NORTH DFW
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 .
RISING STAR: TAMRA HOLDEN POWER COUPLE: JIM AND KRISTEN MACKEY INSPIRATIONAL AGENT: LEE OSTEGUIN
CAMI HOBBS-RILEY GOING THE DISTANCE FOR THEIR DREAMS Photo by: URSPECIAL
PARTNER SPOTLIGHTS: TRUPLACE PAINE INSURANCE GROUP
EVENT RECAP: THE ESPE AWARDS!
JANUARY 2022
2 • January 2022
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North DFW Real Producers • 3
Bringing Your Vision To Life & Making Your Occasions Special
Life
Bringing Your Vision To Life & Making Your Occasions
Special
“My hope is that every box sparks happiness and puts less stress on the one ordering.” - Gabrielle Castillo, Owner
gabbysindulgenttreats.com gabbysindulgenttreats@gmail.com @indulgent__treats
4 • January 2022
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North DFW Real Producers • 5
TERRITORY ARE YOU APART OF? TERRITORY ARE YOU APART OF? PLEX METRO DFW IN THE PLEX CERS METRO PRODU DFW REAL IN THE CERS PRODU REAL TA BLE OF
CONTENTS
A Quick Look at the Different DFW Real Producer Markets
A Quick Look at the Different DFW Real Producer Markets August 5051 New Centre Drive August 28, 28, 20112011 5051 New Centre Drive Wilmington, NC 28403 al Producers has 100NC franchises nationwide and are there are in three DFW alone. Inof each of markets, these markets, we pull the Wilmington, 28403 ducers has 100 franchises nationwide and there three DFWinalone. In each these we pull the p 500 agents based off the MLS production and depending on where your broker address is located will determine agents based off the MLS production and depending on where your broker address is located will determine First Last Name T.publication 910.202.0917 First Last T.which 910.202.0917 you be of. apart of.map Thisshows map shows the territories forof each theName 3 franchises. you are a Top publication you will bewill apart This the territories for each the of 3 franchises. If you If are a Top 0 agent in either of these markets, you will be receiving a publication every month and have the possibility of being either of these markets, you will be receiving a publication every month and have the possibility of being Street Address E. info@n2pub.com Street Address E.nt ininfo@n2pub.com featured at notocost featured at no cost you!to you! RisingState 00000 Partner www.realproducersmag.com City,City, State 00000 Publisher’s www.realproducersmag.com Star: Spotlight:
14 Note:
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Tamra Holden
TruPlace Photography
North North DFWDFW Producers RealReal Producers
Dear Dear : :
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Event Recap: The ESPE Awards
44 56
CCAR: In the Know
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Tarrant County Tarrant County Producers RealReal Producers
6 • January 2022
Real Producers Podcast
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Couple: Jim And Kristen Mackey
tional Agent: Lee Osteguin
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North DFW Real Producers • 7
PREFERRED PARTNERS
This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community!
BANK Farmers Bank & Trust (903) 255-1813 MyFarmersBank.com Peoples Bank (806) 776-2034 PeoplesBankTexas.com BUILDER Shaddock Homes (972) 526-7700 ShaddockHomes.com BUSINESS COACHING Hero Nation Coaching (469) 500-3642 theheronation.com CLIENT AND REFERRAL GIFTS Gifts of Graze (214) 814-1216 www.giftsofgraze.com Indulgent Treats (469) 992-1911 GabbysIndulgentTreats.com CLIENT ENGAGEMENT LEADS by Mandi Jackson (801) 598-5767 LEADSbyMandi.com
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8 • January 2022
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PERSONAL GROWTH & PERFORMANCE MENTOR Mastermind DFW (469) 319-0660
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First Source Title, LLC (469) 669-2140 FirstSourceTitle.com Lawyers Title (469) 247-8281 dfw.ltic.com Republic Title (713) 502-8227 RepublicTitle.com Texas Excel Title LLC (817) 980-1018 TexasExcelTitle.com Texas Title (972) 733-3800 TexasTitle.com UTILITY CONCIERGE Utility Concierge (800) 587-3160 utilityconcierge.com VIDEOGRAPHER Flux Media Productions (469) 955-5833 fluxmediaproductions.com WINDOWS & SIDING Tarrant Windows & Siding (817) 437-1828 TarrantWindows.com
North DFW Real Producers • 9
Thorough Home Inspections + Exceptional Service = Happy & Satisfied Clients
Can a home inspection company MAKE YOU a BETTER REALTOR?
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Sewer Scopes • Pre-Listing Inspections • New Construction Inspections • Virtual Inspection Report Delivery • Inspection Report Repair Amendment Builder Tool Learn more about us at Inspect360.com or book an inspection at 817-754-0360 and see for yourself. Check out the Real Producers calendar for upcoming TREC approved, Inspect360 hosted, CE classes. 10 • January 2022
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MEET THE
NORTH DFW REAL PRODUCERS TEAM
Jordan Espeseth Owner/Publisher
Rachelle Marie Assistant Publisher
Jenica Hein Administrative Assistant
Mandi Jackson Event Assistant
Danica Dacayo Administrative Assistant
Crystal Barley Content Specialist
Katherine Fondren Content Coordinator
Missy Kremer Editor
Amanda Thornburg Ad Strategist
Dave Danielson Writer
Rick Davis Videographer
Jason Van Sickel Photographer/Videographer
Scott Peek Photographer
Ilona Gorokhovskiy Photographer
Desiree Roberts 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 The N2 Company d/b/a Real Producers 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 The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.
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North DFW Real Producers • 11
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12 • January 2022
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North DFW Real Producers • 13
TAKE ME BACK TO THE
publisher’s note
ESPE’s
As I write this, it is now three weeks after the ESPE’s Awards Gala. I WANT TO GO BACK TO THAT NIGHT! Wow, what an amazing event.
Do y’all recall my last month’s publisher’s note? I talked about how my mind started to go down this rabbit hole of doubt and questioning about how the ESPE’s event would unfold. However, after a few minutes, I reminded myself of the countless events I’ve held prior that all ended up being awesome; I realized that all I had to do was have faith and trust that this event would be no different. And, all I can say is that the big man upstairs put his hand on that event! We could not have asked for a better evening, especially considering it was our first attempt at an event that size. We certainly were not perfect. 14 • January 2022
There are many things we learned and will be applying to the second annual ESPE’s event. But, as a whole, we are so happy and grateful! Be sure to check out the Event Recap article in this publication for a bunch of pictures from that night! Changing gears here a bit, it is crazy to think that it is already a new year. It feels like I say this every year, but seriously, where does the time go? Someone once explained it to me in a way that made a lot of sense. Not only is the world actually getting sped up with technology, but there is another, maybe even more notable reason, as to this perception of time speeding up.
is 5%, at age 40 it is 2.5%, at 80 it is 1.25%, and at 100 years old, one year of your life is only 1% of the total time you have spent on earth. When I heard that I was like, “That makes so much sense to me.” So not only is technology making the world faster, but as the days go by, that perception of a year’s time becomes shorter and shorter as well. With this understanding, unfortunately, time is going to only be seemingly going faster and faster. If I were to try and end this publisher’s note with a takeaway, it would be that as we go into this new year, try not to blink. Enjoy the moments you have because before we know it, it will be 2023. See you soon,
Let me explain: At 2 years old, a year of your life is 50% of your total time alive. At age 5, a year is 20% of your life, at age 20 it
Jordan Espeseth Owner jordan.espeseth@ realproducersmag.com @realproducers
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North DFW Real Producers • 15
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DONATED THIS YEAR TO HELP END MODERN-DAY SLAVERY. Did you know there are more victims held against their will today than ever before? That’s why The N2 Company – the company behind this publication and 850+ others like it – is financially committed to end human trafficking.
FOR EVERY AD SALE WE MAKE, N2 DONATES ENOUGH MONEY TO FREE 2 SLAVES FROM CAPTIVITY. The average Fortune 500 company donates about 1% of their profits to charity. The N2 Company donates 2.6% of their gross revenue.
Thanks to the businesses within these pages, our Area Directors, and readers like you, we’re able to break the chains of this horrible reality.
16 • January 2022
Visit n2gives.com to learn more about our fight.
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North DFW Real Producers • 17
rising star Written by: Dave Danielson Photos by: Scott Peek Photography, LLC
Tamra with her husband, Marc, who is also a member of her real estate team
18 • January 2022
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Tamra Holden E MPOWE RING TH E FUTUR E
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North DFW Real Producers • 19
Tamra Holden believes that the most important part about real estate is service to her clients. As she says, “The human impact that we can have in people’s lives is huge.” As Broker Associate and REALTOR® with United Real Estate, Tamra helps those around her reach their dreams by empowering them through knowledge and discovery. “I love getting to know my clients and to really understand their needs. We really try to hone in on why they are moving, to discover what is motivating them. Our goal is to empower our clients with knowledge about the process. We talk a lot about ‘discovery,’ not only about their needs but about the property itself. We can discover a lot through the inspection process, which empowers our clients in negotiations.” Early Interest. Eventual Start.
Tamra began her journey in the business nine years ago when she earned her real estate license. In some ways, that milestone seemed inevitable for her. “I was always interested in real estate. I used to bribe my kids with cookies, and we would go look at houses,” she laughs. “My husband had his own business where he did specialty finishes and artistic finishes, including murals and paintings.” A New Door Opens
In addition to being a busy stay-athome mom, Tamra had a gift basket business, an online wedding gift business, and also helped her husband market his business. “I always had something going on. I loved being a stay-at-home mom. As our children got older, one of my really good friends encouraged me to get into real estate,” she remembers.
20 • January 2022
“My husband started flipping houses, too. I thought it would be fun to do the real estate side for him with his flips. I didn’t think I would do much more than that. But I ended up putting my license with my college roommate’s brokerage and fell in love with it, and then I moved to Keller Williams for a year.” Getting Her Start. Moving Forward.
As she got started, Tamra soaked up as much as she could. In time, she met a friend who moved with Tamra to United Real Estate. “We fell in love with United and started helping each other out,” Tamra says. “We’re not a team, but we’re able to fill in for each other in a pinch.” Family Feel
Through time, Tamra’s business has kept growing. Eventually, Tamra’s husband, Marc, decided to come on to the team. “Marc has been a huge part of helping our team grow. He has a lot of experience with housing, and we love working together. It’s a dream come true for me that we’re working together,” she says with a smile. “Plus, my sister, Paige Furst, joined my team, too, along with Greg Lawler. Laci Nelson, a good friend who we helped with her sale and purchase, recently got her license and joined us as well.” As Tamra considers her growing team and their combined success, she knows that they have had some special help. Faith has played an essential role in Tamra’s life and business through time. “I have prayed a lot,” she says. “And the Lord has been very good to me.”
The Tamra Holden Group: Marc & Tamra Holden, Greg Lawler, Laci Nelson, and Paige Furst
@realproducers
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North DFW Real Producers • 21
Tamra and Marc with their family
Tamra brings a true, caring approach to her work with her clients. In her pursuit of their goals, Tamra has a love for negotiating deals on behalf of her buyers and sellers.
Family Foundation
Away from work, Tamra cherishes time with her family. She and Marc look forward to time with their children and their families — Madeline, Hanna, and Matthew.
When it comes to being involved with her community, Tamra is engaged in the Carrolton Women’s Club, as well as Northway Church in Dallas. She is also on her neighborhood HOA advisory council.
Signs of Success
As a result of her dedicated efforts and drive to reach results, Tamra’s production has continued to climb. In fact, in 2020, she recorded about $13 million in sales volume and about $15 million in 2021.
“
OUR GOAL IS TO EMPOWER OUR CLIENTS WITH KNOWLEDGE ABOUT THE PROCESS. WE TALK A LOT ABOUT ‘DISCOVERY,’ NOT ONLY ABOUT THEIR NEEDS BUT ABOUT THE PROPERTY ITSELF.
22 • January 2022
“Our daughter, Madeline, her husband, and baby moved in with us while they’re looking for a house in the area, and I hired her,” Tamra says. “She is taking care of all of our gifts for clients. My other daughter, Hanna Abraham, lives in Dubai and took over my social media. Our son, Matthew, goes to Texas A&M. He is a Computational Physics major and is building a new website for me.” In her free time, Tamra enjoys time with family, including her four grandbabies. As she says, “When all my family is home, that is my happy place.”
Tamra is committed to the needs and goals her clients have. In turn, they appreciate her caring approach. “I look at what I do from a friendship perspective, loving them and doing it in real, tangible ways and being there,” Tamra says. “It’s important that people feel taken care of, loved, and that they feel listened to … and that they know that their needs are important to me.” Congratulations to this month’s Rising Star, Tamra Holden. Each day, she is empowering the future for those around her.
@realproducers
Cheers to a successful 2022!
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North DFW Real Producers • 23
www.wbm.com Drew Brenner
Caleb Buczek
Dianne Glenn
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24 • January 2022
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Sara Parker Jones Daniel Carson
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North DFW Real Producers • 25
partner spotlight
truplace PHOTOGRAPHY
Written by: Dave Danielson
TruPlace co-founders Bob and Suzi Cusack with their dogs, Stella and Jessie
26 • January 2022
@realproducers
the new way to market a listing In 2003, Bob and Suzi Cusack had a property they rented out when they weren’t using it as a second home. It was a cozy, two-story, singlefamily home with a panoramic view of rolling hills with an expansive deck. But the photos alone did not convey how beautiful the view was or the layout of the home.
Bob, being an engineer, created the first Interactive Floor Plan Tour – a floor plan that brought up a photo of the corresponding room when using a mouse to hover over the name of that room. The interactive floor plan tour has evolved since that first version, but the easy-touse interface continues to be an attractive way to showcase a property. The creation of that technology was just the beginning. “Other vacation rental owners also wanted the interactive floor plan,” says Bob, who is now the CEO. “But they wanted it on a link they could share out in emails, on their websites, etc. Today, all tours are hosted on a unique URL, which also captures analytics data, which is used to improve marketing efforts on the property.”
Covid changed almost everything for real estate. It’s a new era for agents. They’re going to need better tools, smarter technology, and vendor partners offering a true competitive edge. – REBECCA LOMBARDO, VP Sales and Marketing
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North DFW Real Producers • 27
Soon, real estate agents saw the floor plan and wanted to use it on their sales listings. But they also needed the photos to go with it. Again, Bob built a proprietary software system for scheduling photographers and coordinating shoots to make these tours come to life. Suzi, who is now CFO, worked to bring in more clients, and in 2018, HomeAway came to TruPlace asking for a partnership. They saw the value in having premium visuals on properties across the country. In order to work for TruPlace though, photographers had to be trained on how to create the interactive floor plan. They had to complete a training and certification course before being hired, which is how the quality and consistency remained, and then attracted VRBO (Vacation Rentals by Owner), which now features TruPlace’s one-of-a-kind TruFusion 3D Tour, as an approved property visuals provider. The Pandemic Changed Everything
The reason TruPlace tours are such a great fit for vacation rentals is the exact reason why they are such a perfect fit for marketing a listing during a pandemic. People viewing these properties were never going to step foot in them, prior to converting. Some buyers were making offers sight unseen. Agents found themselves on the phone with frantic out-oftown buyers having to answer detailed questions about their listings – questions that would have been answered by putting a floor plan tour on the property.
A study by Redfin that was conducted about seven months into the pandemic found that 78% of home buyers decided to view more properties virtually. And it wasn’t just buyers preferring virtual tours. Sellers, worried about a high volume of people traipsing through their home, also began to prefer having a virtual tour instead of just photos. While safety concerns have subsided since then, the preference for quality virtual tours has not. “Using a TruPlace tour means not having to use your imagination to link to the images together in your head,” explains Rebecca Lombardo, VP Sales and Marketing at TruPlace. “We want people viewing our tours to be able to imagine themselves in that space. We’ve made our tour navigation so easy that the eyes focus on exploring the property, not trying to figure out how to click through it.” TruPlace: The Real Estate Marketing Resource
In the last 17+ years, TruPlace has produced over 100,000 tours and processed more than 15 million professional photographs. They are a full-service provider offering everything from aerial drone videos to virtual staging. The analytics continue to be a client favorite, as well. “One of the best parts of my job is showing our top clients their analytics reports,” says Rebecca. “It makes them look like rock stars to their clients.”
Photo by: URSPECIAL
28 • January 2022
@realproducers
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North DFW Real Producers • 29
Rebecca, who has a background in photography, joined TruPlace right before the pandemic-induced shutdowns began in 2020. Despite the challenges and government restrictions, TruPlace experienced double-digit growth. Website page views were up 252% from the previous year, and more partners came on board. “When the sky started falling in the spring last year, we hunkered down and focused on doing what we do best so real estate agents, who were deemed an essential service, could keep doing what they needed to do,” says Rebecca.
With virtual tours now becoming a permanent tool for agents, TruPlace will continue to focus on the new way to market a listing. For more information, please visit www.truplace.com. Special thanks to Highland Homes at Parkside Prosper for use of their model home for the photoshoot. www.highlandhomes.com/dfw/prosper/
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30 • January 2022
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ESPE THE
event recap
Photos by Scott Peek Photography, LLC and URSPECIAL
AWARDS
DFW Real Producers Inaugural Awards Gala
Wow. What an event to remember! Our Inaugural ESPE Awards Gala was one for the record books. I hate to say it, but if you didn’t make it, you missed out! We had 450 people in attendance, celebrating at the Empire Room in the Dallas Design District, on November 17th. And, we had over 11,000 people vote on the ESPE Awards! The Awards Ceremony was such a blast!
To the endless real estate agents who continue to love and support Real Producers … my team and I are forever grateful to you all. You are the lifeblood of this community, and we appreciate each and every one of you so much. I don’t know about you, but I am counting down the days to the second annual ESPE Awards! Thank you all,
The Winners: Leader of the Year – Tony Green Most Inspirational Story – Marjorie Bradford Ultimate Connector – Kim/Matt Callahan Spirit Award – Pam Heinrich Rise and Grind – David Bentinck Best Cover – Nick Good, Brian Force, Matt Kelderman Team Player – Becky Chance World Changer – James Sharp Rising Star of the Year – Mike Delgado Icon Award – Rogers Healy
Jordan Espeseth Owner
Surprise Awards: Partner of the Year – Lawyers Title Remmy Award – Tom Bishop, Shana Acquisto, Sonia Leonard
Huge congratulations to our ESPE winners! You are all very deserving of these awards. I want to thank all of our RP Vetted Businesses that make Real Producers what it is today. A special shout out to those of our partners that went above and beyond by sponsoring this event – it wouldn’t have been able to happen without you! 34 • January 2022
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North DFW Real Producers • 41
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For upcoming events, and more information, check us out at:
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WHY YOU SHOULD ATTEND: Mastermind DFW is an exclusive event for the Top 1% of Producers in the DFW area. When you attend a Mastermind DFW event, you are in the company of a prestigious group of local, high-performing DFW real estate professionals. This is the place to cultivate your network with the most notable names in DFW real estate.
“Todd and I love to be a part of the Mastermind DFW group. It is an honor to be in the presence of other top producing agents and to get great tips and tricks on how to leverage our business. Thank you for allowing us to be a part of this exclusive group.” - Colleen Frost
"Mastermind DFW events are nothing short of amazing! I have always learned something tremendously valuable to my day-to-day business. I have truly enjoyed every single event! Best of all, it is a wonderful chance to mingle with friends I never get to see!!" - Laura Barnett realproducersmag.com
North DFW Real Producers • 43
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WHICH REAL REAL PRODUCERS WHICH PRODUCERS TERRITORY YOUAPART A PART OF? TERRITORYARE ARE YOU OF? REAL PRODUCERS IN THE DFW METROPLEX REAL PRODUCERS IN THE DFW METROPLEX A Quick Look at the Different DFW Real Producer Markets A Quick Look at the Different DFW Real Producer Markets
August 28, 2011 5051 New Centre Drive Real Producers has 100 franchises nationwide, and there are three in DFW alone. In each of these markets, we100 pullfranchises the NC top 500 agents based off the MLS production, and onmarkets, where your Wilmington, 28403 Real Producers has nationwide and there are three in DFW alone. In depending each of these we pull the is the located, will determine publication youyour will broker be apart of. This map shows the top 500broker agentsaddress based off MLS production and which depending on where address is located will determine First Last Name T. 910.202.0917 which publication you will be apart This map If shows theaterritories each theof3these franchises. If you arewill a Top territories for each of the threeof. franchises. you are Top 500 for agent in of any markets, you 500 agent in either of these markets, you will be receiving a publication every month and have the possibility of be receiving a publication every month and have the possibility ofStreet being featured at no cost to you! being Address E. info@n2pub.com featured at no cost to you! City, State 00000 www.realproducersmag.com North DFW Real Producers
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48 • January 2022
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partner spotlight Written by: Dave Danielson Photos by: Scott Peek Photography, LLC
PAINE INSURANCE INSURANCE GROUP GROUP
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The Power to Protect Everything that your clients have worked and saved for can be at risk without the proper kind and amount of insurance.
He and his coach talked. Plans were put in place. And soon, Dustin created Paine Insurance Group.
That’s where Dustin Paine and the Paine Insurance Group excel … with the power to protect all that your clients hold dear in life.
Over the past decade, Dustin’s team has grown. Through time, Dustin has grown with a laser focus on finding the right fit for the right team member.
Comprehensive Coverage
For the past ten years, people in the area have come to rely on Paine Insurance Group for a full range of vital coverage, including home, auto, life, and business insurance. In the process, they rely on a proven leader in the industry. In fact, for the past three years, Dustin and his team have earned coveted Farmers Insurance President’s Council status, denoting the team as one of the top one percent for the company nationwide. “Most of our business has traditionally come from home and cars,” Dustin says. “When someone buys a house, we can help take care of all of their needs. That could include things like coverage for their auto, their motorcycle, and we’re also doing a lot of boat plans.” Learning and Growing
“We have really fashioned our agency out of specialties based on personality. We hire really around the DISC model and KPIs and some different things inside of your personality,” he explains. “We found out that if you have a certain personality, you’re typically going to be great in a given role. Whether or not you have insurance experience doesn’t matter so much to me as the fact that you’re hungry, coachable, and trustworthy.” Dream Team
The results have been rewarding. In addition to building relationships with those he and his team serve, Dustin was also honored to learn that he and his team received the coveted President’s Council Award from Farmers Insurance.
Growing up, Dustin’s family moved quite a bit with his father’s job. “We moved all over the Midwest, including South Dakota, North Dakota, Iowa, Nebraska, Kansas, and then to Oklahoma when my dad decided to go back to veterinary medicine school. When he got out of school, we moved to McKinney when dad bought into a practice during my sophomore year in high school.” After finishing high school in McKinney, Dustin played college baseball. As he looked at his future, he had plenty of options.
“The things that make us successful are not about me. It’s about our people. I’ve got a phenomenal team that pushes hard and grows,” Dustin emphasizes. “They’re all coachable, they’re all hungry, and they all want to strive to the next goal. They’re constantly improving themselves. As a leader of whatever organization, you can’t go anywhere if you don’t have a team that’s helping.” Many of Dustin’s proudest achievements start with his team.
In the meantime, Dustin got married and started his family. In the process, he decided to take a new path, and he entered the oil and gas industry — doing surveying for drill sites.
“I’m the proudest of our culture. It means a lot to be part of providing opportunities for other people. I love hearing about people setting and reaching new financial goals … and that they were able to buy their first home, or that they were able to take their kids on a vacation that they had been dreaming about for five years,” he says.
Opening New Opportunities
Life’s Priorities
Eventually, Dustin knew he was ready for a different challenge. He remembered his old high school baseball coach who had tried recruiting him into the insurance business for years.
Dustin’s life is made much richer by his family, including his new wife, Beth, and their children from prior relationships — Lexie, Taryn, Mady, and Gavyn.
“For a long time, I thought I wanted to coach and teach. That was my whole deal. So, I debated on going to the military and flying fighter jets for the Navy and decided that I’d go play baseball instead.”
50 • January 2022
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Dustin and the Paine Insurance Group team
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North DFW Real Producers • 51
He also enjoys riding mountain bikes, hunting, fishing, camping, and generally anything outdoors. Another love for Dustin is scuba diving. Dustin is also driven to give back and has supported a wide range of causes through time. Now, he’s building on his vision for creating a unique outdoor set of experiences with the organization he put in place called Creek and Timber Legacy. “This is for first responders, military veterans, as well as critically and terminally ill children and their families,” Dustin explains. “We wanted to do something that would give people a positive outlet outdoors with things like hunting, fishing, hiking, kayaking, fishing — and much more. We’ve also extended our team. We’ve hired a Regional Manager
and a Development Manager. And Beth is handling all of the marketing for the organization. We’re excited to be acquiring a ranch in Willis, Texas, which will be a fantastic place for us to share with the veterans and first responders we work with.” While he and his team put important protection in action, Dustin Paine takes the same approach to life … as a man of action with a plan to help others. As he says, “Build a team, build the dream, and continue to grow yourself. Continue to give back. At the end of the day, what we do is bigger than each of us.” For more information, contact Paine Insurance Group. Website: www.PaineInsuranceGroup.com Phone: 972-387-9217 Email: dustin@paineinsurancegroup.com
Dustin with his wife, Beth, and their children
52 • January 2022
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North DFW Real Producers • 55
ccar: in the know Written by: Bri Westbury, Content Specialist at Collin County Association of REALTORS®
What to Expect from Real Estate in 2022
56 • January 2022
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Throughout 2021, home sales outpaced new listings in Collin County as homes sold faster and for more money than the year before. At the close of the third quarter, Collin County had 39.1% fewer homes on the market than 2020, and with less homes to purchase, the area had 11.7% fewer homes sold compared to the year prior.[1] As homebuyers competed for limited homes, new listings remained on the market for 16 days – 27 fewer days than the year prior. Homes sold for a median price of $440,750, 20.8% more than in 2020. “In 2021, buyers had to hustle to have all their financing in order, make their first offer their best offer, and – if they were lucky enough to have their offer accepted – complete their inspections in record time,” said Collin County Association of REALTORS® (CCAR) President Ron Leach. The past year of real estate activity has left many wondering what to expect in 2022. According to the Texas Real Estate Research Center at Texas A&M University, the period of historically low mortgage rates that existed during the pandemic will probably be over in 2022 because of changes in the Federal Reserve’s policy and inflation pressures.[2] “Mortgage rates may rise in response to the tighter environment, but we expect the severe shortage of homes for sale to remain the primary driver of strong house price appreciation through at least 2022, limiting interest rate effects on home sales and home prices,” said Doug Duncan, Fannie Mae Senior Vice President and Chief Economist.[3] For Texas, the Research Center projects new home construction to grow in 2022, but at a slower rate than the previous two years as the housing market stabilizes. Listings of existing homes are also expected to rise, leading researchers to expect the supply of homes for sale to increase, moving the housing market back into balance and causing home price growth to slow.[4] However, many forecasters differ, forecasting median home prices to rise in 2022. In October 2021, Fannie Mae released a report forecasting median home prices to rise 7.9% in 2022, while Zillow predicts 13.6% price growth, Goldman Sachs forecasts 16% and CoreLogic anticipates a modest 2.2% increase.[5]
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Housing demand is projected to remain strong throughout Texas in 2022 thanks to economic growth and demographic trends, such as aging millennials and migration from out of state.[6] The “Emerging Trends in Real Estate” annual ranking produced by the Urban Land Institute and Price Waterhouse Coopers agrees, naming Dallas/Forth Worth as number seven of 10 hottest property markets for 2022.[7] For those expecting foreclosures to sink the market, the Texas Real Estate Research Center disagrees, asserting “even with an increase in delinquencies and foreclosures, the housing market could absorb the foreclosed homes. Researchers say it’s possible homes could be sold with a gain even before they enter foreclosure”.[8] The rental market is not expected to cool down in 2022 either. Economists at the National Association of REALTORS® (NAR) project “apartment demand will likely remain robust and rent growth remain elevated in 2022, given the current rates of absorption, rising mortgage rates in 2022, and the lower level of construction activity relative to current demand.”[9] NAR anticipates that “vacancy rates will continue to remain tight and rent growth for multifamily units could continue to hover at about 10% in 2022.” “I wish I had a crystal ball, but with those all out of stock, no one knows for sure what will happen in 2022. However, one thing I do know is that people will still need a place to call home, and Collin County is ready to welcome them,” said Leach. [1] Statistical data is based on Texas REALTORS® MarketViewer reports for Collin County [2] https://mailchi.mp/mays/2021-mid-year-texas-housingeconomic-outlook [3] https://www.fanniemae.com/newsroom/fannie-mae-news/ economic-growth-again-revised-downward-due-supply-chainand-inflation-concerns [4] https://mailchi.mp/mays/2021-mid-year-texas-housingeconomic-outlook [5] https://fortune.com/2021/10/26/housing-market-2022forecast-fannie-mae/ [6] https://mailchi.mp/mays/2021-mid-year-texas-housingeconomic-outlook [7] https://www.pwc.com/us/en/industries/asset-wealthmanagement/real-estate/emerging-trends-in-real-estate.html [8] https://mailchi.mp/mays/2021-mid-year-texas-housingeconomic-outlook [9] https://www.nar.realtor/blogs/economists-outlook/ commercial-weekly-apartment-demand-and-rents-likely-toremain-robust-in-2022
North DFW Real Producers • 57
58 • January 2022
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North DFW Real Producers • 59
power couple
MACKEY
JIM AND KRISTEN
Written by: Dave Danielson Photos by: Scott Peek Photography, LLC
IMMERSING THEMSELVES WITH CLIENTS. IMPACTING THE WORLD AROUND THEM. 60 • January 2022
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North DFW Real Producers • 61
It’s obviously a wonderful feeling when you share a successful journey in life with your significant other. But that journey can be even more rewarding when you are also able to share a successful path in business together.
As real estate agents with Better Homes and Gardens Real Estate Winans, Jim and Kristen immerse themselves with their clients and their life stories. In turn, they impact the world around them through the dreams that they help their clients achieve.
That’s the magic that Jim and Kristen Mackey create and demonstrate each day.
Passion for the Profession
62 • January 2022
Their passion for the profession is easy to see.
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“I love getting to see all the different houses, styles, and remodels. I enjoy seeing everything from old to new,” Kristen says. “I also love hearing client stories. I have a gift for remembering all of our clients’ family names and stories, and as time passes, I remember those friends when I see them down the road again. I really enjoy the time I spent learning about clients and their stories, because it is valuable to them and it helps us find their home.”
“I moved to Arizona and needed a place to live, and I had rented a Budget truck. When I got there, I was at the Budget rental office and met someone who said they knew a licensed apartment finder who could help me. That was Jim,” Kristen says with a smile. “When I met him, he said he wouldn’t show me a place unless I agreed to go out to dinner with him. We’ve now been married for about 25 years now.”
“One of my favorite parts is the showing process, looking at houses with clients and seeing how they respond and what they like and don’t like,” Jim explains. “That decision-making process is a lot of fun when we get a contract accepted and a buyer now has a new home. The definition of a sale isn’t writing a contract. The definition is when that emotion is put in action.”
In time, Jim and Kristen moved to the Dallas area and moved forward in real estate. After Jim became licensed, Kristen joined him by earning her license two years later. Partners in Life and Business
The two have built a very successful partnership all the way around through time. “Our desks face each other. I couldn’t imagine doing this without him,” Kristen says. “It goes so much easier together.”
Getting Their Start Together
Jim had originally started his real estate career years ago when he lived in Arizona. After a time of stepping away with over 20-plus years in the building industry, he renewed his license in Texas about 14 years ago.
“It’s amazing that we can spend so much personal and professional time together. I’m very pleased with that,” Jim smiles. “We both are full-service real estate agents … working with our clients who are buying, renting, leasing, investing, and selling.” Made for Each Other
“ realproducersmag.com
It was during that time in Arizona when Jim and Kristen first met.
Their natural interests and areas of expertise complement each other.
OUR CLIENTS AREN’T JUST A NUMBER FOR US. WE DO OUR BEST TO ALWAYS PROVIDE THEM WITH A PERSONAL TOUCH AND AN ONGOING RESOURCE.”
“Kristen prefers to do more marketing and scheduling at the desk. I prefer to get out and work with people day-to-day. I’ve always been out showing,” Jim points out. “We spend time working together, too, but the things we love are the opposites of each other, so it works out that we’re able to cover more territory and be more efficient.” Rewarding Results
The signs of their success continue to mount through time, as well. In fact, over the last several years, Jim and Kristen average over $25 million in sales volume annually, with a good percentage of their business coming from their relocation-certified business and their work with veterans of the U.S. military, as well as friends and referrals. Away from work, Kristen and Jim look forward to time spent with their two daughters — McKenna, who is a freshman at the University of North Texas as a pre-dental student, and Kinley, who is a high school freshman who is very involved with the school’s drill team. North DFW Real Producers • 63
In their free time, they stay active. Jim enjoys deep sea fishing, while Kristen spends time with family and friends. They also like to spend time out on their boat in Galveston, along with exploring the beach. When it comes to giving back, the two have a big place in their hearts for organizations such as the local Food Bank, the Ronald McDonald House, and their congregation — Prestonwood Baptist Church. Care and Impact
Those who have experienced Jim and Kristen’s caring and thoughtful approach to the business appreciate their all-in dedication. “When we work with clients, we get close with them and we extend that relationship,” Kristen says. “We don’t ever just walk away from people and not still be there for them. Kristen has
64 • January 2022
been in client weddings, attended baby showers, and several parties. We do a huge Client Appreciation event yearly which is a pie giveaway through a local bakery. We love to see our clients, old and new, come in and catch up. It is a huge compliment when we’ve had several clients who have gone on to become agents themselves.” “Our clients aren’t just a number for us,” Jim emphasizes. “We do our best to always provide them with a personal touch and an ongoing resource.” Congratulations to Jim and Kristen Mackey for making such a powerful impact for residents throughout the area through their immersive brand of service and industry knowledge.
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66 • January 2022
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North DFW Real Producers • 67
inspirational agent Written by: Dave Danielson Photos by: URSPECIAL
68 • January 2022
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Lee Osteguin REFLECTING STRENGTH. SHARING INSPIRATION.
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North DFW Real Producers • 69
ACH PERSON HAS THE POWER TO MAKE A POSITIVE OR NEGATIVE IMPACT FOR THE REST OF US. IT COMES DOWN TO MAKING THE CHOICE … AND THEN LIVING UP TO THAT THE BEST YOU CAN. Lee Osteguin is one of those who leads by example. As a REALTOR® with Ebby Halliday since 2007, Lee reflects strength and shares inspiration with those around him. He had an incredibly powerful example of his own to follow … his mother, Eloise Linda Morales.
“In 2008, the market crashed, but I didn’t have anything to compare it to, so we kept going. We were in San Antonio at the time. The VA was still lending at that time, and there were a lot of military folks in San Antonio. I represented quite a few of them, and I became a top producer. It was about the grit. You have to have grit to do whatever it takes to succeed, because it’s your family business.”
“My mother showed us that you could have cancer, have a job, and create. I learned how to have true grit from her,” Lee emphasizes. “I have no excuse … none… I wake up every day and hit it hard and accept rejection. No matter how tired you are, you have no excuse. Grit was an example I saw every day. I have no excuse but to go out and work hard every day.”
The family pulled together and made good things happen each day on multiple fronts … with the CNA school, Crime Scene Cleaners, and with Lee’s blossoming real estate business.
Making Good Things Happen
“My mother was diagnosed with cancer when she was 42 in 2000. She slowed down the cancer by going with a whole-foods diet. In fact, she lived eight years by doing those healthy things,” Lee remembers. “On top of that, she worked as an RN while continuing to run these businesses. And no one knew about her cancer for a time. She just kept going through and working every day.”
Lee and his family reflect an ultimate entrepreneurial spark. “We owned a corporation for a vocational school for CNAs and other medical personnel. And we also opened Crime Scene Cleaners. It is exactly what you would think it is … to clean private residences or companies, meth labs, or crime scenes,” Lee explains. Lee remembers 2007 well. It was the year when his mother, the wonderful woman who had challenged he and his brothers to be their best, had a new idea. “That’s when she said, ‘This is a great time to open up a real estate brokerage. The market is great.’ I said, ‘Okay. I’ll get my real estate license,’” Lee remembers. It was 2007 when Lee earned his license, and he worked for two years in San Antonio before moving to Dallas in 2009 when he started working with Ebby Halliday.
70 • January 2022
Powerful Example. True Grit.
It was during this time that Lee and his family gained a new lesson in true grit from their mother.
Lee approaches his real estate clients today with listening, care, and empathy … qualities he learned from his mother and from his prior business experience. “Crime Scene Cleaners was a good example. Working at that business is emotional, stressful, and the family members you meet through that work have a lot of questions about whether they are making the right decision,” Lee says. “You listen to their fears, wants, and desires and try to make it less stressful for them. When you go in there and consider their feelings and families, you negotiate based on that. In turn, you tell them it’s okay to walk away if things don’t work out.” The lessons from Lee’s mother inspire and inform his life each day.
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North DFW Real Producers • 71
“It makes a big impact when you have a woman who comes out of surgery with cancer and is still working hard. She went to CNA school, then got her RN degree, and ended up being one of the Level 1 nurses … because of her grit,” he remembers. “When she started her career, she felt there was much more to give. She looked into CNA school and she wanted us to be involved. She was a single mom with grit. We looked at the feasibility to start the school. When we found out it was almost $6,000 for CNAs to get their classes, we felt we could do better for them. We came out with a number including books, scrubs, and state tests and we decided to charge $1,750.”
take a picture of where they had done the surgery. That was the first time I saw her cry … when she saw the small area of missing hair,” he recollects. “What really broke her heart the most was the fact that she couldn’t return to work as an RN. That was her real passion … helping people. That’s why she loved the CNA school and Crime Scene Cleaners.” In time, Lee sold off his shares in the other businesses and moved to Dallas to pursue real estate full-time. Today, Lee cherishes his family and feels gratitude for the opportunity to serve his clients through real estate. In the process, he continues to draw on the unforgettable example of love and strength her mother lived. “I hope that someone who feels like giving up doesn’t because they’re closer than what they think to their goals. My mom inspires me. I was blessed to be her son,” Lee says with a smile. “My life isn’t about me. It’s about others. Knowing that, you tend to work harder and not give up. If I thought it was for me, I may have given up. But when it’s for others, and the ones you love, you’re willing to go many extra miles and not give up.”
Rewarding Returns
The CNA school made an impact for many area residents who could pursue their nursing career dreams at a more affordable price. The impact of those efforts came back around, as Lee and his family periodically saw grateful past students visit. “We had people driving in with new cars and dressed really nice wanting to talk with my mom, saying they had got their RN, they love what they do and they were refugees from Africa,” Lee says. “They felt that the school really helped them believe that they could reach their goals… They started their lives and reached success and they wanted to come back, and thank you for offering a school at a price that they could afford to pay.” Sharing with Strength
As Lee’s mother fought her disease, she did it with strength for those around her. “When her cancer spread to her brain, she had surgery. She had always had beautiful, long, dark hair. She had me
72 • January 2022
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FAQ ABOUT THIS MAGAZINE
Real Producers magazine started in Indianapolis in 2015 and is now in over 100 markets across the nation and spreading rapidly. North DFW Real Producers launched in August 2018. Name a large city, and we are there or will be soon! In every market, we take the Top 500 agents, based off of the MLS production, and we build an exclusive magazine around those agents. We share their stories, successes, market trends, upcoming events — really, anything that will connect, inform and inspire, we put in the monthly publication. We strive to inform and inspire the top-producing real estate agents in the local market and connect them socially. The secondary focus is to provide an avenue for our affiliate partners to create relationships with these top performers on a level that they might not be able to achieve on their own. Q: WHO RECEIVES NORTH DFW REAL PRODUCERS MAGAZINE? A: The top 500 agents in North Dallas/Fort Worth. We pull the MLS numbers (by volume) from in the North DFW area: Collin County, Denton County, and a few other locations in Dallas County that are North of I-635. Approximately 20,000 agents are licensed in this territory. We cut the list off at number 500, and the distribution was born. The 2020 Top 500 cutoff is $9.4 million. The list will reset at the end of every year and will continue to update annually. Q: WHAT ABOUT THE DALLAS AND FORT WORTH TERRITORIES? A: Dallas Real Producers (Dallas County South of 635 — including Rockwall County) launched May 2019 and Tarrant Real Producers launched in March of 2021. Yes, Real Producers is covering the entire Metroplex! Q: WHAT IS THE PROCESS FOR BEING FEATURED IN THIS MAGAZINE? A: It’s really simple — every feature you see has first been nominated. You can nominate other REALTORS®, affiliates, brokers, owners, or even yourself! Office leaders can also realproducersmag.com
nominate REALTORS®. We will consider anyone brought to our attention who is in the Top 500 because we don’t know everyone’s story, so we need your help to learn about them. A nomination currently looks like this: You email us at northdfw@realproducersmag.com with the subject line, “Nomination: (Name of Nominee).” Please explain why you are nominating them to be featured. It could be they have an amazing story that needs to be told — perhaps they overcame extreme obstacles, they are an exceptional leader, have the best customer service, or they give back to the community in a big way, etc. The next step is an interview with us to ensure it’s a good fit. If it all works out, then we put the wheels in motion for our writer to conduct an interview to write the article and for our photographers to schedule a photoshoot. 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 of many of the top agents has recommended every single preferred partner you see in this publication. We won’t even meet with a business that has not been vetted by one of you and “stamped for approval,” in a sense. Our goal is to create a powerhouse network, not only for the best REALTORS® in the area but the best affiliates, as well, so we can grow stronger together. Q: HOW CAN I RECOMMEND A PREFERRED PARTNER? A: If you know and want to recommend a local business that works with top REALTORS®, please email us to let us know at jordan.espeseth@realproducersmag.com. North DFW Real Producers • 81
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cover story Written by: Dave Danielson Photos by: URSPECIAL
CAMI HOBBS-RILEY G O I N G T H E D I STA N C E FOR THEIR DREAMS
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You’ve seen it many times … one of your new clients is excited for the journey ahead. At the same time, they’re uncertain. They may be brand new to the process, or it may have been a long time since they had gone through it. Either way, you are the one they turn to and count on. Cami Hobbs-Riley relishes her go-to role for her clients.
well,” she recalls. “My grandfather had a garden. I remember going with him to deliver vegetables to poor people and visit senior citizens.” Cami often accompanied her grandfather to collect rent money from his tenants on the first of each month. “The highlight of the day was going to First State Bank and making the deposit. The teller would give me a sucker,” she says. “The real value was the fact that it was teaching me that this is how we pay a bill.” Moving Forward
In time, Cami’s mother met and married her stepfather. Go-To Expertise
As a REALTOR® and owner of Cami’s Elite Real Estate Group with Keller Williams Realty, and a REALTOR® with Don Hobbs Real Estate in Oklahoma, Cami goes the distance for their dreams. “I love taking on a challenge, being able to be a resource for someone who has been through a challenge … walking in and helping them and giving them hope that tomorrow is a better day,” Cami says.
“From that time on, I was raised on their farm. We raised cattle, I was in FFA, and I started working for their greenhouse business,” she remembers with a smile. “He taught me a lot. He kept me grounded and on my path, doing the right thing along the way.” As Cami came of age, she graduated from high school, got married, and began her family, welcoming her son into the world. “When I was pregnant, I realized I didn’t want a 9-to-5 job. My husband’s father was Don Hobbs, an accomplished REALTOR® in Oklahoma and in Gainesville, Texas,” Cami says. “He was always wonderful to me. He took me under his wing, and he was very influential in helping me get started in real estate.”
Learning and Growing
Cami earned her real estate license in 1997. But her story in the business actually began as a little girl growing up in Denton, Texas. “During my childhood, my mother was a single mom. She worked for the Chief of Police in Denton. We didn’t have a lot of money. Women didn’t have high-profile jobs like that back then. But everyone knew her. She was kind of embarrassed because of our situation at the time,” Cami says. “At the same time, my grandfather was on the City Council in Denton. He was a REALTOR®. I remember spending a lot of time with him and my grandmother.”
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Opening the Door to Real Estate
Cami earned her license and started as an individual agent with Scott Brown and The Realty Team. In the meantime, she and her husband decided to go their separate ways, though they have continued a good friendship through time. After a number of years, Cami decided to branch out in her business in Oklahoma. “It has been a great move for me,” she says. “In fact, I have as much business in Oklahoma as I do in Texas.” Team Spirit
Through her committed efforts and determination, Cami has continued to build her business. At the same time, she is quick to shine the spotlight on her team. “I have a wonderful team, including five Agents in Denton and two more Agents in Oklahoma.”
Cami also spent a lot of time with her father’s parents.
About five years ago, Cami met her current husband, Dewayne Riley.
“They really did a lot to help raise me, and I stayed with them a lot, as
“Dewayne has also earned his real estate license,” she says. “It’s great being able to share this business with him.” North DFW Real Producers • 87
The Richest Part of Life
Cami’s life is made very rich by her family. She looks forward to time away from work spent with Dewayne and children — her son, Cameron Hobbs, her daughter, Kenzie Kish; and her bonus son, Robert Riley. Cami’s sweeping success and growing business today didn’t come easily. But, through hard work and by doing things the right way consistently over time, she has created rewarding results all the way around. “It took me a long time to get here. In the beginning, I prayed a lot and borrowed from banks,” Cami explains. “It may have looked good on the surface, but there have been a lot of 16-hour days along the way … prospecting, calling to get listings, and getting in front of people and talking with them to learn more about their needs and let them know how I could help them.” Each step along the way, Cami continues to be the go-to resource for her clients who know without a doubt that she will be there for them … going the distance for their dreams.
“
I love taking on a challenge, being able to be a resource for someone who has been through a challenge … walking in and helping them and giving them hope that tomorrow is a better day.”
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