CALIFORNIA MORTGAGE 10-19-20

CALIFORNIA MORTGAGE EDITION

6

THINGS ALL SUCCESSFUL NEGOTIATORS DO

How to Get the Biggest Recharge Out of Your Lunch Hour

I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem!

COVER STORY

MEINOH KIM

FEATURED TOP LENDER

LARA DONIGIAN

CALIFORNIA MORTGAGE EDITION

7

MEINOH KIM

MEINOH KIM

15

LARA DONIGIAN

CONTENTS

4) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

18) I’LL TAKE 2 POUNDS OF CONFIDENCE AND 3 POUNDS OF SELF-ESTEEM!

LARA DONIGIAN

13) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

22) TURNING YOUR PROFESSION INTO A PASSION

Phone 310-734-1440 | Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

2

Top Agent Magazine

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

Top Agent Magazine

3

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 4

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

Top Agent Magazine ÂŽ

Top Agent Magazine

Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

Top Agent Magazine ®

5

CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

6

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

Top Agent Magazine ®

Top Agent Magazine

MEINOH KIM

Top Agent Magazine

7

MEINOH KIM Meinoh Kim—loan officer for Loan Depot in Concord, California— specializes in conventional, conforming, and FHA loans.

Meinoh Kim began working in the mortgage industry in 2005 but took a break in 2008 during the housing market crash to pursue independent endeavors. “I always wanted to be an entrepreneur, so I took all of my savings and invested in frozen yogurt. That was the time Pink Berry was starting,” he recalls.

“I opened the first frozen yogurt establishment 8 Copyright Top Agent Magazine

called Yocup in San Francisco.” After selling that company, Meinoh started a baby products business, Meeno Babies, which was highly successful in eight countries in addition to the U.S. “The business ran for nine years, and I gave it to my family,” he says. “I came to the realization that the entrepreneur world wasn’t for me.” Meinoh ultimately went back into the Top Agent Magazine

mortgage industry and hasn’t looked back. He now works as a loan officer for Loan Depot in Concord, California.

Meinoh, who works solo with his assistant Jillie Reynolds, specializes in conventional, conforming, and FHA loans. He reports that his business is 20% referral clientele. “The majority of my work is new construction and purchase,” he states. “I’m not big on refis.” Meinoh has established a reputation for dependability, accuracy, and is a trusted resource for both his clients and his team. “I work seven days a week and haven’t had a Top Agent Magazine

free weekend in a long time,” he says. “I’m always available and treat every client the same, whether I’m dealing with a $1 million loan or a $70,000 loan, everyone is treated with the same level of service.”

It’s no surprise that he receives stellar reviews for his esteemed work ethic. One client recently wrote: “I had the privilege of working with a true professional, Meinoh Kim, as our mortgage originator when we purchased our new home. His work ethic, dedication, knowledge, and honesty in handling our transaction were second to none. He gives you the facts and Copyright Top Agent Magazine 9

“I don’t consider my job to be about making money,” Meinoh says. “it’s about helping people achieve their financial goals, and to me, that’s a sense of accomplishment.”

10Copyright Top Agent Magazine

Top Agent Magazine

allows you to make the best decisions for your purchase. He’s a true advocate for his clients, impeccable reputation, and a friend for life.”

Meinoh is a people person and has tremendous experience working with everyone, from first time home buyers to seasoned investors. He maintains a relevant real estate acumen that allows him to continually deliver top quality service in this ever-changing lending landscape. He works tirelessly to ensure that every transaction he enters proceeds efficiently and closes in a timely manner. “I don’t consider my job to be about making money,” he says. “it’s about helping people achieve their financial goals, and to me, that’s a sense of accomplishment.”

Top Agent Magazine

Meinoh says that he maintains contact with his clients on a daily basis. “I’m always on the phone, so I’m basically in touch with clients all the time,” he asserts. “My job is like that of a mayor. I’m constantly out meeting new people and checking in on them.” He’s also what he calls “calendar heavy,’ which is the only way he can stay on top of his priorities.

Fortunately for Meinoh, he doesn’t have to market his business. “My work is my marketing tool,” he explains. “When I maintain contact, offer follow-through, and close on time, my reputation shines. I’m very lucky.”

When he can, Meinoh donates to his kids’ schools as well as to the local churches.

Copyright Top Agent Magazine11

When not working, Meinoh can be found spending quality time with his wife and two children.

He is an avid runner who covers approximately 125 miles a month. “In order to make that happen, I have to get up at 4 every morning,” He

also loves fishing, barbecuing, and traveling with his family. Meinoh says by next year, he will be a $100-million-dollar producer. “I hope to continue to serve my community, helping clients reach their financial goals,” he says.

To learn more about Meinoh Kim, please call (925) 586-0000, email meinohkim@loandepot.com, or visit loandepot.com/meinohkim http://www.justingrable.com www.

12Copyright Top Agent Magazine

Top Agent Magazine

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

Top Agent Magazine

13

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.

Top Agent Magazine

Top Agent Magazine

LARA DONIGIAN Top Agent Magazine

15

LARA DONIGIAN | NMLS# 629069

For over twenty years, Lara Donigian has been using her expertise as a loan officer to help potential homebuyers navigate the pre-approval and purchase process. She has been guiding repeat and referred clients with the flexible loan options available as they refinance their homes. Now a Mortgage Advisor for Commerce Home Mortgage (“Commerce”), Lara has acquired an additional expertise on non-qualifying mortgage products. She’s known for welcoming the challenge of finding a product that works for her clients: “I like to help clients and educate them regarding the many different types of loan products available, from conforming to jumbo,” she says, “I like to work on out-of-the-box type of loans.”

comes from repeat clients, referrals from past clients, real estate agent partners, and local networking groups.

Her clients and real estate partners rave that she is straightforward and honest. “What I say, I do,” Lara explains, “I’m that type of person.” She takes the time to communicate with her clients during each step of the transaction, “I always check in with my

As a direct lender, Commerce offers flexible loan options for both employed and self-employed borrowers, including bank statement, asset depletion, and foreign national loan products*, among others. “Because we are an authorized Direct Seller to Fannie Mae and Freddie Mac, we don’t have the standard overlays on their products or overlays on FHA and VA products,” Lara explains. As a result of her dedication, know-how, and willingness to go to great lengths for her clients, all of her business 16

Copyright Top Agent Magazine

clients and keep them informed. Whether the news is good or bad, I give them updates. I think that’s important.”

To stay in touch with past borrowers and current business partners, Lara uses social media. She also sends cards to let them know she’s thinking of them, and calls them each year to see how everything is going with their mortgage and offer them a “mortgage tune-up.”

Even though Lara is a natural mortgage lender, she came to her career through a happy coincidence. At a transition point in her mid-twenties, she met a friend of a friend who was a mortgage lender. He encouraged her to apply for a role as an assistant. She took the job and soon discovered her passion for mortgage lending.

Lara’s favorite part of her job is helping people. “Anytime I have the opportunity to get through a refinance to get a lower rate for my clients or help them to purchase a property, it’s a joy. I especially love finding a product that works for a client with income or credit challenges and helping them get the property they want,” she says.

It means the world to Lara to fight for her clients and ensure they are able to get the best possible rate on a great property.

To give back to the community, Lara is the Treasurer of Women’s Council of Realtors LA 2020.

In her cherished free time, she enjoys spending time with her spouse and their three-and-a-half-year-old, as well as traveling, going to the beach and working out. For the future, Lara plans to continue growing her brand, her network of referral sources, and her team so she can give back even more to the community that’s given her so much.

Top Agent Magazine

To find out more about Lara Donigian, please call 818-802-2333 or email ldonigian@commercemtg.com *Not all products mentioned above may be available at time of printing as a result of COVID-19. Please contact Lora Donigian to discuss the products available to meet your financial needs.

Commerce Home Mortgage, LLC (“CHM”) is a state-licensed mortgage lender, NMLS ID #1839. To verify licenses, visit www.nmlsconsumeraccess.org. Headquartered at 16845 Von Karman Ave., Suite 200, Irvine, CA 92606. AZ: Arizona Mortgage Banker License #0925326; CA: Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act; CO: Regulated by the Division of Real Estate; GA: Georgia Residential Mortgage Licensee #48010. For other states, visit us at www.commercehomemortgage.com.

All loans are subject to credit approval and acceptable collateral. Programs, rates, terms and conditions may change without notice. All programs are not available in all states. There is no guarantee that all borrowers will qualify. Restrictions may apply. This is not a commitment to lend. Equal Housing Lender. © 2020. Commerce Home Mortgage, LLC. All rights reserved.

Copyright Top Agent Magazine 17

I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem!

By Barry Eisen

At least a few times per month I get emails and/or calls asking me to help develop confidence and a positive self-esteem. When you’re hot you’re hot and when you’re not, you’re not. Life has its ups and downs and occasionally everyone feels like they’ve run out of gas and nothing they seem to do works. When you’re in a slump the world can look overwhelming and against you. The more you think about you’re victimhood, the more out of control you feel.What you focus upon becomes larger. Confidence, positive self-esteem...these are just words and something experienced many moons ago. Talk it out with your spouse? Sure. See a therapist? Maybe. Get a coach? Good idea. Call a hypnotist...that’s where I come in, but maybe not in an obvious way.

18

Top Agent Magazine

Hypnosis can be of help in so many areas such as controlling weight, memory improvement, reading faster, stopping smoking, becoming a great public speaker, prospecting and growing a business, eliminating fears, becoming a better golfer/tennis player/baseball player etc., sleeping and energy, controlling pain control in dentistry and child birthing, improving wellness, passing tests and so much more. This is not an over statement. Hypnosis is a performance enhancer because it taps into the best parts of who we are to make the changes necessary to make the changes to evolve ourselves.

But “programming” ones mind for confidence and positive self-esteem is not something I’ve seen done effectively. The subconscious says, “What does that mean?” “Give me a picture, what do you want?” Read any neuroscience to know (or simply use common sense) that the subconscious needs specific direction (words, pictures and supportive feelings) for these clear messages to be acted upon. A general business plan is usually a recipe for disaster. A poor teaching plan will confuse students. Mixed general messages given to a 3 year old will produce erratic behavior. A loose navigation plan will have ships traveling in circles. Just like many people.

Instead of working on confidence and positive self-esteem, does it make sense to instead, work on a solid business target of success and develop a business plan that will get you there? If you’re planning for the future, is it not a better idea to set an end result and develop strategies that will make it happen? If you’re looking for better health, doesn’t it make sense to set a target for excellence and back it up with a realistic exercise and eating approach that will insure success?

The confidence and self-esteem will come along automatically. Create the goal, take action, do the work, be consistent. Your business will never grow more than you do. Your health will never get better without you stretching out beyond who you now are. Your relationships will never be more secure and supportive than you are of yourself. Your confidence and self-esteem will never grow without a reason.

Top Agent Magazine

19

Before you therapy or drug yourself into confidence and self-esteem, at least try (Oh! I hate that word) the 10 organic following ideas for 2-3 weeks.

1

Set goals that stretch you out and force you to grow. You can’t be depressed when you’re learning something. Learning takes you out of your egocentric predicament.

2 3

Create timelines/target dates for goal accomplishments. This establishes a sense of urgency. It puts a little “gitty up” in your step and mind.

List your actions of the day on your To-Do list and prioritize all items.

Doing the A’s and crossing each off as done, will put a smile on your face and a jolt of small energy in your life. (Accomplishment feels good.

Could you use some “feel good”/self-esteem?) You’ll start looking forward

20

Top Agent Magazine

to these little positive jolts and do what is necessary to have them. If I was talking cocaine...that would be a bad thing, but since I’m talking non drug human motivation...that would be a good thing.

4

If you’re just feeling flat for no obvious reason, take on an interest/ hobby/project that’s been on your mind in the past. Learning stimulates blood flow to different parts of the brain and increases endorphin flow.

(E.g. Calligraphy, sailing, martial arts, reading sci-fi, etc.)

5 6 7 8 9

Follow through like your hair’s on fire. Show yourself what you CAN DO! Create some appropriate reward for the accomplishment.

Balance your life with goals in physical, financial, emotional, educational, family, social and spiritual areas. Sometimes more is better.

Purposely smile more, laugh easier, hold eye contact a little more (obviously, not in a creepy way) and present a stronger posture.

Learn to relax to slow down, put things in perspective, ask yourself how you feel and how you’re doing 2 or 3 times during your day. Don’t let the day rule you. Be present. Pay attention.

10

Act “AS IF” you were already doing things with confidence, making decisions with authority and living the life you want to live. You become what you think about.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300

Top Agent Magazine

21

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 22

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-

Top Agent Magazine

Top Agent Magazine

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

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.

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.

Top Agent Magazine

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine