Nationwide Mortgage 4-30-17

NATIONWIDE MORTGAGE EDITION

ERIN JOHNSON

JAKE JONES

SEAN JONES

HRYER KAPREALIAN

KATHRYN WELDON

LAURA SOSA ROCHA WITTE

NATIONWIDE MORTGAGE EDITION

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JAKE JONES

SEAN JONES

LAURA SOSA ROCHA WITTE

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ERIN JOHNSON

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HRYER KAPREALIAN

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KATHRYN WELDON

CONTENTS 4) WOULD YOU LIKE FRIES WITH THAT?

16) CREATIVE WAYS TO SAY THANK YOU

9) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

19) COACHING 9-1-1

22) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

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Would You Like Fries With That?

By John Boe

While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling.

Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.

Shortsighted salespeople are often quick to suggest that customers get irritated by attempts to cross-sell products and perceive cross-selling as an aggressive sales technique. Interestingly enough, consumer research indicates that the reverse is true. The majority of consumers surveyed actually preferred a full range of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. Top producing sales reps and progressive companies understand the power of crossselling and recognize it as a critical component for promoting both customer retention and revenue growth.

What is cross-selling? Cross-selling is nothing more than a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling and up selling are trust and convenience.

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Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling and up selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell and up sell, because when you go the extra mile and provide information about additional products to your customers, you are financially rewarded for helping them make a more informed buying decision.

The first exposure I had to cross-selling and up selling was as a teenager in high school working part-time at McDonalds during my summer vacation.

Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean, and always ask the customers if they would like some fries with their meal.

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A couple of years later while attending college, I took a part-time job selling shoes at the mall. I was paid an hourly wage to sell the shoes, but I received a commission whenever I sold any accessory items such as shoe polish, socks, or purses. This was my first taste of commission-based sales and I took to cross-selling and up selling like a duck to water. After I had sold a woman a pair of new shoes, I would routinely hand her a bottle of leather cleaner and a purse to match the shoes. As a college student, the extra money I was able to make from cross-selling and up selling additional products was like manna from heaven.

The best place to introduce your customer to the concept of cross-selling and up selling is during your initial needs analysis meeting. Unfortunately, many salespeople fail to take the time to conduct a thorough needs analysis and as a result, do not uncover potential products and services that would be of benefit to their customers. The key to effective cross-selling and up selling is all about guided self-discovery. Through a series of thought provoking, open-ended questions, successful sales reps help their customers identify the products and services that they require.

Developing a systematic approach to cross-selling and up selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, I challenge you to look for cross-selling and up selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell and up sell products actually do a disservice to their customers and leave the back door open to their competitors!

“The sad truth is that most salespeople forget to cross-sell their products and services. This is a big mistake, because cross-selling gives customers more options and is a good way for a sales rep to make additional income.”

– Don Roberts Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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JAKE JONES

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JAKE JONES Jake Jones got his start in the mortgage industry almost eighteen years ago.

After moving to Nashville to pursue music, he found himself excelling in his role within the hospitality industry. One day by chance, a customer who was impressed by Jake’s people skills—and who also happened to own a lending company—suggested that Jake join his team. Energized by the challenge, Jake decided to take the leap. Soon enough, he’d swiftly ascended the ranks, having found a career that utilized his knack for numbers and people. Close to two decades later, Jake is at the helm of a thriving enterprise as an originating and producing sales manager, grounded by an ethos of client-centric care and the ability to deliver quantifiable results.

Primarily serving the greater Nashville area, Jake’s loan offerings run the gamut, in addition to offering an array of niche products, including one day out of foreclosure loans, bankruptcy loans, and aggressive bank statement loans for self-employed borrowers. His agency offerings include VA, FHA, and USDA loans—just to name a few. Considering his impressive 90% rate of repeat and referral clients, Jake’s proven track record of success is unequivocal. What’s more, the vast majority of his referral and past client network is comprised of real estate agents, CPAs, financial planners, and builders, underscoring his trusted status as a dependable lending partner who knows how to close. To explain his success, Jake cites round-the-clock accessibility, forthright communication, and responsiveness as major drivers. “Communication is crucial,” Jake explains. “My availability is tailored to my clients’ needs. I always pick up the phone and I make consistent efforts to keep clients in the loop.”

With an efficient closing rate—sometimes in as little time as fifteen to twenty business days—Jake understands the commodity of mortgages and makes it a point to approach transactions with efficiency and competency at the forefront.

With such a high rate of repeat and referral clientele, it’s little wonder that word-of-mouth buzz is a driving force behind Jake’s success; it is his consistent performance and forthrightness that serves as his most effective marketing tool. There’s nothing Jake enjoys more than seeing a positive review on one of his social media platforms, written at length by a pleased client. “When you’ve got clients writing three or more paragraphs about your

service, you know you’re doing something right,” he says, “and that you’ve earned a client for life.” At the root of his professional philosophy is a focus on integrity, taking his clients’ best interests to heart as he helps them navigate the transactional process. A twenty-first-century lender, Jake also recognizes the value of cultivating an online presence, and he and his team stay active on social media sites to keep clients past, present, and potential aware of their professional developments, loan opportunities, and industry news. To keep in touch with past clients, Jake and his team send out newsletters and personalized cards to celebrate birthdays and loan anniversaries. From time to time, Jake also makes it a point to reach out to his sphere of influence with personalized, handwritten notes, as well. Though his ability to deliver results on his clients’ behalf is a given, Jake never forgets the individual or family at the heart of every transaction. “Few things are as rewarding as seeing a family move into a home they can call their own,” he reflects.

Positioning his spirit of service toward his local community, Jake partners with a variety of civic and charitable organizations, including the National Association of Realtors and United Way Worldwide. As the son of a military veteran, Jake also takes the time to donate his energies and resources to the VA. Additionally, he shares his industry expertise with the community through continuing education opportunities. In his time outside the office, Jake enjoys spending as much time as possible in the great outdoors—from hiking and camping to the occasional round of golf.

Finally, as a father of two sons Jake is kept busy at home, and relishes quality time spent with family. “They are the motivation in my life and everything I do, I do for them,” he says.

Considering the future, Jake is excited at the industry developments shaping up in 2017 and is enthusiastic about continuing his work, with a renewed focus on credit restoration and helping first-time homebuyers experience the joys of homeownership.

“Not all mortgage lenders and loan officers are created equal,” he says, “but there are still great ones in the business—people who love what they do, who are capable in their work, and eager to help others succeed.” With years of industry knowhow and hard-won experience under his belt—along with a philosophy dedicated to his clients’ success—the years to come are sure to be filled with sustained promise for Jake Jones.

To learn more about Jake Jones e-mail TNMortgageGuy@gmail.com or call 1-615-878-1052 8

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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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SEAN JONES

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SEAN JONES Twenty-one years ago, Sean Jones got a break that turned his life around. Now a team sales manager at Caliber Home Loans, he runs his business with the same sincerity, care and dedication he was shown.

“I wasn’t the greatest kid in the world,” Sean says. In his senior year of high school, he had two options: live on the street or be incarcerated. But he did the right thing: he typed out a resume, put on a suit and went for job interviews. A gentleman from State Farm told him to shave his beard, grow his hair and come back in three weeks. When he did, he was offered the job.

At State Farm he moved into auto loan refinances, and when that program was highly successful, the company began offering a similar program for homeowner policies and mortgage refinances. Sean did his first mortgage in September 1996, and it’s all he’s done since. He wouldn’t trade it for the world.

Now he brings that same appreciation to his own clients and partners. “I’ve been core coached throughout my career,” he says. “I’m old school. We try to create a top-notch service level during the experience, in both communication and how we handle the clients.”

That service consists of certain non-negotiable practices. Every single person in the branch edifies the referring Realtor on every phone call they make. His team does video updates and email breakdowns throughout the process. “We update the buy and list Realtors by the end of business every Tuesday; we send LSUs to the Realtors and transaction coordinators every Wednesday; and I personally call and update the clients who are under contract or pre-qual shopping every Friday,” he says. “The listing agent gets treated as importantly as our buyer’s agent referral partner.”

While Sean’s core values may seem simple, he notes that most lenders don’t do them because they’re hard to stick with. “For example,” he says, “my clients and referral partners don’t have to wonder when they’ll hear from me. They know.”

Sean’s approach works. Repeat clients and multigenerational referrals account for 40 percent of his business; Realtor partners, the remaining 60 percent. And his average loan amount, $268,000, is higher than normal for the Phoenix market. A direct lender, his company offers a variety of niche products including foreign nationals, non-warrantable condos, and Fresh Start foreclosure-type programs (15 percent down with as low as 660 FICO and multiple housing events). Sean himself specializes in self-employed borrowers. “Most lenders don’t seem to know how to get these folks qualified,” he says.

Staying in touch after the loan closes is one of Sean’s specialties. He calls his top 40 Realtor referral partners every Monday to check in. If they’ve had an open house, he asks how he can support, such as calling through the open house sheets to help the agent convert potential buyers. He calls clients and VIPs quarterly and sends holiday, birthday and anniversary cards, mailers, social media updates and more.

As active as Sean is in business, he’s equally involved in the community, from coaching his daughters’ Little League softball teams and supporting the Veterans Administration to coaching Realtors. Personally, he’s a “car nut.” His daily ride is a Cadillac with close to 900 horsepower, and he’s built a monster RZR for off-roading. He and his wife, who are foodies, make it a point to cook dinner from scratch seven days a week and eat at the dinner table as a family. It’s Sean’s way of bringing balance to what can be a chaotic business.

The next step? He’s getting ready to amp it up with a big push into the California market and doubling his personal volume to 200 units this year. It’s a commitment—something Sean is very good at.

For more information about Sean Jones of Caliber Home Loans, Scottsdale, AZ, visit caliberhomeloans.com/sjones, call 623.882.5370 or email Sean.Jones@caliberhomeloans.com www.

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LAURA SOSA ROCHA WITTE Laura Sosa Rocha Witte, VP of Production and a mortgage banker at the Truth and Lending Team at Northpointe Bank in Atlanta, Georgia has over eighteen years of experience under her belt and has built a solid reputation as one of the most trusted lenders in the mortgage industry.

Laura and her team currently offer loans that include one with 100% financing. “It’s a 20-year term loan with a 5, 7 or 10-year arm, so it’s a bit of a higher payment, but people seem to like it because they don’t have to put money down and can use that cash to pay off debt or make renovations, and they also A bad experience while accelerate paying the applying for a loan for principal down.” Laura her first house was the and her team at Northimpetus for her becompointe also offers “the ing a loan officer. “I was “I’m always fighting for the best construction prodtreated pretty poorly,” ucts I’ve seen,” says she says, “like I was Laura, “and we have underdog, so I get just a number. I figured loan options where we I could do this myself.” a lot of things done that can waive the points She was not wrong. Her and origination fees very first month in the a lot of other banks can’t. which can save clients business, she was named thousands of dollars in a Top Producer, and a closing costs, and if they I save a lot of steady stream of accoqualify we can go up to lades and recognitions 90% and 95% loan to has followed her ever since. value. We offer a lot of portfolio products that other banks don’t have.”

From 2005 - 2007, she was ranked the number one Loan Officer in Georgia, and the Truth and Lending It’s not just the quality of her products that have Team (which she formed) was named a Top 20 Loan resulted in an impressive 100% of her business company in Georgia from 2002 – 2006. She has also being based on referrals. Laura has developed a been ranked among the top 200 originators nationally solid reputation for putting her clients needs above from 2009 – 2013, and has earned multiple awards her own financial gain. “I’m always fighting for for her work, including the MBAG-Platinum Award the underdog, so I get a lot of things done that in 2011, 2013, and 2014, and the MBAG-Diamond a lot of other banks can’t. I save a lot of deals,” Award in 2012 and 2015. She has also appeared on she says. “A lot of people have good service and several television shows as a mortgage expert. good rates, but we go above and beyond for our

deals.”

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clients, we give daily updates, everyone is kept in the loop. We’re always communicating with both realtors and buyers. We take care of people.”

“We never forget that there’s a person behind the mortgage. That’s the thing,” says Laura.

Many in the industry claim to enjoy working with people, but Laura shows a dedication to her clients that is almost unparalleled. “I’ve worked with people for free for two years trying to help them,” she says. “I’m a sucker for a single mom, having been one myself.

Helping to get them into a home, to provide a stable home for their kids, it can really change their future.”

When she’s not working, Laura enjoys spending time with her husband and their five children, and they are currently renovating a 125 yearold Four Square home in Decatur and plan to get it onto the historic register. Her other passions include hiking, watching movies, bike riding, and occasionally sneaking away for a romantic weekend with her husband. She is also recently taught herself to play the piano, an achievement she is particularly proud of.

Laura’s plans for the future include slowly and carefully building her team so they can continue providing excellent service as her business continues to increase. But no matter how large they become, Truth and Lending will always be known for one thing: Top Agent Magazine

For more information about LAURA SOSA ROCHA WITTE, call 404-456-8291 or email Laura@Truthandlending.com Copyright Top Agent Magazine 15

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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ERIN JOHNSON Growing up with a banker for a grandfather, Erin Johnson’s interest in the world of finance began when she was just a little girl. Meanwhile, her first professional foray in the industry kicked off in college, when she worked as a part-time teller and learned early on that a position involving numbers and finance was a perfect fit for her skillset. Soon after, Erin pursued finance full-time, following in the footsteps of her grandfather and trailblazing a path of her own in the process. In her early industry years, Erin sold credit cards door-to-door across the Washington D.C. area. Three years in, a colleague recognized Erin for her work ethic, stamina, and way with people—ultimately suggesting that she try her hand in the mortgage industry. Fifteen years later, Erin is at the helm of a flourishing career as a mortgage loan originator and today heads a powerhouse team of three at NFM Lending, NMLS #482292.

Erin and her team primarily serve the Washington D.C., Virginia, and Maryland areas, though their base is in Baltimore.

She oversees a tightknit and capable team, consisting of her bilingual assistant of ten years, and an additional loan originator. Together, they serve a range of clients, offering products and lending options, with a specialized proficiency in renovation loans and first-time homebuyer loans. Furthermore, the majority of Erin’s business is comprised of realtors, and her rate of referral clientele amounts to an impressive 90% figure, with the remaining 10% stemming from past clients. Perhaps the foremost driver of Erin’s success is her instinctual understanding of professional relationships, and the value of personally cultivating a network. As such, she takes the time to meet with each one of her clients in person, making it a point to remain readily accessible and communicative throughout the transactional process. Erin is also deeply entrenched in the local community. As a longtime resident, Erin’s ties to the area allow her to easily connect with and relate to those she serves.

With a professional philosophy grounded by communication, client-centric service, and a proven track record of success, Erin makes a consistent and concerted effort to keep her clients abreast of all the goings on during the lending process. Not only does she meet with clients at the onset of a transaction, but she also keeps communication a priority until the very end, attending every closing, as well. Client advocacy is an additional motivator of Erin’s work, as she positions herself as a partner to her clients throughout the process, keeping contact with those she serves through weekly status-check phone calls.

What’s more, Erin favors a face-to-face approach, often sharing Top Agent Magazine

lunch with clients she has served in the past. Altogether, Erin’s personalized and forthright approach to her professional relationships keeps clients confident in her ability to close, while also keeping their interests and goals at heart. “I love being part of the bigger picture and helping people achieve the American Dream,” she recounts. “Many of my clients are from outside the U.S., and I feel so much satisfaction knowing I’m able to help them on the path to homeownership and positively impacting their lives.”

Beyond her work life, Erin is active in outreach through her local church, providing resources to people experiencing homelessness. Additionally, she shares her insight and experience through teaching, offering classes on home buying for nonprofit organizations in Maryland. Finally, Erin owns a recovery house for men struggling with addictions to drugs or alcohol, providing second chance opportunities to make a better life for themselves. In her coveted hours of leisure, Erin’s greatest pleasure is to spend time with her husband and one-and-a-halfyear-old daughter, and visiting family and friends.

Considering the future, Erin ultimately hopes to be known and remembered as someone who has served others with compassion. While transactional success is a given in her role, contributing her professional knowhow to those navigating the waters of homeownership is the most rewarding aspect of her work. With a service-centered ethos and an ability to deliver quantifiable results along the way, the years to come are sure to be busy and bright for Erin Johnson and her team.

To learn more about Erin Johnson, NMLS #482292, visit nfmlending.com/ejohnson, email ejohnson@nfmlending.com, call (443) 979-7085 or (301) 395-0590 www.

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HRYER KAPREALIAN For Hryer Kaprealian, VP of Mortgage Lending at Guaranteed Rate in Irvine, California, understanding people’s goals and mapping out plans to protect their assets are top priorities. Because of Hryer’s broad experience across the real estate and financial industries, his homebuyers, builders and REALTORS® are positioned to succeed. Currently based in Orange County following several years in the Beverly Hills area and Northern California, Hryer entered the real estate industry as a Silicon Valley custom home builder.

Always open to opportunity, he soon transitioned to investment banking and, later, into the loose-diamond brokerage business with regular travel to India. But when he and his wife had their first child, it was time for Hryer to stay put. With finance and custom home building in his background, the move to mortgages in 2016 made perfect sense.

Hryer advocates for his clients and for the mortgage industry.

Along with his four-member team, he enjoys collaborating with other loan officers to provide the best solutions for borrowers. “When I got into lending, I heard many negative things about the mortgage industry and lenders who bring in clients and hand off the work to their assistants.” Hryer encourages the opposite and does so by example. “I make sure my team and I take care of 99% of the work upfront, researching properties, reviewing tax returns and bank statements, and collecting everything we need from the start.” Hryer won’t let anything slip through the cracks. This hands-on attention brings comments from clients who each feel as if they are his only client. “They’re surprised to hear I’m usually working on 15-20 loans at any time!”

Because Guaranteed Rate is a correspondent lender, Hryer provides access to a variety of funding sources. “We have a plethora of investors,” he says. “We have all of the traditional products the banks have, but we also have access to the Non-QM [non-qualified] market.” Hryer can therefore help

people whose paperwork falls outside the traditional materials needed for loan approval.

“Many self-employed borrowers are making a lot of money, but because they’re using bank statements, asset statements and writing off so much, the bank only sees that their tax returns don’t support their income.”

Hryer eagerly works with those borrowers.

And his network knows to refer them to him.

In his first full year as a loan officer, Hryer became one of Guaranteed Rate’s top producers for the West Coast. “That makes me think I can grow pretty quickly,” he says. On the personal side, while growing his business and attentively serving borrowers around the clock, Hryer’s family is also growing; he and his wife just welcomed their second child. “When I’m not working, I’m racing home to be with them,” he says, adding that he is also quite involved with his family’s nonprofit, The Kaprealian Foundation, which raises funds to help Armenian refugees and orphanages.

As he juggles both an expanding family and a growing business, Hryer’s focus is on building and sustaining new partnerships.

Chances are, he won’t have trouble doing so. “I already have a handful of REALTORS® I’ve worked with on deals who come to me afterwards for their own purchases or refinances!” He plans to leverage his friendships with real estate agents along with his experienced knowledge of what builders need. He describes one recent example of a partnership that took shape organically. “The builder was bitter with a client who went with me instead of the builder’s in-house lender,” says Hryer.

“In the end, both the builder and the borrower emailed saying how happy they were the buyer went with me, given the amount of hurdles we had to work through.” By providing integrity, transparency, and dedicated service, Hryer formed a new, mutually beneficial referral relationship. “I do all that good stuff other people claim to do, so I’ve never had to be a salesman,” says Hryer. For him, mortgages aren’t about sales anyway; they’re about people.

To learn more about Hryer Kaprealian, visit guaranteedrate.com/loan-expert/hryerkaprealian, email Hryer.Kaprealian@rate.com or call 949. 656.7292 www.

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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 Top Agent Magazine

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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 us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com.

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KATHRYN WELDON As a former REALTOR® who has a background in hospitality and sales, Kathryn (Katie) Weldon brings not only relevant expertise and a passion for service, but also a consultative approach to the mortgage industry. “I am privileged to be in the mortgage industry,” says Katie, Sales Manager for the Leominster Branch of Village Mortgage Company, which is headquartered in Avon, Connecticut. About four years ago, Katie transitioned to mortgages when a contact at a major bank approached her and explained that he believed she had all the skills to be successful. “I realized that mortgages would put all my skills to good use. It’s been four years I’ve never looked back!”

Katie is a lifelong resident of the North Central Massachusetts area. She serves and holds comprehensive understanding of what borrowers and REALTORS® need. “Since coming to Village Mortgage in 2016, I now do more in the Boston area,” she says, explaining that with Village, she can turn around files quickly, a characteristic many Boston-area borrowers require.

“We have all the traditional loans plus various options to meet each person’s scenario,” says Katie, whose REALTOR® network and borrower clientele appreciate her holistic approach and her high-touch style.

“People know they shouldn’t hesitate to reach out to me,” says Katie. “I work for them. They can call whenever they want.”

She puts people at ease, helping prequalify borrowers when needed so they can make offers. It is no exaggeration when Katie explains that her favorite part of mortgages is developing such care for her clients that they feel like her best friends. “I care so deeply that I can get emotional!” But it’s through this level of attention that she naturally endears herself to her borrowers and their REALTORS®. “I absolutely love helping people get into homes,” she says. “If I put a loan in process, I’m confident it will work out.” She takes that process a step further, creating solid backup plans with every loan. Therefore, if something

unexpected arises, they can turn to the next option and still close in a timely fashion.

Also setting Katie apart is her dedication to credit counseling. “I personally was not very good with my credit at one time and didn’t how to repair it,” she says empathetically, noting that people with credit issues are not bad people or unable to make good financial decisions, but that they simply lacked guidance to get through issues that began to accumulate. “I focus more on a person’s budget than on the size of the loan they’re approved for.”

People appreciate that Katie cautions them if she notices that their budget may make living in a certain home too challenging, despite how large a loan they may be approved to get. She educates them, focusing on the budget and aiming to keep them in the house long-term. “It’s great to see how excited they get when they’re building credit and they realize it’s not only going to help them get a home, but also get better rates on things like cars, which then helps them build credit even more. I love problem solving and I love helping.”

Katie extends that helpful nature into the community, serving on the board of her REALTORS® association and taking part in several charitable outreach programs that support nonprofits such as Habitat for Humanity, the Boys and Girls Clubs, United Way, and local efforts such as holiday Adopt-a-Family programs. Her work and her personal life are closely intertwined, but Katie loves it all. “And all my personal time is spent with my husband, our two-year-old daughter and our family,” she says.

Given her recent transition to Village Mortgage, Katie is thrilled with the current trajectory of her career. She is on the branch management track, but also hopes to work in corporate training, teaching other loan officers how to put processes in place for cleaner files, smoother transactions, and happier customers. “No matter what, I’ll always keep doing loans,” she adds. “But it is nice to be able to help other people be successful.”

To learn more about Kathryn Weldon, NMLS# 1094433, visit kweldon.villagemtg.com , email kweldon@villagemtg.com, or call 978.751.1934 www.

Village Mortgage Company (www.villagemortgage.com), Village Mortgage Company, NMLS #6331 is licensed in the following states: Connecticut Mortgage Lender License #7331, Massachusetts Mortgage Lender License# ML6331, Massachusetts Third Party Loan Servicer Registration# LS6331, Rhode Island Licensed Lender # 20132880LL, Maine Supervised Lender License# SLM 6331, Vermont Lender License# 6750, Vermont Loan Servicer License# 6331-1, Licensed by the New Hampshire Banking Department, License# 19632-MB, Florida Mortgage Lender Servicer License# MLD1410, Nevada Mortgage Banker License# 4375, Nevada Supplemental Mortgage Servicer License# 4427. Equal Housing Lender.

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Copyright Top Agent Magazine 21

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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