Nationwide Mortgage 9-25-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

COVER STORY

JOSEPH TRIMBOLI

Daily Habits that Will INCREASE YOUR MENTAL STRENGTH 6 Things You Need to Do to BE A GREAT MENTOR 6 Methods for BUILDING BETTER EMAIL LISTS

TOP MORTGAGE LENDERS

LIZ DOUGLASS JOSH LUND JONATHAN WALD

IS YOUR PHONE VOICE ATTRACTINGâ&#x20AC;&#x201D; or Repelling?

NATIONWIDE MORTGAGE EDITION

SEPH MBOLI

JOSEPH-TRIMBOLI

LIZ DOUGLASS

JOSH LUND

JONATHAN WALD

CONTENTS 4) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

18) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

13) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

20) IS YOUR PHONE VOICE ATTRACTINGâ&#x20AC;&#x201D; OR REPELLING?

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6 Methods for Building Better Email Lists By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns. Should they purchase? Should they attempt to build their own? Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs. Here are six methods that will help you build a quality email list. 4

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Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size. One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current. Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it. Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition. Don’t toss it away if you don’t get immediate results. At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies. 6

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JOSEPH TRIMBOLI

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JOSEPH TRIMBOLI

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Doing the right thing for every client, every time is the driving principle behind Joseph Trimboli’s 17 years of success in the mortgage business. This principle is in keeping with the business pillars of The Mortgage Centre – I Direct Mortgages Inc., where Joe is a mortgage agent. They pride themselves on providing prompt independent advice, spec ialized knowledge and a variety of mortgage options at the best available rates. As a seasoned mortgage profession al, Joe keeps abreast of evolving in dustry guidelines and regulations so that he can educate his clients and guide them through their financing activities. He interacts seamlessly and effectively among all parties involved, keeping them informed of developments as they occur and anticipating complications before they arise. His extra attention to de tail ensures lawyers, lenders, REAL TORS® and clients are kept in the loop and takes it upon himself to ensure things progress as they must for a smooth closing. Being this purposeful in how he op erates has been the key to Joe’s suc cess. “I’ve never had a deal not fund at closing,” he says. Joe approaches Top Agent Magazine

each transaction with the logical thinking and foresight needed to help his clients navigate their unique loan requirements. He works to understand their specific needs and facilitates comprehensive solutions that best suit their immediate and longterm plans. “Do the right thing and forget about it,” is Joe’s motto. “Keep a clear conscience. When you do good, you never have to look back.” He has built his business by keeping his Copyright Top Agent Magazine9

word his integrity and dedication to client service are what people remember most about Joe. They appreciate his dependability and the fact that he is very approachable. “They know they can be transparent with me and that I have their best interest in mind.” Combined with Joe’s extensive experience and knowledge, these qualities all work together to create confidence and trust as he takes clients through the mortgage lending process. With Joe’s advice and coaching, his clients are better able to understand the long term impacts of their decisions. It also helps that he is very down to Copyright Top Agent Magazine 10

earth while maintaining consummate professionalism. As the son of a small business owner, Joe grew up knowing the importance of exceptional client care and service and the value of strong relationships. He started as a mobile mortgage specialist with one of Canada’s lead ing banks and quickly absorbed all the basics of the business. After two years, he realized he wanted to offer unbiased advice on a broader range of loan program options. At The Mortgage Centre, Joe leverages his longstanding relationships with lenders and REALTORS® alike to Top Agent Magazine

create successful outcomes for his ticular client or within the mortgage industry’s Lender and Insurer guide clients. lines. “I ensure I stay up to date “Every situation and client is dif and ahead of the changes, because ferent,” he points out. “They have I’m helping clients with the most different circumstances and different important purchase of their life.” goals, and I really enjoy being able Their first deal is often just the to find what fits them, their families beginning of a business relationship and their lifestyles best.” He says with Joe, they return to him as their that’s all a big part of why he loves lives progress and their financial needs evolve. what he does. Joe also knows things can change Joe provides all types of mortgage quickly, whether it be with a par lending services, including residen Top Agent Magazine

tial and commercial purchases, refinances, private mortgages (1st, 2nd and 3rds), Construction and Reno vation Loans, Foreign Investments, and virtually any other loan where real estate is involved. Although the majority of his clients are home buyers throughout the Greater Toronto Area, he has funded mort gages in Quebec, Alberta and across the country.

Joe says he is a family man who lives a simple life with his wife Rita and their three young daughters, Sofia, Ava and Erica. When not at work, he enjoys spending time with his family and friends and stays active by playing tennis, cycling and working out. The skating rink he builds in his backyard for his girls, makes winters for his family and friends something to really look forward to.

For more information about Joseph Trimboli, (M08009293) call 416-319-5626, email joe@mymortgagematters.com, or visit www.mymortgagematters.com. Joe is located at The Mortgage Centre – I Direct Mortgages, Inc., 7827 Kipling Ave., Woodbridge, Ontario, Canada L4L 1Z4 Copyright Top Agent Magazine 12

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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. Top Agent Magazine

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 hon14

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 Top Agent Magazine

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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LIZ DOUGLASS Prior to joining the real estate field, Liz Douglass was successfully running her own online business. But when the officer guiding her through her mortgages mentioned that if Liz was ever looking for a job, he’d hire her in an instant—she kept the offer in mind. Three years later, she had sold her online company and was considering her next move. That’s when Liz decided to give lending a try. In short order, she earned her licensed and hit the ground running, launching her new professional path in January 2015. Since then, Liz has made exceptional strides as a loan officer, bringing a tried-and-true blend of integrity and tenacity to her daily work. While her company is licensed in both Illinois and Indiana, Liz primarily works within a thirty to forty-mile radius of Merrillville, Indiana, the state in which she’s licensed. There, she offers clients access to a range of products—from FHA, VA, and Conventional options, to a specialization in Fannie Mae products, and more. Because she operates beyond the traditional bank-lending model, Liz and her team have the ability to service their own conventional loans. In the event that there’s an issue with underwriting and getting the loan through, Liz’s company has the ability to go directly to someone at Fannie Mae and resolve the issue—a powerful position in today’s competitive market. Likewise, she offers her clients special financing options when they’re looking to sell a property and buy another; if the client can get approved on two loans, they can purchase their next property before having sold the initial property, and then put money from the sale into the new loan and only pay a loan modification fee. This special lending ability takes the headache out of refinancing for people in such circumstances. Those special offerings, combined with her superlative client care, have driven business consistently, with over 90% of her clientele stemming from repeats and referrals. As a foundational tenet of her working philosophy, Liz doesn’t shy away from problems, and is instead straightforward when bumps arise during the lending process. “I have tenacity,” she explains. “I don’t shy away from communicating when things come up—and because of it, my loans don’t fall apart.”

Instead of taking a traditional approach to marketing herself, Liz prefers to focus on the relationship-building aspect of her work. “I spend a lot of time face-to-face with my Realtor referral partners,” she says. “Not a day goes by that I’m not meeting with someone who’s going to bring me some sort of business. I take these relationships very seriously, and I focus on individuals I can have a strong working relationship with for the long-term.” Taking an interpersonal approach to her work and relationships not only drives her business forward, but also creates a natural pathway for Realtor referral partners to continue coming back. As for staying in touch with her past clients, Liz sends monthly e-mails, as well as snail-mail. She takes the time to meet with people in person often over coffee or lunch, letting her business partners know that her personal investment goes beyond the bounds of a transaction. Likewise, her favorite aspect of her day to day work is simply getting to know those she works with. “I love the people,” she says. “I enjoy getting to know about peoples’ kids and relationships, and I meet a ton of interesting people every day.” Outside of the office, Liz is involved with her community in a myriad of ways, first and foremost through organizations that support women who are pregnant. This is the main focus of her charitable giving both in time and resources, but her company also works with the Chamber of Commerce to support her community’s small businesses. As for her free time, she loves to garden and has even built her own greenhouse in the backyard. When she isn’t busy cultivating, she enjoys reading; her favorite subjects include science and physics. As for the future of her business, she hopes to devote more time to growing her professional connections, understanding that genuine care and focus on the individual level allows everything else to follow. Now, armed with a dedication to the success of her clients and an unflagging steadfastness in her work, the future surely holds boundless promise for Liz Douglass.

To learn more about Liz Douglass, visit lakemortgage.com, e-mail edouglass@lakemortgage.com, or call (219) 718 - 7752 www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JOSH LUND Across 20 years of success in sales and client services, Joshua Lund has dedicated himself to building and improving on the skills and tools that help him and his clients succeed. And when he discovered the mortgage business in 2002, he carved his niche. As Branch Manager of Gold Star Mortgage Financial Services in Minneapolis, MN, Joshua leads a team of eight loan officers and four additional specialists who pride themselves on handling any mortgage. He brought Gold Star to Minneapolis that year after four years co-owing his own company. A direct lender, Gold Star can originate loans in 20 states. “Our office’s business comes from word-of-mouth and business-to-business relationships,” says Joshua, adding that his greatest referral source is one of his competitors. “There’s a major real estate and mortgage company here and, for the last six years, I’ve been their go-to guy for all their turn-down loans.” By not needing to “look” for loans, therefore, all Joshua’s time is spent providing top services for borrowers and REALTORS®. “We handle borrowers very professionally; they become clients for life. We’re high-touch during the approval process and afterwards, making sure their needs are being met.” That high-touch service includes, of course, the REALTOR® relationships Josh and his team nurture. Gold Star Mortgage Financial Group even provides them real-time visibility and tracking of each loan through the Gold Star mobile app. The Gold Star app, he explains, was spearheaded by Joshua and his team to provide the best possible communication and efficiency. “They know the exact moment when underwriting is looking at it; when the appraisal has been ordered; when the appraisal comes back,” he says. “Everyone that uses it loves it.” Although technology provides an edge to Joshua, to his borrowers and to his REALTOR® partners, it’s the “old school stuff” from Joshua’s 20 years in sales that keeps people loyal to him and his team. Every borrower and REALTOR® hears from his team personally at least weekly. “And closing on-time for our clients on purchases is our top priority, no matter what,” he says. “Whether it’s three weeks, less than 20 days, 40 days, whatever the deadline is, we are focused on making it.” The loans he enjoys the most – and those that have led to his competition’s reliance on him – are those that might for some lenders be too complex. “I love getting a challenge; being able to figure out the most difficult transaction or difficult client scenario and Top Agent Magazine

to never tell anyone ‘no’ even if we know at first that they don’t qualify.” After all, some borrowers may come to Joshua with self-employment income sources, lower-than-optimal credit scores, out-of-country income or complex employment histories. “That doesn’t mean we can’t provide them solutions.” In those cases, Joshua and his team work closely with borrowers, either finding them mortgages that fit their unique situations or explaining how they can prepare themselves for a mortgage. Joshua also believes in the importance of giving back to the community. “I’ve been heavily involved with Rotary International for 10 years and I’m president-elect of my local chapter,” he says, describing the many fundraising and community events that support college scholarships for graduating high school seniors. Additionally, his branch recently began a holiday gift-giving program for families in need called Toys for Joy. “And every year I promote on Facebook that I will buy 100 boxes of cookies from each of the first five Girl Scouts to approach me, and we have those sent to the troops overseas.” Leading a busy life personally and professionally, Joshua and his wife Danielle enjoy time with their two young boys and Josh is also a golf enthusiast. In recent months, he has traveled frequently between Minneapolis and Fort Myers, FL, where he is opening a new branch. “The goal is hopefully to spend summers Minnesota and winter and early spring in Florida,” he says. Having just built a house in Florida, Joshua should soon be able to enjoy playing golf year-round.

To learn more about

JOSHUA LUND,

visit joshlundmortgage.com, email jlund@goldstarfinancial.com or call 612-353-4487 www.

Is Your Phone Voice Attracting–or Repelling? By Carla Cross, CRB, MA It’s such a simple thing, but so important--the first impression you make with your voice! Recently, I did a presentation to a group of Luxury Agent Specialists. It was about sound and its impact on others (I used the piano to demonstrate). We usually think of visual impact. But, as agents, we come across way more people initially via email or phone than we do by sight. So, isn’t it time to 20

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

Don’t Mistake Technology as the ‘End’

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

Make a Superior Phone Message

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

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

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

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

P. S. Managers and team leaders—two tips 1. Call each of your agents’ phone mails. What’s the impression you get? Are they professional? Do they state the company name? Do they represent your culture and image? 2. Create a quick class in phone messaging using the information in this blog. Copyright ©, 2016 Carla Cross. All rights reserved. Carla Cross, CRB, MA, is the founder and president of Carla Cross & Co., specializing in real estate management and sales. Her internationally best-selling start-up plan for new agents, Up and Running in 30 Days, is now going into its 5th edition (!). Carla brings her vast experience as a top-selling agent and award-winning manager and trainer to the podium, blending her musical background with her proven sales and management strategies (she uses the piano AND even teaches someone to play—fast…..—entertaining and practical). Find out more at www.carlacross.com. 22

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JONATHAN WALD Jonathan Wald, Loan Officer and Branch Manager at Primary Residential Mortgage, Inc. (PRMI) in Baltimore City, Maryland is a member of a rare breed in the Mortgage industry: Jon is someone who values honesty, and doing the right thing when dealing with his clients and realtor referral partners.

of their reputation. At the end of the day, the only thing you have in life and business is your reputation, and doing the right things for people will set you apart.” While PRMI offers a wide variety of loan products that include FHA, VA, conventional conforming, CDA, USDA, 203(k), and jumbo, Jon tends to be known as a guy who can get the “easy” loans done, and along with the difficult ones such as renovation loans. “Early in my career I made a name for myself by doing renovation loans. They tend to be more difficult, but it gave me a good in with realtors and other referral partners,” he says.

Jon was born and raised in New York, he moved to Maryland for college and never left. Though he never dreamt of becoming a loan officer, real-estate has always been an interest to him as he watched his family buy and renovate homes through the years. Jon began his career in the mortgage industry almost thirteen years ago and found himself in the business through what he describes as a “fluke.” “I was out of college and renovating a home I had just bought, and bartending during the evenings,” he says. “A friend of mine and I had a few hours to kill before our next shift, so we went to a job fair at M&T stadium. I met a broker who encouraged me to try out the industry, he told me I could keep my bartending shifts while I gave the mortgage industry a shot for three months, and that’s what I did.”

Jon and his Co-Branch Manager, Steve Preis run the Baltimore city office in Canton, and oversee 14 employees. They preach Face-to-face, personal contact with clients is of the utmost importance. “We encourage our employees to do a face-to-face meeting for every application, especially a first-time home buyer. It’s about sitting down and educating the client and building rapport.”

Since then, Jon has personally closed over 400 million dollars in loans, and currently averages 150 transactions per year. He accredits a lot of his success from “doing the right thing”, and always being honest with people. His honesty, and direct communication style has earned him a stellar reputation within the industry, and has resulted in a business that is based 100% on repeat clients and referrals from realtor partners. “In terms of communication,” says Jon, “I think that’s the most important aspect of the business. I might be dealing with twenty prospects, while the realtor is only dealing with two or three. Those two or three are extremely important to them so it’s imperative to get with the buyer in a timely manner and communicate with all parties once you have come up with a game plan.”

Jon appreciates much about his chosen industry, but above all else he enjoys the feeling of helping appreciative clients with their home purchase. “I recently helped a 68 yr old veteran buy his first home. The loan wasn’t very large one, it was an extremely tough transaction all around, but hands down one of my top five best loan experiences. When the title company handed the keys to the lifetime marine, he looked down and tears of joy were falling. He looked over to me and the realtor, and thanked us for everything. He told us he was excited to have his grandkids over for Thanksgiving and Christmas. It is hard to see what we do every day since a lot of time is spent gathering paperwork, and trying to get a square peg to fit in a round hole, but it’s times like that which make it all worth it, and you realize why you do what you do for a living.”

Jon has always taken an educational approach with his clients and realtors. He tries to meet with every client face to face for a consultation before they go out looking at houses. The consultation is a 30-45minute session to figure out what they are looking to accomplish, and educate them on the different loan options available. “The biggest mistake sales person makes is not listening, and assuming the client knows more than they know. No one wants to be sold on a product or loan, they want to pick the loan out based on the education you provided. Once they pick it out, they want to have white glove treatment. They want to know they are in great hands with a professional and his/her team can bring them to the closing table on time”.

In addition to helping people, Jon also appreciates the flexibility the job offers. Having three small children at home, it is nice to have the flexibility to work from home, or take the afternoon off to bring his children to a movie or the zoo.

“For me,” says Jon, “honesty is probably the most key portion of this business. Being honest with the client and the realtor, and doing what is best for them. I’ve never pushed anyone into a product. I educate them on the choices available, give them the pros and cons of each one, and then let them make their choice. A person should always be conscious

When he’s not working, his family takes priority over everything else. During the winter months, he also enjoys skiing and boating and fishing in the summer. As for the future, Jon’s plan is simple: to continue offering his clients and realtor partners great service and grow his office with a few more like-minded Loan Officers. He also has some advice for upcoming mortgage professionals: “Always do the right thing for your client. Be honest, it will stand out. It might not get you that deal right away, but it will help you build a base and success will follow.”

For more information about Jonathan Wald, please call 443.977.4003 or go to themarylandmortgageteam.com www.

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