NATIONWIDE MORTGAGE 10-7-19

NATIONWIDE MORTGAGE EDITION

7

DEADLY SINS

OF PERSONAL BRANDING

Turning Your Profession into a PASSION

TOP MORTGAGE LENDERS

ALEX BRAMBILA KRISTEN CLARKE JAMES DINH ANDREW RAZZORE

5 Reasons Why

YOU NEED A MENTOR

COVER STORY

IRA MELTZER

top residential financing professional nationwide for 2019

NATIONWIDE MORTGAGE EDITION

ALEX BRAMBILA

“We’re the hardest working group first time home buyer seminar 15 7 you’ll ever find,” Alex Brambila each month. He also recently explains, while discussing his team started going to high schools and at Guild Mortgage. Having been in lecturing on personal finance. the business for 11 years, Alex has This dedication to educating been through all the market highs people carries into his work with and lows, gathering knowledge along his clients, as he guides them the way. Today he has a solid team throughout the entire process. serving the Phoenix metropolitan One recent review read, “Alex area. They are a direct lender, helped us fully understand the IRA IRA MELTZER MELTZER ALEX BRAMBILA top residential financing professional KRISTEN CLARKE offering many nationwide different products. complete loan process. From for 2019 “We do what makes sense from a start to finish Andrew’s he proved professio to be Andrew Razzore – Branch Manager at Fort true people person with a love for It’s an extremely personal transaction 16 Corp.

19 23 lending Funding perspective,” explains. reliable and knowledgeable. al estate, Kristen Clarke has flourand Alex there are many emotions that can JAMES DINH in Staten Island, New York neatly into a busine hed as a Senior Loan Officer at CMG come into play. I letto my clients know “We have professional programs His knowledgeentirely and experience – is rapidly approaching twenty years of on trust – a nancial. She got her start right out of I will be with them every step of the help doctors and lawyers, we have helped us to make the best James Dinh – Loan Originator site, comprised ollege, working as an Underwriter and process, sitting at the closhelping his manyincluding grateful clients achieve Andrew and his te a direct deposit program for business owners.

We decisions for our family’s needs.

We appreciate with Pacific Bay Lending Groupandisreturning obviouslycust giv ventually moving into Management. table together.” their real ingestate ownership goals. With get pretty creative.” The vast majority of theirin Irvine, his passion for the business andcustomer all his hard fter 9 years on the Operations side, California – has built a servic a primaryAfter focus New York and engaging, and hon e was offered an opportunity as a the in transaction, leaveNew work!” Another wrote, “Alex business is made up of referrals, with clients past clients has testimonia strong thriving business by providing his many oan Officer. “The company felt I was glowingmarkets, reviews about their time housing Andrew’s profes- knowledge in the mortgage industry. and hisI clients - per and realJersey estate agents helping to spread the“Kristen word. will most many grateful clients and Realtorexcellent transparent thro good fit for sales with my underwritOne recently sionalism,together. impressive depthsaid,and breadth customer definitely refer him to my family and friends.

We g background and competitive spirit, came to us through a friend’s recom- partners with an almost unparal-competitive everythingmortg real of them industry knowledge have played signifI jumped in,” she explains. She mendation.

We had been working What sets apart from others in the industry is will also be using him to refinance our property leled level of customer service. available to ans KRISTEN CLARKE JAMES DINH ANDREW RAZZORE asn’t looked back since and is loving a few other lenders on refinancicantcommunication roleswith in creating his stellar reputation are a few reasons, their superior skills and dedication to as well.” the whole proce very minute of her career. Kristen curing an inherited property. None of James’ commitment to going as one of the most respected mortgage proasked to account fo service. They’re also well-known inable the to community. ntly has an assistant and a processor them seemed to be handle the above and beyond – he refers to in showing us al in the of loyalty he inspir “It’s not fessionals too hard tojob, make alending good Alexothers says. In the future, Alex has his sights set on starting n her team serving Pennsylvania, New some wantedfriend,” tobusiness. refinance, his approach as providing a Nordstrom’s white glove and what paym rsey, Florida, Colorado and Delaware, though their wanted switch toclient a purchase, others didn’tevent, even want “We have antoannual appreciation and his own YouTube or radio channel day Itoalw of myone clients. experience has translated into his stellar reputation as a definitely ain hub is the Tri-State area. CMG Financial is a to be bothered withreaching it. And all out wanted to–charge me a we’re also constantly to our clientbase educate the public about the mortgage industry.

Prior to his mortgage career, Andrew was a stockbroker. regardless of how late it is –recom whic rect lender, offering Conventional, FHA, VA, USDA lot more in closing. As CONTENTS soon as I explained the situation trusted, ethical and personable financial they’re doing.”

Alexhere and his team are “Mentorship what looking forward to.

“I started doing loans and there,” he says, “and the isadvisor.

– andI’m even on weekends.

TheI m ans as well as niche products, including a unique to oneseetohow Kristen, she understood exactly how to proceed.

And When not so intertwined within the community and have such want help the next person forward.

Thehe’s future lled “Home Fund It” which utilizes crowdsourcing fornext the first time months I feltIasgave though was thing you know, upsomeone stocks entirely andto started is responsive communication.

Bu James entered the world of mortgages in 2011, following dream, James en fund a down payment and the “All in One” loan, actually looking out for my family and not just closing a good reputation that he barely spends any money for me will be teaching and mentoring.” doing mortgages instead.

My interests changed.” That ful enough. It’s my job to educat 4)equity 7 line DEADLY SINS 17) TURNING YOUR hich is a first lien home of credit. on their next paycheck. Kristen kept communication lengthy andassuccessful career as a teacher. Though with his family, on advertising.

“I keepand it apretty simple as was 2000, hemehas withfarFort they have questions and at every open the in entire time and had up tobeen date through the Funding Corp.

OF PERSONAL BRANDING PROFESSION INTO A PASSION passionate about education thetime responsibility of shaping exposing their c As goes on, Alex’s for the industry advertising goes,” he says. he vast majority of Kristen’s business comes from whole process.

I cannot recommend Kristen enough, exclusively ever since. Currently overseeing a team of they canpassion make informed decision young lives, he found himself struggling to survive on an the local Sea continues to grow. “I just love helping familiesWo er real estate agent partners, who love to refer her to she is a true professional that not only shines in her five,butAndrew and the StatenIf Island Fort Funding Corp. and their property.” eir clients as they trust her ability to exceed expeccareer, truly cares about her clients. you’re shopAlex enjoys teaching others everything he knows intoPHONE atohome, teaching them the asked entire process educator’s paycheck.

Withgetplans marry, and parents what advi 13) 5 REASONS WHY 20) IS YOUR VOICE team offer an impressive array of loan products to suit tions. “Real estate and lending is not a 9am-5pm ping for a lender, you can stop right here. You don’t about the mortgage industry, and even hosts a and putting them at ease at the end of the day.” to care for, he began casting about for a new direction, a career in the m osition. I pride myself in availability and service. I need to look any further than Kristen Clarke!”

ANDREW RAZZORE

any residential or commercial buyer’s circumstances.

Perhaps the best evidence of An YOU NEED A MENTOR ATTRACTING — OR REPELLING? until two friends, both bank managers, suggested he try for a moment

t my clients know if they can’t talk to me during eir workday, they can always call me at night or on e weekends. I am going to work with them around eir schedule,” she says. Kristen also values a true onnection with her clients, “I want to connect with y clients, on both a business and personal level.

Phone is310-734-1440 uying a home or refinancing a great investment.

2

business practices can be found The future looks bright for Kristen shemortgages. continues to James jumped in with his handas at both feet, money you wan Ofwith all each the passing products offers, Andrew deals received, including this one on Z grow year.his She brokerage will no doubt enjoy displaying the same enthusiasm that his clients For more information about Alex Brambila , benefit better person and thein journey is always to helpmortgages. new clients. largeand part with excited Non-QM Non-QM mortme through every step of the hom from today – and quickly worked his way up the food the best you can “I honestly just like helping people.

It’s a good feeling. please call 623-986-6883 or email abrambila@guildmortgage.net mortgage that do not meet the standards we extremely patient and thoroug I’mgages helpingare them with one ofloans theirfrom biggest chapters in chain processing to originating loans. Currently care of you and |life, Fax 310-734-1440 that’s so rewarding.” ofandqualified mortgages. In these cases, the lender has questions. He is experienced and

offering a wide array of loan products, James can easily more flexibility in underwriting guidelines to work with staff was great!” mag@topagentmagazine.com | www.topagentmagazine.com find the right match for every potential buyer. borrowers in more unique circumstances that other lendCopyright Top Agent Magazine For more ofinformation Kristen Clarke, No portion this issue mayabout be reproduced any manner whatsoever without prioralways consentvary, of the publisher.

Top Agent Magazine ers may indeem too risky.

“Circumstances Looking to James, whoareworks alongside his wife Sunny who materials, has the future, Andre please call or email kclarke@cmgfi.com is published by215-990-6933 Feature Publications GA, Inc. Although precautions taken to ensure the accuracy of published but Non-QM mortgages are really a specialty product. straightforward, chief among the assumed processing responsibilities, can currently boastor change Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe Qualification is based on alion’s prospective borrower’s credit focus on the Manhattan borough that the share address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.of his business is based up returning and the income of the property,” says Andrew.

Among is Andrew and his team’s conti Copyright Top Agent customers andMagazine referrals, perhaps the most accurate his clients takingmeasure advantage arecompetitive providing Fort Funding Corp. c of a of jobthis wellniche done product in the very mortan ever-growing gage number of celebrities purchasing and alleled level service that has AgentofMagazine industry. “It’s because of the service I Top provide,” refinancing properties in Manhattan and the Hamptons. with his name. offers James, when asked to account for the impressive

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

3

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

4

Top Agent Magazine

into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

Top Agent Magazine

5

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

6

Top Agent Magazine

IRA MELTZER

top residential financing professional nationwide for 2019 Top Agent Magazine

7

As a residential financing advisor, Ira Meltzer navigates the lending process on behalf of clients considered to be ultra-high net worth individuals seeking multi-million-dollar properties across the United States.

IRA & TARA MELTZER With over thirty years of experience, and as the top professional in the mortgage banking business in Southern California, Ira Meltzer brings unparalleled industry access and insight to his exclusive clientele. As a residential financing advisor, Ira navigates the lending process on behalf of clients considered to be ultra-high net worth individuals seeking multi-million-dollar properties across the United States.

Based in Rancho Mirage, California, Ira’s clients have received the lowest 8 Copyright Top Agent Magazine

interest rates possible for those highpowered professionals who strategically build wealth through homeownership.

“My clients enjoy the lowest mortgage financing rates in the United States, bar none,” Ira says. “The reason I can do that is because I negotiate with the top private banks and global financial conglomerates to make sure my clients always receive the lowest rates available. Throughout the years I’ve been in the business, I’ve built relationships around the country with lenders, credit managers, and decision Top Agent Magazine

makers who determine the approval and interest rates for clients.”

This year, Ira and his team will also begin offering less than 1% financing five-year interest only terms for multi-million-dollar residences, geared toward U.S. citizens purchasing outside the country. Ira has built his reputation and negotiating prowess on his ability to deliver outcomes that leave Top Agent Magazine

both his clients and financial institutions alike mutually satisfied. “Private banks are interested in working with billionaire and multimillionaire clients at a reduced interest rate because they value building those longstanding relationships,” Ira explains. “My clients are interested in financing a home, rather than purchasing it outright, because it’s advantageous for wealth-building and tax strategy, which allows them a much Copyright Top Agent Magazine 9

greater ability to grow their wealth. That’s what I find interesting and exciting about my work. I’m all about under-promising and over-delivering.”

Along the way, Ira has broken countless records across the U.S. In Hawaii, he holds the record for the largest transaction and home loan in the island’s history, 10Copyright Top Agent Magazine

totaling $15.6 million for a home sold at $22.8 million. Because his business is entirely driven by repeat and referral clientele, Ira’s repertoire is defined by bigticket properties and clients who value efficient and discrete execution. Thus far, Ira and his team have funded more than $4 billion in mortgages to date. Since the beginning, his rise has been meteoric.

Top Agent Magazine

“When I started back in 1985, I was funding $2-million or more monthly,” he remembers. “In the early 2000s, I’d grown my originations to $20-million or more a month, with my highest monthly funding at $27-million. Now, my financing advice is exclusive to OneMillionDollarPlus clients with multi-million-dollar residential properties, nationwide.”

Top Agent Magazine

Beyond the office, Ira and his wife give back to the community through their support of the Children’s Hospital Los Angeles and Midnight Mission.

As for the future, Ira intends to expand his brand throughout the United States and internationally, with plans to expand to major metropolitan European cities as his Copyright Top Agent Magazine11

clientele continues to flourish. Now, with three decades of experience, Ira Meltzer considers what he enjoys most about his chosen path.

“There’s nothing more exciting than working with my clients and getting them to closing,

knowing they’re extremely satisfied with the service they’ve received,” he says. “I’m totally accessible for free and confidential consultation, and that’s what I want everyone to know.

The opportunities are out there.”

To learn more about Ira Meltzer email us at onemilliondollarplus@gmail.com, visit us at onemilliondollarplus.com, follow us @onemilliondollarplususa or call us directly at (760) 808–1444 www.

12Copyright Top Agent Magazine

Top Agent Magazine

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

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

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

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

Here are some of the reasons why.

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

Top Agent Magazine

13

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 14

4. Networking

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

Top Agent Magazine

Top Agent Magazine

ALEX BRAMBILA “We’re the hardest working group you’ll ever find,” Alex Brambila explains, while discussing his team at Guild Mortgage. Having been in the business for 11 years, Alex has been through all the market highs and lows, gathering knowledge along the way. Today he has a solid team serving the Phoenix metropolitan area. They are a direct lender, offering many different products.

“We do what makes sense from a lending perspective,” Alex explains.

“We have professional programs to help doctors and lawyers, we have a direct deposit program for business owners. We get pretty creative.” The vast majority of their business is made up of referrals, with past clients and real estate agents helping to spread the word.

What sets them apart from others in the industry is their superior communication skills and dedication to service. They’re also well-known in the community.

“It’s not too hard to make a good friend,” Alex says.

“We have an annual client appreciation event, and we’re also constantly reaching out to our clientbase to see how they’re doing.” Alex and his team are so intertwined with the community and have such a good reputation that he barely spends any money on advertising. “I keep it pretty simple as far as advertising goes,” he says.

Alex enjoys teaching others everything he knows about the mortgage industry, and even hosts a

first time home buyer seminar each month. He also recently started going to high schools and lecturing on personal finance.

This dedication to educating people carries into his work with his clients, as he guides them throughout the entire process.

One recent review read, “Alex helped us fully understand the complete loan process. From start to finish he proved to be reliable and knowledgeable.

His knowledge and experience helped us to make the best decisions for our family’s needs. We appreciate his passion for the business and all his hard work!” Another wrote, “Alex has strong knowledge in the mortgage industry. I will most definitely refer him to my family and friends. We will also be using him to refinance our property as well.”

In the future, Alex has his sights set on starting his own YouTube or radio channel one day to educate the public about the mortgage industry.

“Mentorship is what I’m looking forward to. I want to help the next person forward. The future for me will be teaching and mentoring.”

As time goes on, Alex’s passion for the industry continues to grow. “I just love helping families get into a home, teaching them the entire process and putting them at ease at the end of the day.”

For more information about Alex Brambila, please call 623-986-6883 or email abrambila@guildmortgage.net

Top Agent Magazine

Copyright Top Agent Magazine 15

KRISTEN CLARKE A true people person with a love for real estate, Kristen Clarke has flourished as a Senior Loan Officer at CMG Financial. She got her start right out of college, working as an Underwriter and eventually moving into Management.

After 9 years on the Operations side, she was offered an opportunity as a Loan Officer. “The company felt I was a good fit for sales with my underwriting background and competitive spirit, so I jumped in,” she explains. She hasn’t looked back since and is loving every minute of her career. Kristen currently has an assistant and a processor on her team serving Pennsylvania, New Jersey, Florida, Colorado and Delaware, though their main hub is the Tri-State area. CMG Financial is a direct lender, offering Conventional, FHA, VA, USDA loans as well as niche products, including a unique one called “Home Fund It” which utilizes crowdsourcing to fund a down payment and the “All in One” loan, which is a first lien home equity line of credit.

The vast majority of Kristen’s business comes from her real estate agent partners, who love to refer her to their clients as they trust her ability to exceed expectations. “Real estate and lending is not a 9am-5pm position. I pride myself in availability and service. I let my clients know if they can’t talk to me during their workday, they can always call me at night or on the weekends. I am going to work with them around their schedule,” she says. Kristen also values a true connection with her clients, “I want to connect with my clients, on both a business and personal level.

Buying a home or refinancing is a great investment.

It’s an extremely personal transaction and there are many emotions that can come into play. I let my clients know I will be with them every step of the process, including sitting at the closing table together.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Kristen came to us through a friend’s recommendation. We had been working with a few other lenders on refinancing an inherited property. None of them seemed to be able to handle the job, some wanted to refinance, others wanted to switch to a purchase, others didn’t even want to be bothered with it. And all wanted to charge me a lot more in closing. As soon as I explained the situation to Kristen, she understood exactly how to proceed. And for the first time in months I felt as though someone was actually looking out for my family and not just closing on their next paycheck. Kristen kept communication open the entire time and had me up to date through the whole process. I cannot recommend Kristen enough, she is a true professional that not only shines in her career, but truly cares about her clients. If you’re shopping for a lender, you can stop right here. You don’t need to look any further than Kristen Clarke!”

The future looks bright for Kristen as she continues to grow with each passing year. She will no doubt enjoy the journey and is always excited to help new clients.

“I honestly just like helping people. It’s a good feeling.

I’m helping them with one of their biggest chapters in life, and that’s so rewarding.”

For more information about Kristen Clarke, please call 215-990-6933 or email kclarke@cmgfi.com

16

Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

Top Agent Magazine

17

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

18

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

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

Top Agent Magazine

Top Agent Magazine

JAMES DINH James Dinh – Loan Originator with Pacific Bay Lending Group in Irvine, California – has built a thriving business by providing his many grateful clients and Realtor partners with an almost unparalleled level of customer service.

James’ commitment to going above and beyond – he refers to his approach as providing a Nordstrom’s white glove experience – has translated into his stellar reputation as a trusted, ethical and personable financial advisor.

James entered the world of mortgages in 2011, following a lengthy and successful career as a teacher. Though passionate about education the responsibility of shaping young lives, he found himself struggling to survive on an educator’s paycheck. With plans to marry, and parents to care for, he began casting about for a new direction, until two friends, both bank managers, suggested he try his hand at mortgages. James jumped in with both feet, displaying the same enthusiasm that his clients benefit from today – and quickly worked his way up the food chain from processing to originating loans. Currently offering a wide array of loan products, James can easily find the right match for every potential buyer.

James, who works alongside his wife Sunny who has assumed processing responsibilities, can currently boast that the lion’s share of his business is based up returning customers and referrals, perhaps the most accurate measure of a job well done in the very competitive mortgage industry. “It’s because of the service I provide,” offers James, when asked to account for the impressive levels of trust and loyalty he inspires. “I go above and beyond for my clients, even driving great distances when necessary to pick up documents from them. I think they also appreciate the human touch I provide, in an age where everything is so digitized and automated.”

His clients certainly do appreciate him, as James’ reviews on industry website Zillow.com make abundantly clear. With an overall, perfect five-star rating on that Top Agent Magazine

site, comprised of dozens of glowing reviews, he is obviously giving far more than lip service to his customer service dedication. Reads just one of the many testimonials: “James is super responsive and is transparent throughout the whole process. He made everything really easy, efficient, and was always available to answer questions. He was able to explain the whole process in simple terms and was very patient in showing us all the possibilities of loans we could get and what payments we would be looking at. I would definitely recommend him and his team.”

When he’s not helping clients achieve the American dream, James enjoys nothing more than spending time with his family, and he and his wife are dedicated to exposing their children to a wide range of experiences, the local Sea World theme park being a favorite. When asked what advice he might have for those considering a career in the mortgage industry, James grows pensive for a moment before replying. “Don’t focus on the money you want to earn, focus instead on just being a better person and working hard and helping your clients the best you can. If you do that, your clients will take care of you and the money will come to you naturally.”

For more information about James Dinh, please call 714-348-0400 or email James@JamesDinhTeam.com

Copyright Top Agent Magazine 19

Is Your Phone Voice Attracting–or Repelling?

By Carla Cross, CRB, MA It’s such a simple thing, but so important--the first impression you make with your voice!

Recently, I did a presentation to a group of Luxury Agent Specialists. It was about sound and its impact on others (I used the piano to demonstrate). We usually think of visual impact. But, as agents, we come across way more people initially via email or phone than we do by sight. So, isn’t it time to 20

Top Agent Magazine

Top Agent Magazine

polish your ‘phone voice’? It’s probably the first ‘warm’ impression people get of you (I call email ‘cold communication’ because it vastly shrinks the three major ways we communicate: sight, sound, and feeling).

Here are three tips to assure your phone voice makes the best first impression.

Remember, You never have a second chance to make a first impression!

Don’t Mistake Technology as the ‘End’

We are so focused on technology today, that we are in danger of forgetting to effectively use that technology. Here’s an example. When I phone an agent today, I have no idea where that agent will answer his or her phone—or from what phone the call is being answered. And, I don’t really care. Technology allows the phone to follow the agent. That’s great. Here’s what’s not so great. The agent’s message is so dull, powerless, or mumbled that it doesn’t sound as though the agent wants to talk to me. Or, the agent’s message is so long, that I’m impatient by the time I get to leave the message.

Make a Superior Phone Message

For three days, listen carefully to the tone, intent, and messages you hear in phone messages. Listen carefully to how agents, managers, and your affiliates answer the phone (including the receptionist at the office). What do you think? If you didn’t know these people, what would you think of them? Are they excited to hear from you, or are they bored?

Here are 4 important tips to remember when recording your own message: 1. Stand up—you’ll sound as though you have much more energy.

2. Write out your script first—and be sure it’s not too long. I don’t really care where you’re going to be all day!

3. Modulate your voice pleasantly. Try to get some resonance.

4. Sound as though you’re looking forward to hearing from me!

Don’t Settle for One Run at It: Re-record Your Phone Message until It’s Perfect

As a musician, I would never play the piano for others unless I had practiced until the performance was perfect. Yet, when we ‘practice’ real estate, we often just ‘let it fly’ with whatever comes out of our mouths! Not good. You have too much at stake to settle for one run at it.

Top Agent Magazine

Top Agent Magazine

21

Advice from a musician: Practice your phone message several times before you record it. Then, record and listen critically. Don’t just use the first recording.

Make sure your ‘phone voice’ is the best first impression you can make.

P. S. Managers and team leaders—two tips 1. Call each of your agents’ phone mails. What’s the impression you get?

Are they professional? Do they state the company name? Do they represent your culture and image?

2. Create a quick class in phone messaging using the information in this blog.

Copyright ©, Carla Cross. All rights reserved.

Carla Cross, CRB, MA, is the founder and president of Carla Cross & Co., specializing in real estate management and sales. Her internationally best-selling start-up plan for new agents, Up and Running in 30 Days, is now going into its 5th edition (!). Carla brings her vast experience as a top-selling agent and award-winning manager and trainer to the podium, blending her musical background with her proven sales and management strategies (she uses the piano AND even teaches someone to play—fast…..—entertaining and practical). Find out more at www.carlacross.com.

22

Top Agent Magazine

Top Agent Magazine

ANDREW RAZZORE Andrew Razzore – Branch Manager at Fort Funding Corp. in Staten Island, New York – is rapidly approaching twenty years of helping his many grateful clients achieve their real estate ownership goals. With a primary focus in New York and New Jersey housing markets, Andrew’s professionalism, impressive depth and breadth of industry knowledge have played significant roles in creating his stellar reputation as one of the most respected mortgage professionals in the lending business.

Prior to his mortgage career, Andrew was a stockbroker.

“I started doing loans here and there,” he says, “and the next thing you know, I gave up stocks entirely and started doing mortgages instead. My interests changed.” That was in 2000, and he has been with Fort Funding Corp. exclusively ever since. Currently overseeing a team of five, Andrew and the Staten Island Fort Funding Corp. team offer an impressive array of loan products to suit any residential or commercial buyer’s circumstances.

Of all the products his brokerage offers, Andrew deals in large part with Non-QM mortgages. Non-QM mortgages are mortgage loans that do not meet the standards of qualified mortgages. In these cases, the lender has more flexibility in underwriting guidelines to work with borrowers in more unique circumstances that other lenders may deem too risky. “Circumstances always vary, but Non-QM mortgages are really a specialty product.

Qualification is based on a prospective borrower’s credit and the income of the property,” says Andrew. Among his clients taking advantage of this niche product are an ever-growing number of celebrities purchasing and refinancing properties in Manhattan and the Hamptons.

Andrew’s professionalism has translated neatly into a business that is based nearly entirely on trust – a trust that has offered Andrew and his team countless referrals and returning customers. He is warm, engaging, and honest with both lenders and his clients - perhaps the surest sign of excellent customer service in the highly competitive mortgage industry. “There are a few reasons,” says Andrew, when asked to account for the impressive level of loyalty he inspires. “I take good care of my clients. I always return their calls, regardless of how late it is – which drives my wife crazy – and even on weekends. The main thing people want is responsive communication. Buying a home is stressful enough. It’s my job to educate our clients whenever they have questions and at every point in the process so they can make informed decisions about their mortgage and their property.”

Perhaps the best evidence of Andrew’s ethical, honest business practices can be found in the reviews he has received, including this one on Zillow: “Andrew helped me through every step of the home buying process and we extremely patient and thorough when answering my questions. He is experienced and very competent. Office staff was great!”

Looking to the future, Andrew’s plans are fairly straightforward, chief among them being an intensified focus on the Manhattan borough. Above all, however, is Andrew and his team’s continuing commitment to providing Fort Funding Corp. clients with the unparalleled level of service that has become synonymous with his name.

For more information about Andrew Razzore, NMLS 59852, please call 646-773-0034 or email andrew@fortfunding.com Fort Funding Corp. NMLS 39463.

Top Agent Magazine

Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine