NATIONWIDE MORTGAGE 8-5-19

AUSTRALIA EDITION NATIONWIDE MORTGAGE EDITION

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

Tips on Being a GOOD TEAM LEADER 6 Things You Need to Do to Be a Great Mentor How to Create a Business-Winning Plan In One Hour

NATIONWIDE MORTGAGE EDITION

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LORRI HOFFMAN

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TINA MAYO

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MARCELA MELO

JOHN PALUMBO

CONTENTS 4) TIPS ON BEING A GOOD TEAM LEADER 6) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

16) HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR 20) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

10) LONG-TERM GOAL SETTING VISION = PERSPECTIVE = BETTER DECISIONS

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

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 4

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

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

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

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

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

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

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

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

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

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 8

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

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

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

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

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LORRI HOFFMAN How did Lorri Hoffman become one of the most trusted names in the mortgage industry in North Carolina?

Lorri started in the mortgage industry over thirty years ago working for Republic Mortgage Insurance company.

She eventually moved to the underwriting side of the business. In 2012, she followed her passion for helping people to achieve home ownership and began originating loans. She currently works as a senior loan officer at Movement Mortgage, where she leads an entire team that includes: four administrative staff members, a marketing expert, three loan officer assistants, and another full-time loan officer. Together, Lorri and her team offer a wide range of loan products, including first-time homebuyer loans, jumbo loans, specialty loans, and self-employment loans.

As a result of the excellent service Lorri provides, an impressive 100% of her business comes from referrals from past clients and realtor partners. What sets Lorri and her team apart from other lenders in her area? “It’s our service levels and our knowledge,” Lorri says. “I’ve been in the business a long time. I have an underwriting background and I understand packaging. We always try to look at each borrower individually and assess their goals.” Lorri and her team spend a lot of time with firsttime homebuyers, educating them about each step of the process. For move-up buyers, Lorri ensures they are in the best possible program to meet their particular needs and guarantee their success for the long-term.

With a combined 60 years of experience, Lorri and her team use their expertise to provide excellent service to both clients and real estate agent partners.

For Lorri, one of the most fulfilling parts of her work is maintaining lasting, longterm relationships with borrowers and referral partners. To keep in touch, Lorri and her team host appreciation events and concerts, send personal thank you notes, and touch base several times a year.

To create relationships with new realtor partners, Lorri meets them over coffee to discuss their focus, and talk about what she and her team have to offer. For follow-up, she sends emails detailing all the services and platforms her team provides, as well a bi-monthly newsletter of helpful information regarding marketing and mortgage rates.

What does Lorri love most about her job? “I’ve never met a stranger and I just really want to help people. My work is the way I help people—whether it be a firsttime homebuyer or somebody getting their absolute dream home. My team members and I don’t mind the challenge of a difficult deal!” she says. To give back to the community where she lives and works, Lorri and her team support Pinky Swear, a local organization that helps the families of children affected by cancer.

Movement Mortgage also donates generously to nonprofits in the area.

In her free time, Lorri enjoys spending time with her family, including her four children and her grandson.

For the future, she plans to keep growing her team, and serve as many families as she can while continuing to maintain excellent service. “We want to always stay customer-focused,” she says. With her long record of dedication to her clients and her community, she’s sure to make that goal a reality!

To find out more about Lorri Hoffman, email Lorri.Hoffman@movement.com, call (704) 609-5206, or visit lorrihoffman.com www.

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

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

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

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

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

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

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

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

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

Financial, Emotional, Educational, Top Agent Magazine

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

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

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

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

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

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

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

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

4. Put this goals list in a place that

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

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

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

Copyright©, Barry Eisen.

All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 12

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TINA MAYO Texas-based Mortgage Loan Officer – Originator and Branch Manager for Premier Nationwide Lending – is rapidly approaching her twenty-year anniversary in the Mortgage industry. Tina’s deep well of industry knowledge, coupled with her fierce commitment to doing right by her many clients and Realtor partners, has translated into a stellar reputation as a mortgage professional who can be consistently trusted to place her clients’ well-being front and center during each and every transaction.

Tina began her journey in the mortgage industry in 2001, when she had been working in insurance sales field for over twelve years. “One of my good friends met a mortgage broker,” Tina recalls, “and they got to talking. My friend suggested I might be a good fit for his company. I wasn’t looking for a career change at the time, but interviewed anyway and was hired on the spot. I think it was one of those God-driven things.”

Since then, Tina has built a solid business on a foundation of honesty, integrity and a detail-oriented approach that her many clients appreciate. That appreciation can best be measured by the fact that the entirety of Tina’s business is referral-based. “I think a lot of it has to do with the fact that I truly care about my clients,” she says, when asked how she manages to inspire such incredible loyalty in such a cut-throat, highly-competitive industry. I take the time to get to know them and their situation, and then I present them with options that will be the most beneficial to them financially to fit their needs. I think that because of that, my clients can see that I’m really trying to help them and not just put them in any type of loan without a thought.”

Speaking of loans, Tina is exceptionally proud of the wide array of products Premier Nationwide Lending offers. “We do most every type of loan,” she says, “so I’m able find a great program they can qualify for that is unique to their needs.

We have excellent rates and fees, and our service is second-to-none.”

Tina’s gratitude for her clients is obvious, and to demonstrate this she holds annual client-appreciation events, and works hard to maintain relationships long after the closing table. That appreciation is clearly reciprocated, as is made evident by the glowing reviews she has received for her services, including this one from Zillow.com, on which site she holds a perfect five-star overall rating: “My husband and I have used Ms. Mayo for three home purchases over the last five years…she is very professional and knowledgeable…and she is an expert when it comes to dealing with the ins and outs of the mortgage process. I highly recommend Ms. Mayo to anyone looking for responsive and expedient assistance with their financing.”

When she’s not working, Tina enjoys nothing more than spending time with her family, enjoying time on their boat and traveling when she can. She is also involved in multiple charities through her church which benefit the local community.

The future looks bright for Tina, who is grateful for the opportunity to help people in their pursuit of the American dream. “My relationship with the Lord is what drives me,” she says. “I just feel so blessed to be able to do this job.”

For more information about Tina Mayo, please call 817-808-1264 or email TMayo@PNLending.com Top Agent Magazine

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

grahamharrop.com  14

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How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 16

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 18

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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MARCELA MELO Mortgage professional Marcela Melo – of Alpha Mortgage Corporation in Fayetteville, North Carolina – has more than a decade of experience helping her many grateful buyers achieve the American dream. Fluent in three languages – English, Spanish and Portuguese – Marcela has a proven track record, closing one hundred percent of every loan she tackles.

Marcela began working in the mortgage industry following a successful career as a Realtor. “In 2007, my husband (who is active military) and I bought a house,” she recalls. “I was put into a bad mortgage that affected our financial stability. I decided that I wanted to learn about mortgages, so I went to school and passed the test.” Initially learning the ropes working as an assistant for a large mortgage brokerage in Fayetteville, Marcela ultimately went solo in 2011. Since then, she has built a thriving business based on her commitment to providing both her Realtor partners and buyers with the very best in customer service.

One hundred percent of Marcela’s business is based on word of mouth, a sure indicator of a successful mortgage loan originator. “It’s because of the excellent customer service I provide,” says Marcela, when asked how she has established such a phenomenal reputation. “It’s about communication, and being available to my buyers and Realtors. Also, being fluent in three languages has helped because some buyers aren’t comfortable entering such a huge transaction in English.” Marcela also takes a decidedly egalitarian approach to her job. “Every single customer gets the same excellent service, regardless of the size of their loan.”

Marcela is extremely grateful for her association with Alpha Mortgage Corporation, and of the wide array of

loan products she is able to access. From conventional to jumbo loans and any other loan one can think of, Marcela is able to fit each of her buyers into the perfect product for them, assuring they do not experience the same financial burden she and her husband did in 2007. “With my husband being in the military,” says Marcela, “I also do a lot of VA loans; Fayetteville has a lot of veteran traffic.” Another benefit of working with Alpha Mortgage is the credit analyzer program they offer, which provides those who are not quite ready, credit-wise, to obtain a credit consultation and ultimately purchase a home. “I work very closely with my clients who aren’t immediately ready to qualify, explaining the process, helping them over whatever hurdles they need to jump to eventually get them into a loan,” explains Marcela.

“I love being at the closing table,” says Marcela, when asked what she enjoys most about working in the mortgage industry. “I love seeing a buyer happy; seeing the smiles on their faces when I’m able to help them achieve the American dream. I love that I can help change people’s lives.”

When not working, Marcela enjoys nothing more than spending time with her husband and two young children, and the family can often be founds swimming or playing outdoors together. Marcela also gives back to her community through a variety of ways, including veteranbased organizations and working with children from distressed homes.

“I just want to keep building my business, and providing exceptional customer service,” says Marcela, when asked about her plans for the future. “I love people, and I love helping them.”

For more information about Marcela Melo, please call 910-336-0848 or email Marcela.Melo@alphamortgage.com Top Agent Magazine

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6 Things You Need to Do to Be a Great Mentor

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

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

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

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

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

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

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

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

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

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

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

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

You need to let them know that through it 22

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

Make sure to always praise their accomplishments.

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

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

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JOHN PALUMBO John Palumbo got his start in the mortgage industry fresh out of college 16 years ago, and hasn’t looked back since. With encouragement from his real estate agent mother, he took his first job at First Residential Mortgage, where he began learning the dayto-day business operations for each department before transitioning into sales. John now manages part of the retail sales division of Freedom Mortgage, which is the sixth largest direct mortgage lender in the nation.

John manages a small, diverse team of Loan Originators, some with over twenty years of experience, and others who are just as knowledgeable on different aspects of the business. His team closes an impressive amount of deals for a smaller office. While Freedom Mortgage serves a variety of clients, a large percentage of their business comes from first-time home buyers.

Many of his first-time buyers are able to secure their house with 3% to 5% down. No matter the type of buyer, there is no shortage of products for clients seeking to secure properties at Freedom Mortgage. “My job is to find the best product for the borrower while saving the most money.” It is their stellar service combined with their extensive knowledge that has resulted in most of their business being made of referrals.

“The most important thing to me is customer service,” John explains. He and his team make

themselves constantly available to both their real estate agent partners and clients. “Most agents don’t want to chase a loan officer around. They want to know a deal is going to get done. With us, they are always updated and they trust that when we pre-approve a client, it’s going to go through.” John keeps his phone by his side throughout the day, always answering it or returning calls as soon as possible. “My agents know they can rely on that availability. That’s what keeps them coming back.”

Freedom Mortgage also stands out with their niche products and services, like renovation loans and working with various investor groups to refinance loans for renovation projects. “I do a lot of renovation lending in my company,” John says. Freedom Mortgage is also the #1 VA lender in the country.

While word spreads fast about John and his team through their agent partners and past clients, they also have a strong presence in the community.

They sponsor numerous charity events throughout the year, and also make a monthly donation to a different charity of their choice every month.

As John looks towards the future, he’s eager to continue growing and enjoying every minute of his work. “What I love most about this job is the joy I get from getting people into homes.”

For more information about John Palumbo of Freedom Mortgage in Totowa, New Jersey, call 973-968-6943 or email John.Palumbo@FreedomMortgage.com Top Agent Magazine

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