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 .
Matt Kelderman, Brian Force, & Nick Good The Only Real Estate Podcast Worth Listening To End of the Year
EVENT RECAP JANUARY 2020
2 • January 2020
With a combined 30+ years of lending experience in Dallas/Fort Worth, Daniel & Jacob have mastered the closing process. With an average closing time frame of 12 days, they have proven to be
“THE BEST OF THE BEST”! Contact the Plano Branch of American Financial Network, Inc. Daniel Muñoz Jacob Emmel and watch your business grow with the piece of mind that Branch Manager Branch Manager YOU WILL CLOSE ON TIME EVERY TIME! D: 469.952.4343 D: 817.680.7521 F: 866-531-0402 F: 866-991-5844 dmunoz@afncorp.com | NMLS 216101 jemmel@afncorp.com | NMLS 716383 CORP NMLS #237341 | Branch NMLS# 1470568 | 2400 Dallas Parkway, #200, Plano, TX 75093 American Financial Network, Inc. is licensed by the Texas - SML Mortgage Banker Branch Registration under Nationwide Mortgage Licensing System (NMLS), unique identifier of 1470568. Florida Mortgage Lender Servicer Branch License (MLDB5623). Oklahoma Mortgage Lender Branch License (MLB11145). South Carolina- BFI Branch Mortgage Lender/Servicer (MLB—1470568). Refer to www.nmlsconsumeraccess.org and input NMLS #237341 to see where American Financial Network, Inc. is a licensed lender. In all states, the principal licensed office of American Financial Network, Inc. is 10 Pointe Drive, Suite 330, Brea, CA 92821; Phone: (714) 831-4000 (NMLS ID#237341). This information is intended to assist Real Estate Brokers, Agents, and other Industry Professionals, and is not an advertisement for consumer credit as defined in 12 CFR 1026.2(a)(2). This information is not intended for consumers and may not be duplicated or disseminated to the public.
www.realproducersmag.com • 3
TA BLE OF
CONTENTS 06
16
Index of Trusted Partners
Publisher’s Meet The Team Note
Publisher’s Note
20 18
27
34 10
Rising Event Star - Recap Sakina Ismaelbay
Check This Out: Out Front Signs
Rising Tips From Star: Danielle the Top & Daniel Durbin
43 24
44 16
24 47
Games: FAQ CrossAbout word This Magazine Puzzle
54 10
Tips Cover From Story: the Top Matt Kelderman, Brian Force, and Nick Good
4 • January 2020
09 11
Sponsor Partner Spotlight Spotlight:Photography Bank of By England Spross
60
Cover Story Continued: Nick Good
CCAR: FAQ In The About Know This Magazine
68
Cover Story Continued: Matt Kelderman and Brian Force
www.realproducersmag.com • 5
PREFERRED PARTNERS
This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community! ARTIST Hope Harrison Artist Hope Harrison (469) 394-8664 hopeharrison.net BARBERSHOP & MEN’S GROOMING Hammer & Nails Grooming for Guys - Frisco (214) 794-6498 hammerandnails grooming.com BUILDER Taylor Morrison (469) 252-2272 taylormorrison.com BUSINESS COACHING Hero Nation Coaching Wayne Salmans (469) 500-3642 theheronation.com BUSINESS/EXECUTIVE COACH Elevate U (214) 551-1940 elevateuinc.com DEVELOPER Huffines Communites (972) 860-3133 huffinescommunities.com DIGITAL MARKETING & DIGITAL ADVERTISING Star Mobile Systems (469) 733-7270 ENGRAVED CLOSING GIFTS VinoSay Engraving Ray Southwell (469) 396-6529 vinosay.com
6 • January 2020
FLOORING The Design Quad (214) 647-1779 thedesignquad.com FOUNDATION REPAIR Digg Foundation Repair Scott Winn (214) 307-4060 diggfoundationrepair.com GARAGE DOORS Pro Lift Doors (469) 251-7027 proliftdoors.com/garland HOME INSPECTION Amerispec Home Inspections (817) 329-5200 amerispectx.com Elite Inspection Group (469) 818-5500 eigdallas.com Inspect360 (817) 754-0360 inspect360.com Level Up Home Inspections (713) 235-0918 levelupinspect.com The Inspection House (512) 686-0097 theinspectionhouse.com HOME RENOVATION Curbio (978) 888-3958 Curbio.com HOME WARRANTY Home Warranty of America (888) 492-7359 hwahomewarranty.com
Nations Home Warranty (888) 737-7070 home-warranty.com Super (202) 750-1618 HelloSuper.com INSURANCE Brandon Cooley Insurance Agency (940) 365-6174 agents.farmers.com/tx/ aubrey/brandon-cooley DFW Insurance Services Adrienne Baker (972) 781-1115 insurewithdfw.com Paine Insurance Group (972) 387-9217 whosyourinsuranceguy.com Presley Insurance Group (214) 888-0730 www.presleyins.com Rhyne Insurance Agency Kristian Rhyne (972) 400-1089 agents.farmers.com/krhyne The Pulaski Sukenik Insurance Agency (214) 673-7888 thepulaskisukenikagency.com Winemiller Insurance Agency Josiah Winemiller (817) 618-6514 gooseheadinsurance.com/ agents/josiah-winemiller/
INTERIOR DESIGN & HOME STAGING Decor Directions (469) 969-8819 decordirectionsUSA.com MORTGAGE BANKER Bank of England (469) 737-5733 boetexas.com MORTGAGE LENDER American Financial Network, Inc. Daniel Munoz (214) 473-5984 afncorp.com/danielmunoz First Rate Financial (214) 872-4442 iamfirstrate.com Legacy Group - Service First Mortgage (214) 649-4908 petemontesino. servicefirstmtg.com Team Wally Home Loan (469) 277-1249 teamwallyhomeloan.com The Mortgage Nerd (972) 447-6373 YourMortgageNerd.com The Tuttle Group Mid America Mortgage (469) 319-0660 thetuttlegroup.com Willow Bend Mortgage (214) 449-2334 wbm.com
MORTGAGE LOAN ORIGINATOR Farmers Bank and Trust Debbie Bloyd (979) 220-3018 myfarmers.bank MOVING SERVICES All My Sons Moving & Storage (561) 578-3800 allmysons.com Element Moving and Storage (972) 805-0988 elementmoving.com Firehouse Movers Inc (972) 412-6033 firehousemovers.com Stonebriar Moving Services (469) 734-9000 stonebriarmoving.com NEIGHBORHOOD HANDYMAN Handy Hogan 469-307-4690 PAINTING Splash Painting and Remodeling (214) 980-2669 splashpaintingand remodeling.com
PHOTOGRAPHY Scott Peek Photography (468) 587-2300 ScottPeekPhotography.com PROPERTY MANAGEMENT American Real PM (469) 620-0114 americanrealpm.com Real Property Management Focus (469) 820-0088 realpmfocus.com REAL ESTATE VIRTUAL ASSISTANT Virtual Business Solutions Real Estate (469) 999-1559 vbsrealestate.com ROOFING Blue Ribbon Roofing (972) 464-1858 blueribbondfw.com Helsley Roofing Company (972) 578-8982 helsleyroofing.com New View Roofing (469) 232-7220 newviewroofing.com
Results Roofing (214) 301-5533 results-roofing.com
Fair Texas Title (602) 421-6417 fairtexastitle.com
ROOFING & CONSTRUCTION High Performance Restoration Texas (214) 396-7772 hprtexas.com
Kensington Vanguard National Title of TX (214) 529-3840 kv-lonestar.com
Red Dirt Roofing & Construction (817) 454-0608 reddirtroofing.net
Lawyers Title (469) 247-8281 dfw.ltic.com
Roofing Reformation (469) 321-5201 roofingreformation.com
TRAINING Need to Know (469) 396-6529 needtoknowtraining.com
ROOFING & ROOF WARRANTY Total Roof Protection (817) 210-6338 totalroofprotection.com
UTILITY CONCIERGE Utility Concierge (800) 587-3160 utilityconcierge.com
ROOFING / STORM RESTORATION 100% Construction (469) 999-6091 100percentconstructiontx.com
VIDEO PRODUCTION/ MARKETING/PHOTOGRAPHY Flux Media Productions (469) 955-5833 fluxmediaproductions.com
TITLE COMPANY Boston National Title of Texas (972) 584-9660 bostonnationaltitle.com
WEALTH MANAGEMENT Linder Legacy Group (214) 843-3835 linderlegacygroup.com
Call for free inspections (469) 232-7220
We Won't Hold Up Your Closing!
www.realproducersmag.com • 7
For a custom priced proposal and to book now call 469-587-2300
8 • January 2020
www.realproducersmag.com • 9
LENDING THAT HAS YOU COVERED.
Your HERITAGE is looking back at the past… Your LEGACY is looking to the future!
Our dedicated team of mortgage experts
The Legacy Group is here to help you write YOUR Legacy when it comes to Real Estate!
has the ability to originate, underwrite and fund loans in-house to create a hassle-free lending experience
Apply today from your phone, just visit: Servicefirstmtg.com/legacy Pete Montesino Branch Manager NMLS: #233775 Phone: 972.608.7501
Roger Salazar Sr. Mortgage Professional NMLS: #375993 Phone: 214.298.8465
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Service First Mortgage | NMLS #166487 | 6800 Weiskopf Avenue, Suite 200 | McKinney, TX 75070 10 • January 2020
from start to finish.
MEET THE
NORTH DFW REAL PRODUCERS TEAM
Jordan Espeseth Publisher
Geneva Eilertson Operations Manager
Missy Kremer Editor
Tiffany Haynes Ad Strategist
Zach Cohen Writer
Dave Danielson Writer
Scott Peek Photographer
Hope Harrison Photographer
Rick Davis Videographer
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 • January 2020
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.
www.realproducersmag.com • 13
MEET THE PL ANO OFFICE OF L AWYERS TITLE
TRACY MCCANN
HEATHER GERSHON
TREY MCCANN
BRANDI DOSSER
DIRECTOR OF OPERATIONS ATTORNEY
AUSTIN KNIGHT
KEITH WILLIAMS PRESIDENT / ATTORNEY
469-366-0909 HTTPS://DFW.LTIC.COM/ 5810 TENNYSON PKWY., SUITE 105 � PL ANO, TX 75024 14 • January 2020
CHRISTINE MCLEAN
LISA SCHULGEN
DIRECTOR OF EDUCATION ATTORNEY
WHICH REAL PRODUCERS TERRITORY ARE YOU APART OF? REAL PRODUCERS IN THE DFW METROPLEX
WHICH REAL PRODUCERS August 28, 2011 5051 New Centre Drive TERRITORYWilmington, ARE NCYOU A PART OF? 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 any of these markets, you will be receiving a publication every month and have the possibility of being featured at no cost to you!
T. 910.202.0917 E. info@n2pub.com www.realproducersmag.com
First Last Name Street Address City, State 00000
REAL PRODUCERS IN THE DFW METROPLEX North DFW Real Producers
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 three 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!
Dear :
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Aliquam porta lectus nec mauris non est turpis, et cursus sem. Ma auctor at bibendum nisl lacinia.
Tarrant County Real Producers
Morbi imperdiet neque vehicula Vestibulum iaculis pretium place amet facilisis eleifend, nibh nibh dui non purus. Pellentesque in m sapien, dictum vitae condimentu etDallas molestie nibh. Vestibulum vita Real Producers porta sit amet interdum elit. Nulla volutpat congue.
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Sincerely,
Remington Ramsey
www.realproducersmag.com • 15
The End of a
DECADE publisher’s note Another year down and another decade gone past. It’s hard to believe that we are already into 2020. It is always interesting to look back on the year that has gone by to see what has changed in our lives. What is even more fascinating is when we reflect on the last decade! In writing this publisher’s note, I did just that. I suggest you all do the same! Wow, a lot has changed. Allow me to hit on some major milestones of my life.
In the summer of 2015 I moved to San Saba, TX, and I worked as a traveling Physical Therapist Assistant for seven months at the lovely, one-star, Pecan Valley Nursing Home! Talk about a trip. I loved the people I met and worked with while I was there, but during my time there I discovered that the 9-5 life wasn’t for me. I had an entrepreneurial spirit, and I felt a growing need for it to be unleashed.
When we started this decade in 2010, I was 19 years old. I was living in a three-bedroom apartment with my two buddies from high school in Fargo, ND as I was going to North Dakota State University, taking my prerequisites for Nursing School. First off, what a change when you fast forward ten years, and I am now the owner of a real estate publication franchise in Frisco, TX. I have to tell you… I didn’t see that one coming!
In 2016, at 26 years old, I went on a two-years stint of trying a few different entrepreneurial endeavors. I tried life coaching/ consulting (who wouldn’t want to take advice from a guy who doesn’t have his life together), helped my brother with his Point of Sales business, and lastly traveled around the U.S. with Brett Martinsen (now the Dallas Real Producers Owner) speaking at real estate events, teaching agents how to use SendOutCards to grow their business.
In the summer of 2010, I was accepted into Nursing School and I was working on getting my bachelor’s degree while working at Buffalo Wild Wings. To this day I still love me some B-Dubs! In 2012, while I was halfway through the Nursing Program, I felt like my life was way off course. My anxiety was through the roof, and after much contemplation, I dropped out of the nursing program. Ouch. In 2013, I received a general bachelor’s degree from NDSU and decided to go to a technical school in Grand Forks, ND to get my Physical Therapist Assistant Degree. This is also the year I had my last official girlfriend until I met my beautiful girlfriend, Geneva, in late 2018! I am so grateful she was crazy enough to hop into my chaotic world! #lifesaver
16 • January 2020
That beautiful, chaotic decade led me to land in Frisco, Texas on February 7th, the day after my 28th birthday, to start up North DFW Real Producers. What a journey it has been. Hard to believe what massive change happened this past decade. Looking back, I wouldn’t change a thing. I wonder what the next decade will bring. I can’t wait to find out. Jordan Espeseth Publisher of North DFW Real Producers jordan.espeseth@realproducersmag.com
Andy and The Tuttle Group are top notch at what they do for me and my clients. He is the best in the business and his ability to follow up and keep everyone informed is priceless. The way Andy pumps up me and my team to our clients reinforces they made the right decision in choosing me. He sets the client up for a great experience, sets up the team for success and helps the client feel like a VIP.
• TOMMY PISTANA • Realtor | Team Lead The Pistana Group @ Compass
Let us help with your mortgage There's no bigger financial decision in life than how you will finance your home. The Tuttle Group understands that it can be overwhelming and intimidating. That's why we've created our convenient and hassle-free process... to provide you with an excellent financing experience. You'll also have peace of mind knowing you're being guided through the process by experts. Whether you’re a first time home buyer, self-employed, military veteran, or public servant- The Tuttle Group is here to help. We will help you find the loan program best for you.
The Tuttle Group 14900 Landmark Blvd., Suite 600, Dallas, TX 75254 TheTuttleGroup.com
MEET OUR LOAN EXPERT
ANDY TUTTLE BRANCH MANAGER NMLS# 184325 469.319.0660 Andy.Tuttle@MidAmericaMortgage.com
Apply in as little as 15 minutes! Visit www.TheTuttleGroup.com/Get-Started Mid America Mortgage, INC.| NMLS 150009 www.realproducersmag.com • 17
event recap
North DFW Real Producers
END OF THE YEAR EVENT! Wow! What an AMAZING event. This was North DFW Real Producers 5th ever event, and it may have been the most satisfying! There were so many things that went into making this event a massive success. First off, the venue. Huffines Communities $9.5 million Amenity Center is absolutely gorgeous. I mean, just look at the photos! Our Real Producing agents and partners started rolling in around 10:30am, where we had mimosas and Hot Shots Coffee with Red Dirt Roofing’s Logo on the foam. So cool! Around 11am we got started with our Marketing Masters Panel, which provided so much value to those in the room. Owner of Hero Nation, Wayne Salmans, kicked off the event with a high energy 15-minute presentation that was followed up by a rock star panel with Wayne himself, Mike Mazyck, Nicole Espinosa, and Nick Good. These people are succeeding massively and know how to market themselves – there is no doubt about that. We were blessed to dig into their minds around this topic. Many people were feverishly taking notes.
18 • January 2020
Shortly after 12pm we started the networking portion of the event, which is always a blast when you have the best agents and most referred businesses all together in one room. At 1pm we had a few giveaways such as a pair of Stars tickets, a Kate Spade Handbag, and even a four-day trip to Mexico. Congratulations to our winners: Jane Clark, Carol Thompson, Shawn Fehily, Dee Dee Trosclair, and Lisa Rogers! What made this event SO special was the fact that we raised over $6,000 for Frisco Gold Star Family Monument, which is a place for families to go who have lost their loved ones in war. We had 11 guys who did a Polar Plunge to raise additional money for the charity! The pool was not heated, and it was a balmy 45 degrees out. Many of us jumped in with our clothes on and many of us got out just as fast as we got in! We all felt refreshed after though, that is for sure. Thank you to all of the agents and partners who donated – none of this would have happened if it weren’t for you! The Real Producers community is truly amazing.
“Huffines Communities was very proud to host this event! This community does an amazing job providing top producing realtors with educational programs, in a relaxed & fun-filled environment. I’m also impressed by the fact that this group gives back to charities in such a big way!” - Chellie Meziere, Huffines Communities
Also, thank you to our event sponsors Huffines Communities, American Real PM, Red Dirt Roofing, and Hero Nation. We couldn’t have had this event without you! We can’t wait to celebrate with you all next year! Jordan Espeseth
www.realproducersmag.com • 19
“There was so much talent in one room it was unbelievable. It was great to visit with everyone and talk shop. Iron sharpens iron!” - Carol Thompson, Keller Williams
20 • January 2020
“Finally, an event that is not “pay to play”. Instead, it is truly an invite-only event where only the ones who have earned the right to be there! In my opinion, that is what makes this event truly unique!!” - Mike Mazyck, Mike Mazyck Realty
www.realproducersmag.com • 21
“This event was epic. It is a privilege to network with like-minded successful entrepreneurs in a relaxed and supportive environment. North DFW Real Producers have created something truly special, and I am humbled to be a part of.” - Kyle Karker, American Real PM
22 • January 2020
Pay At Close Flooring • Mobile Showrooms All types of Flooring Available $3.99/sqft Installed Lifetime Vinyl Flooring
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www.realproducersmag.com • 23
First Rate Financial LLC. p. 214.872.4442 f. 214.572.7792 FIRST RATE FINANCIAL OFFERS YOU THE SAME SERVICE AS THE LARGER BANKS, BUT WITH LESS CHARGE You will find a combination of rates and fees much lower than your local or national bank/lender. We want you to receive a great deal with great service so you’ll never need to call another mortgage company again. Our goal is to become your lender for life.
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24 • January 2020
iamfirstrate.com
“It was exciting to see agents coming together in more ways than just building/sharing our businesses & networking. This community of top realtors that North DFW Real Producers has built came together to support a cause where all military families will have a place to remember their loved ones. “ - Noe De Leon, Keller Williams
www.realproducersmag.com • 25
Over 20 years of professionally moving families across Texas.
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" We can't thank everyone at Firehouse Movers enough for always going above and beyond when moving our clients and family. After they moved our family in 2012, we knew we could trust them with our clients needs. They crews show up as scheduled (if not early) and their crews are always professional and courteous. We know that moving can be very stressful. Firehouse does everything they can to put our clients at ease, move their possessions with care and make moving day a pleasant experience. We are grateful for our relationship with Firehouse!” Jennifer & Ashton Harris with HARRIS LEGACY GROUP
H O W D O Y O U S AY
“Thank You”?
VinoSay Engraving offers both wine and non-alcoholic engraved gifts, ranging from engraved golf ball cases to humidors! Sales@VinoSay.com 469-396-6529 www.VinoSay.com
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26 • January 2020
“ Great follow-up, Professional, Communicates freely.” - Happy Customer
Discover why homeowners choose Red Dirt Roofing in the greater Dallas Fort Worth Area for roof repair and roof replacement.
FREE Estimates. Call Us Today! Justin Barker, Owner
Cell 817 454 0608 | Justin@reddirtroofing.net Www.reddirtroofing.net 1309 Ridge Rd | Suite 109 | Rockwall TX 75032 www.realproducersmag.com • 27
OUT FRONT SIGNS THE MOST INNOVATIVE REAL ESTATE SIGN ON THE MARKET check this out! Written By: Dave Danielson Photography By Hope Harrison
Real estate is no stranger to disruption. But a local company is bringing the power of technology to aid your cause in a brand new, positive way. Out Front Signs is headed by Innovator and Founder Richard Dover and Partner/Owner Kelly Wright. And thanks to their groundbreaking new product, your name (and your clients’ homes) will be shared in a whole new light.
28 • January 2020
www.realproducersmag.com • 29
Flexible and Valuable To meet the needs of changing market conditions, information, and offers, the messaging on each sign can be adjusted remotely. “That way, we can make the changes for agents on the go, and they don’t have to worry about any downtime,” he says.
Revolutionary Results The new product is the next stage in the evolution of the real estate sign, a two-sided thing of beauty. On one side is a high-quality, near 4K, LED, full-motion video screen. The other side is a traditional metal sign.
board, each sign also comes with a standard metal real estate sign. That way, in the unlikely event the video board isn’t on, real estate agents never have to worry about losing representation, and their presence, at their listings.
“This is the newest, most innovative real estate sign on the market today,” Richard explains. “The sign can be used by agents to display a sequence of information, including their photo, interior shots of the home, standard sign information, as well as text and images to promote other special offerings the home may have for the market.”
“Each sign also comes with a 1080p camera that’s part of the sign, with a 150-degree angle view that can also provide security at the home,” Richard says.
That’s just the start.
Lena Smith, a REALTOR® with eXp Realty and a veteran in the home building industry, was brought in as a consultant to head up the marking and advertising efforts at Out Front Signs. She says the idea is ingenious and began when Richard entered the LED digital industry a few years ago. “When the first LED billboard trucks entered the Dallas market, Richard was asked to apply his high-tech background in computers, marketing, and advertising to help with the companies. That was his first introduction to the LED billboard industry.” Smart and Appealing In addition to the innovative video 30 • January 2020
Out Front Signs handles all sign installation and will also come and remove the sign once the home is sold, so agents never have to deal with that part of the process. As Richard stated, “Another attractive feature is that the sign has an automatic on and off, allowing it to turn off at 9:30 p.m. and then come back on at 7 a.m. It also automatically dims its display at night.”
Each sign is leased to an agent for a set amount of time. Signs may be moved between properties during the length of the lease. These features make this sign extremely attractive and affordable. In addition, Out Front Signs offers a templated service that streamlines the process of determining and organizing information that appears in a looping sequence on the signs. Richard stated, “It’s obvious that the advertising market is going digital, and it only makes sense for the real estate industry to go that direction, as well. This type of advertising not only changes the face of the realty game, but it gives any real estate agent a leg up when using the digital sign. When cars drive by, the driver can’t help but look.” Lena stated, “As listing agents, we are constantly seeking innovative ways to place our listings at the top of the market. Agents who specialize in listings, Out Front Signs will be the next step to our success.” For more information about the new LED Real Estate Sign from Out Front Signs: Website: www.OutFrontSigns.com Phone: 214-940-3468 Email: OutFrontSignsDallas@ gmail.com
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www.realproducersmag.com • 31
“I am not a Real Estate agent but I am married to a Real Producer in real life”
Evidence Based Appreciative Coaching founded on Cutting Edge Human Sciences. Real Estate for top producers is incredibly demanding. Managing some semblance of life balance while serving the demands of excellence in a seven-day-a-week industry can be a daunting challenge. But you can be the highest performing authentic you AND live a balanced life.
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Our clients achieve: • Increased Leadership Effectiveness and Influence • Professional/Personal Life Balance • Clarity of Life Goals and Professional Objectives • Discovery & optimization of Core Strengths and Motivations. • And much more.
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&
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Photography By: Daniel Motta Photography
34 • January 2020
www.realproducersmag.com • 35
Rising with Faith rising star Written By: Zach Cohen
“The very most important thing to us is our faith. That’s the foundation, compass, and cornerstone of who we are and how we run our business.” In only her third year in the real estate industry, Danielle Durbin’s real estate success has taken off. After winning Rookie of the Year in 2017, and with a rapidly growing business, her husband, Daniel, left his career of 25 years in the car business to join her full-time. In 2018, the pair closed over 30 transactions and $13 million. In 2019, they more than doubled their business, rounding out the year with over $30 million in sales. Yet, their material success is more of a byproduct of who they are than the primary objective. For both Danielle and Daniel, faith and family lead the way. It’s precisely because of this -- not in spite of it -- that they have been as successful as they have.
Photography By: Scott Peek Photography
tion and a career early in her life. She has an undergraduate degree in corporate finance from Texas Tech University and an MBA in financial services from the University of Dallas. She also holds a Life Coaching Designation and is a Certified Life and Leadership Coach. Prior to getting into real estate, she worked in private wealth management for 11 years, where she provided comprehensive financial counseling services to corporate executives.
Humble Roots Both Danielle and Daniel come from humble roots. Each of their paths has led them to be the people they are today -- and to be focused on faith and family as their priority. Both Danielle and Daniel’s parents divorced when they were young, and both were raised by single moms who struggled to make ends meet. As a result of her upbringing, Danielle put a high focus on an educa-
36 • January 2020
Daniel, on the other hand, did not finish high school and went on to become a successful, self-made entrepreneur in the car sales business. Starting out as a porter, he worked his way up through the industry, climbing to the top of the sales rankings. In his 25+ years in car sales, he developed into one of the best in the business. At one point, he was the number one Cadillac salesperson in the entire nation for three consecutive years.
“We are thankful for our past and have a deep appreciation for it. It taught us the importance of strong work ethic, tenacity, and drive, which is now woven into the fabric of our being,” Danielle says. Then in 2012, Danielle and Daniel’s child, Sloane, came. That changed everything. Family in Focus “I started taking on clients and traveling a lot in my corporate career,” Danielle recalls. “After Sloane was born, [the travel] was really hard on our family. I absolutely loved my career and the company I worked for. They were like family to me, but I knew something had to change in order for me to be the mom I wanted to be to our daughter. It took me three years after she was born to finally transition out of my corporate career completely. I was there for 11 years. It was a very hard decision to leave.” Danielle initially returned home to stay with her daughter. After a year, she began thinking about her next career move. Danielle and Daniel have always had a love for real estate and have always done well selling their personal homes.
Photography By: Daniel Motta Photography
www.realproducersmag.com • 37
Photography By: Scott Peek Photography Daniel and Danielle with their daughter, Sloane
“I also do have a love for interior design and staging,” Danielle explains, “I have always just had a talent and natural eye for it. I also believe my eye for design has been a huge contributor to our professional real estate success.” “Initially, I set out for this to be a parttime gig. Mainly, I wanted my license for our flip houses. But it seems the Lord wanted to take this is a different direction. Our business just blew up and took off,” Danielle laughs. A Life of Gratitude “We complement each other really well,” Danielle explains. “Daniel has so much real-world/life sales experi38 • January 2020
ence, and you complement that with my corporate knowledge, mentality, and background, and it creates a really robust approach to how we run our business. It’s like the school of hard knocks meets MBA. We jokingly call ourselves Bulldog & Brains. It just works.”
vow to always run our business with total transparency, fairness, honesty, and integrity.”
Fathom Realty has been a perfect fit for the couple. Their principles align with Danielle and Daniel’s, and Fathom offers the freedom for them to run their business how they envision. Self-motivated and relationship-based, Danielle and Daniel have a 100% referral-based business. “It always has been, and always will be about, the relationship. We love our clients and truly care about them. We
“My daughter and my wife are the biggest blessings,” Daniel says. “The real estate success comes second to God, my wife, and my daughter.”
“We’re family-oriented. We grind at work and go home to our family,” Daniel explains. Sloane is now seven years old and is the center of the couple’s world. This past December, they renewed their wedding vows.
“I’m incredibly grateful that I found my walk with the Lord, for my faith, my husband, daughter, family, and friends,” Danielle adds. “I am so overwhelmed with gratitude for all the blessings that we’ve been given. All the glory and honor are given to God. We remain humble.”
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Send a picture of your completed puzzle to geneva@realproducersmag.com for a chance to win a prize! 1
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DOWN 1. Nick Good states, “I like being that guy who can 10 help be a guide for growth in a _____ industry.” 11 2. North DFW Real Producers hosted their ______ Masters Panel and End of the Year 12 Event this past November at Huffines Commu13 nities’ Club Inspiration. 4. Out Front Signs offers new _____ real estate Prize provided by signs, which is the newest, most innovative REALTOR® sign on the market today. 5. As Brian Force says, “The advice I give new 14 agents is, ‘Every time you feel like______, tell yourself it’s not going to be today. If you can do that, you can get through. If you can do that, you’ll overcome anything eventually.” 6. Danielle and Daniel Durbin are ______ and ACROSS ACROSS based, which is the foundation, com3 At one point, Daniel Durbin was the number one ____ salesperson in the entire nation family for three consecutive years Durbin prior to was realthe estate. 3. At one point, Daniel number one ____ salesperson in the pass, and cornerstone of who they are and how 9 In addition to the _________ board,years each prior Out Front comes with a standard, they run their business. entire nation for threevideo consecutive to realSign estate. metal REALTOR® sign. In addition to thetheir _________ videowanted board, other each Out Front 10 Nick9. Good states about podcast, “We people toSign hearcomes the ______7. An offer came from an asset management with standard, metal … REALTOR® sign. about the reala estate industry we want to be that resource for the real estate agent company that wanted Nick Good to work on world discuss the raw, about unÞltered about this business. not always 10. to Nick Good states theirtruth podcast, “We wanted otherItÕs people to hearglamorous.Ó the ________ during the 2008 recession, but 11 Paige Shipp reported that the 2020...wage increase _____ about to theCCAR real estate industry we want to be will thatalso resource for he declined. 12 ÒThe Only Real Estate Podcast Worth Listening To,Ó has ranked at times among the Top the real estate agent world to discuss the raw, unfiltered truth about this 8. Both Matt Kelderman and Brian Force were both 50 Business podcasts______. business. It’s not always glamorous.” before getting their real estate license. 14 “We can build our business however we want. It's great for REALTORS®, and each has______ their11. ownPaige business that to weCCAR support Bank of England Mortgage Shipp plan reported thatand_______. the 2020 wage increase will also allow is13. Real Producers magazine started in Indianaprelationship-based, so whatÕs important to us is long-termtorelationships more _______ buyersmost to purchase a home, orcreating for a homeowner finally olis in 2015 and is now in over 100 ______ with whoever we work with,Ó claims Marcus Lepp. afford a larger home. across the nation and spreading rapidly. 12. “The Only Real Estate Podcast Worth Listening To,” has ranked at times DOWN among the Top 50 Business podcasts______. 14. “We can build our business however we want. It’s great for REALTORS®, December Crossword Answers: ACROSS: 3. One / 4. Financial / 8. Restaurant / 9. Grow / 10. and each has their own business plan that we support and_______. Bank Field / 11. Planners / 12. Rookie / 14. Sellers / 15. Implementing of England Mortgage is relationship-based, so what’s most important to us 11/14/19, 12:22 PM is creating long-term relationships with whoever we work with,” claims DOWN: 1. Negotiable / 2. Intentional / 5. Center / 6. Youngest / 7. Hearts / 13. Nation Marcus Lepp. 7
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BOETexas.com
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44 • January 2020
Family. Commitment. Success. partner spotlight Written By: Dave Danielson Photography By Scott Peek Photography
When you walk into the offices at Bank of England Mortgage, you immediately realize this isn’t your standard working environment. Instead, you experience a warm, fun ambiance where team members are happy to see you come … and stay. It’s no accident. It’s by design. And that fresh look and feel begins with the branch’s Partners: Shawn Fehily and Marcus Lepp. Marcus explains their intentional approach by saying, “This process should be fun and not stressful. We designed our office to
have fun… so clients can come in and feel like they’re part of the team.” As Shawn says, “If you know someone in the industry who’s having more fun than us, we’d like to meet them.” Shawn’s wife, Katherine, is a mechanical engineer, and designed the welcoming space that the team of more than 20 people call home. Best of Both Worlds Bank of England Mortgage is based in England, Arkansas, with a powerful, national reach. Shawn, Marcus, and their team have established a level of service that combines the strength of a larger organization with the responsiveness and flexibility of a local organization. “We have the ability and freedom to make changes, whereas some others have more corporate restrictions. We can structure loans with flexibility. There’s nothing too big or too small or too early or too late in the day for us
www.realproducersmag.com • 45
From left to right (back): Marcus Lepp, Shawn Fehily, Amanda Gomez, JeRon Allen, Gwendolyn Griffin, Courtney Gutierrez, Frank Rubalcava. Front: Jeffrey Murphy, MJ, Meghan Stevenson, David Restrepo.
46 • January 2020
It doesn’t matter what it is. With our 20-plus members, we have the team to support you. We’re not just a mom and pop shop. We are a full-capability entity. to take on,” Shawn says. “It doesn’t matter what it is. With our 20-plus members, we have the team to support you. We’re not just a mom and pop shop. We are a full-capability entity.” Bank of England Mortgage got its start in 2008 during the economic downturn—just as many other mortgage companies were getting out of the business. “And we’ve been able to grow year-after-year ever since then,” Marcus adds. That growth comes from a true, comprehensive level of products and services — all while building bonds that last. “We are a relationship-driven organization, building relationships with agents and builders and really diving in to understand what their clients need,” Marcus explains. “There’s not one mortgage product that we don’t have. We also do all of our own underwriting, loan origination, and closing here. On top of that, we are always looking at ways to partner with agents and help them build their business.” A True Family Feeling Family is central to the feeling you get at Bank of England Mortgage. And that begins with Shawn and Marcus themselves. Shawn and Katherine have a 1-year-old son, Ridge Thomas Fehily. In his free time, Shawn enjoys travel, golf, snowboarding, and cooking … plus spending time with his parents. Marcus is very close with his parents, who live in Highland Village, and his brother and his family in Kentucky. He also has a dog, MJ, who has been a faithful Bank of England Mortgage team member, accompanying Marcus to work for the past ten years. The team at Bank of England Mortgage fosters a true family atmosphere. “Each of our team members is there for the same reason: to solve problems and help our partners.
www.realproducersmag.com • 47
Shawn with his son, Ridge.
In turn, it means a lot for us to see their business and careers grow. It’s also rewarding,” Marcus says. “We love helping customers and our staff.” Shawn agrees. “Some of our favorite moments are seeing the growth of our staff members, and to help to train and mold them, seeing them become industry leaders as originators,” he says. “We put a lot of emphasis on our systems and processes to support ongoing communication to keep things on track.” “That’s important,” Marcus adds. “During our process, we want to be the sounding board notifying everyone. If someone is involved with the transaction, they’re getting updates throughout the process. It’s all geared to supporting our REALTOR® partners and the experience they provide their clients.” At the end of the day, the Bank of England Mortgage team has created the same kind of experience they would want to experience themselves. 48 • January 2020
“We can build our business however we want. It’s great for REALTORS®, and each has their own business plan that we support and customize. We’re relationship-based, so what’s most important to us is creating long-term relationships with whoever we work with… whether it’s one person or an entire team,” Marcus emphasizes. “We’re a team in every sense of the word, and our long-term goal is 20 years from now, we can all look back and see what we’ve accomplished together. We extend our open invitation to anyone to come visit us and check us out in person!” For more information, contact Bank of England Mortgage today! Phone: 214-396-6450 Web: www.Boetexas.com Email: Infonow@boemortgage.com
Disclaimer: Marcus and Shawn are not loan originators. Bank of England Mortgage is a division of Bank of England. NMLS 418481. Member FDIC.
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THE WORD ON 2020: It might not be what you think it is ccar: in the know By Written By: Bri Westbury, Collin County Association of REALTORS® Content Specialist
What will the housing market be like in 2020? “It’s going to be good,” according to Dr. James Gaines, Chief Economist at the Texas A&M Real Estate Center. This is a 2020 forecast not created by rose-colored glasses but by staggering population growth and low unemployment rates. Coming into 2020, the DFW area had an unemployment rate below 4.5% for 56 months*, a rate expected to hover around 3% for the Dallas-Plano-Irving segment throughout 2020 by the Texas A&M Real Estate Center. This is a stretch of low unemployment that will result in increased wages for North Texans in 2020 as, “The longer the region hovers below full employment (4-4.5%), the greater the expectation of wage growth.*”
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Paige Shipp, Regional Director of Dallas-Ft. Worth Metrostudy, emphasized the importance of increased wages for North Texans and real estate agents: “Wage growth is much needed for North Texans who have solely lived on North Texas income. Those from other states may feel like our area is a bargain, but that is not true for those among us who have relocated within the area. The 2020 wage increase will also allow more first-time buyers to purchase a home or for a homeowner to finally afford a larger home. Real estate agents will see more people buying, in particular first-time homebuyers. Higher wages in 2020 will allow many to finally get into a home and stop renting.” Affordability will be the theme of 2020, as first-time homebuyers flood the market seeking homes priced from $200,000 to $350,000. The price point will be the hottest segment of our market and will lead many homebuyers to surrounding counties where homebuilders can buy land for less, Dr. Gaines explained at the November Dallas Mortgage Bankers Luncheon. This suggests buyers and builders may turn to developments in Ellis County and Johnson County, rather than higher priced northern communities.
Home sales will level off, with 2.5% growth predicted for 2020 by the Texas A&M Real Estate Center. The continued demand, along with a decrease in new builds, will result in low inventory for the area. “Inventory will remain low,” stated Gaines, “while home permits for single-family homes will be flat in 2020, as builders struggle to find lots to build, and the labor force to build. However, the low inventory is not anticipated to hugely impact home prices.” Shipp agrees 2020’s low inventory will not raise median home prices significantly. “I would say the median sales price is close to stabilized,” said Shipp. “Not 100% stabilized but close, which is okay.” As for the looming fears the United States will be in a recession in 2020, Gaines simply states, “We are okay for a few more months.” A statement he acknowledges creates a game of, “Are we there yet?” reminiscent of a long car ride with children. Our advice? Pack lots of snacks. * Source: MetroStudy’s Third Quarter 2019 Dallas-Fort Worth Executive Summary
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Matt Kelderman, Brian Force, & Nick Good
54 • January 2020
cover story Written By: Dave Danielson Photography By Scott Peek Photography
The Only Real Estate Podcast Worth Listening To
www.realproducersmag.com • 55
It was your typical, run-of-the-mill Sunday afternoon about a year and a half ago when three talented, high-performing Dallas REALTORS® got together to talk shop and compare notes. It was the kind of thing that happened all the time for Matt Kelderman, Nick Good, and Brian Force. The three, after all, are good friends, and it never takes a lot of arm-twisting to convince them to spend time together talking about the passion they share for real estate. But this particular Sunday in 2018 was different. On this day, the three would move their periodic real estate discussion to the garage of a friend who has a video and photography business. Three hours later, the three men left their friend’s studio, unaware of what they started. In the 18 short months since its inception, their podcast, “The Only Real Estate Podcast Worth Listening To,” has ranked at times among the Top 50 business podcasts online and already has a Facebook group following in excess of 3,000 people. The Start of Something Big Great podcasts begin with personable, knowledgeable hosts. And that definitely holds true here. Brian and Matt are leaders of the HergGroup DFW, one of the largest expansion teams with Keller Williams. And Nick is Team Owner of the Good Home Team at eXp Realty.
We wanted other people to hear the truth about the real estate industry … we want to be that resource for the real estate agent world to discuss the raw, unfiltered truth about this business. It’s not always glamorous.
As Matt says, “We are all insanely different. I’m the most emotionally driven around relationships. I had been a bartender for 16 years. Brian is crazy process-oriented. He sets up great systems and processes, and Nick is a very sphere-based, business-oriented, black and white, guy who is straightforward and extremely successful at helping people with his business.” Nick thinks back to the start. “We got together one summer afternoon and just started talking shop. We love talking real estate. We had a great time doing it,” he says.
Nick says everything just fell in place after that. “We came out of that and said, ‘Hey, let’s go ahead … we think we could turn this into a podcast. We can talk about this every week,’” Nick says. “Then we thought about what to name it. We started throwing names out there, and as a joke, I said, ‘The Only Real Estate Podcast Worth Listening To.’ We ended up running with it.” Resourceful Content As the three agree, content is at the center.
Brian remembers looking at the footage of that first garage session. “We played it back, and it didn’t seem half bad,” he recalls.
56 • January 2020
“We talk about things that can really help a business. We don’t pull a lot of punches. We call a lot of stuff out on the carpet. We don’t
want to be those guys who talk about something without having the background in it,” Matt says. “Between the three of us, we’ll sell over 300 houses this year with our teams. The coolest thing for me is when you have agents who reach out to you, and you’ve really helped them have a mindset change, or when they say, ‘Hey, that was really awesome that you discussed that topic. Not many people talk about that.’ It means a lot getting feedback from agents who have been in the business and know exactly how things go down.” As Nick adds, “We wanted other people to hear the truth about the real estate industry … we want to be that resource for the real estate agent world to discuss the raw, unfiltered truth about this business. It’s not always glamorous.”
Brian agrees, saying, “We mix up the content a lot. For the most part, we focus on the business side of being in real estate. It’s more of the business-building aspects… hiring a support team, maximizing your time, leveraging processes--we are really trying to appeal to people on a business sense and give them guidance on that.” Matt, Brian, and Nick also invite on guests. As Matt says, “One of the really cool things is we have guests on, and I get to ask them the questions about things that I want to know.” Brian says those guests are ways of continually offering more.
www.realproducersmag.com • 57
I think this also helps us become better versions of ourselves while we present the good, the bad, and the ugly of what happens in the real estate business.
As he points out, “It’s always nice to meet new people and expand our network. We don’t just talk about real estate specifically. We talk about things that can apply to real estate, so sometimes we’ll also talk about things such as YouTube channel building, or content creation, and things that are real estate business-adjacent.” Offering Ideas and Support Nick enjoys giving viewers common ground to relate to. As he says, “We talk about the problems that we face in our business. More than likely, other agents face something similar. We want to be able to give advice of how we’ve overcome issues, so that if viewers face something similar, they know they’re not alone.” Brian likes delivering those takeaways. “One of the things we preach is consistency, and that can support 58 • January 2020
any type of personal journey that people are on,” he says. “If you do things consistently, give it 18 months. Then, look back and see the progress you’ve made.” You can catch “The Only Real Estate Podcast Worth Listening To” each Wednesday at 3 p.m. Central Time by watching live on Facebook, as well as watching edited and archived content on other channels such as YouTube, Instagram, and iTunes. “Brian and I also do training sessions together, and we typically have 50 or 60 people attend,” Matt says. “It’s such a cool feeling to have people come up and tell us they follow us and watch what we do.” Nick agrees. “It’s probably one of the best things that I’ve done in the real estate industry. It evolved from doing it in a garage. Now we’re doing it in nice studios,” Nick says. “I think this also helps us become better versions of ourselves while we present the good, the bad, and the ugly of what happens in the real estate business.”
Brian Force, Nick Good, and Matt Kelderman
The men feel a great sense of gratitude for helping others by doing something that comes naturally for them. As Brian emphasizes, “It’s fun to be able to sit there with two guys you really love and know as human beings and do something you would do for free.”
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60 • January 2020
Nick
Good Guiding Growth
www.realproducersmag.com • 61
cover story continued Photography By Scott Peek Photography Written By: Dave Danielson
Many of the world’s greatest leaders understand that they weren’t born--they were made. It took growth, and a spirit of continual improvement, each day. A great example of that principle is Nick Good, Team Owner of the Good Home Team with eXp Realty.
estate. They said, ‘Absolutely.’ So, I turned down the salary and went 100% commission.”
withstand the emotional upset of the down cycles. And so I started looking for jobs.”
In addition to building his own path ahead, he has been a guiding force to nurture the growth of his 13 team members and, in turn, the results they achieve on behalf of their clients.
He was newly married at the time and had just bought his first home, but Nick still had the feeling that it was the right move. The transition set in.
An offer came from an asset management company that wanted Nick to work on foreclosures.
Opening New Doors Rewinding the clock back to the early 2000s, you would find college student Nick Good in his car many nights each week delivering pizzas.
“I did not make $100,000 my first year in business. In fact, I sold just three homes, so it wasn’t a super-great start.”
“At that time, housing prices were up and down, and I started looking for a different opportunity,” he recalls. “There was a job posting on my college board for an assistant role at a real estate brokerage. I applied for the position and got it.” He got a taste for the business and liked it. The feeling was mutual.
After a lot of self-questioning, Nick turned outward again. “I dove in and studied what more successful people were doing in the business around me. And my light bulb went off. Soon, I had eight deals under contract in one month, with expected commissions worth $90,000. I was feeling like Superman.” Then, kryptonite rained in 2008.
“And when I graduated college in 2007, they offered me a full-time salary position,” he remembers. “I asked if I could make $100,000 doing what they did, which was selling real
62 • January 2020
“It wasn’t long before all those contracts terminated, and they did not come back to life. So, I was questioning whether I had the stamina to
“I think the salary was $65,000. And they wanted me to work Monday through Saturday. And they highly recommended that, to their bonus structure, that I work Sundays. But actually, I really needed to find a way to work eight days a week to hit their bonus structure and get an increase in pay,” he recalls. Nick came to a critical crossroads. “I realized I could spend the time this company wanted from me and apply it to my real estate business,” he remembers. “So, I turned it down and went all in and started treating my real estate career as a true business and not just a job. Ever since then, I’ve always made a good, six-figure living in this business.” Providing Powerful Support The passion he has grown for his
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The Good Home Team with eXp Realty
work continues to flourish. In 2009, Nick joined his brother, Austin, in the business, and the work of building a team started in 2009. “We specialized in selling homes that other agents and other brokerages weren’t. We really take pride in selling those properties and helping clients achieve that success of getting their homes sold,” he says. As a leader, Nick’s focus is on his team members. “I really enjoy helping our agents take steps forward. I always look forward to chances to help them grow their business,” he says. “With 100 percent commission, this is a tough road. You never know where your next deal is coming from, so I look forward to helping prepare our 64 • January 2020
agents to be the best-- the best in the area to go in and represent themselves and our group to the best of their ability.” The desired results have followed. On average, the Good Home Team closes upwards of 200 deals a year. Nick gives a lot of credit to the teamwork he enjoys with his brother, Austin. “Austin came from the oil and gas industry, and we really wanted to recreate the approach they make in that business … making phone calls to high-networth investors with a telemarketing mindset. We did that in 2009, we got more and more clients through our doors, and started bringing on more team members.” Nick has other family members in the industry, as well, including his wife, Heather, and his sister-in-law, Vika, who are both in the title side of the industry.
Nick and Heather look forward to spending quality family time together with Nick’s 13-year-old step-daughter, Addison, and 3-year-old son, Asher. While Nick has been an integral guiding force in the lives of those around him, he is quick to pass praise to the members of the Good Home Team. “I like being that guy who can help be a guide for growth in a noisy industry. Our team brings a lot of expertise and knowledge to clients. At the same time, we know there are a lot of options out there for them to choose from. So when they decide to hire the Good Home Team, we don’t take that for granted,” he emphasizes. “At the end of the day, I want to help our team become even more productive and successful. We’re here to help them win day-in-and-day-out.”
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68 • January 2020
Matt Kelderman & Brian Force
The Drive to Achieve cover story continued Photography By Scott Peek Photography Written By: Dave Danielson
What’s the secret to reaching the results you have in mind? Many people look at those who enjoy success with the question, “I wonder what their secret is?” That question often comes with an assumption that there was some kind of shortcut or easy path of getting there. Today, many people probably look at Matt Kelderman and Brian Force and ask that question. The two men are leaders of the HergGroup DFW, one of the largest expansion teams for Keller Williams. “When you start something, and you struggle, you look at other people who have had success. You think they had some secret, or they had it easy, but the reality is our stories are exactly the same as others. It was a tough transition in the beginning,” Brian says. “A lot of people quit during that time. It’s being able to commit and stay committed through it all.” Working Their Way Up Matt remembers his start. Growing up in Iowa, he worked as a bartender
for several years in a college town before moving to Dallas in 2003. He continued bartending but experienced a mindset change. “When I moved here, I worked at Houston’s. That took my thought process from being a bartender to providing a true experience for people. I discovered that no matter how great I thought my service was, it’s about the client’s experience. It really started changing my view.” One of his fellow bartenders was a real estate agent. As they talked, Matt eventually got his license. He closed seven deals in his first nine months. And then he committed to going full time. He had started with a firm that gave him a good base. “Once I went full-time, it was a gradual, steady growth,” Matt says. This year, he’s on track for 60 transactions. Brian was also a bartender through college and was unsure of his next steps. “I knew I wanted to do sales. I interviewed at a car dealership and then went to a real estate brokerage, and
that went really well, so I decided to go with real estate,” Brian says. Brian’s family had been involved with the investment side of the business for years, so he had some familiarity. He earned his license and went to work. He’ll never forget his first day.
I discovered that no matter how great I thought my service was, it’s about the client’s experience. It really started changing my view. “My brother is a real estate agent, also. On my first day, he asked me to work on a listing in DeSoto and asked if I would go show them the house. It didn’t go well, at all. And then I ran out of gas on the way home, and I was coasting into a gas station off I-35,
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The HergGroup DFW, Keller Williams
and I go to fill up my tank, and my debit card got declined,” he recalls. “So, it was not a great start. I didn’t really have a lot of knowledge about what I was doing.” In time, Brian found his footing, pushed forward, and ended up winning Rookie of the Year honors for his office. Taking the Next Steps Through Teamwork As individual agents, Matt and Brian both experienced ups and downs … challenges and victories. But along the way, perseverance was key.
As Matt recalls, “Partnering with Brian has made so much sense.” Brian agrees. “With Matt and I, it’s a blast. We complement each other so well. One thing we did really well is we sat down early on, and we took a long time of soul searching and looking at different scenarios of how we would work together. We were really conscious of that from the start,” Brian emphasizes. “We have completely different skill sets. We stay out of each other’s way and don’t have a lot of decisions we have to make together. I love working with Matt.” Family is at the heart of their efforts.
Matt moved to Keller Williams in 2016. And soon, he and Brian decided to team up.
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Matt loves the time spent with his 5-year-old son, Luke.
“Success for me is being able to show Luke everything I didn’t get a chance to see growing up … it’s having the ability to do the things for the people I enjoy the most.” Brian’s wife, Leidy, is Director of Operations on the HergGroup DFW. As Brian says, “She is incredible and keeps things moving forward.” Brian also credits his mom, Peggy, and his dad, Tom, for being a blessing to him through every stage of life. Matt and Brian bring a gift for communicating and a rare sense of drive and grit to their work on behalf of their team members and their clients.
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In a business where there are a million new agents all the time, the idea that they would continue to think about us means a lot. We’ve had mothers refer their sons to us … and there’s no higher compliment than that. Delivering a Difference As Matt reflects on those the team have helped, he puts a strong emphasis on ensuring their needs are served. “It’s knowing they came away feeling they were in the best position they could be and that their interests were represented at the highest level possible. In some cases, we’ve done multiple transactions with the same family. In a business where there are a million new agents all the time, the idea that they would continue to think about us means a lot. We’ve had mothers refer their sons to us … and there’s no higher compliment than that,” he smiles. Brian thinks back on the paths that he and Matt have taken and on the success they are building with the members of their HergGroup DFW team. There were times when they could have given up on the real estate dream. But day-by-day, they relied on their drive to achieve. As Brian says, “The advice I give new agents is, ‘Every time you feel like quitting, tell yourself it’s not going to be today. If you can do that, you can get through. If you can do that, you’ll overcome anything eventually.’”
72 • January 2020
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For upcoming events, and more information, check us out at:
www.masterminddfw.com
WHY YOU SHOULD ATTEND: Mastermind DFW is an exclusive event for the Top 1% of Producers in the DFW area. When you attend a Mastermind DFW event, you are in the company of a prestigious group of local, high-performing DFW real estate professionals. This is the place to cultivate your network with the most notable names in DFW real estate.
“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 • 75
76 • January 2020
question of the month
Looking back on 2019, what are you most proud of?
“This has been my most challenging year in real estate, with lots of pivots required to navigate through the leveling-out of the market. What I am most proud of is the strategic relationships that I have cultivated this year. From my pre-listing make ready vendors, to my stager and photographer, to my closers-- I have a total A team of allied partners behind me. In this market, no one succeeds alone!” - CAROL THOMPSON, KELLER WILLIAMS “Looking back to 2019, we are most proud of helping over 35 families realize their dream of moving into their new home and assisting them with getting settled and connecting with their new communities. It is such an honor for us to be asked to help families find and purchase their new home, and to be able to get them settled into their new surroundings is such a pleasure, as well. Most of our clients become close friends, and we strive to keep in touch with them throughout the years! We are very blessed to be in this business.” - TOM AND ANGELA MAY, RE/MAX
“2019 was a year of change for me. I had, for a brief moment, thought about just maintaining as the market started changing, but I made a decision to do whatever it takes to change with it. It has been a year of investing in that decision. Also, my husband practically plotted for me to start a hobby this year: ‘No, I don’t have time this year either,’ but he and the artist prevailed. I’m actually kind of painting now. But most special of the year is my daughter decided to join me in real estate. That was an unexpected but rewarding change, and I’m grateful for the time we get to grow in the industry together.” - DEBRA BROWN, COMPASS “I recommitted to personal growth and development and watched how the positive impact influenced not only my business, but specifically the lives of others around me, and the clients I serve. Real estate really has provided me the platform to build solid relationships with my community and change the lives of multiple families. 2019 proved to be a successful and rewarding year. Looking forward to an impactful 2020!” - DARIEN HALL, EXP REALTY
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