Nationwide Mortgage 7-10-17

NATIONWIDE MORTGAGE EDITION

CAVEH AZADEH

MICHAEL J. BARNES

JEFFREY BUTOFSKY

AMI DESAI

ROBERT LIVORSI

GERALD MAGUIRE

CARMELLA McGONEGAL

JIM PUSATERI

NATIONWIDE MORTGAGE EDITION

CARMELLA McGONEGAL 7

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CAVEH AZADEHMICHA 16

After a succe After graduating from business his home, M school, Caveh Azadeh got hisfirst start became working as a financial planner andof m world advisor, but he ultimately For found a few yea tained the id himself unsatisfied. He had several friends who had entered the mortgage mort- bro until a fateful GERALD MAGUIRE CARMELLA CAVEH AZADEH gage MICHAEL J. BARNES industry, and in 2003, Caveh in 1995 that JEFFREY BUTOFSKY McGONEGAL AMI DESAI took a leap of faith and joined the h JIM PUSATERI to translate When one of her best friends from high school reached out cialty programs through Homes for Heroes, serving fireman, for help at her brokerage, Carmella McGonegal decided to policeman, teachers, doctors, nurses, and military personnel phone call.

I’m available twenty-four hours ional Jeffrey Butofsky, industry as well.

“The minute I started, I knew it was what Loan Officer and Sales Manager Ami Desai of their business, and chief among them is her reality. get it done.

I’mWhen neve Jim Pusateri had always been in the finance who 24 build the community at large through their27 daily service. lend a hand. At first, she 20 completing organizational 19 a day, 365 days awas year.

My or offers r United Mortgage Corp.

Home Point Financial in Baltimore understands skilled communication.

“Constant commuI clients wanted do for the restmanaged of my career.

I refinance was helping peoMichael’s him an o administrative tasks, but before long it she was pitching incan onto She also program geared towards doctors—from offeroffered aggressive rate industry but wasn’t until hecall moved toa loan detailson of Christmas deals and transactions.

Once I’ll she felt confirecent school graduates tosays. established physicians— the needs, fears, and expectations of thetext nication is very important to me,” she the ranks, he decided to Imake the leap.

Tha day and get right backmedical York hasintuitively firmly estabple, putting them into better financial situations and into think it’s the perso Dallas, 15 years ago, that he considered in her knowledge of the lending process’s intricacies, which allows 100% financing with no mortgage insurance clients, andin that has propelled her to the very dent making sure we close on time, years ago, and today,the Michael isseparates mounting a flo them.

Iathink service is required. what lender whohertakes pride thatloan f career incustomer the“Also, mortgage business.

“I Inhad sheto decided to strike out andmy earn her license.

That was back describing her approach to professional relationhomes.

It was very rewarding.

Ievery became top offi- me ships with clients, Carmella cites forthright communication, in 2000, and since then, Carmella hastime, cultivated a thriving forefront of the mortgage industry. has been something my realtors really a loan advisor and branch manager at RPM M has made me as successful as I am.

Just best in customer service. of the most honest moved here for a job that didn’t work out.

I ata spot the I was with, think business as a Senior Mortgage Consultant, cer earning incompany responsiveness, and follow through as Imain driversthat’s of her because I appreciate.

Iget do all my®work up front onand their out there, a a Best good friend who was a Realtor Philadelphia of Philly for eight years success toand date. “I’m always honest, and I’ve been able officers to having magazine’s thehad knowledge oflisthad how to things a real passion for what I was doing.”

Ami became interested in the lending indus- running. Today, Carmella drives her flourishing clients, business so by by the time we with get agents,” them into underbuild trust she explains.

“They’re confidentacross the state of Primarily serving counties

I’m successful.” he speed introduced me to aquality loan officer.

Iifstarted done.” at which processes f the industry, Jeffrey got thathis they refer me, then the deal will always get done.” principles The of accessibility, consistency, andhe sertry when her parents, immigrants from India, the writing I have everything readyand to his go team and ithave plans to expand to five ad as client-centric. an assistant and quickly worked my With the way majority of her business generated by repeat and vice that’s decidedly loans is another factor in his success.

“We 04 when he was working were refinancing their mortgage and she goesCaveh smoothly.

I referral take great making over next fewis years, building upon their clientele, Carmella’s ability to close unequivocal, eventually tookpride on ainthe management role, eventually Jim is equally comc up, before striking out on my own ten she years offerthecommitments in sure seven days,” says Jefeld and was encouraged New Jersey and Pennsylvania areas, Carmella’s though never loses sight ofhave the people at the heart of each became concerned that it was not a good fit Serving everything is good to go so we no established presence in California, Oregon, becoming VP of Sales, and helped to grow the company the relationships he ago.

It’s been a great ride since the start.” loan offerings run the gamut, though she also offers spetransaction. “As a lender, we play a role in the biggest invest“which sets us apart from surprises.” most other e the mortgage industry for them.

“They hadJEFFREY a language barrier,” says frey,AMI unpleasant Because of RPM Mortgage’s imprint, BUTOFSKY DESAI ROBERT LIVORSI JIM PUSATERI ment in someone’s life,” she reflects. active “I sizable transaction. to be the largest state aoflot Ohio.

When the market of first-time banks. that goes hand-in-hand with in thework ght my first home thetook an interest in wanting to help Ami, “andat I just peopleI think agewith company is ablehomebuyto fund deals viapar th entmost appreciation Jim is currentlycrashed, with PrimeLending, a contemplated ers and I do my best to leaving act as a guiding Caveh briefly the industry, excellent customer service.” , “and started buying bridge that. Iand wanted to make sure people understood the company With thirty-five five-star reviews on Zillow, saying that Accordingly, Michael offers his clients a wi hand throughout the process.

When we more personal communications that shares his business philosophy: providmake it totrademark closingaccess and they’re thespecialties owners but it out with his determination andatI acarry approach into what I do today. ingAmi is amongapproach the he beststuck outthe there is far from hyperbolic. including to likeand down-pa d being anprocess, investor verythat young ing sohimself a personable to business that focuses of their first home—it’s rewardingatoresource to his pas I think that’s where I stand in out and whycommitment I’m successful.

One glowing testimonial reads: “I was referred to Ami programs, statement programs using deposit figured out innovative ways to build the business back up. play a part in that.”

This to client service is made evident by riend mentioned possibly working on giving clients an exceptional experience that simI have people trust merest because expectingnumber their plifies my Realtor, and knew immediately she was going transactions with as little as 5% down “I started a satellite branch, and I started growing the busithe not staggering of by five-star reviews on Zillow, of , it sounded interesting.

The is I’m Jim isrelationships actively involved inrequir his c the process by providing an unsurpassed level Cultivating lasting, positive 50% rate of repeat referral clientele, trust, I’m earning their trust.” to do a great job.

She was very knowledgeable about with real estate professionals is and foundawhich there are currently 72.

Reads one glowing testimoness by focusing on refi, which was pretty successful.

But orgaM supporter of two charitable of transparent communication. tional to Carmella’s work.

Accordingly, sources run the gamut—from financial advis VA Loans and the First Time Maryland Homebuyer proThe Teddy Bear Party, a non-pr nial: “Jeff and his entire team at 17) United Mortgage made Iwas knew I eventually wanted to get back to the purchase side she makes an effort to back her agent WHEN FOR 8 TIPS ON USING agents, to past clients referring family membe Because 4) of Home Point’s IT'S flexibleTIME operational model, Jimgram, which greatly appreciated.

Any questions I referralDalpartners through a combinafor local hospitals, as and well as t leads a small team and serves theisgreater my refinance experience smooth andofclear.

From our a direct lender, offersis“pretty much things.

That side about building relationships, tion of professional supporteye and fun.

In With a considered on client-centric servic Ami’s branch run almostOFFICE as a family-style business, she las had were promptly answered, and allRealtors of all our communica® A HOME DISRUPTIVE THINKING TO he isn’t working, Jim enjoys sp need area, but really goes anywhere his initialmanager, contactand all her the waytion through tothat’s closing and er the sun,” says “We pretty what I even really excel at and enjoy.” team astutely recognize that the surest way to s says.

HerJeffrey. brother-in-law is the branch was very efficient.

I was able to securely e-submit Copyright Top Agent Magazine him within the state Texas.INNOVATION Although PrimeLendfamily and friends, and loves th IMPROVE afterwards, Jeff memwas highly responsive.

He of followed ential loan.brother We doisreverse mortgages, by providing a memorably superior le her processer.

Other friends and family required documents insteadupofatmessing ness withis archaic ing offers all of the typical loans, they have a few “I also love to travel and experie the appropriate times and keptmachines the process movingCaveh along. s, investment 2nd6homes, rehab 9)out METHODS FOR “I the answer questions beforeMortgage, they have to be bershomes, round the team.

The company, a direct lender, fax or constant trips to and from lending 2013, his to NRL Although I see myself doing this unique specialtyIn products, includingbrought a program fortalents explains.

“Our team regularly sends out statu I was never surprised by anything that I saw and when I ans.” offers a multitude of loan options, including a new Jumbo office…there were no delays, hassles, or “Oh, I forgot BUILDING BETTER EMAIL GOAL CONTRACTS where he currently four(A successful branches oneLIFE day I would love to in expand physicians,21) as well as a credit of $1500 tooperates buyers purprovide aspast much information as we can up fro Program that allows 10% down with mortgage he insurto took tell you...” moments, as I have experienced in the hadno questions, patiently the time to answer them travel more.” chasing specific properties through FannieOLD Mae andSCHOOL) the Midwest Region.

“NRL’s corporate culture is very LISTS SKILL FROM THE mative and stay in touch, that way our client ance.Jeffrey’s “We alsoprimary have purchase says IAmi, “where during the home to the all fully. would definitely recommend Jeffbuying along process. with the As a newcomer in 18 states, focus loans” Freddie Mac. similar to my own business philosophy so it’s been a great digging for answers.” we can get homeowners into a house with as little as 3% Baltimore area, I am grateful to add Ami to my profess Suffolk County, though his ultimate team at United Mortgage.”

Jim couldn’t be happier that he match.

It’s not about the bottomline here. It’s about helping have and a wide array of products.” sional network.” d in evendown. moreWe states continue 25) 6 THINGS ALL SUCCESSFUL One of the keys to Jim’s success has really been his hands years ago and looks forward to Withyour accessibility, forthright the people you work with, clients, the communication communess. “I got licensed in 18 states for During those rare times he’s nothisworking, years atand PrimeLending.

“I really onwhen approach with clients. “IJeffrey feel like sometimes with NEGOTIATORS DO ness at the forefront of their methodology, Says Ami: “I love working with all of my underwriters “I think what sets usasapart,” says Ami, “is our has company’s nity well.

Joining them been the best decision I’ve Mic don’t see myself ever leaving.

Th all ofhis thewife, technological advantages, you can really start be the trusted lender for these clients enjoys spending time with son and daughter.

“I relationships—ensuring a person at Home Point Financial and the support from around the approach. We really care, and I feel like weprioritize take that serimade since I’ve been inI successful the industry.

They provide all the I need to best serve my clients. to lose and the personal touches in this business. make an professional nals. I want to have a presence there love vacationing with them enjoying as much time encounter. Likewise, organization. I can easily communicate with anyone and ously to the core. I don’t care if your credit score is low people reach their real estate go to keep those going. II need go toreal all my closings and effort support totomorrow be successful.”

For past years, Long Island, NY.” as one team, regardlesswith them as I can.” effort Heoralso investing inbuy concerted to truly getthree to know his clients we operate of location, to deliver high,enjoys or if you looking to or in a year, I the feeling than making that happen really prioritize verbal communications with my clients had the top performing branch at the company, Phone 888-461-3930 | Fax estate indifferent his310-751-7068 free from time. take the time toCaveh superior customer service. This is very actuallyhas educate the buyer on the different Realtors® throughout the transaction. I also always maybe turned down before. No ing a staffother of nine, ofOfficers one can’t talk to underwrit- andloan bankscomprised where Loan programsand and he options can beachieved available to has that already histhem, goal of having purchase make myself available. We’re in a hot market right now, my day might be, at the end of it www.topagentmagazine.com ers ormag@topagentmagazine.com the one banks are constantly make the as process and what I can do to to help that client get ready to make again.

As to successful he| has become, Jeff is quick point out sales assistants and personal assis- trying majority histobusiness to make someone’s life b so I recognize thatloans time isbe ofthe the essence.

If Iofneed get helped harder close loans.

Point it easy!” a purchase.

I make myself available toofallthe clients during that what he loves best about what he does is the opporoast that 90% ofNoto his business isHome based portion of this issue may makes be reproduced in any manner whatsoever without prior consent publisher.

Top Agent is what IMagazine do.” together a pre-approval letter at ten o’clock at night I love weekends, and mornings via emails, text, andmaterials, Top Agent tunityGA, to help people. “Everyone wants to own a home at atisfied clients.published “It’s the service I proby Feature Publications Inc. Although precautions areevenings, taken to ensure the accuracy of published Caveh credits in-house underwriting and his exceptionThere are manycannot reasons andfor grateful cli- expressed Ioralways want to with be its accessible.

I find a lot oforjoy Magazine held satisfied responsible opinions facts supplied by authors.

To subscribe change address, some point,” he says, “Tocalls. be able to help them that, “that keeps my clients and mybeAmi’s real ally fast closing times as being key reasons for his send success. ents and realtor partners continually return to Published her with from putting people into their very first home.” mag@topagentmagazine.com. the U.S. it’s very rewarding to insee people be able to start a life rning to me. “Ainquiry lot oftoother mortgage To learn more about Jim Pusateri call 214-5 “Having in-house underwriting allows me a lot of control with their family and to help them achieve their goals.” nd and it can take them days to return a

CONTENTS

To learn more abou e-mail MJB@rpm

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loans, so I can provide the best possible service or my email jpusateri@primelending.co For more information about over Ami Desai, to my clients. Another additionalTop value I offer my clients Agent Magazine please email 443-602-8172 ext.

24502 or is our rapid mortgage closing time, which have averaged 8

more information about Jeffrey Butofsky,

Copyrig

mailto:mag@topagentmagazine.com

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When It’s Time for a Home Office

by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 4

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anything that is not essential to the daily operation of your business.

event of a power failure. An uninterruptable power source supply is also a must for the home office.

This will keep your computer running during a power outage until you’re able to safely shut it down.

Almost every business requires a computer system. Don’t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldn’t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

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It’s essential that you remain committed to your space as office space.

You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved.

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GERALD MAGUIRE

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GERALD MAGUIRE With over thirty-two years in the mortgage industry, Senior Mortgage Advisor, Gerald Maguire of Province Mortgage Associates headquartered in East Providence, RI is among the top echelon of lending professionals working today.

During the scope of his career, Gerald has held almost every position in the business. His start in the mortgage world had an inauspicious beginning, having been hired at the young age of 19 as a photocopy clerk responsible for copying closing packages. He worked his way up the ladder and assumed various, ever-more challenging roles: post-closing, auditing, quality control, and compliance, eventually becoming a Loan Officer in 1991.

His ascendancy continued to management as a Branch Manager for Columbia National Mortgage, Branch Manager/Vice President for American Home Mortgage, Sales Manager for GMAC Mortgage, and Senior Loan Officer for Mortgage Master. Now comfortably ensconced since 2010 as a Senior Mortgage Advisor for Province Mortgage Associates. Gerald has a wealth of accumulated experience that allows him to provide the very best in client service to his many grateful customers and Realtor partners. His deep understanding of every facet of the mortgage industry enables him to walk his clients through the often convoluted and confusing loan process in efforts to ensure a smooth transaction. “I can’t think of too much in the mortgage process that I haven’t done. From taking an initial application through to a successful closing, I’ve pretty much done it all,” says Gerald.

Extremely affable in addition to extremely knowledgeable, Gerald treats his clients the way he would like to be treated: with square dealing and integrity. “It’s never about just closing the loan,” he says. “It’s about what’s in the best interest of the client.” Honesty and candor are hallmarks of Gerald’s approach. “When I give a first time home buyer an estimate, I don’t give a ‘best-case’ estimate. I prefer sharing the worst-case scenario. There is nothing worse than surprises at the closing table. I give my worst case estimate and then I show them where I’ve over-done the numbers so that they don’t under-plan. There are plenty of lenders out there who aren’t quite that ethical when it comes to estimates.”

Perhaps fitting for a mortgage professional, Gerald’s favorite part of his job is the ability to troubleshoot and 8

problem-solve. “There’s a t-shirt that’s available online,” he laughs, “that says ‘I’m a Loan Officer: I solve problems you don’t even know you have.’ I’m really good at figuring out what the problem points are in a transaction and fixing them.” Gerald doesn’t shy away from the tough transactions. “I love the problem solving, and no two deals are ever the same.”

When he’s not working, Gerald enjoys spending time with his family, and he is deeply involved with his daughters’ schools for which he fundraises. Both of his daughters are avid basketball players, and he can usually be found coaching or taking scores at one of their many games. He is also active in his church and loves a good round of golf when he can squeeze it into his busy schedule.

As for the future, Gerald has no firm plans, though he has recently been musing about becoming a Manager again.

In the meantime, he is highly content at Province, with its family-like atmosphere and fun culture. “I love the people I work with,” says Gerald. “We’re really close, more like a family than just co-workers.”

For more information about GERALD MAGUIRE, call 508 - 269 - 0181 or email GMaguire@provincemai.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

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1

Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

2

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

3

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

4

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

5

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

6

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies.

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CARMELLA McGONEGAL

When one of her best friends from high school reached out for help at her brokerage, Carmella McGonegal decided to lend a hand. At first, she was completing organizational administrative tasks, but before long she was pitching in on the details of deals and transactions. Once she felt confident in her knowledge of the lending process’s intricacies, she decided to strike out and earn her license. That was back in 2000, and since then, Carmella has cultivated a thriving business as a Senior Mortgage Consultant, earning a spot in Philadelphia magazine’s Best of Philly list for eight years running. Today, Carmella drives her flourishing business by the principles of accessibility, consistency, and quality service that’s decidedly client-centric.

Serving the New Jersey and Pennsylvania areas, Carmella’s loan offerings run the gamut, though she also offers spe-

cialty programs through Homes for Heroes, serving fireman, policeman, teachers, doctors, nurses, and military personnel who build the community at large through their daily service.

She also offers a loan program geared towards doctors—from recent medical school graduates to established physicians— which allows 100% financing with no mortgage insurance required. In describing her approach to professional relationships with clients, Carmella cites forthright communication, responsiveness, and follow through as main drivers of her success to date. “I’m always honest, and I’ve been able to build trust with agents,” she explains. “They’re confident that if they refer me, then the deal will always get done.”

With the majority of her business generated by repeat and referral clientele, Carmella’s ability to close is unequivocal, though she never loses sight of the people at the heart of each transaction. “As a lender, we play a role in the biggest investment in someone’s life,” she reflects. “I work with a lot of first-time homebuyers and I do my best to act as a guiding hand throughout the process. When we make it to closing and they’re the owners of their first home—it’s so rewarding to play a part in that.”

Cultivating lasting, positive relationships with real estate professionals is foundational to Carmella’s work. Accordingly, she makes an effort to back her agent referral partners through a combination of professional support and fun. In

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addition to offering cobranding through social media, she’s constantly brainstorming ways that she can help empower an agent’s business.

“I let my clients know that I’m always there for them,” she says. “I try to act as a resource, while also injecting some fun into the process.

Last year I rented a party bus for a real estate conference and made a day of it, so I try to think outside of the box and come up with practical ways that I can help grow their business along the way. I consider my relationship with agents as a partnership.” Feedback from those she has served is uniformly positive, with past clients saying: “She was there every step of the way and quick to answer any questions I had,” and “Carmella was extremely responsive, knowledgeable and overall wonderful to work with.

We had a great experience and would recommend her to anyone.”

In a similar vein, Carmella plays a key role in helping her clients establish long-term financial stability as they navigate the homeownership process—adding distinct value to her professional services. She acts as seasoned counsel in articulating the financial opportunities that exist in the real estate market. “I give clients important comparisons on renting versus buying, and I educate my realtor clients on the pitfalls of the market,” she recounts, “from examining unemployment situations to weighing affordability levels for my clients.”

Carmella makes it a point to give back to her community. She is regular participant in events for Homes for Heroes, attending fundraising brunches at the local firehouse or giving back to the community through sponsorships and charitable donations. In her coveted free hours, Carmella enjoys spending quality time with her family and loved ones, particularly her son who is in the midst of launching his own professional venture.

As for the future, Carmella has plans to extend her area of service, with hopes to get her license in more states. She also aspires to share her hard-won knowledge and insight with up and coming mortgage professionals making their way up the ranks. Abiding by a straightforward philosophy: “Work until you no longer have to introduce yourself,” Carmella McGonegal has earned close to two decades of expert insight, ensuring that continued success is sure to be in the forecast for the many years to come.

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To learn more about CARMELLA McGONEGAL visit CMcGonegalCLG.com, e-mail CMcGonegal@clg-llc.com, or call (215) 469 -1000 ext. 317 www.

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CAVEH AZADEH After graduating from business school, Caveh Azadeh got his start working as a financial planner and advisor, but he ultimately found himself unsatisfied. He had several friends who had entered the mortgage industry, and in 2003, Caveh took a leap of faith and joined the industry as well. “The minute I started, I knew it was what I wanted to do for the rest of my career. I was helping people, putting them into better financial situations and into homes. It was very rewarding. I became the top loan officer at the company I was with, and I think that’s because I had a real passion for what I was doing.”

Caveh eventually took on a management role, eventually becoming VP of Sales, and helped to grow the company to be the largest in the state of Ohio. When the market crashed, Caveh briefly contemplated leaving the industry, but he stuck it out with his trademark determination and figured out innovative ways to build the business back up.

“I started a satellite branch, and I started growing the business by focusing on refi, which was pretty successful. But I knew I eventually wanted to get back to the purchase side of things. That side is all about building relationships, and that’s what I really excel at and enjoy.”

days for the past three years. Most mortgage professionals offer low rates, low costs and good communication now, so that’s really been our competitive advantage.”

Caveh and his whole team not only excel at building relationships, but at maintaining them as well. “We make sure our referral partners know that we are grateful for the business they send us. In addition to thank you cards, and other personal touches, we throw four events a year to show our appreciation for them. Everything we do, during the active transaction and outside of that, is about showing we value them as business partners and as people.”

Caveh plans to continue growing his business, eventually expanding into new markets as well. “NRL was ranked one of the best places to work, so that helps me recruit highly trained professionals, and when we grow, we can offer our exceptional service to even more people. Not many industries allow you to help others in an impactful way. But we get to help people buy their dream home or save them money through a refi. We’re making people’s lives better, and that’s very rewarding.”

In 2013, Caveh brought his talents to NRL Mortgage, where he currently operates four successful branches in the Midwest Region. “NRL’s corporate culture is very similar to my own business philosophy so it’s been a great match. It’s not about the bottomline here. It’s about helping the people you work with, your clients, and the community as well. Joining them has been the best decision I’ve made since I’ve been in the industry. They provide all the support I need to be successful.” For the past three years, Caveh has had the top performing branch at the company, and he has already achieved his goal of having purchase loans be the majority of his business again.

Caveh credits in-house underwriting and his exceptionally fast closing times as being key reasons for his success.

“Having in-house underwriting allows me a lot of control over my loans, so I can provide the best possible service to my clients. Another additional value I offer my clients is our rapid mortgage closing time, which have averaged 8 Top Agent Magazine

To learn more about

CAVEH AZADEH

call 513-592-3825 or email caveh@nrlmortgage.com Copyright Top Agent Magazine 15

MICHAEL J. BARNES After a successful refinance of his home, Michael J. Barnes first became intrigued by the world of mortgage lending.

For a few years, Michael entertained the idea of becoming a mortgage broker, but it wasn’t until a fateful opportunity arose in 1995 that he had the chance to translate his wonderment to reality. When the broker who’d managed Michael’s refinance offered him an opportunity to join the ranks, he decided to make the leap. That was twenty-two years ago, and today, Michael is mounting a flourishing career as a loan advisor and branch manager at RPM Mortgage.

Primarily serving counties across the state of Arizona, Michael and his team have plans to expand to five additional branches over the next few years, building upon their company’s already established presence in California, Oregon, and Washington.

Because of RPM Mortgage’s sizable imprint, Michael’s brokerage company is able to fund most deals via their own resources.

Accordingly, Michael offers his clients a wide array of loans, including access to specialties like down-payment assistance programs, statement programs using deposits as income, and transactions with as little as 5% down required. With a robust 50% rate of repeat and referral clientele, Michael’s referral sources run the gamut—from financial advisors and real estate agents, to past clients referring family members and loved ones.

With a considered eye on client-centric service, Michael and his team astutely recognize that the surest way to secure future business is by providing a memorably superior lending experience.

“I answer questions before they have to be asked,” Michael explains. “Our team regularly sends out status updates, and we provide as much information as we can up front. We stay informative and stay in touch, that way our clients don’t have to go digging for answers.”

With accessibility, forthright communication, and responsiveness at the forefront of their methodology, Michael and his team prioritize relationships—ensuring a personally tailored and successful professional encounter. Likewise, Michael makes a concerted effort to truly get to know his clients, listening to their

stories and learning about their goals and priorities. While the majority of communication is initiated digitally in this day and age, Michael prefers to blend an online and personal approach, opting to record video messages to explain and clarify any questions clients might have about the process. This sensitive, informative approach helps Michael establish trust in his working relationships, an element Michael recognizes as paramount to a successful experience for all parties.

Because he genuinely cares about every individual he serves, staying in touch with past clients comes naturally to Michael.

In fact, he never stages impersonal business calls, but instead checks in to see how events in each client’s life is progressing—or even to talk about the latest football game of a mutually loved team. “I’m genuine. Before they care what I know, they know that I care,” Michael reflects. “I call people and check in—not so that they send me business, but because I want to be helpful to them and know how their lives are going.” In addition to Michael’s ability to deliver quantifiable results—securing successful closings and referral rates—he and his team never forget the individual or family at the heart of every transaction completed. “Every client is different. Sometimes there are challenges along the way, but I enjoy solving problems and I enjoy helping people think about their finances differently—it keeps my work exciting and fulfilling.”

Beyond the office, Michael is an active civic contributor in his local community, giving of his resources and energy through his children’s school as a member of the executive board. He also enjoys sharing his professional knowledge and experience, acting as a mentor for half-a-dozen young professionals and teaching career and financial success workshops to students and community members at the local college. As a family man, Michael relishes each moment spent with his wife and kids.

As for the future, Michael has big plans to expand RPM’s swift system of originating and closing loans across the state of Arizona. With a strategic expansion plan in place, Michael anticipates his office will be able to reach $1 billion in volume over the next five years. With nearly two decades of hard-won professional insight and experience—along with an untiring drive and commitment to his clients’ successes—the positive possibilities to come are endless for Michael J. Barnes and his team.

To learn more about Michael J. Barnes, visit 85254.com, e-mail MJB@rpm-mtg.com, or call (602) 290-5994 www.

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 18

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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JEFFREY BUTOFSKY Mortgage professional Jeffrey Butofsky, Branch Manager for United Mortgage Corp. in Moriches, New York has firmly established himself as a lender who takes pride in providing the very best in customer service.

A 13-year veteran of the industry, Jeffrey got his start back in 2004 when he was working in the insurance field and was encouraged by a friend to give the mortgage industry a shot. “I had bought my first home at the age of 21,” he says, “and started buying and flipping homes and being an investor at a very young age, so when my friend mentioned possibly working in the mortgage field, it sounded interesting. The rest is history.”

United Mortgage, a direct lender, offers “pretty much every product under the sun,” says Jeffrey. “We pretty much do any residential loan. We do reverse mortgages, 1 to 4 family homes, investment homes, 2nd homes, rehab loans and jumbo loans.”

Currently licensed in 18 states, Jeffrey’s primary focus is on Long Island’s Suffolk County, though his ultimate plan to get licensed in even more states and continue expanding his business. “I got licensed in 18 states for a reason, I want to be the trusted lender for these clients and other professionals. I want to have a presence there like I have done in Long Island, NY.” Currently supervising a staff of nine, comprised of one loan officer, seven sales assistants and one personal assistant, Jeffrey can boast that 90% of his business is based on referrals from satisfied clients. “It’s the service I provide,” he explains, “that keeps my clients and my real estate partners returning to me. “A lot of other mortgage lenders don’t respond and it can take them days to return a

phone call. I’m available twenty-four hours a day, 365 days a year. My clients can call or text on Christmas day and I’ll get right back to them. I think my customer service is what has made me as successful as I am. Just having the knowledge of how to get things done.” The speed at which he processes his loans is another factor in his success. “We offer commitments in seven days,” says Jeffrey, “which sets us apart from most other banks. I think that goes hand-in-hand with excellent customer service.”

This commitment to client service is made evident by the staggering number of five-star reviews on Zillow, of which there are currently 72. Reads one glowing testimonial: “Jeff and his entire team at United Mortgage made my refinance experience smooth and clear. From our initial contact all the way through to closing and even afterwards, Jeff was highly responsive. He followed up at the appropriate times and kept the process moving along.

I was never surprised by anything that I saw and when I had questions, he patiently took the time to answer them all fully. I would definitely recommend Jeff along with the team at United Mortgage.”

During those rare times when he’s not working, Jeffrey enjoys spending time with his wife, son and daughter. “I love vacationing with them and enjoying as much time with them as I can.” He also enjoys investing in real estate in his free time.

As successful as he has become, Jeff is quick to point out that what he loves best about what he does is the opportunity to help people. “Everyone wants to own a home at some point,” he says, “To be able to help them with that, it’s very rewarding to see people be able to start a life with their family and to help them achieve their goals.”

For more information about Jeffrey Butofsky, call 631-487-6058 or email jbutofsky@unitedmortgage.com Top Agent Magazine

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AMI DESAI Loan Officer and Sales Manager Ami Desai of Home Point Financial in Baltimore understands intuitively the needs, fears, and expectations of her clients, and that has propelled her to the very forefront of the mortgage industry.

Ami became interested in the lending industry when her parents, immigrants from India, were refinancing their mortgage and she became concerned that it was not a good fit for them. “They had a language barrier,” says Ami, “and I just took an interest in wanting to help people bridge that. I wanted to make sure people understood the process, and I carry that approach into what I do today.

I think that’s where I stand out and why I’m successful.

I have people trust me because I’m not expecting their trust, I’m earning their trust.”

Because of Home Point’s flexible operational model, Ami’s branch is run almost as a family-style business, she says. Her brother-in-law is the branch manager, and her brother is her processer. Other friends and family members round out the team. The company, a direct lender, offers a multitude of loan options, including a new Jumbo Program that allows 10% down with no mortgage insurance. “We also have purchase loans” says Ami, “where we can get homeowners into a house with as little as 3% down. We have a wide array of products.”

Says Ami: “I love working with all of my underwriters at Home Point Financial and the support from around the organization. I can easily communicate with anyone and we operate as one team, regardless of location, to deliver superior customer service. This is very different from other banks where Loan Officers can’t talk to underwriters or the banks are constantly trying to make the process harder to close loans. Home Point makes it easy!”

There are many reasons Ami’s satisfied and grateful clients and realtor partners continually return to her with

their business, and chief among them is her skilled communication. “Constant communication is very important to me,” she says.

“Also, making sure we close on time, every time, has been something my realtors really appreciate. I do all my work up front on their clients, so by the time we get them into underwriting I have everything ready to go and it goes smoothly. I take great pride in making sure everything is good to go so we have no unpleasant surprises.”

With thirty-five five-star reviews on Zillow, saying that Ami is among the best out there is far from hyperbolic.

One glowing testimonial reads: “I was referred to Ami by my Realtor, and knew immediately she was going to do a great job. She was very knowledgeable about VA Loans and the First Time Maryland Homebuyer program, which was greatly appreciated. Any questions I had were promptly answered, and all of our communication was very efficient. I was able to securely e-submit required documents instead of messing with archaic fax machines or constant trips to and from the lending office…there were no delays, hassles, or “Oh, I forgot to tell you...” moments, as I have experienced in the past during the home buying process. As a newcomer to the Baltimore area, I am grateful to add Ami to my professional network.”

“I think what sets us apart,” says Ami, “is our company’s approach. We really care, and I feel like we take that seriously to the core. I don’t care if your credit score is low or high, or if you looking to buy tomorrow or in a year, I take the time to actually educate the buyer on the different loan programs and options that can be available to them, and what I can do to help that client get ready to make a purchase. I make myself available to all clients during weekends, evenings, and mornings via emails, text, and calls. I always want to be accessible. I find a lot of joy from putting people into their very first home.”

For more information about Ami Desai, please email 443-602-8172 ext. 24502 or email ami@homepointfinancial.com 20

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out Top Agent Magazine

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is 21

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to 22

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responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

6. Stick a small piece of double sided tape on the back of each card.

you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more productive decision.

This is a little idea that can play 7. Carry these cards with you big in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, 2015 Barry Eisen. All 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 Top Agent Magazine

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ROBERT LIVORSI When it comes to originating mortgages, Robert Livorsi is like a quarterback: when given the opportunity, he leads the offense for the win—with steady communication and outstanding customer service. Besides that, he’s a pleasure to work with. “I’m the first person who makes the call,” Robert says, “whether it’s good news or bad. I take control of each transaction. I make sure everyone involved is aware; rarely are there any outstanding questions. Communication is key in this business, because the first time you don’t call the real estate agent or don’t give someone critical information, you lose.”

Robert is a winner, serving predominantly Morris County and surrounding Essex, Sussex and Hudson areas with a Zillow-noted 5 star referral rate. He focuses not only on getting clients a loan but getting them the right loan for their situation. AnnieMac Home Mortgage, a direct lender, offers all types of loans, from FHA to 3 percent down conventional programs as well as jumbo, but Robert specializes in two types: first-time homebuyers and renovation lending.

He loves taking first-time buyers “by the hand” and walking them through the entire process, helping them become savvy home buyers. Then he goes to the closings to celebrate with them.

For renovation loans, he offers a terrific, streamlined version of the 203K and Fannie Mae plans and a visualization program that shows buyers how they can bring up the value of their homes.“For $200,000, they can buy bank sale properties in our area that have been sitting there. They put in $60–70,000 worth of work and the homes appraise for $450,000. This is instant equity,” he says excitedly.

Robert graduated college in 2006 with a bachelor’s degree in business administration with a focus on accounting and finance. Jobs were scarce, but he was given an opportunity

to get licensed in 2011 and get on the phone.

Today he is a market leader and his purchase money transactions have grown a minimum of 20 percent a quarter since 2015. He now pre-approves about five people a day. His referral partners continue to stay happy and his rates are competitive, but his service sets him apart.

“If a client can’t qualify,” he says, “I’ll work with them and show them how to bring their credit score up.

Along the way I’ll reach out: Are you paying your balances down? Have you opened up new lines of credit? How’s it going? It’s not that hard to make a 10-minute follow-up call to somebody who isn’t going to close for six months. I line things up for them in steps. You can’t build a house without a foundation, so sometimes I help them build the foundation.”

Long after the loan funds, Robert keeps in touch via reminders he sets in place, following a weekly schedule of phone calls and emails that’s almost machinelike. “I want my buyers to call me when they’re ready to sell,” he says. “And they do.”

Robert believes in the mantra that whatever you put out is what comes back. He tries to live by that, doing as much as he can for the community as well as his clients and referral partners. From volunteering his time in his hometown of Montclair to participating in races for charity as well as donating with the Unico Foundation during Thanksgiving to buy turkeys and other food to help feed the homeless, he stays involved.

Moving forward, Robert visualizes his business continuing to grow, amplifying the number of people he can assist. “I want to build new relationships and maintain the old ones,” he says. “I want to see the success of everyone I work with grow as mine does.”

For more information about Robert Livorsi (NMLS# 391059) of AnnieMac Home Mortgage, Flanders, New Jersey, please visit robertlivorsi.annie-mac.com, call 973.479.4786 or email rlivorsi@annie-mac.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 PUSATERI Jim Pusateri had always been in the finance industry but it wasn’t until he moved to Dallas, 15 years ago, that he considered a career in the mortgage business. “I had moved here for a job that didn’t work out. I had a good friend who was a Realtor® and he introduced me to a loan officer. I started as an assistant and quickly worked my way up, before striking out on my own ten years ago. It’s been a great ride since the start.”

Jim is currently with PrimeLending, a company that shares his business philosophy: providing a personable approach to the business that focuses on giving clients an exceptional experience that simplifies the process by providing an unsurpassed level of transparent communication.

Jim leads a small team and serves the greater Dallas area, but really goes anywhere his Realtors® need him within the state of Texas. Although PrimeLending offers all of the typical loans, they have a few unique specialty products, including a program for physicians, as well as a credit of $1500 to buyers purchasing specific properties through Fannie Mae and Freddie Mac. One of the keys to Jim’s success has really been his hands on approach with his clients. “I feel like sometimes with all of the technological advantages, you can really start to lose the personal touches in this business. I make an effort to keep those going. I go to all my closings and really prioritize verbal communications with my clients and Realtors® throughout the transaction. I also always make myself available. We’re in a hot market right now, so I recognize that time is of the essence. If I need to get together a pre-approval letter at ten o’clock at night I

get it done. I’m never not working. Yes, we offer aggressive rate at PrimeLending, but I think it’s the personal attention to details that separates me from the rest. I’m one of the most honest and hard working loan officers out there, and I think that’s why I’m successful.”

Jim is equally committed to maintaining the relationships he builds, long after the active transaction. He throws regular client appreciation parties and he also makes more personal communications regularly, always making himself a resource to his past clients.

Jim is actively involved in his community and is a big supporter of two charitable organizations in particular: The Teddy Bear Party, a non-profit that raises money for local hospitals, as well as the United Way. When he isn’t working, Jim enjoys spending time with his family and friends, and loves the lake, art and music.

“I also love to travel and experience different cultures.

Although I see myself doing this for many more years, one day I would love to expand my charity work and travel more.”

Jim couldn’t be happier that he joined the industry 15 years ago and looks forward to many more successful years at PrimeLending. “I really love this company and don’t see myself ever leaving. They give me everything I need to best serve my clients. My priority is to help people reach their real estate goals. There’s no better feeling than making that happen for someone who was maybe turned down before. No matter how difficult my day might be, at the end of it all, I know that I have helped to make someone’s life better, and that’s why I love what I do.”

To learn more about Jim Pusateri call 214-505-2890 or email jpusateri@primelending.com Top Agent Magazine

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