NATIONWIDE MORTGAGE 4-5-21

NATIONWIDE MORTGAGE EDITION

Tips on

5 Reasons Why

YOU NEED A MENTOR

BEING A GOOD TEAM LEADER

LONG-TERM GOAL SETTING

VISION = PERSPECTIVE = BETTER DECISIONS

TOP MORTGAGE LENDERS

MICHELLE APONTE BOSKA BRAD AYERS STEVE SURKIS TAMARA VANDIVER

COVER STORY

TIFFNEY HOOBER

NATIONWIDE MORTGAGE EDITION

TAMARA VANDIVER SR. MORTGAGE LOAN OFFICER / RETIRED VETER BRAD AYERS STEVE SURKIS MICHELLE APONTE BOSKA

Brad Ayers was searching for a meaningful

that the same person their parents trusted

For Tamara Vandiver, entering the mortgage Wh Michelle Aponte Boksa began I’ve had clients tellthe me that they’ve products. might help say Steve Surkis grew up in mortcareer You that would him create anlearned will provide them But no matter wh her career in the lending 7 industry a lot more within19 the first with their finance needs, 15 20 23 industry the perfect way to combine her tive to that the time direct needs and best gage industry.

As hea gotyouth, hiswas impact on receppeople’s lives when into5 minutes in 2003, working as the ofparents speaking towere me than with the same great service when tionist at her the mother’s mortgage in multiple interviews with other love of helping others with her passion for mortgage industry.

“I fell in love with comes!” he says. keeping them informed eve and private developers on the East Coast. He has been brokerage. Inmortgage 2014, Michelle loan officers.” banking as soon as I saw the fireal estate which she developed being a “Navy Ve the transaction.

“The way I involved in the real estate industry since the early began originating her own loans nancial impact I could make on the lives ofMichelle enjoys being able to help Outside of work Brad is consistent about and her business has flourished Brat”.35She got her client must follow up or cat rep ageBeing of 15. Let’s fast forward years, shallstart we?in 2013, after working my clients. ever since. Michelle draws on able to guide my clientsclients realize the dream of owning his community involvement in his beI haven’t done my job.

I s Later, he would go on to realize a successful twenas a government contractor for 20 years and is the her extensiveand experience the the accurate informationa home, even when they may have loved city of Costa Mesa. He takes part providein them industry to to help homebuyers, thought it wasn’t possible for them. any questions orofc mortgage his with now a seniorcentering loan officer small baseball team byalumnianswer makety-year choices career that willinbenefit them infinance, in thea annual game, and especially first-time homebuyers, “It’s rewarding to help people with life is extremely rewarding.”

His in-depth donates to various charities, his church may have before they emer workflow around a genuine compassion for every her one sideof at Mortgage in Charleston, Ig achieve their mortgage goals. theirMovement largest investments,” industrycustomer. knowledge“When and warm personand several other local programs.

“I was she says.

“Owning a home is helpingSouth a client, I love Carolina andtaking is also licensed in NC, FL, hou ality haveOfficer made him aMICHELLE client favorite atsomething As Branch Manager/Loan that most people want raised in Costa Mesa—3rd generation— TIFFNEY HOOBER BRAD AYERS STEVE SURKIS TAMARA VANDIVER But for Steve, the transacti all the frustration and confusion out of their transVA. a 22-year veteran, Mo at Ultimate loanDepot, Rate Mortgagewhere in achieve in theirAs lifetime, and for so retired he currently works GA as atoand I have very stronginroots here. I truly APONTE BOSKA Park Ridge Illinois, action,” many they’re unsure of the reality closing table.

One of the key says. “I takeorder a consultative approach to have her fellow veterans “six,” Tamara tea LicensedMichelle Lending he Executive. love this place and the people that live serves the Chicagoland area. Over 90% of her of actually achieving it. So, it’s rewarding to help here, and I’m always happy to lend a helping hand business model is that he lo to making clients aregoals taken of each specializes incare VA loans and is very experienced business comes from repeat and referral sure clients, my a people see their become reality.”

With a step business that’s high andand referral wherever it’s needed,” he says. testament to the trust and confidence she inspires. with his clients well after they have secu of the way.

Thisinisrepeat unique should be relished.

Taking withto many types of loan products. A testament As “My businessclients, is mostly referral-based, and it’s back transparency, her community is important to Brad believes it’sallhis Giving passion, the importance of relationships very mu time to educate my clients sets me apart from the competition. based on clients having a positive experience,” Michelle, and she likes to get involved in fundto her dedication and strong work ethic, an impressive 90%+ a servant leader and work ethic that encourage people to work with Going forward Brad is excited about continuing his Michelle explains. “When you offer can a gooddrive expe- the raising for organizations such as the local food lender for life.”

Through years, Anyone consumer to an application.” shethe can.

“It isheso her business consists of recommendations andrelationships. repeats. him.

“Word of mouth referral something Iout treat likeonline work and maintaining his strong client rience, you will continue to receive business from is bank, or of helping seniors with holiday meals. reputation throughout This is d gold, it means that someone trusts enough “How I approach workthe is that I genuinely care Arizona. the same partners andbecause past clients.”

When she is notme working or giving back, Michelle She was one of only 38 people my across country to have they can enjoy loves spending time with herIand husband andmy threeto recommend me to theirdirectly friends orwith their loved ones. about clients daily. and I would neverthe putrecipient someone inofa the nationally rec been Steve works Realtors their teams earned the prestigious NMP Best Military Originator Award. love being a m Walking her feel clients is Ia treat year-old mythrough clientsthe canprocess that theirson. transaction as if position that I would not want to be in myself.Professional I have Star Mortgage Award in 2 “When a tell Realtor key to Michelle’s success.

“I specialize in first- refers a client to me, I understand that they were own mortgage.

Being able to business put myisclients a passion for helping my clients achieve their financial have in this fiel time buyers,”itshe says,my “and when working with Michelle’s growing steadily, and last Steve says, “Almost are entrusting me with their work,“I’m efforts, and more Tamara explains, “I listen closely to what mybest client needs in athe healthier financial is a hard reward— because when they’re in the financial situ- the entirety of m first-time buyers, focus is on educationsituation and yeartruly she originated over 200 loans. goals, currently repeat clients or their importantly reputation.

I do not take that lightly.

My providing detailed I help their people in a growth stage and looking to hire more staff betterinformation. than any monetary compensation,” he says. ation they can possibly be in, they can enjoy the and help create a path to achieve their goals. I do my absolutebest referrals.” And wh understand how the buying process works and to help out with the business,” she says. Inofthe quality life. Ireceive hope to continue doing this forclient the rest back?

“Every deserves a persona top priority is to make them look good so thatbethey best to communicate, an what loan options are available to them. I try future, Michelle says, “I plan on continuing to adviser and establish trust.” She When working with a lender, clients can often feel of my life and help as many people as I can.”

“This can be challenging for a lot of lend morebutreferrals and grow grow their Steve not to give just one option, rather to help while also business.” still being able to providefeels the that the sends weekly to all parties involved so no questions like justthat’s another number. why Brad’s focusandis updates someone create a plan right for them. It’sThat’s a same level of service support first-time my valued clients with a top-notch expe constant communication, totalleft commitment, and little bit of a always different approach and many times buyers.” are unanswered anda timely there isexefull transparency.

Tamara on forming long lasting relationships and a

TIFFNEY HOOBER

CONTENTS

4) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

16) LONG-TERM GOAL SETTING VISION = PERSPECTIVE = BETTER DECISIONS

the highest cution for all transactions are his success. genuine connection that’s built on trust and vital mutual re13) TIPS ON BEING Atruly 21) 5 REASONS WHY goestoabove and beyond, even rescuing deals standards that fell of honesty and eth order toMichelle ensure Aponte all of Boksa, my client’s Tospect. find out“In more about please financial call 773-858-4102, through with other YOU lenders. “I am known thinking outside GOOD TEAM LEADER NEED A for MENTOR goals are achieved, I always to myMortgage creative side email michelle.boksa@urmortgage.com, or visit Outside his career, Steve is tremendo urmortgage.com/loanofficer/michelleboksa Today, Steve is a turn Senior Consultant at Citywide

ofpackage. the boxThis and doing everything possible, to get those keys to come up with a custom tailored loan community.

Currently, his volunteer wo Home Loans in Scottsdale.

He is parthands, of anorelite all into a buyer’s closeteam, a refinance, easing the financial requires that I ask some pretty intimate questions so seniors in need. “These are challengin which have orextensive industry experience, to assist their Copyright Top Agent Magazine I never of press my clients rush through the process. stressors someone is going through.” community support means a lot to me throughout of the Sun. Here, he has comI find if clients I take a little extra timeThe with Valley each person to educate them so they understand their new loan package, clients or giving back, he can be foun bined his strong foundations as a Mortgage Consultant with a After themore transaction, clients do not hesitate to spread they brag to their friends, familytoand co-workers at one of the local comedy clubs, going hands-on approach client service empowering home buythe and word Tamara. One recently said, “Words can’t often. In return it generates more business the about perhis next road trip. ers across “Citywide’s culture and the support by son 310-734-1440 they’ve braggedthe to region. is that much more educated Phone | Fax 310-734-1440 express the amount of gratitude and appreciation I have for To learn more about Brad Ayers our operations staff is the key to our success.

I feel blessed as well! I never view the first transaction with a new Tamara (an angel sent from heaven).

She made me feel like please call (949) 434 – 5432, mag@topagentmagazine.com | team, www.topagentmagazine.com client astomy only with transaction.

In the bigger picture, I Going forward, Steve has strong plans work this incredible which is more like family or Being visit family andone took careemail of meBAyers@loandepot.com and my kids from day 1. know their children will need to purchase a home months ahead, will continue to p to me, tointhe of teamwork, No portion of this issueall maycommitted be reproduced anysame mannerphilosophy whatsoever without prior consent of the publisher.

Top he zillow.com/lender-profile/BradleyAyers a single mom, active duty and overseas I never thoughtAgent it Magazine day as well and I want them to feel confident knowing homebuyers navigate their way throu and superior service.” are taken to ensure the accuracy is published byexcellence Feature Publications GA, Inc.customer Although precautions of published materials, would be possible, butorshe it happen.

TheTosmoothest Top Agent Magazine cannot be held responsible for opinions expressed factsmade supplied by itsindustry. authors. subscribe or change Above all, he will To continue learn She’s when peopleintegrity, say address, send Citywide inquiry to mag@topagentmagazine.com. transparency, and personalizp Home Loans isprocess a bankI’ve withever thehad! ability to amazing broker. and Published in the U.S. random act of kindness, this is beyond that. She took me in, https://

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Home Loans has raised the email bar,” hetam s “We have one of the most extensive product lines in the gave me set me for loan a brighter futuresimple, in my new process both throughor ourvisit digita industry.” Steve is well-versed in ahope wideand variety of up home m home. I can’t thank her enough.” ent experience program. This is why Ci products, including Conventional, Government, and Jumbo Top Magazineindustry. truly a leader inAgent the mortgage Loans to specialty programs like Portfolio or Non-agency

126 Seven Farms Dr, Ste 170, Charleston, SC 29492 | FL-LO44425, GA-56801, NC-I-174885, SC

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

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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TIFFNEY HOOBER

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Loan Officer Tiffney Hoober actively works in Washington, Arizona, California, and Colorado and has founded a unique workflow around honesty, expertise, and education.

For many years, Tiffney Hoober served as a corporate accountant, but deep down, she was always seeking a career that spoke both to her acute understanding of finances and her passion for helping others. Then her mother put 8 Copyright Top Agent Magazine

her in contact with a loan officer who was searching for a processor to assist with his transactions. While meeting with him, Tiffney realized that she had finally found her dream job. “I was into accounting because I was good at Top Agent Magazine

it—not because I loved it,” she says.

“As I learned more about the mortgage industry, something in my gut just told me I could do it, so I accepted the job on a whim. Sure enough, I had fallen into my niche.”

Since then, Tiffney went on to learn the mortgage industry from the ground up, authoring an accomplished twenty-three year career and even serving as a branch manager along the Top Agent Magazine

way. Currently, she is a Loan Officer for Fairway Tacoma North, where she is licensed and actively works in Washington, Arizona, California, and Colorado. Alongside her sister, a Junior Loan Officer, Tiffney has founded a unique workflow around honesty, expertise, and education.

At Fairway Tacoma North, Tiffney caters her approach to the direct needs of her clients. Experienced in a variety Copyright Top Agent Magazine 9

of products—from FHA to VA to first time home buyer loans—she structures her transactions around her borrowers’ best interests. Meanwhile, in the event that a client needs a highly specific loan, Tiffney leans on her extensive network to redirect them to a specialist within her sphere. “VA loans are particularly close to my heart,” she says.

“My dad is a Vietnam veteran, and my son currently serves in the military.

But above all, I just love helping my clients with whatever down payment assistance they need.”

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For Tiffney, the client relationship matters above all else, as she prefers to remain in touch well after the deals are done to make sure her borrowers are fully satisfied in their new homes.

Through the years, she has earned a terrific reputation throughout Washington, with the entity of her volume coming from either repeat clients or referrals. The key to her success? “I’m honest. I’m not afraid to tell a client it’s not the right time. Rather than doing the job solely for the numbers, I step back, look at a client’s entire

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Tiffney caters her approach to the direct needs of her clients and structures her transactions around her borrowers’ best interests. financial situation, and put them in the best position to succeed. And I never drop my clients—no matter what.”

Outside her career, Tiffney is tremendously active within her community, volunteering for military events, sponsoring charities for cystic fibrosis, Top Agent Magazine

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and donating gifts for children in her local hospitals. When she’s not giving back, she can be found clearing her mind and relaxing through reading, writing, or even attending the occasional meditation retreat abroad.

Going forward, Tiffney has strong plans for the future of her business.

As her volume continues its rapid

growth, she intends on scaling her standards of service while continuing to stand out through her unwavering sense of joy, compassion, and enthusiasm. “Everyone is equal in my eyes,” she says. “I don’t care if you’re an executive at Microsoft or a worker at a retail store; no matter the size of your loan, your dreams and goals are just as important to me.”

To learn more about Tiffney Hoober please call (253) 318-1560, email tiffney.hoober@fairwaymc.com, or visit MortgageAdvisor4u.com.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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MICHELLE APONTE BOSKA Michelle Aponte Boksa began her career in the lending industry in 2003, working as the receptionist at her mother’s mortgage brokerage. In 2014, Michelle began originating her own loans and her business has flourished ever since. Michelle draws on her extensive experience in the industry to help homebuyers, especially first-time homebuyers, achieve their mortgage goals.

As Branch Manager/Loan Officer at Ultimate Rate Mortgage in Park Ridge Illinois, Michelle serves the Chicagoland area. Over 90% of her business comes from repeat and referral clients, a testament to the trust and confidence she inspires.

“My business is mostly referral-based, and it’s all based on clients having a positive experience,” Michelle explains. “When you offer a good experience, you will continue to receive business from the same partners and past clients.”

Walking her clients through the process is a key to Michelle’s success. “I specialize in firsttime buyers,” she says, “and when working with first-time buyers, the focus is on education and providing detailed information. I help people understand how the buying process works and what loan options are available to them. I try not to give just one option, but rather to help someone create a plan that’s right for them. It’s a little bit of a different approach and many times

I’ve had clients tell me that they’ve learned a lot more within the first 5 minutes of speaking to me than in multiple interviews with other loan officers.”

Michelle enjoys being able to help clients realize the dream of owning a home, even when they may have thought it wasn’t possible for them.

“It’s rewarding to help people with one of their largest investments,” she says. “Owning a home is something that most people want to achieve in their lifetime, and for many they’re unsure of the reality of actually achieving it. So, it’s rewarding to help people see their goals become reality.”

Giving back to her community is important to Michelle, and she likes to get involved in fundraising for organizations such as the local food bank, or helping out seniors with holiday meals.

When she is not working or giving back, Michelle loves spending time with her husband and threeyear-old son.

Michelle’s business is growing steadily, and last year she originated over 200 loans. “I’m currently in a growth stage and looking to hire more staff to help out with the business,” she says. In the future, Michelle says, “I plan on continuing to grow while also still being able to provide the same level of service and support first-time buyers.”

To find out more about Michelle Aponte Boksa, please call 773-858-4102, email michelle.boksa@urmortgage.com, or visit urmortgage.com/loanofficer/michelleboksa https://

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it.

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Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future.

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The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life?

Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR).

Here’s my ofering at setting long term personal and business goals.

The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines.

Financial, Emotional, Educational, Top Agent Magazine

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Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category.

If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years.

What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment.

Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control).

When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you.

Copyright©, Barry Eisen.

All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 18

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BRAD AYERS Brad Ayers was searching for a meaningful career that would help him create an impact on people’s lives when he got into the mortgage industry. “I fell in love with mortgage banking as soon as I saw the financial impact I could make on the lives of my clients. Being able to guide my clients and provide them the accurate information to make choices that will benefit them in life is extremely rewarding.” His in-depth industry knowledge and warm personality have made him a client favorite at loanDepot, where he currently works as a Licensed Lending Executive.

With a business that’s high in repeat and referral clients, Brad believes it’s his passion, transparency, and work ethic that encourage people to work with him. “Word of mouth referral is something I treat like gold, because it means that someone trusts me enough to recommend me to their friends or their loved ones. I feel my clients can tell that I treat their transaction as if it were my own mortgage. Being able to put my clients in a healthier financial situation truly is a reward— better than any monetary compensation,” he says.

When working with a lender, clients can often feel like just another number. That’s why Brad’s focus is always on forming long lasting relationships and a genuine connection that’s built on trust and mutual respect. “In order to ensure all of my client’s financial goals are achieved, I always turn to my creative side to come up with a custom tailored loan package. This requires that I ask some pretty intimate questions so I never press my clients or rush through the process.

I find if I take a little extra time with each person to educate them so they understand their new loan package, they brag to their friends, family and co-workers more often. In return it generates more business and the person they’ve bragged to is that much more educated as well! I never view the first transaction with a new client as my only transaction. In the bigger picture, I know their children will need to purchase a home one day as well and I want them to feel confident knowing Top Agent Magazine

that the same person their parents trusted with their finance needs, will provide them with the same great service when that time comes!” he says.

Outside of work Brad is consistent about his community involvement in his beloved city of Costa Mesa. He takes part in the annual baseball alumni game, and donates to various charities, his church and several other local programs. “I was raised in Costa Mesa—3rd generation— so I have very strong roots here. I truly love this place and the people that live here, and I’m always happy to lend a helping hand wherever it’s needed,” he says.

Going forward Brad is excited about continuing his work and maintaining his strong client relationships.

“How I approach my work is that I genuinely care about my clients and I would never put someone in a position that I would not want to be in myself. I have a passion for helping my clients achieve their financial goals, because when they’re in the best financial situation they can possibly be in, they can enjoy the best quality of life. I hope to continue doing this for the rest of my life and help as many people as I can.”

To learn more about Brad Ayers please call (949) 434 – 5432, email BAyers@loandepot.com or visit zillow.com/lender-profile/BradleyAyers 19

STEVE SURKIS You might say Steve Surkis grew up in the mortgage industry. As a youth, his parents were private developers on the East Coast. He has been involved in the real estate industry since the early age of 15. Let’s fast forward 35 years, shall we?

Later, he would go on to realize a successful twenty-year career in mortgage finance, centering his workflow around a genuine compassion for every customer. “When helping a client, I love taking all the frustration and confusion out of their transaction,” he says. “I take a consultative approach to making sure my clients are taken care of each step of the way. This is unique and should be relished. Taking time to educate my clients sets me apart from the competition.

Anyone can drive the consumer to an online application.”

Steve works directly with Realtors and their teams daily.

“When a Realtor refers a client to me, I understand that they are entrusting me with their hard work, efforts, and more importantly their reputation. I do not take that lightly. My top priority is to make them look good so that they receive more referrals and grow their business.” Steve feels that the constant communication, total commitment, and a timely execution for all transactions are vital to his success.

Today, Steve is a Senior Mortgage Consultant at Citywide Home Loans in Scottsdale. He is part of an elite team, all of which have extensive industry experience, to assist their clients throughout The Valley of the Sun. Here, he has combined his strong foundations as a Mortgage Consultant with a hands-on approach to client service empowering home buyers across the region. “Citywide’s culture and the support by our operations staff is the key to our success. I feel blessed to work with this incredible team, which is more like family to me, all committed to the same philosophy of teamwork, excellence and superior customer service.”

Citywide Home Loans is a bank with the ability to broker.

“We have one of the most extensive product lines in the industry.” Steve is well-versed in a wide variety of home loan products, including Conventional, Government, and Jumbo Loans to specialty programs like Portfolio or Non-agency

products. But no matter what, he caters his work to the direct needs and best interests of his clients, keeping them informed and educated throughout the transaction. “The way I see it,” he says, “if a client must follow up or repeatedly ask questions, I haven’t done my job. I strive to anticipate and answer any questions or concerns a homebuyer may have before they emerge.”

But for Steve, the transaction is never over at the closing table. One of the key ingredients to Steve’s business model is that he loves to remain in touch with his clients well after they have secured their loans. “I value the importance of relationships very much and strive to be their lender for life.” Through the years, he has earned a fantastic reputation throughout Arizona. This is demonstrated by having been the recipient of the nationally recognized Phoenix Five Star Mortgage Professional Award in 2016, 2017, and 2018.

Steve says, “Almost the entirety of my volume comes from repeat clients or their referrals.” And what keeps them coming back? “Every client deserves a personalized service,” he says.

“This can be challenging for a lot of lenders. I’m here to provide my valued clients with a top-notch experience while upholding the highest standards of honesty and ethics possible.”

Outside his career, Steve is tremendously active within his community. Currently, his volunteer work provides support to seniors in need. “These are challenging times for many, and community support means a lot to me.” When he’s not with clients or giving back, he can be found enjoying a night out at one of the local comedy clubs, going for a jog, or planning his next road trip.

Going forward, Steve has strong plans for the future. In the months ahead, he will continue to produce while helping homebuyers navigate their way through this ever changing industry. Above all, he will continue to scale his blend of transparency, integrity, and personalized service. “Citywide Home Loans has raised the bar,” he says. “We’ve made the process simple, both through our digital platform and our client experience program. This is why Citywide Home Loans is truly a leader in the mortgage industry.”

To learn more about Steve Surkis NMLS #208012, email ssurkis@citywidehomeloans.com, visit citywidehomeloans.com/steve-surkis or call (480) 355-4992 www.

Citywide Home Loans NMLS #67180 Headquarters: Telephone 866-437-0200 9785 South Monroe Street, Suite 200, Sandy, UT 84070.

This is not a commitment to lend. Program restrictions apply. Equal Housing Lender. AZ BK #0913402. Branch NMLS #320305.

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 22

4. Networking

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

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TAMARA VANDIVER

SR. MORTGAGE LOAN OFFICER / RETIRED VETERAN | NMLS# 1089186 For Tamara Vandiver, entering the mortgage industry was the perfect way to combine her love of helping others with her passion for real estate which she developed being a “Navy Brat”. She got her start in 2013, after working as a government contractor for 20 years and is now a senior loan officer with a small team by her side at Movement Mortgage in Charleston, South Carolina and is also licensed in NC, FL, GA and VA. As a 22-year retired veteran, in order to have her fellow veterans “six,” Tamara specializes in VA loans and is very experienced with many types of loan products. A testament to her dedication and strong work ethic, an impressive 90%+ of her business consists of recommendations and repeats.

She was one of only 38 people across the country to have earned the prestigious NMP Best Military Originator Award.

Tamara explains, “I listen closely to what my client needs and help create a path to achieve their goals. I do my absolute best to communicate, be an adviser and establish trust.” She sends weekly updates to all parties involved so no questions are left unanswered and there is full transparency. Tamara truly goes above and beyond, even rescuing deals that fell through with other lenders. “I am known for thinking outside of the box and doing everything possible, to get those keys into a buyer’s hands, or close a refinance, easing the financial stressors someone is going through.”

After the transaction, clients do not hesitate to spread the word about Tamara. One recently said, “Words can’t express the amount of gratitude and appreciation I have for Tamara (an angel sent from heaven). She made me feel like family and took care of me and my kids from day 1. Being a single mom, active duty and overseas I never thought it would be possible, but she made it happen. The smoothest process I’ve ever had! She’s amazing and when people say random act of kindness, this is beyond that. She took me in, gave me hope and set me up for a brighter future in my new home. I can’t thank her enough.”

When Tamara isn’t working, she’s staying active in the community. She donates a portion of every loan she closes to the non-profit, Tri-County Veteran’s Support Network. “As a veteran advocate, I’m proud to be on the board of directors for the TCVSN because they provide many avenues of support to military members and veterans and I get to get my hands dirty with the affordable housing renovations.” Tamara is also a Military Mortgage Boot Camp instructor licensed in SC to teach a 3hr Realtor® CE class on the VA loan.

As Tamara looks ahead, her main goal is to be a servant leader and to positively affect as many people as she can. “It is so rewarding to get people into a home where they can enjoy making memories. I am grateful and truly love being a mortgage lender because the opportunities I have in this field to positively change lives are endless!”

To learn more about Tamara Vandiver, please call 843-412-2577, email tamara.vandiver@movement.com or visit movement.com/tamara.vandiver

126 Seven Farms Dr, Ste 170, Charleston, SC 29492 | FL-LO44425, GA-56801, NC-I-174885, SC-MLO-1089186 | Movement Mortgage, LLC supports Equal Housing Opportunity. NMLS ID# 39179 (For licensing information, go to: www.nmlsconsumeraccess.org) | 877-314-1499. Movement Mortgage, LLC is licensed by FL # MLD1360, GA # 23002, NC # L-142670, SC # MLS-39179. Interest rates and products are subject to change without notice and may or may not be available at the time of loan commitment or lock-in. Borrowers must qualify at closing for all benefits. “Movement Mortgage” is a registered trademark of the Movement Mortgage, LLC, a Delaware limited liability company. 8024 Calvin Hall Rd, Indian Land, SC 29707

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