NATIONWIDE MORTGAGE 2-22-21

NATIONWIDE MORTGAGE EDITION

5 Reasons Why Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

YOU NEED A MENTOR

5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE TOP MORTGAGE LENDERS

ELSY DAVISON JASON GOSSER ZACK NAWABI MEL SHRIEVES CINDY SUBIA COVER STORY

KELLY PRICE

NATIONWIDE MORTGAGE EDITION

ELSY DAVISON When Elsy Davison decided to become 7 loan originator, she was 15 taka mortgage ing a leap of faith on a vision. “I jumped into it with no clients, no referrals, no realtors. But I was looking for a new challenge, and I had it in mind to focus on two specific demographics that I believe are underserved.”

That knowledge c 21 since every person unique. Elsy exerci and tenacity on beha “I do many loans th originators might n just doing the easy o working with some MEL SHRIEVES KELLY PRICE ZACK NAWABI ELSY DAVISON CINDY SUBIA JASON GOSSER seven months, helpi One of those groups the Latino idate workingin industry realtor community and the working relaworked in the is mortgage Her yearsdebt, of experience ple person Mel with ahas love worked for helpingin the banking Having the transaction, and makingindussure everyone 22 25 27 are have whom Elsy to tionships she fosters or made whatever. th since she was 20. twotry years what she credits for asis over 25 at years, Cindy Cindy And fond of on Gosser has flourished as a After justcommunity, updated everybelieves step. Subia she State. was promoted personal her mortgages. riginator ain teller, Washington her customers knowl- with organically marketing knowledge and that helping to be toatprovides a disadvantage whenwith it comes challenge com start in banker.

1992, after takingyears an buyers do not hesitate to leave Three later to sheapplying began toAfterwards, Mel has served on the Tacoma Pierce edge, dedication, and a positive can-do customers about all the va for loans. “I’m Hispanic, and the loans. That’s what gets me ex with Group OneinMortgage.

“I Most recently,attitude. glowing reviews about time together.

As a loan officer at their Sunstreet cial options available work mortgages.

Mel was County Association Realtors board as to th main reason One I became a mortgage loan originator makesofme thrive.” working for that company for client recently said, “Jason is director for 2020.the things I like the most w Mortgage, awarded the Tacoma Pierce County affil- she is committed to makingGosser at-large is to educate that as community aboutlooking the lending and a half years, then one of absolutely top-notch.

If you’re for seamless as possible with customers is being ab iate of the year award in 2019, andthe theloan Fiveprocess s, Ken Allen, took me under his someone who provides incredible services, process.”

The other group is single parents, which Her business is thriving One customers. Her goal is to always Mel’s passion for our veterans them.

Theextends moretoo. education Star him Mortgage Awardfor in her 2020. worked with side byProfessional side is very responsive to communication, and Elsy match can also relate with to. As single mom herself, of her comethe through customers thea best finanmy now customers better her work as aclients lender.

She donates Jason explains. Today, Jason is able to goMEL above and beyond, Jasonbeyond is the CINDY JASON GOSSER SHRIEVES SUBIA cial solution suited to their own unique of whether they are she understands very well the challenges someone rals, a luxury she doesn’t take lig Today, Melmanager is a branch sales managerperson to go to. He was always available time and resources to The Veteran’s buyin a producing branch situation.

Cindy has offices located or if they plan to invest facesMortgage trying for to questions raise a child own.

“A lot forout former clients once a i Fairway Association RealtoEstate Professionals, Mortgagewith Company, LLC inIndependent and is on verytheir knowledgeable Southern Arizona andhard Education is power, and I here he has been for 13 years. “There’s inthroughout his chosen He imagine worked very to find me Corporation, specializing in VA lending.

An an able organization works in the veteran of people whofield. can’t everwith being to bythat sending a card or a simple her team is able to assist customers in ering the people I work wit CONTENTS of us on impressive the team working together.

The aisgreat rate. It was the easiest home financingcommunity trans95% of her business referral in regard to homeownership afford a home are simply not aware of the various clients, she also checks in on th California and Texas. s solidify based. customer service anda build action in an theawareness 4 homes I have purchased.

I couldn’t be Mel brings spiritrelaof programs service and of and securing temporary housing for homeless veterans. out there canof help them date to see if they any prC When she’s have not working, as the vast majority of our business consists more pleased with thethat service Jason and his make team!” that how important a good lenderGROWTH can be to a client trying to Mel 23) is an instructor at Military Mortgage Bootcamp, a 4) BUSINESS HACK: 5 REASONS WHY and referrals.” of her deep focus onhere forming long-lasting be involved in hermake community. dreamBecause a reality.

For instance, in Seattle, the totions.

“I always myselfShe av navigateABSORB the process of homeownership.

“I love helping nonprofit focused on educating real estate professionals Looking ahead, Jason plans to focus on his past clienYOUR CLIENTS’ STRESS! YOU NEED A MENTOR relationships with referral partners and customers, at the local church and has recently sta city offers upI to fifty-five thousand dollars in down point, servicemembers they become more like fam servicemembers and their families, and love helping about VA home loans and showing how they assist all types of buyers, Jason’s tele: “We have a large database to really nurture, and Cindy’s business is primarily referral based. “I think ness networking group likeminded p assistance.” because we talk sofor often.” into homes.” workingpayment to access and ializes in people first-time homebuyers, we want to expand on those relationships.

We utilize really their home loan benefit. what it comes down to is that I really take care of 13) 5 MORNING HABITS

KELLY PRICE

She says, “We are a sports minded fami

DAILY HABITS THAT th the Washington State Housing Finance just to fine-tune our business to 26) beto thegive best itthem can the mywant customers.

I work diligently watching and playing.” She also enjo TO MAKE YOUR DAY SUPER on. “The“I try Washington State Housing be.”

Wherever the future leads, Jason will continue Ashope a best lender with Homebridge Financial Services, Elsy’s how well to be the person I would to rates have if the tables she’s not working, Mel loves spending time withand WILL INCREASE YOUR and make their When homebuying experience hikes withpleased her goldenwith retriever, spenh ce Commission have a lot of says. zero-down enjoying every minute oftohis work.

“One of the most were turned,” Mel “My clients aren’t transactions her family.

A mother of seven, she can often be found PRODUCTIVE Elsy is well positioned show her clients the way, taken off, and just plans to a happy one. I communicate throughout the entire time surrounded by family, especiallyho h MENTAL STRENGTH hat we are able to provide to the commurewarding things about this career is helping people to me. They’re people. And having I’m helping them into their cheering ongoing her kids at gymnastics andsetlacrosse.

She “I wa process and I always do what I say I’m to do. worked every kind of job in the mortgage course she for herself. n says. And because he started at such a achieve their dreams in real estate. It is so satisfying home, whether it’s their first orMASTERFUL second home, oreighteen even also enjoys hiking and kayaking. don’t make empty she says.

Cindy aboutbut the I’m futurenot of her TIPS FOR industry over her years of experience, grow,is excited of course, dri , most of his initial18) clients3were young as toI know we gave them apromises,” good experience.” their refinance.” is focused on growth in the upcoming king with him to buy their first LISTS homes. “I including underwriting, closing, and disclosures. tion or ambition in that sense. A TO–DO the future, plans to iscontinue giving her the loa What Cindy truly enjoys Looking about herto work is theMelobjective to continue making the mortgage business by helping first-time It’s given her a broad view rare among lenders. day, I’m trying to help people.

W fact that it allows people to fulfill a key part of the quick and efficient as possible, so that As an expert on VA loans, Mel often helps realtors clients the best service she can.

“I don’t focus on dollars; No matter who he is working with, Jason “I’m American able to answer a lot ofI focus questions thathelping otherthe ers thecan I the feel from“My help Dream: homeownership.

“I people…At love enjoy new home. go am are well-equipped to get through any and their veteran clients navigate the lending process, on end ofsatisfaction the daytheir that’s right Phone 310-734-1440 Faxto310-734-1440 n, even challenging ones.

Clearly, his work reach that milestone of becoming homeownkeepapeople growing and providing mortgage loan originators tend totodeflect orabout gloss into home.I’ve If Ihelped; become a top offering whatever guidance she| people can insure another thing do. It’s howtomany as excelle diligence are not going unrecognized, as he ers.

I alsoMel really enjoy problem-solving side isofgoing my customers.

Itowant to out make over they’re unfamiliar with those areas.” my success flow oftheir thatjou m servicemember family gets into abecause home. her the long as that number up, to me, that’s a win.” | sees www.topagentmagazine.com y ranks as one ofmag@topagentmagazine.com the top 25 loan officers in my work and having to figure out the puzzle.

Every chasing a home a happy and stress-free role as one of giving her clients the support and tools y. In 2020 they helped 1506offamilies!

No portion this issue may be reproduced in any manner prior consent publisher. Topstep Agent loan is different basedwhatsoever upon the without circumstances of of the a monumental forMagazine many of my cust

they need to empower them with theTo knowledge to makeabout Elsy, please call her at 206-229-5053 or 206learn more is published by Feature Publications GA,customer Inc. Although are taken ensure the published each andprecautions their credit.

I liketofiguring outaccuracy lookofforward tomaterials, being here for them an the best and most informed decisions when it comes to expressed hasizes, “We put clients first,cannot 100% be held Top our Agent Magazine responsible for opinions or facts supplied by its authors.

To subscribe or change what loan is going to be the most beneficial for them them in making smart decisions that wi can also email her at elsy.davison@homebridge.co ayou’re mortgage.

“At the end of the day,You it’s their e. With choosing mortgages, dealing address, send inquiry towith mag@topagentmagazine.com.

Published in the U.S. in the long run,” she says. their future.” home,make it’s their money, so we always sure that at theand endit’s the place where they’re For more information about Jason Gosser, we’re giving a good experience.” goingpeople to make their future memories.”

please call 425-330-1314 or Copyright T the team 2do everything possible to ensure Top Agent Magazine To learn more about Cindy Subia, email csubia@sunstreetmortgag email jasong@guildmortgage.net mers are happy, communicating throughout When it comes to staying in touch with referral visit partners sunstreetmortgage.com/subia-cindy, or call (520) 227–1445. www.

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

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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KELLY PRICE

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KELLY PRICE Sales Manager and Senior Loan Officer Kelly Price is a mortgage professional who consistently places the needs of her many clients front and center during every transaction.

Kelly Price – Sales Manager and Senior Loan Officer with Guild Mortgage in Moses Lake, Washington – is a hardworking, honest and deeply knowledgeable mortgage professional who consistently places the needs of her many clients 8 Copyright Top Agent Magazine

front and center during every transaction.

Committed to providing both her buyers and real estate partners with exceptional customer service, Kelly has more than earned her ever-growing reputation as a trusted financial advocate.

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Kelly began her journey in the world of mortgages in February of 2013, starting out as a Loan Officer Assistant, prior to working her way up to both Sales Manager and Loan Officer. “My father, who was the Branch Manager of Guild Mortgage for years before he retired and my sister took over for him, thought I would be great in the industry,” recalls Kelly. “I was worried that I might not be good at it.” That worry turned out to be unfounded, as she has found incredible success within the mortgage business. “I’m grateful to have Top Agent Magazine

this job with Guild Mortgage, and this is absolutely a long-term career for me, and I love my job,” she enthuses.

Kelly is justifiably proud of her association with Guild Mortgage, and of the wide array of loans the company provides. “One of the more popular loans we offer is the USDA,” she says, “because Moses Lake is a rural area with a lot of agriculture.” The company also does Down Payment Assistance loans, among many other products. “One of the things I Copyright Top Agent Magazine 9

“One of my favorite things about my job is when people think they can’t afford to buy a home, and then I’m able to help them do so.” love about our company is that we service almost all of our loan products in-house,” says Kelly.

Currently, the entirety of Kelly’s business is based upon returning clients and referrals from past clients and her many Realtor® partners, a sure indicator of the 10Copyright Top Agent Magazine

top-of-the-line service she provides. “I believe that is because no matter how big or how small the transaction is, I treat everyone the same,” she says, when asked how she manages to inspire such impressive levels of trust and loyalty amongst those she works with. “I love working with people, and also staying in Top Agent Magazine

“One of the things I love about our company is that we service almost all of our loan products in-house”

close contact with them during the entire transaction. I push incredibly hard to make sure every loan happens.”

“One of my favorite things about my job,” says Kelly, “is when people think they can’t afford to buy a home, and then I’m able to help them do so, even if it means taking my time with them to help them better their credit.

There have been times when I’ve worked with buyers for two or three years before they were finally able to buy their home.

That’s incredibly rewarding.”

When she’s not working, Kelly enjoys spending time with her family, enjoying the wide scope Top Agent Magazine

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of outdoor activities scenic Moses Lake has to offer, including camping and boating. She is also very civic-minded, and she is an Ambassador for the local Chamber of Commerce and a member of a local business networking group. Additionally, she supports multiple charitable organizations including New Hope.

Kelly’s plans for the future are fairly straightforward: to continue growing her already-exceptional business, and potentially adding an assistant to help her with that growth. Above all, however, remains her solid commitment to providing her clients with the amazing service that has long been her calling card.

For more information about Kelly Price, please call 509-766-7788 or email KPrice@GuildMortgage.net

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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ZACK NAWABI

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ZACK NAWABI

TESTIMONIAL

“Zack is a closer. Period. End of discussion. He helped guide my wife and I through our first home buying experience and had a solution for any scenario we encountered along the way.

He patiently and thoroughly addressed all of the documents and questions we had as first time home buyers. Zack will be our first call for lending from here on.”

—Seth Stammerjohan Providing clients with the highest quality financial services and lowest rates is one of Zack Nawabi’s specialties. His firm belief in business transparency coupled with his knowledge and professionalism have made him a client favorite in Los Angeles.

Zack started his career in the mortgage industry in 2003, and currently runs The Nawabi Group—a mortgage brokerage in Northridge, California.

Zack’s customers all come by way of referral, which he attributes to his client-oriented service and always keeping his clients as a priority. “There’s a lot of shiny things in this business that can detract from what the main goal should be. I think it’s important for people to go into this business with the right intentions. You have to be truly passionate about helping people to achieve real success. I 16

always like to stay focused on the mission not the commission. If you do a good job and help people, they will naturally refer you to others and help your business grow organically,” he says.

Known for his positive attitude and aptitude for problem-solving, Zack enjoys helping clients from all walks of life, but he holds a special place for first-time homebuyers. “There’s no greater feeling than helping someone attain their dream of home ownership. It’s the epitome of the American Dream, and it’s an honor to play a part in making it happen for someone else. It especially gives me a lot of joy to help someone who is a first-time home buyer.”

When he’s not working, Zack likes to stay involved in his community. He is part of a local group that Copyright Top Agent Magazine

TESTIMONIAL

“Zack, was recommended by my brother and as soon as I met Zack, I knew we were a good fit. He’s knowledgeable, responsive and professional. Moving from San Francisco and finding my first home in LA was not easy, but Zack and his team went above and beyond to make this experience pleasant. I would like to thank Zack and his team for helping my partner and I purchase our lovely home!”

—Blanca Villatro

helps out the homeless population in the downtown area. “We bring clothes, food and water and provide them whatever they need,” he says.

He also donates to help 10 individual families during the Christmas and Thanksgiving holidays.

In his spare time, he loves to go camping and make lasting memories with his family. Zack and his friends have also started a club named “The Husky Group”, and frequently get together to hike with their Huskies.

In the near future Zack plans to expand his business and hopes to pass on everything he’s learned over the years to young professionals who are just starting out in the business. “I would like to share my knowledge and my strategies for success. If I can help someone avoid some of the mistakes I made early on in my career, then I think it would be worth it,” he says, and stresses that mentorship is crucial for the new generation of mortgage brokers. “When it comes to my team, I want to bring on individuals who are willing to learn the business the right way—approaching clients with transparency and conducting business ethically. My ultimate goal is to create long lasting relationships with every single one of our clients and continue providing them with excellent service in the future.”

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TESTIMONIAL

“I have been working with Zack since 2018. I deemed him the Miracle Man because we were still able to close despite many obstacles. Each time I received the list from the underwriter asking for more LOEs, Zack was there to guide me and direct me. After I closed, he worked with me to align my finances and spending habits, refinanced my home, and counseled me to prepare for my next home purchase. I am happy to report that this current home purchase proved just how much the Nawabi team helped me. We received a same day approval and it was less than 30 days from the time I viewed the home to receiving the keys. I cannot sing his praises enough; he finds solutions to every problem, thinks outside the box, and I attribute the seller choosing my bid for my current property solely based on how clean and professionally Zack represented me.”

—Christina Maggio To learn more about Zack Nawabi email Zack@vintagelending.com, visit zackthelender.com, or call (818) 621– ZOOM (9666) www.

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3 Tips For Masterful To-Do Lists

by Rob Flitton

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

1-Important v. Urgent.

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

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

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

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

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

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

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

2-Obey The Crow.

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

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

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

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

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

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

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

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

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

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

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

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

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 20

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

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ELSY DAVISON When Elsy Davison decided to become a mortgage loan originator, she was taking a leap of faith on a vision. “I jumped into it with no clients, no referrals, no realtors. But I was looking for a new challenge, and I had it in mind to focus on two specific demographics that I believe are underserved.”

One of those groups is the Latino community, whom Elsy believes to be at a disadvantage when it comes to applying for loans. “I’m Hispanic, and the main reason I became a mortgage loan originator is to educate that community about the lending process.” The other group is single parents, which Elsy can also relate to. As a single mom herself, she understands very well the challenges someone faces trying to raise a child on their own. “A lot of people who can’t imagine ever being able to afford a home are simply not aware of the various programs out there that can help them make that dream a reality. For instance, here in Seattle, the city offers up to fifty-five thousand dollars in down payment assistance.”

As a lender with Homebridge Financial Services, Elsy is well positioned to show her clients the way, having worked every kind of job in the mortgage industry over her eighteen years of experience, including underwriting, closing, and disclosures.

It’s given her a broad view rare among lenders.

“I’m able to answer a lot of questions that other mortgage loan originators tend to deflect or gloss over because they’re unfamiliar with those areas.”

That knowledge can be crucial, since every person’s situation is unique. Elsy exercises imagination and tenacity on behalf of her clients.

“I do many loans that a lot of other originators might not do. I’m not just doing the easy ones. Often, I’m working with someone for six or seven months, helping them consolidate debt, working with their credit, or whatever. And that’s part of the challenge that comes with these loans. That’s what gets me excited. It’s what makes me thrive.”

Her business is thriving too. One hundred percent of her clients now come through repeats or referrals, a luxury she doesn’t take lightly. She reaches out to former clients once a month, whether by sending a card or a simple text. With new clients, she also checks in on their first payment date to see if they have any problems or questions. “I always make myself available. At some point, they become more like family than clients, because we talk so often.”

Elsy’s pleased with how well her business has taken off, and just plans to hold that original course she set for herself. “I want to continue to grow, of course, but I’m not driven by competition or ambition in that sense. At the end of the day, I’m trying to help people. What I like most is the satisfaction I feel from helping someone get into a home. If I become a top producer, I want my success to flow out of that motivation.

To learn more about Elsy, please call her at 206-229-5053 or 206-286-2802.

You can also email her at elsy.davison@homebridge.com Top Agent Magazine

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JASON GOSSER A true people person with a love for helping others, Jason Gosser has flourished as a top loan originator in Washington State.

He got his start in 1992, after taking an interview with Group One Mortgage. “I ended up working for that company for about two and a half years, then one of my mentors, Ken Allen, took me under his wing and I worked with him side by side until ‘07,” Jason explains. Today, Jason works as a producing branch manager for Guild Mortgage Company, LLC in Everett, where he has been for 13 years. “There’s about 15 of us on the team working together. The team helps solidify customer service and build relationships, as the vast majority of our business consists of repeats and referrals.”

Although they assist all types of buyers, Jason’s team specializes in first-time homebuyers, working closely with the Washington State Housing Finance Commission. “The Washington State Housing and Finance Commission have a lot of zero-down programs that we are able to provide to the community,” Jason says. And because he started at such a young age, most of his initial clients were young as well, working with him to buy their first homes. “I broke into the mortgage business by helping first-time buyers.” No matter who he is working with, Jason and his team are well-equipped to get through any transaction, even challenging ones. Clearly, his work ethic and diligence are not going unrecognized, as he consistently ranks as one of the top 25 loan officers in the country. In 2020 they helped 1506 families!

Jason emphasizes, “We put our clients first, 100% of the time. With mortgages, you’re dealing with emotions, so we always make sure that at the end of the day, we’re giving people a good experience.”

Jason and the team do everything possible to ensure their customers are happy, communicating throughout 22

the transaction, and making sure everyone is updated at every step.

Afterwards, buyers do not hesitate to leave glowing reviews about their time together.

One client recently said, “Jason Gosser is absolutely top-notch. If you’re looking for someone who provides incredible services, is very responsive to communication, and is able to go above and beyond, Jason is the person to go to. He was always available for questions and is very knowledgeable in his chosen field. He worked very hard to find me a great rate. It was the easiest home financing transaction in the 4 homes I have purchased. I couldn’t be more pleased with the service of Jason and his team!”

Looking ahead, Jason plans to focus on his past clientele: “We have a large database to really nurture, and we want to expand on those relationships. We really just want to fine-tune our business to be the best it can be.” Wherever the future leads, Jason will continue enjoying every minute of his work. “One of the most rewarding things about this career is helping people achieve their dreams in real estate. It is so satisfying to know we gave them a good experience.”

For more information about Jason Gosser, please call 425-330-1314 or email jasong@guildmortgage.net Top Agent Magazine Copyright Top Agent Magazine

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 24

4. Networking

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

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MEL SHRIEVES Mel has worked in the banking industry since she was 20. After just two years as a teller, she was promoted to personal banker. Three years later she began to work in mortgages. Most recently, Mel was awarded the Tacoma Pierce County affiliate of the year award in 2019, and the Five Star Mortgage Professional Award in 2020.

Today, Mel is a branch sales manager with Fairway Independent Mortgage Corporation, specializing in VA lending. An impressive 95% of her business is referral based. Mel brings a spirit of service and an awareness of how important a good lender can be to a client trying to navigate the process of homeownership. “I love helping servicemembers and their families, and I love helping people into homes.”

“I try to be the person I would hope to have if the tables were turned,” Mel says. “My clients aren’t transactions to me. They’re people. And I’m helping them into their home, whether it’s their first or second home, or even their refinance.”

As an expert on VA loans, Mel often helps realtors and their veteran clients navigate the lending process, offering whatever guidance she can to insure another servicemember family gets into a home. Mel sees her role as one of giving her clients the support and tools they need to empower them with the knowledge to make the best and most informed decisions when it comes to choosing a mortgage. “At the end of the day, it’s their home, it’s their money, and it’s the place where they’re going to make their future memories.”

When it comes to staying in touch with referral partners and borrowers, Mel keeps things friendly and familiar with calls, texts, and birthday cards. She puts an emphasis on forging strong working relationships with clients and partners. A successful business call with Mel often includes time to catch up with a client or realtor about what’s going on in their lives, basing their work together on a foundation of friendship. Mel’s involvement in the Top Agent Magazine

realtor community and the working relationships she fosters are what she credits with organically marketing her mortgages.

Mel has served on the Tacoma Pierce County Association of Realtors board as at-large director for 2020.

Mel’s passion for our veterans extends beyond her work as a lender. She donates time and resources to The Veteran’s Association for Real Estate Professionals, an organization that works in the veteran community in regard to homeownership and securing temporary housing for homeless veterans.

Mel is an instructor at Military Mortgage Bootcamp, a nonprofit focused on educating real estate professionals about VA home loans and showing servicemembers how to access and utilize their home loan benefit.

When she’s not working, Mel loves spending time with her family. A mother of seven, she can often be found cheering on her kids at gymnastics and lacrosse. She also enjoys hiking and kayaking.

Looking to the future, Mel plans to continue giving her clients the best service she can. “I don’t focus on dollars; I focus on people…At the end of the day that’s the right thing to do. It’s about how many people I’ve helped; as long as that number is going up, to me, that’s a win.”

Connect with Mel via phone (direct): 253-353-4566, or (Office): 253-268-5106, or via email: mel.shrieves@fairwaymc.com 25 Copyright Top Agent Magazine

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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CINDY SUBIA Having worked in the mortgage industry for over 25 years, Cindy Subia provides her customers with knowledge, dedication, and a positive can-do attitude. As a loan officer at Sunstreet Mortgage, she is committed to making the loan process as seamless as possible for her customers. Her goal is to always match customers with the best financial solution suited to their own unique situation. Cindy has offices located throughout Southern Arizona and with her team is able to assist customers in California and Texas.

Because of her deep focus on forming long-lasting relationships with referral partners and customers, Cindy’s business is primarily referral based. “I think what it comes down to is that I really take care of my customers. I work diligently to give them the best rates and make their homebuying experience a happy one. I communicate throughout the entire process and I always do what I say I’m going to do.

I don’t make empty promises,” she says.

What Cindy truly enjoys about her work is the fact that it allows people to fulfill a key part of the American Dream: homeownership. “I love helping people reach that milestone of becoming homeowners. I also really enjoy the problem-solving side of my work and having to figure out the puzzle. Every loan is different based upon the circumstances of each customer and their credit. I like figuring out what loan is going to be the most beneficial for them in the long run,” she says.

Her years of experience in the business have made Cindy fond of sharing her knowledge and helping to inform her customers about all the various financial options available to them. “One of the things I like the most when working with customers is being able to educate them. The more education I can give my customers the better, regardless of whether they are buying one home or if they plan to invest in the future.

Education is power, and I like empowering the people I work with,” she says.

When she’s not working, Cindy strives to be involved in her community. She is a member at the local church and has recently started a business networking group for likeminded professionals.

She says, “We are a sports minded family and enjoy watching and playing.” She also enjoys going on hikes with her golden retriever, and spending her free time surrounded by family, especially her grandson!

Cindy is excited about the future of her business and is focused on growth in the upcoming years. Her objective is to continue making the loan process as quick and efficient as possible, so that her customers can enjoy their new home. “My goal is always to keep growing and providing excellent service to my customers. I want to make their journey of purchasing a home a happy and stress-free one. This is a monumental step for many of my customers, and I look forward to being here for them and supporting them in making smart decisions that will help shape their future.”

To learn more about Cindy Subia, email csubia@sunstreetmortgage.com, visit sunstreetmortgage.com/subia-cindy, or call (520) 227–1445. www.

Oh, and by the way….I am never too busy for your referrals!

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