NATIONWIDE MORTGAGE 9-9-19

AUSTRALIA EDITION NATIONWIDE MORTGAGE EDITION

WHY DELEGATING IS THE KEY TO LONGLASTING SUCCESS

10 SECONDS

TO CHANGE A HABIT

HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

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THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

NATIONWIDE MORTGAGE EDITION

CLAUDIA MOSTAGHASI 7

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MILLIE RUIZ-WAG

When Millie Ruiz-Wagner entered the mortgage industry, she was surprised to find how much she loved it. “I found it so gratJOE WITTENWILER CLAUDIA MOSTAGHASI MILLIE RUIZ-WAGNER ifying to get my clients to JIM SHEWCHUK CALEIGH BANKER the closing table,” she explains. It became a For Jim Shewchuk, entering the Jim, asus,” manyachieve agents For Caleigh one of the big rewards Banker sees Molly her job as a Hopwood comes true passion for Millie to help others from a closing with shebeco industry was an easy friends. “My real estate ag of the job is helping to smooth cer as not unlike the job of 21 22 mortgage 25 27 MATTHEW their dreams ofagents homeownership.

Fourteen decision.

Upon meetingCHASE someone reaching the process. “Iand help a lot of single r. “You’re always big planting family, and the agents likeare always about meout 35 loans a month, and theyinbring conciergecustomers refer their in the business,return he wasand convinced it constant communicat moms, who might haveClaudia’s two or three she says. “Sometimes they years later, she’s still working in the indusWhen speaking with led to toeach hisdetail-oriented, establishing a them. station for service and every one of friends was and family so often because they levelhas the best career choice forMatthew him, social media and texting. kids, gether out of aget bad neighborhood borrowers who work with really a w months to grow, sometimes try “IatAdvisor Parkside Lending Oakbrook Terrace, Chase, Senior Mortgage their parents in bring them to his office. in Baltimore and give theirthat kids and jumped it right away. sent like family, and they “ know she’s theinto ultimate source for all e years. When you first get of becoming part of she information and more opportunities,” that person myin resume, packed up same way.” paperw business you the plant aexperience whole Claudia works hardmean for her customers, theirexplains. mortgage needs Corpus Christi.

Witha direct at Waterstone Mortgage in my Winter mylender. children everything tobutme, so Illinois, “Being able to make a difference in in a U-Haul and drove across stuff seeds and you have to keep

MOLLY HOPWOOD

it’s in, all worth it. a“This be aand tough 15 yearsPark, of banking experience 8 of those Florida, one -cannot help for her come there’s littlecan table chairs, that family as Molly makes weird their credit them and financial situation country from New Jersey to San a businessLook, After thethings transaction is to be in,” she says.

“When you’re strictly inthe mortgage lending Claudia brings but betoimpressed by his extensive and activity books for them.

For me, is so rewarding to me.”wealth ofDiego start,” he explains. to More clients leave glowing fa re sitting at the closing table with your customers experience and knowledge every Throughout hasthe focused on edu-O part oftoher social circle. happen business acumen.

In an industry her allcareer, about.” shein ience and perseverance than three years he’s enjoying their process, timeprocess together. bu loan. And more than that,later, Claudia truly cares. who you’ve been on this thirty-day Caleigh has a long history every of JOE WITTENWILER er crop has been instrumental minute of his work, and can’t said, “Jim Shewchuk w herasclients and guiding them throughout that can often becating viewed the ofmortgage originatin with, and youbusiness hear how excited they are to being involved in the community, gh’s success. And it’s been imagine doing anything else.

Today, some lender. ruthless, his earnest desire to help Matthew athat’s philanthropic he CALEIGH BANKER especially MATTHEW CHASE MOLLY HOPWOOD JIM SHEWCHUK be getting into apossesses new -things theIreason notand just there to close a loan,” she says. the entire process.

“One ofhome the knowledge learned with LGBT“I’m groups ntal in her ability to get the time I’m done working he works in Arizona, mainly serving and confide “By the with I cannot close.” clients and his overall positive approach are apparent. is involved with multiple charities via why I do what I do.

It’s a rewarding feeling I “I’m there to get a family in a home.

But I cancer awareness, but when she’s ns for her clients, who keep the east valley, includingfrom Chandler, made me are feel buyingwouldn’t my own homeanything.” wascompany that people givefrom up for also and care aboutGilbert theirare wellbeing, I’m me, character hesoAt says. has formed a group call appreciated MC Squared w not “For helping outintegrity she likes to take ack to her and recommending Mesa, andkey,” Tempe.

Sunnot West Mortgage the start. I really that he any referral partner or borrower often not ainformed,” sheandexplains.

“So find toCompany, push themainto something they can’t with my pug nds. “There are people who want to get into time for herself. “I love to spend time going direct lender, he offers variety of another sional true to his“It’s word from to with lender. notI start anyth Claudia working hard her afford. tothemake sure getafter the Frankie and my fiancee Autumn,” says. I’m “We ness because they can make their own hours friends,” loans, majority of his business being made we’ve become she says.

Making sure she o and and a have great job liste itthey very important to personable sit down a oftrue CONTENTS Matthew, whoshe came to going thewith mortgage industry a When related.

It isn’t provides adidsort offortakes “Motivat when they want to,” she says. “But they love to be active outdoors - hiking, snowboarding, giving the community. right loan them.” from past clients and partnercustomers, upfor of referrals agents. she’s needs and back beingtoresponsive to my ever lengthy career in sales, primarily in the consultation.” telecommun- She’shea she explains, attendees can vi mountain derstand the dedication and the don’t willingnessneed “I often tobiking.” make a note can“where feeds boardinquiry. member for Big Brothers Biginto Heclose truly went above and beyon ications field, HomeSource offers It’s hisJim’s typical upbeat take on that his has interview among other guest s eep pushing forward required.” superior customer service led toChildren’s my authors, home purchase experience wonder Sisters, Advocacy Center of the Mortgage, Claudia’s branch, 4) HOW Abright TEAM THAT 18) 10 my SECONDS TO CHANGE to reach outTO to BUILD them six months loves most about hera The futurein is for Caleigh.

“The theinextensive current occupation, “Ihis just love helping and5:30AM market their books and provide them growth.

“No matter iften it’s or this will not my to last lending Coastal Bend, also, thebeAmerican Cancerneed hassky’s grown the past few years torealtors, include says. “Butbuyers I knowwho that to does, and she understands that she needs to limit for me,” she helping It’sever this superior service led to her busi9get at night, always answer phone calls respond know thathas Jimfor will be there for my didn’t think they could aorSociety, Matthew pursuing his goal to form a and toisis a that chairman Gold Guild: team members, butI Claudia remains the own sole WILLwe’re WIN BIG ITS SIZE A HABIT in touch, we favorite thing about doin to NO the bigMATTER goals get - to belunch, the highest producing at dedication tobecause serving her clients.

One of right away,” Jim says.

“My clients know I am always ing needs.

He earned my relationship Holiday Shopping Card, in partnership with loan producer.

Still, they manage to do 30 to ness being 99% referral-based.

She has a team an absolute blessing being able to help make nization entitled “Chase Your Dreams state, to It’s become a name inworking the ways she does this is to maintain constant loan officer in the home. for them. I’m honest, transparent, and definitely referI’m my family and to friends to andand onTHE just that able ma theirmedia, dreams come true. a long time when Iworks worked provide mentorship toloans high school stu industry, tosocial be asBIGGEST successful as possible - I need toFor 23) and transparency, to HOW walk her friends clients that ais machine to get through 9)we’re TO GET IS THE responsive.”

BothWHY clients andDELEGATING agents truly like appreciate those, every step of the process. “Here at Freedmont set small goals. And in when sales,I reach I was chasing the money no avail.

It was them inAs finding their careerEven path.

“I if did his Idedication.

“I calltoand text my real estate partners Jim looks towards the future, he andsupport we’re always commenting ononejustofahead each other’s difference in people’s lives. the approval process.

“We structure the loans set the OF next goal.

It’s all about looking andletdown.

YOUR KEY TOthat LONG-LASTING SUCCESS e Group I get great RECHARGE and have great OUT regularly.

EveryI love week, I’m reaching out to them.

I continue growing.until “We’re looking to gro a constant letdown after my growth the mortgage industry I was thirty-e ,” she says. “I pictures have access to aetc...” professional always moving forward.” and see what kind of program works best for offer not only print fliers,little but I also sit at open houses branch in Arizona.

I’dme really like Itowas start bit hectic, on closing day, everybo is now based on helping others achieve their growth.

I’d had someone mentor when LUNCH nd I can shoot videos that explainHOUR to my with them.

I offer not only a myriad of co-branded more of the market share, especially in 26) PRODUCTIVITY KILLERS: each client.

And we truly take our time with the For me, working in the mortgage industry has been an to material but I also sit ach of the steps along the way, and every Caleigh is motivated not only by the desireprint happy.

I’ve helped them achieve own at open houses with them Although he loves many things about th her clients, butawesome also to show what she cantodo.do pre-qualifications on location. This provides an deliver to them a new video.

Many of my help ride!”

When she asked about his plans forissue the it’s the relationships and meeting newf preapproval letter,” says.

“I will never 14) 5 THINGS YOU CAN DO TO 4 WAYS TO MAKE BETTER USE “There are some people in the industry who ave never bought a homefeeling before, and these which an quiet absolute and visible That of personal connection is have what sets for moment sinc added value for an agent sitting anmakes open house.” keeps him agoing.

“I’m and just ahis down-t letter unless Igrows know I’ve everything to underestimated me,” sheGOALS says with a smile. “I’m make things clear, and they can always refer ACHIEVE YOUR BIGGEST YOUR WORKING HOURS Jim and OF hisand company alsoafor host happy hours for their who haschecked fun creating newto relationships Matthew is extremely proud grateful his affilwhen he replies, “I want continue out here looking toof proveher them wrong.” hem.”

Molly apart from many peers.

Servicing their lives.” agents.

Fostering those relationships is important to new people.” make sure gettingremain to thefocused closingontable.” iation with Wisconsin-based Waterstone Mortgage andthey’re knowledge, relatio clients all across Maryland,theMolly brings herthey warm wide array of products offer to suit anyoften buyer’sasksand to new ideas.”

And of c She forstay allopen the required documents To find out more about Caleigh Banker (NMLS , a first-time buyer can get into a home needs.#1628427) “With us, arching objective: toimportant continue upfront, soashe knows with certainty thatproviding it will human to the often world of home ForMaking difference is to more information about Jim Shewchuk, Phonetouch 310-734-1440 | Faxconfusing 310-734-1440 visit freedmont.com/caleighbanker, with zero down and no mortgage insurance on a thirexceptional customer service that has b be smooth sailing from that point on.

When 609-605-0461 or email jim.shewchuk@swmc.c callloans.

443-465-8587 or email “I like to cbanker@freedmont.com keep in touch through the whole volunteers herhis church and with ty-year fixed conventional.”

With overcall eighty excellent with mous with name. mag@topagentmagazine.com | www.topagentmagazine.com questions Millie is sure to explain them products available, Waterstone Mortgage is truly arise, a process,” she explains. “I’m always forup-front and Humanity, although lately a lot of her No portion of this issue may be reproduced in any manner whatsoever without priorthoroughly, consent of theso publisher.

Top Agent Magazine one-stop-shop any potential buyer, particularly her clients feel confident and is published by Featureabout Publications Inc. Although takentotopurchase ensure the accuracy of process published materials, detail-oriented myGA,those closings, andtheirIare keep has spent being a great skepticalprecautions about ability abeen home. informed.

This results in her mother business Top Agent Magazine cannot be held responsible opinionsgratitude expressed facts supplied by its authors. To subscribe or change Matthew for expresses fororthe behind-the-scenes everybody in the loop through the whole process. month old daughter, Eileen. address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. as he strives to support he receives from his company, What’s important is keeping everybody happy help as many people as possible achieve the American dream of home ownership. and for them to feel like they don’t need to reach In her free-time she enjoys playing the 2 Top Agent Magazine out to me - that I’ve informed them in for advance Camogie, Matthew’s concern his client’sof well-being extends to which is similar to hurling, that of his realtor partners, and his support and guidance everything that’s going to be happening.”

Division Champion Washington DC G them and nurturing them.”

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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JOE WITTENWILER

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JOE WITTENWILER Whether serving his clients or the community, Joe Wittenwiler is a Senior Loan Officer with Direct Mortgage Funding, Inc. who just wants to make Las Vegas a better place to live.

After 17 years managing the family junkyard business in New Jersey he was presented with a big decision: Take over the company or sell it and start a brand-new career. The thought of no longer smelling like gear oil and gasoline was intriguing and an office job sounded perfect. He was recruited by his personal loan officer and began originating loans in New Jersey and Pennsylvania and that’s when his passion for finance began. Tired of shoveling snow, Joe and his wife Taryn moved to Las Vegas in 2010. He had a brief foray into life insurance and financial planning during the market crash, but when the opportunity to get back into the mortgage industry presented itself, Joe jumped at the chance. “What can I say? I just love making homeownership dreams come true.”

Direct Mortgage Funding, Inc. offers conventional loans, as well as Jumbo, VA, FHA, and Down Payment Assistance programs. His clients learn very quickly that the personal attention they receive throughout the loan process can never be replaced by online brokers. Joe’s business has grown year after year, which he credits to honesty, integrity, and his community involvement.

Joe is one of the founding members of the Cause Marketing Chamber of Commerce, an organization that teaches business owners and nonprofits how

to work together to improve the community. While he’s a huge animal lover who can often be heard on the microphone at Hearts Alive Village Las Vegas events, Joe’s chosen cause is Happy Feet. “My Rotary Chapter goes into low-income, at-risk schools and puts brand-new shoes and socks on the kids. With every loan closed, Joe donates 5 pairs of shoes through the program; a fact that not only makes him feel good, but helps his clients become heroes in the process of buying their houses.

Clients find him entertaining and witty (though his wife may say otherwise) and appreciate the fact that Joe makes the process as “stress-free” and “smooth” as possible. One client recently said, “I have been impressed with Joe from the first time I sat down with him to discuss our family’s needs. Far too often, mortgage brokers care more about themselves than they do for their clients. I have found Joe to be the exact opposite. He is knowledgeable, hard working, and willing to go the extra mile to help others make their dreams a reality.”

What’s in the future for Joe? Steady growth and lots of shoes. “I’m in a good place right now,” he said.

“I love being able to help my clients directly. I’m their partner throughout the whole process.” He’s looking forward to growing his business and helping even more clients. “My office is hilarious; we’re just smiling and laughing all the time. We’re good people.

I always tell my clients, when they work with me they will get a good deal, help children in need, and I’ll have them smiling all the way to the closing table.”

For more information about Joe Wittenwiler, please call 702-332-3397 or email Joe@DirectFundingInc.com 8

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create Top Agent Magazine

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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CLAUDIA MOSTAGHASI

Claudia’s customers return and refer their friends and family so often because they know that she’s the ultimate source for all their mortgage needs in Corpus Christi. With 15 years of banking experience - 8 of those strictly in mortgage lending - Claudia brings a wealth of experience and knowledge to every loan. And more than that, Claudia truly cares.

“I’m not just there to close a loan,” she says.

“I’m there to get a family in a home. But I also care about their wellbeing, so I’m not going to push them into something they can’t afford. I’m going to make sure they get the right loan for them.”

HomeSource Mortgage, Claudia’s branch, has grown in the past few years to include ten team members, but Claudia remains the sole loan producer. Still, they manage to do 30 to 12

35 loans a month, and they bring conciergelevel service to each and every one of them.

Claudia works hard for her customers, but for her it’s all worth it. “This can be a tough business to be in,” she says. “When you’re sitting at the closing table with your customers who you’ve been on this thirty-day process with, and you hear how excited they are to be getting into a new home - that’s the reason why I do what I do. It’s a rewarding feeling I wouldn’t give up for anything.”

When Claudia isn’t working hard for her customers, she’s giving back to the community.

She’s a board member for Big Brothers Big Sisters, Children’s Advocacy Center of the Coastal Bend, also, the American Cancer Society, and is a chairman for Gold Guild: Holiday Shopping Card, in partnership with Copyright Top Agent Magazine

the Ready or Not Foundation, which raises awareness of and research money for pediatric brain cancer.

Even with all of that on her plate Claudia makes time for her family. She is married to Moses Mostaghasi, a prominent builder in Corpus Christi, and has two daughters Andrea and Alexa. Claudia loves attending football and basketball games with them, or even enjoying the simple pleasure of a family meal.

Having focused on growing her own team, Claudia is now turning her attention to mentoring new loan officers. “I think it’s possible to build a solid business if its foundation is based on doing the right thing for the client,” she explains.

“And I want to coach new loan officers so that they can do like I do - find success but also while doing right by the customers and help people get into their new homes. I recently added Daniela Rivera and Stephanie Kirkman as loan officers to my team.”

To find out more about Claudia Mostaghasi visit thrivemortgage.com/claudia-mostaghasi, call 361.334.8370 or email Claudia.Mostaghasi@HomeSourceMtg.com 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 14

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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MILLIE RUIZ-WAGNER When Millie Ruiz-Wagner entered the mortgage industry, she was surprised to find how much she loved it. “I found it so gratifying to get my clients to the closing table,” she explains. It became a true passion for Millie to help others achieve their dreams of homeownership. Fourteen years later, she’s still working in the industry at Parkside Lending in Oakbrook Terrace, Illinois, a direct lender.

growth, as Realtors who work with her clients see how reliable she is and want to become partners. “Since I go to my closings, sometimes an agent will come and love the way we work, and through that I pick up another agent.” As Millie is fluent in Spanish, she is also able to help Spanish-speaking clients.

Throughout her career, she has focused on educating her clients and guiding them throughout the entire process. “One of the things I learned from buying my own home was that people are often not informed,” she explains. “So I find it very important to sit down and have a true consultation.”

It’s this superior service that has led to her business being 99% referral-based. She has a team that works like a machine to get loans through the approval process. “We structure the loans and see what kind of program works best for each client. And we truly take our time with the preapproval letter,” she says. “I will never issue a letter unless I know I’ve checked everything to make sure they’re getting to the closing table.”

She often asks for all the required documents upfront, so she knows with certainty that it will be smooth sailing from that point on. When questions arise, Millie is sure to explain them thoroughly, so her clients feel confident and informed. This process results in her business 16

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After the transaction, clients also spread the word about her. One recently said, “Millie worked with my husband and I through our whole buying and selling experience. She always told me where we were at with the loan and did everything she could to get us the best interest rate possible. We are so happy to have met her. She made our dream home a reality.”

Millie loves her community just as much as her job, and is excited to be a part of the Homes for Heroes program. “We help community heroes like healthcare workers, policemen and veterans by giving them a free appraisal.

Our agents also give them .7% of their home’s purchase price.” Millie also participate in events for the Chamber of Commerce.

As Millie looks towards the future, she is excited to continue growing and helping others. “I try to do everything I can to make their experience a good one. The most gratifying part is seeing them smile at the closing table.”

For more about Millie Ruiz-Wagner, please call 708-945-3315 or email mwagner@parksidelending.com Top Agent Magazine

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10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

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When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

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Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

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Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 20

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CALEIGH BANKER Caleigh Banker sees her job as a loan officer as not unlike the job of a farmer. “You’re always planting seeds,” she says. “Sometimes they take a few months to grow, sometimes they take years. When you first get into the business you plant a whole crop of seeds and you have to keep watering them and nurturing them.”

The patience and perseverance to tend to her crop has been instrumental to Caleigh’s success. And it’s been instrumental in her ability to get the best loans for her clients, who keep coming back to her and recommending their friends. “There are people who want to get into this business because they can make their own hours or work when they want to,” she says. “But they don’t understand the dedication and the willingness to just keep pushing forward required.”

Caleigh does, and she understands that she needs to bring that dedication to serving her clients. One of the big ways she does this is to maintain constant contact and transparency, and to walk her clients through every step of the process. “Here at Freedmont Mortgage Group I get great support and have great facilities,” she says. “I have access to a professional studio and I can shoot videos that explain to my clients each of the steps along the way, and every week I can deliver to them a new video. Many of my clients have never bought a home before, and these videos make things clear, and they can always refer back to them.”

For Caleigh one of the big rewards of the job is helping to smooth the process. “I help a lot of single moms, who might have two or three kids, get out of a bad neighborhood in Baltimore and give their kids more opportunities,” she explains.

“Being able to make a difference in their credit and financial situation is so rewarding to me.”

Caleigh has a long history of being involved in the community, especially with LGBT groups and cancer awareness, but when she’s not helping out she likes to take time for herself. “I love to spend time with my pug Frankie and my fiancee Autumn,” she says. “We love to be active outdoors - hiking, snowboarding, mountain biking.”

The future is bright for Caleigh. “The sky’s the limit for me,” she says. “But I know that to get to the big goals - to be the highest producing loan officer in the state, to become a name in the industry, to be as successful as possible - I need to set small goals. And when I reach one of those, I set the next goal. It’s all about looking ahead and always moving forward.”

Caleigh is motivated not only by the desire to help her clients, but also to show what she can do.

“There are some people in the industry who have underestimated me,” she says with a smile. “I’m out here looking to prove them wrong.”

To find out more about Caleigh Banker (NMLS #1628427), visit freedmont.com/caleighbanker, call 443-465-8587 or email cbanker@freedmont.com https://

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MATTHEW CHASE When speaking with Matthew Chase, Senior Mortgage Advisor at Waterstone Mortgage in Winter Park, Florida, one cannot help but be impressed by his extensive business acumen. In an industry that can often be viewed as ruthless, his earnest desire to help clients and his overall positive approach are apparent.

“For me, integrity and character are key,” he says.

Matthew, who came to the mortgage industry after a lengthy career in sales, primarily in the telecommunications field, offers his typical upbeat take on his current occupation, “I just love helping my realtors, and helping buyers who didn’t think they could ever own a home. It’s an absolute blessing being able to help make their dreams come true. For a long time when I worked in sales, I was just chasing the money to no avail. It was a constant letdown after letdown. I love that my growth is now based on helping others achieve their growth.

For me, working in the mortgage industry has been an awesome ride!”

Matthew is extremely proud and grateful for his affiliation with Wisconsin-based Waterstone Mortgage and the wide array of products they offer to suit any buyer’s needs. “With us, a first-time buyer can get into a home with zero down and no mortgage insurance on a thirty-year fixed conventional.” With over eighty excellent products available, Waterstone Mortgage is truly a one-stop-shop for any potential buyer, particularly those skeptical about their ability to purchase a home.

Matthew expresses gratitude for the behind-the-scenes support he receives from his company, as he strives to help as many people as possible achieve the American dream of home ownership.

Matthew’s concern for his client’s well-being extends to that of his realtor partners, and his support and guidance of them is something they greatly appreciate. “I try to help them by hosting book clubs, encouraging attendance at lunch and learn meetings, attending open houses, and helping them prospect for leads.” His considerate nature 22

has led to his establishing a station for children when their parents bring them to his office. “My family and my children mean everything to me, so when the kids come in, there’s a little table and chairs, coloring pages, and activity books for them. For me, family is what it’s all about.”

Matthew possesses a philanthropic heart; his family is involved with multiple charities via his church. He has formed a group call MC Squared which he started with another lender. “It’s not anything mortgagerelated. It provides a sort of “Motivational Monday,” he explains, “where attendees can view videos. We interview authors, among other guest speakers, to help market their books and to provide them with feedback.”

Matthew is pursuing his goal to form a non-profit organization entitled “Chase Your Dreams” which would provide mentorship to high school students and assist them in finding their career path. “I didn’t find mine in the mortgage industry until I was thirty-eight, and I wish I’d had someone mentor me when I was in high school.”

When asked about his plans for the future, Matthew grows quiet for a moment and his sincerity is obvious when he replies, “I want to continue furthering my knowledge, remain focused on relationship building, and stay open to new ideas.” And of course, his overarching objective: to continue providing the ethical and exceptional customer service that has become synonymous with his name.

For more information about Matthew Chase, call 407-399-9966 or email MChase@WaterstoneMortgage.com Copyright Top Top Agent Agent Magazine Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 24

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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MOLLY HOPWOOD Molly Hopwood comes from a big family, and the agents and borrowers who work with her get the experience of becoming part of that family as Molly makes them part of her social circle.

“By the time I’m done working with any referral partner or borrower we’ve become friends,” she says.

“I often don’t need to make a note to reach out to them in six months because we’re in touch, we get lunch, and we’re friends on social media, and we’re always commenting on each other’s pictures etc...”

That feeling of personal connection is what sets Molly apart from many of her peers. Servicing clients all across Maryland, Molly brings her warm human touch to the often confusing world of home loans. “I like to keep in touch through the whole process,” she explains. “I’m always up-front and detail-oriented about my closings, and I keep everybody in the loop through the whole process.

What’s important is keeping everybody happy and for them to feel like they don’t need to reach out to me - that I’ve informed them in advance of everything that’s going to be happening.”

One of the ways that Molly keeps her referral partners happy is being selective about the loans she originates. “They don’t have to worry about

closing with us,” she says. “What agents like about me is that I’m really detail-oriented, and I collect information and paperwork upfront.

Look, weird things can always happen in the process, but I am not in the business of originating loans that I cannot close.”

Making sure she takes on loans that she can close feeds into what Molly loves most about her job: “My favorite thing about doing mortgages is just that I’m able to make a tangible difference in people’s lives. Even if things get a little bit hectic, on closing day, everybody’s always happy. I’ve helped them achieve owning a home, which makes an absolute and visible difference in their lives.”

Making a difference is important to Molly, who volunteers with her church and with Habitat for Humanity, although lately a lot of her service time has been spent being a great mother to her eight month old daughter, Eileen.

In her free-time she enjoys playing the Gaelic sport Camogie, which is similar to hurling, for the 2019 Division Champion Washington DC Gaels.

Looking forward, Molly’s goal in mortgage is to continue building her own team. Molly says: “I want to do that while keeping my clients up front.”

To find out more about Molly Hopwood, visit apexhomeloans.com/molly-hopwood, call 240.292.5156 or email mhopwood@apexhomeloans.com www.

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

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

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

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

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

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

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

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

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

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JIM SHEWCHUK For Jim Shewchuk, entering the mortgage industry was an easy decision. Upon meeting someone in the business, he was convinced it was the best career choice for him, and jumped into it right away. “I sent that person my resume, packed up my stuff in a U-Haul and drove across the country from New Jersey to San Diego to start,” he explains. More than three years later, he’s enjoying every minute of his work, and can’t imagine doing anything else. Today, he works in Arizona, mainly serving the east valley, including Chandler, Mesa, Gilbert and Tempe. At Sun West Mortgage Company, a direct lender, he offers a variety of loans, with the majority of his business being made up of referrals from past clients and partner agents.

It’s Jim’s superior customer service that has led to his extensive growth. “No matter if it’s 5:30AM or 9 at night, I always answer phone calls or respond right away,” Jim says. “My clients know I am always working for them. I’m honest, transparent, and responsive.” Both clients and agents truly appreciate his dedication. “I call and text my real estate partners regularly. Every week, I’m reaching out to them. I offer not only print fliers, but I also sit at open houses with them. I offer not only a myriad of co-branded print material but I also sit at open houses with them to do pre-qualifications on location. This provides added value for an agent sitting an open house.”

Jim and his company also host happy hours for their agents. Fostering those relationships is important to

Jim, as many agents become lifelong friends. “My real estate agent partners are always reaching out to me, we’re in constant communication through social media and texting. I treat them like family, and they respond the same way.”

After the transaction is over, Jim’s clients leave glowing reviews about their time together. One recently said, “Jim Shewchuk was an awesome mortgage lender. His level of knowledge and confidence in his company made me feel comfortable from the start. I really appreciated that he was professional and true to his word from start to finish. He is personable and did a great job of listening to my needs and being responsive to my every request or inquiry. He truly went above and beyond and made my home purchase experience wonderful. I know this will not be my last lending need and it is nice to know that Jim will be there for my future lending needs. He earned my relationship and I will definitely refer my family and friends to him.”

As Jim looks towards the future, he’s eager to continue growing. “We’re looking to grow our retail branch in Arizona. I’d really like to start taking over more of the market share, especially in Scottsdale.”

Although he loves many things about this business, it’s the relationships and meeting new people that keeps him going. “I’m just a down-to-Earth guy who has fun creating new relationships and meeting new people.”

For more information about Jim Shewchuk, call 609-605-0461 or email jim.shewchuk@swmc.com

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