NATIONWIDE MORTGAGE 10-19-20

NATIONWIDE MORTGAGE EDITION

SUCCESS-

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

Tips on Being a GOOD TEAM LEADER

BECOMING THE BEST OF THE BEST

COACHING 9-1-1

NATIONWIDE MORTGAGE EDITION

MIRIAM "ROSSY" CRULL GREG HAIK

HOWARD HENRY

working for an able engineering involvement hasHoward m This as is Greg Haik’s 22 year While in theGod am “Rossy” Crull started her career for being to do Community this work and assist 15 company 7 mortgage business, but his familiarity in 2005, Howard16Henryalways been important19 to Greg,tain his rel an officer back in 2010. She came from are times when I may work with gotage. hispeople. start in There the mortgage industry and as a father of five that hasand referra with the industry began at a young ckground in banking, with a degree in a family of eight who are living taken in a two-bedwith a neighboring company.

“I just usually the form of beingof ways.

His mom worked in the industry for happened to stumble into a conversanomics and Business Management,40then been in to different involved his kids’ sportsdrip marke years, and Greg grew up hearingroom apartment, and they’ve tion with one of the branch managers,” teamsthem. and school ded to transition into mortgages. about As athe business. As a young man,lenders and nobody can help Thenactivities. they He ispersonal c Howard explains. Soon after, he was involved in with hispower son’s Boy Scoutalso commu Greg ombian native her bilingual skills give herbegan his mortgage industry to meand and I do my offeredcome an interview began hiseverything new his behalf. troop, and coached his daughter’s career sinceto figure out how we can dge over other loan officers and help herto support his family, andcareer.

Because he was a psychology finally close their tions Howa rec soccer team to four differentagents com then he has built a flourishingmajor busi- in college, Howard knows TIMOTHY UNDERWOOD a lot JAMES SOTO MIRIAM CRULL nect with a widerYAN network of clients.

She loan.

Seeing the joy on their faces when that GREG HAIK HOWARD HENRY MATHINSON JACINDA MONTANO ness based on personal relationships, about how people feel and what theystate championships, makingrelationship ently works as a loan officer at Fairway happens is very fulfilling.”

Miriam’s commitone ofalso the most successful honesty, and excellent service. need, given him the skillsthemJames friends. Th James Soto beganTimothy his careerUnderwood in which has returns the kindness: knowledge began his career in the According to Jacinda Montano,serving “Your transactions as opportunities to create pendent Mortgage Corporation ment to helping people goes beyond her job. teams in the history of Georgia rec JOSEPH HUMPHREY to be successful in his current role. moreare on h the mortgage industry at23 Wells “Sometimes I get 27 clients who 24 agents 20 asset,” time is your most valuable these relationships.

Many even Gregon also coaches footGreg is a Loan Officer with Silverton goals.

“I l mortgage industry back 2001.

He started nts throughout Colorado, including the In to the struggle brought by the Howard isresponse now a in Branch Manager atsoccer. prospecting Fargo over 12 inyears ago. and “I send repeat customers, or their friends th th th ball for 6 Mortgage, based Marietta, he serves the , 7 , and 8 graders in the rising high and she has truly become an expert at her all of their related business E Mortgage Capital wherethen he gained leads business. out associated at a bank doing refinancing, ver Metro Area, Colorado Springs, and Fairplay.

COVID-19 pandemic, she initiated fundraiser help Although it’s often with I believe what Ziga Ziglar said,towhich if knowing you helpw saw dreams coming true inGreg’s the and family, andSchool, I isalways give Atlanta metropolitan area. business iscontinues school program at Centennial High and a successful team.

While they most managing not only a successful career because she to perform at a day.

We ar independent experience from owning a provide 35 families in Colombia with food and basic numbers and transactions, working enough get what they wantWhen and need, you’ll get mortgage and I wantthose back to the agent basedbusiness, on repeat and referral clients, a testahepeople coaches baseball ataoffer Newtown Park. frequently work withthem. refinancing homes, they heoriginal isWhen not working, Ho in the mortgage industry but also 100% being high level for This has led to liveswho daily broker shop for atwo number ofis not years. am offers a variety of different loans to clients, necessities forspectrum months. has been much more everything thatworking youHe want and need.” edinfor tomortgages parttrust ofbut making people involved in do the a whole of he loan products and primarily is transaction, spend time with his w ment tobe the he inspires.

“I’ve been in the or giving back his time, Greg the best possible mom she can be referral and repeat percentage rate of they’re switched over to Movement Mortgage eight specializes in reverse mortgages and down payment meaningful than that for Joseph work in the state of California, but are licensed in love going outdoors, especi business a long time, and people know me,” Greg loves spending time with his family, golfing and James recalls. “I’ve about 99%, which attests to Jacinda’s gave me the original referral.” go her children. She began this careerhappy,” after multiple states. beach.

Theyfying also hard enjoy to be years ago, choosing to work for a company says.

“My referral partners and past clients know fishing, and he also owns atakes localthe stance, helping get liked housing.

In the infuture wants to continue growing her Humphrey.

He started out 2002 Miriam Being successful in any field abar. lot of time and always helping people.” wanting a joblow-income she could do families from home impressive ability to please clients. dining at restaurants, and that I know what I’m doing and I’m able to get whose core values he helping strongly aligned with. doing refinances, and worked his work, but Joseph puts an emphasis on having a balanced assists clients in finding program so3 that client base and people be able to fulfill their JOSEPH HUMPHREY JAMES SOTO TIMOTHY UNDERWOOD For the JACINDA past years, James has Community involvement is im- w MONTANO once she had kids, and asthe sheright explained, their with Jacinda, It’s Regarding their service andexperience rates that set Howard and his he keeps busy at work, How the job done.

With my experience, I can look at In the future, Greg plans to continue providing Timothy cares a grea HeMortgage, currently works as a Residential Mortgage Loan way to Thanks now being a senior loan life.

“In spite of my I believe inheslowing been with Alameda to and James, andmakes likes can finally be able to year get into good home. dreams of home ownership.

And because oflifestyle, COVID-19 “After that, every was abetter than one former client shared, “I just busy closed team apart from other mortgage officers inportant the area. always sure to files and anticipate any issues right away, which the same great level of service for his clients. and does hisofbest Originator alongside two team members. officer with Primary down inwith to up,” he says.

And part doing and being able toResidential help being out and about lending the previous year.”work, Today, has 15he loves using Jacinda!

She isorder amazing, friendly er dedication and hard theshe majority busishe is now finding appreciation in speed smaller things in They are highly efficient loan process, often between his lifeato an allows of meher to have everyone prepared.

That gives “This isthe such athe fluid industry, and I want topersonal stay years of experience in the industry and and knowledgeable about the whole his clients achieve the dream hand.

He volunteers every year for why he’s chosen to going from start to finish in just 15 days.

Though the Mortgage, Inc. He offers residential mortgages, with a that includes giving his time to the person who means comes from referral clients and herthe realtors whotheare life. lottoofme usconfitook many for granted before agents and peopleCONTENTS who“A come here things at Silverton and see what my the potential is,” mortgage process can be and stressful at times, Howard In“The the future, Howard plan has become an “I’m expert managing her time and process!

Easy to get a hold of she really stays of homeownership. the turkey giveaway at Stonefield focus on first time homebuyer programs, VA, FHA, and the most to him—his wife.

They are both leaders of culture is their what At Movement Mortgage Timothy is able to offer a her close friends. a atpeople person and even pandemic.

Small things like being able to hug or a mortgage dence, and they are able to trust me.”

Greg says. He wants to teach kiss newer and his team pride themselves on providing every his business and keeping balancing a busy very rewarding career with her variety topof ofloans it! Wetowere able to professionals close early, because ofMae, Home, one ofloving the biggest local downyet assistance programs. marriage group, and believe in supporting each andh andother valuing hisor clients.

From FHA, Fannie and share his valuable knowledge, I help a client close apayment loan I continue being friends onfamily member, even shake hands with aWith client.

I’m client with a seamless, streamlined process. also wants to continue to personal 4) and SUCCESS–THESE family life. She is Greg ranked asserves the top herFreddie hustle!

She is fantastic!”

James Merced builders in our Merced County, and TIPS ON BEING A offers all thetothe major loangrateful types, as17) well asthe experience, and with them.

“I’m always communicating. tell members that your Mortgage donates $1 and Mac, he has knowledge to leadership help clients themlender and keeping in touch.

They often invite me very and much more appreciative of being able their large variety of loan products, they are“We able to skills and fortueven venture at 7herHABITS AltiusTHE Mortgage, and won specialty products.

“We have access toGOOD all spouse thebest nate behomeowner ableyour totodochoosing something Iregions. love.

It’sHoward a great County and Stanislaus he donates toorganizations. families in truly need should be best friend.”

Acompany, lot of Joseph’s work revolves around a down payment ARE REAL TEAM A port make the right decision when itto comes see which loan is for each and situlove eringstheand barbecues my clients see me asout toCounty bethat around my family now asLEADER we try to navigate this award for Bestbecause Lender in Eagle Mountain for Her impressive reviews make it seem like Jacinda different programs there are perfect for feeling to give a client a loan structure and hear area.

Alameda offers a variety of products, and whenever he can.

When he is not working or givation, and they truly care about finding a way to best not plan on leaving the assistance program.

He istransaction. a preferred what lender through Tim goesint SECRET SUCCESS program istheintime. their best interest.

He that also caters friend.

For this isn’tTO just a business very difficult And hopeful I’ll be able to originates 2019 andme, 2020. works constantly, but as she says, “Work is happy one first-time homebuyers and low-income homeinI’m theirback, voice how they are.

When I words, can win. help their clients.

Additionally, Howard and his team In Howard’s his fav James specializes in down payment assistance ing James enjoys watching his Raiders Texas Department of Housing and Community Affairs, Trying toTO make future hisnonprofit business 21) HOW MAKE YOUR tion.

The h tostandard Veterans, waiving lender fees and giving aplans $500 itregarding focused on helping people and creating long-lasting see my clients face-to-face in the near future.” thing, but it doesn’t define me.”

An active member buyers, as well as the 3% down first-time deliver on their expectations, feels like hitting can offer lower rates than their competition because “building that relationship programs.

Virtually all of James’s business offering clients a 4% down payment assistance.

“This is has been made more complex by COVID-19, but one intake recent years th credit.

“I have the utmost respect for the men 10) 3 WAYS JOINING COMMUTE homebuyer loans,” dollar Greg explains.

“We also do attends home run.

Ichurch enjoy helping people on these Jacinda about hersays. family more thanA anything of her community, Jacinda aPRODUCTIVE local and ionships withcares them,” she of their correspondent pricing and high volume. and knowing that busiI’mtodoin comes from repeat and referral clients, and it’s aJoseph In the future, James plans to grow his a very advantageous program for those who definitely thing knows for sure is his passion for mentochildreH women whoassistance, have served our country, so I’m gladalong 100% down payment challenges and guiding them the I tryexpands, “Everyone’s happy,” Howard explains.

“The lender, Aslow-income his way. branch ORGANIZATION else. Her PROFESSIONAL “family,” however, is not justdown thoseprograms, who and also hosts local political events at her home.

During easy tothe see why.

“People appreciate that Iourselves.” havenew ness.

“Iofficers. would like tohope eventually have a team, want to buy a home but just don’t have the typical down ring loan “My is to expend and have the client, and This leads to a high rate of will be able to help more pe and all different bond programs for the local to be reliable and make it a positive experience are related to her by blood, but also her many her free time, she loves to swim, play volleyball, employee giving and we have those programs available here,” he says.

25) BECOMING THE BEST OF MAKE YOUR BUSINESS side of workCAN Miriam teaches Spanish classes atBETTER the ability to get things done,” James says. with some juniors who can help make our brand repeat and referral business. cial goals. counties here in theone,” Atlanta area.” for them, andsetting Iasgetgoa lot ofloan joy out of that.” payment that’s required to purchase he says. and THE apickleball, University like for officers.

I don’t want clients from over the years.

She is straightforward go boating, play as well on it does business and BESTgrow,” he says. local YMCA, is a member of NAHREP (National “I offer constant communication on where new people coming in20 to years look at this work as a sales and sincere with every client, and she believes she camping trips at the lake with her family. affordable housing.

Having been in the mortgage business for 13) COACHING 9-1-1 ociation of Hispanic Real Estate Professionals), and the transaction is, and I make it a hassle-free For more information about Howard Henry, is unique from otherspeople in the become field because, asTo she Helping homeowners isn’t only and trying to sell someone on buying a house. findhas outallowed moreJoseph’s about Greg position, Haik, please call 470-531-2041, Timothy to grow a large percentage volved in her church.

As athat person of faith,and she have loves transaction for the buyer and the agents James’s favorite part ofofhishhenry@emortgagec job is “working with says, “People canit’s tellalso I’mpassion. honest It is rare for someone to be able to do as much call 310-462-6260 or email job; his “I Iwant to be visible in the The focus should be on what the client needs.

Address ghaik.silvertonmortgage.com emailreferral Greg.Haik@silvertonmortgage.com, or visit coming Although his business, with his referral sources from here involved.” such a diverse community in Merced.

Iwork get k art her daybest by going on a walk to the local park and their interest at heart.”

Additionally, Jacinda volume as Jacinda does while also maintaining such community so that people know they have someone right what they need, and you’ll get what you need, that’s the doesand have timeand off REALTORS® as wellpersonal as past to clients.

He life, believes it’s work with people all shades creeds king values God for a there.” brand new And when shewith haslocal having close personal relationships an community emphasis onhetheir way and family but of And inday. order to help inform the the law of reciprocity works.

I want to help mold Copy Copyright Top Agent Magazine His priority is having strong that haslearn been huge part of his referral take communication notice ofboth the smooth, a alot ofsodifferent cultures.

Our company has time,every she client. enjoys going on workshops hikesaninHis the Even while using assistant to partners help job and her family much helps set up on mountains home buyingJacinda as wellloves as semi- herbrand new agents, and teach them the ethical way to three languagkids. Toge ability to has build and sustain long lastingcovered, relationships service James “Many of the diversity with manytheir different with communication, she isoutdoor sure reliable thatactivities. have thatprovides. she successfully made them participating in nars various other It’s Phone 310-734-1440 | clients Fax 310-734-1440 on homeownership.

Primary Residential Mortgage perform theirboth job,priorities. so that we can keep a high level of agents I work with end up referring me to othes spoken here, so somebody in our company biking, and taking in with the people in his industry.

“Communication is access to with her directly so that she with can best reason I love ® my job is because I get to help important fortalk her spend quality time her “The alsoto bring in credit restoration specialists, REALTORS integrity in this industry.” mag@topagentmagazine.com | www.topagentmagazine.com erher agents,” James says. they find out will able to help you if I can’t. I just love support them throughout the process. people get aindustry. home,” she says, and only thing she well in “Once this You have tothebe communicate d ones, including herbuilders two daughters, fiancé, and key and to events in we order to educate the more community that close our transactions without hassles, helping out everybody, andAgent showing my clients finds rewarding than a happy client is knowing In the future, the tw andmanner keep whatsoever all partieswithout up to prior speed during thepublisher. process,” No portion of this issue may be reproduced in any consent of the Top friends. on everything thatforhomeownership entails.

Rather than needing to search agents or market that her children will one day follow her footsteps I get referrals from other agents, often their how hardworking I am to make their dream of Magazine is published by Feature Publications GA, Although precautions to ensure theclients accuracy are to continue grow he Inc. says.

And in order to are staytaken in touch with heof published To learn more about Miriam Rossy Crull her services to them, Jacinda typically looks at responsible and help people in their communities as well. own colleagues.” owning a home come true.” materials, Top Agent Magazine cannot be held for opinions expressed or facts supplied by its authors.

And his main drive b sends out emails, cards, and makes phone calls. ng successfulToatsubscribe her job is his gratifying for Miriam, Thanks hard efforts and always keepingplease his ortochange address, send inquiry to mag@topagentmagazine.com. call (720) 219–0093, what he does is extre not as gratifying as her ability truly help peoplebusiness now clients his maintopriority, Joseph’s runsout more about James Soto, Published in the To find ForU.S. more information about Jacinda Montano, email miriam.crull@fairwaymc.com, Although enjoys many aspects of his job, Timothy of people. “What’s k of difficult circumstances.

“This job really helps fully on referrals, which come fromto his strong he network please call 209-505-4800, email James.Soto@alamedamortgage.com. is most passionate about using his expertise and knowing that I have th ® visit loansbymiriam.com call 801-847-5810 email jacinda@altiusmortgage.com rove people’s please lives.

Everyday when upor I thank of REALTORS , hisI wake past clients, andcan the people ator his You also find him online at amc-fresno.com/james-soto 2 Top Agent Magazine local church, where he’s closely involved. “If you treat people right and do right by people, they tend to give you To learn more about Timothy Under Copyright Top Agent Magazine Copyright Top Agent Magazine nd

https://

www.

www.

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mailto:mag@topagentmagazine.com

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

2

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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YAN MATHISON Top Agent Magazine

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YAN MATHISON, NMLS# 116204, LOAN CONSULTANT, loanDepot

During the purchasing of her first home, Yan Mathison wanted to know more, to learn about the home-buying process, interest rates etc. She asked for guidance from her loan officer but was still left with unanswered questions. So, in true Yan Mathison form, she took it upon herself by taking classes, reading books, and doing her own research.

out that she is not only helping home buyers but enjoys assisting “real estate agent partners”. She continually works to help them better their business, supporting them in achieving their goals and dreams. “Establishing and fortifying relationships with agents is key to building a trusting partnership,” Yan explains.

Her curiosity and interest paid off. Yan explains, “At the end of the loan process, I was offered a job!”

Yan has now been working as a loan consultant for 16 years and consistently goes above and beyond to help others; buyers, agents and through the charity she founded, Hope Village Global.

As a testament of her impressive loan services, the majority of Yan’s business is referral from real estate partners and past clients. She explains, “During the process of the loan, I pride myself on ‘wowing’ the client. They love working with our team and they just naturally return and send us referrals.” Her clients are indeed “wowed” by the attention and respect Yan gives them, as one former client shared, “Yan and her team did such an outstanding job with my home purchase! Not only did she pull off a loan no one else was willing to offer but she made the whole experience memorable and followed up after. She is definitely my hero in the finance world.” An agent partner was excited to share, “I have peace of mind when I refer my clients to her because I know she will make me look good to the clients and I trust that she will close. More than that, she adds so much value to my business!”

Yan believes that “taking a genuine interest in the client and spending time to help educate them” makes her stand out as a successful loan consultant. She explains, “Seeing homeownership as a wealth-building tool is not always the clients first instinct.” But that is a concept she helps them grasp.

Yan and her team make the client feel like a VIP through constant communication and education, ensuring they’re comfortable throughout the entire loan process with no stones left unturned. Yan points 8

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When she isn’t helping home buyers or agents, Yan is likely helping others in her community and beyond. She founded her charity in 2018 following a humanitarian trip to Haiti. She was deeply impacted by what she saw and those she met, and her heart drove her to continue the work. In April she launched Hope Village Global and only a few months later received the 501c3 nonprofit status. Since its inception, Hope Village has hit the ground running, supporting the mission of helping underserved communities fight poverty and giving hope and dignity to people through education, training and helping them meet their basic survival needs. Over $100,000 has already been raised to fund service projects including multiple medical trips, helping over 800 people in one trip alone, building a school/orphanage to house and educate countless children, providing over 28,000 meals to the community, and even individual and personalized help for those who they’ve met along the way. “It’s no coincidence. We know there’s a reason behind every relationship,” Yan believes. She loves traveling to Haiti to work with the children in-person.

The impact she and Hope Village Global have on these children are immeasurable.

Whether working, serving, playing the guitar or exploring the outdoors, everything she does revolves around helping and educating others. As Yan explains, “This is my ‘why’.”

(More at www.hopevillageglobal.org) Her answer comes as no surprise when asked about her favorite part of her job: “I love the aspect of helping and empowering others to success.” She views both the buyer and the agent as her client, unique to her business.

No matter what information or advice they need, she is excited to share her expertise.

Yan has a fantastic team in place to handle every aspect of the real estate transaction from start to close, efficiently and on time.

She looks forward to adding new team members and empowering them to succeed in the business as well.

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For more about Yan Mathison, Loan Consultant NMLS#116204, please call (206) 218-4575 Cell (425) 588-2456 Office ymathison@loanDepot.com www.loanDepot.com/ymathison ww

200 112th Avenue NE Suite 210 | Bellevue, WA 98004

loanDepot.com, LLC NMLS ID 174457. Licensed by the WA State Department of Financial Institutions, Consumer Loan Company CL-174457. (100720 390184)

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization Top Agent Magazine

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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MIRIAM "ROSSY" CRULL Miriam “Rossy” Crull started her career as a loan officer back in 2010. She came from a background in banking, with a degree in Economics and Business Management, then decided to transition into mortgages. As a Colombian native her bilingual skills give her an edge over other loan officers and help her connect with a wider network of clients. She currently works as a loan officer at Fairway Independent Mortgage Corporation serving clients throughout Colorado, including the Denver Metro Area, Colorado Springs, and Fairplay.

Miriam offers a variety of different loans to clients, but she specializes in reverse mortgages and down payment assistance, helping low-income families get housing.

She assists clients in finding the right program so that they can finally be able to get into a good home. Thanks to her dedication and hard work, the majority of her business comes from referral clients and her realtors who are also her close friends. “I’m a people person and even after I help a client close a loan I continue being friends with them and keeping in touch. They often invite me to gatherings and barbecues because my clients see me as their friend. For me, this isn’t just a business transaction.

I am focused on helping people and creating long-lasting relationships with them,” she says.

God for being able to do this work and assist people. There are times when I may work with a family of eight who are living in a two-bedroom apartment, and they’ve been to different lenders and nobody can help them. Then they come to me and I do everything in my power to figure out how we can finally close their loan. Seeing the joy on their faces when that happens is very fulfilling.” Miriam’s commitment to helping people goes beyond her job.

In response to the struggle brought on by the COVID-19 pandemic, she initiated a fundraiser to help provide 35 families in Colombia with food and basic necessities for two months.

In the future Miriam wants to continue growing her client base and helping people be able to fulfill their dreams of home ownership. And because of COVID-19 she is now finding appreciation in the smaller things in life. “A lot of us took many things for granted before the pandemic. Small things like being able to hug or kiss a family member, or even shake hands with a client. I’m very grateful and much more appreciative of being able to be around my family now as we try to navigate this very difficult time. And I’m hopeful that I’ll be able to see my clients face-to-face in the near future.”

Outside of work Miriam teaches Spanish classes at her local YMCA, is a member of NAHREP (National Association of Hispanic Real Estate Professionals), and is involved in her church. As a person of faith, she loves to start her day by going on a walk to the local park and thanking God for a brand new day. And when she has free time, she enjoys going on hikes in the mountains and participating in various other outdoor activities. It’s also important for her to spend quality time with her loved ones, including her two daughters, her fiancé, and her friends.

Being successful at her job is gratifying for Miriam, but not as gratifying as her ability to truly help people out of difficult circumstances. “This job really helps to improve people’s lives. Everyday when I wake up I thank Top Agent Magazine

To learn more about Miriam Rossy Crull please call (720) 219–0093, email miriam.crull@fairwaymc.com, or visit loansbymiriam.com www.

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GREG HAIK This is Greg Haik’s 22nd year in the mortgage business, but his familiarity with the industry began at a young age.

His mom worked in the industry for 40 years, and Greg grew up hearing about the business. As a young man, Greg began his mortgage industry career to support his family, and since then he has built a flourishing business based on personal relationships, honesty, and excellent service.

Greg is a Loan Officer with Silverton Mortgage, based in Marietta, and he serves the Atlanta metropolitan area. Greg’s business is 100% based on repeat and referral clients, a testament to the trust he inspires. “I’ve been in the business a long time, and people know me,” Greg says. “My referral partners and past clients know that I know what I’m doing and I’m able to get the job done. With my experience, I can look at files and anticipate any issues right away, which allows me to have everyone prepared. That gives the agents and the people who come to me confidence, and they are able to trust me.”

Greg offers all the major loan types, as well as specialty products. “We have access to all the different programs out there that are perfect for first-time homebuyers and low-income homebuyers, as well as the standard 3% down first-time homebuyer loans,” Greg explains. “We also do 100% down programs, down payment assistance, and all the different bond programs for the local counties here in the Atlanta area.”

Community involvement has always been important to Greg, and as a father of five that has usually taken the form of being involved in his kids’ sports teams and school activities. He is involved with his son’s Boy Scout troop, and coached his daughter’s rec soccer team to four different state championships, making them one of the most successful teams in the history of Georgia rec soccer. Greg also coaches footth th ball for 6 , 7 , and 8th graders in the rising high school program at Centennial High School, and he coaches baseball at Newtown Park. When he is not working or giving back his time, Greg loves spending time with his family, golfing and fishing, and he also owns a local bar.

In the future, Greg plans to continue providing the same great level of service for his clients.

“This is such a fluid industry, and I want to stay here at Silverton and see what my potential is,” Greg says. He wants to teach newer mortgage professionals and share his valuable knowledge, experience, and leadership with them. “I’m fortunate to be able to do something I love. It’s a great feeling to give a client a loan structure and hear in their voice how happy they are. When I can deliver on their expectations, it feels like hitting a home run. I enjoy helping people take on these challenges and guiding them along the way. I try to be reliable and make it a positive experience for them, and I get a lot of joy out of that.”

To find out more about Greg Haik, please call 470-531-2041, email Greg.Haik@silvertonmortgage.com, or visit ghaik.silvertonmortgage.com https://

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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HOWARD HENRY While working for an engineering company in 2005, Howard Henry got his start in the mortgage industry with a neighboring company. “I just happened to stumble into a conversation with one of the branch managers,” Howard explains. Soon after, he was offered an interview and began his new career. Because he was a psychology major in college, Howard knows a lot about how people feel and what they need, which has given him the skills to be successful in his current role.

Howard is now a Branch Manager at E Mortgage Capital where he leads a successful team. While they most frequently work with refinancing homes, they offer a whole spectrum of loan products and primarily work in the state of California, but are licensed in multiple states.

It’s their service and rates that set Howard and his team apart from other mortgage officers in the area.

They are highly efficient with the loan process, often going from start to finish in just 15 days. Though the mortgage process can be stressful at times, Howard and his team pride themselves on providing every client with a seamless, streamlined process. With their large variety of loan products, they are able to see which loan is best for each homeowner and situation, and they truly care about finding a way to best help their clients. Additionally, Howard and his team can offer lower rates than their competition because of their correspondent pricing and high volume.

“Everyone’s happy,” Howard explains. “The lender, the client, and ourselves.” This leads to a high rate of repeat and referral business.

Howard makes sure to maintain his relationships with clients and referral partners in a variety of ways. He most often uses drip marketing, phone calls, and personal conversations. Lenders also communicate with clients on his behalf. Most of the connections Howard has with real estate agents come from his personal relationships, including family and friends. This allows him to focus more on his clients rather than prospecting and looking for more business.

When he is not working, Howard’s favorite thing to do is spend time with his wife and children. They love going outdoors, especially near the water and the beach. They also enjoy riding bikes, traveling, dining at restaurants, and watching sports. Though he keeps busy at work, Howard values his family and always makes sure to create a good balance between his personal life and professional life.

In the future, Howard plans to continue growing his business and keeping his clients satisfied. He also wants to continue to sharpen his personal skills and even venture into other states and regions. Howard truly loves his job, so he does not plan on leaving the industry any time soon.

In Howard’s words, his favorite part of his job is “building that relationship with the homeowner and knowing that I’m doing something special.”

As his branch expands, Howard and his team will be able to help more people reach their financial goals.

For more information about Howard Henry, call 310-462-6260 or email hhenry@emortgagecapital.com Top Agent Magazine

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JOSEPH HUMPHREY Although it’s often associated with numbers and transactions, working in mortgages has been much more meaningful than that for Joseph Humphrey. He started out in 2002 doing refinances, and worked his way to now being a senior loan officer with Primary Residential Mortgage, Inc. He offers residential mortgages, with a focus on first time homebuyer programs, VA, FHA, and down payment assistance programs.

A lot of Joseph’s work revolves around a down payment assistance program. He is a preferred lender through the Texas Department of Housing and Community Affairs, offering clients a 4% down payment assistance. “This is a very advantageous program for those who definitely want to buy a home but just don’t have the typical down payment that’s required to purchase one,” he says.

Helping people become homeowners isn’t only Joseph’s job; it’s also his passion. “I want to be visible in the community so that people know they have someone right there.” And in order to help inform the local community he helps set up workshops on home buying as well as seminars on homeownership. Primary Residential Mortgage also bring in credit restoration specialists, REALTORS® and builders to events in order to educate the community on everything that homeownership entails.

I believe what Zig Ziglar said, which is if you help enough people get what they want and need, you’ll get everything that you want and need.”

Being successful in any field takes a lot of time and hard work, but Joseph puts an emphasis on having a balanced life. “In spite of my busy lifestyle, I believe in slowing down in order to speed up,” he says. And part of doing that includes giving his time to the person who means the most to him—his wife. They are both leaders of their marriage group, and believe in supporting each other and always communicating. “We tell our members that your spouse should be your best friend.”

Trying to make future plans regarding his business has been made more complex by COVID-19, but one thing Joseph knows for sure is his passion for mentoring new loan officers. “My hope is to expend and have a University like setting for loan officers. I don’t want new people coming in to look at this work as a sales position, and trying to sell someone on buying a house.

The focus should be on what the client needs. Address what they need, and you’ll get what you need, that’s the way the law of reciprocity works. I want to help mold brand new agents, and teach them the ethical way to perform their job, so that we can keep a high level of integrity in this industry.”

Thanks to his hard efforts and always keeping his clients his main priority, Joseph’s business now runs fully on referrals, which come from his strong network of REALTORS®, his past clients, and the people at his local church, where he’s closely involved. “If you treat people right and do right by people, they tend to give you referrals.”

In order to stay in touch with clients Joseph uses all forms of communication such as phone calls, emails, texts, as well as Zoom conferences, and an instant video messaging platform. He also admits that people are his favorite part of the job. “I love helping people. The fulfillment I get doesn’t come from closing a transaction.

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To learn more about Joseph Humphrey email jhumphrey@primeres.com, visit PRMItx.com, or call 832–714–1003 www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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JACINDA MONTANO According to Jacinda Montano, “Your time is your most valuable asset,” and she has truly become an expert at managing not only a successful career in the mortgage industry but also being the best possible mom she can be for her children. She began this career after wanting a job she could do from home once she had kids, and as she explained, “After that, every year was better than the previous year.” Today, she has 15 years of experience in the industry and has become an expert at managing her time and balancing a busy yet very rewarding career with her personal and family life. She is ranked as the top lender at her company, Altius Mortgage, and won the award for Best Lender in Eagle Mountain for 2019 and 2020.

Jacinda cares about her family more than anything else. Her “family,” however, is not just those who are related to her by blood, but also her many clients from over the years. She is straightforward and sincere with every client, and she believes she is unique from others in the field because, as she says, “People can tell that I’m honest and I have their best interest at heart.” Additionally, Jacinda values having close personal relationships with every client. Even while using an assistant to help with communication, she is sure that clients have access to talk with her directly so that she can best support them throughout the process.

Rather than needing to search for agents or market her services to them, Jacinda typically looks at

transactions as opportunities to create these relationships. Many agents even send her all of their related business because she continues to perform at a high level for them. This has led to a referral and repeat percentage rate of about 99%, which attests to Jacinda’s impressive ability to please clients.

Regarding their experience with Jacinda, one former client shared, “I just closed using Jacinda! She is amazing, friendly and knowledgeable about the whole process! Easy to get a hold of and she really stays on top of it! We were able to close early, because of her hustle! She is fantastic!”

Her impressive reviews make it seem like Jacinda works constantly, but as she says, “Work is one thing, but it doesn’t define me.” An active member of her community, Jacinda attends a local church and also hosts local political events at her home. During her free time, she loves to swim, play volleyball, go boating, and play pickleball, as well as go on camping trips at the lake with her family.

It is rare for someone to be able to do as much volume as Jacinda does while also maintaining such an emphasis on their personal and family life, but Jacinda loves both her job and her family so much that she has successfully made them both priorities.

“The reason I love my job is because I get to help people get a home,” she says, and the only thing she finds more rewarding than a happy client is knowing that her children will one day follow her footsteps and help people in their communities as well.

For more information about Jacinda Montano, please call 801-847-5810 or email jacinda@altiusmortgage.com

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JAMES SOTO James Soto began his career in the mortgage industry at Wells Fargo over 12 years ago. “I saw dreams coming true in the mortgage business, and I wanted to be part of making people happy,” James recalls. “I’ve always liked helping people.”

For the past 3 years, James has been with Alameda Mortgage, and he loves being able to help his clients achieve the dream of homeownership.

James serves the Merced County and Stanislaus County area. Alameda offers a variety of products, and James specializes in down payment assistance programs. Virtually all of James’s business comes from repeat and referral clients, and it’s easy to see why. “People appreciate that I have the ability to get things done,” James says.

“I offer constant communication on where the transaction is, and I make it a hassle-free transaction for the buyer and the agents involved.”

His referral partners take notice of the smooth, reliable service James provides. “Many of the agents I work with end up referring me to other agents,” James says. “Once they find out that we close our transactions without hassles, I get referrals from other agents, often their own colleagues.”

James also returns the kindness: “Sometimes I get clients who are repeat customers, or their friends and family, and I always give those back to the original agent involved in the transaction, who gave me the original referral.”

Community involvement is important to James, and he likes being out and about lending a hand. He volunteers every year for the turkey giveaway at Stonefield Home, one of the biggest local builders in Merced County, and he donates to families in need whenever he can. When he is not working or giving back, James enjoys watching his Raiders win.

In the future, James plans to grow his business. “I would like to eventually have a team, with some juniors who can help make our brand grow,” he says.

James’s favorite part of his job is “working with such a diverse community here in Merced. I get to work with people of all shades and creeds and learn a lot of different cultures. Our company has diversity covered, with many different languages spoken here, so somebody in our company will be able to help you if I can’t. I just love helping out everybody, and showing my clients how hardworking I am to make their dream of owning a home come true.”

To find out more about James Soto, please call 209-505-4800, email James.Soto@alamedamortgage.com.

You can also find him online at amc-fresno.com/james-soto www.

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Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 26

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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TIMOTHY UNDERWOOD Timothy Underwood began his career in the mortgage industry back in 2001. He started out at a bank doing refinancing, then gained independent experience from owning a broker shop for a number of years. He switched over to Movement Mortgage eight years ago, choosing to work for a company whose core values he strongly aligned with.

He currently works as a Residential Mortgage Loan Originator alongside two team members.

At Movement Mortgage Timothy is able to offer a variety of loans to his clients. From FHA, Fannie Mae, and Freddie Mac, he has the knowledge to help clients make the right decision when it comes to choosing what program is in their best interest. He also caters to Veterans, waiving lender fees and giving a $500 dollar credit. “I have the utmost respect for the men and women who have served our country, so I’m glad we have those programs available here,” he says.

Having been in the mortgage business for 20 years has allowed Timothy to grow a large percentage of referral business, with his referral sources coming from REALTORS® as well as past clients. He believes it’s strong communication that has been a huge part of his ability to build and sustain long lasting relationships with the people in his industry. “Communication is key in this industry. You have to communicate well and keep all parties up to speed during the process,” he says. And in order to stay in touch with clients he sends out emails, cards, and makes phone calls.

Although he enjoys many aspects of his job, Timothy is most passionate about using his expertise and

knowledge to help people achieve their goals. “I love the feeling of going home knowing what I accomplished on any given day. We are dealing with changing people’s lives daily. This is the largest investment they’re going to make, so it’s very gratifying to be a part of that,” he says.

Timothy cares a great deal about his local community, and does his best to stay involved. It’s also a reason why he’s chosen to work at Movement Mortgage.

“The culture is what’s kept me here. We’re all about loving and valuing people,” he says. Movement Mortgage donates $10,000 every month to non-profit organizations. A portion of the profit from every loan Tim originates goes to Movement’s nonprofit foundation. The nonprofit has given more than $65 million in recent years to the development of 3 schools for low-income children, monthly grants to match employee giving and volunteer hours in cities where it does business and partnerships in health care and affordable housing.

Although his work keeps him busy, when Timothy does have time off he enjoys spending it outdoors.

His priority is having quality time with his wife and their three kids. Together they all love to go camping, biking, and taking in all the beautiful nature of Texas.

In the future, the two things Timothy is focused on are to continue growing his team and his business.

And his main drive behind that is the knowledge that what he does is extremely significant for a great deal of people. “What’s kept me driven all these years is knowing that I have the ability to help people,” he says.

To learn more about Timothy Underwood, please email Tim.Underwood@movement.com, visit movement.com/Tim-Underwood, or call (281) 915–2330 www.

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