NATIONWIDE MORTGAGE 11-19-18

NATIONWIDE MORTGAGE EDITION

How to Get the Biggest Recharge Out of Your Lunch Hour

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THINGS ALL SUCCESSFUL NEGOTIATORS DO

COVER STORY

WHITNEY O’MEARA NMLS ID #191101

Why Delegating is the Key to

LONG-LASTING SUCCESS

TOP MORTGAGE LENDERS

HAMID ADELI CHRIS ALICKI MICHAEL BENCKS JIM BROWN KATIE DEAN ERIC PETRANSKY FRED STRINGHAM STANISLAV (PHIL) TSIPERSON

NATIONWIDE MORTGAGE EDITION

HAMID ADELI STANISLAV (PHIL) TSIPERSON How did Hamid Adeli become one of the trusted and experienced 20 mortgage professionals in Washington D.C. and Virginia? First, Hamid worked successfully as a real estate agent for almost fifteen years. “But about seven years ago I decided to switch to the mortgage industry. I’d found that to be my true interest and I had some great opportunities,” Hamid explains.

Currently Hamid serves Maryland, D.C. and Virginia with a strong focus on Washington D.C. and parts of Northern Virginia insideSTANISLAV the Beltway. (PHIL) TSIPERSON

What keeps builders and coming back to Hamid aga Customer service. He consis five star reviews and past clien goes above and beyond to en a smooth transaction. “I try money when I can with refin try to get them the best term customized loans that fit th says. To stay in touch with estate agent partners, and oth Hamid reaches out by phone WHITNEY O’MEARA NMLS ID #191101 basis and sends helpful, infor WHITNEY O'MEARA HAMID ADELI MICHAEL BENCKS and rate sheets. To market on a grassroots Hamid works at EagleBank, which is both a direct and his Fred Stringham - Co-Owner and Vice-Presi- Broker’s Opens with catered lunches tofor mak correspondent lender.

He offers a wide variety of31 loans 28 33 24 27 st in Fairfield, New What does Hamid like most about dent of 1 allAmerican thehistra including conventionalLending loans, the Community Reinvestw ment Act (CRA) programs, Virginia Development happy,” “There Jersey is rapidly approaching two decades of How did Housing Katie become one of clients They both alsoheusesays. social mediaisto n Thirteen years ago, Chris Alicki customer service that’s personal.

The real estate industry is a Jim Brown launched his career in then referrals follow naturally,” Jim says.

“When it com Authority (VHDA) programs, D.C.’s first-time homebuyer rewarding thatand smile and thatpromptly excitem Itnew was athan chance encounter that the most trusted products, respond was working in the sales field when small world with lots of than ears.

Ifexperienced you do things the right way, the helping his clients achieve their dream ofand homeThe gr rehab, andIconstruction products, Back in 2003, Stanislav Tsiperson was invited to visit the mortgage more communication, available respond immediat products, industry and all government programs suchinas Bradenton?

FHA andI stay with going to and aPetransky’s closing with with a entrance bottle of ch mortgage lenders communicate constantly them!” led to Eric a friend in mortgages suggestedthirty he ownership. rest tends to take care of itself.” his language fluency in working the office of a good friend who happened to be in the Fred’s honest approach – coupled are per years ago.

After a ten-year my inclients all the they needprocess. and amToalb VA loans.

“We also offer a wholeDean hostgive of portfolio products loaninformation process is not an easy Katie started the mortcommunity, as he glowin speaks R business.

Upon his first impression, Stas into was thegrant switch gears. Chris was already a with mortgage After hismortgage inherent integrity –An has resulted in of aanswers. tenure in retail banking, hegage made ready to provide I’ve built mylike reputation on hap rel and construction loans,” he says. impressive 90% people work through itbusiness. and see about how industry when she was only What does Katie most hea in addition tocollege, English. he “We’re immediately takenChris with the environment and energy of natural people person and had honed Outside of the office, gives back through his compagraduating from was his business comes from referrals, with the majority ofof hisher atdependability. closing—it’s the greatest Tobyra giv the transition toindustry. mortgages and timing andand personal My staff high!” works thriving business that based largely upon this sixteen years old.

As out a he loan that someone elseexcellent can’t qt explains.

“We have the On the is spot, he quit hissupporting jobpart began workhis communication and customer ny’s From the an Heart Initiative and local causes, coming from builders.

“I’m theby preferred lender Hamid participates in aattenti numb working at an upscale restaurant went word onreferrals to establish impressive same standards.

Itashe allcommunity, boils down to this: if you’re high school “work program” rewarding when someone has been to of mouth from satisfied clients and mortga vide superior customer service, ing in mortgages the day following, pursuing passion service skills on a professional level. such food and coatprojects drives, as your well as other and sponsorships that on sixasdifferent condo right now,” Hamid says. charity fundraisers such as the Breast Can reputation as partners. a self-starter.

Over clients you’re by the right people, no astosupported he decided what toloves pursue took on a job with herfifteen uncle,years who tell never them yes!”

She also being miss closing date.”

To still fuels him daily, more than later.

Realtor believe “I’d saythat new construction condos are my niche.

That’s golf tournament.

“Myawife is a breast canc When he decided to make the tranconnect with the community.

In his free hours, he most enjoys was a lender.

“When I turned 18 I community and having such flourishin the course of his career, he built will have to face any aggravation or uncertainty.” strong position in the market, Sta What’s more, Stas has built a reputation for in-depth next.

While there, Eric met what I’ve specialized over theand years, evenones, when Iexploring was an that’s a very important topic for me weand cloI sition to the mortgage industry,several he KATIE time spent with hisinfamily the great gotfacillicensed and I’ve been in the involved clients and other people inthrough her busine 80% of his market knowledge, round-the-clock communication, and mortgage branches, CHRIS ALICKI DEAN ERICloved PETRANSKY FRED STRINGHAM JIM BROWN agent.”

His expertise on intricacies of condo financing in that as saw Ibusiness can,” says.

Inrepe his stthe someone who thehe potential American Lending along Fred, who opened 1 pected hit the ground running and never outdoors, fishing, and traveling abroad with his wife. business ever since!” she says. alone—a telling indicator ofHis hispa a natural forgo creative problem-solving. itated allows countless and To give back his Acommunity, Jimtime has been anfamily. activate him to mortgages, helpknack builders through the Fannie Maeto and loves to spend with his 1t in him, and asked him to work looked back. Now, more than year a with partner Ricardo Suarez inwith 2004, proces ago, Katie took a position, along her husband KC, Last yearcompetitively.

KC and Katie’s seven-year Freddie Mac approval process smoothly.

As result, sales carts “IInam very invo cultivated many lasting relationipant ina originally his civic and races professional landscape. the past, ho atintends his Accessibility mortgage brokerage.

“IH decade later, Chris has cemented himself as a trusted mortgage Looking the future ofKC his business, Chris withintended Bank ofJim England Mortgage.

She and are “The Dean car and for was flown by helicop and steadfast comm Based in toward Chagrin Falls, Ohio, Stas spearheads his busitoahead work in technology field.

“I pro. and marketing companies such as McWilliams Ballard and community in every way and right now ships with agents along the way.

Today, offers an the expert’s served on thehave Chamber of accident Commerce Spring Lake, as professional with a reputation to match, known for his abilityTeam. to a Mayhood to continue on his steady path of growth, while adding new drivers of Stas’s working style. ness as Branch Manager, under the banner of Goldwater Katie acts as a lender, while KC does all the marketing. ment.

During his recovery journey, took him up on the offer, and IDaK Company out and ask Hamid to beof Directors focus.

I’mfor his Spring chief mechanic andI coach degree,” hereach explains, “but IBoard graduated at around give advice. am 10 insight into the lending process andcomputer is known for hisoften forthright as on the Lake Business atile transactional process, he m Bank, N.A. There, he a we tightknit, growingadvances. team “Goingtheir intopreferred business together was aoversees decision made because were called to support first responde problem-solve, commitment to communication, and authentic tech-forward features to hislender repertoire asconstruction the industry or designated on new That’s my pastime.

I love spending time w haven’t looked back since,” Eric communication, industry knowledge, and steadfast integrity. opment.

In his free hours beyond theofoffice, here the same timebuilder as the tech crash.

A friend of remaining mine was doing and expertise this available on borrowers serving clients across theincentive greater Cleveland KC has ‘Itof Factor’ when itgrowing comes toamy marketing,” Katie says. their son’s To behalf give back, they hos projects.

“The will provide financial for that.”

For thelife. future, Hamid wants to investment in his clients’ interests.

“Ithe plan tofive, continue team, while taking a more says.

“He paid forhim mythe training and tookand meparties under his wing enjoys time spent with his family loved ones. fac so went an interviewed with and got the job. professional an ing that allthe are keptInreadil region. fact, his Christina manages office’s the buyer toapproach use us because itwife gives the builder the hisicant business without any compromises She mortgages, enjoys sitting at aIIn desk working with numbers and clients, funds forwas EMS Auxiliary, ato proactive to using social media andconfiother tech tools that first year, then I branched out on my own.”

Today, he Based in Spring Lake, New Jersey, Jim serves Monmouth and son has served as a loan officer for the past decade, whil “I’ve been in this business long processing department.

“She’s the brains of the business dence that there is a lender here who knows how to close customer service.

Now that’s a worthy go while KC loves being out in the community building relationresponse service.

“We support other restfuture,” is history.

It definitely for the best.” tions and very timew Based in Grand Rapids, Michigan, Chris heads a tightknit The in the he says.

For now,worked Chris isout proud to contribute Ocean Counties under the banner Gibraltar Bank.

There, he isBradenton, building herzations, own thegoal industry.

Jim these new construction condo loans,” Hamid explains. builder partners and clients will appreciate thelegacy keyof to in closing loans andnow ma and the primary reason weloan dodaughter not miss closing dates,” isborn ahis officer and branch manager Rapid Mortgage ships.of Both KC and Katie and raised inany main right away with his work team that includes two processors, an operations coordihis expertise as he were grows community, one homeowner at but our communication,” Stas says.

“I av Stas says.

As a direct lender, Stas’s loan offerings run has led the charge in expanding their mortgage division and enjoys spending time with his five grandchildren and vis Florida.

“So Manatee County and Sarasota counties are defithat truly do save our lives,” she exp Company in Glen Mills, Pennsylvania.

He offers a wide nator, and three additional loan officers. Together, Chris and 1sta American time.the gamut.

Lending, which is beach. licensed notforonly in New time they and communication istime ever His office is a direct underwriter Fannie works with the assistance of anitely few dedicated While the our focus originators. area,” Katie explains.

“But we do have the free time, enjoy spending variety of loans, helping all types of borrowers with their his team serve borrowers across the region and drive roughly Jersey but New Florida, Connecticut andhave PennWhile financial want tothe know and Freddie products, and Stas has extensive toMae lendin anywhere inMac theTo country!” aRealtors blended family of fivewhat’s childregr find out more about Hamid Adeli, Jim’s diversity of experience opportunity and loan offerings run the York, gamut, goals.

These various options combined with Eric’s commit90% of their business through referrals—specifically from sylvania, Finally,experience with thirteen years of insight behind him, Chris Alicki regular banking hours, I work in VA, FHA, and Conventional options.

He prides itself on educating andfuture guiding itsmom,” clients inconsiderable, Fred she Jim says.

They to love to travel he is distinct in offering products geared toward land, construcAs for him the of his business, plans continue om you can contact at hadeli@eaglebankcorp.com agents counseling clients amidst the homebuying process. As considers what he enjoys most about hiswork career in mortgages. ment to customer service has led to 90% of his business have sometimes processed files alsois has built a repertoire for his with military Bank of England a direct lender that also has portfolio options tures, and see the world.

For the future the often convoluted loan process. hand-pick si tion, and home equity. Likewise,through agents often turn to him to steady path, with“We plans to transition the moremore fullypersonal to coaching amentoring Sunday.

Communication ando veterans, well as proficiency with lesser known a correspondent and direct lender under the banner of Heart“I love helping gethis new homes, especially firstbeing based off of “for referrals from real agents. or byincluding phone at 202 - 285 -estate 8585 available.

Katie offerssuccess. aasclients full range of into products jumbo team, and educating loan creatively resolve files that haven’t yet found Once consulting—conveying the many decades of knowledge our mortgage professionals,” says Fred, their industry interactions I get to and drives our referral buh products that serve nichebuying clientele—from and land Home Mortgage LLC, Chris offers borrowers access loans to and time homebuyers,” he people reflects.

“Being part ofportfolio that memory isapartand products beachfront propedgeable able to clients to we he’s able to guide agents and their experience, clientsniche toself-employments the closingfor table, he toand acquired over his long career.

For now, heserve is Stas content professionalism integrity.”

Offering a wide ularly love closing proven reliability, also em paths a mortgage, to 5% Jumbo, a range of lending options—from down-payment assistance invaluable to me.

There’s a lot to like about a career in morterty. “It’s interesting how often we use brokered loans because goals that will benefit the financial sta

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CHRIS ALICKI

15 most

JIM BROWN KATIE DEAN

23

FRED STRINGHAM

ERIC PETRANSKY

CONTENTS

4) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

22) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION 25) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

13) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY customer service. can getone ahold of me at 29) COACHING 9-1-1 maintains those relationships for the long haul by ensuring all“I’m his big hison branch in service of his You community, aspiring homeb

variety of loan including Conventional, Jumbo, dreamsCopyright come true.

T opportunities to 1.5% down niche products, and everywhere gages—we have products aboarding lot of flexibility we’re able earn a and community! we have an international school in and Bradenton,” she to clients Top Ag anybuyers time,” he says.

“Ihelping took an oath that I’m going to have post-transaction communications add value to his clients—from at a time.

Copyri says.FHA, “We often withnothing foreign more who send their chil- clients in between. At the heart of his working style, Chris cites clear living.

Butdeal there’s rewarding than VA, USDA, Construction Rehab and First-Time Buyer faces, how elated the sharing relevant market updates to explaining new products. aMENTAL lineme, ofthat’s service forand myhire clients and real estate partners. It’s TRICKS THAT st 32) dren—many of whom are top3athletes—to schooleverything.” here communication, education, and accessibility as IS some of the make that happen.

To American also handles awith significant number ofWILL programs, 1dream 17) WHY DELEGATING THE Finally, more than three decades of experience behind a knock out of the park since I’ve been doing that.” a companion to stay TAKE with them.”been https://www.facebook.com/theeisn key drivers of his success thus far. “We focus on clarity during YOUR BUSINESS TOheTHE refinances as well.

When he’shisnot wori This commitment to SUCCESS communication is a central pillar of Jim’s Jim Brown considers what enjoys most about career KEY TO LONG-LASTING Those who work with Eric know he is reliable the process, making sure our clients are completely informed spending time with business model and he has built a sizable network of repeat lending industry: the challenge of his daily work, and the pe NEXT LEVEL As a result of the amazing service Katie and KC provide throughout,” Chris explains. “Communication is a big deal. and trustworthy, as heand makes their goals his top There are many reasons for Fred’s continuing success, and in outdoor activities and referral clientele, amounting to roughly 80% of his busihe’s impacted along the way.

“I really enjoy the deal an their strong involvement with the community they’ve called Every time I’ve been on the buying end of a large transacpriority.

“Something thatmortgages,” sticks out with me“There’s is that home their lives, 100%in of particular their business comes from repeat accounting don’t for hisfeel working philosophy, Jim cites puzzle ofasked writing heallpoints to two when to name some.he says. by coaching nothing his chil tion and there’s something Iness. don’t In understand—I I’m accountable.”

On Tuesdays, he follows up knowing and referral clients, real estate agents, and other community round-the clock accessibility and responsiveness, honesty, and satisfying than seeing the happy faces of clients, Phone 888-461-3930 | Fax 310-751-7068 “I pride myself on being honest,” he says.

“Honesty is in control. I never want my clients to have that feeling. Our with client, updating them on where they are for their h What keeps their referral partners coming hard-earned knowledge as That themembers. drivers of histhe success thus far.ofeach be confident in back? their pre-approval they search probably biggest part what I have do. Another reason is as Looking to the future number one priority is to be a clear source of information.

“Ourby realtor partners become our friends.

Weafter a these vested in the process andallwhat toyears expect next.

“I’m always “If you’re doing the right thing Realtors and their clients, Even in the business, that’s the best par mag@topagentmagazine.com | www.topagentmagazine.com helps take care of much of the stress our borrowers and agent my availability.

Every one of my clients is given my cell his business and of interest in co-branding with ourthere realtor partners and building for them, that includes the buyers, their agent referral partners experience.” their businesses as well.

And when it comes to buyers, we phone number, as does my referral source.

Even if it’s 10 customer service tha No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine

and the listing agent.

Providing them with regular knowpm thison is an time their lives wea answer a emotional weekday, iftoinmy client has question they need step I’d like to take i is published by Feature Publications GA, Inc. Although precautions are taken ensure theso accuracy oftheir published materials,

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updates gives them themthrough the capability to know what’s Likewise, Chris has made a name for himself as a resourceful questions promptly and with care, and we answered, I’m available.”

Fred’slead affability andToexperience grow a little bit,” he Top who Agent Magazine cannot be held responsible foryet opinions or facts supplied its loan.” authors. subscribe or change the process.expressed We always keep in mind that is affecting expert is able to source solutions for troublesome files going onour inbywork the level has also played a large role in his – and his company’s grown a little more, address, send inquiry Published thethe U.S. their lives!”

Katie in takes time to get to know her realtor partto find success.

“I’m knowntoinmag@topagentmagazine.com. my circle as a problem-solver,” to doing.

The idea is – prosperity.

“I always take the time and make the effort ners and her clients, and makes sure to keep it personal and let find more abou he says. “If someone else can’t get it done, these files often After the transaction is over, clientsTolove toout leave them know she cares! land on my desk and I’m able to use my experience to find email katiedean@boem glowing reviews about their time together.

One a way to make it happen.” Beyond his industrious ability to Top Agent Magazine To with learn more about Chris recently said, “If reach youAlicki are looking for a call guy 941-812-6378 that To keep in touch realtor partners, Katie and KC out resolve roadblocks, Chris also prides himself on a personalized boeflorida.com/about/ by phone to offer support and ask howwork they can be of service. will tirelessly for you, this is your guy. email ChrisA@HHMLending.com, approach to the business. “I try to work hours that match agents’

For more information about Fred www.

mailto:mag@topagentmagazine.com

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 4

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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WHITNEY O’MEARA NMLS ID #191101

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WHITNEY O’MEARA NMLS ID #191101

Whether her clients are purchasing a home, renovating, or refinancing, Whitney aims to make the mortgage process stress free and outline each step at the start.

“We would have been lost without Whitney’s help,” one of Whitney O’Meara’s clients writes of his home buying experience. Over the years, Whitney has worked in positions ranging from loan processor to branch manager at several well-renown lenders, but she is now a Senior Loan Officer at First Heritage 8 Copyright Top Agent Magazine

Mortgage in Raleigh, North Carolina. With 14 years of experience in residential lending, Whitney is an expert in her field who never stops working for her clients. “Unless I’m already on a call, I always answer my phone, and if you leave me a message, you’ll get a call back the same day,” Whitney says. “Real Top Agent Magazine

estate agents and other clients appreciate the level of communication they receive from me. I’m available nights, weekends, while on vacation—I’m here for my clients whenever they need me.” Whitney understands each transaction can be both life changing and anxiety ridden, and she draws on her expertise Top Agent Magazine

and empathy to ensure her clients fully understand the process.

Whether her clients are purchasing a home, renovating, or refinancing, Whitney aims to make the mortgage process stress free and outline each step at the start. The relationships she has Copyright Top Agent Magazine 9

nurtured with real estate agents have helped sustain her career—the clients whom agents refer her to make up 70 percent of her business, and it’s important to her she does right by them.

While agents often find Whitney’s information online or have clients pre-approved through her, they return because of the superior service she provides. Wherever she can, she streamlines processes to create a smooth transaction. Using a customer relationship management tool, for instance, she communicates with clients and updates them when appraisals have been ordered, gone into underwriting, and received approval. The relationship tool is cobranded with both Whitney’s and the real estate agent’s information. It also touches base with clients five years from the date of closing, ensuring 10Copyright Top Agent Magazine

both Whitney and the agent remain a presence in clients’ lives for years.

Whitney thrives off the challenge each day brings, using her boundless energy and drive to continually deliver results. Back in 2002, she was a senior at the University of North Carolina at Wilmington double majoring in Finance and Management Information Systems. Looking for a part-time job related to her degrees, she came across a one-man mortgage shop in Wilmington searching for an assistant. “Soon I was working for him, and I haven’t been able to get out of the business since,” Whitney says, letting out a small laugh. Taking that path has led to a tremendously successful career. “My days are always different, and I’m never bored.”

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“I’m available nights, weekends, while on vacation—I’m here for my clients whenever they need me.”

At First Heritage Mortgage, Whitney takes full advantage of and is proud to offer a wide range of loan programs to suit her clients’ lives and achieve their goals. First Heritage is a participating lender with the North Carolina Housing Finance Agency and approved by the state to provide down payment assistance and mortgage credit certificates. Whitney is also affiliated with Homes for Heroes, a program allowing her to give back to the heroes who give to their community every day. Through the program, she offers a $500 lender credit to military personnel, teachers, firemen, police officers, healthcare workers, Top Agent Magazine

and other qualifying homebuyers and contributes to the Homes for Heroes Foundation which provides further assistance for heroes in need.

By keeping her team at First Heritage small— she works with one assistant only—Whitney is able to fully dedicate herself to her clients and provide the 24/7 service she feels is so important during this time in their lives.

Whitney is never not working, but when she has free time, she spends it with her husband and kids, often going to the beach—one of her favorite places to escape to.

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To learn more about WHITNEY O’MEARA, email womeara@fhmtg.com, visit fhmtg.com/womeara, or call 919-378-1532 Company NMLS ID #86548

(www.nmlsconsumeraccess.org) This is an advertisement.

12Copyright Top Agent Magazine

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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Michael Bencks Top Agent Magazine

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MICHAEL BENCKS Michael Bencks likes to do things a little differently in the highly competitive mortgage business. One of Chicagoland’s most successful loan officers, Michael prefers to be hands-on and involved with all his clients.

“One of the big mortgage coaching tips you’ll hear is to use the doctor/nurse strategy,” he explains. “When you go to the doctor the nurse comes in first and does all the upfront work, all the questioning, and then the doctor pops in at the end and says ‘Hey, how are you? Here’s what’s wrong.’”

“That’s kinda annoying, right?” Michael says. “I don’t want to talk to the nurse, I want to talk to the doctor I was referred to.

That’s why I make sure I’m the first point of contact with every single client, no matter what. I’m going to talk to you first before anybody else on my team. If we jive, let’s do it. It’s an approach that has really helped me separate myself from other loan officers and how they do things.”

Michael got into the mortgage business through a personal relationship, so he understands how vital relationships can be. “One of the groomsmen in my wedding, one of my best friends from college, opened up a mortgage company back in 2003,” he says.

“He thought I’d be good at it, the math came easily to me and I liked working with people on such an impactful life decision, buying a home.”

Giving that personalized guidance has helped build a solid base of referral business for Michael. “I would say 99 percent of my clients are referrals from realtors and past/current clients I’ve worked with over the years,” he says. “I’ve even gotten deals from the seller’s side right at the closing table; I’ll have the seller’s agent or attorney reach out to me and refer business just because our transaction went so smoothly, communication was

flawless and all parties were happy with the end result.”

Growing up on an Air Force base gave Michael a unique perspective on life and how to run his business. “I learned a term from my father and the military: the KISS method. Keep It Simple Stupid. I apply that to almost everything in life. I feel if I can’t explain something properly to someone in under two minutes, then clearly I don’t know it well enough.”

“Being born in a military household, I have a soft spot for veterans,” he continues. “I do a ton of loans for veterans and their families, and there are little tips and tricks about VA loans that not a lot of people know about, but since I do, it helps get these veterans the best financing possible.” That military background also contributes to Michael’s community service; he’s a big supporter of the Wounded Warriors project.

“These people are out there dodging bullets to keep us safe, so they deserve the best of everything when they come back home.”

As he continues to grow, Michael wants to make sure that he maintains that same personal touch that has gotten him this far.

“I’m old school,” he says. “I feel like buying a home is a very personal transaction. It’s not like Amazon Prime - you can’t just return the house if you don’t like it. When I get a referral, the very first thing I write back is ‘When can we meet?’ I like to get together in person and talk, put pen to paper and walk them through every step. Buying a home can seem very daunting and overwhelming to anybody, whether a first-timer or a seasoned investor, so I want to make sure you are properly educated on all of your options, understand everything that is happening throughout the process, and most importantly, having fun! That personal touch helps put everyone’s minds at ease while we all work towards a common goal, giving our clients the best experience and financing possible.”

To find out more about Michael Bencks, visit his website at www.MortgageBencks.com, call him at 773.960.2278 or email him at michael@neighborhoodloans.com 16

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 18

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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STANISLAV (PHIL) TSIPERSON

Back in 2003, Stanislav Tsiperson was invited to visit the office of a good friend who happened to be in the mortgage business. Upon his first impression, Stas was immediately taken with the environment and energy of the industry. On the spot, he quit his job and began working in mortgages the day following, pursuing a passion that still fuels him daily, more than fifteen years later.

What’s more, Stas has built a reputation for in-depth market knowledge, round-the-clock communication, and a natural knack for creative problem-solving.

rehab, and construction products, as well. Stas also flexes his language fluency in working with the area’s immigrant community, as he speaks Russian and Ukrainian, in addition to English. “We’re a full-spectrum lender,” he explains. “We have excellent online ratings, we provide superior customer service, and we’re reliable—we never miss a closing date.” To further underscore his strong position in the market, Stas has managed to drive 80% of his business through repeat and referral clientele alone—a telling indicator of his track record.

Based in Chagrin Falls, Ohio, Stas spearheads his business as Branch Manager, under the banner of Goldwater Bank, N.A. There, he oversees a tightknit, growing team of five, serving clients across the greater Cleveland region. In fact, his wife Christina manages the office’s processing department. “She’s the brains of the business and the primary reason we do not miss any closing dates,” Stas says. As a direct lender, Stas’s loan offerings run the gamut. His office is a direct underwriter for Fannie Mae and Freddie Mac products, and Stas has extensive experience in VA, FHA, and Conventional options. He also has built a repertoire for his work with military veterans, as well as his proficiency with lesser known products that serve niche clientele—from portfolio and self-employments paths to a mortgage, to 5% Jumbo,

Accessibility and steadfast communication are additional drivers of Stas’s working style. Understanding the volatile transactional process, he makes it a point to stay available on behalf of borrowers and their agents, ensuring that all parties are kept readily informed throughout.

“I’ve been in this business long enough to know that the key to closing loans and making everyone happy is communication,” Stas says. “I average a 21-day closing time and communication is everything. Borrowers and Realtors want to know what’s going on. I don’t work regular banking hours, I work my Realtors’ hours, and have sometimes processed files as late as 10:00 PM on a Sunday. Communication and speed are what sets us apart and drives our referral business.” Apart from his proven reliability, Stas also emphasizes his talent for

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problem-solving and resourcefulness.

“I’ve developed an industry reputation for fixing improperly structured loans. Every month, I have at least three to four Realtors who reach out to me to fix files that are problematic. Some I’ve been able to close in under two weeks. A lot of companies issue pre-approvals without proper due diligence. When we pre-approve, we review every detail so that Realtors can trust that it’s going to close. They know I’ve done enough business and research on the file that a pre-approval from us can be depended upon.”

Beyond the office, Stas and his office are cementing their place in the Chagrin Falls community by sponsoring area sports teams. They also offer a promotional program for clients to contribute a discounted portion of their loan to their church or a charity of their choosing. In his remaining free hours, Stas most enjoys time spent with family and loved ones, particularly his two sons.

As for the future, Stas intends to continue building his Chagrin Falls branch and grow its brand. “I want us to be known as a company that can be trusted and can get loans done in a timely manner with everyone happy,” he says. “My commitment to my clients is unparalleled. My goal is to be their lender of choice for the rest of their lives, for both them and their families. That’s always our primary goal.”

Now, with fifteen years of insight behind him, Stanislav Tsiperson considers what he enjoys most about his career thus far. “What I like most about what I do is helping people become homeowners,” he reflects. “When I can help a first-time homebuyer, or a veteran, or someone who has had problems getting a mortgage in the past—that’s what it’s all about. There’s nothing more rewarding than being able to help someone get into a home or get their credit where it needs to be. After all, homeownership is the American Dream.”

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To learn more about Stansislav Tsiperson email STsiperson@GoldwaterBanker.com, call (216) 526 – 0998, or https://www.facebook.com/StanislavTsiperson/ visit his Facebook page here.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 22

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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HAMID ADELI How did Hamid Adeli become one of the most trusted and experienced mortgage professionals in Washington D.C. and Virginia? First, Hamid worked successfully as a real estate agent for almost fifteen years. “But about seven years ago I decided to switch to the mortgage industry. I’d found that to be my true interest and I had some great opportunities,” Hamid explains.

Currently Hamid serves Maryland, D.C. and Virginia with a strong focus on Washington D.C. and parts of Northern Virginia inside the Beltway.

Hamid works at EagleBank, which is both a direct and correspondent lender. He offers a wide variety of loans including all conventional loans, the Community Reinvestment Act (CRA) programs, Virginia Housing Development Authority (VHDA) programs, D.C.’s first-time homebuyer products, and all government programs such as FHA and VA loans. “We also offer a whole host of portfolio products and construction loans,” he says. An impressive 90% of his business comes from referrals, with the majority of his referrals coming from builders. “I’m the preferred lender on six different condo projects right now,” Hamid says.

“I’d say new construction condos are my niche. That’s what I’ve specialized in over the years, even when I was an agent.” His expertise on the intricacies of condo financing allows him to help builders go through the Fannie Mae and Freddie Mac approval process smoothly. As a result, sales and marketing companies such as McWilliams Ballard and Mayhood Company often reach out and ask Hamid to be their preferred or designated lender on new construction projects. “The builder will provide a financial incentive for the buyer to use us because it gives the builder the confidence that there is a lender here who knows how to close these new construction condo loans,” Hamid explains.

What keeps builders and other clients coming back to Hamid again and again?

Customer service. He consistently receives five star reviews and past clients rave that he goes above and beyond to ensure they have a smooth transaction. “I try to save clients money when I can with refinancing; and I try to get them the best terms possible and customized loans that fit their needs,” he says. To stay in touch with builders, real estate agent partners, and other past clients, Hamid reaches out by phone on a regular basis and sends helpful, informative emails and rate sheets. To market on a grassroots level, he hosts Broker’s Opens with catered lunches for his agents.

What does Hamid like most about his work? “Making clients happy,” he says. “There is nothing more rewarding than that smile and that excitement that comes with going to a closing with a bottle of champagne. The loan process is not an easy process. To be able to help people work through it and see how happy people are at closing—it’s the greatest high!” To give back to the community, Hamid participates in a number of different charity fundraisers such as the Breast Cancer Awareness golf tournament. “My wife is a breast cancer survivor so that’s a very important topic for me and I try to stay as involved in that as I can,” he says. In his free time, he loves to spend time with his family. His 13-year old son races carts competitively. “I am very involved in the car community in every way and right now my son is my focus. I’m his chief mechanic and coach and everything.

That’s my pastime. I love spending time with him doing that.” For the future, Hamid wants to keep growing his business without any compromises to his excellent customer service. Now that’s a worthy goal and one his builder partners and clients will appreciate!

To find out more about Hamid Adeli, you can contact him at hadeli@eaglebankcorp.com or by phone at 202 - 285 - 8585 Top Agent Magazine

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CHRIS ALICKI Thirteen years ago, Chris Alicki was working in the sales field when a friend in mortgages suggested he switch gears. Chris was already a natural people person and had honed his communication and customer service skills on a professional level.

When he decided to make the transition to the mortgage industry, he hit the ground running and never looked back. Now, more than a decade later, Chris has cemented himself as a trusted mortgage professional with a reputation to match, known for his ability to problem-solve, commitment to communication, and authentic investment in his clients’ interests.

Based in Grand Rapids, Michigan, Chris heads a tightknit team that includes two processors, an operations coordinator, and three additional loan officers. Together, Chris and his team serve borrowers across the region and drive roughly 90% of their business through referrals—specifically from agents counseling clients amidst the homebuying process. As a correspondent and direct lender under the banner of Heartland Home Mortgage LLC, Chris offers borrowers access to a range of lending options—from down-payment assistance opportunities to 1.5% down niche products, and everywhere in between. At the heart of his working style, Chris cites clear communication, education, and accessibility as some of the key drivers of his success thus far. “We focus on clarity during the process, making sure our clients are completely informed throughout,” Chris explains. “Communication is a big deal.

Every time I’ve been on the buying end of a large transaction and there’s something I don’t understand—I don’t feel in control. I never want my clients to have that feeling. Our number one priority is to be a clear source of information. That helps take care of much of the stress our borrowers and agent referral partners experience.”

Likewise, Chris has made a name for himself as a resourceful expert who is able to source solutions for troublesome files yet to find success. “I’m known in my circle as a problem-solver,” he says. “If someone else can’t get it done, these files often land on my desk and I’m able to use my experience to find a way to make it happen.” Beyond his industrious ability to resolve roadblocks, Chris also prides himself on a personalized approach to the business. “I try to work hours that match agents’ hours, so I make myself available to them,” he says. “When it comes to working with borrowers, I often meet with my clients face to face in their homes. I just like to keep it old-school, with 24

customer service that’s personal. The real estate industry is a small world with lots of ears. If you do things the right way, the rest tends to take care of itself.”

Outside of the office, Chris gives back through his company’s From the Heart Initiative and by supporting local causes, such as food and coat drives, as well as other sponsorships that connect with the community. In his free hours, he most enjoys time spent with his family and loved ones, exploring the great outdoors, fishing, and traveling abroad with his wife.

Looking ahead toward the future of his business, Chris intends to continue on his steady path of growth, while adding new tech-forward features to his repertoire as the industry advances.

“I plan to continue growing my team, while taking a more proactive approach to using social media and other tech tools in the future,” he says. For now, Chris is proud to contribute his expertise as he grows his community, one homeowner at a time.

Finally, with thirteen years of insight behind him, Chris Alicki considers what he enjoys most about his career in mortgages.

“I love helping clients get into new homes, especially firsttime homebuyers,” he reflects. “Being part of that memory is invaluable to me. There’s a lot to like about a career in mortgages—we have a lot of flexibility and we’re able to earn a living. But there’s nothing more rewarding than helping clients make that dream happen. To me, that’s everything.”

To learn more about Chris Alicki email ChrisA@HHMLending.com, call (616) 818 – 3210, or visit HHMLending.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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JIM BROWN Jim Brown launched his career in the mortgage industry more than thirty years ago. After a ten-year tenure in retail banking, he made the transition to mortgages and went on to establish an impressive reputation as a self-starter. Over the course of his career, he built several mortgage branches, facilitated countless mortgages, and cultivated many lasting relationships with agents along the way. Today, Jim offers an expert’s insight into the lending process and is known for his forthright communication, industry knowledge, and steadfast integrity.

Based in Spring Lake, New Jersey, Jim serves Monmouth and Ocean Counties under the banner of Gibraltar Bank. There, he has led the charge in expanding their mortgage division and works with the assistance of a few dedicated originators. While Jim’s diversity of experience and loan offerings run the gamut, he is distinct in offering products geared toward land, construction, and home equity. Likewise, agents often turn to him to creatively resolve files that haven’t yet found success. Once he’s able to guide agents and their clients to the closing table, he maintains those relationships for the long haul by ensuring all his post-transaction communications add value to his clients—from sharing relevant market updates to explaining new products.

This commitment to communication is a central pillar of Jim’s business model and he has built a sizable network of repeat and referral clientele, amounting to roughly 80% of his business. In accounting for his working philosophy, Jim cites round-the clock accessibility and responsiveness, honesty, and hard-earned knowledge as the drivers of his success thus far.

“If you’re doing the right thing by Realtors and their clients,

then referrals follow naturally,” Jim says. “When it comes to communication, I stay available and I respond immediately. I give my clients all the information they need and am always ready to provide answers. I’ve built my reputation on reliable timing and personal dependability. My staff works by those same standards. It all boils down to this: if you’re attentive to your clients and you’re supported by the right people, no one will have to face any aggravation or uncertainty.”

To give back to his community, Jim has been an activate participant in his civic and professional landscape. In the past, he has served on the Chamber of Commerce for Spring Lake, as well as on the Board of Directors for Spring Lake Business Development. In his remaining free hours beyond the office, he most enjoys time spent with his family and loved ones. In fact, his son has served as a loan officer for the past decade, while his daughter is building her own legacy in the industry. Jim also enjoys spending time with his five grandchildren and visiting the beach.

As for the future of his business, Jim plans to continue on his steady path, with plans to transition more fully to coaching and consulting—conveying the many decades of knowledge he’s acquired over his long career. For now, he is content to build his branch in service of his community, one aspiring homebuyer at a time.

Finally, with more than three decades of experience behind him, Jim Brown considers what he enjoys most about his career in the lending industry: the challenge of his daily work, and the people he’s impacted along the way. “I really enjoy the deal and the puzzle of writing mortgages,” he says. “There’s nothing more satisfying than seeing the happy faces of clients, knowing they be confident in their pre-approval as they search for their home.

Even after all these years in the business, that’s the best part.”

To learn more about Jim Brown email JBrown@gibbank.com, call (732) 245 – 5121, or visit gibraltarbanknj.com www.

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KATIE DEAN How did Katie become one of the most experienced and trusted mortgage lenders in Bradenton?

Katie Dean started in the mortgage industry when she was only sixteen years old. As part of her high school “work program” she took on a job with her uncle, who was a lender. “When I turned 18 I got licensed and I’ve been in the business ever since!” she says. A year ago, Katie took a position, along with her husband KC, with Bank of England Mortgage. She and KC are “The Dean Team. Katie acts as a lender, while KC does all the marketing.

“Going into business together was a decision we made because KC has the ‘It Factor’ when it comes to marketing,” Katie says.

She enjoys sitting at a desk working with numbers and clients, while KC loves being out in the community building relationships. Both KC and Katie were born and raised in Bradenton, Florida. “So Manatee County and Sarasota counties are definitely our focus area,” Katie explains. “But we do have the opportunity to lend anywhere in the country!”

Bank of England is a direct lender that also has portfolio options available. Katie offers a full range of products including jumbo loans and niche products for people buying beachfront property. “It’s interesting how often we use brokered loans because we have an international boarding school in Bradenton,” she says. “We often deal with foreign buyers who send their children—many of whom are top athletes—to school here and hire a companion to stay with them.”

They both also use social media to share information about new products, and respond promptly by text or email. “We communicate constantly with them!” she says.

What does Katie like most about her work? “I like figuring out a loan that someone else can’t quite figure out. It’s very rewarding when someone has been told ‘no,’ and you are able to tell them yes!” She also loves being such a strong part of her community and having such flourishing relationships with past clients and other people in her business.

Last year KC and Katie’s seven-year old son was in a traumatic car accident and was flown by helicopter to a hospital for treatment. During his recovery journey, Katie and KC found they were called to support first responders like those that saved their son’s life. To give back, they host an event to raise significant funds for the EMS Auxiliary, a not-for-profit emergency response service. “We support other worthy charitable organizations, but our main goal right now is to get funding to those that truly do save our lives,” she explains. In Katie and KC’s free time, they enjoy spending time with their children. “We have a blended family of five children, so I’m very busy as a mom,” she says. They love to travel as a family, have adventures, and see the world. For the future, they hope to grow their team, mentoring and educating loan officers to become knowledgeable and able to serve clients well! Now those are worthy goals that will benefit the financial stability of Katie and KC’s clients and community!

As a result of the amazing service Katie and KC provide and their strong involvement with the community they’ve called home all their lives, 100% of their business comes from repeat and referral clients, real estate agents, and other community members. What keeps their referral partners coming back?

“Our realtor partners become our friends. We have a vested interest in co-branding with our realtor partners and building their businesses as well. And when it comes to buyers, we know this is an emotional time in their lives so we answer their questions promptly and with care, and we lead them through the process. We always keep in mind that our work is affecting their lives!” Katie takes the time to get to know her realtor partners and her clients, and makes sure to keep it personal and let them know she cares!

To keep in touch with realtor partners, Katie and KC reach out by phone to offer support and ask how they can be of service.

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To find out more about Katie Dean, email katiedean@boemortgage.com, call 941-812-6378, or visit boeflorida.com/about/our-team/1178 Copyright Top Agent Magazine

Coaching 9-1-1

By Walter Sanford

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

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

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

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

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

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

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

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

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

Thanks for any suggestions.

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

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

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Top Agent Magazine

ERIC PETRANSKY It was a chance encounter that led to Eric Petransky’s entrance into the mortgage business. After graduating from college, he was working at an upscale restaurant as he decided what to pursue next. While there, Eric met someone who saw the potential in him, and asked him to work at his mortgage brokerage. “I took him up on the offer, and I haven’t looked back since,” Eric says. “He paid for my training and took me under his wing that first year, then I branched out on my own.” Today, he is a loan officer and branch manager of Rapid Mortgage Company in Glen Mills, Pennsylvania. He offers a wide variety of loans, helping all types of borrowers with their goals. These various options combined with Eric’s commitment to customer service has led to 90% of his business being based off of referrals from real estate agents.

“I’m big on customer service. You can get ahold of me at any time,” he says. “I took an oath that I’m going to have a line of service for my clients and real estate partners. It’s been a knock out of the park since I’ve been doing that.”

Those who work with Eric know he is reliable and trustworthy, as he makes their goals his top priority. “Something that sticks out with me is that I’m accountable.” On Tuesdays, he follows up with each client, updating them on where they are in the process and what to expect next. “I’m always there for them, that includes the buyers, their agent and the listing agent. Providing them with regular updates gives them the capability to know what’s going on in the loan.”

After the transaction is over, clients love to leave glowing reviews about their time together. One recently said, “If you are looking for a guy that will work tirelessly for you, this is your guy.

The first day we talked to Eric, my wife and I thought of a question late at night. We sent him an email and 20 minutes later he responded back apologizing for taking so long to respond. Eric made the process super easy and all we had to do was provide him the right information, and Top Agent Magazine

he did the rest! Home buying is a breeze with the right team, and Eric needs to be on yours!” Another raved, “In my busy world flexibility and accuracy are at the top of my priority list and Eric met and exceeded all expectations. My work calls for some early mornings and some late nights, but Eric was always there! This includes those messages you send expecting a response the next morning, but he surprises you by responding right away and even makes you laugh with a joke! I mean it when I say ‘this guy is awesome!’ He made purchasing my new home a breeze! I can not recommend him enough, he is my go to guy from here on out! Thanks so much Eric!”

During any freetime, Eric is hanging out with his family, working out, or staying active in the community. He also spends time planning for the future, as he eventually sees himself owning his own branch. “That is the main goal. I see myself owning a company one day, and would love to take on that role when the time presents itself.”

With a strong passion for this industry, there is no doubt he will achieve every goal he sets for himself. “I’m truly a go-getter, I literally go above and beyond expectations, and I will always do that for my clients. It means a lot to me to see my clients smile at the end of the day.”

For more information about Eric Petransky, please call 610 - 285 - 1374 or email epetransky@emailrmc.com Copyright Top Agent Magazine 31

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil32

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

Top Agent Magazine ®

Top Agent Magazine

FRED STRINGHAM Fred Stringham - Co-Owner and Vice-President of 1st American Lending in Fairfield, New Jersey - is rapidly approaching two decades of helping his clients achieve their dream of homeownership. Fred’s honest approach – coupled with his inherent integrity – has resulted in a thriving business that is based largely upon word of mouth from satisfied clients and Realtor partners.

Fred, who opened 1st American Lending along with partner Ricardo Suarez in 2004, originally intended to work in the technology field. “I have a computer degree,” he explains, “but I graduated at around the same time as the tech crash. A friend of mine was doing mortgages, so I went an interviewed with him and got the job.

The rest is history. It definitely worked out for the best.”

1st American Lending, which is licensed not only in New Jersey but in New York, Florida, Connecticut and Pennsylvania, prides itself on educating and guiding its clients through the often convoluted loan process. “We hand-pick our mortgage professionals,” says Fred, “for their industry experience, professionalism and integrity.” Offering a wide variety of loan products including Conventional, Jumbo, FHA, VA, USDA, Construction Rehab and First-Time Buyer programs, 1st American also handles a significant number of refinances as well.

There are many reasons for Fred’s continuing success, and he points to two in particular when asked to name some.

“I pride myself on being honest,” he says. “Honesty is probably the biggest part of what I do. Another reason is my availability. Every one of my clients is given my cell phone number, as does my referral source. Even if it’s 10 pm on a weekday, if my client has a question they need answered, I’m available.” Fred’s affability and experience level has also played a large role in his – and his company’s – prosperity. “I always take the time and make the effort

to make sure everyone feels comfortable with the transaction.

The gratitude Fred’s clients feel for his services are perhaps best illustrated by the number of glowing reviews he has received, including this rave on Zillow.com: “We refinanced our mortgage with Fred Stringham and I can’t believe the rate we received and how quickly we closed. My husband and I had some unexpected obstacles come to light during this process and Fred handled everything like a pro. He was quick to make suggestions and give advice. I am 100% positive that without his knowledge and expertise this refinance would not have happened. He was professional and unbelievably patient with our questions and very timely with his responses. We were blown away with his work ethic and we could not be happier.”

While the financial rewards of his chosen profession are not inconsiderable, Fred derives the most job satisfaction from the more personal side of the mortgage business. “I love the interactions I get to have with people,” he enthuses. “I particularly love closing days, when you get to see someone’s dreams come true. Their excitement and the smiles on their faces, how elated they are…that’s the part I enjoy the most.”

When he’s not working, Fred enjoys nothing more than spending time with his wife and his four children, engaging in outdoor activities. He also gives back to his community by coaching his children’s sports teams.

Looking to the future, Fred’s main plan is to continue growing his business and offering his clients the same exceptional customer service that has become his calling card. “The next step I’d like to take is to become a correspondent lender, and grow a little bit,” he says. “I’m just waiting until my kids are grown a little more, but it’s something I’m looking forward to doing. The idea is very exciting.”

For more information about Fred Stringham, please call 201 - 247 - 7030 or email fred@1stamericanlend.com Top Agent Magazine

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