NATIONWIDE MORTGAGE 10-22-18

NATIONWIDE MORTGAGE EDITION

5 Fresh New Approaches to CONTENT MARKETING PRODUCTIVITY KILLERS: 4 Ways to Make Better Use of Your Working Hours WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line

TOP MORTGAGE LENDERS

MICHAEL DUNSKY MICHAEL ALDI ERIC BOLSTAD HIPOLITO GARCIA SEAN MURPHY SOFIA TRAVAYIAKIS FRANK YOUNG

Karen Lopez COVER STORY

NATIONWIDE MORTGAGE EDITION

MICHAELERIC ALDIBOLSTAD 7

Absolute Mortgage founder and President 15does not give up easily. 20 Eric Bolstad “In my senior year of college I broke my neck,” he recalls. “I spent nine and a half months in the hospital. I went back to college for my senior year, because I was the only one in my family to even go to college, so I wanted to finish.”

That determination has served him well, and he is now one of the most respected names in the mortgage industry.

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I told our sales force A-paper lending. I market was getting s could either make a q could try to develop yo That allowed us to lim else could sustain them

Seeing a whole slew o the horizon, Eric knew die. He adapted by join HIPOLITO GARCIA KAREN LOPEZ MICHAEL DUNSKY MICHAEL ALDI ERIC BOLSTAD From the start Eric has persevered over every Capital, which sold to If you’re market for a new home, you can do Sean really enjoys what he adoes, and it is readily obstacle that haseveryone come his way.

Now using 2015. “We still contin nely caring in andthe serviceface-to-face relationship with SOFIA A. TRAVAYIAKIS no betterthat thanHipolito to work with Sean Murphy,24 Branch apparent.

“I love helping people. something 28to get 31 branch model,” he says. “ wheelchair, Eric initially it difficult work It’s in his services surprising they work with.

“There’s27 something to found and Senior that comes naturally to who me,”told he professes.

“The service branch in the country e aManager strong force in the Loan Consultant at Peoples be said aboutchosen talkingfield. in person, rather “I interviewed with a woman How me did that Sofia retail Travayiakis What does Sofia like b Home Equity Mortgage Lending in Benicia, Caliharder the deal, the bigger the reward is for me.

I e industry. He entered than just sending emails or Ispeaking she didn’t think could handle the job, she didn’t knowone howof thewater $850time million a year become most mark well- of first homebuyers Creative, ambitious and fornia.

With nearly two decades of experience love seeing their faces, especially if they’re firstyoung age of 21, after over the phone,” explains.

I could he drive and get By to appointments or meet with Realknown and trusted names Frank love guiding thro Young them has mad hiswho belt, owned and with his one-on-one, personal time buyers or ifhandicap they’ve gone through something d’sunder father meeting in person, are better able tors®. they I actually took a job selling accessible vans Offering for indus smala in the mortgage industry invertical they feel inexcitement the credit mortgage approach to lending, like a foreclosure bankruptcy, and I’m able to refinancing any.

Today he is Area he has made a name for to learn aboutwith theiracustomers what Boston?

Sofia started in the uating makes me happy!”

So guy who Iand bought one from soor I could meet the challoan tofrom help people ge Towson S himselfLoans, as a helping mortgage professional who can be help them re-start their lives.

Seeing the response r Home they want for the future.

They can industry when she was only community, teaching lenges of the job.” burdens, Absolute their with a gets degree in custo Musi trusted demystify the often-convoluted loan when their new home grow theirto businesses. then customize the loan to meet theirthey get the keys to18-years old. “I was iniscollege church.

She “O als way, not through internet heGreek pursued hisleads. dreams process, and to keep wonderful.

Knowing I’m making a difference with no employees, and things running on-time and specific needs.

And when it comes to and I was just doing ittoas aon side thewhen Cretan o his National ex-wife de If determination is one of Eric’s defining qualities, integboots theBut ground.

We are out th with as little stressand as possible for his buyers. communicating with real estate agents, somebody is very important job to me.” ding 9 loan officers while I was sheTechnology to providing herdedicated education, he be thou rity is another. Finally getting work as a loan officer, he in school,” tionships. should at SEAN constantly, MURPHY even when SOFIA TRAVAYIAKIS explains.FRANK YOUNG assistant. Caliber Home HIPOLITO GARCIA that happens Though shea transaction, started toenough Incaree her explore a eat. newit realized that his new bosses were baiting and switching the of but Itothink still ipleSean products, they aren’t working on a transaction began including his journey in the world of mortgages When Sean isn’t working, heout enjoys nothing more studying to be a teacher, less herpressure family and her thre on his mus customers he was bringing in, many of whom were family people in the eye.” ithinless than “My stellarfather credit.was Although together.How relationships ourbecome partnersafter are three years in going the mortgage industry shepeople switched field with my boys, or 2000. a loan officer,” he“The explains, “and a with than spending time with his son, to baseball games and did Michael Aldi one of the most characteristic smile, “and I never let them dow knew a couple in the music industry who w friends.see Eric realized he needed to take decisive action and referrals 70 working ones we continue nourish. We coaching them as her major to “I’m Business.

“I’vefather,” never stopped since!” she she says.

For the futu really from goodpast one.clients, I had around just started in regularto banking hisfamily, sports teams. a single he says, “so gage business, and I had always had an interest in trusted mortgage professionals in New Michael a true commitment hisa clients called the attorneywegeneral on hisJersey? own company.

“I washas so Now When not maintaining corpor iness comes outtoto movies dinners together, stayiswith says characteristic with over while to maintaining hig at the time,from andreal wasestate readyagents. to acceptwe an go offer work withand Bank time with my son very,her very valuable toenthusiasm. me.

Sean I’d alsogive gives this a honesty go,” Frank “A friend disillusioned that I left theyears industry,” he says.

“Ithought thought respect, andsays. communicatio Michael was inspired to join the mortgage industhey need handholding, I’m there from begin twenty of experience, Sofia leads a tight-knit team touch.

Now that’s a go in touch,” Hipolito explains.

For both clients and of America. My father called me in and said he saw something to multiple charitable organizations, thoughahis major philanmortgage company, I joined him.” Frank has everybody a brothers snake and asuch thief.” sports so fanatic, thesure Seah thathad includes a adedicated sales assistant and aa offer processor. herfollowing community! ateinagents continue return themloanRealtor partners, Hipolito themwas like try buying his first home.

“I bad to end.

I and always options and of make me that wouldtomake officer, andafter he offered metreats thropic concerns are those that serve underprivileged children.

4) 5atogood FRESH NEW APPROACHES 22) PRODUCTIVITY KILLERS: since, hasHe enjoyed every minute his work.(“T got involved in girl’s softball sales so assistant been with me for five years erior customer service.

“I itthink the and andafter sisters. a job.

I chose to give a shot, three or four years experience—I thought: ‘I could“My do this muchhas we put our clients theand rightpeople program—mortg allows him to wheelchair notinonly make happy, buttha to TO CONTENT MARKETING WAYS TO MAKE BETTER USE Eric eventually returned to4the business, but this experience out coaching sports myfuture, processor has been with me for ten!

Our clients benefit y transaction the communication,” it just tookis off.”

His reputation and abilities have only grown Looking to the Sean’s plans are fairly simple.

They music freely and without the pressure to earn a liv better!’” he explains.

A friend in the industry are not a one-size fits all.”

Michael takes the left him dedicated tofrom honesty.

Honesty and respect would is proud that many of the girls who our OF YOUR WORKING HOURS very transaction is today different, every Hipolito isn’t working, he’s staying involved since then, and he is one ofWhen the most respected mortinclude continuing to cohesive build hiswork-style.” business while offering the music world,the if product you’re doing something creativ showed him the ropes and he soon had a thriving to tailor a mortgage to his clients’ ind beAssociation thetop-notch two tenets uponthat which would build Absolute up with scholarships. er is different.

SointheNorthern most important as president of theNapa National of service Hispanic gage lenders California’s Contra Costa, and has Eric become his calling card, and to ended take ably not making veryarea. much money,” he explains. F 13) WHY EMPLOYEE Sofia andevery her team servebut thegrew entire Metro Boston career based on his passion for ensuring one Mortgage, a firm that started small in 1996 into a ual and financial needs.

“I’m always there in mmunicate to make sure the transacRealtors.

During any free-time, he’s relaxing with Solano counties. care of his exceptional staff, of which he is justifiably proud. he can even utilize his inventiveness in the mortgag They are direct lender that offers aHe full range of prodAPPRECIATION MATTERS & CAN 5SevenTHINGS YOU CAN DO TO ito and his team are clear with their his threeofchildren and wife.

Hipolito also carves out 25) company uniquely situated to aweather the 2008 crisis.

With all his success and with thehis co his customers has a fantastic experience. corner.” is always open honest with ways to that keep and his loans moving.

Th ucts.

“We also have a portfolio finding division new for situations e very beginning, makeapproach sure toYOUR plan for the future.

“Ihewant to help with lead and grown, Eric Bolstadthey hasn’t f BOOST BOTTOM LINE YOUR BIGGEST GOALS teen years later, isAsked known by many throughout Sean’s honest, and ethical totime thetolending business has if he hasdon’t any ACHIEVE advice for those seeking a home loan, Sean ents, and he does all he can to ensure ach in most of hisjumbo clients coming from referrals, as e standardlending guidelines.

That includes loans as it happens. He also ensure that distribution for my loan officers, it is something I fit sound “We’ve always been about principles,” he lenges.

“For years I have gone to t resulted in a business that is based 100% on referrals,and no small replies: “You canas get a types loanLocal over the phone or transaction internet these he went aboveThey and beyon Northern Jersey, “Your theirthe goals.

“I fight for my clients. are m other of financing,” she explains.

Anfeeling impreshas the support they need to close have in Central the works right now,” he New explains.

“I and also explains.

“When the meltdown occurred I think the only newly injured patients and tell them feat in this highly-competitive industry, with most ofExpert”. those days, but I encourage everyofbuyer – especially first-time buyers “Ultimately, both music and salesthem are mostly abo sive 100% her business comes from repeat clients, Mortgage than a number to me.

I follow from be ve worked with various lenders and want to continue learning and investing in myself.” thing that ourdown company out the other side is Both that withgreat your listening injury. You cansensitivity still make WAYS TOandMAKE YOUR 29) 5someone.

LESSONS FROM SILICON coming from past 17) clients,3Realtor partners, business asso– to brought always sit with Thisfinancial istion. often the require biggest skills, real estate referral partners, advisors, and CPAs. ns is the first lender I’ve seen that ning to end, and I’m at their closings,” he says ciates. “I grew upWORKSPACE in the areas where I do loans,” says Sean,YOU investment of What their lives, it’s important getand the support, to react and respond in a“Imanner that is in harmon keeps and her clients coming back referring her?

WORK FOR VALLEY TO MODERNIZE AND action is taken care of from begin- As Hipolito continues to 100% grow, he ishis increasingly An impressive of business comes from participants in thatgoals. conversation or in that musical “so people also come to me because they know me because knowledge andtruly guidance someone like me can give care about the customer and their them.” long-term I a loan officer turns in an application, eager to do more. He loves his career path and can’t MONETIZE YOUR BUSINESS referrals from past clients To andlearn Realtors. offers a full range of loans including are a certain lot of parallels in the skillsets needed for both reputation.” explain themWhat the about benefitsMichael of doing types ofand loans Eric Bolstad Absolute Mortg ckthey’re for thataware file.” of my trustworthy and waitgood to keep going. “IThere like the people the most.

I’m tomore for me, one tends to feed the other.” for their family plan.

They appreciate that and come back, are other reasons for these referralsa which are based primarily keeps his clients and real estate partners coming Time Homebuyer Programs. Seventy-five per people person, I like seeing them grow. I also love call 425five - 442 - later 5440, email because years when they are ebolstad@absoluteloans.c readycomes to upgrade the excellent he provides.

“I think a lot and of it has to do aMichael back referring friends, and iononstyles vary forservice each person in helping loan officers create business to plan and family of his business from first time homebuy they are still happy with the loan they received,” sheimportant says.

“I have three very clients in each tran with them knowledge, my experience, and the way I deal with or visit absoluteloans.com pending on personal preference.

But achieve clients? their| goals.

TheFive funnest is definitely Phone 888-461-3930 Fax 310-751-7068 “My Starpart service,” he says with his and Michael finds it incredibly rewarding Clients always appreciate Sophia’s and are expertise and the buyer’s says.care “They the buyer, agent, andtoth people,” Sean “Everybody hasrelationships.” a different personality, n Hipolito’s team muses. aim to develop a the the fact that they can trust her Iguidance. works hard treat andShe serve them really well in terms of c so being able to identify that and tailor their experience based | www.topagentmagazine.com mag@topagentmagazine.com Copyright Top Agent Mag and is always available for herFrank customers. theyclient’s have values“If each experience, and always on the type of person they are and the type of situation they’re Copyrig questions at eight o’clock at night during the loan process, portion of this I’m issuevery maygood be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine dealing with; No that’s something at.” Problem I can and put at ease.”

For more information about Hipolito Garcia, is published

by Feature Publications Although precautions arespeak takentotothem ensure thethem accuracy of published materials, solving and the ability to keep the process on trackGA, areInc. other Top Agent Magazine cannot be held responsible skills- 575 that Sean possesses, much to the gratitude of his clients. for opinions expressed or facts supplied by its authors. To subscribe or change To find l 773 - 7200 or email hipolito.garcia@caliberhomeloans.com To keep in touch with past clients and referral partners, “I’m very creative when it comes situations,” he address, send inquirytotodifficult mag@topagentmagazine.com.

Published in the U.S. SOFIA Sofia hosts an appreciation party every holiday season. says. “I’m able to take a situation that others would find imposShe also emails quarterly announcements and monthly email sofiat@m sible and get it done. I also have to give a huge amountCopyright of Top Agent Magazine newsletters full of helpful information for her clients, and call 617 -686 credit to2 my team that supports me and our clients, they are Top Agent she often teaches classes and first time homebuyer semi- Magazine For more information about online at S responsible for a lot of the success I have, and I couldn’t do this nars with Realtor referral partners.

SEAN MURPHY , without them. My clients and bank staff loves them and they

SEAN MURPHY

FRANK YOU

Michael Aldi is known by many throughout Central and

Northern New Jersey as “Your Local Mortgage Expert.”

Michael CONTENTS Dunsky

www.

www.

mailto:mag@topagentmagazine.com

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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Karen Lopez Top Agent Magazine

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Karen Lopez of Residential Home Funding Corp. serves clients throughout New Jersey with a focus on Union, Middlesex, Somerset, Bergen and Essex counties. She operates out of her Elizabeth, New Jersey office.

Karen Lopez

How did Karen Lopez become one of the most trusted Mortgage Loan Originators in the mortgage industry in New Jersey?

When working as an office administrator for a mortgage Broker in 2003, Karen found herself intrigued by the mortgage process.

She began studying the industry and in 2005 became a Licensed Mortgage Loan Originator.

After working with several different mortgage companies and looking for the best selection of programs to fulfill her clients’ needs, Karen Lopez found what she was looking for in 2015 when she joined Residential Home Funding Corp. where she

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serves clients throughout New Jersey with a focus on Union, Middlesex, Somerset, Bergen and Essex counties. She operates out of her Elizabeth, New Jersey office.

Residential Home Funding Corp. is a direct lender offering a full range of loan products including FHA loans, 3% Conventional loans, loans for people with Temporary Protective Status (T.P.S) and Deferred Action Top Agent Magazine

for Childhood Arrivals (D.A.CA.) The list of Loan Programs offered by Residential Home Funding is far too long to be listed here. An impressive 100% of Karen’s business comes from past clients’ referrals and realtor partners.

When asked what keeps her referrals coming, Copyright Top Agent Magazine 9

her answer was: “I believe in communication. Keeping everyone informed throughout the process is key. If there are any issues in the transaction I explain them to everyone involved so we can work together as a team given the fact that we are all headed towards the same goal.” She is well known for her honesty and dedication to her clients. She’s detail and results-oriented, taking pride and time to always educate her clients on the matter at hand. As a result, her clients rave about her dedication and transparency.

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After working with Karen, one client wrote, “There is only one word to describe Karen, ‘Phenomenal.’ She works extremely hard to get the job done. I would recommend her to anyone because she cares about helping people and puts her clients’ interest above all.”

For Karen, a warm people’s person, staying in touch with borrowers and realtor partners comes naturally. She reaches out to them on their birthdays or other special occasions. “I try to make sure that everyone I work with— Top Agent Magazine

be it a client or a realtor—knows I’m someone they can trust, and I’m always here for them even after the closing,” Karen says.

What’s Karen’s favorite part of the job?

“What I really like is the satisfaction I get from seeing people happy. I believe the home buying experience has a great sentimental value to the borrowers. Helping them accomplish their goal without any headaches—that’s my satisfaction,” she explains.

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In her free time, Karen enjoys spending time with her family and as a mother of two she understands the importance of home buying to her clients’ families so she keeps that in mind at all times. For the future, she wants to transform the way people see Mortgage Loan Originators. “I want to show them we Copyright Top Agent Magazine11

are more than just professionals looking for business. We bring a lot more to the table—I speak for myself when I say that through intensive continuing education and training I bring the latest information to be use for my clients’ advantage. These efforts often result in faster approvals with more favorable terms

for the client.” It’s true—the expertise Karen uses everyday as a Mortgage Loan Originator helps to improve the economic wellbeing of her clients and her community! Karen Lopez is building financially sound families, stronger communities and successful realtors one closing at the time.

To find out more about Karen B. Lopez, you can contact her by email at klopez@rhfunding.com or by phone at 732 - 347 -0472. You can also check her out online at rhfunding.com, on Instagram at klopezmortgage, on LinkedIn, and on Social Survey—Karen Lopez NJ—for borrowers’ reviews. https://

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 14

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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Michael Dunsky

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MICHAEL DUNSKY What if getting a mortgage was so easy, fast and transparent, you never had to ask for an update on your loan?

That’s the goal Branch Manager and Senior Loan Officer Michael Dunsky of Draper and Kramer Mortgage Corp. has for each of his clients’ and business partners’ mortgage transactions.

“I never want the phone to ring unless it’s for a referral or for someone to say ‘thank you,’” says Dunsky, a 30-year veteran of mortgage banking. “Customer care is one of the most important things we can focus on for our clients, and it is critical to differentiating ourselves in today’s market. You can never go too far in exceeding your clients’ expectations.”

Dunsky also says “Mortgage banking seems to be turning into a technology business, but personal contact is still vital throughout the homebuying and refinancing process. Whether they tell you or not, clients and business partners crave this. The personal touch is getting lost among all the recent technological advances. While I embrace technology, I also emphasize to my team that a phone call goes so much further than any email in comforting our clients.”

The mindset and practice of always “going above and beyond” is central to Dunsky’s philosophy. He directs his team to treat each client as if they were family and

help give them the best possible mortgage experience. “This is a very exciting time in the lives of our clients, not to mention one of the single largest financial transactions they will make in their lifetimes,” says Dunsky. “They have entrusted us to help, and they deserve to be treated and to feel special.” Whether dealing with a first-time buyer or an experienced homeowner, Dunsky says there is nothing more important than building a high-level trust with clients and business partners to ensure the best possible results.

Charitable giving is also a big part of who Michael Dunsky is. In 1996, he became involved with the Make-A-Wish Foundation and has been an avid supporter ever since. Dunsky feels so strongly towards giving back to his community that his team makes a donation to Make-A-Wish on behalf of every client and agent involved in each transaction. “What could be better? Everyone wins,” says Dunsky. “It’s just one way to help and say ‘thanks’ for the people we work with.” After each donation, Make-A-Wish sends an acknowledgement letter to the clients and agents to notify them that a donation has been made on their behalf. “The feeling I get when someone calls, texts, or emails me, thanking me for the donation, is incredible and something that never gets old,” says Dunsky.

“The community has given me a tremendous opportunity, and this is one way of giving back.”

To find out more about Michael Dunsky and his home financing services, visit his website at www.michaeldunsky.com, call him at 508 - 245 - 0705 or email him at michael.dunsky@dkmortgage.com.

NMLS: 21372 | Co. NMLS: 2551

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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MICHAEL ALDI

Michael Aldi is known by many throughout Central and Northern New Jersey as “Your Local Mortgage Expert.”

How did Michael Aldi become one of the most trusted mortgage professionals in New Jersey?

Michael was inspired to join the mortgage industry after buying his first home. “I had such a bad experience—I thought: ‘I could do this so much better!’” he explains. A friend in the industry showed him the ropes and he soon had a thriving career based on his passion for ensuring every one of his customers has a fantastic experience. Seventeen years later, he is known by many throughout Central and Northern New Jersey, as “Your Local Mortgage Expert”.

An impressive 100% of his business comes from referrals from past clients and Realtors. What keeps his clients and real estate partners coming back and referring Michael to friends, family and clients? “My Five Star service,” he says with his 20

characteristic smile, “and I never let them down.”

Michael has a true commitment to his clients. “If they need handholding, I’m there from beginning to end. I always offer options and make sure that we put our clients in the right program—mortgages are not a one-size fits all.” Michael takes the time to tailor a mortgage product to his clients’ individual and financial needs. “I’m always there in their corner.” He is always open and honest with his clients, and he does all he can to ensure they achieve their goals. “I fight for my clients. They are more than a number to me. I follow them from beginning to end, and I’m at their closings,” he says.

Michael offers a full range of loans including First Time Homebuyer Programs. Seventy-five percent of his business comes from first time homebuyers; and Michael finds it incredibly rewarding to help Copyright Top Agent Magazine

make people’s dreams of homeownership come true. To stay in touch with past clients and real estate partners, Michael reaches out regularly by social media, email, text or phone. He also shares helpful newsletters and videos to keep them apprised of trends in the industry.

What’s Michael’s favorite part of the job? “Seeing that look on a client’s face at closing—that big smile is basically why I do what I do,” he says. To give back to the community, Michael is part of the Middlesex County Association of Realtors and sponsors a variety of community events. In his free time, he and his wife make their own wine.

“We are actually putting in a wine cellar as part of a basement renovation,” he said. “That’s one of our favorite pastimes.” For the future, Michael plans to build a sales team. “Right now I have a great support team, but I’m still very hands-on. At some point I’d like to let go of the reins a little and focus on pulling in new business as well,” he says.

With his commitment to service and to truly helping his clients, he’s sure to make that goal of expanding his impact, into a reality.

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To find out more about Michael Aldi, email maldi@homepointfinancial.com, call (732) 890 - 7838, or visit HomeLoansbyMikeAldi.com | NMLS #462786 http://

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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ERIC BOLSTAD Absolute Mortgage founder and President Eric Bolstad does not give up easily. “In my senior year of college I broke my neck,” he recalls. “I spent nine and a half months in the hospital. I went back to college for my senior year, because I was the only one in my family to even go to college, so I wanted to finish.”

That determination has served him well, and he is now one of the most respected names in the mortgage industry.

I told our sales force we needed to focus on A-paper lending. I felt that the subprime market was getting so outlandish that you could either make a quick buck now or you could try to develop your business for a career.

That allowed us to limp through when nobody else could sustain themselves.”

From the start Eric has persevered over every obstacle that has come his way. Now using a wheelchair, Eric initially found it difficult to get work in his chosen field. “I interviewed with a woman who told me that she didn’t think I could handle the job, she didn’t know how I could drive and get to appointments or meet with Realtors®. I actually took a job selling handicap accessible vans with a guy who I bought one from so I could meet the challenges of the job.”

If determination is one of Eric’s defining qualities, integrity is another. Finally getting work as a loan officer, he realized that his new bosses were baiting and switching the customers he was bringing in, many of whom were family friends. Eric realized he needed to take decisive action and called the attorney general on his own company. “I was so disillusioned that I left the industry,” he says. “I thought everybody was a snake and a thief.”

Eric eventually returned to the business, but this experience left him dedicated to honesty. Honesty and respect would be the two tenets upon which Eric would build Absolute Mortgage, a firm that started small in 1996 but grew into a company uniquely situated to weather the 2008 crisis.

“We’ve always been about sound lending principles,” he explains. “When the meltdown occurred I think the only thing that brought our company out the other side is that

Seeing a whole slew of regulatory changes on the horizon, Eric knew Absolute had to adapt or die. He adapted by joining forces with Pinnacle Capital, which sold to Finance of America in 2015. “We still continue to be in their retail services branch model,” he says. “Our group is the largest retail service branch in the country for them, with a highwater mark of $850 million a year in production.”

Offering vertical credit for small builders and student loan refinancing to help people get out from under heavy burdens, Absolute gets their customers the old fashioned way, not through internet leads. “Our primary marketing is boots on the ground. We are out there trying to create relationships. Technology should be a tool to increase the speed of a transaction, but I think it still comes down to looking people in the eye.”

When not maintaining a corporate culture that values respect, honesty and communication above all else, Eric is a sports fanatic, following the Seahawks and the Mariners.

He got involved in girl’s softball (“You don’t see a guy in a wheelchair out coaching sports that often,” he smiles), and is proud that many of the girls who came through his team ended up with scholarships.

With all his success and with the company that he has built and grown, Eric Bolstad hasn’t forgotten his early challenges. “For years I have gone to the hospital to meet with newly injured patients and tell them, ‘Hey, life doesn’t end with your injury. You can still make a new life.’”

To learn more about Eric Bolstad and Absolute Mortgage call 425 - 442 - 5440, email ebolstad@absoluteloans.com or visit absoluteloans.com www.

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HIPOLITO GARCIA Determined, genuinely caring and serviceoriented, it is not surprising that Hipolito Garcia has become a strong force in the Chicago mortgage industry. He entered the business at the young age of 21, after talking to a friend’s father who owned a mortgage company. Today he is Area Manager at Caliber Home Loans, helping sales managers grow their businesses.

Hipolito started off with no employees, and now has 10, including 9 loan officers and an administrative assistant. Caliber Home Loans offers multiple products, including those for clients with less than stellar credit. Although they receive many referrals from past clients, around 70 percent of their business comes from real estate agents.

One reason real estate agents continue to return to them is due to their superior customer service. “I think the biggest piece of any transaction is the communication,” Hipolito says. “Every transaction is different, every borrower and partner is different. So the most important piece is how we communicate to make sure the transaction closes.” Hipolito and his team are clear with their customers from the very beginning, and make sure to explain everything as it happens. He also ensure that the operation side has the support they need to close the transaction. “I’ve worked with various lenders and Caliber Home Loans is the first lender I’ve seen that makes sure a transaction is taken care of from beginning to end. Once a loan officer turns in an application, it is all hands on deck for that file.”

Their communication styles vary for each person in the transaction, depending on personal preference. But the loan officers on Hipolito’s team aim to develop a

face-to-face relationship with everyone they work with. “There’s something to be said about talking in person, rather than just sending emails or speaking over the phone,” he explains. By meeting in person, they are better able to learn about their customers and what they want for the future. They can then customize the loan to meet their specific needs. And when it comes to communicating with real estate agents, that happens constantly, even when they aren’t working on a transaction together. “The relationships with our partners are ones we continue to nourish. We see them as family, we go out to movies and dinners together, we stay in touch,” Hipolito explains. For both clients and Realtor partners, Hipolito treats them like brothers and sisters.

When Hipolito isn’t working, he’s staying involved as president of the National Association of Hispanic Realtors. During any free-time, he’s relaxing with his three children and wife. Hipolito also carves out time to plan for the future. “I want to help with lead distribution for my loan officers, it is something I have in the works right now,” he explains. “I also want to continue learning and investing in myself.”

As Hipolito continues to grow, he is increasingly eager to do more. He loves his career path and can’t wait to keep going. “I like the people the most. I’m a people person, I like seeing them grow. I also love helping loan officers create a business plan and achieve their goals. The funnest part is definitely the relationships.”

For more information about Hipolito Garcia, please call 773 - 575 - 7200 or email hipolito.garcia@caliberhomeloans.com

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 26

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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SEAN MURPHY If you’re in the market for a new home, you can do no better than to work with Sean Murphy, Branch Manager and Senior Loan Consultant at Peoples Home Equity Mortgage Lending in Benicia, California. With nearly two decades of experience under his belt, and with his one-on-one, personal approach to lending, he has made a name for himself as a mortgage professional who can be trusted to demystify the often-convoluted loan process, and to keep things running on-time and with as little stress as possible for his buyers.

Sean really enjoys what he does, and it is readily apparent. “I love helping people. It’s something that comes naturally to me,” he professes. “The harder the deal, the bigger the reward is for me. I love seeing their faces, especially if they’re firsttime buyers or if they’ve gone through something like a foreclosure or bankruptcy, and I’m able to help them re-start their lives. Seeing the response when they get the keys to their new home is wonderful. Knowing I’m making a difference to somebody is very important to me.”

Sean began his journey in the world of mortgages in 2000. “My father was a loan officer,” he explains, “and a really good one. I had just started working in regular banking at the time, and was ready to accept an offer to work with Bank of America. My father called me in and said he saw something in me that would make a good loan officer, and he offered me a job. I chose to give it a shot, and after three or four years it just took off.” His reputation and abilities have only grown since then, and today he is one of the most respected mortgage lenders in Northern California’s Contra Costa, Napa and Solano counties.

When Sean isn’t working, he enjoys nothing more than spending time with his son, going to baseball games and coaching his sports teams. “I’m a single father,” he says, “so time with my son is very, very valuable to me. Sean also gives to multiple charitable organizations, though his major philanthropic concerns are those that serve underprivileged children.

Sean’s honest, ethical approach to the lending business has resulted in a business that is based 100% on referrals, no small feat in this highly-competitive industry, with most of those coming from past clients, Realtor partners, and business associates. “I grew up in the areas where I do loans,” says Sean, “so people also come to me because they know me because they’re aware of my trustworthy and good reputation.” There are other reasons for these referrals which are based primarily on the excellent service he provides. “I think a lot of it has to do with them knowledge, my experience, and the way I deal with people,” Sean muses. “Everybody has a different personality, so being able to identify that and tailor their experience based on the type of person they are and the type of situation they’re dealing with; that’s something I’m very good at.” Problem solving and the ability to keep the process on track are other skills that Sean possesses, much to the gratitude of his clients.

“I’m very creative when it comes to difficult situations,” he says. “I’m able to take a situation that others would find impossible and get it done. I also have to give a huge amount of credit to my team that supports me and our clients, they are responsible for a lot of the success I have, and I couldn’t do this without them. My clients and bank staff loves them and they are like family to me, so while I get a lot of the glory, they are responsible for a lot of that. That, along with the trust I inspire in my clients, are my biggest strengths.”

Asked if he has any advice for those seeking a home loan, Sean replies: “You can get a loan over the phone or internet these days, but I encourage every buyer – especially first-time buyers – to always sit down with someone. This is often the biggest investment of their lives, and it’s important to get the support, knowledge and guidance someone like me can give them.”

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Looking to the future, Sean’s plans are fairly simple. They include continuing to build his business while offering the top-notch service that has become his calling card, and to take care of his exceptional staff, of which he is justifiably proud.

For more information about SEAN MURPHY, call 707 - 704 - 2028 or email SMurphy@PeoplesHomeEquity.com Copyright Top Agent Magazine 27

SOFIA A. TRAVAYIAKIS How did Sofia Travayiakis become one of the most wellknown and trusted names in the mortgage industry in Boston? Sofia started in the industry when she was only 18-years old. “I was in college and I was just doing it as a side job while I was in school,” she explains. Though she started out studying to be a teacher, after three years in the mortgage industry she switched her major to Business. “I’ve never stopped since!” she says with her characteristic enthusiasm. Now with over twenty years of experience, Sofia leads a tight-knit team that includes a dedicated sales assistant and a processor.

“My sales assistant has been with me for five years and my processor has been with me for ten! Our clients benefit from our cohesive work-style.”

What does Sofia like best about her work? “I really enjoy first time homebuyers. That’s my passion!” she says. “I love guiding them through the process and sharing in the excitement they feel as they buy their first home. That makes me happy!” Sofia is very involved in the Greek community, teaching Greek dance and attending a local Greek church. She also hosts an event to raise funds for the Cretan National organization as well as a nonprofit dedicated to providing food for children who don’t have enough to eat. In her free time, Sofia spends time with her family and her three children. “I’m often at the soccer field with my boys, or dance practice with my daughter,” she says. For the future, Sofia plans to grow her team, while maintaining high quality service and a personal touch. Now that’s a goal that will benefit her clients and her community!

Sofia and her team serve the entire Metro Boston area.

They are a direct lender that offers a full range of products. “We also have a portfolio division for situations that don’t fit standard guidelines. That includes jumbo loans and other types of financing,” she explains. An impressive 100% of her business comes from repeat clients, real estate referral partners, financial advisors, and CPAs. What keeps her clients coming back and referring her? “I truly care about the customer and their long-term goals. I explain to them the benefits of doing certain types of loans for their family plan. They appreciate that and come back, because five years later when they are ready to upgrade they are still happy with the loan they received,” she says.

Clients always appreciate Sophia’s care and expertise and the fact that they can trust her guidance. She works hard and is always available for her customers. “If they have questions at eight o’clock at night during the loan process, I can speak to them and put them at ease.”

To keep in touch with past clients and referral partners, Sofia hosts an appreciation party every holiday season.

She also emails quarterly announcements and monthly newsletters full of helpful information for her clients, and she often teaches classes and first time homebuyer seminars with Realtor referral partners.

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To find out more about

SOFIA A. TRAVAYIAKIS, email sofiat@mortgagenetwork.com, call 617 -686 - 1873, or check her out online at SofiaMortgage.com www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 30

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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FRANK YOUNG Creative, ambitious and self-motivated, Frank Young has made great strides in the mortgage industry. After graduating from Towson State University with a degree in Music Performance, he pursued his dreams as a musician.

But when his ex-wife decided to further her education, he thought it was time to explore a new career path and put less pressure on his musical pursuits. “I knew a couple people in the music industry who were in the mortgage business, and I had always had an interest in real estate, so I thought I’d give this a go,” Frank says. “A friend of mine opened a mortgage company, so I joined him.” Frank hasn’t looked back since, and has enjoyed every minute of his work. This career path allows him to not only make people happy, but to also explore his music freely and without the pressure to earn a living from it. “In the music world, if you’re doing something creative, you’re probably not making very much money,” he explains. Frank has found he can even utilize his inventiveness in the mortgage world, always finding new ways to keep his loans moving. This has resulted in most of his clients coming from referrals, as everyone leaves the transaction feeling he went above and beyond expectations.

“Ultimately, both music and sales are mostly about communication. Both require great listening skills, sensitivity, and the ability to react and respond in a manner that is in harmony with the other participants in that conversation or in that musical situation. There are a lot of parallels in the skillsets needed for both endeavors, and for me, one tends to feed the other.”

“I have three very important clients in each transaction,” Frank says. “They are the buyer, the buyer’s agent, and the seller’s agent.

I treat and serve them really well in terms of communication.”

Frank values each client’s experience, and always wants to make

sure the process is smooth and as stress-free as possible. He also prioritizes communication with the seller’s agent, wanting to keep them in the loop at all steps. “I met many of my current referral partners because they were listing agents on a transaction I was working on,” he explains.

Serving the entire Mid-Atlantic region, Frank is a Branch Manager/ Loan Officer at Primary Residential Mortgage, Inc. The company has about 225 branches across the United States, and offers a wide variety of mortgage products. “Our product menu is as wide as I’ve seen,” Frank says. He specializes in many niche loans, including rehab and Good Neighbor Next Door loans. “There’s really nothing we don’t do.”

It is the many loan products as well as Frank’s thorough communication that results in most files closing on time with no issues.

Many clients leave glowing reviews about their time working with him, one recently read, “Frank was so helpful through the whole refinance process. We were hesitant to refinance with another company, as we have always had our mortgage with a BIG national company. But the savings and personal attention that Frank gave us was not only impressive but comforting. I would recommend anyone to give Frank a try, he is really knowledgeable and gives his clients great customer service.” Another read, “Frank recently helped me in buying my first home and I really can’t say enough good things about him. It was a long and tumultuous road but he was patient enough to deal with my every question and every bump along the way.”

As Frank looks towards the future, he is excited to build his team and reach higher production goals. But ultimately, his main pursuit is always keeping his clients satisfied. “I really enjoy that pay off at the end, where you get to see people happy and smiling, and they are grateful for our work. I love that.”

For more information about Frank Young, please call 410 - 322 - 1440 or email fyoung@primeres.com Top Agent Magazine

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