Nationwide Mortgage 6-5-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

JAVIER DAIRE

AARON DENTON

CHRISTOPHER GUERIN

3 Mind-Bending Philosophies to EXPAND YOUR PROFESSIONAL PERSPECTIVE Turning Your PROFESSION INTO A PASSION

JOHN JEHA

RENE JIMENEZ

ELAINE KALLAY

8 Tips on Using Disruptive Thinking to IMPROVE INNOVATION ERIK MARQUEZ

STEPHEN NOVOTNY

LEO MEGERDICH

MICHAEL PARSONS

MAX SANDLER

Every Player is Valuable: HOW TO BOOST YOUR TEAM'S MORALE

NATIONWIDE MORTGAGE EDITION

ELAINE KALLAY

STEPHEN NOVOTNY

JOHN JEHA

JAVIER DAIRE

RENE JIMENEZ

ERIK MARQUEZ

AARON DENTON CHRISTOPHER GUERIN

LEO MEGERDICH

MICHAEL PARSONS

MAX SANDLER

CONTENTS 4) 7 DEADLY SINS OF PERSONAL BRANDING 9) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE

13) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

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

19) TURNING YOUR PROFESSION INTO A PASSION

27) HOW TO SEND SMARTER EMAILS 30) HOW TO OVERCOME YOUR WORKPLACE FEARS

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must. And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good. In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 6

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ELAINE KALLAY

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ELAINE KALLAY Elaine Kallay has been in the real estate industry for almost 30 years. She had her dual realtor license in Washington DC and Maryland, however, when housing sales stalled she moved into corporate relocation, selling inventory properties for government agencies. During that time she honed her lending skills while negotiating sales on properties all over the nation. After marrying, she moved to Illinois with her husband and in 1998 decided to join a local bank as a mortgage lender, where she discovered that she loves every aspect of the mortgage business. During the recent housing crisis, she went back to corporate relocation for a few years working with both domestic and international clients. In 2016, she returned to her true passion: the mortgage business. Based in Naperville, Elaine does the majority of her business in the Illinois area, however, due to her relocation client base, it was important to have the capability to lend in many states. Her current company serves 35 of the 50 nationwide. She offers a wide variety of loans including First-Time Home Buyer’s Programs such as Home Possible, FHA, VA in addition to many other programs that can be tailored to a client’s needs. She has been certified in homebuyer counseling and understands the importance of proper coaching on the mortgage process. When working with clients, Elaine’s philosophy is that they are number one. “I listen carefully to clients, pay attention to their needs and focus on building trust. Trust is extremely important. People are opening up their hearts to me since, in pursuing such a huge and important investment such as a new home purchase or refinance, they have to open their lives to me – disclosing both their challenges and successes,” Elaine says. “The realtors I work with understand that the clients are my number one priority.” As a result, she is very selective about which realtors she works with, choosing only to do business with those who treat her clients the way she would want to be treated. “You’ve got to care about your clients. At the end of the day, I’m going to do the loan for those who apply for it and focus on the partnership required to achieve their goal, no matter how long it takes.” Her primary referral source is former clients who refer their relatives, friends, and colleagues. She states, “Those are very important referrals to me since they underscore an immediate understanding that they can trust me. They also come with the confidence that I will provide them with excellent guidance, service, and will treat them with respect”. In marketing to clients, Elaine sends out email blasts, hosts “lunch and learns” and first time homebuyer events. She also sends out fun, fact-filled newsletters to her realtors and meets 8

them for an occasional cup of coffee. She is also a member of “The Women’s Counsel of Realtors.” Her extensive real estate background sets her apart from other lenders since she understands every aspect of the real estate business. This experience affords her the opportunity to help realtors pull together sales transactions to ensure a successful closing, in addition to providing knowledgeable support and counsel. “My intimate and complete understanding of the industry as a whole is a ‘value add’ that is uncommon to find in mortgage lenders. Quite frankly, I’m very proud of that.” When her clients close on their homes, what they remember is her straightforward approach, consistent communication and thorough follow up. She is dedicated to always being there for them and is quick to pick up the phone, return a call or respond to an email. Her clients know they have a trusted partner to work with who will take great care with both their confidential information and be considerate of their feelings. In her community, Elaine stays involved with the local food pantry and a nonprofit pet adoption program. When she manages to get some free time, she loves to travel, camp, boat and spend time with her family. For the future, her goals are to continue to provide high quality, honest mortgage services, help people and have a good work/life balance. In closing, she says, “Quantity is not as important to me as quality, which can last forever. I am investing in “Clients for Life.”

Elaine Kallay | Senior Loan Officer NMLS# 239448 | Equal Housing Lender To find out more about Elaine contact her via phone at (630) 327 - 5746 or by email at ekallay@msiloans.biz Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional lifeâ&#x20AC;&#x201D;whether youâ&#x20AC;&#x2122;re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes10

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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STEPHEN NOVOTNY

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STEPHEN NOVOTNY Steve Novotny realized he wanted to work in the mortgage industry when he was only a 21-year old college student. Though it was 2010, a difficult transition time in the industry, he secured a job as a loan officer with a mortgage banking company. In October 2014, he and his boss and mentor Jeremy Wallis moved to the Coeur d’Alene branch of the Willamette Valley Bank, where Steve was promoted to Sales Manager. In the less than three years he’s been at the branch, he and Jeremy have taken it from 50-70 million dollars a year in business to over $170,000,000 million a year. And since his arrival, the branch has become one of the top lenders in the area, growing from eight to 20 active full time employees. Steve was Coeur d’Alene Branch Top Producer in 2014, 2015 and 2016. In 2016 alone he sold 216 units for a total of $49.1 million dollars. Steve Novotny realized he wanted to work in the mortgage industry when he was only a 21-year old college student. Though it was 2010, a difficult transition time in the industry, he secured a job as a loan officer with a mortgage banking company. In October 2014, he and his boss moved to the Coeur d’Alene branch of the Willamette Valley Bank, where Steve works as a Sales Manager. In the less than three years he’s been at the branch, he’s taken it from 50-70 million dollar a year in business to over $170,000,000 million a year. And since his arrival, the branch has become one of the top lenders in the area, growing from eight to 20 active full time employees. Steve was Coeur d’Alene Branch Top Producer in 2014, 2015 and 2016. In 2016 alone he sold 216 units for a total of $49.1 million dollars.

professionals,” Steve says. After real estate or listing agents have had a mutual client with Steve and have experienced an easy transaction, they reach out to Steve, hoping to work with him again. Eighty percent of his referrals are from real estate agents who appreciate the quick, accurate, responsive work he does for their clients. Steve likes the chance to help people during the biggest purchase or sale of their lives. “I like taking care of my clients and helping them buy their home,” Steve says. “It’s a pretty awesome feeling when you help a first-time home buyer get into their first home, or a retired couple buy their dream retirement home.” Steve maintains a good business relationship with his clients, taking care of them during the entire transaction and following up with them consistently so that they and the real estate agent feel they are being taken care of. “‘Under promise and over deliver’ is my way to do it,” Steve says. During a transaction, Steve inputs his clients into an automated loan system that sends out email updates every time the file moves from one milestone to the next. He also constantly calls his real estate agents and escrow companies to tell them where they are in the process and when they can expect the closing. After the sale, Steve follows up with clients by sending them birthday and Christmas cards and touching base with them throughout the year. Steve is involved in the Local Chamber of Commerce. Through his office team he participates in donation drives and charity events throughout the year. When he’s not working, Steve loves to camp and boat with his wife and his three-year old son. In the future, he would love to continue to grow and fine-tune his business and his team. With his passion for providing excellent service, he’s sure to succeed.

As a mortgage consultant, Steve Novotny takes the high stress task of buying a house and makes it as smooth and easy as possible for his clients. Not only is he knowledgeable, attentive and hard working, but he also keeps his clients apprised at every stage of the process. His courteous, hands-on service results in loans that close without a hitch and happy clients–he has over 70 five star reviews on Zillow. Steve focuses his business on the Northern Idaho and Eastern Washington areas, but he’s licensed to lend in all fifty states. Willamette Valley Bank is a direct lender and Steve offers a wide variety of loans including: standard FHA, conventional, VA, and jumbo loans. He also offers Idaho Housing Products, which are specific to the area and help with down payment assistance for low to moderate-income workers or families. “All of my business comes from repeat business or referrals from real estate agents, financial advisors, attorneys, or local business 12

To find out more about Steve Novotny contact him by email at steve.novotny@wvbk.com or phone at 208 - 771- 3674 Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

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

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

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

1. TAKE RISKS

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

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 14

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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JAVIER DAIRE As the son of a real estate broker, Javier Daire was exposed to the industry from a young age. He remembers witnessing his father’s work and recalls an early fascination with the financing side of the home buying process. Naturally interested in numbers, Javier found an ideal fit in a career as a mortgage lending professional. After diving into the industry thirteen years ago, today Javier is at the helm of a prosperous career, founded on the philosophies of accessibility, dedication to client care, and the consistent ability to deliver results. Primarily serving Dade and Broward counties, Javier leads a team of nine mortgage lending professionals. Together, Javier and his team work closely with their realtor referral partners to train and educate them on the finer points of mortgage lending. Likewise, when working directly with buyers, Javier and his team prioritize education first and foremost. Understanding that mortgages are complex transactions, Javier and his team ensure that each and every client is empowered by information throughout the lending process. Javier and his team provide a range of loan products and programs for buyers of all kinds, with offerings that include FHA, VA, Conventional, and Foreign National options, as well as services pertaining to private lending and reverse mortgages. With a high rate of repeat and referral clientele, Javier and his team’s commitment to client-centric service is unequivocal. Javier makes a concerted effort to differentiate his office by maintaining a memorably superior standard of care and follow-through, prioritizing forthright communication with his clients throughout the lending process. In addition to staying connected with clients by phone and through e-mail, Javier also provides regular status updates as a loan pro-

gresses, providing to-the-minute reports to his clientele. Astutely recognizing that in a competitive market, accessibility and speedy responses are essential, Javier and his team stay available around the clock to field questions and concerns from those they serve. To maintain close relationships with his realtor referral partners, Javier and his team pair with agents to promote online listings, and often attend open houses events to support their fellow professionals. In addition to emphasizing the important of an industry education, Javier also makes integrity and candid communication a hallmark of the lender-client relationship. He and his team favor directness and honesty—laying out clients’ options in black and white and guiding them toward informed decisions in their best interest. In describing his favorite aspect of his work, Javier recounts, “I love sharing in the excitement of a client achieving the American Dream. There’s nothing more rewarding than getting that text message or e-mail at the end of a transaction, thanking me for a successful closing.” Positioning his spirit of service toward his local community, Javier stays engaged with various charities, including the Make a Wish Foundation and the March of Dimes, supporting the vulnerable youth of our society. In his free hours, Javier loves to travel and enjoys spending time with his family, favoring weekend trips to unwind and explore new places. As for the future, Javier has a strategic plan in place to continue expanding his team, increasing their volume while maintaining the same high standards of accessibility and service clients have come to expect. With thirteen years of hard-won industry experience under his belt—along with an ethos decidedly fixed on his clients’ successes—the years to come are sure to breed continued success for Javier Daire and his team.

To learn more about Javier Daire, e-mail javierdaire@gmail.com or call (786) 236 - 5803 Top Agent Magazine

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AARON DENTON A concierge is someone who quickly connects people with the services they need; someone who knows the ins and outs of their area like the back of their hand; who’s excited to make other people’s lives easier by sharing their knowledge and attention. Team Denton of Summit Funding in the Cincinnati Tri-State area, provides this unexpected service, taking concierge duties personally and seriously – going above and beyond loan origination to make homebuyers’ and REALTORS® lives easier. Led by Branch Manager Aaron Denton, whose reputation is built on service, communication and organization, The Denton Team meets a myriad of needs. In addition to an application specialist, two junior loan officers, and a credit repair specialist, concierges act as personal research assistants during each transaction. “Every client gets their own personal concierge after approval. Their concierge researches properties and property taxes, runs payment scenarios, researches local school districts, daycare facilities,” and so forth. This all happens while the client is shopping for a home, simplifying the process for both the borrower and their agent. “The real estate agent is usually bogged down with those questions about how much a payment would be or if a property is USDA eligible,” for example, Aaron explains. Once the borrower is in contract, the team pulls out its checklist of everything people may overlook when buying a house or moving. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Other highlights of concierge include getting multiple moving quotes; arranging and organizing moving day; scheduling utility transfers; assisting with all paperwork to register the children in their new schools; and researching local daycares for hours, rates and reviews. They even have gone as far as to do live video walkthroughs of local daycares for out of state clients or research the top local Knothole baseball teams, aligning families with coaches. Not surprisingly, 100% of the team’s business – encompassing about 27 closings per month – results from REALTOR® or client referrals, plus CPAs, attorneys and other profession-

als. Another reason for this referral rate is Aaron’s preapproval consultation system. “If in their initial consultation a client doesn’t qualify, we work with them on credit repair,” says Aaron. “We have some clients we’ve worked with for two years to get them ready to buy a home.” Furthermore, whether working with approved borrowers or guiding others toward mortgage readiness, Aaron’s team guarantees every person the best personal finance experience available. The team’s systematic approach to communication and client service ensures that each borrower and REALTOR® partner receives detailed information before requesting it. That communication not only includes check-ins from the staff but also calls from Aaron to hear firsthand if the client or REALTOR® is getting the expected first-class service. “I request feedback, which gives me insight and provides opportunities to train and coach my staff on service and communication,” says Aaron, segueing to his true passion in the mortgages. “I also coach and mentors more than a dozen loan officers on how to build the production system my team uses.” Aaron adds that he holds additional seminars for agents, builders and other loan officers. Additionally, Aaron offers complimentary finance classes at local churches and community groups, including some for veterans. Summit Funding, he adds, has some terrific programs for VA loans. And as father of four young boys, Aaron brings the idea of team spirit and leadership to new heights at the hometown level, getting involved with several youth sports organizations. “We have a huge focus on ‘team’ in our organization,” says Aaron. Expanding on that, and helping others do the same, is what he most wants to focus on in the near future. “I also coach 20 local real estate agents. I really enjoy having an impact on their business and their life.” Aaron would like to coach loan officers across the country and begin doing larger scale public speaking events. He thrives on helping other professionals find new levels of productivity through time management, prioritization and organizational skills. “It is possible to find balance and enjoy more time with your family even as your business grows.” For Aaron, helping loan officers and agents discover how to do this adds great meaning to his personal success.

To learn more about Aaron Denton, visit summitfunding.net/adenton, email adenton@summitfunding.net or call 513.322.1440 www.

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CHRISTOPHER GUERIN After following the common wisdom to “get a steady job with a good company”, Christopher Guerin spent two years in a coveted finance role for one of the country’s biggest tech corporations. “But I hated it! It was the monotonous; I didn’t interact with anyone, just numbers and paperwork,” he says. So when a friend raved about how well he was doing in mortgages and how much he loved his job, Christopher looked into mortgages. “During the interview portion, people explained the impact I could have on other people’s lives. I was hooked.” Fourteen years later, as residential mortgage origination manager with eLEND in North New Jersey, Christopher leads a remarkable team working toward a common goal – excellent buyer experience. “We have never wavered from that goal,” says Christopher. “We can help a lot more people as a team than we can one-on-one. And the synergy amongst the team members creates a culture that creates keeps people coming back.” Still more, that synergy is creating a professional growth environment for team members. “Even with changes in rates, when other companies may be cutting spending, we’ve kept growing.” Chris’s processors and underwriters fully embrace that their focus is to cover the details, closing warrantable loans on time with impeccable service. That support allows the team’s loan officers to focus on origination, keeping the cycle moving. “This system took a long time to build,” says Christopher. “Outside of my own production, I’m most proud of the fact that I lead a group of people who are inspired by the importance of this synergy. We’re many people coming together for one objective that by ourselves we couldn’t each achieve,” he adds. Originating primarily in New Jersey, but with nationwide coverage, Christopher leverages eLEND’s robust mortgage offerings, including strong renovation and first-time homebuyer programs. Borrowers benefit from the team’s educational approach. “My biggest ‘why’ for doing this is the ability help people with financial education,” says Christo-

pher. “In this country we do a really poor job educating people on budgeting.” He worries when budgeting and saving take a backseat to “keeping up with the Joneses.” Because a house is usually the biggest part of someone’s budget, Christopher enjoys how discussing mortgages provides opportunities to address a multitude of finance matters. For example, if a borrower hasn’t saved enough for retirement, Christopher may recommend a 30-year mortgage instead of 15, suggesting the client increase 401(k) contributions. This attention carries through the relationship. Once the mortgage terms are outlined and agreed upon, Christopher and team move to production, communicating regularly and thoroughly with the borrower and both real estate agents throughout the process. This communication, plus the technology the team leverages, sets their approach apart from other lenders. As a result, their referral-based business is driven by recommendations from REALTORS®, CPAs, financial planners, attorneys, and past clients. “We are very high-touch, especially in purchases where there’s a lot of pressure to close on-time. We close on time with the agreed terms and no surprises.” After closing, Christopher sends a gift to the buyer, which includes snacks for move-in day sustenance. And then there are the cookies. “That’s probably the best return on investment I’ve ever made!” he says, laughing. Every year on each client’s birthday and the anniversary of their closing, Christopher sends a cookie. “People seem to love it!” Sometimes the little things resonate the most. Speaking of little things, Christopher and his wife are the parents of an eight-month-old and a three-year-old. “I don’t have a lot of free time, but what I do have is spent with my wife and kids, or watching sports.” This love of sports, in fact, is what inspired his team approach. That very team spirit is driving the group to reach the market share they seek in North Jersey, where Christopher appreciates that the variable is always the people. “Working with different people, personalities and the different things they’re trying to accomplish keeps you on your toes and engaged.” Clearly, there’s no monotony in mortgages.

To learn more about Christopher Gueirin, visit info.elend.com/Chris-Guerin.html, email christopher.guerin@elend.com or call 973.983.5630 www.

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

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

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

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

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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JOHN JEHA John Jeha got his start in the financial industry in 1981, working for a Bank of America, he then earned his MBA and worked for a community bank. At the time he had a client who was a mortgage broker, that recognized John might have a talent for that side of the business, and encouraged him to give it a shot. John then spent 11 years building a national mortgage division within Corporate Relocation Company. Upon leaving that company John started his own mortgage brokerage with 20 originators plus 3 support staff. For the last year and half John has been with Bay Equity Home Loans, where he leads a small team that focuses on serving the Bay Area. John really excels at all types of loans, including Down Payment Assistance Loans, Reverse Mortgage, Jumbo and everything in-between. Key to John’s long term success has been his personalized approach to the business that prioritizes giving clients an exceptional customer experience. “I was once told that when you’re in the real estate business, it’s a lifestyle not a job, and that’s really true. I’m always available to my clients and Realtors®. They can call me anytime, and I will pick up the phone and answer their questions. I really prefer talking on the phone, which I guess makes me old fashioned, but it’s important to hear someone’s voice to gauge where they’re at. I also believe personal touches help create more of a personal relationship, and establishes trust.” John takes a more old fashioned approach when maintaining those relationships as well. “I just try and always get back to the basics. I show up to brokers tours. I still sit in agent’s offices, building those relationships and connecting with people in person. We have some automated systems that allow me to keep in touch with people, but I still make an effort to see them face to face. My philosophy is that these people are my friends. I know them, and know their lives. I think that’s been an important factor in my high rate of repeat and referral business.” Another distinct advantage that John brings to his clients is his in-depth knowledge of the business and his real Top Agent Magazine

expertise in all things mortgage. “I teach NMLS required Pre-Licensing and continuing education classes to people who want to get into the business, or people who need to get updated on any changes in industry rules and regulations. Part of my job is staying up to date on all of the latest changes, and since I’m teaching others, I really need to be an expert in the mortgage field. I’m not just teaching people at my company, but major firms all across the country.” John is active in his community, and serves on several local boards. In the past he has done fundraising for the Challenged Athlete Foundation, as well as Livestrong. John has competed in Seven Ironman Triathlons, 20 marathons, and is currently an avid long distance swimmer, swimming from Alcatraz to San Francisco over 90 times without a wetsuit. John couldn’t be more thrilled with where he’s at in his career, and would like to expand his mentoring more in the near future. ”I love teaching new loan officers about what a great business this is, and showing them all the potential that exists. I love what I do. I’m helping people not only buy homes, but sometimes save money or send their kids to college. Meeting so many people and really making a positive impact on their lives is incredibly rewarding.”

To learn more about JOHN JEHA call 925-997-1278 or email jjeha@bayeq.com Copyright Top Agent Magazine 21

RENE JIMENEZ After a stint as a semi-professional soccer player in Mexico, Rene Jimenez made the transition to the mortgage industry back in 2002. With a mortgage professional sponsoring his team—along with a friend who had recently begun a career as a loan officer— Rene was intrigued by the business and decided to inquire with the team’s owner to learn more. Flash forward fifteen years later and Rene is at the helm of a thriving career as a loan officer and the head of the Rene Jimenez Team. Having found a passion for his career, Rene’s professional philosophy is grounded by client-centric care, educating others, and the ability to deliver consistent results to those he serves. Licensed in both California and Illinois, Rene leads a capable, tightknit team of mortgage professionals that includes an assistant and additional loan officers. The Rene Jimenez Team offers a full range of loan products for homebuyers and homeowners, and Rene particularly enjoys working with first-time homebuyers as they navigate the waters of home financing for the first time. Rene is backed by the dual power of an outfit capable as a banker and broker, so that clients can be confident in the full range of resources available to them. As for quantifiable results, Rene has earned an impressive 90% rate of repeat and referral business, indicative of his dedication to his clients’ long-term wellbeing. What’s more, a large portion of Rene’s client base is comprised of real estate agents, a subset of clientele he’s seasoned in serving. Rene’s professional approach emphasizes forthright communication, empowering clients through market education, and unflagging integrity. “From day one, my clients get a sense of how I do business—with honesty, communication, and by making a personal connection,” Rene explains. “Every week, I follow up so that my clients always know exactly what’s going on during a transaction.” Because communication is a foremost priority in Rene’s work, he makes it a point to stay in regular contact with past clients, as well. Not only does he makes use of mailers and

e-mail newsletters that track market updates, he also makes the occasional online video to keep his clients informed. Another driver of Rene’s work is his commitment to educating his clients. Fluent in Spanish and deeply involved with his Latino clients and community, Rene uses his work as an opportunity to share his wealth of knowledge with those he works with, providing astute financial counsel and illuminating the myriad opportunities available through an investment in real estate. “For most of my clients, buying a house is the biggest investment they’ll ever make,” he explains. “I want to educate clients on the importance of buying a home, how it can help build equity for retirement and the long-term. As part of my job, I provide a roadmap to homeownership and help them understand the opportunities out there for them.” Rene also cites the value of family as an inspiration for his educational work with clients. “As a parent myself, being able to provide a home for my wife and kids means a lot to me and has brought me so much joy. As a loan officer, I’m able to create relationships with my clients and be a resource and guide as they reach for their own homeownership goals.” Positioning his spirit of service toward the community, Rene is engaged in a variety of charitable and civic causes, from leading seminars for first-time homebuyers to volunteering at his daughters’ school. He also dedicates time to teaching up and coming loan officers, sharing his first-hand industry insight with the next generation of professionals. In his free hours, Rene still enjoys playing soccer as much as he can, in addition to spending quality time with his wife, children, and loved ones. Likewise, he enjoys regular travel to Mexico to visit his family, particularly his parents who have since retired there. As for the future, Rene has plans to continue to grow his flourishing business, as well as to build even more connections within his community. He also has aspirations to one day launch his own brand, while continuing educating loan officers on the rise regarding the ins and outs of the mortgage business. With a successful career already under his belt— along with an ethos guided by a strong moral fiber and a passion for his work—the years ahead are sure to remain both busy and bright for Rene Jimenez and his team.

To learn more about Rene Jimenez visit renehomeloans.com, e-mail rene@goalterra.com or call (630) 677-1590 www.

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

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 23

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

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

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

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

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

ERIK MARQUEZ After graduating from college, Erik Marquez was in search for the perfect career. When a close friend who owned a mortgage company suggested Erik had all the skills and potential necessary to succeed in lending, he offered Erik the opportunity to join his company. Energized by the challenge and opportunity, Erik decided to take the leap. Seventeen years later, Erik is now at the helm of a thriving career, grounded by a professional ethos centered on honesty, communication and the proven ability to deliver results. After beginning a new role last July, Erik works closely with the President of the direct lending company Wholesale Capital Corporation. In his latest position, Erik runs a tight ship as the head of The Hoffman Team. Primarily serving the Inland Empire region, Erik and the team close twenty-five to thirty loans on average each month, and to maintain such a high closing volume, the team must balance approximately fifty loans in the pipeline at any given time. Of course, such volume demands that all elements of communication and execution perform at a high functional level, a foremost priority of The Hoffman Team. “Because we’re consistent, we don’t have to suffer the ups and downs that are sometimes associated with this business,” he explains. “We are confident in our skills, know how to get the job done, and we always deliver.” An additional driver of success for Erik and the team is their commitment to forthright, clear communication with those they work with. Amidst a lending process that can sometimes seem overwhelming to the average consumer, Erik and the team prioritize clarity and consistent contact throughout the transaction. The integrity and transparency that epitomize transactions spearheaded by Erik ultimately ensures that all parties involved feel secure and confident throughout the lending process.

To keep in touch with clients both past and potential, Erik makes a consistent effort to reach out to his sphere of influence by phone, cultivating professional relationships at a personal level. “To me, my job goes far beyond the transaction,” he reflects. “I like to talk to people and learn about their lives, and share with them what’s going in mine.” With a robust rate of repeat and referral clients, Erik’s ability to forge lasting, meaningful bonds with those he serves is unequivocal. Likewise, his quantifiable ability to close has drawn word-of-mouth business from area real estate professionals, confident in Erik and his team’s consistent follow-through. Erik’s dedication to his clients’ success has also translated to success for those on the team. “Everyone on my team is able to earn a good living, and also sleep at night,” he explains. “We work with the confidence that we haven’t compromised our morals, and that we’ve helped people and not just ourselves.” It is this balanced professional philosophy that has driven Erik’s business to flourish, while keeping their clients at the fixed center of their enterprise. When Erik isn’t dedicating himself to his work, he enjoys spending his coveted free hours with his wife and growing family—a sixth-month-old baby that keeps things on the home front lively. With a second home close to the beach, Erik enjoys time by the water and under the sun. He also enjoys catching concerts and live music performances and taking in the occasional sports game. As for the future, Erik has plans to build out the team with a focus on increasing volume and efficiency, aiming to propel The Hoffman Team into a number one contender in California. All in all, the same ambitious spirit that launched his career continues to fuel Erik’s work today. With seventeen years of industry insight and first-hand experience already under his belt—along with an impressive track record of success and a heart for his clientele—the years ahead are sure to be filled with sustained promise for Erik Marquez and the team.

To learn more about Erik Marquez, call (909) 815-4224, or email EMarquez@wccloans.com Top Agent Magazine

LEO MEGERDICH Leo Megerdich looks at life, work and decision making with a fresh perspective, a healthy degree of realism and a good measure of humor. It’s an approach that keeps his own goals in sight and helps him engage with clients in ways that puts them at ease. “I’m on the younger side for the mortgage industry,” says Leo, a 23 year old loan officer on a team with Skyline Home Loans in Glendale, California. Leo entered the business four years ago at age 19, earned his license at age 22, and already receives nearly all his business from referrals or word-of-mouth. Having entered the industry after the market crash gives Leo a unique advantage. He explains that he doesn’t get bogged down by thinking about how much easier things used to be in mortgages. “It’s always been this way for me,” he says of what may, to other loan officers, seem like endless regulations and disclosure requirements. “I really embrace all the guidelines.” To him, the complicated aspects of mortgages are second nature. REALTORS® and borrowers appreciate his fresh perspective and flexibility. “I think they see I’m young, happy and can joke around and make people comfortable.” They know that Leo is motivated by his love of helping people get into homes. Having Skyline Home Loans at the foundation of his business further enhances Leo’s credibility. “We’re known for the way we handle our work,” says Leo, explaining that Skyline is a direct lender offering all the traditional loan programs. “We have in-house processing and underwriting and we get our loans closed on-time.” Their service is so good that it’s not unheard of for Leo to receive a call from a loan officer at a branch of a major bank asking for help. “She’ll say, ‘We messed up on a deal and can’t fund it in time; can you help us?’” Leo will of course do what he can. “When I’m working with someone, I’m very straightforward,” he says. “But I’ll work with my clients until I

know they can get the house.” Leo and the others on the team work closely with the client to ensure their goals are met. “That’s what makes people want to come back.” While Leo may be relatively new to mortgages, one of his greatest pleasures is working through challenging scenarios. “When something isn’t working, we get to be creative and find a solution,” he says. “I learn something every day in this industry.” He also embraces every opportunity to engage with other professionals, such as CPAs, attorneys and financial planners. “I like making things happen by crunching numbers and interacting with people.” Leo also owns and operates a 3D printing company called Innovators Quest. He started doing it as a hobby and realized the potential the industry has. “I purchased a 3D printer to understand the fundamentals of the printing technology.” 3D printing is the future of product manufacturing. “I want to integrate the 3D printing with real estate. Imagine building a home with a 3D printer, that’s one of my goals for the future.” There’s no stopping Leo, who in addition to working 9-5 in mortgages is pursuing his Bachelor of Science Degree in Business Administration from California State University Los Angeles. “After work, I’m in class from 6-9pm with a class on Saturday,” he explains, unintentionally describing his astounding work ethic. “I want to be the best loan officer I can be.” Much of Leo’s referral network, in fact, is comprised of people he has known since childhood. Some are now REALTORS® and many others are approaching their mid-to-late 20s and entering the phase in which they are considering home ownership. He stresses the importance of trust in the mortgage business and feels privileged to be in an advisory position for people who are beginning to build their own wealth. With a work ethic like Leo’s, these emerging home owners would be primed for success.

To learn more about Leo Megerdich, visit skylinehomeloans.com/loan-officer/Leo-Megerdich email leom@skylinehomeloans.com or call (818) 726-0270 www.

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 28

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MICHAEL PARSONS Michael Parsons discovered his passion for facilitating homeownership when working in the financial advising industry. Relishing his internship opportunity at Dominic and Dominic while attending the University of Maryland, Michael came to a crossroads in his developing career in finance when the outfit shuttered. When a friend suggested he transition his knack for numbers and people skills toward a career in mortgages, Michael decided to take on the challenge. That was back in 1993, and since then Michael has not only earned 24 years of industry knowhow, he has also started his own thriving business with three partners in Apex Home Loans. Guided by an ethos fixed on customer-centric care and superior professional standards, Michael has helped build a flourishing business with deep ties to his local community.

Taking a holistic view of the lending process, Michael and his team consider their customers’ long-term financial health, viewing homeownership as an investment and liability to be treated with consideration and comprehensiveness. In that vein, Michael and his team have created the Mortgage Under Management system to stay in regular contact with those they serve, even after a transaction is complete—assessing the changes in their customers’ lives and adjusting their mortgage advice and management accordingly. Additionally, Michael places a high premium on ongoing professional education. “If you’re not learning something new or challenging yourself, then you’re not engaging with the business or the needs of your community,” he reflects.

Primarily serving the D.C. metro area from his headquarters in Maryland, Michael and his team’s loan offerings run the gamut, no matter their customers’ homeownership goals. In fact, Apex Home Loans services a range of interests, from high-earning professionals and first-time homebuyers, to freshly graduated college earners and those with challenged credit. In every transaction, Michael and his team’s work is grounded by a commitment to four key tenets: consistency, accuracy, reliability, and responsiveness. Since the majority of his business stems from repeat and referral customers, communication and customer experience are utmost priorities. In that spirit, Michael has implemented his Perfect Loan Process system to execute this high level of service and customer outreach ensuring that all parties involved in a transaction are kept up to date throughout the lending process and long after. Likewise, he has incorporated a unique role in his office called Chief eXperience Officer (CXO), whose sole responsibility is to monitor efficiency, communication, and customer experiences—all to ensure a happy homebuying process.

Positioning his spirit of service toward his local community, Michael and his office participate in a variety of civic and charitable efforts. Not only does he encourage each member of his roughly 110-person team to become personally involved in a charity he or she is passionate about, but Michael also leads by example by taking part in Leadership Montgomery, a local development group, in addition to working with Junior Achievement, an organization that encourages early financial literacy in children. He is also a regular sponsor of food, clothing, and school supply drives, and he serves on multiple boards for his area’s mortgage bankers associations. Michael also serves on the board of The Barnesville School, which his daughter attends. “This is who we are as an organization,” he says. “We encourage our team to be part of the fabric of our community.” In his free hours, Michael enjoys vacations with his family a few weeks each year at their home in his wife’s native Puerto Rico.

“We survey our customers throughout the process to be sure everything is moving forward correctly,” Michael says. “If there are any opportunities to course correct, we do so seriously. That way we can bring it all together at closing, and we’ve moved the needle forward and helped our customers start their new beginnings.”

As for the future, Michael has plans to continue growing his business, strengthening Apex Home Loans’ ties to the community and demystifying the perspective the average consumer has regarding the work of mortgage bankers. With more than two decades of hard-won industry knowledge—and a philosophy governed by customer experience and the ability to deliver results—the years ahead are sure to remain busy and bright for Michael Parsons and his team at Apex Home Loans.

To learn more about Michael Parsons visit apexhomeloans.com/michael-parsons, e-mail mparsons@apexhomeloans.com or call (240) 268-2053 www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 30

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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MAX SANDLER Max Sandler, of family-owned Tidewater Mortgage Services, does what he says he’s going to do. Call it highly motivated, responsive, or ethical, Max finds the lending solution that works best for each client. “Responsiveness is key,” he says, “and that’s how our company operates. We help each other. If a Realtor calls me at 10 p.m. and needs something the next day, we always do it. We work as a team. It helps us have the most coverage and provide the best service out there.” Max always knew he wanted to go into the family business but didn’t know in what capacity. After earning an MBA at George Washington University in 2015, he went directly into the business as a loan officer, with close support from his sister, who was a godsend. “I tell people who are getting into the industry now to make sure they get behind someone who will take the time to teach them all the ins and outs of what we do,” he says. “It’s extremely important. I’m very fortunate.” In the business now for two years, Max has never come across a product he wouldn’t consider. He looks at everything to find what will work for his clients. Licensed in D.C., Maryland and Virginia, he started out by “hammering” his networks by phone and on social media, and they gave him a chance. “Social media are great!” he says. “It’s a way to put good-quality content out there and softly touch the people in your personal network. You have to stay in front of people if you want to remain relevant.” An extrovert who loves talking to people, Max has seen what’s out there in terms of competition, and his company rises to the top like cream. “I haven’t met a lot of lenders who take the time to do the really quality work we do,” he says, “particularly in the first-time homebuyer market in

northern Virginia.” That market requires a lot of education, something right up Max’s alley. “I provide options,” he says, “so the client can make the decision as to what’s in their best interest. I educate them step by step. Then we all come to an understanding and agreement about what’s the best option.” The mortgage industry has turned out to be perfect for Max, who not only loves meeting new people and having new experiences, but also that he never stops learning. “The rules and guidelines change all the time,” he says. “New products come out all the time. You work hard, you’re ambitious, and depending on what you want, you can grow a great business in this line of work!” That’s exactly what Max has done. Starting out knowing little about the industry, he became active in every association in the area. He’s now on the Networking and Philanthropy Committee of the Mortgage Bankers Association of Metropolitan Washington, which he loves, and he teaches first-time homebuyer seminars, among other activities. While he likes to fill his spare time with soccer, weight lifting, working out and reading, his heart is really with people: meeting them and staying as active as he can in the industry, going to conferences and networking events and looking for better ways to do what he does. He plans to use his passion and expertise to grow the company big. “I’d love to build a team of young, hungry loan officers!” he says. “Providing people opportunities is a unique thing to do, and we have a fantastic company behind us.” Max always does what he’s says he’s going to do, so wait for it!

For more information about Max Sandler (NMLS# 72120) of Tidewater Mortgage Services, Inc. (NMLS# 71158), Arlington, VA, visit tidewatermortgage.com/max, call 757.292.0757 or email msandler@twmortgage.com www.

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