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 .
TOP AGENT
RISING STAR
Megan Sage BROKER IN CHARGE
Jason Will PARTNER SPOTLIGHT
Jim Owen, Gulf Shore Title
SEPTEMBER 2020 @realproducers
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Mobile Bay Real Producers • 3
TABLE OF
CONTENTS 06
08
10
Meet The Team
Publisher’s Note: May Surprise!
Top Agent: Heather Loper
14
18
22
Rising Star: Megan Sage
Broker In Charge: Jason Will
Partner Spotlight: Gulf Shores Title
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.
South Baldwin's Most Experienced Title and Closing Service! Jim Owen, President www.gulfshorestitle.com | gst@gulfshorestitle.com Gulf Shores Office 251-968-6185 • 1-866-33-TITLE (84853) 100 Cove Avenue, Gulf Shores, AL 36535 Foley Office 251-943-9973 • 305 N. Cedar Street, Foley, AL 36535 Bay Minette Office 251-968-6185 • 410 Courthouse Square, Bay Minette, AL 36507 ALL TITLE RESEARCH PERFORMED BY OUR TITLE EXAMINERS AT OUR IN-HOUSE TITLE PLANT 4 • September 2020
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Mobile Bay Real Producers • 5
Robert Orso
Michelle Medeiros
Owner/Publisher
Bridgett McKerchie Photographer
Rose & Ken Muse
Ad Strategist
Sam Whitt Photographer
Photographers
Jill Claire Gentry Writer
Dave Danielson Contributing Writer
FULL SERVICE HOME STAGING
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!
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MOVERS Eastern Shore Transfer, Inc. Angie Garner 586Theakston Street Fairhope, AL 36532 (251) 517-4434 x2512093868 PHOTOGRAPHY Cornerstone Photography Rose Muse 1781-A Dawes Road Mobile, AL 36695 (251) 634-1272 Sam Whitt Photography Sam Whitt 11650 Stucki Road Elberta, AL 36530 (251) 213-3570 PLUMBING Kilcher Plumbing Daniel Kilcher (251) 490-0931 STAGE & DESIGN Show Homes, Mobile - Baldwin Kim Odom (251) 622-5004 kodom@showhomes. 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
Fairhope Title Services, LLC Brian Britt 455 Magnolia Street Suite C-1 Fairhope, AL 36532 (251) 928-9900 www.fairhopetitle.com
Clear Title Lisa Walker 1680 West 2nd Street Unit A Gulf Shores, AL 36547 (251) 747-2550 x2517524181 www.getcleartitle.com
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Mobile Bay Real Producers • 7
Thank God It’s
publisher’s note
MONDAY! One of the leaders within the Real Producers organization is a cool guy with the cool name of Remington Ramsey. I have been on many Monday, national Zoom meetings with him, and he always ends the call with, “Thank God it’s Monday!” Of course, he did not originate the phrase, because there are books, YouTube videos and even a song with the same title. You may not know this, but the first Monday of each new year is “Thank God it’s Monday” Day. Thank God it’s Monday is the antithesis to another, more popular phrase, “Thank God it’s Friday (TGIF)!” I know, we all like to see the weekend come when we have put in a hard week of work, and especially if it was a productive week that gives us
reason to relax and celebrate over the weekend. Unfortunately for most workers, TGIF means I really do not enjoy my work. Or maybe, I hate my job! Many do what they must do to support themselves and their families, but really live for the weekend. For them, Monday represents dread and fear that they must resume a job they do not want to do for the next five or six days. More than half of U.S. workers are unhappy with their jobs. Globally, of the one billion full-time workers, only 15% are engaged at work. Another survey says that 71% of Americans are looking for new jobs. Now to my main point. Of the 135 top-producing agents I have met and completed a background interview with, you all love what you do in real estate! To borrow a quote from our August Rising Star, Kyle Malmay, “When you love what you do, you do it better. When you are grateful for it, the results you achieve for those around you reach even higher.” Most of you are in the 29% who love what you do and are not looking for another job. This is an extremely fortunate position to be in and another reason why you are an elite group of people. I would encourage you to remain grateful. Maybe that is easier said than done when you are working long hours and often on the weekends. The grind can wear you out, and your excitement and gratefulness can begin to slip away. One of the questions I ask in the initial interview is, “How do you deal with managing time and stress?” Without exception, I hear answers like, take time for myself and family, and disconnect occasionally to recharge. Apparently the TGIF crowd attempts to do that every weekend but remain unengaged in their work. How fortunate are the people who take time to recharge rather than escape and who view every Monday as a new opportunity to meet new people, improve their performance and increase their business. Hugely successful and truly elite! Mondays constitute one-seventh of our lives, so why not approach them with gratitude? Mondays are for go-getters. Thank God for every Monday.
8 • September 2020
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Mobile Bay Real Producers • 9
Loper Heather
top agent By Jill Clair Gentry Photos By Sam Whitt Photography
focuses on professionalism, delegation and expertise
Like many real estate agents, Heather Loper didn’t set out to become a REALTOR®, but it was always in the back of her mind. In 2001, she graduated with a degree in finance from Auburn University. Two of her upper-level electives focused on real estate, and she was attracted to the idea. Instead, Heather pursued a career in sales. “I started with inside sales and then switched to outside sales, and had great success in both positions,” Heather says. “But it just wasn’t what I wanted to do long term.” After her son, Emmett, was born in 2007, Heather decided to stay home with him. Her daughter, Finley, was born two years later.
“I loved staying home with my kids, but I felt like there was something more I needed to do for myself and my family,” she says. “I didn’t realize it at the time, but I really had an entrepreneurial spirit. I prayed about starting a career in real estate for months, and one day I woke up and just knew it was what I was supposed to do.” Heather began the process of obtaining her real estate license in June of 2011. She gave herself six weeks to complete the course, and by August, she was licensed. “I was scared to death – I had a huge fear of failure,” Heather says. “But I believed in myself and was fortunate enough to get connected with a team. I can fully attribute my success to the mentorship I received from that team owner early in my career.” Nine years later, Heather has established a niche for herself in the beachfront market. Last year, she closed 62 deals worth $20.5 million. “A large part of my business is assisting clients that are looking to buy or sell waterfront homes and condos,” she says. “Although that’s turned out to be my niche, I love helping anyone. I truly love what I do, and there is nothing more exciting than seeing my client reach their real estate goal.” Heather says her number-one piece of advice for agents just beginning their careers is to treat real estate like a full-time job – because it is one. “When I first got my license, we put our kids in daycare, and I wasn’t making enough yet to offset that cost, so I started waiting tables a couple days a week,” she says. “I realized I just couldn’t have the success I wanted if I kept doing that. You get out of it what you put into it. If you want the salary of a fulltime job, you have to treat it like a full-time job.” Presenting yourself in a professional manner and knowing your market backward and forward are also essential ingredients for a successful career in real estate, Heather says.
10 • September 2020
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Mobile Bay Real Producers • 11
“Whatever you want your market or niche to be, you need to know it and know it well,� she says. “Buyers and sellers can pick up on if you know your stuff. You have to always present yourself in a professional manner, even here at the beach where everything is more relaxed.�
Serving the Gulf Coast since 2003
Behind the scenes, Heather emphasizes the importance of ensuring efficiency and work/ life balance. “That balance is so hard,� she says. “There have only been a few times in this business that I felt like I was truly balanced. Sometimes, you rock it at home, but the business isn’t where you want it to be. Other times, you’re working too much.�
“I was scared to death – I had a huge fear of failure, but I believed in myself and was fortunate enough to get connected with a team. I can fully attribute my success to the mentorship I received from that team owner early in my career.�
Heather credits as her team – a full-time administrative assistant, a showing agent and a part-time administrative assistant – with lightening her load enough to allow her to slow down considerably. “This team has helped me gain some leverage to get some of my personal life back,� she says. “My kids are 11 and 13 now, and they’re going to be gone soon. Finding that work/life balance seems even more crucial to me now. For a number of years, we didn’t take summer vacations because spring and summer tends to be the busiest time of year for agents. But for the last three years, we’ve enjoyed summer vacations, and I plan for it to stay that way.�
12 • September 2020
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Mobile Bay Real Producers • 13
MEGAN
rising star By Jill Clair Gentry Photos By Sam Whitt Photography
FINDS FLEXIBILITY AND MAKES A DIFFERENCE THROUGH HER REAL ESTATE CAREER Megan Sage grew up in the real estate business. Her mother, Kim Stewart, is a real estate agent-turned-investor who manages over 20 rental properties in Mobile. Megan didn’t follow in her mom’s footsteps – at first. For six years, Megan was a sixth-grade math teacher, a job she loved. But when her daughter, Laura Grace, was born four years ago, her mother’s career seemed more and more attractive. Finding flexibility “When I found out I was pregnant, I knew I wanted to have a more flexible schedule,” Megan says. “My mom was a real estate agent, and could go and do whatever she needed to do. She was always available for us. I wanted that for my kids. I’m definitely busy all the time, but I can be with them more than when I was teaching, and I’m so grateful for that flexibility.” Megan obtained her real estate license and became an agent with Roberts Brothers in April 2017. She continued teaching until May 2018, when her real estate business had become successful enough to pursue it full time. Megan was named Roberts Brothers’ Rookie of the Year her first year selling real estate, and she’s been part of the brokerage’s Million Dollar Club every year since then. Since the beginning of her career three years ago, Megan has closed $5 million in sales. 14 • September 2020
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Working with investors Like her mom, Megan also owns investment properties. At 31, she and her husband, Brandon, have purchased two rental houses, one of which they completely renovated themselves. “I’m pretty young to have investment properties, but I love it,” she says. “It can be stressful, but if you have the right renter, it’s a great way to make extra income.” Because of her experience purchasing, renovating and renting properties, Megan is uniquely qualified to assist investors with real-estate transactions. “I really want to work with more investors to help them find great rental houses,” she says. “Not every home is set up to be a good rental, and it’s so important to choose the right house at the right price.” Megan says smaller square footage, three beds and two baths, a small yard and anything that makes the property low maintenance – like a brick exterior and tile flooring – are ideal for rentals. realproducersmag.com
Mobile Bay Real Producers • 15
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Making a difference Although she enjoys working with investors, Megan also loves working with a diverse group of clients on a wide variety of transactions.
clients’ lives by serving, teaching and communicating honestly with them. One client stands out in her mind, reminding her of her “why.”
“I love working with first-time homebuyers because they completely trust me, and I’m able to hold their hand and lead them through the process,” she says. “But I also love serving older clients and people who are relocating from out of town. Regardless of who it is, I always try to stay in touch and have a relationship with them after the transaction is over. I want to be friends with my clients.”
“I had a very young client who had gone through some tough circumstances and was having to list her home,” Megan says. “She needed to get it on the market ASAP, so I went over there the same day she contacted me. She was so emotional and told me she just didn’t want to rent – she wanted to own a home. I was able to help her see that she could, in fact, afford to purchase another
Megan loves the personal nature of real estate and feels that she is able to make a difference in her 16 • September 2020
home and that she didn’t have to rent. I contacted my lender, and he walked her through the process. She and I found a home that fit perfectly into her budget.” Megan says experiences like that one along with the flexibility her job allows make real estate the most rewarding career she could imagine. Outside of her career, Megan and her family are involved at their church, City Hope in Malbis. The Sages enjoy boating on Mobile Bay and playing with their Shih Tzu-Poodle mix, Jilly. @realproducers
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Mobile Bay Real Producers • 17
Jason Will offers an innovative, agent-centric brokerage experience
Williams asked him to become a learning-based agent and give it 60 to 90 more days before jumping ship. “That was a turning point for me where I learned how to sell, how to build a brand, how to market homes and to build a relationship-focused business,” Jason says. Four years later, Jason and Diana had built one of the top teams in the KW Southeast Region, and shortly thereafter made the Real Trends Top 1000 in the nation. Hitting rock bottom
“We were making great money, but spending it on stuff rather than investing it wisely. We didn’t have a lot to show for our success,” Jason says. “We were a little burned out. So we started joking about how great it would be to go international.” In 2014, the joking became reality, and the Wills moved to Panama with 13 suitcases, their two kids (ages 7 and 4 at the time) and their dog, looking for a slower pace to life and to expose their family to a new culture while searching for potential KW franchise partners. Meanwhile, they still maintained leadership of the team back in Fairhope.
broker in charge
“Things were going really well in Panama, but I really didn’t know how to run a business or manage a team from a distance, so my team back home kind of fell apart,” Jason says. “We had customers complaining about service levels going down, and I blamed our broker, who was new and didn’t have much experience.”
By Jill Clair Gentry Photos By Sam Whitt Photography
JASON
WILL
Jason says his attitude in those days was not humble, grateful or people-centric.
Rising to the top
Total transformation
Jason began his real estate career in Tampa, FL, in 2004 at the height of the real-estate boom.
Jason says his choice was clear – get out of real estate or start his own brokerage. He chose to stay and fight, but knew he had to be honest about what happened for people to trust him.
“I am originally from Fairhope and only knew a few people down there at the time, but you could make a great living just hosting open houses in those days,” he says. “It was so easy back then that I really took it for granted and didn’t do any training.” Then, in 2006, the market began to trend downward. Jason and his wife Diana’s first child was born several weeks premature, and the couple decided to move back to Fairhope to be closer to family. Amidst the doom and gloom of the 2008 crash, Jason began applying for “real jobs,” but his team leader at Keller
JPAR Coast and County 18 • September 2020
If you’ve ever driven toward the beach in Baldwin County, you’ve seen Jason Will’s hilarious billboards. There’s Forrest Gump (“Real estate is like a box of chocolates; you never know what you’re going to get”), Bob Ross (“Jason doesn’t make mistakes, only happy little sales”) and James Bond (“Licensed to Sell”). The over-the-top advertisements illustrate Jason’s personality perfectly – fun, energetic, innovative and confident. Jason’s creativity and drive have led him to just about every kind of experience in the real estate industry. These days, Jason is using the wisdom he’s gained from 16 years in real estate to offer agents and clients a unique brokerage experience.
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“I saw people as dollar signs, and I didn’t invest in our team members very much. I was arrogant and hot-headed,” he says. “A few months after we arrived, I had a horrible conversation with our new broker, and I said some dumb stuff. I knew I had messed up. Not too long after that, we were fired by KW. We came back to Fairhope to a destroyed reputation with all kinds of rumors swirling about us. No one would hire us, and people looked sideways at me in the grocery store. It was a real rock-bottom moment.”
“Facebook was starting to show its teeth in 2014, and I had all these rumors to address, so I decided I was going to use social media to pull back the curtain and expose the real us,” he says. “I talked about how I was a complete turd and deserved to be fired, and it was a good thing because it began a transformation in me.” Jason knew it was time to change his entire outlook on life. As he started over professionally, he also revamped his personal priorities. Mobile Bay Real Producers • 19
“After we moved home, we started going to church,” Jason says. “I got baptized and started learning how to be a person of value. At the same time, I was in a real estate coaching program, and my coach asked me to come up with my core values, which I identified as Learn, Earn, Give, Serve. That became the foundational values (LEGS) for our brokerage.” No agent left behind
Jason Will Real Estate (JWRE) began growing quickly because of Jason’s interest in training new agents. “I started to embrace these new agents and developed this mantra, ‘No agent left behind,’” he says. “We started pumping out free training on Facebook Live and really based our model on collaboration, not competition. Before, I was so cutthroat competitive and very secretive about my strategy, but here I was opening my entire playbook up to anyone willing to listen and learn.” Jason says JWRE started growing a little too big, too fast, and he didn’t have a lot of systems in place to manage all the agents who wanted to join. His passion was creating a brokerage that served the agent, not the brokerage, but the model was not a fiscally responsible one, with too much money 20 • September 2020
going out and not enough coming in to sustain the brokerage long-term.
Beautifully Staged
“Last summer, I was introduced to the startup franchise JPAR,” Jason says. “It was a saving-grace moment for me. It gave me my mojo and my purpose back. It was everything we tried to build at JWRE, but they found a way to do it in a financially responsible way, and the model could give agents way more than I was offering them. So we decided to buy the Alabama franchise in November 2019.” The JPAR model offers agents 100 percent of their commissions, minus a transaction fee that caps at $15,000. A lot of agents are skeptical about 100-percent models – how does the brokerage make its money? “A brokerage-centric model says that people do business with a brand, so they train their agents to be salespeople for that brand,” Jason says. “I’m on a mission to prove that peo-
to sell quickly and for more money!
ple do business with people, so you don’t need to pay a brokerage tens of thousands of dollars a year so you can be associated with their brand. Our model is designed to produce more of a business owner mindset than a salesperson mindset. JPAR provides the backend support, training and a positive culture, and the agents create their own brand with a focus on building wealth.” @realproducers
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!
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Home Staging | Restyle | Design www.showhomesmobilebaldwin.com Mobile Bay Real Producers • 21
partner spotlight
Gulf Shores Title By Dave Danielson Photos By Sam Whitt Photography
T RUSTE D RESOURC E
In a business where the moving parts are never in short supply, it is a necessity to have partners you can count on. One of those that stands at the forefront is Gulf Shores Title. When you talk with President Jim Owen, you understand how rewarding it is for him and his team to be viewed as a trusted resource in the region through time. “We were incorporated in February 1985. At the time, I had a partner. We had worked together for a title company since 1978, and it was a branch office of another, still-existing title company here in Mobile,” Jim recalls. “In 1985, we purchased their branch office.” Made for This
In some ways, it may be no surprise that Jim ended up in the industry. From an early age, he had a close view. “I was first exposed to the business when I was 17 years old,” Jim remembers. “My father was an attorney who did some searches, and he would take me with him to the courthouse.” Reputation for Results
The reputation for results at Gulf Shores Title has continued to grow through the years. One reason for that is a strong, local range of capabilities. “We have our own examiners that do all of our title examinations. We don’t use any independent examiners,” Jim explains. “Plus, we have copies of all the courthouse indices from 1935 forward. We used microfilm before things went digital. Having access to historical records like that is very helpful if you have to dig back into something that’s not online. Our research side and our records are second to none.” Through time, Gulf Shores Title has continued to add to its archival collection. “We have acquired records from three different title companies that are no longer in business,” he explains. “So we have records from our own operations since 1978, plus all that we’ve picked up from other companies through the years. That’s helpful to us and our clients.”
22 • September 2020
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Gulf Shores Title has 15 people on the team. While each of them are experienced professionals, Jim emphasizes the importance of enjoying their environment. “One of the things I always tell anyone before I hire them is that I insist that we have fun at work,” Jim says. “Because if you’re not having fun, you’re not going to be happy. And if you’re not happy, you’re not going to do a good job.”
Mobile Bay Real Producers • 23
“
One of the things I always tell anyone before I hire them is that I insist that we have fun at work, because if you’re not having fun, you’re not going to be happy. And if you’re not happy, you’re not going to do a good job.
Jim and Shelley enjoy time spent with their children, including Jennifer and Chandler, as well as their grandchildren. In fact, they have three grandchildren, with another on the way.
Q: What is the process for being featured in this magazine? A: It’s really simple – every feature you see has first been nomi-
24 • September 2020
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.
nated. 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.
Free time is taken up with a true love of animals. The Owen family has a rich collection of loving animals, including horses, dogs, cats and chickens. Jim related that he is “reminded each morning as I go about my outdoor chores with the animals that someone must complete the dirty work and do the heavy lifting. At the office and home there are times when that person needs to be me.”
“Our company has been participating in Ecumenical Ministries through time. Their church-based programs help families in need. “Each year they have a Chili Cook-off,” he says. “It’s a big fundraiser that we have enjoyed participating in for over 25 years.”
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!
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.
Away from work, Jim’s world revolves around his family, including his wife, Shelley.
Giving back is a priority, as well.
ABOUT THIS MAGAZINE
Q: Who receives this magazine? A: The top 300 agents in the Mobile and Baldwin County markets.
Life’s Highlights
They also enjoy going for boat rides to enjoy the sun going down and the moon rising up … and watching the dolphins and the beauty of the gulf shore region.
FAQ
Building on its Best
Gulf Shores Title has built a reputation for helping their clients achieve results through its history in a number of ways, including a large number of condo closings for new developers. All along the way, there have been solid qualities that have paved the way for timeless success. Jim proudly states that “I take great pride in seeing people who are employed or were formerly employed at Gulf
Shores Title improve professionally and personally.” “The trust factor is the biggest thing. I’m proud of the fact that people know they can trust us to be confidential and to do it right,” Jim says. “They can trust us to watch over everything and make sure it’s right.” For more information about Gulf Shores Title: Website: www.gulfshorestitle.com Phone: 251-968-6185 Email: gsteveryone@gulfshorestitle.com @realproducers
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 mag-
azine 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 realproducersmag.com
Mobile Bay Real Producers • 25
26 • September 2020
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Mobile Bay Real Producers • 27
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