NATIONWIDE MORTGAGE 1-13-20

NATIONWIDE MORTGAGE EDITION

5

TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

What the First Thing You Do After Work

SAYS ABOUT YOU

How to Send

Smarter Emails

How to Send

Smarter Emails

5 REASONS WHY

YOU NEED A MENTOR

NATIONWIDE MORTGAGE EDITION

ERIN ALTONCHRIS CHANNELL BILL DUGAN

For Chris Channell (NMLS:266012), at every step.”

When working Loan Officer Erin Alton – of Fairway it’s because helping With a caringthink personality and Ia really like them Only a few peopl 7 finance have been 12 Independent Mortgage Corporation Erin, when asked how real estate and with Chris,15clientsevery knowyear, they and will i 11 lovelifefor helpingpeople,” others, explains Bill Dugan in Annapolis, Maryland – takes her In 2009, he decided she manages to inspire such impressive long fascinations. be taken care of and no question will has found his true calling in the a free trip to Mex job very seriously. to Erin’s of into the mortgage levelsAsofa loyalty and trust. “I’m takewealth the leap be kind left unanswered.happy He understands mortgage industry.

Mortgage and honored industry knowledge, industry coupled and withhasn’t her looked backLoan of aatnerd, and I think that putsthe people HomeBridge year.” since.Originator importance of that eachthis transaction sincere concern for her clients, makes ease. also take a very hands-on in New Jersey,atBill hasI exceeded Starting off as a mortgage broker, he and takes it very seriously. the sometimes-tortuous loan process as approach; for almost all my refinancing expectations with every transaction.

When the transac now a Regional Vice President smooth as possible foriseach of her many clients, I attend every settlement. I think He got his start in 2016 after Afterward, Chris clients makes love sure toto l grateful borrowers. at Draper and Kramer Mortgage they appreciate that.” being recruited. As a direct lender, reviews about their Corp. (NMLS:2551) “Around seven stay in touch by connecting on HomeBridge offers a wide variety One recently said, BRADEY CHRIS CHANNELL DUGAN Erin began herMATTHEW careeryears in finance aERIN bankALTON The to biggest reason for Erin’s ever-growingBILL success ago, working when I asmoved down social media and sending out of loans, and even specializes in was very kind to u DEBBIE McCLOUD teller, eventually transitioning over to that bank’s is simple: she gets the job done, even those loans that the DC area, I was fundingrenovation $150 loans. Although most of anniversary, holiday help, Iand don’tthank think mortgage division. In 2018, asheyear madein the move other lenders wereDebbie not able to close. working McCloud – Senior“I’m Loan Officer referrals million production, and you cards.

Clients love to leave their transactions are conventional gotten through the 19 20 23 24 27 ANTHONY MANGAN Manager at UniongoHome think a l HOGAN to industry giant Fairway, one of the most highly SEAN with a client right and nowBranch who had everything wrong two years after that, I was promoted glowing reviews about time and government, Mortgage Bill hasin Pickerington, seen We aretheir verythat satis Ohio – is a I al reputable direct lenders in the mortgage industry. for her in the past with the first lender she tried consummate, compassionate mortgage calls,” sb many referrals and repeat business service that Bill pro to Executive Vice President.

I was together.

One recently said, “This Loan Originator Salma Manaa with.

I really want to Mortgage Advisor Anthony W Sean Hogan grew up in the buyers.

I know how important it is for everyone to be FRANKIEWICZ FINANCIAL “ YOUR FAMILY MORTGAGE LENDER” Founded in 1996, Fairway Independent Mortgage is working with,” says Erin. “Now we’re going to be professional who has been helping she insp come from originating renovation loans. will recommend HomeBridge to Manganiello – of Total Mortgage a – of Fairway Independent just based on the transa able to grow from just myself to a is the second time my wife and real estate industry.

“I came on the same page.

If someone isn’t communicating licensed in all fifty states, and in 2018 alone funded closing on her loan she’s incredibly hernext manyFriday, gratefuland clients achieve the “I take will return when needed!

Thank in Woburn, Massachusetts – might r Mortgage Corporation in from a family who owned well, or someone doesn’t have the full picture of where ofand 20 with annual of That’s I have a home through over $26.5 billion inteam loans, continues to production grow entering excited. exciting part ofofmy job,Never being able tofinanced American home ownership take car For Steve Frankiewicz, rightthe there withdream an answer. had sit and wait, Regardless of the type of loan, everyone who wrote, “Bill went above and bey be relatively new to the mortlocal real estate brokerwe are, it can create turmoil that ties people up and Hills, Illinois –Draper is as Another factor in Salm for lenders nearly four decades.

With ateam stellar the transh $300 the million a year,” he explains.

Afterpeople his previous Chris and his atHe and Kramer.

Could each year. towas help other couldn’t.” mortgage industry worrying aboutHickory what was going on.gage is straight industry, but he has already works with Bill reputation appreciates his dedication us!

I have already referred him toM st that precedes her, Debbie ages here in Lancaster,” he creates frustration.

That’s why it’s our job to get ahead one of those rareI exactly mortgage previously mentioned company was sold to a private equity firm, he joined notcome be happier. knew that we getting their a natural choice.

His dad has a shooter as “I’m they andhonesty does what hewere says prides herself on her and The rela firmly established himself as a and positive attitude. enthusiastic and He made this process as easy and l “and my father of that and makecombines this process seamless.”

Fairway – and Erin –his offer a broadlender, spectrum loan remembers, When working, Erin enjoys nothing more who that because I started int current andofwithin a1978, yearashe’s and anot half, heto. professionals best quote from the start, and that their customer forthrightness when working with her clien been in the business sinceIwas he’s going I will be using Frankiewicz Financial trusted mortgage professional. care lot about myself and my customers. kept us on a schedule.

He also ke a spending land developer and“Iboth aher products suit any buyer’s needs,SEAN and they also offer and than time with including her deep industry knowlwould be a disadvanta clients. will family, never say I canmoving getbe her, and STEVEto FRANKIEWICZ HOGAN SALMA MANAA ANTHONY DEBBIE had 24 At Draper Kramer Mortgage, service team would professional, knowledgeable soemployees.

Steve was always around every mortgage need Iin forward, and Having built McCLOUD his business on athe A Adding that and warmth tohave every throughout this entire process!

Sean naturally in for hissensitivity footsteps Going to 2020, Sean intends to work with refinancing options including builder.” reverse mortgages, for followed three children.

“I someone requireand that we eat dinner together approved unless I’m certain contact w edge, efficiency and heartfelt think you have the expe MANGANIELLO Chrisit.can offer a wide variety of loans.

“Chances and timely on all correspondence.

I will absolutely foundation of honesty and integrity, Anthony’s sincere When Steve was working a recommending him to everyone I know.” transaction is what separates me from others provided excellent service!

Kudos went into the mortgage 2012.

Since Lancaster Boys and Girls Club to help sponsor young I can,” she says.

“I’ve been in this CRM ats which Erin has undergone intense training in order business at least back threeintimes a week,” she says.

She is also a concern for her all clients and advice,” she explains. “ passion for what does, histovast industry knowledge are,“Iiftypical we don’t have it’s anywhere,” be recommending Chris friends/family that are enough to know the I’ll sendp 9-5, he it,found inavailable business,” says. long He guides his clients then, Sean has cultivated athe reputation as he abusiness regional attendees to he Camp Craig Hogan, a summer camp to provide her clients. do just about every kindnothimself passionate philanthropist, dedicated to giving back toscare Realtor partners.

Don’t let Salma’s relative youth an advantage, because ropes andisn’t what guidelines are.” date he ofen ts and the his empathy for his buyers quickly setfree himhours, head he says.

Theyisare not complete afraid think outside of the purchasing orhonor refinancing a has home.” throughout the transaction, ensuring When Bill isn’t working, he’s industry leader, with a reputation for profesnamed of uncle.

Inthe his referring many clients to his When Steve working, he’s giving to of loan, but one of my specialties working with to her community.

To that end, she isnoainquestion member ofhis a lateback birthday CONTENTS you off: this hardworking Millennial knows what she’s any bad habits, and I co and shoulders above most of his competition. sionalism, resourcefulness, and aunanswered. personal touch. most enjoys time spent family lovedHe ones, as ul is recently left Even after transaction, arts,with sports, orand hiking. also box when itsocomes to loans, and they are willing to His dad, he thought he’d join community. company hosts an year to first-time home buyers,” says Erin, who possesses formed charitable organization called Moms Debbie began herthe mortgage career inevent 1982 asevery a temp a doing, as her perfect five-star rating and host of glowing ground up.” well astoto travel.

Bill in touch.

“I find aworks reason stay in and exploring new restau a mortgage company.

She soontoward movedconcerts up the the ranks “I really love meeting a winning personalitywork and him. stellar work ethic.

“I also forremains Mental Health, which destigmatize 2004, he started working honor aatlocal man who died after suffering from PTSD. withIn people seeking non-traditional financing.

As Chris looks future, he a ismortgage eager to wf Recruited to the business by his father, also reviews on Google.com make abundantly clear.

Under banner of on Fairway Home Mortgage, into processing, closing and allHearts, otherYOU facets of the raises says Debbie, when contact frequently.

Iand constantly update them with 4) single 5 TIPS TO MAKE NEW HIRES 17) 5Sean REASONS WHY treat every one“Helping of myas clients thethe same, whether illness, particularly among teenagers. a borrowers loan originator a mental fullThey also support Leah’s Happy which who have been turned away continue growing and offering thelife,” best operational banker, Anthony almost immediately. industry before becoming aahead, loan found officer insuccess 1986.

This of she’s her jobthe is. future, “I love. HB When not working spearheads his work as a direct lender with access to Looking Sean intends to keep progress steady the loan process and where we are.

Afterwards, I As he looks towards they’re buying a $20k home or a $2 million home. time A basis, just in time to lenders seeSUCCESS the ismarket money for brain tumor research.

In Steve’s free time, LONG-LASTING NEED A MENTOR from other one of collapse. our specialties.” team mortgage loan officers can have.

“I want to With a youthful enthusiasm and an approach that puts experience helped her learn her industry from bottom estate goals, whether thW “I was eighteen years old,” recalls Salma, when asked the American dream of brokerage options. “We try toinbetouch a oneon stop shop,” he plans as he include eyes potential expansion to new territories someti in the stay social media.” to jump into management I’m here for the Steve client, and not the Looking the future, growing up, andErin’s this experience provides exceptional benefit third or even fourth hom Fortunately, hissale.” father prevailed through the tohe’s hanging out with family or having fun with cars, even the most jittery buyers at ease during the convoluted be able to help mortgage professionals take their says, “so if there’s something do directly, we years with almost years of experihow shedon’t got her start inclients, the mortgage industry.

“Iand was engaging in outdoor actw five years.

Ineight the meantime, he’s her we business while none oftothe exceptional tosacrificing her and helps tocome. set herNow, head shoulders transaction process, he places a human face on an industry f difficult time, andAtin this fact have began to thrive as the market one of his biggest passions. point in Chris’ career, the entirety of his careers further while increasing our partners value 9) 3 MIND–BENDING somepartner nontraditional brokerage resources.

That ence and insight, Sean Hoganofconsiders what he enjoys incustomer college pursuing a HOW degree in biology, and I started who frequently attends TO SEND clear that Bill21) iswhich doing something right, as heSMARTER minute his work.

“I get toworkin help above most of her competition.

When she’s not With an ever-growing client and Realtor base, It’s service has become her calling card. that is too often simply an impersonal numbers game. t started recovering.

Todayway, Steve operates Frankiewicz business is made up of referrals.

He has a solid and production,” he explains. community through aisv always different to guide people most about hishis chosen field. “I love working with all recently the Alltomortgage Stars award from transaction such a positive exper working part-time in the business.

After gradtheis Blackhawks.

She PHILOSOPHIES TOweEXPAND YOUR Erin can also boast that a significant portion have of her She avenues alsoreceived looks forward broadening the impact she EMAILS b Debbie is proud of her association Union Home through Union Home Financial with the help andthrough appreciation of hisCPAs, (and As looks towards the future, he wants to continue their goal.”

Serving clients inher Pennsylvania, my clients, but awith there’s nothing more satisfying thanM foundation of to attorneys, Realtors and past company.

“It’s aSteve prestigious award that requires they’re saving money or buying tj business is based upon referrals from past clients, awife has made on community, both via her philanthropic uation, my original plan was to go to medical school, uting to the community PROFESSIONAL PERSPECTIVE Anthony, who works with a small team that includes his Mortgage andgoal of the wide spectrum of loan products Make-a-Wish Foundati processing manager) Jessica, his business improve.

“My to thefamilies best, not the biggest,” particularly in hisand home base of Lancaster, Sean has helping abe first-time homebuyer achieve that milestone,” clients who trustfather him wholeheartedly know No matter what, he will enjoy every minute of his h true testament to Erin’s ability to effectively shepherd efforts and her commitment to-is helping minimum of 75 units and $25 inproud volume. rewarding participate. ” illnesses. but I fell intoand love with what Imillion had been doing and realthey offer that suit any buyer’s needs.

“We do prettyto with terminal father is of his association with Direct Lender 25) WHAT THE FIRST THING built a business almost exclusively driven by repeat he says.

“That’s some of the most rewarding work we partner Larry, along with two senior loan officers and he says.

They also want to open an office in Florida. even the most difficult loan from origin to closing.

“I achieve the American dream of home ownership. he will exceed expectations. “It’s the the knowledge work.

“What Ithe like that Icommission truly know muchI everything,” says not Debbie.

“We have all the is S ized that healthcare industry was only way Looking to the future, total Mortgage, and ofmost the is wide spectrum of checks loanthe 13) TURNING YOUR PROFESSION and referral clientele who value his insight, astute do. At the end ofevery the in day, my clients know who I am, two off-site originators.

They offer all types of loans No matter what, Steve will love second of the government loans, and we participate first-time cause.

YOU DO AFTER WORK SAYS provide and the trust factor. II’m always available business inside and out, and I can provide true, could help For people.

I realized I can help by making her already-thriving buA products they offer; products to suit any buyers needs. more about Bill Dugan, buyer’s loans the state ofabout Ohio.

Weseeing also counsel, ability to problem-solve.

“No matterhome who I’minformation andthrough I’m passionate the business I’m in.” including FHA, non-QM, USDA and journey.

“I love getting tofor the closing and my INTOconventional, A PASSION “We do everything from conventional loans to FHA, ABOUT YOU the loan process as smooth and easy my clients as team.

Above all, howev and know the business inside and out.

I guide my exceptional service that keeps my clients and do rehab loans, Fannie Mae, VA, FHA andemail construction Looking to the future, Db please call or bdugan@homebrid working with, I’m upfront about the clients process and walk For moreconsisting information about Erin Alton ,530-276-5944 VA. With all of their business of referrals, happy.

Helping people own a home is incredibly to MassHousing loans.

And for the very few thriving things we loans, others.” already possible to get into the home of their dreams.” to providing the business except clients throughout the transaction andand explain itthem to among happy.” my clients through theabove same journey, start to finish,” hepartners it is clear that Steve and his team are going and rewarding.” families get into the can’t do ourselves, we can also broker those out,” says please call 410-216-1524 orthat email AfterErin.Alton@FairwayMC.com four years on ainforhighly successful team, Salma become synonymous hom wic says. It’s important people receive the best Because ofAnthony.

Debbie’s humanistic approach to what is just a job Copyright to me,” says w Top beyond expectations. solo and in 2018. and joy in helping mation, understand theirwent options, know tooexactly often see as a numbers-only industry, her business “I really care aboutmy my For more information about Christopher Channell, Phone 310-734-1440 | Fax 310-734-1440 obvious.

“I really based almost entirely on positive word of mouth and to do what’s best love for theb where we are in the process. Especially whenis working PerhapsTopthe most accurate barometer of Anthony’s Copyright Agent Magazine “What sets me apart is just being available, if you look Fairway Mortgage is a direct lender able to do that is incredi please call 571-489-0581 email with referral partners, I| do my best Independent to follow up or regumag@topagentmagazine.com www.topagentmagazine.com exceptionalchris@dkmortgage.com approach to client service can be found at my Google page, it says we’re always Iwith work larly so that they’reopen. always up-to-date.” loan products to suitinany borrower’s needs, and For information about DebbieonMc the scoresmore of glowing reviews he has received No days portiona of this issue be reproduced in anySalma manner without prior consent of the publisher.

Top Agent Magazine seven week and may go wherever my clients neediswhatsoever proud of the wide array of offerings they have call 614-833-5860 or email on DMcCloud@unionhome industry website Zillow.com, which site he holds a

by Feature GA,the Inc. Although are taken to ensure the accuracy published materials, Copyright Top Agent Magazine Sean is an ardent believer in precautions educating his clients and me istopublished go,” Steve says. Publications Throughout process, he available.

“We do pretty muchperfect every type of of loan,” rare, overall five-star rating. Just one of these Top Agent Magazine besure held responsible forisopinions expressed or facts supplied by its authors. To subscribe or change keeping all no parties working together collaboratively. guides his clients andcannot makes question left she says. “We have 101%testimonials Financing,reads: Down“Honesty Payment goes a long way, and that’s address, send inquiry to mag@topagentmagazine.com. in the U.S. Leveraging his multi-faceted industry experience, he’show unanswered.

He understands that buying a home isPublished Anthony operates. helped me every step of the Assistance Loans, and even DACA loans, as well He as the cognizant of is every player at work over the course of away…We likely the biggest purchase a family going to other make, conventional and FHA loans.”had our weekly updates to make sure all the transaction, and serves as a facilitator on the way to theproper paperwork was completed. He understood that which could undoubtedly bring some stress.

“I try to 2 Agent Magazine learn more about Sean Hogan closing table. “I’ve had experience across the board,”my familyTowas and Top he made certain that I would put myself in the other person’s shoes,” he explains.

Currently, Salma’s business is basedpriority on referrals he says, “and in all different aspects of the business. Innot have email Sean.Hogan@FairwayMC.com, a mortgage I could not handle.

Anthony made After the transaction, clients don’t spreadboth from Realtor partners fact, my firsthesitate job wasto cleaning out basements of new and past borrowers, all

STEVE FRANKIEWICZ

SALMA MANAA

mailto:mag@topagentmagazine.com

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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MATTHEW BRADEY Top Agent Magazine

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MATTHEW BRADEY Mortgage professional Matthew Bradey – of Greentree Mortgage Company in Gibbsboro, New Jersey – is among that rare breed of loan originators who truly care more about their clients’ wellbeing and success than they do about simply closing a deal. Though relatively new to the industry, Matthew brings to the table a business ethos based on integrity, honesty and extensive knowledge, all of which have translated into stellar reviews, including those on Zillow.com, on which site he holds a perfect, five-star overall rating comprised of dozens of glowing testimonials.

“My sister-in-law worked in the real estate industry,” says Matthew, when asked how his journey in the world of mortgages began. “I was playing around with the idea of becoming a Broker, reading books about it, and then I attended an event for real estate agents and a mortgage lender was there. I started picking his brain about that business. He told me I’d be a perfect fit. I ended up shadowing him for a while, and then decided to get my license.”

Matthew took to the business like a duck to water in 2017, and rapidly consolidated his reputation as a trusted loan originator, one whose primary concern is to help his clients achieve the American dream of homeownership. Matthew is also aware of the primary complaints many buyers have about applying for mortgages, and he works diligently to rise above the industry baseline for customer service. “I find that a lot of people in the mortgage industry are very difficult for their clients to reach,” he says, “so I always pick up my phone when they call, and make myself available to them no matter the time of day, or what I’m doing. This is usually the most expensive purchase they will be making in their lifetime, so I take my responsibility to them very seriously.”

Matthew – whose business is flourishing - has also quickly endeared himself to the many Realtor partners he has teamed up with, and he works hard to reciprocate the business they provide him by giving them as many leads as he can drum up.

He also phones them on a weekly basis just to check in to see if he can provide any additional assistance.

Matthew is also proud of his association with Greentree Mortgage, and of the wide array of loans they have available: Conventional, Jumbo, FHA, VA, USDA, Renovation and Reverse loans are just some of the products Matthew can provide.

When he’s not pushing himself mentally, Matthew enjoys testing his physical boundaries, by indulging in extreme sports such as snowboarding and surfing.

Above all, however, he is a family man who enjoys nothing more than spending time with his wife and kids.

He also is an ardent philanthropist who gives back to his community in a variety of ways, including his own non-profit he is in the early stages of creating that will benefit environmental causes, an issue that is of extreme importance to him.

As for the future, Matthew’s looks extremely promising.

One goal is to continue to educate himself about the ever changing financial and industry trends, as well as state and federal regulatory requirements, which will allow him to serve as an informed advocate for his many clients.

“I really feel that I’m helping my community with what I do,” says Matthew. “I work with a lot of people who thought they could never buy a home, but I work with them and I give them a path to homeownership. That is one of the things I love most about my job.”

For more information about Matthew Bradey, please call 516-643-8852 or email MBradey@GreentreeMortgage.com 8

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes10

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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ERIN ALTON Loan Officer Erin Alton – of Fairway Independent Mortgage Corporation in Annapolis, Maryland – takes her job very seriously. Erin’s wealth of industry knowledge, coupled with her sincere concern for her clients, makes the sometimes-tortuous loan process as smooth as possible for each of her many grateful borrowers.

think it’s because I really like helping people,” explains Erin, when asked how she manages to inspire such impressive levels of loyalty and trust. “I’m kind of a nerd, and I think that puts people at ease. I also take a very hands-on approach; for almost all my refinancing clients, I attend every settlement. I think they appreciate that.”

Erin began her career in finance working as a bank teller, eventually transitioning over to that bank’s mortgage division. In 2018, she made the move to industry giant Fairway, one of the most highly reputable direct lenders in the mortgage industry.

Founded in 1996, Fairway Independent Mortgage is licensed in all fifty states, and in 2018 alone funded over $26.5 billion in loans, and continues to grow each year.

The biggest reason for Erin’s ever-growing success is simple: she gets the job done, even those loans that other lenders were not able to close. “I’m working with a client right now who had everything go wrong for her in the past with the first lender she tried working with,” says Erin. “Now we’re going to be closing on her loan next Friday, and she’s incredibly excited. That’s the exciting part of my job, being able to help people other lenders couldn’t.”

Fairway – and Erin – offer a broad spectrum of loan products to suit any buyer’s needs, and they also offer refinancing options including reverse mortgages, for which Erin has undergone intense training in order to provide her clients. “I do just about every kind of loan, but one of my specialties is working with first-time home buyers,” says Erin, who possesses a winning personality and stellar work ethic. “I also treat every single one of my clients the same, whether they’re buying a $20k home or a $2 million home.

I’m here for the client, not the sale.”

When she’s not working, Erin enjoys nothing more than spending time with her family, including her three children. “I require that we eat dinner together at least three times a week,” she says. She is also a passionate philanthropist, dedicated to giving back to her community. To that end, she is a member of a recently formed charitable organization called Moms for Mental Health, which works to destigmatize mental illness, particularly among teenagers.

With an ever-growing client and Realtor partner base, Erin can also boast that a significant portion of her business is based upon referrals from past clients, a true testament to Erin’s ability to effectively shepherd even the most difficult loan from origin to closing. “I

Looking to the future, Erin’s plans include growing her business while sacrificing none of the exceptional customer service which has become her calling card.

She also looks forward to broadening the impact she has made on her community, both via her philanthropic efforts and her commitment to helping families achieve the American dream of home ownership.

For more information about Erin Alton, please call 410-216-1524 or email Erin.Alton@FairwayMC.com Top Agent Magazine

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CHRIS CHANNELL For Chris Channell (NMLS:266012), real estate and finance have been lifelong fascinations. In 2009, he decided to take the leap into the mortgage industry and hasn’t looked back since.

Starting off as a mortgage broker, he is now a Regional Vice President at Draper and Kramer Mortgage Corp. (NMLS:2551) “Around seven years ago, when I moved down to the DC area, I was funding $150 million a year in production, and two years after that, I was promoted to Executive Vice President. I was able to grow from just myself to a team of 20 with annual production of $300 million a year,” he explains. After his previous company was sold to a private equity firm, he joined his current lender, and within a year and a half, he had 24 employees. At Draper and Kramer Mortgage, Chris can offer a wide variety of loans. “Chances are, if we don’t have it, it’s not available anywhere,” he says. They are not afraid to think outside of the box when it comes to loans, and they are willing to work with people seeking non-traditional financing.

“Helping borrowers who have been turned away from other lenders is one of our specialties.”

At this point in Chris’ career, the entirety of his business is made up of referrals. He has a solid foundation of attorneys, CPAs, Realtors and past clients who trust him wholeheartedly and know he will exceed expectations. “It’s the knowledge I provide and the trust factor. I’m always available and know the business inside and out. I guide my clients throughout the transaction and explain it to

them at every step.” When working with Chris, clients know they will be taken care of and no question will be left unanswered. He understands the importance of each transaction and takes it very seriously.

Afterward, Chris makes sure to stay in touch by connecting on social media and sending out anniversary, holiday and thank you cards. Clients love to leave glowing reviews about their time together. One recently said, “This is the second time my wife and I have financed a home through Chris and his team at Draper and Kramer. Could not be happier. I knew that we were getting their best quote from the start, and that their customer service team would be professional, knowledgeable and timely on all correspondence. I will absolutely be recommending Chris to friends/family that are purchasing or refinancing a home.”

As Chris looks toward the future, he is eager to continue growing and offering the best operational team mortgage loan officers can have. “I want to be able to help mortgage professionals take their careers further while increasing our partners value and production,” he explains.

No matter what, he will enjoy every minute of his work. “What I like most is that I truly know the business inside and out, and I can provide true, exceptional service that keeps my clients and partners happy.”

For more information about Christopher Channell, please call 571-489-0581 or email chris@dkmortgage.com 12

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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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BILL DUGAN With a caring personality and a love for helping others, Bill Dugan has found his true calling in the mortgage industry. As a Mortgage Loan Originator at HomeBridge in New Jersey, Bill has exceeded expectations with every transaction.

He got his start in 2016 after being recruited. As a direct lender, HomeBridge offers a wide variety of loans, and even specializes in renovation loans. Although most of their transactions are conventional and government, Bill has seen many referrals and repeat business come from originating renovation loans.

Regardless of the type of loan, everyone who works with Bill appreciates his dedication and positive attitude. “I’m enthusiastic and I care a lot about myself and my customers.

Adding that sensitivity and warmth to every transaction is what separates me from others in the business,” he says. He guides his clients throughout the transaction, ensuring no question is left unanswered. Even after the transaction, Bill remains in touch. “I find a reason to stay in contact frequently. I constantly update them with the loan process and where we are. Afterwards, I stay in touch on social media.”

It’s clear that Bill is doing something right, as he recently received the All Stars award from his company. “It’s a prestigious award that requires a minimum of 75 units and $25 million in volume.

Only a few people receive this every year, and it comes with a free trip to Mexico. I’m very happy and honored to be a part of that this year.”

When the transaction is over, clients love to leave glowing reviews about their time together.

One recently said, “Bill Dugan was very kind to us! Without his help, I don’t think we could have gotten through the entire process.

We are very satisfied with the service that Bill provided to us. We will recommend HomeBridge to others and we will return when needed! Thank you!” Another wrote, “Bill went above and beyond in helping us! I have already referred him to several friends!

He made this process as easy and low stress as he kept us on a schedule. He also kept us informed throughout this entire process! HomeBridge provided excellent service! Kudos!”

When Bill isn’t working, he’s enjoying martial arts, sports, or hiking. He also loves going to concerts and exploring new restaurants.

As he looks towards the future, Bill is planning to jump into management sometime in the next five years. In the meantime, he’s enjoying every minute of his work. “I get to help people. Every transaction is such a positive experience, whether they’re saving money or buying their home. It’s rewarding to participate.”

For more information about Bill Dugan, please call 530-276-5944 or email bdugan@homebridge.com Top Agent Magazine

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 18

4. Networking

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

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STEVE FRANKIEWICZ FRANKIEWICZ FINANCIAL “ YOUR FAMILY MORTGAGE LENDER” For Steve Frankiewicz, entering the mortgage industry was a natural choice. His dad has been in the business since 1978, so Steve was always around it. When Steve was working a typical 9-5, he found himself referring many clients to his dad, so he thought he’d join him. In 2004, he started working as a loan originator on a fulltime basis, just in time to see the market collapse.

Fortunately, Steve and his father prevailed through the difficult time, and in fact began to thrive as the market started recovering. Today Steve operates Frankiewicz Financial with the help and appreciation of his wife (and processing manager) Jessica, his father and business partner Larry, along with two senior loan officers and two off-site originators. They offer all types of loans including conventional, FHA, non-QM, USDA and VA. With all of their business consisting of referrals, it is clear that Steve and his team are going above and beyond expectations.

“What sets me apart is just being available, if you look at my Google page, it says we’re always open. I work seven days a week and go wherever my clients need me to go,” Steve says. Throughout the process, he guides his clients and makes sure no question is left unanswered. He understands that buying a home is likely the biggest purchase a family is going to make, which could undoubtedly bring some stress. “I try to put myself in the other person’s shoes,” he explains.

After the transaction, clients don’t hesitate to spread the word about his work. One recently wrote, “My family and I sold our home and had about 4 weeks to get into something new. After a week of searching we found the perfect place. Steve and his team not only got everything finalized in the time we needed, it was the smoothest process I have ever been through when buying a home. Any questions we had Steve was Top Agent Magazine

right there with an answer. Never had to sit and wait, worrying about what was going on. He is as straight a shooter as they come and does exactly what he says he’s going to. I will be using Frankiewicz Financial for every mortgage need I have moving forward, and recommending him to everyone I know.”

When Steve isn’t working, he’s giving back to the community. His company hosts an event every year to honor a local man who died after suffering from PTSD. They also support Leah’s Happy Hearts, which raises money for brain tumor research. In Steve’s free time, he’s hanging out with family or having fun with cars, one of his biggest passions.

As Steve looks towards the future, he wants to continue to improve. “My goal is to be the best, not the biggest,” he says. They also want to open an office in Florida.

No matter what, Steve will love every second of the journey. “I love getting to the closing and seeing my clients happy. Helping people own a home is incredibly rewarding.”

For more about Steve Frankiewicz NMLS 164041/130290 call 313-701-2771 or email steve.mortgage2012@gmail.com 19 Copyright Top Agent Magazine

SEAN HOGAN Sean Hogan grew up in the real estate industry. “I came from a family who owned local real estate brokerages here in Lancaster,” he remembers, “and my father was a land developer and a builder.” Sean naturally followed in his footsteps and went into the mortgage business back in 2012. Since then, Sean has cultivated a reputation as a regional industry leader, complete with a reputation for professionalism, resourcefulness, and a personal touch.

Under the banner of Fairway Home Mortgage, Sean spearheads his work as a direct lender with access to brokerage options. “We try to be a one stop shop,” he says, “so if there’s something we don’t do directly, we have some nontraditional brokerage resources. That way, we always have different avenues to guide people through to their goal.” Serving clients in Pennsylvania, particularly in his home base of Lancaster, Sean has built a business almost exclusively driven by repeat and referral clientele who value his insight, astute counsel, ability to problem-solve. “No matter who I’m working with, I’m upfront about the process and walk my clients through the same journey, start to finish,” he says. It’s important that people receive the best information, understand their options, and know exactly where we are in the process. Especially when working with referral partners, I do my best to follow up regularly so that they’re always up-to-date.”

Sean is an ardent believer in educating his clients and keeping all parties working together collaboratively.

Leveraging his multi-faceted industry experience, he’s cognizant of every player at work over the course of a transaction, and serves as a facilitator on the way to the closing table. “I’ve had experience across the board,” he says, “and in all different aspects of the business. In fact, my first job was cleaning out basements of new homes being built. This insight has always given me good perspective in dealing with sellers, builders, and 20

buyers. I know how important it is for everyone to be on the same page. If someone isn’t communicating well, or someone doesn’t have the full picture of where we are, it can create turmoil that ties people up and creates frustration. That’s why it’s our job to get ahead of that and make this process seamless.”

Going in to 2020, Sean intends to work with the Lancaster Boys and Girls Club to help sponsor young attendees to Camp Craig Hogan, a summer camp named in honor of his late uncle. In his free hours, he most enjoys time spent with family and loved ones, as well as travel.

Looking ahead, Sean intends to keep progress steady as he eyes potential expansion to new territories in the years to come. Now, with almost eight years of experience and insight, Sean Hogan considers what he enjoys most about his chosen field. “I love working with all my clients, but there’s nothing more satisfying than helping a first-time homebuyer achieve that milestone,” he says. “That’s some of the most rewarding work we do. At the end of the day, my clients know who I am, and I’m passionate about the business I’m in.”

To learn more about Sean Hogan email Sean.Hogan@FairwayMC.com, visit LancasterHomeMortgage.com, or call (717) 940–3541 www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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SALMA MANAA Loan Originator Salma Manaa – of Fairway Independent Mortgage Corporation in Hickory Hills, Illinois – is one of those rare mortgage professionals who combines both deep industry knowledge, efficiency and heartfelt concern for her clients and Realtor partners. Don’t let Salma’s relative youth scare you off: this hardworking Millennial knows what she’s doing, as her perfect five-star rating and host of glowing reviews on Google.com make abundantly clear.

“I was eighteen years old,” recalls Salma, when asked how she got her start in the mortgage industry. “I was in college pursuing a degree in biology, and I started working part-time in the mortgage business. After graduation, my original plan was to go to medical school, but I fell in love with what I had been doing and realized that the healthcare industry was not the only way I could help people. I realized I can help by making the loan process as smooth and easy for my clients as possible and to get them into the home of their dreams.”

After four years on a highly successful team, Salma went solo in 2018.

Fairway Independent Mortgage is a direct lender with loan products to suit any borrower’s needs, and Salma is proud of the wide array of offerings they have available. “We do pretty much every type of loan,” she says. “We have 101% Financing, Down Payment Assistance Loans, and even DACA loans, as well as the other conventional and FHA loans.”

Currently, Salma’s business is based on referrals from both Realtor partners and past borrowers, all of who share an appreciation for Salma’s hands-on, highly personalized approach. “When I first started originating loans,” she says, when asked to account for the impressive trust and loyalty she inspires. “I decided I was going to get really personal with everyone I work Top Agent Magazine

with. I really want to build relationships that weren’t just based on the transaction.”

Another factor in Salma’s success, she believes, is her previously mentioned Millennial status. “I used to think that because I started in this industry so young, that it would be a disadvantage because people might not think you have the experience to give them professional advice,” she explains. “But it turns out that it’s actually an advantage, because I came to the business without any bad habits, and I could build good habits from the ground up.”

When she’s not working hard to help her clients achieve the American dream of homeownership, Salma enjoys engaging in outdoor activities, and is a huge hockey fan who frequently attends the games of her favorite team, the Blackhawks. She is also very committed to contributing to the community in any way possible.

Looking to the future, Salma’s primary goal is to grow her already-thriving business, and to form her own team. Above all, however, is her continued commitment to providing the exceptional service that has rapidly become synonymous with her name. “I take a lot of pride and joy in helping my clients,” she says, her sincerity obvious. “I really love being of service to others, being able to do that is incredibly important to me.”

For more about Salma Manaa, please call 708-543-5454 or email SManaa@FairwayMC.com 23 Copyright Top Agent Magazine

ANTHONY MANGANIELLO Mortgage Advisor Anthony Manganiello – of Total Mortgage in Woburn, Massachusetts – might be relatively new to the mortgage industry, but he has already firmly established himself as a trusted mortgage professional.

Having built his business on a foundation of honesty and integrity, Anthony’s sincere passion for what he does, his vast industry knowledge and his empathy for his buyers has quickly set him head and shoulders above most of his competition.

Recruited to the business by his father, also a mortgage banker, Anthony found success almost immediately.

With a youthful enthusiasm and an approach that puts even the most jittery buyers at ease during the convoluted transaction process, he places a human face on an industry that is too often simply an impersonal numbers game.

Anthony, who works with a small team that includes his father - is proud of his association with Direct Lender total Mortgage, and of the wide spectrum of loan products they offer; products to suit any buyers needs.

“We do everything from conventional loans to FHA, to MassHousing loans. And for the very few things we can’t do ourselves, we can also broker those out,” says Anthony.

Perhaps the most accurate barometer of Anthony’s exceptional approach to client service can be found in the scores of glowing reviews he has received on industry website Zillow.com, on which site he holds a rare, perfect overall five-star rating. Just one of these testimonials reads: “Honesty goes a long way, and that’s how Anthony operates. He helped me every step of the way…We had our weekly updates to make sure all the proper paperwork was completed. He understood that my family was priority and he made certain that I would not have a mortgage I could not handle. Anthony made sure I was comfortable with the process. Home buying can be stressful, but he made it as easy as possible, and for that I am forever grateful.”

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When asked what he likes most about what he does for a living, Anthony grows thoughtful for a moment before replying. “I love being able to help people,” he says, his sincerity obvious. “When I can get someone into the perfect loan for them, and particularly when it saves them money, that can be incredibly rewarding.”

Anthony is also dedicated to providing top-of-the-line service to his ever-growing number of grateful Realtor partners, and he works hard to cultivate those relationships. An ever-growing portion of his business is based upon referrals and positive word of mouth, a significant achievement in an industry whose clients don’t always feel a strong sense of loyalty towards their lenders.

When he’s not working, Anthony enjoys spending time with friends and loved ones. “I come from a big Italian family, and we love trying new restaurants, and just being together,” he says. He is also passionate about giving back, and does so through a variety of ways, including jumping on board whenever one of his Realtor partners has a charity or event that needs support.

Anthony’s future goals are straightforward: to continue building his already-thriving business, grow his team, and to continue offering the unparalleled, highly personalized customer service that has quickly become synonymous with his name.

For more about Anthony Manganiello, please call 781-439-4288 or email AManganiello@totalmortgage.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 26

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

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

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

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

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

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DEBBIE McCLOUD Debbie McCloud – Senior Loan Officer and Branch Manager at Union Home Mortgage in Pickerington, Ohio – is a consummate, compassionate mortgage professional who has been helping her many grateful clients achieve the American dream of home ownership for nearly four decades. With a stellar reputation that precedes her, Debbie prides herself on her honesty and forthrightness when working with clients. “I will never say I can get someone approved unless I’m certain I can,” she says. “I’ve been in this business long enough to know all the ropes and what the guidelines are.”

Debbie began her mortgage career in 1982 as a temp at a mortgage company. She soon moved up the ranks and into processing, closing and all other facets of the industry before becoming a loan officer in 1986. This experience helped her learn her industry from bottom up, and this experience provides exceptional benefit to her clients, and helps to set her head and shoulders above most of her competition.

Debbie is proud of her association with Union Home Mortgage and of the wide spectrum of loan products they offer that suit any buyer’s needs. “We do pretty much everything,” says Debbie. “We have all the government loans, and we participate in first-time home buyer’s loans through the state of Ohio. We also do rehab loans, Fannie Mae, VA, FHA and construction loans, among others.”

Because of Debbie’s humanistic approach to what is too often see as a numbers-only industry, her business is based almost entirely on positive word of mouth and

referrals from satisfied past clients. “I think a lot of that has to do with the fact that I always return my clients’ phone calls,” she muses, when asked how she inspires such impressive loyalty.

“I take my job very seriously, and I take care of my clients, not just during the transaction but after as well.”

The relationships Debbie forms with her clients are extremely important to her, and she works hard to maintain contact with them. “I have a very good CRM at our company,” she says, “and I’ll send out anniversary cards on the date of the purchase of their home, and birthday cards.”

“I really love meeting with people from all walks of life,” says Debbie, when asked what her favorite part of her job is. “I love. Helping them achieve their real estate goals, whether that’s buying their first, second, third or even fourth home.”

When she’s not working, Debbie gives back to her community through a variety of ways, most notably through Union Home Mortgage’s affiliation with the Make-a-Wish Foundation, which benefits children with terminal illnesses. A portion of each of Debbie’s commission checks is automatically donated to this cause.

Looking to the future, Debbie’s plan is to increase her already thriving business so that she can help even more families get into the home of their dreams. “This isn’t just a job to me,” says Debbie, her sincerity obvious.

“I really care about my clients, and I’m always trying to do what’s best for them.”

For more information about Debbie McCloud, call 614-833-5860 or email DMcCloud@unionhomemortgage.com Top Agent Magazine

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