NEW YORK MORTGAGE 4-4-22

NEW YORK MORTGAGE EDITION

Every Player is Valuable:

How to Speed Up

FIRST-TIME HOMEBUYER TRANSACTIONS

How to Boost Your Team’s Morale

7 SIMPLE TIPS

That are Proven to Help You Stay Ahead of the Competition

FEATURED LENDER

VALERIE ZUCKERBERG

COVER STORY

DAVID HUTCHISON

NEW YORK MORTGAGE EDITION

VALERIE ZUCKERBERG

Top Lender Valerie Zuckerberg is a seahome to Valerie once 21 9 soned loan originator with over 20 years out of reach. However, of professional experience and a high not as difficult as it wa rate of client satisfaction. Originally and now enjoys sharing working as an administrative assistant at to help others achieve a bank; Valerie happened to be the only ership dreams. This bi-lingual Spanish speaker on staff and expecting to close on ap frequently assisted loan officers in the transactions. “At this po mortgage department with applications.

I don’t pay attention to t She’s always been a quick study and good I don’t have to. It does with people, so she naturally grasped the It’s really about helping DAVID VALERIE ZUCKERBERG scope of the work andHUTCHISON has been in love their dreams and gett DAVID HUTCHISON with it ever since.

Valerie is now a senior smoothly from beginnin loan officer and team leader at Canyon Mortgage Corporation where she works Valerie’s motivation co with individual clients as a loan originauine place and is the CONTENTS tor. With a background as a licensed financial advisor her family to participate in activities t and stock broker; Valerie uses her knowledge in finance community. Once a month they’ll 15) 7 SIMPLEtheTIPS THAT ARE 4) EVERY PLAYER IS to advise her clients on selecting mortgages that will fit wholesale club, stock up on food and c PROVEN TO ter HELP YOU STAY VALUABLE: HOW TO BOOST their financial plans now and in the future. to donate it all to. They also collect AHEAD OF THE YOUR TEAM’S MORALE themCOMPETITION to kids in low to moderate inco As a team leader, Valerie is known to wear many few years ago, Valerie also provided f 18) HOW TO GETcourses THE to young adults. “I felt t 6) HOW TO SPEED UP hats which includes managing marketing, the client eracy BIGGEST OUT FIRST-TIME HOMEBUYER experience and quality control over output.

Her firmRECHARGE I could impact my community was to g OF YOUR LUNCH HOUR specializes in residential and commercial transactions ple as early as possible.” When not w TRANSACTIONS but, in the past few years, she has been working on loves to cook and entertain. Her gu 22) 5 THINGS YOU CAN reality DO TO multi-unit developments. Valerie attributes her success binge watching tv. “Cooking is ACHIEVE BIGGESTreality GOALS to her attention to detail, clear communication and will-YOUR binge-watching tv is my guilty ingness to empower her clients with the knowledge to make confident decisions. With up to 90% of her repeat The last few years have been incredibl business coming by way of referral; Valerie’s amazing her team at Canyon Mortgage Corpora Phone 310-734-1440 | Fax 310-734-1440 track record precedes her as clients continue to return had the opportunity to bless many l for general loans, Refi, second homes and more. goals include recruiting, hiring, and mag@topagentmagazine.com | www.topagentmagazine.com loan officers for continued growth No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent KeepingbyitFeature old school, Valerie enjoys inprecautions person lunches, Personally, Valerie is committed to wo Magazine is published Publications GA, Inc. Although are taken to ensure the accuracy of published materials, Topdinners, Agent Magazine cannot be responsible opinions expressed or facts supplied by its authors. and drinks to held sit her clientsfordown and aid them community to building more shelters To subscribe or change address, send inquiry to mag@topagentmagazine.com. through the process. “By the time we’re done with a housing for low-income residents. V Published in the U.S. transaction, 9/10 times we’re good friends and that’s reinvesting in the community as a winbasically how I manage my relationships.” Owning a everyone involved.

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To learn more about Valerie Zuckerberg, call (917) 903- 44

mailto:mag@topagentmagazine.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 4

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 6

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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DAVID HUTCHISON Top Agent Magazine

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Dave is a likable professional, people person, and active community member whose easy-going personality and commitment to helping clients make work look like play.

A natural-born salesman and practically raised in the industry, meet Dave Hutchison, a mortgage advisor based in Cherry Hill, in the garden state of New Jersey. Following his Mother’s footsteps as a realtor for 10

forty-two years, Dave passed his real estate exam when he was eighteen years old and then transitioned into the mortgage business in the year 2000. Dave is now going on his twenty-second year of selling Top Agent Magazine

mortgages. He pursued this life path soon after graduating college and hasn’t looked back. Today he represents Garden State Home Loans Inc as a mortgage broker.

Dave’s main line of work involves building relationships with real estate agents where he’s licensed in NJ, PA, NY, DE, MD & FL, in his community and anyone who needs help with a mortgage, from pre-qualifications to Top Agent Magazine

the process of submitting loans and all the way through the closing process. So, whether you’re an agent or an interested homebuyer, or simply just someone from the community, Dave is your guy, friendly neighbor, and professional lender.

Today Dave’s work is 100% repeat and referral based, where he specializes in conventional, FHA, VA and USDA loans. He prioritizes a few 11

essential services that keep clients coming back to him for business, including clear communication, striving to close transactions on homes promptly, building relationships, and being personable. “Product services and communication are what it boils down to,” he shares. Dave accesses his database compiled of past clients and agents from previous transactions, which allows him to maintain contact with them regularly. “I make a point to follow up every couple of months,” he shares.

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Dave is a likable professional, people person, and active community member whose easy-going personality and commitment to helping clients make work look like play.

This last year alone, he closed $30 million in volume which would not be possible without the help and support from his amazing team at GSHL Inc. Whether it’s interacting with the people, the different situations a client may find themself in, everchanging aspects of the job, or the gratification in helping clients

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Dave prioritizes a few essential services that keep clients coming back to him for business, including clear communication, striving to close transactions on homes promptly, building relationships, and being personable.

achieve the dream of home ownership, these are the things Dave loves most about his career as a mortgage advisor. Dave finds joy in the totality of his career duties and appreciates how each day is unique to the next.

He’s been able to assist first-time homebuyers like veterans and help to build discouraged clients’ credit score to support their qualification for a loan. “There’s a new challenge every day,” he says while sharing the fulfillment he feels from helping individuals within the community.

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Dave has been involved in his community for most of his life. He was raised in Florence, New Jersey, and has always sponsored local schools and divisions, including the local police and fire department and sports teams. Today he is well known in the community for his involvement and continuous give-back. Aside from his community involvement, he loves to spend time with his family and four younger children, including a newborn baby and his four, five, and eleven-year-old. You can 13

find him skiing on the slopes in the wintertime, relaxing on the beach in the summer with his family and enjoys regularly exercising at the gym. Dave has one plan and one plan only; to continue growing and

serving the community. “It’s what keeps me going,” he shares. Lastly, Dave Hutchison is the go-to guy for the NJ, NY, PA, FL, DE & MD homebuyer who is ready to start the homebuying process.

For more information about Dave Hutchison visit loansbyhutch.gardenstateloans.com email dh@gardenstateloans.com or call 609-665-3460 www.

http://www.justingrable.com

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 18

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

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

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

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

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

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

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

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CHANGE YOUR TUNE

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

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

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

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VALERIE ZUCKERBERG Top Lender Valerie Zuckerberg is a seasoned loan originator with over 20 years of professional experience and a high rate of client satisfaction. Originally working as an administrative assistant at a bank; Valerie happened to be the only bi-lingual Spanish speaker on staff and frequently assisted loan officers in the mortgage department with applications.

She’s always been a quick study and good with people, so she naturally grasped the scope of the work and has been in love with it ever since. Valerie is now a senior loan officer and team leader at Canyon Mortgage Corporation where she works with individual clients as a loan originator. With a background as a licensed financial advisor and stock broker; Valerie uses her knowledge in finance to advise her clients on selecting mortgages that will fit their financial plans now and in the future.

As a team leader, Valerie is known to wear many hats which includes managing marketing, the client experience and quality control over output. Her firm specializes in residential and commercial transactions but, in the past few years, she has been working on multi-unit developments. Valerie attributes her success to her attention to detail, clear communication and willingness to empower her clients with the knowledge to make confident decisions. With up to 90% of her repeat business coming by way of referral; Valerie’s amazing track record precedes her as clients continue to return for general loans, Refi, second homes and more.

Keeping it old school, Valerie enjoys in person lunches, dinners, and drinks to sit her clients down and aid them through the process. “By the time we’re done with a transaction, 9/10 times we’re good friends and that’s basically how I manage my relationships.” Owning a

home to Valerie once seemed very far out of reach. However, she realized it’s not as difficult as it was made out to be and now enjoys sharing this knowledge to help others achieve their homeownership dreams. This year, Valerie is expecting to close on approximately 150 transactions. “At this point in my career I don’t pay attention to the commissions.

I don’t have to. It doesn’t motivate me.

It’s really about helping a client achieve their dreams and getting them there smoothly from beginning to end.”

Valerie’s motivation comes from a genuine place and is the reason she gets her family to participate in activities that give back to the community. Once a month they’ll go shopping at a wholesale club, stock up on food and choose one shelter to donate it all to. They also collect toys and deliver them to kids in low to moderate income situations. A few years ago, Valerie also provided free financial literacy courses to young adults. “I felt that the best way I could impact my community was to get to reach people as early as possible.” When not working, Valerie loves to cook and entertain. Her guilty pleasure is binge watching reality tv. “Cooking is my art form and binge-watching reality tv is my guilty pleasure.”

The last few years have been incredible for Valerie and her team at Canyon Mortgage Corporation. They have had the opportunity to bless many lives. Her future goals include recruiting, hiring, and coaching more loan officers for continued growth in the business.

Personally, Valerie is committed to working within her community to building more shelters and multi-unit housing for low-income residents. Valerie foresees reinvesting in the community as a win-win situation for everyone involved.

To learn more about Valerie Zuckerberg, call (917) 903- 4472 email valerie@canyonmtgcorp.com, or visit Canyonmtgcorp.com www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con22

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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