TEXAS MORTGAGE 12-7-20

TEXAS MORTGAGE EDITION

GET YOUR HEAD IN THE GAME! If it’s Good for the Soul,

6 Things You Need to Do to BE A GREAT MENTOR

IT’S GOOD FOR THE BUSINESS TOP MORTGAGE LENDER

JENNI FEIST COVER STORY

HOLLY HAGGARD

TEXAS MORTGAGE EDITION

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HOLLY HOLLYHAGGARD HAGGARD

JENNI FEIST

CONTENTS 4) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 6) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

15) GET YOUR HEAD IN THE GAME! 22) TURNING YOUR PROFESSION INTO A PASSION

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 4

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

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6 Things You Need to Do to Be a Great Mentor

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

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

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

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

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

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

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

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

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

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

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

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

You need to let them know that through it 8

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

Make sure to always praise their accomplishments.

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

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

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HOLLY HAGGARD Top Agent Magazine

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HOLLY HAGGARD As a branch manager of Geneva Financial, Holly Haggard is proficient in Conventional, Jumbo, FHA, USDA, Commercial, and Reverse Mortgage loans, but specializes in VA loans.

Holly Haggard is known for her caring and expertise as a lender in her home state of Texas and beyond. As a branch manager of Geneva Financial, she’s proficient in Conventional, Jumbo, FHA, USDA, Commercial, and Reverse 10Copyright Top Agent Magazine

Mortgage loans, but she specializes in VA loans.

“I have a lot of family in the military and VA loans are the heart of what I do,” she says. One hundred percent of her business comes from repeat borrowers and referral clients eager to spread Top Agent Magazine

the word about Holly to their friends and family.

She’s currently licensed in Arizona, California, Colorado, DC, Florida, Georgia, Illinois, Maryland, New Jersey, Oklahoma, Tennessee, Texas, Utah, Virginia, and Wisconsin.

Holly started in the industry in 2001. A Texas native, she took a part-time job at a real estate company when living in Minnesota. After a few Top Agent Magazine

months she was approached by an agent who admired the way she handled clients and wanted to know if she was interested in the mortgage industry. She started out as a loan officer assistant and within two years had opened her own mortgage company with a friend. In 2008, she moved back home to Texas. For two years she worked for a law firm on their Home Equity Team, but after a couple years realized she wanted to return Copyright Top Agent Magazine11

“When I work with clients, I treat each of them the way I would treat my own mom if she was seeking a mortgage. I have a giving heart, and truly want what is best for my clients.” to working with the client. “The skies the limit on the mortgage side of things,” she says. For the last ten years she’s been steadily helping her clients achieve their dreams of home ownership.

Her clients rave that Holly treats them like family. She takes the time to really get to know them so that she understands what they need and want and how to best serve them. “When I work with clients, I treat each of them the way I would treat my own mom if she was seeking a mortgage. I have a giving heart, and truly want what is best for my clients. It is important to understand who your client is, what it is they need, and then make it happen. Everyone has a problem to solve. If you want to buy a home, the problem 12Copyright Top Agent Magazine

is you don’t yet have that home—I get to solve that problem by helping them obtain financing to purchase the home. If a client has equity in their current home and other monthly debt, the problem is they have too much outgoing money each month. I get to solve that problem by teaching them how to use their equity to their advantage.

I can help them get into a new home with less monthly out-of-pocket expenses than they currently have; or I can help them refinance into a new loan and pay off their current mortgage in a shorter amount of time without paying anything more out-of-pocket each month. The point is, working with a loan officer that sees a mortgage loan as part of a financial plan will help increase a client’s net worth over the years.”

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She’s part of Homes for Heroes which gives back to military, teachers, healthcare professionals, police, firefighters and EMS, as well as to the Homes for Heroes Foundation. She’s also the cofounder of RVs for MDs which has been crucial in the battle against coronavirus. The program connects front line health care workers in need of an RV with RV owners willing to lend one out. This allows health care workers and first Top Agent Magazine

responders to self-quarantine, saving their loved ones—and thousands of others—from possibly contracting the virus. “If someone needs help, I try to help them,” she says. “I’m a big believer in paying it forward.

In her cherished free time, Holly, her husband and their two small children love spending time with neighbor friends and traveling to visit family Copyright Top Agent Magazine13

in their RV. “I have two brothers who live in Colorado and we love to go visit them,” she says.

“We love traveling the country in our RV because I can work on the road without skipping a beat.

My husband has our RV decked out with WIFI so I can log in anywhere on the road, being there for my clients at the drop of a hat if needed.”

For the future, she plans to continue providing expert service with a personal touch. “I love my work,” she says. “It’s very rewarding. I get to be a piece of the puzzle that lays out a beautiful picture for my clients. And in the end, I get the most rewarding part of the puzzle because I made someone’s American Dream come true.”

For more about Holly Haggard | NMLS#367443, please call 817-761-LOAN (5626) or email HHaggard@genevafi.com http://www.justingrable.com

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Get Your Head in the Game!

By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara­ tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation.

The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident.

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The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles.

Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them.

5 ideas for stepping up your game.

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Preparation is what creates confidence. Don’t work on confidence.

Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work!

Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

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The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll 16

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give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage!

When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes.

(If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit.

Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

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Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts.

Don’t be random. Choose successful pictures that move you forward.

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Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test?

Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving.

We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

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Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking...

Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks.

But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 18

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JENNI FEIST | NMLS# 231149

Jenni Feist has 20 years of experience in the residential mortgage industry and provides clients with expert advice and finds the ideal solution for their loan needs. Starting in the industry as a loan officer assistant, her years of hard work have propelled her to senior loan officer at Highlands Residential Mortgage.

Conventional loans, VA loans, and FHA loans are just a few among many of the loan choices Highlands offers to their clients. They also have options for down-payment assistance plans and affordable down payments. Aside from giving clients a large selection that covers all their

Her commitment to honesty, and a business philosophy that’s grounded in integrity, creates countless satisfied customers. The attention to detail paired with an impeccable customer service make Jenni the go-to loan officer for both first-time and seasoned homebuyers looking to find the best fit for their financial situation.

Always thinking outside of the box, Jenni goes out of her way to problem-solve and get clients exactly what they’re looking for. “I work hard to come up with solutions to make a loan work, even if another lender couldn’t make it happen.

For me, it’s like fitting puzzles together and ultimately finding the right piece. There is nothing more satisfying!”

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financial needs, Jenni prides herself on her communication skills. “I believe communication is very important in this business. This is a huge milestone in my clients’ lives, so I keep them updated every step of the way,” she says.

Thanks to her hard work and dedication to clients, her business fully comes from referrals and REALTOR® referral partners. In order to stay in touch with past clients and nurture her long-term relationships, Jenni reaches out to them through phone calls, emails, as well as social media.

Jenni’s years of experience in the business allow her to educate her clients and make sure that they’re confident in the transaction process and making an informed financial decision for their family. Her desire to help people makes her excel at her job and derive a lot of personal satisfaction from it. “My favorite part of the job is getting to work with my clients. It’s a truly amazing feeling to know that I have a big impact on someone’s life. Through my work I can help them, and get them into the home of their dreams,” she says.

When she’s not busy working, Jenni participates in various philanthropic community programs with her two children. Outside of that she loves to travel and go to the beach. She’s also a foodie who enjoys experimenting with different recipes in the kitchen. Going forward, her main goal in business is to keep expanding and continue her growth and service to clients who rely on her quality solutions and expertise to guide them through this challenging yet exciting process.

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To learn more about Jenni Feist NMLS# 231149 email jfeist@highlandsmortgage.com, visit JenniFeist.com, or call (817) 800–9024 www.

Highlands Residential Mortgage, Ltd. is not acting on behalf of or at the direction of FHA/VA or the federal government. Sponsor Highlands Residential Mortgage, Ltd. NMLS 134871 Equal Housing Lender 12001 N Central Expressway Ste 750 Dallas Tx 75243

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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 22

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

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.

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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