NATIONWIDE MORTGAGE 2-4-19

NATIONWIDE MORTGAGE EDITION

What the First Thing You Do After Work Says About You

8 THINGS SUCCESSFUL PEOPLE NEVER DO 3 Mind–Bending Philosophies to Expand Your Professional Perspective

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

COVER STORY

Gene Dupuis TOP MORTGAGE LENDERS

JAY KERBER DALE KOLBUS RICHARD MILLER LISA WELLS TROY WILLIAMSON

NATIONWIDE MORTGAGE EDITION

DALE KOLBUS DALE KOLBUS DALE KOLBUS

Dale Kolbus - Mortgage Loan Originator The appreciation his clients feel for with New American Funding in Chattaperhaps best illustrated by the imp Dale Kolbus - Mortgage Loannearing Originator The appreciation hisreviews clients he feelhas forre nooga, Tennessee – is rapidly two number of glowing with New Funding best illustrated by the decades of American helping his grateful clients for his services, including thisimpr on 7 15 in Chatta16 perhaps nooga, Tennessee – isdream rapidly two number of glowing he has re achieve the American of nearing home ownZillow.com: “Dalereviews was extremely decades of conscientious, helping his grateful clients for his services, including this acqu one ership.

Dale’s empathetic and throughout the entire mortgage Determined, self-motivatedZillow.com: and I amphone.

When proble achieveprofessional the American dream of home own“Dale was extremely deeply approach has endeared process. a first-time homebuyer ership.

Dale’s conscientious, empathetic and throughout the mortgage 100% client-focused, Jay Kerber weentire are by and haveacqu alre him to not only the buyers he works with, easily overwhelmed numbers and deeply professional approach has endeared process.

I am a first-time homebuyer but to his many Realtor partners as well. cial commitments, and it was invalu has made great strides as a loan offihim to there not only the buyers works with, easily by numbersatand In fact, is probably no he more convincexplained eve me thatoverwhelmed DaleAfter clearlythe cer in the Charlotte, North Carolina transaction but evidence to his many Realtor partners as well. cial it was ing of Dale’s trustworthiness than just commitments, how feasible itand would be invalu for me region. He started his professional time together.

In fact, is probably more convincme that Dale clearly explained at evefr the fact there that many of thenoRealtors he has a house.

Hetheir was so encouraging, career as a financial planner, helpAnother recently sa ing evidence of Dale’s trustworthiness than just how feasible it would be for worked with have availed themselves of his helpful, and generous with his me tim the fact when that many of thetheir Realtors he ing has clients achieve their investment ahehouse. was so encouraging, services purchasing own homes. made He thefamily process easy for this fir was in the pfr worked with JAY have KERBER availed themselves of his helpful, and generous with his tim homebuyer!”

GENE DUPUIS DALE KOLBUS goals. But he didn’t like the uncerdifficulties with our services when purchasing own homes. he made the process easy for this fir Dale, a former DJ in thetheir Chicago area, When Troy Williamson was looking for tainty a ofitmy clients say theyfrom rec of the market.

“I owe to ourwould application homebuyer!” began his journey in the world of mortgages back in 2002.

Though the financial rewards of his chosen pro new career, a serendipitous meeting led to his andhand would rec 19 20 23inconsiderable, myown clients to givearethem my customer abso- it service extended when Dale, formerwho DJ was in the Chicago “I had aa friend about to openarea, his franchise not is definitely the more p entranceof into the mortgage HeI“and was friendsfrom andover family.” began hisbest, journey in the world of mortgages in 2002.

Though theplanner, financial rewards of his chosen prof a lute mortgage company,” he recalls, heback had worked side of the industry which Dale derives th and I industry. didn’t feel could do that as a financial by her professi Twenty years ago, Lisaare Wells was remainsitsteadfast throughout. refinancing hisOfficer home atRichard time and intro“Imortgages had friend who was about tothought his not inconsiderable, definitely more pe Loan Miller –open of Establishing and maintaining relationships all ofNo h in for athe long time andwas I’down be afranchise great fit job satisfaction.

“It’s an is incredible thrill,” he en as ayou never know when the market will turn against you,” Jay closed inwith 2the weeks!

W weighing the merits of pursuing a of confidence and calm in the m of athat mortgage company,” he recalls, “and he had worked side of the industry from which Dale derives the duced toCardinal a lender.

“I was in retail management When it comes to growing their for industry because I had a gift for gab, having been “to see my clients smiling faces at the end of the Financial Company in buyers and and Realtor partners is ofpartners paramount importa explains. house of his own meeting a mortmortgage needs, and career an working referral also rest assure mortgages forAfter a would long time and athought I’das be aattorney, great fit while job satisfaction.

“It’ssit anback, incredible he entc and looking for a change, so buying I be found the loan sure to stay inthrill,” touch with ainDJ. He thought it easy for me to talk to people, date when theymake can relax, and understa Dallas, Texas – has nearly two to Richard, and has resulted in a business that is base days in a law office and nights as a time, no matter what.

With a sign gage he was meant Another “Jay for that because aknew giftso forhe having “to my industry. clients smiling faces at the the end of the w cT process and intriguing and ithad matched my agents after transaction that industry I’dprofessional, makethought a great Icandidate, hegab, asked me ifbeen I’dto be it’sinsee allthis done andestate that they now own asaid, new home. decades of experience helping significantly ondate repeat business and referrals from thos she decided thatown atheyto driven by repeat and referral clie a DJ. thought it would be easy me toeight talk toyears, people, when can back, relax, and understan Now he’s been in business has his dediknowledgeable and like toHe learn the business.”

The restfor iswaitress. history, asOnce they say.and no better feeling than the thanks they give me wh background,” Troy explains.

“It the turned out the mysitclosings, that makes an im andlooking that I’dtoachieve make great candidate, so he asked me I’d forand it’s done andsolidifies that has own new home. lawyer’s life wasn’t her,all she set ships are the proven toa last for the his buyers thethree American same buyers Realtors.

He also established solhTl Relocating Tennessee years ago from Wisconsin, deal is done.” lender was for a ajunior loan officer, so fact that Iand am there cated “Dream Team”, including Jeff as aifprocessor and Jean as anthey anow problem we likeinitially to learn the business.”

The rest isout history, as athey say. no better feelinglocal than the thanks they giveand metak wh to craft new professional path for doing the right thing he worked for another company before recently dream of homeownership.

Richrelationships with several builders, which provid two months assistant. later I started working him.” immediately and get transactions “Jean has 20with years offrom experience ina the business.

She’s one responded withi Relocating to Tennessee three years ago Wisconsin, deal is done.” for herself.

When few restauthat we’ve covered all the bases making the switch to NewofAmerican Funding.

Dale passionate about giving back toexcep the oc deep reservoir approximately 60%is also of his business.

His team’s It’s noward’s been nearly 15 years aindustry flourishing smoothly.”

Troy also focuses fantastic with our clients and builds personal relationship with very good atsoex he initially worked for another company before arecently rantfor regulars, who happened to has be given the way,” sheand says.

“We close nity that him sowere much, and he does mortgage career for Troy, and he’s grateful SEO ranking advertising wt knowledge, coupled with his tional systems and communication skills means that ever RICHARD MILLER LISA WELLS TROY WILLIAMSON making the switch to New American Funding.

Dale is also passionate about giving back to the co each in of both them,” Jay explains.

“Jeff nearly has sothemuch and want I endeavors, would highly reco Licensed Tennessee and mortgage Georgia, a knowledge, varietyshe of philanthropic including brokers, suggested never my clients to miss oh every second of it.

Today he works with On Q buyer and Realtor agents. sincere affable approach, isrole kept apprised of every th nity that has given him sopurchase much, and anywhere hestep doesin so entirety ofand Dale’s considerable business is based on repeat ticipation in Breast Cancer Awareness month eve he loves to pick up the phone and talk customers through their parlay her people skills to a because of something I did oth Financial in Wilmington, North Carolina.

His transaction, Licensed in clients, both Tennessee and Georgia, nearly the and a variety of philanthropicfamilies endeavors, including h have resulted in a stellar reputathat communication continues long aft and referred with a significant portion of those assisting underprivileged provide Christm in the business, Lisa was at first unsure.

Still, sheat decided to why weclients have an expert fromglo o questions orconsiderable concerns.”

Together they work New American team consists of Philip Andrews (Mortgage Consultant), After the transaction, love to leave entirety of Dale’s business is based on repeat ticipation in Breast Cancer Awareness month even referrals fromand the spent real estate agents works for their children.

Dale isservice also involved with the G tion asmake acoming mortgage professional the he deal is two closed.

“Our customer sets us apart the leap the first year working jobs as she and agents atOne every phase of the Funding, a direct lender with a focus on customer service.

Not only do Jay an and referred clients, with a significant portion of those assisting underprivileged families provide Christma Nathaline Richards (Transaction Coordinator), Carrie Jordan about Troy and his team. recently said, with. “Iinterest think it’s because I own. always answer my phone,” Chattanooga Association of Realtors Affiliate C who consistently puts(Transaction his client’s above his says Richard.

“Even post-transaction, we work hard learned the ropes of her new industry.

“The most important about connecting and following referrals coming fromand theTracy real estate agents he works for their children.

Dale alsoevents involved with Coordinator), Collier Protime buyer and in was nervous andthehad their community.

“EG says Dale, when asked how he manages to(Loan inspire such and participates all extremely ofistheir as well. things about this business are being trustworthy, communisuperpowers.

Agents us that stay top of mind with them.

We’ll reach outinvolved to tell them twic with.

“I think it’s because I always answer my phone,” Chattanooga of be Realtors Affiliate C cessor). impressive They primarily serve Carolina, are also to expect.

I Association had a million questions and with Troy loyalty.

“I’m North also available on but evenings and Jay “It’s that personal touch that sets us apart,” explains.

“Anyto cating well, andhow understanding clients and theircards experience,” we always give clients informatio says Dale, when asked he manages to inspire such and participates in all of their events as well.

Richard began his successful career in 2000, after moving to a year with for their birthdays or the anniversary licensed weekends. in one Southcan Georgia, Virginia and so Florida. them.

Hefor also made me simple: feel weird ICarolina, know people workitduring the day, if they toof Dale’s plans thenever futureing aredinners fairly to c do “I loans, a special person care about to those she says. beganbut as antakes originator on day one, and really I’ve been to track us down for answers.

O impressive also evenings and Dallas to work in the restaurant “Unfortunately,” moving into home. things remin talk loyalty. to mecomes at“I’m timesfrom thatavailable might be on inconvenient for their expanding hisWe’ll business, butdo never at thelike expense of Much ofneed theirtoindustry. business referrals from past climany questions.

Healso answered everything happ a client the way our folks do.

We’re all financial professionals. from substance abu doing it ever since.” clients how we can add value to weekends.

I know people work during the day, so if they Dale’s plans for the future are fairly simple: to co other loan professionals, then I’mdirectly there forcredits them.” cellent customer has become his me calling ents and real estate agents, Troy me through the service entire that process.

He gave ad he says, “the restaurants weren’t doing too which well.

However, themtototheir file their homestead exemptions.” needIttoall talkcomes to me atdown times that might be inconvenient for to expanding his comes business, butChildren’s never at the expense of to this is what we want do.

That Hospital superior service. needed to do, how I shouldhas dobecome it, andhis what to e I met somebody who worked in the mortgage other loan professionals, thenindustry I’m there them.” cellent customer service calling Today, Lisa is in command of know afor seasoned career, withJayBeyond the office, Lisa and her through to our clients, they we are on complete their side.” and that

JAY KERBER

TROY WILLIAMSON

LISA WELLS RICHARD MILLER

CONTENTS

4) BUSINESS GROWTH HACK: 17) 3 MIND–BENDING ABSORB YOUR CLIENTS’ PHILOSOPHIES TO EXPAND me through the entire all the way to clos who thought I would be a good fit.

So that was how I goteducating Despite the financial rewards ofprocess his chosen professio reputation for thoroughly her clients, following nity donations in thei STRESS! YOUR PROFESSIONAL hisaour team understand thepeople importance of each transaction and takeby making As Jay looks toward “It’s definitely service that keeps coming back to service all around.”

For more information about Dale Kolbus, NMLS#1162957 started.” Currently overseeing a team of on fiveprofessional other profesRichard points atoSr. theLoan moreConsultant, personal of the mortgag through promises, and leading capable, they close,side contributing to organ us,” Troy explains.

“Wevery are seriously. currently ranked inare the top 100 theirmore jobs “They trusting us with family’s to continue growing For information about Dale Kolbus, Sr.their Loan Consultant, NMLS#11629 PERSPECTIVE tight-knit team.

Under the banner of CrossCountry Mortgage, animal rescue and welfare, andh sionals who share his client-first business ethos, Richard industry when asked what he likes most about what please call 423-664-7423 orexperience email more information about Dale On Kolbus, Sr.Dale.Kolbus@nafinc.com Loan Consultant, NMLS#1162957 in the nation forFor service on SocialSurvey, anda terrifying amongst During any free time, is giving back h security, essentially.

It can be for them if Troy I told them in thetobe 13) WHAT FIRST THING Lisa oversees five call fellow professionals that assist in guiding an avid supporter of Women in please 423-664-7423 or email Dale.Kolbus@nafinc.com processesTHE approximately 325 units annually, totaling nearly does.

“I love being able to help people get into a home Q Financial they as a whole, my team ranks the highest out of all through multiple nonprofits, including Educ please call 423-664-7423 or email do not amazing relationship with their loan I want to changethat th clients andhave agentanreferral partners each stepDale.Kolbus@nafinc.com ofobvious. theofficer.” professional organizations $80,000,000 in volume. been really hethrough says,serihis sincerity become friends with teams“I’ve in the nationreally, for service.

Weblessed,” take our clients very Walls and Nourish“I’ve He also loves spending YOU DO AFTER WORK SAYS 21) 8are THINGS One way Jay ensures they providing theSUCCESSFUL best guidance is byNC. they will doubt lending process.

With underwriting and funding completed estate industry.

In herno free hours says Richard. “I learned that with I can’t by onelotcan ofexpect my clients.

It’s pretty to music. go to aAnd closing an ously.”long Whenago working Troydo andthis his team, family, surfing,awesome and playing he wou in-house, clients rely on Lisa and her team for their access to a one with family and one meeting hisclear, clients face to face.

“I’d much rather have onher That’s whatloved is most ABOUT YOU PEOPLE NEVER DO to see smiling faces and frequent communication.

They he is today without a little planning for the fu myself, so it’s important to create wide-range a really good team.

We’reBeyond seethe theconventional smiles on their faces.” of loan products. options two kids’ basketball teams.

NMLS ID#6606. Subject to borrower and property qualifications. Terms and conditions are subject to change without notice. Not all applicants wil Corporate office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 01/2019. Copyright Top Agent Magazine.

NMLS ID#6606. Subject to borrower and property qualifications. Terms and conditions are subject to change without notice. Not all applicants will Corporate office 14511 Road, Suite 100, Tustin CA 92780.

Phone (800)always 450-2010.improve, 01/2019. Copyright Top Agent Golden Rule ofMyford treating others as they would so I want to Magazine. be able to streamli

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one or group meeting with them, rather than talk to them on the the help. We’re so g abide by the sort of like the Knights of the Round Table. Everyone Copyright Top Agent Ma available, Lisa is alsoknows well-versed in construction loans for to be treated. and “When you how communicate clearly as well more and continue to ‘wow’ people,” he says their spot and their want responsibilities, that’s we’ve spending tim custom home builders, physicianWhen loans he’s with not 0% working, down on Richard As for theenjoys future of her enterpris as follow through on doing what you say that you are going to want to grow so much that we’re not offering properties up to a name adding to been able to grow.” Equally helpful has been the$750,000, fact thatand has withalso hismade family, andfor theyteam’s try tosteady visitgrowth, the Dominica do, that means aherself lot to people,” Troy says. first-time “The vast buyers. majority“We of customer workinghaving alongside spend a lota service.” whoHis are eager to grow, improveaa Phone 888-461-3930 | Fax 310-751-7068 Richard is fluent in both English and Spanish, lived Republic at least once year. favorite activities communicating with ourwater, withbeaches more than decades of in the Caribbean early in his life. of time educating, hand-holding, and anything that involves or two warm weathe mag@topagentmagazine.com | clients—especially www.topagentmagazine.com our first-time home buyers,” Lisa explains. Lisa Wells considers what she h He, along with his team, are also committed to givin “On our team, we really have that nurturing instinct and know her career in mortgages. “I’ve d – reproduced which is licensed totoprocess loans inwithout allandprior backconsent to their community, do new so things through sever No portion ofRichard’s this issue team may be in any manner whatsoever of clients. the publisher.

Agent Magazine how anticipate questions needs from our Our Top I and still find to like abo states Publications – focuses primarily on the Metroplex area. different charitable organizations.

They firsm is published fifty

by Feature GA, Inc. Although areand taken to ensure the accuracy published materials, goalDallas isprecautions to give clients agents peace of mind throughofevery reflects.

“I lovealso beingteach part of Top Agent Magazine be held for opinions or facts supplied by its authors.

To subscribe or change Cardinalcannot Financial, a responsible direct lender, offers a expressed wide variety time home buyer courses inopportunity conjunction withathe builde step of the process.” to have steady care address, send to mag@topagentmagazine.com.

Published in the U.S. they work with. support you, the sky is the limit. ofinquiry loan products to suit any need. Because Richard works Empowering borrowers through extensively with local builders and new construction, he knowledge is a central pillar and I’m committed to them and of homebuyers.

Lisa’s working His style.team Each team role in forprofessionals they can Togeth offers many options for first-time Themember future plays looksa bright Richard, and his be. plans a moving files from contract to close, while communication Topgetic about what we do.”

Agent Magazine also focuses heavily on assisting military veterans, and simple: to continue growing his business while sacrificin they work extensively with the Texas Veterans Land none of the exceptional customer service thatplease has becom For Board more information about Jay call Kerber, For more information about Troy Williamson, please 910-262-2613

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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Gene Dupuis

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As Regional Branch Manager for Open Mortgage, Gene Dupuis manages locations in Vidor, Nederland, Angleton, Boerne, and Houston.

Gene Dupuis has a combination of experience and passion that has allowed him to quadruple his loan origination business over the last five years. When Gene started as a new loan officer seventeen years ago, he soon found he had a talent for the business. After his first year, he teamed with a friend to open an independent mortgage company, Everyone’s Mortgage.

Gene currently works as a Regional Branch Manager for Open Mortgage, managing loca8Copyright Top Agent Magazine

tions in Vidor, Nederland, Angleton, Boerne, and Houston. His clients and realtor partners appreciate his expertise, enthusiasm, good nature, and ability to overcome obstacles in order to get the job done. He’s part of the Presidents Club and has been the top producer at Open Mortgage in either units or volume every year for the last five years. Mortgage Professional America named him a Young Gun 2014 and 2015. He won the 2018 Affiliate of the Year Top Agent Magazine

Award from the Beaumont Board of Realtors.

Licensed in Texas and Louisiana, he focuses on serving the Southeast region of Texas including Houston, Beaumont and Orange.

Open Mortgage is a direct lender. Gene offers USDA, VA, and down payment assistant programs in addition to all the traditional loan programs. As a part of the recovery efforts from Hurricane Harvey, he’s been offering a Top Agent Magazine

lot of renovation loans as well. An impressive 80% of Gene’s business comes from repeat clients and referrals from Realtor partners. What keeps his referral partners coming back and sets him apart from other lenders? “I believe it’s my knowledge of the products and the process,” Gene says. “If someone has a question, I don’t just give them any answer to pacify them. I go out and get them the right answer, so we know that we can take that to the bank Copyright Top Agent Magazine9

and close.” He understands underwriting, processing and closing incredibly well, and can make any accommodations needed to ensure a smooth process. The result of his expertise and dedication is an amazing track record.

“Out of the last five years, we’ve only had one loan originated that we couldn’t close due to something that was on our end,” he says.

After closings, Gene sends thank you notes and gifts to show appreciation. “We believe Copyright Top Agent Magazine 10

in the relationships we build,” he says. He stays in close contact with real estate agent referral partners, stopping by to say hello or reaching out by phone to check in. “A lot of them have become more friends than just business partners because we do work so well together, and it takes a village to make these things happen!” He stays in touch with Realtor partners throughout the process, keeping them apprised of any new information or developments.

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“I like helping out the families, especially when they come in thinking the process will be very difficult and it turns out to be so much easier than they expected. That’s not just because of me—it’s also because of my team.”

What’s Gene’s favorite part of the job? “I like helping out the families, especially when they come in thinking the process will be very difficult and it turns out to be so much easier Top Agent Magazine

than they expected. That’s not just because of me—it’s also because of my team. I have someone who helps with pre-qualifications and someone who helps from contract-to-closing.

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So there’s always someone there to assist our clients. I love seeing families get into their new home. It’s always a good day at closing time!”

To give back to the community, Gene and his team are involved in the local Chamber of Commerce, sponsor area high schools and local youth sports programs, and donates to various charitable organizations. He serves as the 2019 Affiliate Chair for the Beaumont

Board of Realtors. In his free time, he enjoys spending time with family and traveling with his wife and daughter. He also loves motorcycles and cars. “I like going fast,” he says with a smile. He and his wife also buy, renovate, and flip homes. For the future, he’d like to hire a few more loan officers and continue to cultivate a great culture for his team. Now those are worthy goals that will surely benefit his team, his clients, and the financial stability of his community!

To find out more about Gene Dupuis, you can contact him via email at gened@openmtg.com or by phone at (409) 466-9799.

You can also check him out online at TeamGene.com.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 14

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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JAY KERBER Determined, self-motivated and 100% client-focused, Jay Kerber has made great strides as a loan officer in the Charlotte, North Carolina region. He started his professional career as a financial planner, helping clients achieve their investment goals. But he didn’t like the uncertainty of the market. “I owe it to my clients to give them my absolute best, and I didn’t feel I could do that as a financial planner, as you never know when the market will turn against you,” Jay explains. After buying a house of his own and meeting a mortgage professional, he knew he was meant to be in this industry.

Now he’s been in the business eight years, and has his own dedicated “Dream Team”, including Jeff as a processor and Jean as an assistant. “Jean has 20 years of experience in the business. She’s fantastic with our clients and builds a personal relationship with each of them,” Jay explains. “Jeff has so much knowledge, and he loves to pick up the phone and talk customers through their questions or concerns.” Together they work at New American Funding, a direct lender with a focus on customer service.

“It’s that personal touch that sets us apart,” Jay explains. “Anyone can do loans, but it takes a special person to really care about a client the way our folks do. We’re all financial professionals.

It all comes down to - this is what we want to do. That comes through to our clients, they know we are on their side.” Jay and his team understand the importance of each transaction and take their jobs very seriously. “They are trusting us with their family’s security, essentially. It can be a terrifying experience for them if they do not have an amazing relationship with their loan officer.”

One way Jay ensures they are providing the best guidance is by meeting his clients face to face. “I’d much rather have a one on one or group meeting with them, rather than talk to them on the

phone. When problems come up, no matter what, they know who we are and have already begun forming a trusting relationship.”

After the transaction is over, clients leave glowing reviews about their time together. One referred to them as “Miracle Workers,” Another recently said, “Jay’s team was absolutely fantastic. Our family was in the process of relocating from FL to NC. We had difficulties with our original broker due to the complexities of our application from another state. Jeanne came to us with an extended hand when we needed it most. We were completely won over by her professionalism, work ethic, and communication. We closed in 2 weeks! We will definitely use NAF again for our future mortgage needs, and recommend them with the highest marks.”

Another said, “Jay was very thorough and his staff was extremely knowledgeable and helpful. Our entire process went off without a problem and we have Jay and his staff to thank for that. Everyone responded within a business day when we had questions and were very good at explaining everything we had questions about.

I would highly recommend using him and his staff for your next purchase anywhere in the Charlotte area.”

Not only do Jay and his team help their clients, they also help their community. “Every holiday season, we choose two charities to be involved with, last year it was providing 30 Thanksgiving dinners to those suffering from homelessness and recovering from substance abuse. This year we’re involved with Levine Children’s Hospital for Christmas.”

As Jay looks towards the future, he is eager to expand. “We want to continue growing. I want to see everyone on my team grow.

I told them in the beginning, I don’t just want to give them a job, I want to change their lives.” With a passion for what they do, they will no doubt achieve their goals. “We love what we do.

That’s what is most fun about it, helping people who really need the help. We’re so grateful they choose us.”

For more information about Jay Kerber, please call 704-733-7092, email jay.kerber@nafinc.com, or visit newamericanfunding.com www.

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DALE KOLBUS DALE KOLBUS DALE KOLBUS

Dale Kolbus - Mortgage Loan Originator with New American Funding in ChattaDale Kolbus - Mortgage Loannearing Originator nooga, Tennessee – is rapidly two with New Funding in Chattadecades of American helping his grateful clients nooga, Tennessee – isdream rapidly two achieve the American of nearing home owndecades of conscientious, helping his grateful clients ership.

Dale’s empathetic and achieveprofessional the American dream of home owndeeply approach has endeared ership.

Dale’s conscientious, empathetic and him to not only the buyers he works with, deeply professional approach has endeared but to his many Realtor partners as well. him to there not only the buyers works with, In fact, is probably no he more convincbut to his many Realtor partners as ing evidence of Dale’s trustworthiness well. than In fact, is probably more convincthe fact there that many of thenoRealtors he has ing evidence of Dale’s trustworthiness worked with have availed themselves ofthan his the fact that many of the Realtors he has services when purchasing their own homes. worked with have availed themselves of his services when purchasing own homes.

Dale, a former DJ in thetheir Chicago area, began his journey in the world of mortgages back in 2002.

Dale, formerwho DJ was in the Chicago “I had aa friend about to openarea, his own franchise began his journey in the world of mortgages 2002. of a mortgage company,” he recalls, “and heback had in worked “Imortgages had a friend wastime about open his in forwho a long andtothought I’down be afranchise great fit of a mortgage company,” he recalls, “and he had worked for that industry because I had a gift for gab, having been in mortgages for a long time and thought I’d be a great fit a DJ. He thought it would be easy for me to talk to people, for that had a giftso forhegab, having and that industry I’d makebecause a great Icandidate, asked me ifbeen I’d a DJ. He thought it would be easy for me to talk to people, like to learn the business.” The rest is history, as they say. and that I’dtomake a greatthree candidate, so hefrom asked me if I’d Relocating Tennessee years ago Wisconsin, likeinitially to learnworked the business.”

The rest is history, as they say. he for another company before recently Relocating to Tennessee three years ago from Wisconsin, making the switch to New American Funding. he initially worked for another company before recently making theinswitch New American Funding. nearly the Licensed both to Tennessee and Georgia, entirety of Dale’s considerable business is based on repeat Licensed in clients, both Tennessee and Georgia, nearly the and referred with a significant portion of those entirety of Dale’s considerable business is based on repeat referrals coming from the real estate agents he works and referred with aI always significant portion those with.

“I thinkclients, it’s because answer my of phone,” referrals from how the real estate agents he works says Dale,coming when asked he manages to inspire such with.

“I think it’s because I always answer my phone,” impressive loyalty. “I’m also available on evenings and says Dale, when asked how he manages to inspire such weekends. I know people work during the day, so if they impressive evenings and need to talk loyalty. to me at“I’m timesalso thatavailable might be on inconvenient for weekends.

I know people work during the day, so if they other loan professionals, then I’m there for them.” need to talk to me at times that might be inconvenient for other loan professionals, then I’m there for them.”

The appreciation his clients feel for him is perhaps best illustrated by the impressive The appreciation hisreviews clients he feelhas forreceived him is number of glowing perhaps best illustrated by the for his services, including thisimpressive one from number of glowing he has received Zillow.com: “Dalereviews was extremely helpful for his services, including this acquisition one from throughout the entire mortgage Zillow.com: was extremely process. I am“Dale a first-time homebuyerhelpful who is throughout the entireby mortgage easily overwhelmed numbersacquisition and finanprocess.

I am a first-time who is cial commitments, and ithomebuyer was invaluable to easily numbersatand finanme thatoverwhelmed Dale clearlyby explained every step cial it was to just commitments, how feasible itand would be invaluable for me to buy me that Dale at every step a house.

He clearly was so explained encouraging, friendly, just how and feasible it would be for to buy helpful, generous with his me time, and ahehouse.

He was so encouraging, friendly, made the process easy for this first-time helpful, and generous with his time, and homebuyer!” he made the process easy for this first-time homebuyer!”

Though the financial rewards of his chosen profession are not inconsiderable, it is definitely the more personal Though the industry financialfrom rewards of Dale his chosen side of the which derivesprofession the most are inconsiderable, it is definitelythrill,” the more personal job not satisfaction.

“It’s an incredible he enthuses, side of my the clients industry from which derives theclosing most “to see smiling faces atDale the end of the job satisfaction.

“It’s an incredible thrill,” he enthuses, date when they can sit back, relax, and understand that “to my clients smiling facesown at the end home. of the closing it’s see all done and that they now a new There’s date when they can sit back, relax, and understand no better feeling than the thanks they give me whenthat the it’s and that they now own a new home. There’s dealall is done done.” no better feeling than the thanks they give me when the deal Dale isisdone.” also passionate about giving back to the commu-

nity that has given him so much, and he does so through Dale is also about giving back to the commua variety of passionate philanthropic endeavors, including his parnity that has given him so much, and he does through ticipation in Breast Cancer Awareness month so events and aassisting variety underprivileged of philanthropicfamilies endeavors, including his parprovide Christmas gifts ticipation in BreastDale Cancer Awareness events and for their children. is also involvedmonth with the Greater assisting underprivileged families provide Christmas gifts Chattanooga Association of Realtors Affiliate Council, for children. alsoevents involved with the Greater andtheir participates in Dale all ofistheir as well.

Chattanooga Association of Realtors Affiliate Council, and participates allfuture of theirare events well. to continue Dale’s plans forinthe fairlyassimple: expanding his business, but never at the expense of the exDale’s plans for service the future simple: to continue cellent customer thatare hasfairly become his calling card. expanding his business, but never at the expense of the excellent customer service that has become his calling card.

For more information about Dale Kolbus, Sr. Loan Consultant, NMLS#1162957 call 423-664-7423 or emailSr.Dale.Kolbus@nafinc.com For moreplease information about Dale Kolbus, Loan Consultant, NMLS#1162957 please call 423-664-7423 or email Dale.Kolbus@nafinc.com please call 423-664-7423 or email Dale.Kolbus@nafinc.com

For more information about Dale Kolbus, Sr. Loan Consultant, NMLS#1162957

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NMLS ID#6606. Subject to borrower and property qualifications. Terms and conditions are subject to change without notice. Not all applicants will qualify.

Corporate office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 01/2019. Copyright Top Agent Magazine.

NMLS ID#6606. Subject to borrower and property qualifications. Terms and conditions are subject to change without notice. Not all applicants will qualify.

Corporate office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 01/2019. Copyright Top Agent Magazine.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes18

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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RICHARD MILLER Loan Officer Richard Miller – of Cardinal Financial Company in Dallas, Texas – has nearly two decades of experience helping his buyers achieve the American dream of homeownership. Richard’s deep reservoir of industry knowledge, coupled with his sincere and affable approach, have resulted in a stellar reputation as a mortgage professional who consistently puts his client’s interest above his own.

Richard began his successful career in 2000, after moving to Dallas to work in the restaurant industry. “Unfortunately,” he says, “the restaurants weren’t doing too well. However, I met somebody who worked in the mortgage industry who thought I would be a good fit. So that was how I got started.” Currently overseeing a team of five other professionals who share his client-first business ethos, Richard processes approximately 325 units annually, totaling nearly $80,000,000 in volume. “I’ve been really, really blessed,” says Richard. “I learned long ago that I can’t do this by myself, so it’s important to create a really good team. We’re sort of like the Knights of the Round Table. Everyone knows their spot and their responsibilities, and that’s how we’ve been able to grow.” Equally helpful has been the fact that Richard is fluent in both English and Spanish, having lived in the Caribbean early in his life.

Richard’s team – which is licensed to process loans in all fifty states – focuses primarily on the Dallas Metroplex area.

Cardinal Financial, a direct lender, offers a wide variety of loan products to suit any need. Because Richard works extensively with local builders and new construction, he offers many options for first-time homebuyers. His team also focuses heavily on assisting military veterans, and they work extensively with the Texas Veterans Land Board program, which gives Texas veterans the opportunity to borrow money to purchase land at below-market interest rates while requiring only a 5% down payment.

Establishing and maintaining relationships with all of his buyers and Realtor partners is of paramount important to Richard, and has resulted in a business that is based significantly on repeat business and referrals from those same buyers and Realtors. He has also established solid relationships with several local builders, which provide approximately 60% of his business. His team’s exceptional systems and communication skills means that every buyer and Realtor is kept apprised of every step in the transaction, and that communication continues long after the deal is closed. “Our customer service sets us apart,” says Richard. “Even post-transaction, we work hard to stay top of mind with them. We’ll reach out to them twice a year with cards for their birthdays or the anniversary of moving into their home. We’ll also do things like remind them to file their homestead exemptions.”

Despite the financial rewards of his chosen profession, Richard points to the more personal side of the mortgage industry when asked what he likes most about what he does. “I love being able to help people get into a home,” he says, his sincerity obvious. “I’ve become friends with a lot of my clients. It’s pretty awesome to go to a closing and see the smiles on their faces.”

When he’s not working, Richard enjoys spending time with his family, and they try to visit the Dominican Republic at least once a year. His favorite activities are anything that involves water, beaches or warm weather.

He, along with his team, are also committed to giving back to their community, and do so through several different charitable organizations. They also teach firsttime home buyer courses in conjunction with the builders they work with.

The future looks bright for Richard, and his plans are simple: to continue growing his business while sacrificing none of the exceptional customer service that has become his stock-in-trade. “This is a great job, it’s fun to do, and I have a really great team that’s been with me for a long time,” he says. “We’re going to just keep keeping on.”

For more information about Richard Miller, call 469-348-8467 or email Richard.Miller@CardinalFinancial.com Top Agent Magazine

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LISA WELLS Twenty years ago, Lisa Wells was weighing the merits of pursuing a career as an attorney, while working days in a law office and nights as a waitress. Once she decided that a lawyer’s life wasn’t for her, she set out to craft a new professional path for herself. When a few restaurant regulars, who happened to be mortgage brokers, suggested she parlay her people skills to a role in the business, Lisa was at first unsure. Still, she decided to make the leap and spent the first year working two jobs as she learned the ropes of her new industry. “The most important things about this business are being trustworthy, communicating well, and understanding clients and their experience,” she says. “I began as an originator on day one, and I’ve been doing it ever since.”

remains steadfast throughout. Not only does this create a sense of confidence and calm in the mind of the borrower, but agent referral partners also rest assured that closings will occur on time, no matter what. With a significant contingent of business driven by repeat and referral clientele, Lisa’s working relationships are proven to last for the long haul. “We have a passion for doing the right thing and taking care of the client, ensuring that we’ve covered all the bases and kept them prepared along the way,” she says. “We close on time, every single time. I never want my clients to miss out on moving into their homes because of something I did or could’ve controlled. That’s why we have an expert from our team working with clients and agents at every phase of the profess. Our team is emphatic about connecting and following up—those are some of our superpowers. Agents tell us that we make their lives easier, and we always give clients information up front so they don’t’ have to track us down for answers. Overall, I like to demonstrate to clients how we can add value to their experience.”

Today, Lisa is in command of a seasoned career, complete with a reputation for thoroughly educating her clients, following through on professional promises, and leading a capable, tight-knit team. Under the banner of CrossCountry Mortgage, Lisa oversees five fellow professionals that assist in guiding clients and agent referral partners through each step of the lending process. With underwriting and funding completed in-house, clients rely on Lisa and her team for their access to a wide-range of loan products. Beyond the conventional options available, Lisa is also well-versed in construction loans for custom home builders, physician loans with 0% down on properties up to $750,000, and has also made a name for herself working alongside first-time buyers. “We spend a lot of time educating, hand-holding, and communicating with our clients—especially our first-time home buyers,” Lisa explains.

“On our team, we really have that nurturing instinct and know how to anticipate questions and needs from our clients. Our goal is to give clients and agents peace of mind through every step of the process.”

Beyond the office, Lisa and her team give back to the community by making donations in their clients’ names for every loan they close, contributing to organizations supporting veterans, animal rescue and welfare, and Meals on Wheels. She is also an avid supporter of Women in New Construction and other professional organizations that build comradery in the real estate industry. In her free hours, Lisa most enjoys time spent with her family and loved ones, particularly supporting her two kids’ basketball teams.

Empowering borrowers through knowledge is a central pillar of Lisa’s working style. Each team member plays a role in moving files from contract to close, while communication

As for the future of her enterprise, Lisa intends to continue her team’s steady growth, adding to the ranks new professionals who are eager to grow, improve and rise to the next level. Now, with more than two decades of firsthand insights behind her, Lisa Wells considers what she has come to enjoy most about her career in mortgages. “I’ve done this for twenty years, and I still find new things to like about what I do all the time,” she reflects. “I love being part of my team and giving others an opportunity to have a steady career. When you let other people support you, the sky is the limit. I love the team we’ve created, and I’m committed to them and helping them become the best professionals they can be. Together, we’re passionate and energetic about what we do.”

To learn more about Lisa Wells email Lisa@LisaWells.com, visit LisaWellsLoans.com, or call (612) 424 – 7252 www.

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8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 22

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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TROY WILLIAMSON When Troy Williamson was looking for a new career, a serendipitous meeting led to his entrance into the mortgage industry. He was refinancing his home at the time and was introduced to a lender. “I was in retail management and looking for a change, so I found the loan process intriguing and thought it matched my background,” Troy explains. “It turned out the lender was looking for a junior loan officer, so two months later I started working with him.”

It’s now been nearly 15 years of a flourishing mortgage career for Troy, and he’s grateful for every second of it. Today he works with On Q Financial in Wilmington, North Carolina. His team consists of Philip Andrews (Mortgage Consultant), Nathaline Richards (Transaction Coordinator), Carrie Jordan (Transaction Coordinator), and Tracy Collier (Loan Processor). They primarily serve North Carolina, but are also licensed in South Carolina, Georgia, Virginia and Florida.

Much of their business comes from referrals from past clients and real estate agents, which Troy directly credits to their superior service.

“It’s definitely our service that keeps people coming back to us,” Troy explains. “We are currently ranked in the top 100 in the nation for service on SocialSurvey, and amongst On Q Financial as a whole, my team ranks the highest out of all teams in the nation for service. We take our clients very seriously.” When working with Troy and his team, one can expect to see smiling faces and clear, frequent communication. They abide by the Golden Rule of treating others as they would want to be treated. “When you communicate clearly as well as follow through on doing what you say that you are going to do, that means a lot to people,” Troy says. “The vast majority

of my clients would say they received superior customer service and would recommend us to friends and family.”

When it comes to growing their business, they make sure to stay in touch with clients and real estate agents after the transaction. “I always go to my closings, that makes an impression and solidifies the fact that I am there to solve issues immediately and get transactions done fast and smoothly.” Troy also focuses on his website, SEO ranking and advertising with real estate agents.

After the transaction, clients love to leave glowing reviews about Troy and his team. One recently said, “I was a first time buyer and was extremely nervous and had no clue what to expect. I had a million questions and Troy answered all of them. He also never made me feel weird for asking so many questions. He answered everything happily and guided me through the entire process. He gave me advice on what I needed to do, how I should do it, and what to expect. He saw me through the entire process all the way to closing. Excellent service all around.”

During any free time, Troy is giving back to his community through multiple nonprofits, including Education Without Walls and Nourish NC. He also loves spending time with his family, surfing, and playing music. And he wouldn’t be where he is today without a little planning for the future. “We can always improve, so I want to be able to streamline things even more and continue to ‘wow’ people,” he says. “But I never want to grow so much that we’re not offering the same level of customer service.”

For more information about Troy Williamson, please call 910-262-2613 or email troy.williamson@onqfinancial.com, wilmingtonNCmortgage.com www.

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