COLORADO MORTGAGE 2-10-20

COLORADO MORTGAGE EDITION

5 Reasons Why

EMOTIONAL FLUENCY : HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

TOP MORTGAGE LENDER

YOU NEED A MENTOR

How to Get the Biggest Recharge Out of Your Lunch Hour

RICHARD McCRACKEN

COVER STORY

Rebecca Davidson

COLORADO MORTGAGE EDITION

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REBECCA DAVIDSON

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RICHARD McCRACKEN

CONTENTS 4) 5 REASONS WHY YOU NEED A MENTOR 6) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

15) EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH 21) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 4

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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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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Rebecca Davidson

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Rebecca Davidson Rebecca Davidson at Gateway Mortgage Group in Englewood, Colorado, can boast that 100% of their loans closing and 100% of their business is based on referrals.

For Rebecca Davidson, working in the mortgage business runs in the family. “My mom was the first female loan officer in Jackson Hole, Wyoming in the 1970s,” Rebecca shares. “My first jobs were in this business.” It was only natural for her to choose the mortgage path 17 years ago 10 Copyright Top Agent Magazine

and she hasn’t regretted a second of it.

Today she works at Gateway Mortgage Group in Englewood, Colorado, with a licensed loan officer assistant/business partner named Juliana Harrison. Rebecca explains that she is extremely close with Juliana and can’t imagine working Top Agent Magazine

without her, “Juliana handles our business from intake all the way through closing and is also a second-generation mortgage lender. I am her children’s Godmother. We’re so reliant on each other, both professionally and personally, that we’re able to understand the relationships our clients have and understand that family is sometimes chosen.” Their strong bond has helped them flourish, with 100% of their loans closing and 100% of their business based on referrals.

JULIANA HARRISON Top Agent Magazine

“Most of our clients come from Realtors, past clients or social media,” she says. Clients do not hesitate to choose them because of their down-to-earth nature and ability to guide them through the process. “We understand that mortgage isn’t just about real 11 Copyright Top Agent Magazine

“We understand that mortgage isn’t just about real estate. Often the people we work with are going through a big life event, like a divorce or empty nesting, so we really cater to the whole person and the entire family system.” estate. Often the people we work with are going through a big life event, like a divorce or empty nesting, so we really cater to the whole person and the entire family system.” Rebecca’s background in hospice (and her innate nature) has caused her to have profound empathy for families. “In hospice, the philosophy is that the family is a system, and when you change one thing the whole system has to change. I brought that insight into my work in mortgages, knowing that whenever a large financial change occurs in a family, we have to consider how that will impact their long term goals. We look at the mortgage as a tool to use for the solution we’re trying to create.”

Rebecca and Juliana want what is best for their clients and will educate them on how to attain the ideal position to buy and how to build wealth through real estate.

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Afterward, clients leave glowing reviews about their time together. One recently said, “Rebecca and her team helped us purchase a new home in Colorado Springs with ultimate professionalism and superior spirit, all the while, being patient with our questions. They provided calm and clearheaded guidance all the way to closing. She Top Agent Magazine

and her staff were genuine and had a terrific sense of humor which kept tension out of the picture. Documents were completed as promised and thoroughly explained. She also provided 4 estimated scenarios for different loan types that she could change depending on our needs. They also always returned messages promptly.�

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Looking towards the future, Rebecca is excited to implement her annual marketing plan that is focused on educating consumers.

And no matter what happens, she will love every minute of her work. “I love the intricacy of our relationships and the entire process.�

For more information about

REBECCA DAVIDSON, visti gatewayloan.com/loan_officers/rebecca-davidson www.

call 720-295-8601, or email rebecca.davidson@gatewayloan.com

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 18

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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RICHARD MCCRACKEN Top Agent Magazine

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RICHARD McCRACKEN Richard McCracken takes his job personally - in a good way. “I build relationships with my borrowers and they become friends,” he says. “When a loan goes badly for them, it goes badly for me. It doesn’t help my stress level, but I wouldn’t want it any other way - I love my borrowers.”

With 18 years in the mortgage industry, Richard has had the chance to get to know many borrowers, and help them as they achieve their dream of home ownership. Operating out of Grand Junction, Colorado, Richard boasts a stunning 95% return and referral rate.

His secret is that he does right by his clients.

“I believe that if I treat buyers right, if I do what’s right for them, they’ll refer friends and family to me,” he says. “And if I treat them wrong, they’ll let people know that too. My philosophy is to always be more concerned about what’s right for them rather than what’s right for me. People can feel I’m not just there to make a dollar off them, and I love going around town and running into people who I’ve done loans with and catching up with them.”

At Mortgage Solutions Financial Richard offers the standard loans but specializes in government loans.

“We have no overlays on our VA loans because our founder is a veteran,” he says. “And we have few, if any overlays on any of our other products. We don’t have an overlay for a minimum credit score, debt to income, or anything like that.”

Richard believes in going the extra mile for clients. Early in his career he met a couple who had been turned down for a loan at a bank because they had a credit consolidation loan in their history. “The loan officer turned them down and told them they should have taken a bankruptcy instead,” Richard recalls. “They were crushed. But I took them, and I worked hard, and I closed a loan for them. And at closing the wife stood up crying and said, ‘We had given up on ever owning a home. You made this possible.’ Just to get that hug from her - that’s why I do what I do.”

When he’s not working Richard and his family love to get outdoors, whether it be camping, fishing or riding side-by-side UTV. They also enjoy traveling. “We’ve done a fair amount of traveling this year!” Richard says.

But his real passion is helping people achieve dreams.

He’s begun a series of Facebook videos where he expounds on the virtues of home ownership and answers the most commonly asked questions. This year Richard is looking to take that series into the community, sitting down with local folks to get their perspectives and hear about their real estate concerns.

“I love having people come by my office so I can explain to them the process of buying a home,” Richard says. “So many people are scared, they don’t know what the process entails. I love sitting down with them and helping them relax and realize, ‘Hey, this guy’s got it. We’re going to be okay.’”

To find out more about Richard McCracken, visit his website at mortgagesolutions.net/loan_officer/richard-mccracken, call (970) 433-8670 or email him at Richard.McCracken@mortgagesolutions.net https://

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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