NATIONWIDE MORTGAGE 1-11-21

atter began her career in the they can as industry 5 years NATIONWIDE ago, as she MORTGAGE EDITION completely ng up work on her accounting on to the ne d went to work for a friend in ge field. “I ended up loving it,” Arielle and t alls. “I still get to work with offer a wid but I get to help people more.” types. As a d history, and now Arielle gets VA, and oth Why Delegating lients achieve the dream of specialized n 7 SIMPLE TIPS ELISE MARQUETTE is the Key to rship. their comm That are Proven to Help You LONG-LASTING elligent and driven, Elise kept updated properties and questions ar(fi Stay Ahead of the Competition arquette was destined to answered fast.

SUCCESS kofficer Watkins began his mortgage lending career gift,” Derek says. “Betweeninvestor builder and cash Realtor flow produ with Finance of America, Arielle, ch success in the mortgage ars ago, when he was working as a commer- business, we’re 70% purchase.”

Elise is able to make the proces ustry. out She got herCape start after sed Coral and Fort Myers, nd constructionof lender. His mentor asked him rking at a law firm and as stress-free as possible by rt a mortgage lending division for the bank, It’s easy to see why Realtors come back to Derentire state of Florida.

About 95% of her Community involvement sing on her own house.

With of that di- ek and his team again and again. effectively her client “I invest inguiding my ventually Derek became President While obtaining veral lawbank schools offering invest with them,” he explains.

“I are n. “That became Centuryher South Bank,” agents, omes from referrals, a testament to and theI trust andthroughout. her husband activ mortgage can be a confusing ull ride, she had originally k recalls, “and I made a great career of run- will do everything from helping them get busienceonshe inspires. relationships are anding activities with loc nned becoming lawyer.“The time for many, thosethe working ness in a neighborhood doing whatever joint mortgage divisions fora community banks.” ut home purchase wasn’t with Elise can assured we can do together, to helping sponsor as Production Manager with PrimeLending, inmy this industry,” Arielle says.marketing Her referral attends local realrestestate b purchase leads. k smoothest is right wheretransaction, he wants to be. andHe is happy their open house or giving them everything is being taken car clude various Realtors® throughout community be As a result, Imany have great agents who me events and able to happy focus onatforming lasting of inrefer the most efficientlike manne wasn’t my law firmconnections Turning , and“I to just help realized them and Itheir clients give me their referrals, and who also refer me Realtors possible.

She likesYour toback, think oA ,” she says. rokerages, who keep referring their clients working or giving 6 Things You Need to Do to ve their goals. and wanted to to the agents who work with her them.clients It’s been eded a change as aclients for life Profession into really great way to make ourselves stand out in ith becauseMENTOR of her compassionate theand beach, fishing, in looks forward toand helping in BE a Arielle happier environment.”

A GREAT a PASSION ed in her Cumming, Georgia, Derek serves the marketplace.” luing independence, it them for many years to come dming thorough approach. and the surrounding area. The majority t natural to go into business They are never left in the dark s business comes from purchases, with refi- This mutually beneficial way of doing business In even the after future, Arielle pla the transaction, herself as a loan officer. es filling in the rest. “I look at refinances as a is based on what Derek sees as a fundamental she keeps in contact with them e earned her license in July ly care about my clients,” she says.

“Our team, adding more loan 19 and now works under Paramount Residential and is always happy to help in any way she can.

Top Agent Magazine motto is thatin ‘Business is toalways business to more real ortgage Group Florida. It’s safe say she’spersonal,’ Copyright und her dream career helping people achieve When Elise isn’t working, she’s spending tim what really got me going here. I genuinely working on getting ours ir real estate dreams. building relationships with local agents or giving e to be happy in their new home, andback to be to the community.

An animal sh and building our lover, social hough she helps many conventional buyers, frequently volunteers at a farm for retired horses e with the payment.” are seeing a big change t e specializes in investors. “A lot of my inves- During any free time, she enjoys hanging ou ®

®

®

s rely on me to provide a quick pre-approval or with family and friends. inance. Because I work with them frequently phasizes the importance of finding a loan Above all, Arielle plans now what they’re trying to achieve with their Looking ahead, Elise has plans to continu

NATIONWIDE NATIONWIDE & INTERNATIONAL MORTGAGE EDITION EDITION

DEREK WATKINSBERFIELD MARISA

When Marisa Berfield graduated college and her pooches. She is engaged 11 4 2009, she with a degree in Biology in enjoying all the time she gets to s was facing a turbulent job market and an with her fiancé. uncertain future. That’s when she decided to take a chance and started working Going forward Marisa is focuse with a local loan processor. Despite not continuing to expand the team, knowing anything about mortgages at helping all of the agents succeed. the time, she quickly learned the ropes the recent rapid growth of the com MARISA BERFIELD ANDREW & DESAREE L a MACCHIA DEREK WATKINS of the business andELISE realized it was the she is always looking for ways of MARQUETTE perfect fit for her. She has been in the BLISS GREEN ing each transaction run smoothly driven,forElise are drew LaMacchia have Intelligent and Younow Form thatcurrently one lady loved keykept limeupdated and questions business 11 years and effortlessly.

Her goal is to give c destined to answered fast.

16 level of customer servic in the mortgage indus- Marquette was pie,” Andrew says.

“On a Tuesday 12 works as a National Processing Manager 15 the highest ars. “It’s been a crazy reach success in the mortgage Update phone call, she told me she was at Silverton Mortgage. make the process as stress free as p ys. “We’re having fun. industry. She got her start after stressed because her timeline had Elise beenis able to make the process Charles Millard beg ble so that stress-free as possible by they can enjoy their new h nce, and we’ve been working at a law firm and delayed by builders. I bought herasmini banking he w ® own house.

Withworked her clients who’ve with Marisa “Our company morewhen than doubl Derek Watkins began mortgage career gift,” Derek “Between builder and Realtorhas hen it got hard, we said, closing on herClients key his lime pies lending andhave surprised her.effectively We says.guiding several law schools offering her throughout.

While obtaining a school, through a ago, when he was working as alike commercome 25 toyears appreciate her approach andcli-we’re size70% inpurchase.” the last year. We have gone from a bou er option than to make love topersonalized do things that forbusiness, our a full ride, she hadcial originally mortgage can be a confusing and construction lender.

His mentor asked him thatbusiness, allowed himis t the fact that she always prioritizes their best interto a multibillion-dollar which we have not only made planned on becoming ents. Buying a home is stressful but it firm a lawyer. timetofor those ®working come back to Derto start a mortgage lending division for the bank, It’s easy seemany, why Realtors est.

“I think a big part of my success is my ability to adjustment as well as a testament to all of our ourished.” should alsoPresident be fun and exciting.” with accounting departm “ButANDREW my home purchase wasn’t Derek can and restagain. assured his Elise teamCHARLES again “I invest in my and eventually became of that di- ek and & DESAREE MILLARD ELISE MARQUETTE devote my direct attention my clients.

I really talk and level of service Curr community bank p the smoothest transaction, and bank everything is being taken care agents, and work I invest with the them,” he explains.

“I we provide. vision.

“That became to Century South Bank,” LAMACCHIA Andrew met, Desaree I wasn’t happy When Desaree andand Andrew are to atthem and care“and about their wants needs and evaluating whatget2021 is going to look lik my law firm of ineverything thewe’re most from efficient manner will donot helping them busiDerek recalls, I made a great career of runhis senior year. “T n a mortgage company job,” she says. working clients, theyinlove tolong spend in a neighborhood and joint ning mortgage divisions forwith community banks.”

“I just realized Iwill possible. likes todoing think of continue consider what benefit their family theness us,She and how we whatever can to Ithrive.

Our f realize love financ mother and step-father. needed a change time with their children and stay active. marketing we can do together, to helping sponsor Now, as Production Manager with PrimeLending, and wanted to her clients as clients for life, CONTENTS run. This isn’t just a transaction for me. This is prob- consists of continued hard work, “and innovation, b inforward Charles recalls, it’s wha theirand openlooks house orgeneral,” givingtothem purchase leads.

Derek is right wants tofor be. He happyas we mother passed away, we to environment.”

“We want to where be ashepresent ouriskids can,” be wanted in a happier helping ably the largest financial decision they’re going to ing new opportunities for all our agents, and ma Aspassed athem result,for I have agents refer Later, me and while attending c to be ablesays. toitfocus on forming lasting Valuing many years to who come. acy,” Andrew says. Andrew earnedher his independence, Desaree “With both of our connections moms having getgreat into banking.” ® make in their lifetime, so they are coming in with it a seamless process.” , and to help them and their clients give me their referrals, and who also refer me with Realtors felt natural to go into business They are never left in the dark nse so they could break out on their away, we are reminded that you never know how life worked in them. the It’s retail banking departm achieve their goals. to the agents who work with been a anxious energy, and my job is to help calm them for herself as a loan officer. even after the transaction, as 6) HOW TO OVERCOME YOUR 21) 7 SIMPLE TIPS THAT ARE peace about the leap,” Desaree says, is going to work out. We want to give our sons time, community and closely wit really way make ourselves out worked in She earned her license July was she keeps intocontact with bank themstand down, andinmake it feel personal and us.” as simple asgreat Andrew could doWORKPLACE anything.

I also knew because time whatasour moms gave FEARS PROVEN TO HELP YOU STAY Located in Cumming, Georgia, Derek serves the marketplace.”

It was there, Charles says, th 2019heand nowpossible,” works under Paramount in any way she can. she says. Residential and is always happy to help department. ood at this because of the way is with

CHARLES M

Florida.

It’s safe to say and she’sAndrew planAHEAD OFniche THEofway COMPETITION being the smiling face to greet an great way of making anyMortgage client feelGroup at in For thebusiness future, Desaree continue of his comes from purchases, with Elise refi- toisn’t This mutually beneficial of time doing business 8) 6 THINGS YOU NEED DO found her dream career helping TO people achieve When working, she’s spending nancial circumstances.” toher align their business their values.

“Last weon what homebuyers, well as homebuyers in g With team continuously expanding Marisa nances filling in the rest. with “I look at refinances as a works isyear, based Derek sees as as a fundamental estate dreams. building relationships with local agents or giving TO BEtheir Areal GREAT MENTOR 25) YOUR PROFESSION conscious changes and to focus onon quality, not TURNING quanhardmade to provide guidance pass her knowlexperience made back to the community. An animal lover, she me want to get into lend Desaree and Andrew haveAlthough tripled their tity,” Desaree says. “For some folks, might think AatPASSION and experience.

“I buyers, wouldn’t be they hereINTO without sheedge helps many conventional frequently volunteers a farm for retired Copyrighthorses.

Top Agent Magazine ay we’ve been able to grow a testa- IN that hurtsOUT? growth, but is the opposite. will 13) ARE YOU OR she is specializes investors. myit invesDuring You any support free grow. time, she enjoys hanging out theinhard work “A of lot myofprocessing department, For the past year, Charles has worked as a l established we were,” Desaree It may not be as fast, but our focus on quality is why tors rely says. on me to provide a quick pre-approval or with family and friends.

28) 5 THINGS YOU CAN DO TO and guidance from my incredible fellow managers, Officer at Lake Michigan Credit Union, age in San Antonio, Andrew is we’re 100% We want our business to be refinance.

Because I work withreferral-based. them frequently 17)Texas, WHY DELEGATING IS THE themuch encouragement from my boss,” she YOUR GOALS while Desaree handles marketing andand as serving people slowingACHIEVE downsays. asElise the has I know what they’re tryingabout to achieve with their andLooking ahead, plans toBIGGEST continueand “makes “unbelievable” me smile ev LONG-LASTING SUCCESS a relentless work ethic and drive to help realtor partners.KEY They TO have addedand aWith parts our lives.” properties I other truly care of about their goals,” growing her clients business andLMCU, referral base.

No Charles serves the Lansing area loans a month Whether team she’s closes helping around investors1,300 matter where this path leads her, it’s sure to be an n Officer this past year. she “Partexplains. of ourMarisa’s variety of different loan types, including purchase rental property or families purchase enjoyable journey. “I like everything about my g good people and making sure athat on average.

Construction to permanent loans, a a home, she is communicating throughout the job. It’s really important forloans, me to have a career oles that serve their strengths,” Andrew transaction so everyone is on the same page. where I can foster a good relationship with my so great at growing new relationships.When she’s not busy working Marisa is passionate Mortgage, which is their product for com Toinlearn more about Marisa Berfield With a full-time licensed assistant and frequent clients, and I can certainly do that mortgages. of different hats, and we’re starting toabout (police officers, firemen, hospital worker fitness and living a healthy Sheindustry likes to email help from her licensed fiancé, all parties are lifestyle.

It’s also a fun be in.” Marisa.Berfield@silvertonmortgage.c military).

“We’re the815-0291, largest credit union to spend her free time surrounded by family, friends, Phone 310-734-1440 | Fax 310-734-1440 or call (404) Ext 311 Cumming and the surrounding area. The majority

we really give back to our communities, eir business mag@topagentmagazine.com coming from referrals, For more| information about Elise Marquette, www.topagentmagazine.com “We try to help out as much as we canMag and Copyright Top Agent drew attributeNo their success to issue the displeasein call or email EMarquette@PRMG.NET portion of this may be reproduced any570-490-8318 manner whatsoever without prior consent of the publisher. Top Agent Magazine is uch they givepublished to every transaction and for theof community.

We stay true to our roo

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy published materials, Top Agent e’re starting toMagazine see our efforts pay divcredit union,orand we address, want tosend help everyon cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe change Copyright Top Agent Magazine w says. To stay in touch, they utilize For more about Andrew inquiry to mag@topagentmagazine.com.

Published in the and U.S.Desaree LaMacchia, ure “All About You” form, which helps you can contact Andrew at 210-854-7354 Clients value Charles’s emphasis on com lor their services, but also support clior alamacchia@guildmortgage.net, or you can contact education. “I tryTop to Agent communicate as much a ized way.2“I learned from an All About Desaree at desaree.lamacchia@guildmortgage.net Magazine Copyright Top Agent Magazine

all my Realtor® partners and borrowers,” everyone to be involved throughout the

ASHLEY MOCK

CAITLIN TURKOVICH

For Caitlin entering the It’s one of the best loans reviews because withTurkovich, my business I proth a finance background and mortgage industry was a serendipright now.”

20 19 23 vide exemplary customer service and I nnecting with people, Ashley itous event. After purchasing her always expect that of others.

Without a y found success in the mortfirst home, a phone call with her No matter who she is servin Tara Suckstorf began her career What Tara like doubt theylender not only met my expectations y due to the relationships that changed the course of her type of loan they’re getting, but dramatically exceeded them!” over time in the community. in the mortgage loan industry and with making the career. “I had an amazing lending who works Caitlin ca a baby, it felt like the right experience, and once I got out in of the the same great service.

“W 2004 when her sister, then questions becau When Ashley isn’tmyworking, she’s called a career change. “So I went military, previous lender a concierge agivloan officer in Texas, needed says.experience “Maybefori ing back me to tothe community through sed, and here I am three years see how things were going. I real estate agent and the bu an assistant who could match at helping wasortelling himinvolved that I wasinfiguring says. “We make it so peop no on volunteering staying local fast because I already had a TARA SUCKSTORF CAITLIN TURKOVICH ASHLEY MOCK ASHLEY VANDIVER herhepace. “We knew we would AmyCaitlin and Iensure are a out what to do part next, andEmerging he said whelmed.”

STEPHEN-MICHAEL WASHINGTON groups. She’s currently of ections in the community.” frontPalm officeBeach, position avail- well together,” Tara says, are kept up-to-date on the work Leadershiphad of aWest Junior iter, Florida and serving the Arielle began her career in the scared can ask Iw ey Vandiver’s father opened Community involvement is important for able,” she explains.

She took him the offer, the time, loan, sharing knowledge withand them Stephen-Michael Washington is a loan offi- Yeatter “They’re the whole but tothey see League Palm Beach, Leadership Palm Ashley is a loan officer with “andup iton all just happened from With Tara’s exe ey Mortgage, Inc. 30cer years both Ashley and the team, and they’ve and almost nine years later, Caitlin still works at process and any industry updates.

“We offe 29 mortgage industry 5 years ago, as she completely understa 24 based in Birmingham, Alabama who County and sits on 27 them day of closing, after climbing Beach the board foron the nding, a subdivision of Group there.

Iofdon’t see tomyself ever surprise that same company.

“I started a receptionist agents, it’s nice thatsh th ew she would eventually joingreat pride in his ability to was found contribute locally even takes earn thewaysthetoup to off theastop the mountain, it’s an experiwork onCouncil. her accounting ontototeach thethem nextsosubjec the finishing Leadership Business During ge. Whether she’s assisting a for couple months, then went onthat to be a licensed howinto to answer questions and along gain thewit trus doing anything else.”

Tara, usiness. After getting her eduthroughout the apandemic.

“I love serving trust of the many people he works with. ence you cannot put words.

It’s degreeshe’s andloan went to out work forfamily a friend in hanging with andofficer, estor in financing their newest property, any free time, officer assistant, then athat loan Westruggles really carein about agent and gaining independent working my community.

We try to keep everythetheAlex’s Le He’s a people person who puts his clients momentand thatnow makesclients. all the enjoying the outdoors, whether that is diving or boatfamily buy their first home, Ashley prothe mortgage field.

“I ended up loving it,” Arielle and the team I’m an area manager.”

Needless to say, she hit having a good experience, so we put all oa elsewhere, she decided the thing local, between the attorney we close first and his own bottom line second.

“A lot worth it.

You haven’t just changed that perAs aground loanasrunning officer at Peoples Mortgage in Lincoln, doing money for ch ing. It is a must to be onthethe water she says ithome ishasn’t “my rright service all she her serves. and looked back. and resources into recalls.

“I appraisers, still get toand work with offer athat.” wide variet andtostarted the loan with, our ofwork loan officers are focused onplace” theArielle transacson’s life, first-time but you’ve made a generational Nebraska, Tara sees many homebuyers.

Tara has recent happy Based in Las is Vegas, Caitlin and her team at Union age Loan Originator, helping inspectors—everyone local.

That’s numbers, tions and the closing date, and not on the but I get to help people more.” change. Because now, their children types. are As a direct len Home to Mortgage help during clients and theWhen Caitlin isn’t working, she’s staying etty easyloan for me to have Without any overlays, andinbyNevada keeping entire loan Balloons, an or the best options for repeat the and referbeenHe so important us, especially relationships,” Stephen-Michael says. growing up in a house their parents own, so“I’ve The rest is history, and now Arielle gets VA, andalways otherbeen standa North Carolina. in the community. inv Looking ahead, she has her sights set on expanding her cause of the community I’ve built over tuation while offering topCOVID-19 because we’re working to process in-house, Tara is able to offer her clients affordsocial workers t VANDIVER ARIELLEhome YEATTER STEPHEN-MICHAEL knows thatASHLEY this train of thought is ato mistake, now they understand ownership, andWounded Warrior help clients achieve the dream of specialized niche pro Mission 22 and the Pro business and growing new relationships.

And there’s he says.

“I work solely off of referrals. mer service. Ashley currently keep thoseability small businesses afloat,” she and transparency throughout the process.

“I There’s see a birthday WASHINGTON and focuses his energy on maintaining hon- “We’ve they pass it on through generations. right nowparty I’m ls homeownership. their and commercial will love is every minute of the it.established “Ilocal truly here in Las also a rotary member, uild relationships, I nurture my rela- no doubt she in St. Clair County,but Calhoun says.

Ashley alsoreally a partgotten esty in his communication, having real-life clients nogetmeasure ofhere thethat impact that can have on literacy or veteran who have been told elsewhere they can’t get Vegas, it took us awhile to licensed as for a good financial County and thecheck sur- in with past church andthroughout on the board the St. Clair enjoy guiding people theofentire financing hladega people, and always properties (fix-and-fl conversations, and enriching his community. the a want community.

It’s Stephen-Michael finds theloan are strict in Nevada for amazing.” new looking forhis someone to help.” ®rules they or need,” Taracompanies says.

“I’mthat’s creative and For the future, . eas of Alabama. ofan REALTORS process. It’s transaction, and it’s rewardsh them a happy birthday or happy hol- Association As aimportant loan coming officer with Finance of America, Arielle, investor cash flow products. in 2018 making impact in, soinspiration that was our goal,anand sinceon his community by stubborn.

I’ll exhaust all options to do it or give them a and agent relati ing to be a part of.” ey makes sure she isStephen-Michael at the top of their then our is hiringCoral and recruiting experienced ahead, Caitlin is excited to has been in the mortgage forgoal building relationships and Myers, going theLooking extra mile for his is business based out of Cape and Fort When she’swho not working, Ashley loves spending time y Mortgage offers clients competitive rates ding them throughout the transaction and plan workclients, towards.” professional net loan to officers,” sheFlorida. explains.

Currently she offers growing and setting down roots in Nev seventeen years. He’s seen it all, and the one thing that and helping them reach for success in places they serves theall entire About 95% of her Community involvement is import with her family—who live instate closeof proximity—and variety loanafter options, from closes.

USDA,“After FHA, able to of them thehe’s loan alltheconventional loans and specializes in VA loves her work and is myself grateful towith have fou pe taken away is that building relationships is key didn’t know they could reach. outbusiness by the pool or on from the lake.

She canaalso be very experienced to their comes referrals, testament to the trust thing andshe herishusband are active in volun ntional, with them I’llmost give popular them a construction shoutout on relaxingputs loans.

“That’s something I’m so passionate about.

“There’s to success.

Stephen-Michael a hard emphasis on Tara’s dedication to helping her clients has earned her partners who ar on the golfconfidence coursein,” practicing her swing.

Going is tofor accommodate everyone’s and she inspires. relationships areof work ing isactivities with theI local ndmission I meet them coffee frequently.”

Herbothfound she explains.

“We “The also offer another product things I exclusively love about what do. I Ameri love ev building trust with his Realtors the aborrowers Stephen-Michael’s time outside stellar reputation, so repeat clients and referrals make forward she isand focused on consistently growing her uation by offering diverse loan programs so She is also pass called a USDA loan, which can’t be done in Clark work with, I love the relationships and co ent partners are also athey priority, as she sees in this Arielle says.

Her referral attends local real get sendownership. to him. “Realtors knoweverything that when they sendindustry,” spent with hisher five children.

He plans to continue on estate board REALTOR® referrals.

She also wants to expand can reach their dreams of home up the bulk of her business.

What keeps clients coming and giving County, but can be in other counties in Nevada. with people. It’s all sorole rewarding.” nd always stays in touch.

“I have really their clientshas to me, going to towards make them unique. hisRealtors® path as a loan officer in many Birmingham for as long as like beach clean partners include various throughout community events the feel Birmingham area, and continue e COVID-19 pandemic Ashley beenI ambusiness back ismyTara’s ability toto keep the the mortgage loan process love to train ne ships with agents,” she says.

They know that I am going to care of them.

I treat he can, and influence way his community views different brokerages, who keep referring their clients working or giving back, Arielle lo educating herself and serving her clients with the highest n on her father’s many years of experience accessible, understandable, and low-stress.

Client educaborrowers the way I would want a care. member home ownership oneinformation step at a time.

His Caitlin message for box, and I feel Forher more about Turkovich, level of dedication “I’m sobecause grateful for the ute some of the more Realtors difficult and loans.

“It’s to workand with Arielle of compassionate the beach, fishing, and in general e ansaction, clientsmentor love spreading word of my ownyou. family treated,” he says with other loan officers and Realtors is “don’t forget your tion is value of Tara’s, and she spends time making sure can pass onto o opportunities 2020 gave me,confiandaplease my hope is to continue ve an experienced to guide I’m to be call 702-575-1041 or email cturkovich@unionhomemortgage.co attitude and thorough approach. at Group One Mortgage.

One dence.

“Appeal to the person, not the position.” ‘why’”.

Stephen-Michael foundchoices. his reason “The for doing growing my referrals and myfully reputation.” vemmy dad’s expertise to observe andrecent learn hersolidify clients understand all ofhastheir In the future, “I justinwanted to give big thank you of to he does, and making he provides service to theArielle plans to c ially quarantine, he’sa been a wealth way I see it, what I’m not the one theexcellent payments,” Tara tire team at Group One mortgage!

They Stephen-Michael to his commustate Alabama she every day “Our in order to provide for his “I genuinely care about myofclients,” says. team, adding moreCopyright loan officers n regard to the self-employed loans, whichtakes this outlook Top Agent says, “and itcommunity isn’t my long short on the elyshe amazing of In his current nityme at every large, step as well. location,motto he works hisand loved ones. term plans y,” says. and helped company is that ‘Business and is always personal,’ business to more real estate gr line. I make recommendations, but I give clients all their property was a long time mine with dream 80-85%of African-Americans, a demographic and that’s what who really got me going here. I genuinely working on getting ourselves out For more about Ashley statistically see a low percentage of information home ownership. choices so they can Mock, make an informed decision. It’s more r help we made itCoosa come true! If anyone -owned business, Valley Mortgage want people to be happy in their new home, and to be and building our social media p please call 561-339-2192 or sbout clients with great and consideration.

Stephen-Michael a lot of time workingtime-consuming, with this utilizing theircare services don’t givespends it but it matters.” the payment.” are seeing a big change there righ mantra being friends, community, and his favoriteemail part comfortable ofamock@grouponemortgage.us his job is with educatught, I’m not“Family, one to just handand out commupositive take great care to ensure thatand everyone ing them helping them achieve success. “At the end Organized, diligent, and thoughtful, Tara stays in touch a person, and not a business transaction. of the day, regardless of why, theArielle fact of the matter is the emphasizes of finding a loan Above all, Arielle plans to contin Copyright Topimportance Agent Magazine with past clients with campaigns through her company, buying a home, refinancing, or building a block within the African-American this; there is a mental that’s the right fit for the borrower: “When you’re and referral partners great servi , Ashley and the team community work effortlessly to to wealth, specifically home as well in regards own-as through personalized communications. “It’s talking a it30-year mortgage, that’s a huge road to homeownership and leave financing solution thatership. matchesI the runclient’s into people all the time who about have all had about the relationships,” Tara says. Tara’s clients To learn more about Ashley Vandiver put a high emphasis on quality customer chunk of someone’s life.

They need to be happy, empowered. “I love getting to wo beat into their heads that they can’t do it, they’ve had all appreciate her patience and availability. “Weekends and please call (205) 368–3655, we work ethically andthese produce consistent they need to be comfortable, and most importantly says, “and I like to get to know m challenges with regards to home ownership... and evenings are when my clients are free to focus on the email ashley@coosavalleymortgage.com, e a family-owned business and we treat our then they get the courage up to trythey andneed do it,to and they To find o understand.

I ensure that my borrowers It’s really fun to learn where peop hey’re family,” she says. or visit coosavalleymortgage.com/about-us home-buying process,” Tara says, “so I make sure to do it!” This is what Stephen-Michael lives for; to see You contact Washington understand everything, andcan if they don’t,Stephen-Michael they know where they’re going, and to helpp available.

If I’m not available, mybyLoan the members of his community who couldn’tmake dreammyself of by phone at (205) 937-7685 or email Taras success achieve it, and to be the guiding forceCoordinator in accomandemail rightathand, Amy Pola-Gates, makes SWashington@loandepot.com peoplesmortgag Copyright Top Agent Magazine plishing this feat. It goes even further than that, though. sure she Weout make a great team.”

Tois. find more about Arielle Yeatter, please call (239) 344-36

TARA SUCKSTORF

ARIELLE YEATTER

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email AYeatter@FinanceOfAmerica.com or visit MakeTheYeatterCho Copyright Top Agent Magazine

DEREK WATKINS

Derek Watkins began his mortgage lending career 25 years ago, when he was working as a commercial and construction lender. His mentor asked him to start a mortgage lending division for the bank, and eventually Derek became President of that division. “That bank became Century South Bank,” Derek recalls, “and I made a great career of running mortgage divisions for community banks.”

Now, as Production Manager with PrimeLending, Derek is right where he wants to be. He is happy to be able to focus on forming lasting connections with Realtors®, and to help them and their clients achieve their goals.

Located in Cumming, Georgia, Derek serves Cumming and the surrounding area. The majority of his business comes from purchases, with refinances filling in the rest. “I look at refinances as a 4

gift,” Derek says. “Between builder and Realtor® business, we’re 70% purchase.”

It’s easy to see why Realtors® come back to Derek and his team again and again. “I invest in my agents, and I invest with them,” he explains. “I will do everything from helping them get business in a neighborhood and doing whatever joint marketing we can do together, to helping sponsor their open house or giving them purchase leads.

As a result, I have great agents who refer me and give me their referrals, and who also refer me to the agents who work with them. It’s been a really great way to make ourselves stand out in the marketplace.”

This mutually beneficial way of doing business is based on what Derek sees as a fundamental Copyright Top Agent Magazine Magazine

truth in the industry: “I’m willing to invest in you because I know that nothing really happens in the mortgage business until the Realtor® sells the house. My goal is to make sure that we position ourselves to help the Realtor® sell the house.” It’s a stark difference from what most Realtors® are used to hearing from lenders. “There are so many loan officers out there calling Realtors® for referrals,” Derek says, “but they don’t offer anything in exchange.

That’s what sets us apart.”

Giving back to his community and his industry is very important to Derek. He sponsors new agent orientations for the Georgia 400 North Board of Realtors®, which allows him to make connections with Realtors® right at the outset of their careers. Derek is also active with the Rotary and the Chamber of Commerce, and he coaches middle school baseball. When he is not working or giving back, Derek enjoys playing golf and playing with his adopted Doberman.

In the future, Derek plans to continue growing his builder business and increasing his Realtor® business. “We’ve got all the processes and people in place to be able to scale up,” Derek says. “I get such great support from PrimeLending, and I want to continue to recruit loan officers and mentor them.” Above all, Derek wants to continue to focus on delivering results for his referral partners and their clients. “Everybody says they have great rates and great customer service, but they never say to the Realtor®, ‘What are your goals?’ My focus is on figuring out how can we help you achieve your goals, and that’s what’s worked so well for me.”

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To find out more about Derek Watkins, you can call 770-615-4600, email derek.watkins@primelending.com or visit mortgageloansbyderek.com.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 6

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 10

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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MARISA BERFIELD When Marisa Berfield graduated college with a degree in Biology in 2009, she was facing a turbulent job market and an uncertain future. That’s when she decided to take a chance and started working with a local loan processor. Despite not knowing anything about mortgages at the time, she quickly learned the ropes of the business and realized it was the perfect fit for her. She has been in the business for 11 years now and currently works as a National Processing Manager at Silverton Mortgage.

Clients who’ve worked with Marisa have come to appreciate her personalized approach and the fact that she always prioritizes their best interest. “I think a big part of my success is my ability to devote my direct attention to my clients. I really talk to them and care about their wants and needs and consider what will benefit their family in the long run. This isn’t just a transaction for me. This is probably the largest financial decision they’re going to make in their lifetime, so they are coming in with anxious energy, and my job is to help calm them down, and make it feel as personal and as simple as possible,” she says.

and her pooches. She is engaged and enjoying all the time she gets to spend with her fiancé.

Going forward Marisa is focused on continuing to expand the team, and helping all of the agents succeed. With the recent rapid growth of the company, she is always looking for ways of making each transaction run smoothly and effortlessly. Her goal is to give clients the highest level of customer service and make the process as stress free as possible so that they can enjoy their new home.

“Our company has more than doubled in size in the last year. We have gone from a boutique firm to a multibillion-dollar business, which is a big adjustment as well as a testament to all of our hard work and the level of service we provide. Currently we’re evaluating what 2021 is going to look like for us, and how we can continue to thrive. Our future consists of continued hard work, innovation, bringing new opportunities for all our agents, and making it a seamless process.”

With her team continuously expanding Marisa works hard to provide guidance and pass on her knowledge and experience. “I wouldn’t be here without the hard work of my processing department, support and guidance from my incredible fellow managers, and the encouragement from my boss,” she says.

With a relentless work ethic and drive to help clients Marisa’s team closes around 1,300 loans a month on average.

When she’s not busy working Marisa is passionate about fitness and living a healthy lifestyle. She likes to spend her free time surrounded by family, friends, Top Agent Magazine

To learn more about Marisa Berfield email Marisa.Berfield@silvertonmortgage.com, or call (404) 815-0291, Ext 311 11 Copyright Top Agent Magazine

ANDREW & DESAREE LaMACCHIA Desaree and Andrew LaMacchia have worked together in the mortgage industry for three years. “It’s been a crazy ride,” Desaree says. “We’re having fun.

We took a chance, and we’ve been through a lot. When it got hard, we said, ‘There is no other option than to make this work.’ And we have not only made it work, we’ve flourished.”

When she and Andrew met, Desaree already worked in a mortgage company started by her mother and step-father.

“After Desaree’s mother passed away, we wanted to carry on her legacy,” Andrew says. Andrew earned his loan officer license so they could break out on their own. “I felt total peace about the leap,” Desaree says, “because I knew Andrew could do anything. I also knew he would be so good at this because of the way he is with people. He has a great way of making any client feel at ease with their financial circumstances.”

This past year, Desaree and Andrew have tripled their business. “The way we’ve been able to grow is a testament to how well established we were,” Desaree says.

At Guild Mortgage in San Antonio, Texas, Andrew is a Loan Officer while Desaree handles marketing and works with their realtor partners. They have added a new Junior Loan Officer this past year. “Part of our growth is finding good people and making sure that they have team roles that serve their strengths,” Andrew says. “Desaree is so great at growing new relationships.

We all wear a lot of different hats, and we’re starting to hit our groove.”

With all of their business coming from referrals, Desaree and Andrew attribute their success to the distinct personal touch they give to every transaction and relationship. “We’re starting to see our efforts pay dividends,” Andrew says. To stay in touch, they utilize Andrew’s signature “All About You” form, which helps them not only tailor their services, but also support clients in a personalized way. “I learned from an All About 12

You Form that one lady loved key lime pie,” Andrew says. “On a Tuesday Update phone call, she told me she was stressed because her timeline had been delayed by builders. I bought her mini key lime pies and surprised her. We love to do things like that for our clients. Buying a home is stressful but it should also be fun and exciting.”

When Desaree and Andrew are not working with clients, they love to spend time with their children and stay active.

“We want to be as present for our kids as we can,” Desaree says. “With both of our moms having passed away, we are reminded that you never know how life is going to work out. We want to give our sons time, because time was what our moms gave us.”

For the future, Desaree and Andrew plan to continue to align their business with their values. “Last year, we made conscious changes to focus on quality, not quantity,” Desaree says. “For some folks, they might think that hurts growth, but it is the opposite. You will grow.

It may not be as fast, but our focus on quality is why we’re 100% referral-based. We want our business to be as much about serving people and slowing down as the other parts of our lives.”

For more about Andrew and Desaree LaMacchia, you can contact Andrew at 210-854-7354 or alamacchia@guildmortgage.net, or you can contact Desaree at desaree.lamacchia@guildmortgage.net TopAgent AgentMagazine Magazine Copyright Top

Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 13

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 14

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

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 Top Agent Magazine

ELISE MARQUETTE Intelligent and driven, Elise Marquette was destined to reach success in the mortgage industry. She got her start after working at a law firm and closing on her own house. With several law schools offering her a full ride, she had originally planned on becoming a lawyer.

“But my home purchase wasn’t the smoothest transaction, and I wasn’t happy at my law firm job,” she says. “I just realized I needed a change and wanted to be in a happier environment.”

Valuing her independence, it felt natural to go into business for herself as a loan officer.

She earned her license in July 2019 and now works under Paramount Residential Mortgage Group in Florida. It’s safe to say she’s found her dream career helping people achieve their real estate dreams.

Although she helps many conventional buyers, she specializes in investors. “A lot of my investors rely on me to provide a quick pre-approval or refinance. Because I work with them frequently I know what they’re trying to achieve with their properties and I truly care about their goals,” she explains. Whether she’s helping investors purchase a rental property or families purchase a home, she is communicating throughout the transaction so everyone is on the same page.

With a full-time licensed assistant and frequent help from her licensed fiancé, all parties are

kept updated and questions are answered fast.

Elise is able to make the process as stress-free as possible by effectively guiding her clients throughout. While obtaining a mortgage can be a confusing time for many, those working with Elise can rest assured everything is being taken care of in the most efficient manner possible. She likes to think of her clients as clients for life, and looks forward to helping them for many years to come.

They are never left in the dark even after the transaction, as she keeps in contact with them and is always happy to help in any way she can.

When Elise isn’t working, she’s spending time building relationships with local agents or giving back to the community. An animal lover, she frequently volunteers at a farm for retired horses.

During any free time, she enjoys hanging out with family and friends.

Looking ahead, Elise has plans to continue growing her business and referral base. No matter where this path leads her, it’s sure to be an enjoyable journey. “I like everything about my job. It’s really important for me to have a career where I can foster a good relationship with my clients, and I can certainly do that in mortgages.

It’s also a fun industry to be in.”

For more information about Elise Marquette, please call 570-490-8318 or email EMarquette@PRMG.NET

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CHARLES MILLARD Charles Millard began his career in banking when he was still in high school, through a co-op program that allowed him to work in the accounting department of a local community bank part-time during his senior year. “That made me realize I love finances and banking in general,” Charles recalls, “and it’s what steered me to get into banking.” Later, while attending college, Charles worked in the retail banking department at another community bank and worked closely with the mortgage department. It was there, Charles says, that “I found my niche of being the smiling face to greet and help first-time homebuyers, as well as homebuyers in general, and that experience made me want to get into lending.”

For the past year, Charles has worked as a Mortgage Loan Officer at Lake Michigan Credit Union, a job he says is “unbelievable” and “makes me smile every day.” With LMCU, Charles serves the Lansing area. They offer a variety of different loan types, including Doctor/Dentist loans, Construction to permanent loans, and Smart Move Mortgage, which is their product for community heroes (police officers, firemen, hospital workers, teachers, and military). “We’re the largest credit union in the state, and we really give back to our communities,” Charles says.

“We try to help out as much as we can and do what’s right for the community. We stay true to our roots as a teachers’ credit union, and we want to help everyone we can.”

Clients value Charles’s emphasis on communication and education. “I try to communicate as much as I can between all my Realtor® partners and borrowers,” he says. “I want everyone to be involved throughout the whole process, and I want to be able to always answer everyone’s questions. As well as focusing on communication, I offer a buyer consultation with all of my clients that goes over the whole mortgage process from start to finish and what to expect. This allows me to set great expectations up front and teach them about the mortgage process.”

Charles believes in the importance of fostering a community feel among all those he works with. “When you can 16

create that friendly relationship and be approachable, that really helps,” he says. “I look at it as, how can we create a relationship that benefits both of us? I want to create a lasting relationship, and I maintain that by checking in with all my borrowers, clients, and agents. They know I’m always here and always available, and even if it’s not mortgage related, I’m still your neighbor.”

Community involvement is a huge part of Charles’s life. He is on the committee for the Lansing Muscular Dystrophy Association, and he also recently became involved with Junior Achievement, a program that teaches financial literacy to kids in school. When he is not working or giving back, Charles enjoys getting outdoors, hiking, and exploring the different communities in his area.

In the future, Charles plans to stay involved in his local community, and he is exploring some ideas about bringing financial education to his local community. Above all, Charles wants to continue serving his community and helping his clients achieve their financial and real estate goals. “Buying your first home is such a big deal and makes people so happy,” he says. “You get to see that dream come alive, and I love being part of it.”

For more about Lake Michigan Credit Union’s Charles Millard, Mortgage Loan Originator, NMLS # 1920638, contact him by phone at 989-305-9201, or by email at Charles.Millard@lmcu.org. You can also find him online at lmcu.org/charliemillard www.

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 18

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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ASHLEY MOCK Equipped with a finance background and a love for connecting with people, Ashley Mock quickly found success in the mortgage industry due to the relationships that she has built over time in the community.

After having a baby, it felt like the right time to make a career change. “So I went and got licensed, and here I am three years later. I grew fast because I already had a lot of connections in the community.”

Based in Jupiter, Florida and serving the entire state, Ashley is a loan officer with Dynamic Lending, a subdivision of Group One Mortgage. Whether she’s assisting a seasoned investor in financing their newest property, or helping a family buy their first home, Ashley provides superior service to all she serves.

“I find it’s pretty easy for me to have repeat and referral clients because of the community I’ve built over the years,” she says. “I work solely off of referrals.

I not only build relationships, but I nurture my relationships with people, and always check in with past clients to wish them a happy birthday or happy holidays.” Ashley makes sure she is at the top of their mind by guiding them throughout the transaction and staying available to them after the loan closes. “After I close a loan with them I’ll give them a shoutout on Instagram, and I meet them for coffee frequently.” Her real estate agent partners are also a priority, as she sees them often and always stays in touch. “I have really good relationships with agents,” she says.

After the transaction, clients love spreading word about the team at Group One Mortgage. One recent review read, “I just wanted to give a big thank you to the whole entire team at Group One mortgage! They were absolutely amazing and helped me every step of the way. This property was a long time dream of mine and with their help we made it come true! If anyone is debating about utilizing their services don’t give it a second thought, I’m not one to just hand out positive Top Agent Magazine

reviews because with my business I provide exemplary customer service and I always expect that of others. Without a doubt they not only met my expectations but dramatically exceeded them!”

When Ashley isn’t working, she’s giving back to the community through volunteering or staying involved in local groups. She’s currently part of Emerging Leadership of West Palm Beach, Junior League Palm Beach, Leadership Palm Beach County and sits on the board for the Leadership Business Council. During any free time, she’s hanging out with family and enjoying the outdoors, whether that is diving or boating. It is a must to be on the water as she says it is “my happy place” Looking ahead, she has her sights set on expanding her business and growing new relationships. And there’s no doubt she will love every minute of it. “I truly enjoy guiding people throughout the entire financing process. It’s an important transaction, and it’s rewarding to be a part of.”

For more information about Ashley Mock, please call 561-339-2192 or email amock@grouponemortgage.us 19 Copyright Top Agent Magazine

TARA SUCKSTORF Tara Suckstorf began her career in the mortgage loan industry in 2004 when her sister, then a loan officer in Texas, needed an assistant who could match her pace. “We knew we would work well together,” Tara says, “and it all just happened from there. I don’t see myself ever doing anything else.”

As a loan officer at Peoples Mortgage in Lincoln, Nebraska, Tara sees many first-time homebuyers.

Without any overlays, and by keeping the entire loan process in-house, Tara is able to offer her clients affordability and transparency throughout the process. “I see clients who have been told elsewhere that they can’t get the loan they want or need,” Tara says. “I’m creative and stubborn. I’ll exhaust all options to do it or give them a plan to work towards.”

Tara’s dedication to helping her clients has earned her a stellar reputation, so repeat clients and referrals make up the bulk of her business. What keeps clients coming back is Tara’s ability to keep the mortgage loan process accessible, understandable, and low-stress. Client education is a value of Tara’s, and she spends time making sure her clients fully understand all of their choices. “The way I see it, I’m not the one making the payments,” Tara says, “and it isn’t my long and short term plans on the line. I make recommendations, but I give clients all their choices so they can make an informed decision. It’s more time-consuming, but it matters.”

Organized, diligent, and thoughtful, Tara stays in touch with past clients with campaigns through her company, as well as through personalized communications. “It’s all about the relationships,” Tara says. Tara’s clients appreciate her patience and availability. “Weekends and evenings are when my clients are free to focus on the home-buying process,” Tara says, “so I make sure to make myself available. If I’m not available, my Loan Coordinator and right hand, Amy Pola-Gates, makes sure she is. We make a great team.”

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What Tara likes most about she does is helping people and making them feel at ease. “I get a lot of people with questions because they are first-time homebuyers,” Tara says. “Maybe it’s the mother in me, but I can be good at helping people stay calm. It’s a stressful process, and Amy and I are able to support buyers through it.”

With Tara’s exemplary client-centered approach, it is no surprise that she is also passionate about volunteerism.

Tara, along with her husband and four boys, are active in the Alex’s Lemonade Stand Foundation, which raises money for children’s cancer research. Additionally, Tara has recently started a Lincoln Chapter for Box of Balloons, an organization that works with schools and social workers to find families in need and then provides a birthday party in a box.

For the future, Tara plans to maintain her strong client and agent relationships. “I want to continue to build my professional network,” Tara says, “and keep surrounding myself with people who share my professional values, partners who aren’t just in this business for a paycheck.”

She is also passionate about stepping into a mentorship role and giving back to the future of the industry. “I’d love to train newer Loan Officers. No client fits into a box, and I feel that I’ve had a lot of experiences that I can pass onto others.”

To find out more about Tara Suckstorf, please call 402.416.3206, email Taras@peoplesmortgage.com, or visit peoplesmortgage.com/loan-officer-team/broker/Tarasuckstorf

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

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

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

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

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

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CAITLIN TURKOVICH For Caitlin Turkovich, entering the mortgage industry was a serendipitous event. After purchasing her first home, a phone call with her lender changed the course of her career. “I had an amazing lending experience, and once I got out of the military, my previous lender called me to see how things were going. I was telling him that I was figuring out what to do next, and he said he had a front office position available,” she explains. She took him up on the offer, and almost nine years later, Caitlin still works at the same company. “I started off as a receptionist for a couple months, then went on to be a licensed loan officer assistant, then a loan officer, and now I’m an area manager.” Needless to say, she hit the ground running and hasn’t looked back.

Based in Las Vegas, Caitlin and her team at Union Home Mortgage help clients in Nevada and North Carolina.

“We’ve really gotten established here in Las Vegas, it took us awhile to get licensed here as the rules are strict in Nevada for new companies coming in, so that was our 2018 goal, and since then our goal is hiring and recruiting experienced loan officers,” she explains. Currently she offers all conventional loans and specializes in VA loans. “That’s something I’m very experienced in,” she explains. “We also offer another product called a USDA loan, which can’t be done in Clark County, but can be in other counties in Nevada.

It’s one of the best loans out there right now.”

No matter who she is serving or what type of loan they’re getting, everyone who works with Caitlin can expect the same great service. “We provide a concierge experience for both the real estate agent and the buyer,” she says. “We make it so no one is overwhelmed.” Caitlin ensures agents are kept up-to-date on the status of the loan, sharing knowledge with them about the process and any industry updates. “We offer training to agents, it’s nice to teach them so that they know how to answer questions and gain the trust of their clients. We really care about the agent and the client having a good experience, so we put all our energy and resources into doing that.”

When Caitlin isn’t working, she’s staying involved in the community. “I’ve always been involved in Mission 22 and the Wounded Warrior Project. I’m also a rotary member, and right now I’m searching for a good financial literacy or veteran service that’s looking for someone to help.”

Looking ahead, Caitlin is excited to continue growing and setting down roots in Nevada. She loves her work and is grateful to have found something she is so passionate about. “There’s so many things I love about what I do. I love everyone I work with, I love the relationships and connecting with people. It’s all so rewarding.”

For more information about Caitlin Turkovich, please call 702-575-1041 or email cturkovich@unionhomemortgage.com

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ASHLEY VANDIVER When Ashley Vandiver’s father opened Coosa Valley Mortgage, Inc. 30 years ago, she knew she would eventually join the family business. After getting her education and gaining independent working experience elsewhere, she decided the timing was right and started her work as a Mortgage Loan Originator, helping clients find the best loan options for the financial situation while offering topnotch customer service. Ashley currently helps clients in St. Clair County, Calhoun County, Talladega County and the surrounding areas of Alabama.

Community involvement is important for both Ashley and the team, and they’ve found ways to contribute locally even throughout the pandemic. “I love serving my community. We try to keep everything local, between the attorney we close the loan with, our appraisers, and home inspectors—everyone is local. That’s been so important to us, especially during COVID-19 because we’re working to keep those small businesses afloat,” she says. Ashley is also a part of the local church and on the board of the St. Clair Association of REALTORS®.

Coosa Valley Mortgage offers clients competitive rates and a wide variety of loan options, from USDA, FHA, VA, Conventional, to their most popular construction loans. Their mission is to accommodate everyone’s financial situation by offering diverse loan programs so that clients can reach their dreams of home ownership.

Through the COVID-19 pandemic Ashley has been lucky to lean on her father’s many years of experience to help execute some of the more difficult loans. “It’s crucial to have an experienced mentor to guide you. I’m lucky to have my dad’s expertise to observe and learn from. Especially in quarantine, he’s been a wealth of knowledge in regard to the self-employed loans, which can be tricky,” she says.

When she’s not working, Ashley loves spending time with her family—who all live in close proximity—and relaxing out by the pool or on the lake. She can also be found on the golf course practicing her swing. Going forward she is focused on consistently growing her REALTOR® referrals. She also wants to expand her business towards the Birmingham area, and continue educating herself and serving her clients with the highest level of dedication and care. “I’m so grateful for the opportunities 2020 gave me, and my hope is to continue growing my referrals and solidify my reputation.”

As a family-owned business, Coosa Valley Mortgage always treats clients with great care and consideration.

With their mantra being “Family, friends, and community”, they take great care to ensure that everyone is treated as a person, and not a business transaction.

Whether it’s buying a home, refinancing, or building a dream home, Ashley and the team work effortlessly to find the best financing solution that matches the client’s needs. “We put a high emphasis on quality customer service, and we work ethically and produce consistent results. We’re a family-owned business and we treat our clients like they’re family,” she says.

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To learn more about Ashley Vandiver please call (205) 368–3655, email ashley@coosavalleymortgage.com, or visit coosavalleymortgage.com/about-us www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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STEPHEN-MICHAEL WASHINGTON Stephen-Michael Washington is a loan officer based in Birmingham, Alabama who takes great pride in his ability to earn the trust of the many people he works with.

He’s a people person who puts his clients first and his own bottom line second. “A lot of loan officers are focused on the transactions and the closing date, and not on the relationships,” Stephen-Michael says. He knows that this train of thought is a mistake, and focuses his energy on maintaining honesty in his communication, having real-life conversations, and enriching his community.

Stephen-Michael has been in the mortgage business for seventeen years. He’s seen it all, and the one thing that he’s taken away is that building relationships is the key to success. Stephen-Michael puts a hard emphasis on building trust with both his Realtors and the borrowers they send to him. “Realtors know that when they send their clients to me, I am going to make them feel unique.

They know that I am going to care of them. I treat my Realtors and borrowers the way I would want a member of my own family to be treated,” he says with confidence. “Appeal to the person, not the position.”

Stephen-Michael takes this outlook to his community at large, as well. In his current location, he works with 80-85% African-Americans, a demographic who statistically see a low percentage of home ownership.

Stephen-Michael spends a lot of time working with this community, and his favorite part of his job is educating them and helping them achieve success. “At the end of the day, regardless of why, the fact of the matter is this; there is a mental block within the African-American community in regards to wealth, specifically home ownership. I run into people all the time who have had it beat into their heads that they can’t do it, they’ve had all these challenges with regards to home ownership... and then they get the courage up to try and do it, and they do it!” This is what Stephen-Michael lives for; to see the members of his community who couldn’t dream of success achieve it, and to be the guiding force in accomplishing this feat. It goes even further than that, though.

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“They’re scared the whole time, but to see them on the day of closing, after climbing to the top of the mountain, it’s an experience that you cannot put into words. It’s that moment that makes all the struggles worth it. You haven’t just changed that person’s life, but you’ve made a generational change. Because now, their children are growing up in a house their parents own, so now they understand home ownership, and they pass it on through generations. There’s no measure of the impact that can have on a community. It’s amazing.” Stephen-Michael finds his inspiration in making an impact on his community by building relationships and going the extra mile for his clients, and helping them reach for success in places they didn’t know they could reach.

Stephen-Michael’s time outside of work is exclusively spent with his five children. He plans to continue on his path as a loan officer in Birmingham for as long as he can, and to influence the way his community views home ownership one step at a time. His message for other loan officers and Realtors is “don’t forget your ‘why’”. Stephen-Michael has found his reason for doing what he does, and he provides excellent service to the state of Alabama every day in order to provide for his community and his loved ones.

You can contact Stephen-Michael Washington by phone at (205) 937-7685 or by email at SWashington@loandepot.com 27 Copyright Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 28

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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ARIELLE YEATTER Arielle Yeatter began her career in the mortgage industry 5 years ago, as she was finishing up work on her accounting degree and went to work for a friend in the mortgage field. “I ended up loving it,” Arielle recalls. “I still get to work with numbers, but I get to help people more.”

The rest is history, and now Arielle gets to help clients achieve the dream of homeownership.

As a loan officer with Finance of America, Arielle, who is based out of Cape Coral and Fort Myers, serves the entire state of Florida. About 95% of her business comes from referrals, a testament to the trust and confidence she inspires. “The relationships are everything in this industry,” Arielle says. Her referral partners include various Realtors® throughout many different brokerages, who keep referring their clients to work with Arielle because of her compassionate attitude and thorough approach.

they can ask and I will make sure they completely understand before we move on to the next subject.”

Arielle and the team at Finance of America offer a wide variety of different loan types. As a direct lender, they offer FHA, VA, and other standard loans, as well as specialized niche products. These include their commercial line for residential properties (fix-and-flips, etc.) as well as investor cash flow products.

Community involvement is important to Arielle, and she and her husband are active in volunteering and fundraising activities with the local American Legion. She also attends local real estate board get togethers, as well as community events like beach cleanups. When she is not working or giving back, Arielle loves taking her kids to the beach, fishing, and in general enjoying the sunshine.

“I genuinely care about my clients,” she says. “Our company motto is that ‘Business is always personal,’ and that’s what really got me going here. I genuinely want people to be happy in their new home, and to be comfortable with the payment.”

In the future, Arielle plans to continue growing the team, adding more loan officers and expanding their business to more real estate groups. “We are also working on getting ourselves out there more virtually and building our social media presence, because we are seeing a big change there right now,” she says.

Arielle emphasizes the importance of finding a loan that’s the right fit for the borrower: “When you’re talking about a 30-year mortgage, that’s a huge chunk of someone’s life. They need to be happy, they need to be comfortable, and most importantly they need to understand. I ensure that my borrowers understand everything, and if they don’t, they know

Above all, Arielle plans to continue giving her clients and referral partners great service that smooths the road to homeownership and leaves them educated and empowered. “I love getting to work with people,” she says, “and I like to get to know my clients personally.

It’s really fun to learn where people are coming from, where they’re going, and to help them get there.”

To find out more about Arielle Yeatter, please call (239) 344-3627, email AYeatter@FinanceOfAmerica.com or visit MakeTheYeatterChoice.com

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