NATIONWIDE MORTGAGE 8-29-22

NATIONWIDE MORTGAGE EDITION

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SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS COVER STORY

ANTHONY ANGELILLO

GOOGLE ADWORDS:

HOW TO MAKE GOOGLE DO THE WORK FOR YOU FEATURED LENDERS

ALEX RAMIREZ DEB FRANK MATTHEW KIRSCHLING MIA SCHULTZ MRUGESH (MIKE) PATEL VALERIE CAMERON ZOE HIGGINSON

5 LESSONS FROM SILICON VALLEY TO MODERNIZE AND MONETIZE YOUR BUSINESS

NATIONWIDE MORTGAGE EDITION

DEB FRANK ALEX RAMIREZ

MATTHEW KIRSCHLING

their crash skillset a She described the There are several reasons why Metro Credit Answering an ad to be a telemarketer 7 16after school when he was fifteen 21 was 22 ing. There’s litt devastating. “Every Union headquartered in Chelsea, Massachu- supposed to be a way to make a little as word ofday mo extra money. For Matthew, it turned is enough to b my office who family I couldn’ etts hired Deb Frank to help build its mort- into the start of a life long career path. of satisf business.

Matth could help. The entire gage department in 2015. For one, she’s That telemarketing job was working for a mortgage company. Building on estate agents at my very core. wc pretty darn smart and knows the ins and outs his experience, Matthew worked his his focusI on way up in the company until he ultiavailable consta and I couldn’t help anyo of the mortgage business. And she immerses mately became a loan officer when he bleshoot and fie MIA SCHULTZ wasPATEL only 18. He CAMERON has no intent on leavbut thei MRUGESH (MIKE) caused Deb to agents, get more herself in the people she works with for.VALERIE HIGGINSON ANTHONY ANGELILLO ALEXand RAMIREZ DEB FRANK ZOE MATTHEW KIRSCHLING ing the industry that he loves and has level of commu infuture affordable housing a But Metro brought in Deb because himcomes so well. That’s actions smooth oardworking hermostly, as ANTHONY through toamaking the finish line. what Securing mortgage with reguAmbitious and determined to about make a treated onahead their of property.communicatio Valerie mainmortgage professional always close the thehome Passionate homeownership adapt to what the loan consumer wants. offer acceptance ratio (t 25 26 30 Deb come true, mortgage Alex realized s hekeeps istohis aANGELILLO tireless advocate forofdreams affordable lations, specifications and to update we specialize in:broker the loans that29 need a tains difference in his the lives others, Valerie a By high service style,hard ensuring each ohanks focus on serving closing date,” he says.

Now, Matthew is aqualifications branch manager for Goldstar Mort-2018 Ramirez is known for delivering exception- Throughout the transaction Alex and his team will accept a buyer’s offer). An Cameron has found heral true party iscreate updated all thetransaction, way through. that calling can bein confusing and and gage.

He works in keep a frustrating, few ofclients their offices and oversees clients, but itopportun doesn’t matte nts,helpMrugesh (aka Mike) nd little handholding and aHe little extra love their informed and updated.

Un- lion service to everyone he encounters. housing housing and Patel first-time home buyers. threea decade other loan two processors, a brings closing derstanding the importance of this chapter in got his start in introthe to industry ago, officers, to get that offer accepted.

Matt the mortgage industry.

She was “This a sense of calm to the transespecially first-time buyers.

Some solon what’s going an his mortgage industry jourHonesty is another of Mike’s winning o need a toheget them life, HomeSmart Advisorsdirectly. wants tothose eliminate when began workingapproved.” as a loan officerand for a loan coordinator, officer assistant Stay- the who can’t afford offers out and help fig duced tobeing the field through a friend who action, as everyone knows exactly what id guidance could ease anxieties about sothere everyone’s in in 2018.

He went from a qualities trust in his clients. asthat muchinspires stress as possible.

“We’re able a major lender. Alex was tohis acingpromoted true to beginnings, he continues his role as to accept them. mortgage stay in front of them atisallgoing times,everything and nevcount executive, where he was in charge of That’s owned a small brokerage.

“She encouron at any given moment.”

The she does is ab “It’s my passion,” Deb said.

“I love to teach such a major purchase. where surprises.

It jus n processor to a mortgage broker “My clients know they will getAlex the rate a loan originator, now everything in house and recruiting mortgage brokers.

“That’s when er losewith touch even afterwards,” says. omeone This client-centered, human approach aged me to join her so my she could teach second anything happens, iswho on under his control, where he can watch over all of the fifteen-year-old kid Southwest Florida’s Zoe Higginson soValerie much smoo He delegates certain days of the week to call wheels started spinning,” he explains.

2020, and since then his business that I committed to at the beginning ofThat lationships and, last year mortgage-related seminars for people in nd your puts clients at ease.

“When you call my his clients and real estate agents, letting them “I thought, ‘why don’t I become one?’

So I and closing details. have imagined that it w me asthehebusiness,” explains.

“It processing thethem,” phone telling her clients and their real comes in. As a lenderthe with Mortgage she calls Floify continued to grow helps Valerie process at no 1, cost to Mikecouldn’t started pursuing that route.” Today he leads know of any changes and taking time to an- ing agents to market themselve $100 million in business to her team. he community, focusing on educating first-time homewas a great learning experience, and estate agents what is occurring, outlining omplexoffice, you hear the girls on my team swerHe questions.

Buyers feel confident, knowHomeSmart Advisors in Garden and Zoe helps guide through the proical updates e and more families the explains. will also work with cli-events and setting Keyfamilies toGrove, the business now in such a fast moving and MIA achieve SCHULTZ MRUGESH VALERIE ZOE up clienttoa ing that Alex is putting their needs first and “Then, we’re able to find is licensed in California, Colorado, Florida from there I went out on my own.”

In their next steps. navigate in the background, brainstorming on buyers.

My mission at this point is tofrom help the average exploration toCAMERON closing on their transactio am of homeownership.

As Execuents who don’t have enough credit volatile market is giving clients the ability toHIGGINSON compete (MIKE) that’s what lead to doing everything possible to close the loan intoevents. But entire and cess Texas.PATEL With several loan officers and her first month, she closed overonone mil-they solutions and troubleshoot,” she insays. with cash offers.

They work closely with a cash invesdled over $60 million succ a timely manner while providing competitive processors thehome.”I team, work diligently dream really love working approvfiles, jumping in on our calls to solve Vice President and partner in CLS improve their credit scores so they can Deb doesn’t wait for clients to come amily realize their homeownership dream.

Metro has aratestoandmove ® to achieve their clients’ goals.

While ma- need fees. Aside from developing lasting 2021 tor in casethethey quickly, buy the house partners and past clilion dollars in transactions.

Throughout Her REALTOR helping over 250 families with homebuyers,” she says.

“They have Maintaining deep relations rtgage, Mike primarily serves Illiget a better interest rate and lower PMI. riginally problems and you automatically know jority of theirfirst-time business is conventional loans, relationships with his clients, also priorimmediately for cash and is then sort out theAlex back-end changing, and loves CONTENTS ents continue returning to Matthew her,and knowing the followingincluding years, she worked with active in the community serasr ot of lending solutions, for the more affluent itizes his connections with real estate agents. they also offer niche products and easily so many questions, andexperience. it’sspecial such edge a It’s new process Zoe more effective stry andfrom has recently become licensed details later.

This keeps Matthewtocom- makes this will be a better a every day is different and every sheincluding will do everything sheREALTOR can to achieve companies, from large banks to mittees, with buyer; but had ouravarious focus is year on the low-to-moderate them, that needincome I love helping guide the realBuilding estate new commun Florida. wonderful in 2021, so more An they immigrant from India, Mike loves being ablewith tochallenge. petitive inguidance. the cash offer market where the purchase branc ia takes“We friendly and understanding their goals. small brokerages.

Today, much she feels right 27) 5 LESSONS 18) GOOGLE 4) 5 TIPS TO MAKE power is the bread and butter of his business model. cers, and helping others find ecided to my business into states serve his thethem mortgage industry. them through thecommunity process andthrough walking through market her business but it alth ganizations such as Greater Boston buyer – expand our Members in our other communities.” atHIRES home asA a Senior Loan Originator at in work warmth way toADWORDS: doPrimeLending business, and by creating They don’t usually with refinancing, but will for did is exciting. Looking forwa FROM SILICON HOW TO NEW LONGwell,” Mike explains. As a loan originator from and beginning When he not working, Mike enjoys spending time tois end.

I alsohandled enjoy helping veterans. loan options with agents to clients they have before, orpassionate who are directly instruments or cheering at the Valerie isthe about helping her clients andn Greenwood Village, Colorado.

“It’s just the perfect fit. it reduces Massachusetts Associations of REA experithat kind of environment, VALLEY TO MAKE GOOGLE LASTING SUCCESS tgage broker, Mike heads a team of with two aloan with his family, including one daughter and Ibig think there’s so many veterans out that needanother tiesMatthew, for their clients.

“I thin referred to them byDO agents andthere clients they have relaLoan Officer is like referral partners build wealth.

She loves to take hera We are a small bank mortgage company, and gcessors. clientspassion stress, especially for first-time homeher volunteer work on food and h Deb’s was partially forged by personal experitionships with.

Specializing in FHA, conventional, and on the way.

He loves to travel and play cricket. assistance and don’t know about all of the amazing being involved in the comm just go to school and learn it. Yo MODERNIZE AND THE WORK FOR YOU partners’ success to the next level. “If I come across we can broker as well, so it’s the best of both worlds.” one share their experience and s.bo loans,Deb buyers.

Rightwith fromworked the wethere acknowledge theallows Mike and team programs thatstart, areinout for an them.

They served us. whether itaway. be forI’m a charity, This her towas form relationship ence. grew up inprovide Maryland and deMONETIZE I call them right 14) 7 his SIMPLE TIPSclients Most of the their clients comeopportunity, to Matthew’s team directly guided, and just astotally he plan he resources to suitPrimeLending their needs.

Looking toward the future, Mike has plans to conI think it’s our turn to serve them.” lunch and learn, and other o facthas thatover your situation may not be perfect, but we’re from agents who have used them before and know invested in their growth.”

Staying in touch with them 400 products, allowing Valerie same opportunity by sharing hiw YOUR BUSINESS 23) 4 REASONS THAT ARE PROVEN share her values – and connects her ense industry after high school and throughout college. tinue expanding into other states.

“We are currently there!”

Zoe volunteers for s located in Barrington, to work together to get theofjob on a weekly basis, her relationships are long-lasting the freedomgoing to work with many different types cli-done.”

WHY MULTITASKING TO HELP YOU STAY or are working with folks nee After her first child, she found that some of her male word gets out about the excellent service Mike in two states, and our next step in512-676-7288 2023 will be to Zoe got her start as a marketing a local Royal Palm who Coast Realt andassistant built on ain foundation ofthe trust. ents. The variety keeps her on her toes, and she’s always ve clients in 21 differFor more information, call or email mkirschling@goldsta CAN ACTUALLY AHEAD OF THE his team provide, his referral business has cover the Midwest as well as the East Coast, includreal estate company.

The job was satisfying, but Zoe Professional Network of R seeking outOutside new doing things.

“It’s important to enjoysdowntime, she enjoys time with her weren’t quite as ways hospitable as she had hoped t,uperiors “Geneva’s slogan is ofofthe mortgage business, Mia giving ® eased rapidly.

“I work hard on to build ing New York, New and Massachusetts,” wanted more“No of matter aYOUR challenge.

“IJersey, love tothe problem solve Valerie Council Realtorsshe. loves DERAIL DAY COMPETITION During when isn’t of working, be one a student of trying thetoindustry,” she says. how mans,’ andworking that is back her community.

She is “We involved with theourselves Mshours with her long-time partner – anddrive is oward mother.

So she became preg® when tionships awith clients and REALTORS through Mike says. want to keep moving and findalways new ways to helptopeople,” sheinvolved says. Sheinstudto stay the community. She does a toy Copyrig much of an expert you are, and there’s something workwith here.

Iservice,” have surBusiness Association in Barrington and theTots viding good twin Mike says.

“We closed expand across therole US.” seeing her sonyear who moved nant boys, prospect of staying in that ied mortgages and earned hersupports license ahead of going Deepening professio for Toys for every andrecently hosts those a food drive. “It learn andthe improve upon.”

Valerie’s roots in Colorado mostthat cares about my local schools, community parades and volunteering 250 loans in 2021, our first full year as CLS host law enforcement appreciation events, and yearo run deep. family came toYears thelending statelater, inso thethat 1860s, she and could the ground running.

Zoedotes reach her offive not Phone 310-734-1440 | Faxinto 310-734-1440 wife.

Oh, she also ongoal herthis ong-term became lessHerappealing.

Deb was hit the football committee for thelooks past four years. rtgage, and now our who have worked Above all, Mike to continuing to serve I’m involved with Volunteers America.” she clients comes on from generations of driven, work-oriented “I wanted to jump in and get allforward the information I could butofalso helping more clien mag@topagentmagazine.com | www.topagentmagazine.com she’s very meticulous about who having lunch inpeople. an IKEA contemplating fuh us in the past are referring us cafeteria business from his clients andthe get them into a home.

“This is a very Valerie’s deep understanding of Colorado and before starting in the business.”

Now, as a loan origiheads into coming yearssh When she’s not working, Mia loves boating with her continues reach new heights, its real estate allow her to problem solve effiNo portion of this issue may be reproduced inShe any manner whatsoever without consent the publisher.

Top Magazine r friends and takes family.” time-sensitive business, and Ibusiness love being to Agent ing that she’s turned working ure when someone kicked her chair. turned to find for almost four years, ZoeAs has set her onable dence ofdown knowing her she ma am, and she pride hermarket family andnator friends on Lake Michigan asprior often as ofsights is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top planswhat to provide the and samegetexceptional service to her ciently and structure loans reaching withouthelp surprises. homebuyers by doing I do best $10 million in sales volume for this year.

“I’ve grown up here my wh most challenging oflaughing possible, in thetheir warmer Chicago months. whom she felt placed their own int aecollege classmate -- responsible and catching-up-onAgent Magazine cannot be held opinions expressed or facts supplied by its authors. agents and clients. a property is a big deal, ents value Mike’s commitment and unrivaled for ting them what they need.

Nothing makes “Buying me more the area.

I think that’s very have a story,To asubscribe blip turned inor changeto address, send to mag@topagentmagazine.com. the buyers’ best interests attheir heart. ife conversation his job in mortgage it’s atoperson’s largest debt, attached for to largest over twenty years ofinquiry experience, she ablehas k ethic.

“I work 7With days a week.

When REALthanislending. that.

I to have so many clients whose loans There ishappy a reason Zoe begun see clients remortgages people, to k Published in the U.S. es not quite fit into the Looking toward the future, Mia says, “I would love ® asset.

I get to make a tangible impact on my clients’ seamlessly meet her clients’ needs.

She makes the RS I’ve done, and now they keep referring me business or borrowers want to put in an offer, they “I clearly remember telling him that I got badly turning to screwed offer referrals or make a second purchase. involved in the community itget or their something unique, to keep ateven our pace.

I don’t to and lives and help them establish generational wealth by process as from simple asgrowing possible, ifcurrent the of transaction pre-approval offer me any time, because my honesty andwant commitment to my Customers appreciate her attention tomy detail open good job of integrating m “What I like most is educating. aslt aforfirst-time homebuyer nearly a decade earlier,” Deb 2 Top Agent Magazine I ha giving them the tools to make smart decisions about is complicated.

Her goal is to shield her buyers from these online-no grow just for the sake of growing; I want to bring in closing their loans on time.

That’s what I like day,” Mike says. He also keeps the process lines ofwork communication.

“Everybody in this business and I think that’s really he theirration, mortgage.” much of the stress and pressure, allowing them toout focusof but I like theforteaching,” Deb aid.

Nonetheless, next thing you know, she got ving and even ahead schedule. can most of all.” age companies to getof people in“We whoknows have the same caring mentality and that the key part of any real estate transac- only my clients but als

mailto:mag@topagentmagazine.com

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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ANTHONY ANGELILLO

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ANTHONY ANGELILLO “The mortgage industry doesn’t always do a great job of making itself approachable, so I’ve taken it upon myself to do just that, and I think people really appreciate it.”

20 years ago, Anthony Angelillo moved to Florida to start his illustrious career in the mortgage industry. An inspired entrepreneur, Anthony has been able to enact his dream of streamlining the industry through the use of automated technology 8

to educate clients and get them to the closing table in a timely manner. He is a Branch Manager in Miami Shores, and with the help of his Team, Tag Team, he offers personalized, informative service to clients across Florida.

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Anthony understands the importance of ensuring his clients know how to find success within the mortgage sector. By implementing intake forms to gather information from clients (primarily through high-quality video content), Tag Team Nation has the ability to use that information to offer the clients a “Road Map to Homeownership®”. “Our proprietary workflow really makes the process easier to handle for a lot of people,” Anthony says. “The mortgage industry doesn’t always do a great job of making itself approachable, Top Agent Magazine

so I’ve taken it upon myself to do just that, and I think people really appreciate it.”

Anthony has worked hard to help people, and it shows in his business: he gets nearly 90% of his business from word-of-mouth referrals, and his level of client satisfaction is incredibly high.

When it comes to interacting with his clients, Anthony keeps things straight to the point and delivers information to his clients in a prompt and honest manner. “When you work with 9

my branch, there’s no runaround or smoke and mirrors. What you see is what you get,” Anthony says. “The level of transparency we employ is incredibly important in making clients feel at ease and empowering them to make the best possible decisions for themselves and their families.” Offering clarity and direction on a grand scale is Anthony’s MO. He did $60M in total volume last year and with his technology expects to produce at a higher rate in the years to come.

Anthony was awarded Miami’s Top Loan Officer of the Year and featured in Scotsman Guide in 2018, 2019, and 2020 for being one

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of the top 1% of originators in the nation. He is the co-host of the award-winning podcast, Damage Control, with Melinda Grimaldi,1 wherein they have discussions on a number of topics with a variety of guests within the world of real estate, all of which help educate Realtors on the best practices to improve their business.

Being raised in an Italian household,

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Anthony has brought a lot of his culture to his business. Family, Loyalty, and Respect are the main reasons that Anthony has set himself apart from the rest of the competition. In his free time, Anthony enjoys living in Downtown Miami with his fiancé, Kristy, and his dog, Beast. He lives an active lifestyle – he is a marathon runner and a firm believer in the power of exercise and eating clean. A lover of cooking, traveling, and

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reading, Anthony is always trying to expand his entrepreneurial mind.

Anthony got into the mortgage industry primarily as a method to help people - he believes every family has a shot at achieving the American Dream and prides himself on providing a “TAG TEAM” approach by

working cohesively with Realtors, buyers, listing agents, and title agents. If you’re looking for a Mortgage Officer in Florida/ US who excels at coming up with effective solutions specific to his client’s needs, look no further than Anthony Angelillo!

Let’s TAG TEAM This Deal®

You can contact Anthony at (860) 462-7737 or TagTeam@TheAngelilloGroup.com. Visit his company website tagteamnation.com for more information. www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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

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

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

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

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

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

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

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

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ALEX RAMIREZ

Passionate about making homeownership dreams come true, mortgage broker Alex Ramirez is known for delivering exceptional service to everyone he encounters. He got his start in the industry a decade ago, when he began working as a loan officer for a major lender. Alex was promoted to account executive, where he was in charge of recruiting mortgage brokers. “That’s when my wheels started spinning,” he explains.

“I thought, ‘why don’t I become one?’ So I started pursuing that route.” Today he leads HomeSmart Advisors in Garden Grove, and is licensed in California, Colorado, Florida and Texas. With several loan officers and processors on the team, they work diligently to achieve their clients’ goals. While the majority of their business is conventional loans, they also offer niche products and easily 16

adapt to what the consumer wants.

Throughout the transaction Alex and his team keep their clients informed and updated. Understanding the importance of this chapter in life, HomeSmart Advisors wants to eliminate as much stress as possible. “We’re able to stay in front of them at all times, and never lose touch even afterwards,” Alex says.

He delegates certain days of the week to call his clients and real estate agents, letting them know of any changes and taking time to answer questions. Buyers feel confident, knowing that Alex is putting their needs first and doing everything possible to close the loan in a timely manner while providing competitive rates and fees. Aside from developing lasting relationships with his clients, Alex also prioritizes his connections with real estate agents.

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He is able to help them build their business and reach greater heights. “We can assist in generating leads,” Alex explains. “We can also take their list of current leads and put them into our system so we can determine their current status. We will be able to find out who has already purchased, who is no longer interested and why, and who is still looking.”

After the transaction is over, clients love telling others about their time with Alex. One recently said, “Alex is awesome at what he does. He was very responsive, he answered all my questions and most of all he was able to refinance my mortgage loan from an FHA to a conventional loan which was a huge savings just off the mortgage insurance alone.

My goal was to lower my payments with no cash out. He delivered! Mind you, I had only purchased my home 4 months earlier and he was able to deliver. I had called others who told me I should wait, since I had just purchased my home 4 months earlier. I’m very happy with the service Alex provided me.”

When Alex isn’t working, he’s giving back to the community through sponsorships for first responders, or spending time with his family, including his wife and their four-year-old daughter. He also loves planning for his future, which includes getting licensed in more states.

“I will also continue providing value to my clients and real estate agent partners,” he explains. Everything in his life has prepared him for this career and has allowed him to successfully grow his business. “I am able to navigate all the various personalities and characteristics, and know what will benefit my company and my clients. That’s what has truly helped me expand my business.”

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For more information about Alex Ramirez, please call 949-209-7667 or email aramirez@homesmartadvisors.com 17

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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

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

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

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

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

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

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LOCATION IS EVERYTHING!

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

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

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

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

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

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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DEB FRANK There are several reasons why Metro Credit Union headquartered in Chelsea, Massachusetts hired Deb Frank to help build its mortgage department in 2015. For one, she’s pretty darn smart and knows the ins and outs of the mortgage business. And she immerses herself in the people she works with and for.

But mostly, Metro brought in Deb because she is a tireless advocate for affordable housing and first-time home buyers.

She described the crash in the late 2000s as devastating. “Every day people came into my office who I couldn’t help – that no one could help. The entire experience tugged at my very core. I was living it myself and I couldn’t help anyone,” she said. This caused Deb to get more and more involved in affordable housing and lending issues.

By 2018 Deb realized she really wanted to create housing opportunities tomorrow for those who can’t afford them today. Now everything she does is about developing relationships and, last year referred just under $100 million in business to her team.

“It’s my passion,” Deb said. “I love to teach mortgage-related seminars for people in the community, focusing on educating first-time homebuyers. My mission at this point is to help the average family realize their homeownership dream. Metro has a lot of lending solutions, including for the more affluent buyer; but our focus is on the low-to-moderate income buyer – our Members in our communities.”

Deb doesn’t wait for clients to come to her, either. She is active in the community and serves on many committees, including with REALTOR® professional organizations such as Greater Boston, South Shore and Massachusetts Associations of REALTORS®, focusing her volunteer work on food and housing insecurity.

This allows her to form relationships with people who share her values – and connects her with folks who need or are working with folks who need her help. In her downtime, she enjoys time with her kids and traveling with her long-time partner – and is looking forward to seeing her son who recently moved to Salzburg with his wife. Oh, she also dotes on her five grandchildren. And she’s very meticulous about who she works with, noting that she’s turned down working with some agents whom she felt placed their own interests over having the buyers’ best interests at heart.

Deb’s passion was partially forged by personal experience. Deb grew up in Maryland and worked in the defense industry after high school and throughout college.

After her first child, she found that some of her male superiors weren’t quite as hospitable as she had hoped toward a working mother. So when she became pregnant with twin boys, the prospect of staying in that role long-term became less appealing. Years later, Deb was having lunch in an IKEA cafeteria contemplating the future when someone kicked her chair. She turned to find a college classmate laughing -- and their catching-up-onlife conversation turned to his job in mortgage lending.

“I clearly remember telling him that I got screwed badly as a first-time homebuyer nearly a decade earlier,” Deb said. Nonetheless, next thing you know, she got out of a troubled marriage, hired an au pair, and began career number two -- with the only immediate thought being “how do I support my children as a single mother, while also being able to participate in their lives.”

“What I like most is educating. I hate the actual preparation, but I like the teaching,” Deb said with a laugh.

“I want to make sure people understand what they’re getting themselves into. No question is stupid. I was once a young first-time homebuyer who needed counsel and got none. Nearly 40 years later I still remember that loan officer’s name. If someone remembers my name, I want it to be for the right reasons.”

In 2002, Deb relocated with her family to Massachusetts.

Photo credit: Samantha Barracca

To get in contact with Deb Frank please call 781-727-5299, email dfrank@metrocu.org or visit metrocu.org/deb-frank-mortgages www.

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MATTHEW KIRSCHLING Answering an ad to be a telemarketer after school when he was fifteen was supposed to be a way to make a little extra money. For Matthew, it turned into the start of a life long career path.

That telemarketing job was working for a mortgage company. Building on his experience, Matthew worked his way up in the company until he ultimately became a loan officer when he was only 18. He has no intent on leaving the industry that he loves and has treated him so well.

Now, Matthew is a branch manager for Goldstar Mortgage. He works in a few of their offices and oversees three other loan officers, two processors, a closing coordinator, and a loan officer assistant directly. Staying true to his beginnings, he continues his role as a loan originator, now with everything in house and under his control, where he can watch over all of the processing and closing details.

Key to the business now in such a fast moving and volatile market is giving clients the ability to compete with cash offers. They work closely with a cash investor in case they need to move quickly, buy the house immediately for cash and then sort out the back-end details later. This special edge keeps Matthew competitive in the cash offer market where the purchase power is the bread and butter of his business model.

They don’t usually work with refinancing, but will for clients they have handled before, or who are directly referred to them by agents and clients they have relationships with.

Most of their clients come to Matthew’s team directly from agents who have used them before and know

their skillset and expertise in buying. There’s little need for marketing as word of mouth of their service is enough to bring the friends and family of satisfied clients in as new business. Matthew keeps those real estate agents coming back with his focus on communication. He’s available constantly, not just to troubleshoot and field questions from the agents, but their clients as well. The level of communication makes transactions smoother and increases the home offer acceptance ratio (the chances the seller will accept a buyer’s offer). An agent can have a million clients, but it doesn’t matter if no one is working to get that offer accepted. Matthew and his team get the offers out there and help fight to get the sellers to accept them.

That fifteen-year-old kid who answered a want ad couldn’t have imagined that it would lead to him training agents to market themselves, running educational events and setting up client and agent appreciation events. But that’s what lead to a business that handled over $60 million in successful transactions in 2021 helping over 250 families. The industry is ever changing, and Matthew loves riding that wave where every day is different and every client presents a new challenge. Building new branches, finding loan officers, and helping others find the career path that he did is exciting. Looking forward to playing musical instruments or cheering at the next baseball game. To Matthew, Loan Officer is like a trade skill. You can’t just go to school and learn it. You have to have someone share their experience and guide you, just like he was guided, and just as he plans to steer others to the same opportunity by sharing his experience.

For more information, call 512-676-7288 or email mkirschling@goldstarfinancial.com

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 24

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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MIA SCHULTZ Mia Schultz’s clients refer to her as the “Mortgage Therapist,” thanks to her sympathetic attitude and helpful guidance. “You really do need a therapist when getting a mortgage these days,” Mia explains, “someone to listen to you, to understand your individual story and unique complexities, and someone who can navigate the guidelines to structure an approvable loan for you!” Having originally come to the mortgage industry from a hospitality background, Mia takes that same interpersonal warmth and dedication to the client experience and applies it to helping clients through the mortgage process.

With Geneva Financial, Mia is located in Barrington, Illinois and is licensed to serve clients in 21 different states. As Mia points out, “Geneva’s slogan is ‘Home loans powered by Humans,’ and that is one of the reasons why I chose to work here. I have surrounded myself with a team that cares about my clients the same way I do.”

Nothing fazes Mia and her team, and she takes pride in helping clients through the most challenging of loan situations. “Most people have a story, a blip in their financial profile that does not quite fit into the box, whether its income, credit or something unique, and that can make it difficult for these online-no human involved, type mortgage companies to get them qualified,” Mia says. “There are so many people out there who deserve to get into a house yet don’t have the direction or the individual help of a ‘Mortgage Therapist’ who knows how to get them

through to the finish line. That’s what we specialize in: the loans that need a little handholding and a little extra love to get them approved.”

This client-centered, human approach puts clients at ease. “When you call my office, you hear the girls on my team in the background, brainstorming on files, jumping in on our calls to solve problems and you automatically know this will be a better experience. It’s a much more friendly and understanding way to do business, and by creating that kind of environment, it reduces the stress, especially for first-time homebuyers. Right from the start, we acknowledge the fact that your situation may not be perfect, but we’re going to work together to get the job done.”

Outside of the mortgage business, Mia enjoys giving back to her community. She is involved with the Ms Business Association in Barrington and supports the local schools, community parades and volunteering on the football committee for the past four years.

When she’s not working, Mia loves boating with her family and friends on Lake Michigan as often as possible, in the warmer Chicago months.

Looking toward the future, Mia says, “I would love to keep growing at our current pace. I don’t want to grow just for the sake of growing; I want to bring people in who have the same caring mentality and never-give-up attitude that I do. When there’s a will and a person on the other side, there’s a way, and I want people who work with me who have that same drive to dig deep and find an answer for our clients.”

To find out more about Mia Schultz, you can call her at 224-655-6129 or email MSchultz@genevafi.com. You can find her online at miaschultz.com. www.

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MRUGESH (MIKE) PATEL A hardworking mortgage professional who keeps his focus on serving his clients, Mrugesh Patel (aka Mike) began his mortgage industry journey in 2018. He went from being a loan processor to a mortgage broker in 2020, and since then his business has continued to grow as he helps more and more families achieve the dream of homeownership. As Executive Vice President and partner in CLS Mortgage, Mike primarily serves Illinois and has recently become licensed in Florida. “We had a wonderful year in 2021, so I decided to expand my business into other states as well,” Mike explains. As a loan originator and mortgage broker, Mike heads a team of two loan processors. Specializing in FHA, conventional, and jumbo loans, Mike and his team provide clients with all the resources to suit their needs.

As word gets out about the excellent service Mike and his team provide, his referral business has increased rapidly. “I work hard on trying to build relationships with clients and REALTORS® through providing good service,” Mike says. “We closed almost 250 loans in 2021, our first full year as CLS Mortgage, and now our clients who have worked with us in the past are referring us business from their friends and family.”

Clients value Mike’s commitment and unrivaled work ethic. “I work 7 days a week. When REALTORS® or borrowers want to put in an offer, they can get their pre-approval offer from me any time, any day,” Mike says. He also keeps the process moving and even ahead of schedule. “We can

always close the loan ahead of the closing date,” he says.

Honesty is another of Mike’s winning qualities that inspires trust in his clients.

“My clients know they will get the rate that I committed to at the beginning of the process at no cost to them,” Mike explains. He will also work with clients who don’t have enough credit to improve their credit scores so they can get a better interest rate and lower PMI. An immigrant from India, Mike loves being able to serve his community through the mortgage industry.

When he is not working, Mike enjoys spending time with his family, including one daughter and another on the way. He loves to travel and play cricket.

Looking toward the future, Mike has plans to continue expanding into other states. “We are currently in two states, and our next step in 2023 will be to cover the Midwest as well as the East Coast, including New York, New Jersey, and Massachusetts,” Mike says. “We want to keep ourselves moving and expand across the US.” Above all, Mike looks forward to continuing to serve his clients and get them into a home. “This is a very time-sensitive business, and I love being able to help homebuyers by doing what I do best and getting them what they need. Nothing makes me more happy than that. I have so many clients whose loans I’ve done, and now they keep referring me business because of my honesty and my commitment to my work in closing their loans on time. That’s what I like most of all.”

To find out more about Mrugesh (Mike) Patel, please call 630-396-0510 or email mike@clsolutionscorp.com 26

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 28

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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VALERIE CAMERON Ambitious and determined to make a difference in the lives of others, Valerie Cameron has found her true calling in the mortgage industry. She was introduced to the field through a friend who owned a small brokerage. “She encouraged me to join her so she could teach me the business,” Valerie explains. “It was a great learning experience, and from there I went out on my own.” In her first month, she closed over one million dollars in transactions. Throughout the following years, she worked with various companies, from large banks to small brokerages. Today, she feels right at home as a Senior Loan Originator at PrimeLending in Greenwood Village, Colorado. “It’s just the perfect fit.

We are a small bank with a big mortgage company, and we can broker as well, so it’s the best of both worlds.”

PrimeLending has over 400 products, allowing Valerie the freedom to work with many different types of clients. The variety keeps her on her toes, and she’s always seeking out new ways of doing things. “It’s important to be a student of the industry,” she says. “No matter how much of an expert you are, there’s always something to learn and improve upon.” Valerie’s roots in Colorado run deep. Her family came to the state in the 1860s, and she comes from generations of driven, work-oriented people. Valerie’s deep understanding of Colorado and its real estate market allow her to problem solve efficiently and structure loans without surprises.

With over twenty years of experience, she is able to seamlessly meet her clients’ needs. She makes the process as simple as possible, even if the transaction is complicated. Her goal is to shield her buyers from much of the stress and pressure, allowing them to focus

on their future property. Valerie maintains a high service style, ensuring each party is updated all the way through.

“This brings a sense of calm to the transaction, as everyone knows exactly what is going on at any given moment.” The second anything happens, Valerie is on the phone telling her clients and their real estate agents what is occurring, outlining their next steps. “Then, we’re able to find solutions and troubleshoot,” she says.

Her REALTOR® partners and past clients continue returning to her, knowing she will do everything she can to achieve their goals.

Valerie is passionate about helping her clients and referral partners build wealth. She loves to take her partners’ success to the next level. “If I come across an opportunity, I call them right away. I’m totally invested in their growth.” Staying in touch with them on a weekly basis, her relationships are long-lasting and built on a foundation of trust.

During the hours when Valerie isn’t working, she loves to stay involved in the community. She does a toy drive for Toys for Tots every year and hosts a food drive. “I host law enforcement appreciation events, and this year I’m involved with Volunteers of America.”

As her business continues to reach new heights, she plans to provide the same exceptional service to her agents and clients. “Buying a property is a big deal, it’s a person’s largest debt, attached to their largest asset. I get to make a tangible impact on my clients’ lives and help them establish generational wealth by giving them the tools to make smart decisions about their mortgage.”

For more information about Valerie Cameron, please call 303-522-4994 or email valerie.cameron@primelending.com

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ZOE HIGGINSON Securing a mortgage comes with regulations, specifications and qualifications that can be confusing and frustrating, especially to first-time buyers. Some solid guidance could ease anxieties about such a major purchase. That’s where Southwest Florida’s Zoe Higginson comes in. As a lender with Mortgage 1, Zoe helps guide families through the process from exploration to closing on their dream home.”I really love working with first-time homebuyers,” she says. “They have so many questions, and it’s such a new process to them, that they need guidance. I love helping guide them through the process and walking them through from beginning to end. I also enjoy helping veterans.

I think there’s so many veterans out there that need assistance and don’t know about all of the amazing programs that are out there for them. They served us.

I think it’s our turn to serve them.”

Zoe got her start as a marketing assistant in a local real estate company. The job was satisfying, but Zoe wanted more of a challenge. “I love to problem solve and find new ways to help people,” she says. She studied mortgages and earned her license ahead of going into lending so that she could hit the ground running.

“I wanted to jump in and get all the information I could before starting in the business.” Now, as a loan originator for almost four years, Zoe has set her sights on reaching $10 million in sales volume for this year.

There is a reason Zoe has begun to see clients returning to offer referrals or make a second purchase.

Customers appreciate her attention to detail and open lines of communication. “Everybody in this business knows that the key part of any real estate transaction for both the buyer and all of the third parties is

communication,” she says. “So I work hard to update everyone throughout the transaction, and keep everyone up to date on what’s going on with the loan process so everyone’s in the know and there are no surprises. It just makes the transaction go so much smoother.” Her process, which she calls Floify, automatically sends critical updates to all parties throughout the entire transaction.

Maintaining deep relationships with area Realtors® makes Zoe more effective as a lender. Her involvement with the real estate community gives her the chance to market her business but it also allows her to share new loan options with agents to create buying opportunities for their clients. “I think the biggest thing is just being involved in the community in any type of event whether it be for a charity, tradeshow, beach cleanup, lunch and learn, and other opportunities to just get out there!” Zoe volunteers for events and causes through the Royal Palm Coast Realtor® Association, the Young Professional Network of Realtors® and the Women’s Council of Realtors®.

Deepening those professional connections will help Zoe reach her goal of not only growing her business but also helping more clients settle into homes. She heads into coming years equipped with the confidence of knowing her market and her people well.

“I’ve grown up here my whole life,” she says. “I know the area. I think that’s very helpful when we’re doing mortgages for people, to know local people and be involved in the community. I think I’ve done a really good job of integrating myself into the community and I think that’s really helpful in this business, not only for my clients but also for realtor partners and other partners.”

To learn more about Zoe Higginson, visit zillow.com/lender-profile/zhigginson, email ZHigginson@mortgageone.com or call 239.849-0387 www.

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