NATIONWIDE MORTGAGE 11-11-19

NATIONWIDE MORTGAGE EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size 10 Seconds to CHANGE

A HABIT

6 Things You Need to Do to BE A GREAT MENTOR 3 Tips for

MASTERFUL TO–DO LISTS

ERIK GROSS

NATIONWIDE MORTGAGE EDITION

SASHA BAEZ-AGOSTO

DONNERSSON PENNA

success,” says Sasha. “They take care of us, Donnersson Penna – Senior Mortgage accustomed to the 11toAdvisor 15 in 19 like the way the doing what they need to do make sure we Parkside Lending with can continue to increase our volume.”

Northbrook, Illinois – is a consummate credit reporting. I’m After Kevin graduated without hesitation andhelp making me fee professional whoGrampp goes above and Being featured in Topthem understan going t college, he and went straight only customer they were working Currently, the totality of Sasha’s business beyond for each every one of into his know to makewith infor Agent Magazine as a experie is based upon referrals from heras loyal buyers he guides them towards the the mortgage industry and recommend Bay Equity and especially Professional is work.”

Realtor partners and repeat American clients, a true dream of homeownership. the hasn’t looked back since. Mortgage Thank you for all yourCurrently, hard barometer of the excellent customer service honest and with an a “WOW MOMENT,” Donnersson’s Hardworking, bus and Dawn Within his first year, he was a impeccable reputation as a trusted referred clients, a she provides. “I think it’s because I provide notWhen too many individuals in when s top producer, and eventually Kevin isn’t working, givi financial advocate, Donnersson and customerhe’s service h my customers and Realtors with smooth and business get thisiskind advant moved from upstate York ourcommunity.

Kevin a member of tw equally dedicated and New respected accurate measure on-time transactions,” says his Sasha, when SASHA BAEZ-AGOSTO KEVIN GRAMPP DAWN PAYNE DONNERSSON PENNA to Arizona.

Prevailing through Mavericks, who helps sponsor volunte of honor.

As a Mortgage Michig team have set the standard for highof glowing reviews asked how she has managed to inspire so much loyalty quality customer service.knew he was Professional the section and trust in thosethe shemarket works with. like limit Kevin crash“Iinalso the lateto 2000s, event includes outlender’s a baseball pa for renting 26 years, Florida which site he holds the number of Realtors I’m reaching out to, so I can rld of mortgages began in 2005 meant to be in this career path. Today he is an Area Dawn withMarie food trucks, bouncy and fas Payne’s busi-housesmany began his career in the mortgage indus- overall rating. Just one of these give them undivided Sasha also to Home the industry. Over a period of Salesattention.”

Manager for Donnersson Baypoints Equity Loans. He’s ness comes from Florida I do ev try almost on a fluke. “I had come to the United was knowledgeable, personab her background in servicing and processing as another iple high-profile companies – not only one of the largest West Valley lenders but As Kevin looks towards the future, States from Brazil to play tennis on a scholarship,” responsive.

He was courteous an reason. “When I’m looking at a file, I’m really making she gradually progressed from and Michigan; 95% from her referral base is from he serves rural communities like Tucson and Payson maintain his momentum.

“I want us t he recalls.

“When I had to go back to Brazil because questions and concerns immed sure it’s complete before submitting them.” oans, gaining a wealth of morther Realtors and past clients. Dawn’s #1 Priority and For Da as well. As a banker/broker, BayI met Equity is able towho treating right. focus of a visa issue, my current boss told me people was there everyMy stepmain of the way to way. After her move to Caliber Passion is to clients. preventHeThey any stress innew moving for-during her cli about the mortgage told undue me he the best heights,” decisions the enti provide a variety ofallproducts ourcould brand to he explains.

Above all else, there is one major factor that has played ato their industry. ultimately encouraged by her ward with thesituation, Mortgage Dawn also proces help out with myHeroes visa and heProcess. hired me. Ithe large part in Sasha’s success story: heringenuine concern ry her hand at loan origination. also participate the me Homes for program, much grows, he states, will love every sec was pretty much an accident.”

That “accident” turned When he’s not working, Donnera for her clients. “It’s incredibly rewarding to assist my the “I have great relationships many of my which benefits those that service community, like with getting people intounderhomes and pride helpin out to be fortunate one indeed, as Donnersson took soccer and tennis, and traveling o clients with what is usually the biggest purchase ofatheir redible influence on me,” says writers, which took many years to develop; this is aextremely and rew M doctors, teachers, emergency service American Dream.

It’s to his new career likeworkers, a duck topolice water, andthe quickly munities to people watch. He also lifetimes, and to make sure they’re educated about every d in me and pushed me, because officers, and more. established “We’re very community HUGE asset in every loan transaction.”

Hercultural closing roo himself as a force tobased,” be reckoned with in hosting events tonocreate step of the process.” becoming a loan officer.” That Kevin says.

With superior service and a dedication to the mortgage industry. nity amongst Brazilians who ha time average on each loan is 12 to 24 days, from start with m Sasha quickly proved herself, United States.

“I like to do this,” doing what is right, Kevin has made a business entirely When she’s not working, Sasha enjoys nothing more field relatively quickly. Fluent to than closing. says, “h Donnersson is justifiably proud of his association with do it for business purposes.

But a spending time with her family, which includes a high panish, Sasha has also found built of referrals.

Parkside Lending, and of the wide array of products it does help my business Borrow for sure school-aged, football playing son. “Abraham coaches e local Latin community, and Dawn says, “Obtaining a mortgage loan is an to be tr they offer to suit any buyer’s needs. He is most proud, and volunteers his“Itime for local sports, and I try e who have moved here from don’t lookyouth at my transactions as paychecks.

I see however, of the work he is able to do with buyers who Looking the future, Donnerss process; filled with tears of frustration to help him out with that,” she says. Sasha is also emotional an avid home ownership and financial them as relationships,” explains.

“If I doto well have Kevin – several like himself – relocated United States continue growing his business, b photographer and philanthropist who supports ates is obvious. and anger, but the the greatest emotion is joy and by people, thenOperation the word of mouth keepsFluent spreading.

So Spanish and the unparalleled level of customer fromHope. another country. in English, charitable organizations, including It’s important my clients are “I always try t understands the unique chal- suffers in any way.

I always want to go Portuguese, abovegoosebumps. andDonnersson beyond for myextremely clients. works for under the supervision well-educated throughout their entire loan process. lenges these buyers face.

“They’ve left the life they’ve and to advise my clients in the b I’m very them.”

“I really love what I do for acommitted living,” saystoSasha, her Kevin is completely mploys the efforts of four loan always known behind,” he says, “and they’re not very they can buy a home There are several things in the process I assist with happily and sincerity obvious. “I’m grateful to be able to help people, production assistants, one of

eable and dedients achieve their hip, Loan Officer arned her sterling nancial advocate. premiere teams at Riverview, Flormortgage game a ased on honesty, ork ethic that has yers and Realtor

KEVIN GRAMPP DAWN PAYNE

7

CONTENTS

4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

12) HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR

8) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

16) 10 SECONDS TO CHANGE A HABIT

cated husband, Abraham. “Our ve played a large role in our

21) 3 TIPS FOR MASTERFUL honest, even if it means tellingTO–DO someone to LISTS wait to and to do so with the support of a seasoned, experienced,

in never allowing clients to jump through, like refinance. He also works incredibly hard, my never taking a minute of his work for granted.

“Islight come from hoops or problems along the way.”

This Forany more information about Donnersson Penn a humble background, so kind I please know and appreciate that of attitude, and great sense of accomplishment, call 847-400-5555 or email DPenna@ParksideLendin more information about Sasha Baez-Agosto, the harder you work in this industry, the better is what has made Dawnthe such a success for the past 26 outcome,” he explains. years - she always places the needs and comfort of 442 or email Sasha.Baez-Agosto@caliberhomeloans.com and supportive team.”

Phone 310-734-1440 | Fax 310-734-1440 her clients FIRST. After the transaction, clients love to leave glowing mag@topagentmagazine.com | their www.topagentmagazine.com reviews about time with him. One recently said,

Copyrigh

Copyright Top Agent Magazine

Dawn is always willing to put in the hard work for

“I wouldinjust to whatsoever thank Kevin Grampp and theof the publisher. Top Agent Magazine No portion of this issue may be reproduced any like manner without prior consent her clients, no matter their circumstances.

“I never Bay team for their outstanding dedication is published by Feature Publications GA,Equity Inc. Although precautions are taken to ensure theand accuracy of published materials, give up on any client, no matter their credit, income, kgrampp@bayeq.com Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied To subscribe or change professionalism in helping meet my needs.

From by theits authors. address, send inquiry to mag@topagentmagazine.com. in and the U.S. employment and/or assets, etc.,” Dawn states. “I stay first phone call to the Published last, Kevin his team displayed great communication skillswith answering my questions everyallpotential, existing and current Buyer/

To visit or

Borrower to the finish line.” When Dawn says “taking oce you to the finish line” she means taking each Buyer https Copyright Top Top Agent Magazine to the Dream of Homeownership. Dawn says, “I love https://

2

http://www.adlatlconcert.org Top Agent Magazine

33

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

Top Agent Magazine

Top Agent Magazine

If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

Top Agent Magazine

5

tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

Top Agent Magazine

Top Agent Magazine

SASHA BAEZ-AGOSTO Resourceful, knowledgeable and dedicated to helping her clients achieve their dreams of home ownership, Loan Officer Sasha Baez-Agosto has earned her sterling reputation as a trusted financial advocate.

Working with one of the premiere teams at Caliber Home Loans in Riverview, Florida, Sasha brings to the mortgage game a refreshing perspective based on honesty, integrity and a fierce work ethic that has endeared her to her buyers and Realtor partners alike.

Sasha’s journey in the world of mortgages began in 2005 on the servicing side of the industry. Over a period of time, working with multiple high-profile companies – including Wells Fargo – she gradually progressed from servicing to processing loans, gaining a wealth of mortgage knowledge along the way. After her move to Caliber Home Loans, Sasha was ultimately encouraged by her mentor Patricia Steele to try her hand at loan origination.

“Patricia has been an incredible influence on me,” says Sasha. “She really believed in me and pushed me, because I was initially terrified of becoming a loan officer.” That terror was for naught, as Sasha quickly proved herself, achieving success in the field relatively quickly. Fluent in both English and Spanish, Sasha has also found herself in demand by the local Latin community, and her pride in helping those who have moved here from other countries achieve home ownership and financial stability in the United States is obvious.

Currently, the team Sasha works for under the supervision of Patricia Steele also employs the efforts of four loan consultants, and three production assistants, one of whom is her equally dedicated husband, Abraham. “Our production assistants have played a large role in our

success,” says Sasha. “They take care of us, doing what they need to do to make sure we can continue to increase our volume.”

Currently, the totality of Sasha’s business is based upon referrals from her loyal Realtor partners and repeat clients, a true barometer of the excellent customer service she provides. “I think it’s because I provide my customers and Realtors with smooth and on-time transactions,” says Sasha, when asked how she has managed to inspire so much loyalty and trust in those she works with. “I also like to limit the number of Realtors I’m reaching out to, so I can give them undivided attention.” Sasha also points to her background in servicing and processing as another reason. “When I’m looking at a file, I’m really making sure it’s complete before submitting them.”

Above all else, there is one major factor that has played a large part in Sasha’s success story: her genuine concern for her clients. “It’s incredibly rewarding to assist my clients with what is usually the biggest purchase of their lifetimes, and to make sure they’re educated about every step of the process.”

When she’s not working, Sasha enjoys nothing more than spending time with her family, which includes a high school-aged, football playing son. “Abraham coaches and volunteers his time for local youth sports, and I try to help him out with that,” she says. Sasha is also an avid photographer and philanthropist who supports several charitable organizations, including Operation Hope.

“I really love what I do for a living,” says Sasha, her sincerity obvious. “I’m grateful to be able to help people, and to do so with the support of a seasoned, experienced, and supportive team.”

For more information about Sasha Baez-Agosto, call 813-598-9442 or email Sasha.Baez-Agosto@caliberhomeloans.com Top Agent Magazine

Copyright Top Agent Magazine7

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

8

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

Top Agent Magazine

Top Agent Magazine

Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

Top Agent Magazine

9

help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

10

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

Top Agent Magazine

Top Agent Magazine

KEVIN GRAMPP After Kevin Grampp graduated college, he went straight into the mortgage industry and hasn’t looked back since.

Within his first year, he was a top producer, and eventually moved from upstate New York to Arizona. Prevailing through the market crash in the late 2000s, Kevin knew he was meant to be in this career path. Today he is an Area Sales Manager for Bay Equity Home Loans. He’s not only one of the largest West Valley lenders but he serves rural communities like Tucson and Payson as well. As a banker/broker, Bay Equity is able to provide a variety of products to their clients. They also participate in the Homes for Heroes program, which benefits those that service the community, like doctors, teachers, emergency service workers, police officers, and more. “We’re very community based,” Kevin says. With superior service and a dedication to doing what is right, Kevin has made a business entirely built of referrals.

without hesitation and making me feel like I was the only customer they were working with. I would highly recommend Bay Equity and especially Kevin’s team.

Thank you for all your hard work.”

When Kevin isn’t working, he’s giving back to the community. Kevin is a member of the West Valley Mavericks, who helps sponsor volunteer events. One event includes renting out a baseball park and filling it with food trucks, bouncy houses and family activities.

As Kevin looks towards the future, he’s eager to maintain his momentum. “I want us to be known for treating people right. My main focus will be taking our brand to new heights,” he explains. No matter how much he grows, he will love every second of it. “I’m getting people into homes and helping them achieve the American Dream. It’s extremely rewarding.”

“I don’t look at my transactions as paychecks. I see them as relationships,” Kevin explains. “If I do well by people, then the word of mouth keeps spreading. So I always want to go above and beyond for my clients.

I’m very committed to them.” Kevin is completely honest, even if it means telling someone to wait to refinance. He also works incredibly hard, never taking a minute of his work for granted. “I come from a humble background, so I know and appreciate that the harder you work in this industry, the better the outcome,” he explains.

After the transaction, clients love to leave glowing reviews about their time with him. One recently said, “I would just like to thank Kevin Grampp and the Bay Equity team for their outstanding dedication and professionalism in helping meet my needs. From the first phone call to the last, Kevin and his team displayed great communication skills answering all my questions Top Agent Magazine

kgrampp@bayeq.com

Copyright Top Agent Magazine 11

How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 12

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

Top Agent Magazine

13

Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 14

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

Top Agent Magazine

DAWN PAYNE Being featured in Top Agent Magazine as a Mortgage Professional is a “WOW MOMENT,” and not too many individuals in our business get this kind of honor. As a Mortgage Professional for 26 years, Dawn Marie Payne’s business comes from Florida and Michigan; 95% from her referral base is from her Realtors and past clients. Dawn’s #1 Priority and Passion is to prevent any undue stress in moving forward with the Mortgage Process. Dawn also states, “I have great relationships with many of my underwriters, which took many years to develop; this is a HUGE asset in every loan transaction.” Her closing time average on each loan is 12 to 24 days, from start to closing.

Dawn says, “Obtaining a mortgage loan is an emotional process; filled with tears of frustration and anger, but the greatest emotion is joy and goosebumps. It’s extremely important my clients are well-educated throughout their entire loan process.

There are several things in the process I assist with in never allowing my clients to jump through, like hoops or any slight problems along the way.” This kind of attitude, and great sense of accomplishment, is what has made Dawn such a success for the past 26 years - she always places the needs and comfort of her clients FIRST. Dawn is always willing to put in the hard work for her clients, no matter their circumstances. “I never give up on any client, no matter their credit, income, employment and/or assets, etc.,” Dawn states. “I stay with every potential, existing and current Buyer/ Borrower to the finish line.” When Dawn says “taking you to the finish line” she means taking each Buyer to the Dream of Homeownership. Dawn says, “I love Top Agent Magazine

going to each closing, whenever possible. The closing experience has always been so rewarding for me.”

Dawn keeps incredibly busy serving her clients, but when she has some rare downtime, she loves to take advantage of Florida’s beautiful beaches, and lakes in Michigan. “I love boating,” she says. “Living in SW Florida, being so blessed of the serenity of seeing so many sunrises and sunsets. I have two little dogs who I do everything with, whether working or playing.”

For Dawn, her real satisfaction comes from closing her clients’ loans and making the whole complicated process as easy and simple as possible. “I take so much pride and joy in making everything in the Real Estate and Mortgage process painless,” she says. “There’s no room for negativity when Buyers/Borrowers work with me. I avoid and squash all the negativity.” Dawn says, “I always put myself in each and every Buyers/ Borrowers’ shoes; I treat them the way I would want to be treated - with respect, honesty and pride.”

To find out more about Dawn M. Payne, visit oceanslending.com, call 239-776-0850 or email dpayne@oceanslending.com www.

https://

Apply Now: oceanslending.preapprovemeapp.com/ https://oceanslending.preapprovemeapp.com/Portal/1099/77672/Landing Portal/1099/77672/Landing

Copyright Top Agent Magazine 15

10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

16

Top Agent Magazine

If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine

17

are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

1

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

2

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

3

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 18

Top Agent Magazine

DONNERSSON PENNA Donnersson Penna – Senior Mortgage Advisor with Parkside Lending in Northbrook, Illinois – is a consummate professional who goes above and beyond for each and every one of his buyers as he guides them towards the American dream of homeownership.

Hardworking, honest and with an impeccable reputation as a trusted financial advocate, Donnersson and his equally dedicated and respected team have set the standard for highquality customer service.

Donnersson began his career in the mortgage industry almost on a fluke. “I had come to the United States from Brazil to play tennis on a scholarship,” he recalls. “When I had to go back to Brazil because of a visa issue, I met my current boss who told me all about the mortgage industry. He told me he could help me out with my visa situation, and he hired me. It was pretty much an accident.” That “accident” turned out to be a fortunate one indeed, as Donnersson took to his new career like a duck to water, and quickly established himself as a force to be reckoned with in the mortgage industry.

Donnersson is justifiably proud of his association with Parkside Lending, and of the wide array of products they offer to suit any buyer’s needs. He is most proud, however, of the work he is able to do with buyers who have – like himself – relocated to the United States from another country. Fluent in English, Spanish and Portuguese, Donnersson understands the unique challenges these buyers face. “They’ve left the life they’ve always known behind,” he says, “and they’re not very

accustomed to the language, or things like the way the United States does credit reporting. I’m able to go in and help them understand what they need to know to make informed decisions.”

Currently, the lion’s share of Donnersson’s business is based on referred clients, a true measure of the customer service he provides. Another accurate measure would be the dozens of glowing reviews he has received on the lender’s section of Zillow.com, on which site he holds a perfect, five-star overall rating. Just one of these reads: “Donnersson was knowledgeable, personable, and extremely responsive. He was courteous and answered all our questions and concerns immediately. Donnersson was there every step of the way to assist me in making the best decisions during the entire process.”

When he’s not working, Donnersson enjoys playing soccer and tennis, and traveling out into various communities to people watch. He also is passionate about hosting cultural events to create a sense of community amongst Brazilians who have relocated to the United States. “I like to do this,” he says, “and I don’t do it for business purposes. But at the end of the day, it does help my business for sure.”

Looking the future, Donnersson’s plans are to continue growing his business, but not so much that the unparalleled level of customer service he provides suffers in any way. “I always try to do the right thing, and to advise my clients in the best way possible so they can buy a home happily and close on time.”

For more information about Donnersson Penna, please call 847-400-5555 or email DPenna@ParksideLending.com Top Agent Magazine

Copyright Top Agent Magazine 19

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

20

Top Agent Magazine

3 Tips For Masterful To-Do Lists

by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists.

1-Important v. Urgent.

Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms.

“Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others.

People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.”

Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus.

This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time.

When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow.

Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

Top Agent Magazine

21

To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7.

This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the 22

treetops only to return when the full number of men could be accounted for—i.e., when they felt safe.

If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldn’t. If five men went into the woods and only four returned, they felt safe to return to the clearing.

This means that the crows could only hold 3 or 4 units of the men in their focus.

Top Agent Magazine

Focusing on where the money comes from strips away all of the non-essentials.

For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings.

At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs.

The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping.

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs Top Agent Magazine

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine