Nationwide Mortgage 6-4-18 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS and Up Your Productivity

ALEX SANCHEZ COVER STORY

Business Growth Hack: ABSORB YOUR CLIENTSâ&#x20AC;&#x2122; STRESS! WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line 8 Tips On Using Disruptive Thinking to IMPROVE INNOVATION

TOP MORTGAGE LENDERS

GUY BENJAMIN BRIAN BERMAN MARGO KROGULSKI & MARISSA FRENCH SUSAN OBERBILLIG ROBERT PADRON TED PAPPAS

NATIONWIDE MORTGAGE EDITION

GUY BENJAMIN

partners that I work with have similar valu Guy Benjamin began his mortgage career in 15in working 19 so they are attracted to that.” 1987. He was originally interested in real estate, but when he interviewed brokers To keep in touch with past clients, Guy reach to find out more about that career path, they out via email. He sends out annual reviews a cited their number one “pain point” as a dearth calls each year on clients’ loan anniversar of good lenders. Inspired by industrialist Henry to check in. He also calls past clients on th Kaiser’s famous quote, “Find a need and fill birthdays, and meets them occasionally for c it,” Guy decided he’d become a lender himself. fee. He’s active in the local realtor associat Thirty-one years later, Guy is a leading expert and enjoys running into past clients at real in lending in the Bay Area. He’s currently a association events. producing branch manager with Fairway Independent Mortgage, both leading a team and executing the ALEX SANCHEZ BRIAN BERMAN GUY BENJAMIN Guy’s favorite part of the job is to attend the loan signin bulk of the loan volume at the branch. Guy is licensed in at the very end of the transaction. “That’s a moment of r five states, with his primary focus in the San Francisco Bay his first childplace arrived, Pappas ready and competence. On avera a moment of great satisfact Area. Most ofWhen histhework takes in Ted Solano andwas Contra How did Susan Oberbillig become a mortgage best mortgage solutions, which the customerjoy for the client, and it’s ence a transition to a career keep him to 140 loansheannually, withislas 23trusted loan 25 for can 26 that experience,” says. Guy v Costa counties. industry expert, and one of the most then evaluate.” As athat’d way to share herclose industryto me to be part of 29 to home—while tapping his skillset and knack roughly $33 million in volume officers in Denver? Susan graduated from UCLA expertise, Susan has launched Mortgage Moxie,involved in the community. He’s active at his local chur for sales. He’d always had a love for people and plish this feat, Ted prioritizes a in 1986. She’d planned to go to law school, but a free,Mortgage online mortgage help desk and resourcewhich hePadron helped found years ago.and “Our average Fairway Independent is the fourth largest Inretail 2002, Robert took 26 a job with Given hisSund p a desire to serve others, so when the mortgage education an unflagging wo was newly married and expecting a baby. Her center. “The intention of Mortgage Moxie is to attendance is now 1,100 people,” he says. “It’s a abig lender by volume in the United States, yet maintains a culindustry came calling, it was a natural fit. That estate title company in Florida, good memory and I spend lot a real mortgage bupo Finance professor suggested she consider a provide mortgage loan support to bothof my life.” He’s a member ofpouring the local chamber of coh ture of being of service toonline people. “We like to has say: ‘We are was back in 2004, and today Ted carved out over guidelines,” not knowing that such a job and would communities career in mortgage and real estate. She decided to the Professional and the consumer, so that gro the business ofanloans, but that’s not our why. Our Beside why is to moremerce, and chairs the committee impressive career and enterprise. his gent infor mytheir worknetworking because I respe peak interest“I for lifelong career. of Hg follow his advice. After a couple of years workloansapartner, can be Scott closed in support ofGuy the consumer. also alook for opportunities to ciation sponsor and help people and make difference in their lives,” says. business Wallace, they’ve forged anhis BizNet. goals, and how much their fami ing as both a mortgage loan officer and real estate We are yourfixed virtual mortgage support partner!” “I was 18 at to thethetime and was dealing presence under theloans. banner of American on them possible,” throughassociations thishe process.” back community whenever says. HO His niche has intrepid always been rate “Even in the agent, she realized her true interest lay with mortSecurity Equipped with fourteen yearsmortgage believer in teamwork, andth h a devotee of the Generous Living lifestyle. “It’s a lifest early 2000s, when myMortgage. competitors were going crazywith with professionals onbig a daily possible to gage financing. Since that time, she’s worked When successfully purchased a of experience, Ted hashave built a steadfast reputation ness partner, team,Soand referra where you give of yourself in all aspects. that mea sub-prime loans, I was her stillclients putting people into fixed rate basis,” says Robert, who currently the principles of straightforward communicaeffort it takes to mak exclusively as a mortgage professional. “Morthome, reach out to Susan to let herI’m generous with my time;cumulative I’m generous with mystill expert loans.” He alsoonoffers thethey fulloften gamut of programs including manages two South Florida branches While ru MARGO KROGULSKI OBERBILLIG ROBERT PADRON TED PAPPAS tion, miss due diligence, and people-centric service. a reality. “We have a great team gage is my heart,” she says, “because I feel I can getSUSAN really close know that they speaking with her every day. In fact, Susanand talents; and I’m generous with my treasures,” he sa jumbo products and bank statement programs. involved in theto process,” he ex Financial, Inc. “I was interested open more to my clients affect profound change by structuring a good develops such strong relationships with clients andof her1st referral &and MARISSA FRENCH “God has blessed me abundantly and it’s my responsibil Serving the states of to South Carolina, and Virginia, village get a started loan done on ownership time, and we to ha loan for them, on one of the largest investments that they will partners that it’s easy for her stayCarolina, in touch.North She in reaches whatout they were doingto and to useMortthose blessings to give back.” In hisat free Over 95% of Guy’s business comes from repeatofand referTed serves as the Branch Manager American Security We’re professional, we’re good whattime, we d ever purchase.” She’s now been in the business for thirty years, by phone, email and social media, and meets withasking clients and questions.” By 2003, he was a into central lovesforces spending time with his have wife to and being the waaa ral clients. “Sixty-five percent of my business comes from Fort Millaoffice. and his partnerShe joined have fun. I also credit thenear incredible and is President of Paragon Mortgage Services. colleaguesgage’s in person for cup ofTed coffee andbusiness to catch licensed mortgage broker andup. has He prided himself a very high “Even when and his wife areon also avid Giants fans and enjoy watb realtors,” he said. “The restago comes from financial advisers Igrown eleven years and in the time since, they’ve considerpartners that I work with. Oftentimes, they uses an advanced customer management tool to share helpably. Today, they head awho tightknit, talented team that includes two together. referral partners—they become friends. Togeth ing baseball For the future, Guy plans to embra have a relationship with, or people know me or know rate of closed loans. who does ma Susan works with a variety of lenders and can secure a wide ful information with her clients including: what their home is assistants, a closing coordinator, two processors, andthe a full-time of people on theto path homeownership, significantlot changes coming thetoindustry. “Technolo within community,” explains.their What keepsShe hissends tioning withan range of traditional loans, as well as reverse mortgages, andof me worth andthe ideas on how to he maximize equity. consultant to keep all aspects their abusiness on a steady upward media rewarding to work together.” and are ourisbusiness,” he discon says. G realtor referrals coming back atofsuch high rate? bank statement loans to support those who are self-employed.clients fun,and high value postcards might from the a social “If a that loan comes intoanything our office, probability of changing it closing if you trajectory. What’s more, theirinclude operates repeat to being is dedicated a first-adopter of new technologies a it comes down to a core value I business have which is toon 100% She also offers renovation loans for those who want to both“I think Bronco schedule to a “buy one, get one free” offer. very high,”testament says Robert, whotooffers a complete array of mortconnected and referral clientele—a to their ability deliver results it comes giving back, Ted partnersasw systems, and When to growing histobusiness around internet pl every single day in someone’s life,” purchase and renovate a property. As a result of the amazingtry to be the difference and maintain relationships forthrough the long-term. At the core ofa his teamlender. to support the community through gage products 1st Financial, direct Because nizes thatloca wh forms. With his integrity and industry expertise, he’s sure he says. “That’s not about a transaction. It’s about trying service she provides, a staggering 100% of Susan’s clients What’s herpractice, favoriteTed part of communication, the job? “I like forthrightness, being able to and helpknowledge and sponsorships. In his remaining free cites hours of his success rate and his thorough communication, nearly all “I love what in those innovative endeavors! sure that always do thethe thing. The referral come from repeat and referral customers. Most of her referralsto make my clients evaluate and drivers select best mortgage loan, in order as theI leading ofright his success to date. “I’ve got asucceed successful going boating out on the lake with his three c of God Robert’s business comes by way of the clientwater referrals and his out around them the getcampf a ho come from realtors, financial planners and past clients. What for them to confidently purchase one of most business that has blessed methe with, but important I didn’t reinvent skiing, and hanging ® keeps her clients coming back and enthusiastically spreading financial investments, their takes somebody with theback to wheel,” Ted says. home. “One ofIt the reasons clients come and loved ones. avail. us“I make myself strong relationships with REALTORS ®Myand is because I’m honest with people. clients the word about Susan to their sphere of influence? “I provide a skill to know the various available loan products, the inter-and To out more about Guy Benjamin able tofind REALTORS to colleagues get their clients preapproved prior, to knowtothat I will honest about their and and the quality of Looking ahead, Ted shows no signs of slowin combination of great pricing, vast mortgage product offerings, personal skills really bebe able to connect withoptions the client them showing houses,” he says. “And I’m there for them ifmillion him via email at guyb@fairwaymc.com phone - 246 - 0949. I also enjoy walking through every personal best ofat $70707 in volume in th timely communication and dedicated customer service,” she contact understandtheir theirdeal. goals and objectives. Itpeople is a true honor andstep of the oraby they call, no matter what time it is.” Robert is known among process. I remember what it was like to purchase my first home; continuing to coach and mentor up-and-comin says. “I like the flexibility of being a mortgage broker because privilege to be part of their journey,” she says. can also him out at ® I wasYou so frustrated with thecheck process and feltpartners like I online didn’tfor undersionals looking climb the ranks. He also has his REALTOR referral his guybenjamin.com strength in toanticiwe have so many different sources. That means we can shop not of issues what wasthat going on. I never clients to scenario. talented members to hisa team and continue to only for the best price, but also for the best service level deliv- Susan is a stand Boardthe ofdetails Director member of the Colorado Associpating may arisewant withmyany loan “When endure that stress or confusion, so I spend my time talking them lative standard of care his clientele have come ery and customer care. In the end, the client benefits because ation of Mortgage Professionals and has been recognized as a their client’s financing in thewhile, hands of focus a profesthrough itrealtor so they knows can feel confident about what they’re is doing. Ted’s remains squarely on the ma Copyright Top Agent Magazi we can really take our time in finding out what the right finan- Top Mortgage Professional inthey Denver byfocus 5280, on Denver’s Mile sional,this can more because they know For most people, is the biggest investment of business their lifetime. owners he works hardthe to serve. “They say that if cial source will be for them. It also means that if we can’t get High Magazine. In her cherished free time, she loves to spend They’re excited and there’s aget lot at stake. I do what I can to tell do, you’ll never work a day in your life. Well, I financing will done.” the job done at one bank, we can always flip the loan to another time with her family and friends. For the future, she wants to them up front: here are our obstacles, here is how we can over- that saying isn’t quite true. I put hard effort into lender. We truly support the consumer.” It’s that sort of deter- continue tocome nurture with her expanding clientyears, I’ve I do love it. If you want to succeed and last in them,relationships and here’s what we need to do. In fourteen love theclients, finance but that I also enjoy have the torelationships mination and problem solving that makes her clients so loyal. base. With rarely her dedication to her she’s aspect, sure to make been“Iwrong.” be motivated byI your love for helping “We are ultimately a consumer advocate and are able to present dream a reality! reflects. “With every loan build with my borrowers and my referral partners,” he says. In closing, a client, fam

ALEX SANCHEZ

TED PAPPAS

SUSAN OBERBILLIG

ROBERT PADRON

CONTENTS

4) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

18) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

13) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE

21) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

17) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

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27) 5 REASONS WHY YOU NEED A MENTOR

In addition to his focus on clients’ lasting financial wellbeing,

depending on me to keep my word. When a de

fact, Robert’s people skills earned him a spot on the 2017 Top Phone 888-461-3930 | Fax 310-751-7068 Ted also has a track record that speaks to his level of experi- the way it should be—it’s an amazing feeling.” 50 her Most-Connected professionals by NMP. “I’ve been To find out more about Susan Oberbillig, contact via phonemortgage at

very active in the Florida Association of Mortgage Professionals mag@topagentmagazine.com www.topagentmagazine.com 303.886.7708 mobile or by email| at Susan@Paragon-Loans.com.

and was President ofTo thelearn Miamimore Chapterabout in 2017.” is also TedHePappas or consent her outinonline at Paragon-Loans.com No portion ofYou thiscan issuealso may check be reproduced any manner whatsoever without prior of the publisher. Top Agent Magazine very active on social media, sharing his knowledge and updates https://www.facebook.com email TPappas@1asmc.com, call (803) 547 – 8467, or visit his Facebook p onare thetaken changes of the mortgage industry. “And I reach out on a MortgageMoxie.com take a look at herPublications new endeavor Moxie at is published by Feature GA, Inc.Mortgage Although precautions to ensure the accuracy of published materials, 30-day, or 60-day, 90-daybywith my borrowers after closing to Top Agent Magazine cannot be held responsible for opinions expressed facts and supplied its authors. To subscribe or change Copyright Top A ensure they’re situated and everything is going as expected with address, send inquiry to mag@topagentmagazine.com. Published in the U.S. Top Agent Magazine Copyright www.

www.

their mortgage.” He then connects annually on the anniversary of each closing or home purchase. “And with my REALTORS®, it’s a matter of being with them and making sure they’re happy, helping at open houses or anything that I can do to help them Topbusiness.” Agent Magazine with their business. After all, their business is my Robert adds that the most rewarding interactions happen at the

To le

mailto:mag@topagentmagazine.com

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 4

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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ALEX SANCHEZ

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C 8 opyright Top Agent Magazine

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ALEX SANCHEZ

New Jersey mortgage specialist Alex Sanchez is a top producer at America's Mortgage Lender, where he’s worked for two years. But Alexis doesn’t consider what he does work. “I really love this business. I wake up in the morning and just walking into the office I’m already pumped and happy knowing that people depend on you - without a mortgage you can’t get into a house.”

Working in New Jersey, Alex primarily serves Union County and the suburban central region of the state. While Alex handles all types of transactions, he specializes in working with first time buyers and streamlining mortgages for current home owners. “I also work with home owners who want to consolidate their debt through refinance, and with those who purchased and now qualify to eliminate mortgage insurance.”

Alex entered the mortgage finance business in 1999, inspired by his brother who was already working in the industry. “I decided to join CitiMortgage, but as I’d had no prior education in finance, they didn’t take me on as a loan officer immediately. To get my foot in the door they had me joined a pilot program setting appointments for veteran loan officers. The idea was that if I survived a year in an aggressive sales environment, they would consider me for a loan officer position,” he explains. “That was the toughest year of my career, but it was great training. Now my phone skills and persistence is one of the primary ways I build my business.” His clients often comment on his customer service. “My clients are the Buyers, (Buying & Selling) Real-estate agents & Attorneys, In every transaction I have five clients I call with mortgage updates and 80% of the time once the deal is close they become my referral partners.

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Alex feels that what his clients most remember and appreciate is the fact that he stays in touch with them, as well as his honesty. “I don’t sugar coat things. I say what I do and I do what I say! I honestly tell them what’s going to happen, I meet their expectations and I deliver” He follows a strict schedule of calls to strengthen his relationships. “On Monday, I’ll call my REALTORS® to see if they have buyers that need Copyright Top Agent Magazine 10

to pre-approve, or need any other assistance. Tuesday is devoted to updating all my existing clients. On Wednesdays, I call my pre-approvals, and see how they’re doing on their house search. Thursday calls are to past clients; I always check in on their first payment date, six months, and one year from their closing, to see if they need any referrals on home repairs, are looking to refinance and possibly eliminate mortgage insurance. And on Fridays I call any Top Agent Magazine

leads I’ve acquired over the course of the week,” Alex says, “After all, it’s not about who has the best rate or program in the mortgage industry. Everyone has the same programs essentially, what sets me apart is that I work very hard at strengthening my relationships through persistent follow up and service.” Alex has a personal philosophy that he’s written and posts on his website, Top Agent Magazine

it reads: “Your home is one of your most important investments! When you choose a mortgage real estate professional to help you purchase or refinance a home, you are making a crucial decision. My experience has given me great insight and empathy into the challenges of home ownership. I have been described by customers and clients as knowledgeable, persistent and as an excellent negotiator with boundless energy and enthusiasm. Copyright Top Agent Magazine 11

He’s committed to helping his community as well as his clients, participating actively in his church, Evangel Assemblies of God, performing charity work for families outside of the U.S. through the Lions Club, and working through the YMCA with blind children. “I annually work in a Thanksgiving event, serving food, talking to them. These kids can’t see a football game, but they listen to the games, and they absolutely love it if you sit down with them and just talk about it.”

In working with me, you can be confident that the entire process of home buying will be professional and efficient. My mortgage career is based upon the founding principles of America's Mortgage Lender Core Values: integrity, honesty and unwavering commitment to professionalism.”

Alex loves football himself. “I come from a large family, and usually on Sunday afternoons my mom and dad, my siblings, my girlfriend and I, one of our favorite activities is to get together as a family, eat, and watch a Giants game.” He also enjoys going to the theater and dining out with his girlfriend. He says he considers himself fortunate to work in the lending industry. “It’s a challenge, it makes me feel great to help people.”

To learn more about Alex Sanchez of America's Mortgage Lender, email Alex at alexisdsanchez1@gmail.com, or call (908) 414-8253 Copyright Top Agent Magazine 12

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 14

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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BRIAN BERMAN

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BRIAN BERMAN In 2004, after graduating from Bentley College with a degree in Economics, Brian Berman decided he was interested in pursuing something in the real estate field. He initially thought he would be an investor or developer, but then he had a fateful meeting with someone in the mortgage industry. “He told me I could set my own hours, make a good living, while at the same time, help people make important life decisions. That really appealed to me. I obviously love this industry, because after 15 years, I still look forward to meeting with clients and helping them solve problems.” Brian started his own company, Mortgage Atlanta, in 2009 and the Company quickly became one of the most trusted and award-winning boutique direct lenders in the state of Georgia. Brian currently leads a small team, which includes three assistants that help streamline transactions and assure closings happen on time. They also spend a great deal of time maintaining relationships with past clients and referral partners.

whom are the top producing agents in the area. One of the key reasons Brian has been able to build and maintain strong relationships is the level of communication he offers everyone who works with him. “We have a CRM system setup that gives start to finish communication to everyone throughout the entire process, no one is ever left in the dark. Every Tuesday we also have an update call to every person on the transaction. People really appreciate that aspect of our service.” When he isn’t working, Brian enjoys spending time with his family. He’s also a huge Atlanta Falcons fan. His whole office is decorated with his Falcon’s memorabilia collection. Brian has big plans for the future. He would like to continue to grow his business, bringing on more highly trained mortgage professionals, so he can make his goal of reaching over 100 million in volume in the next two years. His long-term goal is to make Mortgage Atlanta the number one small private mortgage company in Georgia. “I want to grow, but I never want to be too big that I’m out of touch. I still want to talk to every person who comes in the door. I think that’s important.”

Although Brian excels in all types of loans, he really takes pride in working with Veterans. “That’s a real passion of mine. Getting anyone into a home is a great accomplishment, but when you help a Veteran, it’s just a little bit more special to me. I’m a numbers guy, so I love putting the deal together. I’m always trying to figure out what makes sense for each borrower. You can’t just go by lowest rate. I give every client at least three options. I want them to have all the information so together, we can truly find the best deal for their specific situation.” Since starting Mortgage Atlanta 11 years ago, Brian has only had one loan that didn’t close on time, a remarkable feat. For the past three years, Brian has been named to Atlanta Agent Magazine’s Who’s Who, and for the past two years he’s been named one of the top 100 people in the real estate industry by the Mortgage Professionals of America Magazine. After joining the Georgia Mortgage Bankers and Atlanta Mortgage Bankers Associations in 2016, he has earned both the Platinum and Diamond Awards; two of the highest honors in the association. Throughout his career, Brian has built strong relationships with his Realtor® partners, some of 16

To learn more about Brian Berman and Mortgage Atlanta, LLC call (678) 564 - 1522, email bberman@mortgage-atlanta.com, or visit Mortgage-Atlanta.com www.

Mortgage Atlanta, LLC 601 Woodlawn Drive, Suite 340, Marietta GA 30067 GRMA # 24383, Georgia Residential Mortgage Licensee # 24081 NMLS Company License # 184273 NMLS Loan Originators License # 184320 Copyright Top Top Agent Agent Magazine Magazine

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 Top Agent Magazine

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

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

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

1. TAKE RISKS

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

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GUY BENJAMIN Guy Benjamin began his mortgage career in 1987. He was originally interested in working in real estate, but when he interviewed brokers to find out more about that career path, they cited their number one “pain point” as a dearth of good lenders. Inspired by industrialist Henry Kaiser’s famous quote, “Find a need and fill it,” Guy decided he’d become a lender himself. Thirty-one years later, Guy is a leading expert in lending in the Bay Area. He’s currently a producing branch manager with Fairway Independent Mortgage, both leading a team and executing the bulk of the loan volume at the branch. Guy is licensed in five states, with his primary focus in the San Francisco Bay Area. Most of his work takes place in Solano and Contra Costa counties. Fairway Independent Mortgage is the fourth largest retail lender by volume in the United States, yet maintains a culture of being of service to people. “We like to say: ‘We are the business of loans, but that’s not our why. Our why is to help people and make a difference in their lives,” Guy says. His niche has always been fixed rate loans. “Even in the early 2000s, when my competitors were going crazy with sub-prime loans, I was still putting people into fixed rate loans.” He also offers the full gamut of programs including jumbo products and bank statement programs. Over 95% of Guy’s business comes from repeat and referral clients. “Sixty-five percent of my business comes from realtors,” he said. “The rest comes from financial advisers I have a relationship with, or people who know me or know of me within the community,” he explains. What keeps his clients and realtor referrals coming back at such a high rate? “I think it comes down to a core value I have which is to try to be the difference every single day in someone’s life,” he says. “That’s not about a transaction. It’s about trying to make sure that I always do the right thing. The referral

partners that I work with have similar values, so they are attracted to that.” To keep in touch with past clients, Guy reaches out via email. He sends out annual reviews and calls each year on clients’ loan anniversaries to check in. He also calls past clients on their birthdays, and meets them occasionally for coffee. He’s active in the local realtor association and enjoys running into past clients at realtor association events. Guy’s favorite part of the job is to attend the loan signings at the very end of the transaction. “That’s a moment of real joy for the client, and it’s a moment of great satisfaction to me to be part of that experience,” he says. Guy is very involved in the community. He’s active at his local church, which he helped found 26 years ago. “Our average Sunday attendance is now 1,100 people,” he says. “It’s a big part of my life.” He’s a member of the local chamber of commerce, and chairs the committee for their networking group, BizNet. “I also look for opportunities to sponsor and give back to the community whenever possible,” he says. He’s a devotee of the Generous Living lifestyle. “It’s a lifestyle where you give of yourself in all aspects. So that means I’m generous with my time; I’m generous with my expertise and talents; and I’m generous with my treasures,” he says. “God has blessed me abundantly and it’s my responsibility to use those blessings to give back.” In his free time, he loves spending time with his wife and being near the water. He and his wife are also avid Giants fans and enjoy watching baseball together. For the future, Guy plans to embrace the significant changes coming to the industry. “Technology and social media are changing our business,” he says. Guy is dedicated to being a first-adopter of new technologies and systems, and to growing his business around internet platforms. With his integrity and industry expertise, he’s sure to succeed in those innovative endeavors!

To find out more about Guy Benjamin, contact him via email at guyb@fairwaymc.com or by phone at 707 - 246 - 0949. You can also check him out online at guybenjamin.com http://

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 20

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

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. 22

Mute social media notifications and create dedicated check-in times instead. Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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MARGO KROGULSKI & MARISSA FRENCH Marissa French and Margo Krogulski have been working together in the mortgage industry for sixteen years. Under the banner of Peoples Home Equity, they each honed their skills in all things lending and set out to launch their own branch four years ago, applying all the lessons they’d learned along the way. Since then, their success has been swift. From four team members on staff to today’s thirteen, Marissa and Margo have managed to build a business known and respected for its concierge-level service, genuine spirit, and ability to deliver on their professional promises. Based in Knoxville, Marissa and Margo oversee their branch from sideby-side desks—an homage to their lasting connection as friends and colleagues. In addition to managing an ever-growing team, they also apply their skill sets toward origination. Today, 90% of their business is driven by repeat and referral clientele—a sterling testament to their staying power. Marissa and Margo have identified responsive communication, creative problem-solving, and teamwork as the qualities responsible for their effective relationships with referral sources. “We love our realtor referral partners, and we also pride ourselves in having past clients that refer us to their friends, family, and colleagues,” Margo says. “That’s how we’ve built our business all these years, by developing our relationships and building on that desire to see more people in homes. When you demonstrate to people that you care and that you’re invested in the wellbeing of their families—clients recognize that and trust us to take care of their loved ones, too.” As a direct lender, Marissa and Margo command a wide range of products for buyers of all kinds. What’s more, they’ve become well-known in their community for their ability to resolve lackluster credit issues and get families on the right track towards homeownership. Both Marissa and Margo cite the importance of the educational process and take the time needed to empower their clients with information. “We inform our clients so that they can make informed decisions about their financial futures,” Marissa says. “We’ve built a lot of trust and we follow through on our word. We treat our clients like family.” Using their expertise to better their communities, Marissa and Margo have also been able to take an active role in helping families make homeownership a financial reality. “So many clients come to us who haven’t gotten the help they need somewhere else,” Margo says. “It’s really satisfying to be able to help a family that has been turned down before. Just seeing their excitement and relief when you’re able to help them by taking a little extra time and completing a few extra steps—it’s incredibly rewarding.” When it comes to building on the professional relationships they have cultivated for years, Marissa and Margo readily lend their marketing efforts to their Realtor referral partners. Oftentimes they sit down with Realtors to determine the ways they can be of most help. Taking on active roles that range from making a strategic action plan on social media to partnering together for more cost-effective exposure. Whether working with clients, agents, or colleagues, Marissa and Margo’s attitudes are naturally service-oriented. In fact, through their contribution to Homes for Heroes—serving community pillars like firemen, teachers, nurses, Top Agent Magazine

veterans, and EMTs, to name a few—they’ve become the #1 Homes for Heroes team in the nation, returning over $200,000 back to local community heroes. “It’s our honor to be able to do that for those people who go to work every day and provide for our community,” Marissa and Margo say. “At our office, it’s all about sharing success with everybody. We know how important that closing day is to our clients and community, and we always want to be there to serve and remain a trusted resource.” Looking ahead to the future of their thriving business, Marissa and Margo are content to grow their enterprise naturally, with plans to build upon their existing relationships while setting an example of positivity within their cherished community. In their hours outside the office, Marissa and Margo each enjoy family life. Margo is a wife and mother to two daughters and enjoys cheering on her favorite sports teams alongside loved ones and boating on the lake. As for Marissa, she is a mother to four and enjoys time spent in the great outdoors on the lake. Finally, with sixteen years of experience behind them and a steady outlook on the road ahead, Marissa French and Margo Krogulski each consider what they enjoy most about their chosen industry. “My favorite thing about the mortgage business is encountering new families every day, that we get to love on them and help them take an overwhelming experience and make it feel seamless,” Marissa says. For her part, Margo closes with her own reflection: “Buying a home is one of the most important things people finance in their lives. For us to be part of that milestone is the most rewarding thing in the world. It’s what gets each of us out of bed every single morning.”

To learn more about Marissa French and Margo Krogulski, visit MarissaAndMargo.com, email mfrench@uclhomes.com or margok@uclhomes.com, call (865) 936 – 9100, https://www.facebook.com/MarissaAndMargoPHEKnoxvilleMortgages/ or visit their Facebook page here. www.

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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SUSAN OBERBILLIG How did Susan Oberbillig become a mortgage industry expert, and one of the most trusted loan officers in Denver? Susan graduated from UCLA in 1986. She’d planned to go to law school, but was newly married and expecting a baby. Her Finance professor suggested she consider a career in mortgage and real estate. She decided to follow his advice. After a couple of years working as both a mortgage loan officer and real estate agent, she realized her true interest lay with mortgage financing. Since that time, she’s worked exclusively as a mortgage professional. “Mortgage is my heart,” she says, “because I feel I can get really close to my clients and affect profound change by structuring a good loan for them, on one of the largest investments that they will ever purchase.” She’s now been in the business for thirty years, and is President of Paragon Mortgage Services. Susan works with a variety of lenders and can secure a wide range of traditional loans, as well as reverse mortgages, and bank statement loans to support those who are self-employed. She also offers renovation loans for those who want to both purchase and renovate a property. As a result of the amazing service she provides, a staggering 100% of Susan’s clients come from repeat and referral customers. Most of her referrals come from realtors, financial planners and past clients. What keeps her clients coming back and enthusiastically spreading the word about Susan to their sphere of influence? “I provide a combination of great pricing, vast mortgage product offerings, timely communication and dedicated customer service,” she says. “I like the flexibility of being a mortgage broker because we have so many different sources. That means we can shop not only for the best price, but also for the best service level delivery and customer care. In the end, the client benefits because we can really take our time in finding out what the right financial source will be for them. It also means that if we can’t get the job done at one bank, we can always flip the loan to another lender. We truly support the consumer.” It’s that sort of determination and problem solving that makes her clients so loyal. “We are ultimately a consumer advocate and are able to present

the best mortgage solutions, which the customer can then evaluate.” As a way to share her industry expertise, Susan has launched Mortgage Moxie, a free, online mortgage help desk and resource center. “The intention of Mortgage Moxie is to provide online mortgage loan support to both the Professional and the consumer, so that more loans can be closed in support of the consumer. We are your virtual mortgage support partner!” When her clients have successfully purchased a home, they often reach out to Susan to let her know that they miss speaking with her every day. In fact, Susan develops such strong relationships with clients and her referral partners that it’s easy for her to stay in touch. She reaches out by phone, email and social media, and meets with clients and colleagues in person for a cup of coffee and to catch up. She uses an advanced customer management tool to share helpful information with her clients including: what their home is worth and ideas on how to maximize their equity. She sends fun, high value postcards that might include anything from a Bronco schedule to a “buy one, get one free” offer. What’s her favorite part of the job? “I like being able to help my clients evaluate and select the best mortgage loan, in order for them to confidently purchase one of the most important financial investments, their home. It takes somebody with the skill to know the various available loan products, and the interpersonal skills to really be able to connect with the client and understand their goals and objectives. It is a true honor and privilege to be part of their journey,” she says. Susan is a Board of Director member of the Colorado Association of Mortgage Professionals and has been recognized as a Top Mortgage Professional in Denver by 5280, Denver’s Mile High Magazine. In her cherished free time, she loves to spend time with her family and friends. For the future, she wants to continue to nurture relationships with her expanding client base. With her dedication to her clients, she’s sure to make that dream a reality!

To find out more about Susan Oberbillig, contact her via phone at 303.886.7708 mobile or by email at Susan@Paragon-Loans.com. You can also check her out online at Paragon-Loans.com or take a look at her new endeavor Mortgage Moxie at MortgageMoxie.com www.

www.

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ROBERT PADRON In 2002, Robert Padron took a job with a real estate title company in Florida, not knowing that such a job would peak his interest for a lifelong career. “I was 18 at the time and was dealing with mortgage professionals on a daily basis,” says Robert, who currently manages two South Florida branches of 1st Financial, Inc. “I was interested in what they were doing and started asking questions.” By 2003, he was a licensed mortgage broker and has prided himself on a very high rate of closed loans. “If a loan comes into our office, the probability of it closing is very high,” says Robert, who offers a complete array of mortgage products through 1st Financial, a direct lender. Because of his success rate and his thorough communication, nearly all of Robert’s business comes by way of client referrals and his strong relationships with REALTORS®. “I make myself available to REALTORS® to get their clients preapproved prior to them showing houses,” he says. “And I’m there for them if they call, no matter what time it is.” Robert is known among his REALTOR® referral partners for his strength in anticipating issues that may arise with any loan scenario. “When a realtor knows their client’s financing is in the hands of a professional, they can focus on more business because they know the financing will get done.”

Given his passion for work, Robert truly enjoys the way the mortgage business provides opportunities to give back to the communities he serves. “I am a member of the National Association of Hispanic Real Estate Professionals and two veterans associations in order to stay connected and give back as much as possible to the community that gave me all of my opportunities.” While still running the two Coral Gables branches, Robert plans to open more branches in the area to bring the possibility of home ownership to even more families, including a possible expansion into central and north Florida. Clearly, there’s no stopping him. “Even when I’m on vacation, I’m on the phone,” says Robert, who does manage to get away every once in a while. “I like vacationing with my family and disconnecting, but in my line of work, if you disconnect you lose business,” he says. “So I try to stay as connected as possible without upsetting my wife!” Robert recognizes that while mortgages are his career, he is in a service role. “I love what I do and I feel I can get along with anybody to help them get a home or close a deal.”

“I love the finance aspect, but I also enjoy the relationships I build with my borrowers and my referral partners,” he says. In fact, Robert’s people skills earned him a spot on the 2017 Top 50 Most-Connected mortgage professionals by NMP. “I’ve been very active in the Florida Association of Mortgage Professionals and was President of the Miami Chapter in 2017.” He is also very active on social media, sharing his knowledge and updates on the changes of the mortgage industry. “And I reach out on a 30-day, 60-day, and 90-day with my borrowers after closing to ensure they’re situated and everything is going as expected with their mortgage.” He then connects annually on the anniversary of each closing or home purchase. “And with my REALTORS®, it’s a matter of being with them and making sure they’re happy, helping at open houses or anything that I can do to help them with their business. After all, their business is my business.” Robert adds that the most rewarding interactions happen at the closing table. “I love seeing my client’s face at the end of the closing - seeing them get to the finish line. Especially, clients getting into their new homes.” he says. “I pride myself on going to almost all of my closings and bringing the buyer some sort of housewarming gift tailored to their personality or in regards to something I’ve learned about them throughout the loan process.” 26

To learn more about Robert Padron, visit miraclemile.ffiloans.com ,or https://www.facebook.com/1stFinancialMiracleMile/ visit his Facebook page orhttps://www.zillow.com/lender-profile/RobertPadron/ Zillow profile, email Robert.Padron@1stFinancialInc.com or call 305.747.7707 Copyright Top Top Agent Agent Magazine Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 28

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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TED PAPPAS When his first child arrived, Ted Pappas was ready for a transition to a career that’d keep him close to home—while tapping his skillset and knack for sales. He’d always had a love for people and a desire to serve others, so when the mortgage industry came calling, it was a natural fit. That was back in 2004, and today Ted has carved out an impressive career and enterprise. Beside his business partner, Scott Wallace, they’ve forged an intrepid presence under the banner of American Security Mortgage. Equipped with fourteen years of experience, Ted has built a steadfast reputation on the principles of straightforward communication, due diligence, and people-centric service. Serving the states of South Carolina, North Carolina, and Virginia, Ted serves as the Branch Manager of American Security Mortgage’s Fort Mill office. Ted and his business partner joined forces eleven years ago and in the time since, they’ve grown considerably. Today, they head a tightknit, talented team that includes two assistants, a closing coordinator, two processors, and a full-time consultant to keep all aspects of their business on a steady upward trajectory. What’s more, their business operates on 100% repeat and referral clientele—a testament to their ability to deliver results and maintain relationships for the long-term. At the core of his practice, Ted cites communication, forthrightness, and knowledge as the leading drivers of his success to date. “I’ve got a successful business that God has blessed me with, but I didn’t reinvent the wheel,” Ted says. “One of the reasons clients come back to us is because I’m honest with people. My colleagues and clients know that I will be honest about their options and the quality of their deal. I also enjoy walking people through every step of the process. I remember what it was like to purchase my first home; I was so frustrated with the process and felt like I didn’t understand the details of what was going on. I never want my clients to endure that stress or confusion, so I spend my time talking them through it so they can feel confident about what they’re doing. For most people, this is the biggest investment of their lifetime. They’re excited and there’s a lot at stake. I do what I can to tell them up front: here are our obstacles, here is how we can overcome them, and here’s what we need to do. In fourteen years, I’ve rarely been wrong.” In addition to his focus on clients’ lasting financial wellbeing, Ted also has a track record that speaks to his level of experi-

ence and competence. On average, he closes 130 to 140 loans annually, with last year resulting in roughly $33 million in volume closed. To accomplish this feat, Ted prioritizes an ongoing market education and an unflagging work ethic. “I have a good memory and I spend a lot of time researching and pouring over guidelines,” he says. “I’m diligent in my work because I respect my clients, their goals, and how much their families are depending on them through this process.” Of course, Ted is a big believer in teamwork, and he credits his business partner, team, and referral partners for the cumulative effort it takes to make homeownership a reality. “We have a great team and everyone gets involved in the process,” he explains. “It takes a village to get a loan done on time, and we have a village here. We’re professional, we’re good at what we do, and we like to have fun. I also have to credit the incredible agents and referral partners that I work with. Oftentimes, they become more than referral partners—they become friends. Together, we’re helping a lot of people on the path to homeownership, and it’s both fun and rewarding to work together.” When it comes to giving back, Ted partners with his office and team to support the community through local events, festivals, and sponsorships. In his remaining free hours, Ted most enjoys going boating out on the lake with his three children, snow and water skiing, and hanging out around the campfire with his friends and loved ones. Looking ahead, Ted shows no signs of slowing. He hopes to hit a personal best of $70 million in volume in the next year, while continuing to coach and mentor up-and-coming industry professionals looking to climb the ranks. He also has plans to add more talented members to his team and continue to uphold the superlative standard of care his clientele have come to expect. All the while, Ted’s focus remains squarely on the many aspiring homeowners he works hard to serve. “They say that if you love what you do, you’ll never work a day in your life. Well, I love what I do, but that saying isn’t quite true. I put hard effort into my career because I do love it. If you want to succeed and last in this industry, you have to be motivated by your love for helping others,” he finally reflects. “With every loan closing, a client, family, and agents are depending on me to keep my word. When a deal comes together the way it should be—it’s an amazing feeling.”

To learn more about Ted Pappas https://www.facebook.com/mortgageadventure/ email TPappas@1asmc.com, call (803) 547 – 8467, or visit his Facebook page here

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Top Agent Magazine