NATIONWIDE MORTGAGE 9-10-18 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

SUCCESS-

4 Ways To Win the Battle Against Procrastination

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

COVER STORY

HOW TO THROW A NETWORKING EVENT That Can Put Your Business On The Map

Anthony Raby

3 Mental Tricks That Will Take Your Business to The Next Level

TOP MORTGAGE LENDERS

MARCI J. COHEN VENETIA KILLIAN MICHELLE LIMON

NATASHA ROBINSON MONTY MAXWELL JOANNE RUSSELL RYAN D. MCMAHON STEPHANIE SMITH SHIRLENE NORDÃ&#x2030; KEVIN L. QUARTERLEY

NATIONWIDE MORTGAGE EDITION

VENETIA KILLIAN MICHELLE LIMONMONTY MAXWELL

Maxwell, Senior Loan Officerwho at apprecialso care about performance. I How did Venetia Killian becomeLimon one ofnever anticipated a career inMonty closely with her customers, Michelle the Mortgage If you’re not bringing that extra value to to perfo Guild in Sacramento, California partiesadded involved. I want 7 trusted namesmortgage 15 17 19 20 the most in the mortgage ate her strong communication skills and industry. As she worked her way through your agents, then you’re not differentiating yourbrings both heart and intelligence to the estate agents on both sides, I w industry in Washington?college, Forty years ago,she parlayed her experience often-complicated however, and weekly updates. self. It’s all about how you for execute andI want excel realm of home finance. the buyer. to perfor mortgagesector— canThe be an clients returning and your referring others because of accountability Venetia Killian graduated high school,the Obtaining truearduous passion he feels for keep helping people seller who training to ascend ranks of thea banking within partnership,” Michelle says.I might not even me achieve the dream of homeownernature, that caring often tedious process, is American not estate and trust,” says Marci. to and be having there to unsure of her career ultimately path. A landing family inand real referral partners are“They rav- know that I’m going mortgages. “I developed aandHer ship occasional informs everyof one of up his transactions, tive been somethin frustrationsturned and pick the phone when call. My team and I attitude are very much friend in the mortgage passion businessforoffered ing fans her work, talking herthey up the workwithout and myitsexperience Whether working alongside borrowers orhasRealtor and has resulted business that continues me constantly improve Senior Loan Officer Marci in a the dialed-in and driven do whatever needs Michelle’s to happen to make each my bus her a job as a receptionist/loan proces- setbacks. throughout community andtosending into a twenty-three-year career,” she remembers. partners alike, focus remains to grow and thrive with eachwork, passing day. referral Cohen of Destiny Mortgage Group that’s updating pre-approvals on and a Saturday, or sor. “The rest is history!” she then, says. Michelle “I’ve J.has her a steadyloan stream of whether referrals. To stay Since amassed a unwavering squarely on delivering results cultivating Monty is justifiably proud of Chicago strives daily to maketouch the with being available to and answer questions a Sunday.” This same focused worked continually ever since infor many past clients referral reputation serviceinthat is client-centric, forthrelationships thatonlast. Considering she has earned Monty in began his long-time journey in the has implemented to assist his c entire transaction process as seamless and in highly-professional business alsoofensures that her world of mortgages back 1995, after often-convoluted transaction different positions.” She’s beeninformed with by partners, Venetia reaches outthe by email right, and expert knowledge. Along more thanortwo ethos decades experience, she many brings and stress-free possiblebirth for of all of third her Realtor partners continue to avail themselves services. his child. “I was planning on home ownership plan is one sheyears has earned numerousasdesignations a seasoned perspective to of allher aspects of a transacEvergreen Home Loansthe for way, over 10 text. “I also meet with my agents face-toclients. With a down-to-earth, affable going face back to acollege,” he recalls, “but touched,”and he explains. and$15 accolades and remains a lifelong tion and guides clients with honesty insight. “I’m a does approximately millionforinher work on pretty regular basis,” she says, ANTHONYand RABY MARCI J. COHEN VENETIA KILLIAN LIMON MONTY MAXWELL instead,than I hadMICHELLE to find The a job.appreciation I had a friend in clients the mortgage a plan for each personshe thatprovides is in writing. I gi nature – coupled with more ten her feel for the amazing service and leader in her industry. “It’s not about instant gratification or moving loans annually. With an learner office in Western “whether it’s lunch, coffee, or going out and he me to give it a try.” Initially that of shows how they shouldshe be able years of solid industry industry, knowledge – encouraged is perhaps best illustrated by the wealth five-star reviews has to buy a JOANNE RUSSELL the The next client,” she says. and “My Washington, just south of Seattle, Vene- Marci has earned her stellar for after work. Most ofon mytolender agents signing on aasdrink a telemarketer, he joined tellsteam them and the reputation received onsoon Zillow.com. Among thecertain manytimeframe, glowing testimonials is things t How did Kevin Quarterley become one of to three weeks. Kevin also takes the time to Today, Michelle heads her own team of six mortI make put in the extra effort and time—that’s tia serves King, Pierce, Snohomish, and are friends as well as business partners.” Store andone became aone branch “That’s I ofto achieve I’mwith alsoexemable follow u Nordé launched her journey in real estate back Shirlenebecome also recognizes the value in Money diligence, How didthe Joanne Russell become of the To staythat in touch pasttoclients, How as dida dependable Natasha but Robinson one who of problem solvingC. from the very beginning ofgoal. their lending professional can be counted on to put this frommanager. Dawn in thehow town Lombard that perfectly got into the business,” says Monty. Since then, his reputasee if they were able to achieve that.” gage professionals based in San Diego County. There, they what’s so gratifying to me. All the work we put in helps our most trusted in lending inherMesa, ensure his understand the she ins-and-outs counties. Herclients reallending estate partners know returns 23joinedThurston 24trusted 28 31 33 She als Fresh fromthe her experience in sales, names she attention to detail, and the27 ability tonames creatively probmost trusted in mortgage in out viawas social media. client’s well-being front center at all times. plifies Marci’s approach: “Marci at Destiny Mortgage absolutely fastest, most lenders inand the mortgage work together. This sets them up reaches for success! c tion has become synonymous with expert guidance and an of “Not all kinds under thesmoothly banner oftheir CMG Financial, clients become homeowners.” ge companyArizona? and receivedIn her1997, first taste of the was 22 years intoserve lem-solve. everything goes all the time, callsof promptly and is available support them during Kevin a clients loan. “One ofto my taglines is: From You the New York State? When Joanne was finishing an email full of of helpful information a awesome doclient’s business very beginning mystellar interest industry? Natasha started her career seventeen dedication puttingtohis bestwith. interests Another factor in Monty’s reputation is “I came from a background in corporate sales, but I’mintransparent, direct, and creative whenimpressive sourcing offering borrowers unique toevenings conventional products, as intoago, Stepha Evergreen Home Loans has her been the business and weekends when needed. up access herfor bachelor’s degree twenty-five years updates all and her realtor once Marci began career in the mortgage industry in 1999 as a receppurchasing a home to the day ofamytoclosing ittowas a fantastic pleayears ago, working in the closing department Natasha makes appointments for For Ryan D. McMahon, entering the that you don’t go to a call center,” he says. “You don’t feel like a front and center in every transaction. work“Lunch with Realtor partnerspartners who share a si successful career in manufacturing when Brian aren’t buying a used Buick. You are buying here was so much more that I could do,” Shirlene solutions,” she says. assistant “I believe options, in finding grant a way,programs, and I well as down payment and Beyond the office, Michelle gives back to her professional journe over 30 years and is Capital a direct lender. They offer a You wide her sister—who was a real estate agent at and “Ishe emails former clients with tionist, but aquickly worked herbecoming way upcan the ladder. ten sure to work with her as well as herbringing organization. Everything went really look for Realtors who haveima of First Mortgage before a drive Learns” with Realtor partners, lunch and industry was not forgone number. toa After our office talkdecision.” to the someone. We makes can rs. “The lending process was very exciting empower those who work me to be part of theyears Rogerson suggested he formortgage would a including perfect fit house. It’s aand big He sure toan ethos. alternative financing. “I’ve gotwith twenty-three years of experience and local community. She serves on the fortoand the Veterans earlier time—encouraged her to join the field. She soon updates as well. theare holiday sea range of be loans FHA, VA, Fanny Mae, Freddie What’s her favorite of her job? people As Loan Officer for direct Guild Mortgage, to take careboard of people, good perfo she a short break the industry worked in business topart smoothly. If lender I “Helping had ajust concern about issue with regards thewho paperuse it allowed me to utilize many of my skills and decision-making Aboveand I’mwe able to Senior impleprocessor. She then worked as aprocess. processor atall, teaching them about new products. She stops byDuring conclusion. Ryan says,took “Growing up in from meet face-to-ace, and look at the whole picture for you, not this ment industry,” recounts. “I have my processor Estate Professionals and on the board forstart for me thethemortgage decided to in try answer all his clients’ questions, and his aus. talent for the work and building past clients sends thoughtful Monty oversees aand team of three profesinterview them toimmediately seeand if it’s a good mix and as Mac,He USDA, andbusiness jumbo loans, they also have their realize dream of for buying aAssociation home!” sheof says. “It’s a and sales at one of execute. theMichelle largest software companies in the country, work, dataequally-dedicated or even a Real simple question, it calls wasbroker handled and while affording flexibility andbusiness. creativity and Atshowed least 200the of my clients still Guaranteed Rate abluePresident’s Club VP in their offices to sayserves hello, hosts opens McHenry County, Illinois intofor aand what’s in it for Thatpast is that what has helped us stay successful”. underwriter licenses, a trusted Bachelor’s inand Psychology, a me Master’s thethey Pacific Southwest Association ofgood Realtors. She also goals.” serves sionals. “Ithe have a in team leader who has been with me for have and good excellent long-term relationships with her col. It was hard but I knew discipline consider me advisor still call onin own construction department fortheir both ground scary, emotional, sometimes tense time, and I On love makand completed her degree inbecoming Business Communications from DePaul resolved in the same manner. Marci as well assystems herhosts associates were mortga it work, part-time andwith soon realized he had alending knack clients way that are most comfortcollar family, I never imagined being Renovation department before a full on Tuesdays. the weekends, she also ten years who basically does that I do,” he estate says. coach. Negotiations, my license, I’m working toward myas as everything a to professional “Coaching allows me everance, it was an opportunity that would be today they appreciate and understand the value leagues, herand realtor partners, and her clients. Realtors who have heard abouttothat Joanne University. shereal always missed mortgage industry and awesome work with. Ireal would recommend Marci to anyone I know.” ma upthe construction and remodels. As abecause ofisestate the amazing that process as easy possible so they feel in banking industry and However, holding 7result It clear theythe continually everyone happy, withhandles more than time Loan Officer where she made President’s open houses. “Iofdon’t send thank you notes when people for the work, able, whether that’s in-person, by phone, or Monty, “Ikeep have team member who all our referrals who enjoys hishelp free time ap w g.” In the nearly twenty years seamlessly since, Shirlene transitioning to fullof license, having a as trusted professional their side” broker’s well. I’m part ofontwo different coaching orgalearn what my Realtor referral partners need, that I can After being incurrently business withone a of partner for 17 reputation in so thespending community often made her return in 2015. Her seasoned team consists a ing service she provides, 70% of Venetia’s clients come that stress. There’s nothing better than telling someone: the beg financial licenses. I enrolled myself a worked half for of their business coming from real estate agents and the rest to let Club very quickly. She at has over nine send mestay referrals them know I appreciate and clients upfront to make sure we connected and to and spending time with is family, is also heav a wealth of time. knowledge experience. She now A and native of Massachusetts, he moved to electronically. years, Joanne started her own brokerage, The her business,” toaestablish a business relationship. nizations, and I participate in several training seminars each year. and support them as they build their she says. In her dedicated in-house underwriter and loan processor, and she focuses Though the mortgage industry is primarily numbers-driven game, from community repeat years and referral clients, including her dedicated loan is approved and we are closing on Friday!’” play local college and later went Inc, referrals from past‘Your clients. “I atinour borrowers referral partgetlook everything prepared forand them, and then my other teamfor being philanthropic efforts that benefit his to commu at Guaranteed building a specialized strong it,” she says. She’s known a a “secondthe Vice President, Community Business DevelOfRate, course, Shirlene plays leadership role Mortgage Place Inc, in 2012. Currently her derives the alsothe actively cultivates contacts wi If you’re not keeping uparea. withaDestiny what’s going onmember in in the freeyou hours, Michellefrom most enjoys family time spent Arizona in 2005. He currently works as primarily a Senior the Chicagoland Mortgage Group is an Marci most satisfaction more personal side of ership handles our tobusiness close.” he is the Vice President of the Natomas Scho realNorthern estate referral partners. Venetia’s four decades ofhomeownership. She believes that tomarket, succeed inremaining the have Manager, and Bank Channel Production Manager building community Utilizing to Illinois University. After ners asthrough clients notI customers…a customer is acontract one-time transaction. reputation for on closing loans quickly. “Once chance” lender who cantoget a difficult deal done, NATASHA ROBINSON RYAN D. MCMAHON SHIRLENE NORDÉ KEVIN L. QUARTERLEY JOANNE RUSSELL team consists of a Vice President of Operations, estate agents by holding seminars an STEPHANIE SMITH you’ll get left behind, so I make myself a good partner, and stay with her husband, four daughters, and two family dogs. A+ rated mortgage broker the Better Business and are the business. “I love helping people,” shewith says,another her sincerity quite board, which provides financial assistance an y Bank Mortgage. her multi-disciplinary education and skillset, shewe has Mortgage Banker at thecollege Rogerson Quarterley ToBureau stay in touch with Realtor partners, Kevin experience set her from other lenders in the area. be passionate about the work. Venetia is a board member I wanted to apart do more than just Awith client is for life, simply put don’t look at a loan transaction structure my deals, they generally go within even if it’s failed to go through remem Krista Bodnar—who worked with Joanne houses with realtor partners and future educated andsteady on topinroads of everything. Above all,lenders, Ihas know the85% guideWith nearly of his business based on referrals, Monty is for local students in need. He has also been c made in supporting first-time homesigned up with over thirty-five of the nation’s best which obvious. “You become so close with people during the transaction “I’ve held athree lot corporation. ofweeks,” positions. been a processor andtransaction,” of Puget Sound Mortgage Lenders Association, and adoes work for asupported large am firm as a one-time RyanGaetano, says. One recent testimonial read, sheI I’ve says. lender. “Once a client comes to me in distress and Group of Wallick & Volk. He’s by a reaches out by phone two or three times month the bu for twenty years; Marcia an assistant partners. clearly something right. amthe really passionate about sportsand since 1995, and recently on to her key leadership and community developmove upIproduct buyers, investors, and building lines and that’s how provide myeach best toFidelity thedoing clients and process. As “I for future, Michelle intends to continue her business’s allows them tobuyers, find the right for ofsupport their clients. “I work You learn so much about them their families, and spearheaded it’s believer of working hard and doing the “During our home-buying process, Ryan and his team made buying an underwriter, so my technical knowledge and product fundraising for local charities through that organization. I’m able to get the deal done, their agent becomes back.” In short order, she swiftly who has worked with Joanne for ten years, and assistant andheads a full-time social media to“Iindustry say hello and find if fulfilling there’s anything hedeveloping helping people achieve theout American dream of benefit local school sports and music pr es at Fidelityfull-time Bank Mortgage, Shirlene also a team of five Bank presence in What new markets. experiences have agents I work with. you put into this is what you steady growth, while herhigh professional educawith aMortgage’s lot of first-time home buyers,” says“My Marci. enjoy walking incredibly tohomeownerbe further able to help somebody accomplish their right thing.” house easy. Any questions we had along the wayasomething were answered knowledge are far above loan officers, forty In her cherished free time, Venetia loves topartner,” travel in her Natasha leadsmemost a to team consisting ofafter a three production referral shedoes says. “My marketing additional mortgage loan originators. What Joanne like most about job? “I like ship,” he enthuses. “That’s very seriously. cers and twoand mortgage loan support staff. Together, they serve allowed accomplish soour more across different in$26,000. processing, then in underwri get out of resident it, so I’m bigcan believer inand consistent learning.” as sheIatake earns her broker’s license and continues asher alives.” coach. marketing expert whoyears Kevin jokingly calls “our help them with. He also hosts “Lunch and Learns” tothree them through the process ofamuch what to expect how todisciplines prepare to get goaltion of buying home and reaching araised huge milestone in their quickly. Getting all our paperwork andimportant disclosures signed prior of doing the work,” she Venetia believes in walk, snow ski,most spend time with grown kids, manager, marketing assistant, and twoshe other strategy isher to closeinhelp alife deal in weeks, and if I er Atlanta region and beyond, including Rockdale, Fayette, than I might havesays. been able to so otherwise,” says. RV, “I’ve beenOne given of the the things people want is to peole achieve the dreamBolstered ofGroup homecalled ownership. originator. by the ski She is also in theI love midst of launching a Mastermind aopportunity loan; everything they need to do todifferent become a homeowner.” millennial.” update them on new programs, or the intricacies of existing Coweta, Henry, Dekalb, Douglas, later, and Fulton Counties. Under to communicate and reach people and serve their get married, have children and own a home. that I’m Monty’s plans for the future are Over a decade Ryan’s beliefs still hold strong! Ryan is to the closing couldn’t have been easier. He would send everything assistants. the Hyde Park/ Kenwood/ dothe that, I’llofget four“We new calls thewe next day.” educating buyers aboutShe theprimarily process. serves “Whether it’sJoanne a new friends and family. “For future, I want to keep doing andNorth her trusted team offercan a wide variety loans. what enjoy thealong most –the helping people to get simple into a way, now Likewise, Michelle fosters a collaborative and systematic The Most Influential Women in providing Real Estate. “Our goalStephanie as aalso team Marci, who sits on the Edison Park Chamber of Commerce, er of Fidelity Bank, Shirlene and her team cater to clients of needs. My role is to build, grow, provide leadership, and make homeable to help people achieve that.” His genuine, caring nature the exceptional client service that h currently the Branch Manager as well asBronzeville an active Loan Originator over email and explain it with suchthem easedoing and patience. Themedia process programs, or to teach about social marketing. havein really low rates on your traditional, loans, meeting new people, and trying to solve their proble area, though she also works with clients buying in buyer or someone who hasn’t purchased aemerging home adetails what I’m doing, and itconventional well!” she says. Now that’sas many Originator with ye Marci’s embrace of new and technologies has also heavily in her community, whether it’s working attoatwenty-eight festival dynamic on herallteam socommunities.” that noindustry are leftalso unaccounted for. volunteers is tohisempower and uplift women in“I this industry thatgrowing we . “We offer a at wide variety of loan products,” she explains. ownership happen across of our comes into play, as does past career as an athlete. calling card. just want keep my CrossCountry Mortgage indecade, Crystal Lake, Illinois. He his team fun stress free Ryan did great job! again!” butand weof also abecause lotthat of niche loans ascommunity a 5%Thanks down Jumbo giving themand support so they can meet their financial g other areas andand looks forward expanding evenoffer further afield. After working with Natasha, her clients referral partners IFrom strive toset educate buyers about the new reality goal will benefit her help her cliKevin isoffer licensed Arizona. “We are mortgage bankers sotowas With pre-qualified clients, heasuch follows up often to those see if there e we’re a bank, we can portfolioin products, as well. her This apart from many of her competitors. “Iareally look for about the best or ancan,” event toand salute inbut uniform, firefighters, police she ha repertoire. What’s means communication, organization, and are key she says. “Idiligence care not only helping people achieve I helpincluding more people,” he says. more, specialize in providing a personalized experience to each client and Another “I was aachieve first-time home buyer wanting to get intosuccess, personality, loan. Werange have aofbank statement program. We do conventional Guaranteed Rate is Venetia aShirlene lender offering aread, full products remember her kind, approachable her excellent the industry.” A people person, enjoys working ents their dreams of home ownership! nd Fresh Start options, to Jumbo and VA loans—we have access Another way that connects with local communities is through technologies and then implement those,” she explains, “so I can make and military personnel. When she’s not working, she enjoys cooking, ofhere,” herthe working “We’re efficient, follow-through, wehave process, underwrite, close andfuture. fundRyan all tenets right herealstyle. is anything theywe need. “More often than with notRyan they To say, ‘Oh, professional defined by integriw and FHA renovation loans, as well as a pilot program VA give back to the community, Joanne volunteers a vested interest in their financial says about estate investing…he was professional and informative. Conventional, VA, and FHA loans.asNatasha specializes inteam communication skills and responsiveness, and herfamily, expertise. We have been ranked #1 New Construction Lender in Atlanta,from the service and civic engagement. At easy Bank, Shirlene and Iher process as follow-up,” seamless and possible. When first started traveling, spending time with friends and andauthentic spoiling andproducts we sheFidelity says. “I have a great team that supports Finally, withwhat twenty-three yearsshelter, of service herfamilies, andher an and tion, andbehind an spirit of se “Wallick &distinction Volk offers ahelped full range of and we are so glad you called’ and then they bring up alocal question renovation loans.” She also offers all thein government products animal sponsors needy s industry, “Technology has make things accessible, helped guide me through what to look for aFor property and a testamentsays. of mortgage our commitment and in the industry sponsor a variety of that organizations and charities, including Habitat for home renovation loans include FHA 203k (full and streamWhat’s her favorite part of the job? “I have clients cry at the more information about Monty Maxwell, in this me, business, we were using Federal Express to send hundreds nephew.eye “We work hardahead, to build a careerLimon for ourselves,” says with our structure, we’re to help more clients and Iyoung ambitious on the path Michelle considers such as USDA, FHA, and VA loans. local youth sports teams. be Each of her teamwhat members s Metrostudyprovides Report, 2018). makes us is that we Humanity, theand NAACP, The Urban League, and the Women’s Council but there’s not always a unique technological solution for human probto steer clear of.able Onnot my first home purchase grossed over 50kKevin in anWhat outstanding platform and support that allows my they might have asked otherwise,” he says. always line) and Homestyle Renovation Loans. Natasha also offers a closing table because they never thought they would able of documents for signature, and now we’re accomplishing the same Marci, “so that ultimately we can enjoy time with our loved ones.” please call 916-769-2383 or email mmaxwell@guildmortgage bring a true added value to our realtor referral partners.” In fact, she values most about her chosen field. “It is so rewarding to help To find out more about Venetia Killian (MLO: 89522) me on the front-end reallysays get to knowspeaking our borrowers. We of Realtors—to name a few. Likewise, she participates inforward, various busitheto entirety of from her career, at means least one cause close their coachi lems.”to when about clients, “Whenjumbo don’t 2 “We years. From that day I have with Ryan and of fantastic products. can do 10%, no mortgage to only be a worked homeowner,” she, says. “It a lot to For me within my hearts group toRyan flourish. We one ofBank ahislot few lenders inyou the Valley gives the level of attention he would want himself. “We thing with just a few clicks ofamong thetake mouse. I’m very focused on to staying Michelle and her team a them proactive approach uplifting clients become especially those who didn’t think Georg ep further by welcoming each borrower intoare the ness organizations in the region, them Clayton County One hundred percent ofChamber Joanne and her team’sto business comes homeowners, ketball,something to giving to the local Chinese school. Joan served the same Newnan, understand your mortgage andFidelity need to meet with someone, we can his team. When you find something or someone that works…stick insurance,” she says and we also have Jumbo 95% options.” community make homeownership that can actuyou can contact her via email at vkillian@evergreenhomeloans.com cutting edge and continually trying to improve the process.” Looking to the future, Marci’s plans include continuing to explore ffering additional services andPlatinum addressing any of their financial of Commerce, the Fayettepartners, Chamberwant of Commerce, the and Newnan considered Partner withtouch, the IDA Grant programs.” toHebe aand trusted advisor, not only for our clients, but atfor Realtor referral including media-forward exposure onrates they would have a chance it,” reflects. “I home advocate for my from repeat customers referrals from former clients, realvolunteers as she an educator at buying seminars its surrounding region. AsTop a dir provide that.a It’s nice to have a human we’re always personwithsupports it/them. has always given me and low closing Copyright programs she offers include the IHDA Program, Illiallygreat happen for people.” By communicating with our clients, we find out what their trueOtherChamber of Commerce. She also several regional associations and clients embrace technologies thatthem streamline and successful simply process, for path Ag television that highlights herlook industry colleagues. “Our team hasJoanne and help prepare tomembers become homeowners tors, builders andtoattorneys. What sets and her team community better the understand the to Heally focuses on the Home in Five loan program, which has acosts…I our real estate partners as well.” by phone atand 253 -churches. 350 -upon 8219. You can also check her out online at next transaction with Ryan!” Independent Mortgage Corporat nois Assist, the City of Chicago grant, and aforward Guaranteed Rate e and provide all theavailable.” information necessary for themor to make for Realtors local A treasured experience formy her was to Marci’s often remark her friendly, approach bothfor hershe buyers and her Realtors, whose partnerships are invaluable anclients exclusive contract with The Neighborhood and Luxury Living the longwith term. There’s nothing more rewarding than the gratapart from othercomforting lenders? “Unbelievable service,” says ownership. In her free time, Joanne loves to spend tim a host of lending options to suit decision.” special incentive for police, firefighters, serve as Principal for the Day for East Clayton Elementary School sponteachers, military, Double Match program. give back toHowever, the community, Natashaabout is theremaining Ways and old-fashioned Means to guiding them through often-treacherous process. “I To like to her. she is adamant in the evergreenhomeloans.com/loan-officers/Venetia-Killian her characteristic smile. “In addition to our product herthat.” two teenaged children. For the future, she would we sponsor thethe talk-show The Finestloan Women inalso Real Estate. itude that stems from sored byand theand Clayton month, Shirlene and her team CrossCountry Mortgage works as a mortgage Ryan looks the future, heChair is wants tofantastic add more people goals,the including U of the Realtist Women’s Council of Illinois—an organigive them – broker for Chamber. lackthat of As aEvery better term – towards aKevin’s warm and fuzzy feeling that count. “It’s important togrow remember ofConventional, meeting veterans and emergency personnel. “It’sto abanker, great program What’s favorite part ofways job? “Helping people menu and low rates, we also always make allthe the closing dates continue to her team byvalue hiring and training anoth pects of her business, Shirlene applies a personal touch that host Continuing Education Realtor seminars at their location in Fayettelicensed in all 50 states, which allows Ryan’s office to have a local toshe hisshe team and “I focus onof helping his loan officers grow. Itface-to-face, all comes time homebuyer programs. “Fai As a result of the amazing service provides, 95% Natazation that promotes home ownership. “My goal is to share my about the entire process,” explains. walk them through it, someone shaking hands, and sending handwritten within our control. We don’t miss rate locks. We areand available originator. She also plans to expand her business to ad shows how much we appreciate those who give so much to attain home ownership for themselves their family,” he rospective borrowers to be part of the process in a low-stress ville. “When you walk inside Fidelity Bank, you’ll feel the difference,” and regional focus with national strengths. Our company allows down to educating, whether it’s histhem.” team or histhank-you clients. likeShe being business from Eighty-five percent of that knowledge,” she “I says. volunteers her time at community lenders in U.S.,”are she says. go “I the questions they have, andhearts break itmyallcoworkers for cards,” she says. “Although this industry isthe heavily reliant seven days alearn week todown take calls answer questions.” It’s that states, including Florida. Now those worthy Likewise, she has curated a dynamic team that prioritizes thesha’sanswer she says.all “Icomes experience thereferrals. difference in the of andand our community,” says. with his characteristic smile. feel like assisting To more Michelle Limon Copyright Agent Magazine them more control he over their products, pricing, and theofestate process. able tosays help people and them. Itisabout means a“I lotdon’t toTop me tofree real agents, and the past events In herraving time, she loves are to her enjoy the city, This personable, hasother resulted infrom aeducate business that onwell. technology, thehelp personal touches the things that and are going to good good service, and to me, vice-oriented values. “It’s more than just a transaction to us,”comes thefrom gratitude thosecaring that weapproach work with.” attention to10% customer service that has heras former clients ones that—with dedication knowledge—she offer FHA, VA, USDA, Conventional Loans including Fannie people plan for their futures.” aabout borrower with mortgage istime a right, I husband, feel like it’schildren a says. “It’s truly“We about making a difference and treating clientsclients. What keeps her realtor partners coming back? “Itheir am and spend with her two and their dog. based almost entirely on repeat and referred customers. “I think my continue to grow and build relationships.” customer. We–don’t want this to her work to their friends and family. to achieve! email visit TeamLimon.com, orown call (619) 869 0548 Mac, about 70%As of ourthe thatMichelle@TeamLimon.com, we would want to be Freddie treated. I’ve putwe together a diverse group for future, Shirlene intends toprivilege, keep momentum with plans personable. Iloans get toand know my clients’ goals and needs. IIactually the future, hopes open her branchaninexciting the Northand happy time for A Mae, staggering 90% ofalso hisservice clients come from referrals, with andgoing treat it asFor such. Seeingshethe endtoresult always age loan officers and of leadership atti-care to grow her team the Imonths to come, while continuing to expand Kenwood/Hyde Park area. She plans to make Guaranteed Rate’s givewith us aa service multitude lendingfocused options.” In addition, we also in have about the transaction. go above and beyond for my clients business change countless time 80% of his products business coming from real estate themore work it. It’s great to get aMarci good result.” To gether, we are here to serve, educate, and advise, and from to makereferrals her service region. In the meantime, makes ShirleneFor Nordé considersworth what she information J.requires Cohen, specialized like Doctor Programs, and Bank Statement and itenjoys is just notabout abouthertrying toto get the clientappreciate to buy something Chairman’sabout Circle in 2019, which closingless, $100we million continue to adapt and do nce in the lives of so many people who may or may not have most career date: “I really the experience agent haveowners. a lot With of fast. real estate agents we’ve give back to the community, Kevin hosts popular first time Only partners. program for“We business oneIt’s credit pull we can To find out more about Ru ssell, NMLS 60138 home and finding aboutothers them their dream loans. “I want to buildJoanne a team grow, and become the Magazine Copyright Top Agent please call - 1800 (office), 773 and - 220 - 0248 (cell), mation they need to make homeownership possible.” Over the of serving andchoosing building community,” she says. “We’re a very773 tight- -in993 offer our numerus lending options.” worked with a long, long weknit have some nice relahomebuyer classes. In hisNatasha free time, he plays guitar and“which loves means we get deals that works bestprofessionals for them. I’m landlord myself; I’ve Robinson brand,” she says, f her extensive career inclients the for industry, Shirlene hastime taken so tosomething group of mortgage andawe’re passionate about doing Likewise, Stephanie’s years of destinymortgagegrp.com visit email jrussell@themortgageplaceinc.com, 518-573-2012 lessons learned along the way. are keeps paramount, everything we can to make homeownership been a buyer; partners I’ve been a eager seller. So I look atpossible.” the transaction from in Massachusetts done; we get them closed fast;iswe know what wecall are doing; tionships,” he Relationships says. What his Realtor to be outdoors. “Back I was what considprovides clients with seasoned And because they aren’t a large bank, they are able to give personemail MCohen@destinymortgagegrp.com different angles,” she himself says. Natasha connects with her clients we communicate; andhe wesays. help people believe they actually can toalized referservice clientsincluding to Kevin again? He makes aorsemi-professional bass fisherman,” He loves or visit themortgageplaceinc.com effective workflow. She also tak theiragain abilityand to communicate frequently andsituation soered and finds out their full they can do any needed become a homeowner!” available day or night. “I’ll answer the phone Saturday night to spend time with his wife and travel back to Massachusetts along the way, so that their i keep everyone involved updated. To learn more about Shirlene Nordé Copyright Top Agent Magazine The Mortgage Place, Inc. , NMLS 872824 is a registered mortgage broker healthy and holistic fiscal pictu or Sunday morning. Sometimes it’s just to answer questions. to see friends. For the future, he wants to continue to update with the NYS Dept of Financial Services. Loans are arranged through third party email Shirlene.Norde@lionbank.com, call (404) 553 – 2957, For Ryan and his team, their Real Estates Partners are just as phone, there arelenders. no surprises, an We provide that kind of support to our partners.” He has an his technology skills; and he’s begun making videos for real important as their clients.or They aim to always keep them in the loop on time,” she explains. “I educa lionbank.com visit incredible team him. Perhaps most importantly, estate partners and clients. hopeconsent to continue withpublisher. this workTop Agent Magazine with theNo file statussupporting andof they areissue clear, concise andreproduced consistent in allin any portion this may be manner whatsoever without“Iprior of the make the best choice for themse email natasha.robinson@rate.com, call 312 - 792 - 9295, the of his credit loans are readycriteria. to sets close two and a half formay as long as the business allows me too!” he says. ofmajority their communication. “Communication us in apart. We send Copyright Agent Ma Loans subject to normal approval Certain program restrictions apply. term. Having thatTop underwritin is published by Feature Publications or GA,visit Inc. Although precautions are taken to ensure the accuracy of published materials, out updates every Friday to all our real estate agents and attorneys guaranteedrate.com/loan-expert/NatashaRobinsonty-eight years in the business, I’ Top Agent openly, Magazine cannot responsible for opinions expressed or facts supplied by its authors. To subscribe or change and we communicate honestly and up be frontheld with our clients, application and fully underwrit Copyright Topmore Agent Magazine so they know what to expect, and thisto process helps us speed things For about address, send inquiry mag@topagentmagazine.com. Published ininformation the U.S. way, there are no surprises. It’s along. Currently, our average closing time is 21 days.” Ryan said. Copyright Top Agent Magazine

MARCI J. COHEN

KEVIN L. QUARTERLEY

SHIRLENE NORDÉ

NATASHA ROBINSON

RYAN D. M MAHON

STE

CONTENTS

21) HOW TO OVERCOME YOUR WORKPLACE FEARS

4) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

25) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

13) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

29) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

www.

18) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

32) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP www.

www.

Phone 888-461-3930 | Fax 310-751-7068

www.

mag@topagentmagazine.com | www.topagentmagazine.com To find out more about Natasha Robinson, www.

www.

To find out more about Kevin L. D. Quarterley , Ryan McMahon,

call 815call - 823 -480 4248 -888 or email email kevin.quarterley@wvmb.com, -6957, ryan.mcmahon@myccmortgage.com “Sometimes, at the bigger banks, Our niche is or you’re visita number. kevinquarterley.wvmbmesa.com Ryan wants to be their Mortgage Professional, not just their Loan

Officer and he does this by having multiple points of contact. 2 http://

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Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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Anthony Raby Top Agent Magazine

ANTHONY RABY Even before he graduated from college, Anthony Raby knew he wanted to stake his claim in the mortgage industry. Once he finished earning his degree in 2005, his mother, a Realtor, connected him to an industry colleague that would become Anthonyâ&#x20AC;&#x2122;s mentor. With his license in hand, Anthony hit the ground running, swiftly building a reputation for superlative client care centered on rela8 Copyright Top Agent Magazine

tionships and follow-through. Thirteen years later, he remains a steadfast professional and regional industry leader, whose track record is well-proven. Based in North Attleboro, Massachusetts, Anthony works in conjunction with business partner Jon to head a team that includes two licensed assistants, an administrator, and a Top Agent Magazine

Based in North Attleboro, Massachusetts, Anthony Raby and his team offer borrowers a comprehensive range of products as direct lenders— From specialty items like renovation loans and construction products, to the full gamut of government financing. processor. “Jon and I had been friends since we were ten years old and decided to partner up and move forward from there,” Anthony explains. “We developed a territory working with real estate agents that we cultivated relationships with, and by doing the right thing Top Agent Magazine

by our clients, our business grew naturally.” Together, Anthony and his team offer borrowers a comprehensive range of products as direct lenders. From specialty items like renovation loans and construction products, to FHA, VA, USDA and the full gamut of govCopyright Top Agent Magazine 9

ernment financing—Anthony and his team make a seamless lending process their priority. What’s more, almost the entirety of Anthony’s business is driven by repeat and referral clientele, largely comprised of real estate agent referral partners who count on Anthony’s reliable delivery. “We’ve been so fortunate with our Realtor partners that we continue to grow in volume every year,” Anthony says. “We focus on building good relationships that add value for our clients and referral partners. We do everything we can to deliver, and they know that we’ll make sure they’re happy and that their trans10Copyright Top Agent Magazine

actions close on time. We do right by our clients and word of mouth does the rest.” In 2017, Anthony, his business partner, and the team set new personal bests in terms of production, clearing $91 million in volume. This year, they’re on track toward continued growth, with another record-breaker in sight. Beyond efficiency and industry knowledge, Anthony cites responsive communication and integrity as key drivers of his success thus far. “It’s always been our goal to remain a resource for our clients even after the transaction is complete,” Anthony says. Top Agent Magazine

“Prioritizing our relationships has been our approach from the start. Even if we’re not involved in a given deal, we try to be helpful and lend a hand to borrowers and colleagues in our industry.” To give back to their community, Anthony and his team put their industry expertise to good use by hosting first-time homebuyer seminars, continuing education opportunities for Realtors, and events in honor of veterans. Beyond the office, Anthony most enjoys time spent with his family and loved ones, especially his wife and two children. Top Agent Magazine

He also enjoys the occasional travel adventure and time spent in the great outdoors. As for the future, Anthony plans to continue on the same mindful path towards growth that has brought his team steady gains over the years. He and his business partner are also planning on bringing on junior team members in the future as their endeavor continues to expand. Now, with thirteen years of insight behind him, Anthony Raby considers what he has come to value most about his career in the mortgage industry. “My business partner and I attend almost Copyright Top Agent Magazine11

all closings, and that’s the best part of what we do,” Anthony says. “After making sure we deliver on time and provide that smooth process for those we work with, it’s so gratifying to be there at the closing table, to shake our clients’ hands, and take part in the

process all the way through to the end. It’s incredibly rewarding to help people begin that next chapter in their lives and watch as their homes and families grow over the years. That’s why we love what we do, and it shows in our work every day.”

To learn more about Anthony Raby email Anthony.Raby@RMSMortgage.com, call (508) 472 – 8411 or visit RMSMortgage.com/AnthonyRaby www.

12Copyright Top Agent Magazine

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 14

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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MARCI J. COHEN Obtaining a mortgage can be an arduous and often tedious process, and is not without its frustrations and occasional setbacks. Senior Loan Officer Marci J. Cohen of Destiny Mortgage Group in Chicago strives daily to make the entire transaction process as seamless and stress-free as possible for all of her clients. With a down-to-earth, affable nature – coupled with more than ten years of solid industry knowledge – Marci has earned her stellar reputation as a dependable lending professional who can be counted on to put her client’s well-being front and center at all times. Marci began her career in the mortgage industry in 1999 as a receptionist, but quickly worked her way up the ladder. After ten years she took a short break from the industry and worked in business to business sales at one of the largest software companies in the country, and completed her degree in Business Communications from DePaul University. However, she always missed the mortgage industry and made her return in 2015. Her seasoned team currently consists of a dedicated in-house underwriter and loan processor, and she focuses primarily on the Chicagoland area. Destiny Mortgage Group is an A+ rated mortgage broker with the Better Business Bureau and are signed up with over thirty-five of the nation’s best lenders, which allows them to find the right product for each of their clients. “I work with a lot of first-time home buyers,” says Marci. “I enjoy walking them through the process of what to expect and how to prepare to get a loan; everything they need to do to become a homeowner.” Marci’s embrace of new and emerging industry technologies has also set her apart from many of her competitors. “I really look for the best technologies and then implement those,” she explains, “so I can make the process as seamless and easy as possible. When I first started in this business, we were using Federal Express to send hundreds of documents for signature, and now we’re accomplishing the same thing with just a few clicks of the mouse. I’m very focused on staying cutting edge and continually trying to improve the process.” Marci’s clients often remark upon her friendly, comforting approach to guiding them through the often-treacherous loan process. “I like to give them – for lack of a better term – a warm and fuzzy feeling about the entire process,” she explains. “I walk them through it, answer all the questions they have, and break it all down for them.” This personable, caring approach has resulted in a business that is based almost entirely on repeat and referred customers. “I think my

clients keep returning and referring others because of accountability and trust,” says Marci. “They know that I’m going to be there to pick up the phone when they call. My team and I are very much dialed-in and driven to do whatever needs to happen to make each loan work, whether that’s updating pre-approvals on a Saturday, or being available to answer questions on a Sunday.” This same focused and highly-professional business ethos also ensures that her many Realtor partners continue to avail themselves of her services. The appreciation her clients feel for the amazing service she provides is perhaps best illustrated by the wealth of five-star reviews she has received on Zillow.com. Among the many glowing testimonials is this one from Dawn C. in the town of Lombard that perfectly exemplifies Marci’s approach: “Marci at Destiny Mortgage was absolutely awesome to do business with. From the very beginning of my interest in purchasing a home to the day of my closing it was a fantastic pleasure to work with her as well as her organization. Everything went smoothly. If I had a concern about an issue with regards to the paperwork, data or even a simple question, it was handled immediately and resolved in the same manner. Marci as well as her associates were awesome to work with. I would recommend Marci to anyone I know.” Though the mortgage industry is primarily a numbers-driven game, Marci derives the most satisfaction from the more personal side of the business. “I love helping people,” she says, her sincerity quite obvious. “You become so close with people during the transaction process. You learn so much about them and their families, and it’s incredibly fulfilling to be able to help somebody accomplish their goal of buying a home and reaching a huge milestone in their lives.” Marci, who sits on the Edison Park Chamber of Commerce, also volunteers heavily in her community, whether it’s working at a festival or an event to salute those in uniform, including firefighters, police and military personnel. When she’s not working, she enjoys cooking, traveling, spending time with friends and family, and spoiling her young nephew. “We work hard to build a career for ourselves,” says Marci, “so that ultimately we can enjoy time with our loved ones.” Looking to the future, Marci’s plans include continuing to explore and embrace technologies that streamline and simply the process, for both her buyers and her Realtors, whose partnerships are invaluable to her. However, she is adamant about remaining old-fashioned in the ways that count. “It’s important to remember the value of meeting someone face-to-face, shaking hands, and sending handwritten thank-you cards,” she says. “Although this industry is heavily reliant on technology, the personal touches are the things that are going to continue to grow and build relationships.”

For more information about Marci J. Cohen, please call 773 - 993 - 1800 (office), 773 - 220 - 0248 (cell), visit destinymortgagegrp.com or email MCohen@destinymortgagegrp.com www.

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VENETIA KILLIAN How did Venetia Killian become one of the most trusted names in the mortgage industry in Washington? Forty years ago, Venetia Killian graduated high school, unsure of her career path. A family friend in the mortgage business offered her a job as a receptionist/loan processor. “The rest is history!” she says. “I’ve worked continually ever since in many different positions.” She’s been with Evergreen Home Loans for over 10 years and does approximately $15 million in loans annually. With an office in Western Washington, just south of Seattle, Venetia serves King, Pierce, Snohomish, and Thurston counties. Evergreen Home Loans has been in the business for over 30 years and is a direct lender. They offer a wide range of loans including FHA, VA, Fanny Mae, Freddie Mac, USDA, and jumbo loans, and they also have their own construction lending department for both ground up construction and remodels. As a result of the amazing service she provides, 70% of Venetia’s clients come from repeat and referral clients, including her dedicated real estate referral partners. Venetia’s four decades of experience set her apart from other lenders in the area. “I’ve held a lot of positions. I’ve been a processor and an underwriter, so my technical knowledge and product knowledge are far above most loan officers, after forty years of doing the work,” she says. Venetia believes in educating buyers about the process. “Whether it’s a new buyer or someone who hasn’t purchased a home in a decade, I strive to educate buyers about the new reality of the industry.” A people person, Venetia enjoys working

closely with her customers, who appreciate her strong communication skills and weekly updates. Her real estate referral partners are raving fans of her work, talking her up throughout the community and sending her a steady stream of referrals. To stay in touch with past clients and referral partners, Venetia reaches out by email or text. “I also meet with my agents face-toface on a pretty regular basis,” she says, “whether it’s lunch, coffee, or going out for a drink after work. Most of my agents are friends as well as business partners.” Her real estate partners know she returns calls promptly and is available to support them during evenings and weekends when needed. What’s her favorite part of her job? “Helping people realize that dream of buying a home!” she says. “It’s a scary, emotional, sometimes tense time, and I love making that process as easy as possible so they don’t feel that stress. There’s nothing better than telling someone: ‘Your loan is approved and we are closing on Friday!’” She believes that to succeed in the business you have to be passionate about the work. Venetia is a board member of Puget Sound Mortgage Lenders Association, and does fundraising for local charities through that organization. In her cherished free time, Venetia loves to travel in her RV, walk, snow ski, and spend time with her grown kids, friends and family. “For the future, I want to keep doing what I’m doing, and doing it well!” she says. Now that’s a goal that will benefit her community and help her clients achieve their dreams of home ownership!

To find out more about Venetia Killian (MLO: 89522), you can contact her via email at vkillian@evergreenhomeloans.com or by phone at 253 - 350 - 8219. You can also check her out online at evergreenhomeloans.com/loan-officers/Venetia-Killian www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil18

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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MICHELLE LIMON Michelle Limon never anticipated a career in the mortgage industry. As she worked her way through college, however, she parlayed her experience and training to ascend the ranks of the banking sector— ultimately landing in mortgages. “I developed a passion for the work and my experience turned into a twenty-three-year career,” she remembers. Since then, Michelle has amassed a unwavering reputation for service that is client-centric, forthright, and informed by expert knowledge. Along the way, she has earned numerous designations and accolades for her work and remains a lifelong learner and leader in her industry.

If you’re not bringing that extra added value to your agents, then you’re not differentiating yourself. It’s all about how you execute and excel within your partnership,” Michelle says. Whether working alongside borrowers or Realtor referral partners alike, Michelle’s focus remains squarely on delivering results and cultivating relationships that last. Considering she has earned more than two decades of experience, she brings a seasoned perspective to all aspects of a transaction and guides clients with honesty and insight. “It’s not about instant gratification or moving on to the next client,” she says. “My team and I make put in the extra effort and time—that’s what’s so gratifying to me. All the work we put in helps our clients become homeowners.”

Today, Michelle heads her own team of six mortgage professionals based in San Diego County. There, they serve clients of all kinds under the banner of CMG Financial, offering borrowers unique access to conventional products, as well as down payment assistant options, grant programs, and alternative financing. “I’ve got twenty-three years of experience in this industry,” Michelle recounts. “I have my processor and underwriter licenses, a Bachelor’s in Psychology, a Master’s in Negotiations, my real estate license, and I’m working toward my broker’s license, as well. I’m part of two different coaching organizations, and I participate in several training seminars each year. If you’re not keeping up with what’s going on in in the market, you’ll get left behind, so I make myself a good partner, and stay educated and on top of everything. Above all, I know the guidelines and that’s how I provide my best support to the clients and agents I work with. What you put into this industry is what you get out of it, so I’m a big believer in consistent learning.”

Beyond the office, Michelle gives back to her professional and local community. She serves on the board for the Veterans Association of Real Estate Professionals and on the board for the Pacific Southwest Association of Realtors. She also serves as a professional real estate coach. “Coaching allows me to learn what my Realtor referral partners need, so that I can help and support them as they build their business,” she says. In her remaining free hours, Michelle most enjoys family time spent with her husband, four daughters, and two family dogs. As for the future, Michelle intends to continue her business’s steady growth, while further developing her professional education as she earns her broker’s license and continues as a coach. She is also in the midst of launching a Mastermind Group called The Most Influential Women in Real Estate. “Our goal as a team is to empower and uplift as many women in this industry that we can,” she says.

Likewise, Michelle fosters a collaborative and systematic dynamic on her team so that no details are left unaccounted for. This means communication, organization, and diligence are key tenets of her working style. “We’re efficient, we follow-through, and we follow-up,” she says. “I have a great team that supports me, and with our structure, we’re able to help more clients and bring a true added value to our realtor referral partners.” In fact, Michelle and her team take a proactive approach to uplifting Realtor referral partners, including media-forward exposure on television that highlights her industry colleagues. “Our team has an exclusive contract with The Neighborhood and Luxury Living and we sponsor the talk-show The Finest Women in Real Estate.

Finally, with twenty-three years of service behind her and an ambitious eye on the path ahead, Michelle Limon considers what she values most about her chosen field. “It is so rewarding to help clients become homeowners, especially those who didn’t think they would have a chance at it,” she reflects. “I advocate for my clients and help prepare them to become successful homeowners for the long term. There’s nothing more rewarding than the gratitude that stems from that.”

To learn more about Michelle Limon email Michelle@TeamLimon.com, visit TeamLimon.com, or call (619) 869 – 0548 www.

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MONTY MAXWELL Monty Maxwell, Senior Loan Officer at Guild Mortgage in Sacramento, California brings both heart and intelligence to the often-complicated realm of home finance. The true passion he feels for helping people achieve the American dream of homeownership informs every one of his transactions, and has resulted in a business that continues to grow and thrive with each passing day. Monty began his long-time journey in the world of mortgages back in 1995, after the birth of his third child. “I was planning on going back to college,” he recalls, “but instead, I had to find a job. I had a friend in the mortgage industry, and he encouraged me to give it a try.” Initially signing on as a telemarketer, he soon joined lender The Money Store and became a branch manager. “That’s how I got into the business,” says Monty. Since then, his reputation has become synonymous with expert guidance and an impressive dedication to putting his client’s best interests front and center in every transaction. As Senior Loan Officer for direct lender Guild Mortgage, Monty oversees a team of three equally-dedicated professionals. “I have a team leader who has been with me for ten years who basically does everything that I do,” he says. “I have one team member who handles all of our referrals and clients upfront to make sure we stay connected and to get everything prepared for them, and then my other team member handles our contract to close.” With nearly 85% of his business based on referrals, Monty is clearly doing something right. “I am really passionate about helping people achieve the American dream of homeownership,” he enthuses. “That’s something I take very seriously. One of the most important things people want in life is to get married, have children and own a home. I love that I’m able to help people achieve that.” His genuine, caring nature also comes into play, as does his past career as an athlete. “I care about not only helping people achieve success, but I

also care about performance. I care about all parties involved. I want to perform for the real estate agents on both sides, I want to perform for the buyer. I want to perform even for the seller who I might not even meet. It’s just my nature, and having that caring and competitive attitude has been something that’s helped me constantly improve my business.” Monty is justifiably proud of the systems he has implemented to assist his clients with the often-convoluted transaction process. “My home ownership plan is one that cannot be touched,” he explains. “I’m able to provide a plan for each person that is in writing. I give them a plan that shows how they should be able to buy a home within a certain timeframe, and tells them the things they need to do to achieve that goal. I’m also able to follow up with them to see if they were able to achieve that.” Another factor in Monty’s stellar reputation is that he prefers to work with Realtor partners who share a similar business ethos. “I really look for Realtors who have a similar desire to take care of people, and who are good performers. I really interview them to see if it’s a good mix and that we both have good systems and good goals.” Monty, who enjoys spending his free time watching sports and spending time with is family, is also heavily involved in philanthropic efforts that benefit his community. Currently he is the Vice President of the Natomas School Foundation board, which provides financial assistance and scholarships for local students in need. He has also been coaching youth sports since 1995, and recently spearheaded a fundraiser to benefit local high school sports and music programs, which raised $26,000. Monty’s plans for the future are simple: to continue providing the exceptional client service that has become his calling card. “I just want to keep growing my team, so I can help more people,” he says.

For more information about Monty Maxwell, please call 916-769-2383 or email mmaxwell@guildmortgage.com 20

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

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 22

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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RYAN D. McMAHON For Ryan D. McMahon, entering the mortgage industry was not a forgone conclusion. Ryan says, “Growing up in McHenry County, Illinois into a bluecollar family, I never imagined being in the banking industry and holding 7 financial licenses. I enrolled myself at a local community college and later went to Northern Illinois University. After college I wanted to do more than just work for a large corporation. I am firm believer of working hard and doing the right thing.” Over a decade later, Ryan’s beliefs still hold strong! Ryan is currently the Branch Manager as well as an active Loan Originator at CrossCountry Mortgage in Crystal Lake, Illinois. He and his team specialize in providing a personalized experience to each client and have a vested interest in their financial future. Ryan says about the mortgage industry, “Technology has helped make things accessible, but there’s not always a technological solution for human problems.” Ryan says when speaking about his clients, “When you don’t understand your mortgage and need to meet with someone, we can provide that. It’s nice to have a human touch, we’re always personally available.” CrossCountry Mortgage works as a mortgage banker, and broker licensed in all 50 states, which allows Ryan’s office to have a local and regional focus with national strengths. Our company allows them more control over their products, pricing, and the process. “We offer FHA, VA, USDA, Conventional Loans including Fannie Mae, Freddie Mac, we also service about 70% of our loans and that give us a multitude of lending options.” In addition, we also have specialized products like Doctor Programs, and Bank Statement Only program for business owners. With one credit pull we can offer our clients numerus lending options.”

that you don’t go to a call center,” he says. “You don’t feel like a number. You can drive to our office and talk to someone. We can meet face-to-ace, and we look at the whole picture for you, not just what’s in it for us. That is what has helped us stay successful”. It is clear they continually keep everyone happy, with more than half of their business coming from real estate agents and the rest referrals from past clients. “I look at our borrowers and referral partners as clients not customers…a customer is a one-time transaction. A client is for life, simply put we don’t look at a loan transaction as a one-time transaction,” Ryan says. One recent testimonial read, “During our home-buying process, Ryan and his team made buying our house easy. Any questions we had along the way were answered so quickly. Getting all our paperwork and disclosures signed prior to the closing couldn’t have been easier. He would send everything over email and explain it with such ease and patience. The process was fun and stress free because Ryan did a great job! Thanks again!” Another read, “I was a first-time home buyer wanting to get into real estate investing…he was professional and informative. Ryan helped guide me through what to look for in a property and what to steer clear of. On my first home purchase I grossed over 50k in 2 years. From that day forward, I have only worked with Ryan and his team. When you find something or someone that works…stick with it/them. He has always given me great rates and low closing costs…I look forward to my next transaction with Ryan!” As Ryan looks towards the future, he is wants to add more people to his team and focus on helping his loan officers grow. It all comes down to educating, whether it’s his team or his clients. “I like being able to help people and educate them. It means a lot to me to help people plan for their futures.”

And because they aren’t a large bank, they are able to give personalized service including their ability to communicate frequently and keep everyone involved updated. For Ryan and his team, their Real Estates Partners are just as important as their clients. They aim to always keep them in the loop with the file status and they are clear, concise and consistent in all of their communication. “Communication sets us apart. We send out updates every Friday to all our real estate agents and attorneys and we communicate openly, honestly and up front with our clients, so they know what to expect, and this process helps us speed things along. Currently, our average closing time is 21 days.” Ryan said. Ryan wants to be their Mortgage Professional, not just their Loan Officer and he does this by having multiple points of contact. “Sometimes, at the bigger banks, you’re a number. Our niche is Top Agent Magazine

For more information about Ryan D. McMahon, call 815 - 823 - 4248 or email ryan.mcmahon@myccmortgage.com Copyright Top Agent Magazine 23

SHIRLENE NORDÉ Shirlene Nordé launched her journey in real estate back in 2002. Fresh from her experience in sales, she joined a mortgage company and received her first taste of the industry. “I came from a background in corporate sales, but felt there was so much more that I could do,” Shirlene remembers. “The lending process was very exciting for me because it allowed me to utilize many of my skills and abilities, while affording me the flexibility and creativity I wanted. It was hard work, but I knew with discipline and perseverance, it was an opportunity that would be rewarding.” In the nearly twenty years since, Shirlene has built a wealth of knowledge and experience. She now serves as the Vice President, Community Business Development Manager, and Bank Channel Production Manager at Fidelity Bank Mortgage.

recognizes the value in diligence, attention to detail, and the ability to creatively problem-solve. “Not everything goes smoothly all the time, but I’m transparent, direct, and creative when sourcing solutions,” she says. “I believe in finding a way, and I empower those who work with me to be a part of the decision-making process. Above all, I’m able to implement and execute. At least 200 of my past clients still consider me their trusted advisor and still call on me today because they appreciate and understand the value of having a trusted professional on their side”

In addition to her key leadership and community development roles at Fidelity Bank Mortgage, Shirlene also heads a team of five loan officers and two mortgage loan support staff. Together, they serve the greater Atlanta region and beyond, including Rockdale, Fayette, Clayton, Coweta, Henry, Dekalb, Douglas, and Fulton Counties. Under the banner of Fidelity Bank, Shirlene and her team cater to clients of all kinds. “We offer a wide variety of loan products,” she explains. “Because we’re a bank, we can offer portfolio products, as well. From USDA and Fresh Start options, to Jumbo and VA loans—we have access to it all. We have been ranked #1 New Construction Lender in Atlanta, which is a testament of our commitment and distinction in the industry (Atlanta Metrostudy Report, 2018). What makes us unique is that we spend time on the front-end to really get to know our borrowers. We go one step further by welcoming each borrower into the Fidelity Bank Family offering additional services and addressing any of their financial needs. By communicating with our clients, we find out what their true needs are and provide all the information necessary for them to make the right decision.” In all aspects of her business, Shirlene applies a personal touch that invites prospective borrowers to be part of the process in a low-stress setting. Likewise, she has curated a dynamic team that prioritizes the same service-oriented values. “It’s more than just a transaction to us,” Shirlene says. “It’s truly about making a difference and treating clients the way we would want to be treated. I’ve put together a diverse group of mortgage loan officers with a service and leadership focused attitude. Together, we are here to serve, educate, advise, and to make a difference in the lives of so many people who may or may not have the information they need to make homeownership possible.” Over the course of her extensive career in the industry, Shirlene has taken to heart the lessons learned along the way. Relationships are paramount, but Shirlene also

Of course, Shirlene plays a specialized leadership role in building community through homeownership. Utilizing her multi-disciplinary education and skillset, she has made steady inroads in supporting first-time homebuyers, move up buyers, investors, and building Fidelity Bank Mortgage’s presence in new markets. “My experiences have allowed me to accomplish so much more across different disciplines than I might have been able to otherwise,” she says. “I’ve been given the opportunity to communicate and reach different people and serve their needs. My role is to build, grow, provide leadership, and make homeownership happen across all of our communities.” Another way that Shirlene connects with local communities is through service and civic engagement. At Fidelity Bank, Shirlene and her team sponsor a variety of organizations and charities, including Habitat for Humanity, the NAACP, The Urban League, and the Women’s Council of Realtors—to name a few. Likewise, she participates in various business organizations in the region, among them Clayton County Chamber of Commerce, the Fayette Chamber of Commerce, and the Newnan Chamber of Commerce. She also supports several regional associations for Realtors and local churches. A treasured experience for her was to serve as Principal for the Day for East Clayton Elementary School sponsored by the Clayton Chamber. Every month, Shirlene and her team also host Continuing Education Realtor seminars at their location in Fayetteville. “When you walk inside Fidelity Bank, you’ll feel the difference,” she says. “I experience the difference in the hearts of my coworkers and the gratitude of those that we work with.” As for the future, Shirlene intends to keep momentum going with plans to grow her team in the months to come, while continuing to expand her service region. In the meantime, Shirlene Nordé considers what she enjoys most about her career to date: “I really appreciate the experience of serving others and building community,” she says. “We’re a very tightknit group of mortgage professionals and we’re passionate about doing everything we can to make homeownership possible.”

To learn more about Shirlene Nordé email Shirlene.Norde@lionbank.com, call (404) 553 – 2957, or visit lionbank.com www.

Loans subject to normal credit approval criteria. Certain program restrictions may apply. 24

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 doesnâ&#x20AC;&#x2122;t come cheap. This means that making Top Agent Magazine

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.

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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KEVIN L. QUARTERLEY How did Kevin Quarterley become one of the most trusted names in lending in Mesa, Arizona? In 1997, Kevin was 22 years into a successful career in manufacturing when Brian Rogerson suggested he would be a perfect fit for the mortgage business. He decided to try it part-time and soon realized he had a knack for the work, seamlessly transitioning to fulltime. A native of Massachusetts, he moved to Arizona in 2005. He currently works as a Senior Mortgage Banker at the Rogerson Quarterley Group of Wallick & Volk. He’s supported by a full-time assistant and a full-time social media and marketing expert who Kevin jokingly calls “our resident millennial.” Kevin is licensed in Arizona. “We are mortgage bankers so we process, underwrite, close and fund all right here,” he says. “Wallick & Volk offers a full range of products and provides an outstanding platform and support that allows my group to flourish. We are one of a few lenders in the Valley considered a Platinum Partner with the IDA Grant programs.” He focuses on the Home in Five loan program, which has a special incentive for police, firefighters, teachers, military, veterans and emergency personnel. “It’s a great program that shows how much we appreciate those who give so much to our community,” he says. A staggering 90% of his clients come from referrals, with 80% of his business coming from referrals from real estate agent partners. “We have a lot of real estate agents we’ve worked with for a long, long time so we have some nice relationships,” he says. What keeps his Realtor partners eager to refer clients to Kevin again and again? He makes himself available day or night. “I’ll answer the phone Saturday night or Sunday morning. Sometimes it’s just to answer questions. We provide that kind of support to our partners.” He has an incredible team supporting him. Perhaps most importantly, the majority of his loans are ready to close in two and a half

to three weeks. Kevin also takes the time to ensure his clients understand the ins-and-outs of their loan. “One of my taglines is: You aren’t buying a used Buick. You are buying a house. It’s a big decision.” He makes sure to answer all his clients’ questions, and serves his clients in the way that they are most comfortable, whether that’s in-person, by phone, or electronically. To stay in touch with Realtor partners, Kevin reaches out by phone two or three times a month to say hello and find out if there’s anything he can help them with. He also hosts “Lunch and Learns” to update them on new programs, or the intricacies of existing programs, or to teach them about social media marketing. With pre-qualified clients, he follows up often to see if there is anything they need. “More often than not they say, ‘Oh, we are so glad you called’ and then they bring up a question they might not have asked otherwise,” he says. Kevin always gives them the level of attention he would want himself. “We want to be a trusted advisor, not only for our clients, but for our real estate partners as well.” What’s Kevin’s favorite part of the job? “Helping people attain home ownership for themselves and their family,” he says with his characteristic smile. “I don’t feel like assisting a borrower with their mortgage is a right, I feel like it’s a privilege, and I treat it as such. Seeing the end result always makes the work worth it. It’s great to get a good result.” To give back to the community, Kevin hosts popular first time homebuyer classes. In his free time, he plays guitar and loves to be outdoors. “Back in Massachusetts I was what is considered a semi-professional bass fisherman,” he says. He loves to spend time with his wife and travel back to Massachusetts to see friends. For the future, he wants to continue to update his technology skills; and he’s begun making videos for real estate partners and clients. “I hope to continue with this work for as long as the business allows me too!” he says.

To find out more about Kevin L. Quarterley, email kevin.quarterley@wvmb.com, call 480- 888-6957, or visit kevinquarterley.wvmbmesa.com http://

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NATASHA ROBINSON How did Natasha Robinson become one of the fastest, most trusted lenders in the mortgage industry? Natasha started her career seventeen years ago, working in the closing department of First Capital Mortgage before becoming a processor. She then worked as a processor at Guaranteed Rate for a President’s Club VP in the Renovation department before becoming a full time Loan Officer where she made President’s Club very quickly. She has worked for over nine years at Guaranteed Rate, Inc, building a strong reputation for closing loans quickly. “Once I structure my deals, they generally go within three weeks,” she says. Natasha leads a team consisting of a production manager, marketing assistant, and two other assistants. She primarily serves the Hyde Park/ North Kenwood/ Bronzeville area, though she also works with clients buying in other areas and looks forward to expanding even further afield. Guaranteed Rate is a lender offering a full range of products from Conventional, VA, and FHA loans. Natasha specializes in home renovation loans that include FHA 203k (full and streamline) and Homestyle Renovation Loans. Natasha also offers a lot of fantastic jumbo products. “We can do 10%, no mortgage insurance,” she says and we also have Jumbo 95% options.” Other programs she offers include the IHDA Program, Illinois Assist, the City of Chicago grant, and a Guaranteed Rate Double Match program. As a result of the amazing service she provides, 95% of Natasha’s business comes from referrals. Eighty-five percent of that comes from real estate agents, and the other 10% from past clients. What keeps her realtor partners coming back? “I am personable. I get to know my clients’ goals and needs. I actually care about the transaction. I go above and beyond for my clients and it is just not about trying to get the client to buy something fast. It’s about them choosing their dream home and finding something that works best for them. I’m a landlord myself; I’ve been a buyer; I’ve been a seller. So I look at the transaction from different angles,” she says. Natasha connects with her clients and finds out their full situation so they can do any needed

problem solving from the very beginning of their work together. This sets them up for success! Natasha makes appointments for “Lunch and Learns” with Realtor partners, bringing lunch and teaching them about new products. She stops by their offices to say hello, and hosts broker opens on Tuesdays. On the weekends, she also hosts open houses. “I send thank you notes when people send me referrals to let them know I appreciate it,” she says. She’s known for being a a “secondchance” lender who can get a difficult deal done, even if it’s failed to go through with another lender. “Once a client comes to me in distress and I’m able to get the deal done, their agent becomes a referral partner,” she says. “My marketing strategy is to close a deal in three weeks, and if I can do that, I’ll get four new calls the next day.” After working with Natasha, her clients and referral partners remember her kind, approachable personality, her excellent communication skills and responsiveness, and her expertise. What’s her favorite part of the job? “I have clients cry at the closing table because they never thought they would be able to be a homeowner,” she says. “It means a lot to me within my community to make homeownership something that can actually happen for people.” To give back to the community, Natasha is the Ways and Means Chair of the Realtist Women’s Council of Illinois—an organization that promotes home ownership. “My goal is to share my knowledge,” she says. She volunteers her time at community events as well. In her free time, she loves to enjoy the city, and spend time with her husband, two children and their dog. For the future, she hopes to open her own branch in the North Kenwood/Hyde Park area. She plans to make Guaranteed Rate’s Chairman’s Circle in 2019, which requires closing $100 million in loans. “I want to build a team and grow, and become the Natasha Robinson brand,” she says, “which means we get deals done; we get them closed fast; we know what we are doing; we communicate; and we help people believe they actually can become a homeowner!”

To find out more about Natasha Robinson, email natasha.robinson@rate.com, call 312 - 792 - 9295, or visit guaranteedrate.com/loan-expert/NatashaRobinson www.

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 30

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JOANNE RUSSELL How did Joanne Russell become one of the most trusted names in mortgage lending in New York State? When Joanne was finishing up her bachelor’s degree twenty-five years ago, her sister—who was a real estate agent at the time—encouraged her to join the field. She soon showed a talent for the work and for building excellent long-term relationships with her colleagues, her realtor partners, and her clients. After being in business with a partner for 17 years, Joanne started her own brokerage, The Mortgage Place Inc, in 2012. Currently her team consists of a Vice President of Operations, Krista Bodnar—who has worked with Joanne for twenty years; Marcia Gaetano, an assistant who has worked with Joanne for ten years, and three additional mortgage loan originators. Joanne and her trusted team offer a wide variety of loans. “We have really low rates on your traditional, conventional loans, but we also offer a lot of niche loans such as a 5% down Jumbo loan. We have a bank statement program. We do conventional and FHA renovation loans, as well as a pilot program with VA renovation loans.” She also offers all the government products such as USDA, FHA, and VA loans. One hundred percent of Joanne and her team’s business comes from repeat customers and referrals from former clients, realtors, builders and attorneys. What sets Joanne and her team apart from other lenders? “Unbelievable service,” she says with her characteristic smile. “In addition to our fantastic product menu and low rates, we also always make all the closing dates within our control. We don’t miss rate locks. We are available seven days a week to take calls and answer questions.” It’s that attention to customer service that has her former clients raving about her work to their friends and family.

To stay in touch with past clients, Joanne reaches out via social media. She also sends an email full of helpful information and rate updates to all her realtor partners once a week, and she emails former clients with important updates as well. During the holiday season she calls past clients and sends thoughtful cards. Realtors who have heard about Joanne’s great reputation in the community often approach her to establish a business relationship. Joanne also actively cultivates contacts with real estate agents by holding seminars and open houses with realtor partners and future realtor partners. What does Joanne like most about her job? “I like that we help peole achieve the dream of home ownership. That’s what we enjoy the most – helping people to get into a house, meeting new people, and trying to solve their problems and giving them support so they can meet their financial goals.” To give back to the community, Joanne volunteers with the local animal shelter, sponsors needy families, and supports local youth sports teams. Each of her team members supports at least one cause close to their hearts from coaching basketball, to giving to the local Chinese school. Joanne also volunteers as an educator at home buying seminars to help community members better understand the path to home ownership. In her free time, Joanne loves to spend time with her two teenaged children. For the future, she would like to continue to grow her team by hiring and training another loan originator. She also plans to expand her business to additional states, including Florida. Now those are worthy goals and ones that—with her dedication and knowledge—she’s sure to achieve!

To find out more about Joanne Russell, NMLS 60138 email jrussell@themortgageplaceinc.com, call 518-573-2012, or visit themortgageplaceinc.com www.

The Mortgage Place, Inc. , NMLS 872824 is a registered mortgage broker with the NYS Dept of Financial Services. Loans are arranged through third party lenders.

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How to Throw a Networking Event

that Can Put Your Business on the Map

It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no sign-up sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bake-off, or a spring cleaning themed community volunteer day can generate more interest than your average mixer. 32

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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STEPHANIE SMITH Stephanie Smith began her journey in the mortgage industry earlier than most. She got her start as a receptionist at a local mortgage office, an environment that made for a natural fit. “From the beginning, it was so exciting to play a part in the homeownership process,” Stephanie remembers. “I fell in love with the business and never looked back.” In short order, she swiftly ascended the ranks—first in processing, then in underwriting, and ultimately as an originator. Bolstered by the skills and insights acquired along the way, Stephanie now serves as a Senior Loan Originator with twenty-eight years of experience in her repertoire. What’s more, she has established herself as a professional defined by integrity, steadfast communication, and an authentic spirit of service. For the entirety of her career, Stephanie has lived and served the same Newnan, Georgia community, as well as its surrounding region. As a direct lender under Fairway Independent Mortgage Corporation, she offers borrowers a host of lending options to suit their real estate needs and goals, including Conventional, USDA, VA, FHA, and firsttime homebuyer programs. “Fairway is one of the leading lenders in the U.S.,” she says. “I love being able to provide good service, and to me, good service means a happy customer. We don’t want this to be a stressful process, but an exciting and happy time for our clients. I’ve seen the business change countless times over the years. Regardless, we continue to adapt and do our best for our clients.” Likewise, Stephanie’s years of experience ensures she provides clients with seasoned counsel and an efficient, effective workflow. She also takes time to educate clients along the way, so that their investment builds upon a healthy and holistic fiscal picture. “I always answer the phone, there are no surprises, and my closings are always on time,” she explains. “I educate buyers so that they can make the best choice for themselves, long term and short term. Having that underwriting experience and twenty-eight years in the business, I’m also able to take a loan application and fully underwrite it from the start. That way, there are no surprises. It’s my goal to have buyers Top Agent Magazine

fully approved within the first week of application. Most of my files are cleared to close two weeks before closing, while my start to finish time averages about eighteen days. I still take charge on all my files, I’m the point of contact, and I attend the closings. For me, it’s a very proactive and service-driven process.” With the overwhelming majority of Stephanie’s business driven by repeat and referral clientele, her track record is sturdy and well-proven. Additionally, as a lifelong resident of the area, she relishes the growth she’s witnessed in the greater Atlanta region over the past decade and the ability to build community through homeownership. “It’s a great time to be in Newnan,” she says. “We are fortunate to be so close to Atlanta and the area is really growing, while still maintaining that community feel. It’s so exciting to be here.” Beyond the office, Stephanie most enjoys time spent with her family, painting, cooking, and escaping on a new travel adventure. As for the future of her business, she intends to continue steady growth while facilitating the American Dream of homeownership, one client at a time. “Every customer and loan is different, which keeps the work exciting,” she reflects. “It’s so important to own your own home, and from first-time homebuyers to veterans, I love making a difference in the lives of people and helping them achieve their dream.”

To learn more about Stephanie Smith email stephanies@fairwaymc.com, visit fairway-newnan.com, or call (770) 301 – 1821 www.

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