonoma County, a nonprofit that supports access to quality childcare throughout the county, and was chosen for the Santa Rosa Chamber of Commerce’s leadership program, a selective class of 33 individuals who are given a behind-the-scenes look at local government and city services while developing a legacy project of their own. At Freedom Mortgage, Jennifer has the privilege of working alongside many of the respected colleagues she’s become close to over the years, including her husband, who is now her branch manager. She has her sights set on the future. Though she’s come a long way since her days as a receptionist, the business is no less exciting and the work no less rewarding than it was at the start. “I’m enjoying serving my clients on a deeper level,” Jennifer says. “My goal is and always will be to help more people achieve their dream of homeownership.”

To learn more about Jennifer Guerra, visit jenniferguerra.net, email jennifer.guerra@freedommortgage.com, or call 707-800-5083 www.

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 13

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GAVIN HIGASHI Gavin Higashi’s love of family, home and community are certain factors in the success of his work in title insurance and the success of the clients he represents. As a real estate industry professional for 20 years, Gavin began by earning his real estate license at the age of 18. “But I wasn’t good at it!” he jokes. “I looked like I was eight years old!” He closed more than a handful of transactions that first year before being “scooped up” by a title company to do work for their marketing team. Since joining First American Title in the Denver area six years ago, he has enjoyed the privilege of helping Colorado REALTORS® and financial institutions develop and implement solutions to meet their needs and the needs of home buyers and sellers. These Denver Metro Area professionals appreciate Gavin’s attentiveness and eagerness to share market statistics, industry knowledge and innovative thinking when helping them make title decisions. “I’m an independent rep, but my job is get to know agents and lenders, understand their needs and build trust.” Clearly, Gavin is doing a terrific job nurturing these relationships. “I’m a strong believer that you have to surround the client and provide value,” he says. “So I teach these agents to do the same thing that I do with them.” He shows them, by example, the value of always being available to meet clients’ needs, answer questions and – most of all – simply answer the phone, listen and respond. REALTORS® and lenders praise Gavin’s “superior contact management skills,” along with his “incredible work ethic” through which he “keeps promises and delivers more than expected.” While providing consultative services to REALTORS® may not be a requirement for his job, it certainly builds his credibility. “People think of title insurance as a commodity,” says Gavin. “First American as a whole is extremely strong. People keep coming back to us because we have very good closers.” Gavin has made it an important part of his career to surround himself with

the best possible closers in the title insurance business. “I’ve spent the last 10 years building relationships with the best closers and support people,” he says. “People trust me and know I’m going to do what I say I will do, and that I’ll step in on a file any time and do everything I can to quickly correct any issues.” Gavin makes a point of being present for his clients. “People know what title insurance is, but there aren’t many of us in the industry, so when I pick up the phone and I’m ready to go, they remember that. He remains top-of-mind, keeping in touch with lenders and REALTORS® on a personal level, as well. One way he puts a personality on what he does within the community is through his “Life Notes” videos. “I’m very active on social media and I produce videos about local people,” he says. Using Facebook Live, Gavin interviews a different community member each week, from business owners to baristas, asking them to share what motivates them, what gets them up in the morning and inspires them to do their best. On a dedicated Facebook page, he shares the positive, uplifting stories “Life Notes” of the Denver area community members he interviews. His “Life Notes” effort not only fortifies Gavin’s professional relationships, but ties to his personal goal of always remaining present as a community member, a husband and a father. “Any time I get to myself, I pour into my family,” says Gavin, a father of two. “I am also as financially supportive of other people’s community efforts as possible.” He donates to numerous fundraising efforts in support of others. “I am so grateful for where I am in life.” Gavin imagines a long future in the title insurance business. “The business is constantly changing and First American is growing. I allow that to fuel my long-term vision for my family, focusing on the rewarding relationships I make through my work. Those relationships help my clients, and myself, achieve our goals.”

To learn more about Gavin Higashi, visit facebook.com/GavinHigashi email ghigashi@firstam.com or call 720.402.0098 www.

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Try vs Do By Barry Eisen

“Do or do not. There is no try.” – Yoda (1977) The day is done. It seems you’ve done a million things. Everything went well. You had loads of energy and you’re stoked. Clients listened to you and acknowledged the clarity and wisdom of your suggestions. Your kids paid attention. Even the dog obeyed. Great feelings! Dawns a new day... You wake up groggy, you become a magnet for clients’ frustrations, you feel invisible, the dog spits up on the thick white rug, an associate points out a huge stain on your shirt, a selling appointment cancels and it’s not even 10:00 AM. Know what you are? Normal. Look around and you will find a lot of normal. Stuff happens to us all. To some, who seem to attract more stuff than the rest (something to be said about selffulfilling prophecies) the distractions feel overwhelming and continuous. Some try their best to turn the tide. Trying doesn’t work. Doing does. Effort is appreciated, but accomplishment creates the lifestyle and is a lot more satisfying. 16

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We use the word often and teach our kids to try hard. Think of what the concept of “trying” implies. We are telling ourselves to make the effort. But how often do we confuse effort and activity with accomplishment? Is it not our egos protecting ourselves from the perceived agony of failure by saying...you don’t have to do what it takes, just appreciate the effort. It’s kinda like the controversy raging on today about all kids getting trophies for participating in a competition, even if they came in last place. Maybe rewards for the little ones keep them engaged, but the reality of life for most adults is about accomplishing, not efforting.

Some try their best to turn the tide. One of the surest ways to become a victim is to try. Trying doesn’t When we commit to trying something and fall short work. Doing oftoadosuccess, we can always claim “ I tried.” Even in failure does. we can claim victory as we achieved what we committed to... I tried! Be careful of the words you use as they become converted into action. As in sports, good effort is appreciated, but the ones who want it more generally prevail. They call it Scoreboard.

The “doer” is the person who takes the bigger risk of making the extra effort. Without the risk to continue and create a victory, you create “normal.” It’s safe but unsatisfying. And worse yet, this settling for the lazy way out develops into whining, excuse making, low energy, irritability and much more. Do what’s right, not what’s easy. The best of your intentions won’t create a better relationship, clean up the planet or make you more money. Top Agent Magazine

7 DO’s to make a difference:

1 2

Leave every part of your day with a positive accomplishment (even a small one).

In every endeavor, act AS IF you were already successful and capable. Show yourself what you CAN DO.

Do what’s right, not what’s easy.

Read or listen to positive books or recordings at least 30 minutes each day-spend as much time with personal development as you do growing your business. Look for and apply the lessons that feel right.

Write out your to-do list every night before you go to sleep, whether you feel like it or not and prioritize it. Let it guide you to better decisions during your day.

Create a Value Added mindset that allows you to under promise and over deliver. That unexpected extra personal touch, that personalized attention, that piece of humanity, the extra door you knock, the thank you, please, your welcome can put you over the top. It is usually the little things that make a difference.

Develop strong enough “whys” and the “hows” answer themselves. Dig deeper than just an amount of money. Money doesn’t motivate. Figure out what moves you and your focus will become laser-like.

Follow through and do it not because you “have to,” but because you “get to.” Play, have fun, lighten up and shine. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Copyright©, 2016 Barry Eisen. All rights reserved.

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MARY ANNE LONG After twenty successful years in the banking and finance industry, two and a half year ago, Mary Anne Long decided to shift gears slightly when she became a loan officer. “A woman I knew kept telling me how great I would be as a loan officer, and was encouraging me to come work with her. I was a bit nervous about leaving my job to go into something that was commission based, but I took the leap and it’s worked out perfectly. I couldn’t be happier with my decision.” Mary Anne quickly became one of the most in demand loan officers in Maryland and the surrounding areas and is currently with FitzGerald Financial Group, a hometown mortgage company. FitzGerald Financial Group shares Mary Anne’s business philosophy of providing an unsurpassed level of customer service that is personalized to the individual needs of each client. They offer affordable loans and quick processing, all achieved by focusing on providing unmatched levels of communication. Mary Anne specializes in FHA, Conventional, VA, 203(k), and USDA loans as well as Construction/Perm loans, and the CDA Maryland Mortgage Program. She also participates in First Home Buyer Grants, Hero’s/ Community Partners Grants and Veterans Grants. One of the ways Mary Anne has set herself apart, is with her hands on approach to the business.”I start off by always setting proper expectations, I’m open and honest upfront about what lies ahead. If issues arise, I don’t put my head in the sand. I address things as soon

as possible and get problems resolved quickly. I talk my clients through the entire process, from start to finish. A lot of people can find the loan side of the home buying process to be unnerving and stressful. I try and educate them so they have a clear idea of what’s happening and can see the positive aspects of the process. My goal is to have clients walk away from the experience happy and surprised that it wasn’t as bad as they thought it was going to be.” A 35-year resident of the Baltimore area, Mary Anne is an active member of the Catonsville Chamber of Commerce and the Elkridge Rotary Club, and coaches the Catonsville Girls Travel Basketball team. When she’s not hard at work for her clients, Mary Anne enjoys spending time with her family, watching sports, and socializing with her friends. The sky is truly the limit for Mary Anne. In her relatively brief time in the industry she has already been honored as an outstanding producer, and with the tools and support that her company offers her, she is sure to have many more years of success ahead. “What I love about this industry is that you really are rewarded for your hard work. I want to continue to educate myself so I can work smarter not harder, and just continue to grow and be the best I can be in order to best serve my clients. There’s nothing I love more than seeing a person get the keys to their new home, and the smile they have on their face after achieving the American Dream homeownership. It’s a wonderful feeling to know that I helped them reach that point. I feel very fortunate.”

To learn more about Mary Anne Long call 443-275-1135 or email MaryAnne.Long@fitzgeraldfinancial.net Top Agent Magazine

BILL SHARP Although he is now one of the most respected names in the real estate industry, initially Bill Sharp had a completely different career in mind. He was a Division 1 tennis player in college who began working as a successful tennis pro upon graduation. When deciding to enter the business world, Bill’s father who was a real estate investor, offered Bill to join the family business and the rest was history. Encouraged by his father, Bill took the bold step of creating and operating Sharp Mortgages, Inc.

clients, that is very hands on. I also share my knowledge with my Realtor® partners, keeping them informed on any and all industry changes. The more educated everyone is on the process, the better it is for the everyone.”

Bill’s passion for learning and adapting to a constantly changing market inspired him to build up an expertise in all aspects of the real estate business. He became real estate broker, as well as a licensed title agent, eventually going on to create Jacksonville Title and Trust, LLC and Exit One Stop Realty. With his comprehensive knowledge of real estate, Bill can offer his clients and referral partners a distinct advantage that is unique in the industry. For the past 28 years, Sharp Mortgages has been one of the premiere correspondent lenders in the Northeast Florida marketplace. Sharp Mortgages has a team of experienced mortgage professionals and offers all types of mortgage loans. “We do a lot of things out of the ordinary, such as loans for people just out of bankruptcy. We also have the ability to help borrowers with income documentation issues. We can do things other mortgage lenders can’t, and we do it all well.” Sharp Mortgages has earned a reputation in the business for providing an unsurpassed level of customer service, something that has earned them a remarkably high rate of repeat and referral business. “Because of my wide range of experience, I’m able to advise people on all aspects of a transaction, which leads to a loan process that is virtually seamless. We take an educational approach with our

Sharp Mortgages takes pride in their reputation for operating their business with the utmost integrity. “We offer our clients and Realtor® partners open and honest communication from the first meeting. Because of our experience, we’re able to identify situations that might present a problem down the line and bring them to the surface so that everyone is aware of them and we can come up with solutions. If you don’t do a thorough job from the beginning, that trickles down, and everyone feels the pain. Referral partners like doing business with us because they know we give them straight answers upfront and no run around.” Bill believes strongly in giving back to his community. Seven years ago he organized an annual tennis tournament called Serving Up a Cure, now a 501c3, that has raised $180,000 for local cancer charities. Through his achievements with Serving Up a Cure, Bill was named the 2016 Northeast Florida association of Realtors® Humanitarian of the Year Award. He was also recently honored to serve on the Board of Directors for the Mayo Clinic’s Gabriel House. Bill would like to continue to see his business grow, offering even more people the above and beyond service that Sharp Mortgages has become known for. “People are not just a number to us. We become their advisors, and guide them through the process every step of the way. I know that people can go anywhere, so I’m honored that they chose us. I feel very lucky that I get to use my skills and talent to help people achieve their real estate goals. It’s a very rewarding career.”

To learn more about Bill Sharp NMLS #155481 and Sharp Mortgage call 904-997- 1093, email bill@sharpmortgages.com or visit sharpmortgages.com www.

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

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

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PATRICK TROMLEY High touch, high service. For Patrick Tromley, that’s what the mortgage business is all about. They don’t come more genuine, or more effective, than he is. “I try to approach my business the same way Nordstrom approaches its retail business,” he says, “by building trust upfront. I like to meet my clients in person, and if that’s not possible, I’ll videoconference or Skype with them so they can see who they’re working with. It makes the transaction more personal.” Skyline Home Loans, a direct lender, offers more than 100 products, and Patrick and his team, TeamTromley, work together to make all options available to clients. His referral rate, about 85 percent (60 percent of which comes from Realtor partners), testifies to his exceptional service. “Everybody focuses on rates,” he says, “and they’re important, but getting the loan closed is more important. My team understands that if we don’t provide that level of service, borrowers have other options. They’ll go to somebody else who can close the loan.” Once the process is underway, Patrick sends regular video updates to everyone involved, including his referral partners, to keep it transparent. “It leads to happy people, happy borrowers,” he says. He’s diligent about staying in touch after the transaction closes. An automated CRM system touches past clients quarterly or semi-annually, and Patrick calls three times a year to make sure the plan he put in place is still the best one for their needs. If it isn’t, he’ll modify it to fall in line with their overall financial plan. “Those calls are very important,” he says. “We try to provide personalized mortgage strategies that fit our clients’

long-term goals. Life events can change those goals or timelines. We want to put them in the best position possible.” Reaching out to Realtors is important to Patrick too. Unlike many referral relationships that are a one-way street, he brings excellent value to his partners through affinity lending, a real estate assistance program he sets up for employers, associations, clubs and unions. “Employees and members gain a financial education, the employer incurs no cost, and the program is 100 percent voluntary,” Patrick says. “It seems to be very well received, because we’re increasing employee retention and productivity, decreasing turnover, and employees see that their company has a vested interest in their life outside work.” The program piques the interest of Realtors, because it offers a bigger picture than just one or two deals. Patrick currently has a prospect pool of roughly 65,000 from relationships he’s established through these organizations. Patrick grew up in San Diego, went to college here, and lives here with his wife and three young children. His mother is in the mortgage industry (which is how he gravitated towards it), his wife is a former broker and her father is a broker. While his clients come from all over southern California, he loves serving his hometown and can’t see himself ever leaving this business. “It would be hard for me to find another profession where you can have such a huge impact on somebody’s life,” he says. “You get big hugs, happy people and a lot of smiles.” He’s looking forward to the steady growth of his business and expanding the real estate assistance program. Down the road, a branch manager role will enable him to broaden TeamTromley’s reach by providing its real estate assistance program to the majority of California companies. “The most important thing is to continue offering a solid level of service and become the Nordstrom of mortgage lending,” he says. “We work toward that with every deal, every day.”

For more information about Patrick M. Tromley of Skyline Home Loans (NMLS # 1479448), San Diego, California, please visit teamtromley.com, call 619.913.8860 or email ptromley@skylinehomeloans.com www.

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Becoming the Best of the Best By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge Top Agent Magazine

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty. Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards. Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved. 25

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 consideration 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 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 26

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 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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MINA YASUDA Mina Yasuda actually got started in the mortgage business while she was still attending UC Irvine, where she was majoring in business and economics. It was during that period that she was surprised to discover she had a true passion for the industry. “I had always assumed I would be climbing up the corporate ladder in some way. But my manager at Sierra Pacific Mortgage really became a mentor to me. He started asking me what my passions were, and I realized that helping people and building relationships was what I wanted to do with my life and career. The mortgage industry was the perfect way to combine those desires with my expertise in business and finance and I’ve been enjoying it ever since.” Mina’s passion and hard work paid off and after just four months originating, she closed a remarkable $1.3 million. Although she has only been originating on her own for a few years, she has already become one of the most in-demand mortgage professionals working in the lucrative Orange County market. Mina has been with Sierra Pacific Mortgage, a direct lender, since the start. She primarily serves the Orange County area, as well as working as an in-house lender in Whittier.

personal cell phone number and they can call or text me anytime. I want them to know I’m here for them, even after the active transaction is closed.” Mina is an active member of her community and can often be seen out and about, meeting and networking with referral partners, cementing her long term relationships and building new ones. When she isn’t working, Mina enjoys billiards, playing classical guitar, and de-stressing by riding longboard down by the beach. Mina couldn’t be more thrilled with how far she’s come in such a short time, and wants to continue to grow her business and possibly start her own team in the near future. ”One of the best compliments I can receive is when a Realtor® tells me that they know when they work with me, they can be confident that everything will go smoothly. Buying a home can be a stressful time, and I always try to do what I can to keep things fun during the process. I work a lot, but I choose that because I love what I do so much. The great thing about this career is that you get rewarded for hard work. So it’s a win/win. Clients are happy, my referral partners are happy, and when that happens, so am I.”

Key to Mina’s success has been her focus on providing an unsurpassed level of communication, as well as operating herself with complete transparency, which has allowed her to build a high level of trust with her clients and referral partners. Another thing Mina prides herself on has been her ability to incorporate technology into her business, while still maintaining a personal touch.”I use the technology to streamline the process and increase efficiency. Although I’ve used technology with great success, I still place a lot of value on old fashioned things like meeting in person and speaking on the phone, which I think helps build credibility and trust. I give everyone I work with my Top Agent Magazine

To learn more about

MINA YASUDA

call 310 - 987- 2393 email mina.yasuda@spmc.com or visit www.minayasuda.myhome hq.biz Copyright Top Agent Magazine 27

mailto:mag@topagentmagazine.com

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