NATIONWIDE MORTGAGE 7-20-20

NATIONWIDE MORTGAGE EDITION

7 SIMPLE TIPS

That are Proven to Help You Stay Ahead of the Competition

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

Tips on Being a GOOD TEAM LEADER

NATIONWIDE MORTGAGE EDITION

LUKE CHAMBERLINERICA DOSE 12

7

16

20

FRANK HINKLEY 25

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After indus Ali d gages comp FRANK HINKLEY ABDUL ALI LUKE CHAMBERLIN ERICA DOSE MATTHEW TRAN RALPH JAIME AGUAYO ASHLEY BEDFORD CANDIE DEVENNE ALMODOVAR off d Frank’s clients agree Frank Hinkley considers himself to be a “blessed” man. as being the largest drivers of her For many people, workingand as acommunication mortcall in the Availability areRalph’s a key Candie Devenne – Sales Manager and mc hng Almodovar began working goal when itRight comes to his work service. It’s noas wond after college, heLoan and two friends formed their Erica Dose is a30sales own manager for“Communication Loan Depot in Tustin, California years.

He area where Jaime and the team set them33 34 success. is 100% gage broker is just a job.

Not so for 29 BRENT BENGTSON recently wrote: “Fra mortgage firm in Seattle, Washington.

That was 31 26 move Originator at Eto Mortgage Management buye he mortgage industry in 2004. boils down helping people, that’s to work As fi yearsthe ago. h working selves apart.

They are available withseven ainteam thatFlorida includes two assistants and fiveappropriate loan officers.

“Mywith. key.

If you set the Ashley Bedford.

For her, it’s all about LLC Tampa, – has nearly three lo becam tarted out by doing refinances, days a week, from 8 a.m. to 9 p.m., during why he has no issue telling someone “I answered an adterrified, and of he help in the news ame interFrank is now a successful CMPS* licensed Loan specialty is builder accounts, new construction financing,” she says. expectations, and over-deliver on helping people achieve the American cess.

He was ALWA decades experience in the lending indus-Loans Cand moved if, mortgage forofexample, refinancing their home Today he’s loan office with AXIA based that in Bellevue, paper said, a‘Finance Major how, as ainto a broker position, which their clients can callinand walk us through sce agents. Consultant Hemaking attributes this Home toprocess the satisfaction ofpeople Luketime Chamberlin got started the they dream of homeownership.

“I love WA. AXIA Homethe Loans is the only easy, 100% employtry.

Armed with a steadfast commitment to sosays tht ® opened up his own mortgage could potentially be a bad idea.

“This Axia; it is seriously based in Roseville, Califo Required,’” Brent Bengtson It’s no surprise she reports that 100% of her busiErica with a marelp people willindustry pick upback the in phone. don’t pick upgraduated bothcollege clients and REALTORS .

“The clients are 2005.“If “I Ithought I Dose would like from ee-owned mortgage Banker want in the United States.

Frank to working with them will naturally to work with showing up at the closing table and ness is repeat and referral clientele.

“I guess my keting degree and immediately began working helping her clients achieve the American as to ness aandbuck for tell get into flipping,” heisn’t says.about “One making very happy theme. levelIcover of service and while discussing journey int ays. “Iingot2006. But when the thetophone on real the estate weekend, I will return hiswith team primarily the Seattle areaaccess andassistant its envi- hisWhitney officer F clients like my and tenacity,” she that w with Enterprise. “I thought it would be a Icool ®high you. get athelot ofenergy referrals seeing myIhalf client’s Frank asserts “AXIA isactually anthe IMB, an independent mortgage bank, we giverons. them, and REALTORS of call the on things needed to figure outmy in order to the are very dream of home ownership, coupled with mortgage industry.

Little di ck.” Now within an hour,” Jaime says. omy crashed in 2008, he the hadexcitement to your clients truth.

If you interview exclaims.

“I keep digging forThey ways approve sales job, selling rental agreements deliverAtwood. are toa h you willable notafind withand athe small portfolio that’s strategically positioned to to do that wasAgent. how to finance Inwork doing happy with closing meaning more than transaction coordinators andwould Ashley Top “A the process. he know that this to mortgage loan and they appreciate cars, but it wasn’t at allthe what expected,” aingsolid ethic and aIfrom wealth ofratio, indusStrik kly learn how to faces,” stay afloat in tells properly, set up right expectations, vice. “Thelead value is c maintain Conventional and Ginnie Mae loans,”that.” he says. gages, from conventional to clients get approved for the loancareer, they that I spoke to role a number ofconsultant mortgage people andI saw99% BRENT BENGTSON CANDIE DEVENNE RALPH ALMODOVAR ASHLEY BEDFORD she recalls.

“Then an ad of thatthe said, ‘Do companies You JAIME AGUAYO findopportunitie any better.”

AX lasting full of title because they see lot of the people I work with never th Florida, Jaime sees his as a who try knowledge, Candie has honestly earned is ba business during difficult times. then you’ll no Frank’s problem.

Everyone three experience molded him ethic isofbecause of have her stellar work thatsoErica Want to Make Money?’

I responded andsays. it wasdecades a It of learned a lot about the industry.”

Realizing that have want,” Luke “Most the big box banks tools, clients can of their business derives andOriginators roomforfor “I walked intfs thoroughguide his toathe righther decision. well Irespected communicate,” Ashley thought washelps possible toclients own into one of the Loan ingrowth. the stellar reputation ahow trusted financial received 5-star her efforts.from Writes oneclien company looking fora as loan officers.

Somost home. experience has made me itvery will beLuke happy.”

And due to the current financing flipping would be toomortgage difficult, have denial rate of close to 20%, andreviews my denial region.

“We offer clients a high level of customer serthe interview and found thesu jo quality of “I tell myitclients, mythejob is to educate you that’s how I got started in the business at the rals, a testament to out their explains. this, relationhome—seeing joy custo tobrings get intothem mortgageadvocate. industry instead. rate isspecialty less 1%.” atile. The knowledge I gained thedecided pandemic, the loans“Beyond Frank attributes a lo vice,”than Frank asserts.

“It’she a concierge service and we’re age of that’s 23.” and make sure you find the product

was in mortgage lending. After a twenty minute interview

always available questions and offer advice.” ships areto answer important in thismembers to work and me knowing I’ve helped them achieve CONTENTS impra ng that time has given a little offers are mostly off the table atreally the about my expectations anddaily, the future, theoninterview right for you. Today, I don’the’s try to be in a salesman, but people the bus,” monitors the mortgage bond markets so been the business formore 15years years, Lukeworks isFrank also sure togoals, educate his clients throughSeventeen later, Erica as a sales business.

I genuinely care about my their dream is just so satisfying.”

“I the do ais lot ofIt’sbusiness with Candie beganDepot herinhejourney in to the of optimal ratin f anwith edge over others who and is focusing primarily with people you always when the timecorner. to lock moved a world Tavern all the been uphi cer CrossCountry like have an advisor. have to earn that feeling ofmoment, trust for Loan Tustin, California andI has spent 14 of thoseEVERY yearsmanager with NJ Lend- IS out the clients process.

“I know find that byaround educating them, 4) BUSINESS GROWTH 31) PLAYER 47) 3 WAYS JOINING the people you down their loan interest rates. “I invite clients to come client’s kids and dogs and everything that’s going mortgages at the age of eighteen, when ens trust me with their clients with a team that includes two assistants and ra member experienced that.

Especially on conventional, VA and FHA loans. from there!in person I started that better following Monday.”

Todayworh of the Matt from my clients, do current that bycompany. being transparent ers and Corp,I his He works as a they can actually thetoprocess andmight relationships. Your c in and sit downmake discuss, because this fivestart loan officers.

“My specialty is abuilder HACK: ABSORB YOUR VALUABLE: HOW TO Ame, PROFESSIONAL inantheir jobasistoyou all about getting Like many mortgage Ashley didn’t she ad lives. for mortgage company seekachievement.

“Ivat solo at this loanDepot in Phoenix, with the majorit directbrokers, lender with an assistant andthem. aanswered processor, smoother,” heFor says.

“As much question theirvast jobs feel beworks their biggest financial decision date,” he says. hewith top producing teams and always looking out for what’s best for I on COVID-19 and how it’s the finish line.”

It’sand Abd accounts, new construction financing,” she CLIENTS’ STRESS! BOOST YOUR TEAM’S ORGANIZATION CAN MAKE focusing on New York and New Jersey, with them and try to dig as deep as you can, many of his business consisting of repeat clients and referrals.

B know people and helping them, and Icare think myhis off working at toa do brokerage.

Instead ing athe After being hired, she was quickly who canpartners also boa rted theirthe extremely thoralways he try the right thing, andshe the spent more tryreceptionist. tosaystothat says.IBecause Erica in the six years she’s mortgage industry,” referral clients heavily form “My production ass Frank’s business is 100% repeat and referral clientele, take of most of his business concentrated in Northern times on a difficult file, if you educate the client, worked with a construction company client, prioritizing relationships and guiding his buyers throughou experience in the bus because nurtures relationships.

“I think people heRalph real estate industry do the right the better things work.”industry, Jaime loves MORALE YOUR BUSINESS BETTER clients see that inhethen the way that I runoff things.” first ten years her career in the banking promoted to Processor, and to his Underwriter.

She currently works as a ofthing, his business, Ralph ensures that he 10) TIPS ON BEING A GOOD by b closed six, 800 units has always the field istheir unmatche keep coming they for like my personality and year New Jersey. Luke’s teamextra offersshe’s niche products, they and will help youback findbecause solutions them.” the transaction, heworking has continued todetermining grow after year.

Jaime explains, “and being able to help clients who need assistance during which time she had the opportunity to work also accumulated extensive knowledge for an “Helping a client gage loan originator, along with a loan partner, stays in touch with current and old clients as much as been approved. flow cohesiveness my attention to detail,” he says.

“I’m very open, honest, TEAM LEADER but also handles“When what calls the “bread and 35)heWHAT THE 51) 7 SIMPLE TIPS are setTHAT up for Our success.

Ulis from us, they take with it getting their credit in while order. people come inFIRST Bellevueand branch and level-headed.

I tell itloves like it and is to andretail. keep it real.” appraiser, and shepart hasofof worked both wholesale ing a home, t Outside work, Ashley spend time a mortgage broker purchasing homes, ort Lauderdale, Florida.

He spends every his week making butter” business ofpossible. conforming loans.

“I probaMaintaining relationships is also crucial to Luke’s teammoney has same a go Frank also extremely responsive to his developed clients.

“If ITopwith “It’sis the relationships I have mythefriends THING YOUorDO ARE PROVEN TO HELP ” Jaime and 18) the team and they don’t think that they can buy a home, they AFTER save his clients Copyright Agent Magazine 5and SIMPLE bly do about 80% phone conforming and 20% a mix of business.

He works heavily with CRM. “We have She has also been employed by large banks, including at the closing tab with her husband and kids lying out by the pool, foundMINDSET the work incredibly enticing.

Finally, ents and community am unable to take a call right away, I make sure to get calls, andyour sending out text messages, emails, colleagues, past and present clients that sets methem apart in heir clients, including think WILL that their credit is bad, IWORK say, ‘Ihe can fix SAYS ABOUT YOU YOU STAY AHEAD OF THE thing isanything meeting inthi p SHIFTS THAT HELP support staff, the cul right back to them,” he says.

FHA andswitch niche products,” says.

He sees about an extensive CRM and keep extensive records on Wells Fargo.

Referring to her longevity in the industry, about this busine relaxing on their boat, or really doing she decided to make the five years ago, and ng experienced the last market crash, Ralph is as well as cards.

He also sends out a newsletter. industry,” Brent explains.

“I work hard to keep all partie oans, renovation loans, credit. I won’t70% charge youand anything.’

That createswith a the our referral partners COMPETITION referral 30% repeat business, and clients. We have peo- their situations YOU ACHIEVE YOUR GOALS understand Candie muses, “I’vetobeen in the industry so addition, long my ents te that has do with the water.Knowledge In is cryis happy has 39) coming 5 MORNING HABITS involved informed. in theshe process incredibl adamantandabout fullynever every part lotexplaining of looked loyalty.”back. ventional jumbos, majority of the referrals from real estate ple in charge of social media, and we do periodic is helping others, having NMLS number is only four digits.”

I helped them ge important.”

Brent understands this is often the largest trans involved in a number of charities and organizations omeownership clients.YOU “I goNEED above and Outside of work Ralph hisPRODUCTIVITY local TO MAKE YOUR DAY involved at54) ams available.22)to6his THINGS action of hisofclient’s so heMagazine does everything the Jaime isbroker a member of the Spanish ‘thank you’ is morepossible importt herAssociation community.

She an active member Ashley is office, a mortgage with Patriot nd to explain toToday, them what they’re really church, asPRODUCTIVE well as thewithin Veterans Realis4life, Copyright Top Agent SUPER KILLERS: WAYS TO DO TOOutside BE AofGREAT keep the journey smooth and stress free.

Working with expe business comes from of homebuyers, Commerce.

When he is not working Candie or is and truly passionate about what sheBETTER does forhea ensures Whentheir she ishapp not of her church, participates in a ministry that Home Funding, a mortgage brokerage company ng into, especially the Chamber first time Estate Professionals, the Nationaland Association of way TO MAKE MENTOR rienced as well as first time home buyers, Brent makes sur 43) IF IT’S GOOD FOR vide a solid source of being active in his community, Jaime loves to play living.

“I love originating loans,” she says, “because I than spending ti helps the homeless in the Orlando area, and also in Altamonte the Professionals. at they ®can fully based understand the extentSprings, of the Florida.

HispanicOver Real Estate And when he’s at document signings as pos USE OF YOUR to answer all phone calls and follow up frequently.

Eve 27) TURNING YOUR ALTORS that I work golf.

THE SOUL, IT’S GOOD able talk directly to people when qualiincludes hus donates to Charlie’s Lunch, a nonprofit organizafive has aquickly built stellarbeing onsibility they’re past taking onyears, whenAshley becoming home, he’saenjoy spending his timetowith his four kids, WORKING HOURS they their keys. her “I like afterwife, the transaction, Brent is inget contact regularly, checkin me of them have been PROFESSION INTO FOR THEfying BUSINESS them.

Even if helps I can’t qualify them immediately, grandchildren tion that to feed the homeless and support eowner.

It’s not just buying a house and paying three dogs, and pet fish. reputation for herself as one of the go-to mortin and seeing how they are are doing.

“I’mminute not a big fan an o any last questi and they refer me to Above all, Jaime’s favorite part of his job is working A PASSION I still give them constructive feedback and try to leave ple charitable or ortgage.

No, there are a lot of things that go impoverished areas both within the United States gage experts in her community and is already at posting on Facebook or Instagram, instead I try to reach ou ime and his office are with people. “I love helping people. I’m an honest, they finallyArmy realize they ow on positive noteisvia and withproviding goals to work Goodw phone calls and texts. towards.

I wish them a happy and birthday an gents with that. There arepoint changes in100% your taxes, forward Ralph’s main focus to keep abroad. the where her business comes from via email, leading caring person and I’llof always tryGoing to give my things clients thea and congratulate them on any milestones or events in their lives I’ll help them set those goals, then check back in a couto Habitat for Hu ges in your insurance, as well as deductibles. amazing service.

“Everyone wants to achieve more, ey also offer Phone a Smart best adviceand andreferrals. help them 310-734-1440 to make the right decisions. repeat clients 310-734-1440 | Fax clients open.” love s I’mfuture, all about keeping the Afterwards, lines to of continue communication of months to ifhave we can getAshley them qualified.” ves buyers an opportuMy job is toexplained make sure to that we veryple thorough e are a lot of things that aren’t or do be abigger and better.

Wesee allto ambition.

But Looking the is excited mag@topagentmagazine.com | www.topagentmagazine.com work.

One recently products are available sohow whenshe I give thatnot letter, know As for the said, future rs, and that’s why many people ended uphasyou I’m looking to be growing a millionaire. like my job her Ibusiness so and that she can increase If so youpre-approval, ask Ashley been able toyou ramp As for growing his business, Brent focuses on growt organi you’re going to close.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is another loan company be Candie is proud of her association with E Mortgage continued g their homes in the I work hard to sheI’mwill committed to my the clients.

I’m looking to provide number of people she helps. want to marketing. keep up last her crash. business so quickly, credit her connections rather than “Itraditional He love published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Management and of the wide array of loan products sible achieve the honesty.

I“I’m liked pers d an outcome like strong that,” hecommunication says. the right serviceon for the right people,” heout says. helping people get into homes, and continue my skills and emphasis going and meeting new people. not his the type o cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send more aboutMagazine Jaime Aguayo, please call 561.305.3670, she is able work to offer, including down payment assistance all, however, rem to answer questions and helping to finance the American dream.” building meaningful relationships with her clients person who can sit at a desk all day.

I’d rather be going ou inquiry or to mag@topagentmagazine.com.

Published in the U.S. cmortgage.com, visit crosscountrymortgage.com/Jaime-Aguayo programs, products forshaking doctors, nurses, firefighters, veryalso best custom hands and kissing babies.” co-brand help.

The Brent process was flaw To learn more about Ralph Almodovar police and other specific types of professions, as well industry. with other professionals, continue including real estate agents. to use him and“I’ re pleaseFor callmore (305) 978–5050,about visit ralphalmodovar.com, 2 Top Agent houses with them, mainlyMagazine because I enjoy tha information Ashley Bedford,host callopen 407-394-9488, Copyright Top Agent Magazine him.”

Another “Abd person. It’s all about being supportive to mywrote, partners.” or emailvisit ralph.almodovar@fairwaymc.com myphf.com/about/ashley-img, or email Ashley.Bedford@myphf.com https://

www.

https://

a couple weeks as askedDe m For more information about Candie

AUNDI GRONDAHL LOVA GOMEZ

ROGER MANSOURIAN

JON DAGES JON DAGES

With all of did Roger Mansourian’s hardw After working for more than 22 years inI needed with them.”

Her experience in the industry a Gomez got started in the mortgage helpnearly on the financing part.

I treat 41them 37 industry, 38hasmy clients mortgage Aundi Grondahl has informaproven for Aundi, and although 45 stry in the summerthe of 2003, while he well and get the business deriving from repeat beneficial clients42 and lender learned about lending from the ground up. she has been a loan officer for just 6 months, taking a break from college.

“I got it tion they need.” it’sweclear he’s familiar doing something inspec When Jon Dages went to referrals, a ensured became with the process via a She first he gotsays. into “I the industry she moved she is already with at the point where 90% part-time job in New York,” When Jonwhen Dages wenthe tohadright. a home ensured we became familiar process via toaof her career fair years ago, course thetransparent,” easiest the portal in which “I’mbuyers really honestand and to eve Carl Harrison has always a to Nashville a young woman in business comes fromportal referrals. doing a lot of refinances at that Tennessee point,careerasfair enjoy working with first-time homeyears ago, he“I had home buyers course and the easiest in which to no idea it would eventually upload all the necessary documents to submit the loan Roger says.

He got his start in the mortgage He go to help people achieve their fi order to pursue a singing career.

Shortly after I basically just kept doing it. I neverno idea it would eventually buyers,” Lova says. enjoy it because upload all “I the necessary documents to an submit the loan lead to his dream career.

After application.

We needed a loan pre-approval by the end industry during the Great Recession, for hi arriving Aundi met someone in the industry Besides the depth of her experience, Aundi cial dreams.

He’s been workin back to school after that, because I’m helping someone who has no idea lead to his dream After of application. needed aher loan pre-approval by thethe endalargest meeting a torecruiter, eventudayAtoWe an offer a career. home was in neededworked a receptionist work career. at he their touchthat as being difficult time to start a on new consumer finance for overclients 35 y s doing so well atwho it.” Lova what admittedly they’re the doing. lotplace ofcredits them evenpersonal meeting a recruiter, he eventuof the day to place an offer on a home that was in a ally interviewed and was hired hot market, Jon was able to provide the pre-approval lending office.

“They offered me a job and driver of her business.

“One of the biggest is job until he moved to Florida and think“My that they even qualify.

When firstdon’t experiences were with helping and the past butrun all 20 years spent CARL HARRISON ROGER MANSOURIAN allyaAundi interviewed and was they hired hot market, Jon was able to provide the pre-approval DAGES LOVA GOMEZ AUNDI GRONDAHL I thought whytime not,” recalls.

“I didn’t mistakes Ido saw other loan officers was at mortgage company.

“Itpeople which us toit place an offer and ultimately ed up mortgage JON work again, this speakletter to me and foreclosure, I enabled tell them they avoid was stressful howJuh his ownmake branch company. “In ata mortgage ainteresting mortgage company.

“It they’re lettersurprised which enabled us tokept place anclients offercommunication andlike ultimately really Bank. know what was,because but found notHe making their feel they were top g purchases with Chase “I left andsame excited.

The was I qualify, knew purchase the home. fantastic but gratifying at the time.”

Five years 2019 I decided it was timeand to lis m the work very interesting.

I got really into the of mind.

Your clients want to be able to reach was interesting because I knew purchase the home.

He kept fantastic communication Marie Ritzenberg began her journey in worked with the same client for more use I wanted to work more with firstloan process has gotten harder and harder, nothing about the industry, butago with us throughout the entire process, no question was omponio began his career in the With his business based entirely on referrals, with Golden Empire Mortgage which has been tremen he partnered with Robert Rodriguez, tireles business, steadily worked myhe way up from you feeldifferent that you focused on their 53 55 aWILLI 50always 46 49 home buyers [rather than] people sowas to have hold their hand from nothing about thesays. industry, but with us throughout theand entire process, noare question was the mortgage industry seventeen years six transactions—a sounded aand great opportunity,” That too trivial, represented every option available industry init 1998.

Helike came to real Darren hasdirector asomeone robust system inthan place for keeping opportunity for my client’s, and of course myself, the of a mortgage company, and hishav pr being a receptionist to an assistant and then a needs, so I place a huge emphasis on commungavacation Iand really enjoyed working with them approved allus, the way to the He closing table, ithomes. sounded like aworking great opportunity,” hegetting says.

That was too trivial, always represented every option available ago, fresh outthe of market college.

“The morttestament to aspect her longevity proven in 2008,in although crashed shortly to professional in every to say and the least. m background sales, inafter, touch with past clients. also maintains From very large staff to assist in a fantastic marketplace w processor.

Finally, on January 1, 2020, I took nication,” Aundi tells Top Agent.

“On top of together they started their own brokerage. busine time homebuyers, especially Spanish-speaking and shortly having them grateful...Itrack think that’s Janna Valencia has workeda in 2008, and although thewas crashed to us,andprofessional in every aspect to sayand the least. gage business booming then,” record.

Toservices keep connections he persisted and created amarket successful path.

Today hebe happy Personally we are thrilled with his highly and AT&T, and prior to that he a after, strong network of Irelationships with local Wilkolas the leap and became a loan officer.” this, take the time to write all of my clients a handwritten in,” he says. omers.” he persisted enjoyable part for me.” helped accelerate my growth.

Today I out world of real estate forthemost ® Personally and Darren created a started successful path.

Today he“He we are thrilled with his services and highly sheoriginator remembers.

“IBill off the as a loan going strong, she reaches regularly Pendley began his career Around 70% of Bill’s business comes from repeat clien real a loan at PrimeLending in Indianapolis. him!” he United isStates Air Force.

Realtors , recommend and in has been sponsoring monthly we close transaction— really proud When to haverecommend two note loanwhenever officers, a relevant loan aprocessor andI’man assisRoger isn life.

She grew up showing hh is a loan originator at PrimeLending in Indianapolis. him!” earned officer assistant and basically worked with market updates and invihelping getWith his aclients into homes broker open fortothe past three years. teamCross of three including himself, he working, is the mortgage industry in 1998, and real estate partners, who appreciate his authentici Today, Aundi is people, a loan officer with The Money Store, ameetings be able help everyone I work with, and for me sending y, Lova still works with Country Mortgage, When he’s not Lova enjoys spending time Carl offers a wide variety of loan programs, which inc tant.

It’s a small but very effective team.”

At Vantage community throug ® tations to client appreciation at 19 ye With a team of three people, including himself, he is with her mother, who has my way up the ladder, and here we are events rs now, during thattheir timefirst he has “It’s a two way to getthem Realtors together and talk able to offer superior service to has every client serves.

When Jon working, he’s staying involved in the isand full-service mortgage banker that with operates throughout all aisn’t handwritten expressing mycommunication appreciation the throughout th king withand people buying homes.

He hishewife and children.

“Iand work so muchnote that soon after graduating college. energy, as well as his conventional, government, jumbo, HECM “F board wi Home Loans, iswhat’s able to offer aand wide variety oftime “Our goalloans. is to50he able to offer superior service to every client When Jon working, he’s staying involved in faces the a groups. full Realtor for now.”

Nearly two Marie that bring new familiar states in the continental US. later, Based outheofserves. herI office inspend Iisn’t can do.” utation forin honesty and hard work. about what’s onleast the Roger market, coming With a 48 wide variety of loandecades options, from conventional community through fundraisers and Realtor ral offices South West Florida, offering various any downtime have, I with family, whether we the moment I engage with my client’s I always let “I have always had an entrepreprocess.

Bill’s goal is to be available at all times an team. “In loans, including conventional and non-conventional.

He We put together 1 Washington, Aundi achoosing thriving ofMARIE business With aTacoma, wideestablished variety ofcan’t loan options, from conventional community through fundraisers andgolf, Realtor groups.

VALENCIA WILLIAM BILL PENDLEY has herself asruns a POMPONIO consummate “Having a referral-based RITZENBERG soon, price changes, anything else that’s In 2016, friend recomme rams and grants specifically tailored toDARREN first-time go to thebook beach or just During hang out any at and home, Itogether. tryJANNA to spend to renovation, buyers go wrong Jon. free time he’s playing reading, or a“JOEY” real estat know we’re are all on the same team with the same g neurial spirit and wanted to learn provide quick follow up.

“I really want to protect th throughout Oregon, Washington, Arizona, and California.

Outside of work, Aundi loves to spend time with her husband also recently started his own YouTube channel, where he and hygiene prod WILKOLASKI to renovation, buyers can’t go wrong Jon. During any free time he’s playing golf, reading, or look rs help with down payments.

Allcomplete of his business as much time with them as possible.” eatoManager forprofessional, New American going on,” Darren says. hold this meeting with a choosing reputation business says atheir lot about our reputahanging out “We with his wife and nieces/nephews. that Janna into the mor transacti and vision to make their experience meet or exceed The Money Store offers a full range of traditional lending and their five dogs, and is involved in several charities and what itderive tookfrom to be a real estate client and make sure they atheir great experience fro ferral “I did a little bit ofof radio advertising educates people on how real estate works. time, he loves hanging out with histhe wife and their nieces/nephews. ased based. in Novato, Darren serves the every month, and that consistency has been for attentive service, tion,” she says.

“Toindustry be in have this business The vast majority his clientsresourcefulness, referrals, Jon and his wife are also preparing to welcome industry, noting how well itha dous am heShe says.

His competitive nature and ts products as well as several nicheLooking products, including afuture, organizations inexpectations,” her community. is a supporter of the couple campaigns,” he says, “but pretty much towards the Lova would like to The vast majority of his clients derive from referrals, Jon and his wife are also preparing to welcome their healthy, and goin isco BayofArea.

Darren and his team service a one of the biggest things that’s helped me be successful.” investor,” Bill says, “and the best start to finish,” “When they to closing th and atopersonal touch. for as long asheI says. have, while raising a get a testament his strong relationships with real estate new baby into the world in August 2020. says.

Seeing the true potential th her sociable and hardwo uniquefrom program that is tailored for first responders.

Humane homebuyers.

Society and several other dog rescueon organizations work philosophy focuses ensuring his clients know floan my business is referral, customers, accouncontinue with first-time “I aand testament to his strong relationships withwas realworking estate new baby into theclients, world in August 2020. types,professionals. he® specializes in biggest working with When working with his aim has always been to Sure he from transitioned intoear another offi family, has been so rewarding.

I love “The reason keep referway to do they that to get into the hope is they smiling earIndividuals.” to and n nature. enough, Janna inlike Tacoma, and isthat a these member ofare an animal advocates group “Teamwork wins Championships, not , and REALTORS .” like the space that I’m in, I working with then switched to auto sales aftert professionals.

“The biggest reason they keep refer“I’m a military veteran myself, and I come Outside of his business, Darren is an active member of guide them throughout the transaction.

“I’m not trying Looking ahead, Today, Marie spearheads her work under the banner what I do and I love helping people.

It’s not just ring me is because I deliver on what I say I’m going Looking ahead, Jon is excited to continue helping Over the more thanlending two decades Aundiofhas been inbrother theI’d like that to fights against animal In match. addition, shehorror helped world.”

Bill’s having to experience some ofquickly the stories we he found the abuse. perfect “The mortgage industry types borrowers, so organically grow became a finance mana ring me is because IRevolutionary deliver on what I of say I’mcommunity. going Looking ahead, Jon isgroup excited to to continue helping itary family, going back toshe thehas his local He is on the Board of Directors tohesell them on anything, I just want be of service heights.

His goal of Primary Residential Mortgage Inc., supported about getting from A to B. There’s the goal and the to do,” he explains.

“I’m also completely transparent. as many people as possible towards their dreams of industry, gained a vast body knowledge about all start a networking for alumni from her high school, Lova’s dedication to his clients that keep them as I have been,” says.

He’d also like to expand fits me,” she says.

“It isto so gratifying seeestate eachmy owned areally mortgage company atVAREP, the time, Avenue in theasindustry.”

Bill strives upfront and keep ho Carl saysEstate that almost all dreams of hisbe business is to repeat and ref start investing into real ren says, “so I’m big ontheir veteran loans. of thetopresence, Veterans Association of Real to do,” hesmall explains.

“I’m also transparent. as many people possible towards their of aspects of the had the opportunity which helps promote local businesses.

I’m direct and have alending way ofprocess. explaining things clearly homeownership.

“The most rewarding part alongside of his this by an in-house staff ofcompletely loan“I’ve officers, processors, finish line, but it’s also about standing them.”

Roger’s approach stems from watching many peoplesales as pm ng back and referring him to friends and his social media which is something he’s my clients close on their home.”

After becoming a general clientele, mainly because of his esteemed work ethic.

Mortgage, and Bill worked there alongside his brother for clients informed so they can stay ahead of the curv ping veterans get into homes.”

Professionals.

He also belongs totohis local Rotary and I’mone direct and have a not way of® called explaining things clearly homeownership.

“The most partas thisto quality over quan to work with some ofunderstand the biggestthey producers in the business to people who might the process well. career is making the homebuying process stressand professionals.

Together, serve clients from your fellow professionals and working together parents struggle purchase a home when he was aof child. ly. He recalls time when a REALTOR been working on over the past month.

“I’d like to rewarding it was time to return to real estate here for myis excited clients, ready toin navigate them through and learn firsthand what works and what doesn’t,” Aundi Looking to the future, Aundi to continue providing over 20 years.

“My family has always had real estate in “I take a conservative approach giving quotes inorith is a past President of the Downtown Novato Business to people who might not understand the process well. career is making the homebuying process as stressat 9:30 at night, asking for him to contact client and put myselfanswer out there moreas and show what I and I never leave anyone in Maryland theadark, always free possible.

Iatlove hearing my clients sayToday, it was their Columbia, home base, with Marie get itlooking donepeople and get your client there. happened.

In that way, “I remember houses, it never their dreams.” he’s a successful loan process in the most efficient way,” he asserts.

“My foc Today, Janna is a Loan Officer for Movement Mort explains.

“At the same time, I was able to ramp up my busiher clients the personalized, high-quality service that they of Darren’s business comes from repeat and Association, as well as a past board member of the Iput never leave anyone inI got the andcan always answer free as possible.

I Other lovesimple hearing my clients say itthey was needed their to my in driving an offer a home.

“It wasWhen do and how I’m an able help them. than like blood, and once into the business itclientele confirmed beginning and to use ‘out-the-door’ costs, phone or call people back.” working with process.” afor following ofdark, repeat and referral Ito keep it Ipretty and straightforward, andCompany, Mortgage LP,meanin NMLS When Ieasy got older asked why, and my mom said to bring my skill set of knowledge and to always pra ness very quickly when I became a loan officer because deserve.

“I want to make sure that all my clients are treated where she has a growing team to assist clients throu People coming back, and recomNovato Darren also belongs tofor theme.”

American 0ents. by the time got off the phone, but Iaback.” was able that, I’d like tobe continue doing what I do: providing myIIkeep phone or call people When with easy process.” alldown of New Jersey with home Jon, either an agent or client, you canworking expect to that constitutes almost thereferral entirety of Chamber. her business. that’s worked that had amyas passion for the industry.”

Over the years, that when the client gets the closing table thehisintegri figur didn’tanIBill qualify for a equally. loan, they were ontoforget their of network.

My biggest partners are agents fairly and My goal isshort to never what people ®service. communication effectively and with thebuilt upmost oDarren it,” he to says.

“I provide [clients] with excellent people with good customer The business I’m San Antonio.

Over the years, she has a strong their friends and family, because Association of Realtors , where he is Chair of the Jon, either as an agent or a client, you can expect to be located in central New Jersey.

Hw throughout with questions left While Marie and her team areno well-versed in a out host payment by aliving, very small amount.”

He felt they had thewho hasupdated forged strong relationships with his clients helping are much lower than they expected.

This worked withavailable inthe theprocess past, and they reached toa good want: open communication with aifloan officer is sets the prop earn their trust.” omer service.

I make myself to them, inactually allows me Affairs toby make but being able eciate his unanswered. honesty and his strong communiGovernment Committee. mortgage originator in Pennsylv flow around her tenaciousness and a drive to succee updated throughout the process with no questions left “I just really try togoals. be she the also best I can beright loanBeyond of conventional options, offers borrows the office, Marie back to herwonderful profesme because they were impressed the work I previously focused on making thatgives her clients taken care of.” experience o officer, their lives would have beenare drastically them achieve their real estate expectation and creates her it’s a weekend late night.

I loan know that ifbe with to help that’s what helps you sleep at sure night. experience as an agent“If andmy realc tell people how itorisa and what’s going on,” unanswered.

“I just really try to down the best people, Ipartners can be her clients.

“Iaffiliate don’tthat give up,” she says. and provide sound advice.

I treat my referral ® access to a full range of payment assistance sional community through her membership different.

“That’s the moment I realized, if someone took , I would want [someone like] re a REALTOR I choose to do this because I like to help people and uniquely qualified to offer sound This commitment to customer service has earned him st closing day.

In fact, I always go to my closings becau plains. “I like to keep people up to speed and When he is not working or giving back, Darren loves to and customers provide sound advice.

I treat my referral partners need help Association or come across a problem, I’m going to and as family members, as find if they were mythat programs, Maryland-based programs that with the Howard County of guidance Realtors. on my team, someone I could call at any time if incentive ways to make sure they’re happy.” throughout each transac extra step, it would have been an amazing investreviews from his clients.

Writes one past customer: now that, good or bad, here’s where we are. spend time with his family.

He has two teenage daughNow, a Loan Consultant with Caliber Home Loans based that day should be celebrated! I take a photo of o

CARL HARRISON

MARIE RITZENBERG DARREN POMPONIO

JANNA VALENC

BILL PENDLEY

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

and customers as family if they findshe a solution for them.” brother or sister.” reduce the burdenmembers, or studentasloan debtwere uponmy ament homefor my In her free hours, relishes time spent with aher across Harrison isRoger athem verycomes wise man.

He social will not steer you use I’ve in been doingorthis soserves long, I’m comfortters who arearea actively involvedparents.” in sports Whenever and the arts, so brother sister.”

Dallas, Bill the entire Chicagoland helping clients and thank through the chain purchase, renovation financing, and more.

“The fun husband and two children, and their family dog.

The vast majority ofmedia Joey’s busine To learn more about Lova Gomez, please email lova@maxwellmortgageloans.com, buyer who may not qualify for a traditional mortgage, he direction. He handled everything from beginnin he whole process, so clientstime appreciate that. Ieveryone one of involved, his favorite activities is going towrong their softball Jon takes educating clients and referrals, many from invisit homeownership.

“After my brother company nels. want them to hiking, know they are the most importa working with clients, Janna and her team part his is the problem-solving,” Mariesold says,his “figuring Together, theyI When enjoy traveling, fishing, and crosscountrymortgage.com/Lova-Gomez, or is call (239) 250-9373 not afraid to get creative and do whatever heeasy can to get l and down-to-earth.” games and plays. end which made it so forin me.

He “I kept inpeople contact Jon takes his time educating everyone involved, with the past. have co allowing them to make informed decisions.

Buyers each Iunique scenario and determining best outdoors. a “Ivariety of wealth financial options. import to a localoutbank, decided to move to Caliber, the and I’m soexploring partthe of great the transaction.

Without them we Most wouldn’t hav them towards their goals. know real estate updated me the throughout theI worked entire process. myanques with whenAll I was agen allowing them to make informed decisions.

Buyers truly appreciate their experience, and often leave structure. aboutday the In personal touch andwants to move Janna finding the solution for her cl happy I appreciate did,” BillatIt’s says.

“Every I’m with this company and be topeople do what we so credits the leadership Newalso American the future, Darren backto to thevalues mouncan create, andaI market want help as able many as Iright can stand thisdo.” industry from all sides truly their experience, and often leave glowing reviews.

Onewith recently said, “As self-emCopyright Top Agent Magazine the connection a client.

Customer service is As for the future, Marie intends to keep momentum prioritizing above all. a “When tak or his Iteam’s continued success in chal- said, tains ablereach toculture keep with thetheir needstakes to make good dealI wor see more and more development of“As awhile beautiful thatproviding goal.” his clients Jon Dages glowing reviews.

One recently self-employed first timeone, home (as well as out-of-state) number andbuyers my clients andsame I build a partnership goingthem strong.

“We want toreal stayshe consistent, continue For more To learn more about Carl Harrison application,” says, “I will work with that client transaction as if it were his own, mes. “A great thing about New American great service, helping achieve their Loan Originator 60801 they’ve instilled from the management down, alongto grow, Bill likes to our be| NMLS: active in his community.

An avid runn ployed first home buyers well as out-of-state) Jon made the process asIt’s transparent and uncompliand atime friendship. a (as privilege to be able to helpgoals. and |grow team,” she says.buyers “All into thethea direction in their go I can get them approved and home ofofpleas their s that wewith are a mortgage bank and we service estate and financial “Especially in the current 317-439-7313 jon.dages@primelending.com This effort does not go unnoticed by his clients, as email charrison@gemcorp.co Jon amazing made the technology process aspart transparent andinauncomplithat creates seamless trans-while,and triathlete, Bill sponsors local races such as th cated as possible.

There are many hands in which the importance of each purchase, my clients and be of a chapter their lives.” we keep our customers at the forefront, show Copyright Top Agent Magazine eals. So we take as the possible. loan fromThere start toare finish. market,inwith rates at historic lows, it’s great help about get Herto clients are like her family, and she will do wha email Roge many love spreading the word his work.

One cated many hands which your paperwork will pass through, PrimeLending from start to finish.

The staff is better than any10333 I N Meridian Naperville St. to Patrick’s Day each yearN.as well as Roa oth unanswered so everyone is on St, Ste 240, Indianapolis, IN 46290 that we care and that us, it’s not just5K alefttransac2775 Ventura in the action current market, you’ve seen a lot of my clients into a better position financially,” Darren https it takes to assist them. visit his yourhave paperwork will pass through, PrimeLending recently said, “Wow. Where to start?

SuchHe anand amazing, could found, and I love having the support of all the local events in the area. and his colleagues donate Over the course of her career, Marie’s relationships tion.

When you do right by someone keep that Golden Empire Mortgage, Inc. ("GEM") [NMLS ID No. 2427] is a California corporation gage companies completely restructure, and says. “Whether it’s getting them into a new house or When it comes to staying touch 93309.

GEM a residential mortgage lender and servicer licensed by thein Departme with clients stood firm.

Inrefinancing, some cases,I she perspective mind, itproduct alliscomes back around.” in place tohave help make us successful.” a team to community endeavors and give back to loc Copyright Top Agent Magazine n shut systems their doors.

But we’ve only gotten lovehas helping clients getinthe best Over theGEM years, won anprefers outsta and referral partners, to 413-0360. conductsJanna residential has mortgage lendingherself activities inhe the following add Copyright Top Agent Magazine or payment or house that they can.”

Mortgage, Inc. under Mortgage Bankers license no.

0906440 issued by the Arizona businesses.

When in he the is not working, Bill loves spendin the phone.

“You canmajority really gauge reputation area, with the vast oD https://

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

Please contact mag@topagentmagazine.com or call 310-734-1440 for ad rates and information.

All loans subject to credit approval. Rates and fees subject to change. ©2020 PrimeLending, a PlainsCapital Company. (NMLS: 13649) Equal Housing Lender. PrimeLending is a wholly owned subsidiary of a state-chartered bank and is an exempt 1st lien lender in Indiana; Indiana Secretary of State, Securities Division- Indiana-SOS Loan Broker Lic. No. 11169. v010918

to a Mortgage Company Registration issued by the Colorado Division of Real Estate.

way,their and connect with them on To learn about Marie Ritzenberg, mritzenberg@primeres.com, time with hisby wife, and 9-month-old baba Bill utilizes a variety of more different loan programs, includingemail volume coming fromand either clients refe issued the DivisionLaura, of Finance Corporaterepeat Securities, Department ofor Consume says. Joey also utilizes social me Inc. pursuant to a Mortgage Bankers Registration issued by the Texas Department of MarieRitzenberg.com call (443)-472-7100 orcall visit o findConventional, out more about Pomponio, FHA,Darren VA, Jumbo, Home please Possible, and415-827-9400, girl, Jordan.

Additionally, she has earned an equally strong sta ness in the state of Washington under Consumer Loan Company License no. CL-242 Top Agent Magazine among Realtors. Still licensed as a real3 estate a many others to accommodate the or needs his clientele. ail Darren.Pomponio@nafinc.com, visitofwww.darrenpomponio.com she canBill usewants her prior experience in the industry to “In our industry, we have to continually adapt to our enviIn the future, toAgent continue developing relatio Copyright Top Magazine www.

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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MATTHEW TRAN Top Agent Magazine

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MATTHEW TRAN

Matthew Tran is the Owner and President for Mortgage Matters, a mortgage brokerage firm based in the Dallas-Fort Worth area that operates throughout Texas.

At times, the vagaries of life lead us in a positive direction. On one sunny afternoon in 2005, Matthew Tran was working as a salesperson at a retail electronics store when a man walked in to take a look at a television. Matthew approached the customer and began a sales pitch that turned into a 45-minute conversation through which he found out that the man was a VP at a mortgage company down the street. Although the customer ultimately decided not to buy the television, he was so impressed with Matthew’s sales acumen that he gave him his business card and told Matthew he should consider getting into the mortgage industry. A year later Matthew found himself at a crossroad in his career, and despite not knowing all that much about mortgages, fished the business card out of his wallet and gave the guy a call. “A week later I started my first day 8

in my new career, and 14 years later here I am,” Matthew says with a laugh.

Today, Matthew is the Owner and President for Mortgage Matters, a mortgage brokerage firm based in the Dallas-Fort Worth area that operates throughout Texas. After starting the firm just one year ago, Matthew has already built out an eight-person team that has enjoyed an explosive growth in business throughout the community.

Matthew credits his deep understanding of the joys and stressors of the home-buying process as being the primary driver of both his, and his company’s success. “Buying a house can be incredibly stressful but at the same time incredibly exciting.

To be a great mortgage broker you have to focus on both of those aspects,” Matthew explains.

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“You have to help your client navigate the stress of the process while never losing sight of the fact that at the end of the transaction they are going to own their dream home. Maintaining this balance is at the core of my business, and it’s something I train all of my employees to focus on.” This approach has clearly worked well for Mortgage Matters, as nearly 100% of their business comes from repeat clients and referrals.

Matthew uses a combination of calls, emails, and text messages to keep in touch with his wide network of banking contacts and referral partners, and recently hired an employee to exclusively manage Mortgage Matters’ communications so that he can focus on growing the company.

While growth is important, Matthew believes that companies such as his have to be focused on much more than just profits and revenue. “Our business isn’t just about sales, it’s also about what we can give back to the community,” Matthew says. “For example yesterday we served lunch and dinner to emergency workers from a local hospital who are at the front line of combating the coronavirus.”

Outside of work, Matthew loves to spend his time with his wife and two kids. In the near future he plans to expand his business’ footprint in the Dallas-Fort Worth area, and eventually wants to expand into other states around the country so that he can increase the number of people he helps. “At the end of the day I love my job because I get to help people.

Nothing beats the excitement of helping someone buy their dream home.”

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For more information about Matthew Tran, visit mtgmatters.com, call 972.814.8412 or email matthew.tran@mtgmatters.com www.

Copyright Top Agent Magazine 9

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 10

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.

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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.

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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.

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LUKE CHAMBERLIN

Luke Chamberlin got started in the mortgage industry back in 2005. “I thought I would like to get into real estate flipping,” he says. “One of the things I needed to figure out in order to do that was how to finance the process. In doing that I spoke to a number of mortgage people and learned a lot about the industry.” Realizing that financing flipping would be too difficult, Luke decided to get into the mortgage industry instead.

agents. He attributes this to the satisfaction of both clients and REALTORS®. “The clients are very happy with the level of service and access we give them, and the REALTORS® are very happy with the closing ratio, meaning more than 99% of the clients get approved for the loan they want,” Luke says. “Most of the big box banks have a denial rate of close to 20%, and my denial rate is less than 1%.”

Today, he’s been in the business for 15 years, and has spent 14 of those years with NJ Lenders Corp, his current company. He works as a direct lender with an assistant and a processor, focusing on New York and New Jersey, with most of his business concentrated in Northern New Jersey. Luke’s team offers niche products, but also handles what he calls the “bread and butter” business of conforming loans. “I probably do about 80% conforming and 20% a mix of FHA and niche products,” he says. He sees about 70% referral and 30% repeat business, with the majority of the referrals coming from real estate

Luke is also sure to educate his clients throughout the process. “I find that by educating them, they can actually make the process better and smoother,” he says. “As much as you question them and try to dig as deep as you can, many times on a difficult file, if you educate the client, they will help you find solutions for them.”

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Maintaining relationships is also crucial to Luke’s business. He works heavily with CRM. “We have an extensive CRM and keep extensive records on our referral partners and clients. We have people in charge of social media, and we do periodic Copyright Top Agent Magazine

reach-outs to our clients,” he says. “We also have newsletters and birthday cards, so we’re reaching out at least a couple of times a year.” When it comes to marketing, Luke says that both he and REALTORS® reach out to one another. “I’ve got an extensive base of REALTORS® that like to work with me, and I’ll get new agents through other agents,” he says. “I’m also very active on my Real Estate Board, so I meet a lot of REALTORS® through Board activities.” In addition, Luke provides REALTOR® training, which allows for even more connections to be made.

“I really enjoy helping people,” Luke says.

“A lot of clients are very nice. The world is a complicated place and they need assistance getting a mortgage. It’s not a cookie-cutter process. When you can help somebody get into a house, it feels good. My father was a pediatrician, and I grew up seeing him helping individuals one at a time, and I see a lot of similarity between his business and mine.”

Luke is also involved in his community, and raised his two children, now both in college, in the town he grew up in. He’s been a member of multiple boards and commissions.

“I’ve probably coached a total of 30 seasons of sports between baseball and soccer,” he says. “I do charitable work and I’m very active in my town.” When he’s not working, Luke enjoys golf and spending time with his family.

In the future, Luke would like to continue to grow his business. He’s currently in the top half-percent of loan officers in the country.

“But I’d still like to grow the business,” he says. “Being a mortgage banker uniquely positions us to help a variety of clients, from the first time homebuyer who needs an FHA loan to the move-up buyer who needs a jumbo loan. We can find the perfect fit for a client.”

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To learn more about Luke Chamberlin, please email luke.chamberlin@njlenders.com, visit lukechamberlin.njlenders.com, or call (201) 882-8294 https://

Copyright Top Agent Magazine 13

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com 

grahamharrop.com  14

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

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ERICA DOSE

Erica Dose is a sales manager for Loan Depot in Tustin, California with a team that includes two assistants and five loan officers. “My specialty is builder accounts, new construction financing,” she says.

Erica Dose graduated from college with a marketing degree and immediately began working with Enterprise. “I thought it would be a cool sales job, selling rental agreements and delivering cars, but it wasn’t at all what I expected,” she recalls. “Then I saw an ad that said, ‘Do You Want to Make Money?’ I responded and it was a mortgage company looking for loan officers. So that’s how I got started in the business at the age of 23.”

It’s no surprise she reports that 100% of her business is repeat and referral clientele. “I guess my clients like my high energy and tenacity,” she exclaims. “I keep digging for ways to approve a loan and they appreciate that.”

It is because of her stellar work ethic that Erica received 5-star reviews for her efforts. Writes one

Seventeen years later, Erica works as a sales manager for Loan Depot in Tustin, California with a team that includes two assistants and five loan officers. “My specialty is builder accounts, new construction financing,” she says. Erica says that in the six years she’s worked with a construction company client, she’s closed six, 800 units and has always been approved.

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client: “Erica has always explained things very well. She will go over it & over it if you are having trouble understanding any part of the loan process. We look to Erica to provide us with honest & reliable information & have never been disappointed. She is always our 1st choice, if we need loan help.”

Erica says her business is 75% new construction and 25% retail. “I will walk a client through every step of the loan process and support them from pre-approval through their closing date,” she says. “Whether it’s a first-time home buyer or seasoned buyer, they can trust me and my team with all of their home financing needs.”

Erica maintains contact with her clients through a variety of methods. “It used to be emails, then texting, now I just like to pick up the phone,” she exclaims. “And I don’t call about work; it’s typically just a friendly conversation and checking in.”

Erica loves her work because of the relationships she builds. “It’s all about human connection,” she says. “I love working with first-time homebuyers and helping them realize their dreams.

These days people have really begun to appreciate how important home is.”

When giving back to the community, Erica believes in supporting charitable activities for children. She’s also involved with her local Broker’s Industry Association and Realtor’s organization.

When not working, she likes to do anything outdoors. “I love to golf and hike,” she says.

“I also love going boating, and we usually go downhill skiing twice a year.”

As for the future, Erica hopes to increase the retail side of her business. “I also want to provide more assistance to low to moderate income buyers who are often overlooked by the system.”

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To learn more about Erica Dose, call (949) 355-2851, email edose@loandepot.com, or visit loandepot.com/edose www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until Top Agent Magazine

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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FRANK HINKLEY

Frank Hinkley considers himself to be a “blessed” man.

Right after college, he and two friends formed their own mortgage firm in Seattle, Washington. That was 31 years ago.

Frank is now a successful CMPS* licensed Loan Consultant with AXIA Home Loans based in Bellevue, WA. AXIA Home Loans is the only 100% employee-owned mortgage Banker in the United States. Frank and his team primarily cover the Seattle area and its environs. “AXIA is an IMB, an independent mortgage bank, with a small portfolio that’s strategically positioned to maintain Conventional and Ginnie Mae loans,” he says.

Frank’s three decades of experience have molded him into one of the most respected Loan Originators in the region. “We offer clients a high level of customer service,” Frank asserts. “It’s a concierge service and we’re always available to answer questions and offer advice.”

Frank monitors the mortgage bond markets daily, so clients always know when the optimal time is to lock down their loan interest rates. “I invite clients to come in and sit down in person to discuss, because this might be their biggest financial decision to date,” he says.

Frank’s business is 100% repeat and referral clientele, because he nurtures his relationships. “I think people keep coming back because they like my personality and my attention to detail,” he says. “I’m very open, honest, and level-headed. I tell it like it is and keep it real.”

Frank is also extremely responsive to his clients. “If I am unable to take a call right away, I make sure to get right back to them,” he says.

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Frank’s clients agree that he offers nothing less than stellar service. It’s no wonder he receives 5-star reviews. One client recently wrote: “Frank (and his entire team) were a pleasure to work with. As first-time home buyers we were slightly terrified, and he helped us understand each step of the process. He was ALWAYS available to answer our questions or walk us through scenarios. Look no further than Frank and Axia; it is seriously the greatest experience. We look forward to working with them and continuing to use Franks advice.”

Frank asserts that when you work with him and his team, you will not find a huge gap in the cost of the loan for service. “The value is clarity and service,” he says. “You won’t find any better.” AXIA also offers innovative technology tools, so clients can submit their paperwork online with ease from home.

Frank attributes a lot of his success to finding the right team members to work alongside of. “You have to get the right people on the bus,” he remarks. “You spend a lot of time with the people you work with, life is better when you like the people you work with and invest in your professional relationships. Your clients know when your associates like their jobs and feel valued.”

“My production associate, Riyad Salie, has over 8 years experience in the business. His experience and knowledge in the field is unmatched. Having a team where trust and workflow cohesiveness is something that comes naturally is key.

Our Bellevue branch truly is my “work family.” The entire team has the same goal, providing the best service for our clients and community members. In addition to having a great support staff, the culture among my fellow Loan Originators Copyright Top Agent Magazine

is one of community, and not of competition. There is a lot of collaboration and sharing of resources within our walls.

It truly is unique.”

Frank routinely works with ten agents with whom he occasionally co-markets on Zillow. He also sends out mailers, creates email campaigns, is active in his community, and consistently celebrates clients and Realtor partners on social media. Frank also uses a new medium of communication that utilizes video to update, inform, and keep in touch with clients and real estate agents. “I use video on all my transactions,” he says.

Frank values Realtors. “Their role is very important. I always make myself available to agents throughout an entire transaction and beyond. We work as a team, with our clients’ best interest in mind,” he says.

“Stacy Hecht of REMAX is my top producing agent. We have very similar professional styles and enjoy working with one another. It is nice to have an agent that we can mutually refer clients to, knowing they will be well taken care of. The market in the greater-Seattle area is competitive, who you work with matters! I have been working with Stacy for over 10 years, she has a deep understanding of the market and is highly regarded as an agent that works hard for her clients, “ he adds.

“Stacy and I are also licensed in AZ. We both share a love for the area and frequently spend time in the Phoenix/ Scottsdale area for both work and play. We are committed to helping clients in both Washington and Arizona find their dream homes and/or vacation homes as we move into the future with a growth mindset.”

Frank says he loves what he does because of the people he gets to work with. “I love helping my clients,” he exclaims.

“Plus, most of the time, these transactions are joyous events in people’s lives, and I get to be a part of it.”

Because Axia is employee-owned, everyone has a vested interest in their work and community. “Our company motto is ‘Let’s Get You Home,’ and for us that also means giving back to the communities in which our homeowners reside,” he says. “We sponsor a lot of local charitable events in the King County area, which includes time, resources and services.” In addition, Frank & his Team give a monthly homebuying workshop, which he finds very rewarding.

YOUR LOCAL, TRUSTED LENDING AND REAL ESTATE TEAM serving the Seattle community together for 10 years

STACY HECHT

RE/MAX (206) 579-0344 STACY@PACIFICNWHOUSES.COM

FRANK HINKLEY

NMLS# 110907 | AZ BK 0932828 (206) 979-4670 FRANK.HINKLEY@AXIAHOMELOANS.COM AXIA HOME LOANS IS A REGISTERED TRADE NAME OF AXIA FINANCIAL, LLC - NMLS ID 27830

When not working, Frank enjoys golfing, bike riding, hiking with his wife Gillian, and travelling.

As for the future, Frank says, “I just want to maintain the high level of commitment and service to my agents and to my clients. They need to know they can always count on me and my team.”

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To learn more about Frank Hinkley, email Frank.Hinkley@axiahomeloans.com, or visit frankhinkley.axiahomeloans.com/l, or call (206) 979-4670 https://

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 24

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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ABDUL ALI After working in the insurance industry for many years, Abdul Ali decided to venture into mortgages. “I was hired by a mortgage company in 2013, and started off doing customer service and call center work,” Abdul says. “I moved up the ranks and eventually became licensed in five states.”

Today he’s a loan officer at Movement Mortgage, based in Roseville, California. His team includes loan officer assistant Whitney Ferreira and a processor Diane Atwood. They are able to offer a wide variety of mortgages, from conventional to VA loans. The vast majority of their business derives from repeat clients and referrals, a testament to their superior service and guidance.

“I do a lot of business with agents,” Abdul says. “They trust me with their clients because I can get them to the finish line.” It’s Abdul’s number one priority to take care of his partners and their clients. He starts off by determining their budget and making sure they are set up for success. Ultimately, Abdul’s goal is to save his clients money and stress. “My number one thing is meeting them in person and making sure that I understand their situations,” he explains. “My passion is helping others, having clients come back and say ‘thank you’ is more important than anything else.” One way he ensures their happiness is by going to as many document signings as possible and being there when they get their keys. “I like to be there just in case there are any last minute questions and to see the joy when they finally realize they own a home.”

Afterwards, clients love spreading the word about his work. One recently said, “I followed Abdul Ali from another loan company because of his work ethic and honesty. I liked his personality and his willingness to answer questions and he was always available to help. The process was flawless and professional. I will continue to use him and refer my friends and family to him.” Another wrote, “Abdul did a great job. Closing in a couple weeks as asked made it a great experience for Top Agent Magazine

me. The interest rate was also decent. Helping me close my home in a couple weeks was also mind blowing.

They made the process very simple and easy and always kept me up to date with new developments as soon as it happened. Thanks again for all the hard work.”

When Abdul isn’t working, he’s staying involved in the community. His son was diagnosed with leukemia in 2010, and through that experience Abdul and his family became involved in the Make a Wish Foundation as well as the Leukemia and Lymphoma Society. “We helped raise $72,000 for the Leukemia and Lymphoma Society last year. We are always looking for ways to make a difference in another family’s life because we know the emotional and financial burden of childhood cancer.” During any free time, he’s hanging out with his sons (Omar and Yousef) and his wife of 15 years Farida.

As Abdul looks ahead, he is excited to continue growing and focusing on the relationships he’s built. “I’ve seen my business grow year after year, and it’s not just the numbers that grow, but also the quality of my connections. I end up becoming friends with a lot of agents and buyers, which is so great.”

For more about Abdul Ali (NMLS 1208121), please call 916-299-3460 or email Abdul.Ali@movement.com 25 Copyright Top Agent Magazine

JAIME AGUAYO Jaime Aguayo has been working in the mortgage industry for over 23 years. He started in real estate, and through working with a mortgage broker he became interested in the field. “I liked how, as a mortgage loan officer, I could help people become homeowners,” Jaime says. “I got into it, and I never looked back.” Now Jaime is known throughout the mortgage and real estate industries in South Florida, and has built a reputation on his thoroughness, trustworthiness, and the quality of service he provides.

Jaime is a Mortgage Loan Officer with CrossCountry Mortgage in Boca Raton. He is a member of the Matt Weaver Team, which is one of the top producing teams in the area. They are known for their extremely thorough work on pre-approvals. “The real estate industry knows exactly who we are,” Jaime explains, “and when they see a pre-approval from us, they take it before they take anything else.” Jaime and the team offer every type of loan to their clients, including foreign nationals, construction loans, renovation loans, investment loans, FHA, VA, conventional and jumbos, as well as all the non-QM programs available.

An impressive 90% of Jaime’s business comes from referral clients. Realtors® provide a solid source of referrals. “I have about 120 REALTORS® that I work with closely,” Jaime says. “Some of them have been with me for many years now, and they refer me to other Realtors® they know.” Jaime and his office are in constant contact with past clients via email, leading to repeat business as well. They also offer a Smart Homebuyer program, which gives buyers an opportunity to get informed about what products are available for them.

Availability and communication are a key area where Jaime and the team set themselves apart. They are available seven days a week, from 8 a.m. to 9 p.m., during which time their clients can call and they will pick up the phone. “If I don’t pick up the phone on the weekend, I will return your call within half an hour,” Jaime says.

Jaime sees his role as a consultant who helps guide his clients to the right decision.

“I tell my clients, my job is to educate you and make sure you find the product that’s right for you. I don’t try to be a salesman, but more like an advisor. I have to earn that feeling of trust from my clients, and I do that by being transparent and always looking out for what’s best for them. I always try to do the right thing, and the more I try to do the right thing, the better things work.” Jaime loves being able to help clients who need extra assistance getting their credit in order. “When people come in and they don’t think that they can buy a home, or they think that their credit is bad, I say, ‘I can fix your credit. I won’t charge you anything.’ That creates a lot of loyalty.”

Outside of the office, Jaime is a member of the Spanish Chamber of Commerce. When he is not working or being active in his community, Jaime loves to play golf.

Above all, Jaime’s favorite part of his job is working with people. “I love helping people. I’m an honest, caring person and I’ll always try to give my clients the best advice and help them to make the right decisions.

My job is to make sure that we do a very thorough pre-approval, so when I give you that letter, you know you’re going to close.”

To find out more about Jaime Aguayo, please call 561.305.3670, email jaime.aguayo@myccmortgage.com, or visit crosscountrymortgage.com/Jaime-Aguayo https://

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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RALPH ALMODOVAR Ralph Almodovar began working in the mortgage industry in 2004.

He started out by doing refinances, then moved into a broker position, and opened up his own mortgage business in 2006. But when the economy crashed in 2008, he had to quickly learn how to stay afloat in the business during difficult times.

“My experience has made me very versatile. The knowledge I gained during that time has given me a little bit of an edge over others who have never experienced that. Especially now with COVID-19 and how it’s affected the mortgage industry,” he says. Ralph currently works as a mortgage loan originator, along with a loan partner, in Fort Lauderdale, Florida.

Having experienced the last market crash, Ralph is very adamant about fully explaining every part of homeownership to his clients. “I go above and beyond to explain to them what they’re really getting into, especially the first time homebuyers, so that they can fully understand the extent of the responsibility they’re taking on when becoming a homeowner. It’s not just buying a house and paying a mortgage. No, there are a lot of things that go along with that. There are changes in your taxes, changes in your insurance, as well as deductibles.

There are a lot of things that aren’t explained to buyers, and that’s why so many people ended up losing their homes in the last crash. I work hard to avoid an outcome like that,” he says.

Ralph’s goal when it comes to his work boils down to helping people, that’s why he has no issue telling someone if, for example, refinancing their home could potentially be a bad idea. “This isn’t about making a buck for me. I tell my clients the truth. If you interview properly, set up the right expectations, then you’ll have no problem. Everyone will be happy.” And due to the current pandemic, the specialty loans he offers are mostly off the table at the moment, and he is focusing primarily on conventional, VA and FHA loans.

Because referral clients heavily form his business, Ralph ensures that he stays in touch with current and old clients as much as possible. He spends every part of his week making phone calls, and sending out text messages, emails, as well as cards. He also sends out a newsletter.

Outside of work Ralph is involved at his local church, as well as the Veterans Association of Real Estate Professionals, and the National Association of Hispanic Real Estate Professionals. And when he’s at home, he’s spending his time with his wife, four kids, three dogs, and pet fish.

Going forward Ralph’s main focus is to keep providing amazing service. “Everyone wants to achieve more, or be bigger and better. We all have ambition. But I’m not looking to be a millionaire. I like my job and I’m committed to my clients. I’m looking to provide the right service for the right people,” he says.

To learn more about Ralph Almodovar please call (305) 978–5050, visit ralphalmodovar.com, or email ralph.almodovar@fairwaymc.com www.

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ASHLEY BEDFORD For many people, working as a mortgage broker is just a job. Not so for Ashley Bedford. For her, it’s all about helping people achieve the American dream of homeownership. “I love showing up at the closing table and seeing the excitement on my client’s faces,” Ashley tells Top Agent. “A lot of the people I work with never thought it was possible to own a home—seeing the joy it brings them and knowing I’ve helped them achieve their dream is just so satisfying.”

Like many mortgage brokers, Ashley didn’t start off working at a brokerage. Instead she spent the first ten years of her career in the banking industry, during which time she had the opportunity to work with a mortgage broker while purchasing homes, and found the work incredibly enticing. Finally, she decided to make the switch five years ago, and has never looked back.

Today, Ashley is a mortgage broker with Patriot Home Funding, a mortgage brokerage company based in Altamonte Springs, Florida. Over the past five years, Ashley has quickly built a stellar reputation for herself as one of the go-to mortgage experts in her community and is already at the point where 100% of her business comes from repeat clients and referrals.

If you ask Ashley how she has been able to ramp up her business so quickly, she will credit her strong communication skills and emphasis on building meaningful relationships with her clients

as being the largest drivers of her success. “Communication is 100% the key. If you set the appropriate expectations, and over-deliver on making the process easy, people will naturally want to work with you. I actually get a lot of referrals from transaction coordinators and title companies because they see how well I communicate,” Ashley explains. “Beyond this, relationships are really important in this business. I genuinely care about my client’s kids and dogs and everything that’s going on in their lives. For me, this job is all about getting to know people and helping them, and I think my clients see that in the way that I run things.”

Outside of work, Ashley loves to spend time with her husband and kids lying out by the pool, relaxing on their boat, or really doing anything that has to do with the water. In addition, she is involved in a number of charities and organizations within her community. She is an active member of her church, and participates in a ministry that helps the homeless in the Orlando area, and also donates to Charlie’s Lunch, a nonprofit organization that helps to feed the homeless and support impoverished areas both within the United States and abroad.

Looking to the future, Ashley is excited to continue growing her business so that she can increase the number of people she helps. “I want to keep helping people get into homes, and continue my work helping to finance the American dream.”

For more information about Ashley Bedford, call 407-394-9488, visit myphf.com/about/ashley-img, or email Ashley.Bedford@myphf.com https://

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 31

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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BRENT BENGTSON “I answered an ad in the newspaper that said, ‘Finance Majors Required,’” Brent Bengtson says, while discussing his journey into the mortgage industry. Little did he know that this would lead to a lasting career, full of opportunities and room for growth. “I walked into the interview and found out the job was in mortgage lending. After a twenty minute interview about my goals, expectations and the future, the interview moved to a Tavern around the corner. It’s all been uphill from there! I started that following Monday.” Today he works solo at loanDepot in Phoenix, with the vast majority of his business consisting of repeat clients and referrals. By prioritizing relationships and guiding his buyers throughout the transaction, he has continued to grow year after year.

“It’s the relationships I have developed with my friends, colleagues, past and present clients that sets me apart in this industry,” Brent explains. “I work hard to keep all parties involved informed. Knowledge in the process is incredibly important.” Brent understands this is often the largest transaction of his client’s life, so he does everything possible to keep the journey smooth and stress free. Working with experienced as well as first time home buyers, Brent makes sure to answer all phone calls and follow up frequently. Even after the transaction, Brent is in contact regularly, checking in and seeing how they are doing. “I’m not a big fan of posting on Facebook or Instagram, instead I try to reach out via phone calls and texts. I wish them a happy birthday and congratulate them on any milestones or events in their lives.

I’m all about keeping the lines of communication open.”

As for growing his business, Brent focuses on organic connections rather than traditional marketing. He loves going out and meeting new people. “I’m not the type of person who can sit at a desk all day. I’d rather be going out, shaking hands and kissing babies.” Brent also co-brands with other professionals, including real estate agents. “I’ll host open houses with them, mainly because I enjoy that person. It’s all about being supportive to my partners.”

When Brent isn’t working, he’s spending time with his daughter. “Being a single dad is not the easiest job in the world but it’s definitely the most rewarding.” By staying Top Agent Magazine

involved in his daughter’s activities, from coaching her when she was little, to supporting her in her competitive volleyball play, there is not a lot of leftover time for many other things. Brent does enjoy playing golf when he can find the time and is a member of Golf and Grow Scottsdale.

“It’s kind of like a traveling country club. A small group of professionals get together once a month and play different courses throughout Arizona. It’s just proof work can still be done on the golf course.”

As Brent looks ahead, he is excited to continue on this path and hopes to grow even more over the coming years. Brent offers a little advice: “Trust a professional. I’ve been doing this for 22 years, there’s a reason I’m still in it. Surrounding myself with professionals in the industry allows me to wake up every day excited to go to work. There’s a reason we have made it in our career and work with the professionals we do in the industry.”

In the meantime, Brent feels incredibly grateful to be able to help his clients every day. “I love working in a client driven business. Enjoying the experience of watching the clients’ excitement when buying their new home, or simply getting them refinanced and saving money on a monthly basis. It’s a big deal and it’s so rewarding to be able to assist them in achieving and maintaining their home ownership goals.”

For more about Brent Bengtson (NMLS #156609), please call 602-448-1522 or email BBengtson@loandepot.com loanDepot.com, LLC NMLS ID 174457. Licensed by the AZ Department of Financial Institutions, Mortgage Banker 0911092.

7878 N. 16th Street, Phoenix, AZ 85020 Copyright Top Agent Magazine 33

CANDIE DEVENNE Candie Devenne – Sales Manager and Loan Originator at E Mortgage Management LLC in Tampa, Florida – has nearly three decades of experience in the lending industry. Armed with a steadfast commitment to helping her clients achieve the American dream of home ownership, coupled with a solid work ethic and a wealth of industry knowledge, Candie has honestly earned her stellar reputation as a trusted financial advocate.

Candie began her journey in the world of mortgages at the age of eighteen, when she answered an ad for a mortgage company seeking a receptionist. After being hired, she was quickly promoted to Processor, and then to Underwriter. She also accumulated extensive knowledge working for an appraiser, and she has worked both wholesale and retail.

She has also been employed by large banks, including Wells Fargo. Referring to her longevity in the industry, Candie muses, “I’ve been in the industry so long my NMLS number is only four digits.”

Candie is truly passionate about what she does for a living. “I love originating loans,” she says, “because I enjoy being able to talk directly to people when qualifying them. Even if I can’t qualify them immediately, I still give them constructive feedback and try to leave things on a positive note and with goals to work towards.

I’ll help them set those goals, then check back in a couple of months to see if we can get them qualified.”

Candie is proud of her association with E Mortgage Management and of the wide array of loan products she is able to offer, including down payment assistance programs, products for doctors, nurses, firefighters, police and other specific types of professions, as well

as many different loans for first time home buyers. “There might be ten different types of loans my client would qualify for,” says Candie, “and I’ll walk them through each so they’re able to make informed decisions as to which one is right for them.”

Strikingly, the entirety of Candie’s business is based solely on referrals and returning clients, a true barometer of the excellent customer service she provides. Equally impressive is her perfect, five-star overall rating on Zillow.com, comprised of dozens of glowing testimonials, a truly rare achievement. “I truly fight for my clients,” says Candie, who can also boast of a stunning 98% closing rate.

“Helping a client achieve their real estate dream of owning a home, and then seeing the excitement on their faces at the closing table is one of the things I love the most about this business,” says Candie. “I’ve had many clients cry happy tears at the closing, and my knowing that I helped them get to that point is incredibly rewarding.”

When she is not working, Candie enjoys nothing more than spending time outdoors with her family, which includes her husband, two children, a stepson, three grandchildren and 2 dogs. She also supports multiple charitable organizations that include the Salvation Army and Goodwill, and she has also donated her time to Habitat for Humanity.

As for the future of her business, Candie’s plan is for continued growth, and to help as many clients as possible achieve their dream of home ownership. Above all, however, remains her commitment to providing the very best customer service available in the mortgage industry.

For more information about Candie Devenne, please call 813-334-0238 or email CDevenne@emmloans.com 34

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 36

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

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

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

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

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

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JON DAGES JON DAGES

When Jon Dages went to a When fair Jon years Dagesago, wenthe tohada career career he had no ideafairit years wouldago, eventually no idea it would eventually lead to his dream career. After lead to his dream career.

After meeting a recruiter, he eventumeeting a recruiter, eventually interviewed andhe was hired ally interviewed and was at a mortgage company.hired “It at ainteresting mortgagebecause company.

“It was I knew was interesting because I knew nothing about the industry, but nothing abouthe thesays. industry, but it sounded like a great opportunity,” That was it sounded like a greatthe opportunity,” he says.

Thatafter, was in 2008, and although market crashed shortly in 2008, and although the market crashed shortly after, he persisted and created a successful path. Today he he apersisted and created a successful in path.

Today he is loan originator at PrimeLending Indianapolis. is a loan originator at PrimeLending in Indianapolis.

With a team of three people, including himself, he is Withtoa offer team superior of three service people,toincluding himself, he is able every client he serves. able to offer variety superiorofservice to every client he serves.

With a wide loan options, from conventional With a wide variety of loan options, from conventional to renovation, buyers can’t go wrong choosing Jon. to renovation, buyers can’t go wrong choosing Jon. The vast majority of his clients derive from referrals, vast majority of his clients derivewith fromreal referrals, aThe testament to his strong relationships estate a testament to his strong relationships withkeep real estate professionals.

“The biggest reason they referprofessionals.

“The biggest reason they keep referring me is because I deliver on what I say I’m going ring meheis explains. because I“I’m deliver what I saytransparent.

I’m going to do,” alsooncompletely to do,” he explains.

“I’m also completely transparent.

I’m direct and have a way of explaining things clearly I’mpeople directwho and have wayunderstand of explaining to mighta not the things processclearly well. people whoanyone might not understand process well.

Itonever leave in the dark, andthealways answer Imy never leave anyone in the dark, and always answer phone or call people back.” When working with my phone or an call people with Jon, either as agent or aback.” client, When you canworking expect to be Jon, either as an agent or a client, you can expect to be updated throughout the process with no questions left updated throughout process no questions unanswered.

“I just the really try towith be the best I canleft be unanswered.

“I justadvice. really try to be best Ipartners can be and provide sound I treat mythe referral and customers provide sound advice.

I treat my partners and as family members, as referral if they were my and customers as family members, as if they were my brother or sister.” brother or sister.”

Jon takes his time educating everyone involved, Jon takesthem his to time educating allowing make informedeveryone decisions.involved, Buyers allowing them to make informed decisions. truly appreciate their experience, and oftenBuyers leave truly appreciate and“As often leave glowing reviews.their One experience, recently said, self-emglowing reviews.

One recently said, “As self-employed first time home buyers (as well as out-of-state) ployed firstthe time home buyers (as well as Jon made process as transparent andout-of-state) uncompliJon made the process as are transparent and uncomplicated as possible.

There many hands in which cated as possible.

There are many hands in which your paperwork will pass through, PrimeLending your paperwork will pass through, PrimeLending Top Agent Magazine

ensured we became familiar with the process via a ensured we became familiar with the process via toa home buyers course and the easiest portal in which home buyers and documents the easiest to portal in which to upload all thecourse necessary submit the loan upload all the necessary documents to submit the loan application. We needed a loan pre-approval by the end application. needed a loanon pre-approval the in enda of the day toWe place an offer a home thatbywas of the day toJon place offer on a home was in a hot market, wasan able to provide the that pre-approval hot market, Jon was able to provide the pre-approval letter which enabled us to place an offer and ultimately letter which us tokept place an offercommunication and ultimately purchase theenabled home. He fantastic purchase the home.

He kept fantastic communication with us throughout the entire process, no question was withtrivial, us throughout the entire process, no question was too always represented every option available toous, trivial, always represented every to option available to professional in every aspect say the least. to us, professional in every aspect to say the least.

Personally we are thrilled with his services and highly Personally we are thrilled with his services and highly recommend him!” recommend him!”

When Jon isn’t working, he’s staying involved in the When Jon isn’t working, he’s staying involvedgroups. in the community through fundraisers and Realtor community through fundraisers and Realtor groups.

During any free time he’s playing golf, reading, or During any he’s and playing reading, or hanging out free with time his wife their golf, nieces/nephews. hanging out with his wife and their nieces/nephews.

Jon and his wife are also preparing to welcome their Jon and wife alsoinpreparing to welcome their new babyhis into theare world August 2020. new baby into the world in August 2020.

Looking ahead, Jon is excited to continue helping Looking ahead, as Jonpossible is excited to continue helping as many people towards their dreams of as many people as possible towards their dreams of homeownership. “The most rewarding part of this homeownership. most rewarding partas of this career is making “The the homebuying process stresscareer makingI the as stressfree as ispossible. lovehomebuying hearing my process clients say it was free as possible.

I love hearing my clients say it was an easy process.” an easy process.”

Jon Dages Loan Originator | NMLS: 60801

317-439-7313 | jon.dages@primelending.com 10333 N Meridian St, Ste 240, Indianapolis, IN 46290 All loans subject to credit approval. Rates and fees subject to change. ©2020 PrimeLending, a PlainsCapital Company. (NMLS: 13649) Equal Housing Lender. PrimeLending is a wholly owned subsidiary of a state-chartered bank and is an exempt 1st lien lender in Indiana; Indiana Secretary of State, Securities Division- Indiana-SOS Loan Broker Lic. No. 11169. v010918

Copyright Top Agent Magazine Copyright Top Agent Magazine 37

LOVA GOMEZ Lova Gomez got started in the mortgage industry in the summer of 2003, while he was taking a break from college. “I got it as a part-time job in New York,” he says. “I was doing a lot of refinances at that point, and I basically just kept doing it. I never went back to school after that, because I was doing so well at it.” Lova worked at this job until he moved to Florida and picked up mortgage work again, this time doing purchases with Chase Bank. “I left because I wanted to work more with firsttime home buyers [rather than] people buying vacation homes. I really enjoyed working with first-time homebuyers, especially Spanish-speaking customers.”

Today, Lova still works with Cross Country Mortgage, working with people buying their first homes. He has several offices in South West Florida, offering various programs and grants specifically tailored to first-time buyers to help with down payments. All of his business is referral based. “I did a little bit of radio advertising for a couple of campaigns,” he says, “but pretty much all of my business is referral, from customers, accountants, and REALTORS®.”

It’s Lova’s dedication to his clients that keep them coming back and referring him to their friends and family. He recalls one time when a REALTOR® called him at 9:30 at night, asking for him to contact a client that needed to put in an offer for a home. “It was 10:40 by the time I got off the phone, but I was able to do it,” he says. “I provide [clients] with excellent customer service. I make myself available to them, whether it’s a weekend or a late night. I know that if I were a REALTOR®, I would want [someone like] that on my team, someone I could call at any time if

I needed help on the financing part. I treat my clients well and get them the information they need.”

“I enjoy working with first-time homebuyers,” Lova says. “I enjoy it because I’m helping someone who has no idea what they’re doing. A lot of them even think that they don’t even qualify. When they speak to me and I tell them they do qualify, they’re surprised and excited. The loan process has gotten harder and harder, so to have someone hold their hand from getting them approved all the way to the closing table, and having them be happy and grateful...I think that’s the enjoyable part for me.”

When he’s not working, Lova enjoys spending time with his wife and two children. “I work so much that any downtime I have, I spend with family, whether we go to the beach or just hang out at home, I try to spend as much time with them as possible.”

Looking towards the future, Lova would like to continue working with first-time homebuyers. “I like the space that I’m in, I like working with these types of borrowers, so I’d like to organically grow as I have been,” he says. He’d also like to expand his social media presence, which is something he’s been working on over the past month. “I’d like to put myself out there more and show people what I can do and how I’m able to help them. Other than that, I’d like to continue doing what I do: providing people with good customer service. The business I’m in allows me to make a good living, but being able to help people, that’s what helps you sleep at night.

I choose to do this because I like to help people and find ways to make sure they’re happy.”

To learn more about Lova Gomez, please email lova@maxwellmortgageloans.com, visit crosscountrymortgage.com/Lova-Gomez, or call (239) 250-9373 https://

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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AUNDI GRONDAHL After working for more than 22 years in the mortgage industry, Aundi Grondahl has learned about lending from the ground up.

She first got into the industry when she moved to Nashville Tennessee as a young woman in order to pursue a singing career. Shortly after arriving Aundi met someone in the industry who needed a receptionist to work at their lending office. “They offered me a job and I thought why not,” Aundi recalls. “I didn’t really know what a mortgage was, but found the work very interesting. I got really into the business, and steadily worked my way up from being a receptionist to an assistant and then a processor. Finally, on January 1, 2020, I took the leap and became a loan officer.”

Today, Aundi is a loan officer with The Money Store, a full-service mortgage banker that operates throughout all 48 states in the continental US. Based out of her office in Tacoma, Washington, Aundi runs a thriving book of business throughout Oregon, Washington, Arizona, and California.

The Money Store offers a full range of traditional lending products as well as several niche products, including a unique program that is tailored for first responders.

Over the more than two decades Aundi has been in the industry, she has gained a vast body of knowledge about all aspects of the lending process. “I’ve had the opportunity to work with some of the biggest producers in the business and learn firsthand what works and what doesn’t,” Aundi explains. “At the same time, I was able to ramp up my business very quickly when I became a loan officer because of my network. My biggest referral partners are agents I worked with in the past, and they actually reached out to me because they were impressed with the work I previously

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did with them.” Her experience in the industry has proven beneficial for Aundi, and although she has been a loan officer for just 6 months, she is already at the point where 90% of her business comes from referrals.

Besides the depth of her experience, Aundi credits her personal touch as being the largest driver of her business. “One of the biggest mistakes I saw other loan officers make was not making their clients feel like they were top of mind. Your clients want to be able to reach you and feel that you are focused on their needs, so I place a huge emphasis on communication,” Aundi tells Top Agent. “On top of this, I take the time to write all of my clients a handwritten note whenever we close a transaction— I’m really proud to be able to help everyone I work with, and for me sending them a handwritten note expressing my appreciation is the least I can do.”

Outside of work, Aundi loves to spend time with her husband and their five dogs, and is involved in several charities and organizations in her community. She is a supporter of the Humane Society and several other dog rescue organizations in Tacoma, and is a member of an animal advocates group that fights against animal abuse. In addition, she helped start a networking group for alumni from her high school, which helps promote local businesses.

Looking to the future, Aundi is excited to continue providing her clients the personalized, high-quality service that they deserve. “I want to make sure that all my clients are treated fairly and equally. My goal is to never forget what people want: open communication with a loan officer who is focused on making sure that her clients are taken care of.”

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CARL HARRISON Carl Harrison has always aimed to help people achieve their financial dreams. He’s been working in consumer finance for over 35 years, and the past 20 years spent running his own branch company. “In June of 2019 I decided it was time to merge with Golden Empire Mortgage which has been a tremendous opportunity for my client’s, and of course myself, having a very large staff to assist in a fantastic marketplace we are in,” he says.

and concerns were addressed in a timely manner; if not immediately. He was always available, flexible, and so accommodating especially with my busy schedule. I greatly appreciate him and his work; I’ve recommended him to a handful of family and friends.”

Carl offers a wide variety of loan programs, which include conventional, government, jumbo, and HECM loans. “From the moment I engage with my client’s I always let them know we’re are all on the same team with the same goals and vision to make their experience meet or exceed their expectations,” he says. His competitive nature and teamwork philosophy focuses on ensuring his clients know that “Teamwork wins Championships, not Individuals.”

Carl loves what he does because he knows he’s making a difference in his clients’ lives. Whether it’s closing an escrow on a new home or refinancing a mortgage, Carl receives immense satisfaction in seeing the joy on his clients’ faces.

He even takes photographs to document the moment. “Home ownership is the American dream, and I know I am a part of making that happen for them,” he says.

Carl says that almost all of his business is repeat and referral clientele, mainly because of his esteemed work ethic. “I’m here for my clients, ready to navigate them through the process in the most efficient way,” he asserts. “My focus is to bring my skill set of knowledge and to always practice communication effectively and with the upmost integrity to earn their trust.”

This commitment to customer service has earned him stellar reviews from his clients. Writes one past customer: “Mr. Harrison is a very wise man. He will not steer you in the wrong direction. He handled everything from beginning to end which made it so easy for me. He kept in contact and updated me throughout the entire process. All my questions

Carl enjoys staying in touch with his clients on a regular basis. “I always set aside time to contact them just to say ‘hi’ or see how they’re doing,” he says. “They appreciate the fact that I care and know that I’m always available to help out with any financial questions they may have.’

Carl has always believed in giving back to his community.

Over the years, he has coached youth sports, participated in Christian study groups, and sat on local board committees.

“Right now, for me, it’s about spending time with my family and enjoying my three wonderful grandchildren.

When he does have free time, he enjoys traveling, biking, going to the beach and sporting events, and attending church on Sundays. He also loves walking his two dogs.

As for the future, Carl hopes to assist as many clients as possible in a post-Covid world. “Things will be a little different, and I need to reach out as much as possible to let people know I have the knowledge to advise them on making the best decisions,” he says.

To learn more about Carl Harrison (NMLS#51215), visit charrison.gemcorp.com, email charrison@gemcorp.com, or call his direct # (805) 279-7824 http://

2775 N. Ventura Road Suite 102, Oxnard, CA 93036 Golden Empire Mortgage, Inc. ("GEM") [NMLS ID No. 2427] is a California corporation whose principal business office is located at 1200 Discovery Drive, Ste. 300, Bakersfield, California 93309. GEM is a residential mortgage lender and servicer licensed by the Department of Business Oversight pursuant to the California Residential Mortgage Lending Act under license no.

413-0360. GEM conducts residential mortgage lending activities in the following additional states as follows: Arizona: GEM conducts business in the state of Arizona as Golden Empire Mortgage, Inc. under Mortgage Bankers license no. 0906440 issued by the Arizona Department of Financial Institutions. Colorado: GEM conducts business in the state of Colorado pursuant to a Mortgage Company Registration issued by the Colorado Division of Real Estate. Oregon: GEM conducts business in the state of Oregon under Mortgage Lending License no. ML-2891 issued by the Division of Finance and Corporate Securities, Department of Consumer and Business Services. Texas: GEM conducts business in the state of Texas as GEM Mortgage, Inc. pursuant to a Mortgage Bankers Registration issued by the Texas Department of Savings and Mortgage Lending. Notice to Texas Loan Applicants Washington: GEM conducts business in the state of Washington under Consumer Loan Company License no. CL-2427 issued by the Washington Division of Consumer Services, Department of Financial Institutions.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 44

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ROGER MANSOURIAN With nearly all of Roger Mansourian’s business deriving from repeat clients and referrals, it’s clear he’s doing something right. “I’m really honest and transparent,” Roger says. He got his start in the mortgage industry during the Great Recession, an admittedly difficult time to start a new career.

“My first experiences were with helping people avoid foreclosure, it was stressful but gratifying at the same time.” Five years ago he partnered with Robert Rodriguez, the director of a mortgage company, and together they started their own brokerage.

“He helped accelerate my growth. Today I have two loan officers, a loan processor and an assistant. It’s a small but very effective team.” At Vantage Home Loans, Roger is able to offer a wide variety of loans, including conventional and non-conventional. He also recently started his own YouTube channel, where he educates people on how the real estate industry works.

When working with clients, his aim has always been to guide them throughout the transaction. “I’m not trying to sell them on anything, I just want to be of service to them.” Roger’s approach stems from watching his parents struggle to purchase a home when he was a child.

“I remember looking at houses, and it never happened.

When I got older I asked why, and my mom said they didn’t qualify for a loan, they were short on their down payment by a very small amount.” He felt if they had the right loan officer, their lives would have been drastically different. “That’s the moment I realized, if someone took that extra step, it would have been an amazing investment for my parents.” Whenever Roger comes across a buyer who may not qualify for a traditional mortgage, he is not afraid to get creative and do whatever he can to get them towards their goals. “I know the wealth real estate can create, and I want to help as many people as I can reach that goal.”

This effort does not go unnoticed by his clients, as many love spreading the word about his work. One recently said, “Wow. Where to start? Such an amazing, Top Agent Magazine

hardworking, kind, honest, and attentive lender. Drove over 100 miles to join us for an inspection. Recommend Roger and his team to everyone! You will not be disappointed.

He goes above and beyond and truly cares for his clients. A++ I thought we were VIP clients and he was only working for us lol, but all the awesome reviews are testimony to how he makes EVERYONE feel important and listened to. He took our calls and worked tirelessly even while out of town! I can’t sing his praises enough. God bless you in your business and exciting future Roger!”

When Roger isn’t working, he’s giving back to the community through a non-profit called Handle with Care.

“Our goal is to help the homeless in the Hollywood area.

We put together 100-150 packages of food, water, socks and hygiene products once a month.” During any free time, he loves hanging out with his girlfriend, staying healthy, and going to the park with their dogs.

Looking ahead, there’s no doubt Roger will reach great heights. His goal is to continue growing and reaching as many people as possible. “I don’t want a huge team, it’s quality over quantity. My goal is to help people reach their dreams.”

For more about Roger Mansourian, please call 310-721-1297 or email Roger@vantagehomeloans.com, https://www.youtube.com/channel/UCkfi3xPaO9CCifVAVTglxnA visit his YouTube channel here Copyright Top Agent Magazine 45

BILL PENDLEY Bill Pendley began his career in the mortgage industry in 1998, soon after graduating college.

“I have always had an entrepreneurial spirit and wanted to learn what it took to be a real estate investor,” Bill says, “and the best way to do that was to get into the lending world.” Bill’s brother owned a small mortgage company at the time, Avenue Mortgage, and Bill worked there alongside his brother for over 20 years. “My family has always had real estate in their blood, and once I got into the business it confirmed that I had a passion for the industry.” Over the years, Bill has forged strong relationships with his clients by helping them achieve their real estate goals.

Now, a Loan Consultant with Caliber Home Loans based in Dallas, Bill serves the entire Chicagoland area helping in homeownership. “After my brother sold his company to a local bank, I decided to move to Caliber, and I’m so happy I did,” Bill says. “Every day I’m with this company I see more and more development of a beautiful culture they’ve instilled from the management down, along with amazing technology that creates a seamless transaction from start to finish. The staff is better than any I could have found, and I love having the support of all the systems in place to help make us successful.”

Bill utilizes a variety of different loan programs, including Conventional, FHA, VA, Jumbo, Home Possible, and many others to accommodate the needs of his clientele.

“In our industry, we have to continually adapt to our environment,” Bill says. He is always ready to expand his repertoire to suit his clients’ needs in the ever-changing industry. He has also created a video platform allowing him and his referrals partners to connect via social media and educate a broader audience on what is new and exciting in the real estate world.

Around 70% of Bill’s business comes from repeat clients and real estate partners, who appreciate his authenticity and energy, as well as his communication throughout the process. Bill’s goal is to be available at all times and provide quick follow up. “I really want to protect the client and make sure they have a great experience from start to finish,” he says. “When they get to closing the hope is that they are smiling from ear to ear and not having to experience some of the horror stories we hear in the industry.” Bill strives to be upfront and keep his clients informed so they can stay ahead of the curve.

“I take a conservative approach in giving quotes in the beginning and like to use ‘out-the-door’ costs, meaning that when the client gets to the closing table the figures are much lower than they expected. This sets the proper expectation and creates that wonderful experience on closing day. In fact, I always go to my closings because that day should be celebrated! I take a photo of our clients and thank them through the social media channels. I want them to know they are the most important part of the transaction. Without them we wouldn’t have a market and be able to do what we do.”

Bill likes to be active in his community. An avid runner and triathlete, Bill sponsors local races such as the Naperville St. Patrick’s Day 5K each year as well as other local events in the area. He and his colleagues donate as a team to community endeavors and give back to local businesses. When he is not working, Bill loves spending time with his wife, Laura, and their 9-month-old baby girl, Jordan.

In the future, Bill wants to continue developing relationships with agents and homebuyers. “I love being able to help somebody buy their first home,” he says. “To watch a person or family buy their first home is priceless.

Knowing they’ll create lasting memories and get to raise their kids in this home is such a fulfilling feeling. It’s the American dream.”

For more about Bill Pendley, call 630-330-5626, email Bill.Pendley@caliberhomeloans.com, or visit caliberhomeloans.com/loan-consultant/illinois/downers-grove/bill-pendley www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 48

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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DARREN POMPONIO Darren Pomponio began his career in the mortgage industry in 1998. He came to real estate from a background in sales, working for MCI and AT&T, and prior to that he served in the United States Air Force. Darren has been helping get his clients into homes for 22 years now, and during that time he has built a reputation for honesty and hard work.

As an Area Manager for New American Funding based in Novato, Darren serves the San Francisco Bay Area. Darren and his team service a variety of loan types, and he specializes in working with veterans. “I’m a military veteran myself, and I come from a military family, going back to the Revolutionary War,” Darren says, “so I’m really big on veteran loans.

I love helping veterans get into homes.”

Almost all of Darren’s business comes from repeat and referral clients. People keep coming back, and recommending Darren to their friends and family, because they appreciate his honesty and his strong communication. “I tell people how it is and what’s going on,” Darren explains. “I like to keep people up to speed and let them know that, good or bad, here’s where we are.

And because I’ve been doing this so long, I’m comfortable with the whole process, so clients appreciate that. I keep it real and down-to-earth.”

Darren also credits the leadership at New American Funding for his team’s continued success in challenging times. “A great thing about New American Funding is that we are a mortgage bank and we service our own deals. So we take the loan from start to finish.

Especially in the current market, you’ve seen a lot of other mortgage companies completely restructure, and some even shut their doors. But we’ve only gotten stronger.”

With his business based entirely on referrals, Darren has a robust system in place for keeping in touch with past clients. He also maintains a strong network of relationships with local Realtors®, and has been sponsoring monthly broker open meetings for the past three years.

“It’s a way to get Realtors® together and talk about what’s on the market, what’s coming soon, price changes, and anything else that’s going on,” Darren says. “We hold this meeting every month, and that consistency has been one of the biggest things that’s helped me be successful.”

Outside of his business, Darren is an active member of his local community. He is on the Board of Directors of VAREP, the Veterans Association of Real Estate Professionals. He also belongs to his local Rotary and is a past President of the Downtown Novato Business Association, as well as a past board member of the Novato Chamber. Darren also belongs to the American Association of Realtors®, where he is Chair of the Government Affairs Committee.

When he is not working or giving back, Darren loves to spend time with his family. He has two teenage daughters who are actively involved in sports and the arts, so one of his favorite activities is going to their softball games and plays.

In the future, Darren wants to move back to the mountains while able to keep providing his clients with the same great service, helping them achieve their real estate and financial goals. “Especially in the current market, with rates at historic lows, it’s great to help get my clients into a better position financially,” Darren says. “Whether it’s getting them into a new house or refinancing, I love helping clients get the best product or payment or house that they can.”

To find out more about Darren Pomponio, please call 415-827-9400, email Darren.Pomponio@nafinc.com, or visit www.darrenpomponio.com Top Agent Magazine

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MARIE RITZENBERG Marie Ritzenberg began her journey in the mortgage industry seventeen years ago, fresh out of college. “The mortgage business was booming then,” she remembers. “I started off as a loan officer assistant and basically worked my way up the ladder, and here we are now.” Nearly two decades later, Marie has established herself as a consummate professional, complete with a reputation for attentive service, resourcefulness, and a personal touch.

Today, Marie spearheads her work under the banner of Primary Residential Mortgage Inc., supported by an in-house staff of loan officers, processors, and professionals. Together, they serve clients from their Columbia, Maryland home base, with Marie driving a following of repeat and referral clientele that constitutes almost the entirety of her business.

While Marie and her team are well-versed in a host of conventional loan options, she also offers borrows access to a full range of down payment assistance programs, Maryland-based incentive programs that reduce the burden or student loan debt upon a home purchase, renovation financing, and more. “The fun part is the problem-solving,” Marie says, “figuring out each unique scenario and determining the best structure. It’s also about the personal touch and the connection with a client. Customer service is number one, and my clients and I build a partnership and a friendship. It’s a privilege to be able to help my clients and be part of a chapter in their lives.”

Over the course of her career, Marie’s relationships with clients have stood firm. In some cases, she has

worked with the same client for more than six different transactions—a testament to her longevity and proven track record. To keep connections going strong, she reaches out regularly with relevant market updates and invitations to client appreciation events that bring new and familiar faces together. “Having a referral-based business says a lot about our reputation,” she says. “To be in this business for as long as I have, while raising a family, has been so rewarding. I love what I do and I love helping people. It’s not just about getting from A to B. There’s the goal and the finish line, but it’s also about standing alongside your fellow professionals and working together to get it done and get your client there. In that way, I keep it pretty simple and straightforward, and that’s worked for me.”

Beyond the office, Marie gives back to her professional community through her affiliate membership with the Howard County Association of Realtors.

In her free hours, she relishes time spent with her husband and two children, and their family dog.

Together, they enjoy traveling, hiking, fishing, and exploring the great outdoors.

As for the future, Marie intends to keep momentum going strong. “We want to stay consistent, continue to grow, and grow our team,” she says. “All the while, we keep our customers at the forefront, show that we care and that to us, it’s not just a transaction. When you do right by someone and keep that perspective in mind, it all comes back around.”

To learn more about Marie Ritzenberg, email mritzenberg@primeres.com, call (443)-472-7100 or visit MarieRitzenberg.com www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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JANNA VALENCIA Janna Valencia has worked in the world of real estate for most of her life. She grew up showing houses with her mother, who has been a full time Realtor for 50 years.

In 2016, a friend recommended that Janna look into the mortgage industry, noting how well it suited her sociable and hardworking nature. Sure enough, Janna had found the perfect match. “The mortgage industry really fits me,” she says. “It is so gratifying to see each one of my clients close on their home.”

Today, Janna is a Loan Officer for Movement Mortgage, where she has a growing team to assist clients throughout San Antonio. Over the years, she has built a strong workflow around her tenaciousness and a drive to succeed for her clients. “I don’t give up,” she says. “If my clients need help or come across a problem, I’m going to help find a solution for them.”

When working with clients, Janna and her team offer a variety of financial options. Most importantly, Janna values finding the right solution for her clients, prioritizing their needs above all. “When I take an application,” she says, “I will work with that client until I can get them approved and into a home of their own.”

Her clients are like her family, and she will do whatever it takes to assist them.

Outside of her career, Janna remains active in her community. On top of supporting her local food bank, she also contributes to an area organization focused on reintegrating homeless families into society. When she is not working, Janna can be found studying for a doctorate degree in her second passion, Natural Medicine and spending quality time with her family. Janna is also a published author and columnist.

After she sold a business in 2013, Janna had the opportunity to study at the Ziglar Corporation, earning her certification as a Ziglar Legacy Trainer. She now uses this certification to teach the power of positive thinking, goal setting and achievement. She has harnessed these lessons in building an accomplished career around her community, compassion and never-quit attitude.

Looking ahead to the future, Janna envisions the further growth of her team of mortgage professionals and Realtor partners. “My team drives me,” she says. “My mentor, Zig Ziglar, said, ‘You can have everything you want in life if you just help enough other people get what they want.’ This is my mission statement.”

Over the years, Janna has won herself an outstanding reputation in the area, with the vast majority of her volume coming from either repeat clients or referrals.

Additionally, she has earned an equally strong standing among Realtors. Still licensed as a real estate agent, she can use her prior experience in the industry to help Realtors better navigate the ins-and-outs of a transaction.

For Janna, the highest reward of all comes from the work itself. She prides herself in her ability to make a difference in the lives of others. “I find great satisfaction in helping people.” she says. “They are trusting you with the biggest purchase of their life. I truly value that responsibility.”

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To learn more about Janna Valencia please call (210) 850-7568, email Janna.Valencia@movement.com, or visit ValenciaMortgages.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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WILLIAM “JOEY” WILKOLASKI From a young age, Joey Wilkolaski was intrigued by the real estate industry. He earned his real estate license at 19 years old, jumping on board with a very successful team. “In my first few years in real estate, I experienced 250 transactions, it was a tremendous amount of volume,” he says. Seeing the true potential this path had to offer, he transitioned into another office for a few years, then switched to auto sales after the recession hit. “I quickly became a finance manager and was able to start investing into real estate myself,” Joey explains.

After becoming a general sales manager, he decided it was time to return to real estate through mortgages.

Today, he’s a successful loan originator at Greentree Mortgage Company, LP, NMLS ID1283354 , serving all of New Jersey with his home office conveniently located in central New Jersey. He is also a licensed mortgage originator in Pennsylvania. With years of experience as an agent and real estate investor, he is uniquely qualified to offer sound financial advice and guidance throughout each transaction.

gaining over 800 followers within just four months of creating his page.

After the transaction, clients love spreading the word about his work. One recently said, “I would 100% recommend Joey Wilkolaski. He went above and beyond to get my husband and I our mortgage. I can honestly say I do not know if we would own our home today if not for Joey. There was a lot that had to go into getting us approved but Joey was with us every step of the way and through his guidance found us a mortgage. If you are looking for a mortgage lender you need not look any further.”

As Joey looks ahead, he sees a bright future with Greentree Mortgage while continuing to expand his portfolio of investment properties, which he has been working on for the last 8 years with 9 total rental properties. While he continues to grow, he’s loving every minute of this path and can’t wait to help more people achieve their dreams of homeownership.

“It’s rewarding to help people save money and get them towards their goals. I’m happy every day that I get to do what I do.”

The vast majority of Joey’s business consists of repeat clients and referrals, many from people he’s worked with in the past. “I have people coming back to me that I worked with when I was an agent,” he says. “I understand this industry from all sides, and I know what it takes to make a good deal work.” Joey treats each transaction as if it were his own, carefully leading his buyers in the direction of their goals. He recognizes the importance of each purchase, leaving no questions left unanswered so everyone is on the same page.

When it comes to staying in touch with his past clients and referral partners, he prefers to do so in person or on the phone. “You can really gauge their emotions that way, and connect with them on a personal level,” he says. Joey also utilizes social media to stay involved, Top Agent Magazine

For more about Joey Wilkolaski, NMLS 1864807 please call 609-992-9294 or email jwilkolaski@greentreemortgage.com Copyright Top Agent Magazine 55

mailto:mag@topagentmagazine.com

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