By Marylyn B. Schwartz
RISMEDIA, August 22, 2007–When Dr. Al Posillico became a chiropractor, he felt that he had achieved his life’s ambition as well as having solidified his future. However, if life is anything, it’s unpredictable. In early 2003, a herniated disc in his neck rendered him unable to treat his patients, many of whom came to him for similar ailments. The irony of the situation is palpable.
While having to give up his chosen profession was emotionally difficult, Al had an ace in the hole. He was an avid real estate investor in his own right and decided that perhaps he could help others to achieve financial security through similar initiatives. He got a real estate license to assist himself with his investments but had never used it to help others.
When one of his former patients, who happened to be a broker/owner, recruited him, he accepted.
And so began a new career that combines the best of all worlds for Al and his clients:
Marylyn B. Schwartz: “What unique skills do you bring to real estate from your combined areas of expertise?”
Al Posillico: “I love working with first-time buyers. They need a great deal of TLC, and that is right up my alley. My clients have been heard to say that I treat them as though they were my patients. I guess in a way I do. There are many similarities when you are working with people who are unsure of their options and challenges. They feel vulnerable and look to me for guidance. I enjoy providing that sense of security. My first year in the business, I was the top producer in my small office. That gave me the confidence to know I had made the right decision. Besides, I was having a great time.”
MBS: “Once you launched your real estate career, you decided to get your loan origination certification. Why did you take that extra step?”
AP: “Frankly, I was disheartened by the amount of dishonesty and ineptitude in the lending arena. It came at a time when the sub-prime craze was at its zenith. People were entering the mortgage business as fast as they were entering real estate. The lack of training and skill was manifest when it came to first-time buyer lending. I was sure that if I understood the lending process and honed those skills, I would be even more valuable to my clients. While many folks wrote loans pretty much for anyone with good credit or not, I made a conscious decision to be more particular and not to set people up for failure down the road. In retrospect, that decision has served me and my clients well.”
MBS: “So, how does your business break out now?”
AP: “Along with my real estate career in full swing, I feel blessed to be part of Nationwide Equities, a high level mortgage brokerage, where I am able to offer my clients many options. Loans come in all shapes and sizes, and one size does not fit all. If it is not right for my clients, then it is not right for me. Nor do I have any claims, implicit or explicit, that my company is their only choice. I offer my first timers, experienced purchasers and investors (there are many) the options they deserve. However, I do know that when you’re a resource at all levels of the transaction, your value increases exponentially. The mortgage option is simply one part of many. You must know about the whole process to number yourself among highly successful sales professionals.”
MBS: “What would you tell people who are perhaps coming into the industry after retiring from another career, or like yourself, forced to go in another direction?”
AP: “Like any other career choice, in order to thrive you have to put in 110% at the outset. Broadening your scope of expertise will only aid success. Staying in a box is the way to fail. When the market shifts, and it will shift again and again, you’ll be able to withstand the changes because you’re able to earn a living from more than one aspect of real estate. That alone provides one with a sense of security. When the market began to slow, it was comforting to know that I had other sources of revenue to keep the home fires burning.”
MBS: “Do you have any other plans relative to going to the next level within the industry?”
AP: “I am looking at all possibilities. There simply are no limits or restrictions when you are master or mistress of your own fate. The fact remains that with career freedom may come failure as well as great success. That’s because the seeds of failure are sown in times of success. Keeping your eye on the ball and planning months in advance are the keys to not being caught playing catch up.”
MBS: “With that wise advice, Al, keep up the good work, and you are an inspiration to other mid-lifers who may have thought their ships had sailed when they may just be heading for a new port of call!”
Marylyn B. Schwartz, CSP, is an expert in real estate and corporate sales training/management and team development. She is president of Teamweavers and a trainer for Leader’s Choice©. Contact her at www.marylynbschwartz.com, or e-mail: Teamweaver@aol.com.
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