NATIONWIDE MORTGAGE 6-1-20

NATIONWIDE MORTGAGE EDITION

5 Reasons Why

Tips on

BEING A GOOD TEAM LEADER

YOU NEED A MENTOR

DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

COVER STORY

BILL CASE

TOP MORTGAGE LENDERS

ALEXIS CARTER ONUR COSKUN MACK HUMPHREY RENE JACQUES ALEXANDRIA JONES RICHARD KIMBALL MISTY LAPHAM

NATIONWIDE MORTGAGE EDITION

7

15

21

22 ONUR COS ALEXIS CARTER

brok Alexis Carter started Although out in themostOuts a by transaction mortgage industry almost acciherwitc financing, it takes dent. In 2003, she was working Mort the world at an automotive shop;navigate however, in th mortgages.

Thankfu her position offered little potenHous can turn to Onur RENE JACQUES tial for future growth.

Beyond Elsew JONES BILL CASE MISTY LAPHAMALEXANDRIA ALEXIS CARTER ONUR COSKUN RICHARD KIMBALL of their special that, Alexis was seeking a more shoef e Jacques started his work in the my clients have families, so I really Richard “Having aI team fo Drawing on allows well o For Alexandria Jones, joining theKimball got started in the mortgage me, so this isn’t a hard task.Then also try compassionate career outlet.

One. 25 26 31 tion,” he says. “One thing 29a mortbusiness for tgage industry in 2001 at a title focus an onadmaking the process as efficient experience, Onur a MACK HUMPHREY mortgage industry was a lucky fluke,after answering to bring some value into their life.

I one day, she was offered a sales she s gage company’s call After estate is that it doesn’t slee pany. He had just finished asfor it telemarketers. can be so that welike cantoallgetget back to or college as she says, “This is everything I them a financial planner or situation with a deeply analytical min coordinator position weekend at a local entir getting that job, he says, he’s never left the on-call schedule knew that he wanted to work in real our families,” he says. never knew I wanted be.” industry.

When aisToday, an estate planner.” him to resolve even the most complex Mack toHumphrey a master Anyone can point out problems, I like to put toget he works for CrossCountry time. ICommunics mortgage lender. “At all thethetime, te in some capacity. He family believed friend mentioned that he was Mortgage, and has been with them since apart.

We also speed able tomortgage findI’m thethe most advantageous communicator. That’s the knew basis of to overcome person with positiv almostplans nothing about thethem. industry,” she have Whe January of 2012.

“I hold a couple of roles in less than 30 days eve lending would be the best fit forfor a his For this business isn’t just looking loansuccess, officerand apprena what millennial herself, Alexandria clients isabout my favorite part of my job, the reason for hisRene, I believe focus on is what we with get.” a because laugh.

“But IAs decided towe take a shot.” here,” he says, says “one with of which is a regional new agents, Richard say tice, deciAlexandriaover did one not hundred jump at the a lotwant of luck networking closing a transaction.has“Ifound always . It turned out to be the right never fiveofstar manager aboutZillow 10 offices, and I’m also a “I love problem-solving, his teamso in I’ve action.

“Then aroun opportunity; inreviews. fact, she“It’s wasbranch pretty through social “I’ve gotten to provide something.

I always want to excellent for him, and he is now approaching doing challenging loans.

I our believe tha manager of about 12 people.

We also communi hard to getBy people One thing Mack focuses onmedia. is the wellness oftomi leaning on her family background in real estate, he skeptical at first.

But at last she a lot of connections through Insrun a processing center, and I have a threeand staff is, and through th ears in the business.MACK Not only that, bring value.

To truly be able to do that, problem you can solve for somebody HUMPHREY JACQUES ALEXANDRIA JONES RICHARD KIMBALL to goRENE online and do reviews body and soul.

He is dedicated to physical fitness a Alexis quickly established her foundations in the morthonin person team that handles my own personal and hopefully build a rela decided to go in for an interview, and tagram.

I find like-minded agents, he is also the owner of his very I have to understand what my client’s opportunity.” for you,” he says. “People are meditation, is constantly self-improving.

“On gageto business.

Thebusy!” rest isand history.

Today, Alexis is asame loan gymchan say, I’m a little upon being hired she went toorigination. get her Needless they’re going to the brokerage, Golden Bay Mortgage biggest hurdles are.your Iand can do mortgages more likely to give you negative you have body right, your mind runs right,” To stay inand touch with clients and officer at City Creek Mortgage, where shesimilar her team myagec license right away. as me, or doing things, andsend inmy my sleep, but really gets me outweekly up in Sacramento. personal team serves the what Chicago area, team make status calls,for m Onur got his start in the industry in 20 than positive.Richard’s The secret to explains.

“You’re better, quicker and faster yo have been assisting clients throughout Salt Lake City I’ll reach out to do a lunch or coffee though his company’s reach stretches as far as southern and host weekly webinars with agent ofthe bed each morning isworks providing my CONTENTS living in on Scottsdale Intime hisAlex firs reviewsAlexandria is overall service with - I sitadown with clients.”

Mack that

by Arizona. spending foratover nine years. she has perfected small teamclients I think because myRichard focus is me Wisconsin and northwest Indiana.

“We canOver lendmeet inthat all up.

50time, With the pandemic, says his e’s way of runningvery his beginning business isandworks clients that extra bit of knowledge.” tently closed 20 loans a month right up set the expectations.” tating, and hemost self-help books.

“I up like being ac states, but our focus is the Chicago metro area,” heprovide says. communications with weekly video aFunding, specialized workflow toenjoys each loan with the whim of people under theright branch of Summit millennials, of them aren’t picking their d on a team mentality.

A practice came to a screeching halt during the re CrossCountry Mortgage is a direct lender, and Richard weekly messages to customers with 4) BUSINESS GROWTH HACK:comingservice 23) 5 REASONS WHY to pass on toyou my get clients,” he says. it needs.

“I that try toknowledge make a strong connection with with a majority of her business in from phones anyway.

But when in touch viaher“Tpa says they offer all manner of loans, including reverse tion.

The team also plans events and earned from his business partner, Even though he’s the CEO of a busy opportunity, Onur moved to Los Angele they on the negative parts and Those expectations are based onEast 20 STRESS! years in Summit the industry; ABSORB YOUR CLIENTS’ YOUway NEED A MENTOR Phoenix, Scottsdale, and Valley.

Instagram andstop seefocusing someone’s face, it’s toonce myoffers clients,” she says.can “They’re not tojust numbers to easier me. comm mortgages. an event at a local ballpark it meron Villa, who Rene ashis being one ofexperience thebut Alexandria business, Rene manages to find time to pursue manyand atowards job for a lender doing FHA and Con Mackcredits brings extensive and knowledge more oriented solutions.” a wide variety of loans, has a very make that connection.”

I always make sure we’re acting in change their best interests.” servi t influential people his focused life.

“Cameron inspired other endeavors outside work. is aMAKE bigthese supporter During he about develope 13) TIPS ON BEING A GOOD 27)a unique 3ofWAYS TO YOUR toinevery transaction.

That’s what keeps clients He and his teamcoming also sinhave take onHe the current What early Richardyears likes most his jo client base: millennials, divorcees, and peop o step out on a ledge and improve the loan process of the Fellowship of Christian Athletes, a non-profit standing of the mortgage industry’s varip situation with the COVID-19 pandemic.

“The COVID “This business allows me to help back toLEADER himwomen.

- this past month alone, fourscared of the Mack focuses on social solutions bythrough donating a port gle “Millennials can seem oreight lost, Outside of Alexis work, Alexandria loves to exercise, TEAM WORKSPACE WORK FOR YOU Together with herhas team, can guide clients situation is unique in ministry. that no one Rene seen rates this a little nontraditional flexibility,” he says.

His lov 2013 identified mortgage our clients. He’s helped me relinquish a big portion Christian sports attended Sacramento but Iworked think they are the bestcheap. clients.

They,variety along snowboard, and wakeboard.

“I’mhis aadoing girly-girl loans Mack on were repeats or referrals.

Mack every closed transaction from quarter a speci ofof mortgages so,toproThe lowa rates and lack of inventoryand havefuture kept options. extends toIn community, too. He an underserved segment of the market.

On my hands-on approach to my files by teaching me State on a full-ride scholarship for basketball, and as with women, just need on how to do all fessional by day, and adventurer bymonthly weekend.”

18) LONG-TERM GOAL handles all types of loans andeducation isSETTING motivated to find the charity.

This quarter chose Suicide Preventi purchases moving,” he explains.

“Buyers shopping in an ahe portion of their budget to c she can ensure a specially catered experience anchored 30) DAILY HABITS THAT opportunity, he decided to move into th when I hire the right and put right en ex-college athlete, hishave business foundation was of=this.

They arethe wondering if they’re capable of And as for her plans for the future of the pandemic are more and a better opporwork, he and hisher staff regularly volun exact people, program that works the best for each borrower.

Heserious unfortunately hits close toFor him asbusiness, he has expe VISION PERSPECTIVE around openwhich communication and education.

Alexis, WILL INCREASE YOUR tunity there’s less competition.

Add to that nonprofits, the company raises of business as anand independent loan m o em in place, I don’t need to respect micromanage every built on thethem samethat that heones followed intheir sport. doing it on their own, and I’mand there to tell she would love tothe expend her team so that she can has a deep for our military isbecause a specialist inprinciples enced loved taking own lives. these elements are key to being an upfront loan officer. = BETTER DECISIONS historically low interest rates and we’re seeing a lot of A Wish Foundation.

“It’s a very imp specialize in this area. “I learned everyth STRENGTH of the process. This has truly allowed me to focusand First-Time “Athletics Buyers. is the MENTAL basis of mymore work ethic,” he says.

Not yes, they are.” help people.

Homes for Heroes, VA, CHFA “Helping is the bestwho part she says. purchase activity.”

He says people that REALTORS® areof my I’m career,” about, personally,” he says. Whe NTM’s through working with more t he individual service given to my clients.” only have sports inspired Rene’s approach to business, willing to still pick up the phone are finding that, despite Richard loves to travel explore When he’s not working, Mack likes spending w “If I can guide someone to a better living situation, thenand time a highhis percentage of referral business, it’s her his For theThe most impactful partlocal of her Onur tells Topsample Agent.

“Over thecraft years, but he’s also working on family. aAlexandria, book “My titled, Athlete’s all odds, there is still business. and what his beer i ServingWith Colorado, home of two decades, Mack makes daughters Nevaeh and Mackenzie I’m more than satisfied.” personable approach that makes her clients keep work arehe herspeaks clients.

“Isuccessful love meeting with clients, delivered for my clients and the agents e’s brokeragePhone has 17 employees, including 9 loan Advantage In Business, where to sure310-734-1440 that his communication continues throughout the for my world,” hemuch says, and his demeanor chang | Faxa 310-734-1440 There’s plenty of Richard, too, and ofin “We arewhole looking to build athey larger coming back.and “I doJoseph. lot of hand holding.

It’sbusiness never because they come looking terrified, butme them, they began coming to forteam ev businessmen who have a background in athletics. cers. He has two loan partners: Jolynn whole process. “If I tell them I’llit be in touch every he atspeaks about girls the lifeaand lega is referral. estimates it toattentive be almost 97% his point whereand we can help n Because of when her approach, Alexis has devela ‘No’ with me,follow-up, it’s ‘how and when’.

I’mRichard all about leave looking excited and relived.

That, to me,greater is | referral www.topagentmagazine.com from commercial to construction loans. nn works onmag@topagentmagazine.com leadTuesday, management and business.

“50% of our business comes from well as provide some additional educa I put itplans in my to bepeople. in touch every he isreputation building with and forthat them. oped a strong among the Realtors creating andcalendar encouraging ThroughI feel so the lucky myRichard lifeofisSalt the way real estatehe’s agents, 25%everything. comes from our customers,” says of his futu When notanother working or giving back commue Joseph works the of closing process. team is No on portion this issue may be His reproduced in any manner whatsoever without prior consent ofexisting thetopublisher.

Top Agent Magazine Tuesday,” he explains.

“And then I communicate the Lake City.

As a result, a strong majority of her volume out the whole transaction I’m calling, checking in, it is because of my industry.

All of my best friends customer base, and the rest is just business and other to grow, but also invest back in ourSo e Today, Onur is a loan officer for is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Rene is aabout fitness junkie who coaches his three kids e up of like-mindedway people who support his vision, nity, they to be communicated with -Richard it’s referrals.” attributes this highinrate to his team. better prepare them forI the what-ifs t comes from repeat clients or referrals.

In part, she attriandwant sending little gifts of encouragement.

After the work this industry.

In what world do get to Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change Lending, a mortgage who wants brokerage and ba ch is why he’s notmaking pushingthem for quick growth, but in their respective sports. But as someone comfortable.” butes thisU.S. success to her make ability to maintain contact transaction is done, we stay in touchPublished through Facehelp people, and timewith withlines. my Ba send inquiry mag@topagentmagazine.com. in the to itsmoney, own bankspend warehouse by example andRichard inspireKimball, his children to pursue ead believes address, in slowly findingtothe right type of to lead learn more about please email Richard.Kimball@myccmor book and Instagram. My best clientsToare people like best friends?

It’s awesome.” her clients long after working together.

“I’m not here office in Redondo his e their passions, he’s always thinking about his nextBeach, Onuror and nts to join his company.

Rene’sfavorite methodsaspects are of crosscountrymortgage.com/Schaumburg-IL-3001/Richard-Kimball, call (84 visit One ofAnd Mack’s working the toinjust take care of one loan for someone,” sheagents says. “Ithroughou clients and referral At the moment, his plans includeTop a slow nitely proving to bemortgage successful, as justislast year he hisbusiness 2 Agentthey Magazine industry educating clients, steps. especially aspire toJones, be thereplease for myOrange clients whenever need County, and various communit To learn more about Alexandria call (602) 315–7872, and controlled growth of the company.

“It’s not about ed 138 transactions, just under 48 million.

“The clients who don’t know what they don’t know.help “With Copyright T with refinancing, buying or selling again.” state of California. getting the next loan officer. It’s about the right reason why I took the risk toemail open this company jonesknowsloans.com Alexandria.Jones@summitfunding.net, visit getting

MISTY LAPHAM

https://

www.

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

Top Agent Magazine

3

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.

4

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

Top Agent Magazine

Top Agent Magazine

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

Top Agent Magazine

5

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.

Top Agent Magazine

Top Agent Magazine

BILL CASE Top Agent Magazine

7

BILL CASE Bill is a partner, President, and CEO of American Mortgage in Cincinnati, Ohio, offering a wide range of traditional products to borrowers in Ohio, Indiana, Kentucky, Tennessee, Florida, Alabama, Mississippi, and Michigan.

When you sit down to talk with Bill Case it quickly becomes apparent that you’re speaking to a man who thoroughly understands the mortgage industry. Bill started his career working at a finance shop in upstate New York before transferring into the mortgage department of a local bank in 1986. He spent 8 years there learning about the lending process from the ground 8 Copyright Top Agent Magazine

up as he rose through the ranks to a senior position before relocating to a branch in Columbus, Ohio in 1994. In February 2001 Bill decided to move to Cincinnati to take a position at his current company, American Mortgage Service Co. Nineteen years later, Bill is now a partner, President, and CEO of American Mortgage, a Top Agent Magazine

thriving direct lender that currently employs over 250 people. Out of their home base in Cincinnati, Ohio, American Mortgage offers a wide range of traditional products to borrowers in Ohio, Indiana, Kentucky, Tennessee, Florida, Alabama, Mississippi, and Michigan. Bill tells Top Agent that nearly 90% of their business typically comes from working with purchasers.

Top Agent Magazine

If you ask Bill how American Mortgage has managed to enjoy so much growth over the years, he will credit his company’s reaction time and corporate culture as being the primary drivers of their success. “We outperform our competitors by doing a lot of things upfront, which allows us to know whether or not there are issues a few days into the process, rather Copyright Top Agent Magazine 9

“At American Mortgage, we outperform our competitors by doing a lot of things upfront, which allows us to know whether or not there are issues a few days into the process, rather than two or three weeks in.” than two or three weeks in. Along with this, our senior management is extremely responsive. All of them will drop what they’re doing and dive into a file to help our customers if there is a problem,” Bill explains. “In addition we take our company’s culture very seriously. We hire and promote attitude over experience time and time again because it trumps everything. If someone is committed to working hard and doing the right thing, we can teach them the logistics.” Clearly this approach has proven effective, as over 70% of American Mortgage’s business comes from repeat clients and referrals.

When it comes to marketing, American Mortgage takes a loan officer-centric approach. Rather than investing in impersonal advertising of their brand, Bill and his senior managers prefer to provide their employees with the tools and resources necessary to 10Copyright Top Agent Magazine

Top Agent Magazine

market themselves and develop personal relationships with referral partners within their communities. This is all part of Bill’s desire to help his employees grow both personally and professionally. “There is nothing more satisfying than watching the members of our team thrive,” Bill says.

Bill and the senior leadership at American Mortgage like to make sure that their business Top Agent Magazine

is engaged in as many of the communities they work in as possible. To that end, they have a charitable foundation with Fidelity to which they contribute up to 5% of their profits every year. They then take that money and donate it to organizations and charities in their employees’ communities. Bill is also personally involved in his Louisville community. He and his wife are financial supporters of several schools in the area and regularly donate to the North Copyright Top Agent Magazine11

Kentucky Brighton Center, an organization that helps women suffering adverse circumstances get back on their feet.

When Bill isn’t working he loves to golf, read fiction, ride horses with his wife, and visit his kids living in California and Oregon. Looking

to the future, Bill is excited to continue growing his business while maintaining the culture that has allowed it to thrive. “Our company has been around since 1975, so my primary goal is to make the necessary decisions to ensure that it will be around for decades to come.”

For more information about Bill Case, visit americanmortgage.com/pages/executive-team#, call 513-589-3625 or email bill.case@americanmortgage.com https://

12Copyright Top Agent Magazine

Top Agent Magazine

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

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

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

13

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

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

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

14

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

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

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

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

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

Top Agent Magazine

MISTY LAPHAM

Top Agent Magazine

15

MISTY LAPHAM

In the Misty Lapham Group, clients benefit from attentive service with a personal touch. “We’re a resource and a partner to those that need us out in the field,” Misty explains.

Misty Lapham grew up in the industry, mentored by her parents who ran their own mortgage office, but she never quite anticipated everything this would turn out to mean in her own career.

“Eventually, I realized I was quite equipped,” she remembers, “and when I came to work in the family business, I learned every role, from receptionist to sales, from processing to marketing. I learned to do it all, from start to finish.” Fast-forward eighteen years later, and Misty now heads her own team and commands a reputation for superlative service, in-depth knowledge, and a proven track record.

Today, Misty spearheads her work with the support of a mortgage analyst, team manager, processor, and creative marketing manager. In the Misty Lapham Group, clients benefit from attentive service with a personal touch. “We’re a resource and a partner to those that need us out in the field,” Misty explains.

16

“Above all, we want to connect with families, and the more families we connect with and put first, the volume and referrals simply follow.” Misty and her team are well-versed in a range of loan products, and are known for their approach to creative problem-solving. Considering the entirety of her business is driven by repeat and referral clientele who trust her seasoned counsel and ability to deliver, Misty’s follow-through is at the bedrock of her practice. “We offer a wide scope of creative solutions,” she says, “and niche lending has always been my forte. We also have a talent for rescuing loans that others could not do and Realtors turn to us to solve the puzzle because they know that if we can’t do it, it can’t be done. If there’s a path forward, we’ll find it. And if it’s not possible today, we give our borrowers the roadmap and timeline to get there. That’s a really rewarding aspect of what we do. We’re honest in our approach and we never let anyone fall through the cracks; ever.”

Copyright Top Agent Magazine

In considering what she enjoys most about a career that spans nearly two decades, Misty’s focus remains on the interpersonal element and connection made with her clients. “I still get chills when working with first-time buyers,” she says. “They’re so excited to purchase their first home and I love finding ways to educate them about real estate and its powers to be a legacy-leaving, generational wealth-building tool. Of course, we have the other side of the spectrum servicing our more sophisticated, self-employed clientele, too. So whether it’s a client’s first time buying or their twentieth time, we are experienced and proficient at giving whatever level of in-depth advice the client needs. I also very much love coming up with the overall business strategies and vision of my team, helping us stay relevant at all times, but that’s all second to a solid client interaction and relationship. Finding a lender you trust is everything, and I live to earn that trust.”

Beyond the office, Misty stays active in her community through her church, the Orange County Association of Realtors, Huntington Beach Broker Preview, and through charities such as Casa Teresa, which supports young mothers experiencing homelessness. In her free hours, Misty most enjoys time spent with her family which includes her two kids, Reece, 16, and Melia, 12, along with her friends and loved ones.

As for the future, Misty remains committed to serving her referring partners and clients through homeownership, educating others on the path to financial health and longevity, and sharing her blessings with the community at large. Now, with eighteen years of insight, Misty Lapham considers the road ahead and says, “No matter what happens in the world or what changes, I want my community to always know they can count on me. I’m here to help us all adapt, survive, and thrive. We strive to be your lender for life.”

Top Agent Magazine

To learn more about Misty Lapham, email Misty@MistyLaphamGroup.com, visit MistyLaphamGroup.com, or call (562) 900–5065 www.

Copyright Top Agent Magazine 17

Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

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

18

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

Top Agent Magazine

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

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

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

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

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

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

Financial, Emotional, Educational, Top Agent Magazine

19

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

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

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

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

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

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

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

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

4. Put this goals list in a place that

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

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

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

Copyright©, Barry Eisen.

All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 20

Top Agent Magazine

ALEXIS CARTER Alexis Carter started out in the mortgage industry almost by accident. In 2003, she was working at an automotive shop; however, her position offered little potential for future growth. Beyond that, Alexis was seeking a more compassionate career outlet. Then one day, she was offered a sales coordinator position at a local mortgage lender. “At the time, I knew almost nothing about the mortgage industry,” she says with a laugh. “But I decided to take a shot.”

By leaning on her family background in real estate, Alexis quickly established her foundations in the mortgage business. The rest is history. Today, Alexis is a loan officer at City Creek Mortgage, where she and her team have been assisting clients throughout Salt Lake City for over nine years. Over that time, she has perfected a specialized workflow to provide each loan with the service it needs. “I try to make a strong connection with my clients,” she says. “They’re not just numbers to me.

I always make sure we’re acting in their best interests.”

Together with her team, Alexis can guide clients through a variety of mortgages and future options. In doing so, she can ensure a specially catered experience anchored around open communication and education. For Alexis, these elements are key to being an upfront loan officer.

“Helping people is the best part of my career,” she says.

“If I can guide someone to a better living situation, then I’m more than satisfied.”

Because of her attentive approach, Alexis has developed a strong reputation among the Realtors of Salt Lake City. As a result, a strong majority of her volume comes from repeat clients or referrals. In part, she attributes this success to her ability to maintain contact with her clients long after working together. “I’m not here to just take care of one loan for someone,” she says. “I aspire to be there for my clients whenever they need help with refinancing, buying or selling again.”

Top Agent Magazine

Outside of her career, Alexis lends her compassion to her community. Along with her team at City Creek Mortgage, she participates in various charitable causes in the area, such as events at the Ronald McDonald House where she provides meals to families in need.

Elsewhere, Alexis and her team have spearheaded a shoe giveaway for children attending a local Charter One. “That experience was tremendously rewarding,” she says. “Next time, we hope to provide shoes to the entire school.”

When she’s not working, Alexis can be found relaxing with her family and friends in her pool or traveling around the country. But she still finds time to look ahead to her future in the mortgage industry. “I’m always honing my skills,” she says. “The business is constantly changing, so I need to stay up to date to continue aiding my clients.”

Alexis first encountered the mortgage industry on a whim. All these years later, though, she has cemented her place in the business, building a career around open communication, kind heartedness and elite customer service. The best part? “I’m making a difference in people’s lives,” she says. “That’s all I ever wanted.”

To learn more about Alexis Carter email alexis@citycreekmortgage.com, visit citycreekmortgage.com or call (801)501-7950 www.

21 Copyright Top Agent Magazine

ONUR COSKUN Although most brokers can manage a transaction with conventional financing, it takes a sharp mind to navigate the world of nontraditional mortgages. Thankfully, Californians can turn to Onur Coskun for all of their special financing needs.

Drawing on well over a decade of experience, Onur approaches every situation with a deeply analytical mindset that allows him to resolve even the most complex situations. “Being able to find the most advantageous solution for my clients is my favorite part of my job,” Onur explains.

“I love problem-solving, so I’ve never shied away from doing challenging loans. I believe that the bigger the problem you can solve for somebody, the bigger the opportunity.”

Onur got his start in the industry in 2006 when he was living in Scottsdale Arizona. In his first year he consistently closed 20 loans a month right up until the market came to a screeching halt during the recession. Seeking opportunity, Onur moved to Los Angeles in 2009 to take a job for a lender doing FHA and Conventional loans.

During these early years he developed a deep understanding of the mortgage industry’s various facets, and in 2013 identified nontraditional mortgages (NTM’s) as an underserved segment of the market. Once more sensing opportunity, he decided to move into the brokerage side of the business as an independent loan officer in order to specialize in this area. “I learned everything I could about NTM’s through working with more than 30 lenders,” Onur tells Top Agent. “Over the years, as I continuously delivered for my clients and the agents who worked for them, they began coming to me for everything ranging from commercial to construction loans.”

Today, Onur is a loan officer for South Bay Equity Lending, a mortgage brokerage and banker with access to its own bank warehouse lines. Based out of their office in Redondo Beach, Onur and his team work with clients and referral agents throughout Los Angeles, Orange County, and various communities all across the state of California.

22

Onur credits his relentless focus on providing worldclass service as being the primary driver of his success.

“I’ve always seen transactional success as the best kind of marketing. Word-of-mouth is important here in the South Bay, and I’ve seen a lot of organic growth from this approach.” This has clearly worked well for Onur, as 100% of his business now comes from repeat clients and referrals. His dedication to acting with his clients’ best interests in mind has made him one of the top mortgage pros in his area.

Outside of work, Onur likes to spend time with his friends, and is a huge soccer fan. In fact, he loves the sport so much that he decided to start a local soccer club in 2014 with his twin brother. After building the program up to the point where it had nearly 100 players, they took the team into the semipro professional development league.

“The whole purpose is to give young talented players locally the platform to play at a high level and contribute to their development,” Onur says.

Despite the uncertainties surrounding COVID-19, Onur is excited to continue mentoring the members of his team, and is optimistic about the future. “I want people to know that they shouldn’t be discouraged, and that there are still very good financing options out there. Rates are fantastically low, and the industry is as strong as ever.

There are so many ways for us to help”

For more about Onur Coskun, visit southbayequity.com call 310.987.7486 or email onur@southbayequity.com www.

Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

Here are some of the reasons why.

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

Top Agent Magazine

23

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 24

4. Networking

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

Top Agent Magazine

Top Agent Magazine

MACK HUMPHREY Mack Humphrey is a master communicator. That’s the basis of his success, and the reason for his over one hundred five star Zillow reviews. “It’s hard to get people to go online and do reviews for you,” he says. “People are more likely to give you negative than positive. The secret to my reviews is overall service - I sit down with clients at the very beginning and set the right expectations.”

Those expectations are based on 20 years in the industry; Mack brings his extensive experience and knowledge to every transaction. That’s what keeps clients coming back to him - this past month alone, four of the eight loans Mack worked on were repeats or referrals.

Mack handles all types of loans and is motivated to find the exact program that works the best for each borrower. He has a deep respect for our military and is a specialist in Homes for Heroes, VA, CHFA and FirstTime Buyers.

Serving Colorado, his home of two decades, Mack makes sure that his communication continues throughout the whole process. “If I tell them I’ll be in touch every Tuesday, I put it in my calendar to be in touch every Tuesday,” he explains. “And then I communicate the way they want to be communicated with - it’s about making them comfortable.”

One of Mack’s favorite aspects of working in the mortgage industry is educating his clients, especially clients who don’t know what they don’t know. “With Google they think they can find out everything they need to know,” he says. “I love seeing their eyes pop open when I tell them, ‘This is what’s possible.’ Many people are stuck in an old way of thinking, and I love opening their minds.”

ple,” he says. “I’m here to be a problem solver. Anyone can point out problems, I like to put together plans to overcome them. I’m the person with positivity, because I believe what we focus on is what we get.”

One thing Mack focuses on is the wellness of mind, body and soul. He is dedicated to physical fitness and meditation, and is constantly self-improving. “Once you have your body right, your mind runs right,” he explains. “You’re better, quicker and faster for your clients.” Mack works on that by spending time meditating, and he enjoys self-help books. “I like being able to pass that knowledge on to my clients,” he says. “That way they can stop focusing on the negative parts and be more oriented towards change and solutions.”

Mack focuses on social solutions by donating a portion of every closed transaction from a quarter to a specific charity. This quarter he chose Suicide Prevention, which unfortunately hits close to him as he has experienced loved ones taking their own lives.

When he’s not working, Mack likes spending time with his family. “My daughters Nevaeh and Mackenzie are my world,” he says, and his whole demeanor changes when he speaks about his girls and the life and legacy he is building with and for them.

To find out more about Mack Humphrey, visit loandepot.com/mhumphrey, call him at 720-771-1308 or email him at MHumphrey@loandepot.com www.

That’s part of Mack’s mission of being an advisor to his clients. “I’m somebody who makes the process sim-

Copyright Top Agent Magazine

RENE JACQUES Rene Jacques started his work in the mortgage industry in 2001 at a title company. He had just finished college and knew that he wanted to work in real estate in some capacity. He believed that lending would be the best fit for him. It turned out to be the right decision for him, and he is now approaching 19 years in the business. Not only that, but he is also the owner of his very own brokerage, Golden Bay Mortgage Group in Sacramento.

Rene’s way of running his business is based on a team mentality. A practice he learned from his business partner, Cameron Villa, who Rene credits as being one of the most influential people in his life. “Cameron inspired me to step out on a ledge and improve the loan process for our clients. He’s helped me relinquish a big portion of my hands-on approach to my files by teaching me that when I hire the right people, and put the right system in place, I don’t need to micromanage every step of the process. This has truly allowed me to focus on the individual service given to my clients.”

Rene’s brokerage has 17 employees, including 9 loan officers. He has two loan partners: Jolynn and Joseph.

Jolynn works on lead management and follow-up, while Joseph works on the closing process. His team is made up of like-minded people who support his vision, which is why he’s not pushing for quick growth, but instead believes in slowly finding the right type of agents to join his company. And Rene’s methods are definitely proving to be successful, as just last year he closed 138 transactions, just under 48 million. “The only reason why I took the risk to open this company in the first place is because I identified ways in which I could improve the lending experience. I have a family,

my clients have families, so I really focus on making the process as efficient as it can be so that we can all get back to our families,” he says.

For Rene, this business isn’t about just closing a transaction. “I always want to provide something. I always want to bring value. To truly be able to do that, I have to understand what my client’s biggest hurdles are. I can do mortgages in my sleep, but what really gets me out of bed each morning is providing my clients that extra bit of knowledge.”

Even though he’s the CEO of a busy business, Rene manages to find time to pursue many other endeavors outside of work. He is a big supporter of the Fellowship of Christian Athletes, a non-profit Christian sports ministry. Rene attended Sacramento State on a full-ride scholarship for basketball, and as en ex-college athlete, his business foundation was built on the same principles that he followed in sport.

“Athletics is the basis of my work ethic,” he says. Not only have sports inspired Rene’s approach to business, but he’s also working on a book titled, The Athlete’s Advantage In Business, where he speaks to successful businessmen who have a background in athletics.

When he’s not working or giving back to the community, Rene is a fitness junkie who coaches his three kids in their respective sports. But as someone who wants to lead by example and inspire his children to pursue their passions, he’s always thinking about his next business steps. At the moment, his plans include a slow and controlled growth of the company. “It’s not about getting the next loan officer. It’s about getting the right person. We build around high character people. It’s not about quantity, it’s about quality for us.”

To learn more about Rene Jacques email rene@gbmortgagegroup.com, visit GBMortgageGroup.com, or call (510) 435–3662 www.

26

Copyright Top Top Agent Agent Magazine Magazine

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

Top Agent Magazine

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

Top Agent Magazine

27

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

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

28

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

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

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

Top Agent Magazine

Top Agent Magazine

ALEXANDRIA JONES For Alexandria Jones, joining the mortgage industry was a lucky fluke, or as she says, “This is everything I never knew I wanted to be.” When a family friend mentioned that he was looking for a loan officer apprentice, Alexandria did not jump at the opportunity; in fact, she was pretty skeptical at first. But at last she decided to go in for an interview, and upon being hired she went to get her license right away.

Alexandria works with a small team of people under the branch of Summit Funding, with a majority of her business coming in from Phoenix, Scottsdale, and East Valley. Summit offers a wide variety of loans, but Alexandria has a very focused client base: millennials, divorcees, and single women. “Millennials can seem scared or lost, but I think they are the best clients. They, along with women, just need education on how to do all of this. They are wondering if they’re capable of doing it on their own, and I’m there to tell them that yes, they are.”

With a high percentage of referral business, it’s her personable approach that makes her clients keep coming back. “I do a lot of hand holding. It’s never a ‘No’ with me, it’s ‘how and when’. I’m all about creating plans and encouraging people. Throughout the whole transaction I’m calling, checking in, and sending little gifts of encouragement. After the transaction is done, we stay in touch through Facebook and Instagram. My best clients are people like

me, so this isn’t a hard task. I also try to bring some value into their life. I like to get them a financial planner or an estate planner.”

As a millennial herself, Alexandria has found a lot of luck networking through social media. “I’ve gotten a lot of connections through Instagram. I find like-minded agents, and they’re going to the same gym as me, or doing similar things, and I’ll reach out to do a lunch or coffee meet up. I think because my focus is millennials, most of them aren’t picking up their phones anyway. But when you get in touch via Instagram and see someone’s face, it’s easier to make that connection.”

Outside of work, Alexandria loves to exercise, snowboard, and wakeboard. “I’m a girly-girl professional by day, and an adventurer by weekend.”

And as for her plans for the future of her business, she would love to expend her team so that she can help more people.

For Alexandria, the most impactful part of her work are her clients. “I love meeting with clients, because they come in looking terrified, but they leave looking excited and relived. That, to me, is everything. I feel so lucky that my life is the way it is because of my industry. All of my best friends work in this industry. In what world do I get to help people, make money, and spend time with my best friends? It’s awesome.”

To learn more about Alexandria Jones, please call (602) 315–7872, email Alexandria.Jones@summitfunding.net, visit jonesknowsloans.com www.

Top Agent Magazine

Copyright Top Agent Magazine 29

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.

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 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.

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 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 self-reflection. 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 MORE POSITIVE

BE WILLING TO LEARN

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.

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.

30

Top Agent Magazine

RICHARD KIMBALL Richard Kimball got started in the mortgage business after answering an ad for a mortgage company’s call for telemarketers. After getting that job, he says, he’s never left the industry. Today, he works for CrossCountry Mortgage, and has been with them since January of 2012. “I hold a couple of roles here,” he says, “one of which is a regional manager of about 10 offices, and I’m also a branch manager of about 12 people. We also run a processing center, and I have a threeperson team that handles my own personal origination. Needless to say, I’m a little busy!”

“Having a team allows for great communication,” he says. “One thing we know about real estate is that it doesn’t sleep, so we set down a weekend on-call schedule so we’re available all the time. Communication really sets us apart. We also have speed, and we close loans in less than 30 days even today.” To attract new agents, Richard says he likes to show his team in action. “Then they can see how excellent our communication, processing, and staff is, and through that, we can sit down and hopefully build a relationship,” he says.

Richard’s personal team serves the Chicago area, though his company’s reach stretches as far as southern Wisconsin and northwest Indiana. “We can lend in all 50 states, but our focus is the Chicago metro area,” he says.

CrossCountry Mortgage is a direct lender, and Richard says they offer all manner of loans, including reverse mortgages.

To stay in touch with clients and agents, Richard and his team make weekly status calls, send mailings to customers, and host weekly webinars with agents on various topics.

With the pandemic, Richard says his team has ramped up communications with weekly video calls with agents and weekly messages to customers with all kinds of information. The team also plans events and are looking forward to an event at a local ballpark once it reopens.

He and his team also have a unique take on the current situation with the COVID-19 pandemic. “The COVID situation is unique in that no one has seen rates this cheap. The low rates and lack of inventory have kept purchases moving,” he explains. “Buyers shopping in the pandemic are more serious and have a better opportunity because there’s less competition. Add to that historically low interest rates and we’re seeing a lot of purchase activity.” He says that REALTORS® who are willing to still pick up the phone are finding that, despite all odds, there is still business.

What Richard likes most about his job is helping people.

“This business allows me to help people while having a little flexibility,” he says. His love of helping people extends to his community, too. He and his wife dedicate a portion of their monthly budget to charitable giving. At work, he and his staff regularly volunteer time at various nonprofits, and the company raises money for the Make A Wish Foundation. “It’s a very important part of what I’m about, personally,” he says. When he’s not working, Richard loves to travel and explore on his motorcycle, and sample what his local craft beer industry has to offer.

There’s plenty of business for Richard, too, and much of it is referral. Richard estimates it to be at almost 97% referral business. “50% of our business comes from real estate agents, another 25% comes from our existing customer base, and the rest is just business and other referrals.” Richard attributes this high rate to his team.

“We are looking to build a larger team, and build it to the point where we can help a greater number of people, as well as provide some additional education on finances for customers,” Richard says of his future plans. “We want to grow, but also invest back in our existing clientele and better prepare them for the what-ifs that life brings.”

To learn more about Richard Kimball, please email Richard.Kimball@myccmortgage.com, visit crosscountrymortgage.com/Schaumburg-IL-3001/Richard-Kimball, or call (847) 603-2215 https://

Top Agent Magazine

31 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

32

Top Agent Magazine