NATIONWIDE MORTGAGE EDITION
COVER STORY
DANIEL CONTRERAS TOP MORTGAGE LENDERS
DAVID BETBADAL STEPHEN BOUCHER LANA JERN JOSEPH PETRALIA DENISE QUINN NADIA SINISCALCO
IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS
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THINGS THE BEST LEADERS NEVER SAY
NATIONWIDE MORTGAGE EDITION
DAVID BETBADAL STEPHEN BOUCHER
How did David Betbadal become Applying one timely manner. His communication for a mortgage can be one of the ence can fully skills grasp and understa 7 most nerve-wracking experiences 15 a person me through of the most trusted names in mortgage are among the 19 best inwalked the business. Heeach and ever can experience, and the importance of the process it made me feel m lending in the Metroplex? After gradresponds to clients promptly and and always finding a mortgage broker who can guide comfortable about this potentially uating from UC Santa Barbara with a lets them know immediately if there’s an one through the process and make the entire life decision.” degree in Business/Economics, David issue to work through. transaction run as seamlessly as possible can thought he wanted to become a lawyer. not be understated. Steve Boucher, Branch Stephen reciprocates his client’s and Loan Originator with Envoy works to maintain and nu After being accepted to law school,Manager he David hosts large CE and classes to hard support Mortgage in Franklin, Massachusetts is dedihe and forms with them. found that many of the successful lawyers and educate local real relationships estate agents cated to providing each of his many grateful CRM system to stay he met hated what they were doing. So develop relationships with new referralin touch with c clients with the very best in customer service. referral partners,” he explains, “wh in 2001, he dove into financial services partners. He gets to know them personout emails on birthdays and the anniv JOSEPH PETRALIA LANA SINISCALCO DANIEL CONTRERAS DAVID BETBADAL STEPHEN BOUCHER work with JERN a focus on mutual fundsDedicated, and ally soNADIA they can each sensethey whether detail-focused and possessing the when bought or their home. I als insurance. There he first learned about not they’ll have a strong, beneficial Petralia entered the mortgage industry forSiniscalco University employees. “Considering myto do an annual review ofWhen ability to demystify the convoluted loan process, herself Stephen their itmortgage cemented as a them comes toank of glowing testimonials – toNadia confirm that has na Jern, owner Joseph of Uptown works diligently protect hisinclients. licensed in Maine, opportunity ask each if 27 theyother’s have any friends, 20earning 23torising 24 by way of financial planning. After inAlso financial planning, I take the mortgage industry and soon found relationship thata can tohelp star world. Two years growing sphere rel o Uptown Mortgage is leading thebackground way inthe mortgage er, Colorado, has nearly New Rhode Island, Florida and Connecticut, could use my services.” Master’s Business a people very educational approach myheworkco-workers with ago, she broke into the business asbusinesses. atoresidential the extra mile to had a Finance, passion he formade helping intoHampshire, To stay inthat touch with current customer service. “We shopped several perience underhisher belt. inhe has been working in the mortgage since realtor 2003. name for himself as an astute financial planner, clients,” says.community “I’m able to“Igive assistant at industry a local bank. In clients David checks in closing landing with lending Lana Jern atJoseph ustry knowledge allows homes. He spent over a lenders decade before as a bank partners, by table has Top Loan Originator Denise Quinn so Ib was working at anshort investment company right out of college,” though he was always intrigued by the mortaorder, clear, comprehensive picture of how their a major factor in Stephen’s she worked her way up the ranks to Perhaps referral continued partners, shs Uptown Mortgage. Lana and her staff were many clients with exceplender. In April of 2017 he joined Guarphone, email or text. For past clients, of Valley Federal says he recalls, “and our ifbecome I had any I wanted invest, I’daspects that he obviously loves what he for a living. gage-related he prompt with purchase will impacttothe others of their anmoney incisive processor and then aput prom-Mid-Hudson cialdoes advisors, real processing loan…Lana her honest business ethos aspects of his work. When very anteed Rate, a correspondent lender in he touches base from to time toother letNew it into real instead ofofficer. the stock market. That’s when I enjoy the satisfaction I get when weprofessionals reach loya the e Credit Union intime Middletown, offered financial life.” ising loan Along the way, she garnered was always patient andestate always available ntinue to returnwas to her for a role in mortgages seven years Dallastowhere currently the VP Lending. them know he’saspects thinking of and he thoughtful switched to doing mortgages.” transaction, andsends the client is thanking help ago, Joseph decided take he the isplunge. hands-on in all of thethem appraisers inspe toInanswer allof ofMortgage our questions. Throughexperience the needs, as well as referring York is approaching nearly threemetoforends through what could have beenpersonal a confusing proces birthday and anniversary cards. transactional process, shadowing successful connectio the time since, he has crafted a reputation entire for Beyond his diligent work with borrowers, process Lana was re-analyzing our decades in itthe mortgage industry. they Ninety-five percent offor Stephen’s business based onthe repeat making simple, and of course for closing on originators and capably learning ropes.referral birthday and holid Guaranteed Rate funds application all of their toown except steadfast communication, follow-through, Joseph nurtures hisisrelationships with saveloans, us money and a week Serving primarily Orange, Dutchess clients and referrals. These referrals comeofficer from awith variety ofa mutually enthuses. “Knowing that I often savednews themstres som Now, Nadia is a loan Dedham industry that career in the and mortgage before closing saved us $1100! Her office was a personal brokered touch. partners, as well. He believes in loans. Because David had a vast amount of What does David like most about his work? “I like that my sources, though the bulk ofwhere them are from past clients, athat sure and that I Counties always had in their interests inand min and Sullivan thebest southSavings, she has built a effort steadfast repudrip campaigns. engthy career managing herexperience previous open jumbo on evenings andhe weekends which help immensely,” beneficial, collaborative maximizes LANA JERN JOSEPH PETRALIA DENISE NADIA with loans, sought out a non-bank effort destiny,” he says. “ItoSINISCALCO love sign that Stephentation is taking very goodcontrols careQUINN of hismy customers. satisfying me.” the flexibility. for her communication skills, ability to ctice. FollowingBased her divorce, she worked reads just one of many. in Rochester, Joseph focuses the options. He soon found that the business ofpart the also agents works alongeasternthere’s of theheEmpire State, shesaid has a stellar tive lender with a lot of jumbo something to be forbuilt the excite“I am really responsive to myBut clients,” hetouch. says. “Ireally have the execute, personalplanning To stay in involv ant for other dental practices, soon majority of workbut in the western New York and side.and Ofacourse, a path toward future reputation as a trustworthy lending professional who smom conforming, VA, FHA, physician and other loans were ment someone has in their voice when they finally close, ability to explain things them in terms they can underWhen Stephen isn’t working, Boston he enjoys nothing communiti h that job and began about forthe a support Whileof Uptown Mortgage offers a wide variety of loanto prodFloridacasting markets. With a dedicated processor, goals is a central theme in Joseph’s work, and he applies the consistently puts her borrower’s needs front and center in stand. I also have helped them get a good deal on rates spending time with his twin daughters and coach also much easier to execute through a non-bank lender. when they finally get into the home they were hoping for!” Today, Nadia thehis greater area andpartgenerates variety of civic and charitable or recommendation a friend who believed ucts, Lana professesofa special affinity for aproactive particular subsetserves in heofhas managed to derive a sizable contingent his busisame perspective workBoston with referral and closing costs. I help them with many things, including softball and soccer teams. He also gives back The to the every transaction, and is willing to hold their hands for the 100% of her business through repeat and referral clientele. National Multiple Sclerosis Soci “There is so much flexibility with what I can do that I To give back to the community, David and his wife have n the world of ness mortgages, Lana decided of borrowers. “I would say we do really well with first-time through repeat and referral clientele, and has forged ners, as well. “When it comes to working with Realtors, it’s making sure theirWhat’s insurance overpriced.” nity via histomembership in the local Chamber of fo C more, sheisn’t leverages aoften-convoluted variety of loan products Suffolk University, Dress ickly landing job withprofessional a localhaven’t company, home she says. “All of my originators are really hadwith to say ‘no’ referral very much,” he says. “I’mhome able donated thank you meals to the local policeatstation and are duration of thebusiness process. best lasting bonds thebuyers,” agent partners important that we discuss strategic planning, andand the local Downtown Partnership Organizatio serve buyers of all kinds—from a popular MHP1 product Boys & Girls Club. “I try to get running. “I initially knew nothing about skilled at knowing the rules, and are experienced enough to help realtor partners and find a loan that as works for feel involved inbest his children’s schools. Now that his chilhe works alongside. To my account for his swift upward trajeceven weclients have our very own goals individually, we alsoalso share them The gratitude his for his services is illusbeen for known to contribute financially fundr geared towards first-time homebuyers to options nity and we do a lot of tovolunte ana, “but I wastory goodthus at math and I’dcites run knowledge, that there client are rarely any surprises. Going into theJoseph process, far, Joseph empowerment, joint goals,” says. “Together, we help each other most every client.” dren are a little older, he plans to expand his donations and trated by the perfect five-star rating he holds on Zillow.com, clients have organized. Denise began heremployees. career in thecore mortgage plifi regional state and municipality At the office,” industry Nadia says.inAt Dedham for 15 years.” She mastered her aswe what toofexpect.” and quickly wise financial counsel theknow hallmarks his working grow our respective businesses.” All including in all, Joseph especially comprised of dozens of glowing testimonials, this volunteer work towas support localforthright emergency In 1992, whenNadia she working towards aonresponders. Master’s of her working style, cites education, the Event degree Planning andDen Volu and after four years of success working style. Likewise,AJoseph is a people person who brings posivalues interpersonal component of his work—whether one: “Steve is the extremely professional and knowledgeable Looking to thewith future, Stephen’s plans are to simply stunning 75% of David’s business comes from referhis free attention time, heInformation time wife and communication, and toloves detail to as spend the foremost freehis hours beyond the office, Nad ded to venture tivity out onand herenthusiasm own, opening Lana, a self-professed “numbers person,” enjoys the in Management Systems and Computers. “I texts to the transactional process. “It’sabout all loan partnering with industry colleagues or educating a borrower and mortgages. What makesthus him ideal work doing what he’s doing. Less interested growth her success far. “I to believe thatbest knowledge with family andhelovedin ones, trav rals from realtor partners, financial services children. “My wife is my friend. I adore her!” n 2000. often-challenging loan process. “A advisors loan isdrivers a and lot oflike a decided I wanted start myincareer,” shethe recalls, “so hom about communication,” Joseph says. “Buying a home canwith be is on options. thattheir he best breaks down the intricacies andto specific maintaining current food level Iscene ofwent business and ex Nadia says. “I really the He timealso to explain Boston’s alongside he she him explains. “I’m in heaven that I is getpower,” toHe do logic past clients. puzzle,” What sets apart from lenders? says. “I adore my take kids.” enjoys golfing. “I’m notclearly an incredibly nerve-wracking process, especially if you’re a other details about theto confusing loan process into language and client service he provides, he has found h to a job fair. AT&T, Apple and MCI were all there, so I got who clients and referral partners what the whole lending ng a highly-dedicated team focuses of twelvehis attention puzzles all on daytaking long.” care She also takes pride in her ability of the andlike very good at it,loan butJoseph I really enjoy it.” Forspot. the future, David first-time homebuyer. It’s also one of the largest investments Toclient give back toishis Rochester community, is involved terms that someone myself with minimal experisional sweet all of their information. As I was leaving, I saw a guy at a emp process entails. I’m very detail-oriented and I breakdown Looking ahead, Nadia has plans n, Jason – Lana has established a solidstraightforward to alleviate the stress and fear thatthem often go hand-in-hand always and honest. “I let know as sequence hopes from to continue and growingtrajectory, his business. of a client’s life. We make sure our clients are informed, in the city’s Italian American community, thelearning Jewish Federthe whole finish. Iand go out of my wayto know with he nding professional who can be trusted with applying for a loan, something she attributes totable her next tostart thetodoor, I wanted what hishopes jobto grow have comfortable, and confidant throughout the process.” ation of Rochester, the Golisano Children’s Hospital, and his ownrelationships soon as possible whether or not the deal will be workable,” Eventually he’d love to develop property portto hold my clients’ hands and explain things thoroughly.” in the years to com y for her clients and provide them with years working in a dental office. “When someone goes to It turned out he owned a mortgage company.” was. That the Verona Street Inpersonality his free hours ForAnimal more information about Stephen Boucher, he says. He the also has they’re a broadafraid loanthey portfolio allows folio.Society. With his dedication tobeyond his clients, histofamily, and his of experience Nadia’s nurturing ensures that clients parlay her years nce while navigating the often-convodentist, won’t bethat ableLikewise, to afford their encounter has morphed into her multi-decade career, and Whi Under the banner of Genesee Regional Bank, Joseph the office, he most enjoys time spent with family and loved benefit from a calming process amidst the twists and turns the future. Finally, Nadia Sinisca him to serve a wide variety of people, which he does in a community, he’s sure to make those dreams a reality! The majority of Lana’s business is based treatment, and they’re afraid you’re going to call hurt them. please 508 - 356 - 4741 or email Steve@envoymortgage.co
DENISE QUINN
CONTENTS
4) 10 SECONDS TO CHANGE A HABIT
17) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS
13) 4 EASY WAYS TO REDECORATE YOUR 21) 9 THINGS THE BEST OFFICE THAT WILL BOOST LEADERS NEVER SAY MORALE & IMPRESS 25) TURNING YOUR CLIENTS offers clients access to a variety of loan products, as well ones—especially his significant two rescuerespected she is currently oneand of the the applying homebuying process. other Throughout, shemost always keeps oflenders her work working that she enjoys payd most red clients, which is the surest sign of That’s the same kind of angst someone has of when PROFESSION INTO as the proven support of 115 bank employees and forty dogs—and also relishes the chance to play piano, run, cycle, agents and borrowers informed of progress and next steps. of the American Dream of home n. “If you read our reviews,” says Lana, for a loan, and I focus on alleviating that stress,” says Lana. in her area. find in the With streamlined travel, and try always new restaurants the area. “I’ve veryindetail-oriented and I pride myself people achieve the dream of ow AbeenPASSION our clients feelprofessionals really well taken caremortgage of. “I division. like making mya clients happy, and helping them achieve their Copyright Top Agent M
DANIEL CONTRERAS
To find out more about David Betbadal,
in-house underwriting, processing, on my communication skills. I keep all parties of a trans“When they get that approval and nicative and we’re fair andprocess honest. Ithat thinkincludes something they thought they couldn’t.” Mid-Hudson offers a wide of loan products, closing, clients benefit from an efficient transactional As for the future, Joseph intends toValley continue expanding his variety action informed and there’s never a time where people are rewarding to see them realizing ate that. We areand professional throughout email david.betbadal@rate.com, call 214 918 9957, timeline. Among the several niche offerings in his reperbusiness mindfully, with a focus on maintaining superlaand Denise is an expert at connecting her borrowers with the an honor.” Den unsure about where we are and what’s next.” of that process is such nd we deliver what we say we’re going Looking to the future, Lana plans to eventually hand her toire, Joseph offers access tobusiness options like the First Home tive quality as he seeks to add new team members to the over to her son Jason. “He’s a smart kid, and he’s product that best suits their needs. “We have a wide variety her guaranteedrate.com/loan-expert/davidbetbadal or visit Phone 888-461-3930 | Fax 310-751-7068 Club Program, which grants got $7500 to qualifying first-time alsothen, hopes to expand his presence in the Florida really good people skills,” sheranks. says. He Until she of mortgage products tailored to meet our client’s needs. with buyers. Likewise, Regional“I’m Bank and Buffalo real estate scenes. For now, Joseph is no further than Yelp – on whichGenesee site explains, justpartners going towith keep originating, andregional make sure mag@topagentmagazine.com | www.topagentmagazine.com We can assist them with purchases, refinances, construction Eme the comprised University of of dozens Rochester our as asuccess preferred lender, offering content to parlay his knack for numbers and people to build t five-star rating continues.” Copyright Top Agent Magazine loans and home equities as well as First Time Home Buyer also incentives for medical professionals and a $9000 grant community in his hometown, one aspiring buyer at a time. nadia.siniscalco@dedhamsavings.co No portion of this issue may be reproduced in any manner whatsoever withoutemail prior consent of the publisher. Top Agent Magazine www.
To learn more about Nadia Siniscalc
programs. I work with them to find the right mortgage
Com
is published by Featureabout Publications GA, Inc. Although precautions are visit taken dedhamsavings.com/nadia, to ensure the accuracy of published materials, For more information Lana Jern, or “I’m callalso (781)hom 45 program tosupplied fit their by circumstances,” says Denise. Top Agent Magazine cannot be heldmore responsible for opinions expressed or facts its authors. To subscribe or change To learn about Joseph Petralia www.
State of New York Mortgage Advisory Committee,” e call 303 -839-5262 or inquiry email address, send mag@topagentmagazine.com. Published inon thethe U.S. emailtoLana@UptownMortgage.com jrpetralia@grbbank.com, call (585) 402 – 5084, she says, “so I do a lot of Sonyma (state of New York Mortor visit GRBbank.com/Joseph-Petralia gage Agency) loans, and right now they have a rehab loan Copyright Top Agent Magazine 2 Top Agent Magazine that offers a $20,000 grant for foreclosed properties.” Copyright Top Agent Magazine www.
With more than 65% of her business based on referrals from
Den Fina busi she clien
Copyr
mailto:mag@topagentmagazine.com
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10 Seconds to Change a Habit By Barry Eisen
I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). 4
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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine
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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes
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When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.
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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.
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Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, Barry Eisen. All rights reserved.
Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 6
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DANIEL CONTRERAS Top Agent Magazine
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DANIEL CONTRERAS Daniel Contreras, Founder of Western Mortgage Capital in Chula Vista, California brings a refreshing humility and sense of integrity to the often, cut-throat lending industry. His true concern for his borrowers and his strong advocacy for their best interests has resulted in a solid reputation as a lender who can be trusted 8 Copyright Top Agent Magazine
to shepherd even the most difficult transactions to a successful conclusion. Daniel, a former Scientist at the University of California, San Diego, began his journey in the mortgage industry in 2005. “My wife got into the business before I did, as a loan officer. Top Agent Magazine
I started helping her out part-time as a Loan Processor,” he recalls. “We were very young, and my wife was pregnant. To be honest, Scientists didn’t make a lot of money and the cost of living is high in San Diego. Initially, I wanted to be a part-time Scientist and a parttime Loan Officer. However, the market was very busy at the time and there was so much work, I had to put my science career and medical school on hold. While that decision may have been difficult, his stellar success in the industry easily justifies the choice he made. Top Agent Magazine
Daniel points to that science career as being one reason he has excelled in the mortgage industry. “I’m very methodical about the way I do things,” he explains. “I see each transaction as a science problem. I try to figure out what the best practical method is to get my clients from point a to point b, and what is most beneficial for them. I believe in systems, and we have a very good system in my office. I also studied the Core Training method, the number one mortgage coaching system in the nation.” Copyright Top Agent Magazine 9
Western Mortgage Capital offers a wide variety of loan products. “It can be very expensive to live in the San Diego area,” says Daniel. “So, we offer down payment assistance products, we have County, City programs, CalFHA loans as well. We also offer the NHF Sapphire down payment assistance program.” While Daniel’s highly-structured, detail-oriented approach ensures a smooth transaction, his friendly, approachable demeanor also plays a huge part in his continued success. Perhaps 10Copyright Top Agent Magazine
the best evidence of this fact is the impressive number of glowing reviews he and his team have received, including this one on Zillow. com: “It was more than amazing working with this group. They went above my expectations, and any problem we encountered was successfully addressed. They were patient and helpful when explaining and answering any questions we had. We would highly recommend them to other home buyers. On a personal note, we loved the way we were treated; it was like we had known them for a long time and we felt comfortable asking any question.” Top Agent Magazine
Though, many in this industry would point out the financial benefit as their primary source of job satisfaction, Daniel’s sincerity is obvious when he says that it’s the more personal side of the business that he finds most rewarding. “I love speaking with people,” he says. “I love the human interaction. I love helping families, espeTop Agent Magazine
cially first-time home buyers.” He also has a special affection for assisting veterans. “I served our Country in the Reserves,” he says. “When I have a VA loan, an additional credit is given to the Veteran/Active Duty Member to cover closing costs. It’s my way of thanking them for their service for providing us our freedom.” Copyright Top Agent Magazine11
When he’s not working, Daniel is actively involved in his community. Through his church, he works with the International WeLoveU Foundation, which works to improve the lives of the global community beyond the borders of nationality, race, social standing and religious background. He also loves spending time with his family and their two dogs.
When asked what advice he might have for those considering a career in the mortgage industry, Daniel’s answer is reflective of his overall business ethos: “Do your best. Be honest. Above all, don’t try to get it all in one shot. Just take baby steps, pay your dues, and eventually you will be successful.”
For more information about Daniel Contreras, call 619 - 942 - 5111 ext. 5, or email Daniel@westerncapitalmtg.net
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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine
wouldn’t exactly inspire productivity or morale, would it? The fact is humans take all sorts of social, behavioral, and emotional cues from our environments. And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your
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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.
1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners? Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.
2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible. You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time. 14
3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.
4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated. If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture. Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations. Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.
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DAVID BETBADAL How did David Betbadal become one of the most trusted names in mortgage lending in the Metroplex? After graduating from UC Santa Barbara with a degree in Business/Economics, David thought he wanted to become a lawyer. After being accepted to law school, he found that many of the successful lawyers he met hated what they were doing. So in 2001, he dove into financial services work with a focus on mutual funds and insurance. There he first learned about the mortgage industry and soon found he had a passion for helping people into homes. He spent over a decade as a bank lender. In April of 2017 he joined Guaranteed Rate, a correspondent lender in Dallas where he is currently the VP of Mortgage Lending. Guaranteed Rate funds all of their own loans, except for brokered loans. Because David had a vast amount of experience with jumbo loans, he sought out a non-bank lender with a lot of jumbo options. He soon found that conforming, VA, FHA, physician and other loans were also much easier to execute through a non-bank lender. “There is so much flexibility with what I can do that I haven’t had to say ‘no’ very much,” he says. “I’m able to help my realtor partners and find a loan that works for most every client.” A stunning 75% of David’s business comes from referrals from realtor partners, financial services advisors and past clients. What sets him apart from other lenders? He focuses his attention on taking care of the client and is always straightforward and honest. “I let them know as soon as possible whether or not the deal will be workable,” he says. He also has a broad loan portfolio that allows him to serve a wide variety of people, which he does in a
timely manner. His communication skills are among the best in the business. He responds to clients promptly and always lets them know immediately if there’s an issue to work through. David hosts large CE classes to support and educate local real estate agents and develop relationships with new referral partners. He gets to know them personally so they can each sense whether or not they’ll have a strong, beneficial relationship that can help each other’s businesses. To stay in touch with current realtor partners, David checks in by phone, email or text. For past clients, he touches base from time to time to let them know he’s thinking of them and he sends thoughtful birthday and anniversary cards. What does David like most about his work? “I like that my effort controls my destiny,” he says. “I love the flexibility. But there’s also really something to be said for the excitement someone has in their voice when they finally close, when they finally get into the home they were hoping for!” To give back to the community, David and his wife have donated thank you meals to the local police station and are very involved in his children’s schools. Now that his children are a little older, he plans to expand his donations and volunteer work to support local emergency responders. In his free time, he loves to spend time with his wife and children. “My wife is my best friend. I adore her!” he says. “I adore my kids.” He also enjoys golfing. “I’m not very good at it, but I really enjoy it.” For the future, David hopes to continue learning and growing his business. Eventually he’d love to develop his own property portfolio. With his dedication to his clients, his family, and his community, he’s sure to make those dreams a reality!
To find out more about David Betbadal, email david.betbadal@rate.com, call 214- 918- 9957, or visit guaranteedrate.com/loan-expert/davidbetbadal www.
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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 18
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STEPHEN BOUCHER Applying for a mortgage can be one of the most nerve-wracking experiences a person can experience, and the importance of finding a mortgage broker who can guide one through the process and make the entire transaction run as seamlessly as possible can not be understated. Steve Boucher, Branch Manager and Loan Originator with Envoy Mortgage in Franklin, Massachusetts is dedicated to providing each of his many grateful clients with the very best in customer service. Dedicated, detail-focused and possessing the ability to demystify the convoluted loan process, Stephen works diligently to protect his clients. Also licensed in Maine, New Hampshire, Rhode Island, Florida and Connecticut, he has been working in the mortgage industry since 2003. “I was working at an investment company right out of college,” he recalls, “and if I had any money I wanted to invest, I’d put it into real estate instead of the stock market. That’s when I switched to doing mortgages.” Ninety-five percent of Stephen’s business is based on repeat clients and referrals. These referrals come from a variety of sources, though the bulk of them are from past clients, a sure sign that Stephen is taking very good care of his customers. “I am really responsive to my clients,” he says. “I have the ability to explain things to them in terms they can understand. I also have helped them get a good deal on rates and closing costs. I help them with many things, including making sure their home insurance isn’t overpriced.” The gratitude his clients feel for his services is best illustrated by the perfect five-star rating he holds on Zillow.com, comprised of dozens of glowing testimonials, including this one: “Steve is extremely professional and knowledgeable about loan and mortgages. What makes him ideal to work with is that he breaks down the intricacies and specific details about the confusing loan process into language and terms that someone like myself with minimal loan experi-
ence can fully grasp and understand. Steve walked me through each and every step of the process and it made me feel much more comfortable about this potentially stressful life decision.” Stephen reciprocates his client’s gratitude, and works hard to maintain and nurture the relationships he forms with them. “I use a CRM system to stay in touch with clients and referral partners,” he explains, “which sends out emails on birthdays and the anniversary of when they bought their home. I also contact them to do an annual review of their mortgage and use that opportunity to ask if they have any friends, relatives or co-workers that could use my services.” Perhaps a major factor in Stephen’s continued success is that he obviously loves what he does for a living. “I really enjoy the satisfaction I get when we reach the end of the transaction, and the client is thanking me for helping them through what could have been a confusing process, and for making it simple, and of course for closing on time,” he enthuses. “Knowing that I often saved them some money, and that I always had their best interests in mind is very satisfying to me.” When Stephen isn’t working, he enjoys nothing more than spending time with his twin daughters and coaching their softball and soccer teams. He also gives back to the community via his membership in the local Chamber of Commerce and the local Downtown Partnership Organization. He has also been known to contribute financially to fundraisers his clients have organized. Looking to the future, Stephen’s plans are to simply continue doing what he’s doing. Less interested in growth than he is in maintaining the current level of business and exceptional client service he provides, he has clearly found his professional sweet spot.
For more information about Stephen Boucher, please call 508- 356- 4741 or email Steve@envoymortgage.com Top Agent Magazine
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LANA JERN Mortgage Broker Lana Jern, owner of Uptown Mortgage in Denver, Colorado, has nearly two decades of experience under her belt. Her extensive industry knowledge allows her to provide her many clients with exceptional service, and her honest business ethos ensures that they continue to return to her for all of their lending needs, as well as referring friends and family. Lana began her career in the mortgage industry after a lengthy career managing her previous spouse’s dental practice. Following her divorce, she worked briefly as a consultant for other dental practices, but soon grew frustrated with that job and began casting about for a new path. Upon the recommendation of a friend who believed she would do well in the world of mortgages, Lana decided to give it a shot. Quickly landing job with a local company, Lana hit the ground running. “I initially knew nothing about mortgages,” says Lana, “but I was good at math and I’d run the dental business for 15 years.” She quickly mastered her new line of work, and after four years of success working for others, she decided to venture out on her own, opening Uptown Mortgage in 2000. Currently overseeing a highly-dedicated team of twelve – including her son, Jason – Lana has established a solid reputation as a lending professional who can be trusted to advocate fiercely for her clients and provide them with unparalleled guidance while navigating the often-convoluted loan process. The majority of Lana’s business is based on repeat and referred clients, which is the surest sign of customer satisfaction. “If you read our reviews,” says Lana, “you would see that our clients feel really well taken care of. We’re very communicative and we’re fair and honest. I think they really appreciate that. We are professional throughout the entire process and we deliver what we say we’re going to deliver.” One needs to look no further than Yelp – on which site she holds a perfect five-star rating comprised of dozens
of glowing testimonials – to confirm that Uptown Mortgage is leading the way in customer service. “We shopped several lenders before landing with Lana Jern at Uptown Mortgage. Lana and her staff were very prompt with processing our loan…Lana was always patient and always available to answer all of our questions. Through the entire process Lana was re-analyzing our application to save us money and a week before closing saved us $1100! Her office was open on evenings and weekends which help immensely,” reads just one of many. While Uptown Mortgage offers a wide variety of loan products, Lana professes a special affinity for a particular subset of borrowers. “I would say we do really well with first-time home buyers,” she says. “All of my originators are really skilled at knowing the rules, and are experienced enough that there are rarely any surprises. Going into the process, we know what to expect.” Lana, a self-professed “numbers person,” enjoys the often-challenging loan process. “A loan is a lot like a puzzle,” she explains. “I’m in heaven that I get to do logic puzzles all day long.” She also takes pride in her ability to alleviate the stress and fear that often go hand-in-hand with applying for a loan, something she attributes to her years working in a dental office. “When someone goes to the dentist, they’re afraid they won’t be able to afford their treatment, and they’re afraid you’re going to hurt them. That’s the same kind of angst someone has when applying for a loan, and I focus on alleviating that stress,” says Lana. “I like making my clients happy, and helping them achieve something they thought they couldn’t.” Looking to the future, Lana plans to eventually hand her business over to her son Jason. “He’s a smart kid, and he’s got really good people skills,” she says. Until then, she explains, “I’m just going to keep originating, and make sure our success continues.”
For more information about Lana Jern, please call 303 -839 -5262 or email Lana@UptownMortgage.com 20
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Things the Best Leaders Never Say
As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone
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you work with, make sure you don’t say any of the following things.
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I’M THE BOSS
Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.
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2
6
I’LL DO IT MYSELF
Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.
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THAT WASN’T MY FAULT
There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.
4
I’M SORRY TO ASK YOU TO DO THIS
Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.
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I ALREADY KNOW THAT
Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 22
THAT’S NOT THE WAY WE DO IT HERE
Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.
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I’M NOT HERE TO MAKE FRIENDS
This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business
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DON’T BRING ME BAD NEWS
No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.
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YOU JUST DON’T GET IT.
You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.
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JOSEPH PETRALIA Joseph Petralia entered the mortgage industry by way of financial planning. After earning his Master’s in Business Finance, he made a name for himself as an astute financial planner, though he was always intrigued by the mortgage-related aspects of his work. When he was offered a role in mortgages seven years ago, Joseph decided to take the plunge. In the time since, he has crafted a reputation for steadfast communication, follow-through, and a personal touch. Based in Rochester, Joseph focuses the majority of work in the western New York and Florida markets. With the support of a dedicated processor, he has managed to derive a sizable contingent of his business through repeat and referral clientele, and has forged lasting professional bonds with the agent referral partners he works alongside. To account for his swift upward trajectory thus far, Joseph cites knowledge, client empowerment, and wise financial counsel as the hallmarks of his working style. Likewise, Joseph is a people person who brings positivity and enthusiasm to the transactional process. “It’s all about communication,” Joseph says. “Buying a home can be an incredibly nerve-wracking process, especially if you’re a first-time homebuyer. It’s also one of the largest investments of a client’s life. We make sure our clients are informed, comfortable, and confidant throughout the process.” Under the banner of Genesee Regional Bank, Joseph offers clients access to a variety of loan products, as well as the proven support of 115 bank employees and forty professionals in the mortgage division. With a streamlined in-house process that includes underwriting, processing, and closing, clients benefit from an efficient transactional timeline. Among the several niche offerings in his repertoire, Joseph offers access to options like the First Home Club Program, which grants $7500 to qualifying first-time buyers. Likewise, Genesee Regional Bank partners with the University of Rochester as a preferred lender, offering incentives for medical professionals and a $9000 grant
for University employees. “Considering my background in financial planning, I take a very educational approach to my work with clients,” Joseph says. “I’m able to give clients a clear, comprehensive picture of how their purchase will impact the others aspects of their financial life.” Beyond his diligent work with borrowers, Joseph nurtures his relationships with referral partners, as well. He believes in a mutually beneficial, collaborative effort that maximizes the business of the agents he works alongside. Of course, planning a path toward future goals is a central theme in Joseph’s work, and he applies the same proactive perspective in his work with referral partners, as well. “When it comes to working with Realtors, it’s important that we discuss strategic business planning, and even as we have our own goals individually, we also share joint goals,” Joseph says. “Together, we help each other grow our respective businesses.” All in all, Joseph especially values the interpersonal component of his work—whether partnering with industry colleagues or educating a borrower on their best options. To give back to his Rochester community, Joseph is involved in the city’s Italian American community, the Jewish Federation of Rochester, the Golisano Children’s Hospital, and the Verona Street Animal Society. In his free hours beyond the office, he most enjoys time spent with family and loved ones—especially his significant other and two rescue dogs—and also relishes the chance to play piano, run, cycle, travel, and try new restaurants in the area. As for the future, Joseph intends to continue expanding his business mindfully, with a focus on maintaining superlative quality as he seeks to add new team members to the ranks. He also hopes to expand his presence in the Florida and Buffalo regional real estate scenes. For now, Joseph is content to parlay his knack for numbers and people to build community in his hometown, one aspiring buyer at a time.
To learn more about Joseph Petralia email jrpetralia@grbbank.com, call (585) 402 – 5084, or visit GRBbank.com/Joseph-Petralia www.
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DENISE QUINN Top Loan Originator Denise Quinn of Mid-Hudson Valley Federal Credit Union in Middletown, New York is approaching nearly three decades in the mortgage industry. Serving primarily Orange, Dutchess and Sullivan Counties in the southeastern part of the Empire State, she has built a stellar reputation as a trustworthy lending professional who consistently puts her borrower’s needs front and center in every transaction, and is willing to hold their hands for the duration of the often-convoluted process. Denise began her career in the mortgage industry in 1992, when she was working towards a Master’s degree in Management Information Systems and Computers. “I decided I wanted to start my career,” she recalls, “so I went to a job fair. AT&T, Apple and MCI were all there, so I got all of their information. As I was leaving, I saw a guy at a table next to the door, and I wanted to know what his job was. It turned out he owned a mortgage company.” That encounter has morphed into her multi-decade career, and she is currently one of the most respected lenders working in her area. Mid-Hudson Valley offers a wide variety of loan products, and Denise is an expert at connecting her borrowers with the product that best suits their needs. “We have a wide variety of mortgage products tailored to meet our client’s needs. We can assist them with purchases, refinances, construction loans and home equities as well as First Time Home Buyer programs. I work with them to find the right mortgage program to fit their circumstances,” says Denise. “I’m also on the State of New York Mortgage Advisory Committee,” she says, “so I do a lot of Sonyma (state of New York Mortgage Agency) loans, and right now they have a rehab loan that offers a $20,000 grant for foreclosed properties.” With more than 65% of her business based on referrals from previous customers and satisfied Realtor partners, Denise is clearly providing expert client service. “I’m a mother,
so I treat all of my applicants as if they’re my children,” says Denise, by way of explaining the exceptional level of loyalty she inspires. “I take phone calls at night on weekends. I understand that this is probably the biggest purchase they might make in their entire lives, and that it’s a very stressful process because they’re spending a lot of money and will be responsible for the payments. I’m very attentive to people’s needs and try to make the entire process as smooth as I can for them.” The gratitude her borrowers feel for her services is perhaps best illustrated by some of her reviews on Zillow.com. Among them is this perfectly illustrative example: “Denise exemplifies professionalism and customer service. Throughout, Denise was organized and prompt about returning all calls, texts and emails, and at all hours. The process of buying a home can be a nail-biter and challenging. Having someone who demonstrates confidence, calmness and who is able to empathize with your goals is invaluable. We were blessed to have had all of this in Denise.” While many other agents might point to their substantial paydays as the most rewarding aspect of their job, Denise finds the most satisfaction in helping her clients achieve their dreams. “I love helping people become homeowners.” Denise is also active in her community, and currently sits on her town board as Deputy Supervisor, and has been active with that board for eleven years, in addition to being the Emergency Management Officer for her community. “I’m also on the State of New York Mortgage Agency Advisory Committee, which is a program, typically, for first time home-buyers through the state of New York,” she says. Denise, who recently obtained her Master’s degree in Finance, is looking forward to continuing to grow her business, while sacrificing none of the stellar service that she has become known for. “I will work with with my clients to get them the right loan, to lock in the best rate, and to keep them informed throughout the loan process,” she promises.
For more information about Denise Quinn, please call 845 - 522 - 3844 or email dquinn@mhvfcu.com 24
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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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NADIA SINISCALCO Nadia Siniscalco has cemented herself as a rising star in the mortgage world. Two years ago, she broke into the business as a residential lending assistant at a local community bank. In short order, she worked her way up the ranks to become an incisive processor and then a promising loan officer. Along the way, she garnered hands-on experience in all aspects of the transactional process, shadowing successful originators and capably learning the ropes. Now, Nadia is a loan officer, where she has built a steadfast reputation for her communication skills, ability to execute, and a personal touch. Today, Nadia serves the greater Boston area and generates 100% of her business through repeat and referral clientele. What’s more, she leverages a variety of loan products to serve buyers of all kinds. At the core of her working style, Nadia cites education, forthright communication, and attention to detail as the foremost drivers of her success thus far. “I believe that knowledge is power,” Nadia says. “I really take the time to explain to clients and referral partners what the whole lending process entails. I’m very detail-oriented and I breakdown the whole sequence from start to finish. I go out of my way to hold my clients’ hands and explain things thoroughly.” Likewise, Nadia’s nurturing personality ensures that clients benefit from a calming process amidst the twists and turns of the homebuying process. Throughout, she always keeps agents and borrowers informed of progress and next steps. “I’ve always been very detail-oriented and I pride myself on my communication skills. I keep all parties of a transaction informed and there’s never a time where people are unsure about where we are and what’s next.”
When it comes to keeping in touch with her growing sphere of influence, Nadia goes the extra mile to connect even after the closing table has been reached. Among her referral partners, she counts attorneys, financial advisors, real estate agents, as well as other professionals in the industry—from appraisers to inspectors. To forge a lasting personal connection, she follows up with birthday and holiday cards and informative industry news that adds value to her weekly drip campaigns. To stay in involved in her Boston communities, Nadia is active in a variety of civic and charitable organizations, including the National Multiple Sclerosis Society, Women in Leadership at Suffolk University, Dress for Success, and Stonham Boys & Girls Club. “I try to get out there in the community and we do a lot of volunteer activities,” Nadia says. In her free hours beyond the office, Nadia most enjoys time spent with family and loved ones, travel, reading, and exploring Boston’s food scene alongside her husband. Looking ahead, Nadia has plans to continue on her upward trajectory, with hopes to grow her business and foster new relationships in the years to come. For now, she’s content to parlay her years of experience with a bright outlook on the future. Finally, Nadia Siniscalco considers the aspects of her work that she enjoys most: serving people in pursuit of the American Dream of homeownership. “I love to help people achieve the dream of owning a home,” she says. “When they get that approval and they’re so happy—it’s so rewarding to see them realizing their dreams. To be a part of that process is such an honor.”
To learn more about Nadia Siniscalco call (781) 454 – 5857 Top Agent Magazine
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