OHIO MORTGAGE EDITION
3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM
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TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS
KILLING CLIENTS WITH KINDNESS AND VALUE
HOW TO CUT DOWN ON DIGITAL DISTRACTIONS and Up Your Productivity
COVER STORY
CHAD BELDON ADAPTING IS KEY TO SUCCESS
OHIO MORTGAGE EDITION
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CHAD BELDON
CHAD BELDON ADAPTING IS KEY TO SUCCESS
CONTENTS
4) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY
15) 3 BEYOND-THE-OFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM
6) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS
20) KILLING CLIENTS WITH KINDNESS AND VALUE
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How to Cut Down on Digital Distractions
and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— 4
it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then
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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.
Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.
Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. Top Agent Magazine
Mute social media notifications and create dedicated check-in times instead. Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.
Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.
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5 Tips to Make New Hires
a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesn’t come cheap. This means that making 6
a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.
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1. Be honest about the scope of the role
2. Build in some perks
Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.
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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.
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3. Get a sense of big-picture career plans
4. Keep the lines of communication open
Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.
Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.
5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul. 8
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CHAD BELDON ADAPTING IS KEY TO SUCCESS
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“My process revolves around providing amazing communication and educating the clients on what their options are. The goal is to make sure the client and agent have no anxiety during the home buying process, and they feel fully guided and supported.” Chad Beldon of Powell, Ohio, has distilled a lifetime of experience in the mortgage lending industry down to a reliable mantra: He elaborates by saying “It’s all about getting back to what clients, realtor partners, and business partners desire the most: amazing service, proactive great communication, and being available for them when they need you. There are companies in the mortgage industry and many other financial related industries that are going the opposite direction, providing less human interaction and a less personalized service. I see that trend as an opportunity to differentiate: the clients and agents know I’m available for them seven days a week, 13 hours a day, and my almost two decades of experience has made me an expert at guiding my clients successfully and smoothly through the home purchase process.” When asked about how he differs from others in terms of service and reliability, Chad made it clear that “it’s about having a process that provides 10Copyright Top Agent Magazine
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an outstanding experience for everyone involved in the home buying process. My process revolves around providing amazing communication, being available, and guiding the client smoothly through the home buying experience. The goal is to make sure the client and agent have no anxiety during the home buying process, and they feel fully guided and supported. I want the client to look back when they get the keys to their new home and have positive memories about the life changing experience of buying a home.” After graduating from The Ohio State University in 2003 as an Economics and Consumer Affairs major, Chad immediately launched his career in the mortgage industry. After nearly two decades, he is still thrilled by the joy and value that he brings
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to home buyers and realtors alike. “The part that I love most about what I do is helping people achieve the dream of homeownership,” he exudes. “Homeownership is a big milestone achievement in any person’s life. I am honored to have the opportunity to play a part in facilitating and making that dream come true for the clients. To see the smile on the client’s face at closing, to see the excitement their family and kids have to move into their new home, it never gets old for me. I also get to partner with some amazing real estate agents and there is a level of teamwork that happens between us on every transaction. I’m committed to delivering a 5-star experience for the clients and realtors.” Chad’s experience has resulted in him building an intimate understanding with just about every residential loan imaginable. “I am big on constant
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“Achieving long term consistent success in this industry is all about adaptability and embracing change. Having the ability to quickly adapt to market changes and make the correct strategic decisions during the most critical shifts is so important.” self-improvement and adapting to the market. The market is constantly changing so, in this business, you must be constantly seeking to educate yourself on the guidelines, the new products, the technology, and what is newly emerging. It’s important to be well informed so that you can best guide and educate clients. I have a keen understanding of FHA, VA, USDA, down payment assistance, non-traditional, conventional, and the many variances of those loans.” Chad is well established in the Ohio home lending community, well known for his expertise in building and scaling large successful mortgage originator teams. He is also well known for his intuitive and creative business strategies and high level of acumen regarding the lending industry. He has played key roles in building successful teams for several mortgage companies in central Ohio and has served in both the SVP of Lending and SVP of Business 12Copyright Top Agent Magazine
Development positions for well-established local lenders. In 2020 and 2021 combined, his team closed out over 1 billion in loan volume and assisted thousands of clients in either buying a home or refinancing into better loan terms. When asked about mentorship and the importance it plays in an individual or organizations success, he replied “Mentorship is incredibly important in this industry, particularly when our market is, at times, rapidly changing.“ Chad has had the opportunity over his almost 2 decades in the industry to mentor many originators. “It’s exciting to see the next generation of emerging business professionals taking an interest in a career in the home lending industry and experiencing professional success. It’s extremely fulfilling to get the opportunity to play a part in helping them reach their professional goals. It’s important to have mentors to give guidance, advice, and professional support. I myself, am always striving to Top Agent Magazine
learn and grow, and I have great mentors around me still today – Daniel Sa, one of the most successful originators in this nation, for instance, is currently my go to mentor – and I enjoy paying it forward to newer loan officers and agents when the opportunity arises.” When asked what he attributes his nearly 2 decades of success in the mortgage banking industry to, his response is “Achieving long term success in this industry is about
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adapting to and embracing change. Having the ability to adapt to market changes is critical. You must be constantly educating yourself so that you can best inform and educate your clients.” Presently, as a manager and loan originator with NFM Lending, one of Central Ohio’s largest non-bank lenders, Chad is able to guide his team while still experiencing the bliss of helping families achieve their dreams. “I have a position where I can work
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with various clients helping them purchase a home or refinance. I’ve loved getting back to working with clients directly – homeownership is the biggest wealth builder in this country and being a part of helping people strive to improve their lives and the lives of their families is very important to me.” When he’s not guiding his clients, or helping his professional colleagues grow, he revels in sharing his passion for soccer and sports with his two daughters. “I got involved with coaching club soccer about six years ago as a way to bond with my daughters. Both of my daughters have played on my club teams in Central Ohio. It’s a lot of fun and a great way for me to spend quality time with my kids. We are an active family and when we aren’t playing soccer we can usually be found engaged in some type of outdoor activity.” Chad’s support extends to greater Columbus as well: he has been involved in several local charities and is particularly passionate about the Pelotonia Race for the Cure for cancer which he fundraises and rides in yearly. When asked what the future holds, Chad replied “I plan on doing this for at least 20 more years. I love it way too much to ever imagine giving it up.” He states that he “is excited to grow his business alongside his family, friends, and Central Ohio community in 2023 and beyond.” To learn more about Chad Beldon, call 614-973-9335, email cbeldon@nfmlending.com or visit nfmlending.com/loanoriginator/chad-beldon https://
Chad is currently licensed to workhttp://www.justingrable.com with potential homebuyers in Ohio, Iowa, Pennsylvania, Florida, North Carolina and South Carolina.
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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine
the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin? To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-
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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.
Expand your mind through meditation. You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.
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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.
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Learn something new. If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine
too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.
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See new sights. If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh
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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.
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Killing Clients with Kindness and Value By Walter Sanford
Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean. Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button! How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you. Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response. Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested. I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it. 20
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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet. We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you. You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens. I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate. Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this? Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: Top Agent Magazine
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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs. Then we develop a customized program to meet and exceed that goal. We would love to help you in accomplishing your real estate needs. 2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option. 3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship. 4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount. B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity. C. We have a low litigation rate as compared to national standards. D. We can market your home a little over retail due to our marketing. 22
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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new. 5. Our agreements are 6 months, but that is not what sells properties. Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you. 6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month. I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision? Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win. It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy. In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you. Do more lead generation so you won’t have to work so hard on leads like these. Copyright©, Walter Sanford. All rights reserved.
Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. Top Agent Magazine
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