North DFW Real Producers - May 2019

NORTH DFW

I N F O R M I N G

A N D

I N S P I R I N G

R E A L

E S TAT E

A G E N T S

LORI JACOBSON Roots Run Deep

RISING STAR WAYNE BARTLEY AGENT WHO GIVES BACK JT HARDCASTLE PARTNER SPOTLIGHTS INSPECTION HOUSE TEAM WALLY HOME LOAN

Photography By Scott Peek Photography

M AY 2 0 1 9

2 • May 2019

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CARROLLTON • CELINA • FORT WORTH • FRISCO • PLANO • PROSPER

From the mid $400s | BrittonHomesTexas.com www.realproducersmag.com • 3

TA BLE OF

CONTENTS 06

09 10

Index Index of of Trusted Trusted Partners Partners

Publisher’s Meet The Team Note

Publisher’s Note

06 14

10 21

22

Index Agent of Who Trusted Gives Partners Back: JT Hardcastle

Tips Real From Producers the Top Logos

Partner Spotlight: Inspection House

28

32

CCAR: In The Know

Rising Star: Wayne Bartley

20 38

44 16

50 24

Sponsor Partner Spotlight Spotlight:Photography Team ByWally Spross Home Loan

4 • May 2019

09

Cover FAQ About Story: This Lori Magazine Jacobson

Rising North Star DFW - Sakina Real Ismaelbay Producers Event Recap

24 57

Partner FAQ Events About Calendar This Magazine

www.realproducersmag.com • 5

PREFERRED PARTNERS

This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community!

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HOME INSPECTION Elite Inspection Group (469) 818-5500 eigdallas.com

BUSINESS COACHING Hero Nation Coaching Wayne Salmans (469) 500-3642 theheronation.com BUSINESS / EXECUTIVE COACH Elevate U (214) 551-1940 elevateuinc.com DEVELOPER Huffines Communites (972) 860-3133 huffinescommunities.com ENGRAVED CLOSING GIFTS VinoSay Engraving Ray Southwell (469) 396-6529 vinosay.com FINANCIAL PLANNER Lincoln Wealth Advisors (214) 220-8884 lincolnwealth.com FLOORING Magnum Flooring Doug Trumbull (972) 877-1839 magnumflooring.net

6 • May 2019

Inspect360 (817) 754-0360 inspect360.com The Inspection House (512) 686-0097 theinspectionhouse.com HOME RENOVATION Curbio (240) 406-4616 www.curbio.com HOME WARRANTY Nations Home Warranty (888) 737-7070 home-warranty.com Super Home, Inc. (844) 997-8737 HelloSuper.com INSURANCE DFW Insurance Services Adrienne Baker (972) 781-1115 insurewithdfw.com Paine Insurance Group (972) 387-9217 paineinsurancegroup.com

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LENDING THAT HAS YOU COVERED.

Your HERITAGE is looking back at the past…

Your LEGACY is looking to the future!

Our dedicated team of mortgage experts

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Service First Mortgage | NMLS #166487 | 6800 Weiskopf Avenue, Suite 200 | McKinney, TX 75070 8 • May 2019

from start to finish.

MEET THE

NORTH DFW REAL PRODUCERS TEAM

Jordan Espeseth

Geneva Eilertson

Missy Kremer

Tiffany Haynes

Zach Cohen

Publisher

Executive Assistant

Editor

Ads Manager/Assistant

Writer

Dave Danielson

Gary Petty

Bill Brock

Scott Peek

Hope Harrison

Writer

Videographer/Writer

Videographer

Photographer

Photographer

If you are interested in contributing or nominating realtors for certain stories, please email us at northdfw@realproducersmag.com DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of N2 Publishing but remain solely those of the author(s). The publication contains paid advertisements by local companies. These companies are not endorsed or specifically recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible for business practices of these companies.

NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.

www.realproducersmag.com • 9

publisher’s note

THE FUTURE OF REAL PRODUCERS What an interesting concept Real Producers is! Wouldn’t you agree?

F

our years ago, we didn’t know if this model was even possible. Would the agents love it? Would our partners love it? Would we be making a positive impact in the real estate community? Turns out the answer was yes, yes, and yes!

Real Producers OG, Remington Ramsey, pioneered this concept in 2015 in Indianapolis, IN. The fact that four years later we are in 80 markets and spreading rapidly is a testament to the product. We have certainly filled a missing void in the real estate community.

There is so much value in creating a community around the highest producing agents and best businesses in the market. Author, philanthropist, entrepreneur, and life coach, Tony Robbins, said: “The most important decision you can make in your life is who you spend your time with, because who you spend your time with, is who you become.” The individuals and businesses who are a part of the Real Producers community are who you want to be spending time with.

The core of what we do is our monthly publication and quarterly events. That has been the staple of Real Producers and will continue to be. However, in each market we are constantly looking to improve and strive to be better. We always want to be providing value and truly making a difference in the community. The publication and quarterly events do an awesome job at that.

10 • May 2019

As we look forward, we have some additional initiatives we are extremely excited about. Some are underway, such as our new Real Producers Logo, a digital version of the publication, and our partner social events. Soon to come we will be hosting different mastermind, panel-style events that will be of tremendous value to not only the top producing agents, but also to the average and struggling agents.

The beautiful thing about Real Producers is it is your voice and your community. We absolutely love to hear your thoughts, suggestions, and ideas as to how to continually grow and provide increased value.

So, do not be afraid to reach out to us!

Y’all know the mantra: “Better together.”

We look forward to hearing from you.

JORDAN ESPESETH Publisher of North DFW Real Producers

jordan.espeseth@realproducersmag. com

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For upcoming events, and more information, check us out at:

www.masterminddfw.com

WHY YOU SHOULD ATTEND: Mastermind DFW is an exclusive event for the Top 1% of Producers in the DFW area. When you attend a Mastermind DFW event, you are in the company of a prestigious group of local, high-performing DFW real estate professionals. This is the place to cultivate your network with the most notable names in DFW real estate.

“Keeping a strong foundation while pivoting for the future is the chess game we play today. So, it’s rare to be in a room with great business owners with big vision and focus. An opportunity to share ideas and build long lasting relationships is a must in today’s fast moving world.”

- Denton Aguam, Keller Williams “Todd and I love to be a part of the Mastermind DFW group. It is an honor to be in the presence of other top producing agents and to get great tips and tricks on how to leverage our business. Thank you for allowing us to be a part of this exclusive group.”

- Colleen Frost, Colleen Frost Realtors 12 • May 2019

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agent who gives back Written by Dave Danielson Photography By Scott Peek Photography

JT HARDCASTLE

A N D T H E R EA L ESTAT E P R O J ECT BROKERING AN IMPACTFUL WAY TO GIVE BACK 14 • May 2019

“

“It was a light bulb kind of moment. I saw a need in the community. And I thought, ‘Here’s an opportunity to do something better with that money that we were used to giving to our broker,’” he recalls.

So, J.T. boarded a plane with his wife of three years and their threeweek-old baby. It was on to the next chapter in his life. For ten months, J.T. searched for his next assignment without luck.

“I couldn’t find work. It was very difficult. It was a very humbling thing,” J.T. explains. “I had a master’s degree, worked hard, and had always tried to make decisions to avoid this exact thing from happening. But I’m driven by my faith and later realized that God had a better plan for me.”

Fulfilling a Community Purpose Eventually, J.T. and his wife moved back to Texas where they had lived previously. J.T. worked for a non-profit and had started his real estate career.

While J.T. enjoyed real estate, and the process of helping his clients, he worked for a large brokerage and felt less than enthused about what happened with his commission.

It was a long day for J.T. Hardcastle.

And it was about to get longer. As he stood in the Jackson, Mississippi airport, J.T. received a call from the California-based start-up he was working for.

The call was to let him know he was no longer working for them.

“I wasn’t a big fan of the norm in the industry,” J.T. remembers. “It goes back to my first transaction. The brokerage I was part of took a lot of money from my first transaction. In fact, from an $8,000 commission, I walked away with about $2,200 of it. I just didn’t see the return in value from my position as an agent; it didn’t benefit me if I was on a team or at a big broker. My efforts in my own community really weren’t helpful for me, if I was splitting that multiple ways.”

So in 2011, J.T. started his own brokerage in Dallas/Fort Worth and called it The Real Estate Project.

“It was a light bulb kind of moment.

I saw a need in the community. And

I thought, ‘Here’s an opportunity to do something better with that money that we were used to giving to our broker,’” he recalls.

His approach was simple. His brokerage would donate 25 percent of each commission to a local non-profit. The impact has been far-reaching.

On March 8th, 2012, J.T. made his first donation. It was a $1,400 check to the non-profit he had been involved with — Apartment Life. He stopped by and dropped off that first check.

Since then, The Real Estate Project has donated over $360,000 to 75 local non-profit organizations.

“It’s been fun. And there are no strings attached to this. It’s not a you-scratch-my-back and I’ll-scratchyours thing. We are really trying to promote these non-profits, and what they do, and serve them simply because they are a part of our community,” J.T. points out.

A Like-Minded Team Since his start, the reception J.T.’s brokerage has received has surprised him.

“I never thought other agents would be interested in this,” J.T. says. “But today, we’re up to nine other agents who have that same mindset. I love to lock arms with other agents who want to leverage the real estate transaction to serve the greater good of DFW.” As agents express interest in joining the Real Estate Project, J.T. has a question for them.

“I ask agents, ‘What’s your project?’

I had my own story,” J.T. states. “But I always say to agents you may have

www.realproducersmag.com • 15

a different perspective of the needs around us. I want you to stay in that lane and leverage your own story, and the things you’re passionate about, and start serving those needs you see in our cities.”

Front Left to Right: Zach Loyd, Jerry Williams, Liz Andino, JT Hardcastle.

Back Left to Right: Luann Clancy-Flaherty, Vicky Larsen, Kimberly Miller, Johnny Walker, Aaron Lipman. (Not pictured: Linda Walker)

J.T. takes pride in the difference his team continues to make each day.

“The beauty of what we do is that the story never ends with the needs we can meet, and when we get our eyes off ourselves and turn them outward to our community, it’s better for all of us,” he says.

There have already been many donations and success stories of helping non-profits to continue their vital services. One of those organizations near and dear to J.T. and his wife, Ashley, is Cornerstone Ranch in McKinney.

“Cornerstone Ranch is an adult special needs community,” J.T. explains. “They really love and take care of their residents.

It’s a beautiful thing and such an absolute joy to be part of supporting them.”

When it comes to support, no one has been more supportive of J.T.’s efforts than Ashley and his four children.

“Ashley truly is my best friend. When I think back to that job loss and the way she was, she was beyond encouraging to me and had a smile on her face the whole time,” J.T. emphasizes. “It has meant so much to have her stand next to me. We would not be where we are today if she handled that situation differently. God knew what he was doing when he allowed me to marry her.”

Bringing a Difference Home As J.T.’s memory goes back a decade ago to that phone call in the airport, he knows there was a purpose.

“It’s been fun. I never in a million years thought that we would be where we are today. But I believe God was revealing to me that He gave me my skills and abilities not only for my family and me, but also for the greater good of those around me in my community,” J.T. smiles.

“I’ve just wanted to be the best real estate agent I can be, and serve my clients with integrity, and be passionate about customer service and leveraging this money for the greater good.”

16 • May 2019

He continues, “I highly value my community of advocates and the part they play in this whole thing. Without our clients and those who refer business to us, none of our giving is possible. When they see the money we’ve given away, we want them to know they were a part of it.”

As J.T. looks at a map of his team’s impact on the community, he also sees one of his favorite Bible verses — Jeremiah 29:7.

“It’s a verse I’ve really clung to,” he says. “It says, ‘Seek first the city where I’ve sent you, and pray to the Lord on its behalf, for in its peace and prosperity, you will find your peace and prosperity.’”

J.T. and his team have done that. It’s a mission he plans to continue.

“I hope this stays around long after I’m gone. I think it could be pretty radical in terms of what it’s able to accomplish here. This is a community thing. This is not a J.T. thing. I’m not trying to promote my goodness and giving.

It’s about looking at the greater good as a community and encouraging others to do the same.”

www.realproducersmag.com • 17

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LOGOS LOGOS North DFW Real Producers

We now have logos for you to use on your marketing materials!

Many of you have asked if we could have an exclusive logo you can use on your marketing materials. We are excited to announce they are here and ready for you to use! They have been sent via e-mail to you. If you haven’t received yours, feel free to reach out to northdfw@realproducersmag.com and we will send it to you.

There are a few important things we would like to say about these logos. First of all, we have two different logos.

One is for our Top 500 Agents, and one is for our Real Producers Business Partners.

North DFW Real Producers Top 500 Logo This logo is ONLY for the Top 500 agents in North DFW (Collin County, Denton County, and above 635 in the North tip of Dallas County) based off TRUE data alone. If you are in the Top 500 in our market based off of the MLS data in 2018, you will not only be receiving this publication for free every month, but you will now be able to use this logo.

This logo should be displayed proudly! It is not easy to be in the Top 500 out of +20,000 agents. You earned this logo! Congrats to all of your hard work and success.

North DFW Real Producers Partner Logo This logo is ONLY for our North DFW Real Producers Business Partners. These are the businesses that make this whole platform possible.

We have a lot of pride in our Partners, as each and every one of them has been directly recommended by the highest producing agents in the market! It is an honor to be a part of this community, and this logo is another way to signify you run a top-notch business that works with the most elite real estate agents.

These logos are not to be shared with anyone who is not a part of our Real Producer’s community. If we see any agents or businesses using this logo that is not a part of our community, we will reach out to them and ask them to remove it from all of their marketing. Please help us keep this logo true and authentic!

Congratulations on being a part of the MOST ELITE Real Estate Community in DFW! www.realproducersmag.com • 21

partner spotlight Written By Zach Cohen Photography By Hope Harrison Artist

The Inspection House “The Kings of Real Estate”

22 • May 2019

“I was standing in a house doing an inspection a while back. The husband and wife were there, walking around the house. They stopped for a moment in the living room and

Originally from North Carolina, Sterling Reid has long held a passion for real estate. Back in his home state, he was a real estate agent for almost a decade. After eight years as a Realtor, Sterling shifted gears, moving into a new industry: software implementation.

held hands. She laid her head on his shoulder. It was at this moment that I realized these people are living out their dreams with us. They trust us to go through their house and let them know what’s wrong and what’s okay.

That’s a great service to provide.”

As a contractor, he provided software training, implementation, and support for a multitude of companies over a five-year span, and his work in the software realm eventually brought him to Dallas. But shortly after, Sterling began to revisit his career aspirations. He discovered that he desired more.

“I wanted to get into a space where I felt passionate about what I was doing. That I can give my all back to the clients. That’s what’s going to equate to outstanding customer service.”

So three years ago, Sterling dove head first into the home inspection business. Only six months later, he opened The Inspection House, now one of the top home inspection businesses in the Dallas area.

Sterling Reid, Owner/CEO

“It’s not so different. Most of what we use behind the scenes [for our inspections] is software. It was an easy transition. I have a real estate background.”

Sterling is most passionate about the ability to provide a service to his clients. Looking past the checkboxes and to-do lists that quantify many home inspection services, Sterling is connected to the pathos of the home-buying experience and the need to be honest with all of his clients and partners.

Justin Sarmiento, Director of Business Development

“We provide value through services: the speed of reporting, the array of services we offer from termite to pool to septic to well inspection to infrared… clients come to us as a one-stop shop. They can get amazing service from end to end.”

www.realproducersmag.com • 23

“We’re looking for sustainable growth that makes sense. We’re looking to build little by little.

Learn a little bit, build a little bit, learn a little bit, build a little more. As a company, customer service is our first, second, third, fourth, and fifth priority. That’s what we’re here for,” Sterling says.

“We don’t really look around at other people like they are competitors.

We look at ourselves as our own competition.

Have we lived up to our own potential? Have we given it our all? Do we give our clients our all?”

Director of Business Development, Justin Sarmiento, is the relationship builder on The Inspection House team; he leads the charge when it comes to connecting with clients and solidifying long-lasting relationships.

“Regardless if you are selling homes, doing insurance, title, or mortgage, we’re in a relationship business.

That’s where I come in. We want to provide true value in our relationships and sustain them for years to come,” Justin says.

Justin’s days are spent working closely with real estate agents to share the value The Inspection House provides and expressing the company’s commitment towards their clients.

“We are business partners more than we are vendors. We support agents in the development of their role. Yes, we want to earn their business and show what we can offer in terms of our inspections, but we are also truly there for our clients and want to see them grow and succeed. When you succeed, we all succeed.”

24 • May 2019

As a company founded on training and technology, Sterling, Justin, and their team believe the status quo is not acceptable for potentially the largest purchase of a person’s life. The Inspection House’s inspectors undergo rigorous and extensive training programs once they become licensed through their state licensing board. They maintain a strong commitment to a deeper knowledge of the intricate workings that make up a home.

With cutting edge technology and undying dedication to customer service/ experience, The Inspection House is fully prepared to provide the best possible home inspection. Looking ahead, Sterling and Justin hope to continue to build the team and the business they take on -- sustainably.

Justin concludes, “Through all the tireless days and nights that agents dedicate to their craft and to their clients, know that we are right here working just as hard to ensure that we continue to deliver only the best service and experience. Everyone deserves the VIP treatment! That is why we work so hard and love what we do… our clients! For that, we are so grateful to be a chosen member with such elite company with North DFW Real Producers.”

For more information, visit www.theinspectionhouse.com.

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ccar: in the know

Summer Dreams

of the

Perfect Home

By Bri Westbury, Content Specialist

North DFW is growing at a rapid pace, giving buyers the opportunity to break ground on their very own dream home.

What will be on the top of their wish list this summer? We spoke with industry leaders in North DFW to hear what is in high demand and what has lost its luster.

1. Buyers are bored with white on white on grey. This summer buyers are seeking to personalize their space with pops of color on backsplashes, painted personal rooms, and islands.

Trending colors will range from ice cream cone shades such as blush pink or mint green to moody deep jewel colors like emerald green and sapphire blue.

28 • May 2019

2. Personal preference and self-expression have spread to the exterior. Hillwood Communities recently conducted an extensive survey with over 800 participants, yielding a surprising result: Buyers’ ideal exterior is highly diversified. Thirty-six percent of the participants desire English Romantic exteriors (the traditional brick/stone exteriors commonly found in North DFW), 30% sought Craftsman exteriors, 25-30% wanted a Mediterranean exterior, 22% a home reminiscent of the French countryside, while 21% wanted their dream house to be a Modern Farmhouse, and 16% wanted a transitional exterior.

Furthermore, buyers are willing to pay for their ideal exterior, with 71% of survey participants willing to pay a 5% premium for upgraded exterior architecture.

In response to the survey, Hillwood Communities launched a new community, Pecan Square, where buyers will have various exterior styles to choose from when building their dream home.

Meanwhile, at the Light Farms development in Prosper, K. Hovnanian homebuilders have seen an overwhelming demand for neutral brick tones and messy mortar. A happy blend of the long lasting, traditional brick exterior of North DFW, with farmhouse flair, is a trend that is sure to surge in 2019.

1. Out with formal in with flex. Unless a multi-generational home buyer, clients are not interested in formal dining rooms or sitting rooms. Instead, they are seeking flex or auxiliary spaces that they can use for their varying needs. A family with young children may use the space as a playroom, a professional working remotely can enjoy the space as a home office, or the space can become a home gym for the fitness conscious owner.

2. Mudrooms are required. A space for hats, jackets, bags and messy shoes when entering the home has remained in demand for so many years and proven its functionality that mudrooms will be standard in new builds this summer.

3. To tub or not to tub? That is the question; the answer is up to the buyer. Some buyers are opting to go without a tub entirely in favor of walk-in showers in secondary bathrooms and a large spa shower in the master bath. Still other buyers desire a large soaking tub in the master and a functional shower/tub combo in the secondary bathrooms to accommodate bathing small children.

4. A great room with vaulted ceilings is only growing in popularity and shows no signs of slowing. Buyers continue to seek open layouts with a kitchen that opens to a larger space for dining and lounging, highlighted with high, preferably vaulted, ceilings.

5. Smart use of space is expected in 2019. Due to land shortage, financial limitations, and resource-conscious buyers, builders have demanded ingenuity from their architects. Buyers are delighted when they find a one story that has four bedrooms, two bathrooms, and a flex space under 2,300 square feet.

The trends of 2019 make this summer an exciting time to build a new home. A time when personal preference is king: from exterior design, use of color, to the formation of a bathroom. The biggest question from builders to buyers now is, “What do YOU want?”

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30 • May 2019

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CALLED TO SERVE IN A NEW WAY

“When I retired, I weighed all my options and my wife and I were in agreement that real estate was something we would give a shot and see what happens.”

32 • May 2019

rising star Written by Dave Danielson Photography By Hope Harrison Artist

It’s not uncommon for pastors to retire from ministry and then go on to help people in other ways.

Wayne Bartley is the same. After 22 years of serving Texas congregations, Wayne felt a fresh calling in the spring of 2014 and decided to start a new career as a real estate agent. In the process, the trusted community pillar is a true Rising Star with RE/MAX Performance Group.

As Wayne says, “When I retired, I weighed all my options and my wife and I were in agreement that real estate was something we would give a shot and see what happens.”

Faith in the Future In April 2014, Wayne earned his license and set to work. But he knew there were things he needed to learn.

“I remember talking with my broker, Joey Womble, and saying, “How am I going to learn all of this?” He said, ‘I’m going to show you.’ So, I sat next to him for six months and just learned. It was a great training opportunity for me - hearing him coaching others and working his own deals.

He has been such a big help to me.”

The transition into real estate can be difficult.

But Wayne felt the belief that others had in his abilities.

“It’s hard starting a brand-new career when I only knew one thing and then going back to classes and taking tests and then going from a paycheck to a 100 percent commission position.

www.realproducersmag.com • 33

And I thought, ‘Oh my goodness, what am I doing?’

But once I started, it was one deal after another and you jump in and start rolling,” Wayne recalls. “It was tough, but I had a lot of confidence from family and friends who were all like, ‘Dude, you’re going to rock this out.’”

Wayne certainly has. In his first five years, he’s already earned a spot among the coveted RE/MAX Hall of Fame. He also has three years earning the RE/MAX Platinum award and multiple years being recognized

by D Magazine as a Top Producer and Best Agent.

In his familiar, humble way, Wayne gives credit to God and his community.

“I live in a community where the average house is $487,000. So, I kind of live in the right place to do that quickly,” he explains. “I feel very blessed. I believe in the Lord and that this was His blessing in my life. He is watching over me and caring for my family. I know where it all comes from; it’s not because I’m wise, smart, and good at sales. It’s all because of His blessing. And that’s all there is to it.”

Passion with Purpose Just as with his work as a pastor, Wayne finds that real estate allows him to continue his passion for helping people.

One way he helps people through the stresses of their real estate transactions is the same way he finds peace and strength in his own life each day.

“I just don’t let things get to me. If the deal didn’t work out, there was a reason. The truth is I believe in God’s sovereignty,” he points out. “If a deal didn’t go through, it wasn’t supposed to. If the deal fell apart, it fell apart for a reason. I talk with my people, and I remind them we can’t say God is sovereign in all things except for real estate. God is either sovereign in all things, or He’s not. And therefore, if He is, He is in real estate, as well.”

In the spring of 2017, his wife, Amy, joined his team.

“She does all my marketing and contract-to-close activity. We really enjoy working together,” Wayne says. “A lot of people ask us how we work with each other as spouses. But we like each other, and we

34 • May 2019

laugh and have fun. It’s not all perfect every day, but as she says every once in a while, ‘I fire him, but if I want to get paid, I have to hire him back.’ We always get a laugh about that. We’re just a good team with different strengths and a lot of trust.”

Wayne and Amy are proud of their daughter, Kelsie, who is a sophomore at Oklahoma State University and is majoring in Childhood and Family Services.

While busy continuing to serve his clients each day, Wayne, Amy, and their family enjoy time golfing or at the lake.

Wayne also has a very strong connection in his heart to the work done by Prosper’s Cornerstone Assistance Network of North Central Texas. In fact, Wayne was the organization’s founding Chairman of the Board when it started 10 years ago.

Mentor. Resource. Friend.

Wayne’s passion for helping others doesn’t end with his clients. In fact, he enjoys mentoring newer agents very much. He has good advice for those just starting.

“Be willing to work very hard. Be willing to do the things that other people just won’t,” he says. “Know your network, care for people, and choose always to do the right thing. Let the people be the driving force, and the money will be the by-product of caring.”

Wayne was recognized this year as Prosper Chamber Member of the Year and has been nominated as Prosper Person of the Year for 2018. As someone who’s been plugged into the town for years, he enjoys building relationships with his industry peers, as well.

“There are understandably a lot of agents who don’t know that much about Prosper,” he explains. “For example, they may not know where the roads are about to expand and so on. I really enjoy being that resource. Any agent with questions can give me a call, and I’m happy to help.”

Looking to the future, Wayne hopes to be remembered for a few important things.

“I want people to say he did what was best for me … he helped make a great decision for my family … that he loved Jesus and people,” Wayne smiles. “We complicate life with a lot of other things. But it really is that simple.”

www.realproducersmag.com • 35

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NORTHPHOTOS DFW FROM REALTHE PRODUCERS RECENT RP

ULTIMATE HOUSE PARTY OPEN RECAP

Another amazing event in the books!

We had such a blast in the Winners Club at Toyota Stadium on February 28th. It fills my heart with so much gratitude to see 250 of the most influential real estate agents and businesses coming together to celebrate their collective success at our Real Producers events.

Thank you so much to all of the agents and businesses who have supported our platform from the very beginning. None of this would be possible without you!

look forward to serving you and growing together in the months and years to come.

Stay tuned for more details about our next Real Producers event in May! Oh, and welcome to the most elite real estate community in North DFW. Jordan Espeseth Owner/Publisher North DFW Real Producers

Real Producers truly is unifying and strengthening our real estate market like never before. We significantly

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partner spotlight Written by Zach Cohen Photography By Scott Peek Photography

WALLY ELIBIARY,

TEAM WALLY HOME LOAN

MORTGAGE LENDING WITH A SERVANT’S HEART 44 • May 2019

Right to Left: Brayden, Niki, Wally, and Alexander.

Family Pets: Jax and Bruno Mars.

“We create a five-star client experience that our real estate partners really appreciate, because it makes them look great in the consumer’s eyes.”

When Wally Elibiary talks about five-star customer service, it’s not chin music; he’s putting his money where his mouth is, quite literally.

At Fairway Independent Mortgage, Wally has created a call center specifically designated to call leads for his real estate agent partners -- at no cost to them. “We refer back out 100-150 referrals to real estate teams monthly,” Wally explains. “It allows agent leads to be touched more often. The average touch point for a lead to convert is seven touches. The average real estate team only touches base with their leads three times.”

The ratio that Wally speaks of creates a lot of unconverted leads -- and a lot of missed opportunities. Wally knows agents are busy with a multitude of tasks that pull them in a wide array of directions, so he’s created a team to help.

“I have a department that makes calls eight hours a day, six days a week. I want agents to feel that I’ve rolled up my sleeves, and I’m in the trenches with them on a daily basis. The way I do that is work alongside them to convert their leads, which

produces more business for myself and for them.”

“My real estate teams capture 7/10 offers, while most Realtors capture 3/10 offers,” Wally explains.

Beyond the Basics Wally’s lead generation strategy has allowed him to form relationships with the top real estate agents in the area. It enables him to be different than other lenders.

And when an agent uses Wally as a mortgage lender, Wally provides services through his social media company.

When it comes to five-star customer service, he’s walking the walk.

“What I also do is give agents confidence. We submit our clients through underwriting before a client finds a home, not just after. Our Realtors can make offers on homes with confidence that their loans will get approved.”

Twenty Years in the Making Wally is only 40 years old, but he already has two decades of mortgage experience under his belt. He first entered the mortgage business at the ripe young age of 19.

Wally is willing to put in the leg work before an offer is written, and the results are staggering. Clients and agents can make offers that are noncontingent on financing, which allows them to compete with cash offers and get more offers accepted.

“I ran into a guy that was in the mortgage business,” he recalls. “The job I was at previously I was working six days a week, bell to bell, which was 8:00 A.M. to 8:00 P.M. I was making good money but working my tail off at 18 years old.”

www.realproducersmag.com • 45

“A mentor of mine told me six years ago, ‘The books you read today will be the person you are tomorrow.’ Seeing how I’ve personally grown, it’s true.”

Left to Right: Cj Moss, Wally Elibiary, Shane Sharp.

Wally recalls his friend pulling up in a Mazda Miata, with the sunroof down, and sporting a well-earned tan. “He said he golfed three times a week.” The lightbulb went off for Wally; he could either work hard or work smart.

Twenty years later, Wally has built a mortgage business that closes $100 million in business per year, which makes him the top loan officer in Plano. He runs four loan offices -- two in Plano, one in Frisco, and one in Flower Mound.

“So, are you golfing three times a week?” we asked Wally. “Two,” he responded coyly. But digging deeper, it’s apparent that Wally’s plan to work smart is in full force. It’s with the dedication to his craft and a focus on his goals that Wally has been able to achieve true greatness, inside and outside of work.

Building the Life of his Dreams Today, Wally is an owner and investor in four businesses outside of the mortgage lending world: an Airbnb company, a social media company, a property management company, and a coaching company. He only spends two to four hours per week total on running these businesses, choosing to hire and trust the top available individuals in the field. Wally offers his partners and employees the autonomy to not only succeed but become part owners in the companies they run. “I’ve built businesses that have taken people who are really great at their job and give them ownership,” Wally explains.

46 • May 2019

Wally is a coach through John Maxwell, traveling the country as a motivational speaker, lighting a fire for other agents to grow their businesses through leadership skills. And recently, he’s taken on the role of leadership coach through Gary Keller’s The ONE Thing. “That’s the niche I’ve built for myself. I help real estate teams grow their business more.”

Wally still golfs weekly and takes a staggering 20 weeks of vacation each year. The systems he’s put in place allow him the flexibility to live the life of his dreams.

As a family, the Elibiary’s own 60 rental properties. Wally and his wife of 14 years, Niki, have two young boys -- Brayden, 13, and Alexander, 11. Or as Wally says, “Brayden the Brave and Alexander the Great.”

“I learned a long time ago that a boys’ self-esteem is generated by how he thinks the parents view them. I always share with them their potential.” Both of Wally’s sons are already part owners in a rental property and earn residual income from their investments.

“They door-knocked their neighborhood -$5 to pick up trash, leaves, watching dogs.

Each raised almost $500. When they did that, that was equal to 10% of the down payment of a rental property. So, they own 10% of the L.L.C.” Wally explains.

Creating Magic So how does Wally Elibiary succeed in such a wide range of ventures? Habits.

“I have read a book a week for the last six years,” Wally says. “I am up by 4:00 every morning, read from 4:00 to 5:00, go to the gym with a trainer from 5:00 to 6:30, and am in the office at 7:30 every morning I am in town.”

“A mentor of mine told me six years ago, ‘The books you read today will be the person you are tomorrow.’ Seeing how I’ve personally grown, it’s true.”

Driven, kind, patient, well-spoken, and caring. It’s a marvel to witness the success that Wally Elibiary continues to create in his life and in the lives of those around him.

www.realproducersmag.com • 47

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cover story Written by Zach Cohen Photography By Scott Peek Photography

50 • May 2019

DFW LEGACY REAL ESTATE GROUP ROOTS RUN DEEP

“Since I was a little girl, I wanted to be a broker to follow my mom’s ethics and legacy,” Lori Jacobson begins. Here in 2019, her dream is a living, breathing reality.

www.realproducersmag.com • 51

52 • May 2019

After founding DFW Legacy Real Estate Group in 2014, Lori has grown the team to 23 agents. She intends to keep the boutique nature of her brokerage, while continuing to expand throughout the Dallas-Fort Worth area.

Real Estate Roots Run Deep “I grew up in real estate,” Lori says. “My mom was a top agent in San Antonio.”

Lori’s mother, Mary Wright, was actually her grandmother. With Lori’s birth mother unable to care for her, Mary took her home from the hospital.

“She was a top agent-- worked seven days a week,” Lori recalls. “So I grew up in the office, showing houses every day. [Real estate] is in my blood.”

As an adult, Lori was naturally drawn to the excitement of the business. She developed a passion for homes, design, and the ever-changing real estate industry. In 2007, Lori found herself working as an assistant to her mother. She had taken all of the real estate classes but was not yet a licensed agent.

“In June 2007, she unexpectedly passed away,” Lori recalls mournfully. “We had a million-dollar deal, closing three or four days after she passed. Her office would not let me get the commission, if I wasn’t licensed.” So a few days after her mother passed away, Lori took her real estate exam -- and passed.

“Somehow, I passed it,” Lori says with a laugh.

Lori would go on to take over Mary’s client base and run her real estate business out of San Antonio for the next year and a half.

Beginning Again When Lori and her husband, Chad, relocated to Roanoke in 2008, she was left to start her real estate business from scratch. While Chad grew up in the Dallas area, Lori didn’t have any sphere of influence locally. Or as she said bluntly, “I didn’t know a single soul.”

“I went through some bad times,” Lori reflects. “I left a business that was handed to me and didn’t know anyone here.”

In 2011, she decided to dive back into real estate. It took her a few years to find her way, but Lori was always meant to excel in the business she was raised to love.

“Since I was a little girl, I wanted to be a broker-- to follow my mom’s ethics and legacy. So, I went out on my own and opened a small office, just me. In 2014, I rented an office and started a team. I started DFW Legacy Real Estate Group in 2014 and got my broker’s license in 2017.”

Today, DFW Legacy Real Estate Group has grown to 23 agents. Lori still sells about $30 million per year, personally, alongside leading the group and managing agents.

“I believe in investing in my agents and love seeing them grow. At our agency, we reward our agents for production and incentivize them to meet productivity goals.

From yearly trips, to sporting events, and other things, the better they are, the better we are as an agency.”

Built on Values “Before we talk houses, we get into who the clients are-meet their families. We’re building a relationship first, before we start looking for homes. I remember my mom -- all of her clients she would become best friends with.

It wasn’t a job for her. She loved it. She was hosting happy hours at the office, a mentor to everyone. That’s what I’ve copied. Our small boutique brokerage, we are like family.”

Lori is most grateful for the relationships she’s established in the industry and the opportunity to help other agents grow. She keeps herself heavily involved in the community and spends much of her time with her family and four children, who are now 19, 15, 9, and 8. Lori’s oldest, Addison, is currently attending Texas Tech. She intends to get licensed and join Lori in real estate once she graduates.

Lori enjoys live music and shopping at her favorite boutique stores to fulfill her love for fashion. She has always had a dream to broaden her love of real estate and be a female custom home builder. She has started by currently building her own home. She’s also excited to announce she was accepted to be on Season 3 of The American Dream television show.

In the end, it all comes back to relationships for Lori.

Lori went inactive in real estate for a handful of years, instead focusing on interior design and raising her young children.

“You walk in as a client and leave as a friend.”

www.realproducersmag.com • 53

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NORTH DFW REAL PRODUCERS

PARTNER EVENTS CALENDAR M AY 2 0 1 9

Event Name: CE Bundle Event Host: Nations Warranty Date/Time: May 2nd, 10am-1pm Location: 2150 S. Central Expressway #310 McKinney, TX 75070 Info: Lunch and raffles provided. RSVP to kamry@home-warranty.com or (972) 965-1885

Event Name: Latin Style Happy Hour Host: Legacy Group - Service First Mortgage Date/Time: May 3rd, 4-7pm Location: 6800 Weiskopf Avenue | Suite 200. McKinney, TX 75070 Info: Come and experience with us a Happy Hour in Latin Style, while you get to enjoy amazing company and really good margaritas. AY AY AY, ARRIBA!

Event Name: How to Break into and Dominate Selling High-End Homes with Luxury Listing Specialist Michael LaFido Host: Lawyers Title Date/Time: May 10th, 9am-12pm Location: Angelika Film Center –7205 Bishop Road Plano, Texas 75024

Event Name: CCAR 2nd Annual Pet Expo Host: CCAR Date/Time: May 11th, 10am-2pm Location: CCAR Parking Lot-- 6821 Coit Road, Plano Cost: Free Info: Bring your furry family members to enjoy food, games, microchipping, immunizations, and shopping. Don’t have a furry family member? No problem! Adoptable pets will be ready for you.

Event Name: CCAR Spring Golf Tournament Host: CCAR Date/Time: May 21st- Registration: 7am Shotgun Start: 8:30am Location: Heritage Ranch Golf Course - 465 Scenic Ranch Circle, Fairview Cost: $150 Info: Your entry fee includes: participation in the golf tournament, TREPAC investment, breakfast, Awards Lunch, two-forone coupon for your next visit to Heritage Ranch, and 20% off a same-day purchase in the Pro Shop. We’ve kept the cost of participation low, so the additional money you spend at the tournament will go towards your TREPAC investment. TREPAC investment opportunities during the tournament include: putting contest, purchase of mulligans, and auction.

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Event Name: How to Become the Digital Mayor within Your Community & Your Business.

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www.realproducersmag.com • 57

FAQ

ABOUT THIS MAGAZINE Real Producers magazine started in Indianapolis in 2015 and is now in over 80 markets across the nation and spreading rapidly. North DFW Real Producers launched August 2018.

Name a large city and we are there or will be soon!

In every market, we take the Top 500 agents, based off of the MLS production, and we build an exclusive magazine around those agents. We share their stories, successes, market trends, upcoming events — really, anything that will connect, inform and inspire, we put in the monthly publication.

We strive to inform and inspire the top producing real estate agents in the local market and connect them socially. The secondary focus is to provide an avenue for our affiliate partners to create relationships with these top performers on a level that they might not be able to achieve on their own.

tors. We will consider anyone brought to our attention who is in the Top 500 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 northdfw@realproducersmag.com with the subject line, “Nomination: (Name of Nominee).” Please 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, etc. 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 to write the article and for our photographers to schedule a photo shoot.

Q: WHAT DOES IT COST A REALTOR/TEAM TO BE FEATURED?

Q: WHO RECEIVES NORTH DFW REAL PRODUCERS MAGAZINE?

A: The top 500 agents in North Dallas/Fort Worth. We pull the MLS numbers (by volume) from in the North DFW area: Collin County, Denton County and a few other locations in Dallas County that are North of I-635. Approximately 20,000 agents are licensed in this territory. We cut the list off at #500, and the distribution was born. The 2018 Top 500 cut off is $8.5 million. The list will reset at the end of every year and will continue to update annually.

Q: WHAT ABOUT THE DALLAS AND FORT WORTH TERRITORIES?

A: In 2019 Dallas Real Producers (Dallas County South of 635 — including Rockwall County) and Fort Worth Real Producers (Tarrant County) will launch. Yes, Real Producers will cover the entire Metroplex!

A: Zero, zilch, zippo, nada, nil. It costs nothing, my friends, so nominate away! We are not a pay-to-play model. We share real stories of real producers.

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 the top agents 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: WHAT IS THE PROCESS FOR BEING FEATURED IN THIS MAGAZINE?

Q: HOW CAN I RECOMMEND A PREFERRED PARTNER?

A: It’s really simple — every feature you see has first been nominated. You can nominate other realtors, affiliates, brokers, owners, or even yourself! Office leaders can also nominate real-

A: If you know and want to recommend a local business that works with top realtors, please email us to let us know at: northdfw@realproducersmag.com.

58 • May 2019

www.realproducersmag.com • 59

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