NATIONWIDE MORTGAGE 9-21-20 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size

6 Things You Need to Do to Be A GREAT MENTOR

If it’s Good for the Soul, It’s Good for the Business

A Compilation of Goals from My Coaching Clients

NATIONWIDE MORTGAGE EDITION

JULIE CARROLL

You might say Julie Carroll lives and client referrals, or her outst 13 her husband 14 referral partners. She main breathes mortgages. She and Doug have both built accomplished standing among her networ withwi c careers as loan officers, often A beingsixth generation Atlantan, becomingcontact close friends referred to as a power couple aroundCassidy their the coursemaking of their sure collabot Cain started her career offices at Ruoff Mortgage. Currently, of this success can be chal as a park ranger, but she always “Authenticity Julie is a Senior Loan Officer for Ruoff, organized and systematic harbored a passion for sales manage and every with day mylike clien where she supervises a winning team to it’ helping others. Over time, she process becau service clients throughout Indiana, mainly Day,” Julie says with a l in theARDI Northeast area. CAIN Having founded her an interest huge time blocker, and I do took in the mortgage CASSIDY JULIE CARROLL JANETTE HOLLAND KOTONI workflow around open communication the same Outside order every industry, in particular for how ofday hert Trevor Hammond was and and through local coat and food drives. In an unmatched understanding of the industry, her I’m tending to my clients’ best interests a onithow credit works, how to outgoing build clients throughout Ardi Kotoni is an accomplished complimented her community. Loan Officer Linda LoGrasso – ofenjoys the S e and on the hunt for his underwriter in the U.S. mortgage his free hours, most time work ethic andTrevor passion landed herMasonthe #2 spot compathe best of my ability.” and improve their credit, and21 struc- operates her business on 17 18 in Concord, McDuffie Mortgage Corporation personality and entrepreneurial in Need, a lo nywide for the first of 2020 inture terms of number ofways hen a friend of a friend industry with a career that spans spent with family andhalf loved ones, coaching their loans in that makes for California –spirit. is a dedicated mortgage profesreferral basis, a signific units closed. Outside of her career, Julie plays an acti After attaining hereasier license, in their homes the mortgage industry, more than 20 years. He is currently his daughter’s soccer team, traveling, and she dove into the So busiI and solid sional with decades of experience it helping for them to qualify. commentary community. On top of sponsoring back since. “This of is athe career uals with silent disa nd running. “Within two a Senior Mortgage Planner at MSA camping. ness and has never looked find myself in somewhat niche buyersAt achieve the American dream service she provides. “I h Ruoff Mortgage, Julie offers her of clients a wide with Junior Achievement, a worldwide market,” he says. s was the career path for Mortgage, located in Winthrop, I was meant for,” Cassidy says. “I love the challenge, the throughout he homeownership. Incredibly knowledgeable, ities about me that keep variety of financing options, including conventional, works to improve the quality of educatio rs. In the decades since, Massachusetts. Ardi, through MSA As for the future, Trevor intends to continue people and construction about public speakin hardworking, and aeverything knack forloans. closing referring newan VA, FHA and with new Noit.” matter who of all ages, sheback servesand as an advertiser Ardi enjoys keeping in touch with says Linda, when aske shed himself a mortgage mortgage, specializes in offering growing his business, developing even the ismost complex Linda where she disc she assisting, she istransactions, always therehis for team, her clients with to the Allen County Humane Shelter. his clients via either phone callscrafted or managed wn for his wise counsel, conventional, FHA, and construcandearned serving his community of homeowners has her stellar reputation as a trusted to generate a blend of compassion, expertise and efficiency. “I’m carefully social media campaigns Today, Cassidy is a Mortgage Loanafter Originator at the US in real estate. sC emails, long their mortgage loans, HAMMOND as well as private LINDA ARDI KOTONI very,access very available to grateful my clients,” she says. “I treat LOGRASSO shelter find homes for of petstrust coming advocate for her many clients. levels and from loyal through to opportunity and financial ach, and personal touch. tionTREVOR Mortgage Corporation,loan where she approved. supervises growing purchasing andd has been Heastrives portfolio loans. everyone the way I would want to be treated if I were grounds and circumstances. Meanwhile, Having built her considerable business on them are her problem education. team that assists clients throughout Atlanta and the to make a point to show his apprecigoing through the process of buying ashe home.” among various women’s groups in the a“We foundation of honesty andhelp integrity, honed over the decades an ads a branch of Sierra As an experienced underwriter, create processes to people who ation for their business. His favorite surrounding areas. Licensed in Georgia, North Carolina Looking ahead she’s not assisting clients or giving back possesses a gift for solving problems that immeasurable value to h Company, overseeing Ardi generates the vast majority areof For going through never this as they consider part theapplies job, theher onefound thingspending that is also Julie, ends. Sheofto prefers to keep timeexcellent with husband an and Washington DC, Cassidy acute problem Asher her annual might arise, andservice there are fewtruly better suited with com two comprised of mort- his leads from word of mouth.their options andherplans for the future,” the often-challenging most rewarding, is he the he helps.in“I New clients come touch with clients long after closing ontowards apeople trans- that investing realI estate around help ainbuyer navigate the stay inproperties touch with and solving skills tohelping advise clients safe, affordable expand her tea n officers, and support staff. There, says. build that trust and those relationships so that enjoy people. I find it very rewarding to be informed throughout th from past client and real“We estate agent referrals. His action to make sure that they are satisfied—not only in loan process. loans. “I can spot ways to execute a loan that other people female voices able to also help someone who haveahead the explains. of experience in know the field has resulted in for theiralways home purchase, but their to personal lives. doesn’t Looking to the future, Julieishas so evor’s business is drivenwealth by repeat people we’re here them. Wein want be maybe Linda also might overlook,” she says. “It’s never about the extra and encourage perfect credit score or income figure out how they amazing of financing knowledge “I make it a rule to call every client on their birthday,” In the months ahead, she will be adding a ele who trust his strategy an and provenaccumulation part of that bigger vision and empower others.” Linda began her career in the world of finance not long creative ability to find solutions for co she says. “Those phone calls are my favorite part of to her ever-growing team. Through it can qualify for a loan. ” that makes clients very likely to come back or refer work; it’s about what’s best for my clients.” r entire approach is built on fiscal after graduating cum laude from Chaminade University other mortgage professionals would give my mornings. I love staying connected and celebrating intends on continuing Above to build on himapproach to their family and friends. been helping all,herth of“I’ve Honolulu, working for multiple and high-profile Now, with twenty-two years of experience insight, compaays has been,” he says. “We their milestones.” standardsasof client service. “I’m a people Ardi is also involved in his community a people get approved for a mortgage for a lot of nies including Household Finance. “I an Linda, whoblend is proud tionships of her associatio clients, Cassidy effective that Trevor considers someWhen ofTransamerica theassisting lessons and learned along the offers ancing a home much like a financial says. “Above all, I enjoy bringing peopl of theage,” Albanian Group of McDuffie Realtors and years. If there is any programgot outathere, Iexperience contin- atmember lot of a very young she says. In Mortgage Corporation and of expertise and tenaciousness, catering her service solving proble way. “It’s important to be extremely intentional to create ust transactional, it’s about helping Overfollow the years, has wonProfessionals. herself an outstanding where they can buy a house. It will alw Mortgage Hebegan participates in various uously familiarize myself with and the Julie theiteighties, following the birth of her son, Linda of loans they can offer to fit almo a good culture,” he says. “It’s by design, not by accident. ximize cashflow, or protect and grow around Indiana, with the Comfortable vast to majority chills tooftell that they’re pre directly tofundraising their needs. executing aclientsaspect of my supportofwith members themy guidelines in order to make the dealreputation work my that considering a for career would from allowactivities her more flexibility needs, isclose also involved in giv her coming either repeat clients, clear to onactively their mortgage.” ourtransactions team grow personally and profeshomeowner. That’s very attractive range of loans, she has the ability to navigate any transand accessible community who are experiencing health issues clients,” hetosays. We want toofhelp schedule. “In the mortgage business,” she says, “you community, and does so through her sionally, and that’s myaction, passion: uplifting others towards ents and financial planners out there, and financial whowith the Concord regardless of anyand complications. fight tirelessly ground Chambe might can pretty much set your ownneed schedule, it assistance, allowed me or“Ifamilies involvement To learn more about Julie Carroll (NMLS #272049 ) need help paying for they children’s college costs. Ardi is their a strongtheir participant in the Albaniante goal is to help people manage goals. to That’s what we do.” forwith my my loans and my clients,” shetwenty says. “In this she’s industry, spend time son.” That was more than When not working, she enjoys American community in Massachusetts and over the decades.” ruoff.com/juliecarroll orgardening call (260) 46 Julie.Carroll@ruoff.com, visit years ago, email and since then hasanestablished herself with her husband, and togeth you can’t takeLinda no for answer.” When Ardi isn’t working or giving back his time, has developed a loyal network of clients among as a consummate professional who truly cares about her are particular Office address is 6920 Pointe Inverness Way, Suite 110,passions. Fort Wayne, IN, 46804 spends the majority of hisasfree time with his from same he f lending options to servethem. most “My everyAlbanian clients come clients, andthe consistently goes the extra mile for them, Over the years, Cassidyagehas forged a diverse client base, two children, 6 star and 3. They enjoy camping, is madethey’re evidentabylotthe scores of perfect, five reviews “I love getting to know Copyright new people an Trevor and his team pairbackground borrowers as me, so obviously Top Ag biking, hiking, and skiing in the winter. Looking more willing to work with someone can get handling loans forofworkers industry and when asked what she has who received over the course her career,inforthe refi-filmthem,” says Linda, cts that serve their long-term goals. towards Ardi hopes eventually past that language barrier, and whoand canpurchase explainclients out-of-state borrowers. Furthermore, sheto loves assisting alike. the future, about her job. “I love seeing them happy his team offer annual reviews to help works to themnance convert his more niche market into a broader andtruly that many of the how financing in a way first they can plished something time homebuyers. “First time homebuyers are imize their investment and stay on Phone 310-734-1440 Fax 310-734-1440 more commercial one and to maybe even start his love being trusted to help understand and feel |confident in. I provide guidLinda, whospecial focuses on the Contra Costa County couldn’t. I also theone purchase is area suchofa huge moment in e. “We help people become proactive company day. ance and instruction to a lot northern of these California borrowers–because but frequently mortgages is possibly biggest financial decision mag@topagentmagazine.com | www.topagentmagazine.com their lives,” she says.does “There’s noforbetter feelingthethan

CASSIDY CAIN

TREVOR HAMMOND

LINDA LOGRASSO

CONTENTS

4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

10) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

15) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

27) A COMPILATION OF GOALS FROM MY COACHING CLIENTS

19) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 23) ARE YOU IN OR OUT?

31) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

34) COACHING 9-1-1 https://

eir homes and the wealth inside their watching someone achieve the of American Dream of Magazine Goals and financial situations learn more about Ardi Kotoni call (781) No portion of thischange, issue may beTo reproduced in any manner whatsoever without prior217–3912 consent the publisher. Top Agent stay part of our clients’ lives, to bePublications is published by Feature Inc. Althoughhomeownership.” precautions are takenor to visit ensure the accuracy of published materials, MSAMortgage.com emailGA, akotoni@msamortgage.com, For more information about Linda LoGrasso (NMLS #255519, NML Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change they manage Top their financial health. please call 925-783-9872 or email LLograsso@masonmac.c send to mag@topagentmagazine.com. in the U.S. s put that planaddress, together, andinquiry we also ForPublished her service, Cassidy has Copyright won anTop outstanding repuAgent Magazine To le . We often introduce clients to trusted tation in the area, with the vast majority of her volume email c can help them, like estate attorneys, coming from Hammond repeat clients or referrals from her extenFor more about Trevor Top Agent Magazine financial 2planners.” visit usmor sive professional network. In fact, she often stays in www.

email Trevor.Hammond@spmc.com, visit BorrowSmartRepaySmart.com,

www.

BONNIE MARLETTE

TINA MULLIGAN

careerBonnie opportunity appear Her experience and years in lette started out in the mortOutside ofAwork stayscan active in in herthe most unusual places. For 25 Tina 22 community. 26 gage industry have allowed y in 2002 as an assistant for a She is a parishioner of aMulligan, local it happened in the early 1980’s, while have a 100% referral based bu 004 she transitioned to Wells church, and a member of several Chamber she was working as a manager of a don’t buy leads. I have referra e she worked in home mortof Commerce in herWhen market. she McDonald’s. one ofAnd her regular in the real estate market, and n as a loan officer for eight frequentlycustomers teams upfrom withMerrill agentsLynch to help out suggested partners and an incredible grou pending six more years in the with community always reach that she events. would be“Igood in the secuclients. I do everything in my market, Tina and took support her advice, provide excellent service. C landed at SecurityNational out to realrityestate agents theirand begandoing her journey into the mortgage loan is not the end of the rel ompany, where she currently events. If so they’re a community event industry, which she myself. has beenI instrive for 38 between me and my custome Branch Manager. The entirety I try to help or participate years. She has held positions including RYAN SCHMID RUDNICK to be present MITCH MEDIGOVICH TINA MULLIGAN usually become my friends,” BONNIE MARLETTE has been spent in the EagleCOLLEEN and active in my community.” mortgage-backed security trader, head And Tina spends a lot of time e ey’s Colorado. Because of public gatherings have halted Capital Markets for large mortgage her clients through this pr 1999 Colleen Rudnick answered cold feet, some might be quesOriginally from Pittsburgh, Ryanhave Schmid the future to ensure that they are order to ensure a smooth an during COVID-19 sheof has startedand doing lenders, head operations, underad to become a telemarketer for tioning if they can really afford it. got his start in thecontinuing mortgage industry thriving in theirwhere new homes. “I 33 espe- “I deal with a lot of first ti writer. She currently works at CMG Financial, free transaction. nce and tracknorecord the industry have education Zoom meetings for30 agents, where 29 So roker, having idea thatinthe job ithis requires some handholding through a friend. After attaining cially love working with first timeyou really have to be thorough she is a sales manager/mortgage financing specialist buyers. And nie to have a 100% based business. she teaches a variety of different subjects. uld lead her to a careerreferral path she’s soothing to make industry them feel MBA, Ryan was searching for and a career homebuyers,” he says. “The mortgage to Adam and has a great support team. conversations make sureWilson they are welled was yw issotopassionate help my about. agentsHer be task more successful. comfortable in what they’re about to balance his entrepreneurial spirit process is complex, but it since doesn’t thishave is the biggest purchase they will b me aget client, myphone job isand to perform to a When she tohas send simple: on the steptime into,”off, she Bonnie says. Andenjoys part of spending it by the financial with his passion for finance and love A big reason for why Tina decided to be to difficult. honored to educate move toI’m CMG in their life. They are so appreciative for indu this e nerate leads. Buthave when she realherlikes strategy to help going clients on feelthe saferiver, mound so that they a great experience, and outside. She camping, thatgive the them I give of helping others. At the time, a close Financial were two amazingmyprograms clients and thethem.” most in the process of in donthetheleads shethat wasreferred generating and comfortable with her istototheir keepclients. agent me. Thatinstarts tain biking, snowboarding, andoffers cross-country skiing, company Oneas of them is called possible.” friend Texasahad started in mortgages, rewarding experience financial planners as uld have belonged her,friends she and family in close contact, which includes he client referring to their well as spending time with her family and friends. Going and after observing his success, Ryan the Homefundit program, and serves people who are Tina derives a lot of joy from her job—espe cided to start working as a broker sending out post cards, email blasts, to save money looking to buy first home but do notRyan have the end result. “I the smiles on the people’sto fa who then refers them back to for their would to grow hertheir business inInother wasme inspired. “I justforward knew thatshe the mort- like Dallas, has cultivated anlikeup self. With a college with a degree and making money phone calls. for the down payment or the costs. WILSON they get the keyshome. to their He new left home.his Those COLLEEN RUDNICK ADAM she says. areas of Colorado and help other loan officers grow as closing sa RYAN SCHMID gage business would be right for me,” outstanding reputation for himself, Psychology, Colleen felt like program helpsentering them raise the money with not smiles and that type of happiness makes you well. As shipped forThere her advice to young people the busihe says. “So I packed up and offare This ranking in the 90th percentile in company a had an advantage entering the many things much effort and Colleen CMG Financial will match up to 1% to keep working furniture hard.” to Dallas, and I haven’t looked back.” customer satisfaction at Guaranteed sustry a wide diversity of loans, from convenness: “You have the ability to control your own success and being able to underenjoys about job, such the of her the sales price as or 1500.00 whichever is less. This to go with his gut an Rate. He is the held in equally high esteem by his ernment loans including, VA, in this industry. My motto simple, Iher believe in good nd and communicate with herFHA, clients at aUSDA, deeper flexibility and being able to be there forprogram kids. is a isspecial exclusive to CMG Financial Outside of work, Tina is a member of the P industry a chance. Today, Ryan Branch Guaranteed colleagues intothe industry. “After moving to Texas, eReady, well as other down payment old-fashioned what you’re going do.” el. She isas21 years stronglocal in the industry, andis the But the partManager that doing trulyattouches hersay heart isnobody being and you FNMA, and else offers it. “One of my Chamber of Commerce, and is involved wi Rate, where he services clients throughout the Dallas I didn’t have many connections,” he says. “So I had in financial rently works withthe Midwest Lending.her clients able to help those who didn’t believe they$7,500 could towards their down payment cancer awarenessout customers earned organizations as well pla as ograms. During loan process metro area. Along with his expert team, he has distinto hit the phones and build out my network. But I’ve afford a home. “It’s the clients I get who never and closing costs.” The other program—also exclufor underprivileged kids. When she’slend not ount on her for prompt communication and eventually found his true home in the guished himself for a boutique, flexible workflow that Financial—is found that my work speaks for Loan, itself.” or giving back to the community, she loves sivetoto purchase CMG called an All In One mmunication responsiveness a house pproach. “Myand clients trust that Iare willcrucial get it even dreamed of being able branch manager andfa fits the needs of histhat clients. designated forable financially who wantis currently time with herafive grandkids, her husband, mponents of what sets Colleen apart from other strike a chord with me. When I’m to get savvy customers Adam at I will close on time. If there’s any issues Outside of his remains active in forward, to take yearshouse, off their savecareer, money, Ryan and never friends. Going Tina wants to grow kers, and what has helped her build a brand that them approved, and they can get their theyloan, loan officer at VanDyk Mortgage, Utah, wh ential issues, they’re communicated and are Ryan have refinance to community pull equity out of their the existing ness organically. Guaranteed and histhankful. team offer a to wide hisreason through Guaranteed Rate “I love what I do, I’ve been s at a high percentage of referralAt business. “I am Rate, so incredibly That’s really the Leith Grasteit38have built a team of 13 mem mmyday one,24/7, not seven later. days I update mySometimes client and why and Tina alsoFoundation, offers great FHA, years, and I never took a break, even variety of traditional specialty including whereconventional, he has beenandable for to mobilize phone a week. I do what I do.”loans,loan. on the status of their loan proactively.” jumbo programs as well and has special programs for industry crashed espond at 3:00 AM in the morning,” FHA, she VA says. and USDA loans, along with Fannie Mae and allocate sizable donations to individuals in and burned. I will always b

ADAM WILS

First Responders. serve community. d beyond just answering a client’s question, she Outside of Home work Colleen strives toand stay involved HomeReady and Freddie Mac PossibleVeterans programs. need. When he’s not helping clients or givingmy back, Adam’s team offers a full”

variety of loan

ves to educate herfor customers the process in opportunities her community. She our is aservice member of RPAC mortgages is not the faintabout of heart, as it’s for Always looking to help Ryan, an avid sports fan, can bepretty found diverse”, rooting “We’re he says. They are un Tofor learn Tina Mulligan, email tmulligan@cmgfi.com, dindustry set up realistic upmembers, front. arehepart as well women’s counsel for realty inthe themore also waves all as hisafees for veterans. Above Dallas about Stars, golfing, fishing or relaxing whereexpectations pressure and stress fact that they’reorlicensed in899–3197 17 states. Ada when she’s not them working,visit she cmgfi.com/mysite/tina-mulligan, can all, Ryan caters hisMidwest. process toAnd his clients, guiding with family. call (954) life. “This is an intense, deadline-driven lleen uses her knowledge of Psychology to most often be found at her lake house in Lake lot with Veterans and specializes in new co through the transaction with openness and accessibility. the fact that all of that hard work and presde clients through a time thatIn can behequite Geneva, surrounded by family and friends. She’s to the future, Ryan holds strong and steady fact, even walks them through their application Looking someone’s life—their ability to purchase financing. With a business that runs on a 90 Copyright Top Agent M allenging for many people. “There’s a make lot of sure also an find avid the fan right of watching hertheir son playambitions hockey. for his career. In the coming months, he forms to they loans for akes me feel like I’m doing something of rate, it’s Adam’s 17 years of experience, otion that goes into purchasing a home,“I’m or Colleen’s futureguy plans to keep Bonnie growing her To learn more Marlette situations. a nine-to-five by are anyabout means,” will be hiring more officers and adding on to his the hard work iscounseling allowing notbrand, enofrefinancing. Part ofand mystress jobheissays. continue developing relation- team. Above all,and drive to help that has built his impressi “No matter when I’m needed, sevenlong-lasting days a back-end he will continue striving email Bonnie.Marlette@snmc.com, ake theirbecause dreams comenervous true, or them clients they’re andhelp unsure if my ships, and beagents able toand grow the business whenthat bar and meet his lofty personal standards week, I will give clients, referral part- even to raise and formed strong relationships with clie visit not snmc.com/lo/bonniemarlette, nances. It’s satisfying know Itime, am s is the right thing to do.toSome ofthat them mayaaccurate the market’s favorable. ners real responses.” in the many transactions that lie ahead. “Everything as real estate agents. “We’re more about th is process.” or call (970) 331-2919 I do is anchored around my clients’ best interests,”

REALTOR Vendors and Real Estate Companies— Get Nationwide & International Exposure! www.

Top Agent Magazine is seen by Real Estate Agents and To learn more about Colleen Rudnick email crudnick@midwest-lending.com, shipa wonderfu than wel mortgage are about the transaction. I th For Ryan, service lasts long after the deals are done. he says. “If you want to have Brokers intouchevery U.S. andcallInternationally! visit yourmortgagepartnersforlife.com/colleen-rudnick, call (630) 234–6340 experience, me at Guaranteed Rate.” He prefers to stay in with hisorclients well city into fact that we always do the right thing, we’ www.

www.

forward, and we appreciate the opportuni this trusted position to give advice and h To learn more about Ryan Schmid email Ryan.Schmid@rate.com, Please contact mag@topagentmagazine.com visit rate.com/loan-expert/ryanschmid or call (412)understand 576-5498 things they may or may not be People really respect and appreciate that,” or call 888-461-3930 for ad rates and information. Copyright Top Agent Magazine

www.

Top Agent Magazine

Even though Adam brings in impressiv annually, it’s all about the team and s yourself with the right people who 3 inspire to grow, serve, and help each other mov

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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JANETTE HOLLAND

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JANETTE HOLLAND

Janette Holland started her mortgage journey in 2006 after moving to New Orleans from Miami. “It was here that my passion for helping people rebuild or restore their homes after Hurricane Katrina really took hold,” she recalls. “I loved what I was doing and have never looked back.” Fourteen years later, she is a branch manager for Union Home Mortgage in Keller, Texas, overseeing a team of loan officers and assistants. She specializes in purchases, refinances and renovation projects. Whether conventional, FHA, VA or USDA, she always finds the right program that best fits a client’s needs. Janette prides herself on top notch customer service. “I truly believe every loan officer should hold her clients’ hands throughout the mortgage process as they make one of the biggest investments in their lives. Being a part of these emotional and exciting moments is what love most about this process.”

“As soon as someone becomes a client, I give them my cellphone number, so they can reach out day and night,” she says. “I am always available to my clients which I know they appreciate.” It is no surprise that Janette receives stellar reviews for her esteemed work ethic. One client recently wrote: “Janette is amazing! It is easy to see why she is so successful! She treats you as if you are the only

Janette proudly reports that her business is over 80% past-client referred and holds almost 100% client retention after closing. 8

client she has during the process and even a year later when we had a question. She makes the stress of purchasing a home very simple. She walks you through it! If you have questions she always gets back with and gives very thorough answers so that you have all the information needed. Fees and closing cost where communicated to us as expected...no surprises! I have found my lender and I recommend Janette to anyone and everyone!” Janette stays in touch with past clients through a variety of methods. “Social media is big with me,” she says. “But I also make phone calls, personal videos, and send out special occasion cards.” While she has been a branch manager, she truly enjoys working with customers helping them achieve their homeownership dreams and/or save money on their mortgage. “Every day I get to make a difference in someone’s life, and that’s huge,” she says. “I’m never about telling a client, ‘no.’ It’ll just be, ‘not now,’ and I’ll give them advice and information on how to reach their financial goals.” Janette says she advises her clients as she would a family member. “All of my clients are like my kids, and I take care of them,” she says. Janette loves to give back to the community by helping kids in need. “We are involved with Top Agent Magazine

Operation Backpacks and Partner Up for Plates,” she says. In her free time, Janette’s enjoys running, competing in Spartan races, watching football, singing, going to church, helping people and, of course, spending time with her lovely family which consist of her husband and three children ages 12, 9 and 7. Janette plans to expand her team by 5-10 loan officers as part of her future plans. “I need to grow in order to help more families,” she asserts. “It’s my goal to reach as many people that need us.”

To learn more about Janette Holland, email jholland@unionhomemortgage.com, visit TheJLoan.com or call (817) 601-5456 www.

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 10

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesnâ&#x20AC;&#x2122;t matter so much as the players you bring onto that team to work with you. A team doesnâ&#x20AC;&#x2122;t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your playerâ&#x20AC;&#x2122;s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the teamâ&#x20AC;&#x2122;s goal.

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the teamâ&#x20AC;&#x2122;s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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CASSIDY CAIN A sixth generation Atlantan, Cassidy Cain started her career as a park ranger, but she always harbored a passion for sales and helping others. Over time, she took an interest in the mortgage industry, in particular for how it complimented her outgoing personality and entrepreneurial spirit. After attaining her license, she dove into the business and has never looked back since. “This is the career I was meant for,” Cassidy says. “I love the challenge, the people and everything about it.” Today, Cassidy is a Mortgage Loan Originator at the US Mortgage Corporation, where she supervises a growing team that assists clients throughout Atlanta and the surrounding areas. Licensed in Georgia, North Carolina and Washington DC, Cassidy applies her acute problem solving skills to advise clients towards safe, affordable loans. “I can spot ways to execute a loan that other people might overlook,” she says. “It’s never about the extra work; it’s about what’s best for my clients.” When assisting clients, Cassidy offers an effective blend of expertise and tenaciousness, catering her service directly to their needs. Comfortable with executing a range of loans, she has the ability to navigate any transaction, regardless of any complications. “I fight tirelessly for my loans and my clients,” she says. “In this industry, you can’t take no for an answer.”

contact with clients long after the transaction is finished, making sure that they are satisfied in their new homes. “Authenticity matters to me,” she says. “I become friends with my clients and business partners throughout the process because I genuinely care about their success.” Outside of her career, Cassidy plays an active role in her community. She donates and volunteers at Neighbors in Need, a local nonprofit helping the elderly remain in their homes. Cassidy is also an advocate for individuals with disabilities, having coped with severe dyslexia throughout her life. Last year, she participated in several public speaking events for top producers in the industry, where she discussed her experiences as a dyslexic woman in real estate. Cassidy also reinvests in her community by purchasing and renovating homes, keeping them as rentals. Looking ahead to the future, Cassidy has bold ambitions. As her annual volume continues growing, she hopes to expand her team. In particular, she strives to include more female voices in the mortgage industry through training and encouragement. Above all, though, Cassidy looks forward to the relationships that await her in the months ahead. “I embrace solving problems for my clients,” she says. “The best aspect of my career is making the lending process easy and accessible for everyone—no matter what their background might be.”

Over the years, Cassidy has forged a diverse client base, handling loans for workers in the film industry and out-of-state borrowers. Furthermore, she loves assisting first time homebuyers. “First time homebuyers are truly special because the purchase is such a huge moment in their lives,” she says. “There’s no better feeling than watching someone achieve the American Dream of homeownership.” For her service, Cassidy has won an outstanding reputation in the area, with the vast majority of her volume coming from repeat clients or referrals from her extensive professional network. In fact, she often stays in Top Agent Magazine

To learn more about Cassidy Cain email cassidy.cain@usmortgage.com, visit usmortgage.com or call (678) 431-2364 www.

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JULIE CARROLL You might say Julie Carroll lives and breathes mortgages. She and her husband Doug have both built accomplished careers as loan officers, often being referred to as a power couple around their offices at Ruoff Mortgage. Currently, Julie is a Senior Loan Officer for Ruoff, where she supervises a winning team to service clients throughout Indiana, mainly in the Northeast area. Having founded her workflow around open communication and an unmatched understanding of the industry, her work ethic and passion landed her the #2 spot companywide for the first half of 2020 in terms of number of units closed. At Ruoff Mortgage, Julie offers her clients a wide variety of financing options, including conventional, VA, FHA and new construction loans. No matter who she is assisting, she is always there for her clients with a blend of compassion, expertise and efficiency. “I’m very, very available to my clients,” she says. “I treat everyone the way I would want to be treated if I were going through the process of buying a home.” For Julie, service never truly ends. She prefers to keep in touch with her clients long after closing on a transaction to make sure that they are satisfied—not only in their home purchase, but also in their personal lives. “I make it a rule to call every client on their birthday,” she says. “Those phone calls are my favorite part of my mornings. I love staying connected and celebrating their milestones.” Over the years, Julie has won herself an outstanding reputation around Indiana, with the vast majority of her transactions coming from either repeat clients,

client referrals, or her outstanding realtor referral partners. She maintains a strong standing among her network of Realtors, becoming close friends with them over the course of their collaboration. Much of this success can be chalked up to her organized and systematic approach. “I manage every day like it’s Groundhog Day,” Julie says with a laugh. “I’m a huge time blocker, and I do everything in the same order every day to ensure that I’m tending to my clients’ best interests and working to the best of my ability.” Outside of her career, Julie plays an active role in her community. On top of sponsoring silent auction items with Junior Achievement, a worldwide program that works to improve the quality of education in students of all ages, she serves as an advertiser and contributor to the Allen County Humane Shelter. Through her carefully crafted social media campaigns, she helps the shelter find homes for pets coming from difficult backgrounds and circumstances. Meanwhile, Julie is active among various women’s groups in the area. When she’s not assisting clients or giving back, Julie can be found spending time with her husband and children or investing in real estate properties around Indiana. Looking ahead to the future, Julie has solid ambitions. In the months ahead, she will be adding a third member to her ever-growing team. Through it all, she also intends on continuing to build on her high personal standards of client service. “I’m a people person,” Julie says. “Above all, I enjoy bringing people to the point where they can buy a house. It will always give me chills to tell my clients that they’re pre-approved or clear to close on their mortgage.”

To learn more about Julie Carroll (NMLS #272049 ) email Julie.Carroll@ruoff.com, visit ruoff.com/juliecarroll or call (260) 460-7552 https://

Office address is 6920 Pointe Inverness Way, Suite 110, Fort Wayne, IN, 46804 14

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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TREVOR HAMMOND Back in 1998, Trevor Hammond was fresh out of college and on the hunt for his next challenge. When a friend of a friend introduced him to the mortgage industry, Trevor hit the ground running. “Within two months, I knew this was the career path for me,” he remembers. In the decades since, Trevor has established himself a mortgage professional known for his wise counsel, educational approach, and personal touch. Today, Trevor heads a branch of Sierra Pacific Mortgage Company, overseeing a team of twenty-two comprised of mortgage advisors, loan officers, and support staff. There, the entirety of Trevor’s business is driven by repeat and referral clientele who trust his strategy and proven track record. “Our entire approach is built on fiscal literacy, and it always has been,” he says. “We approach the process of financing a home much like a financial planner. It’s not just transactional, it’s about helping people learn to maximize cashflow, or protect and grow their wealth as a homeowner. That’s very attractive to good real estate agents and financial planners out there, because our ultimate goal is to help people manage their home and wealth over the decades.” With a full range of lending options to serve most every real estate need, Trevor and his team pair borrowers with smart products that serve their long-term goals. Likewise, he and his team offer annual reviews to help homeowners maximize their investment and stay on track for the future. “We help people become proactive about managing their homes and the wealth inside their homes,” he says. “Goals and financial situations change, and that’s why we stay part of our clients’ lives, to be there for them as they manage their financial health. We help our clients put that plan together, and we also serve as a resource. We often introduce clients to trusted professionals who can help them, like estate attorneys, tax professionals, financial planners.” Beyond the office, Trevor and his team give back to their community through the Children’s Cancer Association, Top Agent Magazine

and through local coat and food drives. In his free hours, Trevor most enjoys time spent with family and loved ones, coaching his daughter’s soccer team, traveling, and camping. As for the future, Trevor intends to continue growing his business, developing his team, and serving his community of homeowners through access to opportunity and financial education. “We create processes to help people who are going through this as they consider their options and plans for the future,” he says. “We build that trust and those relationships so that people know we’re always here for them. We want to be part of that bigger vision and empower others.” Now, with twenty-two years of experience and insight, Trevor considers some of the lessons learned along the way. “It’s important to be extremely intentional to create a good culture,” he says. “It’s by design, not by accident. We want to help our team grow personally and professionally, and that’s my passion: uplifting others towards their goals. That’s what we do.”

For more about Trevor Hammond email Trevor.Hammond@spmc.com, visit BorrowSmartRepaySmart.com, or call (971) 30–0490 17 Copyright Top Agent Magazine

ARDI KOTONI Ardi Kotoni is an accomplished underwriter in the U.S. mortgage industry with a career that spans for more than 20 years. He is currently a Senior Mortgage Planner at MSA Mortgage, located in Winthrop, Massachusetts. Ardi, through MSA mortgage, specializes in offering conventional, FHA, and construction loans, as well as private portfolio loans. As an experienced underwriter, Ardi generates the vast majority of his leads from word of mouth. New clients come from past client and real estate agent referrals. His wealth of experience in the field has resulted in an amazing accumulation of financing knowledge that makes clients very likely to come back or refer him to their family and friends. “I’ve been helping people get approved for a mortgage for a lot of years. If there is any program out there, I continuously familiarize myself with it and follow the guidelines in order to make the deal work for my clients,” he says. Ardi is a strong participant in the AlbanianAmerican community in Massachusetts and has developed a loyal network of clients among them. “My Albanian clients come from the same background as me, so obviously they’re a lot more willing to work with someone who can get past that language barrier, and who can explain how financing works to them in a way they can understand and feel confident in. I provide guidance and instruction to a lot of these borrowers

on how credit works, how to build and improve their credit, and structure their loans in ways that makes it easier for them to qualify. So I find myself in somewhat of a niche market,” he says. Ardi enjoys keeping in touch with his clients via either phone calls or emails, long after their mortgage loan has been approved. He strives to make a point to show his appreciation for their business. His favorite part of the job, the one thing that is the most rewarding, is the people that he helps. “I enjoy helping people. I find it very rewarding to be able to help someone who maybe doesn’t have the perfect credit score or income figure out how they can qualify for a loan. ” Ardi is also involved in his community as a member of the Albanian Group of Realtors and Mortgage Professionals. He participates in various fundraising activities to support members of the community who are experiencing health issues and need financial assistance, or families who need help paying for they children’s college costs. When Ardi isn’t working or giving back his time, he spends the majority of his free time with his two children, age 6 and 3. They enjoy camping, biking, hiking, and skiing in the winter. Looking towards the future, Ardi hopes to eventually convert his more niche market into a broader and more commercial one and to maybe even start his company one day.

To learn more about Ardi Kotoni call (781) 217–3912 email akotoni@msamortgage.com, or visit MSAMortgage.com www.

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 20

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LINDA LOGRASSO Loan Officer Linda LoGrasso – of MasonMcDuffie Mortgage Corporation in Concord, California – is a dedicated mortgage professional with decades of experience helping buyers achieve the American dream of homeownership. Incredibly knowledgeable, hardworking, and with a knack for closing even the most complex transactions, Linda has earned her stellar reputation as a trusted advocate for her many grateful clients. Having built her considerable business on a foundation of honesty and integrity, she possesses a gift for solving problems that might arise, and there are few better suited to help a buyer navigate the often-challenging loan process. Linda began her career in the world of finance not long after graduating cum laude from Chaminade University of Honolulu, working for multiple high-profile companies including Transamerica and Household Finance. “I got a lot of experience at a very young age,” she says. In the eighties, following the birth of her son, Linda began considering a career that would allow her more flexibility of schedule. “In the mortgage business,” she says, “you can pretty much set your own schedule, and it allowed me to spend time with my son.” That was more than twenty years ago, and since then Linda has established herself as a consummate professional who truly cares about her clients, and consistently goes the extra mile for them, as is made evident by the scores of perfect, five star reviews she has received over the course of her career, for refinance and purchase clients alike. Linda, who focuses on the Contra Costa County area of northern California – but frequently does mortgages for

clients throughout the Golden State – operates her business on a nearly entirely referral basis, a significant achievement and solid commentary on the level of service she provides. “I have a few qualities about me that keep clients coming back and referring new business to me,” says Linda, when asked how she has managed to generate such impressive levels of trust and loyalty. Chief among them are her problem-solving skills, honed over the decades and which provide immeasurable value to her clients. “I’m also excellent with communication, and I stay in touch with and keep my clients informed throughout the process,” she explains. Linda is also known for her creative ability to find solutions for complicated loans other mortgage professionals would give up on. Linda, who is proud of her association with MasonMcDuffie Mortgage Corporation and the wide array of loans they can offer to fit almost any buyer’s needs, is also actively involved in giving back to her community, and does so through her church and her involvement with the Concord Chamber of Commerce. When she’s not working, she enjoys spending time with her husband, and gardening together and traveling are particular passions. “I love getting to know new people and bonding with them,” says Linda, when asked what she enjoys most about her job. “I love seeing them happy, having accomplished something that many of them thought they couldn’t. I also love being trusted to help them with what is possibly the biggest financial decisions of their lives.”

For more information about Linda LoGrasso (NMLS #255519, NMLS #1141) please call 925-783-9872 or email LLograsso@masonmac.com

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BONNIE MARLETTE Bonnie Marlette started out in the mortgage industry in 2002 as an assistant for a broker. In 2004 she transitioned to Wells Fargo, where she worked in home mortgage division as a loan officer for eight years. After spending six more years in the industry she landed at SecurityNational Mortgage Company, where she currently works as a Branch Manager. The entirety of her career has been spent in the Eagle and Vail Valley’s Colorado. Her experience and track record in the industry have allowed Bonnie to have a 100% referral based business. “My strategy is to help my agents be more successful. When they send me a client, my job is to perform to a high standard so that they have a great experience, and I reflect well on the agent that referred me. That starts a network of the client referring their friends and family to the agent, who then refers them back to me for their loan needs,” she says. Bonnie offers a wide diversity of loans, from conventional, to government loans including, FHA, VA, USDA, CHFA, HomeReady, as well as other local down payment assistance programs. During the loan process her clients can always count on her for prompt communication and a proactive approach. “My clients trust that I will get it done, and that I will close on time. If there’s any issues or even potential issues, they’re communicated and resolved from day one, not later. I update my client and their agents on the status of their loan proactively.” Working in mortgages is not for the faint of heart, as it’s a fast-paced industry where pressure and stress are part of everyday life. “This is an intense, deadline-driven industry. But the fact that all of that hard work and pressure impacts someone’s life—their ability to purchase a home—makes me feel like I’m doing something of purpose. All of the hard work and stress is allowing people to make their dreams come true, or help them with their finances. It’s satisfying to know that I am a big part of this process.” 22

Outside of work Bonnie stays active in her community. She is a parishioner of a local church, and a member of several Chamber of Commerce in her market. And she frequently teams up with agents to help out with community events. “I always reach out to real estate agents and support their events. If they’re doing a community event I try to help or participate myself. I strive to be present and active in my community.” Because public gatherings have halted during COVID-19 she has started doing continuing education Zoom meetings for agents, where she teaches a variety of different industry subjects. When she has time off, Bonnie enjoys spending it outside. She likes camping, going on the river, mountain biking, snowboarding, and cross-country skiing, as well as spending time with her family and friends. Going forward she would like to grow her business in other areas of Colorado and help other loan officers grow as well. As for her advice to young people entering the business: “You have the ability to control your own success in this industry. My motto is simple, I believe in the good old-fashioned doing what you say you’re going to do.”

To learn more about Bonnie Marlette email Bonnie.Marlette@snmc.com, visit snmc.com/lo/bonniemarlette, or call (970) 331-2919 www.

Are You In or Out? by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer. What to do, what to do? As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life. Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.) Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune? When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way. (Damn those bright shiny objects!) A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 23

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time. Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions. At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!” Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories. Keys to getting unstuck: 1) Be willing to own your shortcomings 24

and poor attitude as well as your strengths. The truth CAN set you free. 2) Be teachable and open to learn better ways of thinking and acting. Learn from those ahead of you, not the ones behind you. 3) Associate with those who will support, not tear you down. 4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics. 5) Accountability buddies and coaching work. Live up to goals. 6) Visualize the success you desire. Top performers do this in every field. Do it too...with consistency. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

MITCH MEDIGOVICH Mitch Medigovich has been providing fair and honest service in the mortgage industry since 1992. He began working at his father’s mortgage company, learning the business by shadowing his father. “I learned how to structure financing options that would best fit the homebuyer’s financial goals,” he recalls. “I realized very quickly that I was ready to begin my career as a mortgage originator.”

To further his business, Mitch is involved with a variety of networking groups. “Covid has not slowed us down,” he notes. “We now connect via Zoom and it’s just as effective.” He also offers educational programs for real estate agents two to three times a month. The most recent seminar: Recession Proofing Your Business. “What sets me apart from my peers is that my clients, as well as my business partners, know I offer integrity, excellent communication, and indepth knowledge of the business,” he asserts. “In order to meet and exceed my customers’ expectations, we talk about them up front. It’d be tough to do that without knowing their expectations.”

Mitch is now a loan officer leading a team with The Wood Group of Fairway based in Houston, Texas. “I am proud to say we offer more than 4100 different loan products, which enables us to find the right loan to meet a client’s needs,” he states. Mitch reports that his business is 100% referral clientele and credits both past clients, local Realtors, and small businesses for his success. “I make incredible connections within this community,” he exclaims. “I value the people I work with on a daily basis.” Mitch believes his clients return and refer because he is strong on communication. “I eliminate the stress and anxiety of the home buying process by clearly communicating and educating my customers throughout the process and beyond,” he says. “I also listen to what they’re not telling me, so that I’m able eliminate surprises and potential closing delays before they pop up. Every family is unique and I tailor the transaction to their needs.” It is no surprise that Mitch receives stellar reviews. One client recently wrote: “Mitch is a very understanding and kind individual. He is right on time, works hard and always takes the time to answer any questions no matter how silly or repetitive the question is. He is right on top of it. I appreciate his help and would recommend his services to anyone and everyone.”

Mitch says his love for the business is multi-fold. “First of all, I enjoy helping people and businesses, seeing them succeed,” he says. “Next, I’m a problem solver and relish the challenges my job presents.” Mitch is active with his Chamber of Commerce and helps sponsor community events for small businesses. He also donates his time and money to local charities, everything from blood drives to food banks. “It’s my mission to be a pillar of the community,” he says. When not working, Mitch spends time with his family, including his kids, ages 9 & 13, playing video games, 4-Wheelin’, camping, and fishing. He also loves golfing and watching films. As for the future, Mitch wants to continue along the same successful career trajectory. “Ultimately, I will expand my team, and continue to grow and add value to the families we connect with,” he states. “I will continue to serve our clients, enabling them to reach their financial goals for many years to come.”

To learn more about Mitch Medigovich (NMLS# 230717), email mitchm@fairwaymc.com, visit mitchknows.com, or call (281) 581.0462 www.

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TINA MULLIGAN A career opportunity can appear in the most unusual places. For Tina Mulligan, it happened in the early 1980’s, while she was working as a manager of a McDonald’s. When one of her regular customers from Merrill Lynch suggested that she would be good in the security market, Tina took her advice, and so began her journey into the mortgage industry, which she has been in for 38 years. She has held positions including mortgage-backed security trader, head of Capital Markets for large mortgage lenders, head of operations, and underwriter. She currently works at CMG Financial, where she is a sales manager/mortgage financing specialist and has a great support team. A big reason for why Tina decided to move to CMG Financial were two amazing programs that the company offers to their clients. One of them is called the Homefundit program, and serves people who are looking to buy their first home but do not have the money for the down payment or the closing costs. This program helps them raise the money with not much effort and CMG Financial will match up to 1% of the sales price or 1500.00 whichever is less. This is a special program exclusive to CMG Financial and FNMA, and nobody else offers it. “One of my customers earned $7,500 towards their down payment and closing costs.” The other program—also exclusive to CMG Financial—is called an All In One Loan, designated for financially savvy customers who want to take years off their loan, save money, and never have to refinance to pull equity out of their existing loan. Tina also offers great FHA, conventional, and jumbo programs as well and has special programs for Veterans and First Responders.

Her experience and years in the mortgage industry have allowed Tina to have a 100% referral based business. “I don’t buy leads. I have referral partners in the real estate market, and financial partners and an incredible group of past clients. I do everything in my power to provide excellent service. Closing a loan is not the end of the relationship between me and my customers—they usually become my friends,” she says. And Tina spends a lot of time educating her clients through this process, in order to ensure a smooth and stressfree transaction. “I deal with a lot of first time home buyers. And you really have to be thorough in your conversations to make sure they are welled educated since this is the biggest purchase they will be making in their life. They are so appreciative for this extra care I give them.” Tina derives a lot of joy from her job—especially the end result. “I like the smiles on the people’s faces when they get the keys to their new home. Those kinds of smiles and that type of happiness makes you just want to keep working hard.” Outside of work, Tina is a member of the Plantation Chamber of Commerce, and is involved with breast cancer awareness organizations as well as programs for underprivileged kids. When she’s not working or giving back to the community, she loves to spend time with her five grandkids, her husband, family and friends. Going forward, Tina wants to grow her business organically. “I love what I do, I’ve been doing it for 38 years, and I never took a break, even when the industry crashed and burned. I will always be here to serve my community. ”

To learn more about Tina Mulligan, email tmulligan@cmgfi.com, visit cmgfi.com/mysite/tina-mulligan, or call (954) 899–3197 www.

A Compilation of Goals from My Coaching Clients By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future. It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well. 1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit. 2 Obtain disability insurance. 3 Open a 5-2-9 account for my child’s college education. 4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage. 5 Buy one more break even or positive cash flow property with no balloons. 6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators. 7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant. Top Agent Magazine

8 Break database solicitation down to a call session every working day. 9 Buy a good quality, used vehicle with low mileage. 10 Get up a half-hour earlier and read the Bible. 11 Eat all frogs (distasteful activities) in the first hour of office time. 12 Establish vacation and time off goals. 13 Plan capital improvements to rental properties. 14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items. 15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food. 16 Determine net worth for comparison with future years. 17 Set friend goals – either increase the number or have deeper relationships. 18 Make a will or better yet, a trust. 19 Refinance into fixed rates. 20 Pay all estimated taxes and keep income taxes current. 21 Institute various plans to increase the “at bats” with sellers. 22 Reduce money on buyer generation and move it to seller generation. 23 Fund retirement accounts. 24 De-clutter using eBay and garage sales. 25 Plan fun activities to look forward to with family. These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion. Copyright©, Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 28

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COLLEEN RUDNICK In 1999 Colleen Rudnick answered an ad to become a telemarketer for a broker, having no idea that the job would lead her to a career path she’s now so passionate about. Her task was simple: get on the phone and generate leads. But when she realized the leads she was generating could have belonged to her, she decided to start working as a broker herself. With a college with a degree in Psychology, Colleen felt like she had an advantage entering the industry and being able to understand and communicate with her clients at a deeper level. She is 21 years strong in the industry, and currently works with Midwest Lending. Communication and responsiveness are crucial components of what sets Colleen apart from other brokers, and what has helped her build a brand that runs at a high percentage of referral business. “I am on my phone 24/7, seven days a week. Sometimes I respond at 3:00 AM in the morning,” she says. And beyond just answering a client’s question, she strives to educate her customers about the process and set up realistic expectations up front. Colleen uses her knowledge of Psychology to guide clients through a time that can be quite challenging for many people. “There’s a lot of emotion that goes into purchasing a home, or even refinancing. Part of my job is counseling my clients because they’re nervous and unsure if this is the right thing to do. Some of them may

have cold feet, some might be questioning if they can really afford it. So it requires some handholding and soothing to make them feel comfortable in what they’re about to step into,” she says. And part of her strategy to help clients feel safe and comfortable with her is to keep in close contact, which includes sending out post cards, email blasts, and making phone calls. There are many things Colleen enjoys about her job, such as the flexibility and being able to be there for her kids. But the part that truly touches her heart is being able to help those who didn’t believe they could afford a home. “It’s the clients I get who never even dreamed of being able to purchase a house that strike a chord with me. When I’m able to get them approved, and they can get their house, they are so incredibly thankful. That’s really the reason why I do what I do.” Outside of work Colleen strives to stay involved in her community. She is a member of RPAC as well as a women’s counsel for realty in the Midwest. And when she’s not working, she can most often be found at her lake house in Lake Geneva, surrounded by family and friends. She’s also an avid fan of watching her son play hockey. Colleen’s future plans are to keep growing her brand, continue developing long-lasting relationships, and be able to grow the business even when the market’s not favorable.

To learn more about Colleen Rudnick email crudnick@midwest-lending.com, visit yourmortgagepartnersforlife.com/colleen-rudnick, or call (630) 234–6340 www.

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RYAN SCHMID Originally from Pittsburgh, Ryan Schmid got his start in the mortgage industry through a friend. After attaining his MBA, Ryan was searching for a career to balance his entrepreneurial spirit with his passion for finance and love of helping others. At the time, a close friend in Texas had started in mortgages, and after observing his success, Ryan was inspired. “I just knew that the mortgage business would be right for me,” he says. “So I packed up and shipped off to Dallas, and I haven’t looked back.” Today, Ryan is the Branch Manager at Guaranteed Rate, where he services clients throughout the Dallas metro area. Along with his expert team, he has distinguished himself for a boutique, flexible workflow that fits the needs of his clients. At Guaranteed Rate, Ryan and his team offer a wide variety of traditional and specialty loans, including FHA, VA and USDA loans, along with Fannie Mae HomeReady and Freddie Mac Home Possible programs. Always looking for opportunities to help our service members, he also waves all his fees for veterans. Above all, Ryan caters his process to his clients, guiding them through the transaction with openness and accessibility. In fact, he even walks them through their application forms to make sure they find the right loans for their situations. “I’m not a nine-to-five guy by any means,” he says. “No matter when I’m needed, seven days a week, I will give my clients, agents and referral partners real time, accurate responses.” For Ryan, service lasts long after the deals are done. He prefers to stay in touch with his clients well into

the future to ensure that they are thriving in their new homes. “I especially love working with first time homebuyers,” he says. “The mortgage process is complex, but it doesn’t have to be difficult. I’m honored to educate my clients and give them the most rewarding experience possible.” In Dallas, Ryan has cultivated an outstanding reputation for himself, ranking in the 90th percentile in customer satisfaction at Guaranteed Rate. He is held in equally high esteem by his colleagues in the industry. “After moving to Texas, I didn’t have many connections,” he says. “So I had to hit the phones and build out my network. But I’ve found that my work speaks for itself.” Outside of his career, Ryan remains active in his community through the Guaranteed Rate Foundation, where he has been able to mobilize and allocate sizable donations to individuals in need. When he’s not helping clients or giving back, Ryan, an avid sports fan, can be found rooting for the Dallas Stars, golfing, fishing or relaxing with family. Looking to the future, Ryan holds strong and steady ambitions for his career. In the coming months, he will be hiring more officers and adding on to his back-end team. Above all, he will continue striving to raise that bar and meet his lofty personal standards in the many transactions that lie ahead. “Everything I do is anchored around my clients’ best interests,” he says. “If you want to have a wonderful mortgage experience, call me at Guaranteed Rate.”

To learn more about Ryan Schmid email Ryan.Schmid@rate.com, visit rate.com/loan-expert/ryanschmid or call (412) 576-5498 www.

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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ADAM WILSON Adam Wilson was intrigued by the financial industry while in the process of interviewing financial planners as he geared up to save money to purchase a home. He left his sales job at a furniture company and decided to go with his gut and give the industry a chance. He started out in financial planning, but eventually found his true home in the lending world. Adam is currently a branch manager and producing loan officer at VanDyk Mortgage, Utah, where he and Leith Grasteit have built a team of 13 members. Adam’s team offers a full variety of loan programs. “We’re pretty diverse”, he says. They are unique in the fact that they’re licensed in 17 states. Adam works a lot with Veterans and specializes in new construction financing. With a business that runs on a 90% referral rate, it’s Adam’s 17 years of experience, expertise, and drive to help that has built his impressive network and formed strong relationships with clients as well as real estate agents. “We’re more about the relationship than we are about the transaction. I think it’s the fact that we always do the right thing, we’re straightforward, and we appreciate the opportunity to be in this trusted position to give advice and help clients understand things they may or may not be aware of. People really respect and appreciate that,” he says. Even though Adam brings in impressive numbers annually, it’s all about the team and surrounding yourself with the right people who inspire each other to grow, serve, and help each other move forward. Adams says, “I believe there is a direct relationship between one’s personal growth and development and the value one brings to the marketplace!” Outside of work, Adam is involved in his local community through various organizations. He is most Top Agent Magazine

proud of establishing a nonprofit organization called Building Utah Youth (BUY), which he founded alongside other Utah leaders in 2007. BUY believes that investing in the confidence and inner strength of youth will enable them to reach success as adults. They have helped over 1200 teens in 13 years. Adam considers marrying his wife of 22 years, Kellianne, the greatest choice he has ever made. They have 6 children – bookend boys with four girls in the middle. They love the work, the blessing, and the adventure of raising their family. There’s never a dull moment! As for the future of Adam’s business, his intention is to keep it growing and to help everyone on the team continue to flourish. The team is currently the top producing VanDyk branch, and Adam hopes to continue forward with their success so that they can help many more people reach their dreams of home ownership.

To learn more about Adam Wilson email AWilson@vandykmortgage.com, visit adamwilsonteam.com, or call (801) 941–7792 www.

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are 34

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com. Top Agent Magazine

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