North DFW Real Producers - February 2019

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

TIERNY JORDAN Rising to the Top

RISING STAR VALERIE VAN PELT HEAD TURNER MATT WANDERSEE PARTNER SPOTLIGHT KENSINGTON VANGUARD FEBRUARY 2019

2 • February 2019

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TABLE OF

CONTENTS 06

09 07

09

Index Index of of Trusted Trusted Partners Partners

Publisher’s Meet The North Note DFW Real Producers Team

Publisher’s Note

06 12

10 17

18

Index Headof Trusted Turner: Partners Matt Wandersee

Question Tips From of the theMonth Top

Partner Spotlight: Kensington Vanguard

24

28

32 16

Rising Star: Valerie Van Pelt

CCAR: In The Know

This house has been

pre-inspected

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20 35

Rising Events Star Calendar - Sakina Ismaelbay

4 • February 2019

24 38

Cover FAQ About Story: Tierny This Magazine Jordan

Industry Sponsor Spotlight Expert Photography

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MEET THE NORTH DFW REAL PRODUCERS TEAM

Jordan Espeseth

Shelby Notbohm

Tiffany Haynes

Zach Cohen

Dave Danielson

Publisher

Editor

Content Coordinator/ Assistant

Writer

Writer

Gary Petty

Zach Spross

Scott Peek

Hope Harrison

Videographer/Writer

Videographer

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

FEEL THE LOVE I LOVE FEBRUARY FOR TWO REASONS – IT’S MY BIRTHDAY MONTH AND VALENTINE’S DAY! I decided to call my dad. My dad and I haven’t always seen eye to eye, but this exercise caused me to take a moment to think about all the reasons I love him and what he means to me. After sharing this with him, I couldn’t help but be filled with an overwhelming feeling of love and gratitude for my father. Just thinking about it again brings tears to my eyes. My dad can be a pain in my buns, but he would give the world to me if he could. Sometimes I forget that.

There is so much power that comes from shifting our perspective from scarcity to abundance, negative to positive, hate to love, thanklessness to gratefulness.

S

ome of you who know me well may be saying, “Jordan, you have been single for nearly six years. Why would you love Valentine’s Day?” And to you I would say, “Stay out of my personal life. Okay, buddy?” Kidding!

But, yes, it is true. As I write this Publisher’s Note, it is December 6, and if nothing changes in the next few months, I will have been successfully single for the past six years! Uffdah! (Ya sure you bethchya. I’m Scandinavian dontchya know?) Revealing a little bit of my Minnesota side here, I guess.

Who knows, maybe by the time this issue hits mailboxes, I’ll have myself a lady! Stay tuned.

Last year I sponsored over 50 Keller Williams BOLD classes.

While at an event in Missouri, the coach asked us to perform an exercise that I found incredibly powerful.

The coach gave us all one minute to make a phone call out of the blue to someone we love. The purpose of the call was to simply tell that person how important they are you and how much their relationship means to you. That’s it. You don’t start talking about politics, sports, or anything else. You just share that you love them, and end the call rather quickly, letting them know you will talk to them later. So simple – so powerful.

Most of us have many people in our lives that we love, but we don’t take the time to truly let them know how much they mean to us.

I invite you, right now, to try this. Whether it’s your spouse, mom, dad, brother, sister, friend, or even an enemy, take two minutes out of your day and try it.

I promise you that you will feel a surge of love running through your body. After all, that is what Valentine’s Day is all about, right?

Stay tuned for details regarding our next Real Producers event.

I love you all!

JORDAN ESPESETH Publisher of North DFW Real Producers

jordan.espeseth@realproducersmag.com

www.realproducersmag.com • 9

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head turner Written by Dave Danielson Photography by Hope Harrison Artist

WANDERSEE An All-Out Game Changer 12 • February 2019

Matt got his real estate license in 2013. After starting with Halo Group Realty in Allen, Matt teamed up with Patricia Brooks to create The Brooks Team with RE/MAX Four Corners in McKinney.

As Matt made this life transition, he continued teaching and coaching by day, then learning and working real estate from 8 p.m. until midnight after his kids went to sleep.

Matt Wandersee doesn’t expect to win every time. But he does expect an all-out effort — especially from himself. That expectation started early on in life for this true game-changer.

“It’s just something that was drilled into me from day one. If you’re going to do it, be the best. Or don’t do it at all,” Matt says.

He played football at Minnesota State University in Moorhead, MN. The game was part of him, and he wanted to give back. Ever since he was just a kid, he loved the sport, and his passion led him to the desire to coach it.

There was just one thing: He wanted to live somewhere warmer.

Southern Home “Everywhere I interviewed was in the southern part of the country, and I thought, what better place to coach football than Texas?”

So, he moved to the McKinney area, became a history teacher, and started coaching. For 10 years, he made a difference in the classroom and on the field.

Matt and his wife started a family.

Having two babies within 18 months of

each other began to change his heart, his priorities, and his perspective.

“To be a coach, you have to be 100 percent all in all the time. It means being on the practice field at 6:30 a.m., scouting every Friday night, and traveling for games. I didn’t want to be away from my wife and babies, so I knew I needed a new plan,” he says.

So, the man who had earned MISD “Coach of the Year” made the tough choice to change his game to real estate.

As Matt says, “I wanted to be my own boss … set my own schedule every day.

I wanted the flexibility to be present in my kids’ life, to be able to volunteer at their schools when needed, pick them up at the end of the day.”

“I absolutely had the most wonderful person training me. Patricia helped me step by step and day by day,” he remembers. “I learned contracts via text from Patricia at night, so the house could stay quiet and my wife could go to sleep. There’s nobody in the business that will train you from 8 p.m. until midnight on a Tuesday night. But she did.”

Matt and Patricia also built their team with the aim of doing “Real Estate the Right Way.” “I’m the on-demand guy. You need an answer right now while you’re out on Saturday showing? You text me, and you’ll get it back,” he says. “Patricia is the person who does our sit-down meetings, and Chris Harden conducts our classes. It’s the best of all three worlds at our office.”

Bottom-Line Success Matt can’t recite his volume numbers.

There’s a simple reason. Just like in the game of football, some keep rigorous statistics. Others, like Matt, just do whatever it takes to win.

“As long as everyone’s happy, I don’t worry about the bottom line,” he says. “I don’t sell your house. Your house sells itself. I sell the service of making this life change as stress-free as possible. Same thing with buying a house. No one wakes up wanting a loan. They want a house so they can start their new life. We sell the ease of that transaction.”

www.realproducersmag.com • 13

As the team grows, new tools have come too in order to overcome a common challenge.

“A big challenge for agents is the rollercoaster with six quotes this month and then none for the next two. It’s the reason many drop out during lulls in the market.”

Matt dealt with it, too.

“People ask me all the time how I’ve done it ... how I’ve managed to find success in a competitive market.

Sometimes I would feel like an idiot when I’d tell them, ‘I really don’t know.’ If the phone wasn’t ringing, I just started calling. It’s not really a good system to tell people,” he admits. “But then we came across a referral-based lead-generation system that has helped to keep us organized and on top of things. Now we have a day-by-day plan … your CRM tells you to do specific tasks, follow a set plan, and stay consistent.”

14 • February 2019

Matt’s traction in real estate began with his teaching and coaching success.

your wife not getting that hour of talk time to decompress? No, it’s not.”

“I wouldn’t trade those 10 years for anything,” he emphasizes. “Those years were foundational for me — meeting so many people in our community … all the relationships I made. The teachers I worked with are amazing people who were there when I was growing my business and are still here to this day. And I’ll be 100-percent loyal to those relationships for the rest of my life.”

So, Matt instated another gamechanger — clear communication and clear expectations up front with his clients. While Matt prides himself for being “on demand,” he also lets his clients know that he picks up his kids between 3-4 p.m. and that 5 to 8 p.m. is reserved for family time.

As Matt moved his game-changing ways from the gridiron to the closing table, he put new rules in play to protect time for his home team — his family.

“This business never stops. If you’re not careful, you can be on your phone all day and never look up from the screen. But you need to ask, is this worth my kids not having a present dad? Is it worth them saying, ‘Daddy’s always on his phone, and he doesn’t really care about us?’ Or is it worth

As he explains, “My clients respect me when I tell them up front, and they think, ‘It’s awesome that you do that, and I’m not going to infringe on your intentionally carved-out family time.”

As Matt looks to the future, he anticipates continued growth, and he desires to positively impact all of those around him.

“I hope people say, ‘He raised an awesome family, he was a good husband, and he gave back to his community and clients in the best way he could,’” he smiles.

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question of the month

What is one thing most people wouldn’t guess about you?

“Prior to being in real estate, I was a bartender at Houston’s restaurant, an establishment that prides itself on providing an amazing experience. I didn’t know it at the time, but the conversations over the bar top and high-level training focused on providing the best client experience was the exact skill set that would help me in real estate. Now I’m the default cocktail maker at all family get-togethers.”

MATT KELDERMAN, KELLER WILLIAMS

“I’m an introvert. My parents put me in dance lessons at the age of 7 because of shyness. The benefit: Introverts are analytical. The detriment: Introverts are analytical! My clients call me calm, cool and their voice of reason, yet it took many years of pushing through anxiety to become confident in a listing presentation.”

TONYA RIGGS, EBBY HALLIDAY

“We have a farm 60 miles from McKinney! We have two donkeys that just had two baby donkeys (born the exact same day) and two horses, all adopted from the SPCA. A lot of my peers are shocked to see me at the farm and that side of me.”

JENNIFER POTTER, COLDWELL BANKER APEX

“My three favorite music artists are Michael W. Smith, Eminem, and Erasure. My husband can always tell what type of mood I’m in based on the type of music I’m listening to.”

“During my 20s in Dallas, I was the bartender who was known all around the city as Harpo.

Unfortunately, that is because I look like Harpo Marx, which is not a good thing, but the persona carried through my 20s. Before the bartenders used “flair,” I had a blast making drinks behind my back or in my pants with a blender, doing four bottle tower pours, and tossing open bottles of beer spinning through the air to another bartender at the other end of the bar. It was a great learning experience which prepared me with people skills for the real estate business.

Whether it is behind a bar or on a listing presentation, it is showtime!!”

KURT BUEHLER, KELLER WILLIAMS

“My husband and I were foster parents prior to adopting our three children. We fostered about 12 children, mostly infants and toddlers, for about two years. We stopped fostering after adopting our children so we could focus on them. People often asked us how we dealt with having a child leave our home. I always thought my husband’s response was the best. He said, “If it wasn’t hard, then we weren’t doing our job.”

We loved on the babies while we had them and trusted God to handle the rest.”

KAREN HALLMAN, EBBY HALLIDAY

MARYJANE MATHEW, JP AND ASSOCIATES

www.realproducersmag.com • 17

partner spotlight Written by Zach Cohen Photography by Scott Peek Photography

Kensington Vanguard

National Title A lot More than Title

“I’m all about helping people get the American Dream of homeownership, one closing at a time.

One closing, one contact, one client at a time.”

– Christy Blagg Two years ago, Christy Blagg came over to Kensington Vanguard to broaden their scope of offerings and expand the residential title division. As the company transformed itself into a true full-service title company, Christy was the ideal candidate to lead the charge.

With over 15 years of experience in the title industry, Christy has brought her driven character with her.

“My nature in my life is not to do anything at 100 percent, it’s more like 150 percent,” she explains.

Executive VP Zach Sams has also made a long career out of his work in the title industry. After dabbling in real estate sales and enlisting in the Army for a time, Zach jumped back into real estate on the

18 • February 2019

title side of the business.

“So far nobody that I’ve met decides to get into [title],” Zach laughs. His work in real estate and desire to build a steady career are what led him to where he is today. “I wanted to be at a company that was young and growing with an opportunity to be entrepreneurial, to structure our company in a way that is headed towards the future,” Zach adds.

Kensington Vanguard has provided the perfect avenue to do just that.

Separating from the Pack “For us, it’s about being a partner, not a vendor,” Zach explains.

Title premiums in Texas are regulated, meaning that every title company is charging the same price.

With cost eliminated as a differentiating factor, Zach, Christy, and their team have to be creative to set themselves apart from their peers.

www.realproducersmag.com • 19

And alongside this experience, they are willing to keep learning along the way. “You learn something new in this industry every day,” Christy says. “If you’re not learning in this business, you’re not growing.”

By keeping their focus on their team success and the fundamentals of the business, Zach and Christy continue to create success. They continually want to be a value add for their partners.

Looking Ahead Zach and Christy both have families. Christy’s children are 10, 13, and 15, while Zach has two boys that are 8 and 9 years old.

Christy loves to travel – especially to the beach.

“It’s my favorite place to be. It gives me a little peace in my soul,” she says.

“What are we bringing to the table that our competitor is not? That’s what any title company has to ask,” Zach comments.

Zach has focused his efforts on being more than just a title company. His objective is for Kensington Vanguard to become a partner/solutions provider in the real estate industry.

“Before a real estate deal gets to a title company, a lot of things have to happen… If we’re not in that space working with those people, then I don’t think we’re being a valuable part of the process.”

Zach runs a “mastermind group” for top-producing real estate agents. As the group gathers, they discuss current challenges they are facing, what successes they are finding, and what industry trends are emerging.

“Those three pillars of that group really circle the whole industry,” Zach explains. “We’re simply bringing people together to talk about these things overcoming challenges, celebrating successes, and seeing what is to come in the future.”

20 • February 2019

A Well-Rounded Team Kensington Vanguard is highly focused on a team approach to the business.

“Christy and I work very hard to bring our entire division into all aspects of the business,” Zach explains.

Part of what Kensington Vanguard brings to the table is an experience. By filling their staff with seasoned, knowledgeable professionals, they are able to provide an exceptional client experience.

Zach was once a burgeoning professional golfer.

Today, he uses those golf skills to find relaxation and connection with his sons. “Early in my life all I wanted to do was play golf,” Zach reflects with a smile. “Even now, if I could, I would.”

While balance is always in focus, their greatest joy is that they love what they rise out of bed to do every day.

“I just love what I do,” Christy clarifies.

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ccar: in the know

By Bri Westbury, Content Specialist

What the

Digital Age Means for

Romance and Real Estate For many Americans, the romantic progression from stranger to spouse involves a computer. No longer does the hunt for love require awkward pickup lines, unknowing if the recipient is single or in a committed relationship. The initial interaction can now begin on a forum with others who are already open to and seeking love. The result is a form of prescreening prior to meeting a potential partner.

In the same way, Americans have made a computer an essential part of their home buying process. Google and the National Association of Realtors completed a joint study, finding real estate related searches on google.com grew 253% in 2008-2012. In 24 • February 2019

2015, more than 140 million unique users visited Zillow and its associated apps every month.

In their book, ZillowTalk, Spencer Rascoff and Stan Humphries, creators of Zillow, describe home shopping prior to 2006 as “…

being in a dark room where only the agent was holding a flashlight. She’d shine it on two or three home listings or ‘comps’ she has chosen for you but all your wanted to do was grab the flashlight and wield it yourself. Or, better still, just flip on the darned light switch to see it all.”

Rascoff and Humphries turned on that light switch February 8, 2006, and one million people visited their site in its first three days of operation, crashing Zillow’s servers.

However, the digital age has not lead to the extinction of the professional REALTOR®. It is reported that while nine in 10 home buyers rely on the internet as one of their primary sources, 87% still use agents to sell their home. Yet, the interaction of client/ professional has undoubtedly been altered.

Colleen Frost provided us with a top producing agent’s perspective on the changes the digital age has brought to the real estate industry. Colleen is consistently a top 1% agent in all of DFW, top 10 in Collin County, and #1 in Murphy. Colleen sells $50+ million every year and has a robust social media presence with over 3,400 followers.

“When I was approaching my first home purchase 20 years ago, I called a friend and asked what real estate agent they used and if they liked that person,” says Frost. “Now I think all generations are more likely to use their mobile phones to start researching homes, communities, schools, and taxes way before they’re ready to buy a house”.

Frost notes that “consumer is much more educated before contacting an agent than they were 20 years ago…although, similar to WebMD, you have to be careful what is reported online and

have a professional protect you and preform their due diligence to make sure you are making a smart investment.”

Along with the flood of home buying information the internet now brought danger for the consumers. There are little safeguards to ensure information is accurate, and professionals must be vocal and vigilant to educate consumers regarding the importance of qualified professionals verifying digital information. “If a consumer digitally fills out a loan application online and uses the tool to submit an offer without any communication with a professional, they could potentially enter into a contract without truly being capable to purchase a home, and not be aware of the contractual implications,“ says Frost.

However, despite the risk, it is safe to assume consumer’s digital interaction will only increase. For some, the hunt for “the one,” the “forever home,” and the “dream home” becomes addictionlike. What does this mean for agents? It is critical you make being a social media presence part of your work day and marketing plan, and stick to it.

“Having a strong social video presence is crucial in sales of any kind. There are so many agents now, and we are forgettable. I think that being top of mind to the consumer is critical for survival. You need to make sure to have reviews on as many social platforms as possible, where people can read about the wonderful traits you show as a leading professional in your industry,” advises Frost.

Time will tell if the industry, now infused with digital shoppers, will weed out the agents who do not take time to have a social media presence or who have not exhibited great customer care and consistently receive poor reviews. But one thing is for sure: The consumer is changing, and agents must adapt.

www.realproducersmag.com • 25

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- Colleen Frost, Colleen Frost Realtors 26 • February 2019

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A PASSION FOR HELPING OTHERS SUCCEED

28 • February 2019

rising star Written by Dave Danielson Photography by Scott Peek Photography

Throughout life, Valerie Van Pelt has been a leader. There are many examples of the success stories she’s created. But the ones that have meant the most to her have been those she’s helped others achieve.

A Real Life Saver In 1992, Valerie began a journey that gave others life. As a highperforming medical-device salesperson, she put new technologies in the hands of heart surgeons who used them to save lives.

In 2015, Valerie made the switch to real estate — a move she had considered for a while. Like most, she experienced a challenging transition period.

And yet, the move just seemed right. During her first year, she sold $4 million in volume. Last year, she reached $6 million. And now, in just her third year, Valerie is on pace to eclipse $15 million in volume.

Beyond the numbers, the industry change seems to be a perfect fit.

In fact, during her medical stint, a friend said Valerie’s career fit her perfectly. But when she started in real estate, the same person told her she should have always been in real estate.

Valerie has no regrets. She knows there was a reason for her path — and the experiences she had. They helped her develop the kind of skills under pressure that serve her well as a rising star with the Frisco office of Coldwell Banker. In medical sales, she had to completely understand her products, how they could effectively be used in medical applications — and she needed to persuasively demonstrate those benefits to the nation’s leading health providers.

“Working in medical sales gives you the aptitude, sophistication and experience to be on your toes,” she explains. It’s the same poise and professionalism she brings each day to her work today.

“Never let them see you sweat. If things go wrong, you’ve got to be cool,” she says. “I found those medical sales skills work very well in real estate.

You’ve got clients who are sometimes panicking or maybe are upset because you haven’t sold their house. You’ve got to keep it together and not act like you’re getting fazed by it.” Also, her instant follow-up with her physicians has taught her that her real estate clients need that attention as soon as they call.

She can’t get a call or receive a text and not return some sort of communication within minutes! This was crucial in her past dealings with doctors.

www.realproducersmag.com • 29

Since joining Ebby Halliday as an agent in 2015, Valerie went straight to work, developing her vision for helping clients.

“From day one, I laid a strong foundation — with 70-hour weeks. I put my database together, got my systems in place, along with my sphere of influence, and plans for marketing to neighborhoods and physicians.”

About a year ago, Valerie moved to Coldwell Banker and has enjoyed the benefits of the company’s technology and lead-generation methods.

Making Herself Known One element Valerie credits for her real estate success is her passion for networking.

“I’m constantly working,” she smiles. “When I’m talking with people, I wonder where they live, if they’re thinking of moving or investing, if they know someone who might be moving or thinking of investing. It’s a constant thought process for me.”

With a quick smile and a genuine desire to serve others, Valerie has a knack for what she does.

“Everyone loves talking about real estate, and I can get any conversation to flip over to it. It just feels natural,” she says. “Just like in medical sales. I loved my product and believed in it. It was so easy to talk about it and to get the physician excited about it. I follow that same approach with what I’m doing now.”

Valerie says the key is being willing to share who she is and what she does.

“Some are afraid to call people they know, thinking they’ll be seen as pushy. When I’m talking with people I know, if it annoys them now, that’s okay,” she explains. “You have to block all of that out. All you’re doing is showing people how good you are.

And if it’s annoying them, that’s good. Because it won’t be annoying when they’re ready to buy a house.”

The Drive to Win Valerie’s fire to build success started at a young age — on the tennis court.

“Tennis is my love,” she says. “I wanted to get to Wimbledon.

And I believed I was going. I was 11, and I had a Texas ranking. I wouldn’t say I was one of the best, but I practiced like I wanted to be at that level.”

Today, Valerie is anxious to get back on the court — as soon as she mends from knee surgery. In the meantime, she quenches her competitive drive by planning for the future.

“I’d like to double my business next year. And in five years, I’d like to be at $100 million. I feel I’ve got enough systems in place to do that,” she says.

As a natural mentor, Valerie plans on recruiting additional team members — and supporting them.

“I want to take time and help them develop to where they’re bringing in business. I want to make it worth their time,” she emphasizes.

Valerie’s desire to support others begins with her intense belief.

For Valerie, there’s nothing like playing a part in someone’s growth.

“Everyone needs to be doing something in real estate,” she points out. “If you’re not selling, you need to be investing. In my role as agent, I’m helping you. I want you to be successful with your investments. And that’s my overall strategy and my overall personality in life. I always want you to be successful.”

As she says, “I used to help people with their resumes and their careers at church. To see them take the advice I gave them and go into the world and get a great job, and then they call me and say, ‘thank you so much,’ that’s what I love. And that’s why I want to build a good team. It’s not just me. My success is seeing others be successful.”

30 • February 2019

www.realproducersmag.com • 31

industry expert

This house has been

pre-inspected

report available text “HOME” to 972-776-6500

Transparency

Sells

How Pre-Listing Inspections Lead to Faster Sales

By Lance Dunahoe, owner of Inspect360

After 20-plus years in real estate, we’ve experienced two common facts while inspecting homes: No house is perfect, and nobody likes surprises — home buyers, home sellers, and agents.

Every property we inspect is unique, but whether it is a 100-year-old bungalow in Kessler Park or the newest modern mansion in Frisco, they have one thing in common – they are not perfect. Every home is subjected to day-to-day wear and tear either caused by people or natural conditions and almost always need something serviced, repaired, or replaced. However, many home buyers, sellers, and agents seem to still be surprised when they don’t receive a 100-percent clean inspection report. Because of this misconception, we have seen deals fall through, transactions go into legal dispute, and client-agent relationships fall apart. And, after witnessing thousands of transactions, we’ve learned that the best way to avoid these situations is full disclosure by having a pre-listing (or seller’s) inspection.

It’s Good Business Transparency in business is simply a good idea, and a pre-listing inspection is one of the best ways to be

32 • February 2019

totally transparent, reduce liability, and set realistic expectations for everyone involved. There are no secrets.

Issues are disclosed and addressed. It’s honest, proactive, above board, and puts you and your seller in control of the information. Since the first offer (and subsequent counter-offers) is based on accurate information, transparency leads to quick headache-free sales with fewer eleventh-hour negotiation shenanigans.

It Smooths Out the Deal Let’s face it, buyers make purchase decisions based on emotion. In a typical transaction where there is no prelisting inspection, the buyer orders an inspection that reveals some major and minor issues that neither the buyer or seller were expecting. After the buyer’s initial shock wears off, this new information can derail the entire deal. The buyer wants the seller to fix everything, the seller doesn’t want to fix anything, and you just want to help both parties get the deal done. At this point, the buyer typically has three options: Accept the property in current condition, negotiate corrections and/or reduced price, or terminate the agreement.

Sometimes the ensuing negotiations go smoothly, and the deal is made. But sometimes, there’s a stalemate,

the deal dies, and the house goes back onto the market with an ugly inspection report to disclose and a black mark on its sales history.

It Leads to Confident Buyers A pre-listing inspection can make a buyer more comfortable, provide peace of mind, and take away much of the worry and fear that go into a major purchase decision.

For example, let’s say that your pre-listing inspection reveals that there is foundation settlement, which is a very common issue in this market that often becomes a “deal-breaker.” But with a pre-listing home inspection, you are still in control of your deal. You have time to get proper evaluations and best estimates from the foundation repair company or engineer of your choice.

If they recommend installing piers to reinforce the foundation, then you now have the choice to have the work performed or make a price adjustment. Either way, the information is transparent. If the foundation is repaired, it becomes a non-issue and adds value due to a transferable warranty on the work performed — bonus! If the foundation is not repaired, realistic expectations are set with the seller. If your seller decides not to make repairs, or in some cases cannot afford to, they at least now know that there are structural issues that will likely affect the sale price.

It Reduces Liability Bad news doesn’t get better with time, and avoiding it doesn’t mean it doesn’t exist. Issues with a home will

eventually be discovered by the buyer’s inspector and must disclosed and addressed at either the seller’s or buyer’s expense. And let’s face it, in the real world, things can go wrong with the home after closing.

When deficiencies with the home are not discovered before closing, surprise issues can become legal issues that you and your client could be held liable for. By having a third-party inspector document, the condition of the home with a pre-listing inspection you will be disclosing everything that is known and greatly reduce you and you seller’s liability from anything that might arise after closing.

It’s A No-Brainer If you have yet to sell a home with a pre-listing inspection, you simply must try it and see for yourself. It puts you and your seller in control because you get to decide what, when, and how you want to address any issues before the house goes on the market. That means no more “reacting.” You are on your timeline to get estimates, make repairs, or consider price adjustments. Further, the additional information can help you not only justify the desired price point but also reduce the buyer’s fear and number of negotiation problems or unpleasant surprises, all while increasing the speed of sale and the level of satisfaction for all.

To learn more about pre-listing home inspections, visit www.InspectToSell.com for further information.

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F E B R UA RY PA RT N E R E V E N TS Event Name: Use Facebook LIVE to Grow Your Business Exponentially Host: Inspect360 Date: Feb. 7, 2019 Time: 9-11 a.m.

Location: 1802 Industrial Blvd., Colleyville, TX 76034 Course fee: $15 (payment is required prior to class participation) Class Description: CE Class: Lights, Camera and Confidence (Valentine’s Special) Gain a better understanding of how and why social media can have an impact on your business, especially when it is done properly and professionally. You will learn: The ins and outs of creating a Facebook live video.

The correct lighting, framing, and sound to use.

Time: 1-5 p.m.

Location: (Details to follow) Event/Party Description: FREE spa services, happy hour hors-d’oeuvres, and beverages. Courtesy of Inspect360 ... their way of showing their LOVE for their clients!

Event Name: How to Prepare Your Client for the Inspection Host: Inspect360 Date: Feb. 28, 2019 Time: 9-11 a.m.

Location: 1802 Industrial Blvd., Colleyville, TX 76034 Course Fee: $15 (payment is required prior to class participation) Class Description: CE Class: Realtor Home Inspection Survival Learn how to help your client navigate through and survive the home inspection process. We’ll help you:

The best content to include when you are speaking.

Understand the role of a home inspector.

Event Name: Inspect360 Client Appreciation Valentine’s Party: Real Estate Agent Appreciation SPA and Happy Hour Host: Inspect360 Date: Feb. 12, 2019

Manage your client’s expectations regarding the home inspection.

Learn the five key actions during the inspection process. www.realproducersmag.com • 35

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cover story

TIERNY JORDAN RISING TO THE TOP

Written by Zach Cohen | Photography by Hope Harrison Artist

Tierny Jordan runs the Tierny Jordan Network. The Network made it into the top 1,000 realtors nationwide.

This past year they had $43 million in sales and sold 201 homes. Tierny, a double-platinum producer, has been recognized as one of the top 100 most influential real estate agents, earned the millionaire real estate agent award, and appeared on “The American Dream TV.” 38 • February 2019

“It’s about having a servant’s heart. Being consistent with the little things you have to do to be successful: making a schedule, accountability, working every day.”

From the small town of Onset, MA, to the top of the national real estate world, Tierny Jordan has risen above the challenges that life has handed her to attain a life of prosperity.

Tierny’s father passed away when she was only 2 years old, and she was raised by a hard-working, single mom with a no-guilt fighter attitude. While her family wasn’t the richest, Tierny’s mother was able to gift her with the unmatchable resource of work ethic.

“My mom always worked really hard and provided for us. I saw her work and go to school simultaneously. Those things shaped who I was and who I have become. The mentality I have now – people always ask me what drives me to do what I do,” Tierny explains.

By the time she was a teen, Tierny had solidified her status as a top student and community member, and was rewarded with a scholarship to one of the most prestigious private high schools in the U.S. “I was going to high school beside princes from other countries,” Tierny recalls with a laugh.

“It was a struggle at first, but it changed my life,” she adds, with a more serious tone. “I learned how to have a whole bunch of pressure and make something out of it— to not fold. I was around people

who were getting it done on a high level. That inspired me too,” Tierny says.

Real Estate Beginnings While she was starting to obtain her degree in management information systems, Tierny worked for a mortgage company. She started on the loan side of the business, and after getting her degree, she transitioned to the IT department, where she built websites for loan officers and lead the web development team. “I went in between the business and technology department to because I spoke both languages, tech and business,” Tierny explains.

Simultaneously, Tierny had begun to invest in real estate, flipping properties and slowly building a rental portfolio.

After seven years in the mortgage world, Tierny decided to get her real estate license in 2006. By 2008, she had her real estate broker’s license.

Today, Tierny brings that same work ethic that was instilled in her at a young age to her work. She’s focused on the big picture, not allowing the little things to tie her up.

After over a decade of real estate success, where she has solidified herself as a top agent, Tierny has also begun helping other real estate agents build their businesses. “The most rewarding thing is www.realproducersmag.com • 39

helping other people.” Whether it’s clients or her team members, Tierny’s goal to help others remains rock solid.

With her background and degree in internet marketing, she has built an internal marketing company that specializes in getting each property in front of every interested buyer both domestically and abroad.

Driving success What’s the secret? What makes Tierny Jordan so successful?

It’s her upbringing and God’s grace. “I’m grateful to say I am part of the 3 percent of women-owned businesses who make over $1 million each year. I’m passionate about continuing to pave the way for others,” Tierny says.

40 • February 2019

“It’s about having a servant’s heart. Being consistent with the little things you have to do to be successful: making a schedule, accountability, working every day.”

“I have a business and spend quality time with my children and my husband.” Tierny stresses the importance of spending time with family. She reminds us to keep first things first: The reason for achieving in business is to have the finances to support the life that we want. God, family, and work.

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