NATIONWIDE MORTGAGE 3-7-22

NATIONWIDE MORTGAGE EDITION

FEATURED LENDERS APRIL RUSSELL ASHLEY WICKSTROM BETH GOTTLIEB

FEATURED LENDERS JOHN “JP” PICONE, JR. JORDAN KINGSBURY

CYD WEST HAYDEE COLUMBIE JEANNE GOREY

KEVIN PISTOLE KIMBERLEE HARESTAD LAUREN MAXWELL

JIM QUIST

LEA WHITE

COVER STORY

CHRISTIAN FOOTE

NADIYAH ANTOINE PETER FICKEISEN ROBIN WRIGHT ROSS ROSTAMI SHAWN FEHILY & MARCUS LEPP TRACY HAYES

NATIONWIDE & INTERNATIONAL EDITION

ASHLEY WICKSTROM

special occasions to also stay connected. “I Ashley Wickstrom (NMLS 540716) has BETH GO 7 17 21 22 I been working in the mortgage industry Today her business needs less focus and for the last seventeen years and is based A longtime d re effort toward marketing methods because in Roanoke, Virginia. Though she initialIllinois, Beth W Ashley’s business operates been primarily ly sold cars, she changed career direction passion via word-by-mouth. The way she worksS upon meeting the life milestones of maring those in speaks for itself, and agents know they canit riage and children. Today Ashley is a senior 1998, she acc count on her to perform efficiently and ac-lo loan officer with Movement Mortgage. a local title c She focuses on helping homebuyers find curately. Ashley’s total volume was nearly JIM QUIST JEANNE GOREY is had a chance CHRISTIAN FOOTE APRIL RUSSELL ASHLEY WICKSTROM BETH GOTTLIEB CHRISTIAN the financing they need to move forward $20 million this last year alone. While a gage business from the ground up.

A FOOTE Top Lender Jeanne Gorey is a Senior homebuyers with top-notch the gaps of time while personalized and reliable m Providing se Miami-Dade county, the end of the day, customers are m You don’t have toyou talk to Candice Kin with purchasing a WEST home,Loan all Originator while keeping paycheck isour appreciated, the devotion to Whether are purcha Mortgage of Neighcards and mailers keep her clients up CYD loan officer’s service at a low cost, Jim Quist29 has become a processor and 30 plicationassist chec 26 o verystems longfrom to realize what makes he it25a stress-free borhood and enjoyable her career her love of building Loans, INC.experience.

Jeanne got her to date. uld get her start in the top priority,” she says.

“I treat each client a a top loan officer in the Chicago area.

He got come, and run rental property, or are a se mortgage company, she decided to startprofessional, in the mortgage industry early. of the best Realtors in the country Ashley isFor a unique one with a heart of gold. relationships with clients.

“I am lucky to be in a posiCyd West, the mortgage year. In 2021, she produced $55 million, and has her fr2 his ®start after electronically, Her mother was a Realtor and as a recognizing the opportunities Likely recalling past office days with launching her career as a lender in or2022. a mentioning first time home warmth and quickness to laugh puts y 16 years old. After ifindustry: Isetwere the one buying the home.

On where Iaither don’t have toeven work,” that herto industry has Jeanne beenwould a in lifelong ontion again inJeanne the mortgage “Iachieving accepted job teenager work in her sights mother; takes to Facebook si she hasn’t looked back since. ease immediately, and the enthusiasm office.

After noticing just how many live marketing her prodas a Senior Loan career feel likeconsidering aofjob, but rather something she in purchasing to manage production for a doesn’t bank for so I streams After a buyer career.solo “I started working atOfficer a loanthough as an assistant for Ashley a works of that, I take the time to go into the num id hours aprocessor day her mother would put of intounderwritucts and has services.

It’s an excellent way for helping her clients shines thr she has an amazing and team is genuinely passionate about. relocated to Chicago back in 1995 at the verycommunity, and hisare team bank when was 18 years Cyd is always ora wide Connecticut you g being aItop producer; Jeanneold, decided A prominent figure in the for her toYou’ll reach audience while Today, Beth is a Mortgage Loan also value know the matter-of-fact pOb beginning the market boom,” er, and moving on to bers with them so able that they exactl ers; however, thebest daily tasksashe included in housing herinvolved it would be to pursue role inofstaying still being toand manage her time and information right most out ofofhigh school,” with nonprofits organizations.

Home Loans, where she assists talk to REO specialist An which she discusses her “We profession. he explains.

“I didn’t really know stays what to in haveher aW h financial and lending.

JeanneTherefore, remain front of She loves Ashley involved in her community with job are completed by services her so independently. explains.

“It just happened Shewhat is on the board of directors for thepeople. local Chamber ions such as Closing to expect from beginning to end.” has been in the mortgage industry for time, each transaction becauseand of thethe opporSandwich surrounding ar expect at the only that there was a good rates and loan “The thing ILocal love mostbet on chair the Committee for Realtors she takesthat on the additional work She to confirm the job is participation really isn’t much difference when began Commerce and is tunity the of leadership 40 yearsIand counting!working loves that of JEANNE it “There provides to their meet new people. loa CYD WEST HAYDEE COLUMBIE GOREY JIM QUIST chance of success.” underwriters in Wisconsin, Arizona, Florida, N Association, where they plan events throughout the always done Ashley is experienced in all Vision ger, she had a chance she canhad work hard while still being program, “Everyone’s scenario isthe different; Ikinds find when it all comes to resource meeting of great there,efficiently. they hired someone 21. Cyd is agents also on Education sets during thethe pre-approv th South Carolina, she has applied Bobbi available for her family. conventional, Currently it challenging and love the opportunity year.

She is also active in her church.

In addition, a good types of loans including renovation, and Carlos Ortiz is one of those people you can offer,” Candice explains.

“So it c Outside career, Haydee iswith deeply com to startspecializing a mortgage Foundation forher the local public school district, and Jim proquickly passionate about his work, loving to go different in homeloan loans; Jeanne is became to help them purchase their home and satisfaction I get from hel from the ground up. inlender 1977 sional foundations to meet the dem es portion ofofInthe proceeds from Movement Mortgage’s government loans. quite athe bitability of in buy meet for whom helping people is second down to you will work called on as a speaker for experience industry educational connect all dots tohe getstarted them inwho thecharity home ofthink their to recently help people homes. gram. And he chose me to beoften hisAfter assistant.”

The rest co-chaired thethe2003, town’s largest event whereha toughest transaction. and save money,” Antho mitted to her hometown.

On top of servin as a company is funneled back into nonprofits, giving the industry, 100% of her business comes from agents seminars and conferences that educate people on first dreams.”

Jeanne is the “Mortgage Genie”, and she 4) 5she FRESH NEW 27) 3 MIND-BENDING 39) 5 SIMPLE MINDSET erience, pursued for you.” v

HAYDEE COLUMBIE

APRIL RUSSELL

nature—an impulse he verifying gets to information exercise newcastle.loans, which has flourished ever since.

“Peo- dollars By my per was history, and Cyd fell more inhome love with path homewhich raised several hundred thousand time buying andher subsequent buying praccan make your home financing wishes comeschools, true!for an back to communities, building and living and satisfied past clients. work with a lot of investo ple make a difference.

We have terrific people producing buyers and their agents APPROACHES TO PHILOSOPHIES TO SHIFTS THAT WILL or als brea tiww daily as a Realtor with Coldwell Banker in her area as member of NAHREP, she through each passing year.

Today she is the Senior Vice organization called Wreaths for Vets.

During her free tices.

She is also an expert at down payment assistance arted as a loan officer.

And make noto mistake—no one Leveraging the extensive suite Movement’s mission – “We exist love and value peoamazing results,” he explains.“Homebuyers work with ters.

Sellers are more like “Real programs like Homes For Heros whichtime, qualifies Firstloves When not working on mortgages, Jeanne likes to read CONTENT YOUR HELP YOU ACHIEVE them in the right position PresidentMARKETING and Branch Manager ofEXPAND First Community she relaxing with family and friends, readChoice Properties.

“I feel very lucky to W than Candice.

You could almo Caliber Home Loans, Beth can equ conducts giveaways to her local elementar Responders,that Teachers Veterans. and prefers or harder self-study books.

Traveling, our small coming team of loan including two loan probuyers, buyers feel co As far as the services keepand clients her experts, ple.”

This fiction mission is what brought herand to Movement since I , she hasMortgage. gone on to PROFESSIONAL YOUR GOALS Based in Harker Heights, Texas, Cyd origing, and traveling. she’s been in the industry since she wa Pilates and experimenting with new recipes in the wake up every day and have the opporbe profitable.

On the reta cl a variety of lending options.

We cessors, a junior underwriter and a senior underwriter.” without any surprises.

Th After m way, Ashley prioritizes a outside few critical strategies, in- and keeps her there.

When Ashley isn’t working, she Locatedof just of Chicago, Illinois,school, Jeanne’s kitchen occupy hersupport time.things Dueto to for achildren large chunk lending in-nee little her mother, who was inates loans CLEANING and manages a team loan officers.

A the 14) BEYOND PERSPECTIVE hed career in Florida, tunity todown help someone find their dream Springs Together team regularly moves loans from applicativeness has resulted inm Conventional, and VA loan progra ballroom classes with her husband, Tait, trail cluding top-tieryears communication and her following the enjoys to use the knowledge of ct of expertise have allowed to build a remarkof her time being spent with clients; Jeanne prefers career began in earnest in 2007 as she subsidiary of First National Bank Texas, Cyd and her Decades into her career, Cyd still loves every minand go tions to clear-to-close in two weeks. transactions for 2021.

AND DECLUTTERING: WHAT 43) 9 THINGS THE BEST ablemethod and extensive referral network.

Aside from to engage in client-oriented community involvement sesses an in-depth understanding home,” Carlos explains.

“It’s especially When she’s not with clients or giving bac biking, walking her dogs, and spending asin golden rule. This means treating clients the a running, k of satisfied gained as an REO as an unlicensed assistant.

Sheagent got 44 he for customer of base,products. she has referral partnerships withSheprojects.

“If they have ancreate event orand charity that they team areclients able tosame offerway a wide variety Beute of it. is continuing to achieve her IMPROVEMENT 31) 8 THINGS LEADERS NEVER SAY Housing Development loans and much time outside as possible.

Ashley’s destined for I she would expect to bePlanners, treatedInsurance as a human rewarding when thatspending person is a qualit firstRealtors®, Financial “We Agents, would like me to get involved with...I’m in.” that, working with her mother until 20 clients she enjoys travelling and focus on millennial first-time homebuyers,” Jim Those who work with Jim fi find solid home atofaexpe rea cause their location isand near theAttorneys largest military post inPEOPLE goals, including expanding team.

In the future, ans the state. drawing her decades her her only futureafrom plans include continuing being professional.

“Honesty and communication EXPENSES MAKE THE MOST SUCCESSFUL and CPAs. Her clients are eager to return good karma timeastohomebuyer, seeing their surprise estate g her talents to Georgia.

Today Candic explains.

“We give them easy access information ful to have found him, an the world, Fort go Hood, they have experience shewithin envisions taking more ofhas aplans leadership because they know, like and trust her unequivocally. ahead Jeanne to grow her role, business farming communities of Northern I toLooking make sure clients are taken care of asgivlong as“Jim sheRe a long way,” sheextensive shares.

Kindness is etched time at home with her family and children SENSE? NEVER DO 47) TURNING YOUR and excitement when we find a house and back it up with personal service.”

Homebuyers One recently said, Q 4 agents with Virtual Properties has answers to their most intricateing questions and loan by assembling athe teamtools to help her further educateBut and in with VA loans. Ashley, and sheShealso other officers for success. all, she makes sure that her borro can.

“It’s not about me or my business,” she shares and makes efforts to talk to agents “B Bobbi gets the job done well in a suitable frame. “Many a PROFESSION valuable for education.

Education is Acomgraduate in mortgage commu can checktime interest rates andbuild closing costs on clients the provided my fo all over the Atlanta Metro are INTO that isplatform perfect for them.” gh, Haydee decided theso meantime, she’s enjoying her path.

“Every client of [my have become really good friends ofknow on the forefront of Jeanne’s agenda and she is licensed Group, will strive tohow help make her clients’ dreams come true. daily, contributing to clients] her business recommendations. loan and rate for their best inter pany’s website they up-front much buyout any costs, at a rate Gwinnett and Walton counties. Stat In so 2 20) CREATIVE WAYS derives mine.”

35) 4 REASONS A states PASSION Eastern Connecticut Naturally aand people Jeanne in inforward, multiple to serve more clients. has Neighborhood Much of her clientele repeats hasGoing aloves different story.

I regularly have the opportunity conHaydee atomaterial. bold visio Springs Ashley is without amillion doubt, Top Agent In addition, shefrom remembers birthdays, holidays, and guiding them through the proces ingreferaperson, home will cost.

Jim and his team create Chicago-based lenders.

N o develop her team, in sales volume, with around person meet ups and enjoys treating clients to meals, Loans in Downers Grove is the corporate office which fo TO SAY THANKS YOU WHY MULTITASKING Carlos got into the industry in 2013, aft ofbut El P rals, both from past clients andteareferral partner agents. nect with them and possibly be their first friend in the working with Agnelli Rea original content like videos, blog posts, and e-books very professionally it them each step of the way. time or happy hour to build on their relationship. staffs underwriters, closers, processors and openers business coming from referrals or r for her business.

As her volume maintain in downtown Doral Dougla CAN ACTUALLY 51) WHAT THE FIRST THING an in restaurant He been lo By putting her clients’ needs first, she expecarea.

Ifill just love it.” that guide people through the process.

Theindustry. him and hishad team member Phone calls exceeds onmore birthdays and occasional chats inmovement.com/ashley.wickstrom, all homebuying under onethe roof. with their marketin joy them Candice takes in helping them an To learn about Ashley visit busines team is always ready to answer questions when customtations and ensures they feel supported.

“We try to 23) 4 EASY WAYS TO DERAIL YOUR DAY YOU DO AFTER WORK its steady growth, she intends adding onto her team neworchallenge, but wanted career that vw delivering the highest quality of serv In fact, for Beth, thea deals arethat neve email Ashley.Wickstrom@movement.com callon 540) 520-7878 is a Branch Manager with Point sp broker, upon gra To learn more call (630) 363-the 6114, ers agentsabout call. Jeanne Gorey,SAYS When and Jim isn’t working, deliver a boutique brand of customer service,” sheorexREDECORATE YOUR OFFICE ABOUT YOU them coming back. him to meet lots of people while continu prefers to in remain in future. close contact “Client it with plans to open a second branch the jeannegorey.com email Jeanne@Neighborhoodloans.com or visit community through theBu Bu n, where she supervises elite time job with the broke plains.

“We go192 above andan beyond to make process Summerfield Ct, Roanoke, VAthe 24019 | VA-MLO-12089VA | Movement aMortgage LLC. All they rights reserved.

NMLS ID #3917 THAT WILL BOOST MORALE ensure are satisfied in their ne I get th valuable service, something he had enjo With a solid mix of referrals from past clients“Iand real of Commerce.

He also lo th approach every transaction as ifloa (www.nmlsconsumeraccess.org).

Interest ratesafraid and products are subject to in change without notice andinmay or may not be available at the time of as easy as possible for our clients.”

Cyd is not having started out the industry as an assistant and no good opportunity to wor busines throughout the region.

There, she a small town, I have an opport & IMPRESS CLIENTS his years in theCandice. hospitality industry.

He wa estateatagent partners, Jim and his team are committed topleaseesvisit bymovement.com/legal hosting first-time says my clients can’t sl or lock-in.

Borrowers must qualify closing for all benefits. For more licensing information Copyright Top Agent“If Magazine hho generat to go the extra commitment mile, picking up bank documents at her to know my clients,” she says.

“Wh delivering the best service possible.

One way they stay and restaurants around C and provide an invaluabl Phone with 310-734-1440 | Fax 310-734-1440 with the Realtor hemost worked with when pur risen to manage her own branch, looks forwar I’ll she be there for them no matter how rs of experience her compasand Iitth clients’ bank if they are unable to upload themefficient online, is by utilizing all the latest tools. “Wemy made a Jim is eager to continue office, I often get to learn their get, because if homebuyers. they’ve the work home,opportunities who encouraged him todone look into tors andthe I“W dbfe“ Phone 310-734-1440 | Fax 310-734-1440 them allwww.topagentmagazine.com the new clients and that await. and doing all the legwork for them.

“I nevertowant them investment to modernize our systems, as we are pastechnology. mag@topagentmagazine.com |huge lient service to navigate even the wouldn’t have position itlatest any other way; afte en in the financial to be able to www.topagentmagazine.com agent himself.

He got his license andforne back.”

“Because welooked work self-explanatory o tomag@topagentmagazine.com feel like they’re visiting a Walmart| and aresionate in theabout technology,” Jim says. important toand me.” job is tocustomers’ help them cross that finish lio Thisex fa love nothing more than seeing my faces to No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is published by Feature back.

“It’s been very rewarding.

My so frequently with millennials, we have centered our applications, so we’re go self-check line, bagging their own groceries. I want team. H Publications GA, Inc. Although precautions are taken to ensurebusiness the accuracy of published materials, Top Agent Magazine cannot be heldbuilding responsible forour content around what they want—easy access to quick out the restaurant business taught me how aa Her relationship with clients doesn’ the day they complete their purchase,” she says.

“Afte them to know we care about them.” agent opinions expressed or facts supplied by its authors.To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. a Realt Anthony has been however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo rporation,She Haydee caters her stratall, these can be challenging transactions.

But gettin For more information about Jim people, Quist, please call 773in both Massachusetts an ships with and many clients and is carries that effort into her work with real estate to understand someone and what they’reish 2 Top Agentor Magazine email jimquist@newcastle.loans visit newcastle. friends by the end of the process. years.

T eds of each client. in at every my step clients to the finish inline and seeing flourish he closed $2 million in “A agents as well,Well-versed keeping them updated of order totell serve themthem well.” usoi Chrissy them I’ll see them in a couple www.

www.

www.

the transaction. Relationships are important to her, so

close over $5 million by

JOHN “JP” PICONE, JR. JORDAN KINGSBURY

KEVIN PISTOLE KIMBERLEE HARESTAD

LAURA EVANS In 1999, to Kimberlee inspired an experienced whoPistole understands how amany Throughout the past nine years,Kevin Jordan month referral Harestad partners. was A more Strong relationships are made overmilestone. time and We s – Seniorvery Loanwell Originator and STACEY COULTHARD

34Financial 37business 38and which byina friend to of join the mortgage indusinforms t GROVE HOMES GROUP Kingsbury has risen to 33 the topCo-Branch of the Manager in-depth review completed communication to buildHUDGINS trust the trust I Geneva based in Palm moving parts hisof occupation entails, RACHEL mortgage industry, earning a client and try.

“It looked like a fascinating job, and in process a comes yearly, checking in that the curhave in my partner and team is one of the bigPhoenix, Arizona – is a compassionate and da. and histhat clients are always pleased with I He amworked trying to save the island way to get there is bythis boat.

“There are referral partner retention rate ofdown-to-earth over 70 rent mortgage fits their needsand and I the loved that Hudgins itstill provided flexibility.”

Once should notaspect be do Real estate has been part of Paige accomplish is by implementing Rachel is based in Marietta, The American Quarter Horse Association Situated at northern edge of gest reasons for my success professionally.” mortgage professional who motive field for the diligent care he provides. JP is also 68 59 hisEvans 64 thetoough percent. JordanLaura began career as an looking to seeshe if afell refinancing or bridges better 60above 63 she started, in love with the field. builds solid rela love,” declares while no the island.

It’s a and very Georgia, and does business all across most excitin consistently beyond toAfter proGrove’s forandArizona’s decades.

Paige marketing strategies.

“We sp Maricopa County, very well the bond between rider an ing repeatedly unique ingoes thelife emphasis he places on Kevin is extremely proud of his association with intern for a high-producing loan origipositioning in a different product would Utilizing her communication skills and past clients and west side of the state.

She developed an ent, and eve vide his many grateful clients with top-notch graduated from the University of the wordIamongst our brokerage w discussing her beloved Smith Island. peaceful existence. can ride my bike ge industry, he the first steps of the process.

For him, Financial and of the array of loan of having thewide right resources the little work town Wickenburg nator, who quickly became a mentor for service. Honest, hard-working, for them. all of conlove ofof people, shewith flourished aGeneva loanwhen day and annivers interest inEven real estate asthe aasimportance child, and learns nt customer and Georgia in 1991, shefront decided to earn her ever we have a listing,” Paige says. it out in 2008. being proactive and up about the life.

While the start of his career bared tact, it’s the word of mouth from realtor products they offer to suit any buyer’s needs. originator. wine tastings, an With less than 200 fulltime operating residents, around the whole place.” with the highest levels of integrity, she used to ride with her uncle, a realtor, finds sellin riding lifestyle.

She’s an expert at offindin isAlthough knowntoshe worldwide forJordan’s its success. realfrom estatethelicense. tookthata propels also advertise webs long hours, sleepless nights and hard realtor “Since we are a direct lender,onwehundreds are equipped modifications, details very saves Kevin has certainly earnedbeginning his impeccable asevents, he made and the rounds showing houses. ing. She lov property for her buyers. many rodeo has Smith Island is known as the last inhabAside from her work, Laura is passionwork, Jordan’s dedication to the indusIf hewas and inhis team start working with break to raise her children, she take professional photos, and make Twenty-three years later, she is showing Passionate to complete the entire loan process in-house,” ed to full resieveryone involved a lot of complicareputation as a trusted and extremely compe-Rachel admired her uncle and his busipeople,abou esp try never wavered, shaping him into the aupno new listing agent, they go Kim abovehas and signs of slowing down. been Kimincludalways mak he says.

“We every typeitsofbest.” loan, volved inmakes the building industry for years. theoffer home looks made the county a her premier ial loans.

He so he sure tomany check on tenttions, financial advocate for his satisfied ted island off the shore of Maryland, ate about being involved in the local ness piqued interest; needless to say, possibly th LAUREN MAXWELL professional he is today. beyond while keeping an of eyeExcellence out if they PETER WHITE included inKEVIN the Circle NADIYAH ANTOINE KINGSBURY PISTOLE KIMBERLEE HARESTAD ingfor FHA, VA andFICKEISEN USDA. I started volunteers out in the at va “SoJORDAN I LEA was always staying updated on borrowers. manager for JOHN “JP” PICONE, JR. all the minutiae for his clients before Rachel obtained her license and has now ever made.

When it comes to her listings, Stacey destination for western-style would work a continued future partthe past twoasyears.

This is an accolade she theboryear, inc ocated on Chesapeake Bay. The island community.

“IDuring amhelping involved inoutPaige virtually non-QM industry self-employed current market trends,” says.

After anyand free time, and been an forsellers 19 years. preparing in helping that OKSANA he’s theyCOULTHARD even make an years, offer.

RACHEL HUDGINS EVANS ner that fits into theirasif business.

GROVE HOMES GROUP staging their hom riders everywhere.

And you Inshe late 2002, Peter Fickeisen made parties in aD received for providing excellent service provides eNow Mortgage Over the Lauren has earned What’s the first thing doKevin, when About 80working percent ofagent Lea’s business Within theBOGOTT past fivepeople years,STACEY Jordan haswho expanded hisraised rowers obtain financing using alternative graduated from Arizona State Born and inLAURA Philadelphia, Once on a relationship starts with a which the wide ra sd has recognized worldwide by its famous everything that happens on this island!” her kids were grown and she had remarstay active in the community.

“M 41 42 45 46 brick and morand a the performer (specifically overcontemporary and fosters care team, hiring eager, going young professionals documentation of the standard taxhelp University 2010 with a bachelor’s degree been decide ain teaching remarkable reputation throughout his move into mortgage industry. realinvolved estate ag Nadiyah explored the world ofbeing client, Nadiyah instead aims to save them they they’re to buy a and comes from repeats and referrals are athe horse enthusiast looking to the buyer.

With the w But JP also makes clear that the end of process ried, Paige decided to begin again in real year old started the CDAWG Founda JP is looking to hire on a Rachel works with a partner – her daugh$15 million in volume).

Currently working with VanDyk on the Committee for Juvenile Austin Lapp has never been a one-sizetrack to close around $12 million in them the intricacies of all loan products.

While he Jordan loves that every transaction is different, keepreturns/W2’s to verify income. to make in Communications, began his career infrom theofof mortgage indusmulti-layered Smith Island Cake, the She is the manager of creates the Smith Island healthcare.

After 20 years time and money, the proScotsman Florida, with a the majority her volPeople-oriented and driven, he flourished house?

They see how much house they her builders and her sphere of Top Agent Natanel Malkoukian – Managproblems have come up.”

She also stays manage ng for Having entered the world of real estate working directly with the lo energy and derful assistants, she professional to move to the center of action, you are going to is just as important as the beginning; of the many asing your first resources Agnelli provides as one of the ter,on“I Peyton Lamb, who just started in Corporation anchallenge extensive team of experts, Ambassador at who the Chamber m for the coming year. estate.

Joining Century herMortgage knowledge about new which raises money for children can’t of a doesn’t not like to focus on justtry one he finds ing him 21, thinking and his toes with aand new in product, 2015.

“While Ion was infrom college,” he recalls, was also fits-all kind of Realtor.

Since getting his sales volume by the end of 2021, Austin 77 78 72 75 focusing sales and marketing, cess as in seamless asenjoys possible.

She he one country. ume coming repeat clients and ticipated in ® face as part owner of aproject. ski snowboard Consistency can state afford, whatchuck they71 can put down, influence.

She is aand big presence official and its abundant Cultural Center, owns the island’s only ing Director of at Nest amongs in touch through annual client appreciaer When he’s not working, nothing more than Kim, can ensure each transaction goes smoothly.

With aspects he enjoys about working in mortgage in 2019, Brent Mahagan is a caring to try to put together a fund January –New and aDevelopment buyer’s agent, Zach Fox. Kevin that a dessert, large of his want production is working with to with each new day and Not every loan of the home and the surrounding property to contact Realtor Stacey Coulthard. construction led to her being a part of a team’s new extracurricular activities,” Paige explains.

“So w working as a personal trainer, and I learned that I loved helplicense in 2013, he has seen people moveHaving gets about half of his business from easoned investor, largest brokerages in the area enables she found wanted toa further also keeps her contacts abreast of not anHer accomreferrals. personally completed charity spending time with wife and hisWhen young He is with shedaughter. is volunteering VanDyk offering all and non-QM loans, veterans and VA home loans.

It isgreatest important toor Jordan slides into standard box, and it’s up to him figure what(residential, the mortgage options will be, the Redding community, particularly The team $10 $13 million in business, where heaverages focused ontotoYork sales business, wim International inconventional New –and isgiving ahis tion events, via she interactions social y. rd loans FHA, loans, the satisfaction for him isSeekers toon close ing people.

So, when agoes friend/ex-co-worker began working home Soon Paige became so busy that she always back to that, and I’m also aso board professional who out ofthat his way the team that reshly caught seafood.

Toreasons, Laura, it’s hair salon, she is awrestling notary, an electoral to market the listing on the MLS, social for sure many different andembrace sodivision. knows repeat clients or referrals.

It’s a diverse the two things resthe ever-changing condition of These q® with foster enjoys spending time with herm also involved in philanthropy, and he and his wife – recently those who choose Kim for their mortgage needs will y, building $330 million in volume in 2021 alone, to make his team provides the highest level of serout the best fit.

The team that helps him is growing, annual sales, and their rate of repeat and ebuyer, ifnon-QM you are him to spend more time generating new ialty atand lies in loans. after all the hard work and obstacles it took in the mortgage business, I reached out immediately because hardworking, intelligent real estate professo they head to thea loan bank.

Unless serving as a Board member for media.

Candice keeps all of her clients you marketing.

When the time came to sell and high-tech encouraged hernative husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with the best serget new uniforms next yea onated most with her client the industry, the shifting guideand has even teamed up that market knowledge is only part of clientele, and Austin caters to the local fishing, and traveling. dedicated real estate websites.

She also r A Maricopa County who has spent much of have many options.

With the entirety of her business vice,home—and allowing him to receive fresh referrals coming and he hopes that within the next five years, he can diagnosed with a brain tumor – are involved with The Gray imply her as loyal resjudge, and very involved with her many gl lients, real she remains committed to the core valreferral business is an astonishing 95%.

Rachel attriI wasHe looking for awasn’t transition from theshare industry Ithe wascompany, workrral business, his practice with is toLea get White, there. always gratified when he’s sional who has made aand rapid ascent in they’refrom meeting afrom Leadership Redding, antook organization updated onbuilders. the latest market developm she his inloan he itline as ahis speaking to license.

Itfeels long before Paige and Dave formed n Massachusetts inventory for buyers.

Those resources are Christmas toy drive.

She satisfied realtors as well as directly consisting of repeats referrals, her clients are blown have his own team of originators under him.

That relationships and numbers.

With updates, and progress with Matters Group to help raise awareness and support for othvice.

With a knack for thinking outside his background, Brent sup what clients need from their agent. farming community characterized by the butes this to the large sphere of influence both she and his servi d accounues that have set her apart in the market. ing in.

“I immediately knew this was my passion because agents and potential buyers in her sphere life theher back of anewsletter. horse, Stacey isonexperienced living her based, and he Management hasdoing no need everything able her to see how happy his clients are to get the dent,Wealth she’s inon her church.

Inwith the rare event that she does chosen industry. began his Mortgage Loan that connects community figures ments with monthly rough. chance to start afor new path.

“A good done ten mo Kim’s future goals be to c Opportunities await Paige and Dave, aswill they pla Grove Homes Group.

Determined, highly should give him some toNatanel, get out onwho aas boat for away bytime herpossess, ability to meet their goals.

“Ithe offer apersonalperAmerican Legion chapte going through same thing they have been. aand gentle nudge from her family, their transaction.

With countless Peyton as ers well their capacity for itlife, checked all thea boxes of what Iboon had been searching area’s large Mennonite population, as the box determination to help enforcement and first resp com: W ast Region.

“What’s near and dear to my heart is going to want to a for the investors he works with of JP has fostered many close keys to their new home. able network given her many years in the best combining her love of horses with her pascurrent times and help people journey in real estate in 2018, and currently some fishing orsonal work on his golf game for the next touch,” she explains.

“I make sure that I explain in Redding, Calif.

Leain adoes t wayOfficer leaders in the community to promote ing motorcycles, playin move their team to a larger location.

They wa and focused on service, Paige and Dave have led their friend of mine ran a mortgage branch, so I sistent all th Jordan hasita to deepits understanding that it takes many power to restore previous glory. have free time, she likes to relax with she shifted gears and entered into lending relationships at hand, ized service andwell a casual approachable demeanor.HAYES genuinely helping people, flexibility, room for “It didn’t take me long to career; realize thatLEA this aseveryone toand those seeking vacation homes Natanel TRACY utive Vice pieces first time home buyers who are Looking to theaand future, Kevin’s plan is for the continued growth ROSS ROSTAMI Candice ishelping always looking for ways toalongside give others, buyers and sellers can always well.

He recently started the H ips with other LAUREN MAXWELL WHITE NADIYAH ANTOINE PETER FICKEISEN mortgage needs.

Considering V match he’s involved in. everything personally toThe make myself with her family) in her SHAWN FEHILY & MARCUS LEPP works partner Michael Bethony, as lifelong resident of the area. sion for helping people find the right property to care of a loan puzzle to create success.

He focuses his nthony La Penna. course, but perhaps even more so for peocontinue expanding group, welcoming bothfr team to world close almost $75 million in real estate in 2021. justrealtors, the opposite. informed citizenry. connections, the of fundraising property financshe knows she cantheir findadding the right Most of their clients end up being “friends, family of exponential growth, creativity, and creating strong personal decided to start originating,” he explains. place variou of his business, including expansion, new loan offiWhile serving as the manager of the family and friends.

JP has been married for 23 years with two kids, is a very emotional business,” Austin on the Finger Lakes.

The different needs Mortgage, struggling with either a low down payas one of the top 50 mortgage c Nathan accessible at all hours for my clients.”

Kim understands buyers, andbusiness about half of back to her community.

One cause that is approach as a guide to his clients and works count on him to have their best interHeroes program where first BRENT MAHAGAN NATANEL closed more than half aofcers/team billion dollars inand CANDICE KING ANTHONY LA PENNA AUSTIN LAPP friends or Director friends friends,” and thus pracand experienced people on board.

With herpath oldest relationships with clients and other like-minded successful ing.

Now, she’s found her happy solution forproviding her clientele.

The she says, help bring who have for them.

She got her license inRAFFETTO 2003, partnering Today Peter isThese the of Business Development contact and lastin The process of applying apeople home can to help, but members, most value possible about thishard job is everyone ple shopping for aforwith home to live in.

“My Romtein “Ross” Rostami was drawn off their other debts.

When we a Rachel’s isthe undoubtedly onbuild themeans toalc how stressful this time can be inloan her find clients’ lives; shein Austin’s prioritizes spending with his family eocal Maxwell ment ortime aisweaker credit score.

RYAN explains.

“Youand have to be amind. good listener. of his clients are reflected rom the seller side, usually and he to keep involved during acommunication transaction, Top Mortgage Lenders Shawn Fehily and a stellar operations team is one of the biggest BOBBI PRICE the mortKAITLIN WHITCHER close to her heart the nonprofit orgatween Cultural Center, Laura realized MALKOUKIAN industry professionals. tice is almost completely reference-based.

Rachel offers an interesti est in Affiliated with eXp Realty, ers receive $1000 dollars to volume in 2021 alone, and the pair are on children working in her office, it’s a family busi Serving the entire state as the Century 21 #1 Team in place in Jacksonville as a mortmost rewarding experience for “I do my best to bring the partnership to the clia heart for philanthropy with initiatives they are 49 50 53 54 to all his referral partners.

Above all, however, is his constant often feel very frustrating, especially if you can close, eve prioritizes regular updates.

Taking advantage of VanDyk Stacey still loves to ride in her leisure time her mother for four years before the market crashed ® and a Senior Loan Originator for Luxury Mortgage the team are always top to the mortgage industry through solution that most people can’t, that’s whenever he’s not working.

He also likes to play ensuring a timely closing.

It is not in Jordan’s nature transaction. time he enjoyed her tireless Every clients often assume theensure dreamhas of given andmeeting Marcuscomplaints Leppbroker are dynamos with partners, thatwhich friends, family, Realtor very ho I’ve always people and marketing strategies, include both nization she helped establish to es we plans: “I think where Ia that people, and the experience me a keen eye for gage with Future Home Loans.

Nadiyah comes when she is able to help buyers track to hit more than one billion in 2022. people have about our indus0s, Robin and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with objective: to continue providing his clients (past, present, he serves clients throughout Colorado closing costs from his comm Mortgage’s secure portal, buyers feel safe uploading ent,” Lea said.

“It’s mortgage services. there a‘set large demand for acollects real Through her love for the island, and her passionate about.

It also sets the stage for her are told that you don’t qualify.

But somecircumstance toher be areal is and forget it’ originator.

His team takes began estate career When itas comes to marketing, Bobbi truly And is Founder doing itVachon exceptionally well, as currently the thejust guitar, and sports cards well.

For Marie-France began her real estate way for optimum exposure.

“Ibe.” alw Corp®.

His responsibilities include working on softanything mortgage-rela friends who were innot the business.

“IKevin the main benefit I’ve experienced Kaitlin Whitcher found her passion for think Premier Residential Broker and the beginning of COVID-19.

The key many local trails with family or friends.

M in 2007.

While the real estate was down, essPrice adds them towas his marketing acumen, homeownership is out ofbusiness reach, but I over twenty years of high level corpobuilders, title companies, insurance lives.

“I truly care about my clients,” he highly re hearing their personal stories anyway, and a heavy social media presence and print of my business to S a safe and equitable environment for all comes To stayreferrals inblown touch with past clients, Rachel swears by herfamily. into arejection loan that they were previously denied. and future) with thein white-glove service that has89 become their documents and love to see everything one one here is partplace. the It’s been sohisrewar Grove Homes Group arethat consistently away ato hands-on position for every transaction.

Each mem86 times the difference between and 85 82 lping them make red about property,” says Anthony. lion’s share of35 his overall business isflags based upon Iwanted connect them with retail partners, commercial next project.

Springs and the Eastern Plains. aof show of appreciation for 7.

“I get into a 81 business sets herself apart.

“We do aa lot of print try, and real estate in general,” Robin exrtunity to the future ofto his business, JP is confident with real estate while she was working as a will m career years ago, thanks to the encourHDR photography and Matterp was working on another company of being a wide-reaching broker.” out weekly to let them know of Raffetto Real Estate at Pointe3 Real to his marketing success is ensuring ware programs, corporate initiatives, managing the them tremendous respec rate experience in the home loan and companies and even associates on the state professional who could advise fierce drive, Laura is positive that she to meet the can help them cross the finish line.” with the place she has re Natanel began his career in real estate need his friends are once and future clients.

She she began riding professionally again, competing as a I think taking the time learn the why ad campaigns. patented “quarterly pop-bys,” which she undertakes calling card.

Once the loan isthroughout approved, those whowork workas with her lovetogether and watch says.

“That means going to bat for them, students at academy she attended infinancing ardest ber of the JBK Team for have specific duties, ensuring to a group everyone g by their guidance, coaching and support from satisfied buyers and happy Realtor partners, among securing the to realize your dream “I’ve built go Nadiyah currently works as an independent I would be totally responsible advertising and online advertising,” she contacts, banking services and more.

I think that the new branch located in North Palm Beach and they do. real estate paralegal for law firms around and mine, and I had some friends who ply wants to continue wo ofShawn, her father, who was ahelp commertours on each and after every one of my Estate, Ryan Raffetto isagement aplains. prominent that all his are innovating and golf course return time time.

“We mortgage industry. a circuit. graduate challenging Marshfield, Massachusetts branch asRyan well as helping inriding California, Connectic ony explains.

“I “I can them steer clear of homes during holidays, back to listings school, or other important tothe tell others about their experiences.

One buyer recently In contrast, he says, “I make sure nges that working for the highly reputable Serhant Team behind someone’s decision to buy or sell the no stone is left unturned.

They will shepherd the with them at various events, or thro barrel racer on the rodeo She returned to real high school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes others.

“I think that has a lot to do with fact that I’m and succeed.” the transaction.

“We are all in this together,” Paige and looking out for their interest 100 isn’t so much about your qualifications as it the site agent broker with backup and support from the Nadiyah is aher self-proclaimed no-frills gal.

She rformance, I’d name eitherwhole make itnew explains.

“I believe into advertising.

Even the technology toLauren close faster and more people and making frien kind ofand brings relationship around.

Ifloans There areFor many oth “I want tothe do something housing based, somethe Seacoast of Hampshire.

“I loved them oftaking Penn State, interned inis the mortgage like toeven think of referral partners and borwere enthusiastic their careers It’s his commitment tohas service that in the Seattle estate marleading the online platforms, especially cial real estate agent.

Marie-France got rentals,” she says. certain said, “From start toNew finish, Kim and team were excepOutside herareal career, deeply committed her As former law enforcement official, moments throughout the year.

She drives to about 100whole loanthe process by hand, care of every step, clients obtain the right loan.

Luxury Mortgage offers New Hampshire, Rhode at legendary Nest Seekers International.

“My perhelps meabout serve them better.

People will Austin helped shape the community ® always intime control of their transaction,” says Kevin, when everywhere inin the world, and arrive with explains.

“All of our team members work to benefit ors to put where the repair costs are prohibitive, we update every party in every translove the sends on holidays and other special occasi estate full 2014, but has never lost her connecis about having a lending officer with the exreinforce thei excellent REALTOR gets to the root of a situation and exhausts concierge, processing ak itdirectly on my own,” Bobbi recalls. though very few people do print anymore, ions are built on his caring efficiently, “we will increase business 4 fold.”

In ies on the island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But it also means always telltional!

Thanks to their commitment and expertise, my role in Natanel’s su I can’t help them, I can find someone who can.

I thing like Habitat for Humanity.

There are some diving into the paperwork and documents, feed industry throughout college.

Marcus, rowers as relationships…whether you’re keeping all elements on time and never waiting to the 150 houses and drops offmedia. desserts or go toys, and thisstarted mortgage industry,” Ross leads Ross to put so much into every ket.

Appreciated for his personalized on social Another essential her license in 1987, andinspire thetypes rest isand history.

Marie-France will also invest in community, supporting countless charities and non-profit works in the keep how he has managed to so much and Brent knows how to look after others Brent his team, SOC spective my mindset were always to after new all of loans, including non-QM, which makes Texas and Caroli coming back toattitude you if they know you care.” he serves as asoFlorida member of one of the local planning aasked variety of needs. means aonce lot to me to the team ashis aItfor whole.

We’re all extremely close and perience to match you with the loan that fits “They know I all available options and angles to arrive at South department and marketing teams atItrust Future estate seemed like a good match, I’ve had good luck with print, I keep nication and presence.

JP January he will begin hiring the new branch, wife and live in our dream house!

As first-time ® tion to the horse-riding scene, or the many wonderful last minute.

It’s the hands on of Jordan and unique approach undoubtedly contributes to her repuaction at least a week, and set the ys evolva graduate of the University of North mowing lawns or doing mortgages; we would be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right have investment people and contacts for all difexciting building projects going on here,” Lea approach, upbeat attitude, and drive for component in his recipe for success is recalls.

Now going on 10ing years in relationship and every transaction. them the truth, helping them avoid Lauren offers a wide variety organizations throughout the year, such as the Make-aLeading the Marie-France Vachon team, photography and pamphlets. loyalty amongst those he works with.

“I’m their main point While many REALTORS and see the beauty and calmness that exists living here. work tirelessly to find their ost say development in the same way he did,” recalls Natanel. up about half of their total volume.

With the entirety with his brokerage prod in stressful times.

Understanding how Homes—where his wife w boards in the Village of Penn Yan, and has contributed come from a variety of backgrounds.”

This results in a final solution.

She prides herself in providHome Loans.

She is comfortable dealing with your situation.

That’s why more and more and I visit the make sure they are well cared for.” home buyers, we had quite a lot to grasp during each I calls lovedand houses and I knew sales.” investing in it.”

Bobbi is also a member team that landed over $125 million in transacemails, sends out them and once it’s and running he’s shooting for anwas tation aswe a warm andtime friendly and, subsequently, Texas, started as aisn’t loan officer assistant create relationships and friendships.”

“It all really interesting toagent me.

Ithe got brokerage’s internatil As for future of her business, Stacey itup gave her opportunity to meet. of contact so there isthe never any confusion of who to contact helping people, he strives to provide approaching all listings with the same theold, business, Ross’s own excitement “I’ve spent aare lot of meditating, ferent kinds of products and services.

Iany also try “The real issue facing in our county heir needs.

Knowledgeable Wish Foundation, Wounded Warriors, Homes for Heroes, she services the greater Montreal area, as 9unique, years doing expectations so everyone knows what to sek, apeople situation that right for them, even “So, during my first nine months of working that ail side, I’m able people to smooth the process and put the process stage.

Kim and her team made everything run of his business from referral partners and loans everybase year. tions in 2021.

Austin originally entered the industry as asaid. property to the growth of aing number of the businesses along Mainfrom personalized care towith every client, type of transaction among the hundreds of I want to fill the island with good families who care lients the perfect home, for Laura, who has watched homebuyers in Florida are turning to Tracy and updh a his cohesive team that works diligently toderiving accomplish important and nerve-wracking a transphotographer—in order to moving California to Colorado of several networking groups, including the network of references she is always building. and from makes sure his clieven higher collective rate.

13 years into the busior where to send documents.” and began meteoric rise as one of my real estate license as part of my job Look ods utilized include exceptional service and experiences. mindset, no matter the price point.

“I for helping others is what drives him and I think service to others is what to understand what the customer needs.

It’s not ntional, FHA, USDA, and or even her local senior softball league.

Elsewhere, her is the housing crisis.

My real focus is, what does to helping more and more people as the including the island of Montreal and the Community involvement is impo Going forward, Candice will be adding an administraalso a Realtor.

Her smoothly and went the extra mile for us.”

ROBIN WRIGHT ROSS ROSTAMI SHAWN FEHILY TRACY HAYES team, I was fortunate enough to get my first excluexperienced refinancers to business-oriented options available through her, many of which Hayes with Jet HomeLoans. market develo manager when an investor reached out to him in 2011 Street.

When he’s not working, he loves spending time if it’s not something they want to hear.

I client goals.

They make the experience so exceptional s, Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a past clients, Peter is doing everything possible to expect and when to expect it.” tunity to ble 24/7: “you can’t be 9 to ness, andaction things are only bigger andtakes better can be for clients, he his agents, and that continues construction I’ve home in shape when we find athe situation the top producers inlooking the industry.

After only 2for years in It’s clear Shawn and Marcus are passionate about the its history, and who will honor its past.

My many of the island homes become abandoned and left as aabout paralegal, and Iall really started tothat, love have media platforms, al Ryan started in real estate 16 years ago, give my listings same level ofWHITCHER toher go above beyond for his clients.

Ross helps really gives life and purpose,” he says. tatement, National team istime. the largest sponsor for the annual Fallen Officers just aForeign mortgage answer all the Ithat think our community need?

If Irich keep focused on KAITLIN surrounding suburbs.

Aeven rainmaker her Marie-France and herto team.

In 20 &success MARCUS LEPP CARLOS ORTIZ BOBBI PRICE tive assistant to the team in January, will allow esays. joined mother MARIE-FRANCE RYAN RAFFETTO Another factor that plays awhich large role in Kevin’s horse community continues grow.

Sh Today Stacey isthat’s aclients horse property specialist with West Having aand robust CRM system keeps track and monsive project in the Bedford neighborhood investors to novice first time buys. end up being conventional, VA ormeaning FHA. She tening and asking the rig ot started.

The rest is history, and member of the Pikes Peak Association ofStuyvesant past have asked to join their team. for help managing his vacation rentals in the Finger with his wife and daughter, hiking, playing music, and This is a loan officer ensure every transaction is smooth.

When Peter isn’t workin for JP. Rachel utilizes all of the standard methods for marFor more info, call 443-684-7899, think my clients value that.” the business Marcus was given the opportunity to run his friendships they’ve built in the industry.

They share a co time and walks them through every step of the promain focus going forward.

“My plan is the marketing aspect of real estate.

I took to Kim alsothree aims to let deliver white-glove service to her 0+ years, partnering up with downtown Seattle concentration.

What sets me apart are Maximum, targeted clients succeed by taking a compassionate, holistic “Having even a tiny positive impact on another can connect her clients to Legends Concert Series, which brings together trib® ® itors many business aspects of Jordan’s production story would be the relationships he strives to form with his to help families that works.” goal is to the buyers know what living here entails. n dire conditions, it became a mission to help homes what keeps people coming back.” everything will fall into place.” team, Marie-France currently has was named Keller Williams Amb VACHON agents to even more attention to their clients.

She’s eryears, license soonhas after maintains strong relationships with the real Brooklyn, which was eight units.

That’s how I got “I,of think one of the main strengths over many other something with which mc Bobbi been area serving hergive Realtors the Denver Board of Realtors ,I have “When we first started, about half of our team was like to expand her team, bringing on and USA Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which email jordan@vellummortgage.com Lakes of Upstate New York.

Austin was only 23 bee keeping. community.

He hosts reg own branch and that set the stage for what is now the love for their business that translates across all factors. referral partners, as she continually keeps them in the on a few clients for the benefit of the law keep cess.

“Iand do the best Iperson’s can to take care of the people be successful, andsixmy become a achieved, household developers sales in their highthegive in-depth custom video reels from start finish. to Hissupport team makes sure to reach buyers Realtor partners.

“I treat my clients as human always alo Forfor more about Kimberlee Ha approach to thetobest mortgage industry. life isout the most valuable that we can ancing option for their ute bands to team support families of fallen service members ®thing members, with a goal set for 2022 to of Culture Canada because Robin enjoys the opportunity to back estate agents in her database, and they know his mark also putting together continuing education classes to 011, when she took lenders there is the sheer amount of loans I’ve origifortable.

As well, they ha and helping them achieve their real and the Pueblo Board of Realtors .

Her my start, and we sold out that whole project within has come to be a great fit for her social and personmade of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners.

JBKTeam.com and visit asonable price.”

Nadiyah enjoys hiking trails, traveling loop throughout the transaction.

“We have ayears status gram atat the time, but had already established a tosix reputation agents who share herferral dedication topercent offerin Maricopa County, with awith particular emphasis Bank of Team.

Inthe the three they have grown 100%meet “We pick up our phone when people call,” Peter partner ups, at least once a quarter to Itheir clientele and once firm, and before knew it,keep Ipast was falling in to nm coa beings, Ia tryMortgage to relate them on every level asteam much asIin rise buildings.

He now leads team of agents media collaborates on creating together.

Also, an contact JP 561.320.7881 or jpicone@twmortgage.com, call 727-458-2821, do our time, so Istellar really to service ough, she sure to educate andnew veterans in need.

But Lauren iswith just as devoted to serve,” he says, and adds, “I try not to overload Southern Colorado.

Iuations did 50where deals in first When itEngland comes to marketing his listthat sent her way will have amore reach at least 10 agents, with athat hub to service them. dedication to helping others, whether invisit or ou Ithelpwas aoutlife she was destined for.

As aand child, Lea able approach totry real estate.

“Social isgrowing how nated over my than 15 years in the industry,” says clients’ circ great relationships other agents helps to get the help train agents, and isclients excited totrust. help them build cebyleads ais team of months, which was tremendous.

We were then given goes out weekly to everyone involved inmedia the loan, with family, and supporting Teen Leaders to his community, and he is currently sgoals. as a hard worker and someone people could As Going forward, Austin wants to continue his continually with upwards of $200M in sales volume this The sky is the limit possible,” he says.

“This can be a fairly confusing process explains.

“We have a lot of empathy towards our at a local marina where love with real estate each day!”

The rest isservice. mayb customer West Valley.

An enviable 100 percent of her business their day-to-day will look like in this quaint and and assists buyers and sellers throughout theher Metro with the pandemic going on, itI’m was imperative to oftime Anthony stays in touch with the investors informed onposition their her industry, hosting the popular real estate TV show, In decisions his current as a her Branch Manager at too West at the forefront of every interaction Ilife have with orthe email kharestad@van experience.

With Nadiyah, referrals are welIensure built my business,” she says. also makes isit tidewatermortgage.com/jpicone for more information myself with many deals atexplain one time because Ifull and hoping touse that every yeash real estate industry.

One she and Tracy.

“I’ve seen plenty of unique loan situations, and the it6ways took to build so that is very helpful.

They appreciate seeing every word out about listings.

“My listings get very loved going to work with grandmother, who ings, Carlos meets contemporary buyers their own business by sharing her experiences.

“It’s ealty, representing other projects in the neighborhood.

I’ve been able todouble As team leaders, Paige and Dave that all memof America, aShe local organization aimed to In November of 2016 Shawn and Marcus joined the past year alone.

Having started with only employees; and industry, soPresident taking extra time to everything a native of the area, he also had great insight into the business, bringing on and training new agents, investexactly what he’s history, and for the past 17 years, Kaitlin buyers.”

Understanding how important and life agents were able to meet You can reach Ra the of his local Rotary Club.

Copyright Top Agent Magazine ate goals.

Seattle area. present potential buyers an authentic peek inside comes from referrals or repeat clients, many of whom Financing the American Dream. of personalized brochures for each listing, which Capital Lending, Ross works with consumers and another human.

When I’m able to help somebody, comed into a family rather than treated as just quiet fishing village.”

Because I leading care so much for the island, I’d like to see is one ofa the agents forcreating The Platinum coverage, not just here, but outside of this area as I’ve usually been able to find a path for those people to longer qualify for a loan.

About 80% of Marie-France’s business comes from give back is by volunteering to help a local w worked for many years for First American Title unications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that n develop youth.

She aspires to own her own bers are on the same page and maintain the same core build my reputation from that success and start branchabout something that everyone—agents and ea with focus on to them definitely helps them by making it feel it’s not Bank ofthey England Team and currently oversee their growth isstatistics, ahaving testament tomuch their commitment to excelare Mortgage at,client, which means ahas heavy For more information about Kevin Pistole, local® market, andwhere in 2015 he residential decided to begin offering in homes his team toneighborhood help them be successful.

“I love being the most valued real been helping her clients achieve their This or rlmiller1013@ include photos, and changing this chapter can be, Peter puts his clients’ listings and what’s happ of the without them ever to step outanother which attributes to her referral REALTORS in both commercial and it just feels good.”

Copy , where she and her small team serve Colorado well,” she says. get approved, partly because I’ve been around the track rience to identify how we are horse owners and competitive riders themselves.

He is also involved with Ball Ground Business & repeat and referral clients, an impressive feat that shelter in Montreal. as stressful as everyone makes it out to be.

My business Future Home Loans branch, leading a team of Co. At the age of 15, the business had difficulty value of putting the client first.

Acknowledging that ing out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m 2021 she closed $5emphasis the operations and sales for their branches inmore TX lence.both Shawn, Marcus and themy Bank ofthe-rachel-hudgins-tea England Mortgage ome of the neglected properties improved and cared and work as hard as I— can to make sure they help, not for them toagents. help me grow and he ge please call 480-234-4695 ing that knowledge torespect, buyers and full time.

He in aDallas, position tobecause help my clients and and anyone betting te University, Anthony began they are doing, but also to alert them to new opportunion social media, targeted marketing on real estate goals. took and passed information.

His impeccable client service ability to connect he says. rate of upwards of 96.6% aside,” clear endorseneeds first to eliminate stress.

“People call me the hosted aorschool supply d Lauren has heraexpert busiIn her downtime, Lauren enjoys spending time with mortgages.

Over 25%This of his business comes from Copyright Top Agent Magazine s 90 and the surrounding area. includes all so many times, but also I care about my all clients financing for them…a win partner and Iand hold each other accountable with very high exceptional servant leaders equally passionate demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can finding receptionist so, when she wasn’t in Soon came a project on Long Island City consisting and Oklahoma City, OK. With 30 employees, they are team are also committed to community service.

Through very excited about our future.” dor.” percent of that Community Association, which distributes scholManager for a direct get what they want and that we have a great time want to keep mentoring them and help the big mistake. email KPistole@genevafi.com bought out a boutique brokerage and has been delivSometimes I feel like I won the lottery.” company with ove to clients personally is drawn from the high percentLaura’s mission has been quite successful so far, ment from a satisfied clientele. ter 23 years Google, and all of the dedicated real estate websites settlement table providing her growing family, and especially her first grandchild, standards of taking care of our clients and referral partners. time with questions, whether they’re big or small I’m with a few community Paso County, as well as parts of Pueblo, Teller, Looking to the future, Bobbi says, “I plan to keep Looking toward the future, Ross says, “I plan on repeat and referral clients, a testament to the trust and I of will chew an tothe the bone to from figure out ahelping al Estate his senior year to“So help ties, forthree-quarters which he is constantly lookout.

On about client relationships andthe others. they ensure “More my business ison comLooking toof the future, Marie-France says, make inthan their lifetime, Paige and Dave their licensed in all 50 states across the nation.

Being atake bank philanthropy and organized branch events; school, Lea had her first arships job.

When she was 18, of 77 units, and –obstacle after splintering off the Ryan repeat clients.

The Iwho know network very well.

And I’ve built my Having worked as aroles solo agent for most hermove career, emphasizes that it’s“ excellent service to his clients ever since.

“Iclients fell age of and referral Ryan understands Ryan’s passion for helping others extends beyond doing it.clients.

Ithat really go toexpanding bat for them.” successful and out on theirresults own.” to local high school kids.

When he is not bin operates primarond the nuances ofering their loan, Phoenix, was born in November.

As far as the future, as, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! way to help them.”

That comfort from the degree of value and service we he builds.

“When I repeat give somebody the best experialways happy to answer them.”

Peter and his team to help those experiencin she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his beneseriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin owned mortgage company; they are afforded the allowcharitable contributions are included in their business For life. more about Paige and David Grov Serhant Team and joining forces with Bethony in 2019 she got her estate license.

Now she works ng.

His work ethic impressed rare occasions he iscan’t, not working, Anthony enjoys nd her dedication toreal reputation as someone who iswhen very familiar with both Kaitlin took on her longtime friend Carol Lavigne as is loan creating relatio the importance of placing client needs ather thekeep forefront real estate and into his personal He’s a sponsor inshe love with the process,” says Austin.

“It’s aspending blessing Copyright Top Agent Magazine ss comes from repeat and referral clients, atofeat I’m going to working until Iand and Ilender have no gift.

From there, keeps she has exciting plans for business.

With her team various products and give to customers, adding relationships ence they’ve ever had,“In that really stays with them have established themselves as aafter trusted resource, working, Robin loves time with his family. ia.

He is aoriginating licensed ance essentially hire, train andinformational do everything in house plan year year. we can to find our buyers their dream home at a great services,” she explains.

“I have quite a few raving fans my legacy.

I want to have a solid team with would allow fit from Your Corner,” the weekly please call 770-757-2773 or email a major coup: the tallest residential building in New very first weekend as an agent.

“I was worried that solo on loans. vice is what keeps ®o a buyer’s agent.

Carol has been in real estate 22 years, also my network of confidence each transaction and ensuring that clients achieve of the Washington Athletic Club, the Seattle Yacht be able help people, and that’s always my focus. the area and the unique needs of horses.

My clients For more info, call 904-885-6131 or email Nadiyah@future.loans peaks to and the they trust and she inspires. plans to retire before then.”

Above all, Bobbi looks aduating he toremember was offered a full spending time with his family, or playing golf, basketTracy started his career in sales management, working ty with Florida Realtors eck-ins, birthday cards, andto having funded over $600 million in volume last year, that continue tobonds broaden theclients range of people we and me,” Ross explains.

Brent focuses on lasting with with real estate agents, financial advisors ac-their Passionate aboutand his wo, with the as full support offorming the main branch.

This awards price, and get our sellers the most their properwell!

These clients will refer mefor to their friends, help them build own clientele, also grovehomesgroup@youneedresults.co York outside of the Manhattan skyline tower consisting and Alabama, origiuing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers so Kaitlin can specialize in listfriendships.

I care their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near ts was keep coming back because they like me and forward to continuing to be there for her clients.

“I terage’s aare low number, but then I asked my friend on I’m not concerned about pushing clients to buy or sell with both start-up and large companies.

When his wife classes.

He also hosts the ure they thriving in their she intends on scaling her model of service throughout rely on me help them find the right property fora term; can benefit and serve.

I be want toLong continue creating and treats just how he’d want to802 treated.

Shawn and Marcus the ability tocountants pay fine attention to Shawn and Marcus want to expand into other R tythose intothem the shortest amount of time.”

One way they REO team.

“It was afor ball and football with his friends and coworkers.

As for continually referring people to them.

“We to expand public’s family, and colleagues.” care of and mine.

I also have a goal ofthe expanding of 67 stories, units, and $1.1 Billion sellout which “I do complex income analysis borings.

“Carol is absolutely awesome, this has been not necessarily abo tionships with my clients.

I want to be their broker and dear to his heart, including those aiming to help he job done,” Bobbi says.

“I get a lot of repeat love serving my clients, and they can feel that I really oyed during or selling, tips for current homeowners, or updates on got an important promotion he relocated with her to (50 episodes and countin Looking toward the future, Robin says, “The plan is as much as giving people the information they need to those states, and he every bit as much as I do,” thetransactions US, with ambitions ofhad becoming billion-dollar pro-just happy customer experiences sonumthese are long-centers Ross isown,” proudest of his work with those clients who detail, quickly get loans ready for ahave closing and maintain amore markets throughout Texasthroughout and other states.

They differ he mainland how many she done in riding and training.” it were my “I’m not in itcare for the money.

People are not been able to set up athat lot of business-to-business mortgages.

“We really market the province of Que as of this writing is than 50% sold. a great way to streamline our business.

We love our many families I hw rowers that have multiple entities, multiple tax rk with top agents, learn a lot, the future of his business, Anthony’s short-term goal for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer ss, and in some cases I’ve worked with three do about them.”

Michigan, where he began his career in lending with agents and other loan offi make the right decision formy themselves and their famwell-oiled customer service ducer.

“I level couldn’t have done all this without such where aand greatpeople as impressed trends in the market.” relationships continue to come have had aoffice, difficult time qualifying for a years, mortCopyrightin Top Agent Magazine to working high of commitment toterm their clients. from every other operation their approach to keep nose to the grindstone continue to ations real estate leep, I can’t sleep.

For 8 Marie-France has been with Keller elsewhere in Canada.”

Above all, Marie-Franc relationships, largely because we provide concise, the advantages it offers, bers to me.

I want to help them find forever homes No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. her first year, while working at a big brokerage, and dynamic, and our clients lovespare too.” what’s important to returns, piecing together of the same family!

Ilenders. care about my people, ment, or all their children’s home, I want to back make sure Research Seattle.

In his time, he loves to to ski, Quicken Loans inin 2005.

2014 heittobecame a Senior Tracy also served 11 year matters to us, whether it’s system, especially excellent team, and anNatanel absoily.

I’mthat good atsupport communicating my observations, so ifand over over and Ibecause can beIn athey benefit them, gage with other “There areand aWilliams, lotcrunching people service for this area’s invesisofbefore to double his volume next year.

He looks forward with clients, communication, speed and efficiency.

They Currently, and Michael are representing multirchasing his wle murky the waters a company she was drawn tousually forward to continuing to provide theinform same e clear information to our clients.

Our communication ing so we can pe She laughs, adding, “The house is the grow my business.

I really love the mortgage induste Brokerage.

Robin and create memories.

When my son passed away, I hink that shows.

They feel that, and that makes Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time the numbers, figuring out their qualifications Mortgage Banker with LoanDepot, followed by a posiCreek Community Deve thome turned out she completed four transactions in her orwho a $3 have million beachlutely amazing spouse,” she “Throughout my life, The I don’t think aqualifying particular transaction is right for someThe hand selected team atsays.

Bank ofcan England Mortgage isWhite control the entire loan process under one roof. With a hopefully for a development lifetime. coolest thing about challenges with Fannie and ple new projects in all five boroughs of the keeltocomfortable put themselves You contact Lea via phone at becoming an Carlos reaches out frequently to past clients to see dove into it headfirst and never many years of helping investors, and hopes to begin are known for the sophistication of their models and real estate experience to all her clients.

With Great Island Kaitlin Strafford is just always point.”

This extends tofor allserves involved there might not kno me.” tion with Bank asdog, aRealty, Loan Officer in 2017.

Two of goals thethey first CDDs in the hisoncan’t beloved last thing we talk about.” learned that is just money.

You take itCharlie. and verifiable income, and also their complex ofwith published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its try, and it’s been great me and my family.

When dedicated processor.

I’ve truly been able tomoney with the best people around.” as awork diamond.

Whether itApple, bewith aAmeris purchase orknowing passion achieving their and furthering one, I’ll advise them to look for something else.” thefor mortgage business iswith that theget: bigFreddie,” Ross says.

“It’s aas pretty inflexible box ntire first year!

That’s when Imultifaceted knew that IMarie-France wasn’t doing Big along astrong big, recent aNew 35-story, 450 530-917-8695.

Check out Lea’s profile ® afford a home, my systems. also incorporates her own sysCounty and Rockingham County in Hampshire, Emphasizing education, Ryan believes in walking years later he started with Jet HomeLoans—a full-sermany Realtors and buyer ever looked if there’s anything he can do for them, whether it loan types,” Lea said.

“A lot of grants, firstbuilding his own portfolio soon. with you when you die.

But your memory can liveLos authors. subscribe or change address, send inquiry to mag@topagentmagazine.com. in the U.S. it’sat refinance; employees are versed in filing, ordering verifiinnovations inPublished the“I mortgage industry; clear Shawn gest asset for a lot our customers is their house. that handles Fannie andTo Freddie have for their mortgage unit building in downtown Angeles. feel incrediwe do job we make aof very important Mortgage Contact Stacey 623-606atcan linkedin.com/in/lea-white-mortgage1 ine!”bad.” amily feel also in evthe makeup of Bobbi’s tems intoright, the process.

“When I’m meeting new buyers oo covering the area from theMarcus Seacoast to the Lakes Region. his clients through theour transaction process step-byHeading into 2022, Ryan will remain true to his core vice lender out of Jacksonville that is the exclusive loan outs the of CDDs and how 5th time homebuyer and construction programs are xperience inshows has anything tohonesty do with real estate or not.

He’s also For more information about Peter Fickeisen, please call cations, appraisals and getting clients qualified for propand are poised to take over world.

“Whaton through others for a very long time.

Memories are Being able to have someone give me their trust products, and a lot of people don’t fall into that Stacey understands.

As a member of the Professional That foundation of has helped Austin build bly fortunate,” says Natanel. or twitter.com/Lea_White_MLO oregranddaughter about Lauren Maxwell, call (239) 254-2260 or email scoulthardre@gmail Her and partner, Jade, is please a licensed About 50% of Kaitlin’s business comes from repeat and or sellers, I use a questionnaire to really understand impact on someone’s life.

Being able to see a firstnderwriting, closing, provider for Dream Finders Homes—where he has been serves as a regional reso step to know what to expect throughout the process. values and commitment to consistently advocate for erties.

As for the executive workload; and Marcus do everyin work and life, write down your goals, be or email pfickeisen@luxurymortgage.com complex asa well.

Complexity is pleasure my expertise.” and follow through onmoney.” my end,ever to you fulfill What brings me a for lot of isthe when toend listen active in his community with the volunteer work he ’t atbox. theto finish very successful business over last six years.

AsShawn always going to be more important than Rodeo Association, National Barrel Horse Association and has been working with Bobbi 12 years. maxwellmortgageloans.com wellmortgageloans.com or visit referral clients, an impressive feat that demonstrates the setting the gold standard for service over the past three also teaching seminars “Education leads to empowerment.

I’m a people perhis clients’ best interests and provide them with what their real estate project is and what they’re looktor for two years now, licensed divide conquer.

From the front end of the business; passionate about it andand continue time homebuyer at the closing table getting their control over the loan Fortunate, yes, but backed bygive deep industry marketto change, adapt and goon someone has been denied five orand six other lendthing Iyears. told would happen and them the ldsimportant strong relationbroker and owner ofmy Wine Trail Properties, hehelping leads a them With the ferocious speed atunlicensed which the modern world ’s does with local elementary schools, build a obbi’s daughter, Jade’s mom Lori, isby trust and confidence she inspires.

Part of what keeps In 2021 he helped almost 200 clients purchase or son, and I want clients to be happy and to feel highest level of service while making their dreams ing for,” she says.

“Then I have a meeting with them Contact Austin atreally 315-882-2343 orLaura Evans Shawn is inso charge of training, pricing, marketing, withdevelopers the flow.” knowledge thatthey keeps both and buyers flockTo learn more about nd Connecticut. his quality ofof experience deserve—that’s ers, andgood we’reIn able to first find ayear solution they cansales become team of around akeys, dozen agents who deliver exceptional and seeing that look excitement on their ement Mortgage is a the team’s transaction coordinator for over 30 refinance their homes to the tune of over $58 million Going forward, Tracy ab is lo clients coming back is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply looking for float for the Torchlight Parade in Old Saybrook, or confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two addiFor 33more shave moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want Top Agent Magazine Top Agent Magazine events, and the initial parts of the loan process.

The back ing to him for his services.

“I think a lot of it has to do email alapp@winetrailproperties.com get approved andto have the home they want or pay meaningful.”

After the closing, Iis service Yates County and theinto surrounding area.

On That’sand in addition tolender. another part-time assistant, Contact Candice at 404-660-9565 in sales volume and is routinely in the President’s Club to his team soon in order email ladylauraevans@gmail.com, ethic.

“I love being busy,” Kaitlin says.

“I can’t sit still, sales volume and is on pace to Copyright Top Agent Magazine To learn more about Brent Maha to help people build wealth, manage their investtional agents and is launching a new website along face, is what I love about the mortgage business.”

DA, FHA involved their local community.

He serves as the please c them feel that I’m there to help them out and be of end of operations, guidelines, file closing and yet being consistent and thinking participating insays. hisoffice community’s “Trunkwith orflow, Treat” unplug relocate to more remote areas. Adding to being different, y. a and family thing here!”

“I myrealtorcandice@gmail.com of “It’s weeks.

Because as a top producer.

A healthy percentage of that busivolume.

That will allow orVice email and that serves my clients really well because I’m dediments, and Bobbi grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, To learn more about Shawn Fehily greater service to them.

I present all the strategies that underwriting is Marcus’ responsibility.

As a team they email brentm@socodream.co email Nata President of the Ellicott Metro District Board

ANTHONY CANDICE KING

AUSTIN LAPP LA PENNA BRENT MAHAGAN NATANEL MALKOUKIAN

ROBIN WRIGHT

CARLOS ORTIZ

MARIE-FRANCE VACHON

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http://

www.

https://

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the end of 2021.

Heonhas found When he’s not working or callwhen (443) event Halloween. or the givoutside box,” says Natanel, asked235–4649 how he has

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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Top Agent Magazine

balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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CHRISTIAN FOOTE Top Agent Magazine

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CHRISTIAN FOOTE Christian aims to leave buyers with wisdom to save money over the life of their mortgage and agents with lending awareness to earn more referrals.

Buying a new home can be daunting, especially the first time. Christian Foote is there to offer insight and ease the experience. A lender with US Mortgage Corporation in the 8

Cleveland area, he leads his marketing with education for first time buyers. “Obviously, they have a lot of questions and they need a lot of help,” he says. “We try to help Top Agent Magazine

them position themselves and their family to purchase a home in a way that is going to financially make sense not only today, but five, 10, 15 years down the line.” The lender’s confident, competent guidance can demystify the process. “We want them to go through a process of purchasing a home that I would Top Agent Magazine

want to go through.”

Christian brings to home finance insight gained through his previous experience as a financial advisor. After seeing so many cases in which budgeting plans teetered on mortgage payments, real estate was a natural leap. “One thing that I noticed was 9

that the mortgage payment is something that can make or break a financial plan, given that it’s the largest payment that typically any family makes,” he says. “I went to work for a bank and I found that I really liked lending and it was a major part of people’s financial planning. That’s what got me involved in mortgages, and I’ve stayed on that side of the financial landscape ever since.”

internally. The lender built the marketing system from the ground up, and he extends his education outreach through social media where he earns five stars across various sites.

He offers insights poignant to both sides of the deal–buyer and agent.

Referrals work both ways. Christian aims to leave buyers with wisdom to save money over the life of their mortgage and agents with lending awareness to earn more referrals.

Christian draws nearly 40 percent in referral or repeat business. Most Outside the office, Christian takes of his leads, however, are generated interest in activities and causes for

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sheltered pets, although the pandemic has slowed some gathering. Outdoors, he enjoys mountain biking. To satisfy his artistic side, Christian plays guitar and makes animated videos.

Already operating in two Ohio locations, Christian plans to expand into Indiana and Kentucky. The object is growth, he says, but more than that to create the opportunity to help more home buyers. “I know that is such a cliche in our industry,” he says, but, “that’s really it. We just want to help more Realtors® grow their Top Agent Magazine

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business. We want to help more clients purchase homes the right way so that they’re financially secure in the purchase and they don’t end up having buyer’s remorse after they move in.” Above all, the lender

wants to make buying a home an informative, stress-free experience.

“Purchasing a home is stressful enough. They don’t really need to worry about the financing part of it.

That’s our job.”

To learn more about Christian Foote, visit usmortgage.com/christian.foote email Christian.Foote@usmortgage.com or call/text 440-703-6266 www.

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

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 14

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Top Agent Magazine

Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

Top Agent Magazine

with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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APRIL RUSSELL Top Agent Magazine

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APRIL RUSSELL

A longtime resident of North Carolina, April Russell has always been passionate about helping others. After getting her start as a bank teller, she would work her way up the corporate ladder, gaining strong foundations in finance and mortgage lending. Upon accepting a position as a Junior Loan Officer, she quickly found that the mortgage industry was a perfect complement to her outgoing personality and strong business acumen. The rest is history.

Today, April is a Loan Officer with Movement Mortgage, where she assists clients throughout North Carolina. There, she has cultivated a boutique process around the core values of openness, integrity, and expertise, which allow her to meet the demands of even the toughest transaction.

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When assisting her clients, April offers a wide variety of lending options. On top of being well-versed in Standard, Conventional, USDA, and FHA loans, she also can connect her clients with numerous down payment assistance programs catered directly to their needs. Along the way, she is sure to include her clients in the transaction, valuing education and communication above all else.

“I want to make sure my clients understand the entire process, from start to finish,” she says. “Because of that, we talk about all the nuances of their loan so they know exactly what to expect.”

But for April, the transaction is never over, as she prefers to remain in touch with both her clients and referral partners long after the closing through frequent check-ins. Over Top Agent Magazine

the years, she has earned a fantastic reputation throughout North Carolina, with the overwhelming majority of her volume coming from repeat clients and referrals. Having completed $25.2 million in volume in 2021 alone, she remains focused on the proven standards that have set her apart as the first African American woman to earn President’s Club honors through Movement Mortgage.

“Even if an individual isn’t ready to purchase a home today, I’m going to show them the precise steps they need to take to realize their dream in the future. That way, my clients can always walk away feeling confident, knowing what they need to do to accomplish their goals.”

Outside her career, April can be found supporting many charities and churches in her community. To go with supplying meals to frontline healthcare workers and providing for area schools, she has also contributed to the Pink Foundation for breast cancer research, as well as the Lymphoma and Leukemia Society.

In fact, she is just as committed to giving back to her industry, hosting seminars for new home buyers throughout the year.

Going forward, April has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on further scaling the model of attentive service that has brought her so much success in the first place. “At Movement Mortgage, I truly love what I do,” she says. “Whether I’m empowering a first time homebuyer or sharing information with a seasoned investor, I want everyone I assist to understand how their purchase can be the first step toward building generational wealth.”

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To learn more about April Russell email april.russell@movement.com, visit movement.com/april-russell or call (919) 268-1878 www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

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rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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ASHLEY WICKSTROM special occasions to also stay connected.

Ashley Wickstrom (NMLS 540716) has been working in the mortgage industry for the last seventeen years and is based in Roanoke, Virginia. Though she initially sold cars, she changed career direction upon meeting the life milestones of marriage and children. Today Ashley is a senior loan officer with Movement Mortgage.

She focuses on helping homebuyers find the financing they need to move forward with purchasing a home, all while keeping it a stress-free and enjoyable experience.

Ashley is a unique professional, one with a heart of gold.

Today her business needs less focus and effort toward marketing methods because Ashley’s business operates primarily via word-by-mouth. The way she works speaks for itself, and agents know they can count on her to perform efficiently and accurately. Ashley’s total volume was nearly $20 million this last year alone. While a paycheck is appreciated, the devotion to her career stems from her love of building relationships with clients. “I am lucky to be in a position where I don’t have to work,” mentioning that her career doesn’t feel like a job, but rather something she is genuinely passionate about.

Ashley works solo as a Senior Loan Officer though she has an amazing processor and team of underwriters; however, most of the daily tasks included in her job are completed by her independently. Therefore, she takes on the additional work to confirm the job is always done efficiently. Ashley is experienced in all types of loans including renovation, conventional, and government loans. After quite a bit of experience in the industry, 100% of her business comes from agents and satisfied past clients.

Ashley stays involved in her community with her participation on the Committee for Local Realtors Association, where they plan events throughout the year. She is also active in her church. In addition, a good portion of the proceeds from Movement Mortgage’s as a company is funneled back into nonprofits, giving back to communities, building schools, and living Movement’s mission – “We exist to love and value people.” This mission is what brought her to Movement and keeps her there. When Ashley isn’t working, she enjoys ballroom classes with her husband, Tait, trail running, biking, walking her dogs, and spending as much time outside as possible. Ashley’s destined for good karma as her only future plans include continuing to make sure clients are taken care of as long as she can. “It’s not about me or my business,” she shares and will strive to help make her clients’ dreams come true.

Ashley is without a doubt, Top Agent material.

As far as the services that keep clients coming her way, Ashley prioritizes a few critical strategies, including top-tier communication and following the golden rule. This method means treating clients the same way she would expect to be treated as a human being and professional. “Honesty and communication go a long way,” she shares. Kindness is etched within Ashley, and she also makes efforts to talk to agents daily, contributing to her business recommendations.

In addition, she remembers birthdays, holidays, and

To learn more about Ashley visit movement.com/ashley.wickstrom, email Ashley.Wickstrom@movement.com or call 540) 520-7878 www.

192 Summerfield Ct, Roanoke, VA 24019 | VA-MLO-12089VA | Movement Mortgage LLC. All rights reserved. NMLS ID #39179 (www.nmlsconsumeraccess.org). Interest rates and products are subject to change without notice and may or may not be available at the time of loan commitment or lock-in. Borrowers must qualify at closing for all benefits. For more licensing information please visit movement.com/legal Top Agent Magazine

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BETH GOTTLIEB A longtime resident of Sandwich, Illinois, Beth Gottlieb has always been passionate about empowering those in her community. In 1998, she accepted a position for a local title company, where she had a chance to learn the mortgage business from the ground up. After later serving as a processor and loan officer’s assistant for a prominent mortgage company, she decided to pursue her license, launching her career as a lender in 2000. Sure enough, she hasn’t looked back since.

Today, Beth is a Mortgage Loan Officer with Caliber Home Loans, where she assists clients throughout Sandwich and the surrounding areas. Also licensed in Wisconsin, Arizona, Florida, North Carolina, and South Carolina, she has applied her strong professional foundations to meet the demands of even the toughest transaction.

Leveraging the extensive suite of resources at Caliber Home Loans, Beth can equip her clients with a variety of lending options. Well-versed in FHA, Conventional, and VA loan programs, she also possesses an in-depth understanding of various Rural Housing Development loans and IHDA Grant loans, drawing from her decades of experience serving the farming communities of Northern Illinois. Through it all, she makes sure that her borrowers find the right loan and rate for their best interests, thoughtfully guiding them through the process while educating them each step of the way.

In fact, for Beth, the deals are never truly done, as she prefers to remain in close contact with her clients to ensure they are satisfied in their new homes. “Living in a small town, I have an opportunity to really get to know my clients,” she says. “When customers visit my office, I often get to learn their whole life story. I wouldn’t have it any other way; after all, each client is important to me.”

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Over the years, Beth has earned a fantastic reputation throughout Illinois, as evidenced by her outstanding rate of repeat clients and referrals. Also driven by a considerable social media and radio presence, she has built a robust sphere of influence among the REALTORS® in her area. Having completed $55 million in volume in 2021 alone—despite living in a community of little more than 7,000 people—she remains focused on the proven standards that continue to set her apart in the region.

Outside her career, Beth is deeply committed to her community. Having previously served on boards for her church and park district, she is currently involved with her area Chamber of Commerce. Moreover, she enjoys coaching youth sports and volunteering for local events throughout the year, hosting a float in Sandwich’s holiday parade. When she’s not with clients or giving back, she can be found spending quality time on Lake Holiday with her family.

Looking ahead, Beth has a bold vision for the future of her business. Having recently brought a social media assistant onto her team, she intends on expanding her reach throughout not only Illinois, but also the other states in which she serves. More than anything, though, she is excited for all the new clients and connections that await in her remarkable career.

To learn more about Beth Gottlieb please call (630) 417-5748, email Beth.Gottlieb@Caliberhomeloans.com or visit caliberhomeloans.com www.

(NMLS #412713 Equal Housing Lender) Top Agent Magazine

4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

Top Agent Magazine ®

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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CYD WEST For Cyd West, the mortgage industry has been a lifelong career. “I started working at a bank when I was 18 years old, right out of high school,” she explains. “It just so happened that when I began working there, they had hired someone to start a mortgage loan program. And he chose me to be his assistant.” The rest was history, and Cyd fell more in love with her path through each passing year. Today she is the Senior Vice President and Branch Manager of First Community Mortgage. Based in Harker Heights, Texas, Cyd originates loans and manages a team of loan officers. A subsidiary of First National Bank Texas, Cyd and her team are able to offer a wide variety of products. Because their location is near the largest military post in the world, Fort Hood, they have extensive experience with VA loans.

Much of her clientele derives from repeats and referrals, both from past clients and referral partner agents.

By putting her clients’ needs first, she exceeds expectations and ensures they feel supported. “We try to deliver a boutique brand of customer service,” she explains. “We go above and beyond to make the process as easy as possible for our clients.” Cyd is not afraid to go the extra mile, picking up bank documents at her clients’ bank if they are unable to upload them online, and doing all the legwork for them. “I never want them to feel like they’re visiting a Walmart and are in the self-check line, bagging their own groceries. I want them to know we care about them.”

She carries that effort into her work with real estate agents as well, keeping them updated at every step of the transaction. Relationships are important to her, so she stays in touch with clients and agents by emailing them about market updates, or socializing with them at community events. Her white glove service and emphasis on a personal approach has led her to consistently close tens of millions of dollars in loans each Top Agent Magazine

year. In 2021, she produced $55 million, and has her sights set on achieving it again in 2022.

A prominent figure in the community, Cyd is always staying involved with nonprofits and organizations.

She is on the board of directors for the local Chamber of Commerce and is the chair of their leadership program, Vision 21. Cyd is also on the Education Foundation for the local public school district, and recently co-chaired the town’s largest charity event which raised several hundred thousand dollars for an organization called Wreaths for Vets. During her free time, she loves relaxing with family and friends, reading, and traveling.

Decades into her career, Cyd still loves every minute of it. She is continuing to create and achieve her goals, including expanding her team. In the future, she envisions taking more of a leadership role, giving other loan officers the tools for success. But in the meantime, she’s enjoying her path. “Every client has a different story. I have the opportunity to connect with them and possibly be their first friend in the area. I just love it.”

For more information about Cyd West, please call 254-289-3129 or email cyd.west@1stnb.com 25

HAYDEE COLUMBIE A lifelong resident of Miami-Dade county, Haydee Columbie would get her start in the mortgage industry at 16 years old. After accepting a position as an assistant for a prominent loan officer, and moving on to other roles in operations such as Closing & Post Closing Manager, she had a chance to learn the business from the ground up.

Inspired by this experience, she pursued her license and got started as a loan officer.

In the 22 years since, she has gone on to author an accomplished career in Florida, establishing a network of satisfied clients and colleagues that spans the state.

Most recently, though, Haydee decided the time was right to develop her team, opening a location in downtown Doral in 2021. Today, she is a Branch Manager with Point Mortgage Corporation, where she supervises an elite team to assist clients throughout the region. There, she has combined her years of experience with her compassionate approach to client service to navigate even the toughest transaction.

At Point Mortgage Corporation, Haydee caters her strategy to the distinct needs of each client. Well-versed in a variety of lending packages, from Traditional to NonTraditional/Non-QM mortgages, she carefully guides her borrowers to the right option for their best interests. Moreover, she ensures they make fully informed decisions on their future, valuing openness, integrity, and transparency above all else. In fact, she prefers to remain in touch long after the deals are done through regular check-ins, cards, and even the occasional gift basket—all to make sure her clients are thriving in their new homes.

Throughout her career, Haydee has earned an outstanding reputation in her home state, with the entirety of her volume coming from either repeat clients or referrals. Now completing between seven and ten loans per month, she remains devoted to the proven standards of service that continue to set her apart in the market. “At 26

the end of the day, our customers are my top priority,” she says. “I treat each client as if I were the one buying the home. On top of that, I take the time to go into the numbers with them so that they know exactly what to expect from beginning to end.”

Outside her career, Haydee is deeply committed to her hometown. On top of serving in her area as member of NAHREP, she also conducts giveaways to her local elementary school, lending support to children in-need.

When she’s not with clients or giving back, she enjoys travelling and spending quality time at home with her family and children.

Going forward, Haydee has a bold vision for her business. As her volume maintains its steady growth, she intends on adding onto her team, with plans to open a second branch in the future. But having started out in the industry as an assistant and now risen to manage her own branch, she most looks forward to all the new clients and opportunities that await. “I love nothing more than seeing my customers’ faces on the day they complete their purchase,” she says. “After all, these can be challenging transactions. But getting my clients to the finish line and seeing them flourish in their new homes is simply the best feeling in the world.”

For more about Haydee Columbie please call (305) 205-5948 or email hcolumbie@pointmtg.com Copyright Top Top Agent Agent Magazine Magazine

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes28

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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JEANNE GOREY Top Lender Jeanne Gorey is a Senior Mortgage Loan Originator of Neighborhood Loans, INC. Jeanne got her start in the mortgage industry early.

Her mother was a Realtor® and as a teenager Jeanne would work in her office. After noticing just how many hours a day her mother would put into being a top producer; Jeanne decided it would be best to pursue a role in financial services and lending. Jeanne has been in the mortgage industry for 40 years and counting! She loves that she can work hard while still being available for her family. Currently specializing in home loans; Jeanne is often called on as a speaker for industry educational seminars and conferences that educate people on first time home buying and subsequent home buying practices. She is also an expert at down payment assistance programs like Homes For Heros which qualifies First Responders, Teachers and Veterans.

Located just outside of Chicago, Illinois, Jeanne’s years of expertise have allowed her to build a remarkable and extensive referral network. Aside from a customer base, she has referral partnerships with Realtors®, Financial Planners, Insurance Agents, Attorneys and CPAs. Her clients are eager to return because they know, like and trust her unequivocally.

She has answers to their most intricate questions and gets the job done well in a suitable time frame. “Many of [my clients] have become really good friends of mine.” Naturally a people person, Jeanne loves in person meet ups and enjoys treating clients to meals, tea time or happy hour to build on their relationship.

Phone calls on birthdays and occasional chats fill in

the gaps of time while personalized cards and mailers keep her clients up to date.

Likely recalling past office days with her mother; Jeanne takes to Facebook for live streams of marketing her products and services. It’s an excellent way for her to reach a wide audience while still being able to manage her time and remain in front of people. She loves each transaction because of the opportunity it provides to meet new people.

“Everyone’s scenario is different; I find it challenging and love the opportunity to help them purchase their home and connect all of the dots to get them in the home of their dreams.” Jeanne is the “Mortgage Genie”, and she can make your home financing wishes come true!

When not working on mortgages, Jeanne likes to read and prefers fiction or self-study books. Traveling, Pilates and experimenting with new recipes in the kitchen occupy her down time. Due to a large chunk of her time being spent with clients; Jeanne prefers to engage in client-oriented community involvement projects. “If they have an event or charity that they would like me to get involved with...I’m in.”

Looking ahead Jeanne has plans to grow her business by assembling a team to help her further educate and build a valuable platform for education. Education is on the forefront of Jeanne’s agenda and she is licensed in multiple states to serve more clients. Neighborhood Loans in Downers Grove is the corporate office which staffs underwriters, closers, processors and openers all under one roof.

To learn more about Jeanne Gorey, call (630) 363- 6114, email Jeanne@Neighborhoodloans.com or visit jeannegorey.com www.

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JIM QUIST Providing homebuyers with top-notch service at a low cost, Jim Quist has become a top loan officer in the Chicago area. He got his start after recognizing the opportunities in the mortgage industry: “I accepted a job to manage loan production for a bank so I relocated to Chicago back in 1995 at the very beginning of the housing market boom,” he explains. “I didn’t really know what to expect at the time, only that there was a good chance of success.”

Jim quickly became passionate about his work, loving the ability to help people buy homes. In 2003, he started newcastle.loans, which has flourished ever since. “People make a difference. We have terrific people producing amazing results,” he explains.“Homebuyers work with our small team of loan experts, including two loan processors, a junior underwriter and a senior underwriter.”

Together the team regularly moves loans from applications to clear-to-close in two weeks.

“We focus on millennial first-time homebuyers,” Jim explains. “We give them easy access to information and back it up with personal service.” Homebuyers can check interest rates and closing costs on the company’s website so they know up-front how much buying a home will cost. Jim and his team regularly create original content like videos, blog posts, and e-books that guide people through the homebuying process. The team is always ready to answer questions when customers or agents call.

With a solid mix of referrals from past clients and real estate agent partners, Jim and his team are committed to delivering the best service possible. One way they stay efficient is by utilizing all the latest tools. “We made a huge investment to modernize our systems, as we are passionate about technology,” Jim says. “Because we work so frequently with millennials, we have centered our business around what they want—easy access to quick

and reliable service. Our smart mortgage application checks credit, verifies assets and income, and runs automated underwriting, all electronically, in about 15 minutes.”

After a buyer completes the application, Jim and his team go to work by verifying the information before issuing a pre-approval.

“We have a high pull-through. Our interest rates and loan costs are low, and because our underwriters verify credit, income, and assets during the pre-approval stage, buyers have no reason to go with different lenders.”

By verifying information up-front, NewCastle provides buyers and their agents with powerful pre-approval letters. Sellers are more likely to accept offers from these buyers, and buyers feel confident about closing on time without any surprises. Their superior service and attentiveness has resulted in the team closing 139 purchase transactions for 2021.

Those who work with Jim on their mortgage feel grateful to have found him, and love to tell others about it.

One recently said, “Jim Quist was my loan officer and provided my mortgage for the purchase of a home without any costs, at a rate that beat all other, top-notch, Chicago-based lenders. Not only was my loan handled very professionally but it was a pleasure working with him and his team member Jessica!”

When Jim isn’t working, he’s staying involved in his community through the Bucktown Wicker Park Chamber of Commerce. He also loves to support local businesses by hosting first-time homebuyer happy hours at bars and restaurants around Chicago. In the coming years, Jim is eager to continue expanding and implementing the latest technology. “We want to make it very simple and self-explanatory for our borrowers to complete loan applications, so we’re going to continue investing and building out our content and tools.”

For more information about Jim Quist, please call 773-770-4713, email jimquist@newcastle.loans or visit newcastle.loans www.

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8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 32

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JOHN “JP” PICONE, JR. John G. Picone, Jr. is an experienced mortgage loan officer based in Palm Beach Gardens, Florida. He worked in finance in the automotive field for 15 years, and after being repeatedly recruited to the mortgage industry, he finally decided to try it out in 2008.

He started with loan modifications, then in 2017 he moved to full residential and commercial loans. He is currently a branch manager for Tidewater Mortgage. Now that he’s just established a full brick and mortar branch in Florida, JP is looking to hire on a complete mortgage team for the coming year.

JP does all the standard loans (residential, FHA, VA, etc), but his specialty lies in non-QM loans.

At a 99% rate of referral business, his practice is essentially reference-based, and he has no need to work from leads. JP has fostered many close and fruitful relationships with realtors, other loan officers, and previous buyers, and about half of his business derives from the seller side, usually a listing agent, of the transaction. Every time he works with a realtor, he adds them to his marketing list, and then reaches out weekly to let them know he’s available.

These critical connections are built on his caring and engaged communication and presence. JP always answers phone calls and emails, sends out multiple updates a week, and makes sure his clients know he is available 24/7: “you can’t be 9 to 5 in this business,” he says. This is a loan officer

who understands very well how many moving parts his occupation entails, and his clients are always pleased with the diligent care he provides. JP is also unique in the emphasis he places on the first steps of the process. For him, being proactive and up front about the details from the very beginning saves everyone involved a lot of complications, so he makes sure to check up on all the minutiae for his clients before they even make an offer.

But JP also makes clear that the end of the process is just as important as the beginning; of the many aspects he enjoys about working in mortgage loans, the greatest satisfaction for him is to close a loan after all the hard work and obstacles it took to get there. He always feels gratified when he’s able to see how happy his clients are to get the keys to their new home.

JP has been married for 23 years with two kids, and prioritizes spending time with his family whenever he’s not working. He also likes to play the guitar, and collects sports cards as well. For the future of his business, JP is confident that with the new branch located in North Palm Beach and the new technology to close loans faster and more efficiently, “we will increase business 4 fold.” In January he will begin hiring for the new branch, and once it’s up and running he’s shooting for an even higher collective rate. 13 years into the business, and things are only looking bigger and better for JP.

You can contact JP at 561.320.7881 or jpicone@twmortgage.com, and visit tidewatermortgage.com/jpicone for more information www.

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JORDAN KINGSBURY Throughout the past nine years, Jordan Kingsbury has risen to the top of the mortgage industry, earning a client and referral partner retention rate of over 70 percent. Jordan began his career as an intern for a high-producing loan originator, who quickly became a mentor for life. While the start of his career bared long hours, sleepless nights and hard work, Jordan’s dedication to the industry never wavered, shaping him into the professional he is today.

Within the past five years, Jordan has expanded his team, hiring eager, young professionals and teaching them the intricacies of all loan products. While he doesn’t not like to focus on just one product, he finds that a large chuck of his production is working with veterans and VA home loans. It is important to Jordan to make sure his team provides the highest level of service, allowing him to receive fresh referrals coming from satisfied realtors as well as directly from builders.

Jordan has a deep understanding that it takes many pieces of a puzzle to create success. He focuses his business approach as a guide to his clients and works hard to keep everyone involved during a transaction, ensuring a timely closing. It is not in Jordan’s nature to be a ‘set is and forget it’ originator. His team takes a hands-on position for every transaction. Each member of the JBK Team have specific duties, ensuring the no stone is left unturned. They will shepherd the whole loan process by hand, taking care of every step, keeping all elements on time and never waiting to the last minute. It’s the hands on attitude of Jordan and his team that landed them over $125 million in transactions in 2021.

Having a robust CRM system keeps track and monitors many business aspects of Jordan’s production from start to finish. His team makes sure to reach out at least once a quarter to their clientele and once 34

a month to referral partners. A more in-depth review of completed business comes yearly, checking in that the current mortgage still fits their needs and looking to see if a refinancing or better positioning in a different product would work for them. Even with all of the contact, it’s the word of mouth from realtor to realtor that propels Jordan’s success.

If he and his team start working with a new listing agent, they go above and beyond while keeping an eye out if they would work as a continued future partner that fits into their business.

Jordan loves that every transaction is different, keeping him thinking and on his toes with a new challenge to face with each new day and project. Not every loan slides into a standard box, and it’s up to him to figure out the best fit. The team that helps him is growing, and he hopes that within the next five years, he can have his own team of loan originators under him. That should give him some time to get out on a boat for some fishing or work on his golf game for the next fundraising match he’s involved in.

For more info, call 443-684-7899, email jordan@vellummortgage.com and visit JBKTeam.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 36

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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KEVIN PISTOLE Kevin Pistole – Senior Loan Originator and Co-Branch Manager of Geneva Financial in Phoenix, Arizona – is a compassionate and down-to-earth mortgage professional who consistently goes above and beyond to provide his many grateful clients with top-notch customer service. Honest, hard-working, and operating with the highest levels of integrity, Kevin has certainly earned his impeccable reputation as a trusted and extremely competent financial advocate for his many satisfied borrowers.

Kevin, who graduated from Arizona State University in 2010 with a bachelor’s degree in Communications, began his career in the mortgage industry in 2015. “While I was in college,” he recalls, “I was also working as a personal trainer, and I learned that I loved helping people. So, when a friend/ex-co-worker began working in the mortgage business, I reached out immediately because I was looking for a transition from the industry I was working in. “I immediately knew this was my passion because it checked all the boxes of what I had been searching for in a career; genuinely helping people, flexibility, room for exponential growth, creativity, and creating strong personal relationships with clients and other like-minded successful industry professionals.

And Kevin is doing it exceptionally well, as currently the lion’s share of his overall business is based upon referrals from satisfied buyers and happy Realtor partners, among others. “I think that has a lot to do with the fact that I’m always in control of their transaction,” says Kevin, when asked how he has managed to inspire so much trust and loyalty amongst those he works with. “I’m their main point of contact so there is never any confusion of who to contact or where to send documents.”

Another factor that plays a large role in Kevin’s success story would be the relationships he strives to form with his buyers and Realtor partners. “I treat my clients as human beings, and I try to relate to them on every level as much as possible,” he says. “This can be a fairly confusing process and industry, so taking extra time to explain everything to them definitely helps them by making it feel it’s not as stressful as everyone makes it out to be. My business partner and I hold each other accountable with very high standards of taking care of our clients and referral partners.

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Strong relationships are made over time and communication to build trust and the trust I have in my partner and team is one of the biggest reasons for my success professionally.”

Kevin is extremely proud of his association with Geneva Financial and of the wide array of loan products they offer to suit any buyer’s needs.

“Since we are a direct lender, we are equipped to complete the entire loan process in-house,” he says. “We offer every type of loan, including FHA, VA and USDA. I started out in the non-QM industry helping self-employed borrowers obtain financing using alternative documentation instead of the standard tax returns/W2’s to verify income.

When he’s not working, Kevin enjoys nothing more than spending time with his wife and his young daughter. He is also involved in philanthropy, and he and his wife – recently diagnosed with a brain tumor – are involved with The Gray Matters Group to help raise awareness and support for others going through the same thing they have been.

Looking to the future, Kevin’s plan is for the continued growth of his business, including expansion, adding new loan officers/team members, and providing the most value possible to all his referral partners. Above all, however, is his constant objective: to continue providing his clients (past, present, and future) with the white-glove service that has become his calling card.

For more information about Kevin Pistole, please call 480-234-4695 or email KPistole@genevafi.com Copyright Top Agent Magazine 37

KIMBERLEE HARESTAD In 1999, Kimberlee Harestad was inspired by a friend to join the mortgage industry. “It looked like a fascinating job, and I loved that it provided flexibility.” Once she started, she fell in love with the field.

Utilizing her communication skills and love of people, she flourished as a loan originator.

Twenty-three years later, she is showing no signs of slowing down. Kim has been included in the Circle of Excellence for the past two years. This is an accolade she received for providing excellent service and being a performer (specifically over $15 million in volume). Currently working with VanDyk Mortgage Corporation and an extensive team of experts, Kim, can ensure each transaction goes smoothly. With VanDyk offering all conventional and non-QM loans, those who choose Kim for their mortgage needs will have many options. With the entirety of her business consisting of repeats and referrals, her clients are blown away by her ability to meet their goals. “I offer a personal touch,” she explains. “I make sure that I explain everything personally to everyone and make myself accessible at all hours for my clients.” Kim understands how stressful this time can be in her clients’ lives; she prioritizes regular updates. Taking advantage of VanDyk Mortgage’s secure portal, buyers feel safe uploading their documents and love to see everything in one place.

Once the loan is approved, those who work with her love to tell others about their experiences. One buyer recently said, “From start to finish, Kim and her team were exceptional! Thanks to their commitment and expertise, my wife and I live in our Florida dream house! As first-time home buyers, we had quite a lot to grasp during each process stage. Kim and her team made everything run smoothly and went the extra mile for us.”

Kim also aims to deliver white-glove service to her referral partners, as she continually keeps them in the loop throughout the transaction. “We have a status gram that goes out weekly to everyone involved in the loan, so that is very helpful. They appreciate seeing every 38

milestone. We send out an email as well which informs them about where we are in the process and what they should or should not be doing at the moment.” She builds solid relationships with both her past clients and partners, sending birthday and anniversary cards, hosting annual wine tastings, and more.

Passionate about the Tampa Bay region, Kim always makes time to give back. Kim volunteers at various charities throughout the year, including the Alpha House, which provides care to pregnant women and fosters care for teens. She is also on the Committee for Juvenile Lupus and serves as an Ambassador at the Chamber of Commerce.

When she is not volunteering or processing loans, she enjoys spending time with her family, her dogs, boating, fishing, and traveling.

Kim’s future goals will be to continue to grow with the current times and help people with their many different mortgage needs. Considering VanDyk Mortgage is rated as one of the top 50 mortgage companies to work for, she is undoubtedly on the path to continuous success.

For more about Kimberlee Harestad, NMLS# 224710, call 727-458-2821, visit nmlsconsumeraccess.org or email kharestad@vandykmortgage.com http://

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

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

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1

Turn jealousy into admiration

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

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

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

2

Tackle the things you dread doing first

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

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

3

Don’t make decisions based on emotion

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

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

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 40

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

4

Learn to love feedback

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

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

5

Replace a fixed mindset with a growth mindset

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

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

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

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LAUREN MAXWELL Lauren Maxwell started in the Mortgage Industry 35 years ago, and has been consistently recognized by Scotsman Guide as a top lender in the country.

Since then, she has forged an accomplished career in the industry, building an expansive network of clients, real estate agents, builders, and accountants that span the Southeast Region.

Currently, Lauren is Executive Vice President of CrossCountry Mortgage, LLC, where she leads the Maxwell Mortgage Team. Leveraging her tireless work ethic and elite business acumen, she has cultivated a process to meet the demands of even the most challenging transactions.

Over the years, Lauren has earned a remarkable reputation throughout Florida, with a majority of her volume coming from repeat clients and referrals. Having personally completed $330 million in volume in 2021 alone, she remains committed to the core values that have set her apart in the market.

“What’s near and dear to my heart is helping first time home buyers who are struggling with either a low down payment or a weaker credit score. These clients often assume the dream of homeownership is out of reach, but I can help them cross the finish line.”

When assisting her clients, Lauren offers a wide variety of lending options suited to their needs. Knowledgeable in everything from Conventional, FHA, USDA, and VA loans to Asset, Bank Statement, Foreign National and Jumbo Mortgages, she can connect her clients to the right purchasing or refinancing option for their best interests. Along the way, though, she is sure to educate them so they can make fully informed decisions on their financial future.

Outside her career, Lauren is deeply committed to her community, supporting countless charities and non-profit organizations throughout the year, such as the Make-aWish Foundation, Wounded Warriors, Homes for Heroes, or even her local senior softball league. Elsewhere, her team is the largest sponsor for the annual Fallen Officers Legends Concert Series, which brings together tribute bands to support families of fallen service members and veterans in need. But Lauren is just as devoted to her industry, hosting the popular real estate TV show, Financing the American Dream.

On the day of the closing, Lauren has her expert business concierge arrive at the settlement table providing clients with vital insights into the nuances of their loan, along with a housewarming gift. From there, she keeps in touch through regular check-ins, birthday cards, and holiday greetings—all to ensure they are thriving in their new homes. “My team cares every bit as much as I do,” she says. “We’ve become a well-oiled customer service machine. Every single deal matters to us, whether it’s for a $70,000 manufactured home or a $3 million beachfront condo.”

In her downtime, Lauren enjoys spending time with her growing family, and especially her first grandchild, Phoenix, who was born in November. As far as the future, she has exciting plans for her business. With her team having funded over $600 million in volume last year, she intends on scaling her model of service throughout the US, with ambitions of becoming a billion-dollar producer. “I couldn’t have done all this without such a great support system, especially excellent team, and an absolutely amazing spouse,” she says. “Throughout my life, I’ve truly been able to work with the best people around.”

To learn more about Lauren Maxwell, please call (239) 254-2260 email lauren@maxwellmortgageloans.com or visit maxwellmortgageloans.com www.

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LEA WHITE What’s the first thing people do when they decide they’re going to buy a house? They see how much house they can afford, what they can put down, what the mortgage options will be, and so they head to the bank. Unless they’re meeting with Lea White, a Wealth Management Mortgage Loan Officer in Redding, Calif. Lea does just the opposite.

“I do my best to bring the partnership to the client,” Lea said. “It’s not just mortgage services.

I connect them with retail partners, commercial contacts, banking services and more. I think that kind of brings the whole relationship around. If I can’t help them, I can find someone who can. I have investment people and contacts for all different kinds of products and services. I also try to understand what the customer needs. It’s not just a mortgage answer all the time. I think that’s what keeps people coming back.”

About 80 percent of Lea’s business comes from repeats and referrals from her builders and her sphere of influence. She is a big presence in the Redding community, particularly serving as a Board member for Leadership Redding, an organization that connects community figures with leaders in the community to promote informed citizenry. The connections, she says, help bring people who have a heart for philanthropy with initiatives they are passionate about. It also sets the stage for her next project.

“I want to do something housing based, something like Habitat for Humanity. There are some exciting building projects going on here,” Lea said. “The real issue we are facing in our county is the housing crisis. My real focus is, what does our community need? If I keep focused on that, everything will fall into place.”

It was a life she was destined for. As a child, Lea loved going to work with her grandmother, who worked for many years for First American Title Co. At the age of 15, the business had difficulty finding a receptionist so, when she wasn’t in school, Lea had her first job. When she was 18, she got her real estate license. Now she works solo on originating loans.

“I do complex income analysis for those borrowers that have multiple entities, multiple tax returns, piecing that all together and crunching the numbers, figuring out their qualifications and verifiable income, and also their complex loan types,” Lea said. “A lot of grants, firsttime homebuyer and construction programs are complex as well. Complexity is my expertise.”

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You can contact Lea White via phone at 530-917-8695. Check out Lea’s profile at linkedin.com/in/lea-white-mortgage1 or twitter.com/Lea_White_MLO www.

www.

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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NADIYAH ANTOINE Born and raised in Philadelphia, Nadiyah explored the world of healthcare. After 20 years of focusing on sales and marketing, she found she wanted to further embrace the two things that resonated most with her - client relationships and numbers. With a gentle nudge from her family, she shifted gears and entered into the world of property financing. Now, she’s found her happy place in Jacksonville as a mortgage broker with Future Home Loans.

Nadiyah currently works as an independent broker with backup and support from the excellent REALTOR® concierge, processing department and marketing teams at Future Home Loans. She is comfortable dealing with any type of transaction among the hundreds of options available through her, many of which end up being conventional, VA or FHA. She maintains strong relationships with the real estate agents in her database, and they know that clients sent her way will have a stellar experience. With Nadiyah, referrals are welcomed into a family rather than treated as just another client, which attributes to her referral rate of upwards of 96.6% — a clear endorsement from a satisfied clientele.

Once a relationship starts with a client, Nadiyah aims to save them time and money, to make the process as seamless as possible. She also keeps her contacts abreast of the ever-changing condition of the industry, the shifting guideline updates, and progress with their transaction. With countless lending relationships at hand, she knows she can find the right solution for her clientele. The most rewarding experience for Nadiyah comes when she is able to help buyers into a loan that they were previously denied.

Nadiyah is a self-proclaimed no-frills gal. She gets to the root of a situation and exhausts all available options and angles to arrive at a final solution. She prides herself in providing personalized care to every client, from experienced refinancers to business-oriented investors to novice first time buys.

Nadiyah enjoys hiking trails, traveling with family, and supporting Teen Leaders of America, a local organization aimed to develop youth. She aspires to own her own Future Home Loans branch, leading a team of exceptional servant leaders equally passionate about client relationships and helping others.

For more info, call 904-885-6131 or email Nadiyah@future.loans

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PETER FICKEISEN In late 2002, Peter Fickeisen made his move into the mortgage industry.

People-oriented and driven, he flourished as part owner of a ski and snowboard business, where he focused on sales and marketing. When the time came to sell his share in the company, he took it as a chance to start on a new path. “A good friend of mine ran a mortgage branch, so I decided to start originating,” he explains.

Today Peter is the Director of Business Development and a Senior Loan Originator for Luxury Mortgage Corp®. His responsibilities include working on software programs, corporate initiatives, managing the Marshfield, Massachusetts branch as well as helping clients obtain the right loan. Luxury Mortgage offers all types of loans, including non-QM, which makes up about half of their total volume. With the entirety of his business deriving from referral partners and past clients, Peter is doing everything possible to ensure every transaction is smooth.

“We pick up our phone when people call,” Peter explains. “We have a lot of empathy towards our buyers.” Understanding how important and life changing this chapter can be, Peter puts his clients’ needs first to eliminate stress. “People call me all the time with questions, whether they’re big or small I’m always happy to answer them.” Peter and his team have established themselves as a trusted resource, with real estate agents, financial advisors and accountants continually referring people to them. “We have been able to set up a lot of business-to-business relationships, largely because we provide concise, clear information to our clients. Our communication is just always on point.” This extends to all involved

parties in a transaction, as Peter keeps real estate agents updated at every step.

Consistency is a vital part of Peter’s business, with a user-friendly process and high-tech tools. “Whether a client is speaking to us for the first time or has done ten mortgages with us, we’re consistent all the time. We’ve also put in place various ways for us to maintain contact and build lasting relationships.” Peter and the team are always top of mind when it comes to anything mortgage-related, which has garnered them tremendous respect in their region. Licensed in California, Connecticut, Florida, Massachusetts, New Hampshire, Rhode Island, Maine, Tennessee, Texas and South Carolina, Peter has a wide reach, with his brokerage producing over $100 million in loans every year.

When Peter isn’t working, he’s staying active in his community. He hosts regular real estate agent and referral partner meet ups, and recently hosted an event at a local marina where local bands played. “All the agents were able to meet up and talk about their new listings and what’s happening in the market.” Peter hosted a school supply drive and is starting to work with a few community development organizations to help those experiencing homelessness.

Passionate about his work, Peter’s goal for 2022 is to expand the public’s knowledge about non-QM mortgages. “We really want to explain to agents all the advantages it offers, and just expand our marketing so we can inform people about all the tools out there they might not know about.”

For more information about Peter Fickeisen, please call 508-240-4418 or email pfickeisen@luxurymortgage.com 46

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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ROBIN WRIGHT Ever since getting his start in the mortgage industry in the late 1990s, Robin Wright has embraced the opportunity to help clients navigate the challenges that come with buying a home. “I love the fact that this business is always evolving,” Robin says. “Every client is unique, and every day is a new opportunity to help somebody.” For the past 20+ years, Robin has done just that, leaving his mark and forming lasting relationships by helping clients achieve their real estate goals.

As a Loan Officer and Branch Manager for a direct lender, Movement Mortgage, Robin operates primarily in Cherokee County, Georgia. He is a licensed originator in Georgia, Florida, and Alabama, originating residential mortgages in those states, and he is also the preferred lender in a real estate office, Atlanta Communities Real Estate Brokerage. Robin has a dedicated assistant and a dedicated processor.

“As a direct lender, Movement Mortgage handles everything in-house: processing, underwriting, closing, and funding. This gives us great control over the loan process,” Robin explains. Movement Mortgage is a direct Fannie, Freddie, VA, USDA, and FHA lender.

A full 100% of Robin’s business comes from repeat and referral clients, a sure sign that his clients trust him to take care of them and handle the mortgage lending needs of their friends and family. Robin attributes this high level of trust to the kindness and warmth he shows when interacting with clients or potential customers. “I’m a real big-picture guy,” he says. “For example, if I’m working with someone who’s not quite ready, I help formulate a game plan for them and create action steps so that they can reach the finish line, instead of just cutting them loose and moving on to the next client.”

Robin also emphasizes the importance of communication and keeping clients informed. “A lack of Top Agent Magazine

communication is one of the biggest complaints people have about our industry, and real estate in general,” Robin explains. In contrast, he says, “I make sure we update every party in every transaction at least once a week, and set the expectations so everyone knows what to expect and when to expect it.”

Robin enjoys the opportunity to give back to his community, and he is currently the President of his local Rotary Club.

He is also involved with Ball Ground Business & Community Association, which distributes scholarships to local high school kids. When he is not working, Robin loves spending time with his family.

Looking toward the future, Robin says, “The plan is to keep my nose to the grindstone and continue to grow my business. I really love the mortgage industry, and it’s been great for me and my family. When we do our job right, we can make a very important impact on someone’s life. Being able to see a firsttime homebuyer at the closing table getting their keys, and seeing that look of excitement on their face, is what I love about the mortgage business.”

For more about Robin (NMLS #162653), please call (404) 456-2317 email at Robin.Wright@movement.com or visit lo.movement.com/robin-wright/home 49

ROSS ROSTAMI Romtein “Ross” Rostami was drawn to the mortgage industry through friends who were in the business. “I was working on another company of mine, and I had some friends who were enthusiastic about their careers in the mortgage industry,” Ross recalls. Now going on 10 years in the business, Ross’s own excitement for helping others is what drives him to go above and beyond for his clients. Ross helps clients succeed by taking a compassionate, holistic approach to the mortgage industry.

In his current position as a Branch Manager at West Capital Lending, Ross works with consumers and REALTORS® in both commercial and residential mortgages. Over 25% of his business comes from repeat and referral clients, a testament to the trust he builds. “When I give somebody the best experience they’ve ever had, that really stays with them and they remember me,” Ross explains.

Ross is proudest of his work with those clients who have had a difficult time qualifying for a mortgage with other lenders. “There are a lot of people who have challenges qualifying with Fannie and Freddie,” Ross says. “It’s a pretty inflexible box that Fannie and Freddie have for their mortgage products, and a lot of people don’t fall into that box. What brings me a lot of pleasure is when someone has been denied by five or six other lenders, and we’re able to find a solution so they can get approved and have the home they want or pay

off their other debts. When we find a solution that most people can’t, that’s the main benefit I’ve experienced being a wide-reaching broker.”

It’s his commitment to service that leads Ross to put so much into every relationship and every transaction.

“I’ve spent a lot of time meditating, and I think service to others is what really gives life meaning and purpose,” he says.

“Having even a tiny positive impact on another person’s life is the most valuable thing that we can do with our time, so I really try to keep service at the forefront of every interaction I have with another human. When I’m able to help somebody, it just feels good.”

Looking toward the future, Ross says, “I plan on expanding the degree of value and service we give to customers, and adding lender relationships that continue to broaden the range of people we can benefit and serve. I want to continue creating happy customer experiences so that these are longterm relationships where people continue to come back over and over and I can be a benefit to them, hopefully for a lifetime. The coolest thing about the mortgage business is knowing that the biggest asset for a lot of our customers is their house.

Being able to have someone give me their trust and follow through on my end, to fulfill everything I told them would happen and give them the quality of experience they deserve—that’s really meaningful.”

To find out more about Ross Rostami, email rrostami@westcaplending.com, call (949) 346-9703, or visit westcapitallending.com/team-member/ross-rostami www.

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 52

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

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

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

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

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

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SHAWN FEHILY & MARCUS LEPP Top Mortgage Lenders Shawn Fehily and Marcus Lepp are dynamos with over twenty years of high level corporate experience in the home loan and mortgage industry. Shawn, a graduate of Penn State, interned in the mortgage industry throughout college. Marcus, a graduate of the University of North Texas, started as a loan officer assistant and began his meteoric rise as one of the top producers in the industry. After only 2 years in the business Marcus was given the opportunity to run his own branch and that set the stage for what is now the Bank of England Mortgage Team.

In November of 2016 Shawn and Marcus joined the Bank of England Mortgage Team and currently oversee the operations and sales for their branches in Dallas, TX and Oklahoma City, OK. With 30 employees, they are licensed in all 50 states across the nation. Being a bank owned mortgage company; they are afforded the allowance to essentially hire, train and do everything in house with the full support of the main branch. This awards Shawn and Marcus the ability to pay fine attention to detail, quickly get loans ready for closing and maintain a high level of commitment to their clients.

The hand selected team at Bank of England Mortgage is as multifaceted as a diamond. Whether it be a purchase or refinance; employees are versed in filing, ordering verifications, appraisals and getting clients qualified for properties. As for the executive workload; Shawn and Marcus divide and conquer. From the front end of the business; Shawn is in charge of sales training, pricing, marketing, events, and the initial parts of the loan process. The back end of office operations, guidelines, file flow, closing and underwriting is Marcus’ responsibility. As a team they have 100% percent of their loans self generated from referrals through past clients. “Marcus’ good looks… that’s our secret sauce.”

With over twenty years of teamwork and forward thinking, Shawn and Marcus continually out perform by generating new ideas, reinventing the mortgage process and making their work environment fun. Great communication Top Agent Magazine

and a stellar operations team means that friends, family, Realtor® partners, builders, title companies, insurance companies and even associates on the golf course return time after time. “We like to think of referral partners and borrowers as relationships…whether you’re mowing lawns or doing mortgages; we create relationships and friendships.”

It’s clear Shawn and Marcus are passionate about the friendships they’ve built in the industry. They share a love for their business that translates across all factors.

In the past three years they have grown 100% percent continually with upwards of $200M in sales volume this past year alone. Having started with only 6 employees; their growth is a testament to their commitment to excellence. Shawn, Marcus and the Bank of England Mortgage team are also committed to community service. Through philanthropy and organized branch events; they ensure charitable contributions are included in their business plan year after year.

Long term; Shawn and Marcus want to expand into other markets throughout Texas and other states. They differ from every other operation in their approach to working with clients, communication, speed and efficiency. They control the entire loan process under one roof. With a strong passion for achieving their goals and furthering innovations in the mortgage industry; it’s clear Shawn and Marcus are poised to take over the world. “Whatever you do in work and life, write down your goals, be passionate about it and continue to change, adapt and go with the flow.”

To learn more about Shawn Fehily email sfehily@boemortgage.com, call 214-789-2088, or visit BOETEXAS.com www.

To learn more about Marcus Lepp email mlepp@boemortgage.com, call 214-796-4172, or visit BOETEXAS.com www.

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TRACY HAYES The process of applying for a home loan can often feel very frustrating, especially if you are told that you don’t qualify. But sometimes the difference between rejection and securing the financing to realize your dream isn’t so much about your qualifications as it is about having a lending officer with the experience to match you with the loan that fits your situation. That’s why more and more homebuyers in Florida are turning to Tracy Hayes with Jet HomeLoans.

“I think one of the main strengths I have over many other lenders out there is the sheer amount of loans I’ve originated over my more than 15 years in the industry,” says Tracy. “I’ve seen plenty of unique loan situations, and I’ve usually been able to find a path for those people to get approved, partly because I’ve been around the track so many times, but also because I care about my clients and I will chew an obstacle to the bone to figure out a way to help them.”

Tracy started his career in sales management, working with both start-up and large companies. When his wife got an important promotion he relocated with her to Michigan, where he began his career in lending with Quicken Loans in 2005. In 2014 he became a Senior Mortgage Banker with LoanDepot, followed by a position with Ameris Bank as a Loan Officer in 2017. Two years later he started with Jet HomeLoans—a full-service lender out of Jacksonville that is the exclusive loan provider for Dream Finders Homes—where he has been setting the gold standard for service over the past three years. In 2021 he helped almost 200 clients purchase or refinance their homes to the tune of over $58 million in sales volume and is routinely in the President’s Club as a top producer. A healthy percentage of that business comes from referrals, either from happy clients or builder’s agents who know Tracy’s reputation and recommend him to their own clients. People in the area have come to know that Tracy will not only be available

to help, but also be able to ensure borrowers can close, even under the most challenging circumstances.

“I’ve built good relationships with many of the site agents, and I’m always looking to reinforce their confidence,” Tracy explains.

“They know I’ll pick up when they call me, and I visit the sites frequently just to touch base and update them on our products and market developments. I’m also good at listening and asking the right questions over the phone, something with which many loan officers aren’t comfortable. As well, they have personally experienced situations where clients’ circumstances have changed over the time it took to build their house, such that they no longer qualify for a loan. I have been able with my experience to identify how we can move forward and secure financing for them…a win-win for everyone.”

That comfort results from Tracy’s deep knowledge of the various loan products and the process. He’s on the faculty with Florida Realtors®, teaching continuing education classes. He also hosts the Real Estate Excellence Podcast (50 episodes and counting!) where he interviews top agents and other loan officers weekly about the industry.

Tracy also served 11 years on the board of the Sampson Creek Community Development District (CDD), one of the first CDDs in the Northeast Florida Region. So many Realtors® and buyers do not understand the ins and outs of CDDs and how they differ from HOAs, and he serves as a regional resource in this critical area while also teaching seminars on CDDs. Going forward, Tracy is looking to add a second assistant to his team soon in order to keep up with the growing volume. That will allow him to continue delivering incredible service to his clients while also developing more educational resources. You can follow him on his Facebook Page @tracyhayes23368. Visit his podcast website at www.tracyhayespodcast.com.

If you would like to talk to Tracy about a loan or the process, call him at 904-814-9907 or email tracy.hayes@jethl.com 54

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