North DFW Real Producers - April 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

JAY MARKS Spirit of Service

RISING STAR KAITLIN LOVERN MAKING A DIFFERENCE CHRIS OHLIG PARTNER SPOTLIGHTS LINCOLN WEALTH DIGG FOUNDATION Photo by Your Candid Memories Photography

APRIL 2019

2 • April 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 07

Index Index of of Trusted Trusted Partners Partners

06 12

Making Index ofa Difference: Trusted Partners Chris Ohlig

Publisher’s Meet The Team Note

Publisher’s Note

10 19

20

Partner Spotlight: Lincoln Wealth

24

28

CCAR: In The Know

Rising Star: Kaitlin Lovern

20 33

Rising Question Star - of Sakina the Ismaelbay Month

36 16

40 24

44 24

NORTH DFW

Tips Real From Producers the Top Logos

Sponsor Partner Spotlight Spotlight:Photography DIGG Foundation

By Spross Repair

4 • April 2019

REAL PRODUCERS

09

®

TOP 500

Cover FAQ About Story: JayThis Marks Magazine Real Estate

Partner FAQ Events About Calendar This Magazine

SE corner of Crenshaw & Hwy.

Wylie/St. Paul, just 9 miles E. of IH-75 & Parker Road Homes from $290K - $800K

Homes from $200K - $300s

I-H 20 & FM 741 Home prices from $200K - $300s

Highland Homes | HistoryMaker Homes | Impression Homes Lennar | Mercury Custom Homes | Pulte Homes | Shaddock Homes

www.realproducersmag.com • 5

PREFERRED PARTNERS

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6 • April 2019

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MOVING SERVICES All My Sons Moving & Storage (561) 578-3800 allmysons.com Element Moving and Storage (972) 805-0988 elementmoving.com

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Firehouse Movers Inc (972) 412-6033 firehousemovers.com

TITLE COMPANY Boston National Title of Texas (972) 584-9660 bostonnationaltitle.com

Stonebriar Moving Services (469) 734-9000 stonebriarmoving.com

Fair Texas Title (602) 421-6417 fairtexastitle.com

PHOTOGRAPHY Scott Peek Photography Scott Peek (469) 587-2300 scottpeekphotography.com

Kensington Vanguard National Title of TX (214) 529-3840 kv-lonestar.com

Lawyers Title (469) 247-8281 dfw.ltic.com

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VIDEOGRAPHY / PHOTOGRAPHY Joseph Domingeaux Photo / Video Joseph Domingeaux (214) 901-0065

Petty Films Gary Petty (817) 271-1256 pettyfilms.com

MEET THE NORTH DFW REAL PRODUCERS TEAM

Jordan Espeseth

Missy Kremer

Tiffany Haynes

Zach Cohen

Dave Danielson

Publisher

Editor

Content Coordinator/ Assistant

Writer

Writer

Gary Petty

Joseph Dominguez

Bill Brock

Scott Peek

Hope Harrison

Videographer/Writer

Videographer

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 • 7

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publisher’s note

ADVERSITY Adversity: a state or instance of serious or continued difficulty or misfortune.

I

am not going to lie: for most of my life, I HATED this word.

Just ask my dad. I grew up in Thief River Falls, MN — home of Arctic Cat. My dad was very influential in getting Arctic Cat back on its feet when they went bankrupt in 1981. Arctic Cat was an integral part of his life. In fact, my dad grew up racing snowmobiles on ice oval tracks — like Nascar for snowmobiles! He was pretty dang good, too.

Naturally, my dad bred his three boys to be snowmobile racers as well. I started around age four and retired at age seventeen. I was a semi-pro on the National Snocross Circuit my last year of racing.

Snocross is essentially Motocross on snowmobiles. Yes, growing up I spent most of my time jumping 450lb. snowmobiles, 20ft. high, and 100ft. in distance. Standard stuff. By the way, it should be illegal for a 120lb., 14-year-old kid to be racing a 180-horsepower snowmobile.

I always had the same response: “Whatever, Dad. You don’t even know what it was like out there.” I used to be a little sassy. But, in hindsight, he was right. Yes, Dad. I am admitting that you were right!

I know he has a smirk on his face as he reads this.

Real Estate is changing rapidly. The things that worked five years ago don’t work as well now, and what we do now won’t work as well in the next few years. It is going to be challenging. It always will be.

But just remember the wise words of my father: “Everyone is dealing with the same stuff you are.”

So, I ask you—how well do you deal with adversity, and are you willing to adapt to the changes that are coming? I hope so. If not, maybe it’s time to get off the track.

See you in the next issue, y’all!.

My dad was my mechanic, boss, and coach. His FAVORITE thing to say to me was: “Jordy...adversity.” After many of my races that didn’t go as planned, I would come back to our race trailer in a not-so-great mood, telling my dad a whole list of excuses as to what went wrong.

“I got roosted, and I couldn’t see! My goggles were fogging up! It’s too freaking cold! Make my sled faster!” And every time my dad would sit down next to me and say, “Jordy...adversity. Everyone is dealing with the same stuff you are. It is up to you to adapt in the face of those challenges and find a way to make it happen. If not, maybe you should get off the track.”

JORDAN ESPESETH Publisher of North DFW Real Producers

jordan.espeseth@realproducersmag. com

www.realproducersmag.com • 9

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10 • April 2019

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making a difference Written by Zach Cohen Photography By Hope Harrison Artist

12 • April 2019

It all started with Chris and a few friends making some sandwiches. They were, as Chris says, “just making some food for people.” It was that simple.

Chris and his friends would gather supplies, make sandwiches, and deliver them to local distribution organizations that helped those in need. Once a week they would gather — first only a handful of people, then a dozen, and then even more. Organically, it kept on growing.

And now, the first Saturday of every month, Chris’ non-profit, Volunteer North Dallas, meets as a group of 400– 500 participants to make food for the homeless and those in need. That’s not a typo — 400–500 volunteers. “We make ten to fifteen thousand sandwiches in an hour,” Chris says. “We collect a lot of other stuff and donate to the organizations in the area.”

OHLIG Volunteer North Dallas: Cutting the Red Tape “Our goal is to inspire people to make a difference in a way that doesn’t have to be complicated.”

“We realized we can’t help everybody, but we can do something to help them in whatever situation they are in.”

Chris has eliminated the “red tape” associated with volunteering for other organizations: forms to fill out, background checks, interviews, and acceptance processes. With a simple goal, and the desire to be of service, Volunteer North Dallas just keeps on growing — and keeps on giving.

Launching a New Way of Thinking Chris and his wife, Krysten, started Volunteer North Dallas the same year he opened his brokerage, Ohlig Group Realty.

“What we realized was that we had a lot of people calling for real estate help that were being displaced,” Chris reflects. “In a good economy, home prices go up. And when home prices go up, property taxes go up. People on a fixed income can’t afford the property tax and can’t afford a replacement home. We see normal everyday people that become homeless.”

www.realproducersmag.com • 13

Living an Artful Life “I like weird art,” Chris says. “Well, maybe not weird… yes, weird art,” he confirms. “Colorful, graffiti, urban. Our office has a lot of urban art, graffiti, bright colors, strange characters.”

The inspiration to start a non-profit came from his work in real estate.

With a passion and clear vision, it has grown far beyond his expectations.

Recently, Chris and Krysten started a second non-profit that aims to help gambling addicts.

“It’s just people helping people,” Chris says.

Chris designed the office himself, and the art that is hanging on the walls is sourced from local artists and friends. “When they have exhibitions or galleries I attend, they’ll usually give me one of the top pieces to hang at our office. They know a lot of people will see it. There was a time we staged our properties with art from my friends,” Chris says.

In supporting the local art community, Chris has found not only another way to stoke his own passion, but also a way to stay connected with the community he is so deeply ingrained in.

Ohlig Group Realty A Dallas native, Chris has always had a passion for two things: art and real estate. Prior to college, he dreamed of becoming an architect, combining his passions into the perfect career. But as for so many people, his path wasn’t so simple or clear-cut. Chris discovered that architecture was a long path with a lower reward and decided to devote himself to real estate.

“I transitioned to the finance side of real estate and eventually found myself selling real estate,” Chris explains.

After a number of years selling real estate in sunny San Diego, Chris returned to his home in Texas to relaunch his real estate career closer to family and friends. “In 2008, the market totally crashed. A lot of investors I was working with started buying in Texas. I saw a good opportunity to move back home.”

By 2014, Chris had launched Ohlig Group Realty. Through his real estate journey, Chris has maintained his love for art.

14 • April 2019

“A lot of businesses and buildings are opening up their walls, on the side, to allow people to paint murals. The graffiti art here is growing.”

When Chris and Krysten travel, they make a point to buy original art from locals in the places they go. Everything in their home is hand painted or handcrafted — no prints or duplicates.

In 2018, Chris was blessed with his first son, Wyland, who’s now approaching his first birthday. “It’s totally crazy,” Chris laughs. “Growing up, you always hear about the difficulties and the fun of being a parent. I can describe it like playing in a Super Bowl. You give everything you got, and at the end of it look around and say, ‘Wow this is amazing.’ It’s exhausting but amazing.”

“I’m most grateful for my family, what they’ve taught me and offered me, with support.”

Chris’ mom works in the real estate office, and his dad supports the business doing remodeling. “From the beginning, they’ve always supported my

decisions,” Chris adds. “Still married and happy, they’ve shown me what true love can look like after 40 years, and that is inspiring.”

Built on Integrity In real estate, the community, and with his family, Chris is the same generous, honest person. His value for integrity is what carries him through everything he does—it’s his foundation. With the willingness to look at his own inner processes with honesty, the rest seems to unfold organically.

“The most important thing I’ve learned is this: be honest. Be honest with yourself, and be honest with your clients. I never talk about numbers. No one cares. People want to know who you are.”

This is who Chris Ohlig is.

For more information on Volunteer North Dallas and the non-profit Chris Ohlig is involved with, visit www.volunteernorthdallas.org.

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18 • April 2019

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

North DFW Real Producers Top 500 Logo This logo is ONLY 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.

®

TOP 500

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

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 • 19

partner spotlight Written by Zach Cohen Photography by Scott Peek Photography

Dedicated to Assisting Real Producers—Retire Rich!

LINCOLN WEALTH –

20 • April 2019

“We actually have the easiest jobs in the world,” John continues.

“Once we get past, ‘Oh, we have an advisor,’ and, ‘Yep, I got that handled.’ Why? Because everyone has the same needs, and everyone makes the same old mistakes, even with a ‘trusted’ advisor who isn’t managing their money at all, and many still suffer loss like in October to December 2018, needlessly.”

Incorporating Leverage = Turbo Charge Your Wealth “For Real Producers, we have one serious 2019 ‘no brainer’ — incorporating leverage to accelerate their accumulation of wealth,” John explains.

John reminds us of the importance of leverage that Real Producers understand best. One would rarely use cash to purchase a $1 million dream home. Instead, leverage is utilized or, as John says coyly, OPM (other people’s money).

“Here’s an example: Say you put in $500,000 ($100,000 over the next five years). Then, we match that with $1,500,000 OPM. The result is more money to protect your lifestyle today, more protection for your business and family if something happens, and more assets to retire rich. And what if that was tax-free?” John asks.

“We are financial educators. We do not sell anything,” John Labunski, Senior Managing Partner of Lincoln Wealth, begins. For over 18 years, John has been dedicated to assisting seniors, local families, and Real Producers by protecting their families, lifestyles, and assets to “retire rich.”

And at the end of five years? John suggests, “You do it again.

This is fast-changing the future of Financial Planning for highincome earners.”

Bottom line, most people do not have advisors. Instead, they have a broker and a CPA. Brokers sell stocks, bonds, and mutual funds—not plan or manage assets. CPAs are akin to historians.

They look back and tell clients how much tax to pay. They do not call and advise of a market crash.

www.realproducersmag.com • 21

“We do!” John exclaims.

Calling Dallas Home John moved to Plano in 1989 and, “North Texas is home. I love the people, our church, and our kids and seven grandkids also live close in Dallas and Celina. My beautiful wife, Dena, is a Pilates Expert at BodyBar Fitness (Park and Preston), so we love living in Willow Bend Park close to our church and Lincoln Wealth HQ on Midway Road, just south of Park Blvd.”

During the early 2000s, he hosted radio shows on WBAP, KRLD, KAAM, and KLIF, offering financial education for seniors recovering from the 2000, 2001, and 2002 market crash. “That crash changed everything for everyone,” John recalls “and let’s not forget 2008!”

“In fact, I was on air on October 7, 2007, when every newspaper predicted the worst financial disaster since the Great Depression.

The message was simple...get out! So many Americans lost so much money needlessly, but we helped a large number who took action.”

Wake up, America. Brokers sell stocks and mutual funds; they are not paid to buy them back! In fact, how would a big box broker firm survive if everyone got out in 2008?

Lincoln Wealth is a dynamic team that emphasizes service to their incredible clients. “I am just the coach,” John says. “We have Chad Rose very intelligently heading our investment group.

Vina Lybbert as our senior office manager, working with and managing our clients’ process, and Paige Kirk as our receptionist and executive assistant, focused on client relationships, making all clients feel welcomed and part of our family.”

Since Lincoln Wealth is not advised by their broker/dealer what to sell and when, they are able to treat each client’s needs individually, to exceed their goals using the best tools available. And when things change, so does the strategy employed. “That’s the difference our clients will experience,” Chad explained.

“We chose to not charge for appointments because we did not want that to be an excuse for not getting educated. The best advice is education, and it’s the number one way to make better decisions.”

Chad Rose, MBA, CPFA, Investment Advisor Representative: Trusted Advisors “PG&E has been in the news a lot lately, being held liable for the wildfires that raged in California last year. On Monday, January 14, PG&E declared bankruptcy, and their stock price fell 50%. That same day, 14 of the top 18 Wall Street firms still had PG&E as a buy, telling their clients that it was still a great opportunity. If something that heavily in the news didn’t get their attention, how are they handling the rest of their investment portfolio? Broker/dealers are not in the business of making you money; broker/dealers are in the business of making broker/dealers money,” Chad says.

22 • April 2019

Chad echoes John’s sentiment that brokers sell stocks; they are not paid to put financial plans together. His recommendation would be to ditch the broker model and invest in a true advisor with a fiduciary responsibility to protect you.

“True advisors plan your investments based on your specific needs and goals, not ours,” Chad says.

Vina Lybbert, Office Manager: Managing Success “As the office manager, I am also the complaint department. One of the many differences I’ve noticed over time is that our clients do not call to complain. When John directs our team and says, ‘Our success is based on the success of our clients,’ he truly means it. Our clients know their accounts with us are managed.

They know we see them as individuals and that we care. No matter your net worth, you’ll know when you walk through our doors that you matter to us and that your individual success matters. I introduced my own parents and grandparents to John because I knew the ‘advisor’ they’ve had for 20 years wasn’t managing their money or planning for their success. They were just another account number to him. To John, they are people with goals, needs, and families. I’m honored to be a part of this team and truly love working with our clients. You cannot help but notice the difference when you walk in.”

So how can one benefit from the services John and his team are able to offer?

“We want to get to know Real Producers. There’s a myriad of ways that we can help them. We just want 15 minutes of their time to discuss how. Please call, come in, and see the difference— then decide.”

www.realproducersmag.com • 23

ccar: in the know

By Bri Westbury, Content Specialist

The

Cat

is out of the Bag:

Texas is a Wonderful Place to Call Home Texans know North DFW is a wonderful place to call home, and recent stats indicate those relocating internationally do, too.

Texas Realtors analyzed data from April 2017 to March 2018 and published their findings in the Texas International Homebuyers Report for 2018. The report shows that international homebuyers added a whopping 10.89 billion dollars to the Texas economy.

Additionally, international buyers purchased 266,800 homes nationwide from April 2017 to March 2018. 24,012 of those homes were located in Texas, ranking Texas as the third most popular state for international homebuyers. Closer to home, the Dallas/ Fort Worth metropolitan statistical area was eighth most popular among homebuyers nationwide.

The data is undeniable: international buyers are buying homes in Texas and represent an attractive demographic for real estate 24 • April 2019

professionals. With the amount of international interest in North DFW, the Collin County Association of Realtors (CCAR) has taken action to both promote Collin County at international market events such as MIPIM, as well as foster, engage and embrace the growing diversity of its members and those its members serve.

In response and celebration of growing diversity, CCAR formed the Global Diversity Committee. The goal of the Global Diversity Committee is to foster an inclusive, diverse environment where members can engage, learn, and embrace each other’s unique culture so they can better serve their real estate clients and communities.

Jamuna Thill, of eXp Realty North Texas, chairs CCAR’s Global Diversity Committee and spoke to us regarding real estate and working with international homebuyers.

Q: What does the growing international demographic mean for real estate agents practically?

Thill: You do not have to learn a new language to help international buyers, but it helps if you can understand what their criteria is and why. International clients consider factors like location, education, price, floorplans, directions, numerology, home upgrades, and typically avoid homes with foundation issues. Understanding their preferences and filtering homes you show can prevent headaches for everyone.

Q: Is international interest in Texas a fad or an ongoing trend?

Thill: International homebuyers relocating to Texas is not a fad and will continue as an ongoing trend. International homebuyers will continue to be attracted to Texas due to our location, climate, education, affordability, jobs, infrastructure and economy.

Q: How can agents attract international buyers?

Thill: International buyers are viewing homes over the internet, so understanding what to share in your property details verbiage is just as important as the photos and floor plan you display. Certifications, education, international and luxury designations can also attract international buyers.

On a personal level, attending events and festivals that promote cultural understanding is a fun and effective way to attract and

further your understanding of international clients. Additionally, we are fortunate to be in an area where many agents are from various parts of the world. This is an invaluable opportunity to learn from each other, form friendships, and maybe help with a referral or partner on a transaction.

Q: How can agents serve their international buyers well?

Thill: Real estate agents may experience international buyers that request reduced commissions, seem disloyal, or present low-ball offers that make us cringe. It is important to remember international buyers often come from parts of the world where negotiating and stretching their dollar is a way of life. While their requests may seem strange or illogical, our role is to help the consumer find what they want and protect them by using the right forms and treat them with the same respect as you would any other client.

At times, your client may need a professional tax consultant or attorney to assist with their real estate purchase. It is important real estate agents educate themselves in the various visas, programs and investments so that you know when to guide them to such professionals.

It is an exciting time to be a real estate agent in North DFW, and now, thanks to the international influx of homebuyers, you can visit other cultures right here at home. Until next time, Adios.

Allah hafiz.

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www.realproducersmag.com • 25

26 • April 2019

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www.realproducersmag.com • 27

rising star Written by Zach Cohen

Building a Family, Building a Business 28 • April 2019

Photo by Carol Riell

“I am very passionate about building a cohesive brand and having unwavering brand standards. I feel this sets the tone when I meet a prospective client. From my social media and website to my listing presentation and gratitude process, every single piece is intentional and has been well-thought out.”

2018 was Kaitlin’s best year yet. She was recognized as the #1 agent in her Century 21 office, achieved Centurion status within the company, and doubled her volume goals. As for 2019? Things are looking equally bright!

Getting Her Start Kaitlin got her start in real estate back in 2013 at the age of 24. She was managing a luxury jewelry store in Lubbock, Texas, but had her eye on a move to Dallas to be with her now-husband, Maxx.

It was a high school aptitude test that steered her toward a career in real estate. When she arrived in Dallas, she realized quickly there were a ton of real estate agents, and if she was going to stand out, she was going to need to be very strategic.

As Kaitlin explains, “In today’s day and age, everyone and their grandmother are on social media. I use my social media as if it was my storefront. This is someone’s first look into my business, and I want them to be WOWed. I want them to see that I pay close attention to every single detail. Every picture, every post, every video is unforgettable and delivered with a purpose.”

From day one, Kaitlin has also realized that the client experience cannot just be “mediocre.” It has to exceed the client’s expectations.

“I look at each transaction as a piece of work in my portfolio. It is a direct reflection of me and my brand, and it’s certainly not a time to cut corners.”

Kaitlin laughs, “My mother-in-law is visiting and staying in our spare bedroom right now without nightstands or lamps because I have a listing that needed to be staged. #priorities!”

“In a nutshell, the heart and soul of my business come down to being able to play an integral role in the milestone moment of each client’s home buying or selling experience. I don’t take these life-changing transitions lightly and truly treat each transaction as if it were my own. My goal is to always protect my clients’ best interests and to make a positive impact on their dreams and their future.”

Kaitlin’s real estate business was built with a solid foundation of responsiveness, attention to detail, consistency, and integrity.

“Even as a new mother, I pride myself on being responsive while maintaining a balance with my family life. I feel this all starts with setting proper expectations and managing my day (which starts at 4:50 a.m.) all while partnering with great vendors.”

Building a Family, Building a Business “I absolutely love being a mother, and it is one of the absolute greatest joys of my life.” Kaitlin and Maxx had their son, Lincoln, in August 2017. At the start of 2018, she was worried about how she would manage being a new mom with lofty business goals — but she kept her eyes on the prize and the results show.

www.realproducersmag.com • 29

Photo by Scott Peek Photography

“It’s tough,” Kaitlin continues. “It is so easy to get distracted; there is a lot of white noise in the industry. We’re getting pulled in so many directions, and technology is constantly evolving. You have to be willing to adapt and try new things. Each year I set new goals for myself, which usually means learning new habits or new systems, and I have found you just have to have a plan, keep your head down, and be persistent.”

Outside of work, Kaitlin and her husband spend time at church, with their family, and they love giving back. She also loves to play board games, read a good book, cuddle up and watch movies, and well, pretty much anything to do with her family. When

she needs a break from them and real estate, she loves a great podcast, working out at POD Sweat Society, and dinner with a precious friend.

“We are homebodies, avid sports fans, love to entertain, and live a pretty chill life. I also play tennis competitively.” Maxx works in commercial real estate, but as Kaitlin says, “We don’t talk much shop.”

“To me, success is simply living a life you love. I am blessed to be part of a career that I not only love but that makes my heart beat faster. I am so thankful I get to get up every day and do something that I’m passionate about.”

“I absolutely love being a mother, and it is one of the absolute greatest joys of my life.”

30 • April 2019

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question of the month

What does your typical morning look like?

“My mornings actually begin the evening before, when I review my task list for the coming day. I can slot in the calls I can accomplish on the drive to work. The morning in the office begins with a team meeting and schedule update for the day.

We do a round-table so each team member can air what is important to them. I have a wonderful team, and we foster an environment of continuous improvement and personal responsibility. Responsibilities are delegated so each team member has control over achieving the best end-result. My “Do Not Disturb” time begins after the meeting so I can attend to client calls and scheduled closings or listing presentations.”

–JANE CLARK, KELLER WILLIAMS

them. I am then ready to show clients homes, take them pop-bys, or educational classes. I am only as good as what I know.”

–KIM ELMER, MONUMENT REALTY

“Mornings are special in our family! Real estate has afforded me more control over my time, and I’ve tried to utilize that freedom to be with my wife and four children as much as I can. With two of our children being in school only two days a week, we are afforded the privilege of not having to rush out of the house most days. Instead of jumping into the grind of real estate early every morning, my family gets that time and I haven’t regretted it for one second.”

– JT HARDCASTLE, THE REAL ESTATE PROJECT

“Morning is the most peaceful time of day for me.

I wake up very early, typically 5:30 a.m., grab a coffee, sit on the couch with my dogs, and enjoy the silence. Not checking email, not having the phone ringing and text messages going off — it’s the perfect way for me to exhale and start the day off with a clear head, ready to take on the wild world of real estate!”

–BRIGITTE ROBERTSON, COLDWELL BANKER APEX

“My typical morning is brush teeth (very important!), get my workout in (sometimes outside or upstairs in our gym). Then work starts... making calls (checking in with new prospective clients and then following up with existing clients). I am continually updating my CRM to make notes and set reminders, so no one falls through the cracks.

I am on MLS checking out new listings, promoting my listings by reverse prospecting and marketing

“I’ll chalk this up to my age and/or the body not needing as much sleep these days, rather than being very disciplined, which I’d prefer to call it.

On weekdays, I typically start looking at the clock around 4 a.m. and am up by 5 a.m. feeding our three dogs, taking them on a short walk, dedicating a few minutes to reading/gratitude/prayer, and hitting the gym at 6 a.m. Home by 7:30 a.m. for a healthy breakfast, walking dogs more, reading a little more, and out the door at 8:30 a.m. for our office where I begin writing notes, making calls, catching up on emails, meeting with teammates, and working “on” the business before working “in” the business by lunchtime and afternoons/ evenings. Weekend mornings look pretty similar, except I allow a slightly more relaxed schedule, including church at Hope Fellowship in Frisco with the family on Sunday mornings.”

–JD TOMLIN, EXP REALTY www.realproducersmag.com • 33

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DIGG FOUNDATION REPAIR Delivering True Structural Integrity partner spotlight Written by Zach Cohen Photography by Hope Harrison Artist

36 • April 2019

S

cott Winn has made a career out of helping people and organizations solve their foundational issues to create success. As founder and owner of Digg Foundation Repair, he brings home a rare brand of analytical know-how, education, integrity, and customer service for people throughout the region.

Looking at the Numbers Scott began a long career in the newspaper industry, mixing his analytical and creative abilities as a database marketing analyst, developer, general manager, and executive director — assisting national and local businesses across the nation as they optimized their business plans. At the same time, he always had a love for helping others — dedicating significant time over the years to voluntarily building homes around the country as a part of Habitat for Humanity.

Several years ago, Scott retired from the newspaper industry and immediately dedicated himself to the home improvement industry.

As he says, “I knew I wanted to get involved with home improvement — I love fixing up houses and helping others, and it starts with the structural foundation.”

Solving Issues from the Bottom Up By 2014, Scott had gained significant engineering experience and had formed Digg Foundation Repair.

It’s more than a career—it’s his passion. Just like during his prior work as a statistical analyst, Scott applies his expertise in helping people to literally get to the bottom of their issues. “I’m a root cause analyst by nature,” he explains. “I love real estate, houses, and helping people.”

As he explains, a primary cause of foundation repair issues in the Dallas/Fort Worth area is the landscape itself. “We have an expansive soil type here in the DFW area. If you go west of Fort Worth, the soil completely changes,” Scott points out. “It swells and shrinks with rainfall, can rise like a loaf of bread, or shrink like a dry sponge. And if soil does that under your concrete structures, the movement will cause cracking, and eventually, that slab will break.”

www.realproducersmag.com • 37

With that in mind, Scott offers free evaluations and inspections to support the real estate community, giving sellers peace of mind their foundation is sound, so they can remodel and sell their home. They provide an honest and fair repair quote, if necessary.

When rainfall and the local soil mix, issues happen. “Common advice in this area is a reminder for people to water the soil around their foundations. But most people don’t understand what it means or why they’re doing it, and fail to prevent foundational movement,” Scott explains. “About 80% of the foundation issues we have in this area are due to water getting under the foundation. Preventing this from happening is possible and should be the number one priority in property maintenance. Once a homeowner understands prevention is possible, I can focus them on the 3’ x 3’ block of soil around the home and how to prevent water creep under the structure.

The earlier a homeowner learns this, the better. Don’t let the block of soil get too wet, too dry, and don’t let the weather destroy the top. Educating new homeowners or folks from out-ofstate gives them peace of mind.”

Putting Answers in Place When homeowners start to see issues like cracking, or doors sticking, there are answers that Scott can put in place. “One of the things we can do is install piers beneath the home,” he says. “We press or drill steel or concrete piers into the ground so we can lift the house off the piers and put the homes framing back into alignment.

That stabilizes the structure, allowing 38 • April 2019

the owner to repair any cosmetic damage like flooring or painting.”

A Free Look with Honesty and Integrity One aspect of his business Scott takes extreme pride in is the reputation Digg Foundation Repair has for honesty and integrity. “If you see cracking, it’s a sign you’re getting some movement,” he says.

“Call us out, and we can educate your clients about how to stop it. In most cases, adding soil or fixing gutters solves the problem. Just because you see some cracking doesn’t automatically mean you need foundation repair.”

“Before you go to market with a property, call me and get it inspected for free,” he offers. “If you have a buyer and property under contract, call during their option period for free as well.

Buyers not under contract are charged $100 for inspections. In DFW, realtors should always get an inspection, and when you find great evaluators, you keep them on file. I look at it like getting a doctor’s checkup. We all want to hear healthy, but if there is a problem, we want an early diagnosis. We are typically out to take a look within 24 to 72 hours.”

Away from work, Scott and his wife, Alina, stay busy with their kids’ activities, sports, school, and church. With a passion for helping people, Scott works to support homes for families throughout the region. As Scott says, “It makes me feel really good when people refer their parents and grandparents and say, ‘I want to call this guy. I like his integrity.’ For me, that trust is the most important thing.”

For more information, contact Digg Foundation Repair today!

Call 214-307-4060, or Email Scott@diggfoundationrepair.com

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 www.realproducersmag.com • 39

JAY

MARKS REAL ESTATE Spirit of Service. Community Partner.

40 • April 2019

cover story Written by Dave Danielson

Jay with Chef Francisco Russo at Mio Nonno Trattoria in Lakeside DFW, one of Jay’s featured Foodie Friday DFW restaurants.

Jay Marks served his country. Now after 25 years in real estate, and as head of Jay Marks Real Estate, Jay and his dynamic team carry this same spirit of committed service throughout the region to earn a reputation as a true community partner.

Duty Calls Growing up in Ponca City, Oklahoma, Jay was raised with a strong foundation in delivering service.

“My family owned gas stations, and we delivered oil and gas to businesses and farmers in the county.” Jay’s dad taught the importance of delivering the best service to the customers no matter what the task was. Whether it was cleaning a windshield or loading a truck, the job was to be done with a great attitude and executed perfectly.

“My dad taught me to always look for something else that could be done for the customer,” Jay recalled.

At 17, he joined the Army and became a Paratrooper. His first assignment was in the famous 82nd Airborne Division. Over the next 10 years, he served his country, which included a year in Korea.

After a few years in the Army, he began to look to the future. While stationed at Fort Sill in Oklahoma, Jay decided to become an air traffic controller. As he prepared for school and looked for a job, he saw an opportunity to help in real estate.

“I saw some homes for sale that weren’t being cared for very well. So I created a proposal to mow yards, to paint houses, to clean them up, and to be a handyman.”

He gave a real estate company his formal pitch.

“When I finished, the broker I presented to handed me a book and said, ‘That was the best presentation on mowing yards I’ve ever seen. You need to read this.’ It was a book on becoming a real estate agent.”

www.realproducersmag.com • 41

From Left to Right: Nina Boyd, Kari Lambert, Stacy Marks, Jonathan Douglass, Jay Marks, Leslie Maddie, Kiana Villegas, Paula Pokorney (Not Pictured: Sandy Krystosik)

The book resonated with Jay. So, he got his license in October of 1993 and worked part-time in real estate while he finished out his military commitment.

“I was only able to work from 5 to 8 p.m. Monday through Friday, then all day Saturday, and then I took Sunday off,” he explains. “I did that for just under two years.”

It was 1995. After 10 years in the Army, Jay had moved into real estate full-time.

“It was tough. I didn’t even have money for a cell phone,” he says.

“At that same time, computers were just becoming more involved.

I still remember a meeting when we talked about the idea of putting houses for sale on the Internet.”

Soon after moving into real estate full-time, Jay attended a pivotal Mike Ferry training session in Fort Worth.

“As I drove there from Oklahoma, I realized how incredible the DFW real estate market was,” he explains. “So, I moved. And I’ve been selling real estate here ever since.”

“

Over the course of his career, Jay spent 15 years with RE/MAX and another five years at Keller Williams.

“Then, three years ago, I had an opportunity to open my own firm, with my own vision and my own goals,” he says.

Jay Marks Real Estate was born in January 2016.

Service as a Team Sport Jay’s passion for his team’s work is clear. Today, Jay Marks Real Estate has two offices, including the original Flower Mound location and now one in Midlothian. The team has five agents in production, including Jay, plus four other team members.

The word “team” means a lot at Jay Marks Real Estate. And a big reminder of that begins each week.

“We have Monday morning meetings where we shut everything down for a couple of hours. We have special training, talk about our challenges and opportunities, and then have our collaboration meeting. We go over all the files, what we’re working on, what kind of opportunities we have,” he says. “It’s like when everyone leaves a football huddle. We talk, take the line, move forward, and run a play. Our collaboration as a team is incredibly strong.”

“If we don’t have the answer, we find it,” he says. “Success is doing what I say I’m going to do and delivering results.”

42 • April 2019

Fulfilling the Mission Jay is joined at the firm by his wife, Stacy, who serves as Office Administrator. Together, they have six children and six grandchildren, with one more on the way.

However, Stacy is not the only “family” Jay works with. The whole team functions as a family—individuals who maintain a laser focus on their service mission. Their team motto is to “work really hard and have a lot of fun along the way.”

“I notice in the industry now that real estate agents are getting distracted by shiny objects and the latest software, gadgets, and gimmicks. These distractions claim to take the place of good oldfashioned hard work and one mastering their craft.” The public deserves a highly proficient real estate professional who’s wellversed in real estate contracts, the law, the market, and how to deliver results,” Jay urges. “There’s always someone who wants to do business. And it’s my inherent responsibility to find them and introduce opportunities for them to buy and sell homes.”

Part of that service mission also includes being a true community partner. There are lots of ways Jay has allowed his business to do that through Chamber of Commerce partnerships, supporting local events, and more. But most notably, perhaps, are his Foodie Friday DFW and Denton County Giving Video Series which highlights local restaurants and non-profits as a way of giving back to other local business owners and leaders of non-profits.

As Jay says, “We not only want to sell clients a house, but we want to tell them about a doughnut shop, we want to talk with them about a tailor down the street, and we want to tell them about a guy who is a wonderful painter. We aren’t just real estate agents; we’re a community partner for everyone we come in contact with.”

It’s about creating real success.

“If we don’t have the answer, we find it,” he says. “Success is doing what I say I’m going to do and delivering results.”

Jay reflected on an experience with a client he worked with for 12 years. After helping them with a string of rentals, the family overcame financial challenges, got a mortgage, and Jay helped them into their first home.

And that’s what a life of service is all about.

“There wasn’t a dry eye in the room on closing day—including mine,” he smiles. “I want to be remembered as a businessman who could make anything happen, who truly lived to make a difference in people’s lives, and who sold a lot of real estate. At the end of the day, I’m able to lay my head down on my pillow, knowing we were able to make a difference.”

www.realproducersmag.com • 43

NORTH DFW REAL PRODUCERS

PARTNER EVENTS CALENDAR APRIL 2019

Event Name: Technology Host: Mastermind DFW Date: April 3 from 8:30 a.m. to 11 a.m.

Location: 7950 Legacy Drive, 2nd floor Conference Room Plano, TX 75024 Topic: The technology game is changing in 2019. What are the latest trends to be aware of? How can you leverage the latest technology to have a competitive edge and provide the best experience for your clients? Are your prepared for the changing tech market?

Event Name: Nails with Nations Host: Nations Home Warranty Date: April 3 from 10 a.m. to 11:30 a.m.

Location: Allen Nail Spa Details: Enjoy a pedicure while our guest speaker talks on real estate related topics. Limited seating. Must RSVP to kamry@home-warranty.com.

Event Name: Home Inspections 101 Host: Inspect360 Date: April 11 from 9:00 a.m. to 11 a.m.

Location: 1802 Industrial Blvd., Colleyville, TX 76034 Details: – What Every REALTOR Should Know – What an Inspection is and Is Not (the TREC Standards of Practice) – Types of Home Inspections – The TREC Inspection Report – TREC Course #36120 / $15 – 1 Hour CE Credit

Event Name: The 1% Date: April 19 – 20 from 9 a.m. to 5 p.m.

Location: The Sheraton, 1500 Convention Center Drive, Arlington, TX 44 • April 2019

Topic: Eric Thomas, one of the top motivational speakers in the world, delivers a customized message speaking directly to the challenges in the real estate industry.

Event Name: Vintage Games Host: CCAR Date: Thursday, April 25 at 6 p.m.

Location: Hyenas Comedy Nightclub, 1941 Preston Rd., Ste. 1030, Plano Cost: $200 (team of 6), $40 (individual player), or $35 (spectator) Info: Join us for an evening of fun as we play Family Feud, Minute to Win It, and The Dating Game! Dinner and drinks are included, and there will also be exciting TREPAC auction items to bid on. There will be rewards for game show winners and the most creative team costume.

To register: Contact Jessica Barker, CCAR GA Events/Meeting Coordinator, at jessica@ccar.netor 972-618-3800.

Event Name: Lights, Camera & Confidence Host: Inspect360 Date: April 25 from 9:00 a.m. to 11 a.m.

Location: 1802 Industrial Blvd., Colleyville, TX 76034 Details: Lesson #1: Get Started on Facebook LIVE and Recorded Videos – Get equipped on the basics of why and how to use Facebook and Instagram LIVE recorded videos to more powerfully connect with prospective clients.

– Develop confidence to start sharing valuable content in order to best to serve client’s need – Learn the basics of how to set up a Facebook LIVE broadcast (privacy settings and inviting), how to create a content outline and the best effective delivery methods – Establish the basic protocol of what to do during and after a LIVE broadcast – TREC Course #36123 / $15 – 1 Hour CE Credit

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46 • April 2019

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www.realproducersmag.com • 47

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.

48 • April 2019

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TX_North Dallas

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