Academy Connected - January 2017

FEBRUARY 2017ACADEMY CONNECTED



FEBRUARY 2017 | 3Watch us grow.As the Southwest Region of Academy Mortgage continues to add talent and growfrom Good to Great, our production is reflected. In 2016, we funded $1.8 billion. Incomparison, in 2015 we funded $1.58 billion, and in 2014 we funded $957.70 million

4 | ACADEMY CONNECTEDA Wordfrom Chad Melin...Building relationships with referral partners requires the tried-and-true recipe of time, hard work,and commitment. But developing solid, loyal partnerships, where your partners refer business toyou and you only, demands extra effort. To establish this kind of relationship you have to know themwell and be mindful of what they value in a lending partner, what their goals are, and what they liketo do in their free time—you likely even know their families. If you were to see these people in acrowd, you might even give them a high five and introduce them to your family. These are the kind of meaningful relationships we all aspire to have with our referral partners. Academy has several resources available to help establish and cultivate referral relationships, but it’s up to our sales teams to pick up the phone and get those face to face meetings. Get to know the tools available to you—AMP, sales coaching, and the marketing team, and you will always find a way. Chad Melin, Southwest Regional Manager

FEBRUARY 2017 | 5How do you find a way when it comes to overcoming obstacles? BMraanrcchuMsanWagaetr s- oVanl Vista I make a conscious effort to check my ‘home life briefcase’ at the door when I walk in the office every morning and vice versa when I go home. Working towards a work-life balance keeps me focused and gives me the ability to generally keep my emotions in check and effectively solve and overcome issues. Obviously there is more to solving problems than checking the briefcase at the door, but for me it’s one of the most important first steps to effectively working towards a solution. BJroaenchEMdawnaagredr s- Raintree The best way to overcome obstacles is by having a well thought out action plan and sticking to it, with the end result in mind. Without a plan that utilizes your skill sets and resources, overcoming an obstacle is almost impossible. I review my business and personal goals each week, and create a plan of what I need to do to achieve those goals. Without writing down my goals and doing the tasks that are “highest and best use,” you can get stuck on doing things that take up too much time. “Obstacles” come up every day, and I try and use the best resource available to attack the obstacle head on. With a streamlined team, everyone has their strengths, so using the right person on the team for that given event is essential. FBreanrcnhaMnadnoagAery- aTulacson I overcome obstacles by leveraging the talents of others. We are all good at something, but some are more talented in certain areas than others. We need to be humble and smart enough to leverage each other’s skills and abilities to maximize our success of finding a way. SSacleostMt aSnmagietrh- Val Vista Although it may sound trite, I focus on the issue at hand and brainstorm until I find a way. When I focus on what needs to be addressed and use the resources available to me by discussing these challenges wth others, I usually find a way. Some situations are going to be harder than others. Sometimes there is no easy answer and you just have to grab the bull by the horns and get things done. Even when it’s difficult, we find a way.

TUCSON 6 | ACADEMY CONNECTEDCHANDLER FASHIONWhat’s happening in the SW region... As a “thank you” to the whole Academy Mortgage Tucson team, branch manager, Fernando Ayala, took the branch out for an exciting night of Cavaliers basketball in the Academy suite. There are always interesting sights around the Chandler Fashion branch. Recently they had a few new personalities roaming around the office...on all fours. Always active in the community, our Casa Grande branch was looking good in Academy orange, volunteering at the Casa Grande Street Fair.CASA GRANDE

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8 | ACADEMY CONNECTED The A+ Agent ProgramAcademy Mortgage created the A+ Agent Program to help real estate agentsgrow their business through innovative sales training and co-branded advertising. The A+ Agent Program was developed by the Academy Mortgage PPD department as way for our sales team to provide value to their referral partners beyond our core values of being an A+ Sales Organization with a commitment to Organizational Excellence. By increasing assets that interest real estate professionals in our local market, Academy loan originators will be able to stand out from the pack--growing business for their referral partners and, in turn, themselves. + While, at first, the A+ Agent Program may seem like a marketing initiative, in reality it is a program designed for our sales team. By committing to building real relationships with real estate agents by using the tools and procedures outlined in the A+ Agent Program, our loan originators have the potential to double business, without increasing their hours worked per week. To find out how you can take advantage of this amazing opportunity to turn your referral partners into fans, speak with your branch manager or Regional Performance Coach, Julie Bernal about what steps you should be taking to cultivate real referral relationships.

FEBRUARY 2017 | 9find more resources at insideaplus.com

10 | ACADEMY CONNECTEDCONGRATULATIONS2017 SALES CONFERENCEQUALIFIERS

FEBRUARY 2017 | 11 PRESIDENT’S CLUBFERNANDO AYALA KEVIN KOSISKY JASON SPEARSJON CRAWFORD CHRIS MARTIN BOB WASIEKOREX HANSEN CORBIN OLSENJOE HESCH TODD REVENIG EXECUTIVE CLUBJOHNNY ALO DAVID KESTER DAWN SVOBODARANDY BONGARD JAKE KRABBE LUKE WIELGOTSTEPHANIE BOUGHTON DEB LAPIERRESTEPHANIE CONVERSE MICHAEL LARAJOE EDWARDS VICTOR MILLINGTONRUSSELL FISHER DUNCAN ROBERTSONTHOMAS GESSNER SCOTT SMITHTOP PRODUCERS CLUBBRANDON ARTER DEREK EGEBERG DAVID MILNEBRYAN CANAR EDDIE ERVIN DAN SNYDERJER COX LISA GORTON MARCUS WATSONDAVID CREED GAVIN GUTHRIETHERESA CROWELL JOE KEMPMICHAEL EBERHARDT JEREMY MAGNESS

12 | ACADEMY CONNECTED LIST MAKING THE

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14 | ACADEMY CONNECTED TOSTEPSESTABLISHINGKnowing Your NumbersGreetings fellow Academy teammates!I wanted to share a few of the findings from the book Good to Great by Jim Collins:The Hedgehog Concept: “To go from Good to Great requires transcending the curse of competence”.A Culture of Discipline: “When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results”As we continue moving forward with our goal to increase 20% in production nationwide, I’ve put togethersome simple math to help you reach and exceed your contribution. The current average in the SouthwestRegion for Credit Pulls to funded loans is around 25%. Knowing your numbers is critical if you want to achieveClub Member status.At a 25% Credit Pull to funded loans AND an average loan at $200,000, thebreakdown per Month/Week/Day is as follows:Top Producer Club – 12 million purchase OR 24 million purchase and refinance 20 per month/5 per week/1 per day • 1 million each month will = 12 million • 12 million in purchase qualifies you for Top Producer’s ClubExecutive Club – 18 million purchase OR 36 million purchase and refinance 30 per month/8 per week/1.6 per day • 1.6 million each month will = 19.2 million • 19.2 million in purchase qualifies you for Executive ClubPresident’s Club – 25 million purchase OR 50 million purchase and refinance 44 per month/11 per week/2.2 per day • 2.2 million each month will = 26.4 million • 26.4 million in purchase qualifies you for President’s ClubFinish the month strong! Have your goals set prior to each month! Julie BernalReach out to those who are in the Clubs and ASK…how do you do it?Does your day control you or do you control your day? Regional Performance CoachSimple practices make for great success!

FEBRUARY 2017 | 15SUCCESS

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