CALIFORNIA MORTGAGE 12-7-20

CALIFORNIA MORTGAGE EDITION

Turning Your Profession into a PASSION WHY EMPLOYEE APPRECIATION MATTERS

& Can Boost Your Bottom Line

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count

TOP MORTGAGE LENDER

TRACEY WHEELER COVER STORY

ROB LA MONICA PRESIDENT, MANUFACTURED HOME MORTGAGE

CALIFORNIA MORTGAGE EDITION

TRACEY WHEELER Tracey Wheeler might be new to San 9 Diego, but she’s been in the mortgage industry for the past eleven years. “I started working at a little credit union in Arizona,” she says.

“About six months later, I moved over to Sunstreet Mortgage. I’ve been working with them ever since, and I have no intentions to leave. I love working here.”

ROB LA MONICA

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TRACEY WHEELER

Tracey’s real passion lie first-time homebuyers veterans. “My family’s b family for the past sixte says. “We offer a lot of veterans and VA loans. they’re getting into the When they get the keys they’re thrilled, and I l be a part of that. It’s the

She started her career at Sunstreet as a When Tracey isn’t h processor. “That really allowed me to helping her clients learn the back end of the process,” she goals, she and her fami CONTENTS explains. “Now I’m a full-time loan officer.” Tracey active. “We’ve only been in San opened Sunstreet’s San Diego branch earlier past year and a half,” 4) WHY EMPLOYEE 18)this I’LL TAKE 2 POUNDS OF she says, “so year. Despite some delays busy AND exploring the city, trying ne APPRECIATION MATTERS & caused CAN by the COVID-19 CONFIDENCE 3 POUNDS pandemic, they are up,LINE running, and thriving. and breweries, and hanging out a BOOST YOUR BOTTOM OF SELF-ESTEEM! Before moving to the area, Tracey a 6) HOW TO runs GET her THE BIGGEST Tracey business almost exclusively22) based in FOR San Diego.

“I love ha TAKEvacationed MY WORD IT: RECHARGE OUT OF YOUR is a smaller company, on referrals.

“Sunstreet to enjoy the community,” says Trac THEand POWER OF TESTIMONIALS LUNCH HOUR we’re able to meet very short closing dates,”&Tracey finding the time to do all the litt MAKING WORD-OF-MOUTH says, crediting her gold-standard customer COUNT service everyone comes here for but doesn’ 15) TURNING YOUR PROFESSION for her high percentage of referrals. “We know do while on a vacation.”

INTO everyone A PASSION personally. We don’t have loans going through different underwriters every time a condi- Looking to the future, Tracey is e tion is submitted. We can offer a level of service Sunstreet expand. “Sunstreet has that doesn’t necessarily come at bigger companies. offer. It’s a fantastic company,” sh Phone 310-734-1440 | Fax 310-734-1440 Right now, the market here is very hot, and people really want us to succeed. Most of th mag@topagentmagazine.com www.topagentmagazine.com aren’t closing on time. I| close on time. I always work at Sunstreet has been here fo No portion of this issue my may bephone. reproduced in any manner whatsoever of the publisher.

Agentand go. It’s re answer My referrals know without that prior I’mconsent People don’t Top come Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published responsive, and I’m going to get this deal done.”

I’m hoping to not only grow my bu materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. also grow this office so that more To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published inWhile the U.S. Tracey and the team at Sunstreet work with and customers can have the benef whatever type of loan comes across their desks, with Sunstreet Mortgage.”

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To learn more about Tracey Wheeler and Sunstreet Top Agent Magazine Mortg call 315-767-7781, email twheeler@sunstreetmortgage.co

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 4

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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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 6

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.

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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.

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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.

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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.

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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.

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ROB LA MONICA PRESIDENT, MANUFACTURED HOME MORTGAGE Top Agent Magazine

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ROB LA MONICA Rob La Monica and his team at Manufacture Home Mortgage specialize in serving a diverse population in California with an average loan amount of around $100,000.

Rob La Monica has been working in mobile homes and parks since he was a teenager, starting in his dad’s mobile home parks.

“My dad saw that there was a need for financing for mobile home borrowers, and 10Copyright Top Agent Magazine

there weren’t really any banks doing it,” Rob says. “So he started doing some lending to help people buy affordable housing.”

After graduating college with a degree in business and a specialty in financing, Rob Top Agent Magazine

got his mortgage license and soon started his own company, Manufactured Home Mortgage. Serving California for the past 20 years, Rob and his team look to help individuals fulfill their dreams of home ownership.

Rob and his team at Manufactured Home Mortgage specialize in serving a diverse Top Agent Magazine

population with an average loan amount of around $100,000. “My mom and dad are immigrants who came over with nothing, and now we live the American dream,” Rob says, “so I love being able to help people get into a home they can afford. We not only guide them through the process step by step, but also teach them about the financing process and homeownership along the way.”

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“I love being able to help people get into a home they can afford. We not only guide them through the process step by step, but also teach them about the financing process and homeownership along the way.”

The majority of Rob’s business comes from repeat and referral clients, and it’s easy to see why Realtors® and past clients keep referring people to work with him. “We offer great customer service, and if there ever is an issue, we are on top of it,” Rob says. “We’re quick with closing, and we try to make our process as streamlined and as easy as possible not just for the borrower, but for the Realtor® and the escrow company as well.”

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Last year, Rob and his team did close to $100 million in loan volume, an incredible achievement considering their average loan amount is $100,000. MHM is not just the largest company of its kind in California, but in the whole United States.

Rob and his team maintain strong connections with the real estate and mobile home industries. “About 80% of our business comes from Realtors® listing mobile homes Top Agent Magazine

and parks, and the other 20% comes from a mobile home dealer; we do the financing for mobile homes off their lot,” he explains. He and his company are active in organizations including CMHI (California Manufactured Housing Institute), MHI (Manufactured Housing Institute), and WMA (Western Manufactured Association).

An important piece of Rob’s 2-decade career is in the mobile home loan business.

“I spent 10 years working for the largest mobile home lender in the United states as their Regional Manager and managed a Top Agent Magazine

team of 5 employees” Rob says. “I am the only Mobile Home Loan broker in United states that has worked for one of the largest mobile home lenders directly and have a thorough understanding of how all their programs work by spending a decade with their company.” These long-term relationships has enabled him to get loans done quicker than any of his competitors.

When he is not working, Rob loves spending time with his family, especially his kids. He lives in the Lake Tahoe region, and enjoys water sports and snow sports.

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In the future, Rob plans to continue offering top-level service and helping first-time homebuyers achieve financial independence through mobile home ownership.

“When you work with people who don’t have a lot of resources and you are able

to help them out of a rental and into a mobile home, they’re really appreciative,” Rob says. “I worked in single-family for a while, but it wasn’t for me. I love the product, and I love the people. This is what I love doing.”

To find out more about Rob La Monica, call 707-234-7235, email robmhmloans@gmail.com, or visit him online at mhmloan.com http://www.justingrable.com www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

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

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

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and excelling in your field, you may find that others’ approaches inspire your own.

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

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TRACEY WHEELER Tracey Wheeler might be new to San Diego, but she’s been in the mortgage industry for the past eleven years. “I started working at a little credit union in Arizona,” she says.

“About six months later, I moved over to Sunstreet Mortgage. I’ve been working with them ever since, and I have no intentions to leave. I love working here.”

She started her career at Sunstreet as a processor. “That really allowed me to learn the back end of the process,” she explains. “Now I’m a full-time loan officer.” Tracey opened Sunstreet’s San Diego branch earlier this year. Despite some delays caused by the COVID-19 pandemic, they are up, running, and thriving.

Tracey runs her business almost exclusively based on referrals. “Sunstreet is a smaller company, and we’re able to meet very short closing dates,” Tracey says, crediting her gold-standard customer service for her high percentage of referrals. “We know everyone personally. We don’t have loans going through different underwriters every time a condition is submitted. We can offer a level of service that doesn’t necessarily come at bigger companies.

Right now, the market here is very hot, and people aren’t closing on time. I close on time. I always answer my phone. My referrals know that I’m responsive, and I’m going to get this deal done.”

While Tracey and the team at Sunstreet work with whatever type of loan comes across their desks,

Tracey’s real passion lies with helping first-time homebuyers, especially veterans. “My family’s been a military family for the past sixteen years,” she says. “We offer a lot of incentives for veterans and VA loans. A lot of time, they’re getting into their first house.

When they get the keys to their home they’re thrilled, and I love getting to be a part of that. It’s the best feeling.”

When Tracey isn’t hard at work helping her clients achieve their goals, she and her family like to stay active. “We’ve only been in San Diego for the past year and a half,” she says, “so we’re keeping busy exploring the city, trying new restaurants and breweries, and hanging out at the beach.”

Before moving to the area, Tracey and her family vacationed in San Diego. “I love having the time to enjoy the community,” says Tracey. “I am now finding the time to do all the little things that everyone comes here for but doesn’t have time to do while on a vacation.”

Looking to the future, Tracey is excited to help Sunstreet expand. “Sunstreet has so much to offer. It’s a fantastic company,” she says. “They really want us to succeed. Most of the people who work at Sunstreet has been here for a long time.

People don’t come and go. It’s really a family.

I’m hoping to not only grow my business, but to also grow this office so that more loan officers and customers can have the benefit of working with Sunstreet Mortgage.”

To learn more about Tracey Wheeler and Sunstreet Mortgage, call 315-767-7781, email twheeler@sunstreetmortgage.com, or visit sunstreetmortgage.com/tracey-wheeler www.

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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.

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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.

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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.

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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.

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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

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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.

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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.)

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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.

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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

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The 22

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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