CALIFORNIA MORTGAGE 3-16-20

CALIFORNIA MORTGAGE EDITION

How to Overcome Your

WHY EMPLOYEE APPRECIATION MATTERS

WORKPLACE FEARS

6 Methods for

BUILDING BETTER EMAIL LISTS

TOP MORTGAGE LENDERS

NHAN CAO GEORGE MARKAKIS MIKE PROCOPIO ANTHONY RAHIMI

COVER STORY

KATHY LEE QUACH

CALIFORNIA MORTGAGE EDITION

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GEORGE ANTHONY MARKAKIS NHAN KATHY CAO LEE QUACH MIKE PROCOPIO RAHIMI

Down-to-earth, immenselyoflikeable, and about $30,000,000 in loans testament funded for the to the hands-on, Pro’s parents introduced him to the clear channels communication, hen Nhan Cao considers his Mike approach 19 20industry 23 honest and dedicated approach Central Valley). real busiestate business at a very young age. inviting clients text him at any time of a Loan Officer, a straightforward possessing a wealth oftomortgage grew parents the day.

On top of that, Nhan never stops ss philosophy comes to mind. “I put myup in a home in which my knowledge, Anthony Rahimi – Senior takes with his customers. most of his success to using owned many rental properties,” heLoan recalls. working for his clients—even after the ents at the top,” he says. “That’s how Officer and Branch ManagerMike at attributes are done.

Not only does standard he main- business strategy practices work.”

United deals Wholesale Lending in Roseville, “I thinkto a lot of it has to do help of the of accumulated kno At the age of 21, he was working as a maintain contact the lifespan of a business growth. Some California – has throughout been providing his foster amount blueprints to generating business include tenance man cleaning banks when he found loan, butbuyers he alsowith sends updates whenever 2015, Nhan started out as a Loan many grateful expert advice have of the mortgage busine proper branding, being knowledgeable of intrigued with the banking industry the marketplace changes.

“Ifyears. the market ocessor. However, he sensedhimself that he and service for more than fifteen Anthony, products the when asked how he to “I his analytic approach to problem drops,” he says, “I send my the clients a your offering, leveraging d a unique talent for helping due others.

Working with clients located all over the to inspire things your good at, casting a wide net to such impressive lo solving. recommendation.” d a way with clients,” he says.

“And “It I was inevitable that I was born Golden State, Anthony’s reputation as a a sizable share of the market, trust in secure anda business that is so no to quality be a banker” he laughs. ed about supplying them with trusted advocate and champion for having his ANTHONY competitive. “It’s also because NHAN CAO MIKE PROCOPIO RAHIMI good time management.

In this way, Nhan has accepted a responvice.” Trusting that he was onto someclients continues to grow on a daily basis. do my best for my clients; it’s 2014, at to educate his clients on their best ng special, Nhan decided to In open hisafter 10 years of being a bankersibility Most importantly, Mike loves his other financial institutes, Mike decided to as life that.inPeople appreciate hon interests, ensuring that their loans are n shop in 2018.

Modesto, which he shares with his wife,share Christina, and others which is how get into mortgage lending with BBVA USA began in Modesto, Anthony his career in the mortgage industry they’ll that with managed with compassion and transparency. “I’m a young children, Natalie and my Valerie.

“I wantAnthony to be California. He managed to leverage the of market by “Atwo right out college. few of my friends were business.” also points to hi day, Nhan is a Manager and Loan Officer at resource,” he says. “When my clients have questions known for being a great mortgageness banker but above all abreast of industry creating scarcity in the industry,working offeringin0% down, thethey mortgage business, and that piqued to continue staying mortgage, can reach out to me.” onderate, where he has closed over 1,000 loans. He about their an evenand greater dad,”worked he notes. “Iand have dedicated no mortgage insurance portfolio my financing forI low-ininterest. got my license, initially hisbeen dedication to constantly improvin particularly happy to provide come an open door to easily to helping people secure their dream home for more than and high-income jumbo borrowers. “This type of forof ahisfew different companies before eventually working with a mortgage industry coach.

Outside career, Nhan plays an active role in his erlooked clients—first time homebuyers, low income 15 years and it’s important to always remember it’s not business strategy is known as “Blue Ocean”, meaning joiningMost up of with United Wholesale Lending.

I’ve community. all, he channels his passion rrowers, and countless other unique “Most ofand offering about making moneyfor it’s about helping others and being creatingcases. a landscape a product that most worked consistently, without any gaps, for a decade he’s and not worth working – which is rare – soccer by managing and playing in his own club.

For a clients were rejected by othercompetitors brokers or banks,” he a good person. If you forget the When importance cannot offer,” he says. busy entrepreneur like Nhan, comradery and vision ys. “So they come to me for their dream home.” and a half now, so I’vethe worked in both up and down enjoys nothing more than spending time of people, then you’ll lose your passion.” of sports management is second nature. markets.” wife and his two sons. “While I don’t get He started generating business by leveraging the bank’s an can assist such a diverse clientele by leaning as much time as I’dto like with my family,” To give back to his community, Mike enjoys reading large footprint and on customer base but now attributes Taking a glance the future, hasprivileged set his sights onUnited specialized workflow. At themost office, Anthony proud his association with “ICalifornia have learned to his separate business from under youth in Stockton where of he his supervises funding’s to real estate agentatisreferral.

“IofNhan potential expansion in his Heoffers hopes tofull open eam of three to provide around clock service. wifeheworks as aan elementary teacher.

“It’sthem a lotI put my phone down thinkthe most people trust us abecause I’m very Lending, direct andbusiness.

Wholesale where array of school when I’m with newloan branch in Southern California, We don’t work from 9 to 5,” heuse says, “we work from of fun towhere get outhe of can all the seriousness finance some-Anthony is also com an informational basedaapproach toproducts help borrowers to suit any client’s needs.

“We’re very beingofwith them.” expand his attentive service across the state.

Where o 9.” Nhan pushes himself to“he fight clients, times and just enjoy a fewoflaughs with the kids.” says.for “I his never want to lead someone on wasting their versatile,” he explains, “and we do everydid kind philanthropy, and He he has worked with the he get that idea? former me en wearing many hats around important his business. can doincludes says. “They Whentold he’s notto at work, enjoys spending time time“Iwhich allloan participants involved from His VA, FHA, clients.

Conventional, Jumbo and we hecharity Homes for Heroes, and others tha do it,” he says. erything,” he says, “from marketing to management exercising, going to music events with his spouse and in the transaction.

If someone doesn’t for a loanNon-QM evenqualify accommodate loans. We pretty much toys for children at Christmas. spending time with his children. processing and quality control.” this them tireless we tryAll to help put a plan in place to work towards do it all.” He also takes pride in the level of customer the proper stepshas needed their chance of home Until then, Nhan is more than happy to march forward, ort has paid off through the years, as Nhan now to improve service that he and his staff which toincludes two Looking later to the future, Mike –others hopes his business on by Anthony’s plans are to loan hundreds eligibility of in the future. building relationships and assisting withexpand his rked with over Phone 50 lenders310-734-1440 and loan | Fax 310-734-1440 assistants and a processor on his personal team, expanding his outreach into the local co leveraging some of the newer tools the bank has impletrademark openness and responsibility. “I love helping ograms to keep interest rates low for his clients. and theheother loan officers he oversees as Branch and finding newonways mented in recent months, with a concentration the to give back, and to Through the hard work of many individuals, including my clients,” says.

“Reaching out to them.

Talking mag@topagentmagazine.com | www.topagentmagazine.com Manager – provide to their buyers and Realtor partbuilding his already-thriving business. A importance of artificial personal often lend a for hand, and When them.

Fighting them. they’re happy, I’m intelligence and other tech that yond his technical prowess,about Nhanten also strivesbankers to tothat ners.

This focus on exceptional service has translated will be his continuing commitment to prov will help make the home buying process much quicker an amazing assistant named Duffy Donnelly, Mike No portion of this issueHe may be reproduced happy.”in any manner whatsoever without prior consent of the publisher. Top Agent Magazine ovide elite and attentive customer service. stresses and easier. has funded 100 units a year on average (in 2019, we into a business that is based more than two-thirds clients with the very best mortgage indust is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, upon referrals andexpressed positive word of supplied mouth, abytrue available .

Top Agent Magazine cannot be held responsible for opinions or facts its authors.

To subscribe or change more about Michael in Procopio address, send inquiry mag@topagentmagazine.com.

Published the U.S. (NMLS #715061) To learn moretoabout NhanFor Cao email nhan@wonderate.com,

CONTENTS

4) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

13) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

17) HOW TO OVERCOME YOUR WORKPLACE FEARS 21) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE

more information about Anthony Rahimi, bbvausa.com/mortgages/mprocopio, email michael.procopio@bbva.com, visitFor visit wonderate.com, or call 408-900-6789 call 916-289-9940 or email Tony@UWLMortgage.com or please call (209) 534-3691 www.

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6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

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Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

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Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

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Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

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Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

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Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

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Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies.

Copyright©, Kendra Lee. All rights reserved.

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KATHY LEE QUACH

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KATHY LEE QUACH Kathy Lee Quach acts as the Originator and Mortgage Broker of her own full-service team, assisting clients throughout the San Diego and Riverside counties.

When Kathy Lee Quach isn’t helping her clients obtain their dream homes, she can be found, of all things, cooking for friends in her kitchen. “I love it,” she says with a laugh.

“I’m always fascinated by the different ways we can combine everyday ingredients.”

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As for Kathy, she arrived at the mortgage industry by combining the various skills and experiences gleaned from her past.

When she started out as a personal banker, Kathy became good friends with one of her Top Agent Magazine

clients, a real estate agent who suggested that she delve into mortgages. From there, Kathy dabbled not only in loan processing, but also business development and marketing.

“Problem solving is one of my big passions,” she says. “I love seeing an issue from all Top Agent Magazine

perspectives and coming up with a creative solution.”

Today, she acts as the Originator and Mortgage Broker of her own full-service team, assisting clients throughout the San Diego and Copyright Top Agent Magazine 9

Not only does Kathy help clients obtain homeownership, but she also provides them with education, and a roadmap to ensure that their financial decisions are well-considered and conducive to their longterm goals.

Riverside counties. Above all, Kathy and her team specialize in purchases and VA Loans for active duty military service members and veterans alike.

When working with clients, Kathy always zooms out to consider their full financial situation. Not only does she help clients obtain homeownership, but she also provides them with education, and a roadmap to ensure that their financial decisions are well-considered and conducive to their long-term goals.

This attentive approach requires Kathy to wear many hats. For instance, she frequently doubles as a consultant for credit-challenged clients. Elsewhere, she works with clients to manage their budgets to help pay off their debts. While this workflow requires plenty of hard work, Kathy joyfully embraces the challenge. The reason? “We help people realize their dreams,� she 10Copyright Top Agent Magazine

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says. “I really care about my clients and their goals. My clients become family to me.”

Kathy and her team have been rewarded for their efforts with a strong reputation among homebuyers, Realtors, and home builders. As a result, almost all of her business comes from either repeat clients or referrals.

Her reliability, in particular, has made her a standout among her referral partners. “If in-house lenders can’t do it,” she says, “they usually turn to me for a fresh set of eyes.”

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Through responsibility, Kathy has found her place in the mortgage industry; however, she has also sought a similar role in her community. Outside of her career, Kathy serves on the board of the Veteran Homeowners Club, a nonprofit that provides assistance to active duty service members as well as veterans and inspires volunteer efforts around Southern California. At the Veteran Homeowners Club, she has sponsored families for the holidays, participated in scholarship giveaways, and provided Copyright Top Agent Magazine11

food to the homeless. “A lot has been given to me,” she says. “I want to give back.”

By mixing all these ingredients, Kathy has fostered an empathetic and heartfelt approach to her business. She handles every scenario with

grace and grit, acting as a faithful steward for her clients’ future aspirations. For Kathy, this approach has been the recipe for success. “I cherish being part of the journey,” she says.

“We help people reach their goals—in real estate, finances, or life in general.”

To learn more about Kathy Lee Quach, email kathy@visiononelending.com, visit homeloansbykathy.com or call (619)708-0971 www.

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 14

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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GEORGE MARKAKIS

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GEORGE MARKAKIS When George Markakis found himself in between careers after selling his TX based publishing business in 2004, he decided to look into a career in the mortgage industry. “I connected with the owners of a local lender in Temecula, and that’s how it all started,” he explains. He stayed with that company for a few years before moving onto other retail lenders. Today he works with C2 Financial, the largest Brokerage Nationwide consisting of 800+ originators doing business in 10 states. With an extremely low overhead cost, George is able to offer the lowest interest rates while also providing superior service and speed. With C2 Financial, George has a direct relationships with over 100+ wholesale lenders, This allows him to provide a plethora of loan products to fit every client’s needs. At this point in George’s career, the vast majority of his clients come from referrals, and repeat business, a testament to his dedication to going above and beyond expectations.

“I think it’s my honesty and integrity that keeps clients coming back,” he explains. “I never push for anything that doesn’t benefit the client, and they can see that. If it’s a deal that won’t work, I will guide them in a different direction. I will not do something that’s not 100% beneficial to the client.” Everyone who works with George trusts that he has their best interests in mind, and is committed to building a solid, long-lasting relationship with them. For George, the mortgage industry is all about providing guidance, support and good financial advice during a time that can be stressful. “I have aligned myself with companies that are very competitive, which is why I moved from retail to the Broker side of the industry. This ensures my rates and fees are the lowest the industry can offer.”

When it comes to staying in touch, George has a system in place to make sure he maintains contact with referral partners and past clients. “I also have lunch/dinner with my referral partners and love to see them in person as often as I can.”

Connections are important to George as he knows it is a vital way to increase his reach.

After the transaction, clients do not hesitate to spread the word about his work. One recently said, “George saved the day when our other lender dropped the ball.

He was able to give us a great deal when he could have taken advantage of us due to our desperate situation.

He patiently answered all of my questions and made sure I fully understood and was making informed decisions. When the seller pinned us with an extra cost that they should have paid for, George found a way to increase our Lender credit to make us whole. I would recommend George as he was ethical, professional, responsive, and patient with us as first time home buyers.” When George isn’t working, he’s staying active in the community through the Temecula Chamber of Commerce. He is also part of a group called Impact, which involves community members donating money every quarter to support local charities. During his free time, he’s spending it with family and loving on his new Granddaughter.

As he looks ahead, George wants to continue to improve and grow by always applying the golden rule…treat others the way you want to be treated. No matter what, he will never tire of the happiness he brings his clients.

“I love seeing the reaction from them when they close on the home of their dreams. It’s a great feeling to know I played a part in making this come true.”

For more information about George Markakis, please call 951-905-9161 or email theloanguy1@gmail.com 16

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 18

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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NHAN CAO When Nhan Cao considers his approach as a Loan Officer, a straightforward business philosophy comes to mind. “I put my clients at the top,” he says. “That’s how I work.”

In 2015, Nhan started out as a Loan Processor. However, he sensed that he had a unique talent for helping others. “I had a way with clients,” he says. “And I cared about supplying them with quality service.” Trusting that he was onto something special, Nhan decided to open his own shop in 2018.

Today, Nhan is a Manager and Loan Officer at Wonderate, where he has closed over 1,000 loans. He is particularly happy to provide an open door to easily overlooked clients—first time homebuyers, low income borrowers, and countless other unique cases. “Most of my clients were rejected by other brokers or banks,” he says. “So they come to me for their dream home.”

Nhan can assist such a diverse clientele by leaning on his specialized workflow. At the office, he supervises a team of three to provide around the clock service.

“We don’t work from 9 to 5,” he says, “we work from 9 to 9.” Nhan pushes himself to fight for his clients, often wearing many hats around his business. “I can do everything,” he says, “from marketing to management to processing and quality control.” All this tireless effort has paid off through the years, as Nhan has now worked with over 50 lenders and hundreds of loan programs to keep interest rates low for his clients.

Beyond his technical prowess, Nhan also strives to provide elite and attentive customer service. He stresses

clear channels of communication, inviting clients to text him at any time of the day. On top of that, Nhan never stops working for his clients—even after the deals are done. Not only does he maintain contact throughout the lifespan of a loan, but he also sends updates whenever the marketplace changes. “If the market drops,” he says, “I send my clients a recommendation.”

In this way, Nhan has accepted a responsibility to educate his clients on their best interests, ensuring that their loans are managed with compassion and transparency. “I’m a resource,” he says. “When my clients have questions about their mortgage, they can reach out to me.”

Outside of his career, Nhan plays an active role in his community. Most of all, he channels his passion for soccer by managing and playing in his own club. For a busy entrepreneur like Nhan, the comradery and vision of sports management is second nature.

Taking a glance at the future, Nhan has set his sights on a potential expansion in his business. He hopes to open a new branch in Southern California, where he can expand his attentive service across the state. Where did he get that idea? His former clients. “They told me to do it,” he says.

Until then, Nhan is more than happy to march forward, building relationships and assisting others with his trademark openness and responsibility. “I love helping my clients,” he says. “Reaching out to them. Talking to them. Fighting for them. When they’re happy, I’m happy.”

To learn more about Nhan Cao email nhan@wonderate.com, visit wonderate.com, or call 408-900-6789 www.

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MIKE PROCOPIO funded about $30,000,000 in loans for the Central Valley).

Mike Pro’s parents introduced him to the real estate business at a very young age.

“I grew up in a home in which my parents owned many rental properties,” he recalls.

Mike attributes most of his success to using standard business strategy practices to help foster business growth. Some of the blueprints to generating business include proper branding, being knowledgeable of the products your offering, leveraging the things your good at, casting a wide net to secure a sizable share of the market, and having good time management.

At the age of 21, he was working as a maintenance man cleaning banks when he found himself intrigued with the banking industry due to his analytic approach to problem solving. “It was inevitable that I was born to be a banker” he laughs.

In 2014, after 10 years of being a banker at other financial institutes, Mike decided to get into mortgage lending with BBVA USA in Modesto, California. He managed to leverage the market by creating scarcity in the industry, offering 0% down, no mortgage insurance portfolio financing for low-income and high-income jumbo borrowers. “This type of business strategy is known as “Blue Ocean”, meaning creating a landscape and offering a product that most competitors cannot offer,” he says.

He started generating business by leveraging the bank’s large footprint and customer base but now attributes most of his funding’s to real estate agent referral. “I think most people trust us because I’m very direct and use an informational based approach to help borrowers “he says. “I never want to lead someone on wasting their important time which includes all participants involved in the transaction. If someone doesn’t qualify for a loan we try to help them put a plan in place to work towards the proper steps needed to improve their chance of home loan eligibility in the future.

Through the hard work of many individuals, including about ten personal bankers that often lend a hand, and an amazing assistant named Duffy Donnelly, Mike has funded 100 units a year on average (in 2019, we

Most importantly, Mike loves his life in Modesto, which he shares with his wife, Christina, and two young children, Natalie and Valerie. “I want to be known for being a great mortgage banker but above all an even greater dad,” he notes. “I have been dedicated to helping people secure their dream home for more than 15 years and it’s important to always remember it’s not about making money it’s about helping others and being a good person. If you forget the importance and worth of people, then you’ll lose your passion.”

To give back to his community, Mike enjoys reading to under privileged youth in Stockton California where his wife works as an elementary school teacher. “It’s a lot of fun to get out of all the seriousness of finance sometimes and just enjoy a few laughs with the kids.” He says. When he’s not at work, he enjoys spending time exercising, going to music events with his spouse and spending time with his children.

Mike hopes to expand his business later on by leveraging some of the newer tools the bank has implemented in recent months, with a concentration on the importance of artificial intelligence and other tech that will help make the home buying process much quicker and easier.

For more about Michael Procopio (NMLS #715061) email michael.procopio@bbva.com, visit bbvausa.com/mortgages/mprocopio, or call (209) 534-3691 www.

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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 Top Agent Magazine

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 22

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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ANTHONY RAHIMI Down-to-earth, immensely likeable, and possessing a wealth of mortgage industry knowledge, Anthony Rahimi – Senior Loan Officer and Branch Manager at United Wholesale Lending in Roseville, California – has been providing his many grateful buyers with expert advice and service for more than fifteen years.

Working with clients located all over the Golden State, Anthony’s reputation as a trusted advocate and champion for his clients continues to grow on a daily basis.

Anthony began his career in the mortgage industry right out of college. “A few of my friends were working in the mortgage business, and that piqued my interest. I got my license, and initially worked for a few different companies before eventually joining up with United Wholesale Lending. I’ve worked consistently, without any gaps, for a decade and a half now, so I’ve worked in both up and down markets.”

Anthony is proud of his association with United Wholesale Lending, where he offers a full array of loan products to suit any client’s needs. “We’re very versatile,” he explains, “and we do every kind of loan from VA, FHA, Conventional, Jumbo and we even accommodate Non-QM loans. We pretty much do it all.” He also takes pride in the level of customer service that he and his staff – which includes two assistants and a processor on his personal team, and the other loan officers he oversees as Branch Manager – provide to their buyers and Realtor partners. This focus on exceptional service has translated into a business that is based more than two-thirds upon referrals and positive word of mouth, a true

testament to the hands-on, detailed, honest and dedicated approach Anthony takes with his customers.

“I think a lot of it has to do with the amount of accumulated knowledge I have of the mortgage business,” says Anthony, when asked how he manages to inspire such impressive loyalty and trust in a business that is so notoriously competitive. “It’s also because I always do my best for my clients; it’s as simple as that. People appreciate honesty, and they’ll share that with others which is how I’ve built my business.” Anthony also points to his willingness to continue staying abreast of industry changes, and his dedication to constantly improving through working with a mortgage industry coach.

When he’s not working – which is rare – Anthony enjoys nothing more than spending time with his wife and his two sons. “While I don’t get to spend as much time as I’d like with my family,” he says, “I have learned to separate business from family, so when I’m with them I put my phone down and enjoy being with them.” Anthony is also committed to philanthropy, and he has worked with the veteran’s charity Homes for Heroes, and others that provide toys for children at Christmas.

Looking to the future, Anthony’s plans are to continue expanding his outreach into the local community and finding new ways to give back, and to also keep building his already-thriving business. Above all, will be his continuing commitment to providing his clients with the very best mortgage industry service available.

For more information about Anthony Rahimi, please call 916-289-9940 or email Tony@UWLMortgage.com Top Agent Magazine

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