NATIONWIDE MORTGAGE 5-6-19

NATIONWIDE MORTGAGE EDITION

6

THINGS ALL SUCCESSFUL NEGOTIATORS DO

DAILY HABITS THAT WILL

INCREASE YOUR MENTAL STRENGTH

MAKE SOCIAL MEDIA MARKETING

YOUR CALLING CARD

3 TIPS FOR

MASTERFUL TO–DO LISTS

NATIONWIDE MORTGAGE EDITION

JASON JASTRZEBSKI

TRAVIS KELLEY

BILL McDONALD

For Travis Kelley, helping others is your ideal client?’ The answer is my phone with the listing agent Onlyis aaoffers, dedicated, caring major person seeks Jason Jastrzebski – Producing Sales and another factor in true Loan passion. “I just like helpingout people, ideal client is someone12 who on wants to that the buyer is a the fact whensuccess completing 8 and histhrives 11 iswhat Manager at First Choice 7 continuing story that I embrace it every day,” he explains. treatedHe then puts his mo proved.” othersHe may consider thetransaction most challenging Services’ Hartford, Connecticut he treats every as if itget a good deal and wants to be gotofficer his start in the mortgage industry well.

Because that’s do here.” mouth is. “We have a $2,00 Bill his McDonald fully branch – is a dedicated loan were own, andis“I that pastdevoted clients Mortgage Bankerprojects.

Ashley inspire. work seven days a week, andwhat our we whole team in clients 2004, Hickmon after leaving his job at retail antee. If we approve some toa serving those who served.

As a“It’s branch who works hard to help his tend to become his friends. just – Branch Manager of is available every day, up until 9:30 in the evening. We closeasdue manager and mortgage with relationVanDyk store.

He started working full-time as aas Staying in touch is easy for Travis, he to a mistake on ou achieve their real estate goals. important to lender me to forge Independent Mortgage take we seriously, and all of our loans close, a $2,000 Mortgage Corporation, VA Home Loans are Jason’s honesty, solid workloan ethic officer, and Fairway ships with my what client as itdo is very to get soaking up as much inforsends out follow up mail and his name ischeck to the seller.”

Denver, Colorado – most isthe arewarding sometimes inthose as little as eight Also, our Realtor his true passion for the business have deal done.

Building relawork.

Through this mation asinhe could.

Today he hasBill’s a small included on days. their mortgage statements. all conspired to make him one of the tionships is my favorite part of what This guarantee helps buy specialization, he has established himself as seasoned professional who, partners know that they can trust us with their clients, team of people working together to go He also has a newsletter that clients can most sought-after and respected do,”leader he says. closes homedefinitely loans nearly twoa trusted decades andwho that we will get to. them the closing table.” aboveloan anddespite beyond client expectations.

“IIteam subscribe “Wetohave about purchasing 4-5 ways with VA loans to s professionals currently working in buyers in Tennessee, Georgia, Alabama, also do mortgage consultingindustry, forforbanks, he says. It’s all part of in the lending has sincere gratitude Jason’sof getting in front of them,”marketplace.

The Constitution State.

The greater public about the sou Florida, Mississippi, Texas, Lousiana and credit unions and anyone wanting to start And as each client leaves the closing ASHLEY HICKMON maintained JASON JASTRZEBSKI KELLEY McDONALD a true passion for TRAVIS “Ashley inprobably the best in theBILL business, and is veryloan caring clients feel for him is best offers.

North Carolina.

JIM WILSON run helping a mortgageher company,” withjust a smile, it’s the easy glowing to make Bill also recently Jason began his career in and the mortmeasuredand by thecompassionate,” impressive numbertable clients Travis achieve reads one LoanofCampus, an online program to educ His team’s constant goal is to keepof glowing reviews he has received,long-lasting friendships with them. gage industry way back says. in 2003, ® REALTORS TheAshley’s six-member Bill McDonald Team has mastered the and sellers VA loans. their real estate goals. reviews she has received on Zillow.com, on which site aboutresulted doza become Gerardo enjoys a personal touch, Jim Wilson – Senior Home Lending in“ everyone and never become tooincluding this one from and since then has brings accumulated a happy, Zillow.com, Scott Thompson to the mortconcierge service, and we’republic oftenofable VAwith Home Loan product and its guidelines, achieving the strength of the VA loan and Loanin Office Mark Rawls –impressive Branch I dinner love seeing their excitement, and industry knowledge, coupled her she holds a perfect, five-star overall rating.

“She knows names the inviting clients over for or Advisor Home Lending in Downers repeat busin wealth 15 of industry knowledge perfectly posi- service. on which“The site he holds amisperfect,One five-star overall busy that to provide stellar biggest past client said, “This is the place you wantloans to 20as 16 closings that 19 are them, at leastthis asto smooth and expeditious as associated with VA23 gage industry honesty, integrity andresulted close in as few eighteen days.”

Manager of Movement Mortgage’s I’ve helped is rt Worth? parties, or just in picking upknowing theisrating: phone honest business ethos, have in that her stellar the business and will guide you best way help and VA buyers.”

Grove, Illinois – isto abuy dedicated and ina the tions him to be an invaluable resource to “I have donemore numerous mortgage deals with take here thiseveryone industry people bite off than work with or refinance mortgage.

The to process more traditional loans.

In fact, other loan originators Mooresville, North Carolina office –commitment is with. my each day,” enthuses. a heheartfelt to helping does business is can soask good at what he Jason…he is my go-toheguy.

Notget onlywas does he provide knowledgeable professional whoTravis When spea to and how they arepurpose doing. reputation ascall aJason trusted financial you dream home. thing IWest personally know they chew,” headvocate. says.

“So Iregularly never operate above easyOne and always available ®Cydwas all her business call Bill for tips onyour VAunbelievably loans and REALTORS Known forgets communication, Bill sends d a seasoned professional who is deeply does, in fact, that the entirety of his business is based the lowest rate with the lowest closing but hebest interests both his buyers and his Realtor partparticularly clever aspect of the truly puts hiscost clients’ patently ob nd in Finance “I show I care.If That’s the stratour that capacity. we’re busy, weenjoy won’tworking take onwith more toOne answer questions.

He got us the most unbelievable is that she’s a good communicator and will keep you him so much that they take time to update everyone involved in a transaction from one source. “All loves of my on referrals, word-of-mouth and the loyalty of the always delivers without stress.

He way knows hisevery stuff committed to helping his clients achieve A significant portion of Mark’s business foremost during transaction. what ners achieve their real estate goals.

Scott does business is the recipbusiness until we close business, otherwise you get deal, I was stunned!

We have purchased many homes manager at a egy I use and it’s working,” he says postbusiness online reviews.

Bill enjoys the factto that, by assisting we field an inbound phone call from someo Ashley, who is licensed nationwide and does posted from start finish.” real estate agents he has partnered up with.

“I don’t and always gives his honest opinion.” the American dream ofAs home ownership. is comprised of repeat customers and business is referral business,” Jim’s commitment to honesty, integ“My favorit stressed out and that’s when mistakes are made.”

This over the years, and this is by far the best experience of Branch Manager for the Cincinnati rocal relationships he forms with his and educating other professionals, he helps even more about their loan!”

Some communicatio me interested with a smile.

He also keeps in close is cold-calling, needed, currently oversees which an equallyanywherever leadingeneration or anything Rapidly approaching twododecades the she or istheir perhaps theand surest rity making process aspartners. smooth ting down method has paidpartners, off, referrals, as theletting majority ofnot business all.

I’mthe telling don’t she waste your timetobefore with word any says. ofpurchase. mouth. veterans become homeowners. begin a “It’s year a home “If w officethat,” ofexplains Paramount Residential trusted Realtor “I’m able ortgage industouchof with realtor When he’s helping his many clients, Jasonyou... dedicated staff fifteen.

“We have eight loan officers,” Ashley and her team alsoand deeply invested inall giving lending industry, Mark’s like commitment to Jason. measure of a job well done.

“I’m very as possible for both hisare buyers buyerwith andth isknow now made up of referrals from past clients. other lender!” be approved when we first work enjoys fishing as a means to unwind from the fastMortgage Group, Scott consistently help my partner agents earn an addias studying to them he’s available to help lived and worked into t she says, “and seven support people, including aMark, full back, and host aactive number of than community-based honest, integrity and excellent customer proactive,” saysjoining when to hisasked Realtor partners has resulted in Having Mortgage Corporation more them on how toevents improve theirprocess situation a “Thethe most important thing aboutmore providing excel- pacedAfter pressures of VanDyk his job.

He istional also anten uaintance who their extra mile andclients. has thanthe toatwenty-thousand dollars a 40 a stellar reputation as trusted and outs,” he m service have solidifiedgoes his reputation as account for the trust and loyalty he this town for years, I’m on marketing team.

Though I’m Branch Manager, I annually.

In addition to their unflagging support of the six of years ago, built aWhen powerhouse team including he’stouch so that, six months w theanswer entireyour state of Florida, theylocal areBill 100% isn’t working, staying involved in or a year later, lent service in this businessCovering is to always member his Rotary Club, and Travis a former mentioned earned his reputation aspaperless abusiness, trusted mortyear in commissions by feeding them in-demand mortgage lender. someonehewho consistently looks out for mywhen inspires. work hard, I’m always another loanand officer; a the transaction coordinator; amy athird home.”

These loans areand among his favori phone,” says Jason, asked to account for volunteer highquickly. school lacrosse coach. conduct own and I’m involved with each Homes for Heroes program, they regularly support and have athe history of“Iclosing Being community through the Chamber Commerce generation fourth GERARDO MENDOZA MARK RAWLS SCOTT THOMPSON CYD WEST JIMof WILSON ilingual assis- best What’s Gerardo’s favorite part of His clientsda gage professional. preapproved buyers that we generincredible loyalty he inspires in those he works with. his clients’ interests. available, even on weekends.

I follow processing assistant; a loan processor; and an operations deals for borrowers broker means Travisfirst canand takeforemost.” advantage of every money for local schools or charities.

Hewho is were previously and every loan.aI’m a loan officer Habitat or forraising Humanity. house forwith some families.”as is made e ized he had a the job?

“I love to meet people, Jim began career in themake bank“I’ve built my business onincentive always being available.

Jason, who experienced some personal issues and assistant.

“We’re high-touch; the financial institutions. through and domarketing what I say I’m going to his ate onpart our through different lead possible tonew get their clients the best deal.

“I taking inown a we kickball tournament, proceeds Ashley’s branch of Fairway Independent is frequently Myinbuyers are to trusting mecan tothem help get them into a in 2016 that caused a reduction in his business ing industry back in 2002, when he sive numbe process easy and painless for everyone,” says Bill.

“We andMark within a educate about the process, and attributes his career lending do.

Five-star service is my goal every best for people.

The options for loans going towards the explains. elementary school might in Casselberry, “I don’tranked think anyone grows upthesaying sources,” hefor “I’m proud number oneshop within thedeals company, the result ofpossible Ashley has big the future, which home, andthem my Realtor partners are depending on me ownervolume, has some well-earned advice for began working asplans athose personal banker. do anything for the borrower, including helping A husband andinclude father of three,he Billhas is arec fa He’sthe now help achieve their dream of home factbeen that with both Texas of his parents were Realtors for a day, every week, every month.” are endless, including renovation loans, second mortand also partners with Meals on Wheels.

It’s commitment toonline that keeps Cyd so successthat want toGetting get into mortthat we’re aservice very systematic for they their paycheck. back tothe them inaasteadfast timely who might be experiencing similar difficulties, ortaking numerous factors, including commitment to opening other branches across the country.

“I’d love them find and collect their documents using an gets to know borrowers and referral partn He then found his path in Home Lending in 2012, one on Zillow.com, on whi three years where he leads ship!” he says.

“When someone calls me andfor says, combined 25 years.

“That’s how I started working indo.” gages, commercial loans, VA and USDA loans, aand gage industry,” observes wryly, approach toit much helping Realtors expand manner is the veryScott least I can those contemplating career in the ful.

“I mortgage do for people as possible,” document gathering portal.” reach out to agents in touch, an excellent customer since then madeas a in point tolegwork learnin“I the intrifect five-star rating: “Jim wa to have loan officers different states representing more,” he These numerous options and Travis’ Travis can’t imagine working any other field, and to stay the mortgage recalls Mark.

“I love helping Thesays. many glowing reviews has to received ahe’s Metroplex with aindustry,” focus on got service. my that’s the highindustry “IMark was able rebuild are my business,” he when‘Thank asked you, howI just he got his keys!’ start in their businesses and put money inHis their same.” organic networking, relationshi cacies of the mortgage industry, holding titles as we were applying for a m Fairway’s culture and the way we care for our clients,” she says.

“This isn’t Walmart you shouldn’t have hascommitment resulted fast for footcan’t wait of to the see what the future holds. “I figured out a people, and I love numbers, theofservice-oriented two testamentstyle to his andgrowth professionalism, light ofputting my day.”

Jason is so justifiably proud the comprehensive array says, “by in simply putting one in front The McDonald Team then provides fully undersuccess with VA loansthe are entire the only marke including Loan Processor, Home Lending Assisthrough process thefor business, “but I was to bythis ait’s friend who pockets.

It’s a very unique thing that we’re doing.”

Ashley, who also speaks Spanish fluently and Bill closes she says.

“For me,” says Ashley, “it’s not about the hisreferred company.

“Iitthink our amazing communication way to get people the absolute best deal with the best of loan products that worked industry leader First Choice other, working hard and doing the right thing.” together was a good fit me.”

Mark has including rave from Zillow.com, on“When which to bag your own groceries or push own cart.

I’m written preapprovals. someone is prequalified, I Bill plans to your continue advocating for vet tant, and Home Lending Associate before settling to detail.

He was always a was in the business, and it just seemed like a career thatcommunity, really apart.

People always askisme, ‘what service, and I love it.” agive significant ofsets loans in athat transaction.

It’s about helping people.” for ahome number of while lending To companies – including site heusholds perfect five-star rating: aditional loans back to number the Gerardo is language, on startoverall moving the file down the line underwriting become more open-minded about tofor dofullAdvisor all of that forpeople you, so that you can have apro in as agoing Home Lending in 2017. tions that came up and that incorporated a lot of things that I love, like numThe appreciation his clients feel for him is perhaps Countrywide Loans –the prior to joining forces Rawls and his staff were he prompt and “If helpful proud ofmore the comprehensive array of loan products review,” explains.

I’m asked to, I’ll get on the becoming theHe “go-to for job VA at loans” in uction and downHome payment Board Directors of“Mark the local chapter of did aguy great explain For of information about Jason Jastrzebski,

ASHLEY HICKMON

GERARDO MENDOZA MARK RAWLSSCOTT THOMPSON

CYD WEST

CONTENTS

4) 3 TIPS FOR MASTERFUL TO–DO LISTS

9) WHY DELEGATING IS THE KEY TO LONG-LASTING SUCCESS

17) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH worry-free, struggle-free best illustrated by the impressive number of glowing experience.” process, which stress-free, went

bers,the helping people, and overall customer service needs. withtime Movement Mortgage in 2012.

“I really lovethe of throughout the her company offers, suitable forReal anymortgage buyer’s r first homebuyers.

National Association Hispanic Estate When asked to account for his ever-growing suc- that we had to sign and we please call 978-237-2667 or email Jason.Jastrzebski@fcloans.com working for this company,” says Mark.

“It’s one of smoothly including the If about you’re and sales aspect.”

Now in his second decade workreviews helooking has received for hisforservices, For more information Travis Kelley NMLS# She is particularly Fairway’s Home cess, JimBill grows thoughtful a856847, moment including before during the process. We wou our bank portfolio,” he Professionals NAHREP.passionate As part of about his duties, heToclosing. learn more about McDonald, visitand mcdonaldmortgage.com the best companies I’veing worked for, Movement for provides great customer service, Ithis recommend Mark with Scott is that proud of his association one from Zillow.com: “Scott team were replying.

“I would definitely say it’shis because anyone looking to getup a mor Starting in banking at 18, Cydof worked her way formortgages, Heroes program, assistance to those ability to fund loans that ever provides educational programs for the Real Estate please call 407-927-0661 or email broker@wearecleartoclose.com ortransparent, go to his Facebook page, or valoancampus.com Mortgage is a faith-based company, I loveResidential, the culture which Rawls has and been Movement Mortgage.” with Paramount a leading and knowledgeable. my helpful, follow-up,” he says.

“I always make sure all nderwriting guidelines. We Professionals community.

He’s involved with Top Agent Magazine in the military, nurses, teachers, firemen and othersextremely in Copyright from teller to loan officer to her current position, we have here, we are like family.” email bmcdonald@vandykmortgage.com orduring call 225.921.8578 parties are aware of what is happening theandJim’s plans for the future lender itservice openedindustries. its doors “We in withfor a staff They made buying a home happen very seamlessly hy portfolio, so we may be thesince homeowners association in 2001 his subdivision, public loans them as the main loan originator or rain maker - for 1st Mark is do also committed towhere giving back to his entire process.”

Additionally, Jim is that rare-loan of three.

Today, PRMG employs more than 1,000 peoquickly.

There efforts were greatly appreciated sinceward: to continue growin o cannot get a Mortgage FHA, VA,offers andwe the and Chairman of the finance givePresident part of the costs back to them,” she through Movement aisfull spectrum of closing community, and does so primarily his who showsMortgage professional up at theCopyright closing table to sacrificing none of Cyd the exce Community in Harker Heights, Top Agent ple buyer’s and operates nearly eighty offices throughout the we are new to the area and we had a time crunch onMagazine Texas.

Mac loan loan.” committee hisoffer church where has beentransaction explains, the agent involved the Copyright Top Ag products to suit any needs.at“and “We support ofhe hiswith church’s many charitable activities. support his clients. “The real estate agents usu- that is rapidly becoming aThey small team, support allows her to do s involved for over 10 years.

In hisfor cherished United States and is highly regarded itsMark innovative aleads house. made it allwhose possible, and itname. does the with their commission.

Wefree agetting lot everything you can imagine to help asame customer Additionally, isalso an do avid cyclistinto andexpress rides ally surprise that I’m there,” he says, “and “I want to make the Gerardo’s comes time, he enjoys gardening, on hisand home, products, technology industry-leadhavewhat gone better.” she does “I’m a people person,” she says. that’s an eyeany opener for best. our customers.

Being nancing experience as en close onbusiness a loan, from Jumbo products to FHAloans.” loans; 6working daysand a week, contributescouldn’t to his community of cutting-edge veteran’s st clients and real estate and spending time with his through wife andCycling son. “We love ing to sure they havethe a smooth closing hasI allow he says. pretty much everything in customer between toservice. help a buyer fundraisers like Bikes there for Tykes.

“Imake do well with clients, and someone else rdo apart froma other to travel,” hethe says.

For theoffuture, plans is to purchase home.”lendStill, Mark particularly enjoys AAshley’s true Gerardo family man, Mark enjoys moreScott’s plans are fairly simple: to conAs the future, Almost entirety business based onfornothing to handle the details.

People askHickmon, how I can do this for For information about Ashley y passion whatfirst-time I do,” eventually own a small local financial institution workingforwith home buyers.

“It’s very than spending his free time clients. withtinue wife growing Sarah andmore his strengthening “We have the ability to doRealtor a wide varietyand ofsatisfied loans,” and the relationships he referrals, both from partners 40 years, and it’s because every borrower different, es clients every step of reaction the on helping consumers.

With hisFreddie, dedication please call 303-669-8454 or email aboutisJim exciting to see their when they realize they two kids, Sydney and Mason.

He also aand hugetofan Forexceptional more information Wilson, says focused Scott, “including FHA,true Fannie, VA,she says, hasisbuilt, keep offering the customer “It’s because we offer red carpet service,” can the buy whole a house.

I likeand to show people that they can of grilling on his Big Green Egg, which he does erstand process. to his work and his clients, he’s sure to make that so every day is different.”

MyHomeTeam@FairwayFastMortgage.com USDA. Most of our business comes from firstservice that has become synonymous with his name. please call 630-963-8427 or email Jim.Wilson@cha when asked to account for the trust and loyalty they Phone 310-734-1440 | Fax 310-734-1440 qualifywith for apast loan when they didn’t athink they could. every weekend. g in touch clients, time dream home reality! buyers.” Scott’s buyers appreciate the

21) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO http://

https://www.facebook.com/BillMcDonaldatVanDyk/

www.

13) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD

exceptional service he is able to give them.

“We stay “I love that I Cyd’s sometimes get thank cards mag@topagentmagazine.com | www.topagentmagazine.com philosophy isyou to keep challenging herself while Copyright Top after Agentthe Magazine

inMendoza, constantinformation contact and Mark keep up ,to deal closes,” also he says.

“That’s a compliment not just topractices. “I knowCop For more about Rawls ore about Gerardo you with can them, contact him them by maintaining smart business No portion ofduring this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine date the entire process.

Our goal is to provide me, but to my entire team.” volume I can do and deliver personal service,” call 704-506-8925 or email Mark.Rawls@movement.com mendoza@txbmc.com orFeature by phone at 817-879-4178 is published by Publications GA, Inc. Although precautions are taken towhat ensure the accuracy of published materials,

shesupplied tells Top Agent.

“ITocontrol myor expenses Top Agent Magazine cannot be held responsible for opinions expressed or facts by its authors. subscribe change so that can pay my staff well and have the privilege of address, send inquiry to mag@topagentmagazine.com.

Published inabout the U.S. IScott For more information Thompson, Copyright Top Agent Magazine Copyright Top Agent Magazine

2

working in my hometown and serving this community please call 513-673-4946 or email SThompson@prmg.net I love.”

Top Agent Magazine Her service extends work - Cyd is busy with Copyright Topbeyond Agent Magazine

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

Top Agent Magazine

3

3 Tips For Masterful To-Do Lists

by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists.

1-Important v. Urgent.

Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms.

“Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others.

People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.”

Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus.

This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time.

When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow.

Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

4

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7.

This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted for—i.e., when they felt safe.

If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldn’t. If five men went into the woods and only four returned, they felt safe to return to the clearing.

This means that the crows could only hold 3 or 4 units of the men in their focus.

5

Focusing on where the money comes from strips away all of the non-essentials.

For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings.

At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs.

The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping.

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 6

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

Top Agent Magazine

ASHLEY HICKMON Mortgage Banker Ashley Hickmon – Branch Manager of Fairway Independent Mortgage in Denver, Colorado – is a seasoned professional who, despite nearly two decades in the lending industry, has maintained a true passion for helping her clients achieve their real estate goals. Ashley’s impressive industry knowledge, coupled with her honest business ethos, have resulted in her stellar reputation as a trusted financial advocate.

Ashley, who is licensed nationwide and does business wherever she is needed, currently oversees an equallydedicated staff of fifteen. “We have eight loan officers,” she says, “and seven support people, including a full marketing team. Though I’m the Branch Manager, I conduct my own business, and I’m involved with each and every loan. I’m a loan officer first and foremost.”

Ashley’s branch of Fairway Independent is frequently ranked number one within the company, the result of numerous factors, including a steadfast commitment to excellent customer service.

Ashley, who also speaks Spanish fluently and closes a significant number of loans in that language, is proud of the comprehensive array of loan products her company offers, suitable for any buyer’s needs.

She is particularly passionate about Fairway’s Home for Heroes program, that provides assistance to those in the military, nurses, teachers, firemen and others in public service industries. “We do loans for them where we give part of the closing costs back to them,” she explains, “and the agent involved with the transaction does the same with their commission. We also do a lot of veteran’s loans.”

Almost the entirety of Ashley’s business is based on referrals, both from Realtor partners and satisfied clients.

“It’s because we offer true red carpet service,” she says, when asked to account for the trust and loyalty they Top Agent Magazine

inspire. “I work seven days a week, and our whole team is available every day, up until 9:30 in the evening. We take what we do very seriously, and all of our loans close, sometimes in as little as eight days. Also, our Realtor partners know that they can trust us with their clients, and that we will definitely get them to the closing table.”

“Ashley in the best in the business, and is very caring and compassionate,” reads just one of the glowing reviews she has received on Zillow.com, on which site she holds a perfect, five-star overall rating. “She knows the business and will guide you in the best way to help you get your dream home. One thing I personally know is that she’s a good communicator and will keep you posted from start to finish.”

Ashley and her team are also deeply invested in giving back, and host a number of community-based events annually. In addition to their unflagging support of the Homes for Heroes program, they regularly support Habitat for Humanity.

Ashley has big plans for the future, which might include opening other branches across the country. “I’d love to have loan officers in different states representing Fairway’s culture and the way we care for our clients,” she says. “For me,” says Ashley, “it’s not about the transaction. It’s about helping people.”

For more information about Ashley Hickmon, please call 303-669-8454 or email MyHomeTeam@FairwayFastMortgage.com Copyright Top Agent Magazine7

JASON JASTRZEBSKI Jason Jastrzebski – Producing Sales Manager at First Choice Loan Services’ Hartford, Connecticut branch – is a dedicated loan officer who works hard to help his clients achieve their real estate goals.

Jason’s honesty, solid work ethic and his true passion for the business have all conspired to make him one of the most sought-after and respected loan professionals currently working in The Constitution State.

Jason began his career in the mortgage industry way back in 2003, and since then has accumulated a wealth of industry knowledge that perfectly positions him to be an invaluable resource to everyone he does business with. Jason is so good at what he does, in fact, that the entirety of his business is based on referrals, word-of-mouth and the loyalty of the real estate agents he has partnered up with. “I don’t do any lead generation or cold-calling, or anything like that,” explains Jason.

“The most important thing about providing excellent service in this business is to always answer your phone,” says Jason, when asked to account for the incredible loyalty he inspires in those he works with.

“I’ve built my business on always being available.

My buyers are trusting me to help get them into a home, and my Realtor partners are depending on me for their paycheck. Getting back to them in a timely manner is the very least I can do.”

Jason is justifiably proud of the comprehensive array of loan products that industry leader First Choice

offers, and another major factor in his continuing success story is that he treats every transaction as if it were his own, and that past clients tend to become his friends. “It’s just as important to me to forge relationships with my client as it is to get the deal done. Building those relationships is my favorite part of what I do,” he says.

The sincere gratitude Jason’s clients feel for him is probably best measured by the impressive number of glowing reviews he has received, including this one from Zillow.com, on which site he holds a perfect, five-star overall rating: “I have done numerous mortgage deals with Jason…he is my go-to guy. Not only does he provide the lowest rate with the lowest closing cost but he always delivers without stress. He knows his stuff and always gives his honest opinion.”

When he’s not helping his many clients, Jason enjoys fishing as a means to unwind from the fastpaced pressures of his job. He is also an active member of his local Rotary Club, and a former volunteer high school lacrosse coach.

Jason, who experienced some personal issues in 2016 that caused a reduction in his business volume, has some well-earned advice for those who might be experiencing similar difficulties, or for those contemplating a career in the mortgage industry “I was able to rebuild my business,” he says, “by simply putting one foot in front of the other, working hard and doing the right thing.”

For more information about Jason Jastrzebski, please call 978-237-2667 or email Jason.Jastrzebski@fcloans.com 8

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 10

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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TRAVIS KELLEY For Travis Kelley, helping others is a true passion. “I just like helping people, I embrace it every day,” he explains. He got his start in the mortgage industry in 2004, after leaving his job at a retail store. He started working full-time as a loan officer, soaking up as much information as he could. Today he has a small team of people working together to go above and beyond client expectations. “I also do mortgage consulting for banks, credit unions and anyone wanting to start and run a mortgage company,” Travis says. His team’s constant goal is to keep everyone happy, and never become too busy to provide stellar service. “The biggest mistake here in this industry is people bite off more than they can chew,” he says. “So I never operate above our capacity. If we’re busy, we won’t take on more business until we close business, otherwise you get stressed out and that’s when mistakes are made.” This method has paid off, as the majority of their business is now made up of referrals from past clients.

Covering the entire state of Florida, they are 100% paperless and have a history of closing quickly. Being a broker means Travis can take advantage of every incentive possible to get their clients the best deal. “I can shop the best deals for people. The options for loans are endless, including renovation loans, second mortgages, commercial loans, VA and USDA loans, and more,” he says. These numerous options and Travis’ service-oriented style has resulted in fast growth for his company. “I think it’s our amazing communication that really sets us apart. People always ask me, ‘what

is your ideal client?’ The answer is my ideal client is someone who wants to get a good deal and wants to be treated well. Because that’s what we do here.”

Staying in touch is easy for Travis, as he sends out follow up mail and his name is included on their mortgage statements.

He also has a newsletter that clients can subscribe to. “We have about 4-5 ways of getting in front of them,” he says.

And as each client leaves the closing table with a smile, it’s easy to make long-lasting friendships with them.

One past client said, “This is the place you want to work with to buy or refinance a mortgage. The process was unbelievably easy and Travis was always available to answer questions. He got us the most unbelievable deal, I was stunned! We have purchased many homes over the years, and this is by far the best experience of all. I’m telling you... don’t waste your time with any other lender!”

When Travis isn’t working, he’s staying involved in the community through the Chamber of Commerce or raising money for local schools or charities. He is taking part in a kickball tournament, with proceeds going towards the elementary school in Casselberry, and also partners with Meals on Wheels.

Travis can’t imagine working in any other field, and can’t wait to see what the future holds. “I figured out a way to get people the absolute best deal with the best service, and I love it.”

For more information about Travis Kelley NMLS# 856847, please call 407-927-0661 or email broker@wearecleartoclose.com

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BILL McDONALD phone with the listing agent and sell them on the fact that the buyer is already pre-approved.” He then puts his money where his mouth is. “We have a $2,000 seller guarantee. If we approve someone and can’t close due to a mistake on our part, we give a $2,000 check to the seller.”

Only a dedicated, caring person seeks out and thrives when completing what others may consider the most challenging projects. Bill McDonald is fully devoted to serving those who served. As a branch manager and mortgage lender with VanDyk Mortgage Corporation, VA Home Loans are Bill’s most rewarding work. Through this specialization, he has established himself as a trusted team leader who closes home loans for buyers in Tennessee, Georgia, Alabama, Florida, Mississippi, Texas, Lousiana and North Carolina.

The six-member Bill McDonald Team has mastered the VA Home Loan product and its guidelines, achieving closings that are at least as smooth and expeditious as more traditional loans. In fact, other loan originators regularly call Bill for tips on VA loans and REALTORS® enjoy working with him so much that they take time to post online reviews. Bill enjoys the fact that, by assisting and educating other professionals, he helps even more veterans become homeowners.

After joining VanDyk Mortgage Corporation more than six years ago, Bill built a powerhouse team including another loan officer; a transaction coordinator; a processing assistant; a loan processor; and an operations and marketing assistant. “We’re high-touch; we make the process easy and painless for everyone,” says Bill. “We do anything possible for the borrower, including helping them find and collect their documents using an online document gathering portal.”

The Bill McDonald Team then provides fully underwritten preapprovals. “When someone is prequalified, I start moving the file down the line for full underwriting review,” he explains. “If I’m asked to, I’ll get on the

This guarantee helps buyers who are purchasing with VA loans to stand out in the marketplace. It’s all part of educating the greater public about the soundness of VA loan offers. Bill also recently launched VA Loan Campus, an online program to educate borrowers, REALTORS® and sellers about VA loans. “We inform the public of the strength of the VA loan and dispel myths associated with VA loans and VA buyers.”

Known for communication, Bill sends daily emails to update everyone involved in a transaction. “It’s rare that we field an inbound phone call from someone wondering about their loan!” Some communication might even begin a year before a home purchase. “If a client cannot be approved when we first work with them, we guide them on how to improve their situation and we stay in touch so that, six months or a year later, we can get them a home.” These loans are among his favorites, along with deals for borrowers who were previously denied by other financial institutions.

A husband and father of three, Bill is a family man who gets to know borrowers and referral partners personally.

“I reach out to agents to stay in touch, and they do the same.” His organic networking, relationship-building and success with VA loans are the only marketing he needs.

Bill plans to continue advocating for veterans, helping people become more open-minded about VA loans, and becoming the “go-to guy for VA loans” in several states.

To learn more about Bill McDonald, visit mcdonaldmortgage.com or valoancampus.com or go to his Facebook page, email bmcdonald@vandykmortgage.com or call 225.921.8578 http://

https://www.facebook.com/BillMcDonaldatVanDyk/

www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 14

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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GERARDO MENDOZA How did Gerardo Mendoza become one of the most trusted names in the mortgage industry in Fort Worth?

Gerardo has a background in Finance and was working as a manager at a call center when he became interested in the real estate and mortgage industries. While Gerardo was studying to become an agent, an acquaintance who was a mortgage lender mentioned he was looking to hire a bilingual assistant. Gerardo soon realized he had a passion for the industry and within a year was a loan officer. He’s now been with Texas Bank Mortgage for over three years where he leads a team and serves all the Metroplex with a focus on north Fort Worth.

Gerardo offers all the traditional home loans while focusing on new construction and down payment assistance programs for first time homebuyers.

“Our strongest area is our bank portfolio,” he explains. “We have the ability to fund loans that don’t fit into regular underwriting guidelines. We have a strong and healthy portfolio, so we may be able to help buyers who cannot get a FHA, VA, Fannie Mae or Freddie Mac loan.”

An impressive 90% of Gerardo’s business comes from referrals from past clients and real estate agents. What sets Gerardo apart from other lenders in the area? “It’s my passion for what I do,” Gerardo says. He educates clients every step of the way to ensure they understand the whole process.

When it comes to staying in touch with past clients,

Gerardo enjoys a personal touch, inviting clients over for dinner or parties, or just picking up the phone to call and ask how they are doing.

“I show that I care. That’s the strategy I use and it’s working,” he says with a smile. He also keeps in close touch with realtor partners, letting them know he’s available to help their clients.

What’s Gerardo’s favorite part of the job? “I love to meet new people, educate them about the process, and help them achieve their dream of home ownership!” he says. “When someone calls me and says, ‘Thank you, I just got my keys!’ that’s the highlight of my day.”

To give back to the community, Gerardo is on the Board of Directors of the local chapter of the National Association of Hispanic Real Estate Professionals NAHREP. As part of his duties, he provides educational programs for the Real Estate Professionals community. He’s involved with the homeowners association in his subdivision, and is the President and Chairman of the finance committee at his church where he has been involved for over 10 years. In his cherished free time, he enjoys gardening, working on his home, and spending time with his wife and son. “We love to travel,” he says. For the future, Gerardo plans to eventually own a small local financial institution focused on helping consumers. With his dedication to his work and his clients, he’s sure to make that dream a reality!

To find out more about Gerardo Mendoza, you can contact him by email at gmendoza@txbmc.com or by phone at 817-879-4178 Top Agent Magazine

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MARK RAWLS Loan Office Mark Rawls – Branch Manager of Movement Mortgage’s Mooresville, North Carolina office – is a seasoned professional who is deeply committed to helping his clients achieve the American dream of home ownership.

Rapidly approaching two decades in the lending industry, Mark’s commitment to honest, integrity and excellent customer service have solidified his reputation as someone who consistently looks out for his clients’ best interests.

Mark attributes his career in lending to the fact that both of his parents were Realtors for a combined 25 years. “That’s how I started working in the mortgage industry,” recalls Mark. “I love helping people, and I love numbers, so putting the two together was a good fit for me.” Mark has worked for a number of lending companies – including Countrywide Home Loans – prior to joining forces with Movement Mortgage in 2012. “I really love working for this company,” says Mark. “It’s one of the best companies I’ve ever worked for, Movement Mortgage is a faith-based company, I love the culture we have here, we are like family.”

Movement Mortgage offers a full spectrum of loan products to suit any buyer’s needs. “We offer everything you can imagine to help a customer close on a loan, from Jumbo products to FHA loans; pretty much everything in between to help a buyer purchase a home.” Still, Mark particularly enjoys working with first-time home buyers. “It’s very exciting to see their reaction when they realize they can buy a house. I like to show people that they can qualify for a loan when they didn’t think they could.

I love seeing their excitement, and knowing that I’ve helped them, this is my purpose each day,” he enthuses.

A significant portion of Mark’s business is comprised of repeat customers and referrals, which is perhaps the surest measure of a job well done. “I’m very proactive,” says Mark, when asked to account for the trust and loyalty he inspires. “I work hard, and I’m always available, even on weekends. I follow through and do what I say I’m going to do. Five-star service is my goal every day, every week, every month.”

The many glowing reviews Mark has received are a testament to his commitment and professionalism, including this rave from Zillow.com, on which site he holds a perfect overall five-star rating: “Mark Rawls and his staff were prompt and helpful throughout the mortgage process, which went smoothly - including the closing. If you’re looking for great customer service, I recommend Mark Rawls and Movement Mortgage.”

Mark is also committed to giving back to his community, and does so primarily through his support of his church’s many charitable activities.

Additionally, Mark is an avid cyclist and rides 6 days a week, and contributes to his community through Cycling fundraisers like Bikes for Tykes.

A true family man, Mark enjoys nothing more than spending his free time with wife Sarah and his two kids, Sydney and Mason. He is also a huge fan of grilling on his Big Green Egg, which he does every weekend.

For more information about Mark Rawls, call 704-506-8925 or email Mark.Rawls@movement.com

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 17

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 18

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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SCOTT THOMPSON Scott Thompson brings to the mortgage industry honesty, integrity and a heartfelt commitment to helping both his buyers and his Realtor partners achieve their real estate goals.

As Branch Manager for the Cincinnati office of Paramount Residential Mortgage Group, Scott consistently goes the extra mile and has more than earned his reputation as a trusted mortgage professional.

“I don’t think anyone grows up saying that they want to get into the mortgage industry,” Scott observes wryly, when asked how he got his start in the business, “but I was referred to it by a friend who was in the business, and it just seemed like a career that incorporated a lot of things that I love, like numbers, helping people, and the overall customer service and sales aspect.” Now in his second decade working with mortgages, Scott is proud of his association with Paramount Residential, which has been a leading lender since it opened its doors in 2001 with a staff of three. Today, PRMG employs more than 1,000 people and operates nearly eighty offices throughout the United States and is highly regarded for its innovative products, cutting-edge technology and industry-leading customer service.

“We have the ability to do a wide variety of loans,” says Scott, “including FHA, Fannie, Freddie, VA, and USDA. Most of our business comes from firsttime home buyers.” Scott’s buyers appreciate the exceptional service he is able to give them. “We stay in constant contact with them, and keep them up to date during the entire process. Our goal is to provide

concierge service, and we’re often able to close in as few as eighteen days.”

One particularly clever aspect of the way Scott does business is the reciprocal relationships he forms with his trusted Realtor partners. “I’m able to help my partner agents earn an additional ten to twenty-thousand dollars a year in commissions by feeding them preapproved buyers that we generate on our own through different lead sources,” he explains. “I’m proud that we’re taking a very systematic approach to helping Realtors expand their businesses and put money in their pockets. It’s a very unique thing that we’re doing.”

The appreciation his clients feel for him is perhaps best illustrated by the impressive number of glowing reviews he has received for his services, including this one from Zillow.com: “Scott and his team were extremely helpful, transparent, and knowledgeable.

They made buying a home happen very seamlessly and quickly. There efforts were greatly appreciated since we are new to the area and we had a time crunch on getting into a house. They made it all possible, and it couldn’t have gone any better.”

As for the future, Scott’s plans are fairly simple: to continue growing and strengthening the relationships he has built, and to keep offering the exceptional customer service that has become synonymous with his name.

“I love that I sometimes get thank you cards after the deal closes,” he says. “That’s a compliment not just to me, but to my entire team.”

For more information about Scott Thompson, please call 513-673-4946 or email SThompson@prmg.net Top Agent Magazine

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CYD WEST Cyd West gets all her business from one source. “All of my business is referral business,” she says. “It’s all word of mouth.

Having lived and worked in this town for 40 years, I’m on my third generation and fourth house for some families.”

It’s commitment to service that keeps Cyd so successful. “I do as much legwork for people as possible,” she says. “This isn’t Walmart - you shouldn’t have to bag your own groceries or push your own cart. I’m going to do all of that for you, so that you can have a stress-free, worry-free, struggle-free experience.”

Starting in banking at 18, Cyd worked her way up from teller to loan officer to her current position, as the main loan originator - or rain maker - for 1st Community Mortgage in Harker Heights, Texas. Cyd leads a small team, whose support allows her to do what she does best. “I’m a people person,” she says.

“I do well with the clients, and I allow someone else to handle the details. People ask how I can do this for 40 years, and it’s because every borrower is different, so every day is different.”

When she’s not working and giving back, Cyd likes to take time for herself by hitting the road. “I enjoy traveling to the extent that someone on commission can take time to travel!” she says. “But I love spending time with friends and family, even if that is just sitting in a backyard or on a boat.”

Cyd may soon have more time to take those trips.

“I’ve done this for over 40 years now, and I plan to retire while I’m young enough to enjoy it,” she says. “I’m currently grooming my team to carry on the tradition of service - I’m introducing them to my customer base and taking them to my civic activities so that they can step right into my shoes.”

For Cyd it’s important that the good she’s doing for her community continues after her eventual retirement.

“I’m bringing my team along to teach them what I’ve done, so they can continue to provide the services for which we are known. I want future generations of home buyers to get the best mortgage for their house, no matter if it’s the first home or the forever home.”

Cyd’s philosophy is to keep challenging herself while also maintaining smart business practices. “I know what volume I can do and deliver personal service,” she tells Top Agent. “I control my expenses so that I can pay my staff well and have the privilege of working in my hometown and serving this community I love.”

Her service extends beyond work - Cyd is busy with many charities, including those that serve children and vets. “Military families face a lot of unique challenges,” she says. “They have wonderful traditions, but moving every few years and enduring long deployments take a toll.”

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To find out more about Cyd West visit her website at FCMLoans4U.com, call her at 254-690-3765 or email Cyd.West@1stnb.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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JIM WILSON Jim Wilson – Senior Home Lending Advisor Home Lending in Downers Grove, Illinois – is a dedicated and knowledgeable professional who truly puts his clients’ best interests foremost during every transaction.

Jim’s commitment to honesty, integrity and making the process as smooth as possible for both his buyers and his Realtor partners has resulted in a stellar reputation as a trusted and in-demand mortgage lender.

Jim began his career in the banking industry back in 2002, when he began working as a personal banker.

He then found his path in Home Lending in 2012, since then he’s made it a point to learn the intricacies of the mortgage industry, holding titles including Loan Processor, Home Lending Assistant, and Home Lending Associate before settling in as a Home Lending Advisor in 2017.

When asked to account for his ever-growing success, Jim grows thoughtful for a moment before replying. “I would definitely say it’s because of my follow-up,” he says. “I always make sure all parties are aware of what is happening during the entire process.” Additionally, Jim is that rare loan professional who shows up at the closing table to support his clients. “The real estate agents usually express surprise that I’m there,” he says, “and that’s an eye opener for our customers. Being there to make sure they have a smooth closing has

resulted in a lot of referrals and repeat business for me.”

When speaking with Jim, it is patently obvious that he truly loves what he does for a living.

“My favorite part of my job is sitting down with a first-time home buyer and explaining the entire process to them, all of the ins and outs,” he muses.

His clients appreciate this as well, as is made evident by the impressive number of glowing reviews he has received, including this one on Zillow.com, on which site he holds a perfect five-star rating: “Jim was an excellent adviser as we were applying for a mortgage. He guided us through the entire process with careful attention to detail. He was always available for any questions that came up and provided timely answers.

He did a great job at explaining all the documents that we had to sign and we felt very comfortable during the process. We would recommend Jim to anyone looking to get a mortgage.”

Jim’s plans for the future are fairly straightforward: to continue growing his business while sacrificing none of the exceptional client service that is rapidly becoming synonymous with his name. “I want to make the home buying or refinancing experience as enjoyable as possible,” he says.

For more information about Jim Wilson, please call 630-963-8427 or email Jim.Wilson@chase.com

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