NORTH DFW
C O N N E C T I N G .
RISING STAR NADDIA MORALES INSPIRATIONAL AGENT NANCY MESSIHA PARTNER SPOTLIGHTS RHYNE INSURANCE AGENCY
E L E VAT I N G .
I N S P I R I N G .
ANDRÉ AND KELLI KOCHER The Journey of Transformation JULY 2019
Time to change the way that
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TA BLE OF
CONTENTS 06
09 10
Index Index of of Trusted Trusted Partners Partners
Publisher’s Meet The Team Note
Publisher’s Note
06 15
10 18
24 10
Question Index of of the Trusted Month Partners
Inspirational Tips From the Agent: Top Nancy Messiha
Tips Spring From Social the Top Event Recap
36
42
Partner Spotlight: Rhyne Insurance Agency
CCAR: In The Know
20 46
52 16
24 56
Industry Sponsor Spotlight Expert Photography By Spross
4 • July 2019
09
Cover FAQ About Story: André This Magazine and Kelli Kocher
Rising Rising Star - Sakina Star: Ismaelbay Naddia Morales
24 62
Coach’s FAQ Corner About This Magazine
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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
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Super (202) 750-1618 HelloSuper.com INSURANCE DFW Insurance Services Adrienne Baker (972) 781-1115 insurewithdfw.com
Legacy Group - Service First Mortgage (214) 649-4908 petemontesino. servicefirstmtg.com Team Wally Home Loan (469) 277-1249 teamwallyhomeloan.com
Paine Insurance Group (972) 387-9217 whosyourinsuranceguy.com
The Mortgage Nerd (972) 447-6373 YourMortgageNerd.com
Presley Insurance Group (214) 888-0730 www.presleyins.com
The Tuttle Group Fairway Independent Mortgage Corporation (469) 319-0660 thetuttlegroup.com
Rhyne Insurance Agency Kristian Rhyne (972) 400-1089 agents.farmers.com/krhyne The Pulaski Sukenik Insurance Agency (214) 673-7888 thepulaskisukenikagency. 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
Wallick & Volk Bob Mortgage (214) 631-5626 bobmortgage.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 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
ROOFING & CONSTRUCTION High Performance Restoration Texas (214) 396-7772 hprtexas.com Red Dirt Roofing & Construction (817) 454-0608 reddirtroofing.net ROOFING & ROOF WARRANTY Total Roof Protection (817) 210-6338 totalroofprotection.com
TITLE COMPANY Boston National Title of Texas (972) 584-9660 bostonnationaltitle.com
UTILITY CONCIERGE Utility Concierge (800) 587-3160 utilityconcierge.com VIDEOGRAPHY/ PHOTOGRAPHY Petty Films Gary Petty (817) 271-1256 pettyfilms.com
Fair Texas Title (602) 421-6417 fairtexastitle.com Kensington Vanguard National Title of TX (214) 529-3840 kv-lonestar.com
WEALTH MANAGEMENT Linder Legacy Group (214) 843-3835 linderlegacygroup.com
Lawyers Title (469) 247-8281 dfw.ltic.com
ROOFING / STORM RESTORATION 100% Construction (469) 999-6091 100percentconstructiontx. com
ADRIENNE BAKER | DFW INSURANCE SERVICES | PERSONAL INSURANCE ADVISOR Office: (972) 781-1115 | Text: (972) 684-5958 | Fax: (972) 499-1021 4645 Wyndham Lane #150B, Frisco, TX 75033 EMAIL: abaker@insurewithDFW.com
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from start to finish.
MEET THE
NORTH DFW REAL PRODUCERS TEAM
Jordan Espeseth
Geneva Eilertson
Missy Kremer
Publisher
Executive Assistant
Editor
Tiffany Haynes
Zach Cohen
Dave Danielson
Ads Manager/Assistant
Writer
Writer
Gary Petty
Scott Peek
Hope Harrison
Videographer/Writer
Photographer
Photographer
If you are interested in contributing or nominating realtors for certain stories, please email us at northdfw@realproducersmag.com DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of N2 Publishing but remain solely those of the author(s). The publication contains paid advertisements by local companies. These companies are not endorsed or specifically recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.
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publisher’s note
FREEDOM AND OPPORTUNITY It’s pretty hard to believe that 2019 is already halfway over with. Oh, how quickly the time goes!
For many reasons, July is one of my favorite months of the year. For one, I grew up in Minnesota, so it is one of only four months of the year that is actually enjoyable to be outside. Another reason, and the most important reason, is that I am lucky enough to have a lake cabin in northern Minnesota, and during the Fourth
of July break, there is always a bunch of friends and family at the lake having an amazing time. We cruise the lake and lay out on the pontoon, go tubing, fishing, four-wheeling, play yard games, and drink beer around the campfire. The lake is so clear you can see over 15 feet down and light pollution is almost non-existent, so the stars are absolutely vibrant. At night, when lying in bed, you can hear the Minnesota state bird, the loon, having conversations with one another from one side of the lake to the other. It is important not to forget about Minnesota’s second state bird…the mosquito. Mosquito repellent is just as important as sunscreen! The older I get, the more I appreciate not only the lake, but the reason we celebrate the fourth day in July: our freedom. As I write this message, I cannot help but think of how lucky we are to be living in this amazing country. To the people reading this publication, not only are we living in the most free country in the world, but we all work in an industry where we do not have caps on our income, nor are we being told what to do, where to be, or when to be there. And we have succeeded greatly! I want to salute each and every one of you for taking advantage of the opportunities and freedoms we have today. So many sacrifices had to happen, by countless people, for us to have these opportunities and freedoms. I believe one of the best ways we can honor those sacrifices is by living a life of success, and by leading by example, while showing others how to do the same. We do not serve anyone by playing small, so dream big, never quit, and take full advantage of your life. Here’s to our troops, here’s to us, and here’s to our freedom! JORDAN ESPESETH Publisher of North DFW Real Producers jordan.espeseth@realproducersmag.com
10 • July 2019
“It is always great working with Andy Tuttle and his team, they are true professionals and industry experts. They work together with me and my client to make it a collaborative process. They are also very responsive which is important in this market when trying to get my buyers under contract. When I send an offer to a listing agent for my client, Andy and his team call the listing agent to help provide confidence around the buyer’s financing and their ability to get it closed on time.” • NINA BHANOT • Top 15 RE/MAX Realtor in Texas Accredited Luxury Home Specialist (ALHS) Short Sale & Foreclosure Resource (SFR) Global Marketing Agent (GMA)
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For upcoming events, and more information, check us out at:
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WHY YOU SHOULD ATTEND: Mastermind DFW is an exclusive event for the Top 1% of Producers in the DFW area. When you attend a Mastermind DFW event, you are in the company of a prestigious group of local, high-performing DFW real estate professionals. This is the place to cultivate your network with the most notable names in DFW real estate.
“Keeping a strong foundation while pivoting for the future is the chess game we play today. So, it’s rare to be in a room with great business owners with big vision and focus. An opportunity to share ideas and build long lasting relationships is a must in today’s fast moving world.” - Denton Aguam, Keller Williams “Todd and I love to be a part of the Mastermind DFW group. It is an honor to be in the presence of other top producing agents and to get great tips and tricks on how to leverage our business. Thank you for allowing us to be a part of this exclusive group.” - Colleen Frost, Colleen Frost Realtors 12 • July 2019
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question of the month
What is the best advice that you have ever received? “Always, always do the right thing. If you don’t know the answer to a question, admit it, and research for the answer. Always be prepared and dress to do business. Work hard for your clients and success will follow.” DEBI LEAVITT, COLDWELL BANKER RESIDENTIAL BROKERAGE
“The greatest advice I’ve ever received was: ‘What works for others may not work for you. Find your own way of doing everything.’ It’s very true. Whether it’s in business, marriage, or life in general, everyone has their own way of making it work for them. If things in this world were done the exact same way by everyone, there would be no new inventions or ideas, and progress would simply come to a halt. The world needs people to do things their own way to contribute to innovation and success, ultimately finding better and more effective ways.” DANNY FORCE, DFW LEGACY REAL ESTATE GROUP
“I’ve had lots of invaluable advice, and learning scenarios, but two quotes that come to mind are: ‘Always educate your clients about the process, and help set realistic expectations’ and ‘Real estate transactions are very emotional, and our job as the agent is to be the voice of reason and the anchor — we have to keep things in check and manageable for our clients’” STEPHANIE FONTENOT, EBBY HALLIDAY REALTORS
“Here are some of my favorite pieces of advice:” “When I’m in any situation or decision point, I always ask myself: ‘WWJD — What Would Jesus Do?’” “I have learned to always come from contribution. Never stop learning. When the student is ready, the teacher will appear. Find a mentor, and learn from them. Don’t try to reinvent the wheel.” “‘Be more concerned about your character than your reputation. The true test of a person’s character is what they do when no one’s watching.’ —John Wooden.” “‘God, grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.’ Serenity Prayer.” “‘Whatever you do, work at it with all your heart, as working for the Lord, not for human masters.’ Colossians 3:23.” “‘Let your YES be Yes, and your NO be No.’ In other words, keep your word. ‘When you make a vow to God, do not delay to fulfill it. He has no pleasure in fools; fulfill your vow. It is better not to make a vow, than to make one and not fulfill it.’ Ecclesiastes 5:4-5.” “Life is not fair; get used to it! This, too, shall pass.” LAURIE STEENIS, KELLER WILLIAMS REALTY www.realproducersmag.com • 15
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inspirational agent Written By Dave Danielson Photography By Hope Harrison
N A M E
N C Y S S I H A
Leading with an Example of Strength 18 • July 2019
The people who know Nancy Messiha of Luxe Living Realty call her Fancy Nancy. It’s a nickname that honestly recognizes her sense of style, elegance, professionalism, and presence that lights up a room. But there’s so much more. Nancy is also a new mother who recently welcomed her son, Kairo, into the world with her husband, Ernest. Nancy’s sense of unwavering client commitment throughout her pregnancy, and first months of Kairo’s life, demonstrate her passion for what she does, her belief in who she is, and her tireless dedication to serving those she works with. As she achieves success for herself and her clients, one thing is certain: Nancy makes the most out of life with a rare brand of energy that makes her a true top agent. Cross-Country Growth Nancy grew up in Walnut, California. In 1999 she moved to the Dallas area when her mom, a vice president with Bank of America, was transferred to Texas. It was a tough transition for Nancy, who was a college student, but she soon made the most of her new surroundings. She transferred to the University of North Texas where she pursued her bachelor’s degree in business. After school, Nancy went to work selling homes for a builder. That was 2003. In 2004, she earned her real estate license and currently holds a broker’s license. In addition to her interest in real estate, Nancy also has a natural talent for interior design. So, she also stepped into her own business — Fancy Designs — and worked as an interior decorator. “When HGTV really started to get popular, everyone thought they were their own designers,” she recalls.
Nancy holding Kairo
“So, that’s when I went back into real estate full time. I still do a handful of interior design projects a year, and I share a weekly ‘Fancy Friday’ segment on social media sharing real estate tips and design tricks and hacks. I really love that I can do both for my clients.” As Nancy transitioned into real estate full-time and started working with her style of connecting with people, her network grew and she quickly gained business helping others. “In 2009 and 2010, it was amazing how the doors opened up for me,” she smiles. Personal Style It’s her way of doing business that she has built her success on — bond by bond. “I don’t do Zillow, and my style isn’t about lead generation,” she explains. “I’d say 95% of my business is referrals. I build relationships with clients who become my friends, and they invite me to their weddings, birthdays, and baptisms.”
To show her appreciation, Nancy hosts quarterly client appreciation events. With a true sense of gratitude and respect, Nancy is thankful for every opportunity and person that comes her way. “I don’t ever turn down an opportunity, because I think it’s the highest compliment when someone approaches me,” Nancy says. “Whether a transaction is $60,000 or $1 million, I treat it the same. If someone refers you, you should feel honored; that is the greatest compliment. It means so much to me, and I become close friends with my clients. I don’t specialize in areas; I specialize in people.” One of Nancy’s greatest joys is achieving goals for those she serves. As she says, “I love showing buyers who don’t think they can afford it that they can. Helping people is instant gratification for all involved.” www.realproducersmag.com • 19
Supporting Independence One of Nancy’s key client groups is women. “I think it’s a great thing that I have the opportunity to work with a lot of single women as clients who are buying their first homes without anyone else,” she emphasizes. “My mom taught me at a young age the importance of depending on yourself and never to depend on anyone else.” As Nancy says, there are many women who “are out there doing it for themselves and not waiting for a man to make it for them. Some-
times other people will ask, ‘Why are you buying a house? You’re a single woman. It’s just you.’ In some ways, they’re making it sound like, ‘You can’t have a house, because you’re not married or you don’t have kids,’” she explains. “The single women who are moving ahead are investing in their future. So, it means a lot that what I do helps other women be self-supportive.” No Shame in Strength As a strong, driven, career-minded woman, Nancy faced a few mom-shaming comments from others who thought she should take time off from her real estate career. “I had Kairo on Monday, and I was at a closing on Friday. Some people couldn’t believe I had left the
house,” Nancy recalls. “While some people want to have an opinion about the fact that you’re working as a new mother, what they don’t understand is how important it is to maintain part of who you are and what you’re doing. You can’t just stop being who you were prior to being a mom. I think losing sight of that can sometimes contribute to some people becoming depressed.” For Nancy, her role as a real estate professional is her passion, her commitment, and her bond. As she says, “It’s important for me to be there for my clients. I signed up for
Nancy with Kairo and her husband Ernest.
20 • July 2019
“
“I don’t ever turn down an opportunity, because I think it’s the highest compliment when someone approaches me,” Nancy says. “Whether a transaction is $60,000 or $1 million, I treat it the same. If someone refers you, you should feel honored; that is the greatest compliment. It means so much to me, and I become close friends with my clients. I don't specialize in areas; I specialize in people.” this job. Would my clients understand if I wasn’t there because I just had a baby? Absolutely. Yet it’s interesting how many clients said, ‘I can’t believe you’re here. This means so much to us.’ The way I look at it, you can’t just relinquish your responsibility.” As Nancy points out, real estate is a commitment she takes great pride in fulfilling. “I think sometimes when people don’t understand why I’m working, they don’t understand that some people who get maternity leave are also getting paid during that leave. In real estate, we don’t get paid unless we
go to work. It’s completely different. And you just can’t let your people down. Their lives don’t stop just because you had a baby. I’ve always been super active, and I’m going to be me.” Leading by Example Her record of success continues to grow. In fact, with her dedicated style of service, she finished 2018 as the top agent out of 350 people in her company, and recorded $10.3 million in volume, while pregnant. One thing that has meant the world to Nancy is the support and teamwork she’s received from her husband, Ernest, who encourages her to follow her path. She cherishes time spent with him. “We love to travel, and we’ve been so blessed to travel to several countries. For me, I would rather spend money on an experience than on a handbag,” she says.
As Nancy looks to the future, she plans on continuing to live while finding a successful balance in life. While having her maternity photos taken, Nancy had a vision that reflects a blend of all her strengths. “I wore bold maternity clothes on top of a building with downtown Dallas in the background to show that I’m a strongboss, career woman. As a new mother, I still want to work and be there to fulfill my commitment and help people reach their dreams of home ownership,” Nancy smiles. “At times, it’s a struggle to have balance, but for anyone who says you can’t achieve that, I’m the person out there to show you that you can live…just fancier.” www.realproducersmag.com • 21
FAQ
ABOUT THIS MAGAZINE Real Producers magazine started in Indianapolis in 2015 and is now in over 80 markets across the nation and spreading rapidly. North DFW Real Producers launched August 2018. Name a large city and we are there or will be soon!
owners, or even yourself! Office leaders can also nominate realtors. We will consider anyone brought to our attention who is in the Top 500 because we don’t know everyone’s story, so we need your help to learn about them.
In every market, we take the Top 500 agents, based off of the MLS production, and we build an exclusive magazine around those agents. We share their stories, successes, market trends, upcoming events — really, anything that will connect, inform and inspire, we put in the monthly publication.
A nomination currently looks like this: you email us at northdfw@ realproducersmag.com with the subject line, “Nomination: (Name of Nominee).” Please explain why you are nominating them to be featured. It could be they have an amazing story that needs to be told — perhaps they overcame extreme obstacles, they are an exceptional leader, have the best customer service, or they give back to the community in a big way, etc. The next step is an interview with us to ensure it’s a good fit. If it all works out, then we put the wheels in motion for our writer to conduct an interview to write the article and for our photographers to schedule a photo shoot.
We strive to inform and inspire the top producing real estate agents in the local market and connect them socially. The secondary focus is to provide an avenue for our affiliate partners to create relationships with these top performers on a level that they might not be able to achieve on their own.
Q: WHAT DOES IT COST A REALTOR/TEAM TO BE FEATURED? Q: WHO RECEIVES NORTH DFW REAL PRODUCERS MAGAZINE?
A: The top 500 agents in North Dallas/Fort Worth. We pull the MLS numbers (by volume) from in the North DFW area: Collin County, Denton County and a few other locations in Dallas County that are North of I-635. Approximately 20,000 agents are licensed in this territory. We cut the list off at #500, and the distribution was born. The 2018 Top 500 cut off is $8.5 million. The list will reset at the end of every year and will continue to update annually. Q: WHAT ABOUT THE DALLAS AND FORT WORTH TERRITORIES?
A: Dallas Real Producers (Dallas County South of 635 — including Rockwall County) has finally launched and their publication is now in circulation! Fort Worth Real Producers (Tarrant County) will launch in the near future. Yes, Real Producers will cover the entire Metroplex! Q: WHAT IS THE PROCESS FOR BEING FEATURED IN THIS MAGAZINE?
A: It’s really simple — every feature you see has first been nominated. You can nominate other realtors, affiliates, brokers, 22 • July 2019
A: Zero, zilch, zippo, nada, nil. It costs nothing, my friends, so nominate away! We are not a pay-to-play model. We share real stories of real producers. Q: WHO ARE THE PREFERRED PARTNERS?
A: Anyone listed as a “preferred partner” in the front of the magazine is a part of this community. They will have an ad in every issue of the magazine, attend our quarterly events, and be a part of our online community. We don’t just find these businesses off the street, nor do we work with all businesses that approach us. One or many the top agents have recommended every single preferred partner you see in this publication. We won’t even meet with a business that has not been vetted by one of you and “stamped for approval,” in a sense. Our goal is to create a powerhouse network, not only for the best realtors in the area, but the best affiliates, as well, so we can grow stronger together. Q: HOW CAN I RECOMMEND A PREFERRED PARTNER?
A: If you know and want to recommend a local business that works with top realtors, please email us to let us know at: northdfw@realproducersmag.com.
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event recap Photos by Scott Peek Photography
NORTH DFW REAL PRODUCERS SPRING SOCIAL
Our North DFW Real Producers Spring Social at Britton Homes model Villa at Legacy West on May 22, 2019 was a huge success! We had 200 rockstars in attendance, all of who are REAL producing agents, agents on top teams, OR one of our highly recommended business partners. When you come to a Real Producers event, you can be sure to find the absolute best of the best in our real estate market. We are so proud of the group of quality partners that are a part of our platform, and the agents who attend our events are true professionals. Some do over $100 million a year as a team, and some do $5 million a year individually. 24 • July 2019
The truth of the matter is there are nearly 60,000 licensed agents within the metroplex. The vast majority of those agents either don't produce at all, or treat this profession as a hobby, and unfortunately give real estate agents a poor reputation. But the agents at the Real Producers events are REAL dedicated professionals, and we are here to celebrate you and the amazing businesses that help elevate your success. Cheers to you all! Jordan Espeseth Owner/Publisher
Thank you to all of our business partners, and especially our event sponsors for the evening, such as Britton Homes, Red Dirt Roofing, Home Warranty of America, Lawyers Title, and Bank of England.
www.realproducersmag.com • 25
"I am freaking stoked. This is awesome. Real Producers is the real deal!" - James Sharp, JPAR
26 • July 2019
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"What a great event! You should have came. It was a lot of fun." - Noe De Leon, Keller Williams
28 • July 2019
"I love it out here with all these great realtors. Everybody is having a good time. I love being a part of the big magazine that is coming out every single month." - Justin Barker, Red Dirt Roofing
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34 • July 2019
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partner spotlight
RHYNE
INSURANCE AGENCY Forging her Own Road to Success Written by Zach Cohen | Photography By Scott Peek Photography
“I started in insurance at a young age. With no experience, I got my license and started my agency from scratch at age 22,” Kristian Rhyne begins. And while her decision to build her own brand from day one was certainly bold, the truth is Kristian had plenty of exposure to the insurance world growing up in Alexandria, Louisiana. “Back home in Louisiana, my mom is an insurance agent,” Kristian continues. “I followed in her footsteps. She always told me, ‘You need to be an insurance agent.’” While Kristian has learned a great deal from her mother, she was also insistent on forging her own path ahead. So much so, that shortly after her 21st birthday, she left home to find her way. That’s how she ended up in Texas, and she’s called Plano home ever since. “The day I turned 21, I said, ‘I’m moving.’ My best friend and I hopped in a car and moved to Texas.” Dallas was the closest big city to Kristian’s hometown, and her friend had an aunt that lived in Plano. Following her gut, Kristian set out on an adventure to become her own woman. Three months later, Kristian’s friend returned home, but Kristian stayed. She’d quickly fallen in love with Texas. “At the time, I knew I wanted to be in sales, but I didn't know what,” Kristian reflects. And then, she remembered her upbringing, her mother’s insistence that she give insurance a shot. “Insurance — it’s human resources, marketing, sales. It’s everything.”
36 • July 2019
“After living here for barely a year and a half, I figured it was time to be an adult. I got my insurance license,” Kristian continues. “I figured if I was going to do it, I was going to go all in and do it myself. My best quality is my work ethic. My work ethic and my outside the box thinking — whatever I put my mind to, I can get it accomplished.” So, six years ago Kristian opened her own insurance agency. For the first year, she worked out of a cubicle, figuring things out. Without friends and family to jump-start her business, she was truly beginning anew. And over the past six years, she’s steadily grown her business, finding her niche and success along the way. “Now 85%+ of my business comes from REALTORS® and loan officers. I realized what value I can bring to them.” In the home buying process, there are a dizzying number of items to tend to. Even for seasoned home buyers and REALTORS®, it can be overwhelming to give each task the care it deserves. “A lot of people overlook the importance of insurance during the 30to 60-day escrow process. There is paperwork, appraisal, inspection,” Kristian says. “They say, ‘Figure insurance out two or three weeks before closing.’” However, Kristian would encourage agents and buyers to address insurance from the get-go — even before signing a contract. “The main idea is that there are no surprises. It’s important to emphasize the free clue report that I offer. I will pull a claim history on any given
www.realproducersmag.com • 37
“My customer service is why my business has grown to where it is now. All around — I am here to help.” 38 • July 2019
property before you send an offer. You can text or email me the address, and I can pull the clue report before the contract is even executed. If, and when, you execute the contract, I would love the opportunity to compete for the client’s business and educate them on insurance.” Secondly, Kristian can offer free flood zone determinations prior to signing a contract. She does this, again, to ensure there are no hold-ups at closing. “I teach a class to REALTORS® on what to avoid during escrow. There is the importance of the client getting a quote during the seven to 10-day option period, because when you are a homeowner, when you have past claims, it follows you to the new house. And that house, whatever claims were on it in the last three years, also carry through.” “The point is: Together we can avoid unknown costs.” Kristian sets herself apart with her top-notch customer service and avail-
ability. Her office hours are 9:00am to 9:00pm, and when the office is closed, the phones roll over to her cell. Clients and partners alike can rest assured knowing they can contact her any time of day, any day of the week. “You have 24/7 access to me,” Kristian says with a smile. Outside of work, Kristian can be exploring the city with her husband, Darren, and their son, Ian, who will turn 4 this summer. And she’s got a
Kristian walking with husband, Darren, and their son, Ian.
humorous side, too — Kristian claims she can peel and eat crawfish faster than anyone out there. “I’m slightly obsessed with crawfish,” Kristian laughs. “I can peel three pounds of crawfish in less than five minutes. Not only am I obsessed, but I can out-peel and out-eat anyone.” With a penchant for customer care, and a desire to always be there for her partners, Kristian has quickly set herself apart among insurance providers in the area. “My customer service is why my business has grown to where it is now. All around — I am here to help.” www.realproducersmag.com • 39
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ccar: in the know
Top-Producing Agents Have the Privilege of Giving Back Written By Bri Westbury, Content Specialist
As a Top-Producing agent, you are in a unique position to give back to the community through charitable donations. This is a privilege that provides financial benefits in addition to numerous personal and professional benefits. To get a better grasp of the financial benefit associated with monetary donations to non-profit organizations, we spoke with Jennifer Grammer, CPA from Lane Gorman Trubitt, LLC. No matter what tax bracket you fall in to, one thing is the same: the standard deduction for 2018, and years to follow, has increased significantly. What does that mean for you? That means that unless you have more than $12,200 for single filers, or $24,400
42 • July 2019
for joint filers, you will not benefit from itemizing your deductions on your personal Form 1040.[1] In order to take a tax deduction for a charitable contribution, you must itemize your deductions.[2] The amount of tax savings depends on your bracket. The end-of-the-year is always a great time to re-evaluate your situation and see if it makes sense to make additional contributions before December 31. If you are in the top tax bracket, coming in at 37%, every dollar you contribute to a qualifying charity saves you 37 cents in tax (assuming you have enough deductions to itemize). In this scenario, if you make $10,000 in charitable contributions, you would save $3,700 in tax.[3]
If you are looking for an organization to partner with, consider these four North Texas charities (listed alphabetically) that the Collin County Association of REALTORS® is proud to support: 1. Children's Advocacy Center of Collin County (CACCC) “envisions a community free from child abuse, because our community’s children deserve the best childhood possible.” CACCC provides essential services for children and their nonoffending family members who have been victimized by abuse or neglect. At CACCC, law enforcement, Child Protective Services, therapists, family advocates, interns, and volunteers actively seek to provide safety, healing, and justice for children victimized by abuse or neglect and is the only center in our community to provide all of these vital services under one roof, free of charge. In 2018, CACCC served 4,087 total clients, 2,179 children, and provided 26,086 services. To learn more, give financially, or volunteer, visit www.caccollincounty.org. 2. Habitat for Humanity of Collin County (Habitat) knows that while the majority of Americans feel stable and secure in their current situation, “housing insecurity” touches nearly half of adults at some point in their lives. With your donation, families build their own homes alongside volunteers and pay an affordable mortgage. In addition to fiscal contributions, Habitat accepts donated stock, memorial gifts, and cars to further the mission of creating a world where everyone has a decent place to live. Household items like furniture, appliances, lighting, doors/windows, plumbing supplies, and flooring are accepted as tax-deductible gifts by ReStore, an independently owned store operated by local Habitat affiliates. Donations are also used to revitalize existing homes, including handicap accessibility for veterans and the elderly. Habitat prides itself in providing accurate receipts and notekeeping for donors, lightening the burden of tax-season. For more information, visit https://habitatcollincounty.org/donate.
3. North Texas REALTORS® In Action (NTRIAF) is a result of a long-time desire of the Collin County Association of REALTORS® to create an organization to aid area residents via outreach programs, charitable contributions to individuals and organizations, volunteer work, education, and housing initiatives. The organization launched into action when tornados hit North Texas three days after receiving its official charter, and it has not stopped since. Within the last year alone, NTRIAF assisted in making over 20,000 sandwiches for the homeless, provided financial assistance to Texas tornado and hurricane victims, held two blood drives, hosted a blanket and jacket drive for the homeless, and a school supply drive for Plano ISD teachers, and more. To learn more, give financially, or volunteer, visit www.helpnorthtexas.org. 4. Located in McKinney, The Samaritan Inn is a “comprehensive homeless program that helps willing people gain dignity and independence.” More than just a place to spend the night, The Samaritan Inn teaches self-sufficiency and life skills to meet the needs of individuals and families experiencing homelessness. In 2018, The Samaritan Inn offered 456 career development services, 670 financial literacy services, 5,546 casework services, and over 2,000 counseling services, in addition to serving 142,920 meals. To learn more, give financially, or volunteer, visit http://saminn.org. Don’t wait! Get involved today; volunteer your time and perhaps your money. You will quickly see the personal and professional benefits — and you may just change a life.
[1] The standard deduction is indexed for inflation; this amount is specific to 2019. [2] Deductions in addition to charitable that go to Schedule A, Itemized Deductions, include up to $10,000 in property taxes and/or sales tax, mortgage interest, medical expenses, etc. [3] It is important to note that you can only take a charitable deduction for up to 50% of your taxable income. For example, if you had $200,000 of taxable income for the tax year, then you would only be allowed a charitable deduction for up to $100,000. Any additional contributions made during the tax year would be carried forward to be used in future years.
www.realproducersmag.com • 43
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rising star Written By Zach Cohen Photography By Scott Peek Photography
46 • July 2019
Naddia
Morales Finding Her Way Home
“It's more a ministry than a job for me. Texas has become my home. I’m so grateful to be able to help people who are in pain…to help them set down roots. It took me so long to get there emotionally and financially. God has provided in all those areas for me, to where I can now say that Texas is home. I'm with my people and community. I'm where I'm supposed to be.”
shock. I come from the country in Puerto Rico. It was an experience. The weather, the culture… a total change. But that helps me service Hispanics today.” At 14, Naddia and her family moved to Florida, where she remained until moving back to Puerto Rico as an adult, and then to Texas only seven years ago. And yet, it took all these years for Naddia to once again feel like she was home.
Like so many families in search of a more stable financial situation, Naddia Morales’ family moved to Chicago from their home in Puerto Rico when she was young. At only nine years old, Naddia quickly found that life in Chicago was quite a culture shock.
“I came [to Texas] for a job, and I was broke. I understand the financial condition people come here with, and the toll that it takes, but they don't want to give up the hope of buying a home.”
“My parents were looking for a more stable job situation,” Naddia reflects. “My dad wanted to go to seminary. My uncle lived in Chicago, and we went where we had family. It was an extreme culture
Through her journey, Naddia has been through hardships that allow her to relate on a practical level with her clients. She’s been through a divorce, giving up her properties in Florida as a result. She returned
www.realproducersmag.com • 47
home to Puerto Rico for three years after her divorce, working remotely, and searching for ground in a life that continued to hand her challenges. “I got here to Texas with $212 in my pocket. And that's how most of my people get here. That connection helps us be sensitive to their needs. But fast forward seven years — I'm remarried, my finances are great, and I can help people in the same boat that I was. I can relate.” “I had to rebuild my life coming to Texas. That’s where most of my clients stand when they arrive in Texas.” Real Estate Roots Naddia has been working as a real estate agent for more than five years now, but her work in the industry extends much further back — all the way to her days in Florida. “I have been in forms of real estate, in one shape or another, for pretty much all my life,” Naddia explains. She was first licensed in Florida back in 2001, but rather than going into residential home sales, she took a role in property management. “I was very raw and didn't know anything about sales,” Naddia admits. So she accepted work managing apartment complexes, where she earned her first chops in real estate. “During the boom, I got my mortgage license and did loans for two years. Then I ended up partnering with the appraiser to run his office and manage his staff, systems, and structure.” Naddia had a baby, took maternity leave, and never returned to her old position. With the market in flux, she turned to work as an REO asset manager. It was during this time her life turned upside down, and she ended up returning to Puerto Rico for three years, keeping her job in REO, and working remotely from the beach. But after losing her job, Naddia knew it was time for another significant change. That’s when she moved to Texas and accepted a position with Caliber Home Loans, where she stayed for two more years. “After you do REO, you can pretty much do anything. It’s really hard work, high volume, lots of accountability. It was a desk job, and it was hard
48 • July 2019
for me to stay at a desk job after working remotely from the beach for three years.” So, Naddia ended up getting her Texas real estate license. That’s when she became proactive as a real estate agent. “With all of the extra corporate work with REO and appraisals — that prepared me beyond what most agents are prepared to handle. I closed over 3,500 homes with REO. There's a lot I've already seen. I come in knowing the backend of how transactions work. I come with a corporate mindset of how to handle a high volume of transactions." Carving Out a Niche “Because of my background, I swore I’d be working with investors when I got my license. But as I transitioned, I ended up finding a need for good Hispanic agents. There are a ton of Hispanic agents, but not many carry the experience I carry.” Naddia shifted gears, turning towards her roots, making a conscious decision to help people that come from a similar background. “People that come from Puerto Rico aren't renters. There, you either own your home or live with your family. Renting isn't a thing. Puerto Ricans come here, and they are going to be homeowners at some point. It’s a matter of someone walking them through the system, because how you buy homes here is completely different than on the island.” Naddia comes from a family of teachers, giving her a unique advantage in walking Puerto Ricans and Hispanics through the home buying process. “I break it down in rice and beans — your everyday meal,” Naddia laughs. “That’s how we say layman’s terms in Spanish. I found a big need in my community. All this happened in a time of transition. The Puerto Rican community in Texas is growing huge. As of two years ago, there were 35,000 of us here in DFW.” And Naddia has found great success with Hispanic homebuyers. She’s now been in the top three individual agents for JP & Associates for five years running. In 2018, she completed 61 transactions. As of April 2019, she’s already contracted 50 transactions for the year.
“I can fill this niche because I can teach, and I have the experience.” Resting in Gratitude “What sets us apart is understanding the culture of our community. We do a good job of getting people plans of action for whatever area they are lacking in. Culturally, I can speak to that. I’ve been there.” Naddia knows if there is a way to get the job done for one
of her clients, she will find it. She keeps her connection to Puerto Rico close at heart daily and returns home to visit the island, and family, once every year or two. “From what I have experienced, it is the only island in the Caribbean where you can have a little bit of everything. A melting pot of culture, the beaches, the rainforest,” Naddia boasts. Beyond all else, she’s grateful for her journey, and the
lessons she’s learned along the way. Naddia’s unique path allows her to come through for others in similar situations. It allows her the opportunity to give back. “I'm grateful for the fact that God took my pain and made a purpose of it,” Naddia says through gentle tears. “I didn’t know what I was capable of when I got here. I thought I’d be chained to that desk job forever. When I moved to Texas — leaving Puerto Rico was hard, and I didn't want to come. But in the coming, I had to give my pain to God and go through a lot of what other people go through. Now through my job, I’m able to help serve other people. I'm with other people from Puerto Rico every day, and I feel like I'm home.”
www.realproducersmag.com • 49
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Garrett Hand
industry expert Written By: Lawyer's Title
DID YOU KNOW? Texas state law allows escrow officers commissioned as online notary publics to conduct fully digital closings using a combination of video technology and digital signatures. HOW IT WORKS… The online notary public, and the subject property, must be located in Texas at the time of notarization. However, the signer of the instrument can be located anywhere. The process is conducted via an interactive, online audio-video communication system. At the beginning of the audio-video communication session, the identity of the person whose signature will be notarized (the “principal”) will have to be established and verified.
Once the identity of the principal has been properly established, the principal and the online notary public complete the documents, attaching electronic signatures, and the electronic notary seal, where required. WHAT THAT MEANS FOR YOU... Real estate transactions can now be closed with remote online notarization. Sellers, buyers, and escrow officers – all in different locations – can connect seamlessly. As Real Producers, you should be looking for companies who have adopted the digital closing technology as part of their company’s end-to-end digital real estate strategy. These companies should be continually deploying new system technologies in order to improve services and expedite the delivery of their products to you and your clients. You deserve a company who invests millions in technology to provide real solutions for Real Producers. *Certain types of transactions will not qualify for remote online notarization. Please contact us for more details!
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ANDRÉ AND KELLI
KOCHER
Written By Zach Cohen | Photography By Scott Peek Photography
The Journey of Transformation: It Begins with Self-Care “I DESCRIBE OUR STORY AS A TRUE TRANSFORMATION,” KELLI KOCHER BEGINS. It was 2012. From the outside looking in, André and Kelli were wildly successful, living out the life of their dreams. After leaving the accounting world, they were nearing 10 years into their real estate careers and were consistently closing 60 to 80 homes each year. One year, they even topped 100. But on the inside, they were diminishing. Kelli had threatened to quit several times; she was on the brink. Both André and Kelli were succeeding in real estate at the expense of their health. Overweight, not finding time for healthy eating or physical exercise, and struggling to keep pace with their business, they were standing at a crossroads. “We were pretty unhealthy,” André admits candidly. “We were overweight. We didn’t think we had time to focus on [our health]. It just wasn’t a priority.” André and Kelli saw the writing on the wall. If they continued down the same old path, they were going to burn themselves out in a short time. So,
56 • July 2019
they reached out for help, beginning with taking care of themselves. “I said, ‘I've had enough. I need to make some changes,’” Kelli reflects. “[2012] was a year of us changing our lives, mostly because of what [Kelli] did,” André says. Both Kelli and André lost over 50 pounds that year. Kelli hired a personal trainer, started eating healthier, and they both started taking more time to care for their mental, physical, and emotional health on a daily and weekly basis. “It taught me a lot,” Kelli says. “About food, how to work out properly. And it resulted in a weight loss of 50 pounds and led to running marathons, taking swim lessons for the first time in my life, which led to triathlons. André is now a four-time Ironman.” André and Kelli transformed themselves physically — but that was only the start of their evolution. The benefits they saw in the rest of their lives were equally impactful. “It transformed us physically, but that also led to improving our business, our relationship with each other, and with
cover story
“
“It’s all about the relationship with our team, too,” André says. “It's like a family. Treating them right. That's how the relationshipbased model translates to our team.”
www.realproducersmag.com • 57
family,” Kelli says. “And it gave us a new level of confidence.”
We do it first thing in the morning. It has become our new normal, and it’s non-negotiable.”
“We could see the difference when we met with people. It was eye-opening in a lot of ways.”
André and Kelli discovered through their transformation journey a profound message that has carried over to every aspect of their lives: If they take care of themselves first, they are most capable of caring for others.
Seven years later, Kelli is still running marathons and André is competing in Ironman triathlons. They love to swim, bike, run and hit the gym. “We both train anywhere from eight to 10 hours per week, minimum,” André says. “That’s actually pretty light.
58 • July 2019
“Running marathons and competing in Ironman races revealed the power of goal setting. Now, we use that in all areas of our lives: Personal, fitness, financial, business, and spiritual. We are both highly goal-oriented, and we’ve really seen the impact with our real estate business and our team.”
As their confidence and mindset continued to shift, André and Kelli realized their business structure needed an overhaul, too. They went from a two-person team with an assistant in 2012 to an 11-agent team here in 2019. Having a team has allowed them not only to serve their clients better but to continue to take care of themselves. “We knew that by getting help, it would allow us to maintain a high level of service for our clients and give us more time to do the things we love to do,” André says.
In real estate, André and Kelli are focused on keeping their business relationship-based — not transactionbased. With a team of agents now to oversee, they extend the same sense of relationship-first attitude to everyone they work with. “It’s all about the relationship with our team, too,” André says. “It's like a family. Treating them right. That's how the relationship-based model translates to our team.” It’s been 36 years since André and Kelli got married — at the ages of 17 and 16 years old. Through the decades, they’ve been through many shifts and changes. They’ve raised two sons together, built successful careers in accounting and real estate, and now in their 50s, have once again transformed their lives for the better. This time, they’re listening to the advice we hear every time we step on an airplane: “Please make sure to secure your own oxygen mask first before assisting others.” “We spent many years focused on raising our kids, spending all our time getting them to games and practices, they both played select baseball on travel teams. We didn’t take care of
ourselves. But what we should've done is made sure we get some exercise, were eating right. Those years are gone, and we can’t get ‘em back, but luckily we figured it out eventually,” André says. Today, their youngest son, Patrick, is a buyer's agent on their team. They continue to grow the business, exercise daily, eat healthily — and are now raising their three grandchildren, who are 12, 10 and 8. “When you think about running a business, competing in an Ironman, and raising three kids — it can be overwhelming,” Kelli says. By putting self-care at the forefront, André and Kelli have discovered that they have the capacity to succeed in all areas of their lives. “I’ve said this many times — real estate can really consume you and create bad habits in regards to health and fitness, food and diet. You can find yourself eating out a lot, not taking care of yourself, working around the clock. So I challenge everyone and say be selfish and put yourself first, and find a way to hire people to help you do the things that you’re not good at, it’s worth it,” Kelli says. “We’ve hired coaches to help on the diet and health side. Improving ourselves — taking care of ourselves — is what led to the success of our team and our business. It plays hand in hand.” “When you feel good about yourself, you have this level of confidence that you can't explain. People can see it. It lifted everything in our lives. It gave me a voice.”
Pictured from Left to Right: Patrick Kocher, Tiffany Murray, Paige Brown, Cathy Faber, Sheri Briscoe, Angela Roberts, Julia Roberts, Kelli Kocher, André Kocher Not pictured: Cindy Morales-Moore and Lorie Valle Wright
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coach's corner
Written By: Wayne Salmans
Is Your Team About to Fall Apart? Here Are the Signs “My people will never leave me.” Those are the famous last words of many ill-fated kings, queens, commanders… and real estate team leaders who thought their people would continue in unwavering support under any circumstance. But true leadership is a dynamic endeavor that consistently evolves, especially in an industry as heavily impacted by changes as real estate. For a brokerage to succeed and excel, you must focus on doing the right things. Recognizing the signs your team might be about to fall apart is just as crucial. “Management is doing things right; leadership is doing the right things.” —Peter F. Drucker Five Signs Your Team is About to Fall Apart 1. Absence of Conflict If you think your team will never leave because you have zero conflict, the opposite is probably true. I know! Crazy, right? But great teams have become great as the result of healthy conflict. Strong teams have conflict, and they recognize if they are growing, they will encounter new challenges with differing opinions on how to deal with those challenges. Growth comes when you have ways to address, discuss, and resolve issues when conflict happens. The absence of conflict is the 62 • July 2019
first sign a leader is not connecting with their team and trouble is on the horizon. 2. “Squeaky Wheels” Only When a leader finds themselves dealing only with the “squeaky wheel” agents on their team, who complain the most and the loudest, their “A” people are about to leave. I see this happen over and over. Team leads get pulled in so many directions and find themselves dealing with the low producers or the agents who seem always to have a crisis in their world. This means you unintentionally ignore those on the team who are consistent and high producing, leaving your best team members feeling neglected and looking for better opportunities. 3. Picking Up Backpacks Everyone has a backpack to carry. In the backpack is everything that needs to get done for them to reach their goals. Here is where so many leaders guide their employees to failure: “Let me unpack that.” Leaders love their people, so when a team member comes to them with an issue like, “I don’t know how to get more leads,” what happens? Some leaders say, “Let me help, and I will figure out how to get you more leads.” If this is you, in essence, you’re picking up their backpack.
The problem is if you already have a backpack, and then pick up their backpack, you now have two backpacks to carry. Additionally, the team member isn’t learning how to carry their load. Great leaders don’t pick up backpacks; they teach others how to become great at carrying their own. 4. Death by Limp Handshake. Nothing is worse than shaking someone’s hand and getting a limp noodle hand wiggle. Conversely, reaching out to shake someone’s hand and receiving the bodybuilder death grip is equally unnerving. The whole world just functions better with a standard handshake. This is the problem with many teams, as they struggle to find the balance between no standards (limp noodle) and ridged standards (death grip). Having no standards of performance or expectations for a team doesn’t work, but having requirements that are so strict that team members feel crushed and leave isn’t the answer either. An effective team that outlasts others is the one that finds the right balance between severe team standards and a more success-instigating structure of standards that supports both the business and the people working in it. 5. Your Life Sucks and Nobody Wants It. *Mic Drop* This reason might be the hardest to confront, as it is the most personal. After coaching over 5,000 agents, it has become clear this is a major contender for the top reason team members leave. When the team leader’s life is work 24/7, have zero fun, and complain about being broke all the time, where is the motivation for your team to continue this path? The most natural question is, “Why would I follow someone who can’t figure out their own stuff?”
Three Things That Make Great Team Members Stay If you want to build an incredible team, and keep great team members, you need to know what they want: 1. To have a clear plan. Plans for how to make money, how to get back their time, how to build wealth, and how to leave a legacy. 2. To be pushed. Great talent wants to be pushed. They want you to see their potential and for you to continuously help them become better. 3. To be heard and valued. A big reason team members leave isn’t commission splits; it’s the fact that they don’t feel heard and valued. Three Actions to Take Immediately 1. No excuses. Stop justifying why team members should be happier, more engaged, or producing more. Take a step back and get clear on what you’re nailing as a leader and where you’re dropping the ball. 2. Get your own life in order. Ask yourself who you desire to be as a leader. Who would you want to follow? Take time to write out exactly who you desire to be and why, and then take one definitive action in that direction. Be the leader you would follow. 3. Start doing productive weekly 1-1 appointments with your team members. This is absolutely critical and one of the biggest tasks I help my clients get great at: Doing weekly deepdives, which are one-on-one coaching sessions with their team members. You can download the Weekly Questions for team members at www.theheronation.com/weekly-questions.
As John Maxwell would say, “You are the lid of your business.” You will only attract and keep great agents if you’re continuing to show them there is a way to an incredible life.
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