NATIONWIDE MORTGAGE 8-24-20

NATIONWIDE MORTGAGE EDITION

Turning Your Profession into a PASSION How to Cut Down on DIGITAL DISTRACTIONS and Up Your Productivity TOP MORTGAGE LENDERS

JEFF BALTZ AMIT Z. BARUCH TIM DAVIS CLINT EDWARDS KURT FANCHER JEANNE L. GOREY ROBERT HARRISON AMY HARVELL ROBERT LINDSAY GEORGINA OLSEN JOSE LUIS RASILLA ERIC ROSEMARY CHRISTINE SHIN LEE TURNER YVETTE VARISE DAVID YOUNG

Why Employee Appreciation Matters COVER STORY

KELLY PARNELL

NATIONWIDE MORTGAGE EDITION

JEFF BALTZ

AMIT Z. BARUCH

Amit Baruch, loan officer (NMLS 505319) Honest and genuine, JeffZ.Baltz’s commitmeaningful connection, and makeOutside sure that of his work in the mortgage industr started out in the mortgage industry 19 years Amit ment to providing his clients with for is so enthusiastic about 19 ensuring the phy 15 I know exactly what they’re 16looking 7 a stellar world-class service has built him that I can help them find it,” Jeff explains. ago, after moving to Seattle. Coming from a ical safety of real estate brokers. “Real esta reputation as one of his community’s go-to a large land developing “On top of this I go the extra mile for every- meet unknown people in vacant home family who owned brokers lending experts. Like many mortgage loan body. I focus on effectively communicating business That that can be a recipe for disaster,” he say officers, Jeff didn’t start off made workinghim in comfortable with real with everyone involved, and ensure estate, and real estate finance, so he decided Having the industry, but rather began his career in my clients know everything about their worked for the Israeli governmen retail management.toAfter a decade in retail, different mortgage options so that leave his job at a high tech company and and they teaching Krav Maga—the hand-to-han Jeff decided he was ready for something can make sure that what they get fits their system of the Israel Defense Forces— get into mortgage financing. He has been combat new so he took a job working as a bank budget and lifestyle.” This approach clearly working at Fairway Independent Mortgage he decided to create a class on teaching re JEFF BALTZ manager. “I KELLY liked banking but I quickly works well for Jeff more than 90% of hisTIM DAVIS AMIT Z. as BARUCH PARNELL sinceprovide October of 2017.

Amit primarily serves realized that I couldn’t the level of business comes from referrals. estate brokers how to do their job more safel KELLY customer service IWashington, felt my clients deserved but is when alsoI was licensed Robert in Texas for continuing-ed Harrison got his mortgageAmit got his idea approved were answered pro PARNELL and9-to-5 their job,” family.Outside I’ve focused onJeffin that eal estate industry constrained by theand limits of a traditional of work, loves time with his credit for real estate broker’s license 2015 to andspend began hisucation is explained veryanw Arizona. brokers 27 23enjoys playing sports, and working 24 andon home/ day one.” family, ing, Clint Edwards Jeff explains. “Of everything I20 did in since banking I liked career operating his own insurance to expect.” started teaching the class in a live setting, receiving nted to part the of mortgage the side the best, so I decided to go off on my yardfinancial improvement projects aroundThough the house. services business. he He and a high of this referral it’s Amit’s great response.

He After is alsoworking certified as aKurt, lawextremel enforce “I’ve believed my job with clients Jeanne Gorey was introduced own and mortgage loan 100% officer.” hisbusiness, family are also involved with theirit’s church.

Jeff’s In rate taking approach, Clint hasalways built mother excelled as become aWith was successful in the business, when Robert believes wha passion for going beyond the transaction that makes his ment instructor, and teaches law enforcement office son is on the ushers team, so Jeff assists with the usher to get people what they need,” spread the word about him.

One rec lasting relationshipsa friend with the clients him looking for to the loans industry at a young ded to explore his approached peers is hisall, greatclien rela Four years and hundreds of mortgages later, Jeff is a program, while he and his wife are on the youth services clients come back to him.

“I don’t spend any money on defensive tactics.

“I want people to be safe, healthy, an Kurt Fancher explains, while Fancher Mortgage as a first time h he serves. Borrowers trust who his forthy pursued a career them thr someone might be interested in age. Her mother was a Realtor, and lending partner mortgage loan officer with PrimeLending, a full-serteam and helpexperience, lead the youth service once a in month onabilities to defend themselves.” advertising.

I prefer to invest in the client confident their discussing his interest career was in and the growing came highly recommended. right communicationmortgage and conscientious y the financial and lending, his want their ca up, Jeanne hadto help Kurt vice direct lender that in 2018 was ranked as the eighth Sundays. In addition the whole family likes to voluncounsel.

“I’ve grown my business organcts, so it was a and make sure that I meet my clients’ needs.

Home piqued.

“I met my friend for lunch, and process in a timely mortgage industry.

By focusing with me every step of the way f an opportunity to work with Jeanne best mortgage company in the nation by Mortgage teer together. They have done everything from passing we talked about theChristmas opportunity,” he and we’ve proven to ically by treatingthing, people right,” hehelping says. e mortgage space,” ownership is such a remarkable and I love In the future, Amit would like to continue to grow h his philosophy on serving others to closing.

They were very quick Executive Magazine.

Based out of his office in Puyallup, out clothes and shoes on to lending a hand her.

RightHARRISON away, she fell in among h ROBERT KURT FANCHER JEANNE L. GOREY CLINT EDWARDS “The more I learned, the more will job done “I book doprocess. right byMy them and their intery, Clint has earned Washington, Jeff has built out a thriving of busiatcommitment arecalls. local put food bank on Thanksgiving.

Finally, with thewith people navigate this extends business.

“It’s such an honor for tobusido get thisthe job.

Bein and helping homebuyers reach questions andme helped me to unders love the housing and finan I wanted to move forward,” he recalls. eststhe first.

Partnering withcan Evergreen has nd built a reputation ness throughout Washington State,ofwith majority outbreak of COVID-19, JeffKurt and able his taken their goals, hasfamily ledmake ahave great process. highly recommend past the end the transaction.

They always call to thatparticularly phone callI would andthe say ‘Congratulation ness, for ways of the joined CME Lending May of 2019who Robert makes suresa located in the I-5 corridor. Jeff joinedalso PrimeLending on aHe roll helping those friendsin and neighbors face made a huge difference, because n for his communicareer as a loan officer/branch Thank you Kurt, Becki, and Barbie me with any questions,” he says.

And in order to show you’re a home owner,’ it means everything to me.”

He in which it complimented her she cont andorhas never looked back. in February and since then he has steadily expandedreally health financial struggles. clients with freque our company focuses on a customment to education, manager.

He got his start 26 years ago, after leaving his appreciation, Amit remains in touch with clients also passionate about continuing to further advoca entrepreneurial spirit and passion for helping others.

“I out around t his reach across the country, and approach. currently works reach to keep th er-first That’swith a perfect match for me.”

As a a career in the transportation industry.

A family friend When Kurt isn’t working, he’s g clients in Tennessee and Oregon.

Looking to out thebirthday— future, Jeff isso excited toworking grow hisisteam through phone calls—especially if it’s their for real estate broker safety.

But what truly keeps him Based of Fishers, Indiana, Robert a Senior engaged every step of the loan p learned much with my mom,” Jeanne says. result, Clint’s business has grown consistently by 20% and hopesOfficer to double his works business in the Inext year orthat two how Loan who alongside a team offers also sends out special occasion c was in the mortgage business and encouraged him community through the Realtor© personal emails, client events, and social media. going is the knowledge that someone out there needs h “In real estate, discovered to think creatively, For her l year-over-year, with lastand year capping rate s work under banner of Jeff the credits his emphasis on building relationships so that hehis canhighest ramp up the number ofbuyers peopleand he helps financing solutions for home customers and says the company is big o take the leap.

“I decided to leave my salary job towhat raises money for local charities that p service.

“Ipart love ITHE do, and there a lot more peop work with and put together.

Allare these workflow ofpremier growthcustomer at a 40%to increase—a testaans, serving4) borrowers of all with 7 DEADLY SINS 25) 9-1-1 37) WHAT FIRST providing his clients service as COACHING onby-the-numbers their journey through life.

“Myclients favorite of thisdeals seeking re-financing.

“Icommission, take great pride in providing appreciation events.the “Unfortunat work in a field entirely based on with a housing.

“It’s through local Bo For a lot of loan officers, the focus of their job can I’d still love to help out,” he says. skills translated directly into loans.” for herse ment tobusiness.

Clint’s positive impact.

Port Orchard, Washington and being the primary drivers of his “Whenever job exceptional is that I get toservice help people. the best is when OF PERSONAL BRANDING THING YOU AFTER to myI think clients,” he asserts.

“TheDOcrisis, we haven’t been able to h one month old daughter at the time, so it was a big which I’ve been a part of for six y become somewhat mechanical, and the emphasis might though past I’m transactions have whether I’ve worked with them I get to work with a first-time homebuyer. Seeing the talking to someone, mortgage process is meant to be simple and SAYS easy but ABOUT 29) HOW TO CUT year, but YOU when we can, transacti we make i WORK 5 REASONS WHY forhisyears or amWith meeting them for the first time, we smile on their face and hearing the joy in their voice risk,” he says.

But it was a risk he hasn’t regretted for years we donated over $200,000 ea Beyond the office, Clint is an avid contributor to his in service of13) clients. be on the numbers, instead of people.

Amit, nothing Today, Jeanne a SeniorI like Mortgage Loan Officer past clie canFor often-times be complex andisconfusing. to ON DIGITAL always end up having a community, personal conversation.

IDOWN care when they get the best keys to the new home is an unbeat- different charities,” he explains. local schools and sports teams assistant, Clint has built a busiYOU NEED A MENTOR second since,“It was the thing I ever did.” could be further sponsoring froma the truth.

“People don’t realize for Neighborhood Loans, where she services nesshepro think I deliver positive experiences to my clients by Robert he loves what do 41) WHY EMPLOYEEsaysclients everyone I work with, so I takeSouth the time to build a School’s able experience.”

DISTRACTIONS AND including Kitsap High basketball teamUP y repeat andabout referral clientele

ROBERT HARRISON

CLINT EDWARDS

KURT FANCHER JEANNE L. GOREY

CONTENTS

that YOUR the home buying process is incredibly emotional. ensuring they are in the bestIllinois. loan APPRECIATION program to fit their make people happy help them throughout By leaning on her more than 30 and“I’ve bee 17) TURNING MATTERS

YOUR PRODUCTIVITY and South Colby Elementary.

He alsoa supports his dge, transparency, and proven individual needs.” says CME offers a wide homeownership. always acon go Kurt leads team of 6 Robert atof Fancher Mortgage Looking ahead, is“It’s excited It typically starts off Today, with the client wanting toyears know experience, she offers her clients anKurt expert for to my c For more information about Jeff Baltz, NMLS: 1519573, PROFESSION & CAN BOOST YOUR local A Humane Society, in addition to his contributions ss. He is well-versed in a range INTO variety of loan options and program, as they work closed on a house,” he exclaims.

Group based in Indianapolis.

They offer all the typical business operates as a DBA under G“ all of the financial logistics, which makes sense.

But visit lo.primelending.com/jeff.baltz, call 253-686-2791 or email jeff.baltz@primelending.com. and ally in the home buying process.

“I take the time BOTTOM Cares Foundation, through luding VA, PASSION FHA, USDA and through the Evergreen multiple lending institutions.

“WeLINE are allows see my him clients happy atown the clo 33) PRODUCTIVITY like FHA, USDA, VA, andandConventional loans which to so build his br East, Suite 103,with Puyallup, I always15406 warnMeridian them loans that once they step intoWA abanks home to98375 understand a client’s situation,” she says.

“From Outside which he supports the Kitsap Healthline.

In his free cts. Likewise, his branch has available to help anyone with competitive options that PrimeLending, a PlainsCapital Company.

13649) Equal Housing Lender.

KILLERS: 4 WAYS TO MAKE 21) 3©2020 MENTAL TRICKS as one well as athem—the few(NMLS: unique programs, like a down payment as a business owner.

“My goal is to and realize that it’s the for place where there, my only goal is to steer them in the right direcfor educ 44) 5 THINGS YOU time, Clint WA mostconsumer enjoys time spent with family and ngs, such as bridge loans, reha- PrimeLending meets their needs,” he says.

To give back to his communi lender licand no.

CL-13649. v010918 assistance loan one just for medical doctors.

No right people in and to maintain my BETTER USE OF YOUR THAT WILL TAKE YOUR they want wakeand up everyday, theirthrough friends, tion and set themCAN up to make a strong decisionin to suit learn involved community eventsnew an lovedtoones, exploring entertain the outdoors nd construction financing. No DO TO ACHIEVE matter who they are andhisreferral parttruly enjoy what I do, I love the pe WORKING HOURS BUSINESS TO NEXT and THE raise their family—all those mechanical questions their needs.” studying Robert isserving, proud to buyers report that business is 80% repeat those in need. hiking, fishing, and camping. an or borrower, Clint remains Copyright Top Agent Magazine YOUR BIGGEST GOALS can expect superior service and communication So currently my planher is enth to co referralemotional. clientele.

“Everyone who works withlenges. us will fall away, and theners process will and become owering hisLEVEL clients through happy and satisfied with ourwith customer service,” he prefers atClint every step.

Fancher Mortgage Group brand.”

When not working, Robert keeps When clients, Jeanne a personwith rea As forthat the future, intends tosomebody keep momentum on education,” he says. “Some And when happens, they needleaves who isworking Tooffer learna level more about Amit Z. son, Baruch says.

“Not only are we rate competitive, we one-year-old “who really kee going strong as his business continues to grow.

Now, ts are first-time homebuyers, alized approach. After getting to know them, she can lunch-an going to advocate on their behalf. They need somebody callend, 206-786-9999, email says. amit.baruch@fairwaymc.com of attentiveness ason well as afront consultative approach.”

As for the future of his bus “I try to be very thorough the so we with years of experience and insight to his name, g their portfolios. I enjoy the a tailored solution to meet their needs, who is going to be available to them when theyoffer have them a fairwayindependentmc.com/Amit-Z-Baruch got his pedal to the metal. “We’r Clint Edwards considers what he most enjoys about g and planning.Phone The way 310-734-1440 I set don’t get during the process,” hevisit explains.

Fax offering assistance in any situation, ranging from first“Personally, As sheI momentary freak| out at 310-734-1440 10:30 atsurprised night, and they’re not It’s no surprise that Robert and CME receive stellar expand,” he says. his chosen field.through “I enjoy helping people, love ly explain and provide people AZ License #BK-0904162 “I really likeit. surprises, but not when it comes to mortgages. time home buyers to residential purchases and refiindustry, sure if they can get And that’s really where I reviews from customers. One client recently wrote: “[I tionships and accomplish all of m mag@topagentmagazine.com | www.topagentmagazine.com of their plans, theirisgoals, and —not just the ones I think are getting into the details TX Location: 1800 Golden Trail, Carrollton, TX 75010 I never say anything a done deal until we’re at the love the of designing the theirs.” perfect tions tha focus my time and attention.” got] excellent nances. customer“Iservice.

All challenge of my questions can reach I trymay to find way to help them most,” heissays.

“Ifwithout I s and cons for every program, closing table.”

Kurt extremely thorough, which No portion of this issue be the reproduced in any manner whatsoever prior of she the publisher.

Agent Magazine the years program for myconsent clients,” says. “It’sTop tremendously start from that perspective, good things follow.” e best decision is forpublished themselves

by Feature Publications GA, Inc.him Although taken to ensure the accuracy of published materials, helps closeprecautions loans in aare timely manner and makes To learn more Robert Harrison, please call (765) rewarding to helpabout them land their dream home, a piece50 Copyright Topsafe Agent Magazin Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change the transaction as smooth as possible.

He maintains perfectlo.com/ email Rharrison@cmelending.com, or visit and sound.” while nu about Clint Edwards email cedwards@evergreenhomeloans.com, address, send inquiry to mag@topagentmagazine.com.

Published the as U.S. contact with the buyers as in well the agents at every her so https://

www.

www.

homeloans.com/loan-officers/clint-edwards, callhave (360) 731–8893 step.or“We certain touch points Along thewhere way, we’ll Jeannereach takes care to manage the pres- importan Copyrig out and either make a phone call or send an sure and confusionemail that tomight accompany any real always l 2 Top Agent Magazine check in and explain how things going. Even after and selling estate are transaction.

“Buying a home is an there’s s Copyright Top Agent Magazine the transaction we stay in touch, sending out birthday For more about K

AMY HARVELL

JOSE LUIS RASILLA

Harvell – Branch “I would that it’sJose because Honest and say amiable, LuisI immediRasilla’s weekly upda 35 OLSEN 32 GEORGINA ROBERT 28 31 merican Funding ately take the time to build relationships commitment to transparency and LINDSAY being every email t – is a dynamic, with my clients and my Realtor part100% available toWhen his clients have bought the know-how, and “Secondly w Robert heart.looking Our m Georgina Olsen has spent her life pressively knowlners,” says Amy, when asked how Lindsay she helped him to build a stellar reputation we are accur his such first loyalty house, and he was and offered ourthebiggest t career in housinginvestment, industry. and withwe them professional who has managed to inspire for his mortgage brokerage company, we always w a job by off the the loan officer.For “I was oursshe every 17 years, soldtime.” real estate imagine, f to providing her trust. “That sets a tone right bat.

TheThen, Razone Mortgage Group.

Jose Luis around clientssays. truly “Yo flattered, but Iher hometown of Spokane. h the best pricing I make sure Isurprised give themand the best Over time, she found herself gravfirstservice got into theI make mortgage industry in turned that are already had a job and it Robert stays in touch withthey clients available. Having I can. myself available itating to lending, particularly For her JOSE LUIS RASILLA down,” he recalls.

Not reach out all the time, it’w AMY HARVELL ROBERT ver-growing busitoSHIN themLINDSAY literally hours a long after, GEORGINA OLSEN 2002 when he joinedtwenty-four a wholesale lender, wewhether can avoid CHRISTINE DAVID YOUNG for the ways in which mortgages herself was laid off andthe immediately email,” he says. “I also makeme sure n of honest and day,he seven because having where wasdays ablea week, tohelearn all about Finally, aa complimented her problem solving Realtors, out theat“I woman who withlevel listing agents who areemphas often ly definitely earned them know they canreached reach out toto me an andVarise loan.

I ambitious would certainly work David Young got his start I’m in the mortto various facets ofvery the lending industry. huge was early on.

“Iand of helping professionalism that Lender Christine Shin – Yvette need an appraisal or a with pre-approval, LEE TURNER abilities passion for helping others.

After her with the 43 45 40 36 39 as a trusted finanany time is important to me, because originally offered him a position. action process.” gage in 1993 working forwithout a doubt,clients al of America Mortgage in washim again andtheir recommend him anyone joined forto new account andrebh ce there to provide itindustry for them.”

19 and looking for fast my program first house.

The recommend elderly mother attain ajoined reverse Georgina Lee Turner themortgage, mortthem know realized he’s there toeither help. An hose looking to this ishired probably the Mortgage biggest purchase He was as a processor.

That was 22 years ago, Capital Associates.

While which mehad learn issues that geCalifornia – is a dedicated process looking for lender.” wasexecutives, verya stressful, andallowed I felt that I togage those wedescribes know that be eim that she found a nicheshortly in the market.

As she it,thatmight reputatio industry after personal approach has helpe dream of home they are everlooked going to make.” and he’s never back.

To market his business, Robert mak there, he was mentored by Jay Steren, S nal “I being“I able to help a client secure allseriously about lending from the up,” has clearly sawground firsthand how a from reverse mortgage canNow be godsend didn’tthe evw as love a young female,” loan. we get to begin er who is deeply commit- was not taken graduating college, stream of areferral business. quality contact with local agents. who himself was doing loans for over c“ elping her clients achieve the she recalls. Jose a loan they didn’t they’d be able for ourthink seniors.” whomof Ih on a suggestion oftoundera friend our Luis recalls.

“This gave me experience in and Greg, as over 90% “When I association did findworks awith place, the lives in our new home.” th When Eric isn’t working, he’s staying Amy is proud of her New American Robert currently with a top-notch team at the time and when the transaction is 40 years. when After the passing ofbehis Being active, staying involved p n dream of home ownership. transaction process get,” says Christine, asked what whoon thought he would his says in with writing, operations, origination the lender side continued inand this way, repeat clients and referrals.

Funding, and the wide array of loan products they offer. ltor who worked on a highly Envoy Mortgage based in Kennewick, Washington.

“It out to discuss how I can help pro ce involved in the community.

After suffering mentor of over 20 years, he decided to a greatshe for the As and giving back ranch Manager of four Los she enjoys most about what forjob.

Today, Georgina isfitadoes Reverse Mortgage Specialist forare thevalues that area “I truly care about my clients and I knew then that I could do better.”

When that translated really well when I branched off to start Though she specializes in VA Loans – there are two milian her journey towards the morthas always been my goal to bring a level of financial he says. open his own firm.

David is the owner e someone who is personable Lee, which is why ly offices, Christine has built from a spinal corda living. injury“Ithat paralyzed area feel like that’s a huge accom- Mortgage, where she assistshe participates Spokane branch of Director’s However YVETTE VARISE DAVID YOUNG like family,” she says.

“T she approached her broker, she was hired on tary bases in the area – Amy has the ability to provide eciding that real estate was not ERIC ROSEMARY CHRISTINE SHIN The Razone Mortgage Group, which is focused on the Outside of work, Jose Lu LEE TURNER expertise that is unparalleled in my field,” he asserts. and highly enjoys working ride—put on by his company—com of One Nation Home Loans—with a ar reputation on a variety of plishment andclients incredibly rewarding. just all throughout theI Northwest.

A licensed loan origias muchth ay him years ago, any Eric joined groups to her clients with almost type of loan currently availor her.

“I felt like I needed a job with other people, he’s money for Habitat for Humanity. process can be very stressful, the spot.

“I got my license and was up and consumer side of the business.” spending time with his fam Growing upreally in a military family, Rob is passionate Robert is help proudnavigate to say he’speople,” been aA staff ofinpeople.

15 loan officers—offering a can nator Washington State andinIdaho, she onesty, integrity, and an optienjoy helping That’s just me. er meet others who have similar situations. been very successful at forming long lasting bonds 6-year-old twin daughters, Lee is it able.

“If it’s out there, we do it,” she says. ndable income and health benemy compassion comes ac months,” exclaims.

“I variety also allshe served and became Envoy certifor the past nine years. wide ofanloans, FHA W riding and beingHe’s outdoor each of clients towards choices to that suit their individual andalso impr itude that puts her customers at running in sixhonoring I who want everybody to her be able to findincluding their with clients and organically building his business. soccer program and raising mone s.

He’s also regularly involved with clinical o, I got into personal banking, fiedsoVA expert. his product kids’ school and VAindustry, loans.

Inearly really took off.”in needs.

“A reverse mortgage is such a great for thetrips.

After 19 years the Jose Luis nowones company give backWhen to thDh n during the most complicated speak Spanish, dream home, and my being part that He’s been inrare mortgages for around 13 of years now, and And when he’s not busy at work When she’s not working – which is – Amy enjoys al bank here in Crestview.

When is trials, one of which allowed him and his giving back to his community, Ro right person,” she says.

“By using a reverse mortgage, Icommunity can Yvette touch with hco oluted of transactions. whole journey just makes me feel good.” the co-owner of The Razone where he and his ipating in in ev currently works as a Group loan officer with Eagle Home with hisstays family, he enjoysOutside perfectin nothing more than spending time with her husband Officer, the owner of the bank mya elderly client age inofplace their home.” her comm Robert is have committed tohelp on-going learning and isreferral and camping.

Having great percentage rates isand somedeveloping f a, recently a child.

During any ners borrowers through Thatwife wastoinpartner 2000 and she’s never looked Mortgage in Sacramento.

Greg operate as mortgage brokers/lender within partners ranging from help and their three young daughters.

Outdoor activities estateher experience, and for sixof mortgages on the bo dedicated to staying on top of what is happening in thing David takes pride in when it comes to his instead.

“Org began journey in the world As evidence of Christine’s professionalism and dedicaAlthough the COVID-19 pandem “My favorite i back.

Yvette is he asupport loan consultant with Loan Depot and outmarketing free time, enjoys hanging out with hisBased the of three backend staffers. of their sales of hisforce. town’s annual pump are enjoyed, particularly four-wheeling and horseback eswto the position.

As a she Reverse Mortgage Specialist, Georgina offers Washing the financial markets so that he can better his company.

He believes hisreceive success with referrals ships, and“Italk As for the futureprecise ofshe his business, h For Lee, the mortgage business ultimately the many businesses, Lee remains op an take Account ManagerUltimately, for a wholesale lender, tion, the following is aout review received onisguide industry birthday emails,” says. lo works solo within a larger team of San Ramon and ina, Tennessee family and cooking. office inaNorco, California, Greg and Jose Luis run aher lifelong the local Keller Williams o riding.

She is also committed philanthropist who ry and ended up closing a million and honest service.

Considering experience Spokane business of helping people, which is his main focus future.

He’s excited about slowly comes down to the trust his clients have in him and way to do it,” clients.

“I help my clients design a loan program that his team and help his partners re adually working her way up to where she is California. website Zillow.com: “Christine is awesome.

Sheedge is them on their special day. I also reac Concord, She mainly works with home book business throughout Corona/Norco giving back youth organ gives back thriving to her their community in a his number ofinnew ways, month.” ariety of living the area and her background asinahis Realtor, topart provid at of work.

He loves being a part of the that community once again, agents.

“We can be process trusted togoals. putout the client’s meets specific needs and transforms the mortgage Education isto ashe major ofa dst she isof theloans, person responsible forbuilders creating experienced, knowledgeable about mortgage lending, via social media.” as well as first-time buyers and personalizes including her membership with the local Chamber of helps somebody purchase the home of their dreams, his clients that in person attention and the surrounding areas.

The Razone Mortgage can step back and see the full picture of a transaction. not helpi nd built company his Looking ahead, is from eager continue growing. goals at the forefront of overall what doing.

Not only One Nation loan justto a debt an integral part ofIntheir Professor Finance if that tellsH AChas mortgage retail division whichErickind, and responds totomessages quickly. short, she we’reme client’sGroup financing to orsuit hison orcustomer hergets individual lifehelps a family a brand start. And inafter order deserve.

Andtohisthe mainfuture, focus is Jo to Commerce and Rotary Club. ch to of herAmerica new career was notretail a each Throughout, shenew upholds aand high standard for openness and can be fo prides itself satisfaction, Looking that, but our rates are amazing.

Our pricing is very their commun financial strategy,” he says. jokes.

“I love to teach!” nance Mortgage’s division. was perfect and made the whole process a breeze.” d referrals.

“I just signed up for a program tothat will allow he mehastoto get pretty innovative his business, stay consistent with make that communication happen, What Yvette loves most about her job style and goals.

“I believe whether you are buying a ess has continued to grow expowith her clients.

“Lending is an educational closing $150 million inare loan volume, thedeals company growing his business org aggressive, 95% ofdifferent our are all points.service, We and always participat is justifiably proud ofstreamline her association with my business andover organize it“There further.”

And at times. soshe many avenues totozero customer and help When lo process,” says.

“It’s important give people options “I like helping people achieve their goals,” says Amy assing month.

As of this writing, help people reach their financial objectiv home or refinancing, you deserve a smooth and personpany, which is a national, full-service mort- enjoys When working, which is rare, Christine areports 97%not customer satisfaction rating. efforts toabilities. share informatio have the lowest rates inreferral theNot industry and the fastest where they of Robert she’s that of his business isloan. try to get100% somebody qualified for a everybest of his ents and agents no matter where this path leads, he will no doubt enjoy growth and them to she strong decisions.”

– who plansgives on continuing tocommunity grow her guide business and he that ten-million-dollar mark for able with community, it’s so cp so transaction, and I’m here to turnaround facilitate that,” der offers a diverse portfolio of home back to her a variety ways.

She times out there.” zero closing through clients andsituation Realtor partners.

“Iof believe that myit minority one’s isin cookie cutter, and sometimes his company’s Facebook expanded helping even more people – when asked what she likes he lion’s share of that business hough he has a every minute of it. them their of homeowner WithIfcurrently Yvette, clients receive an authentic expetakes a Board bithow of with strategizing andfor brainwork to comeachieve up ucts. “There really isn’t any type ofasserts. loan that sits the of Directors thehas Young my clients areon impressed the company process of the transyou ask Jose Luis he his managed the dream end, it’s all “As part for of Elsewhere, Georgina maintains a terrificIn working relationmost about she does for a living.

“Iand also love when rrals from Realtor partners and licensed with the right solution.

I really enjoy that because from the Christine, initial rience defined by honesty, integrity, knowledge. do,” says who is also in what Professionals Network side of the Korean Real Estate For David, an important part of his job entails When he’s not action,” hesonotes.

“I make sure to keep the lines of to enjoy much success, he will credit his and community and help peop shipcreative her Realtors and professional contacts. Always clients an a customer calls, writes a itletter, or awith review and which is testimony to the excephelps meposts get inthe my work,” he says.

And and Texas.

Brokers Association.

She isalso also heavily involved with Out of the office, coaches a“Iyou his clients with education.

He real isYvette not nity, David en communication open.

Iproviding constantly educate my loan.

“I utilize “I just love the satisfaction of helping others obtain Greg’s focus on open communications, availability, and estate goals. lo their dreams come true, and that thethat Lee -beyond customer service she is says that I made helping people isChristine a core value shares with her church.

For recreation, enjoys nothing looking to just complete a transaction, he wants his and dog, trave clients, and I’m always available to answer questions.” squad.

“I’m very passionate about workin Much of her business is repeat and referral clientele. aspect. I try to dream of homeownership.”

Eagle Home Mortgage, which offers a special loan accuracy as being the her primary drivers of their to the finish line, especial process wasand seamless!” , the entirety of Christine’s considerable more timethe with children.get Shopping to always the best deal and understand puzzles.

In the teaching them discipline and accountabili “I’m alwaysbusiness. out than andspending about in community and program forclients down payment assistance, as well as or Eric, clients To learn more about Georgina Olsen, Reverse “Open communications is vital, particuIt really brings a big smil is based on referrals and returning people clients, an and going to the beach are particular passions. exactly what it involves.

“We educate our clients and add addit That’s why his clients give Robert stellar reviews.

One get to know me and refer me out to friends and unique lower income loans. would a brother with purchases where you have ait lot of parties able people to help someone who more information about Amylarly Harvell, call 509.220.5168 email georgina.olsen@dire e voteFor of confidence in the highly competmore than the average loan officer looking for lo wrote: “Rob just has During hermany down time, Yvette cherishe family,” she customer says. “I recently meet a lot of people while outtogether! involved.

What we do really well is that we keep all possible for them to buy ah tgage please industry.

“I think it’s because I or make Christine’s plans forprocess the future are toAll continue growing omething right In order to stay in touch with his clients, Lee usually call 850-598-2714 email Amy.Harvell@nafinc.com encounter. of my loan officers have been doing are producing Everything in his is seamless and his online spends with her children.

“I have four ki in the new home communities and instantly develop Consult yourgoing taxbusiness advisor or financial advisor for tax advice.

These materials are not from HUD or FHA and were not approve vailable myable clients,” says Christine, when parties both Finance ofimpressive.

America’s overall for the appraised oftoeverything on by providing homeownership.” prefers see them face-to-face.

“It’s important for this for over 10 years, so they have a great breadth of and upcoming ey maytobe system is quite I have been using Rob for mortgage loan contract, some or all of the equity in the property that is the subject of the reverse mortgage no longer bel To orlearn more about Robe go toreally the beach, barbecue, or just enjo successful that result inandreferrals and new me to be out about in the community, and w she has managed to inspire such impres- relationships four offices she co-manages, and to also grow her proceeds of the reverse mortgage from the proceeds of the sale or transfer the person must otherwise repay“This the revers he says. advice, years, yet I have never experience,” actually met him in person.

It y guiding them fees which may include, but are not limited to, an origination fee, exclaims. aemail mortgage him insurance premium, closing costs and servic home,” she transactions. at rlindsay@envoym remainAbove accessible toreverse my mortgage clientsremains in person,” he says.

Copyright Top Agent Magazine s of customer loyalty and trust. “I don’t limit personal all, of thehowever, loan. The balanceher of the reverse mortgage loan grows over time and thedowns, lender charges interest and weo says a lotbusiness. when you can build trust, confidence, and sure all quesUnfortunately, due COVID-19, he’s had subjectto of the reverse mortgage until the personto sellsfind orLuis transfers the property and is therefore responsible for paying prop For more information about Jose Rasilla, visit therazo nine-to-five the way many others do. I’m unwavering commitment toRob providing her clients with roblindsayloans.com, or call visit David stays in touch with clients by sending them all worth it if a relationship remotely as does.

He has the tools, to pay these amounts may cause the reverse mortgage loan to become due immediately. Interest on a reverse mortgage ways of continuing that bond and mortgage relationship trust,hours, ensuring As for heris notfuture plans, sheships hopes toyou rea It’s not surprising that her other clients give her 5-star reviews person repays all or parthas of the reverse loan. This a commitment to lend. Information deemed reliable bu after and on weekends, which tends the unparalleled customer service that become call 714-624-5596 or email jl@therazonegroup.c To learn more about Lee important market updates.

“The information is not that credit approval.

Restrictions maymore apply. NMLS-3240. with his clients. subject He’stobeen spending a lot time Arizona Mortgage Banker License BK-0942517. ©️2020 Dir local realtors as well educate the m for Ifher stellar work ethic.

Writes client Jeff M: “[My en clients my services the most. they synonymous with her name. are ready.need Even pleaseas email LeeTurner@eag

ERIC ROSEMARY

YVETTE VARISE

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

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 ratesonand information. the phone and on his email, checking up on clients

www.

www.

community about how to become home wife] and I wanted to sayand thank you all your assisvisit eaglehm.com/LeeTurner, or cal h, reaching out seeing howfor everyone doing, while also To learnis more about letting David Young, email dyoung@o moment, Yvette says she’s proud of wha tance and guidance in our home buying journey.

Thanks one. “I alwaysFor more information about Christine Shin, Co or in call visit OneNationHomeLoans.com Copyright in her life.

“I’m a Hispanic woman a Tm for being there for us and being easy to work with.

You Top Agent Magazine 3 em, evencall if we714-651-9156 or email CShin@FinanceofAmerica.com please Copyright

www.

www.

definitely made us feel comfortable and we trusted you entirely and you delivered all the way. It is a privilege

field, and I’m able to use my skills, life e compassion to help people,” she asserts.

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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5

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

6

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KELLY PARNELL Top Agent Magazine

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KELLY PARNELL Kelly Parnell is a Partner/Co-Owner of Empire Homes and Loans, where he supervises an elite team to assist clients throughout the state of California.

Kelly Parnell first started in the mortgage industry in 2005, pursuing a career that effectively complimented his entrepreneurial spirit. Not long after, he took a ten year sabbatical in the technology industry. As time wore on, though, Kelly found himself drawn back to mortgages, particularly in his mission to forge an accomplished career through communication and service.

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Today, Kelly is a Partner/Co-Owner of Empire Homes and Loans, where he supervises an elite team to assist clients throughout California. Having developed a reputation around a blend of compassion and expertise, Kelly and his team are growing by the minute. “We’re expanding as I speak,” he says. “My team and I have built a never-ending momentum out here.”

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When serving clients, Kelly can provide a varied set of approaches, offering a proven combination of low rates and outside the box thinking to ensure that he finds the right solutions for anyone’s needs. Whether he’s working with clients in complicated financial situations or providing commercial loans, he always offers unmatched assistance through honesty and a sharp attention to detail. On top of Top Agent Magazine

that, he is bilingual in Spanish, allowing him to better communicate with clients from diverse backgrounds. “I’m real with all my clients,” he says. “People appreciate when you tell them the truth, rather than simply act as a Yes Man.” Furthermore, when asked about the key to his success, Kelly stresses this trademark openness and accessibility. “You have to Copyright Top Agent Magazine 9

Kelly is bilingual in Spanish, allowing him to better communicate with clients from diverse backgrounds. “I’m real with all my clients,” he says. “People appreciate when you tell them the truth, rather than simply act as a Yes Man.” keep your finger on the pulse and keep in touch,” he says. “I’m available to my clients seven days a week, 24 hours a day.”

Kelly takes that same attentive approach when making connections in the mortgage industry. Over the years, he has established a robust network of brokers, bankers and Realtors spanning around the country. “Trust is a vital component of working with brokers,” he says.

“They’re putting faith in your ability to help their clients. I take that responsibility seriously.”

For his undaunting work ethic, Kelly has won himself an outstanding reputation, with the entirety of his volume coming from either repeat clients or 10Copyright Top Agent Magazine

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referrals. But, he’s far more appreciative of the lives he has changed through the years. “When you improve someone’s finances, you can see a weight lifted off their shoulders,” he says. “That feeling of satisfaction never gets old.”

Elsewhere, Kelly carries these values into his own work within the community. When he’s not helping clients attain Top Agent Magazine

their dream homes, he can be found either giving back through donations and volunteering, or relaxing with his wife and children. “My family keeps me grounded,” he says. “The time I spend with them is sacred, no matter how busy I get.”

Looking ahead to the future, Kelly has strong ambitions. In the coming months, Copyright Top Agent Magazine11

he will be moving into commercial real estate while dealing in residential properties. But he also looks forward to connecting with new clients, appreciating the lifestyle he has cultivated for himself and his team in

California. “When working with loans, you have to keep track of the human element,” he says. “Above all, I take pride in knowing that I can guide my clients to a brighter financial future.”

To learn more about Kelly Parnell email kellyParnell@teamkellymtg.net or call (619) 771-9003

12Copyright Top Agent Magazine

Top Agent Magazine

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 14

4. Networking

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

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JEFF BALTZ Honest and genuine, Jeff Baltz’s commitment to providing his clients with world-class service has built him a stellar reputation as one of his community’s go-to lending experts. Like many mortgage loan officers, Jeff didn’t start off working in the industry, but rather began his career in retail management. After a decade in retail, Jeff decided he was ready for something new so he took a job working as a bank manager. “I liked banking but I quickly realized that I couldn’t provide the level of customer service I felt my clients deserved when I was constrained by the limits of a traditional 9-to-5 job,” Jeff explains. “Of everything I did in banking I liked the mortgage side the best, so I decided to go off on my own and become a mortgage loan officer.”

Four years and hundreds of mortgages later, Jeff is a mortgage loan officer with PrimeLending, a full-service direct lender that in 2018 was ranked as the eighth best mortgage company in the nation by Mortgage Executive Magazine. Based out of his office in Puyallup, Washington, Jeff has built out a thriving book of business throughout Washington State, with the majority located in the I-5 corridor. Jeff joined PrimeLending in February and since then he has steadily expanded his reach across the country, and currently works with clients in Tennessee and Oregon.

Jeff credits his emphasis on building relationships and providing his clients with premier customer service as being the primary drivers of his business. “Whenever I’m talking to someone, whether I’ve worked with them for years or am meeting them for the first time, we always end up having a personal conversation. I care about everyone I work with, so I take the time to build a

meaningful connection, and make sure that I know exactly what they’re looking for so that I can help them find it,” Jeff explains.

“On top of this I go the extra mile for everybody. I focus on effectively communicating with everyone involved, and ensure that my clients know everything about their different mortgage options so that they can make sure that what they get fits their budget and lifestyle.” This approach clearly works well for Jeff as more than 90% of his business comes from referrals.

Outside of work, Jeff loves to spend time with his family, enjoys playing sports, and working on home/ yard improvement projects around the house. He and his family are also involved with their church. Jeff’s son is on the ushers team, so Jeff assists with the usher program, while he and his wife are on the youth services team and help lead the youth service once a month on Sundays. In addition the whole family likes to volunteer together. They have done everything from passing out clothes and shoes on Christmas to lending a hand at a local food bank on Thanksgiving. Finally, with the outbreak of COVID-19, Jeff and his family have taken on a roll helping those friends and neighbors who face health or financial struggles.

Looking to the future, Jeff is excited to grow his team and hopes to double his business in the next year or two so that he can ramp up the number of people he helps on their journey through life. “My favorite part of this job is that I get to help people. I think the best is when I get to work with a first-time homebuyer. Seeing the smile on their face and hearing the joy in their voice when they get the keys to the new home is an unbeatable experience.”

For more information about Jeff Baltz, NMLS: 1519573, visit lo.primelending.com/jeff.baltz, call 253-686-2791 or email jeff.baltz@primelending.com.

15406 Meridian East, Suite 103, Puyallup, WA 98375 ©2020 PrimeLending, a PlainsCapital Company. (NMLS: 13649) Equal Housing Lender.

PrimeLending WA consumer lender lic no. CL-13649. v010918 https://

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AMIT Z. BARUCH Amit Z. Baruch, loan officer (NMLS 505319) started out in the mortgage industry 19 years ago, after moving to Seattle. Coming from a family who owned a large land developing business made him comfortable with real estate, and real estate finance, so he decided to leave his job at a high tech company and get into mortgage financing. He has been working at Fairway Independent Mortgage since October of 2017. Amit primarily serves Washington, but is also licensed in Texas and Arizona.

With a high 100% rate of referral business, it’s Amit’s passion for going beyond the transaction that makes his clients come back to him. “I don’t spend any money on advertising. I prefer to invest in the client experience, and make sure that I meet my clients’ needs. Home ownership is such a remarkable thing, and I love helping people navigate this process. My commitment extends past the end of the transaction. They can always call me with any questions,” he says. And in order to show his appreciation, Amit remains in touch with clients through phone calls—especially if it’s their birthday— personal emails, client events, and social media.

For a lot of loan officers, the focus of their job can become somewhat mechanical, and the emphasis might be on the numbers, instead of people. For Amit, nothing could be further from the truth. “People don’t realize that the home buying process is incredibly emotional.

It typically starts off with the client wanting to know all of the financial logistics, which makes sense. But I always warn them that once they step into a home and realize that it’s the one for them—the place where they want to wake up everyday, entertain their friends, and raise their family—all those mechanical questions will fall away, and the process will become emotional.

And when that happens, they need somebody who is going to advocate on their behalf. They need somebody who is going to be available to them when they have a momentary freak out at 10:30 at night, and they’re not sure if they can get through it. And that’s really where I focus my time and attention.”

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Outside of his work in the mortgage industry, Amit is enthusiastic about ensuring the physical safety of real estate brokers. “Real estate brokers meet unknown people in vacant homes.

That can be a recipe for disaster,” he says.

Having worked for the Israeli government, and teaching Krav Maga—the hand-to-hand combat system of the Israel Defense Forces— he decided to create a class on teaching real estate brokers how to do their job more safely.

Amit got his idea approved for continuing-education credit for real estate brokers and started teaching the class in a live setting, receiving a great response. He is also certified as a law enforcement instructor, and teaches law enforcement officers defensive tactics. “I want people to be safe, healthy, and confident in their abilities to defend themselves.”

In the future, Amit would like to continue to grow his business. “It’s such an honor for me to do this job. Being able to make that phone call and say ‘Congratulations, you’re a home owner,’ it means everything to me.” He’s also passionate about continuing to further advocate for real estate broker safety. But what truly keeps him going is the knowledge that someone out there needs his service. “I love what I do, and there are a lot more people I’d still love to help out,” he says.

To learn more about Amit Z. Baruch call 206-786-9999, email amit.baruch@fairwaymc.com, visit fairwayindependentmc.com/Amit-Z-Baruch www.

AZ License #BK-0904162 TX Location: 1800 Golden Trail, Carrollton, TX 75010 Top Agent Magazine Copyright Top Agent Magazine

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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TIM DAVIS Tim Davis stepped into the mortgage industry at the suggestion of a friend, who thought he would be a good fit at his company.

Tim decided to take him up on the offer, and has been in the business for 23 years now. He serves as the director of national sales coaching at Movement Mortgage, where he runs an internal coaching team of seven coaches that cover the entire company. Tim’s focus lies in individual coaching on sales marketing and leadership, and he has created a seminar series called Personal Branding Mastery, teaching real estate agents how to build their personal brand. He also started a program called Agent Marketing Academy, and the Agent Marketing Playbook, a monthly magazine full of tips for success, strategies, and checklists, in addition to a daily iTunes podcast for agents called Agent Marketing Playbook Podcast. Each one of Tim’s team members coach an average of 70 loan officers every month.

When it comes to his real estate clients, Tim believes it’s the meaningful relationships he builds that keep them coming back. “We’re the only company that provides a free physical magazine every month full of great advice for real estate agents. We’re always striving to add value to the real estate agent community,” he says.

And in order to maintain his relationships and grow the business, Tim stays in touch with clients through phone calls, face-to-face meetings, and group events.

Work is made easier when you love what you do, and for Tim it’s the ability to help others that makes it all worthwhile. “Being able to help somebody gain a new level of awareness of who they are, and help them redefine their internal story to match their dreams and goals is the best part of the job.”

When Tim’s not working, he’s committed to helping improve his community. He is personally passionate Top Agent Magazine

about children’s causes, and donates to the Last Minute Toy Store organization, which provides free Christmas toys to kids. His outlook on community involvement is mirrored by Movement Mortgage, with the company always participating in various causes, and even building charter schools. And Tim doesn’t forget to mention real estate agents when discussing what makes a community strong. “Real estate agents are such an integral part of their communities. They are the gateway to homeownership for so many people. They get up and serve their communities every day. Whether they choose us for the loan process or not doesn’t matter, we truly admire and value them for what they do on a daily basis.”

Outside of work Tim loves playing golf and basketball. He’s also an avid hockey fan. In the future, he wants to see a continued growth of his department.

“We have 16,000 real estate agents subscribed to our program every month. That’s a big number, but I want it to be 160,000 agents or 260,000. When you reach one plateau, you ask yourself what the next one is. So that’s what I’m looking at over the next ten years, how big of a number of people we can impact. We’re just going to keep stretching the boundaries.”

To learn more about Tim Davis email Tim.Davis@movement.com, visit movement.com/nonlo/tim-davis, or call (615) 364–9039 www.

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CLINT EDWARDS Growing up in the real estate industry under his mother’s wing, Clint Edwards always knew he wanted to part of the business. While his mother excelled as an agent, Clint decided to explore his options and ultimately pursued a career in mortgages. “I enjoy the financial and numbers-driven aspects, so it was a natural fit to go into the mortgage space,” he remembers. Today, Clint has earned years of experience and built a reputation along the way, known for his communicative style, commitment to education, and personal touch.

Clint spearheads his work under the banner of Evergreen Home Loans, serving borrowers of all kinds in the greater Port Orchard, Washington and Kitsap County area, though past transactions have taken him statewide in service of his clients. With help of his dedicated assistant, Clint has built a business largely driven by repeat and referral clientele who trust his knowledge, transparency, and proven track record of success. He is well-versed in a range of loan options, including VA, FHA, USDA and Conventional products. Likewise, his branch has access to niche offerings, such as bridge loans, rehabilitation products, and construction financing. No matter the type of loan or borrower, Clint remains committed to empowering his clients through knowledge. “I focus on education,” he says. “Some of my favorite clients are first-time homebuyers, or investors building their portfolios. I enjoy the process of strategizing and planning. The way I set myself apart is to fully explain and provide people with all their options—not just the ones I think are best. I review the pros and cons for every program, so they can make the best decision for themselves

and their family. I’ve focused on that since day one.”

In taking this approach, Clint has built lasting relationships with the clients he serves. Borrowers trust his forthright communication and conscientious counsel. “I’ve grown my business organically by treating people right,” he says.

“I do right by them and put their interests first. Partnering with Evergreen has also made a huge difference, because our company really focuses on a customer-first approach. That’s a perfect match for me.” As a result, Clint’s business has grown consistently by 20% year-over-year, with last year capping his highest rate of growth at a 40% increase—a by-the-numbers testament to Clint’s positive impact.

Beyond the office, Clint is an avid contributor to his community, sponsoring local schools and sports teams including South Kitsap High School’s basketball team and South Colby Elementary. He also supports his local Humane Society, in addition to his contributions through the Evergreen Cares Foundation, through which he supports the Kitsap Healthline. In his free time, Clint most enjoys time spent with family and loved ones, and exploring the outdoors through hiking, fishing, and camping.

As for the future, Clint intends to keep momentum going strong as his business continues to grow. Now, with years of experience and insight to his name, Clint Edwards considers what he most enjoys about his chosen field. “I really enjoy helping people, love getting into the details of their plans, their goals, and I try to find the way to help them most,” he says. “If I start from that perspective, good things follow.”

To learn more about Clint Edwards email cedwards@evergreenhomeloans.com, visit evergreenhomeloans.com/loan-officers/clint-edwards, or call (360) 731–8893 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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KURT FANCHER “I’ve always believed it’s my job to get people what they need,” Kurt Fancher explains, while discussing his career in the mortgage industry. By focusing his philosophy on serving others and helping homebuyers reach their goals, Kurt has led a great career as a loan officer/branch manager. He got his start 26 years ago, after leaving a career in the transportation industry. A family friend was in the mortgage business and encouraged him to take the leap. “I decided to leave my salary job to work in a field entirely based on commission, with a one month old daughter at the time, so it was a big risk,” he says. But it was a risk he hasn’t regretted for a second since,“It was the best thing I ever did.”

After working with Kurt, clients don’t hesitate to spread the word about him. One recently said, “I chose Fancher Mortgage as a first time home buyer as they came highly recommended. Kurt and his team were with me every step of the way from pre approval to closing. They were very quick to respond to my questions and helped me to understand the Mortgage process. I would highly recommend them to everyone.

Thank you Kurt, Becki, and Barbie!”

Today, Kurt leads a team of 6 at Fancher Mortgage Group based in Indianapolis. They offer all the typical loans like FHA, USDA, VA, and Conventional loans as well as a few unique programs, like a down payment assistance loan and one just for medical doctors. No matter who they are serving, buyers and referral partners can expect superior service and communication at every step.

Looking ahead, Kurt is excited to continue growing. His business operates as a DBA under GVC Mortgage Inc, which allows him to build his own branches and operate as a business owner. “My goal is to keep bringing the right people in and to maintain my company culture. I truly enjoy what I do, I love the people and the challenges. So currently my plan is to continue growing the Fancher Mortgage Group brand.”

“I try to be very thorough on the front end, so we don’t get surprised during the process,” he explains.

“I like surprises, but not when it comes to mortgages.

I never say anything is a done deal until we’re at the closing table.” Kurt is extremely thorough, which helps him close loans in a timely manner and makes the transaction as smooth as possible. He maintains contact with the buyers as well as the agents at every step. “We have certain touch points where we’ll reach out and either make a phone call or send an email to check in and explain how things are going. Even after the transaction we stay in touch, sending out birthday and anniversary greetings. We keep them updated on where interest rates are at and anything related to their loan.”

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When Kurt isn’t working, he’s giving back to the community through the Realtor© Foundation, which raises money for local charities that provide transitional housing. “It’s through the local Board of Realtors©, which I’ve been a part of for six years. The last two years we donated over $200,000 each year to about 15 different charities,” he explains.

For more about Kurt Fancher, call 317-697-8832 or email kfancher@fanchermtg.com 23 Copyright Top Agent Magazine

JEANNE L. GOREY Jeanne Gorey was introduced to the loans industry at a young age. Her mother was a Realtor, and growing up, Jeanne had an opportunity to work with her. Right away, she fell in love with the housing business, particularly for the ways in which it complimented her entrepreneurial spirit and passion for helping others. “I learned so much working with my mom,” Jeanne says.

“In real estate, I discovered how to think creatively, work with clients and put deals together. All these skills translated directly into loans.”

Today, Jeanne is a Senior Mortgage Loan Officer for Neighborhood Loans, where she services clients throughout Illinois. By leaning on her more than 30 years of experience, she offers her clients an expert and ally in the home buying process. “I take the time to understand a client’s situation,” she says. “From there, my only goal is to steer them in the right direction and set them up to make a strong decision to suit their needs.”

When working with clients, Jeanne prefers a personalized approach. After getting to know them, she can offer them a tailored solution to meet their needs, offering assistance in any situation, ranging from first time home buyers to residential purchases and refinances. “I love the challenge of designing the perfect program for my clients,” she says. “It’s tremendously rewarding to help them land their dream home, safe and sound.”

Along the way, Jeanne takes care to manage the pressure and confusion that might accompany any real estate transaction. “Buying and selling a home is an

extremely emotional experience,” she says. “Above all, clients need somebody they can trust to guide them through that investment and beyond.”

Jeanne also has forged longstanding relationships among her professional network of Realtors, CPAs and financial planners, having collaborated with many of the same Realtors for over 20 years. Meanwhile, she continues to establish and foster new relationships around the industry every day.

For her leadership, communication skills and proactive workflow, Jeanne has built an outstanding reputation for herself in the area, with the vast majority of her transactions coming from repeat clients, referrals from past clients and referrals from realtors and other business professionals. “In fact,” she adds with a laugh, “I’ve been in the business so long that I’m doing loans for my clients’ kids.”

Outside of her career, Jeanne maintains strong values for education and personal growth. Always looking to learn new things, she can usually be found reading or studying up on the industry. Elsewhere, Jeanne extends her enthusiasm for educating and sharing information with realtors in her network, hosting webinars and lunch-and-learns on the state of the market.

As she approaches her 40th year in the mortgage industry, Jeanne continues to possess the strong ambitions that led her to the business in the first place. In the years ahead, she will continue helping people own a piece of the American dream of homeownership, while nurturing the relationships that have brought her so much success around Illinois. “It’s always important to challenge yourself,” Jeanne says. “I’m always looking for ways to improve; in my career, there’s something new to learn every day.”

To learn more about Jeanne Gorey, email Jeanne@Neighborhoodloans.com, visit jeannegorey.com or call (630) 748.7433 www.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Copyright©, Walter Sanford. All rights reserved.

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ROBERT HARRISON Robert Harrison got his mortgage broker’s license in 2015 and began his career operating his own insurance and financial services business. Though he was successful in the business, when a friend approached him looking for someone who might be interested in mortgage lending, his interest was piqued. “I met my friend for lunch, and we talked about the opportunity,” he recalls. “The more I learned, the more I wanted to move forward,” he recalls.

He joined CME Lending in May of 2019 and has never looked back.

Based out of Fishers, Indiana, Robert is a Senior Loan Officer who works alongside a team that offers financing solutions for home buyers and customers seeking re-financing. “I take great pride in providing exceptional service to my clients,” he asserts. “The mortgage process is meant to be simple and easy but can often-times be complex and confusing. I like to think I deliver positive experiences to my clients by ensuring they are in the best loan program to fit their individual needs.” Robert says CME offers a wide variety of loan options and program, as they work with multiple banks and lending institutions. “We are available to help anyone with competitive options that meets their needs,” he says.

Robert is proud to report that his business is 80% repeat and referral clientele. “Everyone who works with us leaves happy and satisfied with our customer service,” he says. “Not only are we rate competitive, we offer a level of attentiveness as well as a consultative approach.”

It’s no surprise that Robert and CME receive stellar reviews from customers. One client recently wrote: “[I got] excellent customer service. All of my questions

were answered promptly, and everything is explained very well so I know what to expect.”

Robert believes what sets him apart from his peers is his great relationships with realtors and lending partners. “Real estate agents want to help their clients get through the process in a timely and efficient manner, and we’ve proven to our partners, that we will get the job done well,” he says.

Robert makes sure to stay in touch with clients with frequent communication. “I reach out to keep the client informed and engaged every step of the loan process,” he notes. He also sends out special occasion cards as they come up and says the company is big on throwing customer appreciation events. “Unfortunately, due to the COVID crisis, we haven’t been able to hold anything live this year, but when we can, we make it a lot of fun,” he says.

Robert says he loves what he does because he gets to make people happy and help them achieve their goals of homeownership. “It’s always a good day when someone closed on a house,” he exclaims. “It is the best feeling to see my clients so happy at the closing table.”

To give back to his community, Robert often gets involved in community events and charities to help out those in need.

When not working, Robert keeps busy with his wife and one-year-old son, “who really keeps me on my toes,” he says. As for the future of his business, Robert says he’s got his pedal to the metal. “We’re looking to grow and expand,” he says. “Personally, I want to grow my relationships and accomplish all of my goals, so my clients can reach theirs.”

To learn more about Robert Harrison, please call (765) 505-1751, email Rharrison@cmelending.com, or visit perfectlo.com/robertharrison www.

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AMY HARVELL Loan Officer Amy Harvell – Branch Manager at New American Funding in Crestview, Florida – is a dynamic, hardworking and impressively knowledgeable mortgage professional who has committed herself to providing her many buyers with both the best pricing and customer service available. Having built a thriving and ever-growing business on a foundation of honest and integrity, Amy has definitely earned her stellar reputation as a trusted financial advocate for those looking to realize the American dream of home ownership.

Amy, a former Realtor who worked on a highly successful team, began her journey towards the mortgage industry after deciding that real estate was not quite the perfect fit for her. “I felt like I needed a job then that had a dependable income and health benefits,” she recalls. “So, I got into personal banking, working at a little local bank here in Crestview. When they needed a Loan Officer, the owner of the bank knew about my real estate experience, and for six months he begged me to take the position. Ultimately, I decided to give it a try and ended up closing a million dollars in my very first month.”

That impressive launch to her new career was not a fluke, and her business has continued to grow exponentially with each passing month. As of this writing, Amy has reached the ten-million-dollar mark for monthly closings. The lion’s share of that business is the result of referrals from Realtor partners and satisfied past clients, which is testimony to the exceptional, go-above-and-beyond customer service she is providing.

“I would say that it’s because I immediately take the time to build relationships with my clients and my Realtor partners,” says Amy, when asked how she has managed to inspire such loyalty and trust. “That sets a tone right off the bat.

Then, I make sure I give them the best service I can. I make myself available to them literally twenty-four hours a day, seven days a week, because having them know they can reach out to me at any time is important to me, because this is probably the biggest purchase they are ever going to make.”

Amy is proud of her association with New American Funding, and the wide array of loan products they offer.

Though she specializes in VA Loans – there are two military bases in the area – Amy has the ability to provide her clients with almost any type of loan currently available. “If it’s out there, we do it,” she says.

When she’s not working – which is rare – Amy enjoys nothing more than spending time with her husband and their three young daughters. Outdoor activities are enjoyed, particularly four-wheeling and horseback riding. She is also a committed philanthropist who gives back to her community in a number of ways, including her membership with the local Chamber of Commerce and Rotary Club.

“I like helping people achieve their goals,” says Amy – who plans on continuing to grow her business and helping even more people – when asked what she likes most about what she does for a living. “I also love when a customer calls, writes a letter, or posts a review and says that I made their dreams come true, and that the process was seamless!”

For more information about Amy Harvell, please call 850-598-2714 or email Amy.Harvell@nafinc.com 28

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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ROBERT LINDSAY When Robert Lindsay bought his first house, he was offered a job by the loan officer. “I was surprised and flattered, but I already had a job and turned it down,” he recalls. Not long after, he was laid off and immediately reached out to the woman who originally offered him a position.

He was hired as a processor. That was 22 years ago, and he’s never looked back.

Robert currently works with a top-notch team at Envoy Mortgage based in Kennewick, Washington. “It has always been my goal to bring a level of financial expertise that is unparalleled in my field,” he asserts.

Growing up in a military family, Rob is passionate in honoring all who served and became an Envoy certified VA expert.

Robert is committed to on-going learning and is dedicated to staying on top of what is happening in the financial markets so that he can better guide his clients. “I help my clients design a loan program that meets their specific needs and transforms the mortgage loan from just a debt to an integral part of their overall financial strategy,” he says.

the know-how, and heart. Our mortgage represents our biggest investment, and we trust him to handle ours every time.”

Robert stays in touch with clients on a daily basis. “I reach out all the time, whether it’s by phone, text or email,” he says. “I also make sure to stay in contact with listing agents who are often left out of the transaction process.”

To market his business, Robert makes sure to maintain quality contact with local agents. “I update agents all the time and when the transaction is completed, I reach out to discuss how I can help propel their business,” he says.

Robert is proud to say he’s been a Boy Scout Master for the past nine years. He’s also the dad that chaperones his kids’ school trips. When he’s not working or giving back to his community, Robert enjoys golfing and camping.

As for the future of his business, he hopes to expand his team and help his partners reach their financial goals. Education is a major part of his plan. “They call me Professor Finance if that tells you anything,” he jokes. “I love to teach!”

Robert reports that 100% of his business is referral through clients and Realtor partners. “I believe that my clients are impressed with the process of the transaction,” he notes. “I make sure to keep the lines of communication open. I also constantly educate my clients, and I’m always available to answer questions.”

That’s why his clients give Robert stellar reviews. One customer recently wrote: “Rob just has it together!

Everything in his process is seamless and his online system is quite impressive. I have been using Rob for years, yet I have never actually met him in person. It says a lot when you can build trust, confidence, and a relationship remotely as Rob does. He has the tools, Top Agent Magazine

To learn more about Robert Lindsay, email him at rlindsay@envoymortgage.com, visit roblindsayloans.com, or call (509) 492-1229 www.

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GEORGINA OLSEN Georgina Olsen has spent her life and career in the housing industry.

For 17 years, she sold real estate around her hometown of Spokane.

Over time, she found herself gravitating to lending, particularly for the ways in which mortgages complimented her problem solving abilities and passion for helping others. After helping her elderly mother attain a reverse mortgage, Georgina realized that she had found a niche in the market. As she describes it, “I saw firsthand how a reverse mortgage can be a godsend for our seniors.”

Today, Georgina is a Reverse Mortgage Specialist for the Spokane branch of Director’s Mortgage, where she assists clients all throughout the Northwest. A licensed loan originator in Washington State and Idaho, she can help navigate each of her clients towards choices to suit their individual needs. “A reverse mortgage is such a great product for the right person,” she says. “By using a reverse mortgage, I can help my elderly client age in place in their home.”

As a Reverse Mortgage Specialist, Georgina offers precise and honest service. Considering her lifelong experience of living in the area and her background as a Realtor, she can step back and see the full picture of a transaction.

Throughout, she upholds a high standard for openness and communication with her clients. “Lending is an educational process,” she says. “It’s important to give people options and guide them to strong decisions.”

Elsewhere, Georgina maintains a terrific working relationship with her Realtors and professional contacts. Always

looking to expand her network, she works to stay in touch with them throughout the year, no matter what. “As you can imagine, people move around a lot in this industry,” she says. “You have to stay involved.”

For her winning service and expertise, Georgina has earned herself an outstanding reputation among a long list of Realtors, banks and credit unions throughout the Northwest, with the vast majority of her transactions coming from either repeat clients or professional referrals. In fact, her reputation oftentimes yields connections that Georgina didn’t even know existed. “I’ll get referrals from Realtors whom I haven’t met, just because they’ve heard of me,” she says with a laugh.

However, Georgina values her influence on the community as much as she does her success. “It’s a pleasure to help people,” Georgina says. “I feel honored to serve my clients and improve their financial security.”

Outside of her career, Georgina can be found giving back to her community. Currently, she serves as the Events Director on the board for the Women’s Council of Realtors in Eastern Washington. On top of that, she is an active participant in the Spokane Mortgage Lending Association, which allows her to provide support to the hometown she loves. When she’s not helping clients or serving in her community, Georgina can be found tending to her garden or quilting.

When looking to the future, Georgina envisions the further growth of her business alongside her town. “Spokane has expanded so much, since when I grew up here,” she says.

“As for me, I’m always looking for new ways to reach clients and build on my momentum.”

To learn more about Georgina Olsen, Reverse Mortgage Specialist NMLS11910, call 509.220.5168 email georgina.olsen@directorsmortgage.net, or visit dmreverse.com http://

Consult your tax advisor or financial advisor for tax advice. These materials are not from HUD or FHA and were not approved by HUD, FHA or a government agency. At the conclusion of the term of the reverse mortgage loan contract, some or all of the equity in the property that is the subject of the reverse mortgage no longer belongs to the person and the person may need to sell or transfer the property to repay the proceeds of the reverse mortgage from the proceeds of the sale or transfer or the person must otherwise repay the reverse mortgage with interest from the person’s other assets. Lender will charge applicable fees which may include, but are not limited to, an origination fee, a mortgage insurance premium, closing costs and servicing fees for the reverse mortgage, all or any of which the lender will add to the balance of the reverse mortgage loan. The balance of the reverse mortgage loan grows over time and the lender charges interest on the outstanding loan balance. The person retains the title to the property that is the subject of the reverse mortgage until the person sells or transfers the property and is therefore responsible for paying property taxes, insurance, maintenance and related taxes. Failing to pay these amounts may cause the reverse mortgage loan to become due immediately. Interest on a reverse mortgage is not deductible from the person’s income tax return until the person repays all or part of the reverse mortgage loan. This is not a commitment to lend. Information deemed reliable but subject to change without notice. Qualified borrowers only, subject to credit approval. Restrictions may apply. NMLS-3240. Arizona Mortgage Banker License BK-0942517. ©️2020 Directors Mortgage

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

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.

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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 can-

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celing 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.

4.Take your smartphone off the table

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.

3.Create a goal-oriented reward system 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 34

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

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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JOSE LUIS RASILLA Honest and amiable, Jose Luis Rasilla’s commitment to transparency and being 100% available to his clients have helped him to build a stellar reputation for his mortgage brokerage company, The Razone Mortgage Group. Jose Luis first got into the mortgage industry in 2002 when he joined a wholesale lender, where he was able to learn all about the various facets of the lending industry. “I joined their fast program for new account executives, which allowed me to learn all about lending from the ground up,” Jose Luis recalls. “This gave me experience in underwriting, operations, and origination on the lender side that translated really well when I branched off to start The Razone Mortgage Group, which is focused on the consumer side of the business.”

After nearly 19 years in the industry, Jose Luis is now the co-owner of The Razone Group where he and his partner Greg operate as mortgage brokers/lender with the support of three backend staffers. Based out of their office in Norco, California, Greg and Jose Luis run a thriving book of business throughout Corona/Norco and the surrounding areas. The Razone Mortgage Group prides itself on customer satisfaction, and after closing over $150 million in loan volume, the company enjoys a 97% customer satisfaction rating.

If you ask Jose Luis how he his company has managed to enjoy so much success, he will credit his and Greg’s focus on open communications, availability, and accuracy as being the primary drivers of their business. “Open communications is vital, particularly with purchases where you have a lot of parties involved. What we do really well is that we keep all parties appraised of everything going on by providing

weekly updates and keeping them all on every email thread,” Jose Luis explains.

“Secondly we always make sure that we are accurate on our preapprovals— we always want to make sure that our clients truly qualify for whatever it is that they are out shopping for so that we can avoid any issues down the line.

Finally, me and my partner Greg place a huge emphasis on being available to our clients and helping them to solve any issues that may arise.” This approach has clearly worked well for Jose Luis and Greg, as over 90% of their business comes from repeat clients and referrals.

Outside of work, Jose Luis loves to be active and spending time with his family, workout, going biking riding and being outdoors. In addition he and his company give back to their community by participating in community events through their agent partners ranging from helping sponsor and be a part of his town’s annual pumpkin patch to helping with the local Keller Williams office’s charity events, and giving back to youth organization such AYSO. Looking to the future, Jose Luis plans to continue growing his business organically by increasing his efforts to share information with his community via his company’s Facebook page and YouTube channel.

In the end, it’s all part of his efforts to improve his community and help people achieve their mortgage and real estate goals. “I love helping my clients get to the finish line, especially first-time home buyers.

It really brings a big smile to my face when we are able to help someone who didn’t even think it was possible for them to buy a home achieve their dream of homeownership.”

For more information about Jose Luis Rasilla, visit therazonegroup.com, call 714-624-5596 or email jl@therazonegroup.com www.

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ERIC ROSEMARY With a passion for helping people and an interest in real estate, it was only natural for Eric Rosemary to enter the mortgage industry 18 years ago. “When I was younger (13-18) I worked in construction with homes, so it intrigued me,” he says. “Once I learned about mortgages it was definitely something I was looking to do.” Today he’s a loan officer and branch manager for two CrossCountry Mortgage offices.

Based out of Boca Raton, Florida, he is licensed in Florida, Alabama, California, Connecticut, Georgia, Kentucky, New Jersey, New York, Ohio, South Carolina, Tennessee and Virginia. He is able to offer a wide variety of loans, from conventional to niche products, and has built his business entirely off of repeat clients and referrals.

“I think what sets me apart is that my clients and agents deal directly with me,” Eric explains. Although he has a sizable team, he remains very hands-on from the initial pre-approval stage to the closing of the loan. “I utilize my team but I’m well-involved in every aspect. I try to focus on growing my relationships.” For Eric, clients are like family, and he treats them as he would a brother or sister. “If they’re not ready to buy something right now, I’ll put them on a path to where they may be able to buy in 3-4 months, or 3-4 years.” By guiding them throughout the transaction and making sure all questions are answered, he establishes lasting trust, ensuring his buyers will come to him when they are ready. Even after closing a loan, he remains in touch, reaching out to past clients regularly by email or phone. “I always let them know I’m still thinking about them, even if we haven’t seen each other in awhile.”

Clients love to spread the word about his work. One recently said, “This is the second home I bought and Eric was quick to make things happen: loan application, paperwork processing, and closing. He even made a very difficult deadline to close a week early. Eric was very knowledgeable, personable, and responsive to all my questions and worked to provide me the best rate 36

and loan. I would certainly work with him again and recommend him to anyone looking for a lender.”

When Eric isn’t working, he’s staying involved in the community. After suffering from a spinal cord injury that paralyzed him years ago, Eric joined groups to meet others who have similar situations.

He’s also regularly involved with clinical trials, one of which allowed him and his wife to recently have a child. During any free time, he enjoys hanging out with his family and cooking.

Looking ahead, Eric is eager to continue growing.

“I just signed up for a program that will allow me to streamline my business and organize it further.” And no matter where this path leads, he will no doubt enjoy every minute of it.

“I just love the satisfaction of helping others obtain the dream of homeownership.”

For more information about Eric Rosemary, please call 954-312-3104 or email Eric.Rosemary@myccmortgage.com Copyright Top Top Agent Agent Magazine Magazine

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 38

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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CHRISTINE SHIN Mortgage Lender Christine Shin – of Finance of America Mortgage in Southern California – is a dedicated professional who is deeply committed to helping her clients achieve the American dream of home ownership.

As Co-Branch Manager of four Los Angeles area offices, Christine has built her stellar reputation on a variety of factors: honesty, integrity, and an optimistic attitude that puts her customers at eased even during the most complicated and convoluted of transactions.

Christine began her journey in the world of mortgages in 2004 as an Account Manager for a wholesale lender, before gradually working her way up to where she is today, and she is the person responsible for creating PMC/PMAC mortgage company retail division which lead to Finance of America Mortgage’s retail division.

Christine is justifiably proud of her association with this company, which is a national, full-service mortgage lender that offers a diverse portfolio of home loan products. “There really isn’t any type of loan that we can’t do,” says Christine, who is also licensed in Arizona, and Texas.

Currently, the entirety of Christine’s considerable business is based on referrals and returning clients, an incredible vote of confidence in the highly competitive mortgage industry. “I think it’s because I make myself available to my clients,” says Christine, when asked how she has managed to inspire such impressive levels of customer loyalty and trust. “I don’t limit myself to nine-to-five the way many others do. I’m available after hours, and on weekends, which tends to be when clients need my services the most. If they

need an appraisal or a pre-approval, I’m there to provide it for them.”

“I love being able to help a client secure a loan they didn’t think they’d be able to get,” says Christine, when asked what she enjoys most about what she does for a living. “I feel like that’s a huge accomplishment and incredibly rewarding. I just really enjoy helping people. That’s just me.

I want everybody to be able to find their dream home, and my being part of that whole journey just makes me feel good.”

As evidence of Christine’s professionalism and dedication, the following is a review she received on industry website Zillow.com: “Christine is awesome. She is experienced, knowledgeable about mortgage lending, kind, and responds to messages quickly. In short, she was perfect and made the whole process a breeze.”

When she’s not working, which is rare, Christine gives back to her community in a variety of ways. She currently sits on the Board of Directors for the Young Professionals Network side of the Korean Real Estate Brokers Association. She is also heavily involved with her church. For recreation, Christine enjoys nothing more than spending time with her children. Shopping and going to the beach are particular passions.

Christine’s plans for the future are to continue growing both Finance of America’s overall business for the four offices she co-manages, and to also grow her personal business. Above all, however, remains her unwavering commitment to providing her clients with the unparalleled customer service that has become synonymous with her name.

For more information about Christine Shin, please call 714-651-9156 or email CShin@FinanceofAmerica.com Top Agent Magazine

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LEE TURNER Lee Turner joined the mortgage industry shortly after graduating from college, on a suggestion of a friend who thought he would be a great fit for the job. As someone who is personable and highly enjoys working with other people, he’s been very successful at forming long lasting bonds with clients and organically building his business.

He’s been in mortgages for around 13 years now, and currently works as a loan officer with Eagle Home Mortgage in Sacramento.

For Lee, the mortgage business is ultimately the business of helping people, which is his main focus at work. He loves being a part of the process that helps somebody purchase the home of their dreams, or helps a family gets a brand new start. And in order to make that happen, he has to get pretty innovative at times. “There are so many different avenues to try to get somebody qualified for a loan. Not everyone’s situation is cookie cutter, and sometimes it takes a bit of strategizing and brainwork to come up with the right solution. I really enjoy that because it helps me get creative in my work,” he says. And helping people is a core value that Lee shares with Eagle Home Mortgage, which offers a special loan program for down payment assistance, as well as unique lower income loans.

In order to stay in touch with his clients, Lee usually prefers to see them face-to-face. “It’s important for me to be out and about in the community, and really remain accessible to my clients in person,” he says.

Unfortunately, due to COVID-19, he’s had to find other ways of continuing that bond and relationship with his clients. He’s been spending a lot more time on the phone and on his email, checking up on clients and seeing how everyone is doing, while also letting 40

them know he’s there to help. And it’s this type of personal approach that has helped him get a solid stream of referral business.

Being active, staying involved in his local community, and giving back are values that are very important for Lee, which is why he participates in an annual bike ride—put on by his company—committed to raising money for Habitat for Humanity. And as a father of 6-year-old twin daughters, Lee is involved with their soccer program and raising money for their team.

And when he’s not busy at work or spending time with his family, he enjoys perfecting his golf swing.

Although the COVID-19 pandemic has impacted many businesses, Lee remains optimistic about the future. He’s excited about slowly being able to get out in his community once again, and be able to give his clients that in person attention that he feels they deserve. And his main focus is to continue growing his business, stay consistent with giving excellent customer service, and always help his clients to the best of his abilities.

To learn more about Lee Turner please email LeeTurner@eaglehm.com, visit eaglehm.com/LeeTurner, or call 916–505–1650 www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 42

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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YVETTE VARISE level of professionalism that you did. We will without a doubt, recommend and refer you to those we know that might be in the market for loan. Now we get to begin the next chapter of our lives in our new home.”

Yvette Varise was ambitious very early on. “I was 19 and looking for my first house. The process was very stressful, and I felt that I was not taken seriously as a young female,” she recalls. “When I did find a place, the transaction process continued in this way, and I knew then that I could do better.” When she approached her broker, she was hired on the spot. “I got my license and was up and running in six months,” she exclaims. “I also speak Spanish, so I really took off.”

“I truly care about my clients and treat them like family,” she says. “The transaction process can be very stressful, so I make sure that my compassion comes across.”

That was in 2000 and she’s never looked back. Yvette is a loan consultant with Loan Depot and works solo within a larger team out of San Ramon and Concord, California. She mainly works with new home builders as well as first-time buyers and personalizes each client’s financing to suit his or her individual lifestyle and goals. “I believe whether you are buying a home or refinancing, you deserve a smooth and personable transaction, and I’m here to facilitate that,” she asserts. With Yvette, clients receive an authentic experience defined by honesty, integrity, and knowledge.

Much of her business is repeat and referral clientele.

“I’m always out and about in the community and people get to know me and refer me out to friends and family,” she says. “I meet a lot of people while out in the new home communities and instantly develop successful relationships that result in referrals and new transactions.

It’s not surprising that her clients give her 5-star reviews for her stellar work ethic. Writes client Jeff M: “[My wife] and I wanted to say thank you for all your assistance and guidance in our home buying journey. Thanks for being there for us and being easy to work with. You definitely made us feel comfortable and we trusted you entirely and you delivered all the way. It is a privilege to work with someone that displayed the character and

Yvette stays in touch with her referral partners and borrowers through Loan Depot’s marketing sales force. “My favorite is when clients receive birthday emails,” she says. “I love to acknowledge them on their special day. I also reach out frequently via social media.”

What Yvette loves most about her job is being able to help people reach their financial objectives. “Especially with my minority community, it’s so satisfying to see them achieve their dream of homeownership,” she says.

Out of the office, Yvette coaches a youth cheerleading squad. “I’m very passionate about working with the girls, teaching them discipline and accountability,” she says.

During her down time, Yvette cherishes the time she spends with her children. “I have four kids, so we might go to the beach, barbecue, or just enjoy each other at home,” she exclaims.

As for her future plans, she hopes to reach out to more local realtors as well as educate the members of her community about how to become homeowners. At the moment, Yvette says she’s proud of what she’s attained in her life. “I’m a Hispanic woman in a male-dominated field, and I’m able to use my skills, life experiences and compassion to help people,” she asserts.” That’s a good place to be.”

To learn more about Yvette Varise, email YVarise@loandepot.com, visit yvettevarise.com, or call (925) 325-1343 www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 44

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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DAVID YOUNG David Young got his start in the mortgage industry in 1993 working for Mortgage Capital Associates. While there, he was mentored by Jay Steren, who himself was doing loans for over 40 years. After the passing of his mentor of over 20 years, he decided to open his own firm. David is the owner of One Nation Home Loans—with a staff of 15 loan officers—offering a wide variety of loans, including FHA and VA loans.

Having a great percentage of referral rates is something David takes pride in when it comes to his company. He believes his success with referrals comes down to the trust his clients have in him and his agents. “We can be trusted to put the client’s goals at the forefront of what we’re doing. Not only that, but our rates are amazing. Our pricing is very aggressive, 95% of our deals are all zero points. We have the lowest rates in the industry and the fastest turnaround times out there.”

For David, an important part of his job entails providing his clients with education. He is not looking to just complete a transaction, he wants his clients to always get the best deal and understand exactly what it involves. “We educate our clients more than the average loan officer many people encounter. All of my loan officers have been doing this for over 10 years, so they have a great breadth of experience,” he says.

David stays in touch with clients by sending them important market updates. “The information is not

to sell them on anything, but rather to brief them on what’s happening, for example, with respect to mortgages.

Since the COVID-19 pandemic started, clients have been inquiring about the pros and cons of getting a forbearance, so I’ve been on the phone a lot educating them on what to expect if they decide to go that route.”

When it comes to marketing himself, David doesn’t believe in endless coldcalls. He chooses to invest in slowly developing friendships with real estate agents instead. “Organic communication through friendships, and talking, and helping an agent out, is the way to do it,” he says.

One Nation Home Loans is committed to helping their community. They believe in quality education, and participated in a local school business event where they offered all teachers zero-point loans and zero closing cost mortgages.

When he’s not working or giving back to the community, David enjoys taking long walks with his wife and dog, traveling, watching Netflix, and completing puzzles. In the future, he hopes to grow his business and add additional loan officers to his team. “I’m looking for loan officers with experience and who are producing and active,” he says. And for young and upcoming loan officers, he has these words of advice, “This business is very hard. We have ups and downs, and we’re at the mercy of the market. But it’s all worth it if you can truly appreciate the relationships that you create with your clients.”

To learn more about David Young, email dyoung@onenationhomeloans.com, visit OneNationHomeLoans.com or call (800) 684-4505 www.

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