NORTH DFW
I N F O R M I N G
A N D
I N S P I R I N G
R E A L
E S TAT E
A G E N T S
RISING STAR Amanda Grantham REALTOR® ON FIRE Heather Stevens PARTNER SPOTLIGHTS Total Roof Protection Lawyers Title
THE GRISAK GROUP Listings
and
L e g ac i e s
Photography By: Scott Peek Photography
SEPTEMBER 2020
2 • September 2020
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North DFW Real Producers • 3
WHICH REAL PRODUCERS TERRITORY ARE YOU APART OF?
TA BLE OF REAL PRODUCERS IN THE DFW METROPLEX
CONTENTS
A Quick Look at the Different DFW Real Producer Markets August 28, 2011 5051 New Centre Drive Wilmington, NCnationwide 28403and there are three in DFW alone. In each of these markets, we pull the Real Producers has 100 franchises top 500 agents based off the MLS production and depending on where your broker address is located will determine First Last Name T. 910.202.0917 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 either of these markets, you will month have the possibility of being Index of be receiving a publication every Publisher’s Meetand The Street Address E. ininfo@n2pub.com Trusted featured at no cost to you! Team Note Partners City, State 00000 www.realproducersmag.com
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Publisher’s Note
North DFW Real Producers
16
Rising Star: Amanda Grantham
36 24
Inspiring FAQ Growth About This Magazine
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Partner FAQ Tarrant County Spotlight: About This Real Producers Lawyers Magazine Title
4 • September 2020
Dear :
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REALTOR® Sponsor Spotlight on Fire: Photography Heather By Stevens Spross
CCAR: Sponsor In Spotlight The KnowPhotography By Spross
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North DFW Real Producers • 5
PREFERRED PARTNERS
This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community!
BUILDER Taylor Morrison (469) 252-2272 taylormorrison.com BUSINESS COACHING Hero Nation Coaching Wayne Salmans (469) 500-3642 theheronation.com CREDIT REPAIR Lenders Choice Credit Solutions (214) 307-4946 lendersccs.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 FLOORING The Design Quad (214) 647-1779 thedesignquad.com FOUNDATION REPAIR Digg Foundation Repair Scott Winn (214) 307-4060 diggfoundationrepair.com
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HOME INSPECTION Amerispec Home Inspections (817) 329-5200 amerispectx.com Elite Inspection Group (469) 818-5500 eigdallas.com Inspect360 (817) 754-0360 inspect360.com HOME RENOVATION Curbio (978) 888-3958 Curbio.com HOME WARRANTY Achosa Home Warranty (972) 965-7611 www.achosahw.com Home Warranty of America hwahomewarranty.com Nations Home Warranty (972) 965-1885 home-warranty.com Super Jonathan Asfour (703) 254-9628 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 Rhyne Insurance Agency Kristian Rhyne (972) 400-1089 agents.farmers.com/krhyne Winemiller Insurance Agency Josiah Winemiller (817) 618-6514 gooseheadinsurance.com/ agents/josiah-winemiller/ INSURANCE AUTO-HOME-BUSINESS Paine Insurance Group (972) 387-9217 whosyourinsuranceguy.com INTERIOR DESIGN & HOME STAGING Decor Directions (469) 969-8819 decordirectionsUSA.com MEDIA PRODUCTIONS #TheDifference Radio,Livestream and Podcast (214) 883-1294 www.hashtag-thedifference.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 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 MORTGAGES/HOME LOANS Stearns Home Loans (619) 378-3795 MichaelChiodo.com MOVING COMPANY Black Tie Moving Dustin Black (615) 900-2641 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
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Stonebriar Moving Services (469) 734-9000 stonebriarmoving.com NEIGHBORHOOD HANDYMAN Handy Hogan (469) 307-4690 PHOTOGRAPHY Blackall Photography (972) 978-9958 blackallphotography.com Ilona Jade Photography (253) 632-5155 ilonajade.com Scott Peek Photography (468) 587-2300 ScottPeekPhotography.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 Results Roofing (214) 301-5533 results-roofing.com
PROPERTY MANAGEMENT American Real PM (469) 620-0114 americanrealpm.com
ROOFING & CONSTRUCTION High Performance Restoration Texas (214) 396-7772 hprtexas.com
Real Property Management Focus (469) 820-0088 realpmfocus.com
Red Dirt Roofing & Construction (817) 454-0608 reddirtroofing.net
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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
VIDEOGRAPHER Immersion Media Company (214) 929-6326 immersionmediacompany.com
Fair Texas Title (602) 421-6417 fairtexastitle.com
WEALTH MANAGEMENT Linder Legacy Group (214) 843-3835 linderlegacygroup.com
Lawyers Title (469) 247-8281 dfw.ltic.com
North DFW Real Producers • 7
STRONG HISTORY, BOLD FUTURE. WE SPECIALIZE IN: • FHA • VA • Conventional • Renovation Loans • Self-Employed Bank Statement • 5% Down Jumbo Loan MICHAEL CHIODO Branch Manager NMLS#:378308
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8 • September 2020
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North DFW Real Producers • 9
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Service First Mortgage | NMLS #166487 | 6800 Weiskopf Avenue, Suite 200 | McKinney, TX 75070 10 • September 2020
@realproducers
MEET THE
NORTH DFW REAL PRODUCERS TEAM
Jordan Espeseth Publisher
Missy Kremer Editor
Amanda Thornburg Ad Strategist
Dave Danielson Writer
Rick Davis Videographer
Jeremy Patton Videographer
Scott Peek Photographer
Kelly Blackall Photographer
Ilona Gorokhovskiy 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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North DFW Real Producers • 11
publisher’s note
Change Seasons of
Wait. Summer is already coming to an end? That doesn’t seem right. I think time warped! Growing up in Minnesota, when the seasons change…they really change. It is quite beautiful, too. Summertime is short, but we savor every minute of it. One day you wake up and the leaves have changed from bright greens to fiery reds, burnt oranges, and bright yellows – fall is officially here! And as quickly as fall comes in…it’s gone. You blink, and all of a sudden the leaves are no longer on the trees. That’s always a bit of a sad time for us northerners. That means the longest, most-painful season is right ahead of us: winter. Winter is brutal in Minnesota. I found it funny when I moved to Texas as I noticed during the summer, people would leave their vehicles on so they could keep their cars cool. We do the same thing in Minnesota, only for the exact opposite reason.
12 • September 2020
It is not uncommon for there to be thirty-below days with a wind chill of sixty-below. “Uff da!” as we would say up north. The beautiful thing about those long, painful winters? It makes spring and summer extra special! That first sunny and forty-degree day in March is one of the best feelings in the world! After what feels like spending five months in a dark, cold cave, the warmth and brightness of spring is unmatched. Our own lives are very much like the seasons. Without the long, dark, and painful times, how would we truly have an appreciation for when times are good? The year 2020, in general, has seemed to be like one of those long, dark seasons. However, I kind of feel like it’s towards the end of winter and I am waiting for that glorious first day of spring to show itself. I think we are near. And one thing I do know, when “spring” shows itself to us, we are going to have a whole new appreciation for it. There is no doubt we will savor every moment of it. Fall is here, winter is close, and spring is right around the corner! See you all there. Jordan Espeseth Owner/Publisher jordan.espeseth@realproducersmag.com
@realproducers
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.
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Apply in as little as 15 minutes! Visit www.TheTuttleGroup.com/Get-Started Mid America Mortgage, INC.| NMLS 150009 North DFW Real Producers • 13
DIGG REPAIR FOUNDATION
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14 • September 2020
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North DFW Real Producers • 15
rising star Written By: Missy Kremer Photography By: Bay Productions
16 • September 2020
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Amanda Grantham Moving the Target
Amanda Grantham with JP & Associates REALTORS® obtained her licensure in May 2018. Her primary goal from the start was to be nominated as Rookie of the Year. After selling over ten million in volume, not only was she nominated for the award, but she won. In the beginning, she thought, “Hopefully I can sell one million in my first year.” Hitting that goal came quickly, but she moved her target and aspired to reach three million instead. Before the end of the first quarter, that goal was obtained. “Maybe my goals are too small here?” thought Grantham. “About halfway through the year is when I changed my one million goal to ten million…and then I hit that too,” says Amanda. Life as Target Practice
Amanda’s father was from Cuba and her mother is from Detroit. Grantham was born in Miami, but her mother remarried and moved them back to Michigan when she was four-years-old. “As a kid, you don’t really know what you do or don’t have,” says Amanda. Her stepfather worked mornings and her mother worked nights to make sure they were always taken care of. When her youngest sister was born, they had the opportunity to relocate to Dallas. After moving into their first
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brand-new home, she thought they were rich. “It was the nicest home I had ever seen!” reflects Amanda. While her mom was strict with her growing up, it gave Amanda the mindset to always persevere and strive for the best. “I grew up in Allen, which I think was really beneficial for my business,” Grantham states. “The city has one high school, and most of us all grew up together.” With approximately 1,600 students in her graduating class, Amanda was the only person she graduated with that was going into real estate. She thought, “Okay, if I capitalize on all these people that I know, and I keep reaching out, keep reaching out…” that success was bound to happen. Amanda’s biological father passed away when she was 18, a time when most people are making their major life transition into adulthood. In addition, she decided to start her career in the auto industry, where she thought she’d be insurmountably successful, like the others she saw making six figures. “It was definitely a learning experience for me,” says Grantham. Starting out at a Honda dealership, Amanda learned quickly that straight commission sales was outside of her comfort zone. “I can’t sell something
to you if I don’t believe in it,” laments Amanda. With the industry pushing for add-ons and other extras, Amanda was never interested in being pushy. But, as she grew her sales experience, she was offered a job at Land Rover— Dallas. “That was a big opportunity for me,” reflects Grantham. It was there she continued to shoot towards the target and hone her relationship-building skills. “Honestly, my boss said, ‘I made more friends than sales,’” she chuckles. “He’d say, ‘They didn’t walk out with keys!’ But, I’d say, ‘Yeah, but they did walk out with my number.’”
Nailing It
“When I start something, failure is not an option,” Grantham states. Shortly into her marriage, Amanda’s husband lost his job for a period of time, and she had transitioned to being a stay-at-home mom. “It was the first time in my life I wasn’t bringing anything to the table, and that was really hard.” “We had to do what was best for our family,” Amanda concretely states. She had always thought about being in real estate, but never went for it, until that point. “I had nothing to lose and everything to gain,” she says. “As an adult, and having my own kids now, I feel proud of how my parents took care of us,” smiles Grantham. “Knowing how hard they worked pushed me to always work that hard for my kids. I never want them to have to struggle or see us struggle.” So, Amanda hit the ground running in her real estate career, focusing on her desire to grind, utilizing her past sales experience, and building off relationships from the past. North DFW Real Producers • 17
I was a REALTOR®,’ but he didn’t think I was as funny as I thought I was,” she laughs. Learning Consistency
“Real estate can be very difficult whenever you start,” Grantham says. People have unrealistic expectations that they will accumulate many leads and sales right away. “Everyone expects to do well and make a lot of money, but it doesn’t always work out,” Amanda shares about going without her first sale for nearly five months. “It was really hard on me. I ended up taking a lot of rentals and apartment leads. I planted every possible chance I could. I was putting in a lot of time…for not a lot of money. But, that has paid out tenfold. Rental leases last year turned into homes purchased this year,” shares Grantham.
“YOU START TO GET COMFORTABLE AND FORGET THERE’S MORE YOU CAN DO. DON’T DO THAT. KEEP UP WITH THE PEOPLE IN YOUR PIPELINE. KEEP UP WITH ALL THE PEOPLE IN YOUR SPHERE.” “It’s important to reach out to all the possible clients…the people you may not have been friends with but passed in the hall every day. Those are potential prospects,” shares Amanda. And, it is that mentality that sent her sales through the roof. “People work with people that they trust,” Amanda says. Or, in some cases, those they are able to quickly trust. Amanda shares a crazy real estate story where she was a tired momma, but Matron of Honor on bridal shower day. She didn’t want to be seen as a party-pooper, so she stuck it out for the evening festivities, even though she was exhausted. 18 • September 2020
Noticing a man pointing at her across the room, she thought, “Please do not try to come talk to me.” He thought he recognized her and asked if he had seen her earlier that night. “I said, ‘Unless you saw me showing homes in Frisco, you didn’t see me.’” He came back and told her he actually knew someone who was looking for a REALTOR® and asked for her number. Instead, she took the lead’s number, texted them, and sold the lead a home in Prosper a month later! “When I got home that night, I told my husband I picked up a solid referral. I joked with him, ‘I should start standing around in bars telling people
But, as she’s learning how to be consistent in the business, she’s learned a lot about the work-life balance. “There’s a lot of give and take. I’m to a point where I don’t allow it to interfere anymore, because it’s not worth it,” says Amanda. “There was one deal where a friend called and asked if I could take a Zillow lead. It was on a $600,000 house one Saturday at two o’clock. My daughter had a soccer game. I ended up leaving early and skipping out on a dinner with my in-laws. I was an hour late to my friend’s baby shower. Showing them one home turned into six. I showed these people six houses, and they never talked to me again! If I don’t know you from Adam, I can’t trust you’re going to respect my time as much as I respect yours.” @realproducers
Amanda with her husband Josh, daughter Charlotte, and son Camden.
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North DFW Real Producers • 19
“And, for that reason, I don’t really work with people I don’t know. I might be turning down deals, but that day really hit hard, and it wasn’t worth it to me from there. I don’t pay for leads, I’m an all-referral business, and I’ve decided to keep it that way,” Grantham states. Moving the Target Further
In a short amount of time, Amanda Grantham is the epitome of a master archer, hitting the target consistently. Each and every time she’s on point, she continues to move the target further. “I’d definitely love to hit 20 million. The pandemic slowed that this year. Last year I sold 11 million. This year I’m on target for 12. My new goal is to never do less than I’ve done,” says Grantham. Whether it’s working out with her husband, Josh, or playing Phase 10 with her children, Charlotte (5) and Camden (10), Amanda says she’ll always be there for her family and clients. “I’m the person everyone always calls for guidance, and I love that.” And her guidance for others in the real estate industry? “You start to get comfortable and forget there’s more you can do. Don’t do that. Keep up with the people in your pipeline. Keep up with all the people in your sphere.” And no doubt, Grantham will continue to do this, as she continues to move her target.
20 • September 2020
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North DFW Real Producers • 21
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WHICH REAL REAL PRODUCERS WHICH PRODUCERS TERRITORY YOUAPART A PART OF? TERRITORYARE ARE YOU OF? REAL PRODUCERS IN THE DFW METROPLEX REAL PRODUCERS IN THE DFW METROPLEX A Quick Look at the Different DFW Real Producer Markets A Quick Look at the Different DFW Real Producer Markets
5051 New Centre Drive Wilmington, NC 28403 T. 910.202.0917 E. info@n2pub.com featured at no cost to you! www.realproducersmag.com
August 28, 2011
Real Producers has 100 franchises nationwide, and there are three in DFW alone. In each of these markets, we pull the top 500 agents basedand off there the MLS depending onthese where your broker Real Producers has 100 franchises nationwide are production, three in DFWand alone. In each of markets, we pull the address located, determine whichand publication you be apart of. Thisaddress map shows the territories top 500 agentsisbased off will the MLS production depending onwill where your broker is located will determine which willfranchises. be apart of.If This the agent territories forof each of the 3 franchises. youreceivare a Top forpublication each of theyou three you map are ashows Top 500 in any these markets, you willIf be 500 agent ining either of these markets, you will be receiving a publication every month and have the possibility of being a publication every month and have the possibility of being featured at no cost to you!
First Last Name Street Address City, State 00000
North DFW Real Producers
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Tarrant County Real Producers
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26 • September 2020
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M E E T T H E CO M M UN I 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. realproducersmag.com
North DFW Real Producers • 27
HONEST & GOOD Some contractors are honest…but they don’t provide very good work. Other contractors provide good work, but they’re ultimately not very honest. Cole Newton, founder of Total Roof Protection, confidently states, “We have contractors that are honest and good.”
28 • September 2020
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partner spotlight Written By: Missy Kremer Photography By: Ilona Jade Photography
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North DFW Real Producers • 29
And Total Roof Protection’s goal of being honest and good is what keeps customers using them, and recommending them to others, time-andtime again. “I think I just like being able to provide honest service and give customers good value whenever we come to the door,” Newton frankly states about his company. “We just do the job right. We’ve only done one or two change orders since this company started, only because it would have been impossible to complete the job without it. There are just no surprises down the road!”
“We’re authorized through TREC to provide a warranty against rain, sleet, wind, and hail damage. No other roofing company has that authorization,” Cole proudly states. This five-star company additionally provides a lifelong workmanship warranty. What sets Total Roof Protection apart from other roofing businesses isn’t just their warranties. “We provide roofing services, including insurance claims assistance and in-house financing, and we have an in-house repair team, as well,” states Newton.
Warranties & The Workforce
“We emphasize to anyone who comes onto our team the importance of customer service,” Cole shares. This means their customers feel they’re receiving a plethora of benefits by choosing Total Roof Protection.
In addition to providing reliable and efficient services, there is one specific factor that sets them apart: They are the only business authorized to offer an adverse weather warranty through the Texas Real Estate Commission (TREC).
Cole’s beautifully-dancing, karaoke-singing, wife, Daphne, is the on-staff legal on the team. “She makes sure we stay compliant with TREC. She helps navigate through legal loop-holes, etc. She makes sure everyone stays in line,” Newton chuckles.
30 • September 2020
“It’s just not possible to do everything,” shares Cole, so he also relies heavily on Josh, his general manager, who has 12 years of experience. His office manager is Jessica, and his repair foreman is David. “I actually roofed a job with David when we were 15-years-old,” Cole reflects. It was actually after that roofing experience with David that Newton said he’d never work on a roof again. So, he worked for some time as an off-shore Submersible Engineer. Engineering an Idea
While he wasn’t trained to be an engineer in an educational setting, he learned all he needed to by being on the job…and nobody questioned his credentials. Cole laughs, “I
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WE’RE AUTHORIZED chose all of the most horrible jobs you could think of. I assumed that if I was working all the bad jobs, then nobody would dig into my lack of credentials. I must have done something right, because it worked.” Dealing primarily with hydraulics, he was working hard as an engineer but not in love with the occupation. With a custody battle mandating he remain on-shore, “I reached out to my cousin who owns an automotive warranty company. I wanted to get into the warranty industry, but I didn’t want to learn the auto industry.” Newton went to the drawing board to come
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THROUGH TREC TO PROVIDE A WARRANTY AGAINST RAIN, SLEET,
”
WIND, AND HAIL DAMAGE. NO OTHER ROOFING COMPANY HAS THAT AUTHORIZATION. up with an idea. “What’s a niche warranty we can create that nobody has?” After some brainstorming, a concept was born. “I talked to a friend about the warranty idea I had. He said, ‘You’re crazy,’” giggles Newton. But, Cole felt in his gut he could make this thing work. “There’s very little, if any, competition,” he reflects. And, he knew if he worked hard enough, this warranty idea would soar.
North DFW Real Producers • 31
“We started out as a warranty company first. Because of that, I couldn’t sub out certain things, which is why they’re in-house, and is why TREC can provide us that authorization. A lot of people know us as a roofing company, but really we’re a warranty company,” says Cole. Outside of The Business
Outside of being a business owner, Newton thrives on being an avid sportsman. “I personally love going hunting. I take my oldest son hunting every year for his birthday.” From deer hunting to hog hunting, and everything in between, Cole is at his happiest when he’s active in the great outdoors. “We’ll go hog hunting yearround!” Newton exclaims. In addition, he enjoys off-roading. “When the babies get a little bit bigger, I’ll throw them in the back and take ‘em,” jokes Cole. “I love hanging out with my babies,” shares Newton. He has three. “Well, my oldest baby is 16-years-old—Coyn. And, I have 17-month-old babies: Denver and Devin,” who are fraternal twins. “My wife’s Latin. One looks like a little Latin baby and one looks like a little white boy. They’re adorable,” smiles Cole. Contact Total Roof Protection to see how they can help your clients today!
32 • September 2020
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inspiring growth Written by: Dave Danielson
Mastermind Building on The Best
DFW
It’s been said that new breakthroughs and levels of success are accomplished by standing on the shoulders of giants of the past. There’s also a lot we can learn from the giant deeds and efforts of our groundbreaking peers in the industry. That’s the spirit of Mastermind DFW — a gathering that brings leaders together with the aim of networking, sharing, and building on the best of everyone involved. Here’s a Q&A with Mastermind DFW’s Andy Tuttle, who shares the group’s inspiration, driving principles, and future.
36 • September 2020
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“I love the Mastermind group! It is something that is just so important to my business” - James Sharp, JPAR
What is MMDFW, and how does it work? Andy: Mastermind DFW is a forum for top REALTORS® where they can come and discuss ideas with each other. There aren’t a lot of opportunities for them to come into a room and share their successes, and their struggles, with other top agents from around the metroplex. This is a place where top REALTORS® can feel safe to share with professionals that are classified as their “competitors” in the marketplace. Inside the forum though, these competitors act like colleagues. They collaborate and help each other discover solutions for their business in real-time. They can take these back to their team and implement them that day. One of the other elements that make the forum work is that we limit the attendees to 25 REALTORS® in any given forum. This way, everyone is able to share their expertise. It’s not like most events in my career. Most events that REALTORS® get to speak at, the REALTORS® that take up the most talking time, are the ones least qualified to share on ANYTHING. At MMDFW, you genuinely want to hear every single person speak. We have a theme for each forum that gets the most attention. It may be how to get listings in the realproducersmag.com
current market, how to overcome objections, how to fight discount brokers, or how to operate in this COVID-19 environment, for example. Throughout the year, we want to cover some fundamentals on team building, growing a profitable business, and leadership. We work through the agenda based on what the agents say is important to THEM for any particular session. Then, we just let them go. That’s the fun part about dealing with the best people. You get some of the best ideas with very little pretense. It’s a good time… and productive and valuable. We end each forum by “picking a challenge out of a hat,” thanks to Kurt Buehler. He brought that up at a forum, and just about everyone instantly jumped on it. All the REALTORS® get to throw one of their challenges into the proverbial hat. And then, we as a group, address that challenge, for as long as it takes, until we come up with a solution that solves that challenge. Sometimes that takes five minutes, and we move to the
next and get through several more in one forum. Other times, we only get through one or two challenges. Either way, we go deep and get the group to figure out the solution. We answer any final questions, summarize the nuggets and breakdowns, and then let everybody go. Who puts on MMDFW? Andy: Zach Sams and I started this six years ago, and we’ve hosted it for that whole time. We also have Dave Albshire and Grace from his team, who help host it. We’ve also been able to bring in Julie, as well as a guy named Jordan Espeseth from Real Producers. Why did you start MMDFW? Andy: We really wanted to separate ourselves, and we wanted to work with people we liked. And top producers just kind of fit our model. So, we thought about what we could do to add value for them…something of real value…something that could be for them that they would enjoy coming to. North DFW Real Producers • 37
“The opportunities are out there right now, and Mastermind DFW helps us be successful in reaching our goals.” - Kurt Buehler, Keller Williams
I had some friends in California who were doing this type of Mastermind forum, and we thought this sounded different, and if we did it right, it could actually bring real value to REALTORS®. It’s a way for us to connect with these people and offer value to their business in the right way.
Third, they’re getting knowledge and information they can’t get anywhere else. Top producers are committed to staying on the leading edge of what’s going on to strive to stay ahead of the curve. This helps them do that by getting information before anyone else gets to market and talking through some of the opportunities and challenges to fine-tune, so they can go out there with an approach that actually works.
What is in it for the top-producing agents? Andy: From what we hear from them, it’s three main things. The first one is the community. There are so many relationships that have been made among people who thought they were competitors. We’ve had so many agents that never get a chance to meet other agents…those relationships have been a lot of fun.
“Being a part of the Masterminds, it really allows me to think outside the box. Sometimes we get complacent in thinking about what works in our business. Meeting with other top producers allows us to brainstorm solutions that I maybe hadn’t thought of before.” -Colleen Frost, Colleen Frost REALTORS®
Two, it’s about the action they’ve been able to take. They tell us that because of this group, they’re able to have a good place where, when negative or controversial topics are brought up toward the industry, they’ve got a community they can immediately reach out to and talk amongst themselves. They have unity, because they see each other and then they build relationships. 38 • September 2020
Who can attend? How do you get involved? Andy: To start, you need to be among the top 250 REALTORS® in terms of production. You need to be a full-service agent, you need to be getting your business from relationships and referrals, and you need to be a relationship-based agent. The hosts have to sign off on you. We also have a REALTOR® committee: the “Founders Club,” if you will, that does a final pass, just to make sure that the people that are in the group are a good fit.
What is the future focus of MMDFW? Andy: We want to make it even more about being the agents’ group as we host it. Our focus is getting them more involved with each other in-between the forums, giving some nuggets and sharing their knowledge, adding value so there’s more content, and so that they are more involved in how the group goes. Looking down the road, our hope is to have three to five groups around the Metroplex, where REALTORS® can have tighter groups, where they can talk and share ideas, and then funnel all of that into the Facebook group platform where all the ideas are shared. And then have a great get together once a year with a really nice dinner with a high-level speaker...to give them the kind of experience and knowledge that they can’t get anywhere else…and to celebrate together.
The way you get involved is you go to the Facebook Group page at www.facebook.com/groups/ DFWTOP1PERCENTREAGENTSDFW, you fill out a form, and you ask to be in the group. Then from there, we can vet you. @realproducers
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North DFW Real Producers • 39
40 • September 2020
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North DFW Real Producers • 41
HEATHER Consistency
is Key
REALTOR® on fire Written By: Missy Kremer
With approximately 60,000 licensed real estate agents in the DFW area, it is an achievement to make it to the top. There are many gimmicks to success as idolized by social-media, coaches, products, advertisements, celebrities…the list goes on. But, Heather Stevens, with VIVO Realty, emphasizes it really just boils down to one thing: “Consistency is key.”
42 • September 2020
And, she’s let that mindset drive her career… and life. Whether it is with physical fitness, her daily release and time to herself, or in her career as an agent, Heather says you show up, and you keep up, again-and-again.
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STEVENS
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North DFW Real Producers • 43
estate agent, it sparked Stevens to ask herself how she could control her income and daily schedule. “What can I do, that as hard as I want to work, is how successful I’ll be?” Those lingering questions, paired with her past experiences, put her on a real estate trajectory. “We also bought and sold a few houses in Texas. I saw the potential that you have. Being a dental hygienist is a great career. I’m a people person. I love meeting new people every day, and I think you have to have somewhat of a desire to help people,” Heather says as she reflects on the commonalities between the dental and real estate worlds. “Both of these careers come with the same aspects of anticipation and fear…whether it’s buying a home or going to the dentist. People have to know you care, and you’re there to help them.” “Being a dental hygienist, I thought, ‘Where am I going to be in 20 years?’” After realizing as a hygienist she’d eventually cap out at a certain income, she looked more seriously into transitioning into a new career. “What can I do to set myself up? My family up?” asked Stevens.
Heather with her husband Mark, son Drew, and daughter Ava.
From Duck Dynasty to Wanting her Own Dynasty
Stevens and her husband, Mark, both grew up in West Monroe, Louisiana. For some, a light bulb may be illuminating as to why that town sounds familiar. And if it does, it is probably because you’ve heard about, or watched, the couple’s friends on the hit reality television show Duck Dynasty, which is about a family’s legacy 44 • September 2020
in creating outdoor products…and the fun they have in their personal lives. While West Monroe was a great place to live, the pair landed in Dallas in 2011 and have made it home ever since. It is truly a place where they have planted roots. Working her career as a dental hygienist was sufficient for Heather for several years. But, after watching her sister back in Louisiana as a real
In addition, with her vivacious nature, she knew she’d thrive outside of an office setting and would work diligently to make gains. “I can do this, and I plunged in full force,” Heather frankly states. So, in 2015 Heather became a licensed real estate agent, juggling being a hygienist and showing homes at the same time. “I’d change back and forth between professional work clothes and scrubs. I would @realproducers
show houses during breaks and after work was over for the day,” shares Stevens. And, after grinding for five months before receiving her first closing, Heather’s consistency paid off and her real estate career boomed from there. In 2016, she left her job as a hygienist and hit it hard as a REALTOR® full-time. Paying off in more ways than one, Stevens was the 2016 Rookie of the Year. Following suit, she’s been the Top Producer for her company in 2017, 2018, and 2019. “Every year has gotten better and more successful,” Heather gratefully states. “I actually work so much more now, and I love it. It doesn’t feel like work. I say that with all sincerity. I also know I’m now putting in these hours for myself and my family, not my boss, if that makes sense,” Heather shares.
Heather singing at Heartland Church in Carrolton
However, Stevens also alludes to the challenges of the real estate world, mainly the work/life balance. “Because I love it so much, putting it down, and having time for your family and yourself, is a hard thing. It can be a struggle to find balance, because when I’m driven in something, I don’t want to stop,” says Heather. “Stopping and breathing in the success you already have helps to find that balance. It’s a give and take. There are seasons when you’re really busy! I’m lucky to have the support of my family,” smiles Stevens. Her husband, Mark, is also in sales and understands the flexibility families need in those types of roles. Heather laughs about her 22-year-old son, Drew, and 15-year-old daughter, Ava, probably growing up to be pretty savvy in the sales arena, too. The family just works around it and gets it. Another way Stevens finds joy and balance in her daily life outside of real estate is by lifting weights and practicing yoga. With her family in tow, she also enjoys traveling and attending Heartland Church in Carrolton. Ms. Quietly Persistent
A title Stevens willingly accepts from a former client is Ms. Quietly Persistent. Whether it is sending someone a quick text, or messaging them on social media to check-in, Heather knows the power of showing up and staying present. “A key word is consistency. It doesn’t come without hard work and consistency.” realproducersmag.com
North DFW Real Producers • 45
In addition to being consistent, she accolades the relationships she’s built in relation to her continued success. “It’s not just about money and being financially blessed. This is one of the biggest purchases people will ever make in their life…and being a part of that…” she sighs. “I’ve been a part of the good and the bad, and that has helped me in forming relationships. It’s not a ‘Hi’ and ‘Bye’ with me. When people see you’re genuine and care, it helps to build your business. And that‘s how you stay or grow your business,” Heather humbly states.
“Stopping and breathing in the success you already have helps to find that balance. It’s a give and take.” Looking forward, Stevens knows as long as she’s consistent, she’ll grow. “It’s hard for me to relax,” she chuckles. “I’m going to be here in five years, I’m going to be here in ten years, because it isn’t just a business transaction for me.” To ensure she’s maintaining consistency with a goal towards growth, she’s incorporated a coach into her week. “There’s so many aspects to real estate, such as marketing and follow-up, so organization is key. That coach is important to help me take it to the next level,” says Stevens. Surpassing a lot of her initial goals, Heather sets her sights on possibly starting a team in the future. “We’ve talked about that. It could be in the works for what I’m thinking about in the next couple of years.” Regardless of what is to come, Heather lands on this: “Expect to work hard. Be consistent. Be organized from the beginning. Stick to your processes, and they’ll work. Consistency is key.” 46 • September 2020
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Thank You,
CCAR: in the know
REALTORS®
Dear REALTORS®,
I know you make money when you sell a property, but when I ask you what you love most about your job, you’re not likely to cite pay first. You help your clients achieve part of the American dream. Whether helping a client search for their first home or selling a home to aid a client’s transition to empty nester, you are vital to the process. But, do you know just how much you impact your client’s life? Thanks to a recent presentation by Nadia Evangelou, NAR Senior Economist and Director of Forecasting, I have hard numbers on the benefits of homeownership—the very thing that you facilitate. When you help a client buy a home, you have provided more than a physical shelter, you have helped their kids thrive in school, and increased their mental, physical, and financial health. You have also helped create a more connected and crime-free community. On average, homeowners remain in their home for ten years, and during that time they are more engaged civical-
By Bri Westbury, Content Specialist, Collin County Association of REALTORS®
ly than non-owners and participate in local elections and neighborhood groups. Their longevity and involvement create strong communities and have been shown to correlate with reduced crime. The stability of homeownership has been shown to have a significant positive impact on educational achievement, producing lower dropout rates and higher levels of achievement in math and reading. Research shows that homeowners and children of homeowners are generally happier and healthier than non-owners, a finding that is attributed to the sense of control that’s created through housing stability and to the wealth-building effect of homeownership. Wealth building effect. Did you think I would avoid talking about cold hard cash this whole letter? I said money wouldn’t be the first response I received when I asked you what you love about your job—I never said it wasn’t part of it! It’s the same for your clients. While the financial gain might not be the first thing they love about owning their home, it is certainly part of it. On average, the net worth of a homeowner is $231,400—45 times greater than that of a renter ($5,200).
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a friend.” A perspective that amplifies her purpose and drive, “It’s a huge satisfaction to help our friends achieve the American dream of owning a home,” Acquisto concluded.
Also, your work benefits the entire nation! Each home sale has a positive impact on our national GDP. In fact, the real estate industry accounted for 18% of the GDP in 2019. On a recent episode of CCAR’s podcast, Welcome to the Top, CCAR’s 2021 Secretary/Treasurer, Shana
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Acquisto, discussed why she loves her profession. “I love being able to make a difference to so many different people and the freedom,” Acquisto said. When asked about leads and the clients she has served, she kindly corrects saying, “I don’t have leads, I have friends. When I work with someone, I make a connection and
There is still much work to be done to help fellow Texans obtain part of the American dream. In 2018, 64.6% of Americans were homeowners, yet both the Texas and Dallas metro area is lower than the national average. Today, COVID-19 is opening the doors for more to buy as interest rates hit record lows. As new buyers enter the market, we know they are in good hands with you. So, thank you, REALTORS®. Thank you for the energy you bring to work every day, and thank you for making the American dream a reality for so many of us. Signed, Your Friend (Not Lead)
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North DFW Real Producers • 53
Lawyers Title Attorneys
partner spotlight Written By: Missy Kremer
Lawyers Title A PARTNERSHIP VS. A SERVICE 54 • September 2020
@realproducers
At Lawyers Title, they help REALTORS® achieve success through lead generation tools, education courses including CE and non-CE, sales executive consultations, and social media trainings. Whether a REALTOR® is newly licensed or a top producer, they have the ability to take them to the next level. Lawyers Title has been ahead of the game with technology and education for a long time, and REALTORS® are taking advantage of their tools and resources now more than ever, because they truly are superior. Photo by Scott Peek Photography
Lawyers Title is more than just a closing and escrow company — they are a fullservice partnership with REALTORS® in the industry. They are a solution-centered team of knowledgeable professionals that have come together to create a positive impact on their client’s business. At Lawyers Title, they believe that teamwork enhances overall performance and leads to a positive customer experience. With a focus on education and growth, Brandi Dosser, Director of Operations, says, “Cooperation and collaboration are key — we walk alongside our REALTOR® partners as they navigate the ever-changing real estate business.” Innovative Resources
Their escrow team is comprised of qualified and competent individuals who provide incomparable service. Their sales team has the most innovative tools for building businesses. A partnership with Lawyers Title means an exceptional closing and empowering resources. As their in-house Director of Education, Lisa Schulgen adds, “A big part of our company is investing in a REALTOR’S® growth and development. Our focus on education, and unique business model, sets us apart. We have the tools not only to enhance a REALTOR’S® business but to enhance the customer experience — we believe at our core that the customer’s closing experience should be the single most important focus of our business.”
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Proven Strength
As a part of the Fidelity National Financial, Inc, the nation’s #1 insurer, Lawyers Title has access to a wealth of information and direct lines of communication with underwriting counsel, examiners, and policy operations. Partnering with Lawyers Title means that they have the ability to make quick decisions that can impact a transaction. They try to stay ahead, push the limit, innovate, and be more efficient. Additionally, their corporate office is local in the area which provides for additionally centralized decision-making. Their team of escrow professionals are some of the best and most experienced in the state, and they have the resources and financial wealth to truly support their customers. All of this together results in a smooth transaction. Lawyers Title Company Culture
And, Lawyers Title has enhanced Brandi and Lisa’s lives.
Our goal is for buyers and sellers to have a positive experience when they close at our office,” says Lisa. “From beginning to end, we expect no less than perfection, and we take pride in knowing that we contributed to a successful closing.” North DFW Real Producers • 55
Lawyers Title Plano
“I joined Lawyers Title because they are forward-thinking. I wanted to get away from being at a law firm. I wanted something with a good work-life balance. I looked for a place that was great at title and escrow but also great at allowing employees to have the best of both worlds,” says Brandi.
56 • September 2020
Lawyers Title provides the flexibility to enjoy personal commitments, like attending a child’s sporting event, or chaperoning a field trip, etc. Because of its progressive culture, employees can have a personal life while still maintaining an excellent level of service.
@realproducers
Lisa agrees, “It has been such a blessing to me because I can absolutely have family, and I can be in the workforce. I joined Lawyers Title because of the reputation, but I continue to stay at Lawyers Title because of the culture and people.” Working with You and for You
Lawyers Title is a progressive and energetic company that thrives on working with REALTORS® who possess the same qualities.In today’s environment, everyone is having to be very creative to get in front of and stay in front of their clients. Because Lawyers Title has always been ahead of
the curve with technology, they’ve been able to continue to make things more accessible to their REALTORS® as well as the buyer and seller to the transaction. While Covid has changed some of the ways Lawyers Title operates, their team has strived to keep things normal. “We have online bingo, virtual happy hours, interoffice contests, and other activities that keep us in front of each other. Half of our office is working remotely. However, internal communication processes have allowed us to be face-to-face all day long…as well as to our clients! We love to have visitors in the office, but we can facilitate closings in so many other creative ways to accommodate our clients. We’re ahead that way,” adds Brandi.
Lawyers Title Preston Plano
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North DFW Real Producers • 57
Lawyers Title Frisco
“Our goal is for buyers and sellers to have a positive experience when they close at our office,” says Lisa. “From beginning to end, we expect no less than perfection, and we take pride in knowing that we contributed to a successful closing.” Lawyers Title practices what they preach. Whatever tomorrow brings, they have the tools and resources to back it up today. They are solution-oriented and forward-thinking with a goal to build real estate professional’s business. Afterall, Lawyers Title is a partnership…not just a service.
58 • September 2020
I joined Lawyers Title because they are forwardthinking. I wanted to get away from being at a law firm. I wanted something with a good work-life balance. I looked for a place that was great at title and escrow but also great at allowing employees to have the best of both worlds,” says Brandi.
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60 • September 2020
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North DFW Real Producers • 61
cover story Written By: Missy Kremer Photography By: Scott Peek Photography
THE
Grisak GROUP
Listings
and Legacies “We’re blowing and going right now,” says Tom Grisak, founder and president of The Grisak Group with Keller Williams Luxury International. Despite a nearly three-month shut down due to Covid, the Grisak Group revved right back up and is on track to meet their 2020 Team Goal of 100 million dollars volume in sales.
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North DFW Real Producers • 63
Born in Fort Worth, and growing up in Richardson, Tom was recruited to the University of Arkansas on a tennis scholarship. Back then it was in the Southwest Conference, and he played at the number two singles and number two doubles line. He went on to obtain a master’s degree in secondary education from the University of North Texas while serving as their assistant tennis coach. While he had envisioned a career in coaching, he quickly discovered the profession was not a particularly lucrative move financially. Tom tried the oil business for a couple of years and was there when the bottom completely fell out of that market. With two degrees in education, his options in the business world were limited. A friend suggested he try real estate, and as it turns out, it was the smartest move he’s ever made. He still wonders today at his “dumb luck” in stumbling upon such a rewarding career.
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Tom spent his first 14 years as a commercial agent before he transitioned into residential. He explains, “The money in commercial real estate was great, but I grew tired of the grind. I often left home in the morning when it was dark and didn’t get back until it was dark again. Fighting traffic and long hours just takes a toll on a person, so I left a good career behind me and headed for the unknown.” Tom said he didn’t know a thing about residential when he started out and was too stubborn to join a company. With his broker’s license, he worked out of his house and learned the business the hard way: from the ground up, with no help, and no-one to talk to. He says the fact he survived at all is a minor miracle. The Team Members
Erin Hickman, who is both The Grisak Group’s Director of Sales and
Vice President, started out initially in the fashion industry. Working primarily with clothing, accessories, product development, and sourcing, she left the industry to raise her family. She dabbled in various careers part-time along the way until she met Tom through another agent. “When I grew up, my dad owned a small business, and what I loved about Tom when I first met him is he felt like home to me…their philosophy and how they ran their business. That’s what I liked about Tom and his wife, Rhonda, who serves as the President and Marketing Director.” Heather Poehler, one of the group’s top-producing licensed REALTORS®, has a past life in the hospitality industry as an associate director of sales and software. “Basically, hospitality was a 24/7 business, like real estate.” She had kids and stayed home for ten years. After going through a divorce, she needed both a way to earn a living for her family, plus flexibility with four kids.
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Heather goes on to share, “Driving through Fairview and Lucas, I saw Tom’s signs everywhere and I aspired to one day have that type of market presence. I came to Keller Williams and joined another team for a short while, but I felt I really didn’t have a game plan,” she laments. Luckily, she had an opportunity to join The Grisak Group and she jumped at it. “It was one of those, ‘If you can’t beat ‘em, join ‘em,’” Heather laughs. Focusing on the luxury markets, primarily in Fairview, Lucas, and Parker, the Grisak Group also reaches out to Allen, McKinney, Prosper, and other North DFW locales. With skilled REALTORS® Sunni Sutton, Sean Elliott, Wendi Splawn, and Jennifer Hurst in tow, and with assistance from their contract to close specialist, Dina Addas, this team is knowledgeable, diverse, and filled with individuals ready to work for you. The Growth
“I tried building teams myself in the past, and for whatever reason, they just didn’t click,” Tom honestly states. “Building a well-running, successful, and happy team is an art…not a science.” Tom says he joined Keller Williams not to increase his business but learn how to build a team the right way. They’ve done just that. When Tom is asked what’s the key to long-term success in the real estate industry, he always has one simple response. He learned this valuable lesson his first week in the commercial real estate business, 35 years ago. His broker suggested he go talk to a very influential real estate investor and ask him, “How does a brand new agent succeed in the business?” The investor
realproducersmag.com
“
I tried building teams myself in the past, and for whatever reason, they just didn’t click. Building a wellrunning, successful, and happy team is an art…not a science.
replied without hesitation: “Pick an area you want to specialize in and stay there. Don’t chase deals all around the metroplex. Know it inside and out, better than anyone. When you do that, people will always come to you as the expert.” That worked for Tom in commercial and even more so in residential.
Tom has the very rare distinction of being the top-selling agent in his area of the MLS (Fairview and Lucas) for the past 19 consecutive years. Tom says, “I don’t know how many agents out there have accomplished that, but there can’t be many.” He took it a step further and built his team around this very high-profile area. When asked what he’s most proud of in his business, Tom says, “I’ve been able to provide a good income for quite a few agents and administrators over the years. We’ve also had some great agents on our team move on to start their own teams, and they’ve done quite well. I hope that will be part of my legacy when I finally retire from the business.”
In turn, the team has felt Tom’s love and hard work. They take pride in The Grisak Group and share how they all come together to crush goals and help one another out. “It’s a really weird mix. Lots of different personalities and everyone seems to really excel at different things,” says Heather. Everyone has their own unique strengths and talents,” adds Erin. “Tom gave me so much space to grow the business, and it’s paid off. There’s a shortlist of people I can have hard, honest conversations with, and Tom is one of them. He’ll always try to see both sides of every story, and you don’t see that a lot.” “We are not micromanaged in any way,” shares Heather. “Ya know how you can go to a manager
”
with an idea and get shut down? I’ve never once felt like that. Instead, they’ll say, ‘How can we all make this work?’ or, ‘This won’t work’ and explain why.” “We’re very open,” Erin says. “We want to hear what the agents have to say. They bring so many great ideas to the team, and we never want to discourage them from being forward-thinking.” “We’re not just part-time or fulltime,” Heather adds. “We’re all the time. We’re all 100% dedicated and motivated. We take our profession extremely seriously. Our admins also allow us to be meticulous in our transactions, so nothing falls through the cracks. It allows us to do what we do best and not worry about us missing something in the details.” Projections
Besides being on track to knock the 2020 team goal out of the park, the Grisak Group has other aspirations on the horizon. “Erin will be me someday,” Tom says about taking more of a background role. “She’s a ball of energy, highly motivated, a hard worker, and her clients love her,” Tom gloats about Erin. “She’s been our top producer from day one. She’s out there in front of our clients every day, whereas I prefer to work in the background.”
North DFW Real Producers • 65
“I have more of a management role now,” shares Erin. “I have the opportunity to mentor and coach our agents on the team.” She continues, “How can I help top producers and veterans take it to the next level? I also want them to feel comfortable to come in here, air it out, and come up with solutions. That’s family time. It’s a safe place. We really want to play to the strengths of each agent. They all operate differently, and they all do really, really well,” smiles Erin.
The home rests on a gorgeous, heavily-wooded and steep, 2.2-acre lot. The front of the home has two separate privacy gates, and a winding road leads to the front door at the top of the hill. The back has the feel of an old-world, English garden and features 10’ several
cascading waterfalls, pools, and fireplaces. The home is approximately 9,951 square feet. Priced at $2.99 million, it would be virtually impossible to replicate at anywhere near this price. You can see the home in detail on our website, grisak.com.
“We’re definitely keeping our eye out for good agents who share our aspirations and goals. We don’t have 20 agents…yet, but I bet we will five years from now. And they’ll all be making a good income, too. We don’t want to be a team of several high producers and the rest of the agents are scraping by. We want all of our agents to be top producers, as they are right now. We’re all about quality, not quantity.” In their down-time, Tom plays golf, badly, he admits, and with his wife Rhonda, they contribute and volunteer at several organizations that care for stray, abandoned, or abused dogs. They also enjoy spending time with their adult son, Jason. Erin can be found spending time with her daughter, Stevie, playing golf or hanging out with her significant other. And Heather, who remarried to her high school/college sweetheart, has six kids in her now blended family. They enjoy watching the kids’ sports and extracurricular activities. The Photo Shoot
These pictures were taken at one of our most unique, impressive, and iconic listings: 941 Circle in the Woods in Fairview is called “The Castle Home” by area residents, and it’s truly a remarkable estate home. The home was built to resemble the famous Kronberg Castle in Germany and has been beautifully updated. 66 • September 2020
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mortgage minute Written by: Michael Chiodo, Branch Manager at Stearns Home Loans
SERVING CLIENTS AT
TH E
HIGHEST LEVEL My name is Michael Chiodo. I am a Branch Area Manager for Stearns Home Loans based in Dallas, Texas! When I started in the mortgage business over ten years ago, I couldn’t imagine how fulfilling it would be to help families achieve their goal of homeownership!
Fast forward to today and that fulfillment has only stoked my fire to burn brighter, and to continue to build on my past, while entering into new frontiers for myself, my clients, and the business partners I have the privilege to serve. When I started doing my mortgage career, I didn’t put much thought into my “why” or any of the other pieces of self-development or mental gymnastics exercises. I just got up and went to work with the goal of being of service to my clients…both my REALTOR® partners and borrowers. There wasn’t anything fancy to it. I simply approached each situation with the same fundamental question: “How can I serve whoever I was in front of at the highest level?” That is the same question I ask myself every day, and that mentality is the foundation of my success. Looking towards the last months of 2020, and how to finish the year off strong, I would encourage everybody in business, not just real estate professionals, to approach their interactions with their clients asking that same question. How can you serve them at the highest level? If I had to pick the two big rocks to focus on to serve clients better, I would suggest REALTORS® focus on upgrading their systems and processes, as well as educating themselves on the different ways they can help their sellers and buyers in different situations. For systems, find somebody that already has a remarkable workflow and ask them for help. I am always amazed to see how people in our industry are so willing to give and help others succeed! Once you have a baseline for your process flow, you can add in the unique things you do to make it your own! For improving your education, I always suggest reading and asking experts in the area you’re looking to improve. If you want to learn more about forbearance, talk to a loan officer or read the published guidelines. If you’re looking to help prevent clients from going into foreclosure, speak with a real estate attorney. Find whoever the experts are in the field and ask where they are getting their information and dive in. That way you are prepared to serve your clients when they need you most!
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