NATIONWIDE & INTERNATIONAL MORTGAGE 3-8-21

NATIONWIDE & INTERNATIONAL MORTGAGE EDITION

If it’s Good for the Soul, it’s Good for the Business Business Growth Hack: Absorb Your Clients’ Stress!

TOP MORTGAGE LENDERS

JESSICA FRITTS MAYA LUTSO MICHAEL MARTIN JAMES MATARAZZO JILL SHELDON MIKE SMALLEY JON TINKER TAD WENTZELL MARIA WILLGING KENNEDY

COVER STORY

EVA MTAZA

When not working, Eva enjoys cooking and knowledge base to folks looking to buy their enjoys big, multi-day culinary projects to put home, to others who may be refinancing or NATIONWIDE & INTERNATIONAL MORTGAGE EDITION her skills to the test. An avid reader, she devours purchasing a second home. As 2021 unfolds books as a book club member. Knitting is also restrictions placed in 2020 on home-loan a passion. grams due to the pandemic, Eva feels “the a huge opportunity to help people as we m Eva sees 2021 as an opportunity to grow her busi- MICHAEL away fromMARTIN the impacts of COVID-19 and JAMEStoMATARAZZO JESSICA FRITTS LUTSO themselves positioned ness and provide excellent service MAYA and a broad invest in the future

Michael Martin, aI market thirddirectly generarepeat ofbusi Jessica Fritts began Maya her mortgage toward thegoing public“I solike that the “I really like to every single one of that thisgoing wo challenge busi- to get Outside Lutsolending – of Canadian Imperial career 19 years ago, while studying they can pickmy their lender first, andsays thenJames I 7 15 16 19 20 local closings,” Matarazzo, man.

He has tion native of Atlanta, Georgia, is that simple.”

With this ness brings,” says Maya, when Bank of Commerce (CIBC) in finance and economics at the University have the opportunity to either a new describing his meet favorite of working a seasoned senior loan officer for aimsthree to girls, serveand c askedpart what she enjoys most naturally about Calgary, Alberta – is a dedicated of Portland. Jessica made an impression agent or referasouta toMortgage one of my Loan agents.”

Advisor with First both James an Northpointe Bank. With an impresway he’d likeing business to what she powered does forbya living. “Every professional who works early on and went to mortgage work with a mortgage Trust Mortgage Corporation, part in va broker who she sayshard “was impressed Jessica stays Hamilton inintouch her referral partsituation is unique.

I love seeing the to help with her clients sive 43achieve years of experience thewith for him.

Home Loans. “After signing the coached for ov everything I had already ners and more borrowers in a few different ways,them aand joyof on my clients’ theiraccomplished dream of ashome ownership. business, Mike has helped than final documents, I’dexcitement hand bottle devoting time a young person, andHaving made mebuilt an offer.” sending out an economic report atfaces the be-when they get into their new her considerable and achieve champagne and a congratulations balloon.

He looks forwa 6,000 customers the dream Mike has fostered man The rest is history, and Jessica has been ginning of every year, as well as reaching To help a first-time homebuyer utilizing a ment once home, and the happiness that I’ve continually growing business on served as loan anniversaries worth of referrals fromresr serving clients in and around Portland for of homeownership.outHe to clients on their down payment assistance program, an FHA Currently, helped bring to them.

I love being and lift. a rock-solid foundation of honalmost two decades, helping them achieve president of the Mortgage and birthdays.

She also sends each client a Broker agents remarked t EVA MTAZA JESSICA FRITTS MAYA LUTSO MICHAEL MARTIN JAMES MATARAZZO or conventional borrower buying up or to support his f able and thoughtful integrity,MIKE Maya has trulywas awarded their financial goalsesty through closing gift, often a plant to brighten theirto work with my clients to SMALLEY Association, the title he provides financing f down, helping a Veteran obtain home, dented times. “ planning strategy. new home after theyor move in. Through get them to aa point earned reputation as a JonandTinker cameherofstellar age in the finance the years,where Jon they hasgetearned a

Find out more at cardinalfinancial.com.

Connect with Eva via phone: (206) 806‑7717 or email: eva.mtaza@cardinalfinancial.com JON TINKERTAD WENTZELL MARIA WILLGING KENNEDY www.

JILL SHELDON

Home of Access Financial has changed the says.

“And we’re consci Maria Willging Kennedy started in the me. That and help Georgia Mortgage Broker of the children of very pervious clp what makes all worthwhile smile “I’m keeping everybody they have friend and trusted hMost townpeople areCopyright someone tothat’s sayadvisor yes, I want to it work with for a to looking for good approved mortgage.” trustedboth mortgage advisor who con-a24 Top Agent Magazine 23 27 28 31 industry, with his parents serving tremendous reputation for his integrity as mortgage business with the desire to their goa on their face.

That’s what drives me every day.” game in the Tampa mortgage industry, body who works at our comp Year, and has consistently earned communicating the in you,” he says. dvice that they can trust,” says Mike A Senior Loan Officer with Guild Mortgage, Jessica is As a proud Portlander, Jessica loves to be involved raised for years to come.” sistentlyCalifornia goes abovetitle and beyond When asked he has any the Southern business. originator, with theour nearethical entirety of hisif and make of aShedifference in people’s lives and I’m basedin in Portland, Oregon and is licensed in Oregon, in herinjection community. is highly active in an the Junior Smalley, Regional Vice President at providing a crucial youth and standards.

For the prestigious Mortgage Bankers relevant to each client’s reneurfor her clients.

When she’s not working, Maya When it comes to the mortgage industry, James has done James doesn’t hesitate.

“Y Washington, and California.

“I work with a Transaction League of Portland, a nonprofit organization of More than that, though, Mike genuinely Waterstone Mortgage in Florida.

“I help them accomplish their financial make sur his dad sadly passed volume coming fromwe’ve referrals.

Held in ButtoAward. for Jill, thefound client relationship a smallWhen he was nineteen, innovation the business.

But for CEO built a tremendous amo Gold He his way avoids overwhelming b it all.

“I’ve led an interesting career in my thirty-three says.

“I’ve been married enjoys nothing more than spending Coordinator, Sallyin Foster, who isand currently moving “women building better communities,” dedicated likes to help his borrowers.

“Sometimes lways put myself their shoes ® goals.

Now, with 16 years of experience care abo implies more than the securing of a ational , he also away, and his mom moved up to Seattle to equally high esteem by Realtors mortgage in 1977, and keeps his pers Tad Wentzell, helping clients and delivmunication into ourservice systems.” years in against this he says.

“I’ve been a loan offisix beautiful children.

You intogive a loan management position so thatjourney weinto can the hire to ending the cycle of violence women and people don’t make good financial ry to recommendations for prodtime withbusiness,” her family, which includes her four chilMaya began her in the world ofindustry mortgages in the industry, she assists clients in find-retail to professional care abo loan, as she places a she unique emphasis d from more people her onto team,” Jessica says.

“We are also children.

When is not working or giving back, sports a nationwide network. start own company while Jon stayed cer, a sales manager, I’ve gone from wholesale, times to find the good timea having decided to switch from the Mike insists on being decisions for themselves.

They’re not ucts, programs, andour interest rates that ering expert service has been elemental to in 2014. “I always wanted to work in financial dren who keep her very busy. She and her husband ing the best loan product for their needs, get the bu on creating an open and caring atmothwould herback completely set up to do everything remote.”

Jessica enjoys spending time in the mountains and at back to retail and been in upper management where I industry.

There’s tons of thinking clearly because it’s emotional,” take advantage of in their sitsomewhat steady paced world of retail banking to to his clients: offering his personal cel he in hasgiving strong roots not only in to attend college. after leaving aremeditation, also veryMoreover, much invested back to their services,” she recalls.

“When I started my After career Tad remains in contact with hisSoon unmatched work ethic. finishing the ocean, practicing yoga andof traveling, managed both sales andof operations for very large instithing in real estate. You sphere both among the members her nto theThis job is being honest and he says.

“Every client is different.

I like uation. while providing an elite level customer the dynamic business ofthat mortgage financing. and returning calls,are and not utili jus and do so through a variety ofafter ways,deals in the mortgage industry, loved factsupporting I tutions.” her company, his mom become athe and Washington, but always also throughout Idaho, as hisin would studies ofI and finance at The University well done, The of Jessica’s experience the mortgage gardening thecommunity, local arts community.

This wide range of experience means that he You’re going to Outside have chall getting to see thededication excitement on their taying trustworthy.

That’s the most team in their enthralling office, ay, shedepth service.

Maria’s to her clients emails.

This approach reveals what he particularly through their church.

Maya’s plans could really help people.

For those new to the city JON TINKER lending industry sets SHELDON herreal apart.

“I South worked as anSMALLEY JILL MIKE WENTZELL MARIA WILLGING wife was born in brings Hailey. top producing estate agent in the reknows thea industry inside and out, and he thatsystem push with through, trueen to point hisstay staff to of Florida in 2008, accepted face when theyTad close and getneighthose keys.”hisTAD mportant thing.” housed in athe historic mixed-use —espeback to helps ensure a smoother path through a accomplished wholesale rep for many years before I In future, Jessica says, “We are continuing to for the future of her business are fairly straightforor first-time homebuyers, I could work hard and KENNEDY As a state chartered bank, Northpointe lends to about what he does: helping people with hih expertise to each and every one of his customers. and work hard, you’ll get gion.

After graduating from the University borrower is fully satisfied position asborhood a Loan Officer and proceeded toShe in the heart of Downtown interest became a loan officer,” she explains, “my clients were streamline our operations toward going completely 19 she complex process. currently works as ward: to continue its while work. also focusing try to for help them achieve of aMike newstays of states work, busy. His first career wasgrowth, Mike has been in the business close to two decades.theirOutside trying, and to keep your eyes customers inambition all 50 and Washington D.C. Being dedicated Mike strives remain aw The key to his success?

“I’ve always been of Southern California with his degree in Tempe.

“We really set out to create an rI originally helplearn the mortgage industry from the ground home.

Over the years, he a mortgage brokers.

I coached their businesses, and then virtual.

We are planning ahead for completely Commun a Senior Mortgage Consultant atand A and N out playing inhas the minor and hetop-of-the-line stays fell into the mortgage business without on leagues, offering the customer service Currently, James lives operates of and South home.”

Maya’s passion as mortgage advisor able to aoffer all baseball types of loans theteam country information offer any advice or insig CONTENTS after regulation I decided to get myup. license.

Overnight, contactless closings, and alsoisacross hiring new mem- As long experience for our clients that comd to go a doer. as I continue on the road accounting, Jon decided to follow in her have earned a terrific reputat Along the way, he decided to take his involved with sportstoon many different levels.

He clients meaning to,” he says. “I knew I wanted be in some Florida.

However, heserves covers the entire state.

While Mortgage Services, Inc. and thatNorthpointe has become synonymous withwhen her name. translated intobecame atothriving business continues ismyjust onedonates ofthat the Mike and sets – even borrowers choose tothe gohome else all the people I had been coaching combers to helpways us better serve our clients.” pletely unique the industry, ”James she says. he looked back. his time and money to Florida State University ypehasn’t of finance or real estate,year so it after turned out to in befound a mortgage is licensed solely in Florida, his company footsteps; however, he quickly that he wasn’t I’m on right now—contacting agents and my sphere of out Tampa, with the vast maj experience and apply it to building a forgrow year. very invo throughout Illinois, as well as Florida, petition.” Jessica applies her extensive experience in itself apart from other lenders.

While he specializes their home financing.

Boosters, andthe he coaches youth baseball in THE good can be a lot confusion around lending ally fit!” enjoyed getting to “There ® ofAthletic operates throughout the country.

“We’re a lender,” 4) BUSINESS GROWTH HACK: 21) WHAT FIRST THING influence, and treating every customer fairly—the rest passionate about being a Realtor .

Shifting focus, he finance and her understanding of economics to helping independent She emphasizes her wealth of experience andand her backward-thinking, mortgage bank that could volume coming from repeat clients a school an Indiana, Iowa, Michigan Wisconsin. doctor confident that Northpointe hisforce spareMike time.me “Iislove it,” says said.

Mike.

“There’s aalot of We work with our own James “We’re broker. soforin the drivingloans, ensuring that l,” her sheclients says.develop “Hearing aCurrently, plan thatprocess, best works them. ground infor finance asis assets that add value for hernot clients.

ABSORB YOUR CLIENTS’ STRESS! YOU DO AFTER WORK SAYS ® right got into the mortgage business and away became will take care of itself.” more than half of Maya’s clients are time off “Above all, I love helping clients realize meet the needs of any modern client.

So he partnered up things that can be learned from playing sports: deal-process All Mike’s that business REALTOR and control entire from opening the older, he talks fondly offers largest any home lender As Mike has gotten my from clients have thethe most exceptional from loanof officer they comes “I’ve beenproduct doing experience, thismenu formoney 19 of years, and I lovethe getting from satisfied past clients, afailure, significant ing with hard work, being aABOUT team player, and eferral a partners and referrals past for clients either returning Communication and responsiveness are two traits and spend quality YOU top producer first company. loan file through underwriting and closing.” goal of homeownership,” Tad says.

Brian Finucane, a fellow lender, and together they ® hiswith Jessicaloan markets to Realtors the , butfirst she time says,he “I would work with so different people. worked for. community work, staying active in “For histime ch wehas chat ontothe phone to many the moment they I love serving r home approved 13) DAILY HABITS THAT not being selfish.

Youof learn things that can help you in hemselves orconsumer referring their friendsto and family.

“A achievement in the highly competitive world Maria’s clients truly appreciate and are two of the Outside his career, Jon is tremendously active within rather the come directly me than have to the Portland community and helping my clients achieve founded Home Access Financial.

The rest is history. this is the biggest financial decision you ca get their keys—and beyond.”

Iot just loved discovercoaching his sons’ little league baseball team the real throughout your career.” of I have ismortgages. experience,” For theher pasthigh three rate years, James has customers worked FOR solelyand asTHE a Maria’s “If I’ve done a good jobworld for mythrough cliWILL INCREASE YOUR MENTAL 25) IF IT’S GOOD SOUL, relywhat on someone else’s sales skills toMike gain aexplains, customer. economic growth homeownership.” goal is to cont reasons behind of repeat ® his community.

In the past, he has coached Little Since then, Jon has gone on to author an accomplished turn what was a ‘No’ it helps them achieve long-term wealth When his Realtor asked“I about future of his business, hew clients describing what sets him from his peers.

“I’veasked loan originator andcoming branch manager. look at the a loan ent,apart they will definitely refer what me,” keeps she says. and helping her clien referrals.

One of her five-star reviews had this to say, STRENGTH IT’S GOOD FOR THE BUSINESS Outside her career, Jill is a mom to two teenagers, ages and finding a solution Asindustry—even the fatherFinancial, of three boys and a girl, got a great team and company behind me. forty year career inToday theOur mortgage League baseball and helped his mom theand in turned atypical better position the future.

Th atexecuHome Access Tad oversees an that he 70 thislaunch pastfor year, feels co back toI put him, Mike, with a children, chuckle, simply states, from all two angles,” he says.

“I’mthem not your loan “They appreciate time into helping them For more the information about Jessica Fritts, want everyone to get “Maria W. was absolutely fantastic to work with.

She Mike loves spending time with his family.

They love ion is very good.”

13 and 15, and they are together tremendously active and most importantly officer.”

He takes pride in his ability to teach, guide, serving as achieve a regional manager for several different CieSam and Friends Childhood Cancer Foundation. with the achievements he has madetointhat hisp “I’m old.”

He hard holdstoato strong that experi- TO staff of twenty-eight assistconviction clients of29) all kinds. more fulfilling thanON contributing please call 503-710-7858, theirelite goals.”

Maya works develop HOW CUT DOWN 17) 4email REASONS WHY MULTIto travel, a was pastime that and has been on hold in 2020. uation.

Iperfectly come from a responsive theputMike whole way through and did a faninjfritts@guildmortgage.net their community.

Most recently, her team launched advise each of his borrowers in their individual orhis visit jessicafritts.com time as a home lender.

He is happ ence is key in field.

Joking aside, keeps a lenders.

Currently, he is a Loan Originator for VanDyk Elsewhere, his wife assists with food distribution to Drawing from his decade of experience in the mortgage long-lasting and sincere relationships with her cliAsa aholiday result, Mike and mortgage his family have taking Last year, Mike and his teamTwelve completed 355 closDIGITAL DISTRACTIONS journey.

He says, “We make we a plan.

I’m not the importance of sav tastic job of getting us been the information needed.

Days of Giving, initiative that sponTASKING CAN ACTUALLY DERAIL To learn more aboi working diligently and asactive before: simple and straightforward approach to good his business. ents, just one of many forWashington her ofcontinued Corporation.

Licensed in both their community.

A fan of skiing, andhonestly campadvantage Florida’s year-round weather ngs. He Mortgage says, “If there’s a way to get a deal approved Outside his career, remains industry, hereasons has cultivated a and unique workflow around just an their order taker.

Iand ask we a by lot of questions, andboating, I help Tad sored twelve different charities near dear to wenty year career in the DAY a huge difference in s Super responsive, helpful could tell she truly AND UP YOUR PRODUCTIVITY please call YOUR getting outdoors.

“We do active vacations,” heand says.what nd done, we can figure that out.

We’ve seen basisuccess.

“I’m patient, andtoand Ithroughout always try toKing, underthe corporate ladder,” he st9 “I try always be very attentive to myisreally clients trying to climb and Idaho, he hearts. assists clients ing, he an ardent believer maintaining a healthy mywe borrowers choose loan isin best for them. convenience integrity.

“Here, uphold a high community.

On top of providing donation Last year, she joined forces with her clients ersonalized workflow clients the cared about getting the property. I highly recom- to get my email james@ftm “Weifgo hiking, fishing, andus hunting.” ally everything you can see.my Every curveball, every stories stand clients’ personal and the reasons content with what do.

I’d be mo believe that you offer a good product with good very thorough, and I’m very patient.

I’m there for Snohomish, and Spokane as as“It Northern lifestyle.

“I’ve always been driven to stayIteam as hamiltonhomeloans.co healthy For more information about Maya Lutso, YMCA, he and his alsorather participate levelcounties, of care,” he says. wasn’t that long ago thatW. my to donate backpacks ofwell essential supplies toI’m her local an unwavering comthat difference.” mend working with Maria at A & N Mortgage.” hallenge, every unusual scenario—they’ve all come behind why they want to buy aservice house,that and exceeds what them to lean on throughout the process.” thanlifting quantity.” pricing and expectations, you’re please call 403-397-5058 and Southern Idaho.

By combining his decades ex- Mike I’m weights,during walking drives – especially theon holidays. W partner and I were in theto trenches as as loan with homeless shelter. nce. she is thepoint.” crossToday, our desks at some Looking theof future, is possible—whether in officers; no hurry to grow too they are attempting to achieve.” or email Maya.Lutso@CIBC.com quickly.

“I like the kind of business I have,” he says. or at Jillperience Sheldon &and Co. extensive professional network, he has the treadmill, or going huckleberry picking with my that in mind, we’ve organized our service company around within clients or giving back, Tad, an athlC “Customer plays a huge role my success.

After his years in the business,In there’s a lot thatYou Mike “Maybe we’ll do scaling a little bitphone more, but what we 354-7007 want to can contact Michael by at (404) or by email at michael.martin@northpoin the months ahead, Jill intends on her bouwhere she supervises Phone 310-734-1440 |clients Faxdoof 310-734-1440 established aprofession. process to likes meetthe the needs anyreferral transacbrother-in-law in Idaho.” fan of basketball, can be found shooti giving our partners service I’m always available my you are going Copyright Agent Magazine njoys about his chosen He comisand maintain what we’re doing great nowto doclients. it better.When You canadding also check out his website atbut( mwmartin.com or Top sendmealoan.com) for more inform tique approach while new, compassionate, across multiple states you’re to have time-sention; inand fact, havingonnot produced years, still did this quality with his wife and two ki from start tofor finish.”

We wanthe tothrough bewww.topagentmagazine.com faster, moreprocess, efficient, use morelikely tech- spending petitive aspect, he thrives providing a high mag@topagentmagazine.com | like-minded professionals to join her team.

Butour through a. nology, andsitive better utilize process.

We’ll be Jon better, evel of three service million which keeps his clients from seekquestions.

My clients may need a question dollars in volume in three months from Going forward, has exciting plans for his business. all, she remains focused oninwhat mattersnot most.

“It’swithout smoother, easier—just necessarily more.”priororconsent ng out other companies.

“I like the issue chase of getting No portion ofitthis may be reproduced any manner whatsoever the publisher.

Top Agent Magazine answered late inand the owned evening, onGoing the weekend, forward, Tad has At Home Access Financial, Tad his team previous contacts and referrals.

Having a home onofLake Pendand Orielle forstrong years, plans for about excellence on behalf of our clients in all that wetaken and years of isexperipublished by Feature Publications GA, Inc. Although precautions are to ensure the accuracy of published materials, they like being able to reach me instead of having to Copyright Top Agent offer clients aresponsible variety financing options.

On Home Access Financial.

With offices he and his wifesupplied will eventually settle down or inchange Idaho.two do, never about quantity.

Last year,forof we were privileged atTothe transaction runs Agent Magazine cannot be held opinions expressed or facts by its authors.

To subscribe learn moreTop about Mike Smalley and his team at Waterstone Mortgage, call 407-645-6300, wait anxiously until Monday,” she says.

Maria has put in Tampa andbe one in Westinto Palm Beach, providing FHA, VA, and USDA loans, toinquiry betop amongst the topa mortgage professionals ts are fully supported, When helpingsend clients, Jon offers full variety ofPublished In inthe coming months,ing though, he will looking address, toofmag@topagentmagazine.com. inthe the U.S. they waterstonemortgage.com email msmalley@waterstonemortgage.com, or visit in long hours throughout the pandemic to ensure great Southwest.

We now want to takewith this thoughtful model of the way.

“YouWell-versed have areeverything also experienced specialty services like towith expand the Orlando and Jacksonv options. in from FHA to VA to third party originations credittounions, but no matservice, At despite theofless-than-ideal circumstances. and continue to help even more families. the end ve of your clients,” she Top Agent Magazine But to as stand his business continues Bank Statement Loans,his Renovation Loans, andcontinue Conventional Loans, he can educate and guide bor- Copyright ter what, he will forTop hisAgent clients with its steady 2 Magazine the day, there’s nothingAssistance more important.” walk away feeling like Downpayment Programs. But no matter will his staff, as he looks to add new me www.

www.

www.

rowers to sound financial decisions personalizedMortgage to their financing energy, optimism, and intelligence.

“I’ve been around can be stressful, which is why well-established of all, thou hisisn’t dedicated Transaction is there circumstances. “This what, business rocket science,” he Manager a long time,” he to says. “And I hope to beteam. aroundMost a long

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

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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.

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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

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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

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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 6

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.

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EVA MTAZA

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Eva Mtaza works as a loan originator at Cardinal Financial.

She is licensed with the Washington Housing Finance Commission loan program in the highly competitive market in the greater Seattle area, and throughout Washington state.

Eva Mtaza works as a Loan Originator at Cardinal Financial. She is licensed in Washington, serving primarily in the highly competitive greater Seattle market, as well as being certified with the Washington State Housing Finance Commission to offer low down and/ or down payment assistance loans to State residents.

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Eva was working in IT Consulting and considering a career change when her former mortgage consultant reached out to see if Eva would be interested in interviewing for a position as an Assistant Loan Officer. Eva met with the Loan Officer and her business partner and hit it off right away. Soon, Eva began training in the field of Home Loan Financing with the goal of Top Agent Magazine

building her book of business as a full-fledged Loan Officer.

Five years later, Eva finds herself working as an originating Loan Officer at Cardinal Financial as a key member of a tight-knit, collaborative team. Her client base runs the gambit from first time home buyers and those who benefit Top Agent Magazine

from the down payment assistance programs to jumbo loans, common in the Seattle market, and home mortgage refinancing of any size.

Additionally, she has shown herself to be adept at securing funding for clients who have complex financials or previous financial challenges.

Her openness and availability to both individual home buyers and Real Estate Agents have Copyright Top Agent Magazine 9

“I love to answer questions about the loan process. It’s a huge investment for people,” says Eva. “I want to make certain they’re educated about the process, and that the transaction is transparent, so they are confident in this enormous financial decision.

It’s an honor to be a trusted partner to my clients.” earned the trust of past clients, proven by the fact that 80-90% of Eva’s business is derived from referrals by these same clients and Real Estate partners.

“I love to answer questions about the loan process. It’s a huge investment for people,” says Eva. “I want to make certain they’re educated about the process, and that the transaction is transparent, so they are confident in this enormous financial decision. It’s an honor to be a trusted partner to my clients.”

Communication is key. Eva is mindful to touch base with referral partners and clients, sending regular emails and texts.

Her phone rings with calls from people who know she’s happy to take their call and answers any questions that may come up during any part of the home loan process with the insight necessary to close loans in a timely manner.

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As a natural people person, Eva never hesitates to meet with clients to get to know what matters as they navigate a process that can be at times both stressful and complicated. “That connection,” she says, “helping people achieve goals that meet their financial needs when purchasing or refinancing a home is really exciting!”

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A founding member of the Backpack Brigade, Eva has long been involved in volunteering in the community she serves, providing food assistance in the Seattle area. Backpack Brigade offers easy to prepare food options to kids who may not have access to a kitchen or guaranteed meals outside of school.

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When not working, Eva enjoys cooking and enjoys big, multi-day culinary projects to put her skills to the test. An avid reader, she devours books as a book club member. Knitting is also a passion.

Eva sees 2021 as an opportunity to grow her business and provide excellent service and a broad

knowledge base to folks looking to buy their first home, to others who may be refinancing or even purchasing a second home. As 2021 unfolds, and restrictions placed in 2020 on home-loan programs due to the pandemic, Eva feels “there is a huge opportunity to help people as we move away from the impacts of COVID-19 and find themselves positioned to invest in the future.”

Find out more at cardinalfinancial.com.

Connect with Eva via phone: (206) 806‑7717 or email: eva.mtaza@cardinalfinancial.com www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 13

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 14

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JESSICA FRITTS Jessica Fritts began her mortgage lending career 19 years ago, while studying finance and economics at the University of Portland. Jessica made an impression early on and went to work with a mortgage broker who she says “was impressed with everything I had already accomplished as a young person, and made me an offer.”

The rest is history, and Jessica has been serving clients in and around Portland for almost two decades, helping them achieve their financial goals through thoughtful planning and strategy.

A Senior Loan Officer with Guild Mortgage, Jessica is based in Portland, Oregon and is licensed in Oregon, Washington, and California. “I work with a Transaction Coordinator, Sally Foster, who is currently moving into a loan management position so that we can hire more people onto our team,” Jessica says. “We are also completely set up to do everything remote.”

The depth of Jessica’s experience in the mortgage lending industry sets her apart. “I worked as an accomplished wholesale rep for many years before I became a loan officer,” she explains, “my clients were mortgage brokers. I coached their businesses, and then after regulation I decided to get my license. Overnight, all the people I had been coaching became my competition.” Jessica applies her extensive experience in finance and her understanding of economics to helping her clients develop a plan that best works for them.

Jessica markets to Realtors®, but she says, “I would rather the consumer come directly to me than have to rely on someone else’s sales skills to gain a customer.

I market directly toward the public so that they can pick their lender first, and then I have the opportunity to either meet a new agent or refer out to one of my agents.”

Jessica stays in touch with her referral partners and borrowers in a few different ways, sending out an economic report at the beginning of every year, as well as reaching out to clients on their loan anniversaries and birthdays. She also sends each client a closing gift, often a plant to brighten their new home after they move in.

As a proud Portlander, Jessica loves to be involved in her community. She is highly active in the Junior League of Portland, a nonprofit organization of “women building better communities,” dedicated to ending the cycle of violence against women and children. When she is not working or giving back, Jessica enjoys spending time in the mountains and at the ocean, practicing yoga and meditation, traveling, gardening and supporting the local arts community.

In the future, Jessica says, “We are continuing to streamline our operations toward going completely virtual. We are planning ahead for completely contactless closings, and also hiring new team members to help us better serve our clients.”

She emphasizes her wealth of experience and her background in finance as assets that add value for her clients.

“I’ve been doing this for 19 years, and I love getting to work with so many different people. I love serving the Portland community and helping my clients achieve economic growth through homeownership.”

For more information about Jessica Fritts, please call 503-710-7858, email jfritts@guildmortgage.net or visit jessicafritts.com

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MAYA LUTSO Maya Lutso – of Canadian Imperial Bank of Commerce (CIBC) in Calgary, Alberta – is a dedicated mortgage professional who works hard to help her clients achieve their dream of home ownership.

Having built her considerable and continually growing business on a rock-solid foundation of honesty and integrity, Maya has truly earned her stellar reputation as a trusted mortgage advisor who consistently goes above and beyond for her clients.

Maya began her journey in the world of mortgages in 2014. “I always wanted to work in financial services,” she recalls. “When I started my career in the mortgage industry, I loved the fact that I could really help people. For those new to the city or first-time homebuyers, I could work hard and try to help them achieve their ambition of a new home.” Maya’s passion as a mortgage advisor has translated into a thriving business that continues to grow year after year.

Currently, more than half of Maya’s clients are referrals from satisfied past clients, a significant achievement in the highly competitive world of mortgages. “If I’ve done a good job for my client, they will definitely refer me,” she says.

“They appreciate the time I put into helping them achieve their goals.” Maya works hard to develop long-lasting and sincere relationships with her clients, just one of many reasons for her continued success. “I’m patient, and I always try to understand my clients’ personal stories and the reasons behind why they want to buy a house, and what they are attempting to achieve.”

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“I like the challenge that this business brings,” says Maya, when asked what she enjoys most about what she does for a living. “Every situation is unique. I love seeing the excitement and joy on my clients’ faces when they get into their new home, and the happiness that I’ve helped bring to them. I love being able to work with my clients to get them to a point where they get approved for a mortgage.”

When she’s not working, Maya enjoys nothing more than spending time with her family, which includes her four children who keep her very busy. She and her husband are also very much invested in giving back to their community, and do so through a variety of ways, particularly through their church. Maya’s plans for the future of her business are fairly straightforward: to continue its growth, while also focusing on offering the top-of-the-line customer service that has become synonymous with her name.

For more information about Maya Lutso, please call 403-397-5058 or email Maya.Lutso@CIBC.com Top Agent Magazine Copyright Top Agent Magazine

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 18

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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MICHAEL MARTIN Michael Martin, a third generation native of Atlanta, Georgia, is a seasoned senior loan officer for Northpointe Bank. With an impressive 43 years of experience in the business, Mike has helped more than 6,000 customers achieve the dream of homeownership. He served as president of the Mortgage Broker Association, was awarded the title of Georgia Mortgage Broker of the Year, and has consistently earned the prestigious Mortgage Bankers Gold Award. He found his way into the mortgage industry in 1977, having decided to switch from the somewhat steady paced world of retail banking to the dynamic business of mortgage financing.

As a state chartered bank, Northpointe lends to customers in all 50 states and Washington D.C. Being able to offer all types of loans across the country is just one of the ways Mike and Northpointe sets itself apart from other lenders. While he specializes in doctor loans, Mike is confident that Northpointe offers the largest product menu of any home lender he has worked for.

When asked what keeps his Realtor® clients coming back to him, Mike, with a chuckle, simply states, “I’m old.” He holds a strong conviction that experience is key in his field. Joking aside, Mike keeps a simple and straightforward approach to his business.

“I try to always be very attentive to my clients and believe that if you offer a good product with good pricing and service that exceeds expectations, you’re

going to get repeat business. It’s that simple.” With this credo, he naturally aims to serve clients the way he’d like business to be done for him.

Mike has fostered many years’ worth of referrals from real estate agents and remarked that now he provides financing for grandchildren of pervious clients. By communicating the information relevant to each client’s needs, he avoids overwhelming borrowers and keeps his service personalized.

Mike insists on being accessible to his clients: offering his personal cell number and always returning calls, and not just sending emails. This approach reveals what he enjoys most about what he does: helping people with honest and dedicated work. Mike strives to remain a source of information and offer any advice or insight he can – even when borrowers choose to go elsewhere for their home financing.

As Mike has gotten older, he talks fondly of doing community work, staying active in his church and coaching his sons’ little league baseball teams. When asked about the future of his business, he explains that he turned 70 this past year, and feels comfortable with the achievements he has made in his extensive time as a home lender. He is perfectly happy to keep working diligently and honestly as before: “I’m not trying to climb the corporate ladder,” he states. “I’m content with what I do. I’d rather be more quality than quantity.”

You can contact Michael by phone at (404) 354-7007 or by email at michael.martin@northpointe.com.

You can also check out his website at ( mwmartin.com or sendmealoan.com) for more information www.

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JAMES MATARAZZO “I really like going to every single one of my local closings,” says James Matarazzo, describing his favorite part of working as a Mortgage Loan Advisor with First Trust Mortgage Corporation, powered by Hamilton Home Loans. “After signing the final documents, I’d hand them a bottle of champagne and a congratulations balloon.

To help a first-time homebuyer utilizing a down payment assistance program, an FHA or conventional borrower buying up or down, or helping a Veteran obtain a home, that’s what makes it all worthwhile to me. That smile on their face. That’s what drives me every day.”

When it comes to the mortgage industry, James has done it all. “I’ve led an interesting career in my thirty-three years in this business,” he says. “I’ve been a loan officer, a sales manager, I’ve gone from retail to wholesale, back to retail and been in upper management where I managed both sales and operations for very large institutions.” This wide range of experience means that he knows the industry inside and out, and he brings that expertise to each and every one of his customers.

Outside of work, James is a true family man. He has six children, three boys and three girls, and throughout their childhood, both James and his wife delighted in taking part in various sporting events. James coached for over twenty years, and he loves devoting time to the local athletic league.

He looks forward to continuing his involvement once restrictions due to COVID-19 lift. Currently, James’s number one goal is to support his family through these unprecedented times. “It’s all about them,” he says.

“I’m keeping everybody positive.”

When asked if he has any words of wisdom to share, James doesn’t hesitate. “You have to be tenacious,” he says. “I’ve been married twenty-six years, and I have six beautiful children. You have to go through the tough times to find the good times, especially in the mortgage industry. There’s tons of ups and downs—it’s the same thing in real estate. You have to weather through it.

You’re going to have challenges every single day. If you push through, stay true to yourself, play by the rules, and work hard, you’ll get through. Stick with it, keep trying, and keep your eyes open. Be tenacious.”

Currently, James lives and operates out of South Florida. However, he covers the entire state. While James is licensed solely in Florida, his company operates throughout the country. “We’re a lender,” James said. “We’re not a broker. We work with our own money and control the entire process from opening the loan file through underwriting and closing.”

For the past three years, James has worked solely as a loan originator and branch manager. “I look at a loan from all angles,” he says. “I’m not your typical loan officer.” He takes pride in his ability to teach, guide, and advise each of his borrowers in their individual mortgage journey. He says, “We make a plan. I’m not just an order taker. I ask a lot of questions, and I help my borrowers really choose what loan is best for them.

I’m very thorough, and I’m very patient. I’m there for them to lean on throughout the process.”

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To learn more about James Matarazzo, please call 954-648-7848, email james@ftmcloans.com, or visit hamiltonhomeloans.com/mla/james-matarazzo Copyright Top Agent Magazine Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 22

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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JILL SHELDON While growing up in the Dutch town of Pella Iowa, Jill Sheldon was raised in an environment of entrepreneurship, watching her father grow a small business into a successful international operation. She later graduated from Arizona State University with her degree in Finance and delved into the banking industry. Along the way, she was drawn to mortgage lending—especially because it combined her interest in finance with her passion for helping others. Inspired, Jill decided to go into full time origination, and she hasn’t looked back.

“When I started out in loans, I really enjoyed getting to know clients on a personal level,” she says. “Hearing a client being told by another loan officer that they couldn’t find a way to get their home loan approved awakened the detective in me; I just loved discovering the different ways I could turn what was a ‘No’ into a ‘Yes’ by delving deeper and finding a solution that worked both for the bank and most importantly the client.”

Since then, Jill has authored a twenty year career in the mortgage industry, building a personalized workflow around kindness, integrity, and an unwavering commitment to service and excellence. Today, she is the Senior Mortgage Loan Originator at Jill Sheldon & Co. Home Loans at CMG Financial, where she supervises an elite team to assist clients across multiple states including Arizona and California.

Utilizing her bright personality and years of experience, she can ensure not only that the transaction runs smoothly, but also that her clients are fully supported, educated, and guided each step of the way. “You have to see things from the perspective of your clients,” she says. “My goal is for them to walk away feeling like

they have a friend and trusted advisor for years to come.”

But for Jill, the client relationship implies more than the securing of a loan, as she places a unique emphasis on creating an open and caring atmosphere both among the members of her team and in their enthralling office, housed in a historic mixed-use neighborhood in the heart of Downtown Tempe. “We really set out to create an experience for our clients that is completely unique in the mortgage industry, ” she says.

“There can be a lot of confusion around the lending process, so the driving force for me is ensuring that my clients have the most exceptional experience, from the first time we chat on the phone to the moment they get their keys—and beyond.”

Outside her career, Jill is a mom to two teenagers, ages 13 and 15, and they are together tremendously active in their community. Most recently, her team launched Twelve Days of Giving, a holiday initiative that sponsored twelve different charities near and dear to their hearts. Last year, she joined forces with her clients to donate backpacks of essential supplies to her local homeless shelter.

In the months ahead, Jill intends on scaling her boutique approach while adding new, compassionate, like-minded professionals to join her team. But through it all, she remains focused on what matters most. “It’s about excellence on behalf of our clients in all that we do, never about quantity. Last year, we were privileged to be amongst the top mortgage professionals in the Southwest. We now want to take this thoughtful model and continue to help even more families. At the end of the day, there’s nothing more important.”

To learn more about Jill Sheldon, visit jillsheldonmortgage.com or call (480) 766-3815 www.

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MIKE SMALLEY “Most people are looking for good advice that they can trust,” says Mike Smalley, Regional Vice President at Waterstone Mortgage in Florida. “I always put myself in their shoes and try to give recommendations for products, programs, and interest rates that I would take advantage of in their situation. This job is being honest and staying trustworthy. That’s the most important thing.”

Mike has been in the business for close to two decades.

“I originally fell into the mortgage business without meaning to,” he says. “I knew I wanted to be in some type of finance or real estate, so it turned out to be a good fit!”

All of Mike’s business comes from REALTOR® referral partners and past clients either returning themselves or referring their friends and family. “A lot of what I have is experience,” Mike explains, describing what sets him apart from his peers. “I’ve got a great team and company behind me. Our execution is very good.”

Last year, Mike and his team completed 355 closings. He says, “If there’s a way to get a deal approved and done, we can figure that out. We’ve seen basically everything you can see. Every curveball, every challenge, every unusual scenario—they’ve all come across our desks at some point.”

After his years in the business, there’s a lot that Mike enjoys about his chosen profession. He likes the competitive aspect, and he thrives on providing a high level of service which keeps his clients from seeking out other companies. “I like the chase of getting

someone to say yes, I want to work with you,” he says.

More than that, though, Mike genuinely likes to help his borrowers. “Sometimes people don’t make good financial decisions for themselves. They’re not thinking clearly because it’s emotional,” he says. “Every client is different. I like getting to see the excitement on their face when they close and get those keys.”

Outside of work, Mike stays busy. His first career was playing baseball in the minor leagues, and he stays involved with sports on many different levels. He donates his time and money to Florida State University Athletic Boosters, and he coaches youth baseball in his spare time. “I love it,” says Mike. “There’s a lot of things that can be learned from playing sports: dealing with failure, hard work, being a team player, and not being selfish. You learn things that can help you in the real world throughout your career.”

As the father of three children, two boys and a girl, Mike loves spending time with his family. They love to travel, a pastime that has been put on hold in 2020.

As a result, Mike and his family have been taking advantage of Florida’s year-round good weather by getting outdoors. “We do active vacations,” he says.

“We go hiking, fishing, and hunting.”

Looking to the future, Mike is in no hurry to grow too quickly. “I like the kind of business I have,” he says.

“Maybe we’ll do a little bit more, but what we want to do is maintain what we’re doing now but do it better.

We want to be faster, more efficient, use more technology, and better utilize our process. We’ll be better, smoother, easier—just not necessarily more.”

To learn more about Mike Smalley and his team at Waterstone Mortgage, call 407-645-6300, email msmalley@waterstonemortgage.com, or visit waterstonemortgage.com www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 26

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JON TINKER Jon Tinker came of age in the finance industry, with both his parents serving in the Southern California title business.

When he was nineteen, his dad sadly passed away, and his mom moved up to Seattle to start her own company while Jon stayed back to attend college. Soon after leaving her company, his mom would become a top producing real estate agent in the region. After graduating from the University of Southern California with his degree in accounting, Jon decided to follow in her footsteps; however, he quickly found that he wasn’t passionate about being a Realtor®. Shifting focus, he got into the mortgage business and right away became a top producer for his first company.

Since then, Jon has gone on to author an accomplished forty year career in the mortgage industry—even serving as a regional manager for several different lenders. Currently, he is a Loan Originator for VanDyk Mortgage Corporation. Licensed in both Washington and Idaho, he assists clients throughout King, Snohomish, and Spokane counties, as well as Northern and Southern Idaho. By combining his decades of experience and extensive professional network, he has established a process to meet the needs of any transaction; in fact, having not produced for years, he still did three million dollars in volume in three months from previous contacts and referrals.

When helping clients, Jon offers a full variety of options. Well-versed in everything from FHA to VA to Conventional Loans, he can educate and guide his borrowers to sound financial decisions personalized to their circumstances. “This business isn’t rocket science,” he says with a laugh. “Everything I do comes down to communicating well with my customers and agents.”

Through the years, Jon has earned a tremendous reputation for his integrity as an originator, with the near entirety of his volume coming from referrals. Held in equally high esteem by Realtors®, he also sports a nationwide professional network.

Moreover, he has strong roots not only in Washington, but also throughout Idaho, as his wife was born in Hailey.

The key to his success? “I’ve always been a doer. As long as I continue on the road I’m on right now—contacting agents and my sphere of influence, and treating every customer fairly—the rest will take care of itself.”

Outside his career, Jon is tremendously active within his community. In the past, he has coached Little League baseball and helped his mom launch the CieSam and Friends Childhood Cancer Foundation.

Elsewhere, his wife assists with food distribution to their community. A fan of skiing, boating, and camping, he is an ardent believer in maintaining a healthy lifestyle. “I’ve always been driven to stay as healthy as possible—whether I’m lifting weights, walking on the treadmill, or going huckleberry picking with my brother-in-law in Idaho.”

Going forward, Jon has exciting plans for his business.

Having owned a home on Lake Pend Orielle for years, he and his wife will eventually settle down in Idaho.

In the coming months, though, he will be looking into third party originations with credit unions, but no matter what, he will continue to stand for his clients with energy, optimism, and intelligence. “I’ve been around a long time,” he says. “And I hope to be around a long time more to support the people that really want to work with somebody who will take care of them.”

For more information about Jon Tinker, email jtinker@vandykmortgage.com, visit vandykmortgage.com or call (425) 351-3090.

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TAD WENTZELL Home Access Financial has changed the game in the Tampa mortgage industry, providing a crucial injection of youth and innovation to the business. But for CEO Tad Wentzell, helping clients and delivering expert service has been elemental to his unmatched work ethic. After finishing his studies of finance at The University of South Florida in 2008, Tad accepted a position as a Loan Officer and proceeded to learn the mortgage industry from the ground up. Along the way, he decided to take his experience and apply it to building a forward-thinking, independent mortgage bank that could meet the needs of any modern client. So he partnered up with Brian Finucane, a fellow lender, and together they founded Home Access Financial. The rest is history.

Today at Home Access Financial, Tad oversees an elite staff of twenty-eight to assist clients of all kinds.

Drawing from his decade of experience in the mortgage industry, he has cultivated a unique workflow around convenience and integrity. “Here, we uphold a high level of care,” he says. “It wasn’t that long ago that my partner and I were in the trenches as loan officers; with that in mind, we’ve organized our company around giving our clients and referral partners great service from start to finish.”

At Home Access Financial, Tad and his team offer clients a variety of financing options. On top of providing FHA, VA, and USDA loans, they are also experienced with specialty services like Bank Statement Loans, Renovation Loans, and Downpayment Assistance Programs. But no matter what, his dedicated Transaction Manager is there to keep all parties updated and communicating throughout the deal. “We’re hands on with our clients,” he

says. “And we’re very conscious that anybody who works at our company upholds our ethical standards. For that reason, we’ve built a tremendous amount of communication into our systems.”

Tad remains in contact with his clients well after deals are done, utilizing a touch point system with his staff to ensure each borrower is fully satisfied in their new home. Over the years, he and his team have earned a terrific reputation throughout Tampa, with the vast majority of their volume coming from repeat clients and referrals.

“Above all, I love helping clients realize the lifelong goal of homeownership,” Tad says. “For most people, this is the biggest financial decision you can make, and it helps them achieve long-term wealth while putting them in a better position for the future. There’s nothing more fulfilling than contributing to that process.”

Outside his career, Tad remains active in his Tampa community. On top of providing donations to the local YMCA, he and his team also participate in area food drives – especially during the holidays. When he’s not with clients or giving back, Tad, an athlete and avid fan of basketball, can be found shooting hoops or spending quality with his wife and two kids.

Going forward, Tad has strong plans for the future of Home Access Financial. With two offices now operating in Tampa and one in West Palm Beach, he’s looking to expand to the Orlando and Jacksonville markets.

But as his business continues its steady growth, so will his staff, as he looks to add new members to his well-established team. Most of all, though, he looks forward to the new clients and opportunities that lie ahead on the Florida Coast – and beyond.

To learn more about Tad Wentzell, call (813) 864-5542, email tad.wentzell@homeaccessfinancial.com, or visit homeaccessfinancial.com 28

Top Agent Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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MARIA WILLGING KENNEDY Maria Willging Kennedy started in the mortgage business with the desire to make a difference in people’s lives and help them accomplish their financial goals. Now, with 16 years of experience in the industry, she assists clients in finding the best loan product for their needs, while providing an elite level of customer service. Maria’s dedication to her clients helps ensure a smoother path through a complex process. She currently works as a Senior Mortgage Consultant at A and N Mortgage Services, Inc. and serves clients throughout Illinois, as well as Florida, Indiana, Iowa, Michigan and Wisconsin.

Communication and responsiveness are two traits Maria’s clients truly appreciate and are two of the reasons behind her high rate of repeat customers and referrals. One of her five-star reviews had this to say, “Maria W. was absolutely fantastic to work with. She was responsive the whole way through and did a fantastic job of getting us the information we needed.

Super responsive, helpful and we could tell she truly cared about us getting the property. I highly recommend working with Maria W. at A & N Mortgage.”

and help them develop a plan to achieve their goals. We’re in this process together, and I’m here to help. It’s important to make sure it isn’t overwhelming. I really care about the people I work with, and I care about their outcome. I want them to get the best loan out there,” she says.

Outside of work Maria believes in giving back to her community. Before COVID19 she was a volunteer at Lincoln Park Community Services where she helped the homeless population. Currently she is very involved and active in her daughter’s school and their fundraising events. In her time off she loves to travel, read, exercise and spend quality time with her family and friends.

Maria’s goal is to continue providing top-notch service and helping her clients achieve their goals. “I always want everyone to get the best loan for their unique situation. I come from a large family and fully understand the importance of savings. Any extra money can make a huge difference in someone’s life. I’ll always work to get my clients the best deal – I want to help make that difference.”

“Customer service plays a huge role in my success.

I’m always available to my clients. When you are going through this process, you’re likely to have time-sensitive questions. My clients may need a question answered late in the evening, or on the weekend, and they like being able to reach me instead of having to wait anxiously until Monday,” she says. Maria has put in long hours throughout the pandemic to ensure great service, despite the less-than-ideal circumstances.

Mortgage financing can be stressful, which is why Maria strives to make the process as simple as possible and works to develop strategies to help those facing hurdles. “My clients tend to appreciate my patience.

There are many people dealing with credit issues or facing other obstacles to buying a home. I like to sit down Top Agent Magazine

To learn more about Maria Willging Kennedy, call (773) 968–1829, email mariaw@anmtg.com, or visit anmtg.com/our-team/maria-willging-kennedy www.

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