NATIONWIDE MORTGAGE 4-13-20

NATIONWIDE MORTGAGE EDITION

HOW TO SEND SMARTER EMAILS WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line

How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

TOP MORTGAGE LENDERS

NIKKI HERRINGTON PAUL LITTRELL KURTIS MURCHISON LINDA STANLEY

COVER STORY

CHARLES BUCKLIN

NATIONWIDE MORTGAGE EDITION

NIKKI HERRINGTON In 2005, Nikki Herrington’s longtime friend and softball teammate7encouraged her to consider a career in the mortgage industry because of her personality and connections with friends and family.

After dabbling in the business for about six months, Nikki realized that her teammate was right. “I took a leap of faith,” she says. “From there, I jumped into a position full time and taught myself the business.”

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miles from her house, and she gets to spend her days overlooking the Main 16Street she loves. “I graduated from Sumner Senior High,” she says. “My daughter graduated in 2017, and my son will, too, in 2024.

I Paul wanted to open an office in my community gage so I could support our local economy.”

PAUL LITTRELL

Littrell obtained broker license four after moving from M Elsewhere, Nikki contributes to Sierra Pacific’s educational outreach. When to she’sColorado Springs. H not working with clients, she can be found the trade working as teaching classes about down payment istrative assistant for h Today,CHARLES NikkiKURTIS is a loan officer at Sierra NIKKI HERRINGTON assistance, credit and money LINDAprogram STANLEY MURCHISON BUCKLIN PAUL LITTRELL broker Vaughn Pacific Mortgage, where she collaborates management. “I want to teach peoplesenior not Having been inclients the mortgage industry and always wantsshe what is best for withcareer an expert team to service only about homeagents buying process,” Kurtis Murchison began his in the Because relationships withtheboth and Fidelity Mortgage Solu for 22 years, Linda Stanley says, “but also about building them.credit “They know I’m always going all of Washington State.it’s clear19 strong 23 aKurtis mortgage industry back inthroughout 2012, learning borrowers are central to his work, formsprofile.” client knows that has found her calling. She worked in to be here, and each specializes in home the ropes as a junior processor, loan officer retail banking previously, andconnections that last long after the once Nikki takes theirclosing needs are extremely important to When it comes to working with clients, Nikki is noted that idea—education—seriously.

Recently, and refinances with g assistant, and ultimately rising to the rank of table.

“It’s about creating a genuine relationshe moved from Seattle to Arizona, me.”

Linda will go above and beyond for her tenacity. “As a loan officer,” she says, “you need she and her colleague Cyndee Wood helped spearhead backed loan officer to head his owntoteam. ship,” says.

“It’s not about getting a single wouldYou start a to new he to add get clients what want, andsuch as take Along care of the all ofshe yourknew workshe up front. have Sierra Care, a program designed to aher free benefit to they loans, career.know “When was in retailand banking, isI consider not with afraid toFreddie tackle for the loanfor at times, theI guidelines, get closed businesses provide theirof employees and difficult way, Kurtis has cultivated fight a reputation loan and that that’s theFannie end it.Mae, anda local Mac.loans.

He collabo I really likedeffort doing loans, the work done.”

Nikki’s tireless hasconsumer earned her a trusted home loan and real estate agent phone team. calls where people his enthusiasm for the business, track record myself an advisor, andofficer I follow up“I’ve wellgotten after the top real and banks I thought mortgage lending would say, ‘Iestate was toldagents to call you because if in the a strong reputation, asso more than two thirds of her busiof results, and personal touch.

the transaction is complete. I look out for my

ness comes from referrals and fit,” repeat “People she be a great sheclients. explains.

She was Partnered with agents at Puyallup you Real can’t Estate, do it, nobody can do it,’” clients, because at the end of the day, theSierra rela-Mortgage trust that I’m going to educate options,” she provides classes, a $1500 credit from right, andthem hit on theallground running.

Linda explains. with his valued assistant, Brandin Today, Kurtis spearheads says. his work tionship is awhat it’scredit all about toworks me.”

“If I sayunder something willshe get done, gets done.

My and $1000 inPaul reduced agent fees to businesses Today worksit with Movement the banner of Fidelity Mortgage, a divisionthat clients appreciate honesty in and know IArizona. won’t steer in Sierra Care. want toMortgage be confi-Solutions–one at “We Fidelity of th Mortgage Tempe, They enrolled After the their transaction, clients love KURTIS MURCHISON LINDA STANLEY wrongclients for a paycheck.” referral sourcemakes when ititcomes to questions or of Bay Equity Home Loans,them serving Beyonddant theand office, Kurtis a point to offer all types of loans as a corresponspreading the word about her leading mortgage broker & lending compan needing a mortgage,” says. work. across the State of Colorado from his home dent lender, and are known for betheir an active member of hisshe community.

HeOne has recently said, “Our loan he likes to be was “hands-on from beginning By harnessing this never-quit attitude, Nikki has been and underwriting. out the of the base in Grand Junction, where he has livedfast forprocessing more hosted a community Easter egg hunt free to the officer public and Linda Stanley able to help clients achieve their goals for called fifteenthe years.

Outside of work, Nikki can beoffice. foundWe hanging outsmoothest with “We have something 6-7-1 Program, which Scottsdale had the experience ofpictures each transaction.”

Plus, he wants to be than fifteen years. There, most hisofbusiness isworking driven withdressed uphome as Santa Clausvisiting to pose for withtwo chilShe of most all loves time family, Aussies, or is unique in that itfirst takes a loan file immediately to dog we parks have with ever her had financing anything!

We loved by repeat and referral clientele who trust Kurtis’ astute dren during Christmas.

He also participates in his city’s point ofWhile contact for all of his clients, 24/7. buyers. “They’re super fun,” she before says. “The best fixing upso Clark, 98 TJ Jeep. she doesn’t play underwriting it ever getspart to processing, the her their electronic system which makes submitting counsel, versatile experience, andwithbalance of signing tech-makes basketball league and youth basketball in hisin theand is sitting them at the table.

You’re helping much softball she stillsuper participates localeasy! Linda was underwriter the initial decision andofficiates tells usanymore, documents convenient realize theirsuperlative dreams.” volleyball league forward approaches with someone old-fashioned spare time. is partnering withwith his friends. local bowling alley process- super responwhat we need from there,” she He explains.

“The underamazing our refinance Paulduring believes that it is his unrelenting w service. Learning from some of the best in the industry fortoupcoming events, has client appreciation events and writer has six hours work on it and then processing sive and informative!

We will definitely be repeat While acting as a has direct lender with Sierra Pacific Her plans for the future?

“Maintain,” she says. and commitment serving his custo days, closing one day.” in theappeared future and“Working willto be sure to refer her has fueled his ascension, and how he operatesseven today. block inparties planned in 2020, andcustomers has recently Mortgage, Nikki also enjoys the cheerful community with Sierra Pacific Mortgage has given me a tremendous to our friends and family!”

“I started out as a junior processor and then became on campus at his alma mater Colorado Mesa University to distinguishes him from his peers.

His b built around her office in Sumner, WA. Her office is four opportunity, and I can’t see myself doing anything else.”

With a three fast turnaround time student and Linda’s constant an officer assistant for many big-time producers, educate athletes onavailcredit andpredominantly real estate. He often made up toofdevelop referrals, ability (days, nights and weekends), Linda has been As Linda looks ahead, she is excited new as he is of whom are in the top 1% in mortgage participates in golfemail tournaments for charity and donates To learn originations more Herrington, able toabout maintainNikki a steady flow of referrals andnikki.herrington@spmc.com, repeat marketing techniques and just get back to the basics. toInhis clientele’s financial well-being. “I in the nation for 2019. Our office has been the #1“I havetohalf local causes possible. freeoffhours, customers. a dozen agentswhenever who have partwant tohis block some time to make handwritten or“Icall (206) 245-6551 visit sierrapacificmortgage.com/nikkiherrington, and never say ‘no’ to my clients. It might ju lender in Western Colorado for many years, andwith I’veme, and Kurtis timebusiness with hisnotes fiancé andclients, two dogs, nered then most I haveenjoys my repeat to my call them, and just show my taken workflow bits and pieces from each which of thecomes top fromplaying sports, traveling, hunting, now,’”and heenjoying asserts. “I work with them, som the database I market to,” shefishing, says. appreciation.”

Copyright Top Agent Magazine also calls her past clientsscenic to catch up, and after producers I’ve worked with, and made themLinda my own,” Colorado’s outdoors with friends. many months, to get them to a point wher in the business, some of her buyers are third She loves everything about her work, and can’t wait Kurtis says. “I’m a great bridge between the decades old school forward.” generation. often invited family years events of and insight, to move continue people achieve their dreams. and the new school. I really embrace technology and“I amFinally, withtoeight Kurtishelping considers just become part of their family.” Her clients love “Being able to tell a client they’re approved and incorporate as many platforms as possible to make the what he enjoys most about his field. “I am truly blessed working with her because she is consistent, honest handing them the keys, that to me is so rewarding.”

CONTENTS

4) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

17) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

13) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE

21) HOW TO SEND SMARTER EMAILS

CHARLES BUCKLIN www.

310-734-1440 | Fax 310-734-1440 Hebest acknowledges transactionPhone as seamless as it can be for my clients.

At to be where I’m at. To work with the and to have that it gives him the ultim the same time, we are all human, and it’s important to the opportunity to meet and help so faction many newtopeople is his clients close a deal a watch mag@topagentmagazine.com | fulfilling. www.topagentmagazine.com keep that personal touch and human element in what I want to make an impact not only in our local theirLinda dreams.

“I want them to become like For more information about Stanley, we do. I make myself available nights, weekends, but also without in my industry.

WhenofIthe think of L Top Agent Magazine No portion of this issue may be reproduced in anycommunity, manner whatsoever prior consent publisher. have to second earn their he says. “And it’ call or email linda.stanley@movement.com whenever people need me.” words, love602-565-1923 is theare first that to comes to Ithe mind.

The is trust,” is published

by Feature Publications GA, Inc. Although precautions taken ensure accuracy of published materials, the point at which they call me before I hav notopinions loan,” heexpressed laughs, “it’s legacy.”

Top Agent Magazine cannot be held responsible for or facts supplied by its authors. To subscribe or change to reach out to them.” address, send inquiry to mag@topagentmagazine.com. Published in the U.S. Copyright Top Agent Magazine

To learn more about Kurtis Murchison, email kurtis@fidelitymtg.com, But he does recognize the importance of call 970.640.7659, or visit bayequityhomeloans.com/grand-junction and makes a point o Top Agent Magazine Loan Officer – NMLS ID#909154 | CO-MLO# 100041685touch with clientele www.

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out periodically–every month, three month

Bay Equity LLC. Equal Housing Lender. This is not a commitment to lend or extend credit. Restrictions may apply. Rates may not be available at time of application. Information and/or data are subject to change without notice. All loans are subject to credit approval. Not all loans or

mailto:mag@topagentmagazine.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CHARLES BUCKLIN Top Agent Magazine

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CHARLES BUCKLIN Charles Bucklin’s Advanced Mortgage LLC, focuses on serving clients in DC, MD, and VA. Charles Bucklin is federally registered to originate mortgages throughout the entire country.

Once Charles Bucklin entered the mortgage business in 2005, he hit the ground running. “It was a friend of mine who convinced me to get into it. I had a successful career at the time, but eventually took his advice and became a loan officer,” Charles 8 Copyright Top Agent Magazine

explains. Today he has his own company called Advanced Mortgage LLC with help from loan processor Nancy Dono and Senior Loan Officer Andrew Wehmann.

Charles Bucklin’s Advanced Mortgage LLC, focuses on serving clients in DC, Top Agent Magazine

MD, and VA. Charles Bucklin is federally registered to originate mortgages throughout the entire country. He is currently working to have Advanced Mortgage LLC licensed in Florida. The vast majority of his business consists of repeat clients and referrals, a testament to his superior service and guidance.

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“I answer the phone or call them back in a timely manner,” Charles says. “I do my best to do exactly what I say I’m going to do, and if there’s ever a challenge, I’m working on a solution and not focusing on a problem.” Charles also works as efficiently as possible, with a processing manager who was personally trained by him to keep Copyright Top Agent Magazine 9

Specializing in residential and commercial mortgages, Advanced Mortgage is able to provide a wide variety of loans to suit a client’s needs. No matter who they are serving, Charles and his team go above and beyond to satisfy their clients, making sure no question is left unanswered. things going smoothly. Specializing in residential and commercial mortgages, Advanced Mortgage is able to provide a wide variety of loans to suit a client’s needs. No matter who they are serving, Charles and his team go above and beyond to satisfy their clients, making sure no question is left unanswered.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Charlie was great, we got the house we wanted at a great price in the right neighborhood and at the best time for us. Charlie went above and beyond 10Copyright Top Agent Magazine

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to help us out. He was more of a friend through the process than anything else too.

We love Charlie and would recommend him to anyone.� Another wrote, “I must say that Charles has a phenomenal work ethic. Also, his professionalism is by far Top Agent Magazine

the greatest I have ever come across. If you want someone that will go the extra mile for you, someone that is willing to do the work, someone who will ensure that you are satisfied all the way through your home buying process then I suggest that Copyright Top Agent Magazine11

you give Charles a call! There are no words to express my gratitude.”

When Charles isn’t working, he’s traveling to Florida to visit his mom, or to Thailand to visit his daughter. He also loves salsa dancing.

As Charles looks ahead, he is eager to continue growing and improving his business.

He loves everything about his work and can’t imagine doing anything else. “My favorite part is helping people get towards their real estate goals. It’s fun to see them become homeowners.”

For more information about Charles Bucklin (NMLS ID: 460665), please call 202-702-4861 or email charlie@advancedmortgagellc.com

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 14

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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NIKKI HERRINGTON In 2005, Nikki Herrington’s longtime friend and softball teammate encouraged her to consider a career in the mortgage industry because of her personality and connections with friends and family.

After dabbling in the business for about six months, Nikki realized that her teammate was right. “I took a leap of faith,” she says. “From there, I jumped into a position full time and taught myself the business.”

Today, Nikki is a loan officer at Sierra Pacific Mortgage, where she collaborates with an expert team to service clients throughout all of Washington State.

When it comes to working with clients, Nikki is noted for her tenacity. “As a loan officer,” she says, “you need to take care of all of your work up front. You have to fight for the loan at times, know the guidelines, and get the work done.” Nikki’s tireless effort has earned her a strong reputation, as more than two thirds of her business comes from referrals and repeat clients. “People trust that I’m going to educate them on all options,” she says. “If I say something will get done, it gets done. My clients appreciate that honesty and know I won’t steer them wrong for a paycheck.”

By harnessing this never-quit attitude, Nikki has been able to help clients achieve their goals for fifteen years.

She most of all loves working with first time home buyers. “They’re super fun,” she says. “The best part is sitting with them at the signing table. You’re helping someone realize their dreams.”

While acting as a direct lender with Sierra Pacific Mortgage, Nikki also enjoys the cheerful community built around her office in Sumner, WA. Her office is four

miles from her house, and she gets to spend her days overlooking the Main Street she loves. “I graduated from Sumner Senior High,” she says. “My daughter graduated in 2017, and my son will, too, in 2024. I wanted to open an office in my community so I could support our local economy.”

Elsewhere, Nikki contributes to Sierra Pacific’s educational outreach. When she’s not working with clients, she can be found teaching classes about down payment program assistance, credit and money management. “I want to teach people not only about the home buying process,” she says, “but also about building a strong credit profile.”

Nikki takes that idea—education—seriously. Recently, she and her colleague Cyndee Wood helped spearhead Sierra Care, a program designed to add a free benefit to businesses that provide their employees with a local and trusted home loan officer and real estate agent team.

Partnered with agents at Puyallup Real Estate, she provides classes, a $1500 credit from Sierra Mortgage and a $1000 credit in reduced agent fees to businesses enrolled in Sierra Care. “We want to be their confidant and referral source when it comes to questions or needing a mortgage,” she says.

Outside of work, Nikki can be found hanging out with family, visiting dog parks with her two Aussies, or fixing up Clark, her 98 TJ Jeep. While she doesn’t play much softball anymore, she still participates in the local volleyball league with friends.

Her plans for the future? “Maintain,” she says. “Working with Sierra Pacific Mortgage has given me a tremendous opportunity, and I can’t see myself doing anything else.”

To learn more about Nikki Herrington, email nikki.herrington@spmc.com, visit sierrapacificmortgage.com/nikkiherrington, or call (206) 245-6551 www.

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PAUL LITTRELL Paul Littrell obtained his mortgage broker license four years ago after moving from Mississippi to Colorado Springs. He learned the trade working as an administrative assistant for his cousin, senior broker Vaughn Littrell, at Fidelity Mortgage Solutions. Paul specializes in home purchases and refinances with government backed loans, such as FHA, VA, Fannie Mae, and Freddie Mac. He collaborates with the top real estate agents and banks in the area.

Paul works with his valued assistant, Brandin Blodgett, at Fidelity Mortgage Solutions–one of the region’s leading mortgage broker & lending companies–where he likes to be “hands-on from the beginning to the end of each transaction.” Plus, he wants to be the main point of contact for all of his clients, 24/7.

Paul believes that it is his unrelenting work ethic and commitment to serving his customers that distinguishes him from his peers. His business is predominantly made up of referrals, as he is dedicated to his clientele’s financial well-being. “I offer hope and never say ‘no’ to my clients. It might just be a ‘not now,’” he asserts. “I work with them, sometimes for many months, to get them to a point where they can move forward.”

He acknowledges that it gives him the ultimate satisfaction to watch his clients close a deal and realize their dreams. “I want them to become like family, so I have to earn their trust,” he says. “And it’s gotten to the point at which they call me before I have a chance to reach out to them.”

But he does recognize the importance of staying in touch with clientele and makes a point of reaching out periodically–every month, three months, and six 16

months. “I like to check in, especially if there’s an opportunity for them to refinance. They really appreciate that,” he says.

Believing in the necessity of giving back to his community, Paul donates to two non-profit organizations: Legacy 521, which donates food to families in need at Thanksgiving; and Shield 616, dedicated to protecting local law enforcement.

On his off-time, Paul enjoys boating, camping, dining out, and traveling. “My wife and I love to travel,” he says. “Over the last couple of years, we’ve been to Jamaica, Puerto Rico, and Las Vegas, to name a few places.” He admits that he still takes calls from his clients, even when on the road. “Much to the chagrin of my wife,” he laughs.

As for future plans, Paul’s dream is to acquire multiple rental properties with the goal of retiring as a property manager. Until then, he strives to be the best mortgage consultant to guide clients and answer questions and concerns with honesty and professionalism.

Paul & Melissa Littrell with client Andres Leon

To learn more about Paul Littrell email plittrell@fidelityms.com, https://www.fidelitymortgagesolutions.com/member/paul-littrell/ visit his website here, or call 719-432-7178 Copyright Top Agent Magazine

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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KURTIS MURCHISON Kurtis Murchison began his career in the mortgage industry back in 2012, learning the ropes as a junior processor, loan officer assistant, and ultimately rising to the rank of loan officer to head his own team. Along the way, Kurtis has cultivated a reputation for his enthusiasm for the business, track record of results, and personal touch.

Today, Kurtis spearheads his work under the banner of Fidelity Mortgage, a division of Bay Equity Home Loans, serving clients across the State of Colorado from his home base in Grand Junction, where he has lived for more than fifteen years. There, most of his business is driven by repeat and referral clientele who trust Kurtis’ astute counsel, versatile experience, and balance of techforward approaches with old-fashioned superlative service. Learning from some of the best in the industry has fueled his ascension, and how he operates today.

“I started out as a junior processor and then became an officer assistant for many big-time producers, three of whom are in the top 1% in mortgage originations in the nation for 2019. Our office has been the #1 lender in Western Colorado for many years, and I’ve taken workflow bits and pieces from each of the top producers I’ve worked with, and made them my own,” Kurtis says. “I’m a great bridge between the old school and the new school. I really embrace technology and incorporate as many platforms as possible to make the transaction as seamless as it can be for my clients. At the same time, we are all human, and it’s important to keep that personal touch and human element in what we do. I make myself available nights, weekends, whenever people need me.”

Because relationships with both agents and borrowers are central to his work, Kurtis forms connections that last long after the closing table. “It’s about creating a genuine relationship,” he says. “It’s not about getting a single loan closed and that’s the end of it. I consider myself an advisor, and I follow up well after the transaction is complete. I look out for my clients, because at the end of the day, the relationship is what it’s all about to me.”

Beyond the office, Kurtis makes it a point to be an active member of his community. He has hosted a community Easter egg hunt free to the public and dressed up as Santa Claus to pose for pictures with children during Christmas. He also participates in his city’s basketball league and officiates youth basketball in his spare time. He is partnering with his local bowling alley for upcoming events, has client appreciation events and block parties planned in 2020, and has recently appeared on campus at his alma mater Colorado Mesa University to educate student athletes on credit and real estate. He often participates in golf tournaments for charity and donates to local causes whenever possible. In his free hours, Kurtis most enjoys time with his fiancé and two dogs, playing sports, traveling, fishing, hunting, and enjoying Colorado’s scenic outdoors with friends.

Finally, with eight years of insight, Kurtis considers what he enjoys most about his field. “I am truly blessed to be where I’m at. To work with the best and to have the opportunity to meet and help so many new people is fulfilling. I want to make an impact not only in our local community, but also in my industry. When I think of L words, love is the first that comes to mind. The second is not loan,” he laughs, “it’s legacy.”

To learn more about Kurtis Murchison, email kurtis@fidelitymtg.com, call 970.640.7659, or visit bayequityhomeloans.com/grand-junction Loan Officer – NMLS ID#909154 | CO-MLO# 100041685 www.

Bay Equity LLC. Equal Housing Lender. This is not a commitment to lend or extend credit. Restrictions may apply. Rates may not be available at time of application. Information and/or data are subject to change without notice. All loans are subject to credit approval. Not all loans or products are available in all states. Bay Equity LLC, 770 Tamalpais Drive, Suite 207 Corte Madera, CA 94925; NMLS ID#76988 Colorado Mortgage Company Registration #76988 | NMLS consumer access: www.nmlsconsumeraccess.org/EntityDetails.aspx/COMPANY/76988 BECH-20323-1.0

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How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

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2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

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

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

4.

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

5.

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

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

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

6.

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

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

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LINDA STANLEY Having been in the mortgage industry for 22 years, it’s clear Linda Stanley has found her calling. She worked in retail banking previously, and once she moved from Seattle to Arizona, she knew she would start a new career. “When I was in retail banking, I really liked doing consumer loans, so I thought mortgage lending would be a great fit,” she explains. She was right, and hit the ground running.

Today she works with Movement Mortgage in Tempe, Arizona. They offer all types of loans as a correspondent lender, and are known for their fast processing and underwriting.

“We have something called the 6-7-1 Program, which is unique in that it takes a loan file immediately to underwriting before it ever gets to processing, so the underwriter makes the initial decision and tells us what we need from there,” she explains. “The underwriter has six hours to work on it and then processing has seven days, closing in one day.”

With a fast turnaround time and Linda’s constant availability (days, nights and weekends), Linda has been able to maintain a steady flow of referrals and repeat customers. “I have half a dozen agents who have partnered with me, and then I have my repeat business which comes from the database I market to,” she says.

Linda also calls her past clients to catch up, and after decades in the business, some of her buyers are third generation. “I am often invited to family events and just become part of their family.” Her clients love working with her because she is consistent, honest

and always wants what is best for them. “They know I’m always going to be here, and each client knows that their needs are extremely important to me.” Linda will go above and beyond to get her clients what they want, and is not afraid to tackle difficult loans.

“I’ve gotten phone calls where people say, ‘I was told to call you because if you can’t do it, nobody can do it,’” Linda explains.

After the transaction, clients love spreading the word about her work. One recently said, “Our loan officer was Linda Stanley out of the Scottsdale office. We had the smoothest experience we have ever had financing anything! We loved their electronic system which makes submitting documents super convenient and easy! Linda was amazing during our refinance process- super responsive and informative! We will definitely be repeat customers in the future and will be sure to refer her to our friends and family!”

As Linda looks ahead, she is excited to develop new marketing techniques and just get back to the basics.

“I want to block off some time to make handwritten notes to my clients, call them, and just show my appreciation.”

She loves everything about her work, and can’t wait to continue helping people achieve their dreams.

“Being able to tell a client they’re approved and handing them the keys, that to me is so rewarding.”

For more information about Linda Stanley, call 602-565-1923 or email linda.stanley@movement.com

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