VIRGINIA MORTGAGE 12-4-23 by Top Agent Magazine

VIRGINIA MORTGAGE EDITION

Creative Ways to Say

THANK YOU

THINGS ALL SUCCESSFUL NEGOTIATORS DO

How to Cut Down on Digital Distractions and UP YOUR PRODUCTIVITY

FEATURED LENDERS

ALEX NAUMOVYCH CHARLENE JONES PAULA KELLEY REMI DOYLE

7 DEADLY SINS

OF PERSONAL BRANDING

COVER STORY

MELISSA LANDON

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst. To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 6

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MELISSA LANDON

As a Senior Loan Officer with CMG Home Loans, Melissa Landon works with her team to educate and guide her clients, especially first-time homebuyers. Having worked in real estate her entire life, Melissa Landon brings to the mortgage business a wealth of experience and expertise that helps her clients make their homebuying dreams a reality. “My entire adult career—22 years—has been in real estate,” Melissa recalls. “At 18 I got my 8 Copyright Top Agent Magazine

real estate license and did that for several years. Then I made the switch to title and learned from the bottom up. By the end I was managing a title company before switching to mortgages.” That was nine years ago, and Melissa couldn’t be happier. As a Senior Loan Officer with CMG Top Agent Magazine

Home Loans, Melissa works with her team to educate and guide her clients, especially first-time homebuyers. Melissa is licensed in 13 states and primarily serves the Virginia, Maryland, and Washington, DC area. She specializes in first-time homebuyer products, as well as VA, FHA, construction loans, and grant programs. Melissa also participates in the Homes for Heroes program, helping local heroes and frontline workers obtain loans and get into houses. The majority of Melissa’s business, about 85%, comes from referral clients. It’s

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a testament to the high level of service that keeps people coming back. Melissa attributes her high referral rate to “The empathy and compassion I have for people. I try to relate to them over whatever we find in common, and I am friends with the majority of my buyers by the end of the deal.” Melissa’s personal touch helps to nourish those relationships long after the closing. “I send handwritten notes throughout the year to my referral partners,” she explains. “Everybody likes to get mail, and it’s a great way to stay in touch. I also send out weekly emails and make

Melissa is licensed in 13 states and primarily serves the Virginia, Maryland, and Washington, DC area. She specializes in first-time homebuyer products, as well as VA, FHA, construction loans, and grant programs. phone calls to keep up with them on the changes in the market such as interest rates, loan programs, and other information that would benefit their clients.” 10Copyright Top Agent Magazine

It’s all part of staying top-of-mind with referral partners. Melissa works with a business coach to stay present and set herself apart. “We have a lot of cool loan Top Agent Magazine

products here at CMG, and I like to get those out in front of my referral partners,” she says. She also attends Bridal Expo to promote The HomeFund It Program CMG offers. Giving back to her community is important to Melissa, and she teams up with

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agents to sponsor local sports teams and support the local elementary school, as well as helping to put on fun local events such as a visit with Santa. When she’s not working or giving back, Melissa loves spending time with her friends and family, especially her husband and four kids at their various sports and

extracurricular activities as well Crafting, Baking Cakes, Antiquing with friends and just hanging out! Looking toward the future, Melissa says, “My goal is to continue to be an active

part of my community and continue to give back to those in need. My favorite part of the mortgage business is the relationships I get to build. It’s more than just a transaction with me; it’s an ongoing relationship.”

For more about Melissa Landon, call (703) 868-8983, email mlandon@cmgfi.com, or visit her online at cmghomeloans.com/mysite/melissa-landon www.

12Copyright Top Agent Magazine

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 14

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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REMI DOYLE Top Agent Magazine

REMI DOYLE

With a natural knack for relationship-building and a head for numbers, ReMi Doyle is definitely her mother’s daughter. While she was in college, ReMi worked part-time in her mother’s mortgage office on the West Coast before later stepping out on her own. It was there that she first learned about the many possibilities that exist to finance property beyond Conventional or FHA loans. “I think because I’m from California, I shine in the jumbo and investor markets. I’m used to working with really complicated income structures, and I’ve seen a lot of out-of-the-box ways for people to structure their finances” she says.

from our peers is in the experience that we provide while doing the loans. Our team excels in communication and in creating an experience. The goal is not to do one transaction and be done. We want to be lifelong mortgage advisors and let our customers know how much we care.” According to ReMi, what makes the mortgage loan business so rewarding are the opportunities

Now, with almost 20 years in the business, she runs Atlantic Bay Mortgage Group as a Producing Branch Manager with her best friend and business partner Emily Sedlar. Together they formed the River City Lending Team. Working strictly through realtor relationships and past client referrals, their business is on track to generate between $60-70 million serving homeowners in Richmond, VA this year. “The way we differentiate ourselves 16

that it provides to help her clients individually in both personal and practical ways. For example, she was recently able to structure a loan in order to save a client almost $1,100 on her monthly cash flow. “What I love the most about what I do is that I get to focus on the relationship piece. We’ve got a really amazing operations team and I have an amazing Production Partner who takes care of the business side of it, so I get to go out and create meaningful relationships.” As active supporters of the community, the River City Lending Team has a particularly soft spot in their hearts for children. One of their favorite organizations is Yellow Door, which provides free, long-term lodging for the families of pediatric patients undergoing cancer treatment at UVA Children’s Hospital. Another is Connor’s Heroes, which also eases the burden for families with children with cancer. “By being involved in these charities, it’s a reminder to ourselves that life is bigger than all of the 9-to-5 work that we do,” ReMi says. As a mother of three young children herself, ReMi is constantly on the go keeping up with their activities. On the rare days when she has a few hours alone, she adds, “I’ll go to the beach or the golf course. Those are my two happy places, and if I can do it with coffee or wine, I’m set!” Looking ahead, ReMi has exciting plans for her business. One of her primary objectives is to provide good financing for the builder market. “Our goal is to bring the Richmond area up to a $250 million market. We have an inventory problem here in town, so the more builder business we can close, the better.” She’d also like to recruit and train the next generation of loan officers. “We want to make it fun, and cool and accessible, and interesting—because it really is a very interesting line of work!” Top Agent Magazine

To learn more about ReMi Doyle, please call 804-904-9662, email remidoyle@atlanticbay.com, or visit rivercitylending.com www.

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

ALEX NAUMOVYCH A longtime resident of Maryland, Alex Naumovych has always possessed an entrepreneurial spirit. For years, he built a successful career as a financial manager in the landscaping industry, establishing his own business within the community. After selling his company, he went seeking a new opportunity that better spoke to his passion for helping others. Inspired, he decided to switch tracks, pursue his mortgage license, and set forth as a Loan Officer in November 2019. Sure enough, he would find quick success in the industry, exceeding $60 million in total volume within his first three years as an Loan Officer and building a network of satisfied clients that spans the state. Today, Alex is a Loan Officer and Assistant Branch Manager with Draper and Kramer Mortgage Corp. where he assists clients throughout Rockville and the surrounding areas. Combining his strong business acumen with his proven standards of integrity and open communication, he has cultivated a distinct workflow to meet the needs of any client, from first time buyers to seasoned investors. At Draper and Kramer Mortgage Corp., Alex can equip his clients with a variety of lending options. Well-versed in everything from Conventional to VA and FHA loan packages, he possesses the key insights needed to identify the right program for their best interests. Having been a business owner himself, he is equally proficient when working with self-employed clients, leveraging his own experiences to give them an added advantage. Also fluent in Ukrainian and Russian, he prefers to keep in touch long after the closing through regular check-ins, premium newsletters,

and market updates—all to ensure his clients are thriving in their new homes. Over the years, Alex has earned a fantastic reputation throughout Maryland, with his countless 5-star reviews and outstanding yearly production earning him an invitation to Draper and Kramer Mortgage Corp.’s illustrious President’s Club. As a reward, he looks forward to taking his elite team on a trip to Jamaica this February to celebrate. Having completed 66 loans and nearly $23 million in volume in 2022 alone, he remains committed to the core values that set him apart. “No matter if a client is pursuing their first home, acquiring an investment property, or moving up in the market, I’m always happy to assist them,” he says. “Most of all, I believe in taking the time to carefully advise them on their financial future—even if they aren’t ready to buy this year. I want my clients, always, to make the strongest decision based on their needs.” As his volume maintains its steady growth, Alex intends on scaling his services while expanding his reach throughout the region. In the meantime, though, he is excited for all the new opportunities that await. “I truly enjoy the experience of helping someone buy a home—especially when they didn’t think it was possible in the first place,” he says. “From guiding them to the lowest down payment and best interest rates, to connecting them with top notch insurance, REALTOR® and settlement agent, I love the process of navigating their transaction. After all, it’s not just about helping them purchase a house; it’s about seeing them become homeowners.”

For more about Alex Naumovych, email alexn@dkmortgage.com, visit MortgagesDMV.com or call (571) 278-6266 www.

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CHARLENE JONES When a bank robbery altered her career trajectory, Charlene Jones found herself in the high-stakes world of mortgage brokering. “I was an assistant manager of a bank that was held up at gunpoint,” Charlene explains. “The robber was nicknamed by the FBI as the “Shootist”. The Shootist robbed 56 banks along the west coast over an 8 year period. It was one of the lengthiest strings of robberies in the US according to the FBI. After that day, I decided to become a loan officer.” The pivotal event steered her towards a mortgage career spanning over 25 years, exhibiting a true calling to help people fulfill their dream of homeownership. It’s been her resilience and determination which shaped her reputation in the industry. Today, Charlene is a founding member at The Fortress Group Total Home Finance, LLC. The company was formed to help better serve clients with competitive pricing and programs. “I’ve worked for bank owned mortgage companies and retail mortgage companies in which you are subject to their restrictions. Most companies don’t follow the agency guidelines and have their own overlays on credit score and extra documentation that clients must meet in order to obtain the loan. It was time to change that. We follow the agency’s (FHA, VA, Fannie Mae, Freddie Mac and Jumbo Investors) guidelines eliminating the extra work, costs and stress to our clients. The Fortress Group offers an array of products to their clients. Charlene has a keen eye for shopping the best rate for her clients, she operates with the freedom and flexibility that a mortgage broker affords. Her expertise ranges across VA, conventional, high balance, new construction (360 day locks), renovation, First Time Home Buyer (FHA) and Jumbo loans, always eager to accept the challenges that come with helping clients acquire their dream homes. Charlene is a financial friend who has built her business through referrals. She uses her extensive experience to

enlighten clients whether it’s their first home, move up home or purchasing an investment property. Her abilities extend far beyond securing loans, as she prioritizes her buyers’ comprehensive financial health, ensuring the mortgage fits perfectly within their broader economic picture. “It’s really important for me to zone in on my customers’ financial goals to make sure that the program or product that we discuss best fits their needs,” she explains. What also distinguishes Charlene is her personal touch in an industry often dominated by digital interactions. She sends handwritten notes to stay in touch with past clients and referral partners, always wanting to strengthen her relationships with those she serves. Charlene’s success as a loan officer is evident in her impressive yearly sales. Her exceptional talent is why clients trust her expertise, appreciate her dedication, and value her uniquely human approach. “I want my customers to know I truly care about them.” When Charlene isn’t working, she makes it a priority to give back to the community. She recently earned her CDLP (certificate in divorce lending). I am really active in this segment of the community.” She is also active in the local Chamber of Commerce and is part of the Northern Virginia Builder Association. During her free time, she can be found donating time to her favorite charities, attending her daughters soccer games, and enjoying her family. Looking towards the future, Charlene plans to continue growing but in a strategic way. “We want quality over quantity,” she explains. “We want people who see and appreciate our vision and our growth. I want to continue to share my knowledge of the industry so that people can make an educated choice on mortgage programs and products.”

For more information about Charlene Jones, please call 703-615-2444 or email charlenejones@jonesforloans.com, visit jonesforloans.com www.

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— Top Agent Magazine

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. 22

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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PAULA KELLEY Mortgage broker Paula Kelley is known for tackling the hardest loans and getting them done when no one else could. Her high level of success comes after 36 years of working in the mortgage industry for a local bank, rising her way to the top and eventually opening her own brokerage one year ago. Now overseeing three loan officers and a processor, Paula brings an in-depth knowledge of all types of loans, from FHA to VA, USDA, conventional, Jumbo and more to every transaction she does. Her reputation for quality, integrity and excellence precedes her, making her highly sought after in the industry. Whether working with first-time homebuyers or couples wishing to purchase a vacation home, Paula is extremely professional and efficient. Her business is based entirely on referrals, which is no doubt an indication of the type of experience she provides. “My referral partners and real estate agents know that if I say I can get a loan done, I can. The trust factor is very high,” she explains. To keep communication with clients flowing throughout the years, Paula sends out bi-weekly newsletters and frequently schedules lunches

to address questions in person. As a mortgage broker, she feels like she is able to stay very nimble with the solutions she can offer, which brings a lot of value to her clients. “I’ve heard that brokers are better and it’s true — we really are. You’ll get better rates, lower fees, and more options working with an independent mortgage broker,” she explains. Actively involved in her community, Paula serves on the local Board of REALTORS®. “We are currently working on starting grants for first-time homebuyers, which will help a lot of people in our community,” she says. She’s also the Treasurer and Secretary of her church and volunteers with her husband on community outreach programs. In her spare time, Paula loves to read, bike, and do water sports. “We live on an island in the Chesapeake Bay, so we are always having fun on the water,” she says. With an office based in Easton, Maryland, Paula plans to grow her business next year by adding two more loan officers and opening a new office in Virginia. She just got licensed in Virginia and is planning to get licensed in Florida and Pennsylvania as well, opening up even more possibilities to expand. No matter where she goes next, her expertise in all types of loans is clear to everyone she is working with. “My clients’ needs are diverse and it’s very gratifying to help them accomplish their goals.”

To learn more about Paula Kelley, call 410-591-5239, email Paula@elitelendingservices.com or visit elitelendingservices.com www.

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Top Agent Magazine