M O B I L E B AY
C O N N E C T I N G .
E L E VAT I N G .
I N S P I R I N G .
RICKY CARRUTH
PARTNER SPOTLIGHT Anchor Title RISING STAR Brittany Wilson LEADERSHIP SPOTLIGHT Daniel Dennis
JULY 2020 @realproducers
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Miranda Bennett, Ed Bennett and Andrew Hesse
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Mobile Bay Real Producers • 3
TABLE OF
CONTENTS 06 Meet The Team
08
Publisher’s Note: Finding That Certain Way
10
14
18
22
Anchor Title: Joy Nash
Cover Feature: Ricky Carruth
Rising Star: Brittany Wilson
Deliberately Living and Giving: Roberts Brothers
If you are interested in contributing or nominating Realtors for certain stories, please email us at Robert.orso@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 paid advertisements contained within the Mobile Bay Real Producers magazine are not endorsed or 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.
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Jim Owen, President www.gulfshorestitle.com | gst@gulfshorestitle.com ALL TITLE RESEARCH PERFORMED BY OUR TITLE EXAMINERS AT OUR IN-HOUSE TITLE PLANT 4 • July 2020
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Mobile Bay Real Producers • 5
Robert Orso
Owner/Publisher
Bridgett McKerchie Photographer
Michelle Medeiros
Rose & Ken Muse
Ad Strategist
Sam Whitt Photographer
Photographers
Jill Claire Gentry Writer
Dave Danielson Contributing Writer
F U L L S E RV IC E HOM E S TAG I NG
PREFERRED PARTNERS
M E E T T H E M O B I L E B AY R E A L P R O D U C E R S T E A M
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!
CABINETS/CUSTOM Jimmy Stocks Woodworks James Stocks 10251 Gayfer Road Fairhope, AL 36532 (251) 895-5524
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INSURANCE The Myrick Agency Miranda Bennett 3794 McKenzie Street Foley, AL 36535 (251) 517-5603 themyrickagency.com LENDER Alabama Ag Credit Andy Grant 9810 Timber Circle Spanish Fort, AL 36527 (251) 626-2929 alabamaagcredit.com Bancorp South Richard Fuquay 3290 Dauphin Street Suite 600 Mobile, AL 36606 (251) 340-1760 www.bxs.com
Sam Whitt Photography Sam Whitt 11650 Stucki Road Elberta, AL 36530 (251) 213-3570 STAGE & DESIGN Showhomes, Mobile - Baldwin Kim Odom 526 Caliber Steet Fairhope, AL 36532 (251) 622-5004 kodom@showhomes.com showhomesmobilebaldwin.com Spruced Up Staging Stephanie Cunningham 20750 State Highway 181 Fairhope, AL 36532 (251) 404-8726 sprucedupstaging.com
TITLE COMPANY Anchor Title Company Preston Nash 3173 - B Dauphin Street Mobile, AL 36606 (251) 478-9800 anchor title.com Clear Title Lisa Walker 1680 West 2nd Street Unit A Gulf Shores, AL 36547 (251) 747-2550 x2517524181 www.getcleartitle.com Fairhope Title Services, LLC Brian Britt 455 Magnolia Street Suite C-1 Fairhope, AL 36532 (251) 928-9900 www.fairhopetitle.com Gulf Shores Title James Owen 100 Cove Avenue Gulf Shores, AL 36547 (251) 968-6185 gulfshorestitle.com
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Mobile Bay Real Producers • 7
Serving the Gulf Coast since 2003
publisher’s note
Finding That
Certain Way One of the most interesting reads I have done in the last few years is an old book by Wallace D. Wattles titled, “The Science of Getting Rich�.  This was written in 1910, well before “The Law of Attraction� and other popular books about positive thinking came about.
The word “Certain� has a couple of meanings.  To do things a certain way means to do them in a particular or specific way.  Certain also connotes a guarantee of results if we take a certain approach or path.  Wattles proposes that the ownership of money and property comes as a result of doing things in a certain way; those who do things in this Certain Way, whether on purpose or accidentally, get rich; while those who do not do things in this Certain Way, no matter how hard they work or how able they are, remain poor. It is a natural law that like causes always produce like effects; and, therefore, any man or woman who learns to do things in this certain way will infallibly get rich. Being successful is not a matter of environment, for, if it were, all the people in certain neighborhoods would become wealthy; the people of one city would all be rich, while those of other towns would all be poor; or the inhabitants of one state would roll in wealth, while those of an adjoining state would be in poverty. But everywhere we see rich and poor living side by side, in the same environment, and often engaged in the same vocations. When two people are in the same locality, and in the same business, and one gets rich while the other remains poor, it shows that getting rich is not, primarily, a matter of environment. Some environments may be more favorable than others, but when two people in the
same business are in the same neighborhood, and one gets rich while the other fails, it indicates that getting rich is the result of doing things in a Certain Way. And further, the ability to do things in this certain way is not due solely to the possession of talent, for many people who have great talent remain poor, while others who have little talent get rich. A quick study of the people who have gotten rich, will show that they are often average in all respects, having no greater talents and abilities than other men or women. It is evident that they do not get rich because they possess talents and abilities that others  do not have, but because they happen to do things in a Certain Way.
I believe this theory is proven out within the real estate community. Â In every market in the United States, between five and ten percent of the agents produce ninety percent of the transactions and volume. Â This is the whole premise behind the Real Producers platform. Â For example, in the Mobile Bay area, there are approximately 3,700 agents and about 300 of them (you) carry ninety percent of the sales. Â Is this just because the top 300 work harder? Â I think not. Â All agents endeavor to follow their training and basically go through the same processes in gathering leads and listings. Â You all do some of the same things, but it is evident that the top 300 agents receiving and reading this magazine have found a Certain Way of doing things that has made you the best in the market. Â Sure, we all need to do the fundamental things, but the difference maker is, how we do them.
Perhaps the lesson to be learned is that when we think we are doing the right things, but it is not working, consider the way we are doing things. Â When we figure out that Certain Way of doing a thing, our success is Certain.
 � �
8 • July 2020
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� � � Mobile Bay Real Producers • 9
RICKY
cover feature By Jill Clair Gentry Photos by Sam Whitt
E
at just 20 years old. Since then, he’s experienced just about every twist and turn the industry has to offer. In addition
to continuing to sell 100 properties worth about $40 million every year, he’s sharing his experience with over 30,000 agents across the globe through his free coaching course, Zero to Diamond.
“The reason I coach agents is to just share what I learned through mistakes I made,” Ricky says. “I explain how market cycles work and help agents understand that a market downturn doesn’t mean we have to get out of the business. My mission is to reduce the failure rate in the industry. Currently, 85-90 percent of agents quit in the first couple of years. I get messages from agents all the time who were about to quit, found me and now they’re selling.” Learning the hard way
In 2003, one year after Ricky began his real estate career, the market exploded. “I made a lot of money really fast,” he says. “I made a million dollars by the time I was 23. But at 23, I didn’t know what to do with that money and didn’t invest it properly. So, when the market crashed, I crashed, and I had to get out of real estate.” Ricky began working at an oil rig and sleeping on friends’ couches or in his car. He read over 100 books and continued to pay attention to the real estate market.
Coaches Agents Worldwide on Relational Real Estate
10 • July 2020
ighteen years ago, Ricky Carruth began his real estate career
“I realized people were still buying and selling—the market wasn’t dead,” Ricky says. “I started to realize people are still doing deals no matter what’s going on. You can’t lose in real estate if you build your business on people and relationships. I had been too focused on the money and the transactions.” @realproducers
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Mobile Bay Real Producers • 11
In 2008, Ricky restarted his career in the middle of the financial crisis. By 2014, he was the No. 1 RE/MAX agent in Alabama.
The reason I coach agents is to just share what I learned through mistakes I made.
Sharing wisdom
I explain how market cycles work
Ricky noticed a trend in the real estate coaching industry: agents paid big bucks to coaches, and coaches taught them how to build a business based on what clients could do for them.
and help agents understand that a market downturn doesn’t mean we have to get out of the business.”
“I think we should reverse that and say, ‘What can we do for the client?’” Ricky says. “Selling real estate is actually really simple. When people know you’ve given them more than they’ve given you, you can build a business around that. So many agents burn bridges trying so hard to get deals today— they don’t realize they’re throwing away 10-20 deals later.”
add agents to your team from all over the country as well as from Canada, the UK and Australia.” Ricky plans on using the network he’s made through his coaching business to build a national and global team with eXp. “It was a no-brainer to switch and utilize my brand in this way,” Ricky says. “I’m looking to build a 5,000-to 10,000-agent team in the next two to three years.”
Ricky’s coaching business is built not on charging agents for his classes, but instead building a brand and making money from speaking fees, book sales, sponsorship deals and other business opportunities.
We are in the business of marketing homes!
“You have to have faith that helping people in a big way will pay off,” he says. “It’s the same thing with real estate. I just try to help people rather than pressuring them to buy or sell. I get to know them and see what they need without expecting anything out of it.” Looking ahead
Earlier this year, Ricky opened an eXp Realty franchise in Gulf Shores. In addition to continuing his coaching business, Ricky has big plans for expanding the franchise and bringing on more agents.
Kim Odom
(251) 622-5004 kodom@showhomes.com
Call today and let us help you get your listing to appeal to as many buyers as possible!
“eXp is a new, up-and-coming company that is growing really fast, so I went ahead and grabbed a franchise,” he says. “It offers a great model for agents. You can 12 • July 2020
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Home Staging | Restyle | Design www.showhomesmobilebaldwin.com Mobile Bay Real Producers • 13
Joy Nash anchor title
Anchor Title President
attributes her company’s success to treating clients and employees like family
Customer service and communication count For Anchor Title President Joy Nash, that statement is a guiding principle that affects every aspect of the way she does business. Anchor Title, founded by Joy in 2004, has grown from a small operation in Orange Beach to seven offices in Mobile, Daphne, Gulf Shores, Orange Beach, Birmingham and two in Pensacola. The company employs 38 people and facilitated over 2,100 closings in 2019. “We close some of the largest commercial deals in the state—like the property where Austal now sits, large hotels, the state docks—all the way to $10,000 lots out in the country or historic homes in Midtown Mobile,” says Joy’s son Preston Nash, who serves as Anchor Title’s Vice President. “No matter how big or small the deal is, we are committed to paying close attention to every detail and having multiple sets of eyes double-checking everything.”
ers,” Preston says. “We want them to be able to easily reach someone who knows the ins-and-outs of their closing and who can answer their questions. Communication is everything.” In addition to encouraging agents to be available to clients when they have questions, Joy says Anchor Title is also proactive in its communication. At the end of each week, closing assistants send an update email to each REALTOR® with details about the closing checklist for under-contract properties.
14 • July 2020
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Communication is everything Some title companies keep their closing agents separate from the customers—questions are directed to departments, not specific people, and it can be hard to get answers. Anchor Title has a different approach.
“We love to help our REALTORS® be heroes for their clients,” Joy says. “When that buyer or seller calls and asks, ‘Where are we?’ all they have to do is pull up the most recent update, and they have very specific answers for their client. It takes a lot of time for us to do that, but it keeps everyone on the same page and prevents confusion at the closing table.”
“Our closers and their assistants are personally available to REALTORS®, buyers, sellers and lend-
Another way Anchor Title ensures efficient communication is per-
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forming every task involved in a closing under its own roof instead of outsourcing. “We are full service—from abstracting and research all the way to policy, it’s all done in-house,” Preston says. “We are in control of the whole process. There are already enough hands involved in these deals, so it helps to minimize the number people involved in the closing process.” A culture centered on family Maintaining such high standards as a company starts by creating a company culture that inspires employees to go above-and-beyond. Many of Anchor Title’s top closing agents have worked for the company for over 20 years and began their careers as receptionists just out of high school. The employees call Joy “Mama,” and she says she genuinely wants the best for each of them. Mobile Bay Real Producers • 15
No matter how big or small the deal is, we are committed to paying close attention to every detail and having multiple sets of eyes double-checking everything. “We pride ourselves in having a great employee retention rate and offering a lot of growth opportunities for our people,” Preston says. “It makes sense for us to take care of our employees. It takes a long time to train people to do this complex work the way we want it done. There aren’t closing classes at your local college—in this industry, everyone has to be trained by someone else within the industry. We prefer to train our own employees and promote from within when possible.” The company culture at Anchor Title is centered around feeling like a family, and the offices are also family-friendly environments. Out of the company’s 38 employees, only five are male. Preston and Joy understand that women generally bear most of the burden of childcare and seek to support moms in every way they can. 16 • July 2020
“If any of our employees get a call about their child, we tell them to go—we’ll cover you,” Preston says. “Parents can also bring their kids into the office if they need to because of a scheduling issue or whatever. We have dedicated rooms for nursing moms, and there’s one mom who brings her one-month-old to the office periodically and puts him in a pack-and-play to nap.” The combination of employees who love their jobs with processes and policies that ensure excellence sets Anchor Title apart, Joy says. Repeat business is common. “We have a lot of clients who buy and sell property once or twice a year and who know what a bad and good closing looks like,” Joy says. “They know how important it is to be able to get in touch with your closer or an attorney. After they work with us once, they usually request us again.” @realproducers
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Mobile Bay Real Producers • 17
BRITTANY
rising star By Jill Clair Gentry By Sam Whitt
WILSON channels passion for her community into her work as a REALTOR®
Brittany Wilson doesn’t just sell houses. She sells Gulf Shores. The license plate on her car even says so—a REALTOR® tag with the letters “SELLGS” communicates how seriously she takes her job.
In the beginning, Brittany feared she’d have a hard time building a client base being a REALTOR® who was also new to town. “I thought, ‘There are thousands of agents, and everyone knows five agents. How am I going to get business when I don’t know anyone?’” she says. She quickly learned to shift her mindset from scarcity to abundance. “Instead of focusing on how many agents there were already, I changed my thinking and focused on how many properties there were—there are so many opportunities here,” she says. “Don’t get me wrong—it’s not an easy job, but I just don’t want other REALTORS® to think that just because you’re new you’re never going to get a listing.” Relationships, diversification and follow-through
“People ask me all the time—‘Do you ever talk about anything but how much you love Gulf Shores?’” Brittany says. “I truly believe there is no better place to live and raise a family. I want to see the city grow, and I’m happy to do my part.” New in town
Brittany and her husband Trent moved to Gulf Shores from Birmingham in the summer of 2016. In Birmingham, Brittany worked for a kitchen and bathroom remodeling company and was working on a master’s degree in international relations. She struggled to decide how she could use her experience and education in her new city. Real estate made sense, and by the fall of 2016, Brittany obtained her license. In September 2017, she joined the team at Bellator Real Estate and Development in Gulf Shores. “Bellator is a large company, but our office only has 18 agents, and they have all been selling real estate for over 20 years,” Brittany says. “They bend over backward to help me, and I’m learning so much from them.” 18 • July 2020
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Brittany, who closed almost $8 million in transactions in 2019, built her business on relationships, diversification and follow-through. “I have been building relationships for years, and I’m now seeing the fruit of that,” she says. “We are very involved in our city and with the new school system—our 5-year-old son started at Gulf Shores for K-4, and he will be in the first class to go all the way through the system from K-4 to graduation. I work with a lot of families who are moving to Gulf Shores for the new school system.” Brittany says referrals are the biggest compliment she could possibly receive from her buyers and sellers. “I had a client who is nurse at South Baldwin, and I’m now working with the fifth nurse she’s sent to me,” she says. “Nothing makes me feel better than those referrals.” Diversification in the types of properties and clients she works with has worked well for Brittany. In addition to working with local clients, Brittany also serves as the REALTOR® for two Truland Homes neighborhoods and works with a lot of people who plan to move to Gulf Shores after retirement. Sixty percent of her business is from retirees. realproducersmag.com
“So many of our buyers and sellers aren’t from here, so how do you get those leads and maintain those relationships?” she says. “You may meet them one summer and not see them again for a year.” Brittany says this is where her natural gifting in organization comes in handy. “I constantly have a running list of people I meet, and I follow up with them regularly to maintain those relationships over the course of years,” she says. “And follow-through is very important to me as well. When someone contacts me, I generally get back to them within an hour. I really try to always do what I say I’m going to do.” Mobile Bay Real Producers • 19
“Instead of focusing on how many agents there were already, I changed my thinking and focused on how many properties there were.”
Once a client hires her, Brittany keeps a lesson she learned in the remodeling business at the forefront of her mind. “When I first started that job, the owner said to me, ‘People have saved up their entire lives to renovate their homes. Remember that when you’re working with them,’” she says. “It’s the same with real estate. People have saved up to move to the beach. I treat every client like this is the only thing that’s important to me because it’s definitely the biggest thing going on in their life and one of the biggest decisions they’ll ever make.” 20 • July 2020
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Mobile Bay Real Producers • 21
prioritizes long-term relationships, community involvement and company culture In 1946, brothers and WWII veterans John and David Roberts opened a real estate company together in the garage of their parents’ home on Williams Court in Midtown Mobile. Seventy-four years later, that little family business has five offices, employs over 250 agents and consistently maintains the largest listing inventory on the Alabama Gulf Coast. Last year, the company closed almost 2,500 deals worth approximately $500 million. President Daniel Dennis, who began his tenure at Roberts Brothers, Inc. in 2008 after the company was sold to HomeServices of America, Inc. (a Berkshire-Hathaway Affiliate) in 2005, says Roberts Brothers’ past and continued success boils down to a simple “Why Statement” that reflects the company’s values: To deliberately live and give without hesitation as life happens.
deliberately living and giving By Jill Clair Gentry By Cornerstone Photogarphy
ROBERTS BROTHERS BROTHERS DANIEL DENNIS
“The advantage of having a 74-year-old company is we’ve got so much history and all these stories, people, traditions, customs and culture,” Dennis says. “We spent two years consolidating all of that into a simple statement to use as a filter for decision making and to remind us all why we do what we do.” Long-term mindset
Dennis says the company’s “Why Statement” means something different for every person in the company, but that it comes down to prioritizing long-term relationships over short-term deals and doing the right thing, even when no one is looking. “I think in every industry, but especially in ours, there is a tendency to think short-term,” Dennis says. “It’s tempting to hone in on this particular transaction or that commission. But at Roberts Brothers, with everything we do, we think long-term. We definitely want to help you buy or sell your home, but if it’s not in the client’s best interest in the long-term, then it’s not worth doing. We aren’t going to sacrifice relationships to make sales.” Give where you live
Roberts Brothers is committed to investing time and resources into the communities where it does business. The company encourages its agents to give back to the community through involvement in Big Brothers Big Sisters of South Alabama and other service organizations, and in 2019, the company established the Roberts Brothers Charitable Fund to assist families who have endured the loss of a child or grandchild.
22 • July 2020
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Dennis himself sees community involvement as part of his role— he was the Mobile Area Chamber of Commerce’s Chairman of the Board in 2019 and serves on the boards of several other organizations, including Visit Mobile, Regions Bank, the Salvation Army of Coastal Alabama, and the University of South Alabama’s Center for Real Estate Studies & Economic Development (CREED). “You give where you live,” Dennis says. “In the real estate business, no matter how strong of a company we are, we are still limited to how prosperous and progressive our community is.” Company culture matters
In addition to building trust in the community through relationships with clients and community involvement, it’s important for a brokerage to invest in its agents and employees as well, Dennis says. That’s why Roberts Brothers offers real estate classes through its Academy of Real Estate and strives to help both new and experienced agents continue learning and growing. “If we grow and develop the best people, we’ll have the best company,” he says. “Culture matters—in fact, it’s No. 1. Technology continues to drive our business, but it’s still a strategy where the company that wins has the most professional, honest, hardworking, full-time professional real estate agents. Our people set us apart.”
Mobile Bay Real Producers • 23
“
FAQ
I think in every industry, but especially in ours, there is a tendency to think short-term. It’s tempting to hone in on this particular transaction or that commission. But at Roberts Brothers, with everything we do, we think long-term.
”
“Our goal right now is to make sure we come out of this stronger than we went into it,” Dennis says. “What got us here won’t get us there. This is the opportunity for us to do things we know are right—all of these changes will have a lingering impact, and it’s going to be a really positive thing.”
We realize that Real Producers is a new concept here in the Mobile/Baldwin area, and some of you may be wondering what it’s all about. That is why we have created an “FAQs About This Magazine” page. Here we will answer the most commonly asked questions around the country regarding our program. My door is always open to discuss anything regarding this community – this publication is 100 percent designed to be your voice! Q: Who receives this magazine? A: The top 300 agents in the Mobile and Baldwin
County markets. We pulled the MLS numbers (by volume) from January 1, 2018-December 31, 2018. We cut the list off at number 300, and the distribution was born. For this year’s list, the minimum production level for our group is on pace for $4.5 million in 2019. The list will reset at the end of 2020 for next year, and continue to update annually. Q: What is the process for being featured in this magazine? A: It’s really simple – every feature you see has
Processing a pandemic
Dennis took the helm of Roberts Brothers at the beginning of the 2008 recession and says that so far, the Coronavirus Pandemic is not affecting the industry in the same ways. However, just as the recession forced the company to adapt and innovate, the pandemic is an opportunity to make some needed changes that will make the company stronger and more innovative long after life goes back to normal.
first been nominated. You can nominate other REALTORS®, affiliates, brokers, owners, or even yourself! Office leaders can also nominate REALTORS®. We will consider anyone brought to our attention because we don’t know everyone’s story, so we need your help to learn about them. A nomination currently looks like this: You email us at robert.orso@realproducersmag.com with the subject line, “Nomination: (Name of Nominee),” and explain why you are nominating them to be featured. It could be they have an amazing story that needs to be told – perhaps they overcame extreme obstacles, they are an exceptional leader, have the best customer service, or they give back to the community in a big way. The next step is an interview with us to ensure it’s a good fit. If it all works out, then we put the wheels in motion for our writer to conduct an interview and for our photographers to schedule a photoshoot.
“We learned so much in 2008—I still think about those recession days every day as I’m making decisions,” Dennis says. “It was a good time to learn the brokerage business and learn how to do it the right way. Prior to that, people just showed up and called and wrote contracts and overspent. Everyone really had to adjust when things slowed down, and we all had to learn how to build a solid business from the ground up.” In this moment of global readjustment, Dennis says his team is prioritizing more efficiency, better communication through technology and refocusing marketing efforts to be better suited to the “new normal.”
24 • July 2020
ABOUT THIS MAGAZINE
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Q: What does it cost a REALTOR®/team to be featured? A: Zero, zilch, zippo, nada, nil. It costs
nothing, my friends, so nominate away! We are not a pay-to-play model. We share real stories of real producers. Q: Who are the preferred partners? A: Anyone listed as a “preferred partner” in the
front of the magazine is a part of this community. They will have an ad in every issue of the magazine, attend our quarterly events, and be a part of our online community. We don’t just find these businesses off the street, nor do we work with all businesses that approach us. One or many of you have recommended every single preferred partner you see in this publication. We won’t even meet with a business that has not been vetted by one of you and “stamped for approval,” in a sense. Our goal is to create a powerhouse network, not only for the best REALTORS® in the area but the best affiliates, as well, so we can grow stronger together. Q: How can I recommend a preferred partner? A: If you have a recommendation for a local
business that works with top REALTORS®, please let us know! Send an email to robert.orso@realproducersmag.com.
Mobile Bay Real Producers • 25
26 • July 2020
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Mobile Bay Real Producers • 27
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