NATIONWIDE MORTGAGE 3-30-20

NATIONWIDE MORTGAGE EDITION

Turning Your Profession into a PASSION

What the First Thing You Do After Work

SAYS ABOUT YOU

Creative Ways to Say

Thank You

3 Mind–Bending Philosophies to

EXPAND YOUR PROFESSIONAL PERSPECTIVE

NATIONWIDE MORTGAGE EDITION

RENATA WHITE BURT HOAGLAND STACEY DOWLING Stacey Dowling started out 8 working for a dentist’s office across the hall from a mortgage company. “The mortgage office seemed pretty exciting,” she says. “Things were always going on over there, so I went in for an interview.” That was 26 years ago, and she’s been in mortgage ever since, and is now serving Colorado, with a focus on the area. WHITE BURT HOAGLAND Denver metro RENATA

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well; communication and team20 14 work are key.”

BLISS GREEN 17 THERESA19GUE LA With a love for helping

a great ex

Ten To stay in touch and maintain Genuine others and a passion forand experience sional and the family-style tie, Stacey uses mad Guettler’s Green passion was infor ord a CRM. Formerly she relied real estate, Bliss to on phone calls and mailings hercalling clients all about has found her true stressful loop but finds today’s tech solutions process hasand bu rais industry. for us make things a lot easier. When in the mortgage buying to it comes to marketing, she relies stellar 20 reputation as oW She started her career and would on referrals, and hosts an annual lice go-to mortgage years ago after working as LaROCHEexper event calledGREEN Mile High Leaders, STACEY DOWLING BLISS THERESA GUETTLER LAUREN She community. With 17 recognizing top-performing agents in Denver. pen an assistant for a tempoWhen Bl Her repeat and referral rate are about 90%. experience in the inindus Lauren specializes first the comm Stacey believes that clients come back and refer Stacey’s favorite part of the job is learning about rary agency. “I kept getting the head a ofand Phil Wright launched his in the knownow Investment clients isfi Lisa Pogue started her journey For Lisa the true joy of awo uce Meyers has been working in theher to friends he says.

“I have in place thatin the and her clients, especially their livelihoods, howcareer dueWith to the experience personal and populations.

As touches a Latino who grew up mortin she finance and asystems so clients always they can placed with brokers,” she group ca and specialty loan program they got into their own careers.

“You just build her team are dedicated to providing.

“It sounds 20 23 24 27 28 31 mortgage industry in 2013 by joining gages comes from making team at Caliber Home Loans in Corpus Chri rtgage help others, keep household, meBarb on track and keep the mortgage industry freshcallfrom college. for helping and ask a question, even when a passion Mexican-American has industry since 1985, right after cheesy,inbut we fellwith cates for friendships with everybody you work with, and explains. Bliss soon really do fall in loveloan withher all of husband’s company, Desert Canyon people’s lives. graduated from college. Since 2007,so Renata on track, things I’ve learned over Travis, who graduated 2017 a“Knowin degree first,” she says.

“Every time I see him, he asks me White has twenty years of experience in the Back in 2014, he accepted an offer Pattee has flourished in the mortthe transaction is over. inin it’s fun.” ensuring Spanish-speakers are ound our clients.

We take serving carethat of themthe and greater treat them Salt Burt is a correspondent lender Lake City area.

His Lauren’s personal in not love and earned South Ca With a of love for helping wereit, quite nervous as weapproa were Mortgage in Kennewick, WA. help provide aTheresa’s family with a uce has been with First Home Mort-likemortgage the last start 35to years.

That level expehow I’m doing or howIn are2017 going, it’s howwith industry, what’s She most got important her is others her production manager, while he gage about field. her after our own family.” from hisclients. uncle, athings long-time industry educated the process and ssisa unique quality that team helps him streamline the lending lending process for his she decided toalso open up hertalent own mortgage buying experience is her ve many loans I’m closing this month or her what’s myin thelicense. clients?

“Being honest, communicating and treating ge in Bethesda,dedicated where he is the Branch rience helps me spot issues early on and a for business, Tina choices that needed to mortgage She Fortunate She’s built friendships within her commuworking as a stock broker for 8 pro, to cut his teeth as Afterwards, they to spread the appreciate nancing, CJ, islove a current college student. Rou an intern in his value and in h people with kindness,” explains.

“Would I want production -Vancouver, he caresbeen about each and every person company, DC in because we know how muc high-quality service isof way He brings a wealth of experi-And nager. inimportant the process soLending that I can ensure a aWA. nity.

Some these have through her thatprovided personal touchwith isshe incredibly Mitchell has made great strides standing the different options currently has team helping her run everything products years.

“Several people suggested I word about her work, and don’t the team is Theresa’s sales manager, Sarah that works here.

I have so much support at Colten to use myself as a loan officer?

My biggest focuses at face value.

I look at the office.

Enticed by the challenge, Phil children’s sporting events when they were for business.

“Most of us have the same prodAs a family business, DC Lending puts a them, and what a huge inve e to every transaction he handles, and smooth transaction.” incredibly important toI him.

“Iyounger. feel like ssor, anor assistant, aindustry, junior loan athey’re processor, Burt Hoagland got started in real returning estate after a call get into the mortgage soofficer, hesitate towith leave five-star reviews. as and a and loan officer in tothe at explaining theand term smoothly start finish.

Serving all 50 states, isIlong also ae Mortgage a from great team behind me.King I work atgreat are a being phone anlike email within 30 Now that older, Stacey gives ucts,” Stacey says frankly.

“It’s not have worked Theresa for 7 way years, proces The that nurture high priority on serving and supporting clients know they can trust Bruce to committed himself to learning the helps him streamline the lending process for his cliprofessional drummer and touring all over the counjob as product someone speaks loan corporate in DTC, my underwriter is ten minutes, customer experience andSpanish back bythe supporting theoffice charities and nonprofits any kindmy ofgreat magical that who makes meexplains.

I took theirservice advice,” she One recently said, “A mortgage isalmost County region of Washington decisions and was very responsi finish, I become aya with her home base in Charlotte, North Carolina, she Official who has worked in the industry for over 20 their local community.

Outside of work Lisa loves ways put their interests Bruce’s to just getting ents. allows me getanyone out and to desk real try. Musicfirst. wasn’t going tosopay the Ibills forever, sokindness. ropes by getting in on the ground floor. financialtheobligahertoand colleagues are market passionate about. also a of great. think it’s that [mybeen team“That and I] areadvice away from my as She’s well as our entire team, treating people with We are all people She’s now in the business for feet one the biggest is to help my community out get gh a people that I’m workin state.

She entered the mortgage questions we had.

I would highl estate companies full-time,” Burt explains.

“I’m able in 2012, Burt took the plunge into the world of real with her husband, her kids, started in the mortgage industry is to is able to offer a wide variety of loans through Prime member o huge Denver fan.gives always available, nights, our weekends, whenever having us all here meway so much flexibility.

From with BRUCE our own MEYERS stories, own problems, our own HeNuggets worked his through various MARK MARTINEZ TINA MITCHELL BARB PATTEE LISA POGUE PHIL WRIGHT ® 30 years, and isDC the owner tions anyme; of not us especially will ever take on.

It’s the job doesn’t end of after to and to put on events and keepof inisinception touch with lending.

He started and out mainly handling VA them into the best products available,” gucehis whatever it over takes.”

That means getting Lending aLending. mortgage broker, dogs.

As the owner a serves theestate Maryland, Washington maintain personal connections: “Stay to Realtors closing you’ll be working with fears, anxieties and joys.

Kindness goes athe long way business in 1995 after leaving a for any first time hom After starting off her working foravaal “We’re a correspondent lender, but career we their can roles and ultimately transformed into see how Itouch can help really getbecause tobuilding know them FHA loans, then moved to abusiness position primarline.

“I amake myself Springs Mortgage, Inc., inthem Colorado Springs. vital to engage someone who knows Her future involves team, with thewith client prepared with their loan before even multiple people and Iher always attend my closings.” in this and in life.” because ityour isand a clients, family owned local busishe puts lot of effort in and Virginiaand area, with anand emphasis inthey with they he explains. k, has career in the food and beverage broker, Theresa came for Caliber Ho also broker,”industry Bliss says.

Her consists Asand Bliss on personal ily helping veterans, wherestart he quickly distinguished goalorder of making retirement in about nine forShe a home.

“I really feel that it’s level.” thework transaction, even keeps hera more team small toofconsisinside and out, and inlargely whom to you have the seasoned loan officer he isclientele today. it in allows room for dealspossible that you simply can’t her community.

DC Lending has creat County, Maryland. He the looking can ness, be a great source business.

You nMontgomery the himself by earning a spot inimportant Presidents Club, the years. However, she’s of not sure that she’ll even for the buyers to because feel comfortable industry.

Tina knew she wanted When Tina isn’t working, she’s when shethat realized she wanted topositive clients consist ofmaintain 80 to 90 “Fifty percent my business is referrals, that’s the “Communication is vital life keeps hapof repeats and referrals, mainly from four categotently provide superior service and guidance complete faith and trust theyDC are doing what find in corporate firms.

“We’re probably most known called Cares, which gives back toi licensed intop Florida never know where the next referral Thiswith. approach has yielded results: 20% ofand thePennsylvacompany. In 2016 waschanging,” ranked in especially want toimpressive retire in nine years.about “I is amyou a worker, and with thehe agent they’re working We Mark’s commitment togive helping his elsofor kind of advertisement can’t buy.”

Knowing pening and since almost half 50 percent coming from re to become an entrepreneur, and community.

She is involved connection with her clients.

“A mortgage bro to each client.

With almost all of her customers is best for you.

For me, that is Barb Pattee.

My ries: veterans, renovators, investors, and first through hw for business having excellent pricing on the basic charities every timetime they have a closing. . Bruce has closed thousands from.”

He also adds, “Being I like to work.

Maybe I’ll just run the loans—which team his from work our buyers a lot and love. amazing 95% The ofcoming Burt’s comes from repeat and referthe Scotsman’s Topof75loans Loan Originators in of thetime counNow, spearheads that peoplePhil enjoyed working with her is oneunder of of Renata’s business comes from newbeyond construction, toproperutilize social media plc community extends business ® pathway. thought real estate was the perfect Today organizations and is a frequen is so transactional, the relationship with the behind the scenes.” agents we work with are a huge part of it as coming from referrals, it’s clear she is going wife and I have purchased or refinanced ral clients, and he has a reliable network of Realtors try, an incredible honor made all the more remarkable areand thea being majority of people do—super alsoisdonate their with, time to group volunt his career, and has experience with many different honest with able towhat communicate home buyers.

No matter whoserving working communi thethe best aspects of job, fast she clossays.

“Ishe get which can take anywhere from 9people months to year, banner of Renata’s Guild Mortgage, marketing purposes and t because he was the very fewhowever, loan originators who with him.

“Ipeople try topersonalized typically give Realtors and he iskey. active several above and beyond expectations. ties®four over the last 10+ years, and I don’t ings, and very service.

We’re one ofwith the at sharing Habitat for Humanity as well as “oR es of mortgages.

Bruce hasamong two key certifications effectively iswork Keeping informed throughpromptly with the closing,” Theresa says. she works with Highlands Residential Mortgage her story and inspiring “Clients will lose their jobs, change jobs, get a in new very emotionally attached totimes myher clients; we keep all clients appreciate honesty and knowledge. my ability in her industry. clients across the State of Arizona in Utah who were included.

In 2017, he started his back at least one or two referrals a year when they are To learn more about Stacey Dowling, few locally owned mortgage companies around that’s Homeless. t allow him to provide more in-depth assistance to out even shop for other options.

I know Barb will thethe process, and being honest and aboveboard, is car, allcharities of which isin crucial because it can impact in touch for years; I form lifelong friendships Las Vegas area that valuwork for a direct lender you are actually sers a team people afollow-up director of marketing, dreams. During any free time, own retail team. Now Burt is a loan officer overseeing working withof me,” he says,including “thanks to our Everyone s1lending.com/clients/stacey-dowling, please visit from his Phoenix office.

There, he their approval.

Staying in touch is key to avoid last with many of my clients.

I think people find me not part of a big chain.

It allows us a lot of flexibility ents: “I’m a CMPS (Certified Mortgage Planning the way to build a career.”

“I’m an educator for my clients, which builds get us the best possible rate, and make the entire provide Spanish communities.

In e professionals loan, so the relationship ishanging maintained.”

Cali a teamthat at Intercap Lending, services providing histoclients with speaking systems andloan the automation weloan do.” Another advan- and processor. junior officer,relatable, coordinator her husband, out with What makes truly email sdowling@s1lending.com, orjust call (303) 946-3878 minute problems.”

I’ve“I hadconjunction aprocess foreclosure, bankruptcy, “I tell the truth,” she says, “and quickly at aLauren able pl works in with a I’ve loanvery in of pricing and With theit company being hugetosucc ecialist), whicha seamless, helps meeasy analyze clients’ financial a tremendous trust,” shedecision explains. as asmooth and easy as can be.type She experience and attentive service. tageamount that keeps people coming back ismaking.”

Burt’s quick day has nothing do w Loansshe works with every of loanto from addition he is an active member of both the Veterans fact, he says that As a correspondent lender, Highlands Residential nature. gone through a divorce.

I can empathize.” says, no plans of slowing down in the future uation a little more thoroughly,” Bruce explains.haveBruce enjoys being active in his community.

His cliturnaround time.

“Our average turnaround time is 14 that.

I know my limitations, and I’m very resourceful. officer assistant and commands the and is a instead a lot ofbehind knowledge about finance, so they communicates extremely well pleasure it has everything t Renata a great team Professionals, her at isColten “What I love most about my job isproducts. providing people and conventional.

VA to Jumbo They even of Copyright Top Agent Association of has Real Estate The eferrals through Mortgage able to offer alike wide variety ofMagazine a correspondent lender Banker), serving the greater and can even asand little as 8.get As quick as ourto cliAnd it be certainly seems their great pricing as well toand open atand least five branches of DCpe L nd I’m also a Burt CMBisthis (Certified Mortgage ents maydays, see him out and about at community events feel comfortable knowing they can help deal with.

Itrust give Springs Mortgage People know they can me and that I will give entirety of his business through repeat referral to help helping people.

“Helping Mortgage. “Our CEO and owner believes in family with the American Dream.

It’s a privilege toBarb be able Salt Lake Citya National area. dedicated team, including ents want toas we superior can move. top ofhave that, our range of more esoteric products targeting Association of Gay and Lesbian Real Estate of isrealtors, escrow family business values worked in ensuring Portland Metropolitan area she in the By providing and helping her real As Tina looks ahead, is next excii ich not a designation lot ofHisretail mortgage like trivia nights ormove, bingo.

He is alsoOn aservice huge college

MARK MARTINEZ BRUCE MEYERS

BARB PATTEE

LISA POGUE PHIL WRIGHT

TINA MITCHELL

CONTENTS

6) CREATIVE WAYS TO SAY THANK YOU

https://

10) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

21) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

25) TURNING YOUR PROFESSION

in that way.” Barb is also down-to-Earth, and my highestand endorsement.” is always my is m clientele.

Borrowers agents alike turn toto ownership Phil for home them great advice.”

Her real estate partners know with problematic credit.

“We have aawhole sui client satisfaction and a Maryland high referral rate.

“A large be steeped in the nsteadily officers have. have to be in the business fan her and has had University of INTO Ahas PASSION Professionals, and acontributes heavily to both organirefer You busiCopyright Top Agent Magazine estate agent partners succeed, Tina maintained a wants paththem leads her.

“I wake upsame eve trulybasketball cares about clients’ needs.

She makes wealth.

Putting people in his insight, affable nature, and proven track record of not afraid she will go above and beyond to help their clients, 15) 3zations’ MIND–BENDING Copyright Top Agent percentage of our clients are Magazine by referral, we’re and have made DCa Lend tain amount time and have a lot more experi-the season graduating college.

Bruce also ucts we provide to than people who wouldn’t be to themselves hom roup fitnessofclasses, initiatives. processtickets as99% funsince as possible, and forms solid As Barbbecause looks ahead, she istraditions eager to that continue referral rate. better I buy was yesterday.

W success.

What’s more, he cites ongoing education of guide them and will always work with their best interest in focused on what’s in the best interest of our clients mortgage company for so many home b e, as well as goingPHILOSOPHIES through an extensive education loves biking along the Potomac River near his home financing“I through the world Educating on bec the TO EXPAND 29) IF IT’S GOOD FOR relationships with YOUR people from the beginning. growing her business. relocated myI conforming office in people people in my class takes me, will move forward wi inwith the long term.his We’re very transparent and honest d testing process. I believe those two designations and spending time his family. clients, communication, and relationship building mind.

For her first time home buyers and anyone available that they might n experienced awhile bankruptcy WithMark an emphasis on afinancial planning andto help August, I have, have afor lotexample, more I’m going Beyond his workPERSPECTIVE life, loves going to the gym, siness,” Markmost says.

“I have of platforms mysoreal estate andspace. a fighting spirit, contin PROFESSIONAL THE SOUL, IT’S GOOD about lot how mortgage pricing works.

We’re focused on me apart from other loan officers.”

“There’s no better feeling as some of the key drivers of his professional style.

Beyond t who wants to learn more, Bliss happily educates she stands out in her field and to grow the business over the next five years, so last best three years,” Theresa explains. agents be plans more in their business,” she people andtheir make a difference in and is an avid fanpreparation, ofIn Disney.

InBruce fact, he them recently the future, to successful continue his that’s educating to makesharing a decision in their goals.”

“Throughout the transaction, earn the know trust our various l FOR THE BUSINESS helps her clients make decisions that have a eventually it will be we ableso to they sustain itself.”of them throughout the process what uce’s loyalhis clientele clearly value his expertise, as expertise with clients and colleagues alike.

“As the interest.

The home buying process can be scary and says.

“I host power hour lunches where I bring in joined an organization called Agents of Excellence, a roaches work, it 18) 4 WAYS TO100% WIN THE BATTLE lasting positive impact.

“Ilooking alwaystocome from clients, and continue to Under keep inTheresa’s touch bytoreaching out Caliber his suppo to expect prepare for.

Committed providing stewardship, Hom ll dedication to customer service,of since Branch Manager, I’m grow the branch full of uncertainties.

We want to guide them through Her altruistic spirit is so a integrate guest speaker every month, aand radio show/podcast network people who seek to the spirit of d assohismuch success. a financial point of view, and enjoy playing No matter how much she grows, she will no and staying top ofat mind long In that vein, Phil nament AGAINST his business comes via repeat clientsPROCRASTINATION and referrals. and help youngerthis loan officers established and process in aget way that fosters trust and makes thatafter.” branch in Corpus Christi grew 36% year-ov superior service all times, Bliss leaves no quesboth work and personal lis where Imagical can showcase agents, and an eight week Disney into theirhis business.

“I love the feeling aightforward, devil’s Ihewant to“Ihelp them budget doubt love every minuteeven of it. “I lovethe theclosing finance doesn’t need toopen, do any advertising, because buildadvocate. careers,” says. like helping people, and path clear and simple.” remains a resource for his clients after Girls Clu 2019, closing over $46 million in loans.

Whe tion unanswered gets herwith clients towards their coaching people to run a high make their dreams come I put the parthow andand love working people from all walks Disney gives people, soit’s I’m learning about howtrue. toshowing put ke sure they undersfied customers and referral partners speak forand great to know I’mprogram helping clients achieve sometable has been reached.

Likewise, Phil cultivates close her how they’ve managed to enjoypast so and muc goals.

Afterwards, she makes sure to stay in touch client first, Iefficiency always have, and prides always of top life. It’s rewarding business model.”

On ofrelationships that, Tinato be there for them during mselves.

Bruce’s “But attention the to detail also inspires thing so important.

I’ve worked with awill.” lot ofto great Lisa believes it’sworking important maintain level of care and customer service Disney Mark explains. relationships with the Realtor referral partners together Phone 310-734-1440 | Fax 310-734-1440 Theresa credits her unique lead tracking sy through phone calls and FaceTime.

Ultimately, Barb aims to referral create lifelong bonds, this exciting in their lives.” nfidence.

“Things with go smoothly my transacpeoplehe over the years and continue do so. I’ve with partnersto and clients face to face.time “That’s is also an accomplished author and hosts various itselfwith on into my business,” explains. y interactions For mo he works alongside.

From cohosting seminars to inform nobody w her teams’ loyalty to their referral sources ha ns, and I do a thorough of strong bonds working bestabout way toreal doinitthis in industry.” any relationship.

And strong we’re estate.

By fostering | the www.topagentmagazine.com about ensuringmag@topagentmagazine.com thatjob pre-qualifying people,” built a lot workshops first-time buyers of their options, to catching up over our peopl primary drivers of their business.

“Every tim locally that’s a huge strength.

Our clients For owned more so information about Barb Pattee, When the transaction over,toclients love to spread relationships with her agents, she finds itiseasy thebe day, Mark loves his job offace opportunity in No life.”

To learn more Lisa Po approach decidedly focused on interare ablebecause towhatsoever meet dinner, us toPhil’s face.”

Butconsent she alsois gives a lead, weAgent treat ithad likeabout a seed,” Th portionAtofthe thisend issueofmay reproduced in call any manner without prior ofmakes theyou publisher.

Top Magazine ema please 719-576-6600 or email barb@springsmortgageinc.com the word about her work. recently said, “We create long-lasting withto her clients.

“I One thinkof To find out about Meyers , lookbonds thebyjoy hismore work brings GA, toBruce his clients.

“The on herself available by or email.

Lending email lisa@dc-lending.co is published Feature Publications Inc. Although precautions arephone, takentext, ensure theDC accuracy published materials, Top Agent.

“There are different cycles personal connection.

“Whether we’re working withtimeAs for fr th introduction toormy clients from my real To subscribe please call their 301-346-3905, email BMeyers@firsthome.com. also has great technology and ansupplied easy on line applicavisit that dc-lending.com/lisa-po facescannot whenorbe everything isthe saidinitial and done, seeing ess has focused Topon Agent Magazine held responsible for opinions expressed facts by authors. orMagazine change borrowers or agents, it’sits important to keep bond steady as Copyright Top Agent tion and paperless process. estate partners helps to build that relationship before brucemeyersmortgage.com You can also find him online at or call (509) 440–0677 the joy when they walk into their house for the first pand into California address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. strong through communication, honesty, and aligning opportuni www.

www.

with large Hispanic 2

she says. She is committed to time, it really makes the job.” I meet with them,”our vision,” he says. “As a loan officer, it’s also my job Copyright yearsTop ofAge Top Agent expectations, Magazine going aboveCopyright and beyond and does to bring something of value to the table.” assuredly Top Agent Magazine everything possible to ensure their happiness.

re information about Mark Martinez,

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

BURT HOAGLAND

Burt is a correspondent lender serving the greater Salt Lake City area. His dedicated team helps him streamline the lending process for his clients.

Burt Hoagland got started in real estate after being a professional drummer and touring all over the country. Music wasn’t going to pay the bills forever, so in 2012, Burt took the plunge into the world of real estate lending. He started out mainly handling VA and FHA loans, and then moved to a position primarily helping veterans, where he quickly distinguished himself by earning a spot in the Presidents Club, the top 20% of the company. In 2016 he was ranked in the Scotsman’s Top 75 Loan Originators in the country, an incredible honor made all the more remarkable because he was among the very few loan originators in Utah who were included. In 2017, he started his own retail team. Now Burt is a loan officer overseeing a team at Intercap Lending, providing his clients with a seamless, easy experience and attentive service.

Burt is a correspondent lender serving the greater Salt Lake City area. His dedicated team, including 4

an assistant, a junior loan officer, and a processor, helps him streamline the lending process for his clients. “That allows me to get out and market to real estate companies full-time,” Burt explains. “I’m able to put on events and keep in touch with Realtors® to see how I can help them and really get to know them on a more personal level.”

This approach has yielded impressive results: about 95% of Burt’s business comes from repeat and referral clients, and he has a reliable network of Realtors® who work with him. “I try to typically give Realtors® back at least one or two referrals a year when they are working with me,” he says, “thanks to our follow-up systems and the automation we do.” Another advantage that keeps people coming back is Burt’s quick turnaround time. “Our average turnaround time is 14 days, and can even be as little as 8. As quick as our clients want to move, we can move. On top of that, our Copyright Top Agent Magazine

rates are competitive, especially for a correspondent lender. We just do whatever we can to make the process easy on everybody.”

Burt markets his business largely through his relationships with brokerages. Every week he makes a sales presentation at a different Berkshire Hathaway branch in the area, and afterward he takes the time to meet with brokers one-on-one to see how he can help them. “More than anything, I like helping people,” Burt says. “I’m social by nature, and a lot of the time when I’m working it feels like I’m just out having fun with friends, but I get to make a living out of it.

Every Realtor® and every client I work is someone I like, and it’s fun when you get to pick who you work with.”

Burt and his team give back to the community through fundraising, volunteering, and putting on events. They collaborate with Berkshire Hathaway on their community endeavors, and some recent work has included raising money for Toys for Tots, provided school supplies to local elementary schools, a food drive for the local food bank, and gathering books to donate to the local VA hospital.

When he’s not working, Burt still loves to play music. He performs in a jazz trio and sometimes records with other musicians.

He also loves getting outdoors, especially snowboarding, and also travels whenever he can. He lives in Salt Lake City with his German Shepherd.

In the future, Burt wants to continue growing his team. “I’m grateful to be part of the industry,” Burt says.

“I jumped into this in 2012, hoping I could make it work, and everything panned out ten times greater than I thought it would. I’m just grateful that I’m able to be a part of it, and grateful for all the people I get to work with.”

Top Agent Magazine

For more about Burt Hoagland, please call (801) 671-5155, email burt@intercaplending.com, or visit intercaplending.com/ www.intercaplending.com/loan-officer/burt-hoagland loan-officer/burt-hoagland www.

Copyright Top Agent Magazine 5

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.

Top Agent Magazine

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

Top Agent Magazine

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RENATA WHITE

Renata White has twenty years of experience in the mortgage industry, what’s most important to her clients? “Being honest, communicating and treating people with kindness,” she explains. “Would I want to use myself as a loan officer? My biggest focuses are returning a phone call or an email within 30 minutes, great customer service experience and treating people with kindness. We are all people with our own stories, our own problems, our own fears, anxieties and joys. Kindness goes a long way in this business and in life.”

first,” she says. “Every time I see him, he asks me how I’m doing or how are things going, it’s not how many loans I’m closing this month or what’s my production - he cares about each and every person that works here. I have so much support at Colten Mortgage and a great team behind me. I work at the corporate office in DTC, my underwriter is ten feet away from my desk as well as our entire team, having us all here gives me so much flexibility. From inception to closing you’ll be working with me; not multiple people and I always attend my closings.”

“Communication is vital because life keeps happening and changing,” especially since almost half of Renata’s business comes from new construction, which can take anywhere from 9 months to a year, “Clients will lose their jobs, change jobs, get a new car, all of which is crucial because it can impact their approval. Staying in touch is key to avoid last minute problems.”

“Fifty percent of my business is referrals, that’s the kind of advertisement you can’t buy.” Knowing that people enjoyed working with her is one of the best aspects of Renata’s job, she says. “I get very emotionally attached to my clients; we keep in touch for years; I form lifelong friendships with many of my clients. I think people find me relatable, I’ve had a foreclosure, a bankruptcy, I’ve gone through a divorce. I can empathize.” she says, “What I love most about my job is providing people with the American Dream. It’s a privilege to be able

Renata has a great team behind her at Colten Mortgage. “Our CEO and owner believes in family 8

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to provide people with a service that allows them to buy a home. In most countries you can’t buy a home with as little as 3% or 3.5% down. It’s simply unheard of, we provide people with the dream of buying a home, an opportunity that they would not have in other countries. I feel lucky and blessed to be able to provide the American Dream. I’m fortunate to do something I love, not too many people can say they LOVE their job.”

Service is a cornerstone of Renata’s life, and she’s deeply involved in her community. She’s been involved in The Helping Hands Program, which renovates homes free of charge, and the Wounded Warrior Project, providing a mortgage free home every year to a wounded veteran.

Renata has five children and also takes care of her special needs’ granddaughter. “With normal kids, you see the milestones pass so quickly. But with a special need’s child, every milestone seems more earned and important. Like using a sippy cup, easy for some kids… gigantic for my granddaughter.

Making eye contact or turning her head when we talk…so rewarding! It’s all these little things that make us slow down and enjoy life. She rewards us with teaching us to take our time and live each day to the fullest. I would not change being a grandparent of a special needs’ child with anyone! I’m asked all the time how I do it? I just say, God felt that I was special enough to care for her and it’s just what I do. I’m rewarded with a giggle or a smile for almost anything. She may not be able to say I love you, but I know she does just by the way she looks at me and grins. Not Top Agent Magazine

everyone understands just how precious these little ones are. Sure, there are many ups and downs, but that goes along with any child. We just take them in stride, adjust where we have to, to accommodate Layilah and go on with life.”

Theater is also, a big part of Renata’s life. “My daughter Katie and I love to attend the theater” she says. “We also travel to New York City annually and catch at least two shows a year.”

Even with two decades of experience, Renata is always looking to grow and improve. “I like meeting with people in person,” she says. “But today’s generations rely on electronic media, which I’ve been learning and adapting to.

To find out more about Renata White visit COLTENMORTGAGE.COM/WHITE, call (303) 550-6938 or email her at rwhite@coltenmortgage.com www.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 12

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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STACEY DOWLING well; communication and teamwork are key.”

Stacey Dowling started out working for a dentist’s office across the hall from a mortgage company. “The mortgage office seemed pretty exciting,” she says. “Things were always going on over there, so I went in for an interview.” That was 26 years ago, and she’s been in mortgage ever since, and is now serving Colorado, with a focus on the Denver metro area.

Her repeat and referral rate are about 90%.

Stacey believes that clients come back and refer her to friends due to the personal touches she and her team are dedicated to providing. “It sounds so cheesy, but we really do fall in love with all of our clients. We take care of them and treat them like our own family.”

And that personal touch is incredibly important for business. “Most of us have the same products,” Stacey says frankly. “It’s not like I have any kind of magical product that makes me so great. I think it’s that [my team and I] are always available, nights, weekends, whenever and whatever it takes.” That means getting the client prepared with their loan before they even start looking for a home. “I really feel that it’s important for the buyers to feel comfortable with the agent they’re working with. We give our buyers a lot of time and love. The amazing agents we work with are a huge part of it as

To stay in touch and maintain the family-style tie, Stacey uses a CRM. Formerly she relied on phone calls and mailings but finds today’s tech solutions make things a lot easier. When it comes to marketing, she relies on referrals, and hosts an annual event called Mile High Leaders, recognizing top-performing agents in Denver.

Stacey’s favorite part of the job is learning about her clients, especially their livelihoods, and how they got into their own careers. “You just build friendships with everybody you work with, and it’s fun.”

She’s also built friendships within her community. Some of these have been through her children’s sporting events when they were younger. Now that they’re older, Stacey gives back by supporting the charities and nonprofits her colleagues are passionate about. She’s also a huge Denver Nuggets fan.

Her future involves building her team, with the goal of making retirement possible in about nine years. However, she’s not sure that she’ll even want to retire in nine years. “I am a worker, and I like to work. Maybe I’ll just run the team from behind the scenes.”

To learn more about Stacey Dowling, please visit s1lending.com/clients/stacey-dowling, email sdowling@s1lending.com, or call (303) 946-3878 https://

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BLISS GREEN With a love for helping others and a passion for real estate, Bliss Green has found her true calling in the mortgage industry.

She started her career 20 years ago after working as an assistant for a temporary agency. “I kept getting placed with brokers,” she explains. Bliss soon fell in love with it, and earned her mortgage license. She currently has a team helping her run everything smoothly from start to finish. Serving all 50 states, with her home base in Charlotte, North Carolina, she is able to offer a wide variety of loans through Prime Lending. “We’re a correspondent lender, but we can also broker,” Bliss says. Her clientele largely consists of repeats and referrals, mainly from four categories: veterans, renovators, investors, and first time home buyers. No matter who she is working with, all clients appreciate her honesty and knowledge.

“I just tell the truth,” she says, “and very quickly at that. I know my limitations, and I’m very resourceful.

People know they can trust me and that I will give them great advice.” Her real estate partners know she will go above and beyond to help their clients, and will always work with their best interest in mind. For her first time home buyers and anyone who wants to learn more, Bliss happily educates them throughout the process so they know what to expect and prepare for. Committed to providing superior service at all times, Bliss leaves no question unanswered and gets her clients towards their goals. Afterwards, she makes sure to stay in touch through phone calls and FaceTime.

When the transaction is over, clients love to spread the word about her work. One recently said, “We had 14

a great experience with Bliss! She was very professional and went out of her way to make sure everything was in order as quickly as possible. Throughout this stressful process we had no doubt that Bliss was there for us and anything we needed. Highly recommended and would absolutely use Bliss again!”

When Bliss isn’t working, she’s giving back to the community. She leads a women’s networking group called Charlotte Dynamic Women, advocates for veteran access to benefits in North and South Carolina, and is involved in organizing Less Fortunate Period, a project that supplies feminine products to Title 1 public schools in CMS. Bliss is also a Mecklenburg County Board of Elections Official as a Transfer Assistant, and is an active member of Central Church.

As Bliss continues to grow, she hopes to have a positive impact on the lives of others, whether it be through her work in the mortgage industry or the community. “What I love most about what I do is my ability to impact people’s lives in a positive way.

Everyone wants homeownership, and I love being able to play a part in that.”

For more information about Bliss Green, please call 704-241-5135 or email bliss.green@primelending.com TopAgent AgentMagazine Magazine Copyright Top

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.

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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 profes16

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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THERESA GUETTLER Genuine and experienced, Theresa Guettler’s passion for educating her clients all about the home buying process has built her a stellar reputation as one of the go-to mortgage experts in her community. With 17 years of experience in the industry, she is now the head a of a five person team at Caliber Home Loans in Corpus Christi, Texas.

Travis, who graduated in 2017 with a degree in finance, is her production manager, while Theresa’s head of refinancing, CJ, is a current college student. Rounding out the team is Theresa’s sales manager, Sarah, who has worked with Theresa for 7 years, and processor, Terry, who has worked in the industry for over 20 years.

After starting off her career working for a mortgage broker, Theresa came to work for Caliber Home Loans when she realized she wanted to maintain a deeper connection with her clients. “A mortgage broker’s work is so transactional, the relationship with the client ends promptly with the closing,” Theresa says. “When you work for a direct lender you are actually servicing the loan, so the relationship is maintained.” Caliber Home Loans works with every type of loan from FHA and VA to Jumbo and conventional. They even offer a wide range of more esoteric products targeting individuals with problematic credit. “We have a whole suite of products we provide to people who wouldn’t be able to get financing through the conforming world because they have, for example, experienced a bankruptcy within the last three years,” Theresa explains.

Under Theresa’s stewardship, Caliber Home Loans’ branch in Corpus Christi grew 36% year-over-year in 2019, closing over $46 million in loans. When you ask her how they’ve managed to enjoy so much success, Theresa credits her unique lead tracking system and her teams’ loyalty to their referral sources has been the primary drivers of their business. “Every time someone gives you a lead, we treat it like a seed,” Theresa tells Top Agent. “There are different time cycles from when a Top Agent Magazine

realtor gets a lead to when they actually want financing, we track everything on there so that we can keep up with our potential clients throughout the process. On top of this, it’s important to us that we protect the realtors we work with by keeping them in the loop— this builds trust between us, and ultimately helps us generate more leads.” Clearly this approach has proven effective for Theresa and her team. Because they are the preferred lender for the largest builder in South Texas, 60% of their business comes from this developer, and the remainder is all referral.

In those rare times when Theresa isn’t working, she loves to spend time with her family and friends. She also gives back to her community by participating in economic development efforts in the area, and is involved with the Corpus Christi Builder’s Association, and their efforts to grow the marketplace and opportunities within the region.

In thinking about the future, Theresa is excited to continue building her book of business so that they can help as many people as possible achieve their dreams of homeownership. “Helping people get into a home that they want is an honor and a privilege.”

For more about Theresa Guettler, https://caliberhomeloans.com/loan-consultant/texas/corpus-christi-TX/tguettler please visit her website here, call 361.229.1176 or email theresa.guettler@caliberhomeloans.com 17 Copyright Top Agent Magazine

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

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

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

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

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 18

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

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

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

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

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

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LAUREN LaROCHE Ten years ago Lauren LaRoche made the transition from banking to mortgages, and she hasn’t looked back since. Born and raised in Alaska, Lauren relocated to Washington, and is currently licensed in four different states.

She works at Fairway, an independent mortgage broker, where Lauren specializes in first time homebuyers, Jumbo and Investment clients and is well versed with government and specialty loan program options.

Lauren’s personal approach to those she works with is a unique quality that her clients have come to deeply value and appreciate in her. “I don’t take transactions at face value. I look at them as long-term relationships.

The way that I nurture each transaction from start to finish, I almost become an extended family member to the people that I’m working with,” she says. For Lauren, the job doesn’t end after her clients sign on the dotted line. “I make myself available at any time throughout the transaction, and even after the transaction.” Her clients consist of 80 to 90 percent referral business, with 50 percent coming from real estate agents. And she likes to utilize social media platforms such as LinkedIn for marketing purposes and to connect to people working in her industry.

What makes Lauren truly excited to get to work each day has nothing to do with closing just another deal, instead it has everything to do with the role she plays in helping people. “Helping people achieve the dream of ownership is always my main goal. Helping them build wealth. Putting people in a position where they’re able to buy themselves a home for them and their family.

Educating people on the different programs that are available that they might not be familiar with,” she says.

“There’s no better feeling than helping a client achieve their goals.”

Her altruistic spirit is something Lauren channels in both work and personal life, as she spends a great deal Top Agent Magazine

of time engaging in community outreach. “During Christmas time I like to participate in adopting a family.

It’s a program that helps out new immigrants coming over to the US that don’t have a lot. Adopting a family during Christmas enables them to have a nice and enjoyable holiday season.” She also helps out underprivileged kids, buying them necessities such as school supplies.

Outside of work Lauren loves to travel, and often goes back to Alaska to visit her family. She spends ample time with her husband and kids, who are all big football fans, specifically supporting their Washington State teams. She also enjoys the arts, painting, and doing interior design around her own home.

When it comes to the future of her business Lauren envisions exponential growth in all areas. “I want to continue serving not only my community of Washington, and being successful here, but leaving a footprint in Alaska, Oregon, and Arizona. My hope is to also grow my team, and be someone that is recognized in the community as a great person and a go to lender that is going to genuinely take care of people.”

To learn more about Lauren Laroche email lauren.laroche@fairwaymc.com, visit laurenlaroche.com, or call (907) 350–1753 www.

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MARK MARTINEZ After working for 10 years in the mortgage industry, Mark Martinez has learned about lending from the ground up. Starting off as a loan officer assistant, Mark steadily worked his way up to becoming a loan processor, Operations Manager and then a loan officer in his own right. Through a steadfast dedication to providing his clients with superior service, Mark has developed a fantastic reputation in the Las Vegas area as a trusted source for lending expertise.

populations. As a Latino who grew up in a Mexican-American household, ensuring that Spanish-speakers are educated about the lending process and provided with high-quality service is incredibly important to him. “I feel like my job as someone who speaks Spanish is to help my community out and get them into the best products available,” he explains.

Along the way, Mark built a valuable network with other real estate professionals that heavily impacts his business. In fact, he says that most of his business comes from referrals through this network. “I’ve built up a network of realtors, escrow officers, and former clients who steadily refer business my way. In addition, I teach group fitness classes, and oftentimes get referrals from people in my class who find out about my lending business,” Mark says.

When you hear about how he approaches his work, it isn’t hard to see why he’s enjoyed so much success.

“With all my clients I’m very straightforward, open, and honest with them, and I make sure they understand every part of the process,” Mark explains. “But more than that, I don’t make my interactions with them just about the loan, I make it about ensuring that the process is giving them a better opportunity in life.”

Although most of Mark’s business has focused on Clark County, he has plans to expand into California and other states in the country with large Hispanic

Mark’s commitment to helping his community extends beyond business however, and he is active in several charities in the Las Vegas area that provide services to Spanish speaking communities. In addition he is an active member of both the Veterans Association of Real Estate Professionals, and The National Association of Gay and Lesbian Real Estate Professionals, and contributes heavily to both organizations’ initiatives.

Beyond his work life, Mark loves going to the gym, and is an avid fan of Disney. In fact, he recently joined an organization called Agents of Excellence, a network of people who seek to integrate the spirit of Disney into their business. “I love the magical feeling Disney gives people, so I’m learning about how to put the level of care and customer service Disney prides itself on into my business,” he explains.

At the end of the day, Mark loves his job because of the joy his work brings to his clients. “The look on their faces when everything is said and done, seeing the joy when they walk into their house for the first time, it really makes the job.”

For more information about Mark Martinez, please visit fairwayindependentmc.com/Mark-Martinez, call 702.278.8234 or email mark.martinez@fairwaymc.com www.

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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 22

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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BRUCE MEYERS Bruce Meyers has been working in the mortgage industry since 1985, right after he graduated from college. Since 2007, Bruce has been with First Home Mortgage in Bethesda, where he is the Branch Manager. He brings a wealth of experience to every transaction he handles, and his clients know they can trust Bruce to always put their interests first.

he says. “I have systems in place that help keep me on track and keep the loan on track, things I’ve learned over the last 35 years. That level of experience helps me spot issues early on in the process so that I can ensure a smooth transaction.”

Bruce’s advice to anyone just getting started in the mortgage industry is to maintain personal connections: “Stay in touch with your clients, because they can be a great source of business. You never know where the next referral is coming from.” He also adds, “Being honest with people and being able to communicate effectively is key. Keeping people informed throughout the process, and being honest and aboveboard, is the way to build a career.”

Bruce serves the Maryland, Washington DC, and Virginia area, with an emphasis on Montgomery County, Maryland. He is also licensed in Florida and Pennsylvania. Bruce has closed thousands of loans in his career, and has experience with many different types of mortgages. Bruce has two key certifications that allow him to provide more in-depth assistance to clients: “I’m a CMPS (Certified Mortgage Planning Specialist), which helps me analyze clients’ financial situation a little more thoroughly,” Bruce explains.

“And I’m also a CMB (Certified Mortgage Banker), which is not a designation a lot of retail mortgage loan officers have. You have to be in the business a certain amount of time and have a lot more experience, as well as going through an extensive education and testing process. I believe those two designations set me apart from most other loan officers.”

Bruce enjoys being active in his community. His clients may see him out and about at community events like trivia nights or bingo. He is also a huge college basketball fan and has had University of Maryland season tickets since graduating college. Bruce also loves biking along the Potomac River near his home and spending time with his family.

In the future, Bruce plans to continue sharing his expertise with clients and colleagues alike. “As the Branch Manager, I’m looking to grow the branch and help younger loan officers get established and build careers,” he says. “I like helping people, and it’s great to know I’m helping clients achieve something so important. I’ve worked with a lot of great people over the years and continue to do so. I’ve built a lot of strong bonds working in this industry.”

Bruce’s loyal clientele clearly value his expertise, as well as his dedication to customer service, since 100% of his business comes via repeat clients and referrals.

He doesn’t need to do any advertising, because his satisfied customers and referral partners speak for themselves. Bruce’s attention to detail also inspires confidence. “Things go smoothly with my transactions, and I do a thorough job pre-qualifying people,”

To find out more about Bruce Meyers, please call 301-346-3905, or email BMeyers@firsthome.com.

You can also find him online at brucemeyersmortgage.com www.

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TINA MITCHELL With a love for helping others and a talent for business, Tina Mitchell has made great strides as a loan officer in the King County region of Washington state. She entered the mortgage business in 1995 after leaving a career in the food and beverage industry. Tina knew she wanted to become an entrepreneur, and thought real estate was the perfect pathway. Today she works with Highlands Residential Mortgage with a team of people including a director of marketing, junior loan officer, loan coordinator and processor.

As a correspondent lender, Highlands Residential Mortgage is able to offer a wide variety of products.

By providing superior service and helping her real estate agent partners succeed, Tina has maintained a 99% referral rate.

“I have a lot of platforms to help my real estate agents be more successful in their business,” she says. “I host power hour lunches where I bring in a guest speaker every month, a radio show/podcast where I can showcase agents, and an eight week coaching program showing people how to run a high efficiency business model.” On top of that, Tina is also an accomplished author and hosts various workshops about real estate. By fostering strong relationships with her agents, she finds it easy to create long-lasting bonds with her clients. “I think the initial introduction to my clients from my real estate partners helps to build that relationship before I meet with them,” she says. She is committed to going above and beyond expectations, and does everything possible to ensure their happiness.

After the transaction, clients love to spread the word about her work. One recently said, “Tina helped us from start to finish for the purchase of our first house. Going into the process my husband and I 24

were quite nervous as we were very inexperienced in the choices that needed to be made or understanding the different options we had. Tina was great at explaining the long term impact of different decisions and was very responsive in answering any questions we had. I would highly recommend Tina especially for any first time home buyers out there!”

When Tina isn’t working, she’s giving back to the community. She is involved with local homeless organizations and is a frequent keynote speaker, sharing her story and inspiring others to follow their dreams. During any free time, she is traveling with her husband, hanging out with friends, or enjoying nature.

As Tina looks ahead, she is excited to see where this path leads her. “I wake up every day hoping to be better than I was yesterday. Wherever this journey takes me, I will move forward with a sense of urgency, and a fighting spirit, while continuing to connect with people and make a difference in the world.”

For more information about Tina Mitchell, please call 425-647-0205 or email tina@tinamitchellteam.com Copyright Top Agent 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

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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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.

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BARB PATTEE With experience in finance and a passion for helping others, Barb Pattee has flourished in the mortgage field. She got her start after working as a stock broker for 8 years. “Several people suggested I get into the mortgage industry, so I took their advice,” she explains.

She’s now been in the business for over 30 years, and is the owner of Springs Mortgage, Inc., in Colorado Springs.

She keeps her team small in order to consistently provide superior service and guidance to each client. With almost all of her customers coming from referrals, it’s clear she is going above and beyond expectations.

“I’m an educator for my clients, which builds a tremendous amount of trust,” she explains. “I have a lot of knowledge about finance, so they feel comfortable knowing they can get help in that way.” Barb is also down-to-Earth, and truly cares about her clients’ needs. She makes the process as fun as possible, and forms solid relationships with people from the beginning.

With an emphasis on financial planning and preparation, she stands out in her field and helps her clients make decisions that have a lasting positive impact. “I always come from a financial point of view, and enjoy playing devil’s advocate. I want to help them budget and make their dreams come true. I put the client first, I always have, and always will.”

Ultimately, Barb aims to create lifelong bonds,

so clients always know they can call and ask a question, even when the transaction is over.

Afterwards, they love to spread the word about her work, and don’t hesitate to leave five-star reviews.

One recently said, “A mortgage is one of the biggest financial obligations any of us will ever take on. It’s vital to engage with someone who knows their industry inside and out, and in whom you have complete faith and trust that they are doing what is best for you. For me, that is Barb Pattee. My wife and I have purchased or refinanced properties four times over the last 10+ years, and I don’t even shop for other options. I know Barb will get us the best possible rate, and make the entire process as smooth and easy as it can be. She communicates extremely well and is a pleasure to deal with. I give Barb and Springs Mortgage my highest endorsement.”

As Barb looks ahead, she is eager to continue growing her business. “I relocated my office in August, so I have a lot more space. I’m going to grow the business over the next five years, so eventually it will be able to sustain itself.”

No matter how much she grows, she will no doubt love every minute of it. “I love the finance part and love working with people from all walks of life. It’s rewarding to be there for them during this exciting time in their lives.”

For more information about Barb Pattee, please call 719-576-6600 or email barb@springsmortgageinc.com Top Agent Magazine

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LISA POGUE Lisa Pogue started her journey in the mortgage industry in 2013 by joining her husband’s company, Desert Canyon Mortgage in Kennewick, WA. In 2017 she decided to open up her own mortgage company, DC Lending in Vancouver, WA. As a family business, DC Lending puts a high priority on serving and supporting their local community.

DC Lending is a mortgage broker, and because it is a family owned local business, it allows room for deals that you simply can’t find in corporate firms. “We’re probably most known for having excellent pricing on the basic loans—which are the majority of what people do—super fast closings, and very personalized service. We’re one of the few locally owned mortgage companies around that’s not part of a big chain. It allows us a lot of flexibility in pricing and decision making.”

And it certainly seems like their great pricing as well as family business values have worked in ensuring client satisfaction and a high referral rate. “A large percentage of our clients are by referral, because we’re focused on what’s in the best interest of our clients in the long term. We’re very transparent and honest about how mortgage pricing works. We’re focused on educating them to make a decision that’s in their best interest. The home buying process can be scary and full of uncertainties. We want to guide them through this process in a way that fosters trust and makes that path clear and simple.”

Lisa believes it’s important to maintain relationships with referral partners and clients face to face. “That’s the best way to do it in any relationship. And we’re locally owned so that’s a huge strength. Our clients are able to meet us face to face.” But she also makes herself available by phone, text, or email. DC Lending also has great technology and an easy on line application and paperless process.

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For Lisa the true joy of working in mortgages comes from making a difference in people’s lives. “Knowing that we can help provide a family with a smooth home buying experience is very rewarding because we know how much it means to them, and what a huge investment it is.”

Outside of work Lisa loves spending time with her husband, her kids, and her three dogs. As the owner of a local business she puts a lot of effort into supporting her community. DC Lending has created a program called DC Cares, which gives back to several local charities every time they have a closing. The members also donate their time to group volunteer activities, at Habitat for Humanity as well as Race for The Homeless.

With the company being a huge success, Lisa has no plans of slowing down in the future. She intends to open at least five branches of DC Lending in the Portland Metropolitan area in the next ten years, and wants them to be steeped in the same family values and traditions that have made DC Lending the go-to mortgage company for so many home buyers.

To learn more about Lisa Pogue email lisa@dc-lending.com, visit dc-lending.com/lisa-pogue, or call (509) 440–0677 www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 30

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PHIL WRIGHT Phil Wright launched his career in the mortgage industry fresh from college.

Back in 2014, he accepted an offer from his uncle, a long-time industry pro, to cut his teeth as an intern in his office. Enticed by the challenge, Phil committed himself to learning the ropes by getting in on the ground floor.

He worked his way through various roles and ultimately transformed into the seasoned loan officer he is today.

Now, Phil spearheads his work under the banner of Guild Mortgage, serving clients across the State of Arizona from his Phoenix office. There, he works in conjunction with a loan officer assistant and commands the entirety of his business through repeat and referral clientele. Borrowers and agents alike turn to Phil for his insight, affable nature, and proven track record of success. What’s more, he cites ongoing education of his clients, communication, and relationship building as some of the key drivers of his professional style.

“Throughout the transaction, we earn the trust of our clients, and continue to keep in touch by reaching out and staying top of mind long after.” In that vein, Phil remains a resource for his clients even after the closing table has been reached. Likewise, Phil cultivates close working relationships with the Realtor referral partners he works alongside. From cohosting seminars to inform first-time buyers of their options, to catching up over dinner, Phil’s approach is decidedly focused on interpersonal connection. “Whether we’re working with borrowers or agents, it’s important to keep that bond strong through communication, honesty, and aligning our vision,” he says. “As a loan officer, it’s also my job to bring something of value to the table.”

As a direct lender, Phil offers borrowers a range of loan options to suit their needs and goals. He also offers some less conventional fare that expands opportunity for prospective homeowners, such as down payment assistance programs, loan options geared toward teachers and first responders, and lease-to-own options. Even those with lower credit scores can turn to Phil for advice on rehabbing their financial future, taking the steps necessary to make the American Dream of homeownership a fiscal possibility. “I’m on the same page with Realtors,” he says. “We’re able to have fun and be professional, and we’re also here to help people. Sometimes people don’t believe buying a home is possible for one reason or another, but I’m not afraid to work with people, put a plan in place, and guide them until that possibility can become a reality.”

Beyond the office, Phil gives back through supporting various local causes and outreach efforts, including his support of the Tucson-based weeklong golf tournament supporting the Tucson chapter of Boys & Girls Club of America. Hosting local events for clients past and present also brings new and familiar faces together for family-friendly community fun. “We’re nobody without the community,” he says. “These are our people.”

As for the future, Phil intends to keep growth going steady as he continues to build relationships and create opportunities for aspiring homebuyers. Now, with six years of experience and insight, the road ahead looks assuredly bright for Phil Wright.

To learn more about Phil Wright, email pwright@guildmortgage.net, visit his website here, or call (480) 828–8604 https://branches.guildmortgage.com/az/phoenix/phillip-wright-794-rrpwr.html

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