Corpus Christi Real Producers - July 2021

CORPUS CHRISTI

C O N N E C T I N G .

RISING STAR CAROL GRAVES I’ve Been In Their Shoes LEGENDARY LEADER DAVID GARCIA Don’t Live By The Golden Rule PREFERRED PARTNER SPOTLIGHT ELLISON HELMSMAN Giving Top Producers an Edge

E L E VAT I N G .

I N S P I R I N G .

Cathy Geary MAKING A DIFFERENCE, ONE LIFE AT A TIME Photography by Brianna Cortez Photography

JULY 2021

2 • July 2021

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Corpus Christi Real Producers • 3

TAB LE OF

CONTENTS 08

10

16

21

22

26

Publisher’s Note

Cover Story: Cathy Geary

N2 Gives: Until All Are Free

Preferred Partner Spotlight: Ellison Helmsman

Rising Star: Carol Graves

Legendary Leader: David Garcia

If you are interested in contributing or nominating REALTORS® for certain stories, please email us at amanda.carmichael@realproducersmag.com.

DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Corpus Christi Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies.

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MEET THE CORPUS CHRISTI REAL PRODUCERS TEAM

Amanda Carmichael Owner / Publisher

Copy Editor / Writer

Ruth Gnirk

Roland Rodriguez

Brianna Cortez

Rhona Piña

amanda.carmichael@

write2rgnirk@gmail.com

rolosport68@hotmail.com

(361) 742-0333

(361) 728-1968

Writer

Photographer

Photographer

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Ruth & Martin Ramos

Anna Price

Katie Cremean

Geneva Eilertson

(361) 232-2772

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CorpusChristiRP@theAdJunkies.com

geneva@realproducersmag.com

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If you are interested in contributing or nominating REALTORS® for certain stories, please email us at amanda.carmichael@realproducersmag.com. .

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THOUGHTFULNESS

Written by Amanda Carmichael

publisher’s note

goes further than you know My vision for Real Producers is to create a real estate social platform that strengthens the culture between real estate professionals and celebrates real estate agents who are “doing it right.” A lot of real estate agents assume that an agent’s production is the determining factor in being featured in Real Producers. I admit, there’s truth there, but only up to a certain point…

Real Producers is mailed to the top-300-ranked REALTORS®, determined by their MLS-reported production. Any agent within this ranking is welcome to be featured. Once an agent qualifies by this, we are then less concerned with production.

Instead, we want to hear how an agent treats their clients – and, more importantly, how they treat other agents. What I personally love to celebrate is what an agent does for other agents, their industry and for the name REALTOR®.

Every successful person has a “why” behind their work – and the most powerful “why’s” are those centered around others. Every home you sell is food on the table for your family – but it’s also food on the table of your preferred lender’s family. It is the same with your home inspectors, title reps, etc.… Consider how many businesses you’ve supported! You, as real estate titans of the Coastal Bend, are driving the wheels of our local economy.

When you use one of our Preferred Partners, you’re not only supporting that business, but you’re also supporting mine. Real Producers is 100% funded by our Preferred Partners. So every loan, every inspection, every roof you are able to refer out brings value to our partners, helping them grow, and solidifying their loyalty to not only you but also to the Real Producers platform. Did you know a portion of every Preferred Partner’s advertising dollars goes towards fighting human trafficking?

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If one of your preferred vendors is already advertising with us, please let them know you appreciate their support of Real Producers! If one of our Preferred Partners can help you bring value to your buyers and sellers, please give them a chance. Every business who has partnered with us has been referred to us and vetted by local top producing agents.

Nominations from you, local businesses and the community are a huge part of our feature process. If you are interested in being featured in our publication, feel free to nominate yourself but keep in mind to also nominate another REALTOR® and business. You would want the same done for you.

Sincerely, AMANDA CARMICHAEL Owner and Publisher Corpus Christi Real Producers amanda.carmichael@realproducersmag.com (361) 816-4495

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Corpus Christi Real Producers • 9

Cathy cover story

Geary

Written By Ruth Gnirk • Photography by Brianna Cortez Photography

C

athy Geary is living proof that it’s never too late for a person to find their purpose. She discovered that the hardest decision a person ever makes can be the best decision they’ll ever make.

Cathy is also a living example that success doesn’t always come through a formal degree. Success is about knowing our own strengths and weaknesses, and using both to help ourselves succeed.

10 • July 2021

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By her first summer in high school, Cathy started working. Blessed with an active, inquisitive, and creative mind, Cathy was very driven and always needed to be reaching for a goal. She wanted to prove to herself that she could excel in anything she put her mind to. She recalled, “If I was going to do anything, I would have to be the best at it, or I would not do it at all.”

The traditional classroom felt restrictive and lifeless. Cathy discovered that she learned best by interacting with mentors and then doing, rather than learning in structured classrooms. Recognizing her own strengths and weaknesses, and knowing that time is money, Cathy chose to invest her “college years” in getting hands-on experience and avoid starting life burdened with college debt.

In her first independent venture out of school, she started a successful nail salon. She built it from the ground up, mixing her own creativity and heart with what she

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had learned from other successful entrepreneurs. The opportunity to sell the enterprise for a healthy profit allowed her to move on to her next adventure!

and developed countless members of her community. She invested in others by mentoring them as they advanced their way up through various organizations.

Cathy started, grew, and sold three thriving businesses before she was 40 years old. She employed, trained,

At that time in her life, Cathy did not fully value her contribution.

When she compared herself to others, she felt she was inferior because she was not as educated, and her businesses might have been viewed as not being as sophisticated as others. Then a true friend challenged her to recognize the impact she was making by growing the community’s economy, empowering the people she had employed, and selling thriving businesses to women who were learning from her servant-leadership.

Shortly after she sold her third business, Cathy had a life-changing event that forced her to take a look

Corpus Christi Real Producers • 11

at her personal and financial future. She was newly divorced, and an empty-nester. For the first time in her life, Cathy did not have a business to run, or even an idea of what she would do next. She recalls it was like a light bulb went off one day. Cathy made the decision to follow in her mom’s footsteps!

Before Cathy’s mother began her 30-year real estate career, she had owned an art gallery, worked for a bank, and started a medical supply company.

She had done all this while raising Cathy and her four siblings. Wanting a change, her mother had become a real estate agent at the age of 40.

Cathy’s mom had been good at business, but she was great at real estate.

And her success gave Cathy inspiration.

Cheers To Strong Women May We Know Them May We Be Them May we Raise Them – Author Unknown (quoted by Michelle Obama)

Cathy’s mother became one of her treasured mentors. Cathy soaked in everything that her mother and others taught her, and applied it faithfully, day by day. Her career took off, and Cathy was awarded the coveted Rookie of the Year award her first year at Keller Williams Coastal Bend. Cathy set great goals for herself, and each year she accomplished far more than she had the year before.

Cathy Geary attributes her success to her mentors.

They inspired her to succeed and to become a mentor herself. Cathy is a team leader for eight amazing agents and is trusted by her team, KW All Star’s Team. Her sister, and many of her dearest friends, are actively involved in real estate. It brings Cathy great joy to be surrounded by people she loves.

You can achieve your goals by using resources around you, when needed, to get there.

Then in return, share your knowledge with others that just may need it too!

She also advocates in, and for, her local community. Cathy has had countless opportunities to give encouraging and informative speeches to aspiring young people and business professionals. She has had multiple students shadow her on career day, while she speaks to them about alternative careers that do not require college degrees.

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Help others excel while you are on your journey of selfdiscovery and self-worth.

Whatever you put out into the Universe will come back to you.

“We all are influencers,” Geary said. “You may not be like the influencers today on social media, but you have likely been influencing someone your whole life, even before it became such a trendy word. Mentorship is influencing!”

Cathy said she is thankful for the situation that forced her to make a life-changing decision. She shares her story to encourage others.

“You can achieve your goals by using resources around you, when needed, to get there.

Then in return, share your knowledge with others that just may need it too!”

Although she knows she cannot make a difference for everyone, Cathy seeks to be a blessing to all who cross her path, even if it is in a small way. “Help others excel while you are on your journey of self-discovery and self-worth,” encourages Cathy.

“Whatever you put out into the Universe will come back to you.”

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CAROL GRAVES With her father’s military background and her husband on active-duty orders overseas, Rising Star Carol Graves is the perfect liaison and advocate for the military community.

She has personally lived through the joys, sorrows, and changes of military life. With joy and passion, Carol is using her past and present experiences to create an exciting future for her clients and for her family.

16 • July 2021

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rising star

By Ruth Gnirk Photography by Brianna Cortez Photography Location provided by Church Unlimited

Military families are close to Carol’s heart. Her father served in the army as far back as she can remember. He was active duty for 24 years, and then civil service for 26. Carol’s family moved and traveled for her whole life.

Graves and her husband were high school sweethearts. He is now a U.S. Navy Pilot.

As a young adult, and then a young wife, Carol was involved in luxury retail management. After the birth of their daughter, Carol wanted more family time, but it was hard to find because of her job. One of Carol’s managers reinstated her REALTOR® license and started sharing some of her success stories. Carol, a young wife and mother living in a rental house, was glad for her mentor’s success. For Graves, homeownership was just a distant dream, and real estate wasn’t even on her radar.

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Soon after Carol began hearing of her mentor’s real estate achievements, Carol’s beloved husband was given a new assignment, which meant a move from Jacksonville to Corpus Christi.

After looking at the job and housing markets, Carol decided it was time for a bold change. She enrolled in an online real estate course herself, while she was still living in Florida.

Carol moved to Corpus Christi and earned her Texas REALTOR® license in the summer of 2018.

When Carol started working for Berkshire Hathaway Home Services Real Estate Center, the team welcomed her with open arms. Carol is grateful for the team’s mentorship and guidance. It was especially significant when she first moved, because Carol didn’t know anyone in Corpus except her husband, her broker, and one of her husband’s friends.

Graves recalled that her first year was rough, and she felt she was just spinning her wheels at times. Carol made her first sale through a connection from her husband’s friend, after she had been a REALTOR® for six months. “I started nurturing my sphere by reaching out to my professional network,” Carol recalled.

She is learning to trust her instincts, and honor her inner voice. “I am not here just to sell homes, but to change lives. That is still the motivator that keeps the engine moving every day.”

Carol Graves has been recognized as being in the top 8% by the Leading Edge Society, a Top 100 REALTOR® in MLS in 2020, and a PropertySpark Top 100 Texas Real Estate Agent on Social Media.

However, Carol said that her greatest honor to date is being nominated by her teammates, and then chosen, as a Corpus Christi Real Producers Rising Star.

Corpus Christi Real Producers • 17

Carol is very grateful for her team members, and her mentors. She is especially thankful for Jody Schultz, and for her broker Misty Svoboda. They have taught Carol by word and example, and continue to encourage her to recognize and utilize her strengths.

I AM NOT HERE JUST TO SELL HOMES, BUT TO CHANGE LIVES. That is still the motivator that keeps the engine moving every day.

More than 90% of Carol’s clients are in the military community or are first-time home buyers. It is important to Carol and her team to think and talk about them as clients, not transactions. “At closing, I still want to be a resource,” Graves said, “And a friend. It goes past the closing table.”

Many of Carol’s clients are experiencing the same things that she has, such as being new in town, or having a spouse deployed.

“Sometimes they will see my social media posts, and clients will reach out to check on me,” she shared. It means a lot to Carol to know the feelings of care and concern are mutual. She is intentional about continuing relationships with clients who are willing.

Graves found that her initial real estate course taught her the “do’s and don’ts” of the industry, but there are

18 • July 2021

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Carol recently earned an Accredited Buyer’s Representation, and is working on a Military Relocation Professional certification so she can be an even better advocate for her clients. She has some potential plans for her future and is determined to meet her goal of completing one or two real estate designations each year.

some things about real estate that are more of an art than a science. “Ditch whatever isn’t working. Abort the mission when there is no movement or return on your investment,” Carol advises. “Nurture your social media platforms instead of spending money on Google ads or mailers. Nurture the relationships you have developed through the years, and build your referral network.”

Carol has not had to learn everything the hard way. She enjoys learning through the experiences of others.

She has been enlightened and encouraged during specialty designation courses, as instructors and classmates share personal examples.

Keep your eyes on this rising star! Carol Graves has a wealth of life experience, a growing group of clientsturned-friends, and a heart to match.

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20 • July 2021

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UNTIL ALL ARE FREE Right now, around the globe, there are approximately 40 million trapped in forced labor or sexual exploitation. The N2 Company – the company behind this publication and 900+ others like it – is proud to help fund the life-saving efforts of nonprofits fighting this injustice.

Through N2’s giving program, N2GIVES, we’ve donated more than $13 million to the cause. This was made possible by the hard work of our Area Directors, the partnership of our local advertisers, and engaged readers like you.

Through the years of giving to many nonprofits with big hearts and dreams to end human trafficking, it became clear we needed to focus our giving on organizations that provide a web of support in the anti-human trafficking realm: nonprofits who work together, creating an effective force and network where their impact is greatest. Love Justice International, Rescue:Freedom International, and International Justice Mission, are our 2021 N2GIVES nonprofit partners. All three organizations pour their heart and soul into their work, each serving as a separate but vital player in the anti-trafficking movement by employing their own unique strengths and working with those who have specific expertise in combatting slavery. Here are their stories.

Love Justice International

There are many tactics used by traffickers to trick vulnerable people into slavery. In an all-too-common scenario, victims are lured away from their homes and escorted into bordering countries by the promise of a much-needed work opportunity. It’s only when the victim arrives as a complete outsider, with no one to turn to for help, that he or she realizes the true nature of the “work.”

This is just one of the tactics Love Justice International (www.lovejustice.ngo) is on a mission to disrupt. The nonprofit currently operates 56 transit monitoring stations at prime border crossings in Nepal, India, Bangladesh, and South Africa that are known for their unassuming role in a victim’s journey into slavery. By crowd-watching for any suspicious behavior and questioning potential traffickers and victims, Love Justice has successfully intercepted more than 22,000 people from exploitation.

Rescue:Freedom International

We’ve supported Rescue:Freedom’s (rescuefreedom.org) mission in the past, yet one of our biggest changes in giving

this year is supporting their Local Partner Network (made up of smaller nonprofits fighting sexual slavery). This model shares best practices, consults in helpful areas, and financially supports a part of each local partner’s budget for the year. We are excited to give to RFI’s network and to connect smaller local groups we’ve supported in the past so they can receive more than just financial help along their way to making a greater impact.

International Justice Mission

IJM (ijm.org) believes every person deserves to be free, and they partner with local justice systems to end violence against those living in poverty. Restoring victims from slavery and then bringing the criminals who committed this crime to justice – ensuring traffickers cannot exploit anyone else – is how they work toward ending slavery in our lifetime.

IJM works with local authorities in 13 countries to restore victims of violence, forced labor, and sex trafficking, fight in courtrooms until slave owners are put behind bars, and provide training and support for local law enforcement to end the cycle of violence and injustice.

To learn more about nonprofits we support through N2GIVES, check out n2gives.com. Or, to meet the company behind the giving program, visit n2co.com.

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Corpus Christi Real Producers • 21

preferred partner spotlight

A FORMULA FOR SUCCESS IN LIFE AND BUSINESS

ellison H ELMSMAN

By Ruth Gnirk • Photography By TresPiña Photography

22 • July 2021

@realproducers

Josh Henderson, J.D., is a local attorney and owner of the legal practice J Randall Henderson Law PLLC. He has great skill and experience in legal practice and law office management. However, Henderson has even greater skill, and a unique talent, for helping others open their minds to new opportunities for strategic growth.

Henderson’s passion is sharing principles and strategies that empower people to get better results in life and in business. His passion led him to create Ellison Helmsman, Inc. Ellison Helmsman’s choice to partner with Corpus Christi Real Producers was intentional. Henderson believes that top-performing REALTORS® and Preferred Partners in the Coastal Bend are uniquely positioned to take advantage of the growth strategies that Ellison Helmsman creates for its clients.

When Henderson initially started helping others take the limits off their thinking, he focused on personal coaching.

Soon his protégés were applying his individualized systems and processes on a business level, and getting amazing results. Business leaders took notice as Henderson personally and consistently demonstrated an ability to manage people, take leadership, and even conceptualize branding.

“He has a truly helpful energy,” said Victor Serna, a Keller Williams REALTOR® in Laredo. “He is a well-rounded professional whose focus is doing what’s best for others, without thinking about himself. He helps others because that is the right thing to do, not just because he is trying to build up his own business.”

Helping others become even more successful and live out their dream has allowed Henderson to live out his. In 2016, the owner of several

local businesses approached Henderson and asked him to start sharing his customized style of business management and development on an organizational level, through full-time business consulting. And that is when Ellison Helmsman officially grew to provide not only personal development and career coaching, but a variety of business consulting services. When asked about the company name, and if it was based on a tactical decision, Henderson replied with a twinkle in his eye, “Yes. There’s definitely a story about that.”

“Josh has a great mind for business and business processes,” said Matthew Scutt, COO of Hilliard Martinez Gonzales LLP, Henderson’s supervising attorney at both Thomas J Henry and Hilliard Martinez Gonzales. “I’ve seen him jump right in and work with stakeholders to break

down complex problems into bite-size chunks.

So, Josh can make an immediate impact in correcting problems, and more importantly, avoiding those problems in the future. He’s also a great coach who brings his passion to the project.

That passion makes the team want to join him in being part of putting solutions in place to make the business better.”

The purpose of Ellison Helmsman is two-fold.

The first purpose is to teach REALTORS® to use resources to make small, tailored changes that lead to exponential growth. The second purpose is to make the most of the real estate industry’s susceptibility for innovation and growth.

The resources available through Ellison Helmsman can empower the top

“Most REALTORS® focus on trying to get to a seller before anyone else does,” said Henderson. “Ellison Helmsman can teach REALTORS® how to get to the seller before the seller even knows they’re a seller.” Ellison Helmsman is also positioned to help REALTORS® and Preferred Partners discover innovative ideas for top of mind awareness. All Ellison Helmsman strategies are customized and tailored to the team and the individuals for whom they are created. realproducersmag.com

Corpus Christi Real Producers • 23

It’s not about selling more houses, but about increasing your own personal incomeproducing activity.

300 already-successful REALTORS®, and Preferred Partners, to experience continual strategic growth. “It’s about increasing efficiency, which increases productivity,” said Henderson, “And you can achieve all of this by understanding your processes.”

The Ellison Helmsman view of strategic growth begins by asking the right questions to collect the right information, and continues as the right answers to the right questions enables the formation of the right plan, which will be initiated at the right pace, to meet the right goal, within the right timeframe. Strategic growth is tailored to the people involved 24 • July 2021

at that time, and will be continually customized as growth occurs.

In the same way that Olympic athletes shave milliseconds off their time with slight adjustments in form, top producers in the real estate industry can see marked improvement from even the smallest increases in performances. Ellison Helmsman can help REALTORS®, real estate teams, and Preferred Partners recognize and seize opportunities to make slight improvements in a variety of areas within the real

estate profession.

Small, strategic changes in recruiting, advertising, networking, sales, marketing, and information management can lead to exponential growth.

Ellison Helmsman has worked with a variety of REALTORS® in the past, including recruiting and training new agents so they overcome the statistical fail rate for new REALTORS®.

Ellison Helmsman is also focused on essential areas where top-performing REALTORS® can easily take their performance to the next level.

Henderson says there are key questions that REALTORS® can ask, and critical thought processes to implement, to begin opening up opportunities for innovation in their business.

Ellison Helmsman teaches REALTORS® how to utilize systems for problem-solving by thinking rationally, acting purposefully, and intentionally communicating.

Henderson tailors processes and systems to the individual and company he is working @realproducers

with, boosting efficiency and multiplying productivity. Ellison Helmsman also co-hosts workshops specifically designed to equip REALTORS® with customized techniques and strategies.

Ellison Helmsman is an ideal fit for REALTORS® looking to capitalize on tailored opportunities for growth. “Ellison Helmsman has helped me in numerous ways,” said Dr. Kasia Suarez, a REALTOR® from Corpus Christi. “Ellison Helmsman has helped me shift my mindset, and change the way I view marketing myself with my real estate business. Ellison Helmsman has helped me thoroughly review my areas of strength and areas of growth, and we have been working on strategies to improve my areas of growth. These skills I am able to implement also into other areas of my life, and not just real estate.”

replied, “It’s likely that one of my clients will see those doubters in their rear-view one day.”

Having tunnel vision isn’t the problem.

The real problem is being unaware of our own tunnel vision.

There are people who have a mental barrier about admitting they need an outside perspective. The truth is that ego creates tunnel vision and we are all susceptible, to some extent. “Having tunnel vision isn’t ‘the problem,’” said Henderson. “The real problem is being unaware of our own tunnel vision.”

Ellison Helmsman asks the questions that help people to think differently than they have been thinking on their own.

For those who are concerned about cost, Henderson shared some insight. “It is really a

risk-free decision. Ellison Helmsman is a local human resource that doesn’t require another W-2.” Inviting Ellison Helmsman to be part of your team can be a complete write-off for a real estate company in which business consulting is considered a professional expense.

“Ellison Helmsman can teach anyone how to stay ahead of the game by thinking ahead of the game,” said Henderson. When asked for his response to those who still may be pessimistic about the value of Ellison Helmsman for Corpus Christi’s top producers, Henderson laughed and

In a sea of community real estate agents, Ellison Helmsman can help REALTORS® learn to differentiate themselves from the others through personalized innovation and strategy. “It’s not about selling more houses, but about increasing your own personal income-producing activity,” said Henderson, “and it’s about learning to communicate about yourself in a way that allows people to feel connected with you.”

Learn more about Ellison Helmsman at www.ellisonhelmsman. com/, access tools through www.ellisonhelmsman. com/freetools, and

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Corpus Christi Real Producers • 25

legendary leader

By Ruth Gnirk Photography By TresPiña Photography

26 • July 2021

@realproducers

David Garcia has created a culture of depositing value into his team and the Coastal Bend community. He and his team help, they don’t sell. They don’t have goals, they have commitments. David and his team don’t live by the Golden Rule, they live by the Platinum Rule: Treat others the way others want to be treated.

DAVID GARCIA “If you listen, people will tell you how they want to be loved,” David explained. Garcia taught his team not to look for “leads” but to be looking and listening for people who want to connect. “People don’t want to be sold. They want to be heard, understood, and valued.”

“At one point, I was a taker,” said Garcia. “I thought it was all about me. Now I’ve discovered it’s not!” Garcia observed that too many people want to make an ATM withdrawal from others without making any deposits first. David Garcia hasn’t always thought like this, but part of his life mission now is to help others live beyond their concern for themselves.

Garcia was born in West Corpus. He was fascinated with design, and in high school he studied drafting. He loved the hands-on creativity of drafting, which he studied in high school. He graduated from Moody in 1992, and took a few classes at Del Mar College, but then took a job with UPS to start bringing in income.

Garcia worked faithfully for UPS for about seven years, until a back injury prompted him to find a job that required less lifting. David wanted to create a more secure future doing something he enjoyed, so he went back to school to study Computer Aided Drafting and Design.

Garcia accepted a position with a local mechanical engineering firm, where he sat behind a desk, reviewing blueprints. He remembered feeling excited about drafting in high school, so he was disappointed to find how unfulfilled he felt in

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this new position. That’s when he realized something important about himself: David Garcia missed interacting with people.

David’s strengths did not involve working on a computer without the opportunity to connect with others in meaningful ways.

Garcia realized that to set himself up for success, he would need to focus on his natural strengths, such as being coachable, accountable, understanding about truly connecting with people, technology, and also having an understanding about aspects of business.

“Everyone is really good at something,” David reflected. “Identify what that is, so you can leverage your strengths. This allows you to win before you start.”

In 1999, a friend from David’s past called him on the phone. They filled each other in on their lives up to the present, and then Garcia spontaneously encouraged his friend to get into real estate. He had no idea how influential that seemingly random conversation would become.

His friend called back soon after, to share some real estate success stories. That was enough to energize David to enroll in the Real Estate Institute. His wife was pregnant, and they were living in an apartment. The timing was less than ideal, but David had hope and says he “jumped into real estate. All in.”

Corpus Christi Real Producers • 27

FOCUS ON GOOD BUSINESS, NOT ON MONEY. His first week and a half as a licensed REALTOR® was discouraging. Garcia started working for a real estate company that was a well-known national franchise. He was full of energy and hope, but he quickly realized that this culture and mindset were not right for him. He even asked one of the successful agents if she would mentor him, but she said she didn’t have time.

Garcia recalls that he had learned the technical aspects at school, but they didn’t really teach agents about communication, strategies, or negotiation. He desperately wanted to learn these things, but needed someone who was willing to share their knowledge and experience with him.

David transferred to another franchise for six months and was able to learn a little. Then he joined another national franchise. He reflected later, “That was one of the best decisions I ever made.” The culture was great, there were plenty of active leaders and mentors who were willing to share with David. He experienced good broker support and a great energy among the team.

Garcia became a fierce competitor for the top five positions up until the economic crash in 2008. “Because of the business structure,” Garcia explained, “it was great during the good times, but it was not possible for me to continue working like that during the crash.”

By this time, David had a passion not only for connecting people with the houses of their dreams, but also for mentoring others and helping them become better people and better REALTORS®. He put his passion into action and opened his own brokerage, Home Experts Realty.

28 • July 2021

Although his license gave him the opportunity to sell commercial property, farm and ranch, and residential, Garcia decided to go deeper instead of wider. He focused on residential properties and built a team of experts within a culture of collaboration. He compared this structure to the difference between an infantryman and a Navy SEAL. Garcia’s mission is to continue building a Navy SEAL team.

David knows that his strengths, his areas of expertise, are working with homeowners, and understanding the housing market. “I believe in transparency. If I am asked something out of my specialty, I don’t make up an answer. I simply say, ‘I don’t know, but I know who does,’ and then connect them to the expert.” Garcia’s team contains a variety of specialists, and each member uses their natural skills to help the clients and the team.

Garcia takes his team-building and culture-building seriously. The team and their families participate in community service events. “We don’t just cut a check, we participate in cancer walks as a team, with our families.”

The team and their families have also done volunteer work at a local food bank, to complement their donation.

“Too many people are concerned with the end result,” said Garcia. “It’s about the process.” David says that real estate is like any other relationship: it’s the process of “daily.” He also compared it to baking. “People using the same ingredients get different results because of the process they use. The systems are like a recipe. Be patient. Be kind. Be available. Be consistent.”

@realproducers

“Focus on good business, not on money,” Garcia cautioned. “There is gold in staying connected to, or reconnecting with, people.” Although David and his team have the advantage of experience, they never make decisions for clients. They help clients understand how to make better decisions based on more information.

“You need a prognosis before you can have a diagnosis,” David said. He and his team collect the data, then deliver possible solutions. “Do the right things in the right order. We have processes and systems that remind us how and when and what to do. You can win before you start if you trust the system.” Most importantly, Garcia emphasizes effective communication.

“Find out how the customer wants it and needs it. And manage expectations.”

David Garcia says his “why” is to be a chapter in everyone’s book, and his mission is, “To bring value to everyone’s life.”

He continues to create a culture of mindset, core values, and principles, knowing it will flow into action within each interaction.

Some of the team core values that David Garcia intentionally cultivates are practicing work-life balance, owning the problem and solving it, never giving up but staying committed to the process, always doing the right thing as a person of integrity, and that each team member holds themselves accountable. Garcia’s culture core values include openness and honesty, people before profits, strong family foundation, open-mindedness, use of power words, and more.

Garcia’s goal is to be a servant-leader, not to be served.

“I seek to surround myself with people who are more successful at creating this culture.” Garcia and his team are here to deliver results. “This is a contact sport,” chuckled David. “We have to intentionally make contact!”

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Corpus Christi Real Producers • 29

Growth strategies so good, you'll be able to blow marketing money like this too.

30 • July 2021

@realproducers

ELLISON HELMSMAN INC Strategic Growth Plans - Personal, Professional & Business

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Corpus Christi Real Producers • 31

FAQ

Q: WHO RECEIVES THIS MAGAZINE? A: The top 300 agents in The Coastal Bend

based off MLS production will receive it FREE of charge. If you’ve received this publication in the mail – congratulations and welcome to the cream of the crop!

Q: WHAT IS THE PROCESS FOR BEING FEATURED IN THIS MAGAZINE? A: It’s really simple – every feature you see has

About the Magazine We realize that Real Producers is a new concept here in The Coastal Bend, and some of you may be wondering what it’s all about. That is why we have created an “FAQs About This Magazine” page. My door is always open to discuss anything regarding this community – this publication is 100 percent designed to be your voice!

Q: WHO IS REAL PRODUCERS? A: There’s your average magazine --

the one anybody can grab on their way out of the grocery store -- and then there’s Real Producers. We’re telling the true stories of real estate titans of the Coastal Bend.

The mission of Real Producers is simple. We are here to elevate the culture between REALTORS® and those who serve the real estate industry locally.

first been nominated. You can nominate other REALTORS®, affiliates, brokers, owners, or even yourself! Office leaders can also nominate REALTORS®. We will consider anyone brought to our attention, because we don’t know everyone’s story, so we need your help to learn about them. A nomination currently looks like this: you email us at amanda.carmichael@ RealProducersMag.com with the subject line, “Nomination: (Name of Nominee),” and explain why you are nominating them to be featured. It could be they have an amazing story that needs to be told – perhaps they overcame extreme obstacles, they are an exceptional leader, have the best customer service, or they give back to the community in a big way. The next step is an interview with us to ensure it’s a good fit. If it all works out, then we put the wheels in motion for our writer to conduct an interview and for our photographers to schedule a photo shoot.

Q: WHAT DOES IT COST A REALTOR®/TEAM TO BE FEATURED? A: Zero, zilch, zippo, nada, cero. It costs noth-

Q: WHO ARE THE PREFERRED PARTNERS? A: Anyone listed as a “preferred

partner” in the front of the magazine is a part of this community.

They will have an ad in every issue of the magazine, attend our quarterly events, and be a part of our online community. We don’t just find these businesses off the street, nor do we work with all businesses that approach us.

One or many of you have recommended every single preferred partner you see in this publication. We won’t even meet with a business that has not been vetted by one of you and “stamped for approval,” in a sense. Our goal is to create a powerhouse network, not only for the best REALTORS® in the area, but the best affiliates as well, so we can grow stronger together.

Q: HOW CAN I RECOMMEND A PREFERRED PARTNER? A: If you have a recommenda-

tion for a local business that works with top REALTORS®, please let us know! Send an email to amanda.carmichael@ RealProducersMag.com.

ing, my friends, so nominate away! We are not a pay-to-play model. We share real stories of real producers.

Send in nominations for a Cover Story, Preferred Partner, Rising Star or Legendary Leader! Email: amanda.carmichael@realproducersmag.com

32 • July 2021

@realproducers

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