NATIONWIDE MORTGAGE 2-8-21

NATIONWIDE MORTGAGE EDITION

How to Send SMARTER EMAILS

Turning Your Profession into a PASSION

7 DEADLY SINS

OF PERSONAL BRANDING COVER STORY

ALEJANDRO OTERO

TOP MORTGAGE LENDERS

EVIE DELANEY RICH HALL JOSEPH LAPOLLA JIM MISNER CARRIE STONE

NATIONWIDE MORTGAGE EDITION

JIM1934720 MISNER EVIE DELANEY NMLS ID: RICH J. HALL

pair the right property with the best mortgage Evie Delaney is entering a new phase in her After owning a large painting/construction “James is on CARle 15 20 23 24 27another to meet their means and needs,” she says.

She life as a loancompany, officer. Priorflipping to that, she spent 20 homes, developing land, could not have gone any also works with first-time buyers, veterans, Carrie S years in the paramedical cosmetic industry as building an island zip line park, while serving munication and constan the self-employed, and investors. “It’s truly workfor a business owner where she attained her firstas an elected unparalleled, us a priceless reward when I see the look on myhe made rate customer service and official/County marketing skills. Commissioner, ing time Jim Misner set his sights on the mortgage only customer.

I will d client’s faces after they are handed their keys children “After my daughter took over the business, at closing,” she expresses.

I decided toindustry. take my “I lifemet in aanew direction mortgage broker and he told to any friend or family ing for w and make ame bigmy career change,” Evie recalls. would be perfect lender,” skills and experience It’s not surprising that Evie receives stellar job and “I’d already had my real estate license for for it,” Jim explains. “Then a friend of mine, When Jim isn’t working reviews her esteemed work ethic.

One investment purchases and determined ALEJANDRO OTERO JOSEPH LAPOLLA RICH HALL that EVIE DELANEY JIMfor MISNER CARRIE STONE She JOSEPH who is a large producer in the Vancouver/ with his growingin.” famil client recently the mortgage industry would bebiggest a great “One of the problemsnew in the mortgage industry key to my success,” Rich says. “My secret saucewrote: is LAPOLLA is that loan originatorsme do not always in the client’s that I’m not Portland gave theactopportunity toyour average mortgage professional. I’m ing, and anHome avidLoar direction where I couldarea, combine my business Currently withhe’s United best interests. You have to be able to have that hard here to teach, advise and develop successful mortgage conversation when the client is going to purchase or strategies.

It’s about responsible leverage when clients “It was a great pleasure working with Evie.Carrie Not only backgroundjoin and his people skills.”

Evie has been team.”

Jim soaked up involved as much inforbeen featured local Illinois, servesinthe Midw refinance a home with the wrong type of financing,” purchase a home and then supporting them the entire is she a professional but she goes areas beyond call involvemen ofColorado, G in the home purchase for many years the says Rich Hall, a Senior Mortgage Advisor on with Axia liketheFlorida, mation andprocess experience as he could that first community Loans in Washington State. “All of us in this duty. Her fallow-up skills were greatly appreciated.

She loan volum investor side and it was a Home natural With ana impressive industry havetransition a responsibilityin to 2019 take carewhen our year, and soon fell in love withofthe indusing Veteran’s Service clients their families. That is our Originator higher purpose”. responded all hours of the night when I least expected.

Evie began her journey as a and Mortgage Loan Carrie reports that her business try.

“It’s something I really enjoy, it’s a great business.”

Castle Rock Festival of Lights Rich didn’t out in Owners. the mortgage industry. He This is a great woman who takes herand jobreferral seriously and “Inwith working with Home Buyers and start Home business. addi began his professional career as an opera singer in Today he works with Cardinal Financial in Vancouver, serving as chairman of a regional would jump through hoops to make things happen … rates, I believe people keep re Europe. He then returned to his native Seattle and college for five years, but he soon found excellent customer service,” sh It was my pleasure working with her and will do it again Evie worksWA, as ahelping loan taught originator with US Mortgage clients reach their homeownership goals. mental health services, co-creatin himself looking for a new opportunity. “I didn’t want to travel around chasing tenure sultative personalized ser if I have to buy again … Health She is myCourt, champion.”

Corporation which is licensed in the46country states.

She track hit andandserving as cha anymore,” he says. “That’s when I got into the mortappreciate. I stay in constant com the ground running withgageimmediate originations industry. I thoughtloan it sounded interesting and As a loan originator, helps all types of buyers, includfor the Silver Lake Watershed Advi decided to give it aJim the transactionCRM and am always Evie’s company provides a state-of-the-art reporting that much of her business try.” is referral-based. “I the self-employed, which many lenders tendconstant to many others.

Twenty-two years later, both Rich and his clientsand areother as wellbetween as answer any questions that maintains communication hermake it mying mission to always provide my agents glad that he did. “Placing my clients’ needs first is the avoid.

“I understand where they’re coming so the self, from, her clients, and the agents. “It’s just an amazing my clients with a completely transparent and streamlined It’s surprising that Carrie Copyright Top Agent Magazine tool, plus, we have a unique mobile appnot that offers loan process along with doesn’t excellent frighten communication and always complexity me.” He wants what As Jim looks ahead, he all hopes to co forloan her esteemed work ethic. O involved parties real time updates on milestones. timely follow-up,” she asserts.

“It’s one of my greatest is best for everyone he serves, often analyzing his clients’ and more people achieve their drea “I couldn’t be happier and just an awesome way to keep everyone connected,” assets as a loan officer. My commitment is to hand-hold assets to ensure they’re making the bestIt’sfinancial deciship. He says, “Lending a to financed my first can homebewith she exclaims. each client through every step of the loan application for totheir future. As an example, “I go a step beyond you add passion for theThe people Home Loans! whole you’ proc process andsion through closing. fast because Carrie and her and say, ‘if you’re selling your home to buy another one, countless rewards, so I just try to bet In addition to helping her clients through the transaction everything.

I signed the cont process,and Eviemake holds educational for agentsfor in the Evie’s main priority clients is to financial assist themportfolio let’s look with at your overall I wishseminars was working me, if I wa offer, and 30 days later I was ® cl “I lovea toway provide want the latest information,” in determining rightmoving mortgagethat product for their sure the we’re money aroundarea. in such mymarket clients and REALTOR p That’s a record time for closing, she says. “I know the agents appreciate my efforts, and purchase or refinance. “I pride myself on my product that you’re maximizing your monthly cash flow.’” With are so much more than a transaction they refer me out to their clients.” made it happen against all od knowledge, and I’m backed by an amazing team of seaknowledge, competitive rates and an incredible team behind him that to considerofme a familyprofessional, friend.” ve soned mortgage experts. My clients can always be assured all my messages within 24 hou handles every file efficiently and quickly, Jim’s clients Moving forward, Evie plans to continue along her they are in the right mortgage based upon their needs, to help and answer my million successful path. “I Ilove what I do, because it is rewarding not mine,” feel she exclaims. has also niche in possible. they areEvie getting thefound besta service “When ever grateful to my Realtor for and who provides the flexibility I need at this stage of my working with single, widowed, divorced andpeople have a file, it goesand from me tomen four all have She’s a dream to work with and life,” she says. “I will always be able to do what I love women. “I call it Lending With a Woman’s Touch, where designated roles, and we treat our pre-approvals as if they mend her!” from wherever I go.”

I focus my efforts on educating these people on how to

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CONTENTS

4) 7 DEADLY SINS OF PERSONAL BRANDING

22) CREATIVE WAYS TO SAY THANK YOU

13) 5 REASONS WHY YOU NEED A MENTOR

25) TURNING YOUR PROFESSION INTO A PASSION

18) HOW TO SEND SMARTER EMAILS

are being so we don’t have delays when it Phone 310-734-1440 | Fax underwritten 310-734-1440

comes to closing a loan.” This turnaround time and atten-

Carrie says she’s very passiona

rity. “My goal is to educate m To learn more about Evie Delaney, email Evie.Delaney@usmortgage.com mag@topagentmagazine.com | www.topagentmagazine.com tion to detail resulted in Jim doubling his volume in 2020.

call (678) 368-7888 or visit usmortgage.com/Evie.Delaney acquire property or refinance. It’ future,” she exclaims, “I go the No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine After working together,precautions Jim’s clients lovetotoensure spread is published by Feature Publications GA, Inc. Although are taken the the accuracy of published materials, Copyright Top Agent Magazine Top Agent Magazine cannotword be held responsible for opinions expressed or facts about his work.

One recently said, “Jimsupplied Misnerbyisits authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. excellent! He has helped my husband and myself through Published in the U.S.

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a home purchase and a refinance. He ALWAYS answers the phone and provides answers to my endless stream of questions thoroughly and efficiently. We will never work with anyone else. Thank you, JIM!” Another wrote,

For more information abo please call 360-518email jim.misner@cardinal Top Agent Magazine

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

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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ALEJANDRO OTERO Top Agent Magazine

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ALEJANDRO OTERO Senior Mortgage Loan Originator Alejandro Otero, of Paramount Residential Mortgage Group is one of the company’s top producers and has played a large part in their success story.

Paramount Residential Mortgage Group (PRMG) – based in Pembroke Pines, Florida - is not only a consistent leader in mortgage banking for over a decade, but it is also one of the largest privately held national mortgage bankers and residential home lenders, and Senior Mortgage Loan Originator 8 Copyright Top Agent Magazine

Alejandro Otero, one of the company’s top producers, has played a large part in their success story.

Alejandro began his career in mortgages in 2004, following a decades-long job working for a large corporate lawn care company.

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“In my first month of the mortgage industry, when I really was not exactly sure what I was doing, I became top producer for the office I was working for then.” Following the economic crash of the previous decade, Alejandro – who had a young son and a Top Agent Magazine

newborn – decided to take a break from mortgages and return to college, earning multiple degrees before eventually returning to the mortgage industry and signing up with PRMG in 2014. The company, which specializes in FHA, VA and Conventional Copyright Top Agent Magazine 9

“Being able to educate is a big part of what I do, because I believe that if people understand the basics, it’s a lot easier for them to grasp the entire process.”

loan products – now boasts more than 2000 people in over 180 branches throughout the United States.

Perhaps the largest factor in Alejandro’s exponentially growing success would be the fact that he genuinely cares about both his clients and his Realtor partners, and he works hard to ensure that their real estate goals are met – and often exceeded. So much so, in fact, that he has won multiple awards and recognitions for his efforts, and he has more than earned his stellar reputation as a trusted, hardworking, and ethical mortgage professional. This professionalism has also earned him recognition as one of the top 250 Loan Originators out of 30,000 nationwide in Social Surveys, an impressive achievement by any measure.

10Copyright Top Agent Magazine

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Alejandro also hosts seminars for both Realtors – whom he courts tirelessly – and first-time home buyers, imparting his wisdom in the mortgage arena. He also works ceaselessly to help those who do not initially qualify for a loan to reach their financial potential and ultimately achieve their dream of home ownership. “Being Top Agent Magazine

able to educate is a big part of what I do, because I believe that if people understand the basics, it’s a lot easier for them to grasp the entire process,” explains Alejandro. Additionally, as an example of the true concern he holds for his clients, he has attended every closing prior to the COVID-19 pandemic.

Copyright Top Agent Magazine11

When he is not working, Alejandro enjoys nothing more than spending time with his family, and he is an active participant in his church. He is also an ardent philanthropist who gives back to his community in a multitude of ways, including his support of the local police and fire departments, Saint Jude’s Children’s Hospital, and homeless shelters.

Looking to the future, Alejandro’s plan is to continue growing his already thriving business, and to add additional Loan Officers to mentor to achieve the same success he has achieved. Above all, however, remains his overarching objective: to continue providing the unparalleled, caring client service that has become synonymous with his name.

For more about Alejandro Otero, please call 305-733-4629 or email AOtero@prmg.net

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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 14

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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JOSEPH LAPOLLA

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JOSEPH LAPOLLA

Joseph Lapolla of Envoy Mortgage is licensed in Massachusetts, Maine and New Hampshire.

Though relatively new to the mortgage industry, Loan Originator Joseph Lapolla has already built a solid reputation as a trusted advisor who consistently places the needs of his buyers front and center during every transaction. Honest, hardworking, and committed to providing excellent customer service, Joe’s stated purpose is to fulfill his clients’ dreams of home ownership.

Joe officially began his career in the mortgage world following a thirty-year stint as a restauranteur. “It was a family business,” he explains, “and due to Covid we decided to sell, so I needed to find a new career. I’ve always been a numbers guy, so I decided to get 16

my mortgage license.” Currently working with Envoy Mortgage, Joe is licensed in Massachusetts, Maine and New Hampshire.

One distinguishing feature of Joe’s approach to working with clients is his thorough, highly professional approach to customer service, which he attributes to his thirty years of owning his restaurant. “I think I learned a lot of things about how to keep people happy and to give them what they need and want, and how to make things work for them,” he explains.

Joe is justifiably proud of his association with Envoy Mortgage, which offers a wide array of loan products to suit any buyer’s needs. “Our Copyright Top Agent Magazine

company doesn’t simply offer some of the most competitive rates in the mortgage industry,” he says, “we provide impeccable service from start to close. I’m committed to delivering each borrower a hassle-free mortgage experience by providing breakthrough technology, transparent communication, unparalleled turn-times, and most importantly, around the clock attention to our clients’ loans.”

One major factor in Joe’s success story is the fact that he is truly passionate about what he does for a living. “I love working with my clients,” he says. “I love the process of analyzing their finances to see what can be done for them, and then advising them on their options as to which lending program would be best for them.”

Additionally, Joe’s honesty and forthright approach has played a large role in his rapidly growing business. “I’m a straight shooter,” he explains. “I don’t sugar coat things for my clients, I tell it like it is.”

When he’s not working, Joe loves nothing more than spending time with his family, and cooking for them at home. He also enjoys time at the gym, and he is an avid ice hockey player.

Additionally, Joe enjoys engaging in various DIY projects at home.

Looking to the future, Joe’s plans are fairly straightforward: to continue the growth of his business, while sacrificing none of the exceptional service that has rapidly become his calling card. “I want to continue coaching people on how they can buy a home as opposed to renting,” he says, “and getting them on their way to home ownership as I did early in my life.”

“I try to treat every single client the way I would like to be treated,” says Joe. “That’s my goal for every transaction.”

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For more information about Joe Lapolla, please call 617-710-2702 or email Joe.Lapolla@envoymortgage.com Copyright Top Agent Magazine 17

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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RICH HALL

“One of the biggest problems in the mortgage industry is that loan originators do not always act in the client’s best interests. You have to be able to have that hard conversation when the client is going to purchase or refinance a home with the wrong type of financing,” says Rich Hall, a Senior Mortgage Advisor with Axia Home Loans in Washington State. “All of us in this industry have a responsibility to take care of our clients and their families. That is our higher purpose”.

key to my success,” Rich says. “My secret sauce is that I’m not your average mortgage professional. I’m here to teach, advise and develop successful mortgage strategies. It’s about responsible leverage when clients purchase a home and then supporting them the entire

Rich didn’t start out in the mortgage industry. He began his professional career as an opera singer in Europe. He then returned to his native Seattle and taught college for five years, but he soon found himself looking for a new opportunity. “I didn’t want to travel around the country chasing tenure track anymore,” he says. “That’s when I got into the mortgage industry. I thought it sounded interesting and decided to give it a try.”

Twenty-two years later, both Rich and his clients are glad that he did. “Placing my clients’ needs first is the

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time that they own that property. It’s helping professionally manage the largest debt that most clients will ever have in support of their family’s most valuable investment.”

In over two decades in the business, Rich has never had a client foreclosed upon. He credits this singular achievement with his focus on comprehensive education and preparation before his clients purchase a property. “When I first entered the industry, I saw loan originators solely interested in making money, and I wanted to do it differently. I am a teacher at heart and I wanted to teach, advise, and protect members of our community.” It is no surprise that Rich has so many loyal clients who refer their friends, colleagues and family members.

Rich gathers referrals from a variety of sources, the largest group being real estate agents. He also works with financial advisors, attorneys, and takes part in a business networking group, Professional Referral Partners (BNI Northwest). Rich stays in touch with his clients and partners by leveraging a CRM system, utilizing digital marketing and the occasional mailing but his preferred brand of marketing is an “old school” phone call or in-person meeting where he can connect with people on a personal level.

When he isn’t hard at work in the mortgage industry, Rich is dedicated to serving his community. Rich supports Northwest Harvest, a favorite charity of his late father dedicated to hunger relief, Habitat for Humanity and Seattle Children’s Hospital. In his spare time, Rich and his family enjoy staying involved in their church and spending time with family and friends.

Looking to the future, Rich is busy making plans. “I want to continue to grow my business organically and responsibly,” he says. His current goal is to add a junior mortgage advisor to his team. “I enjoy mentoring young loan officers and helping train the next generation of mortgage professionals,” he says. “I’m going to keep expanding but always with a focus on business that’s sustainable and serves the best interests of my clients and their families.”

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To learn more about Rich Hall, call 425-681-6184, email rich.hall@axiahomeloans.com, or visit homeloanswithrich.com.

—— NMLS # 115631 ——

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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EVIE J. DELANEY NMLS ID: 1934720 Evie Delaney is entering a new phase in her life as a loan officer. Prior to that, she spent 20 years in the paramedical cosmetic industry as a business owner where she attained her firstrate customer service and marketing skills.

“After my daughter took over the business, I decided to take my life in a new direction and make a big career change,” Evie recalls.

“I’d already had my real estate license for investment purchases and determined that the mortgage industry would be a great new direction where I could combine my business background and people skills.” Evie has been involved in the home purchase process for many years on the investor side and it was a natural transition in 2019 when Evie began her journey as a Mortgage Loan Originator working with Home Buyers and Home Owners.

Evie works as a loan originator with US Mortgage Corporation which is licensed in 46 states. She hit the ground running with immediate loan originations reporting that much of her business is referral-based. “I make it my mission to always provide my agents and my clients with a completely transparent and streamlined loan process along with excellent communication and timely follow-up,” she asserts. “It’s one of my greatest assets as a loan officer. My commitment is to hand-hold each client through every step of the loan application process and through to closing.

Evie’s main priority with clients is to assist them in determining the right mortgage product for their purchase or refinance. “I pride myself on my product knowledge, and I’m backed by an amazing team of seasoned mortgage experts. My clients can always be assured they are in the right mortgage based upon their needs, not mine,” she exclaims. Evie has also found a niche in working with single, widowed, and divorced men and women. “I call it Lending With a Woman’s Touch, where I focus my efforts on educating these people on how to

pair the right property with the best mortgage to meet their means and needs,” she says. She also works with first-time buyers, veterans, the self-employed, and investors. “It’s truly a priceless reward when I see the look on my client’s faces after they are handed their keys at closing,” she expresses.

It’s not surprising that Evie receives stellar reviews for her esteemed work ethic. One client recently wrote: “It was a great pleasure working with Evie. Not only is she a professional but she goes beyond the call of duty. Her fallow-up skills were greatly appreciated. She responded all hours of the night when I least expected.

This is a great woman who takes her job seriously and would jump through hoops to make things happen …

It was my pleasure working with her and will do it again if I have to buy again … She is my champion.”

Evie’s company provides a state-of-the-art CRM that maintains constant communication between herself, her clients, and the agents. “It’s just an amazing tool, plus, we have a unique mobile app that offers all involved parties real time updates on loan milestones.

It’s just an awesome way to keep everyone connected,” she exclaims.

In addition to helping her clients through the transaction process, Evie holds educational seminars for agents in the area. “I love to provide the latest market information,” she says. “I know the agents appreciate my efforts, and they refer me out to their clients.”

Moving forward, Evie plans to continue along her successful path. “I love what I do, because it is rewarding and provides the flexibility I need at this stage of my life,” she says. “I will always be able to do what I love from wherever I go.”

To learn more about Evie Delaney, email Evie.Delaney@usmortgage.com call (678) 368-7888 or visit usmortgage.com/Evie.Delaney Top Agent Magazine

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JIM MISNER After owning a large painting/construction company, flipping homes, developing land, building an island zip line park, while serving as an elected official/County Commissioner, Jim Misner set his sights on the mortgage industry. “I met a mortgage broker and he told me my skills and experience would be perfect for it,” Jim explains. “Then a friend of mine, who is a large producer in the Vancouver/ Portland area, gave me the opportunity to join his team.” Jim soaked up as much information and experience as he could that first year, and soon fell in love with the industry. “It’s something I really enjoy, it’s a great business.”

Today he works with Cardinal Financial in Vancouver, WA, helping clients reach their homeownership goals.

As a loan originator, Jim helps all types of buyers, including the self-employed, which many other lenders tend to avoid. “I understand where they’re coming from, so the complexity doesn’t frighten me.” He always wants what is best for everyone he serves, often analyzing his clients’ assets to ensure they’re making the best financial decision for their future. As an example, “I go a step beyond and say, ‘if you’re selling your home to buy another one, let’s look at your overall financial portfolio and make sure we’re moving that money around in such a way that you’re maximizing your monthly cash flow.’” With competitive rates and an incredible team behind him that handles every file efficiently and quickly, Jim’s clients feel they are getting the best service possible. “When I have a file, it goes from me to four people who all have designated roles, and we treat our pre-approvals as if they are being underwritten so we don’t have delays when it comes to closing a loan.” This turnaround time and attention to detail resulted in Jim doubling his volume in 2020.

After working together, Jim’s clients love to spread the word about his work. One recently said, “Jim Misner is excellent! He has helped my husband and myself through a home purchase and a refinance. He ALWAYS answers the phone and provides answers to my endless stream of questions thoroughly and efficiently. We will never work with anyone else. Thank you, JIM!” Another wrote, 24

“James is on another level. Our transaction could not have gone any smoother. His communication and constant sense of urgency is unparalleled, he made us feel like we were his only customer. I will definitely refer James to any friend or family without hesitation.”

When Jim isn’t working, he’s spending time with his growing family, writing, remodeling, and he’s an avid artist whose work has been featured in local galleries. His list of community involvements include co-founding a Veteran’s Service Center, creating the Castle Rock Festival of Lights with his wife, Stephanie, serving as chairman of a regional support network for mental health services, co-creating a County Mental Health Court, and serving as chairman/commissioner for the Silver Lake Watershed Advisory Council, among many others.

As Jim looks ahead, he hopes to continue helping more and more people achieve their dreams of home ownership. He says, “Lending can be a tough business, but if you add passion for the people you’re doing it for, it has countless rewards, so I just try to be the loan officer that I wish was working for me, if I was in their position. I want my clients and REALTOR® partners to know they are so much more than a transaction to me; I want them to consider me a family friend.”

For more information about Jim Misner, please call 360-518-6308 or email jim.misner@cardinalfinancial.com Copyright Top Top Agent Agent Magazine Magazine

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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CARRIE STONE Carrie Stone got back into the workforce in 2015 after taking time off to raise her three children. “There was a job opening for a loan closer at a local lender,” she recalls. “I got the job and decided to jump right in.” She has never looked back.

the details behind the work, so I can be a reliable source of information and support.”

Currently with United Home Loans based in Westchester, Illinois, Carrie serves the Midwest as well as vacation areas like Florida, Colorado, Georgia, and Tennessee.

With an impressive loan volume of $30 M this year, Carrie reports that her business is almost entirely repeat and referral business. “In addition to our competitive rates, I believe people keep returning because of the excellent customer service,” she explains. “I offer consultative and personalized service that clients really appreciate. I stay in constant communication throughout the transaction and am always available to educate and as well as answer any questions they may have.”

Carrie enjoys helping people make prudent mortgage decisions. “It really doesn’t matter how high the transaction is. It can be a multi-million dollar sale or someone needing to go through FHA,” she notes. “As long as I am able to bring my knowledge of the marketplace to the table, I can ultimately help people realize their real estate goals.

It’s not surprising that Carrie receives stellar reviews for her esteemed work ethic. One client recently wrote: “I couldn’t be happier and more thankful to have financed my first home with Carrie Stone at United Home Loans! The whole process was worry-free and fast because Carrie and her team were so on top of everything. I signed the contract with the accepted offer, and 30 days later I was closing on my new House.

That’s a record time for closing, but Carrie and her team made it happen against all odds. Carrie is a fountain of knowledge, professional, very diligent (responded all my messages within 24 hours), and always willing to help and answer my millions of questions. I’m forever grateful to my Realtor for recommending Carrie.

She’s a dream to work with and I would highly recommend her!”

Moving forward, she wants to cultivate more purchase clients as well as grow her team. “In order for me to expand my capacity, I need to bring in more capable people. I’m always looking forward to the future,” she says.

Carrie says she’s very passionate about financial security. “My goal is to educate my clients as they either acquire property or refinance. It’s about investing in their future,” she exclaims, “I go the extra mile to understand Top Agent Magazine

To market her business, Carrie focuses on quality outreach to agents and those within her sphere of influence.

“I make a lot of calls, do pop-bys when I can, and send out personal notes,” she says. “It’s so important to retain those connections.”

Carrie, who holds a degree from the University of Michigan, is very active in her church, where she sits on the board of trustees. She also volunteers her time at the local schools.

To learn more about Carrie Stone, please call (773) 569-2444, or email her at cstone@uhloans.com 27 Copyright Top Agent Magazine

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