NORTH DFW
C O N N E C T I N G .
E L E VAT I N G .
I N S P I R I N G .
Jeff
Cheney Fit for Frisco
Photography By Scott Peek Photography
DECEMBER 2019
2 • December 2019
www.realproducersmag.com • 3
TA BLE OF
CONTENTS 06
15
Index of Trusted Partners
Publisher’s Meet The Team Note
Publisher’s Note
20 18
20 27
28 10
Rising DynamStar -icSakina Duo: Ismaelbay Jennifer & Ashton Harris
Rising Question Star - of Sakina the Ismaelbay Month
Tips Rising From the Star: Top Jared Smith
24 37
40 16
24 47
Games: FAQ CrossAbout word This Magazine Puzzle
48 10
Tips Broker From Spotlight: the Top Repeat Realty
4 • December 2019
09 11
Sponsor Partner Spotlight Spotlight:Photography The By Mortgage Spross Nerd
58 Cover Story: Jeff Cheney
CCAR: FAQ In About The Know This Magazine
66 Coach’s Corner
www.realproducersmag.com • 5
PREFERRED PARTNERS
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from start to finish.
MEET THE
NORTH DFW REAL PRODUCERS TEAM
Jordan Espeseth Publisher
Geneva Eilertson Operations Manager
Missy Kremer Editor
Tiffany Haynes Ads Manager
Zach Cohen Writer
Dave Danielson Writer
Gary Petty Videographer
Scott Peek Photographer
Hope Harrison 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 • 11
MEET THE CO MM UNI T Y Check Out Some Of North DFW's Top 500 Producing Realtors
Nominate a top realtor you'd like to see featured by emailing jordan.espeseth@realproducersmag.com 12 • December 2019
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Successfully Navigating the
Holiday
Season
publisher’s note
If you were to rate yourself from 0-10 on how successfully you have navigated the Holiday Season in past years, what would you give yourself? It would be wise to evaluate five main areas of your life: Your Career, Your Health, Your Relationships, Your Time, and Your Money. What I am talking about here is how well do you go into the holiday season, and make it out on the other side, without your businesses taking a big dip, your button exploding off your jeans, your relationships deteriorating, and spending more time and money on things that don’t bring you joy? To be successful at this requires us to plan ahead. I am curious as to how many of you sit down and plan for the Holiday Season? One of the most successful Publishers in Real Producers said that each year he sits down for an entire week and meticulously plans out his entire year-- in all of those categories. He also has an elaborate rewards system in place for when he is on target with his goals and plans for the year. It’s impressive, and there is no doubt why he is successful in all areas of his life. So, we are nearing the end of 2019 and maybe you haven’t been super intentional in planning out those
areas of your life. That’s okay, but proactively, maybe we should take some time now to plan out how to make the most out of this joyous time of year. Holidays are about coming together with our friends and family, sharing stories, and making memories with the ones we love most in this world. Don’t we want to maximize that time to the absolute fullest, and be totally present? “Never ignore those who love you, care for you, and miss you, because one day you might wake up and realize you lost the moon while counting the stars.”-Unknown As high-level entrepreneurs, it can be easy for us to forget what is truly important. If you are reading this, do yourself, and your loved ones, a favor and take some time to be intentional this Holiday Season. All the best and Happy Holidays. See you all next year. Jordan Espeseth Publisher of North DFW Real Producers jordan.espeseth @realproducersmag.com
www.realproducersmag.com • 15
For a custom priced proposal and to book now call 469-587-2300
16 • December 2019
For upcoming events, and more information, check us out at:
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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.
“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
"Mastermind DFW events are nothing short of amazing! I have always learned something tremendously valuable to my day-to-day business. I have truly enjoyed every single event! Best of all, it is a wonderful chance to mingle with friends I never get to see!!" - Laura Barnett www.realproducersmag.com • 17
18 • December 2019
Jennifer & Ashton Mother Son Power Team
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dynamic duo Written By: Dave Danielson Photography By: Scott Peek Photography
When clients have a chance to work with Jennifer and Ashton Harris, it’s not a surprise when they come away feeling like they’re part of the family. That’s because Jennifer and Ashton form a mother/son team that is rooted in building uncommonly strong relationships with those they serve. Today, Jennifer and Ashton are REALTORS® and Partners of Harris Legacy Group with Coldwell Banker Apex. Getting Their Start Jennifer is celebrating 10 years as a REALTOR®, having gotten her start after a successful 20-year career in restaurant management with Chili’s, Rockfish, and Kenny’s Burger Joint. “Being the General Manager at a restaurant is a very physical job. I knew I couldn’t do that forever, even though I loved it,” Jennifer explains. “About 10 years ago, I had a conversation with a family member who was in real estate, who said I should look into it for myself.” Jennifer took a closer look and read the book Shift by Gary Keller. “That was it. I knew I could build my own business in Real Estate. It is similar to opening, managing, and growing restaurants like I had done in the past. Eight months after opening 20 • December 2019
Kenny’s Burger Joint in Frisco, and the business was profitable and running smoothly, I decided to go after real estate.” Jennifer got her license and started with Keller Williams in 2010. She joined Coldwell Banker two years ago. Ashton saw the passion his mother had for the business for several years while growing up. She encouraged him to consider real estate for himself, too. “I became a business major in college, and she had said she thought I would be a good fit for real estate. She opened my eyes up to the lifestyle and how good of a career it could be for me,” he recalls. While still in school, Ashton leased and managed apartments full-time. There was something about the work, and the interactions, that pulled him in. “I remember thinking, ‘I really do love this.’ I have a servant’s heart,” Ashton says. “My whole life, I’ve been a real
people pleaser. And that helped me when I was in property management. I loved taking care of people and solving their problems.” In fact, Ashton enjoyed property management so much, he thought about continuing on that track. Jennifer recruited him hard to join her. “I really felt I needed him on my team. I begged him, and he was the perfect fit for what I need,” she smiles. “Ashton and I both have servant hearts. What we do is truly about our clients. I knew that Ashton would be great as a REALTOR®. I knew it. I wouldn’t have asked him if I didn’t think we could do it together. As a mother/son team, we have that fine line between business and family, but he hit it out of the park right away. In fact, he’s been a Top Producer on his own.” After working as an Assistant and Transaction Coordinator during college, Ashton went full-time and started working with Jennifer two and a half years ago. Exceeding Needs One of the joys Jennifer has about the business is educating clients and going above and beyond. “The majority of our clients come through referrals. We don’t pay for advertising. We don’t farm a
That was it. I knew I could build my own business in Real Estate. It is similar to opening, managing, and growing restaurants like I had done in the past.
Ashton with wife, Bekah, and their five-month-old son, Asher
www.realproducersmag.com • 21
neighborhood or buy leads. We focus on every individual client that we have. At the same time, we strive to exceed their expectations. I love that we can stay a step ahead and keep their stress level down,” she says. “There’s so much gray area for our clients. They have to trust us. That’s what I love the most … respecting the trust they have and executing on it for them.” Ashton agrees. He takes a special level of satisfaction in grinding out the answers and solutions for their clients.
faith in being servants. We know our clients count on us. That’s our business model. Our belief is if we lose our attitude, we can lose our business.” Success for Jennifer and Ashton revolves around their family, including Ashton’s wife, Bekah, and their five-month-old son, Asher, along with Ashton’s brothers, including older brother, Chad, and his younger brother, Blake.
“It feels good to dig deep and generate those answers and help people,” he emphasizes. “My favorite thing is when we get through the process, we’re sitting at the closing table, and our clients say, ‘Wow, that wasn’t so bad.’”
Ashton was a competitive wrestler in high school and college. In his free time, he enjoys grappling and mixed martial arts with friends. He’s also involved in his church and enjoys time with Bekah and Asher. Jennifer enjoys reading, spending time with family, riding her bicycle, and being a new grandmother.
As Jennifer adds, “There are times when we’re tested, but we keep our
Just the Beginning As they look to the future, they look
22 • December 2019
forward to strengthening the legacy of their partnership for years to come. “We’re very blessed with our business. Our phone rings and rings with people asking for help in real estate. This is a legacy, and it will someday be Ashton’s business to run.” Ashton feels a deep connection to what he and Jennifer are achieving on behalf of their clients. As he says, “True success for me is knowing I’m the best I could be — I want to be the best possible form of me, for those around me, that I can be.” Clients see that legacy of leadership. As a result, strong bonds are built for the future. “When people walk away after the transaction with us, we know the relationship we have with them is just beginning. It’s just the start of those roots,” Jennifer smiles. “We are so blessed with the depth of the relationships that go on forever.”
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question of the month
What is your favorite family holiday tradition? “One of my favorite traditions that the Heinrich family likes to do at Christmas involves a pickle ornament. Yes, I said pickle. It’s basically a German tradition where you hide a pickle ornament inside the Christmas tree somewhere and at different times throughout the festivities and gathering you say out loud “pickle ornament” and everyone begins looking for the pickle in the tree. Of course because it’s green it’s difficult to see, and the winner wins a prize when it’s found! You continue to hide the pickle ornament and give out prizes during the holidays. Adults and children alike love this game and people become quite competitive for fun and games! I also give my clients these pickle ornaments at Christmas time and they have enjoyed making it a part of their family’s fun. And with the last name like Heinrich you can only guess it’s a German tradition!” Pam Heinrich, Keller Williams “It’s hard to pick just one specific holiday tradition. Family is everything to me…and just having my family around during the holidays is so special! It’s exciting as our out-of-town kids make their way into town to join the rest of us. On Christmas Eve, we all go to a candlelight service together. Then we come home and enjoy festive food & homemade goodies. I usually have cookies ready for everyone to decorate for a cookie decorating “contest” – messy, but fun! Then we play games and cards until late into the night. Such a good family time together laughing and enjoying each other!” Jacqueline Schrock, RE/MAX
“Our family’s favorite holiday tradition(s) is attending the candlelight service at our church, making cookies for Santa and reading ‘Twas The Night Before Christmas’ in our PJ’s on Christmas Eve! We recently started a new tradition where we host a huge Christmas Event at our home for our community. We have pictures with Santa, Hot Cocoa, a bounce house, photo booth, face painting and more, and partner with the Celina PD to provide unwrapped toys for families. And I, Danielle, binge watch all of the Hallmark Christmas movies! We believe Christmas is the most magical time of the year and love everything about it!!!” Daniel and Danielle Durbin, Fathom Realty “Christmas has always been my favorite holiday! There is something about everyone in a cheerful giving spirit and beautiful white snow on the ground in Minnesota while surrounding yourself with family and friends. Growing up, my favorite tradition was decorating Christmas cookies with my grandparents. My mom, a culinary chef, would make an elaborate dinner on Christmas Eve after a candlelight church service and then we would open presents as a family. About eight years ago, our family decided to make it easy for my mom, so we now go out to dinner as a family, but continue the tradition of attending a candlelight service and opening presents on Christmas Eve. Occasionally, we would go to the local homeless shelter to serve on Christmas Day, which was very fulfilling.” Geneva Eilertson, Real Producers Operations Manager
www.realproducersmag.com • 27
Keller Williams Realty Lessons Learned: From the Gridiron to the Housing Market
Jared Smith #62
rising star Written By: Zach Cohen
“I was a defensive end my whole life; I never played offensive line,” Jared Smith begins. As a top defensive lineman from the University of New Hampshire, Jared was one of only a few hundred athletes to be invited to the NFL combine in 2013. “Come draft day, I had a lot of people saying they’d pick me in the fourth or fifth round,” Jared reflects.
28 • December 2019
I said that I just wanted to play; I’d be a damn kicker if he wanted me to.
www.realproducersmag.com • 29
Jared wearing his Super Bowl ring from 2013 season with the Seattle Seahawks.
30 • December 2019
Then, Jared got drafted by the Seattle Seahawks -- as a center. Jared recalls the phone call he received from Pete Caroll leading up to the draft. Pete asked him what his goals in the NFL were. He asked Jared if it was imperative that he plays defensive line. “I said that I just wanted to play; I’d be a damn kicker if he wanted me to.” Jared’s enthusiasm to play in the NFL was undeniable. But the challenge that he was to be presented with in the coming months, would put his will to the test.
In two and a half months of training camp, Jared did take 10,000 snaps. He stayed hours after practice, snapping the ball towards the metal post. When he missed the pad, he’d hear the ting of metal. When he hit the pad -- thud. Jared went from snapping over his quarterback’s head to making the Seattle Seahawks roster. It’s a prime example of the adversity that he had to overcome and his ability to move towards a goal with dedicated effort. “I put the work in. I put the effort in. I put the time in, and it paid off. I am always dedicated to working at things, to making sure I give it my best. And that’s what clients like about me.”
“I was freaking out Real Estate Beginnings because I never snapped a ball in my life. Never played o-line in my life,” Jared went on to play Jared explains. “I went for the Seahawks, the there to training camp Falcons, and eventually and snapped the ball to the Dallas Cowboys. Russell Wilson the first When he landed in Textime, and I couldn’t even as, he fell in love with hit him. I was snapping the place. “I felt like I over his head. I needed had a bigger opportunia guy standing behind ty here,” Jared explains. him to catch the ball Jared with wife, BreAnna, and their daughter, Paislee. when I snapped over Jared had already his head. I thought, ‘I’m explored being a real gonna get cut. I’m going against guys that played estate agent before moving to Texas, but it was this position their whole life.’” here in Dallas that he decided to finally hang up his cleats and pursue real estate full-time. Jared took a few deep breaths and drew on the work ethic he learned growing up. He shifted his “I first started by just helping players,” Jared mindset from one of fear… to one of determination. explains. “Real estate agents have taken advantage of a lot of young players. There are numerous ac“I always want to give things a fair chance. In the counts of that happening. They are young kids with indoor practice facility, there was a metal post that a lot of money and may not know any better.” was shoulder-width wide of a quarterback. And the pad was the perfect height, about four feet high. As a rookie, Jared was one of those young players So, I lined up the ball and promised myself I’d take that got taken advantage of. Rather than succumb10,000 snaps, and dedicate myself to this, so I can ing to a victim mindset, Jared turned a challenging be confident in what I’m doing.” situation into the energy of change. He decided that
www.realproducersmag.com • 31
And that’s just how business is -- period. Being aggressive, honest, and not sugar-coating things helps when dealing with clients… People just want the truth. If you provide that and provide a good service, things work.
he would get his real estate license and help other players. From there, his business took off. In his first year, Jared was named Rookie of the Year. In his second and third years in the business, he’s continued to perform as a top producer. “And I fell in love with helping people through this process,” Jared smiles. Despite his early success, Jared doesn’t care much for awards. “It’s just paperweight,” he says bluntly. “I’d rather be with my family instead.” Jared and his wife, BreAnna, have a one-year-old daughter, Paislee, at home. “We love spending time together. When we have the time to hang out, go do something, it’s always fun,” Jared says. “I love it. It’s actually a change for the best. I like doing things with her. Experiencing her first times, seeing her personality change. It’s a blessing. It’s the best thing ever.”
32 • December 2019
Lessons Learned: From the Gridiron to the Housing Market For Jared, his experience on the gridiron relates well to his career in real estate. “Think of football as a dinner table filled with food,” Jared explains. “There’s only so many positions and starting jobs for that table. You need to eat. You’re fighting, clawing your way through, trying to get to that table to eat. And that’s just how business is -- period. Being aggressive, honest, and not sugar-coating things helps when dealing with clients… People just want the truth. If you provide that and provide a good service, things work.” For Jared, football helped to foster his tenacious mentality. Just like in the NFL, in real estate, Jared doesn’t know if his job is going to be there the next day. Every day, he wakes up and has to prove himself. “You have to be prepared to get your way to that dinner table.”
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13 14
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DOWN ACROSS ACROSS 1. Along with increased buying power, CCAR notes that home3. Hero Nation Owner and Coach, Wayne Salmans, says that 3 Hero Nation Owner and Coach, Wayne Salmans, says that there are a lot of ways to were pleasantly surprised by more ______ sellers there are a lot of ways build abusiness. huge business. Theiskey is to ______ buyers build to a huge The key to pick and nail it. 2019. in Houston. nail college, it. pick ______4andAfter Jeff Cheney worked as a ________inauditor Estate, Harris had a successful 20-year career take some time 2. Jordan advises us in in his_______ Publisher’s Note to 4. After college, 8JeffBefore CheneyReal worked as a Jennifer ________ auditor management. to be _______ this Holiday Season for yourself and your in Houston. 9 In addition to helping her clients, Denise has a passion for supporting her partners. The loved ones. 8. Before Real Estate, Jennifer Harris had a successful 20-year majority of real estate agents they work with see their business ______. 5. OurRealty. RisingHe Star, Jaredhis Smith, wastodrafted management. career in _______ 10 Zach Moore takes an alternate approach at Repeat allows agents learn by the Seattle Seahawks as atheir _______, he was a top defensive 9. In addition to helping her clients, Denise passion forinto the ______, the same way he did --has by agetting out getting feet wet,although and learningThe from experiences a mentor. lineman in college. supporting her partners. majority of real through estate agents they work with 11see Denise Donoghue, The Mortgage Nerd, is a CertiÞed _______, which less is one of the 6. ZachMortgage Moore, owner of Repeat Realty, their business ______. than one percent of mortgage bankers today hold that title. real estate in the 10. Zach Moore takes alternate approach at Repeat 12 InanJared SmithÕs Þrst year of RealRealEstate, he was _______ named ______ of theowner/brokers Year. area and has been the industry more numerous than a decade. to learn the same wayproved he did - ty. He allows his 14 agents According to CCAR, 2019 toby be the year of theincomeback kid,for setting records in a getting favorable _______ questionable start. Harris both have servant’s _______, 7. a Jennifer and Ashton getting out into the ______, their feet wet,market and despite learning from15 Wayne Salmans that high achievers are constantly learning and _______. which shows in how they always go above and beyond for experiences through writes a mentor. their clients. 11. Denise Donoghue, The Mortgage Nerd, is a Certified MortDOWN 13. During Cheney’s time in city leadership, Frisco has become one percent of power, mortgage gage _______, 1 which Along less withthan increased buying CCAR notes that homebuyers were pleasantly surprised by more ______ sellers in 2019. the fastest-growing town in the _____ and was named by bankers today hold that title. Money Magazine as the “#1 Place to Live in America.” 12. In Jared Smith’s first year of Real Estate, he was named ______ of the Year. 1 of 214. According to CCAR, 2019 proved to be the year of the come10/17/19, 1:27 PM November Crossword Answers ACROSS: 3. Moving / 7. State / 8. Inspiration / 10. Tribute / 12. Two Days / 13. Army back kid, setting numerous records in a favorable _______ / 14. Air Force market despite a questionable start. DOWN: 1. Happiness / 2. Boutique / 3. Marines / 4. Responsive / 5. Utilities / 6. Members / 9. Association / 11. Veteran 15. Wayne Salmans writes that high achievers are constantly learning and _______. www.realproducersmag.com • 37
38 • December 2019
www.realproducersmag.com • 39
40 • December 2019
DENIS E
D ON OG HU E Th e Mortgage N er d partner spotlight Written By: Dave Danielson
Those who work with Denise Donoghue know her better as The Mortgage Nerd, but how did this all come about? “I really am a nerd when it comes to numbers. Not the Star Wars kind of nerd… but a numbers nerd.” At a very early age, Denise had a knack for business, marketing, and learning how to make a dollar stretch. “Starting from the time I was 12, I had a job, and I was responsible for putting food on the table,” Denise recalls. “I started my first business at the age of 16, and it helped pay my way through college. I went to Texas A&M, the best school in Texas,” she chuckles, “and graduated without a single penny in student loan debt.”
GAINING EXPERIENCE After school, Denise began her adult career as a Personal Banker at JP Morgan Chase where she gained her investment licenses. By 2012, she had entered the mortgage department. As a mortgage banker, she felt she could make a bigger impact on people’s lives. “As a mortgage banker, I see everything. I see all the debts, all the income, and all the assets. It is incredible the financial impact I can have on a client and their kids – it makes my job so rewarding.” “Less than one percent of mortgage bankers today are Certified Mortgage Planners. A CMP is like having a Financial Advisor and a Mortgage Banker combined,” Denise points out. “And as a result, people are getting a true
www.realproducersmag.com • 41
financial strategy that will increase their net worth, and hopefully by retirement, will have a home without a mortgage. That is the ultimate goal, but to do that you must have a plan, which most people don’t.” GROWING EVERY DAY As Denise works to give her clients more and more, she has a hunger for lifelong learning and growth—it’s a drive that was fueled by early experience. As she says, “Growing up, our house got foreclosed on when I was 17 years old. At that point, I said I will never repeat this. I won’t let this happen to me. So, I did whatever I could to really learn.” Denise firmly believes that a good loan officer needs an even better company or corporate office to support them, which is why she is at Thrive Mortgage. “We have an awesome team, and that begins with our CEO. I can be a great Loan Officer, but if I don’t have the back-end support, it doesn’t matter,” she says. “Our CEO is a serial entrepreneur. He doesn’t think too conservatively. He finds a way to say ‘yes’ when all the others say ‘no.’ And it’s such a good feeling to know that our entire team cares as much about delivering the highest level of client support.” Denise has made a career out of helping her clients’ homeownership dreams come true. “It’s 100 percent being able to make a change in someone’s way of thinking,” Denise explains. “You hear people say the American Dream is owning a home. But I think it’s actually owning a home… but owning it free and clear. Most people today don’t retire without a mortgage payment. But there are ways we can teach people, and that feels really cool.”
42 • December 2019
Denise with husband, Jason, and son, Carter.
www.realproducersmag.com • 43
ALL-AROUND SERVICE AND SUPPORT In addition to helping her clients, Denise has a passion for supporting her partners. “The majority of real estate agents we work with see their business grow. And that’s an awesome feeling,” she says. “From a client’s standpoint, they obviously want someone who will take care of their needs. From an agent’s perspective, they want someone who will be a partner. That’s what I enjoy. Ever since getting into the business, I’ve wanted to give more value than I take.”
I WANT PEOPLE TO FEEL HAPPY A N D MOTI VATED. I WANT TO HELP P E OP L E SEE AN OPPORTUNITY THAT MAYB E THEY DI DN’T THI NK WAS POSS I B L E .
When she’s not working, Denise enjoys spending time with her husband, Jason, and their two-year-old son, Carter. “I would not be where I am today without Jason,” Denise smiles. “He has helped me in so many ways. He’s like my coach, and he’s the rock of our family. He supports me in my dreams and goals even before his own. If I didn’t have him, I wouldn’t be where I am.” At the same time, Denise feels a strong sense of gratitude for her team, what she calls The Nerd Squad. “I’d compare our squad to the 1995-96 Chicago Bulls… we have a team synergy that is unmatched.” When asked what she wants out of life, Denise responded with, “I just hope to make a positive impact, whether it’s personal or professional, on anyone I come in contact with,” she says. “This world can be harsh, and with Social Media, it’s easy to be in a constant state of comparing your life to others. I want people to feel happy and motivated. I want to help people see an opportunity that maybe they didn’t think was possible.” For more information, contact Denise The Mortgage Nerd today! Phone: 972-447-NERD (4663) Web: www.theMortgageNerd.com 44 • December 2019
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The Year of the Comeback Kid:
A 2019 Collin County Year End Review ccar: in the know Written By: Bri Westbury, Content Specialist
The year began with many wondering if 2019 would be the year Collin County’s housing market would transition from a seller’s market to a balanced market.
inventory in January 2019 (3 months) compared to January 2018 (2.2 months). February 2019 reported the highest number of days on the market since February 2012 (58 days).
“Buyers are beginning the New Year timid and curious which direction the market will trend.” —Collin County Association of Realtors (CCAR) President David Alan Cox, January CCAR Pulse press release
However, 2019 ultimately topped out with 3.9 months of inventory. A relatively unremarkable peak when compared to the 3.8 months of inventory experienced July 2018 through September 2018. This helped to maintain the seller’s market throughout Collin County in 2019, as a market is considered balanced when inventory hits six months.
This curiosity was fueled across Collin County with substantial inventory increases, increased days on market, reduced percentage of original listing price received, and low median sales price at the start of the year. Yet, 2019 proved to be the year of the comeback kid, setting numerous records in a favorable seller’s market despite a questionable start. A questionable start that was highlighted with a whopping 36.4% increase in month of
Additionally, while homes remained on the market for a significant amount of days in February 2019 (54), the number of days on market declined steadily until April 2019 (25 days)-- a traditional post-winter occurrence that prohibited the market transitioning away from a seller’s market. Adding to the suspicion, 2019 might conclude Collin County’s seller’s market was the low median sales price reported in January 2019. Yet, thanks to a five-month climb of monthover-month increases, June 2019 hit the highest median sales price ever recorded by the CCAR Pulse* ($332,500) or North Texas Real Estate Information Systems (NTREIS)** ($354,495). This record was made possible by favorable lending conditions and a
booming North Texas economy, as reflected in a housing affordability index for the Pulse area* greater than 100 throughout 2019. An index of 100 means the median household income is 100% of what is necessary to qualify for the median-priced home under prevailing interest rates. Along with increased buying power, homebuyers were pleasantly surprised by more negotiable sellers in 2019. Those selling their home no longer anticipated receiving 99%+ of their original list price as experienced in the summers of 2014-2017. Instead, sellers reaped 95.5%-97.5% of their original list price in 2019. The increase in inventory that started the year, combined with favorable lending conditions, motivated buyers. The high median sales price provided all the motivation sellers needed. Motivations that spurred 1,832 closed sales in May 2019—the highest number of closed sales recorded by NTREIS. So, while the year began with many asking, “Will Collin County remain a seller’s market in 2019?” it has ended with an emphatic, “2019 was a great year to be a seller!” * The CCAR Pulse is based on the following 37 communities: Addison, Allen, Anna, Aubrey/Pilot Point, Blue Ridge, Carrollton/Farmers Branch, Celina, Coppell, northeast Dallas, north Dallas, northwest Dallas, Uptown (Dallas), White Rock (Dallas), Denton, Fairview/Lucas, Farmersville, Frisco, Garland, Irving, Lavon/Nevada, Little Elm, McKinney, Melissa, Mesquite, Murphy/Parker, Highland Park/University Park, Plano, Princeton, Prosper, Richardson, Rockwall, Rowlett/Sachse, Sherman, southeast Denton County, The Colony, Van Alstyne, and Wylie **Data Sources: NTREIS Trends
www.realproducersmag.com • 47
broker spotlight Written By: Zach Cohen Photography By: Blackall Photography
48 • December 2019
REPEAT
REALTY SWEAT AND TEARS “I really care. I want everyone to succeed. That’s what keeps me up at night and keeps me going during the day.” Zach Moore is the kind of guy you’ll find tearing up in the middle of a real estate training. Emotional, caring, and heartful-- he recognizes these qualities within himself as an asset in business, rather than qualities to be hidden away. “You can probably find many pictures of me in training with tears in my eyes. It shows my compassion for everyone,” Zach explains. Zach is one of the youngest real estate owner/brokers in the area. While he’s still only 34 years old, he’s been in real estate for over a decade -- and perhaps longer, if you consider his childhood interest.
and construction. It always felt like I had an interest in real estate. I remember passing an open house at a younger age and telling my dad I want to be a real estate agent when I grow up.” Zach’s father famously responded, “You don’t wanna do that; they work Sundays.” One thing that Zach discovered early on in his real estate career is that he didn’t mind working Sundays. With a passion for his craft, and a drive to succeed, he took all of the challenges of being a real estate agent head-on.
BEGINNINGS
Zach obtained his real estate license soon after graduating from college. He didn’t fall into the business, but instead made a conscious, careful career decision. He was driven and passionate about real estate. He was also, admittedly, naive.
“It’s a funny thing,” Zach smiles. “I grew up in, and around, homebuilding
“I was 24, and it was 2009. Naive,” Zach reflects. “I was so naive that I didn’t know, what I didn’t
www.realproducersmag.com • 49
know. I didn’t know I was really young at that time. I didn’t know the market was crashing. The average age of a real estate agent [at the time] was 58. It was a time in this area where it was very rare to find someone at my age starting. But I had a true passion for it and was eager to persevere and make it into a career, rather than a temporary hobby.” Zach allowed this optimistic attitude to push him through what was an insurmountable challenge. The combination of this timing, and his lack of experience, was trumped by his drive for success. A DIFFERENT PATH “I began with a short-lived tryout with a large corporate brokerage, much like many other new licensees fall into when they first start,” Zach recalls. However, his stint there didn’t last for more than a few weeks. “I was so anxious and hungry and didn’t really care for role-playing and being in the classroom. I’m not dismissing the importance of that, but I wanted to learn by getting my feet wet and hands dirty.” Zach began with a smaller, local firm where he could achieve this. He was one of the first agents hired on the newly built brokerage, and early on in his career, he got a taste of what it was like to build his own firm from the ground up. This turned out to be a considerable advantage -- especially as he began to dream up his own vision for Repeat Realty years later. “I realized, accidentally, that I loved teaching real estate and being a leader of my peers. I loved, and still do, selling real estate at a high level while
50 • December 2019
Zach Moore, Broker/Owner of Repeat Realty
also building a successful business,” Zach explains. Today, Zach takes an alternate approach at Repeat Realty. He allows his agents to learn the same way he
did -- by getting out into the field, getting their feet wet, and learning from experiences through a mentor. “I seek out people that want to take their new license and dive right in. We don’t necessarily have the everyday class-
room settings that some can achieve. Some people need that. But here, I want to teach, speak to, and lead you on an individual basis… so we take everyone’s individual goals, and my efforts are poured into helping every-
one on a personal level by giving them the attention they deserve based on these goals.” Zach concentrates on in-field experiences over classroom-style training.
“We can sit and talk about the ‘how-to’ things all day… but the most important training you can get right now is how to find the business. The hardest part of this business is finding the business. So, we spend our time teaching that,” Zach explains.
www.realproducersmag.com • 51
Zach with his wife, Mandi, and two children, Maddox and Mia.
With Repeat Realty, Zach is focused on doing things differently. They recently moved into a unique -- and very old -- office space, a 1940s home in the middle of Old Town Lewisville. Zach has spent the entire summer remodeling the place with his own sweat and hard work.
and beyond for my success and my agents’ success. I pour my heart into everyone. I want everyone to succeed so much that I spend 12-hour days replacing sheetrock and hanging doors, just in the hopes that the space can help one more person be successful,” Zach says.
“We are now running Repeat Realty Monday through Friday and on evenings and weekends. The building coincides as a rentable event space -an indoor/outdoor space for small to large gatherings and includes a stage for live music, ample seating, rustic modern decor, and ambient lighting. Part of the neat story is we go above
At home, Zach and his wife, Mandi, have two young children, Maddox and Mia. Most of his time outside the office is spent with his family and friends -- he’s a self-proclaimed social butterfly.
52 • December 2019
Today, Repeat Realty has over 40 agents. They are a young group that
loves to work hard and play hard. Zach continues to encourage his team to stick with the business long enough to realize success. It’s those repeated actions that eventually help a new agent rise to become a successful one. “I would encourage everyone to realize the risk versus reward in this business and don’t get down on yourself so quickly. I see so many agents give up too early, even though they have real potential. I believe that confidence is the best thing you can have. Get up on the right side of the bed in the morning. We all will have failure. But remind yourself every day it’s not that much effort to take this career and run with it, and you’ll thank yourself in ten years from now. Anyone who is looking in the mirror and thinking they’re not cut out for this, just keep your head down and give it enough time.”
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WHICH REAL PRODUCERS TERRITORY ARE YOU APART OF? REAL PRODUCERS IN THE DFW METROPLEX
WHICH REAL PRODUCERS August 28, 2011 New Centre Drive TERRITORY5051 ARE YOU A PART OF? Wilmington, NC 28403 A Quick Look at the Different DFW Real Producer Markets
Real Producers has 100 franchises nationwide and there are three in DFW alone. In each of these markets, we pull the top 500 agents based off the MLS production and depending on where your broker address is located will determine which publication you will be apart of. This map shows the territories for each of the 3 franchises. If you are a Top 500 agent in either of these markets, you will be receiving a publication every month and have the possibility of being featured at no cost to you!
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REAL PRODUCERS IN THE DFW METROPLEX Street Address E. info@n2pub.com A Quick Look at the Different DFW Real Producer Markets Real Producers has 100 franchises nationwide and there are three in DFW alone. In each of these markets, we pull the top 500 agents based off the MLS production and depending on where your broker address is located will determine which publication you will be apart of. This map shows the territories for each of the 3 franchises. If you are a Top 500 agent in any of these markets, you will be receiving a publication every month and have the possibility of being featured at no cost to you!
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cover story Written By: Dave Danielson Photography By Scott Peek Photography
Jeff
Cheney Fit for Frisco
58 • December 2019
www.realproducersmag.com • 59
The Cheney Group from left to right: Jeff Cheney, Dana Cheney, Amber Libby, Kirsten Lile, Adam Lile, Allyson Mendel, Melanie Nance, Laura Freeman, Dolly Chatterjee
You know that feeling when you meet someone who seems to be the perfect fit for what they do? That’s the same feeling you get when you meet Jeff Cheney.
60 • December 2019
The only thing is, with Jeff, it’s hard to narrow that perfect thing down. You see, whether you’re talking about his role as a father and husband, or Frisco’s Mayor, his passion for community involvement, or his work as REALTOR® and Owner/ Founder of the Cheney Group with The Associates, you quickly come to the conclusion that the man seems to be the perfect fit for anything he sets his mind to.
So to make it plain and simple, Jeff Cheney just seems to be destined for the fit he has with the town of Frisco. Self-Made Spirit As a very active boy growing up in the suburbs of Houston, Jeff will tell you he had great examples to follow in life, starting with his own family. “I grew up playing every sport under the sun,” Jeff recalls. “And every step of the way, my dad was there when I got home from school — a lot of the time as my coach. He was self-employed and had
from having a high-level of success to where my family lost everything and had to start over. That was a learning moment for me seeing that.”
At the time, Jeff thought he’d work a couple years in residential, then move into commercial development.
Jeff ’s competitive spark had already been honed through his involvement in activities and sports. But he also applied that high drive inside the classroom — graduating fifth out of a class of nearly 800 students.
“But 17 years later, here I am,” he laughs. “And I’m loving every minute of it.”
“I always loved school, and I knew when I was in high school that the only way I was going to college was if I paid for it,” Jeff says. He did. He graduated from the University of Texas in Austin, earning his bachelor’s degree in business, then his master’s in accounting, graduating with high honors. Along the way, he paid his own way through work, the scholarships he earned, and the loans he took out. “When I look at my personal achievements, that’s one that I’m very proud of,” Jeff smiles.
his own stock brokerage business. All of those things left a mark on me. It was the same kind of dad I wanted to be when I grew up. In fact, it’s shaped how I am with my own kids today.” Everything was going well for the Cheney family until the economic heartaches of the 1980s. “That’s when the market took a downturn, and our family saw that firsthand,” he remembers. “We went
When their second son, Mason, was born, Jeff and Dana used their life savings and purchased Frisco-Online. com. While he took a calculated risk at the time, Jeff says it has paid off. Then, when daughter Kaytlin was born, Jeff put more on his plate by running for, and earning, a seat on the Frisco City Council in 2007. After nine years on the City Council, and also continuing to grow his real estate business, Jeff changed things up a bit. In 2017, he won his next role as Frisco’s Mayor.
“At that point, we got a Excelling with dog,” he laughs. Experience After college, Jeff startLeaving a Mark ed at PricewaterhouseWhile too humble to Coopers, he earned his take credit, it’s clear CPA, and worked as there have been some a financial auditor in direct ties to sure signs Houston. In the process, of success around him. he gained the type of Cheney Group golf carting potential buyers Since starting and education that comes around Newman Village. building his real estate through experience— group, he and his team have been picking up what he calls, “The foundations of named Small Business of the Year business with in-depth knowledge of controls and and have accounted for more than $1 processes,” that his financial work gave him. billion in sales volume. Soon Jeff and his fiancé, Dana, moved to Dallas, And during his time in city leadership, where he put in grueling 70-hour weeks in the Frisco has become the fastest-growworld of hedge funds for three years. ing town in the nation and was named by Money Magazine as the “#1 Place Jeff and Dana were married, and a few years later to Live in America.” welcomed Zachary, their first child. It also marked the start of a new chapter. Jeff takes a lot of pride in his team. In addition to leading and being imAs Jeff says, “We have three kids. Every time we mersed in the team’s deals, he also had a kid, I did something crazy. With Zachary, continues with his own personal that’s when I told Dana I didn’t want to work 70 production. Working with the team, hours anymore. That’s when I started the real Jeff has a real drive for marketing and estate business.”
www.realproducersmag.com • 61
positioning his clients for success, including the full range of residential, development, and commercial business. Jeff and his team recently released their new tagline, “It’s Your Move,” to reflect the individualized approach clients experience. “As we let our clients know, we want to start with their needs and then build our services to fit them. It’s very
62 • December 2019
important to us that every person we work with knows they are special, unique, and not just another number on a board,” Jeff says. “Whether we’re including a designer and a staging consultation, or answering their questions thoroughly, we do everything we can to reduce stress and ease the process.” Each day, Jeff works out for an hour, staying very active and competing in
5k Runs and Spartan Races. He also soaks up time with Dana and the kids, enjoying college and NFL football, traveling, and enjoying fun and competitive family sports activities. Giving back is central to who Jeff is, as well. He served on the board of the Frisco Education Foundation and continues to be involved in multiple other organizations including Frisco Family Services, the National Breast Cancer Foundation, and all local Parent/Teacher Associations, to name a few.
I get a chance to meet thousands of people each year. It means so much to be a small part of shaping things that can have a positive impact for generations to come.
“What we’re proud of is the mark we’ve made in the community, and we have an employee dedicated to make sure we stay highly involved in the community. We make sure there’s someone from our team involved with every 5K or half marathon that happens in the area. It’s just a sign of how involved we want to continue to be,” Jeff smiles. “I love real estate and helping people shape their journey, including some who have moved four
or five times. It’s been great for me wanting to be the type of husband and father to be there for my family. I wanted to be there when the kids got home from school… and to be able to coach them and never miss a game. It has also given me the ability to do other aspirational things, like serving the community.”
meetings, development sessions, client meetings, and real estate leadership, Jeff finds a way to stay truly present and committed to the town that means so much to him.
As he makes his way through busy days of community calls, council
That’s the spirit of Jeff Cheney. That’s the mark of a man who seems perfectly fit for Frisco.
“I get a chance to meet thousands of people each year. It means so much to be a small part of shaping things that can have a positive impact for generations to come.”
www.realproducersmag.com • 63
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10
Principles that Separate the
AMAZING FROM THE AVERAGE
coach’s corner
Written By: Wayne Salmans, Hero Nation Coaching
I’ve been a real estate business coach for over a decade, and what drives me to be the best is my obsession of seeing clients go from survival, to success, to making an impact. After a decade of coaching, here is what I can tell you I’ve learned from coaching over 5,000 agents: There is no single correct path to success. Your definition of success is as unique to you as your fingerprint, and your journey there will be all your own. After a decade of coaching agents from coast-to-coast through the transformation of average to amazing, I have seen first-hand the path to success. Though a unique experience for everyone, it has universal markers, or clues, that you’re on the right path. 10 Principles that Separate the Amazing from the Average: 1. There are a lot of ways to build a huge business. The key is to pick one and nail it. On the surface, most real estate businesses have 8-12 avenues that bring in leads, yet after diving into the actual numbers, it becomes clear there are 2-3 that bring in over 85% of
66 • December 2019
the business. Successful agents don’t try to nail all options available to them. Amazing results come when they do the opposite. They pick 2-3 ways to generate business, and they nail them. 2. High achievers consistently ask phenomenal questions. Instead of always asking, “How do I do this?” they ask the “Who” questions like, “Who knows how to do this that I can learn from and copy?” They realize the quality of our questions determines the quality of their lives. Email me if you want a list of my favorite 30 questions: wayne@ waynesalmans.com 3. Amazing agents are hyper-aware of their inherent blind spots. As high achievers, they realize everything that makes them awesome also has a built-in blind spot. For example, if you are a big thinker and always coming up with ideas, your blind spot could be overwhelming your team with ideas and having them not know which ones to implement. If you are amazing at sales, there is a really good chance you are not amazing at
the details. If you are able to act fast and make quick decisions, you may be overconfident in your knowledge. But it’s not what you don’t know that is holding you back; it’s what you know for certain that may or may not be true. 4. Indicators or Dictators? Average agents are aware of their feelings. Amazing agents recognize that feelings are useful indicators, yet they do not allow their feelings to be the dictators of their actions. They realize they can choose their feelings. They don’t wait until they feel like getting up in the morning… they have an accountability system, and tools, that ensure they get up whether they feel like it or not. They choose to lean in and learn how to master their feelings. 5. High achievers are constantly learning and implementing. The average person goes to a class, takes notes, gets excited, says they will do everything in the workbook, gets back to their office and… nothing happens. Every high achiever is an implementer. They don’t
commit to everything; they choose a handful of the most important things to implement, and like a stamp, they stick to those 2-3 projects until they arrive at completion! Be the Stamp! 6. They lean into the tough stuff. The successful are different from everyone else. Instead of running from the pain, they lean in. They recognize there are two options: take all day to do your 50 push-ups or get them done and over within five minutes. When they have tough stuff to do, they just do it. The average spends a week dreading it and complaining; success-minded people are already on their sixth project. 7. To succeed, you must recover fast. Imagine you had an amazing hockey player, but it took him an hour to recover from a three-minute shift on the ice. You would fire him no matter how good he was, because his recovery time would kill the team. The ability to recover fast is one of the greatest skills high achievers learn. Yep, it’s a skill! You have to collect tools and learn how to get back up faster. If you want the nine questions I use to get back up fast, they are on page 78 of my book, The Art of Getting Back Up. Download it for free: https://www.theheronation.com/ book 8. Clarity is a prerequisite for success. The top agents I’ve met and worked with across all
markets spend a disproportionate amount of time planning and getting clear on what they want and what they don’t want. They take time to decide how they will intentionally spend their time, so they don’t end up wasting time. The sad fact is most people spend more time planning holiday parties than they do their life. 9. Every high achiever takes responsibility. They realize just because something isn’t their fault doesn’t mean it’s not their responsibility. If someone sideswipes your car, it might not be your fault, but how you respond, and what you do next, is your responsibility. Most of life is determined by our choice to react or to respond. It has been said, “The quality of your life is 10% what happens and 90% how you respond.” The longer I live, the truer I realize this is. 10. They love life. Life can indeed feel unfair and brutal-- that is a fact for many. The successful choose to suck the marrow out of the good. They choose to laugh often, to love even knowing they might get
hurt, to see opportunities amid the problems, and they choose to play all in. “Life should not be a journey to the grave with the intention of arriving safely in a well-preserved body, but rather to skid in broadside in a cloud of smoke, thoroughly used up, totally worn out, and loudly proclaiming ‘Wow! What a ride!’”– Hunter S. Thompson 11. Amazing people - the type that change lives, create new paths, make a real impact - go the extra mile, they realize no one else is coming to do the work or save them. They decided to stand up and be their own hero. They do the hard stuff, lean in, play all out, take risks, love hard, and be the hero they were called to be. “I will be my own Hero because my soul demands it, my family deserves it, and the world is starved for it.” – Hero Nation Creed. WAYNE SALMANS is an author, speaker and business coach. In the past decade he has coached and trained over 5,000 entrepreneurs, awarded 30 under 30 by REALTOR® Magazine, and ranked one of the top coaches in the world. He passion is to help real estate business owners build, grow and scale their business, faster and with less bruises.
www.realproducersmag.com • 67
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www.realproducersmag.com • 69
FAQ
ABOUT THIS MAGAZINE Real Producers magazine started in Indianapolis in 2015 and is now in over 100 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!
owners, or even yourself! Office leaders can also nominate REALTORS®. 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.
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.
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 photoshoot.
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.
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 cutoff 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: Dallas Real Producers (Dallas County South of 635 — including Rockwall County) has finally launched and their publication is now in circulation! Fort Worth Real Producers (Tarrant County) will launch in the near future. Yes, Real Producers will cover the entire Metroplex! Q: WHAT IS THE PROCESS FOR BEING FEATURED IN THIS MAGAZINE?
A: It’s really simple — every feature you see has first been nominated. You can nominate other REALTORS®, affiliates, brokers, 70 • December 2019
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 of 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: HOW CAN I RECOMMEND A PREFERRED PARTNER?
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.
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www.realproducersmag.com • 71
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72 • December 2019
THE BIG EVENT CONNECTING • ELEVATING • INSPIRING
We’re seeking the most influential titans in real estate to present at THE BIG EVENT – the nation’s first invite-only gathering of the top 5% of real estate agents, coming September 2020.
NOMINATE A SPEAKER:
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www.realproducersmag.com • 73
A Stunning First Impression
Visit Taylor Morrison and Darling Homes today to see every gorgeous detail that makes us unique.
taylormorrison.com | 469.252.2306 darlinghomes.com | 469.252.2255
All information (including, but not limited to prices, views, availability, incentives, floor plans, site plans, features, standards and options, assessments and fees, planned amenities, programs, conceptual artists’ renderings and community development plans) deemed reliable as of publication date but not guaranteed and remains subject to change daily or delay without notice. Floor plans and elevations are an artist’s conception and are not intended to show specific detailing. As-Built Condition will control. Price(s) shown may not reflect lot premiums, upgrades and options. Photos are for illustration only and do not necessarily represent a specific community. All homes subject to prior sale. Maps and plans are not to scale and all dimensions are approximate. Not an offer in any state where prohibited or otherwise restricted by law. Please see a Community Sales Manager for details and visit www.darlinghomes.com or www.taylormorrison.com for additional disclaimers. © June 2019. Darling Homes of Texas, LLC and Taylor Morrison of Texas, Inc., respectively. All rights reserved.
74 • December 2019
www.realproducersmag.com • 75