NATIONWIDE MORTGAGE 5-4-20

NATIONWIDE MORTGAGE EDITION

What the First Thing You Do After Work Says About You 3 Mind–Bending Philosophies to Expand Your Professional Perspective

How to Cut Down on Digital Distractions and Up Your Productivity Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS! TOP MORTGAGE LENDERS

COVER STORY

ROBERT HOFF

ED BONNANO KRISTAL BRANSCOME KHALISA DAVIES HADI ENDAZ TAMARA GALLAGHER LYNETTE JORDEN JOEL MATHEW BETHANI O'NEILL JAKE SAWYER

ns on he lut is ge by

and depth of knowledge that has brought him so much NATIONWIDE MORTGAGE EDITION success in the first place.

A few years ago, Joel dared to gamble on himself in pursuit of a newfound passion. That gamble has paid off; today, Joel is more than ecstatic to be a trustworthy, reliable and compassionate broker in the Texas commu-KHALISA DAVIES HADI ENDAZ ED BONNANO nity. “This is the best thing I ever could have done with Ed Bonanno began hishe careersays. as a mortyear with average home prices ranging my life,” “I’m Davies helpingis others achieve their for—to m Hadi Endaz his start in theBRANSCOME mortgage Khalisa dedicated to helping hergot who I learned this ind 15 from $250-$275,000.

16 KRISTAL 19 20 is happy.” gage professional upon graduating7from track twenty-three years ago.

At the time, clients make the right financial decisions I continue to have as a dreams.

What Villanova University in 2002.could He says hisbe better?”

Hadi owned his own small business and

Kristal for others exten Ed loves what people he does because each Branscome knows thatme Doing for their situation. “I love setting upclients you never know When wh it t his in the industry. day always feelsmany fresh.of “It’s never it’sbor-worked the relationships, not the involvement. Dedicated with agen Once hefirst sold hiswith successful outfit, he set for financial success,”ing,” shehesays.

“The to earn an agent for life notes. “I’m always dealing deals, that make a loan officer with a group called Be th something new and and I challenge. love working w out different, for a new At the invitahouse I ever bought I didn’t know what I their hardest loan done successful.

She learned that after moms with low incomes Licensed in PA, NJ, DE, MD, VA and FL, helping as manytion people can.” client who happened to be years. Re ofasaI past the market fell apart in 2008; and lay floors, do landsc Ed has been practicing out of his Center was doing. I swore I would neveraallow myprofessional, Hadi decided to for them to trust you important, mortgage City, Philadelphia location since 2006.

In addition to contributing toKristal such had been a successful also teaching heraction kidswith the take the leap.

“I immediately fell in love clients to ever be in that position.

I love ones. I still use that min He says 98% of his business is repeat charitable organizations as JDRF, the loan officer but didn’t make it save stuffed animals the relationshi with it,” he remembers.

“I liked being able clientele at this point in his career. educating “The American Cancer sure Society,they and the Amermy clients and making ‘Send me your hardest l through crisis.

After or when on sale been to make Ed a difference in the peoples’ lives in aa few HADI referrals are fromROBERT realtors, HOFF financial adviican KRISTAL Heart Association, organizes ED BONNANO BRANSCOME KHALISA DAVIES ENDAZthey’re“I’ve JAKE SAWYER TAMARA GALLAGHER understand that what they qualify forengagements might sors, accountants, attorneys and other occasional speaking edu- outside the industry ait done.’” years downtown for homeless Realtors fk hands-on way.”to colleagues,” he says. cate friend the community about homebuying enticed her back, and Kristal dedicated herself to morning,” she says.

“We keep in tos notpast be clients what and they are comfortable with”.

When Jake Sawyer donate ® and finances. “First-time homebuyers especially appre- entered the mortgage as a top partners isNow, key tomore REALTOR and isn’t hesitant to pi than two decades later, Hadi has carved out understanding why her friend had made it through the out the animals, and adults BETHANI O'NEIL 23 24 27 28 31 industry he had no idea it would gr attributes his continued accomplishments to the ciate the advice,” he says. she Giving tions backface-to-face. to theness com es ofEdexpesuccess, “I offer Lunch and Learns,” says. in 2012, “I a and reputation as an agent known for his seasoned expedownturn she hadn’t. toiletries and warm food.” fact that his main focus is educating his clients. “I’ll sit lead to his dream career. “I was getting free sho d her love “Also,option last week I held a happy hour for my Khalisa continues: “The first question prioritysomeone for Khalisa’ up to tell the rience, steadfast and personal touch. down and take the time to explain every possible When not working, Ed and his wife love to Itravel communication, the ® Bethani O’Neill’s career asp married and moving five hours away to most withinhome REALTORS and referral partners I’m trying order for them to make informed decisions, because world.

“But even when I’m onHadi theapprove road, I always have cially people who for didn spearheads his work solo, under the banner of ask on an initial phone call to prethey were involved wo “I studied under her for two years and I watched her When she’s not doing where wife from, so I justinneeded ever se end of the day, it is their decision,” to he connect states. with. myI phone laptop with in peocasemy myMortgage clientswas needGroup. officer began immediately helpat the firsttry to and make note of me how a possibility, or if its’ Advisors Based New Jersey, Hadi says.

“And I saw up that sheProject, created which way to unwind.

“My kids ® spending me,” heare states.

“Myevery work ismove,” not your Kristal typical 9-5 job, so someone isstay ‘What comfortable every time works with ch afocuses job,” hethe explains.

He working ” she says. ple like to in touch - you a lot of REALTORS from the Unive get done,” he explains. majority ofended his unlike business in thegraduating northern In a recent review, one client writes: “From start to I want to be accessible atrelied all times, almost like arelationships doctor and heavily on myself who she laughs.

“It’s a great str Greater San like toand text, so on I try communicate in at the a way local union,suceventually becomWhile month?’

I want totoset my clients up for credit financial patients, and they sponsored the JD than making people ha counties of Middlesex, Monmouth, Bergen, and with in fina finish, Ed has been informative, supportive, a call.” was a lead based loan officer, meaning I sat at a Delaware desk go hiking aandBA skiing, even holds heradvocate for making sure things were that works best in the digital age.” ing a processor.

This led him to his next involve it’s the greatest reward Passaic.

He is also unique in being a bilingual mortstrong handled cess, not just for now but and for their paid long-term goals.” ment which helps raise money foris international business.

“II love just leads.plans That the difference.” it. Mostly, though, y allowing correctly and efficiently. Aside from doing the technical At this time, Ed does notcalled have anyat long-term forwas gage professional, fluent and on active in his job US Bank, whereinheTurkish focused them s research. ately fell with busin of his job incredibly well, Ed has been“But nothing his business except to“There’s continue on to aside wider I’llshy tell you,” she continues. stillhis current Beyond the the office, community.

As apath. direct lender, Hadi is well-versed in in love consumer lending.

ItBETHANI was here where he ment Ht TAMARA JORDEN JOEL MATHEW O'NEILL JAKE SAWYER of a pleasure to work GALLAGHER with and presentsnothing withLYNETTE a level “Whether you’re a first-time buyer, investor, renovatToday Kristal is in it for the relationships, and it’s led This second go-round insh r people,” like getting the phoneKhalisa with That approach hasonbrought her own sharefor of supporting various asomerange oftrue loanpassion products to mortgage suit most every real idea estateof helping found hisor lend-the themcau to of customer service that significantly exceeds any ing a home, purchasing another home, refinancing, to tremendous success.

Serving the Denver Metro area ible experience for Krista onewith or having lunch with them face industry, to face.” the PET program, wh need, from FHA to options to conventional products,the as only expectation I could have had prior to working him. is here assist with any and all residential success.

Withmy 15team years into the Khalisa is the For Khalisa thing more ing, even getting experience teaming up we set with Home Finance Corporation her What’s business is the growing.

“My plan this firstHighly homerecommended without any second thought!” military veterans.

He ay well as renovation and VA loans. more, financing needs,” he says.Edge Now with 15 isyears of exp with his dad, whoand wasreferral in wealth managemeans kind loan buyers officerintowho builds trust with her clients, work or giving back her family now 100% return clients based, and that’s says.

“I want to educate When she’s notof assisting homes, Tamara stays retail and wholesale entirety of his business is driven by repeat and referral the Turkish American P CONTENTS behind her, Bethani isand a track leader in the mortgage communicate, solea evoi ment.

“We work onconnection some bigand loans together, Because of solution his top-notch reputation, Ed doesn’t to Ed’s knowledge, experience, attention towho detail, creactive within her have community, work developed with Hill Country ght financing which is why she“I has such awould strong the most important thing toI’ve me,” islessons a regular host clientele trust his netastute counsel proven because she places that personal first them and the rely on heavy marketing tactics to sell his business. “I’ll ative thinking, and customer service are second to One way Pennsylv they do th and it was always super fun.”

Soon he says. had enough recognized in Maryland, Additionally, he and h Women in Business.

We host charitablepartners. events and sponjob is the satisfaction record.

“We’re good at what wehave do,”Delaware, he “We’re foremost. impact on and me.” of REALTOR® Serving lots of fun together going sn appear on syndicated sites like Zillowwork and GROWTH Realtor.com none.HACK: These qualities have empowered him21) toCalifornia, become 4) BUSINESS 8our THINGS SUCCESSFUL momentum to move to another bank and become platform that each youth sports leagues in competitive with rates and we have an amazing 2019, she closed just shy of $20 million with the sor two charities yearly.

I also work with a women’s shelter d their dream home.” but for the most part, the clients come to me,” he says. an industry leader and continue to grow his stellar Arizona, Florida and Hawaii, Khalisa focuses mostly the beach.

Weline just got from a eachback step of thespen pro acare, mortgage loan officer, with his business entirely most enjoys time in-house that’s second to none.

The bottom YOUR CLIENTS’ NEVER DO and amillion dog shelter.”

While ofSTRESS! service toindustry. people is key, Ed estimates heABSORB does $30-$40 in volume each being reputation within the “I truly as ifteam itPEOPLE was my own home,” Kristal says. home price ranging $185-$225,000. bout Joel Mathew, email joel@championsmortgageteam.com, ismorning that treat each customer the waypotentially I would want to and ahisbusiness team unders built onIreferrals. now Fairway Independent on Washington, where she lives.

Working with Caliwhich was technically tr Tamara does have a special spot for dogs.

“I this especially ara offers her clients “Just I got anHe’s email thatat could championsmortgageteam.com or call (281)658-5577 As for the future, Had be treated.

I put my heart and soul into every client, love animals,” she says. specific, unique 13) situ- WHAT Mortgage Corporation in South Ogden, Utah, where ing, and implement THE FIRST THING berEdHome Loans, a variety ofandIF lending Caliber office outothers there!” beoffers bad news for 265.1600, a loan, I didn’t just wait to see how THE 25) IT’S GOOD FOR SOUL, To learn more about Bonanno, call O: Khalisa (866) 907.2739, C:no (267) She has apart from her mott while with maintaining the matter how tough deal.set I’mherself constantly in touch, oan products ranging he mainly focuses onthe marketing the branch. it pans out.

I immediately began figuring out a solution, YOU DO AFTER WORK SAYS email ebonanno@acremortgage.com, or visit possible edbonanno.acremortgage.com options to meet every client need. won’t hear me NOourto your dream of hom IT’S GOOD BUSINESS and agents have com I answer my phone calls, ever andFOR I’m upTHE frontsay about Work and service keep her busy, but in her off hours, Tamara -QM.” she explains.

As Jake looks ahead I called everyone involved in the loan, and after this ABOUT ty-three years ofher exper progress every step of theWhen way.Last All in all, was I do amy year great one for Khalisa likesYOU to spend quiet time with family, friends and her hus- offers Texas Veteran home a touch client wants to buy aservice, home, re Copyright Top Agent Magazine Fairway a ship.” wide variety of loans that help for he is sw interview I’m going to be getting back in with best to give 100% customer service.

That’s what I live looks bright for Hadi band, who runs a business they founded together five years ffer created by our determination will getloan them genuinely “I specialize in difficult loans,” she says.”I love think$90 million closed between her andc 29) HOW TOOne CUT DOWN ON for “I funding investm them stand out inon the industry. special theythere.

Copyright Top Agent Magazine everyone with an update how it was fixed.”

MIND–BENDING Travel is also a special joy for her. “Although we have d gifting program17) that 3ago. won’t let anyone down.

No matter how long it tl offer is a second mortgage provided through a local ficult to find good ing outside the of past the few boxyears, andwemaking the loan work for ber, but she knows there’s still room been working diligently hope to take DIGITAL DISTRACTIONS AND t-time home buyers.”

PHILOSOPHIES TO EXPAND YOUR To learn more about Hadi Endaz, call (90 state funded non-profit for those with disabilities. someone that hasth m Forthink Kristal making every clientAt feel they’re her someone tolike reach their financial goals, I will be thevacation clients-even when they it’s notUP possible. grown consistently over the years,” a break and somewhere fun this year!”.

YOUR PRODUCTIVITY “It’s up to $45,000 at 1% interest for 30 years, and it PROFESSIONAL PERSPECTIVE only client is the real reward of being a loan officer. email hendaz@advisorsmortgage.com, o them when they get to the closing table.

That’s t family members or Caliber we not only have “Itraditional lending products I’d like tothat to continue toJake do that. gives those with a disability the chance purchase While helps love closing day,” she says.

“Seeing someone who visit hendaz.advisorsmortgage.com/pag Tamara’s future looks bright. After living in the area for 28 HomeFundIt account rewarding part of my job,” shewithout states. my teamm but a suite of portfolio options helphome. our clients with could notnon-profit do this more Fairway alsoor created its own every second of his thoughtto they might not qualify who couldn’t get years, she recently opened a new CMG Financial office in $1500 and 100% of to the closing table with another lender seeing them all of their financing needs.” stad.

She makes the team runholds. smoot the future He in an effort to inspire and educate Americans on the Boerne, Texas this past August. “My goal is to expand my sing costs.” Another And she says she never shies away from a challeng For more about Phone 310-734-1440 | Fax 310-734-1440 close, it’s like Christmas morning.

Hearing that excitebe involved in a coc of giving back to theamazing men and women ofto implement team so that I can spread my vast knowledge I haveimportance learned m offers your under ability any 5280l visitthe if a client can’t initially ment their voiceStates and knowing that you’ve made Warrior a meet the andrequirements. makes mort the United Military.

AWI, American over the past 3 decades, so that we may bring ourinoutstandcount and earn funds “I love meeting new agents and clients and in the comhas systems in place forcall each partatof mag@topagentmagazine.com | www.topagentmagazine.com her 7 with them, sometimes or years, un change in home their life hosts that you’re doing it allthe for nation theovertomonths ing service and programs to an even greater array of h UpIt. “When they Initiative* fundraisers across all involved. munity through different transactions.

Brady Yeager, and makes sure every loan closes on email kristal@5 buyers home omeFundIt account,” right reasons - that’s what makes me happiest.” reachconsent their goal,” she says.

No portion of thisand issue mayowners.” be reproduced in any manner whatsoever without prior of the publisher.

Top Agent Magazine drive to success comes through assisting homebuyers and homeowners reach their ultimate goals of homeownership.

w.

https://

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r HomeFundIt funds, is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, For more information about JakeorSawyer, please cC am excited to have expanded my team and look forpayment.”

Top Agent“IMagazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Tofor subscribe change Bethani is renowned her constant communicatio or email jake.sawyer@fairwaymc.com.

For more in wardinquiry to making homeownership dreams come true byin the U.S. address, send to mag@topagentmagazine.com.

Published To find out more about Khalisa Davies, visit Khalisadavies working diligently on each loan to ensure comple following CMG’s motto, Every Customer, Every Time, No rvice, Tamara boasts AWI, please visit americanwarriorinitiativ faction from her clients. “I’d like to think that the Exceptions, No Excuses.”

Staying in touch with *The objective the nonprofit American Warrior Initiative (AWI), sponsored by Fairway Independent Mortgage Corpo call 206-919-8911 or ofemail Khalisa.Davies@caliberhomelo www.

http://

2

Tamara Gallagher, email her at tgallagher@cmgfi.com

Top Agent I provide my clients speaks for Magazine itself,” she state to make my mark during the transaction, which ul

Americans to give back to our military. All donations to AWI benefit AWI directly and do not financially bene

Copyright©2020 Fairway Independent Mortgage Corporation. NMLS#2289. 4750 S. Biltmore Lane, Madison, WI 53 This is not an offer to enter into an agreement. Not all customers will qualify. Information, rates and programs

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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ROBERT HOFF Top Agent Magazine

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ROBERT HOFF Founder and co-owner of Mountain State Financial Group, Robert Hoff heads a 14 person team that lends in North Dakota, Minnesota, and Colorado.

Honest and innovative, Robert Hoff’s entrepreneurial spirit and dedication to providing world-class service for his clients have helped him build his company, Mountain State Financial Group (MSFG), into a first-in-class provider of mortgage services. When you hear Robert talk about his background, it isn’t hard to see why he’s enjoyed so much success. While 8 Copyright Top Agent Magazine

he was still in college, Robert took a job with Northwestern Mutual selling life and health insurance, and upon graduating, moved to Colorado and got into the mortgage and financial services business.

Several years later when the 2008/2009 financial crisis hit, Robert decided it was time to take greater control of his future.

He went back to school, earning both a Top Agent Magazine

Masters in Security Analysis and Portfolio Management from Creighton University, and the Chartered Financial Analysis (CFA) designation, in anticipation of opening his own company when the time became right.

co-owner of Mountain State Financial Group, Robert is chiefly responsible for guiding the company’s expansion, managing the team, and maintaining the professional relationships that help his business thrive.

Eleven years later, Robert is now the head of a 14 person team that lends in North Dakota, Minnesota, and Colorado. As founder and

If you ask Robert how his company has managed to be so successful, he will credit his team’s emphasis on transparency and

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“I love the freedom that the mortgage brokering business provides – there’s nothing more satisfying than helping a client get the exact kind of financing they need.” trust as being the primary drivers of their business. “At the end of the day, the most important thing is to ensure that you have a satisfied client, and we believe the best way to satisfy our clients is by being 100% transparent,” Robert explains. “We never overpromise. If someone asks us if we can close in three weeks, and we say yes, then we do it. And if we can’t, then we tell them upfront.” This approach has clearly 10Copyright Top Agent Magazine

worked well for MSFG, as more than 80% of their business comes from repeat clients or referrals.

An added advantage of Robert’s team is the positive work culture he promotes. Unlike the somewhat cutthroat business practices of many banks, where loan officers are held to strict, inflexible quotas and sales goals, Robert takes a more customized Top Agent Magazine

approach in setting goals for his employees. “Everyone who is on our team is here because they are a good cultural fit, not necessarily because of their production numbers,” Robert says. “So when we go over annual goals, I don’t give everyone a set objective, but rather allow them to set their own goals. Then we figure out a plan for how I can help them achieve their goals. I find people are more successful when they play an active role in managing themselves.”

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Outside of work, Robert is a big outdoorsman, and you will usually catch him out playing a round of 18 on the links during the summer, or hitting the slopes for some skiing during the winter. He is also heavily involved in this community. MSFG is an active member of the Arvada Chamber of Commerce, frequently donates time and resources to most of the schools in the Arvada area, and is a sponsor of the Jefferson County Teachers Association. In addition, Robert Copyright Top Agent Magazine11

is an active supporter of Do Over Dogs, a local charity that helps find homes for animals in need.

Looking to the future, Robert is excited to get the insurance company he founded last

year up and running while continuing to expand Mountain State Financial Group. “I love the freedom that the mortgage brokering business provides – there’s nothing more satisfying than helping a client get the exact kind of financing they need.”

For more information about Robert Hoff, please visit msfg.us, call 720-838-6372 or email robert.hoff@msfg.us www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 14

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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ED BONNANO Ed Bonanno began his career as a mortgage professional upon graduating from Villanova University in 2002. He says his drive to success comes through assisting homebuyers and homeowners reach their ultimate goals of homeownership.

Licensed in PA, NJ, DE, MD, VA and FL, Ed has been practicing out of his Center City, Philadelphia location since 2006.

He says 98% of his business is repeat clientele at this point in his career. “The referrals are from realtors, financial advisors, accountants, attorneys and other colleagues,” he says.

Ed attributes his continued accomplishments to the fact that his main focus is educating his clients. “I’ll sit down and take the time to explain every possible option in order for them to make informed decisions, because at the end of the day, it is their decision,” he states.

In a recent review, one client writes: “From start to finish, Ed has been informative, supportive, and a strong advocate for making sure things were handled correctly and efficiently. Aside from doing the technical side of his job incredibly well, Ed has been nothing shy of a pleasure to work with and presents with a level of customer service that significantly exceeds any expectation I could have had prior to working with him.

Highly recommended without any second thought!”

Because of his top-notch reputation, Ed doesn’t have to rely on heavy marketing tactics to sell his business. “I’ll appear on syndicated sites like Zillow and Realtor.com but for the most part, the clients come to me,” he says.

Ed estimates he does $30-$40 million in volume each

year with average home prices ranging from $250-$275,000.

Ed loves what he does because each day always feels fresh. “It’s never boring,” he notes. “I’m always dealing with something new and different, and I love helping as many people as I can.”

In addition to contributing to such charitable organizations as JDRF, the American Cancer Society, and the American Heart Association, Ed organizes occasional speaking engagements to educate the community about homebuying and finances. “First-time homebuyers especially appreciate the advice,” he says.

When not working, Ed and his wife love to travel the world. “But even when I’m on the road, I always have my phone and laptop with me in case my clients need me,” he states. “My work is not your typical 9-5 job, so I want to be accessible at all times, almost like a doctor on call.”

At this time, Ed does not have any long-term plans for his business except to continue on his current path.

“Whether you’re a first-time buyer, investor, renovating a home, purchasing another home, or refinancing, my team is here to assist with any and all residential financing needs,” he says.

Ed’s knowledge, experience, attention to detail, creative thinking, and customer service are second to none. These qualities have empowered him to become an industry leader and continue to grow his stellar reputation within the industry.

To learn more about Ed Bonanno, call O: (866) 907.2739, C: (267) 265.1600, email ebonanno@acremortgage.com, or visit edbonanno.acremortgage.com https://

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KRISTAL BRANSCOME Kristal Branscome knows that it’s the relationships, not the deals, that make a loan officer successful. She learned that after the market fell apart in 2008; Kristal had been a successful loan officer but didn’t make it through the crisis. After a few years outside the industry a friend enticed her back, and Kristal dedicated herself to understanding why her friend had made it through the downturn and she hadn’t.

Doing for others extends to Kristal’s community involvement. Dedicated to giving back, Kristal works with a group called Be the Gift. “We work with single moms with low incomes,” she says. “We’ll show up and lay floors, do landscaping, stuff like that.” She’s also teaching her kids the value of service. “My kids save stuffed animals - they get them from garage sales, or when they’re on sale at stores - and we take them downtown for homeless kids in Denver on Christmas morning,” she says. “We set up a table and the kids give out the animals, and adults give out long underwear and toiletries and warm food.”

“I studied under her for two years and I watched her every move,” Kristal says. “And I saw that she created and relied heavily on relationships unlike myself who was a lead based loan officer, meaning I sat at a desk and called paid leads. That was the difference.”

When she’s not doing for others Kristal has one sure-fire way to unwind. “My kids say my hobby is cleaning!” she laughs. “It’s a great stress-reliever. But I also love to go hiking and skiing, even though I’m not that good at it. Mostly, though, I love spending time with my kids.”

Today Kristal is in it for the relationships, and it’s led to tremendous success. Serving the Denver Metro area with Edge Home Finance Corporation her business is now 100% return clients and referral based, and that’s because she places that personal connection first and foremost.

This second go-round in real estate has been an incredible experience for Kristal, and she’s excited to keep growing. “My plan this year is to build a team,” she says. “I want to educate other loan officers and teach them the lessons I’ve learned that have made such an impact on me.”

“I truly care, as if it was my own home,” Kristal says.

“Just this morning I got an email that could potentially be bad news for a loan, and I didn’t just wait to see how it pans out. I immediately began figuring out a solution, I called everyone involved in the loan, and after this interview I’m going to be getting back in touch with everyone with an update on how it was fixed.”

For Kristal making every client feel like they’re her only client is the real reward of being a loan officer.

“I love closing day,” she says. “Seeing someone who thought they might not qualify or who couldn’t get to the closing table with another lender - seeing them close, it’s like Christmas morning. Hearing that excitement in their voice and knowing that you’ve made a change in their life and that you’re doing it all for the right reasons - that’s what makes me happiest.”

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For more about Kristal Branscome, visit 5280lending.com, call her at 720-878-6781 or email kristal@5280lending.com http://

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes18

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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KHALISA DAVIES Khalisa Davies is dedicated to helping her clients make the right financial decisions for their situation. “I love setting people up for financial success,” she says. “The first house I ever bought I didn’t know what I was doing. I swore I would never allow my clients to ever be in that position. I love educating my clients and making sure they understand that what they qualify for might not be what they are comfortable with”.

Khalisa continues: “The first question I ask on an initial phone call to pre- approve someone is ‘What are you comfortable spending every month?’ I want to set my clients up for financial success, not just for now but for their long-term goals.”

That approach has brought Khalisa her own share of success. With 15 years in the industry, Khalisa is the kind of loan officer who builds trust with her clients, which is why she has developed such a strong network of REALTOR® partners. Serving California, Arizona, Florida and Hawaii, Khalisa focuses mostly on Washington, where she lives. Working with Caliber Home Loans, Khalisa offers a variety of lending options to meet every possible client need.

“I specialize in difficult loans,” she says.”I love thinking outside of the box and making the loan work for the clients-even when they think it’s not possible. At Caliber we not only have traditional lending products but a suite of portfolio options to help our clients with all of their financing needs.”

“I love meeting new agents and clients in the community through different transactions. Brady Yeager,

who I learned this industry from and I continue to have as a mentor, taught me you never know when you’re going to earn an agent for life. If you can get their hardest loan done it will be easy for them to trust you with the easy ones. I still use that mindset to this day: ‘Send me your hardest loan, see if I get it done.’”

Giving back to the community is also a priority for Khalisa’ s team. Last year they were involved with The Goodtime Project, which works with childhood cancer patients, and they sponsored the JDRF golf tournament which helps raise money for type 1 diabetes research.

For Khalisa the only thing more important than work or giving back is her family. “My kids are the most important thing to me,” she says. “We have lots of fun together going snowboarding or the beach. We just got back from a trip to Hawaii which was technically a business trip, as we have a Caliber office out there!”

Last year was a great one for Khalisa, with just under $90 million closed between her and one team member, but she knows there’s still room to grow. “We’ve grown consistently over the years,” she says. “And I’d like that to continue to do that. With that said I could not do this without my teammate Alyssa Fjelstad. She makes the team run smoothly. She has an amazing ability to implement any crazy ideas. She has systems in place for each part of the loan process and makes sure every loan closes on time.”

To find out more about Khalisa Davies, visit Khalisadavies.com, www.

call 206-919-8911 or email Khalisa.Davies@caliberhomeloans.com

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HADI ENDAZ Hadi Endaz got his start in the mortgage track twenty-three years ago. At the time, Hadi owned his own small business and many of his clients worked in the industry.

Once he sold his successful outfit, he set out for a new challenge. At the invitation of a past client who happened to be a mortgage professional, Hadi decided to take the leap. “I immediately fell in love with it,” he remembers. “I liked being able to make a difference in peoples’ lives in a hands-on way.”

Now, more than two decades later, Hadi has carved out a reputation as an agent known for his seasoned experience, steadfast communication, and personal touch.

Hadi spearheads his work solo, under the banner of Advisors Mortgage Group. Based in New Jersey, Hadi focuses the majority of his business in the northern counties of Middlesex, Monmouth, Bergen, and Passaic. He is also unique in being a bilingual mortgage professional, fluent in Turkish and active in his community. As a direct lender, Hadi is well-versed in a range of loan products to suit most every real estate need, from FHA options to conventional products, as well as renovation and VA loans. What’s more, the entirety of his business is driven by repeat and referral clientele who trust his astute counsel and proven track record. “We’re good at what we do,” he says. “We’re competitive with our rates and we have an amazing in-house team that’s second to none. The bottom line is that I treat each customer the way I would want to be treated. I put my heart and soul into every client, no matter how tough the deal. I’m constantly in touch, I answer my phone calls, and I’m up front about our progress every step of the way. All in all, I do my best to give 100% customer service. That’s what I live

for—to make sure everyone I work with is happy.”

When it comes to building relationships with agent referral partners, Hadi has been working with many of his colleagues for years. Relationships are of paramount important, whether embarking upon a transaction with a borrower, or nurturing a lasting relationship with an agent over decades.

“I’ve been working with some of the same Realtors for a very long time,” he says. To keep in touch, he’s active on social media and isn’t hesitant to pick up the phone or make connections face-to-face. “I love the excitement of calling someone up to tell them their loan was approved, especially people who didn’t think homeownership would be a possibility, or if its’ been a tough deal that needed to get done,” he explains. “There’s nothing more gratifying than making people happy. That’s always my goal, and it’s the greatest reward.”

Beyond the office, Hadi and his office give back by supporting various causes in the community, including the PET program, which sponsors support animals for military veterans. He also participates in Old Bridge Day, the Turkish American Parade out of Clifton, New Jersey, and is a regular host of first-time homebuyer seminars.

Additionally, he and his office are regular sponsors for youth sports leagues in the area. In his free hours, Hadi most enjoys time spent with family and loved ones.

As for the future, Hadi intends to keep progress steady, while maintaining the high level of service borrowers and agents have come to expect. Now, with twenty-three years of experience and insight, the road ahead looks bright for Hadi Endaz.

To learn more about Hadi Endaz, call (908) 623–6475, email hendaz@advisorsmortgage.com, or visit hendaz.advisorsmortgage.com/pages/about-me https://

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8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 22

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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TAMARA GALLAGHER Tamara Gallagher caught our eye as a top producing loan officer with her decades of experience in the mortgage industry and her love for what she does. “I love working with home buyers, it’s especially rewarding to help firsttime home buyers into a new home,” she says.

While Tamara’s home base is in the Greater San Antonio and Hill Country areas, she holds her license in the state of Texas, thereby allowing her to extend her 28 years of service to a wider range of clientele.

Tamara helps many purchase their first home while utilizing experience in both retail and wholesale lending, allowing her to design the right financing solution for every family. “The best part of my job is the satisfaction of knowing I’ve helped someone find their dream home.”

Working with CMG Financial, Tamara offers her clients a huge array of loan options to meet specific, unique situations. “We offer a wide variety of loan products ranging from bank statement loans to non-QM.” she explains.

Tamara is also a preferred lender for Texas Veteran home loans. “One unique product we offer created by our Founder called HomeFundIt, is a fund gifting program that currently no one else provides for first-time home buyers.”

Tamara continues: “They can have family members or friends give them funds into their HomeFundIt account and CMG will match up to 1% or $1500 and 100% of funds go to their down payment/closing costs.” Another great option the HomeFundIt program offers your under 18 kids the opportunity to open an account and earn funds by cash back from purchases through UpIt. “When they shop online a portion goes to their HomeFundIt account,” Tamara explains. “When they use their HomeFundIt funds, those monies are used towards down payment.”

With such excellent products and service, Tamara boasts a return and referral rate of 100%. Staying in touch with

past clients and REALTOR® partners is key to success, “I offer Lunch and Learns,” she says.

“Also, last week I held a happy hour for my REALTORS® and referral partners I’m trying to connect with. I try to make note of how people like to stay in touch - a lot of REALTORS® like to text, so I try to communicate in the way that works best in the digital age.”

“But I’ll tell you,” she continues. “There’s still nothing like getting on the phone with someone or having lunch with them face to face.”

When she’s not assisting buyers into homes, Tamara stays active within her community, “I work with Hill Country Women in Business. We host charitable events and sponsor two charities yearly. I also work with a women’s shelter and a dog shelter.” While being of service to people is key, Tamara does have a special spot for dogs. “I especially love animals,” she says.

Work and service keep her busy, but in her off hours, Tamara likes to spend quiet time with family, friends and her husband, who runs a business they founded together five years ago. Travel is also a special joy for her. “Although we have been working diligently the past few years, we hope to take a break and vacation somewhere fun this year!”.

Tamara’s future looks bright. After living in the area for 28 years, she recently opened a new CMG Financial office in Boerne, Texas this past August. “My goal is to expand my team so that I can spread my vast knowledge I have learned over the past 3 decades, so that we may bring our outstanding service and programs to an even greater array of home buyers and home owners.”

“I am excited to have expanded my team and look forward to making homeownership dreams come true by following CMG’s motto, Every Customer, Every Time, No Exceptions, No Excuses.”

To learn more about Tamara Gallagher, email her at tgallagher@cmgfi.com visit cmgfi.com/mysite/tamara-gallagher or call 210-243-8445 www.

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LYNETTE JORDEN Lynette Jorden has been in the mortgage business for seven years, starting out as a loan officer’s assistant. It was all part of a larger life transition. “I made a career change at the age of 42, and it wasn’t easy to get into the business,” she says. “I was lucky enough to find a senior loan officer who was looking for an assistant with a specific skill set but not necessarily mortgage experience.”

After being an assistant and learning the mortgage business for a year, Lynette got her license. “I fell in love with the reverse mortgage product,” she says. Today, she’s a direct lender, offering traditional FHA and VA loans, firsttime homebuyers’ loans, and reverse mortgages. She has about a 70% referral rate, many of which come through financial planners, Realtors®, and former customers.

“We have a very hands-on approach to our customers,” Lynette says, “We have a high level of communication so they’re always aware of what the process looks like and where they’re at. And there’s at least three or four of us at any given time that they can call and ask questions.” Because Lynette works with a team, there’s always someone there to provide support. “What sets us apart is... the desire to make their experience memorable, not miserable! Buying a home is a beautiful experience, but getting a loan can be difficult, and we try to really minimize that.”

Lynette is also an accredited CE instructor, teaching continuing education courses on reverse mortgage throughout the year. She’s also an affiliate member of the Women’s Council of Realtors®, and through these activities and organizations, she’s always networking and making new connections. “Not everybody connects, but usually there’s one or two [where we can] find common ground. That’s really how I reach out to find Realtors® we can work well together with.”

When she’s not making those connections and helping clients, Lynette spends time with her two active, soccer-enthusiast kids. “My community involvement is raising two socially functional kids,” she laughs. “I’d 24

love to do more. At the end of the day, if I had ten more hours, I’d do it.” But for Lynette, it’s all about knowing her limits and balancing work and life. “I focus my time on my family, and I’m available for my customers and my Realtors® pretty much seven days a week.” She even talked to a client at 11:30 on Superbowl Sunday. “So I still feel like I’m serving the community, I just don’t have a lot of time for volunteer stuff right now.”

In the future, Lynette wants to continue providing for her community through her business. “I’d like to get more of the community aware of and involved in using the reverse mortgage for a purchase product for our senior clients.” Namely, she’d like to get people using it who are purchasing retirement “dream homes” in the area, so they can have a more stable and accessible experience than using cash. She’d also like to educate Realtors® about the product so they can educate their own clients about it.

“I have a passion for helping people,” Lynette says.

“Every transaction is one I would consider [as] if it were my own family. I treat people with respect, dignity, and professionalism. It’s what I strive for in every transaction; I want everyone to have a pleasant experience.”

To learn more about Lynette Jorden, please email ljorden@vipmtginc.com, visit lynettejorden.vipmtginc.com, or call (480) 209-9524 https://

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 26

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JOEL MATHEW In 2015, Joel Mathew was a banker with few prospects. He wasn’t passionate about his job, and he was searching for a career where he could help others and utilize his entrepreneurial spirit. Then a client introduced him to the mortgage industry. Curious, Joel decided to dive in and educate himself. “At first,” he says, “I was basically working for free. I just wanted to learn the ropes and understand the business.”

Beyond the puzzle of putting together a loan, Joel most appreciates the social side of his career. “I’m a people person,” he says. “I love meeting new people and learning their stories.” By harnessing this openhearted approach, Joel has made a name for himself in the community, with the majority of his business coming from either repeat clients or referrals. Matching his stellar client outreach, Joel has equally ingratiated himself with Realtors around Texas.

Once he felt ready, Joel decided to open his own shop.

Initially, his prospects were modest, but Joel only saw steady growth in the coming months. “When I started,” he says, “my goal was to complete five loans a month. Then five became ten, and ten became fifteen, and fifteen became thirty. The rest is history.”

Looking ahead to the future, Joel has ambitious plans for growing his business. In the next five years, he hopes to be licensed in five states. In ten years, he has his eyes set on all fifty. “The sky’s the limit,” he says. But Joel also values staying sharp and maintaining the integrity and depth of knowledge that has brought him so much success in the first place.

Today, Joel is a broker and lending officer at Champions Mortgage, where he assists clients throughout the Houston area. Working alongside his team of five loan officers, he has found success in his short time in the industry, specializing in FHA, ARM, USDA and VA loans. “Whatever’s out there, we can do,” he says. “You name it.” Reflecting this can-do attitude, Joel and his team at Champions Mortgage were selected as the Top Mortgage Broker in Sugar Land by the Sugar Land Award Program in 2019.

When working with clients, Joel places an emphasis on education and service.

“The best part of my job is figuring out how to structure a loan and get it approved,” he says. As such, Joel and his team are open to clients from all walks of life. For those with higher credit scores, he fights for the best deal. Meanwhile, Joel assists clients with lower credit scores by protecting them with safe investments. On top of that, he provides all of his clients with financial counseling to boost their credit in a matter of weeks. “So many things can go wrong during a mortgage transaction,” he says.

“My job is to plan for these contingencies and figure out solutions.”

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A few years ago, Joel dared to gamble on himself in pursuit of a newfound passion. That gamble has paid off; today, Joel is more than ecstatic to be a trustworthy, reliable and compassionate broker in the Texas community. “This is the best thing I ever could have done with my life,” he says. “I’m helping others achieve their dreams. What could be better?”

For more about Joel Mathew, email joel@championsmortgageteam.com, visit championsmortgageteam.com or call (281)658-5577 www.

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BETHANI O'NEILL Bethani O’Neill’s career as a loan officer began immediately upon graduating from the University of Delaware with a BA in finance and international business. “I just immediately fell in love with the business and the idea of helping people,” she says.

Now with 15 years of experience behind her, Bethani is a leader in the mortgage industry, recognized in Delaware, Maryland, and Pennsylvania. In 2019, she closed just shy of $20 million with the average home price ranging $185-$225,000.

She has set herself apart from others with her motto: “You won’t ever hear me say NO to your dream of homeownership.” When a client wants to buy a home, her relentless determination will get them there. “I genuinely care and won’t let anyone down. No matter how long it takes for someone to reach their financial goals, I will be there with them when they get to the closing table. That’s the most rewarding part of my job,” she states.

And she says she never shies away from a challenge, even if a client can’t initially meet the requirements. “I work with them, sometimes over months or years, until they reach their goal,” she says.

Bethani is renowned for her constant communication while working diligently on each loan to ensure complete satisfaction from her clients. “I’d like to think that the service I provide my clients speaks for itself,” she states. “I try to make my mark during the transaction, which ultimately either brings the clients back or gets them to refer clients to me.” She says the bulk of her business is repeat and referral.

Her areas of expertise include first time home buyers in need of credit score guidance and/or down payment assistance. She is well versed in all types of loans; VA, FHA, USDA, Conventional, 203k Rehab, HomeStyle, and HomeReady. You name the loan and she will sit you down and describe it.

Her dream of helping people has been greatly fulfilled, not only by the hundreds of satisfied clients she has assisted 28

over the years, but through her volunteer efforts within her community. In the recent past, she was the Chair of the Affiliate Committee for the New Castle County Board of Realtors (NCCBOR), where she actively worked to increase positive and lucrative networking between the affiliates and realtors within the industry. She has also been active in the Delaware Housing and Opportunity Fund, Inc. (DEHOFI), which is a local charity helping to provide financial assistance to the handicap and elderly in the area of housing needs.

Bethani has also been known to pick up a tool or two to help build houses with the Habitat for Humanity. Anything that helps better her local community is a driving force for her. Currently, she is a mentor for young female entrepreneurs at the University of Delaware, her alma mater.

When she’s not working, Bethani enjoys spending time with her family and friends and “travel with an educational focus” with her daughter, age 10. “Whenever I travel, I like to use it as a teaching opportunity,” she notes. “Recently, we traveled to Puerto Rico, and my daughter learned about how Hurricane Maria affected the population.”

As far as her plans for the future, Bethani would love to bring in like-minded loan officers. “There are plenty of great loan officers out there, but I want to work with those who love helping others. That’s my goal.”

To learn more about Bethani O’Neill, email boneill@acremortgage.com,, https://www.bethanioneill.com/?gclid=EAIaIQobChMIwp_8vNak6AIVgZyzCh0moASgEAAYASAAEgItXfD_BwE visit her website here, or call (302) 893-1515 Copyright Top Agent Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JAKE SAWYER When Jake Sawyer entered the mortgage industry in 2012, he had no idea it would lead to his dream career. “I was getting married and moving five hours away to where my wife was from, so I just needed a job,” he explains. He ended up working at a local credit union, eventually becoming a processor. This led him to his next job at US Bank, where he focused on consumer lending. It was here where he found his true passion for mortgage lending, even getting to experience teaming up with his dad, who was in wealth management. “We would work on some big loans together, and it was always super fun.” Soon he had enough momentum to move to another bank and become a mortgage loan officer, with his business entirely built on referrals. He’s now at Fairway Independent Mortgage Corporation in South Ogden, Utah, where he mainly focuses on marketing the branch.

Fairway offers a wide variety of loans that help them stand out in the industry. One special loan they offer is a second mortgage provided through a local state funded non-profit for those with disabilities.

“It’s up to $45,000 at 1% interest for 30 years, and it gives those with a disability the chance to purchase more home. Fairway also created its own non-profit in an effort to inspire and educate Americans on the importance of giving back to the men and women of the United States Military. AWI, American Warrior Initiative* hosts fundraisers across the nation to

donate fully trained service dogs, business grants, home upgrades, mortgage free housing and more. It’s just the most powerful and energetic cause I’ve ever seen.”

While Fairway’s unique loans and involvement in the community help them stand out, it’s also their commitment to customer service that allows them to grow. “We’re open and honest, we set clear expectations and use many means to communicate, communicate, communicate, so everyone knows what is going on.”

One way they do this is through a video marketing platform that each loan officer utilizes to explain each step of the process to agents and buyers. Jake and his team understand the power of video marketing, and implement it throughout their process.

As Jake looks ahead, having created a huge tool box for service, he is swiftly becoming the go-to person for funding investment properties. “I find it so difficult to find good lenders that know how to handle someone that has multiple properties.”

While Jake helps Fairway grow, he is enjoying every second of his work, and can’t wait to see what the future holds. He finds it incredibly rewarding to be involved in a company that helps those in need and makes the mortgage process more enjoyable for all involved.

For more information about Jake Sawyer, please call 385-333-5109 or email jake.sawyer@fairwaymc.com. For more information about AWI, please visit americanwarriorinitiative.com http://

*The objective of the nonprofit American Warrior Initiative (AWI), sponsored by Fairway Independent Mortgage Corporation, is to educate, encourage and inspire Americans to give back to our military. All donations to AWI benefit AWI directly and do not financially benefit Fairway Independent Mortgage Copyright©2020 Fairway Independent Mortgage Corporation. NMLS#2289. 4750 S. Biltmore Lane, Madison, WI 53718, 1-866-912-4800. All rights reserved.

This is not an offer to enter into an agreement. Not all customers will qualify. Information, rates and programs are subject to change without notice.

All products are subject to credit and property approval. Other restrictions and limitations may apply. Equal Housing Lender. MLO NMLS # 1198124.Corporation.

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