Nationwide Mortgage 8-21-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

Get Your Head IN THE GAME!

OLGA BATTISTA

ANDREW NOLTE

JOE JOSEPH

KEN RIFE

IS YOUR PHONE VOICE ATTRACTING â&#x20AC;&#x201C; or Repelling? How to Send SMARTER EMAILS 3 Tips for MASTERFUL TO-DO LISTS

JASON C. SCOTT

SEAN ZALMANOFF

NATIONWIDE MORTGAGE EDITION

OLGA BATTISTA

JOE JOSEPH

KEN RIFE

ANDREW NOLTE

JASON C. SCOTT

SEAN ZALMANOFF

CONTENTS 4) IS YOUR PHONE VOICE ATTRACTING â&#x20AC;&#x201C; OR REPELLING? 9) GET YOUR HEAD IN THE GAME!

17) 3 TIPS FOR MASTERFUL TO-DO LISTS 21) HOW TO SEND SMARTER EMAILS

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

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

Don’t Mistake Technology as the ‘End’

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

Make a Superior Phone Message

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

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

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

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

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

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OLGA BATTISTA

OLGA BATTISTA In 1998, Olga Battista was a college student working as a hostess at a restaurant, when she had a fateful meeting. “There was a regular group of customers who came in, one of whom owned a mortgage company. Having a friendly outgoing personality and being bilingual, he saw a potential in me and offered me a job. I had never considered a career in the mortgage industry, but I took a leap of faith. Here I am almost 20 years later and I couldn’t be happier with my decision. I guess you could say, it was meant to be. Olga started as a loan processor and with the mentorship of her boss, she quickly moved up to Loan Officer. “He instilled in me a strong work ethic, discipline and dedication to my job. I had moved to the United States from Bulgaria when I was 16 years old, so when I started I focused on that community and things just took off from there. With my processing background I knew the process inside and out and that was a huge advantage. Quickly my career became my greatest passion, helping people achieve their American Dream of homeownership.” Olga is licensed in Illinois and primarily serves the Greater Chicago area. She is working at Mutual Financial Corporation, one of the area’s most respected Brokerages. “We offer a wide variety of programs, including some amazing opportunities for first time home buyers, investors and self employed borrowers, all of which are a large chunk of my business. Key to Olga’s success has been her hands on approach to her job. “Client satisfaction and referrals is what defines me and is how I measure my success. I am involved throughout the whole process, from application to closing. I communicate constantly with everyone involved in the transaction, and make myself available 24/7. Every transaction is unique so it can be easy to lose track. I believe you have to stay focused, pay attention to small details, be patient and determined. It’s not about quantity, it’s about quality. I work hard to earn their trust and am grateful for every opportunity to be a part of that special experience. If you operate yourself with a good, kind and honest heart, everything else that follows will also be good.” For Olga, part of offering a good service is staying on top of her game through education. “Being a loan officer is more than 8

just meeting with a client and taking an application. I do my research, I am always educating myself about new programs and guidelines. You constantly have to stay up float, in this business things change all the time. I love to be challenged and don’t give up. I believe everything is possible and if there is a will there is always a way. I never turn down a client, I work with some of them for years ahead of time and guide them with what they need to do to get a loan.” Olga is actively involved in her local church and loves to spend quality time with her husband and a 12 year old daughter. “Family is my number one priority, they are my greatest achievement and my main motivation.” Olga can always be found cheering her daughter on at sporting events and involved in all her activities. “Kids grow so fast and I don’t want to miss a thing. I am always there.” Olga couldn’t be happier with her career and is currently in the process of being Certified Military Residential Specialist, so that she can excel in the VA loan market and honor the men and women of the United States military for their service. “My goal is to always take as much stress away from the process as possible. My clients know, that no matter what happens, I will be working and fighting extraordinarily hard on their behalf at all times. I truly am committed to educating and empowering clients and Realtors. I love helping people and it’s what keeps me going and makes me strive to continuously exceed my own expectations.”

To learn more about OLGA BATTISTA (NMLS # 220156) call 708.217.2277 or email olgaloans7@gmail.com Copyright Top TopAgent AgentMagazine Magazine

Get Your Head in the Game! By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation. The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident. Top Agent Magazine

The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles. Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them. 5 ideas for stepping up your game.

Preparation is what creates confidence. Don’t work on confidence. Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work! Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll 10

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give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage! When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes. (If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit. Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts. Don’t be random. Choose successful pictures that move you forward.

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Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test? Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving. We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking... Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks. But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball. Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 12

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JOE JOSEPH After a fruitful career in the restaurant business, Joe Joseph was in search of a new and energizing path. He thought of an old friend who was working as Vice President of a mortgage company active in some twenty-six U.S. states, and Joe rightly sensed that the industry offered a chance at prosperity, excitement, and a challenge. What’s more, Joe had just bought his first home and recognized that a career as a mortgage professional would afford him the opportunity to help others navigate the complex financial waters of homeownership. That was nineteen years ago, and today Joe is at the helm of a flourishing career as Senior Vice President Mortgage Banker at Dart Bank, grounded by an ethos of serving others and delivering quantifiable results. Based in Lansing, Michigan, Joe primarily serves clients in-state, though his company is able to lend across the country and he has personally fielded clients in Florida, as well. His loan offerings run the gamut—from the standard industry fare to more unique options such as physician loans, bridge loans, and professional loans. Joe co-leads an unconventional yet effective team: he and a fellow loan officer largely handle their own business, though they split the efforts of three assistants and two processors, and occasionally come together in service of a few shared clients. With a 100% rate of referral and repeat clients, the caliber of Joe’s work nearly speaks for itself. Behind that impressive figure, however, lies a carefully curated professional philosophy that has driven consistent business over the course of Joe’s long career. Prioritizing communication, long-lasting relationships, and the proven ability to close, Joe and his team stand apart for their follow-through. “Our business is built on our reputation, and first and foremost our work is about trust,” Joe explains. “Our clients trust us and rest assured that if they send us a client, we’ll take care of them. We try our best to make the lending process as seamless as possible, and we always follow through on our professional promises.” With the majority of their referral business comprised of real estate agents, Joe astutely understands that the ability

to close on time is a loan officer’s calling card. Accordingly, he is systematic and meticulous in conducting his due diligence. “A large part of being successful in this industry is getting to know clients and understanding their big picture,” he explains. “We do a tremendous amount of due diligence up front and be sure we know everything there is to know going in—that way there are no issues in the back end, and it makes for an on-time closing as a result.” Though his ability to deliver is unequivocal, Joe never loses sight of the individual or family at the root of every transaction. Likewise, he takes pride in his ability to help others begin their next chapter. “No two days are ever the same. I love being able to help people and put them in their dream home,” he says. “Especially people who never thought they would be able to purchase a home. We are able to help them and make them feel confident and comfortable taking the next step.” Joe extends his spirit of service to his local community, as well. He serves as the President of Dewitt’s Touchdown Club, in addition to serving on the board of Habitat for Humanity Michigan Fund and previously serving on the board of the Michigan Mortgage Lenders Association. In his free hours, Joe enjoys spending time with his wife and three kids, visiting their second home in northern Michigan as often as possible. As for the future, Joe has plans to continue to build his thriving business, while maintaining the hallmark standard of care his clients have come to expect. A stickler for service, Joe and his team are always looking for ways to systemize and streamline their work to make the lending process as smooth as possible. What’s more, Joe has an eye toward the future as he works to incorporate emerging technology into his practice and build out his team’s online footprint. With nineteen years of hard-won experience and keen insight already under his belt—along with a dedicated group of professionals at his back—the years ahead are sure to remain both busy and bright for Joe Joseph.

To learn more about Joe Joseph visit dartbank.com, e-mail JJoseph@dartbank.com, or call (517) 853-5110 www.

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ANDREW NOLTE Andrew Nolte got his start in the mortgage industry right out of college. A family member told him about a training opportunity at Countrywide and he went through an intensive eight month long process learning every aspect of the business.”I really immersed myself in the business, during that period. It not only gave me real world experience, but it allowed me to gauge what aspect of the business was best for me. After the eight months was over, I decided to take that leap of faith, deciding that the Wholesale Channel was a great fit and entered the industry full time.” Andrew was in wholesale lending from 2002- 2011, and was one of Denver’s most respected mortgage professionals. When he moved back to Kansas City in 2011, he decided to switch careers as well, and began working in Supply Chain Solutions Industry. “The thing about the mortgage business is that once it’s in your blood it never leaves. I always kept my finger on the pulse of the industry, I kind of sense I’d get back in one day. When the opportunity presented itself, I jumped at the chance.”

His background in wholesale lending has been a real advantage now that Andrew is on the retails side of things. “I went through thousands of scenarios per month in wholesale. I was working with loan officers and I was responsible for giving them accurate information that they could then relay to their clients and Realtors®. I really enjoy working with consumers now, face to face. I love helping them through the process, educating them and empowering them to make sound decisions for themselves and their families. Seeing the smiles at the closing table and helping to ease the stress of a first time homebuyer is way more rewarding than I ever thought it could be.” Andrew couldn’t be happier to be back in the career that is truly his passion. He would not only like to see his business grow, but is determined to see the industry grow as a whole. “I’d really like to improve the processes, making them easier and smoother, from both the consumer’s perspective and the mortgage professionals. I really think it’s important for loan officers to join together and strive to make the industry better. It’s a wonderful business to be in. We get to make an impact on people’s lives, and I’d like to leave my fingerprint on industry that I love as well.”

Andrew got back into the business almost a year ago, this time on the retail side of the business. He has quickly made a name for himself in the Kansa City area, and is becoming a top producing Loan Officer at US Bank. An unsurpassed level of communication, an in-depth knowledge of the process and complete accountability, are what Andrew considers to be the keys to his success. “If you focus on those three things, you will be successful in this business. I know my products, I can identify loan programs that best fit my client’s needs and then I’m able to think outside of the box to get them qualified. I keep all parties in the loop at all times, no matter what the news is. In this business sometimes it’s all about how you react to the surprises in the process, what you do to remedy them, get them taken care of and still close on time. Most lenders offer good service and competitive prices, so I feel like you need to set yourself apart in other ways. My integrity and experience is what keeps people coming back.” Top Agent Magazine

To learn more about

ANDREW NOLTE

call 816-309-8175 or email andrew.nolte@usbank.com Copyright Top Agent Magazine 15

KEN RIFE Communicative, straightforward and compassionate: that’s Ken Rife, Senior Loan Originator with the Axia Home Loans. Ken and his team focus on the west Minneapolis–St. Paul metro area down to southern Minnesota, providing personal service that matches the company’s exceptional technology. Axia Home Loans offers just about every available program, from FHA down to a 580 credit score, VA and USDA to conventional and jumbo loans. “We keep our product mix responsible,” Ken says, “but we’ll take chances to make sure clients get into a home. We offer financing to non–U.S. citizens, for example, who literally don’t have a credit score.” Ken and his team are available 24/7. It’s common for clients to text them late at night, and they even accepted two purchase agreements on Christmas Eve last year. Ken is under 30, which explains the energy he brings to his business. “We try to get to know our clients and have fun with them,” he says. “I go to bed every night thinking, ‘If this were my loan, how would I want it to go?’” Ken started in the mortgage industry in 2012, shortly after graduating from Minnesota State University, Mankato. He jumped into retail banking but it wasn’t for him. As fate would have it, his own purchasing process opened the door. “My loan was originated by one of the top producers in the state,” he explains. “At the end of the process, he said, ‘How can I get you on my team?’ The salary and benefits he pitched weren’t very exciting, but I leaped in anyway.” Ken feels blessed for the relationships he’s formed and the professional who got him into the industry. Relationships are what it’s all about for Ken. While every mortgage lender pitches a smooth process and a great

price, Ken tells people to focus on their relationship with the lender. “This is such an important process in your life,” he says. “In your first conversation, if it doesn’t feel like the right fit, it’s probably not. You need to feel comfortable with this. You’re trusting someone with every piece of your financial and personal information and hoping they can get something done within 30–35 days. Make sure you’re working with someone you like and trust from the beginning.” That goes for his Realtor partners, too. The mortgage and real estate industries can be stressful. It’s important to Ken to be “in the trenches” with someone he likes working with every day, and vice versa. He prioritizes to make sure he’s focusing on his referral partners’ clients and never takes on so much business that he can’t do a great job. When he’s not working, Ken is involved in the International Justice Mission through his church; and he and his wife, along with his close friends, are working on a nonprofit that is set to launch in 2018. With three little girls of their own under school age, family, church and friends are about all Ken can handle in his spare time! The future of Ken’s business promises to be exciting. In addition to growing his team over the next couple of years, he’s inaugurating a robust customer-interaction program as part of the loan process. “We want to upend the old paradigm that the client doesn’t need to be involved,” he says. “We’re creating a better bridge between what we do every day and what clients understand is going on every day.” That kind of energy, passion and wisdom will stand Ken in good stead.

For more information about Ken Rife (NMLS # 784496) visit kenrife.axiahomeloans.com, call (651) 666-1037 or email Ken.Rife@axiahomeloans.com www.

3 Tips For Masterful To-Do Lists by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists. 1-Important v. Urgent. Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms. “Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others. People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.” Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus. This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time. When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow. Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7. This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the 18

treetops only to return when the full number of men could be accounted forâ&#x20AC;&#x201D;i.e., when they felt safe. If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldnâ&#x20AC;&#x2122;t. If five men went into the woods and only four returned, they felt safe to return to the clearing. This means that the crows could only hold 3 or 4 units of the men in their focus. Top Agent Magazine

Focusing on where the money comes from strips away all of the non-essentials. For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings. At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs. The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping. Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs Top Agent Magazine

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

JASON C. SCOTT Jason C. Scott spent 20 years in the U.S. military. His service included multiple combat tours to Iraq and Afghanistan. When he purchased his second home, the loan officer who helped him did an amazing job educating Jason on the process and soon became a friend. He suggested that Jason should become a loan officer himself after his retirement from the military. Jason decided to give it a try, and three years later, he was fully invested in the mortgage industry, specializing in VA Home Loan Benefits*. “I love this industry,” Jason says. “My passion is the VA loan, because I get to educate veterans on how to buy a home.”

“It’s a testament to being with a company that believes in systems and has spent the time and money to perfect those systems,” Jason says humbly. “My boss always says, ‘We had the bus. We just needed the right driver.’ I guess I’m the right driver.”

Success came quickly for Jason at his previous company, and it wasn’t long before he was actively recruited by Guaranteed Rate and opened his own branch in January of 2017.

Jason embodies the Aloha Spirit of Hawaii. His knowledge of local culture and business practices has contributed to his success and has helped his clients become part of his “Ohana,” or family. To give back to his community, Jason’s passion is contributing either time or resources to US Vets, an organization that supports veterans dealing with homelessness and re-educating them to give them skills they need to function in life. Jason credits his ability to stay mentally healthy after eight combat tours to his wife’s support, but he knows not every veteran has not been so fortunate.

Seven months later, and Jason’s work ethic and experience have led to great success for both him and his branch. Though the branch is located on Oahu, Jason services all the Hawaiian Islands. His clients include many veterans, as well as local residents, all of whom are wowed by Jason’s dedication to supporting and educating them through the process. While Jason’s passion and area of expertise is the VA loan, he also provides full-spectrum lending with conforming and jumbo loan programs, in addition to a handful of down payment assistance programs. Jason regularly closes both conventional and VA loans as quickly as possible to ensure a positive experience for his customers.

Jason has strong relationships with a group of realtor colleagues. These realtors understand Jason will close loans quickly and take care of their clients. When Jason finds an unrepresented client, he connects them with a realtor who is a great match for their personality. He and his realtor colleagues do co-branded marketing and events together. Guaranteed Rate also offers Gateless, a proprietary platform developed to provide realtor partners with real-time updates on clients and their loans. “We are all in it together, not just to provide the best customer experiences, but also to grow each other’s business,” he says.

When he’s not working, Jason loves to golf, spend time with his wife and enjoy all Hawaii has to offer. Looking ahead to the future, Jason’s goal for his branch is to be the home purchase experts throughout the islands by providing excellent customer service to his clients and business partners.

To find out more about Jason C. Scott, Branch Manager/VP of Mortgage Lending, contact him via email at Jason.C.Scott@rate.com, by phone at (808) 791-9865, or check him out online at rate.com/jasoncscott. www.

98-199 Kamehameha Hwy, Unit C-01, Aiea, HI 96701 | NMLS ID: 1160791; CA - CA-DBO1160791 - 413 0699, HI - 1160791 - HI-2611, WA - MLO-1160791 - CL-2611 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699 • HI - Lic#HI-2611 • WA - Lic #CL-2611 *Guaranteed Rate, Inc. is a private corporation organized under the laws of the State of Delaware. It has no affiliation with the US Department of Housing and Urban Development, the US Department of Veterans Affairs, the US Department of Agriculture or any other government agency.

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. 22

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SEAN ZALMANOFF Sean Zalmanoff got his first taste of the mortgage industry in 2002, just two years after graduating from the University of Missouri. He cut his teeth in a few area offices before setting out on his own in 2005. When the downturn changed the game, Sean wisely decided to partner with a nationally leveraged company and he’s happily been backed by USA Mortgage ever since. Over the course of his ensuing sixteen-year career, Sean has developed a reputation for honest communication, follow-through, and surpassing industry standards. Today, he serves as the Regional Manager for offices in Missouri, Illinois, and Tennessee and leads a capable team of professionals in service of the American Dream of homeownership. Primarily serving the St. Louis metro area while continually expanding in other regions, Sean’s branches collectively drove $100 million in volume last year and are on track to generate $150 million this year—a sizable leap that speaks to their ambition and proven execution. Their progress is a direct result of the considered systems they’ve put in practice, as well as the top-tier backing of their corporate company. Beyond the greater St. Louis area, Sean also helps loan officers as far afield as Florida, Alabama, and Tennessee—prioritizing worthwhile professional relationships with talented loan officers, no matter where they reside. Sean describes his branches’ lending ability as an effective hybrid between the capabilities of a traditional brick-and-mortar bank and a mortgage office. This enables his team to provide a range of comprehensive loan products for borrowers of all kinds. From bridge loan options to new build construction loans, Sean and his team of eleven loan officers ensure that their clients’ goals are well served. What’s more, their ethos of accountability and creative problem solving inspires a sense of confidence within real estate agent referral partners and borrowers alike. “Our number one priority is to make the mortgage process smooth for our clients,” Sean explains. “Sometimes that means we have to roll up our sleeves and work hard to get someone qualified, but that’s one of the great things about having the support of USA Mortgage. When it comes down to it, we understand what it takes to get someone in a home. If there’s a way to get a loan done, we’re going to get it done right. That’s what keeps our clients coming back over and over again.”

In cultivating professional bonds with his sizable network of real estate referral partners, Sean pairs alongside his industry colleagues for co-branding and co-marketing efforts. Using his in-house marketing team, he offers his referral partners meaningful tools to build their brand and business—including print collateral, design work, and guiding their social media expansion. In that vein, Sean has cultivated his own online following and is a savvy curator of social media’s influence. With 90%+ of his business generated by repeat and referral business, and the remaining percentage attributed to organic leads driven by his digital presence, Sean’s leadership and his team’s execution keeps business booming. Though their ability to deliver on behalf of their clients’ goals is unequivocal, Sean never forgets what lies at the heart of every transaction: people. “I try to make a positive impact on everyone I work with,” Sean says. “What I like most about what I do is the impact I’m having on loan officers’ lives, helping them see a new way of doing business.” To continue that positive impact within his community, Sean and his team engage in a variety of charitable causes. Recently, they sponsored a local food truck meet-up to benefit Beyond Housing, an organization dedicated to serving lower income families as they pursue homeownership, particularly through down payment assistant programs and financial education for the long term. Additionally, Sean and his team completed a oneweek home build project for Habitat for Humanity to benefit a family in need. In his free hours, he enjoys spending as much time outdoors as possible, especially with his two sons—ages one and three. From fishing and boating to floating the river and camping, Sean relishes family life and spending quality time with his loved ones. As for the future, Sean has plans to continue his burgeoning imprint, driving steady growth of his team and their ever-increasing year-to-year volume. He also demonstrates a longstanding commitment to personal and professional growth and stays ahead of the curve when it comes to industry developments. All in all, with sixteen years of expertise under his belt and an incisive eye on the years to come, the future is limitless for Sean Zalmanoff and his team at USA Mortgage.

To learn more about Sean Zalmanoff visit seanzmortgage.com, e-mail seanz@usa-mortgage.com, or call (314) 361- 9979 www.

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