NATIONWIDE MORTGAGE 12-9-19

NATIONWIDE MORTGAGE EDITION

When it’s Time for a

HOME OFFICE

5

Fresh New Approaches to CONTENT MARKETING

TRY vs.

DO

COVER STORY TOP MORTGAGE LENDERS

JANE JOHANNS JEREMY S. DAUGHERTY SHAWN KAPLAN CHRIS MAMONE

NATIONWIDE MORTGAGE EDITION

JANE JOHANNS 7

AUSTIN SMITH

CHRIS MAMONE

“What I love about my job is the

the wa

19relationships 23 27 | NMLS I build with difficu JEREMY S.people DAUGHERTY SHAWN KAPLAN

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throughout the mortgage process,” one of ChrisJeremy MamoneS.explains.

As a– Mortgage is alsoShawn proudKaplan ofbusine the w Daugherty Senior Banker Senior Loan Officer at Keller throug – of ThetoKaplan of suit anyTeam buyer’s Loan Officer at Guild Mortgage’s Mortgage, LLC, he has built many Legacy Mutual Mortgagesituatio in p Las Vegas branch –overcan claim type of mortgage connections and friendships experie Franklin, Tennessee – is riding he focuses primarily nearly decades of providing the years withtwo clients and business high at the top of his profespartners. works Clients more t hisEveryone clients who with topwith of the sion.line with accounts over $600formillion Chris has an amazing experience, about Impressively, Jerem customer service. Jeremy’s dollars funded and a client base and it’s easy to see why. “I have recentl JANE JOHANNS JEREMY S. DAUGHERTY success SHAWN KAPLAN CHRIS MAMONE of over 6,000 families, Shawn officers in the state story is built on a foungreat customer service, I’m easy edgeab has built a thriving business construction financi dation of honesty, integrity and to get ahold of, and I’m always front. on honesty, integrity ency and w there above to help,”all,he aexplains.

He basedof vast reservoir plain ofhard work.home Recognized by his community He as awa offers a variety different he’sexcellent not work knowledge, and hisShawn reputation mortgage has been When providing loans through Kellerexpert, Mortgage the st nothing than as a trusted advisor is well known.

Also licensed in and customer service nearly two decades andmore haswas more that include Conventional, VA,for FHA, USDA, for me.

He also including five gran California, Arizona andfinancing. his home state ofsuperior Indiana, Jumbo By providing service correspondence.

He c than earned his reputation as a respected professional and dedicating his work, Chris hasarmed built lute picture soofathat can whohimself approaches his business with both wealth love myhelife Jeremy enjoys nothing more thantohelping a buyer athe business entirely basedknowledge on Funding, referrals.andshe Keller Mortgagefor go American is able to provide man About 20 years ago, Jane Johanns took leap of industry a true sense of empathy and a good game of achieve the American dream of home ownership. tations. lo different types of loans. Wewho can keepDefinitely everythin into the mortgage industry, and hasn’t looked backhis customers. mul “My referral partners and I become friends because withsupports him in the future in house help a lot of his people that I wasn since. “I was a stay at home mom for many years, community, and Jeremy began hiswecareer in the mortgage industry talk every week,” Chrisand says. make ainpoint Shawn launched his “I successful career in the year 2000, able to previously help at other companies.

I havt so I was looking for something to do when my kids to reach out to my referral partners at least twice A recent transplant Autism just Awareness 2001, when he was in thewhile process of buying a home.a university he was still attending outside C a week.

It builds strong relationships and trust spends his free time every type tool available me graduating,” now, which got into school,” she explains.

She afirst started “There were lot of complications,” he recalls, “and awaytofrom of Nashville.

“I of was a month in our process.” He approaches each transaction new town. He is also awesome,” she says.

Throughout the as a part-time processor, but soon became an recalls with Shawn.

“I like wastowaiting tables in springtime. aloan restaurant Looking to proces the fu the loan officer Iaswas working was very much a team-oriented process.

“I make sure in the Jane and her team ensure clear communication originator. Today she works with New American when I met a man who owned a mortgage company.

He a impersonal. I felt everyone like I was justthea same number a transis on teamand working through expanding his busin hired me, and that’s how it began.”

While his ascension allmade times.

They want everyone to he be onofficers. the sam Funding serving all of Minnesota, with plans toifbeI ever the together.”

He looks for agents who tional As looks toward loan action. I decided thatprocess a career change, in the industry wasisfairly rapid, Shawn is quick to growing credit will set good expectations with the home buying to continue page, which true not just for the client, but fo licensed in Wisconsin, North Dakota and Florida I would get into the mortgage business and do my of my time so I can his dedicated whowith share his client-first business process. “When I find the team right mix people, business over the pa next year. Her son Zachary joined four first-time home best to makeher it an experience for my buyers, it’sexciting phenomenal what comes outcurrently of it.” signs of slowing dow ethos.

That team consistsand of three front-end years ago as her assistant, and just became because buying a house Production should be exciting.

It’s the hear feedbackand from Associates, one expertto Processer, a licensed originator thislargest year. purchase “Now we’re Chris might guides his clients their transaction, helped elevate theirdur liv philosophy they make in through their lifetime, so “My Administrative Assistant/Marketing Rep, and another building trust and helping them at every step of to be in this career.” a mother-son team, which is great Shawn has designated as Team Captain, simplify who yourhelps life,” it should be because fun.”

CONTENTS

4) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 13) WHEN IT’S TIME FOR A HOME OFFICE

21) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL 24) TRY VS. DO

18) 5 THINGS YOU CAN DO TO ACHIEVE BIGGEST manage the team and keep track of business metrics.

All t he’sYOUR the younger generation and can provide who I am, and true of these talented individuals allow Shawn to continue that perspective while I have Whentheheexperience. did make that careerFor change, heinformation followed more Chris Ma GOALS selling, and meeting face-to-faceabout with his clients,

It’s really fun to be ablethrough to workand withtakes him.” great pride in making each transacsomething he is passionate andcmamone@kelle is fairly rare in an please call 253-548-7142 orabout email Not only does Jane havetion her son by her as side, as smooth possibleindustry for his that clients. success tendsHis to lean towards the impersonal. she also has a great support teamthat behind her, is such almost the entirety of his business is based Shawn is also proud the of his allowing them to provideupon the highest levelreferred of repeat and customers, perhaps bestassociation with Legacy Mutual Mortgage and the wide array of loan products service at every step of the transaction. barometer for excellent client service in the highly they offer to suit any buyer’s Phone 310-734-1440 | Fax 310-734-1440 competitive mortgage industry. “I think it’s because I needs. These include Tennessee First Time Buyer Grants, portfolio products, At this point in Jane’s career, she single is 100% treat every one of my buyers as if they are my and FHA, USD and Conventional Loans. mag@topagentmagazine.com | www.topagentmagazine.com referral-based, and by only working withheNew client,” says, when asked how he manages to No portion of this issue may be reproduced in any manner without levels prior consent of the inspire whatsoever such impressive of trust andpublisher. loyalty.Top “I Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published For more information am fully present with their transaction and their expe- materials, Copyright Top Agent Magazin Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change please call 615-760-9121 or email rience all the way through, from beginning to end.” address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

Jeremy is proud of his association with Guild Mortgage.

“We do everything in-house,” he says, proudly. Jeremy 2

For more abo please c email jeremy

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mailto:mag@topagentmagazine.com

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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AUSTIN SMITH “Fairway Mortgage offers all of the standard loans, plus some specialized ones—We do a lot of down payment assistance, first time home buyer products, and we also offer VA renovation loans.”

With a natural talent for business, a strong work ethic and a love of people, Austin Smith has made great strides in the mortgage industry. He took his first step into the business when he bought a house in college.

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By the time he was ready to graduate, he earned his mortgage license and hit the ground running. Austin landed at Fairway Mortgage three years ago, and now focuses mainly on the Indianapolis metro area.

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While they offer all of the standard loans, they also have some specialized ones. “We do a lot of down payment assistance, first time home buyer products,” he explains.

“We also offer a VA renovation loan.” But more than anything, it is his team’s superior service that keeps clients coming back.

“Almost 100% of our business is based off referrals,” he says. “We focus on creating an outstanding client experience. That’s been a big part of our continued success.”

Throughout the transaction, they offer consistent and clear communication, always keeping everyone in the loop about every Top Agent Magazine

step. “It’s our consistency that sets us apart.

We deliver the exact same outstanding service every single time. That goes for both our clients and our real estate partners.”

Afterwards, Austin stays in touch through the use of technology, including Facebook, text messages and phone calls. He also makes sure to meet his real estate partners and discuss ways they can grow together.

“We brainstorm and share our successes together. We continue to work together and build both sides of the relationship.”

One of Austin’s favorite parts about his job is seeing his clients happy in the end, and Copyright Top Agent Magazine9

“From the moment I first spoke to Austin I felt at ease.

He was so helpful and answered every question I had. He guided me every step of the way. He was very knowledgeable and quick to get back with me.

Thank you so very much Austin for all of your help in securing my loan for my new home.” —Testimonial he loves to change how they perceive the process. “Sometimes they come in with horror stories from past experiences or experiences they’ve heard about. After working with us they are amazed at how fantastic it was and how it went better than expected. So I really work on training my team to be able to provide that kind of service,” Austin says. When reviewing Copyright Top Agent Magazine 10

Austin’s many five-star reviews, it’s clear he is exceeding expectations. One recently said, “Austin was recommended by a friend and I will definitely recommend him to my friends and family. From the moment I first spoke to him I felt at ease. He was so helpful and answered every question I had. He guided me every step of the way.

He was very knowledgeable and quick to Top Agent Magazine

get back with me. Thank you so very much Austin for all of your help in securing my loan for my new home.�

For Austin, community is just as important as his work, and he makes sure to stay involved. He is on the local Board of Top Agent Magazine

Realtors committee, and volunteers there every weekend with anything they need help with, including food drive campaigns or charity events. Austin was also an active member of the Big Brother program, where he mentored a young man named Zach and helped him throughout his teenage years.

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https://www.austinsmithmortgage.com/

As Austin looks towards his future, he is excited to continue growing, and is eager to begin hosting an intro to real estate class once a month. In the meantime, he is loving every minute of his work, and truly feels it is a dream job. “The three things

I was looking for in a career were to help people, to be in charge of my own time and to not sit in front of a computer all day.

Fortunately I’ve found this industry, and it has helped me do fantastic things with my life.”

For more information about Austin Smith | NMLS 262571, please call 317-508-7007 or email asmith@fairwaymc.com, or visit austinsmithmortgage.com www.

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Top Agent Magazine

When It’s Time for a Home Office

by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away Top Agent Magazine

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anything that is not essential to the event of a power failure. An daily operation of your business. uninterruptable power source supply is also a must for the home office.

Almost every business requires a This will keep your computer runcomputer system. Don’t skimp. You ning during a power outage until want something with enough speed you’re able to safely shut it down. and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldn’t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the 14

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It’s essential that you remain committed to your space as office space.

You’ll probably want more than one phone line, three if you’re using one line for a fax and modem hookup.

It’s wise to invest in a business line, which allows you to list your business name and number in the phone book and with directory assistance. To keep costs down, use that line for incoming calls only. If you don’t want the expense of a business line, but can do without a repeat of the shower scene, order “distinct ring” service from your phone company. This is a separate phone number which rings into your home line, but sounds different from your normal ring. This alerts you and family members to incoming business calls. If you’re dishing up dinner or washing the dog, you’ll know to let your answering machine, or better yet, your electronic voice mail system, grab the call. If you’re in the shower, hopefully your 5year-old will know to do the same.

You may also want to order “call Top Agent Magazine

answering” from your phone company. It’s just a few dollars a month and sounds more professional than an answering machine, and which won’t break down while you’re on vacation.

A home office can either improve productivity, or harm it. You may find yourself doing paperwork at 2 a.m. when you should be sleeping, or flipping to General Hospital at 3 p.m. when you should be working. It’s helpful to treat your home office as you would an outside office, complete with “starting” and “quitting” times.

This will help you stay focused, organized, and productive. And your family will appreciate having their dining room table back.

Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright©, Nancy Michaels. All rights reserved.

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JANE JOHANNS

About 20 years ago, Jane Johanns took the leap into the mortgage industry, and hasn’t looked back since. “I was a stay at home mom for many years, so I was looking for something to do when my kids got into school,” she explains. She first started as a part-time processor, but soon became an originator. Today she works with New American Funding serving all of Minnesota, with plans to be licensed in Wisconsin, North Dakota and Florida next year. Her son Zachary joined her four years ago as her assistant, and just became a licensed originator this year. “Now we’re a mother-son team, which is great because he’s the younger generation and can provide that perspective while I have the experience.

It’s really fun to be able to work with him.”

Not only does Jane have her son by her side, she also has a great support team behind her, allowing them to provide the highest level of service at every step of the transaction.

American Funding, she is able to provide many different types of loans. We can keep everything in house and help a lot of people that I wasn’t able to previously help at other companies. I have every type of tool available to me now, which is awesome,” she says. Throughout the loan process, Jane and her team ensure clear communication at all times. They want everyone to be on the same page, which is true not just for the client, but for

At this point in Jane’s career, she is 100% referral-based, and by working with New 16

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the real estate agents as well. Working with Jane means everyone involved will have a stress-free experience with guidance along the way. “I’m accessible at all times. People know that during and after the transaction they can reach me anytime.”

Afterwards, clients love to leave glowing reviews about their time together. One recently said, “We came to Jane late in our process of buying a home because our first lender, a large national company, changed our terms of the loan last minute. Jane was able to get us through the entire loan process and to our closing day in less than 30 days. She was unbelievably fast with her work and follow up and always a pleasure to work with. She offered a more personal touch to the lending process and was happy to answer any questions I had. I would recommend Jane to anybody that is going through the lending process.”

As Jane looks towards the future, she is eager to continue serving families and helping people achieve their home ownership goals. “We want to keep growing while providing the best possible customer experience.

We are growing our team so we can help more people.”

For Jane, working in the mortgage industry is incredibly rewarding, especially when it involves a challenge.

“I just love helping people achieve their dream of homeownership. I feel incredibly blessed to do what we do every day. Owning a home is a beautiful thing, and it’s often not as hard as people think it is.”

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For more about Jane Johanns, please call 612-868-9339 or email Jane.Johanns@nafinc.com Copyright Top Agent Magazine 17

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 18

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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JEREMY S. DAUGHERTY | NMLS #353495 Jeremy S. Daugherty – Senior Loan Officer at Guild Mortgage’s Las Vegas branch – can claim nearly two decades of providing his clients with top of the line customer service. Jeremy’s success story is built on a foundation of honesty, integrity and above all, a vast reservoir of knowledge, and his reputation as a trusted advisor is well known. Also licensed in California, Arizona and his home state of Indiana, Jeremy enjoys nothing more than helping a buyer achieve the American dream of home ownership.

Jeremy began his career in the mortgage industry in 2001, when he was in the process of buying a home.

“There were a lot of complications,” he recalls, “and the loan officer I was working with was very much impersonal. I felt like I was just a number and a transaction. I decided that if I ever made a career change, I would get into the mortgage business and do my best to make it an exciting experience for my buyers, because buying a house should be exciting. It’s the largest purchase they might make in their lifetime, so it should be fun.”

When he did make that career change, he followed through and takes great pride in making each transaction as smooth as possible for his clients. His success is such that almost the entirety of his business is based upon repeat and referred customers, perhaps the best barometer for excellent client service in the highly competitive mortgage industry. “I think it’s because I treat every single one of my buyers as if they are my only client,” he says, when asked how he manages to inspire such impressive levels of trust and loyalty. “I am fully present with their transaction and their experience all the way through, from beginning to end.”

Jeremy is proud of his association with Guild Mortgage.

“We do everything in-house,” he says, proudly. Jeremy Top Agent Magazine

is also proud of the wide array of products Guild offers to suit any buyer’s needs. “We basically have every type of mortgage product there is,” he says, though he focuses primarily on first time home buyers, which accounts for more than forty percent of his business.

Impressively, Jeremy is also one of the only loan officers in the state of Nevada who does reverse and construction financing.

When he’s not working, which is rare, Jeremy enjoys nothing more than spending time with his family, including five grandchildren. “They are the absolute love of my life,” he says. He also enjoys hiking and a good game of golf. He is also a philanthropist who supports multiple organizations that benefit his community, and he is very much involved in the Autism Awareness Community.

Looking to the future, Jeremy plans to continue expanding his business and hiring at least three additional loan officers. “I’m also hoping to free up some of my time so I can teach more continuing education and first-time home buyer classes,” he says.

“My philosophy during my entire career has been to simplify your life,” says Jeremy. “I just stay true to who I am, and true to God.”

For more about Jeremy S. Daugherty, please call 702-580-0477 or email jeremyd@guildmortgage.net Copyright Top Agent Magazine 19

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

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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 Top Agent Magazine

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.

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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 responsibilities 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 com-

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plete 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.

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SHAWN KAPLAN Mortgage Banker Shawn Kaplan – of The Kaplan Team of Legacy Mutual Mortgage in Franklin, Tennessee – is riding high at the top of his profession. with over $600 million dollars funded and a client base of over 6,000 families, Shawn has built a thriving business based on honesty, integrity and plain hard work. Recognized by his community as a mortgage expert, Shawn has been providing excellent customer service for nearly two decades and has more than earned his reputation as a respected professional who approaches his business armed with both a wealth of industry knowledge and a true sense of empathy for his customers.

Shawn launched his successful career in the year 2000, while he was still attending a university just outside of Nashville. “I was a month away from graduating,” recalls Shawn. “I was waiting tables in a restaurant when I met a man who owned a mortgage company. He hired me, and that’s how it began.” While his ascension in the industry was fairly rapid, Shawn is quick to credit his dedicated team who share his client-first business ethos. That team currently consists of three front-end Production Associates, one expert Processer, and Administrative Assistant/Marketing Rep, and another Shawn has designated as Team Captain, who helps manage the team and keep track of business metrics. All of these talented individuals allow Shawn to continue selling, and meeting face-to-face with his clients, something he is passionate about and is fairly rare in an industry that tends to lean towards the impersonal.

Shawn is also proud of his association with Legacy Mutual Mortgage and the wide array of loan products they offer to suit any buyer’s needs. These include Tennessee First Time Buyer Grants, portfolio products, and FHA, USD and Conventional Loans.

Shawn’s reputation is such that 100% of his business is based on referrals, a significant achievement. “I don’t buy leads, I don’t advertise,” says Shawn. “All of my business comes from referrals from my Realtor partners, builders, or my past client database.” When asked how he has managed this, Shawn grows thoughtful for a moment before replying. “I’ve worked in this town for twenty years. I’ve served in local government; I was County Commissioner for several years, and I have strong presence on social media. Our reputation has been built on trust, reliability and communication.” There are many other factors, of course, one of them being his demonstrations of appreciation for his customers, evidenced by the four client appreciation events he holds annually.

When he’s not working, Shawn can be found at his farm, often in a tree stand where he indulges his passion for hunting. He and his wife are ardent philanthropists, who, in addition to supporting several local charities, have founded their own non-profit to benefit Second Harvest Food Bank. Over the last four years since its inception, the organization has served 38,000 people and provided over 957,678 pounds of food via a mobile pantry.

Shawn’s plans for the future are fairly simple: to continue growing his business, add team member to support that growth while maintaining the excellent customer service that has become his calling card. He is also passionate about coaching those newer to the industry, and he has plans to increase those efforts.

When asked what advice he might provide to these novice mortgage professionals, Shawn replies: “This is an industry where success is gained through grinding, grit, and determination. But I’d want them to also know that it’s possible to reach a place in your career where you can be home at five o’clock and take vacations with your family and save a lot of money, give away a lot, and make a lot while doing it.

For more information about Shawn Kaplan, please call 615-760-9121 or email Shawn.Kaplan@LegacyMutual.com Top Agent Magazine

Copyright Top Agent Magazine 23

Try vs Do

By Barry Eisen

“Do or do not. There is no try.” – Yoda (1977) The day is done. It seems you’ve done a million things. Everything went well. You had loads of energy and you’re stoked. Clients listened to you and acknowledged the clarity and wisdom of your suggestions. Your kids paid attention. Even the dog obeyed. Great feelings!

Dawns a new day... You wake up groggy, you become a magnet for clients’ frustrations, you feel invisible, the dog spits up on the thick white rug, an associate points out a huge stain on your shirt, a selling appointment cancels and it’s not even 10:00 AM. Know what you are? Normal. Look around and you will find a lot of normal. Stuff happens to us all. To some, who seem to attract more stuff than the rest (something to be said about selffulfilling prophecies) the distractions feel overwhelming and continuous.

Some try their best to turn the tide. Trying doesn’t work. Doing does.

Effort is appreciated, but accomplishment creates the lifestyle and is a lot more satisfying.

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We use the word often and teach our kids to try hard. Think of what the concept of “trying” implies. We are telling ourselves to make the effort.

But how often do we confuse effort and activity with accomplishment? Is it not our egos protecting ourselves from the perceived agony of failure by saying...you don’t have to do what it takes, just appreciate the effort.

It’s kinda like the controversy raging on today about all kids getting trophies for participating in a competition, even if they came in last place. Maybe rewards for the little ones keep them engaged, but the reality of life for most adults is about accomplishing, not efforting.

Some try their best to turn the tide. One of the surest ways to become a victim is to try.

Trying doesn’t When we commit to trying something and fall short work. Doing oftoadosuccess, we can always claim “ I tried.” Even in failure does. we can claim victory as we achieved what we committed to... I tried! Be careful of the words you use as they become converted into action. As in sports, good effort is appreciated, but the ones who want it more generally prevail. They call it Scoreboard.

The “doer” is the person who takes the bigger risk of making the extra effort. Without the risk to continue and create a victory, you create “normal.” It’s safe but unsatisfying. And worse yet, this settling for the lazy way out develops into whining, excuse making, low energy, irritability and much more. Do what’s right, not what’s easy. The best of your intentions won’t create a better relationship, clean up the planet or make you more money.

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7 DO’s to make a difference:

1 2

Leave every part of your day with a positive accomplishment (even a small one).

In every endeavor, act AS IF you were already successful and capable. Show yourself what you CAN DO.

3

Do what’s right, not what’s easy.

Read or listen to positive books or recordings at least 30 minutes each day-spend as much time with personal development as you do growing your business. Look for and apply the lessons that feel right.

4

Write out your to-do list every night before you go to sleep, whether you feel like it or not and prioritize it. Let it guide you to better decisions during your day.

5

Create a Value Added mindset that allows you to under promise and over deliver. That unexpected extra personal touch, that personalized attention, that piece of humanity, the extra door you knock, the thank you, please, your welcome can put you over the top. It is usually the little things that make a difference.

6

Develop strong enough “whys” and the “hows” answer themselves.

Dig deeper than just an amount of money. Money doesn’t motivate.

Figure out what moves you and your focus will become laser-like.

7

Follow through and do it not because you “have to,” but because you “get to.” Play, have fun, lighten up and shine.

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 Copyright©, Barry Eisen. All rights reserved.

818-769-4300

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CHRIS MAMONE “What I love about my job is the relationships I build with people throughout the mortgage process,” Chris Mamone explains. As a Senior Loan Officer at Keller Mortgage, LLC, he has built many connections and friendships over the years with clients and business partners. Everyone who works with Chris has an amazing experience, and it’s easy to see why. “I have great customer service, I’m easy to get ahold of, and I’m always there to help,” he explains. He offers a variety of different home loans through Keller Mortgage that include Conventional, VA, FHA, USDA, and Jumbo financing. By providing superior service and dedicating himself to his work, Chris has built a business entirely based on referrals.

“My referral partners and I become friends because we talk every week,” Chris says. “I make a point to reach out to my referral partners at least twice a week. It builds strong relationships and trust in our process.” He approaches each transaction as a team-oriented process. “I like to make sure everyone is on the same team working through the process together.” He looks for agents who will set good expectations with the home buying process. “When I find the right mix with people, it’s phenomenal what comes out of it.”

Chris guides his clients through their transaction, building trust and helping them at every step of

the way. Getting others through difficult times has proven to be one of his favorite parts of the business. “I’ve helped people through a variety of challenging situations and it’s a very humbling experience.”

Clients love to spread the word about their time with Chris. One recently said, “Chris is knowledgeable, professional and upfront. I appreciated his transparency while buying our home.

He was very thorough and took the stress out of the process for me. He was also prompt in replying to my correspondence. He cares about a clients’ whole picture so that he can be sure that both he and Keller Mortgage go above and beyond expectations. Definitely looking forward to working with him in the future.”

A recent transplant to New Hampshire, Chris spends his free time building a network in his new town. He is also looking forward to hiking in the springtime.

As he looks towards the future, he is eager to continue growing. He has quadrupled his business over the past year and isn’t showing signs of slowing down. “It’s always rewarding to hear feedback from my clients and learn that I helped elevate their lives. It makes me so grateful to be in this career.”

For more information about Chris Mamone, please call 253-548-7142 or email cmamone@kellermortgage.com Top Agent Magazine

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