NATIONWIDE MORTGAGE 5-20-19

NATIONWIDE MORTGAGE EDITION

SUCCESS– These 7 Habits Are the Real Secret to Success COVER STORY

Anthony Raby TOP MORTGAGE LENDERS

SAM DiPIANO BOB PREVELIGE TRACIE SCHMIDT

4 Qualities of

EXCEPTIONAL EMPLOYEES Turning Your Profession Into a

PASSION

NATIONWIDE MORTGAGE EDITION

TRACIE BOB PREVELIGE

SCHMIDT

Bob Prevelige – President and CEO is known for eduI think that goes a long way towards Tracie Schmidt their ho 15 19 23 of7 Zenith Mortgage Advisors in building a trusting relationship.” cating her clients every step iof the ing the Hopkinton, Massachusetts – has more Additionally, Bob continues to refine way through the mortgage process. owners than two decades of experience in the With excellent rates and aand enhance Perhaps himself professionally, steadthe best evidenc “My goal is to take someone that’s blocks mortgage industry. Honest, forthright, fast commitment to excellent and for theCapital past seventeen years Corporation and never purchased them, I and truly focused on helping his many a home before and has been professionally coached customer service, HAUS Capital found in the grateful clients achieve the time American in the customer service arenareviews and the by the they’re done, they feel and Corporation in Rochester New this one from Zillow.co dream of home ownership, Bob has on methods of generating a loyal, like they could actually explain it new ho more than earned his stellar reputation York is quickly gaining a referring base.overall five-sta stellar customer perfect, to someone else,” she says.

“That’s as a trusted mortgage professional. reputation as the go-to mortgage impressed with Tracie Sam’s important because I want them The appreciation Bob’s clients feel brokerage in Western New York and being accessible Bob began his SAM career infeel the mortgage for him is perhaps best made evident to D comfortable and othersfo ANTHONY RABY iPIANO BOB informed PREVELIGE TRACIE SCHMIDT due in partato importantly, industry inState, 1998.about “I had alarge friend by the glowing reviews he he got hastheinj making such bigPresident purchase.”Sam DiPiano’s and who ownedhonesty, a mortgage company, received for his services, including integrity and sincere focus on helping his many are so grateful toother haveg and I saw the impact he was having this one fromness Zillow.com, on which clients achieve their real estate goals. with Sam… What a has taken her from Bosthe Wo on people’s lives,That and Ijob decided I site he currently holds a perfect fiveton’s Bentley University Business an affil wanted to join him,” recalls Bob. “So, after a couple star overall rating: “Bob and his team were fabulous approaching decades oftoshe experience in the fairly rece of fortuitousRapidly conversations, we happen.

The work with. From the veryDespite first time its he sat down School to made San ittwo Diego, where Associ rest, as theymortgage say, isnow history.”

Prior to becoming a loan with me until the present (over a year after we closed industry, Sam’s deep reservoir of industry Corporation is quickly serves her community as a Proof MAg officer, Bobknowledge was a scientistensures involved with cancer and on our home), Bob has been a huge help every step that everyA one of his buyers andthe and looking ducing Branch Manager. correspondent lender, for Realtors Metro Area Real E diabetes research. “It was about problem-solving,” of the way. He worked directly with our Realtor to Realtor partners are in safe hands during the sometimes service.

“Not to sound Schmidt Team at Supreme Lending does business Adult Housing,” he explains, “and that’s the same thing we do in the make the process even easier. To this day he makes she convoluted transaction process.

The former manager of probably the best-kept across California, including assure far we north Contra we need, money through mortgage industry.” have as everything checks in on local us, es and is inalways available towe answer questions a branch ofCounty. a large mortgage brokerage Rochester, operate quietlyor oncen ar Costa LGBT community Twenty-oneSam yearsopened on, BobHAUS can boast of having a give advice. highly recommend Bob there and Zenith Capital in 2017, with the Imission to get out about ou business that is based almost entirely on referrals, Mortgage Advisors!” of filling what he Team saw as void in Lending the localoffers marketthat w The Schmidt at aSupreme all of ucts Onwe heroffer, time and off Traci a significant achievement in the highly-competitive place.the As mentioned on the website, HAUS expensive, traditio standard loans, butcompany’s Tracie especially proud of more enjoy San Diego’s bea mortgage industry.

“It’s about my commitment to is When he’s not busy helping people achieve their real consistent communication,” says Bob, when asked estate goals, Bob enjoys nothing more than spending Capital Corporation is “built on a foundation of service, her work on VA financing. “To get the message out discover new things. how he manages totoinspire incredible trust and improvement, time with his wife children, and he for is also accountability, and continuous andand is fourSam’s the activesuch and retired service members about what thing plans unexpected andf loyalty. “I tend to over-communicate, if anything. My an avid mountain biker, golfer and ice hockey player. devoted enriching through theirtobenefits are their is so borrower’s important,” lives she says.

“Few opening stumblenew uponbranches somepla clients always know where they stand, and what is Bob is an ardent philanthropist, and recently started a their devoted commitment to homeownership.” in Buffalo, NY taking p are aware that they have this great benefit that can the atmosphere and ne going on. I’m also very candid and transparent. I’ve non-profit called The Giving Group of Massachusetts, towards purchasing home.”which raises $10,000 on ahis been doing this toogo long to be a yes man. I tellathem quarterly that isis to main basis objective what they need to hear, not what they want to hear. donated to a deserving local charity.

Tracie has a strong Offering a full-spectrum of loan products to suit any customer service thatvis ha

SAM D PIANO

CONTENTS

4) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

13) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

17) TURNING YOUR PROFESSION INTO A PASSION 20) WHY DOESN’T TRAINING WORK FOR YOU?

While needs, Tracie Sam lovesisguiding her proud clientsofthrough be known as HAUS the prem borrower’s justifiably the factthe with the name C process, bestotherwise part is seeing he is mortgage able to help peoplethe who might them not beget Diego,” she says. “Wh For more information about Bob Prevelige, their home.

“I love at the end when you see the or refinance a home i able to buy a home. “People with high credit scores please call 508-497-9900 or email Bob@ZenithAdvisors.com of anywhere your client they get the keys goexcitement pretty much forasa loan,” he says, “butto think of me and my te Phone 310-734-1440 | Faxcan 310-734-1440 every day we’re able to help people the larger, brick mag@topagentmagazine.com | www.topagentmagazine.com and mortar banks turn Sam also believes that his | NM To down.” findwithout out more about Tracie Schmidt Copyright Top Agent Magazine No portion of this issue may be reproduced in any manner prior consenthis of the publisher.

Top Agent Magazine clients enjoy the whatsoever more relaxed atmosphere loft-like is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, call or text 858 office, as comparedvisit to thehomepurchaseca.com, colder, less personal corpoTop Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change rate-feeling environs banks. orofemail at Tracie.Schmidt@supremelen address, send inquiry to mag@topagentmagazine.com.

Published inthe thelarger U.S. her www.

EVERETT FINANCIAL, INC. D/B/A SUPREME LENDING NMLS ID #2129 (www.nmlsconsume

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Efficiency smooth transactions are©another hallmark #300,and Dallas, TX 75254.

877-350-5225.

2019. This is not an offer to enter into an agreeme are subject to change without priortonotice of Sam and his company.

“We are able closeand our may loansnot be available in all states. All p property approval. Supreme Lending is not affiliated with any government agency. Inte in lessLicensed than thirty says ofSam. “Sometimes eventhe California Residential Mortga by thedays,” Department Business Oversight under Magazine as quickly as two weeks. Our clients really appreciate Top Agent For more informat that, particularly right now with the extreme shortage of please call 585

mailto:mag@topagentmagazine.com

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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Anthony Raby Top Agent Magazine

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ANTHONY RABY Even before he graduated from college, Anthony Raby knew he wanted to stake his claim in the mortgage industry. Once he finished earning his degree in 2005, his mother, a Realtor, connected him to an industry colleague that would become Anthony’s mentor.

With his license in hand, Anthony hit the ground running, swiftly building a reputation for superlative client care centered on rela8 Copyright Top Agent Magazine

tionships and follow-through. Thirteen years later, he remains a steadfast professional and regional industry leader, whose track record is well-proven.

Based in North Attleboro, Massachusetts, Anthony works in conjunction with business partner Jon to head a team that includes two licensed assistants, an administrator, and a Top Agent Magazine

Based in North Attleboro, Massachusetts, Anthony Raby and his team offer borrowers a comprehensive range of products as direct lenders— From specialty items like renovation loans and construction products, to the full gamut of government financing. processor. “Jon and I had been friends since we were ten years old and decided to partner up and move forward from there,” Anthony explains. “We developed a territory working with real estate agents that we cultivated relationships with, and by doing the right thing Top Agent Magazine

by our clients, our business grew naturally.”

Together, Anthony and his team offer borrowers a comprehensive range of products as direct lenders. From specialty items like renovation loans and construction products, to FHA, VA, USDA and the full gamut of govCopyright Top Agent Magazine 9

ernment financing—Anthony and his team make a seamless lending process their priority. What’s more, almost the entirety of Anthony’s business is driven by repeat and referral clientele, largely comprised of real estate agent referral partners who count on Anthony’s reliable delivery. “We’ve been so fortunate with our Realtor partners that we continue to grow in volume every year,” Anthony says. “We focus on building good relationships that add value for our clients and referral partners. We do everything we can to deliver, and they know that we’ll make sure they’re happy and that their trans10Copyright Top Agent Magazine

actions close on time. We do right by our clients and word of mouth does the rest.”

In 2017, Anthony, his business partner, and the team set new personal bests in terms of production, clearing $91 million in volume.

This year, they’re on track toward continued growth, with another record-breaker in sight.

Beyond efficiency and industry knowledge, Anthony cites responsive communication and integrity as key drivers of his success thus far. “It’s always been our goal to remain a resource for our clients even after the transaction is complete,” Anthony says.

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“Prioritizing our relationships has been our approach from the start. Even if we’re not involved in a given deal, we try to be helpful and lend a hand to borrowers and colleagues in our industry.”

To give back to their community, Anthony and his team put their industry expertise to good use by hosting first-time homebuyer seminars, continuing education opportunities for Realtors, and events in honor of veterans. Beyond the office, Anthony most enjoys time spent with his family and loved ones, especially his wife and two children.

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He also enjoys the occasional travel adventure and time spent in the great outdoors.

As for the future, Anthony plans to continue on the same mindful path towards growth that has brought his team steady gains over the years. He and his business partner are also planning on bringing on junior team members in the future as their endeavor continues to expand. Now, with thirteen years of insight behind him, Anthony Raby considers what he has come to value most about his career in the mortgage industry.

“My business partner and I attend almost Copyright Top Agent Magazine11

all closings, and that’s the best part of what we do,” Anthony says. “After making sure we deliver on time and provide that smooth process for those we work with, it’s so gratifying to be there at the closing table, to shake our clients’ hands, and take part in the

process all the way through to the end. It’s incredibly rewarding to help people begin that next chapter in their lives and watch as their homes and families grow over the years.

That’s why we love what we do, and it shows in our work every day.”

To learn more about Anthony Raby email Anthony.Raby@RMSMortgage.com, call (508) 472 – 8411 or visit RMSMortgage.com/AnthonyRaby www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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SAM DiPIANO With excellent rates and a steadfast commitment to excellent customer service, HAUS Capital Corporation in Rochester New York is quickly gaining a stellar reputation as the go-to mortgage brokerage in Western New York State, due in large part to President Sam DiPiano’s honesty, integrity and sincere focus on helping his many clients achieve their real estate goals.

Perhaps the best evidence of the exceptionality of HAUS Capital Corporation and the service it provides can be found in the reviews they have received, including this one from Zillow.com, on which site Sam holds a perfect, overall five-star rating: “We were more than impressed with Sam’s diligence, his professionalism and being accessible for every call, question etc. Most importantly, he got the job done in less than an hour. We are so grateful to have had the pleasure of doing business with Sam… What a great experience!”

Rapidly approaching two decades of experience in the mortgage industry, Sam’s deep reservoir of industry knowledge ensures that every one of his buyers and Realtor partners are in safe hands during the sometimes convoluted transaction process. The former manager of a branch of a large mortgage brokerage in Rochester, Sam opened HAUS Capital in 2017, with the mission of filling what he saw as a void in the local marketplace. As mentioned on the company’s website, HAUS Capital Corporation is “built on a foundation of service, accountability, and continuous improvement, and is devoted to enriching their borrower’s lives through their devoted commitment to homeownership.”

Despite its fairly recent inception, HAUS Capital Corporation is quickly gaining traction amongst buyers and Realtors looking for competent and dedicated service. “Not to sound cocky,” says Sam, “but we’re probably the best-kept secret here in Rochester, because we operate quietly on a referral network. Word is starting to get out there about our speed and the excellent products we offer, and that we’re able to fill the void left by more expensive, traditional mortgage banks.”

Offering a full-spectrum of loan products to suit any borrower’s needs, Sam is justifiably proud of the fact he is able to help people who otherwise might not be able to buy a home. “People with high credit scores can go pretty much anywhere for a loan,” he says, “but every day we’re able to help people the larger, brick and mortar banks turn down.” Sam also believes that his clients enjoy the more relaxed atmosphere his loft-like office, as compared to the colder, less personal corporate-feeling environs of the larger banks.

Efficiency and smooth transactions are another hallmark of Sam and his company. “We are able to close our loans in less than thirty days,” says Sam. “Sometimes even as quickly as two weeks. Our clients really appreciate that, particularly right now with the extreme shortage of inventory here in Rochester and the backed up demand for good housing.”

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Sam’s plans for the future of his company include opening new branches in different markets, with one in Buffalo, NY taking precedence. Above all, however, his main objective is to continue offering the amazing customer service that has quickly become synonymous with the name HAUS Capital Corporation.

For more information about Sam DiPiano, please call 585-461-5656 ext. 101, or email Sam@HausCapitalCorp.com Copyright Top Agent Magazine 15

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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BOB PREVELIGE Bob Prevelige – President and CEO of Zenith Mortgage Advisors in Hopkinton, Massachusetts – has more than two decades of experience in the mortgage industry. Honest, forthright, and truly focused on helping his many grateful clients achieve the American dream of home ownership, Bob has more than earned his stellar reputation as a trusted mortgage professional.

Bob began his career in the mortgage industry in 1998. “I had a friend who owned a mortgage company, and I saw the impact he was having on people’s lives, and I decided I wanted to join him,” recalls Bob. “So, after a couple of fortuitous conversations, we made it happen. The rest, as they say, is history.” Prior to becoming a loan officer, Bob was a scientist involved with cancer and diabetes research. “It was about problem-solving,” he explains, “and that’s the same thing we do in the mortgage industry.”

Twenty-one years on, Bob can boast of having a business that is based almost entirely on referrals, a significant achievement in the highly-competitive mortgage industry. “It’s about my commitment to consistent communication,” says Bob, when asked how he manages to inspire such incredible trust and loyalty. “I tend to over-communicate, if anything. My clients always know where they stand, and what is going on. I’m also very candid and transparent. I’ve been doing this too long to be a yes man. I tell them what they need to hear, not what they want to hear.

I think that goes a long way towards building a trusting relationship.”

Additionally, Bob continues to refine and enhance himself professionally, and for the past seventeen years has been professionally coached in the customer service arena and on methods of generating a loyal, referring customer base.

The appreciation Bob’s clients feel for him is perhaps best made evident by the glowing reviews he has received for his services, including this one from Zillow.com, on which site he currently holds a perfect fivestar overall rating: “Bob and his team were fabulous to work with. From the very first time he sat down with me until the present (over a year after we closed on our home), Bob has been a huge help every step of the way. He worked directly with our Realtor to make the process even easier. To this day he makes sure we have everything we need, checks in on us, and is always available to answer questions or give advice. I highly recommend Bob and Zenith Mortgage Advisors!”

When he’s not busy helping people achieve their real estate goals, Bob enjoys nothing more than spending time with his wife and four children, and he is also an avid mountain biker, golfer and ice hockey player.

Bob is an ardent philanthropist, and recently started a non-profit called The Giving Group of Massachusetts, which raises $10,000 on a quarterly basis that is donated to a deserving local charity.

For more information about Bob Prevelige, please call 508-497-9900 or email Bob@ZenithAdvisors.com

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Why Doesn’t Training Work for You?

by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms.

What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives.

Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement).

Training must have action inside class to be effective for you.

• If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a 20

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit?

None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan.

Trainers: I just videos showing training work. uTube channel.

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Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure.

That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ 21

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become?

Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video.

Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish.

Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared.

You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be.

Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?)

2.Thinking most company training 22

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching.

A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises.

Contact Carla at 425-392-6914 or www.carlacross.com.

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TRACIE SCHMIDT Tracie Schmidt is known for educating her clients every step of the way through the mortgage process.

“My goal is to take someone that’s never purchased a home before and by the time they’re done, they feel like they could actually explain it to someone else,” she says. “That’s important because I want them to feel comfortable and informed about making such a big purchase.”

That job has taken her from Boston’s Bentley University Business School to San Diego, where she now serves her community as a Producing Branch Manager. A correspondent lender, the Schmidt Team at Supreme Lending does business across California, including as far north as Contra Costa County.

The Schmidt Team at Supreme Lending offers all of the standard loans, but Tracie is especially proud of her work on VA financing. “To get the message out to active and retired service members about what their benefits are is so important,” she says. “Few are aware that they have this great benefit that can go towards purchasing a home.”

While Tracie loves guiding her clients through the mortgage process, the best part is seeing them get their home. “I love at the end when you see the excitement of your client as they get the keys to

their home,” she says. “I love helping them fulfill the dream of home ownership, anticipating any roadblocks before they arise. I’ve guided them, I’ve made them comfortable, and the reward is them being in their new home with their family.”

Tracie takes that love of helping others with her outside of the office and into the community. Among other groups Tracie is a member of the Women’s Council of Realtors, an affiliate of her local Real Estate Association, and she’s on the board of MARYAH. “MARYAH stands for Metro Area Real Estate Professionals for Young Adult Housing,” she explains. “We help raise money through local events supporting San Diego’s LGBT community center’s youth housing project.”

On her time off Tracie loves to catch a concert or enjoy San Diego’s beaches. Most of all she loves to discover new things. “I love to experience something unexpected and different,” she says. “To just stumble upon someplace new and enjoy new food, the atmosphere and new people.”

Tracie has a strong vision for her future. “I want to be known as the premiere mortgage lender in San Diego,” she says. “When someone is looking to buy or refinance a home in San Diego, I want them to think of me and my team.”

To find out more about Tracie Schmidt | NMLS#269424, visit homepurchaseca.com, call or text 858-336-5200 or email her at Tracie.Schmidt@supremelending.com www.

EVERETT FINANCIAL, INC. D/B/A SUPREME LENDING NMLS ID #2129 (www.nmlsconsumeraccess.org) 14801 Quorum Dr., #300, Dallas, TX 75254. 877-350-5225. © 2019. This is not an offer to enter into an agreement. Information, rates, & programs are subject to change without prior notice and may not be available in all states. All products are subject to credit & property approval. Supreme Lending is not affiliated with any government agency. Intended for California consumers, Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act License 4130655.

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