FLORIDA MORTGAGE 2-8-21

FLORIDA MORTGAGE EDITION

6

THINGS ALL SUCCESSFUL NEGOTIATORS DO

How to Get the Biggest Recharge Out of Your Lunch Hour Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

COVER STORY

KENDRA DRODDY TOP MORTGAGE LENDERS

EMMANUEL R. FAJARDO GALINDA FLEMING

FLORIDA MORTGAGE EDITION

GALINDA FLEMING EMMANUEL R. FAJARDO

nearly three decades of experience Fajardo has been in theWith mort9 belt, Loan Originator Galinda 17 under her for twenty-one years, aFleming career– of MIDFLORIDA Credit Union – is a He deeply knowledgeable, hardworking e with from a young age. financial advocate for her many grateful nking, working his way up clients. Galinda’s commitment to providing ller. At a career crossroads, exceptional customer service, along with nagers introduced himhertodirect, the honest and friendly approach, have translated into her stellar reputation as e’re still professional partners a trusted mortgage professional who consistently goes above and beyond in her efforts Emmanuel says.KENDRA “RightDRODDY away, EMMANUEL R. FAJARDO ound what I would do toforhelp theher clients achieve the American Dream of Homeownership. e.”

to bewhen treated,” most important yo 21 thing how she manage When I take an application, sive trust andit l

just a number t have lives and To keep in touch with his refe I always remin Emmanuel utilizes whendatabase I was trai little extra time in addition to a personal touc “be present in th referral partners atanleast a orderonce taker. M family to me. touch base,” Emmanuel says.

GALINDA FLEMING

help keep me ‘top of mind,’ “I love people That makes a big difference.”

Galinda, when asked what she

Galinda began her highly successful career in 1992. “I mortgage professional. “I enj CONTENTS was going through a divorce, about to be a single mom but first time homebuyers purc ch Manager at Cornerstone First in the What Emmanuel likes most is his ability to with two small children,” she recalls. “I didn’t know excitement they feel and joy 4) PRODUCTIVITY KILLERS: 18) BUSINESS GROWTH Fort Lauderdale areas, hasbut a friend “The dream of home ownership isathe whatEmmanuel I was going to do, knew of someone dream of owning newAme home 4 WAYS TOover.

MAKE BETTER USEManager HACK: YOUR who needed an mortgage company. purchase yet, but I work with roducer many times With a Office team of for he asays.

“IABSORB am especially passionate about OF YOUR WORKING CLIENTS’ STRESS! me later they can own their ho From thereHOURS she learned to process, and in 1997 obtained nuel offers the full gamut of home loans. time home buyers. her Mortgage Broker license.” Since then, Galinda has For many of my clie 6) for HOW TO GET THE worked atall aBIGGEST number mortgage companies, each posiWhen she’s nottoworking, s of options people with kindsof of the first inTHE their family own aGah 22) 9person THINGS BEST tion adding to her extensive knowledge of the industry, thropic-focused, and likes to OUTare OF YOUR LEADERS NEVER SAY anuel says.RECHARGE “Our clients diverse.

We Spanish, and I work with many folks from L was nicknamed “The Mortgage Woman,” by one of the wherever she can. Galinda, o LUNCH HOUR me buyers to savvy investors, overseas their stories are inspiring, how theyher ar Real Estate Offices.

At one of and the mortgage companies mortgage world to devote she traveled the U.S. and trained Managers/ Ministries, a for campus-based 15) 6 THINGS ALL SUCCESSFUL high-end clients with complex financials. big Account step and setting an example their ki Loan Officers in Sales and Motivational Training for over educational and vocational a NEGOTIATORS DO 3 years. Galinda also owned her own company before in need of help and guidanc deciding she enjoyed being a loan officer much more. her ownindifficult Emmanuel participates the childhood Homest ment and inspiration the Initiative, which provides teachers,to fire of his business coming from referrals, Galinda is justifiably proud of her association with spending time with her famil Phone 310-734-1440 | Fax 310-734-1440 other public servants with financial assist kes pride in the stellar reputation he has built MIDFLORIDA Credit Union, where she functions grandson, Ian. primarily Mortgage Originator, mag@topagentmagazine.com | Outside www.topagentmagazine.com in theLoan form of a free appraisal or money nts and his realtor partners.

“It asis an amazing working with homeowners, home buyers, Realtors and Looking to the future, Gali No portion of this issue may“I be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent closing costs.

In his free time, Emmanuel l fer me,” Emmanuel says. closed with one in a wideGA,swath of Theprecautions SunshineareState. provide her many previous a Magazine is published byBuilders Feature Publications Inc. Although taken to ensure the accuracy of published Agent Magazine cannot be held responsible for opinions or facts by its authors. theexpressed country insupplied his RV. “I do haveservice a home of year, andmaterials, I justTopworked with her daughter. line customer that has To subscribe or change address, send inquiry to mag@topagentmagazine.com. can currently boast thathe thesays. lion’s “When share of her her name. you’re a Top Producer, th ry with soPublished many ofU.S.my Galinda clients.” in the business is based upon repeat clients and referrals, a that youshecan sure indicator of the exceptionalmuch customer service is get Heraway.” last comments: Be Kind a providing them.business “I treat my clients the way I would like a Life! el, trust is at the center of his

2 ’s a trust factor when realtors refer me to ” Emmanuel says, “and I don’t take that

For those searching Top forAgenta Magazine mortgage Emmanuel advises finding a person you

For more information about Galinda Fleming,

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

Top Agent Magazine

3

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

4

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

Top Agent Magazine

Top Agent Magazine

celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

Top Agent Magazine

5

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.

Top Agent Magazine ®

Top Agent Magazine

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.

Top Agent Magazine

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.

Top Agent Magazine ®

7

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.

8

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.

Top Agent Magazine ®

Top Agent Magazine

KENDRA DRODDY

Top Agent Magazine

9

KENDRA DRODDY Kendra Droddy is a loan originator with Florida Home Loans in West Palm Beach, offering every kind of loan for her clientele.

“If there’s a loan my client needs that we don’t immediately offer, I will go out and find a lender who does.”

Kendra Droddy always thought she would pursue a career in criminal justice and even attended police academy. “While I was still in the academy, I travelled to Florida, fell in love with the state, and moved there,” 10Copyright Top Agent Magazine

she recalls. “I met a friend in the gym who was a mortgage broker. As we continued to workout together, she thought I’d be great in the mortgage industry and offered to train me. Never did I think I would go in that Top Agent Magazine

direction, but I’m so glad I did.” That was five years ago, and she’s never looked back.

Kendra went on to close 10 deals a month and decided to go out on her own. She is currently a loan originator with Florida Home Loans in West Palm Beach. Kendra offers every kind of loan for her clientele.

“If there’s a loan my client needs that we don’t immediately offer, I will go out and Top Agent Magazine

find a lender who does,” she exclaims. At this point in her career, Kendra says most of her business is referral-based. “I offer two things: heart and consistency,” she says. “I truly care about my clients and will go the extra mile to get them to their real estate goals. I’m also consistent when it comes to being available. For example, I will answer my phone until 9 o’clock at night if they need me.”

Copyright Top Agent Magazine11

“It’s especially rewarding to see those clients who never thought they could get a loan close on a transaction,” Kendra asserts.

“I’ll spend months with clients to get them in good credit and financial shape to see them through to that end goal, and they are always appreciative.”

It’s not surprising that Kendra receives stellar reviews for her esteemed work ethic. One client recently wrote: “Kendra Droddy is fantastic to work with. Not only did she guide us through the daunting task of getting a “Clear To Close,” she explained all of the steps as we were waiting for the CTC confirmation. Kendra was a pleasure to deal with and professional on all fronts. I highly recommend Kendra and will be going back to her for future home refinance and/or purchases.

Kendra believes in adding a personal touch when reaching out to her clients. “Every week, I set aside an hour to make calls via my database,” she says. “I just check in with them to see if they have any questions or need anything from me.” She also likes to 12Copyright Top Agent Magazine

Top Agent Magazine

send out fun and/or informative text messages to her referral agents.

What Kendra loves most about her work are the end results. “It’s especially rewarding to see those clients who never thought they could get a loan close on a transaction,” she Top Agent Magazine

asserts. “I’ll spend months, sometimes years, with clients to get them in good credit and financial shape to see them through to that end goal, and they are always appreciative.”

To give back to the community, Kendra asks her clients if they have a particular charity Copyright Top Agent Magazine13

to which they would like her to donate a part of her commission. “This is an extra incentive to show people where some of my commission goes, and it’s to a good cause,” she explains.

As part of Kendra’s five-year plan, she hopes to start her own charity helping stray dogs. “I’m a huge dog lover, and we’ve taken in quite a few strays to re-home over the years,” she says. “I’d love to be able to do more for them.”

To learn more about Kendra Droddy, call (661) 333-5579, email Kendra@FloridaHL.com, or visit floridahomeloans.mortgage https://

http://www.justingrable.com

14Copyright Top Agent Magazine

Top Agent Magazine

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

Top Agent Magazine

15

have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

16

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

Top Agent Magazine

Top Agent Magazine

EMMANUEL R. FAJARDO Emmanuel R. Fajardo has been in the mortgage industry for twenty-one years, a career he fell in love with from a young age. He started in banking, working his way up from bank teller. At a career crossroads, one of his managers introduced him to the business. “We’re still professional partners to this day,” Emmanuel says. “Right away, I knew I had found what I would do for the rest of my life.”

Now a Branch Manager at Cornerstone First in the Miami and Fort Lauderdale areas, Emmanuel has been a Top Producer many times over. With a team of seven, Emmanuel offers the full gamut of home loans.

“We have lots of options for people with all kinds of credit,” Emmanuel says. “Our clients are diverse. We serve first-time buyers to savvy investors, overseas borrowers to high-end clients with complex financials.

We do it all!”

With 100% of his business coming from referrals, Emmanuel takes pride in the stellar reputation he has built with both clients and his realtor partners. “It is amazing how people refer me,” Emmanuel says. “I closed with one customer last year, and I just worked with her daughter.

That is the story with so many of my clients.”

For Emmanuel, trust is at the center of his business ethos. “There’s a trust factor when realtors refer me to other realtors,” Emmanuel says, “and I don’t take that for granted. Trust is the most important thing.” Tenacious and dedicated, Emmanuel’s closing rate is impressively high. “I don’t give up,” Emmanuel says. “I am very persistent, and I stand by my word. I believe that is the

most important thing when you do business.

When I take an application, it will close.”

To keep in touch with his referral partners, Emmanuel utilizes database technology, in addition to a personal touch. “I call my referral partners at least once a week, just to touch base,” Emmanuel says. “Those calls help keep me ‘top of mind,’ as they say.

That makes a big difference.”

What Emmanuel likes most is his ability to help people.

“The dream of home ownership is the American dream,” he says. “I am especially passionate about helping firsttime home buyers. For many of my clients, they are the first person in their family to own a home. I speak Spanish, and I work with many folks from Latin America, and their stories are inspiring, how they are making this big step and setting an example for their kids.”

Emmanuel participates in the Homes for Heroes Initiative, which provides teachers, firefighters, and other public servants with financial assistance, whether in the form of a free appraisal or money towards their closing costs. In his free time, Emmanuel loves to travel the country in his RV. “I do have a home office in there,” he says. “When you’re a Top Producer, there is only so much that you can get away.”

For those searching for a mortgage professional, Emmanuel advises finding a person you trust. “Find someone who will be there for you through the entire process,” Emmanuel says. “That is the most important thing. Someone who will guide you through every part of it, and stand by your side.”

To find out more about Emmanuel R. Fajardo, NMLS# 890310, call 954-770-0626, email efajardo@cfmtg.com, or visit themortgagespecialist.net www.

2021 Cornerstone First Mortgage, All Rights Reserved. NMLS ID #173855. Equal Opportunity Lender.

2730 SW 3rd Ave Ste 306 Miami, FL 33129

©

Top Agent Magazine

Copyright Top Agent Magazine 17

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

18

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

Top Agent Magazine

Top Agent Magazine

your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

Top Agent Magazine

19

sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 20

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

Top Agent Magazine

Top Agent Magazine

GALINDA FLEMING With nearly three decades of experience under her belt, Loan Originator Galinda Fleming – of MIDFLORIDA Credit Union – is a deeply knowledgeable, hardworking financial advocate for her many grateful clients. Galinda’s commitment to providing exceptional customer service, along with her direct, honest and friendly approach, have translated into her stellar reputation as a trusted mortgage professional who consistently goes above and beyond in her efforts to help her clients achieve the American Dream of Homeownership.

Galinda began her highly successful career in 1992. “I was going through a divorce, about to be a single mom with two small children,” she recalls. “I didn’t know what I was going to do, but a friend knew of someone who needed an Office Manager for a mortgage company.

From there she learned to process, and in 1997 obtained her Mortgage Broker license.” Since then, Galinda has worked at a number of mortgage companies, each position adding to her extensive knowledge of the industry, was nicknamed “The Mortgage Woman,” by one of the Real Estate Offices. At one of the mortgage companies she traveled the U.S. and trained Account Managers/ Loan Officers in Sales and Motivational Training for over 3 years. Galinda also owned her own company before deciding she enjoyed being a loan officer much more.

Galinda is justifiably proud of her association with MIDFLORIDA Credit Union, where she functions primarily as an Outside Mortgage Loan Originator, working with homeowners, home buyers, Realtors and Builders in a wide swath of The Sunshine State.

Galinda can currently boast that the lion’s share of her business is based upon repeat clients and referrals, a sure indicator of the exceptional customer service she is providing them. “I treat my clients the way I would like

to be treated,” she explains, when asked how she manages to engender such impressive trust and loyalty. “My clients aren’t just a number to me, they’re people who have lives and feelings. That’s something I always reminded other Loan Officers when I was training them. I try to take a little extra time to learn about my clients “be present in the conversation” not be just an order taker. Many of them become like family to me.

“I love people and helping them,” says Galinda, when asked what she enjoys most about job as a mortgage professional. “I enjoy working with all clients but first time homebuyers purchasing their first home, the excitement they feel and joy I feel being a part of their dream of owning a new home. Some may not be able to purchase yet, but I work with them and if they work with me later they can own their home. Nothing beats that.”

When she’s not working, Galinda is incredibly philanthropic-focused, and likes to volunteer whenever and wherever she can. Galinda, once took a break from the mortgage world to devote herself full time to Lighthouse Ministries, a campus-based organization that offers educational and vocational assistance to the homeless in need of help and guidance, using experiences from her own difficult childhood to help provide encouragement and inspiration to the residents. She also enjoys spending time with her family, which includes her new grandson, Ian. Looking to the future, Galinda plans to continue to provide her many previous and new clients top-of-theline customer service that has become synonymous with her name.

Her last comments: Be Kind and Smile, You Could Save a Life!

For more information about Galinda Fleming, please call 863-944-0347 or email Galinda.Fleming@midflorida.com Top Agent Magazine

21 Copyright Top Agent Magazine

9

Things the Best Leaders Never Say

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

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

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

22

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

1

I’M THE BOSS

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

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

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

Top Agent Magazine

Top Agent Magazine

2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

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

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

Top Agent Magazine

THAT’S NOT THE WAY WE DO IT HERE

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

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

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

8

DON’T BRING ME BAD NEWS

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

9

YOU JUST DON’T GET IT.

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

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

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine