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Mortgage Executive Magazine Financial Planners in Town MORTGAGEwww.mortgageexecutivemagazine.com EXECUTIVESPRING 2018 Turning Adversity Into Advantage Countdown to Vegas! MASTERMIND 2018 LAS VEGAS • JUNE 6-8 President George W. Bush Live in Las Vegas TOP 200 MORTGAGE ORIGINATORS In America 2017 TOP 1% MORTGAGE ORIGINATORS In America 2017 MASTERMIND 2018 THE # MORTGAGE EVENT IN AMERICA Join mortgage industry leaders from across the country for the1 premier executive symposium that addresses critical issues and the future direction of the mortgage finance industry. Our experts are CEOs and senior executives who’ve built multibillion-dollar businesses. They are experts in marketing, sales, leadership, George W. Bush networking and more. MastermindSummit.com ✦ 866.304.8319 Patty Arvielo, President Rose Marie David, EVP Bill Dallas, CEO Susan McHan, CEO/President New American Funding Homestreet Skyline Financial Opes Advisors Steve Jacobson, CEO Sean Browning, EVP Eric Egenhoefer, CEO Bill Lowman, President Fairway Mortgage American Financial Network Waterstone Mortgage American Pacific Mortgage Dave Zitting, CEO Dan Hanson, EVP Stewart Hunter, CVO/Founder Norman Koenigsberg, CEO Primary Residential Mortgage imortgage Benchmark Mortgage First Choice Loan Services Adam Kessler, CEO Sarah Middleton, SVP Bruno Pasceri, CEO Rick Floyd, EVP Academy Mortgage Fairway Independent Mortgage Finance of America HomeBridge Financial Services *Previous executive keynote speakers JUNE 6–8 ✦ LAS VEGAS THEFastest Way TO MortgageIncrease Originations Guaranteed “EXCELLENT AND VERY PROFITABLE” “AWESOME, SOMETHING —Brenda Heller, THAT EVERY MORTGAGE BANKER Caliber Home Loans SHOULD ATTEND. EVERYONE NEEDS TO BE BETTER!” —Troy Clemen, Wells Fargo “TOTAL ROCK CONCERT “INCREDIBLE EVENT FOR LENDERS!” TO LEARN AND NETWORK —Chet Lackey, Eagle Home Mortgage WITH TOP PRODUCERS AROUND THE COUNTRY!” —Douglas Haldeman, Cherry Creek Mortgage “VERY POWERFUL. IF YOU MISSED IT, YOU MISSED OUT!” “FANTASTIC. BEST MONEY —Dylan Kramer, Mortgage Master A LOAN OFFICER CAN SPEND!” —Dan Rawitch, Primelending MastermindSummit.com JUNE 7–9 ✦ LAS VEGAS “IT WAS SO AMAZING! YOU NEED IT TO RECHARGE YOUR BATTERIES AND CONQUER THE LOAN WORLD!” —Adriana Galaviz, US Bank “WOW— A MUST-HAVE EXPERIENCE TO LEARN FROM THE BEST” —Dean Mlinarich, PNC Mortgage “LOVE IT ALL! VERY POWERFUL! EVERYONE WAS AMAZING!” —Sherri Kirk, PrimeLending “GREAT LESSONS AND A MUST-GO-TO EVENT FOR NETWORKING AND SUCCESS STRATEGIES FROM THE BEST INDUSTRY LEADERS” —David Armstrong, First Cal “AWESOME— TOOK IN LOTS OF STRONG INFORMATION” —Joseph Amato, Fifth Third Bank Regain control of your life. Close more, earn more, and live more with Waterstone Mortgage. MOBILE TOOLS I TRAINING & DEVELOPMENT I SUPPORT FOR TEAMS CUTTING-EDGE TECHNOLOGY I SALES-BASED CULTURE I BANK PORTFOLIO PRODUCTS WaterstoneMortgageCareers.com 855.984.1452 Equal Opportunity Employer. Equal Housing Lender. Waterstone Mortgage Corporation (NMLS #186434) is a wholly owned subsidiary of WaterStone Bank SSB (NASDAQ: WSBF). MORTGAGEEXECUTIVE MAGAZINE 14 24 30 40 CONTENTSSPRING 2018 30 8 The Single Secret to Preeminence, TOP 200 According to Jay Abraham: Think Different MORTGAGE ORIGINATORS from Forbes magazine In America 2017 14 The Best Marketing & Prospecting Ideas 48 TOP 1% of Top Originators MORTGAGE ORIGINATORS 24 An Incredible Ride with Bob What is Your Purpose? In America 2017 by Todd Gehrke 40 Building & Managing Your Network 8 by Marc Demetriou 2018 • MORTGAGE EXECUTIVE 5 We’re all on a first name basis here. What stands out most “for me is the feeling of opportunity and empowerment to grow and build a team.” LEE ALDRICH, NMLS #325834 Everyone has a Why, or purpose that motivates them. This is Lee’s Why. What’s yours? At Eagle Home Mortgage, we believe in empowering our associates to reach their full potential. Each member of our team is supported in achieving their unique goals—from adding that one extra loan to their pipeline each month to continuously learning to become the premier service provider. Because, although it is good to close your loans on time, it is great to build your business alongside a mortgage family dedicated to support you—every step of the way. Discover why Lee and so many others decided to pursue a career at Eagle Home Mortgage by visiting SucceedatEagle.com/MyWhy Eagle Home Mortgage, LLC – NMLS # 1058 © 2018 Eagle Home Mortgage and the Eagle logo are U.S. registered service marks or service marks of Lennar Corporation and/or its subsidiaries. For complete licensing information, please visit [https://eaglehm.com/page/licensing] FOUNDER’S LETTER What does it REALLY take to be a $100 Million Mortgage Originator? have been lucky enough to qualify for the I would immediately create a 1,000 target list that Top 200 Mortgage Originator rankings 16 included the top buyers, agents, builders and times. Prior to Mortgage Executive Magazine financial planners in town. I would hire some- managing the Top 200 rankings, Mortgage one to call that list day and night nonstop to set Originator Magazine published the rankings face-to-face appointments for me. I would also I starting in 1995. During my best years, I origi- create a “dream 100” list of elephant REALTORS nated $200 million/year for three years in a row and the “best of the best” builders and financial and climbed to #16 on the MOM planners. With bullheaded deter- Top 200. I have also had the oppor- mination, I would create over- tunity to interview, study, and whelming value for the “dream learn from 50+ originators who 100” list until I had met with as closed over $100 million. many elephant referral partners What the majority of top 200 as possible. originators will tell you is that it There are only two reasons takes “hard work,” “a great team,” that originators don’t prospect for and “knowing mortgage guide- new referral partners: They are lines.” These mortgage sayings afraid. Or they are lazy. The leg- have become clichés similar to the endary speaker Jim Rohn said, NFL quotes “The separation is in “No one can do your push-ups for the preparation,” “It is a game of you.” The $100 Million Origina- inches,” and “It is all about block- tors take the time to do the things ing and tackling.” that other originators will not do. For many originators who work If you wanted to be a great hard for a great company and understand FNMA quarterback, you would invest the time and guidelines, these cliché answers leave them empty. money to go to the Peyton Manning NFL Foot- The originator is left asking, “What does it really ball Academy. If you want to be a great orig- take to break through to the next level?” If you inator, I recommend that you invest the time had to parachute into a new city with no data- and money to attend Mastermind 2018 June 6–8 base, no friends, and no money with a “sink or in Las Vegas. I created a five-minute video at swim” proposition to rebuild your mortgage busi- Mastermindsummit.com that gives you the strat- ness in six months, what would be your first step? egies that you need to be a Top 200 Originator. Steven Marshall, Founder Mortgage Executive Magazine 2018 • MORTGAGE EXECUTIVE 7 The SINGLE SECRET to Preeminence, According to Jay Abraham: Think Differently 8 MORTGAGE EXECUTIVE • 2 0 1 8 Think Differentlyfrom Forbes magazine 2018 • MORTGAGE EXECUTIVE 9 SUCCESS STRATEGIES arketing/business strategist Jay Abraham is a ranging from startups to the largest corporations since key influence to Daymond John, Steve Sims his emergence in the 1970s, this strategy has been key to (Bluefishing), Joe Polish and many others. He’s his own success. “We give more when we give with pur- M the author of four books including “Getting pose,” he says. The majority of small businesses could Everything You Can Out of All You’ve Got: 21 Ways You not afford his programs (seminars range from $5,000 to Can Out-Think, Out-Perform, and Out-Earn the Compe- $25,000), but he notes that investing in these companies tition” and “The Sticking Point Solution.” through the sharing of strategy and wisdom allows them In 2000, Forbes named Abraham one of the top five to add more value to society. executive coaches in the world in an article that has been “My own desire is to be known worldwide as the most cited by Daymond John. generous benefactor to the growth-oriented, beleaguered Abraham offers 800 hours of the material as a free and deserving entrepreneurs who don’t have anyone to resource via the 50 Shades of Jay Abraham section of be their sword and shield.” www.Abraham.com. There he discusses preeminence— Highly placed contemporaries of Abraham applaud the elusive quality desired by every organization and the strategy. Says Tony Robbins: “He’s the one who taught entrepreneur. me to fall in love with my customers, not my products Of all the desires and approaches executives attach and services.” to their public relations—“We need to tell our story! I How does this apply to your day–to–day business? It want awareness! When somebody looks up our category, begins, Abraham says, with a shift in focus. Most people, I want my company’s name to appear first”—Abraham he observes, are dispassionate and broken down by their teaches a fundamental truth. The single secret to genu- competition and the world. This is because their passion ine preeminence, he says, is to “think differently.” Forget is being directed to the wrong applications, he says. the burning need to “tell our story,” “shout louder” and Lose the passion about your company being the fastest, impress readers and viewers with varieties of shock and biggest, most popular, he says. None of that is relevant. awe. Instead, learn to think through the recipient’s eyes. Instead, be passionate about your clients and be focused But no two people have the same definition of value.
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