NATIONWIDE MORTGAGE 1-10-22

NATIONWIDE MORTGAGE EDITION

6

THINGS ALL SUCCESSFUL NEGOTIATORS DO

GET YOUR HEAD IN THE GAME!

How to Cut Down on Digital Distractions and UP YOUR PRODUCTIVITY

7 DEADLY SINS

TOP MORTGAGE LENDERS

ZACH DAVIDSON JULIE SWENSON CHRISTOPHER WHITE KIMBER WHITE

OF PERSONAL BRANDING

COVER STORY

JENNIFER COX

NATIONWIDE MORTGAGE EDITION

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ZACH DAVIDSON

Loan Officer Zach Davidson story. “I think – of Movement Mortgage me apart,” he in Atlanta, Georgia – is a when some lo hardworking, intelligent and One thing I ca incredibly trustworthy mortin a way that h gage professional who can be ing some mon consistently trusted to place that really sets the needs of his many grateful I can be.”

JENNIFER COX ZACH DAVIDSON JULIE SWENSON JENNIFER COX buyers and Realtor partners front and center during every When he’s no wn to earth, personable each client two Priorand to deeply his current status as a leading Julie is careful to ask he and addshonest with aissmile, “Ifapproach I can’t do dream of hom transaction.

SoThen ethical Zach’s 16 wledgeable about edge the Florida mortgageloan officer, Christopher questions: what about21the mortgage chances it 23 can’t be done.” to his businessit,that he hasare earned a stellar reputation ultimate frisbe stry, Julie SwensonWhite is not your averprocess excites you the most, and what began his career in the corpoKimber White gives began as an honest and trusted financial advocate for anyone back his to h mortgage professional. As Branch keeps you up at night worrying? “That he works with. Moreover, Christopher ingcareer his involve rate sphere.

After relocating to Tampa has also mortgage industry 33 ager and active loan originator at is where you can really start talking to and with an or in the early 2000s, he found himself established strong relationships with years ago, and during his Mortgage in Tacoma, Washington, people and help them feel more comfortZach began his journey in the world of mortgages in children of At searching for an opportunity that better professionals all across the real estate brings both twenty-five years of able about the decision they’re making, years in the business he has 2014.a“A familyfrom friend Realtors was a regional man$10,000 to the his tofinancial background with and it also helps to solve industry, to public rience and a freshbalanced perspective lotchildhood of issues seen it all.

“I’ve been in the ager for Starkey Mortgage at the time,” he recalls.

“I home finance business.

“I’m really up front.

That way, the process isn’t as his entrepreneurial spirit and passion for accountants, attorneys, investors,when and easy,jo working for Cox Communications atindustry the time as a it“I was love my g to make a lifestyleclient out of service. the mort- Inspired by a colleague scary for them alongwas the way.” contractors. Since launching Market and I’ve been in it when contractor, and he told me that if ever wanted to try my allowed me itt process,” she says, and “rather friend than in the mortgage industry, he CHRISTOPHER WHITE Capital Mortgage, he was has earned aKimber says.

JULIE SWENSON KIMBER WHITE hard,” hand at mortgages, to give him a call.

I did, and I havmost,” says Za handing people money and saying, As evidence of Julie’s commitment to decided to pursue his license in 2006— fantastic reputation throughout Flor- my strengths a en’t looked back since.

It’s been great.”

After over three decades in w don’t miss a payment for the next providing her clients with a smooth, he’s to been going since. of his volume during the enti y years’,” she says.and “I want show themstrong how a ever easy, and streamlined process, one needs to lookida, no with the entirety the business, Kimber says, coming from repeat clients and referis justifiably proud of his affiliation with gage or refinance can help them build wealth.” further than the glowing reviews Zach she has received on “There’s still nothing betterMovement than being able to get that Today, Christopher is the Zillow.com, Owner of on which site she holds rals.

“Asarray of now, weproducts do not he paycanfor a perfect, Mortgage and fivethe wide of loan first-time buyer in a home and help them make their began her impressive career in the mortgagewhere star he overall rating. an Oneelite of theseadvertising reads:his “Julie Market Capital Mortgage, supervises oris the marketing of any kind. any clioffer many grateful clients.

“I only do So residential dream of homeownership come true.” Clients value stry in 1996, working the manufactured best! Tampa As a first-time home buyer,ent Iloans. was nervous about I mean, I’llthrough do any loan I can It’s mostly team toinassist clients throughout and the surwho comes our that doors is do. referral based.

Kimber his team their we passion, e business. Twenty-five yearsareas. on, she is one the process, but working Julie andthat’s her loans, team conventional VA and loans and FHAfor rounding There, heofhas fostered a culture aroundwith For me, a terrific testament toloans. what do ineducation, and most sought-after mortgage professionals work- made it so easy and resulted in closing on a beauticommitment to the industry. expertise, integrity, and flexibility, allowing him to our community.” n the industry, with more than eighty percent of ful home. She was incredibly responsive, informative, Currently, more than ninety percent of Zach’s overall serve a robust client base that spans the region. considerable overall business based on referrals and supportive every step of the way.” business is repeatwith clients and Financial referrals, a true Asupon Partner RE Services based in Outside hisbased career, Christopher is deeply involved with m satisfied clients, Realtor partners, and financial testament to the excellent customer service he brings to of Florida. An Oakland Park, Kimber serves all At Market Capital Mortgage, Christopher provides Habitat for Humanity Hillsborough, assisting with sors.

When she’s not working, Julie enjoys spending the table.

“My time clients have often gotten incorrect inforamazing 100% of Kimber’s business comes from outdoors in nature hiking, paddletheme boarding, and kayahis clients with a suite of purchasing and refinancing builds, fundraising, and local events. Elsewhere, mation about the loan process from other people, and hink a lot of that options, has to doincluding with the informaking.

She also loves to spend time with her dogs and clients,and afor testament to the trust Conventional, FHA, and VA loan he currently a Chairperson the Tampa Chapter it’sismy job to referral just be patient understanding,” says and confidence that we provide our clients,”Moreover, says Julie, he when on her boat. She also gives backof to her community in he inspires.

“Our clients value our quality of service, packages. has built outstanding relationthe National Association of Real Estate Brokers, Zach, when asked how he has achieved such impressive d how she has managed to inspire so much trust a variety of philanthropic ways. ships with other lenders in the area, giving him the where he collaborates with his fellow mortgage proour loyalty quick close rate, andheour honesty,” levels of trust and amongst those works with. Kimber says. loyalty amongst those she works with. “Prior ability to shop loans without overlays and offer a more fessionals to conduct communal outreach and increase “I make sure they have correct answers to all of their “Our integrity keeps people coming back and referring. my clients applying for a mortgage, we have a “We’re working really hard to continue creating what questions, because there’s nothing worse than feeling diversified product mix, including boutique resources financial literacy in the area.

We always do what we say we’re going to do.” y intense conversation. We set up an in-person I call the five-star ultimate client experience,” says like you’ve been left hanging.” like No-Income Loans, which can be catered to the ointment if we can, we don’t always do everyJulie, when asked about her plans for the future of her Phone 310-734-1440 | Fax 310-734-1440 more i g online. We’ll talk about theirinterests hopes and business. to do mortgage coaching rather immediate oftheir each client.

In “We fact,want he prefers Looking ahead, Christopher exciting plans forhighFor Clients also givehas Kimber and his team marks for pl There are many other factors As thathis come into play when mag@topagentmagazine.com | iswww.topagentmagazine.com ms, and from that we long can really than just be advisors.

We want our clients to be tobusiness. toconversation keep in touch after the transaction finished the future ofable his volume maintains their availability and communication.

“Everything is assessing Zach’s continuing and ever-growing success email Za r a program using to what we call aa total costrelationship anal- create theprovide best lifestyle for themselves.

I call that ‘livcultivate lasting and ongoing its rapid growth, he intends on scaling his brand and No portion of this issue may be reproduced in any manner whatsoever without prior consent of thenow, publisher.

Top Agent moving online but there stillMagazine has to be a mix It allows us to compare different loans based on ing a great story’. We want every person who reaches service when needed. elite standards ofonline service to hands-on,” leave an indelible foot- “People still is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, of and he explains. t they might qualify for so they can make a good out to us, whether we end up helping them with a loan print on region. who has always for opinions expressed or his facts supplied bysomeone its authors.

To subscribe change ncial decision.” Top Agent Magazine cannot be held or responsible not, to have that experience.” want “As a hands-on person, and we or arebeen always available, But from pre-approval to the closing, Christopher is interested in numbers, I love breaking down a loan address, send inquiry to mag@topagentmagazine.com. seven days a week.” thehis U.S. thereSwenson, forinall borrowers, supporting them and edufor a client, cutting through the complex jargon, and r more about Published Julie call 253-228-1200 or email Julie@JulieSwensonteam.com

CHRISTOPHER WHITE

KIMBER WHITE

CONTENTS

2

4) 7 DEADLY SINS OF PERSONAL BRANDING

17) GET YOUR HEAD IN THE GAME!

13) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

22) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

cating them each step of the way. “This business comes showing them that they too can be a homeowner,” he His passion for serving clients and the industry truly down to professionalism, consistency, and effective says. “For me, there’s nothing more rewarding than Top Agent Magazine sets Kimber the apart.

“I believe everyone communication,” he says. “At the end of the day, my helping people understand process and make fully should have a Copyright Top Agent Magazine chance at homeownership,” he says.

“We help clients clients know that they can trust my word on their loan.” informed decisions on their future.”

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

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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JENNIFER COX Top Agent Magazine

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Senior Loan Officer with Guild Mortgage in Henderson, Nevada, Jenny Cox leads a team of dedicated professionals who are each committed to putting the needs of their clients first.

Jenny Cox has the professional dedication and passion for serving others to help each of her clients achieve the dream of home ownership. When Jenny was looking for a career change, a friend in real estate encouraged her to pursue a job in the mortgage industry, which felt like the perfect fit for Jenny’s skillset and interests. Now with seven years in the business, Jenny cannot imagine doing anything else. “This has 8 Copyright Top Agent Magazine

been the perfect job for me,” Jenny says.

“It is immensely gratifying to help my clients qualify for loans and to secure great deals on their behalf. I love guiding them and providing them with the resources they need, whether they are seasoned investors or first-time homebuyers.”

Now a Senior Loan Officer with Guild Mortgage in Henderson, Nevada, Jenny Top Agent Magazine

leads a team of dedicated professionals who are each committed to putting the needs of their clients first. Her team includes a Marketing Assistant, Loan Officers, Loan Officer Assistants, and an Administrator.

Together, they provide every client with Top Agent Magazine

expert and attentive service throughout the process. While Jenny and her team offer the full suite of conventional loans, they also specialize in down payment assistance, helping their clients save money through tailored programs and packages.

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“My clients and referral partners see how much I care,” Jenny says. “They know I’m in this job because I love to help people, no matter where they are in their home-buying journey.”

Jenny and her team also work with investors, and they offer niche products catered to their needs.

With her expertise and her passion for her work, it is no surprise that nearly 100% of Jenny’s business stems from referrals.

A true people-person, Jenny takes care to get to know her clients as well as her 10Copyright Top Agent Magazine

referral partners, cultivating an extensive professional network. Leveraging events and meet-and-greets, Jenny builds meaningful connections and long-lasting relationships.

“I think my clients and referral partners see how much I care,” Jenny says. “They know I’m in this job because I love to help people, no matter where they are in their home-buying journey.” For Jenny, the true Top Agent Magazine

reward of her job comes from guiding her clients. “We see a fair number of cases where clients aren’t where they need to be to qualify for a loan yet,” Jenny says. “It is so rewarding to serve in an advisory role and to provide tools help them get to where they need to be. I know that if they had gone somewhere else, they wouldn’t have Top Agent Magazine

secured their loan without my assistance, knowledge, and guidance.”

While Jenny gives back to the community through her career, she is also dedicated to helping others by supporting local causes and organizations. Along with her team, Jenny has helped to organize numerous Copyright Top Agent Magazine11

drives for food, clothing, and resources for the homeless. She has also supported foster care services by providing Christmas gifts for children in the foster care system.

Proud of what she has built, Jenny has no plans to slow down. Guided by her mission and her values, she has her eyes on

the goal of helping four hundred families a year get into their homes. “At the same time, I want to continue to make sure my team is thriving,” Jenny says. “I want every team member to be able to grow and excel in their careers. Whether you’re my client or on my team, I want to help you reach your goals.”

To find out more about Jenny Cox, please call (702) 232-0706, email jenniferc@guildmortgage.net, check her out online or follow her on social media: facebook.com/jennifercmlo, twitter.com/guildmortgageco, linkedin.com/in/jennifer-cox-b033a7ab, instagram.com/guildmortgageco, or youtube.com/user/GuildMortgageCompany www.

www.

https://

www.

www.

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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

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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.

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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

ZACH DAVIDSON Loan Officer Zach Davidson – of Movement Mortgage in Atlanta, Georgia – is a hardworking, intelligent and incredibly trustworthy mortgage professional who can be consistently trusted to place the needs of his many grateful buyers and Realtor partners front and center during every transaction. So ethical and honest is Zach’s approach to his business that he has earned a stellar reputation as an honest and trusted financial advocate for anyone he works with.

Zach began his journey in the world of mortgages in 2014. “A childhood family friend was a regional manager for Starkey Mortgage at the time,” he recalls. “I was working for Cox Communications at the time as a contractor, and he told me that if ever wanted to try my hand at mortgages, to give him a call. I did, and I haven’t looked back since. It’s been great.”

Zach is justifiably proud of his affiliation with Movement Mortgage and the wide array of loan products he can offer his many grateful clients. “I only do residential loans. I mean, I’ll do any loan that I can do. It’s mostly conventional loans, VA loans and FHA loans.

Currently, more than ninety percent of Zach’s overall business is based upon repeat clients and referrals, a true testament to the excellent customer service he brings to the table. “My clients have often gotten incorrect information about the loan process from other people, and it’s my job to just be patient and understanding,” says Zach, when asked how he has achieved such impressive levels of trust and loyalty amongst those he works with.

“I make sure they have correct answers to all of their questions, because there’s nothing worse than feeling like you’ve been left hanging.”

There are many other factors that come into play when assessing Zach’s continuing and ever-growing success Top Agent Magazine

story. “I think my creativity and my loan structure set me apart,” he muses. “I think there are lots of times when some loan officers will get just a little bit lazy.

One thing I can do is to restructure their down payments in a way that helps benefit the client so that they’re saving some money in the process. I think that’s one thing that really sets me apart: just trying to be as creative as I can be.”

When he’s not helping clients achieve the American dream of home ownership, Zach enjoys football and ultimate frisbee. He is also an ardent philanthropist who gives back to his community in a variety of ways, including his involvement with the Atlanta Police Foundation, and with an organization that provides free bikes to the children of Atlanta. In 2020 alone, Zach donated over $10,000 to these charities.

“I love my job because this is a profession that has allowed me to capitalize off of my personality the most,” says Zach. “This is really the best way to utilize my strengths and personality, and I haven’t looked back during the entire seven years I’ve been in this business.”

For more information about Zach Davidson, please call 770-856-1474 or email Zach.Davidson@movement.com 15 Copyright Top Agent Magazine

JULIE SWENSON Down to earth, personable and deeply knowledgeable about the mortgage industry, Julie Swenson is not your average mortgage professional. As Branch Manager and active loan originator at Live Mortgage in Tacoma, Washington, Julie brings both twenty-five years of experience and a fresh perspective to the home finance business. “I’m really trying to make a lifestyle out of the mortgage process,” she says, “rather than just handing people money and saying, ‘now don’t miss a payment for the next thirty years’,” she says. “I want to show them how a mortgage or refinance can help them build wealth.”

Julie began her impressive career in the mortgage industry in 1996, working in the manufactured home business. Twenty-five years on, she is one of the most sought-after mortgage professionals working in the industry, with more than eighty percent of her considerable overall business based on referrals from satisfied clients, Realtor partners, and financial advisors.

“I think a lot of that has to do with the information that we provide our clients,” says Julie, when asked how she has managed to inspire so much trust and loyalty amongst those she works with. “Prior to my clients applying for a mortgage, we have a pretty intense conversation. We set up an in-person appointment if we can, we don’t always do everything online. We’ll talk about their hopes and their dreams, and from that conversation we can really tailor a program using what we call a total cost analysis. It allows us to compare different loans based on what they might qualify for so they can make a good financial decision.”

Julie is careful to ask each client two questions: what about the mortgage process excites you the most, and what keeps you up at night worrying? “That is where you can really start talking to people and help them feel more comfortable about the decision they’re making, and it also helps to solve a lot of issues up front. That way, the process isn’t as scary for them along the way.”

As evidence of Julie’s commitment to providing her clients with a smooth, easy, and streamlined process, one needs to look no further than the glowing reviews she has received on Zillow.com, on which site she holds a perfect, fivestar overall rating. One of these reads: “Julie is the best! As a first-time home buyer, I was nervous about the process, but working with Julie and her team made it so easy and resulted in closing on a beautiful home. She was incredibly responsive, informative, and supportive every step of the way.”

When she’s not working, Julie enjoys spending time outdoors in nature hiking, paddle boarding, and kayaking. She also loves to spend time with her dogs and on her boat. She also gives back to her community in a variety of philanthropic ways.

“We’re working really hard to continue creating what I call the five-star ultimate client experience,” says Julie, when asked about her plans for the future of her business. “We want to do mortgage coaching rather than just be advisors. We want our clients to be able to create the best lifestyle for themselves. I call that ‘living a great story’. We want every person who reaches out to us, whether we end up helping them with a loan or not, to have that experience.”

For more about Julie Swenson, call 253-228-1200 or email Julie@JulieSwensonteam.com

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Get Your Head in the Game!

By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara­ tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation.

The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident.

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The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles.

Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them.

5 ideas for stepping up your game.

1

Preparation is what creates confidence. Don’t work on confidence.

Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work!

Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

2

The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll 18

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give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage!

When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes.

(If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit.

Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

3

Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts.

Don’t be random. Choose successful pictures that move you forward.

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4

Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test?

Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving.

We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

5

Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking...

Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks.

But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 20

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CHRISTOPHER WHITE Prior to his current status as a leading edge Florida loan officer, Christopher White began his career in the corporate sphere. After relocating to Tampa in the early 2000s, he found himself searching for an opportunity that better balanced his financial background with his entrepreneurial spirit and passion for client service. Inspired by a colleague and friend in the mortgage industry, he decided to pursue his license in 2006— and he’s been going strong ever since.

Today, Christopher is the Owner of Market Capital Mortgage, where he supervises an elite team to assist clients throughout Tampa and the surrounding areas. There, he has fostered a culture around expertise, integrity, and flexibility, allowing him to serve a robust client base that spans the region.

At Market Capital Mortgage, Christopher provides his clients with a suite of purchasing and refinancing options, including Conventional, FHA, and VA loan packages. Moreover, he has built outstanding relationships with other lenders in the area, giving him the ability to shop loans without overlays and offer a more diversified product mix, including boutique resources like No-Income Loans, which can be catered to the immediate interests of each client. In fact, he prefers to keep in touch long after the transaction is finished to cultivate a lasting relationship and provide ongoing service when needed.

But from pre-approval to the closing, Christopher is there for all his borrowers, supporting them and educating them each step of the way. “This business comes down to professionalism, consistency, and effective communication,” he says. “At the end of the day, my clients know that they can trust my word on their loan.”

Then he adds with a smile, “If I can’t do it, chances are it can’t be done.”

Moreover, Christopher has also established strong relationships with professionals all across the real estate industry, from Realtors to public accountants, attorneys, investors, and contractors. Since launching Market Capital Mortgage, he has earned a fantastic reputation throughout Florida, with the entirety of his volume coming from repeat clients and referrals. “As of now, we do not pay for advertising or marketing of any kind. So any client who comes through our doors is referral based.

For me, that’s a terrific testament to what we do in our community.”

Outside his career, Christopher is deeply involved with Habitat for Humanity Hillsborough, assisting with theme builds, fundraising, and local events. Elsewhere, he is currently a Chairperson for the Tampa Chapter of the National Association of Real Estate Brokers, where he collaborates with his fellow mortgage professionals to conduct communal outreach and increase financial literacy in the area.

Looking ahead, Christopher has exciting plans for the future of his business. As his volume maintains its rapid growth, he intends on scaling his brand and elite standards of service to leave an indelible footprint on his region. “As someone who has always been interested in numbers, I love breaking down a loan for a client, cutting through the complex jargon, and showing them that they too can be a homeowner,” he says. “For me, there’s nothing more rewarding than helping people understand the process and make fully informed decisions on their future.”

To learn more about Christopher White email chris@marketcapitalmortgage.com, visit marketcapitalmortgage.com or call (813) 495-2954 www.

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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—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 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 22

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.

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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KIMBER WHITE Kimber White began his mortgage industry career 33 years ago, and during his years in the business he has seen it all. “I’ve been in the industry when it was easy, and I’ve been in it when it was hard,” Kimber says.

After over three decades in the business, Kimber says, “There’s still nothing better than being able to get that first-time buyer in a home and help them make their dream of homeownership come true.” Clients value Kimber and his team for their passion, education, and commitment to the industry.

As Partner with RE Financial Services based in Oakland Park, Kimber serves all of Florida. An amazing 100% of Kimber’s business comes from referral clients, a testament to the trust and confidence he inspires. “Our clients value our quality of service, our quick close rate, and our honesty,” Kimber says.

“Our integrity keeps people coming back and referring.

We always do what we say we’re going to do.”

Clients also give Kimber and his team high marks for their availability and communication. “Everything is moving online now, but there still has to be a mix of online and hands-on,” he explains. “People still want a hands-on person, and we are always available, seven days a week.”

His passion for serving clients and the industry truly sets Kimber apart. “I believe everyone should have a chance at homeownership,” he says. “We help clients achieve that. We have a passion for helping others, and I treat everyone the way I want to be treated. I

use my sphere of influence to help others, and we are always learning and educating ourselves to better serve our clients.”

Kimber is deeply involved in his industry, and is immediate past president of the National Association of Mortgage Brokers. As a producing originator with his own branch, Kimber averages producing 250+ loans for $70 million a year. He was just named to the Top 100 most influential mortgage professionals globally by Mortgage Professional America Magazine (where he was one of just 33 professionals in the US who made the list!). Last year Kimber was also one of the Top 1% loan originators in the country.

Outside of real estate, Kimber is active in his local community, as well as in the LGBTQ community.

He is chair of the mortgage advisory committee for the LGBT+ Real ESTATE ALLIANCE. When he is not working or giving back, Kimber enjoys traveling, going to the beach and the mountains, theater, and spending time with his Yorkie, Cooper.

Looking toward the future, Kimber says, “I’m planning to grow my business while still keeping the personal feel I have now. I call myself a Mortgage Concierge, and I like being able to give concierge service with a personal touch. I also want to provide the mentoring and solid leadership to help other loan officers move forward in the industry.”

Above all, Kimber says, “I love helping others. I’ve always had a passion and commitment to the industry.

I focus on being true to myself and the industry, and putting the customer first. My motto has always been, ‘When you think you’ve done your best, go one step further and make sure!’”

To find out more about Kimber White, you can call him at 954-696-1435 or email at kimber.lmt@gmail.com. You can find him online at refinserv.com www.

— NMLS#352949 — Top Agent Magazine

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