CALIFORNIA MORTGAGE 10-28-19

CALIFORNIA MORTGAGE EDITION

SUCCESS-

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

9

THINGS THE BEST LEADERS NEVER SAY

HOW TO CREATE A BUSINESSWINNING PLAN IN ONE HOUR

COVER STORY

SUZANNA RAVIN

TOP MORTGAGE LENDER

BRIAN JAHANBIN

CALIFORNIA MORTGAGE EDITION

9

20

“Brian ha SUZANNA RAVIN BRIAN JAHANBIN for my req to SoCal a profession CONTENTS my needs 4) 3 WAYS JOINING 15) HOW TO CREATE A all of my e A PROFESSIONAL BUSINESS-WINNING PLAN recomme ORGANIZATION CAN MAKE IN ONE HOUR YOUR BUSINESS BETTER

22) 9 THINGS THE BEST LEADERS NEVER SAY

6) SUCCESS–THESE 7 HABITS ARE THE REAL With a love for helping others and a dedication SECRET TO SUCCESS to providing great service, Brian Jahanbin has

made great strides in the mortgage industry. He got his start in 2001, when he was just 20 years old. Hired as a telemarketer, he worked his way up to loan officer and was a top lender within Phone 310-734-1440 | Fax 310-734-1440 six months. “I was number one in the commag@topagentmagazine.com | www.topagentmagazine.com pany four times and broke the company record 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

three ti branch owning Mortga his ow as Sun turn, h compan

Top Agent Magazine

http://www.adlatlconcert.org Top Agent Magazine

33

3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

4

These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

Top Agent Magazine ®

Top Agent Magazine

1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization Top Agent Magazine

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

Top Agent Magazine ®

5

Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 6

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

Top Agent Magazine

Top Agent Magazine

stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

2

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

Top Agent Magazine

fear asking questions. They fear not asking those questions and growing stagnant.

3

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

Top Agent Magazine

7

6

BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

8

7

BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

Top Agent Magazine

Top Agent Magazine

SUZANNA RAVIN Top Agent Magazine

9

SUZANNA RAVIN Based out of Roseville, Suzanna Ravin is licensed in the State of California and beyond, ensuring her ability to serve clients no matter where homeownership takes them.

Suzanna Ravin got her start in the mortgage industry almost sixteen years ago. At the time, she was applying her graphic design training for a home improvement company that also specialized in financing. It was then that the industry piqued her interest, 10Copyright Top Agent Magazine

and she decided to pursue her license and go into business. “I took the leap,� she remembers, and today, she has built an esteemed reputation for her transparency, cutting-edge knowledge, and proven track record of success.

Top Agent Magazine

Based out of Roseville, Suzanna is licensed in the State of California and beyond, ensuring her ability to serve clients no matter where homeownership takes them. To date, the entirety of her business is driven by repeat and referral clientele who value her astute counsel, efficiency, and wellknown ability to problem-solve. In fact, as the head of her branch, she is often the go-to brains for unconventional loan situations that otherwise require outside-the-box thinking. “I read every guideline change Top Agent Magazine

that comes out,” she explains. “That’s an important part of my process, and people know they can call anytime to pick my brain. As a company, we have quite a lot to offer over and above the average lending outfit. We offer an all-around range of products so that we can cater to all our clientele out there who have a variety of goals and needs—from down payment assistance for first-time buyers, to products that help investors expand their portfolios, and everywhere in between.”

Copyright Top Agent Magazine11

Suzanna’s commercial division has a variety of niche products geared towards investors, including a product that aggregates 30 rent-producing doors under one blanket lien. Other popular and specialized products include construction and renovation options, reverse mortgages that help an aging population imagine alternate potentials, student loan refinancing, a proprietary jumbo product, and a host of conventional products suited for every buyer type. “It can require a lot of training, but I love knowledge and learning, so staying ahead of the curve is something I enjoy,” she explains.

“Our clients know exactly where we are in the process, and we keep everyone in the loop throughout. Getting those regular updates is a huge advantage to our clients and referral partners. We streamline the process of a loan, which means happier clients.”

“I love attending as many home purchase signings as I can. It’s so rewarding to get to the end of a transaction having shared my knowledge to provide what our clients needed. Every day is a new challenge, and I love it.”

12Copyright Top Agent Magazine

Top Agent Magazine

Beyond the office, Suzanna gives back through local school drives and events, fundraising for charity within her company, and is part of the Roseville Chamber of Commerce. She is also active in the Harley Davidson Foundation, where she has served in several leadership positions and contributed to various worthy causes. In her free hours, she most enjoys time spent with family and friends, traveling, photography, and riding her motorcycle.

Top Agent Magazine

Copyright Top Agent Magazine13

As for the future, Suzanna intends to keep progress steady. “We work with such a great core group of people, and we want to maintain that consistency, add talent, and support our team as they grow within the company.” Now, with sixteen sterling years behind her, Suzanna Ravin

considers what she enjoys most about her career.

“I love attending as many home purchase signings as I can,” she says. “It’s so rewarding to get to the end of a transaction having shared my knowledge to provide what our clients needed.

Every day is a new challenge, and I love it.”

To learn more about Suzanna Ravin visit DeltaLending.com/Team/Suzanna-Ravin, email SRavin@DeltaLending.com, or call (916) 302–6684 www.

http://www.justingrable.com 14Copyright Top Agent Magazine

Top Agent Magazine

How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time Top Agent Magazine

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe 15

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

16

Top Agent Magazine

Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will Top Agent Magazine

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

17

Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

18

Top Agent Magazine

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

Top Agent Magazine

19

BRIAN JAHANBIN

“Brian has been a great resource for my requirements. I just moved to SoCal and he has been the only professional who truly understood my needs and has been meeting all of my expectations. I truly recommend working with him.”

—Testimonial

With a love for helping others and a dedication to providing great service, Brian Jahanbin has made great strides in the mortgage industry. He got his start in 2001, when he was just 20 years old. Hired as a telemarketer, he worked his way up to loan officer and was a top lender within six months. “I was number one in the company four times and broke the company record 20

three times,” he explains. By age 21, he was a branch manager, which eventually led to him owning and running a franchise for Benchmark Mortgage. After leaving Benchmark, he started his own company, J & B Capital (also known as Sun Trust Funding). When the market took a turn, he became a branch manager for another company, and is now Producing Branch Manager Copyright Top Agent Magazine

for Supreme Lending in Laguna Hills, California. He has two assistants and offers a variety of loans, including conventional and niche products.

The vast majority of Brian’s business consists of referrals and repeat clients.

“I think they keep returning to me and referring me to others because I take my job very seriously. I put in the hours and make sure I have a team that can deliver,” he explains. He also ensures he is competitive with his pricing, and with years of experience, he is able to provide a sense of stability to his clients.

“I have the knowledge to make a loan work. If there is an issue with a loan, I fight for my clients, and can take on clients that have been turned down by other lenders. I also deliver in a timely manner and get them what they want.”

For Brian, this business is all about his clients’ happiness, so he does everything he can to make the process smooth. “I always monitor every one on my team, and every part of the transaction. I make sure it’s done right and I hold myself accountable for everything.”

Afterwards, clients spread the word about his work. One recently said, “I have been working with Brian for a short period but honestly he has been a great resource for my requirements. I just moved to SoCal and he has been the only professional who truly understood my needs and has been meeting all of my expectations. I truly recommend working with him.”

For more information about Brian Jahanbin, call 949-381-9633 or email Brian.Jahanbin@supremelending.com Top Agent Magazine

Copyright Top Agent Magazine 21

9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

22

you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

Top Agent Magazine

Top Agent Magazine

2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

Top Agent Magazine

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine