Nationwide Mortgage 4-9-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

HOWARD BAILEY

JOSHUA COOMER

DAVID DEMARS

ANNA KARA

KELLY LIZOTTE

DAVID SHEIR

LYNN CURRIE SHOUP

CARI SWEET-KOSTOPLIS

KAI TUBBERVILLE

NATIONWIDE MORTGAGE EDITION

JOSHUA COOMER

KELLY LIZOTTE

DAVID DEMARS

DAVID SHEIR

ANNA KARA

LYNN CURRIE SHOUP

HOWARD BAILEY

CARI SWEET-KOSTOPLIS

KAI TUBBERVILLE

CONTENTS 4) WHEN IT'S TIME FOR A HOME OFFICE 9) HOW TO OVERCOME YOUR WORKPLACE FEARS

15) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT'S NEEDS 19) TURNING YOUR PROFESSION INTO A PASSION

23) DON'T FORGET YOUR CLOTHES 26) CREATIVE WAYS TO SAY THANK YOU

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When It’s Time for a Home Office by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 4

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anything that is not essential to the event of a power failure. An daily operation of your business. uninterruptable power source supply is also a must for the home office. Almost every business requires a This will keep your computer runcomputer system. Donâ&#x20AC;&#x2122;t skimp. You ning during a power outage until want something with enough speed youâ&#x20AC;&#x2122;re able to safely shut it down. and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldnâ&#x20AC;&#x2122;t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

It’s essential that you remain committed to your space as office space. You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved. 6

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JOSHUA COOMER

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JOSHUA COOMER Loan Officer Joshua Coomer of Mann Mortgage in Henderson, Nevada has been providing his many satisfied customers in the Las Vegas area with the very best in client service since 2001. A former restaurant manager, Joshua was in search of a more rewarding career when he saw an ad in a newspaper looking for Loan Officers. He applied and got the job. “The ad piqued my interest, and once I got the job I just kind of jumped off the ledge and went for it. Sixteen years later, here I am,” he says. Offering almost all types of loans available, Joshua’s clients – both new and returning - have come to expect exceptional, personalized and highly competent service. “Customer service is our number one priority,” says Joshua. “We always make sure our clients are happy.” This dedication has resulted in a vast percentage of his business being based on referrals from past clients and realtor partners. “Just doing good, honest business is the best way to do business,” says Joshua. “And providing clear, constant communication is one of our biggest assets.” For Joshua, the mortgage process is a very personal one, and he goes above and beyond to assure his clients that they are more than just a transaction to him. “I like to meet my clients face-to-face,” he says. “I like to put faces to names, and just provide a small-town kind of feeling to the process.” His commitment to detail ensures that the often-complicated process goes smoothly. “I try to take the confusion out of the equation for my clients,” says Joshua. “I want to make it a nice, smooth transaction so that they can enjoy the process of buying a home. It’s the biggest purchase of their lives in many cases, and I

really want them to enjoy it.” That means doing all legwork up front, he says, “so when they get into the contract they can enjoy it and have fun. That’s the part that keeps realtors happy and results in them sending their clients to us.” “I absolutely love what I do,” says Joshua. “Providing the dream of homeownership – especially for first-time home buyers who never thought they’d be able to own a home. When I was growing up, I always lived in apartments. I never thought I’d own a home, either. So it’s just interesting that I ended up in the mortgage industry.” Giving back to the community is important to Joshua as well. “Last December I worked with the Make-a-Wish Foundation and was able to provide a wish for a kid named Max.” Providing lunches for the homeless regularly, and spearheading a golf tournament for Mann Mortgage that raised over $15,000 for breast cancer awareness are other philanthropic efforts he has engaged in. With three children and another on the way, Joshua loves spending his free time with his family. “Hanging out with them, watching them grow, having fun…that’s my whole life,” he says. Beach time, snowboarding, golf, coaching my children’s baseball teams, are some other activities he can be found participating when he’s not working. As for the future, Joshua’s plan is simply to continue providing exception customer service. “I just want to keep helping as many people as I can, and have fun doing it,” he says. “I just love what I do and I’m here to help anyone who has an interest in owning a home.” Also, he laughs, “I think I’m darned good at what I do.”

For more information about JOSHUA COOMER, please call 702-491-2208 or email josh.coomer@mannmortgage.com 8

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

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad Top Agent Magazine

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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DAVID DeMARS

“I’m all about full disclosure. I want everyone to know what’s going on at all times, good, bad or indifferent.” everybody know what’s happening, the faster we can navigate thorough the process and ensure an on-time closing.” It’s no wonder his referral rate is 95 percent, with Realtor and client relationships that span more than 15 years. His borrowers and referral partners know they can count on him for a swift, smooth, enjoyable transaction.

When it comes to mortgages, David DeMars is coach, mentor and communicator par excellence. He believes a mortgage is a team effort, and that team comprises the borrowers, loan analyst, attorneys who may be involved, Realtors and himself. “It takes a village,” he says. “Even if someone has bought a home before, the rules are constantly changing. Without the right questions and guidance, people don’t know they can buy homes with as little as 3 percent down, that there’s down payment money available for first time buyers, or that jumbo financing is available with as little as 5 percent down and no PMI.” David coaches everyone on the team, continually providing updates throughout the process and again as anything comes in. “I’m all about full disclosure,” he says. “I want everyone to know what’s going on at all times, good, bad or indifferent. The sooner you let 10

David’s company, Mortgage Master, is part of Loan Depot, the second largest nonbank lender in the country and fifth largest lender overall. (In May 2017, Mortgage Master will take the Loan Depot name.) As a direct lender, the company offers all types of products, from first-time homebuyer loans to jumbo financing and foreign national programs. David got into the mortgage business 16 years ago, after a friend’s fiancé who was in the industry inspired him. “He loved his job, always talked about the satisfaction of helping people buy their dream home,” David says. “It was rare to find someone so passionate about their job.” After one such conversation, David knew this was what he wanted to do. He spoke with the friend’s manager, and the next thing he knew, he was starting his career in the mortgage business. “I love that everybody’s situation is unique,” he says. “No matter how long you’ve been in the business, there’s always something new and challenging. You’re always seeking a solution tailored to the needs Copyright Top Agent Magazine

of each individual. It’s all about listening and communication, asking the right questions to uncover a client’s particular needs. It’s not just a job. I’m fortunate to be assisting people with one of the biggest and most important purchases they will ever make, helping clients finance the home of their dreams while keeping them within a budget they can afford. There’s nothing more satisfying than a homebuyer receiving the keys at closing.” David uses every method available to stay in touch after the closing, including social media, monthly/ quarterly newsletters, an email for their birthday and his own phone app. “It’s important to keep peo-

ple informed about current market conditions and changes in the industry,” he says. “You never know when someone may be ready to refinance, upsize, downsize or purchase a second home or investment property.” Other lenders may offer similar products, but David’s desire to provide the highest level of service keeps his clients coming back. It’s what differentiates him from his competition. It seems to David that he’s working all the time, though he likes to do anything outside, such as auto crossing, Motocross, mountain biking and wake boarding. Most important, though, is his desire to strengthen his relationships and build trust. He makes his closest referral sources part of his life, engaging in activities outside the work environment. “We all want to work with people we like and trust,” he says. At the end of the day, it’s all about going the extra mile for his clients.

For more information about David DeMars of Mortgage Master, Park Ridge, IL, please visit: mortgagemaster.com/ddemars, call 630.788.9670 or email DDeMars@mortgagemaster.com www.

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ANNA KARA

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ANNA KARA If there is one thing Anna Kara of Anna Kara Loans in Glendale, California prides herself on, it’s providing thorough, conscientious and detail-oriented client service to every single one of her satisfied customers. Beginning in the mortgage industry when she was only 19 as an office manager for a realtor/broker’s office, Anna has, in the past fourteen years, built her own business that stands out in the highly competitive lending industry as a respected leader. Currently she has 2 kids and third one due any day now, Anna balances her work and personal life with meditation and yoga, while working through harder times. Currently working with a team of five, including her valued Operations Director, Patrick, Anna Kara Loans offers her grateful clients a wide variety of loan products. , “from commercial, portfolio products to hard money, First Time home Buyers to seasoned borrowers, looking to refinance or purchase additional properties. We can do anything that involves getting financing for borrowers.” “Very understanding and proficient at what she’s doing. Anna is always willing to hear you. She resolves any complex issues you may have throughout your loan process and goes above and beyond to make it happen for her clients. “ —Janet Minasian satisfied repeat client With a business that is based almost entirely on referrals, clearly Anna and her team are doing something right. “The feedback I get from my clients is that they usually feel very comfortable with me,” she says. “I’m extremely open and honest with them, and I always make sure that they leave my office with extra knowledge about the loan process. We are in business to make everyone’s dreams come through with specific scenarios that is unique for every transaction – this is the most exciting part and most satisfying – though sometimes process could be stressful and extremely time sensitive” - Anna added “ recognizing

the need for simpler – transparent process and clear communications between all the team members of each transaction we have deployed a custom APP that is available for RE agents and borrowers that streamlines the process and provides real time updates throughout the transaction “ Honesty and transparency are hallmarks of Anna Kara Loans, with modern technology and best possible outcomes for borrowers – sets them apart from the market. For Anna, it’s more about people than it is about the dollar. “I work to support my family, of course, but in reality it’s not about the money. There are clients who come in, first-time home buyers, who have been scared for years to purchase a property, and I get to make their dreams come true. That’s worth everything to me.” Anna’s plans for the future of Anna Kara Loans is definitely to maintain the company’s cutting edge which sets them ahead of many of her competitors who have not had the foresight to keep up with advances in technology. “I think our industry has stayed the same for the last thirty or more years, and I think we are definitely getting ahead in the game because we’re using new technologies to make the entire loan process so much easier for our clients, particularly with our phone app. I like to make sure our company is different from everyone else out there. We are definitely not your generic lender.” AnnaKaraLoans app is available on their incredibly userfriendly and helpful website, www.annakaraloans.com. “One of my favorite quotes is from Maya Angelou,” says Anna. “And that is ‘if you know better, you do better.’ So we’re always learning and we’re always growing. The number one priority is for my clients to be happy.”

For more information about Anna Kara, NMLS #1241473 | BRE #01924739

call 818-730-0266 or email anna@annakaraloans.com 14

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 16

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine

HOWARD BAILEY It was in 2004 that Howard Bailey decided to enter the mortgage business. “My parents built their dream house, and when my stepfather became sick, they were struggling to make ends meet,” Howard explains. “One of my initial motivations was to get a knowledge base so I could help them.” He’s been helping people ever since, and today works with Edge Home Finance Corporation. The company partners with 30 different banks, and is able to offer a wide variety of products. “We’re focused on getting the best financial resources and helping them sustain their home,” Howard says. About 90 percent of his business is made up of referrals from agents and past clients. What keeps them coming back is his superior service and commitment to getting them towards their goals. “I’m super positive. Things are always changing, and I try to keep a positive attitude on all of it,” he says. “I’m really good at understanding things and saying, ‘let’s move forward.’” He does not want to cause his clients or agents any stress, and works hard to complete everything efficiently. “I’m the hardest working loan officer. I try to think outside of the box,” Howard says. And throughout the transaction, he has a calming demeanor, often developing long-lasting friendships with his clients. “I keep a warm rapport with people. I call them on their birthdays or other special events. I have a list I go through once a month.” It’s through these efforts that his business naturally grows. Clients do not hesitate to leave glowing reviews about their experience with him, wanting to spread the word. One recent client said, “If you’re looking for someone

who is going to be honest, caring, dedicated and respectful about your mortgage financial needs, Howard Bailey is the right person to work with. I’ve been working with Howard over the last few years and has referred many family members to him, who became new homeowners or became homeowners again, including myself. I was in a situation where I thought buying a home again would be impossible but Howard helped me make that possible. He builds great relationships with his clients and continues to maintain that even after the whole process of buying a home. Reach out to him, you won’t regret that decision.” Another said, “Howard helped us finance our home and is now refinancing for us. He will go above & beyond to help you find the best deal. Extremely knowledgeable about the market & how he can help those with less than stellar credit. You won’t go wrong by selecting him for the biggest purchase in your life.” When Howard isn’t working, he’s involved with the community through the National Association of Real Estate Brokers, working with local non-profits, and staying active with his church. He also loves spending time with his wife and children. Looking towards the future, Howard is eager to expand his business into different states, and to someday become the number one mortgage originators in the country. It’s clear he will never tire of working in this career, as it is his true passion. “I love helping people fulfill the American Dream of owning a home. I get goosebumps everytime.”

For more information about HOWARD BAILEY, please call 612-224-0934 or email hbailey@edgehomefinance.com Top Agent Magazine

KELLY LIZOTTE “In the end, my clients are so happy I was able to help them move into their dream home—that’s what motivates me,” says Kelly Lizotte of his role as Mortgage Advisor and Processing Manager at Security First Mortgage Funding LLC in Worcester, Massachusetts. Kelly found his way to the mortgage industry by accident. In 2007, after meeting his partner and moving to Worcester, he left his job as an electronic technician to begin a new career as a realtor. One year in, Kelly started to suspect he was better suited to the mortgage side of the business. So, in 2008, he made the switch, cutting his teeth as a loan processor before transitioning into an origination role. Agents return to Kelly time and again because of the quality of service he provides. Security First Mortgage Funding LLC is a subsidiary of the Millbury Federal Credit Union, giving Kelly the ability to offer everything from portfolio lending to new construction loans. Nearly all of his business comes from referrals, primarily realtor partners but also past clients who send their family, friends, and coworkers his way. When asked how he earns the trust and business of new realtors, Kelly smiles, because for him it’s simple. “I take them out to lunch,” he says, “and I tell them what I do.” He’s dedicated to being responsive and available to his clients. If an agent needs a revised preapproval letter over the weekend to submit an offer, for instance, Kelly is there to make that happen. He’s only ever a phone call away. Kelly supports his realtors’ marketing efforts through online platforms like Zillow, but his hands-on approach to the loan process is what’s given him a name throughout the community. When a buyer is denied by a lender

or simply not given the time of day, Kelly is often their last resort and biggest hero. It’s a fact even his competitors are aware of—at a Christmas party Kelly attended in 2016, another originator introduced himself, saying, “So you’re the Kelly who does all the difficult deals.” Kelly makes time for his buyers, sitting down with them to discuss their unique credit situation. His buyers and their realtors, especially, appreciate his attention to detail—he will verify employment, for example, prior to preapproving a buyer, so that when he does, his clients know they can depend on it. Kelly is also consistently at the forefront of down payment assistance programs, making it a point to become an expert in these products as they become available. In 2016, the city of Worcester received government funds to assist first-time homebuyers—Kelly alone closed nine of those loans. “My mother raised me well. She showed us the value of a strong work ethic,” Kelly says. “That’s part of what makes me a great loan originator—I’m not afraid of hard work.” Whether the loan is big or small, straightforward or complex, Kelly is there for his clients. “My clients know I’m involved from beginning to end,” Kelly says. “Many loan officers originate the loan, turn it in, and wait for their commission to come in—I’m not one of them.” At the closing table, alongside his clients and the attorneys, Kelly is there to help facilitate and ensure everything runs smoothly. Though Kelly is the first to admit free time is often difficult to come by, he enjoys traveling to Cape Cod to relax down by the beach when he manages to step away.

To learn more about Kelly Lizotte, visit securityfirstmf.com, email klizotte@securityfirstmf.com, or call 508-853-3000 www.

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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DAVID SHEIR After graduating with a degree in accounting, David Sheir got into the real estate industry almost by chance. “In 1999 a developer asked me to join his team as the CFO. I just instantly fell in love with the business. I started gravitating to the mortgage side of things, since I really enjoyed helping people get into their dream homes. Shortly after that, I started my own mortgage company, which had a successful run until 2007. I had to make a decision at that point, whether I would go back to accounting or stick with mortgage. I knew I couldn’t leave what I was made to do.” David continued to build his professional reputation at several big banks, and in 2013 he had the opportunity to help Cornerstone Home Lending open up their first office in Florida, something he couldn’t pass up. “The market in Florida is really strong right now and I couldn’t ask for a nicer group of people to be working with. They are all down to earth with good values and are common sense lenders. It was an easy call to make. They give me the autonomy I need at the local level so I can do what best benefits our clients. It’s been a wonderful four years. Helping consumers and helping real estate groups facilitate the deals that make dreams a reality has been a dream come true.” David is currently the regional sales manager for South Florida and he is truly a hands on leader. He currently manages 18 of the industry’s best, and is looking to expand the company’s reach into Northern Florida in the next year. “We are a direct lender, so pretty much every loan has all decisions

dsheir@houseloan.com

made in house. We make communication our top priority here. Business happens after hours, nights and weekends, so it’s important to be accessible and pick up the phone when client’s need you. We want everyone involved in the transaction to be constantly updated. We also offer our clients experience and an in-depth knowledge of the mortgage process. We see ourselves as architects who structure the deal to make it successful. My financial background really gives me a leg up on the more complicated deals. We really go above and beyond helping our referral partners succeed and build their businesses.” David brings his love of giving back to the community to the workplace as well. The whole team participates in community outreach events, including helping out two families a year so they can have a wonderful holiday. “Through a local non-profit, we sponsor two less fortunate families and provide them with dinner, a tree and presents. It’s really been a rewarding experience.” They also sponsor local youth sports teams and Relay For Life. When he isn’t working, David enjoys spending time with his family, traveling and is a huge football fan. David looks forward to expanding his company’s vision across Florida, employing only the most professional loan officers who all share the vision of David and Cornerstone Home Lending-- to provide an unsurpassed level of customer service and get more people into homes. “There’s nothing better than seeing that excitement when a family has successfully purchased their home. It’s so wonderful to really celebrate with them and then to visit them afterwards and see them enjoying their new home. Any way I can bring pleasure to people through my knowledge and experience I’m going to do it.”

tward-hanes@houseloan.com jaquino@houseloan.com

www.DavidSheir.com Top Agent Magazine

LYNN CURRIE SHOUP Lynn Currie Shoup actually started in the mortgage industry back in the 1980’s as a processor and underwriting assistant but left the business to embark on a successful career as a real estate agent in 1999. In 2007, she decided to get back into the business that was her original passion and became a loan officer. She quickly made a name for herself in the competitive State of Washington market bringing with her an in-depth understanding of what real estate professional’s need which has given her a distinct advantage.

Envoy Mortgage is a full-service mortgage lender that is a leader in the real estate mortgage industry. Envoy Mortgage is licensed throughout the United States, offers a full range of loan products and is known for its knowledge and expertise in all areas of the residential mortgage lending industry. Lynn shares Envoy’s devotion to providing an unsurpassed level of customer service by customizing loan packages that meet each client’s specific needs. “Ultimately for me it’s all about building relationships. I work to earn the trust of my clients by always being upfront and stay in constant communication throughout the entire loan transaction process. I want to make the transaction as seamless as possible.”

Another way Lynn has set herself apart is by specializing in serving Veterans and active military. “For many years I have worked closely with Veterans with disabilities to get the benefits they’re entitled to but may not have received. I have taken my passion for helping Veterans and active military and incorporated it into my career as well. I have an in-depth knowledge of the many different loan products and assistance programs that are available to make sure that military families take advantage of all the opportunities open to them. We owe our military so much for allowing us to live in a free country. I strive to do everything I can to show how grateful I am. In fact, one of the reasons I chose to work at Envoy Mortgage is because the owner is a Vietnam Veteran and the company makes every effort to support active military and Veterans. It’s an amazing place to work.”

Known for being a Veteran’s advocate, Lynn is actively involved in her community. In addition to helping over 165 Veterans obtain the benefits they so deserve, she works with the Pacific Northwest Chapter of the USO. When Lynn isn’t working she enjoys the open road with her husband in their Porsche Boxster and loves to read and remodel homes. Lynn could not be happier with her career and has plans to expand her Veteran advocacy work in the near future. “I plan on joining a VA charitable organization that raises funds to help Veterans with their homes. My company supports me in my goal and I am very thankful for that. I love my career and how it allows me to do so much to help others. I enjoy helping my clients get into a house that they can call home.”

To learn more about Lynn Currie Shoup call (360) 620-9584 or email lcurrie@envoymortgage.com Lynn Currie Shoup NMLS# 257362 www.EnvoyMortgage.com Envoy Mortgage is an Equal Housing Lender. Envoy Mortgage, Ltd. NMLS ID #6666 (www.nmlsconsumeraccess.org) Licensing & Legal: http://envoymortgage.com/licensing-and-legal-information Envoy Mortgage, Ltd. NMLS #6666 22

Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing. And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market. A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession. It’s about being known for being DIFFERENT in your profession.” Another misconception is that you should begin marketing before your brand is defined. For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand? In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

What is my ultimate goal? Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

Who is my ideal customer? Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

What is my point of differentiation? This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

What am I willing to be known for that is authentic to me and significant to my ideal customer? Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’. It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else. A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well. So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 24

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CARI SWEET-KOSTOPLIS Cari Sweet-Kostoplis got into the mortgage business almost by accident. “At the time I was working as a waitress, and attending college, one of my regular customers offered me a job as receptionist at his company and here I am in the industry 23 years later.” Cari quickly worked her way up in the field becoming a loan processor and an assistant underwriter before becoming an operations manager. After many successful years in management, seven years ago Cari wanted to get back to her real passion— sales. She joined Jersey Mortgage Company one of New Jersey’s premier mortgage companies almost six years ago and is now a loan officer leading a small team that includes other loan officers and her own processor.

A former Lincoln Park Councilwoman, Cari is a lifelong New Jersey resident and likes to be active in her community. She is a supporter of the Boy Scouts, the Boys and Girls Club, and is a member of several local Realtor® associations. In her free time, Cari enjoys spending time with her husband and son, in particular enjoying the outdoors by going camping. Cari would like to continue to see her business grow strong. She is currently number one at her branch, having received the 2016 President Club Award. But her priority is always to operate her business with integrity, while always offering her clients good old fashioned customer service. “I love what I do. Every day is different. It doesn’t even feel like work for me. I enjoy it so much. There’s nothing better than helping someone buy their first home whether it’s 100 thousand dollars or a million. That’s where they put their head every night and raise their family. It’s an honor to do someone’s mortgage.”

Jersey Mortgage Company is a direct lender that has built a reputation for providing a wide variety of mortgage options, with competitive mortgage rates and fees, that is customized to best fit every borrower’s needs. They process and underwrite all loans in-house, so the process is simple and seamless with no surprises. Much like her company, Cari has built a strong reputation for getting the job done. Her numerous glowing testimonials are proof of that. Cari’s’ in-depth knowledge of every aspect of the business has been a distinct advantage that she offers those who work with her. “I have a processing background so I know how to put a file together. When I put a pre-approval together, it is thorough, and the deal gets done. This process is stressful enough and I’m not here to waste anyone’s time. I will walk the borrower through it. I’m straight forward and honest. With my background, my clients are getting more than just a salesperson. I know my products and I know if a loan will or won’t work. Everyone on my team operates with the highest ethical standards. When you work with us you get unwavering professionalism, honesty and accessibility throughout the entire mortgage process.” Although Cari can truly do it all, she specializes in Residential Lending, FHA, Renovation Loans, Reverse Mortgage for purchase and refinance, Conventional Financing, VA and USDA Mortgages. Her expertise has been sought out by the media including the prestigious New York Times which has quoted and interviewed her numerous times. Top Agent Magazine

To learn more about CARI SWEET-KOSTOPLIS call (201) 247-3747 or email csweet@jerseymortgage.com Copyright Top Agent Magazine 25

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!

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. Top Agent Magazine

KAI TUBBERVILLE Kai Tubberville, Sales Manager of the Temecula, CA branch of iMortgage has spent the last fifteen years honing his skills in the lending industry, all while providing knowledgeable, helpful and ethical client service to many satisfied customers. Imortgage was founded in 1999, and grew from the concept of creating a premier builder-based mortgage banking company to a consumer-friendly system that provides a vast array of mortgage products, which gives their customers and business partners a clear advantage. Headquartered in Scottsdale, Arizona, imortgage has offices in multiple states, and having joined the LoanDepot LLC family of brands, is now part of the nation’s largest independent mortgage banking institution in the United States. Kai made his debut into the financial world at the young age of 23, when he was working in restaurant management. “I realized that in the food service world, income limits are capped, so I was thinking about what other field I could get into. I wanted a job where my income could be limitless, based on my determination, and how much heart I put into my work.” A friend with a mortgage company offered him a job, and within six months Kai was one of the company’s top producers. Stints with other companies followed, including Countrywide and Wells Fargo, before he finally landed at imortgage, where he is continuing to make his mark as one of the most reputable and reliable Loan Officers in the country. His record of success, coupled with his stellar reputation have resulted in a business that is based 100% upon referrals from clients and realtor partners, all of whom have come to respect his expertise and his absolute commitment to both excellence and honesty. “I’m very knowledgeable about my guidelines,” says Kai. “So I never put my foot in my mouth.

I don’t over-promise and then under-deliver, I make sure that I under-promise and then over-deliver.” The level of customer service he provides is beyond exceptional: “I treat every single customer as if they know nothing about the lending process. I explain every step, I explain why I need certain documentation, what that documentation is for, and what the rules and guidelines are for. I don’t make mistakes, when I pre-approve someone, I close their loan. Accountability to my clients and agents is number one.” Authenticity is another hallmark of Kai’s. While other lenders rely too heavily on technology to maintain contact with past clients, Kai is much more focused on human interaction. “While I do use emails and phone calls, and have a CRM that sends emails quarterly,” says Kai, “face-to-face is best.” Social media also plays a large role in keeping Kai in front of all his grateful past clients. In an industry that is based primarily on the financial, Kai takes satisfaction less from monetary rewards and more from the knowledge that he is able to help people. “I work under the golden rule, first of all,” he says. “Treat others how you’d like to be treated yourself. I love helping people accomplish their dreams. Homeownership is a huge thing for people, it’s a financial benefit, it gives them peace, and I love that I get to be a part of that.” When he’s not working, Kai enjoys spending time with his family on his 20 acres in the hills, dirt biking, camping and occasionally hitting the road in an RV. Also, he and his oldest son train in Jiu Jitsu and mixed martial arts. As for the future, the next step for Kai is to continue to recruit and grow his branch, and ultimately transition to Producing Branch Manager. “That’s the next phase of my career,” he says.

For more information about KAI TUBBERVILLE, call 951-375-4806 or email Kai.Tubberville@imortgage.com Copyright Top Agent Magazine

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