COLORADO MORTGAGE 12-6-21

COLORADO MORTGAGE EDITION

7 SIMPLE TIPS

That are Proven to Help You Stay Ahead of the Competition

KILLING CLIENTS WITH

KINDNESS AND VALUE Every Player is Valuable:

How to Boost Your Team’s Morale COVER STORY

KARI ABT

TOP MORTGAGE LENDER

RONALD YOUNG

COLORADO MORTGAGE EDITION

RONALD YOUNG

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A longtime resident of Colorado Springs, For his outgoing appro Ronald Young has been helping9 clients 17 earned a fantastic reput realize the American Dream of homeownColorado with clients, Re ership for more than 20 years. He got his gage professionals alike, his strong rate of repeat start on the lending side of the mortgage industry, where he applied his penchant rals, as well as his outst for finance to learn the business from the reviews. “Throughout my been a people-first pers ground up. Later, he was inspired to switch tracks and become a Broker, leveraging all about the client exp people feel that Wow Fa his strong foundations in mortgages to transaction. For many, help clients make strong decisions on their KARI ABT RONALD YOUNG financial future. Today, Ronald is a Senior scary to work with loans, it as fun and inviting as possible.”

Loan Officer with Contour Mortgage, where he assists clients throughout Colorado. There, he has cultivated a hands-on process around open communication, Outside his career, Ronald is deeply CONTENTS community. As a volunteer for the M integrity, and enthusiasm, providing both the insight he provides mentorship and compassion to IS meet the demands of any transaction.

15) 7 SIMPLE TIPS THAT ARE and assistan 4) EVERY PLAYER encouraging PROVEN TOhometown, HELP YOU STAY them to liv VALUABLE: HOW TO BOOST a decorated baseball When servingMORALE his clients, Ronald offers a AHEAD variety of OF lives.

THE Formerly COMPETITION YOUR TEAM’S loan packages. Familiar in Conventional, VA, and active with youth sports around C specialty he UP is there for his clients throughout When he’s not with clients or givin 18) HOW TO OVERCOME 6) HOW TOloans, SPEED the process, personalizing his approach to their dis- traveling, attending the occasion YOUR WORKPLACE FEARS FIRST-TIME HOMEBUYER tinct needs. More than anything, though, he enjoys match, spending quality time with h TRANSACTIONS teaching new investors how to cultivate lasting wealth ing all that Colorado Springs has to o 20) KILLING CLIENTS through real estate. “Patience is key in this business,” WITH KINDNESS AND VALUE he says. “I’m always available to my clients for any Going forward, Ronald also has stro questions they might have. Most of all, I want to the future of his business. Looking give them the understanding and attention needed to in the coming year, he has set a perso navigate this process.” a structure of regional and nation Phone 310-734-1440 | Fax 310-734-1440 generating over 700 loans for his C Elsewhere, Ronald is just as helpful when collaborat- Branch over the next fourteen mon mag@topagentmagazine.com | www.topagentmagazine.com it ofall, remains focused on what with estate professionals.

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“When I’m approaching a transactio Publishedagents, in the U.S. guiding them through the nuances of lead me; it’s about the clients. After all, w convergence and showing them how to strengthen of the largest purcha their business while raising the standard for integrity ple through one Top Agent Magazine throughout his region. and it’s our job to make it as stress-f

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 4

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 6

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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KARI ABT Top Agent Magazine

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Kari Abt is the branch manager and senior mortgage consultant at Summit Funding in Greenwood Village, Colorado.

It was through her work in the real estate industry that Kari Abt found she had a talent for mortgages. “I was an REO agent assisting banks in selling their foreclosed homes during the market crash,” Kari says. “One of my bosses at the bank noticed that I knew a lot more about mortgages than many of the top producing mortgage bankers did, and he encouraged me to join them on their finance team.” Although Kari thought the idea was crazy at the time, as she loved working in real estate, she decided to go with it. “I believe that when an opportunity presents itself, it’s a sign from God that He has a bigger plan than I have.”

Almost immediately after she started, she fell in love with it and knew she found her true calling. “It was a match made in Heaven,” she explains. Today, Kari is a branch manager and senior mortgage consultant at Summit Funding in Greenwood Village, Colorado.

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With eight members on her team, Kari consistently exceeds expectations and goes above and beyond to get her clients towards their goals. Summit Funding is able to offer a wide variety of loans, traditional FHA to Top Agent Magazine

conventional, to Jumbo and non-QM products. This allows Kari and her team to think of creative ways to close. Her vast experience in the field has led to her becoming an educator for the state of Colorado’s first Copyright Top Agent Magazine11

With her business entirely referral-based, it’s clear those who choose Kari and her team are blown away by her service and intelligence. “We have some of the highest ratings out there,” she says.

time homebuyer and down payment assistance programs. “I also do continuing ed for financial advisors and real estate agents,” Kari says.

With her business entirely referral-based, it’s clear those who choose Kari and her team are blown away by her service and intelligence. “We have some of the highest ratings out there,” she explains. “We have done a really good job serving our clients at the highest level, and that has made people excited to refer us.” From the beginning of the transaction to the end, Kari tends to her clients’ every need and ensures the process is going as smoothly as possible. “We have a real grasp of connecting with people and presenting them with 12Copyright Top Agent Magazine

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the highest return on their investment for both time and money.”

At each step, Kari’s clients feel heard and supported. One recently said, “Everything Top Agent Magazine

from our first interaction with Kari to sitting at the closing table was smooth. The home buying process can be daunting, especially for first time home buyers. Kari and her team specialize in making you feel comfortable Copyright Top Agent Magazine13

and prepared. Kari has deep connections in the community and was well respected by the sellers agents that we were working with. Our home buying experience was perfect thanks to Kari. I will only ever go to Summit funding and Kari for my financing needs.”

Kari’s future looks bright, as she wants to continue growing and learning. “My plan is to bring others into the industry. I want to give them the opportunity to love this industry as much as I do, and to provide them the tools and knowledge to succeed.”

For more information about Kari Abt, please call 303-489-1205 or email kari.abt@summitfunding.net

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

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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RONALD YOUNG A longtime resident of Colorado Springs, Ronald Young has been helping clients realize the American Dream of homeownership for more than 20 years. He got his start on the lending side of the mortgage industry, where he applied his penchant for finance to learn the business from the ground up. Later, he was inspired to switch tracks and become a Broker, leveraging his strong foundations in mortgages to help clients make strong decisions on their financial future. Today, Ronald is a Senior Loan Officer with Contour Mortgage, where he assists clients throughout Colorado. There, he has cultivated a hands-on process around open communication, integrity, and enthusiasm, providing both the insight and compassion to meet the demands of any transaction.

When serving his clients, Ronald offers a variety of loan packages. Familiar in Conventional, VA, and specialty loans, he is there for his clients throughout the process, personalizing his approach to their distinct needs. More than anything, though, he enjoys teaching new investors how to cultivate lasting wealth through real estate. “Patience is key in this business,” he says. “I’m always available to my clients for any questions they might have. Most of all, I want to give them the understanding and attention needed to navigate this process.”

Elsewhere, Ronald is just as helpful when collaborating with real estate professionals. Having previously worked with a premier real estate listing website, he is a longstanding educational resource to up-and-coming agents, guiding them through the nuances of lead convergence and showing them how to strengthen their business while raising the standard for integrity throughout his region.

For his outgoing approach, Ronald has earned a fantastic reputation throughout Colorado with clients, Realtors®, and mortgage professionals alike, as evidenced by his strong rate of repeat clients and referrals, as well as his outstanding Facebook reviews. “Throughout my life, I’ve always been a people-first person. As such, I’m all about the client experience—making people feel that Wow Factor during their transaction. For many, it can be a little scary to work with loans, but I like to make it as fun and inviting as possible.”

Outside his career, Ronald is deeply involved with his community. As a volunteer for the ManKind Project, he provides mentorship and assistance to men in his hometown, encouraging them to live more authentic lives. Formerly a decorated baseball player, he is also active with youth sports around Colorado Springs.

When he’s not with clients or giving back, he enjoys traveling, attending the occasional WrestleMania match, spending quality time with his wife, or enjoying all that Colorado Springs has to offer.

Going forward, Ronald also has strong ambitions for the future of his business. Looking to build his team in the coming year, he has set a personal goal to create a structure of regional and national events while generating over 700 loans for his Contour Mortgage Branch over the next fourteen months. But through it all, he remains focused on what matters most: the people. “You can teach anybody how to do loans, but you can’t teach how to build relationships,” he says.

“When I’m approaching a transaction, it’s never about me; it’s about the clients. After all, we’re helping people through one of the largest purchases of their lives, and it’s our job to make it as stress-free as possible.”

To learn more about Ronald Young, email ryoung@contourmtg.com, visit contourmortgage.com or call 719-300-1248. www.

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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.

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ASSESS THE FEELINGS BEHIND THE FEAR

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 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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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, 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 18

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, 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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Killing Clients with Kindness and Value

By Walter Sanford

Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean.

Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button!

How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response.

Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested.

I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it.

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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet.

We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you.

You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens.

I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate.

Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this?

Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: Top Agent Magazine

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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs.

Then we develop a customized program to meet and exceed that goal.

We would love to help you in accomplishing your real estate needs.

2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option.

3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship.

4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount.

B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity.

C. We have a low litigation rate as compared to national standards.

D. We can market your home a little over retail due to our marketing.

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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new.

5. Our agreements are 6 months, but that is not what sells properties.

Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you.

6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month.

I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision?

Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win.

It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy.

In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you.

Do more lead generation so you won’t have to work so hard on leads like these.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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