TA R R A N T
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 .
RISING STAR: Coco Fontau
DeWayne Smart Trust & Faith
Photo by: Samantha Farris
CELEBRATED LEADER: Josh Harley FEATURED AGENT: Joe McCalip PARTNER SPOTLIGHT: Fair Texas Title
DECEMBER 2021
2 • December 2021
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TAB LE OF
CONTENTS 05
06 Index of Trusted Partners
Publisher’s Note: Trust
10 Event Recap
14
Rising Star: Coco Fontau
20
24
31
32
Meet the Tarrant RP Team
08
On the Feed
Partner Spotlight: Fair Texas Title
Real Producers Podcast
Featured Agent: Joe McCalip
40
46
52
Celebrating Leaders: Josh Harley
Vetted Business Social 2021
Cover Story: DeWayne Smart
If you are interested in contributing or nominating REALTORS® for certain stories, please email us at lance.dunahoe@realproducersmag.com. DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Tarrant Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies.
4 • December 2021
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MEET THE
TA R R A N T REAL PRODUCERS TEAM
Jordan Espeseth
Lance Dunahoe
Rachelle Marie Assistant Publisher
Administrative Assistant
Katherine Fondren
Les McGehee
Dave Danielson
Samantha Farris
Co-Owner
Content Coordinator
Carey Miller Photographer
Co-Owner
Amanda Thornburg Ad Strategist
Writer
Writer
Missy Kremer Editor
Jenica Hein
Rick Davis
Videographer
Photographer
Jason Van Sickel
Photographer/Videographer
If you are interested in contributing or nominating REALTORS® for certain stories, please email us at lance.dunahoe@realproducersmag.com.
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Tarrant Real Producers • 5
PREFERRED PARTNERS
This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community! BUILDER Shaddock Homes (972) 526-7700 ShaddockHomes.com
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CLIENT AND REFERRAL GIFTS Gifts of Graze (214) 814-1216 www.giftsofgraze.com Indulgent Treats (469) 992-1911 GabbysIndulgentTreats.com CLIENT ENGAGEMENT LEADS by Mandi Jackson (801) 598-5767 LEADSbyMandi.com FOUNDATION REPAIR IFR Foundation Repair (817) 706-3430 IFRDFW.com HEALTH Restore Hyperwellness & Cryotherapy (817) 912-1550 Restore.com HEATING & AIR CONDITIONING AGES Services Company (817) 851-8155 agesservicescompany.com
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Cherry Creek Mortgage (817) 709-4683 NunisLending.com
6 • December 2021
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TITLE COMPANY Alamo Title Company - Southlake (817) 896-8686 AlamoDFW.com Allegiance Title (817) 510-6490 AllegianceTitle.com Boston National Title of Texas (972) 584-9660 bnttexas.com
VIDEO PRODUCTION/ MARKETING/ PHOTOGRAPHY Flux Media Productions (469) 955-5833 fluxmediaproductions.com WINDOWS & SIDING Tarrant Windows & Siding (817) 987-1210 TarrantWindows.com
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COACH I N G
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Ask us about the Real Producer special!
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trust publisher’s note
First off, I would like to mention that as I am writing this publisher’s note, it is eight days before the ESPEs, and therefore, I currently have nothing to write about in regards to how that event went. Print media takes a little bit of time! We will have the ESPEs recap article in the January issue. Last night, I was sitting in the sauna at Cowboys Fit, and my mind started to go down the ole’ negative thought train as I started to think about the ESPEs. My thoughts went something like, “Did I order everything I need? Will it all arrive in time? What if I announce the winner, and they aren’t present? What if it’s 40 degrees and rainy? What if only 50% of the people registered show up? We are way over budget. Oh, shoot. I haven’t prepared my presentation yet…” Yikes. Anyone ever been down one of those rabbit holes? Most likely for me, that was not the first time that had happened that day. However, after a few minutes, I caught myself and I paused. I reminded myself that over the last three years, I have hosted upwards of 30 events and that after every single one of them, I said to myself, “That was an amazing event!” At minimum, I thought, “I am happy with how that went.”
8 • December 2021
So, in the 200-degree heat of the sauna, I thought to myself, “Why would this event be any different? Sure, it is the biggest event (by about double) that I have ever hosted and is the first time we have ever attempted anything quite like this. But, even so, I have nothing from my past experiences that have provided any evidence that this event won’t be a massive success.” And, with that thought, I relaxed. My mind settled, and I felt a sense of assurance come over me. I am going to be okay.
What a good reminder for us all. No matter what we are going through in life … a relationship change, financial hardship, health issue (or hosting a big awards gala) … remember that after all you have been through, you are still here. You are okay. And whatever you are facing right now shall pass. So, relax. Feel the sense of peace and calm assurance come over you. Have faith. Trust. See you next year, y’all! Jordan Espeseth Owner jordan.espeseth @realproducersmag.com
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Tarrant Real Producers • 9
October & Novemb e r
Magazine Release Party event recap
Starting in 2021, Real Producers is now doing mini-magazine release parties! In attendance for these events, we will have those real estate agents and businesses that were featured in that issue along with a few non-featured advertising partners.
Congratulations again to Michael Hershenberg, Kristina and Jose Guzman, Amanda Bell, Integrity Foundation Repair, Jake Ascher, Semper Fi Home Inspections, Monica Wofford, Haley Howard, and Marcy Barkemeyer.
This month’s party, like all of our parties, was an absolute blast! At this event, we showcased the October and November 2021 issues. These events are such a fun way to debut the magazine and connect with a smaller group of incredible people.
Our team feels very grateful to have had the chance to share your stories and celebrate with you.
10 • December 2021
We look forward to continuing these smaller celebrations in the months and years ahead!
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12 • December 2021
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“It’s not about the loans we do; it is about the hearts we change and the people we help.” Anginette Cells Jorrey, Loan Officer | NMLS # 216856 / 2289 Office 817-812-2276 | Direct 214-908-2828 anginettej@fairwaymc.com | AnginetteHomeLoans.com
I look forward to building a relationship with you. Give me a call TODAY! 1201 Hall Johnson Rd, Suites 100 & 101 • Colleyville, TX 76034 Copyright©2018 Fairway Independent Mortgage Corporation. NMLS#2289. 4750 S. Biltmore Lane, Madison, WI 53718, 1-877-699-0353. All rights reserved. This is not an offer to enter into an agreement. Not all customers will qualify. Information, rates and programs are subject to change without notice. All products are subject to credit and property approval. Other restrictions and limitations may apply. Equal Housing Lender. Fairway is not affiliated with any government agencies. These materials are not from HUD or FHA and were not approved by HUD or a government agency.
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Tarrant Real Producers • 13
COCO rising star
Written by: Dave Danielson Photos by: Samantha Farris
FONTAU POURING INTO PEOPLE
Beyond all of the forms, questions, requirements, and timelines, a real estate transaction is really about human interaction. One of those who puts that understanding to remarkable work is Coco Fontao. As a REALTOR® with RJ Williams & Company Real Estate, Coco gives her all, while pouring into people to help them reach the next stage in their lives. “What I love the most is talking with people in need. They tell me about their concerns and what they’re going through,” Coco says. “As a real estate agent, they tell me everything that is affecting them. I love being there during either the happiest or saddest parts of their lives. If anything important is happening, it means too much to me that they call me.”
14 • December 2021
A Path to Possibility
Coco was born and raised in Mexico. She faced sadness and adversity early on, when her father passed away when she was only 8 years old. When Coco was 16 years old, she moved with her mother and two brothers to the United States. As she came of age, she attended the University of Arkansas, where she met Alfonso, the man who would become her husband. “About 12 years ago, Alfonso and I got married and I moved here with him. When our first child was born, I had been thinking about what I wanted to do for work,” Coco says. “My friends suggested that I get my real estate license. I didn’t want to leave my children in daycare, so I went back to college and got my real estate license at the end of 2017. I wanted to help people, make a living, and help my community.”
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O
U
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16 • December 2021
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Finding Opportunity
Where the Heart Is
Like most who enter the industry, Coco faced a challenging transition into her real estate career.
Home is definitely a key word that fills Coco’s heart.
“I had started out at a 100 percent commission brokerage and did just four transactions during my first year. I knew I wanted to make a change,” she remembers. “About that time, Ty Williams called, and I joined RJ Williams & Company Real Estate.”
“The only constant in my life through time was my home. I believe in the power of what a home means for people. It’s my passion,” Coco explains. “Assisting people in buying their first home and helping their equity grow means so much. I want to help them grow through one of their biggest accomplishments in life.”
Rapid Rise
The change was a positive one for Coco. In fact, she completed 24 deals during her first year with the firm, and her results have continued to climb each year since. Coco feels deep gratitude for the opportunity to help others and find success through real estate. “I’m surrounded by love with my family and with the people I work with. I don’t know what my Broker and his wife saw in me, but they poured into me and they told me that I could do this,” Coco remembers. “When I started with the firm, I got my kids into a private school on Monday and Wednesday. I spent those hours in the office. In time, I was named the Exclusive Agent for Habitat for Humanity … and that’s how I got involved with new construction. Our company is committed to making efficient, beautiful, and affordable homes.”
The results of Coco’s work have been truly remarkable. In fact, in 2021, she’s on track to complete an astounding total of 74 deals. One of the other rewarding parts of what Coco does is her team. She has a full-time assistant and three other agents who work with her. “At first I didn’t think I would want to have a team. But this year was so busy, and we were showing an average of 40 houses per client in some cases,” she says. “We have a great group of people on our team, and I feel very proud that I am able to share what I have learned and train them.” Family Foundation
Coco’s life is made richer by family, including Alfonso, and their two children — 6-year-old daughter Elza and 5-year-old son Ezra.
I’m surrounded by love with my family and with the people I work with. I don’t know what my Broker and his wife saw in me, but they poured into me and they told me that I could do this.
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Tarrant Real Producers • 17
In their free time, Coco and her family look forward to taking a long vacation together each year. In addition, Coco is releasing a video series called Historias y Mas. “It’s dedicated to keeping our community motivated. It features business owners telling their story, with the idea that if they can, anyone can, too,” Coco says. Those who know Coco are moved by her commitment and knack for helping them. But Coco humbly looks outside herself in response. “I’m pretty down to earth. When people look at me, they think I’ve done this for so long. But I am a regular person. I’m a person just like anyone else,” she says with a smile. “I don’t think of myself as being successful. I think of being compassionate and kind to those I have the chance to help. I want people to believe in people again. Each time I hand my clients the keys to their new home, I ask them if they remember at the beginning how I told them I would help them. I told them, and I follow through. When they think of me, I want them to have that belief.” Congratulations to this month’s Rising Star, Coco Fontao. With each day and every opportunity she has, she makes a lasting impact by pouring into people.
18 • December 2021
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Tarrant Real Producers • 19
ON THE FEED
Whether it’s the first-time meeting or our annual RP congrats and check-in, our team loves spending time weekly with those of you a part of the RP community! It’s amazing hearing your stories, catching up, and helping you get connected with the best in the industry! 20 • December 2021
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Huge congrats to these incredible agents for making it! Scan the QR code to be directed to our Tarrant Real Producers and RP team members’ social media sites! Be sure to add, like, and/or follow us to keep up to date with the latest details and information with our elite group!
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Tarrant Real Producers • 21
22 • December 2021
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Tarrant Real Producers • 23
Fair Texas Title True Market Expertise
24 • December 2021
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partner spotlight Written by: Dave Danielson Photos by: URSPECIAL
Britt Fair, President and Owner
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Tarrant Real Producers • 25
Working with a partner means a lot when you work with someone who knows your area. It’s the same dynamic you put to work through your dealings with your own clients. That’s the powerful dynamic that Fair Texas Title brings to its partnership with you. You see, Fair Texas Title is truly a local presence. In fact, its ten offices are located exclusively across the DFW area. So, all of its energies are focused on the places where you and your clients work and live. Building Something Special
Britt Fair is the president and owner of Fair Texas Title. He formed the company several years ago with a simple, solid vision. As Britt says, the vision is “to create a title company that provides true client-focused market expertise paired with the talent to back it up. A company where our referring partners bring their contracts so that they have peace of mind in knowing that their transactions will have the best chance to close, and their clients are going to have a delightful experience.” Britt was born and raised in the DFW area. After graduating from Highland Park High School, he earned his degree from Princeton University in New Jersey. Britt earned his MBA from the University of Texas and gained experience as an investment banker on Wall Street.
“I tried that for three months, and I just hated it,” Britt recalls. “Even though what I thought was my dream job was crushed, it was a valuable three months.” Realizing what he didn’t want out of work and life, Britt returned to Texas and took some advice from his father while working as a consultant. “My dad, David, who was in the title business for years, said, ‘Why don’t you come work for me for a little bit?’” Britt remembers. “I had avoided the title business my whole life, just thinking that it sounded even more boring than banking. But I thought I would give it a shot while I was thinking about what else I wanted to be when I grew up. That was 17 years ago.” That led to Britt starting Fair Texas Title and recruiting some of the best talent in the DFW metroplex to help fulfill the vision of providing the best client experience possible. “Fair Texas Title has been my go-to title company for years now!” shares Sarah Lyons, a top producer and a former featured agent in Real Producers magazine. “They work hard to make each closing an important experience for every client, every time. Heidi Gilstrap is always there for me when I need her, and Clint Blackwell provides me with endless resources that help me do more and be better. I can’t say enough about my favorite title team!” Teamwork and Family
A couple of years later, Britt was looking to expand and prioritized adding a prior connection, Josiah McDaniel. Today, Josiah serves as sales manager and oversees all business development at Fair Texas Title. The teamwork between the two has been tremendous. Fair Texas Title - Mansfield team
26 • December 2021
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“With Britt, you can trust what he tells you. You know where you stand as a team member and what’s expected. He’s very honest. And that’s the first rung on the ladder for me,” Josiah says. “I’m really proud to be a part of this organization and play a role in its success … to be part of something where you have the absolute best in the industry calling to come and work here. That’s a testament to the culture that’s in place here. Family is important. And that is a message that resonates throughout the company. And people want to be a part of it. As Britt says, “Josiah and I are definitely aligned in a lot of the things we prioritize, with our faith and our families, which are important to both of us, and professionally, there’s that level of servant leadership. Josiah is a person who walks the walk, in addition to talking the talk. And it’s great to see how that is contagious. We have lots of people like that in the organization who share in that mindset.”
Britt and Sue Fair
Delivering Real Results
Like many at Fair Texas Title, Josiah has experience working in real estate sales himself. Each day, the members
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That’s a testament to the culture that’s in place here. Family is important. And that is a message that resonates throughout the company. And people want to be a part of it.
Tarrant Real Producers • 27
Passion for People
At the end of the day, that family atmosphere translates directly to the experience Fair Texas Title delivers to its team members, partners, and clients. “When I founded Fair Texas Title in January 2016, we had three people on board. Today, we’ve grown to where we’re getting close to 140 people,” he smiles. “These are outstanding people. It’s something we’re intentional about … looking at who’s really good at what they do and who you enjoy working with.”
Fair Texas Title - Ft. Worth team
of the team bring their experience and expertise to work for their partners. “Our sales team does a great job of collaborating with one another and then taking new ideas to their clients. They continue to change the industry by coming up with great strategies and putting newfound tools and resources in the hands of our agents. As a result, the agents who partner with Fair Texas Title see positive results in their own businesses.” “Because we have a lot of real estate sales experience on our team, we have the ability to empathize with our agents with how hard it is to go find the next deal. So, we ask ourselves: How can we help agents see the holes that may exist where they’re missing opportunities, and how can we help fill those?” Josiah says. “They don’t have infinite dollars. So, we help them stretch their dollars with good data, good guidance, and good resources.” Inexpensive resources are key. “We have resources for our clients that are very inexpensive. So, we can help someone who isn’t doing $200 million a year in production, so that they can compete with those that
28 • December 2021
do,” Josiah explains. “We have a lot of tools in place to help an agent find their next customer.” Britt sees his father as a vital mentor who taught him about the business – as well as how to run the business. “Our number-one secret sauce is the teammates we attract. It’s one of the main lessons I learned from my dad in the title business … that it’s not all about the owner or the name on the door, as much as it’s about the people that we have on our team,” Britt emphasizes. “That was the number-one goal I had when I started the company. I wanted to attract the best and the brightest title professionals in North Texas and then keep them happy. Our people know what they’re doing and are problem solvers. They are fun people to be around, and they attract top customers, and then Josiah and our sales reps are also really big on delivering those value-add techniques to help our clients generate more business.” Away from work, both men have lives that revolve around faith and family. Britt and Josiah are proud family men with wives who are the love of their lives, as well as growing children who are typically heavily involved in sports and school activities.
Koty Riley is the sales executive in Fair Texas Title’s Mansfield location. She feels the culture of teamwork and innovation is what separates Fair Texas Title from other title companies. “There is a high level of mutual respect amongst our colleagues, and the willingness to help one another and grow as a team is refreshing. The resources our team has come up with to offer to our referral partners to help with their business growth are the best in the industry and help us to serve our clients at the highest level. I’m so thankful to be part of this organization.” That spirit translates directly into real market expertise. “We feel great about the fact that we are only focused on North Texas. We don’t have offices anywhere outside of the DFW area,” Britt explains. “For us, this is home. This is the community that we focus our entire time around. And as part of that, there’s nothing more important to us than the DFW real estate agents we partner with.” For more information about Fair Texas Title: Web: www.FairTexasTitle.com
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Tarrant Real Producers • 31
Joe McCalip featured agent
Written by: Dave Danielson Photos by: Samantha Farris
32 • December 2021
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Rewarding Relationships Every success in life is made so much more rewarding when there is a deep purpose behind it. And more times than not, that purpose is about serving people. That’s an area where Joe McCalip excels. As team leader with the McCalip Group with The Property Shop, Joe focuses his energy on building and strengthening rewarding relationships. “Having a mindset of serving has always been important to me. With each deal I do, I try not to make it transactional but rather relational. It’s a great feeling seeing people’s excitement about getting into their dream home,” Joe says. “It means a lot to learn about people’s stories and to be part of that. I’ve had a chance to work with up to five transactions with some of our clients … from newlyweds and those having children to those who are retiring.” Acting on a Long-Term Interest
Joe earned his real estate license in 2014. As he says, it was a direction he had long had in his sights. “It was a passion from the time I was very young, when I was 20 years old. I knew a guy in our church, Mike Robertson, who was a REALTOR® and I always looked up to him. I was scared to take the plunge because I was just starting a family,” he remembers.
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Tarrant Real Producers • 33
34 • December 2021
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“Fear kept me from jumping in, so I went into property management and started as a leasing agent.” In time, Joe became a district manager and worked in that part of the industry for seven years. “I learned a ton at a very young age, and then I was laid off during the 2007 and 2008 recession,” he recalls. “From that point, I transitioned into full-time ministry work for seven years and was an Executive Pastor in Carrollton. Then through time, evolving and gaining more wisdom, I felt a huge hunger for real estate and to do what I always wanted to do in 2013.”
Full-Time Focus
Joe transitioned into full-time real estate work. As a solo agent, he recorded an astounding total of 50 deals in his first year. “It was very exciting, and I wished I would have done it sooner,” he says with a smile. Over the course of the past seven years, Joe has built a team of five and has seen growth every year. The results have been very rewarding. In fact, during 2021, Joe and his team are on pace to finish the year with 75 transactions for about $25 million in sales volume.
It was very exciting, and I wished I would have done it sooner.
Joe and his wife, Misti, and their children, Ben, Taylor, and Isaac
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Tarrant Real Producers • 35
Family First
Family is at the heart of Joe’s world, including his wife of 22 years, Misti, and their children — 19-year-old son Ben, 17-year-old daughter Taylor, and 12-year-old son Isaac. In his free time, Joe is a huge sports fan, especially when it comes to the Dallas Cowboys. He also is a big fan of the Dallas Mavericks. As he says, “As a family, we also love to go do something fun as a family and travel … some of our favorites have been Key West, Puerto Rico, Tennessee … family vacation times are really big things with us.” Joe has a heart for helping his community, as well. He and his family support the Mid-Cities Women’s Clinic in Bedford. Pursuing Their Goals
Those who have the chance to know and work with
36 • December 2021
Joe appreciate his laid-back, fun demeanor and sense of humor. They also rely on his relentless pursuit of their goals. As Joe looks ahead to the next chapter of his growing career, he feels gratitude. “I’ve enjoyed the experience of learning and seeing what we’ve been able to accomplish through the last seven years. It’s just rewarding. The people aspect is what gets me out of bed, seeing what I can do to serve someone differently today,” Joe says. “I really enjoy building my team and seeing them grow and helping them take their business to another level. It’s a passion of mine to teach, train, and mentor … helping my agents become better agents and better people. Each day, Joe makes a difference with his sense of purpose and focus on rewarding relationships.
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celebrating leaders Written by: Dave Danielson Photos by: Samantha Farris
One of the most powerful signs of leadership is when a person leads by lifting up others and placing their people first. That’s exactly what Josh Harley does. As founder and CEO of Fathom Holdings, Josh Harley demonstrates the strength of servant leadership for those around him. “I always aspire to inspire others with the belief that serving others is one of the greatest things we can do in both our personal life and in business. In everything we do, there are opportunities to serve others whether that be through giving back to our communities through charity or lifting up our coworkers and clients through the work we do,” Josh explains. “As a leader, my first job is to serve my leadership team in an effort to help them become their best and as a result, show them how to do the same thing for their agents. It becomes contagious as our agents learn that by truly serving their clients, and placing their needs first, their
40 • December 2021
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JOSH HARLEY T H E S T R E N G T H O F S E R VA N T L E A D E R S H I P
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business will be blessed with repeat and referral business.” Remarkable Results
Fathom Realty is one of the fastest-growing real estate companies in the nation, but Josh is quick to shift the spotlight and credit onto his growing team. “Our growth is a direct reflection of how we care for, and serve, our agents. Over 35% of our agent growth comes from our agents referring other agents to Fathom, and that’s without the incentive of some multi-level marketing downline. Serving others is something I always want to reflect in my work with our agents,” Josh says. “I call one or two agents every day to see how we can better serve them. While most companies focus on their top-producing agents, I make it a point to reach to our agents regardless of their production. I believe it’s our duty to serve all our agents, not just the top 1%. I don’t care if the agent closes two homes or 200 homes, they equally deserve my respect and time. I’ll pick up the phone and talk with them about what we can do better. I will ask them about their families, their hobbies, and what drives them. I will take the time to coach them where I can, or sometimes just listen if that’s what they need. I truly care about them and believe in the power of servant leadership. I want to lift others up. If success in business is reaching the top, then success in life is helping others do the same.” In his role as head of Fathom Holdings, Josh presides over an organization that delivers a wide range of real estate, mortgage, insurance, title, and technology services. On the real estate side, Fathom Realty has more than 7,000 agents today, across 33 states in more than 120
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markets, including close to 2,000 agents in the DFW area alone. “Our goal is to launch Fathom in all 50 states and expand into Canada, and we’re actively looking for mergers and acquisitions to move into new markets faster,” Josh says. Getting His Start
As Josh came of age, he served his nation in the U.S. Marines for eight years as an Infantry Sergeant and a hand-to-hand combat instructor. Josh earned his real estate license at the end of 2007. “I didn’t come to the industry to actually become a REALTOR®,” Josh admits. It was to start a company … Home Central … a platform to generate leads, nurture leads, and sell those leads to agents. Very similar to what I did in the automotive and new home building industries. Home Central was similar to what Opcity is today, but the timing was bad when we were getting our start during the real estate downturn of the late 2000s,” Josh says. “I realized that I had to shift my business quickly. I had my license and decided to be a REALTOR®. In the process, I started a team right away.”
of name options. I tried everything, including making names up,” Josh says. “I settled on Fathom, which means depth and, more importantly, it means ‘coming to understand.’ When I came across that name, it had meaning for me as it represented the way I wanted to change real estate from broker-centric to agent-centric. We wanted agents to fathom that there is a better way to do business. We wanted to give the power and money back to our agents. As a result, the average agent who joins Fathom increases their sales by 49%.” It was all part of moving the industry forward.
The trajectory was very impressive. By the second or third month, Josh had already added quite a few agents to his team. And by the end of the first year, Josh and his team achieved a level of success that very few reach. By the end of his second year in real estate, he earned his broker’s license and immediately launched Fathom Realty.
“I knew there was a shift coming in the industry and our role as a brokerage should be to lift up the agent to help them become their best. I firmly believe that high tide lifts all boats. When I came into the industry, that concept didn’t really seem to exist outside of a few small independent brokerages. It’s not about the brand. It’s about the agent, their level of competence, and their relationships. After all, per the National Association of REALTORS®, only one percent of buyers choose an agent because of the brokerage brand. I wanted to see that shift come to fruition and be part of making it happen,” Josh points out. “I really believe that if this industry is going to survive, we have to make the agents the center. We have to make sure agents are competent, care, and provide a level of service that no technology can replace. Otherwise, what we do becomes a commodity.”
Fathom is Born
Passion for the Profession
Josh grew up in Alaska where his father served in the U.S. Coast Guard. That seafaring background has shown up in the company’s name.
The passion that Josh brings to work each day is impactful.
“When I first started the company, I went through hundreds and hundreds
“This industry is amazing. This is one of the last industries where people can pursue and achieve the American dream regardless of where
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IT’S NOT ABOUT THE BRAND. IT’S ABOUT T H E A G E N T, THEIR LEVEL OF COMPETENCE, AND THEIR R E L AT I O N S H I P S . realproducersmag.com
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love negative feedback. I can’t fix what I don’t know is broken. I want to know what is broken so I can make it better. I like to get that feedback and look for new ways to innovate and make the company the best it can be for our agents and our clients.” A Wonderful Life
Away from work, Josh treasures time with his wife and family, but outside of that, Josh admits he likes to … work. “My idea of relaxing is working. It’s sick, I know. There’s always something to build and create and I thoroughly enjoy it,” Josh smiles. “One of the things I’m doing now is building a new house for my family. As you can probably guess, I personally designed our floor plan and pool.” Giving back and getting involved in charity is also a key part of life and across the organization. Each market center is encouraged to find a local charity to get involved with. In Dallas-Fort Worth, his team gets involved with feeding the homeless, providing clothing and housing for mothers who are escaping abuse, and serving local veterans in need. As Josh reflects on his driving purpose each day, he feels a deep sense of gratitude for having the opportunity to make an impact.
they come from. It’s color blind. It doesn’t care whether you’re male or female, or whether you have a college degree. In real estate, hard work is what separates those who succeed from those who do not,” he emphasizes. “I love that about this industry. It’s an amazing industry that allows anyone to succeed if they have the desire and discipline.” Josh takes a very hands-on approach to many aspects of his business, 44 • December 2021
immersing himself in making things even better. “I get bored easily. That’s why we have a conglomerate of different companies. I love to design, build, and create. Sometimes, I’m the one who builds the website and I personally designed each of our logos. I love to create and build new things. It’s not just about building but more about improving and disrupting the status quo,” Josh says. “In the process, I’ve learned to
“I’m proud of making a life-changing difference for our agents. That’s what I am here to do,” Josh says. “It makes me feel good to know that we’ve been honored by being named one of the top three companies to work for in DFW four years in a row. It proves that serving others really does matter and makes a difference in the lives of everyone involved.” Each day, Josh keeps moving forward in his tireless pursuit of excellence. Through that process, Josh demonstrates the true strength of servant leadership. @realproducers
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Vetted Business Social 2021 event recap This was possibly my favorite event of the entire year so far! We got to enjoy an incredible evening on the rooftop of the Skyhouse in Frisco with about 75 of our RP Vetted Business Partners, and it was such a great night. The weather was perfect, and the connections and conversations happening filled me with gratitude. I want to thank each and every one of our business partners for their support and for continually holding the RP community to the highest standard. Real Producers truly is the best-of-the-best in DFW’s real estate! Can’t wait for our social next year! Jordan Espeseth Owner
46 • December 2021
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Tarrant Real Producers • 47
48 • December 2021
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Tarrant Real Producers • 51
52 • December 2021
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DeWayne Smart cover story
Written by: Dave Danielson Photos by: Samantha Farris
Trust & Faith The world is filled with leaders of all kinds who each bring their unique skill set to work on behalf of others. One of those is DeWayne Smart. As Broker/Owner of Smart Realty, DeWayne makes a true lasting impact on the lives of those around him. His success has been built on two sustaining elements — trust and faith. Those who have a chance to know and work with him trust his integrity and expertise. At the same time, he lives and works with a strong spirit of faith. “The way I look at it, this is God’s story. I’m just along for the ride. I’m just here trying to do whatever I can to help push it forward by helping people,” DeWayne emphasizes. DeWayne grew up in Euless, Texas, raised with his younger sister by his single mom.
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“We lived paycheck to paycheck at best. When I was 13 years old, I went to work to start making money for the family. I worked in a Mexican restaurant, making hot sauce. From there, I got a job when I was 16 years old as a caterer at Willhoite’s in Grapevine.” Powerful Possibilities
In time, DeWayne was exposed to new possibilities in life through real estate. “My friend’s mom was working in real estate when I was in college. As I looked at that, I saw with real estate, you weren’t constrained. Plus, you could make a difference in the community. I got my real estate license and started at the end of 2001.” Soon, DeWayne began working at Century 21 Mike Bowman. “I had just turned 19 and living with my mom. I remember going out and buying two suits for $99.
Tarrant Real Producers • 53
That drove me to work hard and long hours with late nights. I never wanted to not have stability again.
Looking back, they were the ugliest suits. I strived to look my best so people would feel good about working with me and making one of the biggest investments in their lives,” DeWayne recalls. “In the first two years, I did one deal a month.” He kept moving toward his goals. He met a new mentor, who would help him take the next steps forward in his life. “I met Chuck Bryant about two and a half years into my career. He made me the man I am today. He taught me about real estate, investments, and how to be a giver,” DeWayne says. “Unfortunately, he has since passed, but his life lessons and teachings will never be forgotten. I now mentor and want to help others the way he did for me.”
A Remarkable Start
During DeWayne’s first year working with Chuck, he recorded an astonishing total of 80 deals. “I needed someone who believed in me and could give me guidance. He did that for me. A lot of what I do today is because of him. I was fortunate to work with him until 2012.” DeWayne remembers a difficult conversation he had with Chuck. “One of the hardest conversations was meeting him at lunch one day and telling him it was time for me to go on my own and
54 • December 2021
spread my wings. He said, ‘I have been waiting for you to tell me that since the day I met you,’” DeWayne says. “When he told me that, I knew that is the type of Broker I wanted to be for agents I’m blessed to work with.” Breaking New Ground
In 2012, DeWayne opened his own brokerage. “I was so busy that year with real estate, and my mother-in-law was my assistant, and it worked out phenomenally. Mary and I teamed up and worked together and grew the business from 2012 to 2015 … to a point where we did over $60 million in sales volume. I added a second assistant, and we were able to keep growing the business. Jackie was another huge asset to our company. She and Mary worked at the same time. Mary since retired, and Jackie is the one who runs and motivates our team daily.” Through time, DeWayne has been driven to motivate and grow others in many ways. “Childhood was difficult, and I never wanted to go back. That drove me to work hard and long hours with late nights. I never wanted to not have stability again. We didn’t have a safety
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Tarrant Real Producers • 55
net, and that is uncomfortable. My mom worked multiple jobs and did a great job, but I knew there was more out there.” The Rewards of Life
DeWayne’s world is made richer by his family. He looks forward to time with his wife, Brooke, and their children — 12-year-old son, Jackson, 10-year-old daughter, Braylee, 8-yearold Daughter, Mckinley, and 7-yearold son Garrison. DeWayne’s free time revolves around them. “Everything I do, I do for my family,” he smiles. He and Brooke also enjoy taking on a wide variety of remodeling and building projects. “We’re sitting together almost every night, talking about what house we can buy and invest in, or how to decorate a certain investment. Now, we are loving our newer projects of developing land.” Other free-time favorites for DeWayne include fishing, hunting, cooking, grilling, and hanging out with friends and family. When it comes to giving back, DeWayne has a love for being engaged in the community, serving on the Education Committee of the GCSID Foundation. He is a member of the Board of Directors for the Community Enrichment Center and the Colleyville Chamber of Commerce.
56 • December 2021
He’s also the President of Glen Home Elementary Dad’s Club.
Colleyville and Grapevine but also for my family.”
As he says, “I want to be a difference in the community. When I’m gone, I want people to say, ‘That man made our community a better place…’ not only for the people who are in
There’s no doubt that the impact DeWayne Smart has is powerful. With trust and faith, that effect will continue through time.
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