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Today's Headlines - Realty Times
Posted On Friday, 28 August 2020 05:00 Written by

Once upon a time, there once was a beautiful little girl. She was happy, and she was not aware of anything about herself that wasn’t, well, perfect. Then one day, someone told her she wasn’t beautiful, and she certainly was not perfect. She was shattered by this revelation,  and that made her start thinking….maybe I am just not good enough. 

Ever heard that story?  

Who was that imperfect person who told you that you didn’t measure up, or you weren’t like the other kids who were better, brighter, taller, smarter, or prettier? 

And did you ever wonder, who made them so perfect themselves to point out your imperfections? 

Let’s step back.  Here’s the truth. There was this situation where you had an experience, or you surmised through a contrast of some type, or some also imperfect person made a comment about you.  You may have only been a kid at the time, but that comment or experience created a story in YOUR head that was simply the opinion of someone else, another flawed human. 

It is time to let it go…

It is human nature from the moment we are born to need social acceptance. Babies that are not touched or engaged with will die. That survival need for acceptance is heightened during our formative years as we learn how to integrate socially. This focus on being accepted, liked, or even loved carries into our adult years as we make decisions about what we think “is” and how we fit or don’t fit into that “acceptable” group.

Can we rethink this?  What if the person who made that comment so long ago was feeling deprived themselves, and out of a need to feel superior, criticized that little you?  It just wasn’t true then, and it isn’t true now.

The one person we need to love is ourselves.  It sounds so mundane, but if we truly want to love and appreciate others, we have to start within.  You can’t love enough outside if there is little or nothing  inside. And you can’t love yourself enough if you reallyt believe that flawed story that you’re “not good enough.” 

One of our brilliant super coaches recently declared this was her year of “falling madly in love with herself” and she has plenty of reason to do so. She is not only brilliant, but beautiful, smart, insightful, educated, perceptive, and blessed with an extraordinarily loving spirit.  She’s the kind of person you just want to be around because you know you will learn something, observe a new thought, see through a new prospective, and feel great just being close to her energy…and you can be like that too!

So, here’s your homework: As super mentor Jim Rohn stated, “Work harder on yourself than you do on your job”. Start with that chatter in your brain; the incessant flow of words that demean and criticize you for every little misstep you think you take.  Replace those thoughts with gentler thoughts that include empathy, patience, fascination, tenderness, and love to that little person who was so misled many years ago.  Then take a step back as the universe responds.  Note the love that comes back to you when you so love your perfectly imperfect self. The love that is out there is endless…just open the door! 

Posted On Friday, 28 August 2020 05:00 Written by
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Posted On Wednesday, 26 August 2020 19:25 Written by
Posted On Wednesday, 26 August 2020 05:00 Written by
Posted On Wednesday, 26 August 2020 05:00 Written by


A bit about Cyndi: 

CyndiGarzaCyndi Garza is a leader, owner of multiple businesses, speaker, trainer, and executive coach. Cyndi’s coaching career began when she joined a national mortgage firm to build a sales team in Michigan, which at the time was non-existent. She strategically recruited and trained a sales force of over 130 people, which — through her coaching — became the highest grossing team nationally for seven straight years by averaging just under a billion dollars in sales each fiscal year.

Since 2001, Cyndi has held leadership positions where she has had the opportunity to identify strengths within her team, and develop those strengths to push people to grow and achieve more than they had imagined possible for themselves.

Cyndi is the founder of Optimized Success — a coaching and training company with a focus on helping women find success in business ownership and leadership. Her personal motto is “You are entirely up to you”, and with his motto at the forefront of her coaching approach, Cyndi has helped countless clients to rapidly grow in their business and mindset. In fact, while utilizing her own 12-step coaching model, Optimized Success became profitable within the first 30 days of its founding and continues to experience significant monthly growth.

If you desire to see a significant increase in your income, revive your passion for your business, increase the productivity and enthusiasm from your team, or define a long-term vision for your business, do not hesitate to contact Cyndi Garza at Optimized Success. Cyndi’s team has the tools you need to succeed and the track record to support them!

Posted On Wednesday, 26 August 2020 05:00 Written by


A bit about Bob: 

BobBurgHRHeadshotBob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President. 

Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann, itself has sold over 950,000 copies and it has been translated into 28 languages. 

His and John’s newest parable in the Go-Giver Series is The Go-Giver Influencer.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money on emakes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and is a past member of the Board of Directors of Furry Friends Adoption, Clinic & Ranch in his town of Jupiter, Florida.

Posted On Tuesday, 25 August 2020 21:01 Written by
Posted On Tuesday, 25 August 2020 05:00 Written by
Posted On Tuesday, 25 August 2020 05:00 Written by
Posted On Tuesday, 25 August 2020 05:00 Written by
Posted On Monday, 24 August 2020 05:00 Written by

I have clients reporting back that they are having REALTOR®s calling them out of the blue, asking if they will take their referrals. Yes, REALTOR®s are calling mortgage professionals asking if they will take and close their deals is happening on a regular basis. This is not an unusual phenomenon, many of my clients have this happen occasionally by a REALTOR® who is unhappy with their current options, but it is happening more and more consistently and more frequently for sure!

It is interesting to see the reasons these agents are giving for calling: 

• I have heard good things about you from a coworker and wanted to try you and see how it went.
• I have seen you before but didn’t have an opportunity to send you.
• I have had a series of bad transactional experiences with my current referral choice.
• My current choice can’t get loans closed in 30 days.
• My current choice’s pre-approvals aren’t trustworthy.
• My current choice doesn’t respond to my calls.
• My current choice would rather do refinances.
• Use the Forever Home Strategy.

Any of these things are terrible to hear, but they represent an opportunity for you to explain how you work and what your expectations are about the relationship and how you do business! This is important. If the agent says they need a lender who answers the phone 24/7, RUN! Nobody can, or should, be put in that position. Politely explain that it is impossible for anyone to do that IF they have more than one client at a time and don’t have a life outside of work. Explain your system and how and why it benefits everyone and go from there!

Now is a great time to benefit from other mortgage originators who don’t have a plan, or don’t effectively communicate. It’s true, that many originators would rather sit at their desks and hammer the phones scouting refinances then managing relationships with REALTOR®s and purchase transactions. But refinances, while plentiful now, are not going to stay that way! We have already seen the FHFA tax of fifty basis points on refinances, who knows what is next!

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 24 August 2020 05:00 Written by
Posted On Sunday, 23 August 2020 05:00 Written by
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Posted On Friday, 21 August 2020 05:00 Written by
Posted On Thursday, 20 August 2020 05:00 Written by


 A bit about Kathy and Karen: 

Kathy_Schmalen.jpgKathy Schmalen is the owner of Che Sguardo in Chicago, IL and has extensive experience as an expert in both the professional image and beauty industries.  A Miss Illinois winner and Miss USA semi-finalist, her career accomplishments include international modeling for top fashion and beauty industry icons such as Vogue and Harper's Bazaar, commercial styling/beauty consultations, national esthetic trainer for many international companies, and prominent activism in the Chicago area non-profit and philanthropic communities.  Kathy established Che Sguardo/makeupstudio in 1984 with a focus on serving the commercial beauty industry, but also anyone who is passionate about healthy and vibrant living. 

Karen_Frantz.jpg

Karen Frantz has been a professional makeup artist for many years working in news, print, product packaging, commercials, documentaries and now virtually doing on-camera makeup tutorials while we social distance due to the pandemic. She have done makeup for celebrities, athletes, politicians, ambassadors and the boy or girl next door. She have also done special makeup for animals giving them similar markings so we could interchange them while shooting. There has never been a project that was too small and she have always loved a challenge as well! Consulting virtually has expanded her perspective! She sees her makeup skills as a resource for others to tap into. She is helping others to create a more permanent learning experience building confidence and self esteem. Makeup is more than physically applying a product, it is a means for positive change. 

 
Posted On Thursday, 20 August 2020 05:00 Written by
Posted On Thursday, 20 August 2020 05:00 Written by

Lead by real estate moguls Leslie Appleton-Young, Sara Sutachan and Debra Trappen, WomanUP!® exists to support the journey of women to the very top of their careers. Their three-part mission is to "identify, develop, and connect women in this industry. We identify the tools and strategies you need to make bold moves in real estate. We provide you with resources and events to develop your skills as a leader. We create opportunities to connect with other amazing leaders in the national brokerage community."

Terri Murphy sits down with the three powerhouse leaders of WomanUP! to discuss their upcoming event, the 2020 WomanUP! Virutal Experience taking place on September 1st-3rd. The event promises "the signature solo talks, group conversations, and social gatherings you have enjoyed since 2017 - and translating them to a unique virtual experience."

Watch the full interview below:

 REGISTRATION IS NOW OPEN! Click here to visit the WomanUP!® website and to register for the 3-day virtual event. 

Check out the promotional video for the 2020 WomanUP!® Virtual Experience: 


About the Women of WomanUP!®

 

Leslie Appleton Young HeadshotLeslie Appleton-Young is Senior Vice President and Chief Economist for the CALIFORNIA ASSOCIATION OF REALTORS® (C.A.R.). Appleton-Young directs the activities of the Association's Member Information Team.

She is the co-creator of WomanUP!®, C.A.R.'s Women's Initiative designed to close the gender gap in the leadership of real estate firms. In a male-dominated sector of the real estate industry, Leslie is passionate about empowering women to see their potential and the possibilities available to them - even when they can't see them yet.

When she is not overseeing the analysis of housing market and brokerage industry trends, broker relations, and membership development activities or sharing her wisdom from stage across the country, you will find her mentoring the next generation, traveling with her loved ones, or riding her heart out at the local SoulCycle!

 

Sara SutachanSara Sutachan is the Vice President of industry and broker relations, membership development and strategic initiatives for the California Association of REALTORS®. 

She is the co-creator of WomanUP!®, C.A.R.'s Women's Initiative designed to close the gender gap in the leadership of real estate firms. In her passion to affect change in this arena, Sara is dedicated to the empowerment of women through research, professional development, events, mentoring, and creating a community of advocates and support.

Sara is also responsible for identifying, building, maintaining, and reaching out to California Brokers in order to gain insights and spot emerging trends in the industry. In this role, she helps the Association establish vision, identify new and emerging opportunities and relationships and is responsible for implementing key strategic initiatives.

When Sara is not strategizing or implementing new ideas, sharing her knowledge from stage, or co-hosting the C.A.R. Leaders and Legends podcast, you will find her out adventuring and enjoying life with her two amazing children and loved ones!

 

Debra Trappen sqDebra Trappen is an empowerment coach, women's initiatives consultant, author, podcaster, and sought-after keynote speaker at debratrappen.com.  She is our Chief Strategist and Lioness Leader here at WomanUP!®.

Her days are divinely filled with events and projects allowing her to fire up and serve growth-minded leaders – with a passion for sparking women building their slice of the kingdom from the couch, carpool, cubicle, or corner office.

Debra's heart's desire is for every person to define and design their best life and thrive living it out loud, on purpose, and on their own terms. During her 17+ years in the real estate space, she has shared her truth, wrapped in grace with sides of sass, moxie, and fire with hundreds of thousands of entrepreneurs in 60+ cities across the globe through her keynote talks, books, ecourses, workshops, and affirmations.

When she is not idea-storming her next adventure, reading-writing-recording in her Fire Up! studio, or sprinkling moxie from the stage – you will find her walking her pups, editing photos on her iPhone, watching Sci-Fi and 80’s flicks, or wine tasting with her husband and besties!

Are you ready to engage, elevate, and empower yourself to live your best life?

She dares you!

Posted On Wednesday, 19 August 2020 20:52 Written by
Posted On Wednesday, 19 August 2020 05:00 Written by
Posted On Wednesday, 19 August 2020 05:00 Written by


A bit about Michael: 

MichaelKrisaMichael Krisa - Vice President of YLE Consulting Group is a real estate broker and has been a practicing since 1989.

In that time he has won numerous awards for outstanding sales achievement and has managed a number of top producing offices.

Commonly known as "That Interview Guy", he is famous for getting up close and personal with the movers and shakers in the Real Estate Industry. His audio and video interviews let you go behind the scenes and learn from the greatest minds in the business.

In addition to his interviews with the leading names in real estate, Michael is also a consultant, coach, and VP of YLE Consulting Group

Posted On Wednesday, 19 August 2020 05:00 Written by
Posted On Tuesday, 18 August 2020 05:00 Written by
Posted On Tuesday, 18 August 2020 05:00 Written by
Posted On Tuesday, 18 August 2020 05:00 Written by

Our industry has always leaned harder on quantity than quality. It has only been recently inside the confines of social media that some originators have taken the “Five Star Review” as serious and their units and dollar volume. With the huge amount of demand for loans, some have forgotten about the quality of the client experience and have been happy to just close the loan. In fact, some have actually told clients and referral partners that they should be happy to have been able to close at all! Scary but true! 

What I have always tried to share with my clients and those I am able to speak to is that the quality of the client and referral partner experience is “JOB #1”. Many have heard me say “the rate isn’t great if the closing is late” dozens of times. It has never been truer but also it has never been a bigger advantage! Clients and referral partners are actually seeking out those mortgage professionals who provide an exceptional experience and a flawless process. The quality of the experience is leading to the quantity of opportunities originators have always desired!

The bigger point now is that the quality of the originators work has never been more valuable. Mastering the process includes:

• Setting and understanding expectations
• Fully documenting the pre-approval before sending it out so the contract is the final component of your loan submission into processing.
• Not submitting a file to your team that isn’t fully complete and documented.
• Managers that instruct processors NOT to submit files into underwriting that aren’t complete.
• Originators knowing that an incomplete file will be suspended or rejected before it ever consumes valuable time.• Conditions kept to a minimum.
• Resubmissions that are complete and NEVER the cause of additional conditions. 

Think about it, what is it you get paid for? Would you rather your processor chase conditions or submit the next file? Do you want your underwriters clearing conditions on the same file over and over; or approving your loans?

At this point in time, anyone originating loans should really know what is needed on every type of file. If they don’t, they will learn pretty quickly as soon as their files are suspended upon submission to the processing team. There is no lack of opportunity, just a lack of capacity! So why not maximize the number of loans you close and the opportunities you generate by focusing on the Quality? 

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 17 August 2020 05:00 Written by
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Posted On Sunday, 16 August 2020 05:00 Written by
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