NATIONWIDE MORTGAGE 1-7-19

NATIONWIDE MORTGAGE EDITION

4 Easy Ways to Redecorate Your Office 5 Tips to Make New Hires a Long-Lasting Success If it’s Good for the Soul, it’s Good for the Business

Lauren Maxwell COVER STORY

TOP MORTGAGE LENDERS

KENT EGE TERESA GIANNINI CYNTHIA GOSSETT TYLER KIGHT

DANA MEADOWS SUSANNE REED TRACY RICH TRACY VANLANDSCHOOT

NATIONWIDE MORTGAGE EDITION

KENT EGE TERESA GIANNINI CYNTHIA GOSSETT

For on Teresa Giannini, entering the mortgage the transaction is over, Teresa’s cli- their p answerhas clients’ put When their minds Kent Ege was a pre-med major a full scholartheir ability to make CynthiatoGossett beenquestions in the realand estate 15just atforease.

19 experience “I two knowdecades when 16 someone buying ship at UMBC before he realized he had a7passion industry was a serendipitous event. She ravea about their together. not just about helping them industry over as a top isents it’s the most expensive purchase for finance. “I took one capital markets class and when she and a producing graduated college friend home, One they’ll recently wrote, “My wife and I chose to them a it’s about helping Sr. Mortgage Loan Officer. She evercumulatively make. They really wait the weekend fell in love. After that I switched my major right goals for the futur has closed over acan’t thousand found themselves waitressing at a Chicago work with Teresa for our financial first home buying to talk to someone at 8am on a Monday or be away to Financial Economics,” he explains. After transactions locally and throughout the experience and we couldn’t have been hapduring a mortgage banking told that I’ll call them back later that night or the graduating from college, heestablishment considered graduate Caring about people doesn United States. joined the pier! convention.

It didn’t take long for Teresa next day.”She He’srecently developed a strong work She ethic made everything so easy! Going school, but his friends who’d started mortgage theexperience, workday ends Independent Bank mortgage team, known doingour thisfirst home buying banking told him they thought he’d beup a great fit to spark a conversation with one of the that benefits his clients. “I’ve beeninto my for Cy also heavily involved in her theirlong efficiency andI timely closing enough that don’t have slip ups, don’tI were nervous and for the industry. “I can help people and earn great hired me on the for attendees.

“They spot,” wifeI and anxious about “I’m on the board of the M platform. the to loan money at the same time. It’sTeresa such a win-win.

AndNaturally determined explains. and have deals that die in the pipeline from what expect. Teresa took care of everyPrairie Rotary,” she says, “ side,” he explains. Because of his reputation for I’m really a numbers guy,” he explains. For his self-motivated, she was the perfect fit for this thing and answered any and allnd questions our 32 Cynthiaexcellence, began ashean investor herself year Pumpkin Ru doesn’t market himself to realtor first eleven years in the business Kent focused on industry. her boss is the same man who partners, we had. finallyover done$30,000 with for lo hear about hima through col-When we were raised online and “mail away” lending and Today, was in the before moving rather into they financing.

“I’m LAUREN MAXWELL KENT EGE numbers TERESA GIANNINI CYNTHIA GOSSETTbelieve and reach out to start the a relationship. first hired her back in 1988.

At Great Lakes leagues we couldn’t how easy and Top 1% of originators for over five years. person, and I really enjoy art closing, These charities serve our lo

SUSANNE REED

TYLER KIGHT

TRA

Home Mortgage Inc. in he Park Ridge, would victim of the deal together so it works for pain free Teresa made everything! domestic Iviolence r Tyler Kight. process. goes aboveIllinois, andputting beyond Susanne Reed’s firstKent exposure toAccordingly, the lending. mortlearned a long personally time recommend ago the importance ofseniorGreat Kent’s nickname is the “Basket A year and a half ago, switched to retail He now everyone,” Cynthia says.Banker” “I like because workinghehighly our with citizens. she Chicago and the surrounding subusing and Teresa 20 Loans.

23 24 27 31 r all real estate works for Embrace Home toserves ensure his agent referral partners are supported shops for a beautiful, hand selected gift basket for to each cli-clients.”

“I’m able to help a lot more gage industry came in 1995, when she providing value my with investors because I understand the way they urbs.

As an independent company, they are Lakes Home Mortgage for all of your mortcades of com- people this way, and I get toinmeet all aspects of their calls to their tastes and interests. “Every Sunday Tracy ent;fielding that’s tailored directly with the roles—from people When working she likes t think.

Thattosaid, I mainly work with first gage time home learned the ropes asisareally college intern in a local bankers and offering types of needs. You willCynthia not be isn’t disappointed!”

Tyler’s entry in the early morning hours, IIfcontributing put theresbaskets together for the upcoming week’s closings,” I’m helping, which important tobrokers, me,” he says.

As aallto you’re in the market for a dedicated, up front to make sure that when it gets to an Six months inpurchased the trenches as aisManage REAL with her family - “My daughter getting buyers - conventional that’s become my area of expertise.” office. decades later, it’s Likewise, Susanne a bigand believer in mainidential loansmaterials but specializing in heFHA, VA,His Another wrote, “My is fiancé I recently a new explains. appreciate this thoughtful, considerate retailNow, lender,more he stillthan offers two all the conventional loans heand recomitable. Despite marketing making appearances atclients at Mort ® trustworthy and knowledgeable mortgage going to have any hiccups and the deal isshen year, so that’s taking up a lot of time!”

TOR gave Tracy Rich the expertise touch.

What’s Kent’s favorite of thewith job?

“Helping Since peo- for mended as an online andher “mail away” lender, but he’s also now and jumbo.

She isthan licensed in Illinois and part home Teresa. we the were long first time home buy-– is tha r in the indusopen house events.

“Accessibility is aand bigWisconsin, piece clear Susanne found calling earlier taining relationships haul.

Working with first time home buyers means that - but she’s also aone self-described “house professional, look no further than Dana Movement Mortgage utilizes the 6-7-1 proc she needed to day become the ple!” he says.

“When I can help first-time homebuyers get into a able to offer grant programs for first time homebuyer or low-intheofcompany isand alsoI offer licensed insupport,” Florida.

By proers everything was new to us.

Teresa a great job looking withwho ersity to earnmost a the puzzle agenttoalend lot of pos and has since continued build Whether she’s sponsoring events todid support Cynthia has become good atcould, helping people who might dependable enjoy surfing Zillow andprocessing attha ho home, when they didn’t think they that’s the most rewardcome families.

“It allows people to beto able to get her into a house Meadows, Senior Loan Officer with underwriting goal, a seven-day go mortgage resource viding step-by-step guidance and support, Teresa’s business of donates our questions andUnited giving us the up information owever, he was he says.”

Having grown up in real estate, it really otherwise toanswering get home all loan financing. the States,” she says. nature “I finda ing feeling.”

To not givebeen back able to the community, Kent to with, at a very reasonable downToday, or monthly payment,” he explains. stature in the industry. she has estabthe agents she partners or meeting real estate agents need.

“When I was Movement Mortgage in Cornelius, North for closing.

So with that process, I’m actuall age broker and helps me understand where agents are coming has become largely referral based,and with we make ourtodecisions.

She and always of indus volunteers Lost Dog and needed Cat Foundation.

“That’s “Iher talkreal towith aestate lottheofpartpeople who have notto been able interesting as responded well as seeing d lished herself as a consummate professional, with athe past client over lunch, takes 19, got my real estate license and Carolina.

Dana’s many years indusas twoISusanne weeks.” rising star repfrom.

It’s comes important to be an expert on side ners referring her to their clients. quickly toatmy emails and as phone calls.

If we ever where mymy wife and I adopted both“I’m ofinour pups,” he says.

Inlittle his An impressive 100% of Kent’s business from referrals serve he get approved,” she says. good analyzing the markets.

Sometimes my decide clients call me complete steadfast asolutions proactive role in keeping connections sold real estate for about sixbecause months,” try, time, coupled withdeveloping honest and ethical free Kentthe loves toher work out and barbecue.

For the future, from pastwith clients, aandreputation realtor partners eager tobut spread ibility, creative of thefor table, it’s the alsoword important to know to move refinance, we definitely contact Teresa problems and toorenable buyers to would property that I alive. already know I’ the oft he’d like to grow and mentor a team of loan officers.

Now those their friends and family about his seamless, personallasting relationships, and a “I attend all the settlements I can,” she says. says Tracy, a senior mortgage loan commitment communication, to amongTYLER details of the real estate side.

That way, I’m able hasand resulted in scores happy Thegood appreciation her Dan secure loans to fulfill their dreams of home KIGHT DANA MEADOWS SUSANNE REED TRACY RICH TRACY VANLANDSCHOOT “A lot of the time, I have agentsapproach, calling me, saying again;of not onlyownership.” is she atZillow!” her work, butcustomers I genuinelyfeel feelfor Offering worthy goals that will benefit his customers and the financial izedheservice. understands the stress buyers feel during ear in the business, gen- Kent to serve them best.” officer with Union HomeperMortgage top-performing track record.

This year, shedo it, no oneare “There’s nothing more rewarding than get‘I heard if you can’t can,’” Teresa explains. that cared abouttrated us asby her clients.

She is extremely and grateful home buyers andsheRealtor the many glowing reviews she hasan re ucts stability of hiswhere community! the process of buying a home, so he answers his phone 24/7 gets the most joy from her Cynthia looking into the future anda w urpassing expectations “I quickly knew real wasn’t fidw gets around and they’ll callpartners, me.That’s I haveand a lother ofCynthia word sonable and friendly.

Ifand a family member or friend isestate looking excellent including this oneis from Zillow.com: “Dana has closedandroughly 174 “Word loans—a testament ting toreputation the settlement everything has gone every job.commu“I really care about people,” she says. her.

“I’d like to broaden my sphere of in on in the industry. the givesand back to his reputation.” hometown for me,abut because ofjob that,I IItake have tremendous respect for ofoffice, mouth business a good With decades of after toyear. buy home or “My refinance, will refer to made a them name forher.” herselfprocess. as aREAL trueSh pr continues to grow, year everything throughout the entire to her proven Beyond efficiency and Tyler consistency smoothly for the client. a lot of pride satisfaction comes when I can make the process as says. “I want to work with more loca ® nity by taking a hands-on role officer, in his local area.

“I was bornfor as a loan she has built a name herself TORS ; I know how difficult their work is.” I on tently counted putclosing her client’s even seamless, agreed to move up our time.his and raisedexperience making my transactions and doto easy for my customers in as possible.

I listen toand them Agents, especially on loans that needdate to lvania, Tylerover continues in Media, I went to high school here, and I went to in theDana area.began Real estate agentsintrust her to guide their cliDuring any free time, Teresa is Dana teaching religion to time third early in of the seller. also took the her career the mortgage industry in 2004, after being and find out what their goals are, where they want and on time.

Since I can do loans througho everything I can to keep all parties posted on Pando Mortgage office is college just a stone’s throw away,” he says.

“When I was just ents through mortgage process, andtothey she will graders at product her local parish, orquestions hosting fundraisers for Tracy began herame career directly After staying home for seven years with her three young chil laid offitthe from a marketing position with a playground all of the I enables had as first time home inknow the future, and the I manufacturing align their options States, this tothose work with the support Based of a processor started, I made a their point to meet every localbe business in York, getting Pennsylvania, Susanne and status of isthe transaction.

Buying aforhome helpMAKE them reach goals.

“My knowledge of the business in need.

She also on the board of directors for her Chamevenings American Express dren, Tracy reentered the workforce as a mortgage loan officer 4) 5 TIPS TO NEW HIRES 21) TURNING YOUR PROFESSION with their financial goals.

Then I stay involved and in other states.

I don’t see myself as company. husband came home and told me that ourtransactions issues with gettinggothe loan or closing, and aIw partners across greater spearhead owner, and it’swork an honor to “My help the community that got me to day her the assistant their under the banner GMH isone one ofall the people through sets me apart from others,” sheofsays.

“Isee think about what isthemost berimportant of Commerce.

TeresaI loves traveling and spending time daytime.

A year she accepted the process way through to closing. them, I see myself a referral source Her prior understanding of real estate contributed to her immi Mortgage Broker looking for anTyler assistant,” DanaArecalls, “and decision to use Movement.

Iaslater, would definitely AServices, LONG-LASTING SUCCESS INTO PASSION y regions. InMortgage fact, a sizable wherewhere I am now.” play ato part in was the local landscape, they cater clients the inIftheir lifetime.

To help make that process a positive expebest for To my clients, and I’macross straightforward.

I can’t with her family and friends.

Myers, booking loans.

She can now want my clients todofeel good about their loan and accomplish something they can’t do witho nent success.

“I got my broker’s license in 2003 and worked fo even though it was a cut in pay from my unemployment, I took the at Movement Mortgage again.” ough referral clientele who contributes to Super Sunday events on Media’s State Street, something that benefits them, then I won’t dorience it at all.isThey the mortgage industry, with and this weal York County region.

As a direct lender, she offers clients something I strive for and find very rewarding.” a brokerage until 2011 when I accepted a position a majo ss, holistic industry undersupports the local Restaurant Week, andnot plays anstay-at-home active role type.” Ultimately, that job because I’m just the will come back whenFHA the time is USDA right.” For her buyers who bank.”

As her Serving businessREALTORS continues to® grow, shestellar looksreputation to into borrowers her as one of 13) 4inEASY WAYS TO access a range of products—from and and inforward North Carolina’s HOW TO SEND SMARTER ord. For his part, Tylertocites arealoan sponsorships and community events.

In his free obtained hours 25) Broker’s husband fell ill,will and Dana hertolicense andout ran the When she’s not working, Dana enjoys nothin To find more about Cynthia Gossett , Sunsh do not qualify for a loan, she tell them what steps guiding more clients through the process of buying a home. tors currently working in the High Point, Greensboro, Winston-Salem and beyond, Tracy offers to first-time programs and everything To give back to her professional community, Susanne is an REDECORATE YOUR OFFICE THAT emost driversoptions, of his success beyondhomebuyer the office, he most enjoys time spent with his family business for a time.

When that business closed, Dana began working time with her husband and their son, who is pa EMAILS take to improve their application, includingvisit how independentbank.web-loans.com/officers-detail.aspx?LONum to increase excellent Helping them purchase the knowledge home of their dreams is a under mortgage product along with deep first words were FHAWILL andOverand playing the occasional round of golf. in between. the course of her twenty-three-year tenure avid supporter of her local board of Realtors.

Every year, BOOST MORALE & IMPRESS at Wells Fargo just before the market crashed and the refi boom hit. and they can frequently be found supporting their credit scores. Although it can take time to build credit, rewarding experience for Teresa.Tracy’s “I lovecommitment working withtopeoprovidingh cessibility isinkey me. I standing of what Union Home Mortgage can do forather borrowers call her at 214-598-1542 or email her at cgossett@ibtx.com theforindustry, Susanne her hasguidance earned often atall athevariety sponsors that agents and industry colleagues “While Iexperience loveleads helping customers, Ishe found that my events passion was for enjoy spending time together their beach even most difficult deals to the ple and getting them results.

It is so satisfying to see my clients and her Realtor partners is CLIENTS y, and I’m lucky enough to As for the future, Tyler plans to continue growing his business 29) IF IT’S GOOD FOR THE SOUL, of institutions, including Chase Bank andout Wells Fargo, and attend together for worthy causes—from golf outings to philanthropist, helping people get into homes, not just refinances,” she relates, “so I Beach.

Dana is also an ardent closing table. clients happy in the end.” to credit her exceptional team for To find more about Kent Ege, Mortgage, Tyler works with steadily, as Pando Mortgage eyes expansion to an additional Tracy’s reputation precedesshe her,participates which is whyin she receives all o as a loan officercall she 301-613-0073, has won Top 10% recognition atstarboth bowl-a-thons to Furthermore, took advantage of at the market and became be abingo. renovation two ofBUSINESS her favorite charities: “When I sell myself ato backpack a client,” s IT’StoGOOD FOR THE ® urce ideal lending options office in the next year oremail so.

As Tyler’s continues tocertified kEge@embracehomeloans.com, her business either by way of referrals from her REALTOR part 17) DAILY HABITS THAT Copyright Top Ag Theyfor areunderserved absolutely unbelievable, a loan officer and spent most ofalso my career atlocal Wells board’s Fargo working with weekend meals children, and at also GMH Mortgage, Susanne has the Young Professionals Network and has ntional, and powerhouses.

Jumbo options Now, rise, he plans to parlay his skillset into a managerial embracehomeloans.com/kent-ege or visit ners or past clients. Each of them senses Tracy’s passion wha INCREASE YOUR MENTAL cares just as much I do.”for clients on renovation that assists young with lea aswhere a top-performer, earning the Top 10% sponsored andabout served as “I thereally MCorganization for informative panels and asmales For more information Giannini, cites nicheestablished options atWILL hisherself role he can help others learn themortgages.” lessons he’s gleaned she does.Teresa love everything about my work,” she says. “ providing character-building support services programs that make homealong theand way.the Now, behind himQ+A and sessions. “I try to be as present STRENGTH ranking industry-wide, #1with spota sterling in her year company. possible andhome, makemove Copyright Top TGiannini@glhm.com Agent Magazine love helping people get as into their first up or even please call 312-375-6338 or email One factor in Tracy’s continuing su less conventional clientele. an ambitious eye on the road ahead, Tyler Kight considers Currently licensed in North Carolina, South Carolina, Florida, GeorAccordingly, she drives the majority of her business through authentic connections withOther people,” shemay says.

Susanne also downsize.” clients need help restructuring their deb communication with both her buyer ompany and we work with what he enjoysgia, mostVirginia about his chosen field.

“Iprimarily really enjoy Dana’s plansSchool. for the future are fairly simple and Dana works in the Carolinas, withCatholic repeat and referral clientele—amounting to Ohio, roughly 90% coaches basketball at of York In her by way refinance, she High explains.

“Everybody a Milestones, little differ have a system wehas call ur ownership and managethe feeling of being able to help someone,” he reflects.

“I her business while sacrificing none of the am the Charlotte area providing the bulk of her business.

With a support of her clientshare.

To account for her successes thus far, free hours, she most enjoys time spent with her family, ent situation and I just love helping people reach better in something happens in the phase talogue of the best lenders 888-461-3930 once had a client who’d been shut out regular residential Phone | Fax 310-751-7068 becomeCopyright synonymous with her name.transact She al team that includes twoofloan officer assistants, a client care coordiTop Agent Magazine their lives.” her, knowing that areanhappy closing cites afinancing, commitment to finally knowledge, client-centric especially her children, andTorelishes the chance to catch aemail,after theypeople receive regardless s on being aSusanne one-stop-shop but had found their dream home. When nator, and a marketing manager, Dana is committedmeans to providing potential Realtor partners: ‘Wh everything. advice for any congratulations or if it’s regarding |I’llwww.topagentmagazine.com I was to get thempromises. a pre-approval, never the or hit the beach. care,mag@topagentmagazine.com and keeping her able professional “I treat all myforgetmovie the very best service available in the highly-competitive mortgage right lender underwriting and the rightissues. lendingThe team, you d agents a smile on their The closing was a tearjerker.

Realtors and their clients likefaces. family,” she explains.

“I keep It’s those tions.

They’ll be answered for you,they before yo industry.

No portion ofmoments this issue may bewhat reproduced inthe any manner whatsoever withoutCreating prior consent ofresults the publisher.

Top Agent Magazine everyone time because don’t ts, Tyler also understands that really I live for, feeling of making a happy is no easy task, but Tracy thoroughly them informed throughout the process, and they never have As for the future of her business, Susanne plans to mainis publisheddifference

by Feature GA, Inc. Although precautions are taken toenjoys ensurethe theprocess. accuracy ofispublished avigating the transactional in Publications someone’s life.” asking what’s on.knowledge They are known formaterials, her loangoing product to chase me down to find out what’s going on. I’m gooda wide tain the steady momentum she hasShe generated over thethe years, Dana borrowers variety of prodcourse of or transaction.”

Top Agent Magazine cannot be can heldhelp responsible forwith opinions expressed orloan factsand supplied bycustomer its authors.

To subscribe change excellent service.

“Through Union Home Mortgage

Lauren Maxwell

DANA MEADOWS

TRACY RICH

CONTENTS

http://

www.

at my job, and when I say someone pre-approved, they JUMBO, keeping her ethics, performance, and longevity intact. “You ucts that is include Conventional, FHA, VA , and

address, send inquiry to mag@topagentmagazine.com. Published in the U.S. I am able to offer all of the traditional loan products in addition To learn more about Tyler are. My pre-approval lettersKight go a long“We’ve way, and Realtors to continue to betime caring knowledgeable, and as and USDA. alsothe just rolled out ahave one-time closedtocon1, a direct lender, offers a first homeand buyer loans, Mortgage renovation loans construction ht@PandoMortgage.com, I work with know theyvisit canPandoMortgage.com, call me seven days I long as younow keep doing that—the rest will follow.” to fit any type of borrower.

Some new struction loan that I’mainweek. the process of piloting for the loans.” She stays educated on the most recent guidelines to ensure added to that roster.

“We have som company,” she says.

“We’ve also got brokered products as a smooth and fast loan approval.

In addition she is quite precise 4) 832 –2 9837, or visit his Facebook page here Top Agent Magazine www.

https://www.facebook.com/tkighthomeloans/

bankruptcy, out ofcosts short are sa well that don’t necessarily fit in that government box.”with closing costs estimates. When timingone andday closing all with 15% down,” says Tracy. “W on-point, complications are removed and happy endings result. | NMLSR # 403832

To learn more about Susanne Reed

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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Lauren Maxwell Top Agent Magazine

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Lauren and her husband Dan

The day after she graduated from college, Lauren Maxwell sat down to interview for a position in the mortgage industry, encouraged by her mother’s friend who had long thrived in the business. That was back in 1987 and ever since, Lauren has built her own legacy in lending, complete with a reputation for creative problem-solving, diligence, and a personal touch.

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Today, Lauren applies her more than three decades of experience in a leading team comprised of loan officers, in-house processors, underwriters, and closers. Together, they serve clients across the Southwest Florida region, under the banner THE MAXWELL MORTGAGE TEAM of CrossCountry Mortgage, Inc. As a direct lender, Lauren and her team have access to a full range of loan options, Top Agent Magazine

Lauren and her son Hunter

from Fannie Mae, Freddie Mac, and Ginnie Mae products to FHA, USDA, Conventional and VA. Likewise, Lauren uses her years of experience to help those who may have credit challenges find options to home ownership.

Over the course of her lengthy industry tenure, she has managed to amass the vast majority of her business through repeat and referral clientele, driven by real estate agents, attorneys, Top Agent Magazine

accountants, builders, and past clients. To account for her steady success thus far, Lauren cites responsiveness, a can-do attitude, and an authentic commitment to her clients’ best interests as the defining attributes of her working style. What’s more, her thorough professionalism and follow-through ensures a dependable lending process, which makes for a valuable asset amidst the competitive homeCopyright Top Agent Magazine9

buying landscape. “I answer everybody’s calls and I never go home until every call and email is answered,” Lauren says. “When I tell someone they’re approved, they can take that to the bank. I really analyze a client’s credit and income so that we’ll have a clear understanding of expectations. I know people count on me, and I’m able to tell realtors that if their clients are pre-approved, they won’t have problems with financing down the line.”

Having spent more than three decades in the industry, Lauren has assembled a winning Copyright Top Agent Magazine 10

team of professionals who efficiently execute their roles with confidence. With 80% of her team bilingual in English and Spanish, and Lauren offering free credit coaching for aspiring buyers— clients can rely on Lauren’s understanding of the lending process and its demands. “Everyone on our team is committed to helping people close loans,” she explains. “We want everyone to come in and feel welcome and feel positive about their experience. We also make sure we’re available to communicate in whatever way Top Agent Magazine

works for a client—from email and online applications, to working by phone or faceto-face. We have an attitude of Can Do, Will Do.” Accordingly, when presented with potentially problematic files that other lenders have yet to find solutions for, Lauren has earned a 95% turnaround rate. She even serves as the preferred lender for a major area builder and has proven herself time and again as a professional who can problem-solve and deliver when others may have given up on the client.

Lauren and her daughter

Beyond the office, Lauren gives back to a variety of causes, including Homes for Heroes, Wounded Warrior Project, PACE Center for Girls, and Friends of Foster Children of Naples. She and her husband also launched their own charity, 2DAMAX, where they directed friends and family in lieu of wedding gifts. Likewise, Lauren’s husband is a Sheriff’s Deputy and she coordinates credits for the Collier County Sheriff’s Department when they’re hunting for their mortgages.

In the office, Lauren and her team also give back through local backpack and Halloween costume drives, Toys for Tots at Christmas time, donating Thanksgiving feasts to those in need, causes supporting Muscular Dystrophy, church causes, and more. In her free hours, Lauren most enjoys time spent with her family and loved ones, staying active, catching the latest movie, and hosting Sunday dinners for her extended family.

As for the future of her business, Lauren plans to continue growing her team and expanding her MAXWELL MORTGAGE TEAM brand, with hopes to help more aspiring buyers and up-and-coming industry professionals. Soon, Top Agent Magazine

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Lauren and her family

her team will be licensed in all fifty states, with immediate expansions planned for New Jersey, Pennsylvania, D.C., Maryland, Virginia, Georgia, and Ohio.

Now, with more than thirty years of experience and insights to her name, Lauren Maxwell considers what she has come to value most about her career thus far. “I love coming to work every day,” she says. “I’ve been doing

this for a very long time, and I still can’t wait to come to work every morning—it’s part of who I am. I love the challenge and I love being there for the borrower who needs my help, who has been turned down before and they’re coming to me. There’s nothing more satisfying than using my experience to make that dream of owning a home happen for someone. My mantra is Financing the world one loan at a time.”

To learn more about Lauren Maxwell email Lauren@MaxwellMortgageLoans.com, visit MaxwellMortgageLoans.com, or call (239) 596 – 0500 www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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KENT EGE Kent Ege was a pre-med major on a full scholarship at UMBC before he realized he had a passion for finance. “I took one capital markets class and fell in love. After that I switched my major right away to Financial Economics,” he explains. After graduating from college, he considered graduate school, but his friends who’d started mortgage banking told him they thought he’d be a great fit for the industry. “I can help people and earn great money at the same time. It’s such a win-win. And I’m really a numbers guy,” he explains. For his first eleven years in the business Kent focused on online and “mail away” lending and was in the Top 1% of originators for over five years.

A year and a half ago, Kent switched to retail lending. He now works for Embrace Home Loans. “I’m able to help a lot more people this way, and I get to meet directly with the people I’m helping, which is really important to me,” he says. As a retail lender, he still offers all the conventional loans he recommended as an online and “mail away” lender, but he’s also now able to offer grant programs for first time homebuyer or low-income families. “It allows people to be able to get into a house at a very reasonable down or monthly payment,” he explains.

An impressive 100% of Kent’s business comes from referrals from past clients, and realtor partners eager to spread the word among their friends and family about his seamless, personalized service. Kent understands the stress buyers feel during the process of buying a home, so he answers his phone 24/7

to answer clients’ questions and put their minds at ease. “I know when someone is buying a home, it’s the most expensive purchase they’ll ever make. They really can’t wait the weekend to talk to someone at 8am on a Monday or be told that I’ll call them back later that night or the next day.” He’s developed a strong work ethic that benefits his clients. “I’ve been doing this long enough that I don’t have slip ups, I don’t have deals that die in the pipeline from the loan side,” he explains. Because of his reputation for excellence, he doesn’t market himself to realtor partners, rather they hear about him through colleagues and reach out to start a relationship.

Kent’s nickname is the “Basket Banker” because he personally shops for a beautiful, hand selected gift basket for each client; that’s tailored to their tastes and interests. “Every Sunday I put the baskets together for the upcoming week’s closings,” he explains. His clients appreciate this thoughtful, considerate touch. What’s Kent’s favorite part of the job? “Helping people!” he says. “When I can help first-time homebuyers get into a home, when they didn’t think they could, that’s the most rewarding feeling.” To give back to the community, Kent donates to and volunteers with the Lost Dog and Cat Foundation. “That’s where my wife and I adopted both of our pups,” he says. In his free time, Kent loves to work out and barbecue. For the future, he’d like to grow and mentor a team of loan officers. Now those are worthy goals that will benefit his customers and the financial stability of his community!

To find out more about Kent Ege, call 301-613-0073, email at kEge@embracehomeloans.com, or visit embracehomeloans.com/kent-ege www.

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TERESA GIANNINI For Teresa Giannini, entering the mortgage industry was a serendipitous event. She just graduated college when she and a friend found themselves waitressing at a Chicago establishment during a mortgage banking convention. It didn’t take long for Teresa to spark up a conversation with one of the attendees. “They hired me on the spot,” Teresa explains. Naturally determined and self-motivated, she was the perfect fit for this industry. Today, her boss is the same man who first hired her back in 1988. At Great Lakes Home Mortgage Inc. in Park Ridge, Illinois, she serves Chicago and the surrounding suburbs. As an independent company, they are bankers and brokers, offering all types of residential loans but specializing in FHA, VA, conventional and jumbo. She is licensed in Illinois and Wisconsin, and the company is also licensed to lend in Florida. By providing step-by-step guidance and support, Teresa’s business has become largely referral based, with her real estate partners referring her to their clients.

“A lot of the time, I have agents calling me, and saying ‘I heard if you can’t do it, no one can,’” Teresa explains.

“Word gets around and they’ll call me. I have a lot of word of mouth business and a good reputation.” With decades of experience as a loan officer, she has built a name for herself in the area. Real estate agents trust her to guide their clients through the mortgage process, and they know she will help them reach their goals. “My knowledge of the business sets me apart from others,” she says. “I think about what is best for my clients, and I’m straightforward. If I can’t do something that benefits them, then I won’t do it at all. They will come back when the time is right.” For her buyers who do not qualify for a loan, she will tell them what steps to take to improve their application, including how to increase their credit scores. Although it can take time to build credit, her guidance often leads even the most difficult deals to the closing table.

When the transaction is over, Teresa’s clients rave about their experience together.

One recently wrote, “My wife and I chose to work with Teresa for our first home buying experience and we couldn’t have been happier! She made everything so easy! Going into our first home buying experience, my wife and I were nervous and anxious about what to expect. Teresa took care of everything and answered any and all questions we had. When we were finally done with closing, we couldn’t believe how easy and pain free Teresa made everything! I would highly recommend using Teresa with Great Lakes Home Mortgage for all of your mortgage needs. You will not be disappointed!”

Another wrote, “My fiancé and I recently purchased a new home with Teresa. Since we were first time home buyers everything was new to us. Teresa did a great job with answering all of our questions and giving us the information we needed to make our decisions. She always responded quickly to my emails and phone calls. If we ever decide to move or refinance, we would definitely contact Teresa again; not only is she good at her work, but I genuinely feel that she cared about us as her clients. She is extremely personable and friendly. If a family member or friend is looking to buy a home or refinance, I will refer them to her.”

During any free time, Teresa is teaching religion to third graders at her local parish, or hosting fundraisers for those in need. She is also on the board of directors for her Chamber of Commerce. Teresa loves traveling and spending time with her family and friends.

As her business continues to grow, she looks forward to guiding more clients through the process of buying a home.

Helping them purchase the home of their dreams is a rewarding experience for Teresa. “I love working with people and getting them results. It is so satisfying to see my clients happy in the end.”

For more information about Teresa Giannini, please call 312-375-6338 or email TGiannini@glhm.com 16

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

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

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 17

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

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

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

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 18

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

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

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

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CYNTHIA GOSSETT Cynthia Gossett has been in the real estate industry for over two decades as a top producing Sr. Mortgage Loan Officer. She has closed cumulatively over a thousand transactions locally and throughout the United States. She recently joined the Independent Bank mortgage team, known for their efficiency and timely closing platform.

Cynthia began as an investor herself before moving into financing. “I’m a numbers person, and I really enjoy the art of putting the deal together so it works for everyone,” Cynthia says. “I like working with investors because I understand the way they think. That said, I mainly work with first time home buyers - that’s become my area of expertise.”

their ability to make their payments. It’s not just about helping them buy a home, it’s about helping them achieve their financial goals for the future.”

Caring about people doesn’t stop when the workday ends for Cynthia; she’s also heavily involved in her community.

“I’m on the board of the Metro Grand Prairie Rotary,” she says, “We just held our 32nd year Pumpkin Run where we raised over $30,000 for local charities.

These charities serve our local children, domestic violence victims, veterans, and our senior citizens.

Working with first time home buyers means that Cynthia has become good at helping people who might otherwise not been able to get home loan financing.

“I talk to a lot of people who have not been able to get approved,” she says. “I’m good at analyzing the problems and developing solutions to enable buyers to secure loans to fulfill their dreams of home ownership.”

When Cynthia isn’t working she likes to spend time with her family - “My daughter is getting married next year, so that’s taking up a lot of time!” she says happily - but she’s also a self-described “house addict.” “I enjoy surfing Zillow and looking at houses all over the United States,” she says. “I find architecture interesting and as well as seeing differences in markets. Sometimes my clients call me about a local property that I already know because I’ve seen it on Zillow!”

That’s where Cynthia gets the most joy from her job. “I really care about people,” she says. “My job satisfaction comes when I can make the process as easy for my customers as possible. I listen to them and find out what their goals are, where they want to be in the future, and I align their product options with their financial goals. Then I stay involved and see the process all the way through to closing. I want my clients to feel good about their loan and

Cynthia is looking into the future and what’s next for her. “I’d like to broaden my sphere of influence,” she says. “I want to work with more local Real Estate Agents, especially on loans that need to close quickly and on time. Since I can do loans throughout the United States, this enables me to work with loan officers in other states. I don’t see myself as a competitor to them, I see myself as a referral source to help them accomplish something they can’t do without a license.”

To find out more about Cynthia Gossett, visit independentbank.web-loans.com/officers-detail.aspx?LONum=171, http://

call her at 214-598-1542 or email her at cgossett@ibtx.com

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TYLER KIGHT Real estate ran in the family for Tyler Kight.

With his mother, brother, and sister all real estate agents, with more than seven decades of combined experience between them, Tyler’s entry into the business was all but inevitable. Despite this, he never anticipated a career in the industry and went on to St. Joe’s University to earn a degree in finance. Soon enough, however, he was called to the business as a mortgage broker and has spent the last year building a rising star reputation for round-the-clock accessibility, creative problem-solving, and an abiding commitment to his clients’ goals. In his first solo year in the business, he generated a $15 million in volume, surpassing expectations and making an indelible first impression in the industry.

Born and raised in Media, Pennsylvania, Tyler continues his work in his hometown, where the Pando Mortgage office is based. There, he works solo with the support of a processor to field clients and agent referral partners across the greater Philadelphia and Delaware County regions. In fact, a sizable 99% of his business is driven through referral clientele who turn to Tyler for his responsiveness, holistic industry understanding, and successful track record. For his part, Tyler cites authentic passion as one of the foremost drivers of his success thus far. “I always joke that my first words were FHA and Conventional,” he says. “24/7 accessibility is key for me. I eat, sleep, and breathe this industry, and I’m lucky enough to really love what I do.” At Pando Mortgage, Tyler works with fifteen different companies to source ideal lending options for his clients. While FHA, Conventional, and Jumbo options are regular contenders, Tyler also cites niche options at his disposal, such as bank statement programs that make homeownership a readier possibility for less conventional clientele.

“We have great leadership in our company and we work with a variety of lenders,” he says. “Our ownership and management took their time building a catalogue of the best lenders to work with, so we pride ourselves on being a one-stop-shop for our clients.”

Coming from a family of agents, Tyler also understands firsthand the details involved in navigating the transactional

process. Accordingly, he goes above and beyond to ensure his agent referral partners are supported in all aspects of their roles—from fielding calls in the early morning hours, to contributing to marketing materials and making appearances at open house events. “Accessibility is a big piece of the puzzle and I offer agent a lot of support,” he says.” Having grown up in real estate, it really helps me understand where agents are coming from. It’s important to be an expert on my side of the table, but it’s also important to know the details of the real estate side. That way, I’m able to serve them best.”

Beyond the office, Tyler gives back to his hometown community by taking a hands-on role in his local area. “I was born and raised in Media, I went to high school here, and I went to college just a stone’s throw away,” he says. “When I was just getting started, I made it a point to meet every local business owner, and it’s an honor to help the community that got me to where I am now.” To play a part in the local landscape, Tyler contributes to Super Sunday events on Media’s State Street, supports the local Restaurant Week, and plays an active role in area sponsorships and community events. In his free hours beyond the office, he most enjoys time spent with his family and playing the occasional round of golf.

As for the future, Tyler plans to continue growing his business steadily, as Pando Mortgage eyes expansion to an additional office in the next year or so. As Tyler’s star continues to rise, he also plans to parlay his skillset into a managerial role where he can help others learn the lessons he’s gleaned along the way. Now, with a sterling year behind him and an ambitious eye on the road ahead, Tyler Kight considers what he enjoys most about his chosen field. “I really enjoy the feeling of being able to help someone,” he reflects. “I once had a client who’d been shut out of regular residential financing, but had finally found their dream home. When I was able to get them a pre-approval, I’ll never forget the smile on their faces. The closing was a tearjerker. It’s those moments that really what I live for, the feeling of making a difference in someone’s life.”

To learn more about Tyler Kight email Tyler.Kight@PandoMortgage.com, visit PandoMortgage.com, call (484) 832 – 9837, or visit his Facebook page here www.

https://www.facebook.com/tkighthomeloans/

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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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DANA MEADOWS If you’re in the market for a dedicated, trustworthy and knowledgeable mortgage professional, look no further than Dana Meadows, Senior Loan Officer with Movement Mortgage in Cornelius, North Carolina. Dana’s many years in the industry, coupled with her honest and ethical approach, has resulted in scores of happy and grateful home buyers and Realtor partners, and her excellent reputation continues to grow, year after year.

Dana began her career in the mortgage industry in 2004, after being laid off from a marketing position with a playground manufacturing company. “My husband came home one day and told me that our Mortgage Broker was looking for an assistant,” Dana recalls, “and even though it was a cut in pay from my unemployment, I took the job because I’m just not the stay-at-home type.” Ultimately, that Broker’s husband fell ill, and Dana obtained her license and ran the business for a time. When that business closed, Dana began working at Wells Fargo just before the market crashed and the refi boom hit.

“While I love helping all customers, I found that my passion was for helping people get into homes, not just refinances,” she relates, “so I took advantage of the market and became certified to be a renovation loan officer and spent most of my career at Wells Fargo working with clients on renovation mortgages.”

Currently licensed in North Carolina, South Carolina, Florida, Georgia, Virginia and Ohio, Dana primarily works in the Carolinas, with the Charlotte area providing the bulk of her business. With a support team that includes two loan officer assistants, a client care coordinator, and a marketing manager, Dana is committed to providing the very best service available in the highly-competitive mortgage industry.

up front to make sure that when it gets to an underwriter, we’re not going to have any hiccups and the deal is not going to fall apart.

Movement Mortgage utilizes the 6-7-1 process: there’s a six-hour underwriting goal, a seven-day processing goal, and a one-day goal for closing. So with that process, I’m actually able to close loans in as little as two weeks.”

The appreciation her customers feel for Dana is perhaps best illustrated by the many glowing reviews she has received for her services, including this one from Zillow.com: “Dana was great and on top of everything throughout the entire process. She was very responsive, and even agreed to move up our closing date a week at the request of the seller. Dana also took the time early in the process to answer all of the questions I had as a first time home buyer. I didn’t have any issues with getting the loan or closing, and I am very happy with my decision to use Movement. I would definitely use Dana and her team at Movement Mortgage again.”

When she’s not working, Dana enjoys nothing more than spending time with her husband and their son, who is passionate about golfing, and they can frequently be found supporting him courtside. They also enjoy spending time together at their beach house in North Myrtle Beach. Dana is also an ardent philanthropist, and gives back through two of her favorite charities: a backpack ministry that provides weekend meals for underserved children, and another athletic-based organization that assists young males with learning about Christ and providing character-building support services.

Dana’s plans for the future are fairly simple: to continue growing her business while sacrificing none of the amazing service that has become synonymous with her name. She also has some words of advice for any potential Realtor partners: ‘When you partner with the right lender and the right lending team, you don’t have to ask questions. They’ll be answered for you, before you even think of them.”

Dana can help borrowers with a wide variety of loan products that include Conventional, JUMBO, FHA, VA , and USDA. “We’ve also just rolled out a one-time closed construction loan that I’m in the process of piloting now for the company,” she says. “We’ve also got brokered products as well that don’t necessarily fit in that government box.”

One of the surest indicators of Dana’s success is that 90% of her referrals are from Realtors. When asked to account for this exceptional level of confidence that is placed in her, Dana grows thoughtful for a moment before replying.

“When I got into this business I said that I was going to make sure that I provided the highest levels of customer service,” she says, “and that means for my Realtors as well as my customers. My communication is excellent, and I make sure everyone, regardless of whether they’re on the buying side or the selling side, knows what’s going on with the transaction at any given time. I review all documents Top Agent Magazine

For more information about Dana Meadows, please call 704-763-9728 or email Dana.Meadows@movement.com Copyright Top Agent Magazine 23

SUSANNE REED Susanne Reed’s first exposure to the mortgage industry came in 1995, when she learned the ropes as a college intern in a local office. Now, more than two decades later, it’s clear Susanne found her calling earlier than most and has since continued to build her stature in the industry. Today, she has established herself as a consummate professional, complete with a reputation for steadfast communication, lasting relationships, and a top-performing track record. This year, she has closed roughly 174 loans—a testament to her proven efficiency and consistency over time.

learned a long time ago the importance of providing value to my clients.”

Likewise, Susanne is a big believer in maintaining relationships for the long haul.

Whether she’s sponsoring events to support the agents she partners with, or meeting up with a past client over lunch, Susanne takes a proactive role in keeping connections alive.

“I attend all the settlements I can,” she says.

“There’s nothing more rewarding than getting to the settlement and everything has gone smoothly for the client. I take a lot of pride in making my transactions seamless, and I do everything I can to keep all parties posted on the status of the transaction. Buying a home is one of the most important transactions people go through in their lifetime. To help make that process a positive experience is something I strive for and find very rewarding.”

Based in York, Pennsylvania, Susanne and her assistant spearhead their work under the banner of GMH Mortgage Services, where they cater to clients across the York County region. As a direct lender, she offers clients access to a range of loan products—from FHA and USDA options, to first-time homebuyer programs and everything in between. Over the course of her twenty-three-year tenure in the industry, Susanne has earned experience at a variety of institutions, including Chase Bank and Wells Fargo, and as a loan officer she has won Top 10% recognition at both powerhouses. Now, at GMH Mortgage, Susanne has also established herself as a top-performer, earning the Top 10% ranking industry-wide, and the #1 spot in her company.

Accordingly, she drives the majority of her business through repeat and referral clientele—amounting to roughly 90% of her clientshare. To account for her successes thus far, Susanne cites a commitment to knowledge, client-centric care, and keeping her professional promises. “I treat all my Realtors and their clients like family,” she explains. “I keep them informed throughout the process, and they never have to chase me down to find out what’s going on. I’m good at my job, and when I say someone is pre-approved, they are. My pre-approval letters go a long way, and the Realtors I work with know they can call me seven days a week. I

To give back to her professional community, Susanne is an avid supporter of her local board of Realtors. Every year, she sponsors events that agents and industry colleagues attend together for worthy causes—from golf outings to bowl-a-thons to bingo. Furthermore, she participates in the local board’s Young Professionals Network and has sponsored and served as the MC for informative panels and Q+A sessions. “I try to be as present as possible and make authentic connections with people,” she says. Susanne also coaches basketball at York Catholic High School. In her free hours, she most enjoys time spent with her family, especially her children, and relishes the chance to catch a movie or hit the beach.

As for the future of her business, Susanne plans to maintain the steady momentum she has generated over the years, keeping her ethics, performance, and longevity intact. “You have to continue to be caring and knowledgeable, and as long as you keep doing that—the rest will follow.”

To learn more about Susanne Reed |

NMLSR # 403832

email SReed@GMHMortgage.com, call (717) 324 – 1119, or visit her website at GMHMortgage.com/SReed 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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TRACY RICH Six months in the trenches as a REALTOR® gave Tracy Rich the expertise she needed to one day become the dependable mortgage resource that real estate agents need. “When I was 19, I got my real estate license and sold real estate for about six months,” says Tracy, a senior mortgage loan officer with Union Home Mortgage.

“I quickly knew real estate wasn’t a fit for me, but because of that, I have tremendous respect for REALTORS®; I know how difficult their work is.”

After staying home for seven years with her three young children, Tracy reentered the workforce as a mortgage loan officer.

Her prior understanding of real estate contributed to her imminent success. “I got my broker’s license in 2003 and worked for a brokerage until 2011 when I accepted a position with a major bank.” Serving REALTORS® and borrowers in North Carolina’s High Point, Greensboro, Winston-Salem and beyond, Tracy offers excellent mortgage product knowledge along with deep understanding of what Union Home Mortgage can do for her borrowers.

Tracy’s reputation precedes her, which is why she receives all of her business either by way of referrals from her REALTOR® partners or past clients. Each of them senses Tracy’s passion for what she does. “I really love everything about my work,” she says. “I love helping people get into their first home, move up or even downsize.” Other clients may need help restructuring their debt by way of refinance, she explains. “Everybody has a little different situation and I just love helping people reach better phase in their lives.” To her, knowing that people are happy after closing means everything.

Creating happy results is no easy task, but Tracy thoroughly enjoys the process. She is known for her loan product knowledge and excellent customer service. “Through Union Home Mortgage, I am able to offer all of the traditional loan products in addition to first time home buyer loans, renovation loans and construction loans.” She stays educated on the most recent guidelines to ensure a smooth and fast loan approval. In addition she is quite precise with closing costs estimates. When timing and closing costs are on-point, complications are removed and happy endings result.

“I feel my product knowledge is the key to a stress-free mortgage experience.” Her REALTOR® referral partners implicitly trust her judgment; they know the detailed effort she puts into preapprovals. “My REALTORS® know that I if say I can do something, I’m going to do it,” she explains. “And because I request income and asset documents during preapproval, by the time someone goes under contract, we can usually close in three weeks.”

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Tracy is grateful that with Union Home Mortgage she has been able to start a team, with which she can better serve clients and REALTORS®. Her first team member is her oldest son Rob, a recent college graduate who serves as her production assistant.

Running a mother-son team that will soon include another loan officer is the perfect scenario for Tracy, whose favorite pastimes are spending time with family, including vacations to the beach with family and friends.

Tracy’s business is on track to increase significantly. “I would like to develop relationships with more REALTORS® to grow what I am already doing.” As Tracy brings new REALTORS® into her network, the first characteristic they will notice is her excellent communication. “I make a point of over-communicating!” she says, noting that her number one propriety is excellent customer service. She keeps her agents informed throughout the process so they always know when she connected with their clients and where the process stands.

“My #1 propriety is to make my REALTORS® shine!” says Tracy, “When a REALTOR® refers a client to me, I am a direct extension of that REALTOR® and I take that responsibility very seriously.”

After all, given her own real estate experience, she knows firsthand the challenges REALTORS® face and commits herself to making their jobs easier. In doing so, she gets to play a role in helping both REALTORS® and borrows advance to the next positive steps of their lives or careers.

To learn more about Tracy Rich, visit unionhomemortgage.com/trich or go to her Facebook page, email trich@unionhomemortgage.com or call 336.689.5301 www.

https://www.facebook.com/unionhomemortgagecorp

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 30

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TRACY VANLANDSCHOOT Tracy VanLandschoot – Branch Manager and Senior Loan Originator at Mortgage 1 in Cape Coral, Florida – is that rare mortgage professional who possesses both a genuinely caring nature and an impressively deep well of industry knowledge, both of which serve her clients well when navigating the often-tricky mortgage process.

Offering a wide variety of loan products and a commitment to closing every deal they work on, Tracy has made a name for herself as a true professional who can be consistently counted on to put her client’s needs front and center.

Tracy began her career directly out of high school, working evenings for American Express while attending college in the daytime. A year later, she accepted a job at C & S Bank in Fort Myers, booking loans. She can now claim almost three decades in the mortgage industry, and this wealth of experience has translated into her stellar reputation as one of the most trusted loan originators currently working in the Sunshine State.

Tracy’s commitment to providing excellent service to both her clients and her Realtor partners is unparalleled, and she is quick to credit her exceptional team for their dedication and support.

“When I sell myself to a client,” she says, “I also sell my team.

They are absolutely unbelievable, and each and every one of them cares just as much as I do.”

One factor in Tracy’s continuing success is her focus on constant communication with both her buyers and her Realtor partners. “We have a system we call Milestones,” explains Tracy, “Every time something happens in the transaction that affects the borrowers they receive an email, regardless of whether it’s an approval congratulations or if it’s regarding disclosures or appraisals or underwriting issues. The agents also are informed, so it saves everyone time because they don’t have to make any phone calls asking what’s going on. They are touched 14 times during the course of the transaction.”

Mortgage 1, a direct lender, offers a wide variety of loan products to fit any type of borrower. Some new programs have recently been added to that roster. “We have some that allow for day one out of bankruptcy, one day out of short sale, one day out of foreclosure, all with 15% down,” says Tracy. “We also have some jumbo loan programs where the buyer can finance 95% of the purchase price with no mortgage insurance up to around two million dollars.”

Tracy and her team also take a decidedly egalitarian approach to their business, and they readily take on loans that many competiTop Agent Magazine

tors might consider too small to be worth their time. “We work on loans that other people don’t want because they consider it a waste of their time,” says Tracy, who understands that this goodwill ultimately enhances her business. “It will come back to us, I believe, and that’s how everyone on my team operates.”

While the mortgage industry might be considered by some to be simply a numbers game, Tracy takes a more personal view of her career. “I love, love, love working with the agents and the clients,” she enthuses. “Everyone has a story, and if you really listen to them to find out what they really want, you can figure out what loan product is best for them. My agents are wonderful and my clients are wonderful. I just love what I do. I always have.”

When she’s not working, Tracy enjoys spending time with her boyfriend and her college-age daughter. Golfing and boating are two of her favorite pastimes, and she also serves as Treasurer for both her Women’s Council of Realtors and the charitable organization Cape Coral Caring Center. Additionally, Tracy is very involved with the RPAC (Realtors Political Action Committee) and the Events Committee for the Royal Palm Coast Realtor Association.

Looking to the future, Tracy’s goals are to continuing growing her business, while sacrificing none of the amazing client experience she provides.

“When we take on a mortgage,” she says, “we’re going to close it.

We don’t work on loans that we can’t close. When a client comes to me and my team, they should know that they are never going to have a better experience.”

For more information about Tracy VanLandschoot, call 239-471-3696 ext. 180, or email TVanlandschoot@mortgageone.com Copyright Top Agent Magazine 31

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